The California Lumber Merchant - December 1922

Many young people, and older ones too, right in your trade territory are dreaming and longing for a real home; the majority of them are in position to build, and would, if properly approached.

The Photographic Plans featured in your albums equip you with just the necessary means for getting in touch with these prospects and the attractiveness and conveniences of the plans themselves will not only create and instill immediate desire for home ownership, but combat any other investment they may ,

be considering.

The public is hungry for building information. It would pay you well to employ an outside salesman and keep him constantly on the job showing and talking your service; this salesman should also keep a prospect list with notations as to conditions of all building and necessary new improvements. Your territory should be zoned that it could be worked systematically with a careful check showing just when they will be ready to build.

If you have not already equipped your business with a practical plan and building service to help you in attracting and creating business, 1rou need the helps we are in position to furnish, and we will welcome the opportunity of serving you.

Look Them Over Garefully

That's Ri1ht! Grab THE CALIFORNIA LU IYIBER IWER. CHANT, Put on your Glasses and Reail it Carcfally from Coaer to Coaer-Incluiling the Adaertisments.

And that is what the wise merchant is doing these days-reading the trade papers thoroughly. And reading the paper" -..n" that he reads the advertisements as well as the news and edilorials. For the advertising pages of the modern trade paper are filled with informatio_n and sugge,stions just as interesting, just ai important and just as valuable to the reader as the news pages.

Advertising costs money. he has something vitally No one is spending money for advertising unless important to say.

READ WHAT THESE ADVERTISERS HAVE TO SAY:

THE CALIFOR].IIA '":"fr:ffiii";f*

LUM B E R ME RC HANT's.:t'#,t{fi'

A. c.AyEl YMAN, JackDionne,pfilishu J. E. MARrrN, n*-, ro""Eltf3:,t"1$ th8$ilT"{"':*'nB'}"thE &,r-s6s '"}t{:}tf.'.fi"99ff",

j"e."'*' Los ANGELES, cAL., DECEMBER t, t92z Advcrtiring Rater on Application.

How Lumber Looks

Lumber ia going to be hard to get and prices are going to be reasonabty frrm until well after the first of the year.

Developments of tte la* ferr weeks indicate that buying for next Spring'e delivery already har started, not only in Californiao but in all parte of the countr5r. They alro indicate tfiat ttere ir not going to be any lull in the market due to the holiday rearon.

Mills in the South ar well ar in the North are getting a big run of orderr. For the first time in more than three monthr, tte volume of Southern Pine orderc last week ex-

NOVEMBER WAS GOOD CARGO MONTH

Cargo shipments to and through Los Angeles harrbor for tl.e mbnth of Novembcr aggregated approximately 110,000,000 feet of which about 16,000,000 feet rams redwood and the rest fir.

Tortal receipts for the 11 rnonths this year have been 1,301,125,000 feet.

ceeded tte volume of production. Most of this new burineer ir for delivery after the fint of t'he year.

The Douglar fir mills, too, are relling more lumber than t'hey are cutting. All t[rough the lete Summer and early Fdl they produced an average of nearly 2O,OOO,000 feet a week more tAan ttey rold, and rome of the interior millsff,e6s rhipping solely by railsss11sn11lg1ed a heavy eruplur.

In tte hrT few weekr lumber buyerr from far and wide have been running over each other in the Northwert trying to buy lumber. They have loaded up some of the mills witih bruineas enough to run ttem rmtil the frrst of March. Some mille are abrolutely refuing to take any m(re orderr until the present run of burines ha.r been cleaned up.

AU thir ir rignificant in thie particular: If buyers are willing to place ordes for next Springtr delivery on ttre barir of the present market, and if mills ,are unwilling to accept bucinegs on this barir, it indicatec that both buyers and sellers expect higher p"icer next Spring than are prevailing now.

And the market right now is much firmer than it was two weeka ago. Both common and upper gradeo have made a dirtinct advance in recent weekr and commoru are extremely rcarce-both water and rail ehipment. The price on mort

itemr in commonr hac advanced from $1 to $1.5O per thou' aand rince the 6rrt of last month.

The recent advance of 5O cents per hrmdred in the cargo rater between the Northwert and Califorriia her not made a ripple on ttre market and buyers have paid that advance together with an additional 5O cents or a dollar trhat the market demanded. Q.rgo space ir rcarce, and a further increare in rates would not be eurpriring.

The car rupply ir not ro much of a fector in the market ar it war eadier in the Fall. Reportr from the South indicate that the car rituation har meterially improved. Some millr are getting dl the carr they want. Dealers are getting better delivery on their orders. But the Southern Pine market has not broken as might have been e:rpected. Some authoritier predic that if the cer rupply continues like it ir Southern Pine will weaken. This, of courre, will have itr effect on Douglas Fh, ar it will force fir out of rome competitive territory.

The car situation in the Northwest h'ar improved. Milb are not gefting all the caru they want, but they are gettmg a bigger proportion of their actual requirementr.

Gredually the car congestion at San Pedro ir being overcome. It will be after the firrt of the year before the rituation ir entirely relieved, but new cargo arrivalr are befurg moved promptly now ar they come in. Little unrold lumber remains on the docks.

The lath market is rhowing a rpectacular advance er ir urual about once every year. Pricer have gone up rapidly

L. A. BUILDING $11,5OO,OOO IN NOVEMBER

Btrildinq n'rti+s in l-os Angeles had a vatruAtion of $11,500,000 in November. For the firs,t 25 days ot tfie month they werre $10,161,211. At this same ratio the three remaining business days brought thgm past the eleven and a half million mark"

in the last 3O days and ltrreaten to go even higher. No gfeen lath are in right and the accumulation of dry stock ir beginning to move.

The rhingle market remains firm. California buyerr are taking rhinglea more €agerly now that tbe Houring bill-which would have legislated rhinglee out of burineo, har becn rejected by the voterr.

Dealer Cooperation Is Redwood Assn's Aim: J. M. Hotchkiss New Head

FICERS ELECTED BY CALIFORNIA REDWOOD ASSOCIATION

President, J. M. Hotchkiss, Hobbs, Wall & Co. \rice-President, Harold A. Plummer, IJnion Lumber Co.

Secretary-Manager, R. F. Hammatt. Directors, J. M. Hotchkiss, Harold A. Plummer, W. S. Burnett, Hammond Lumber Co.; Fred V. Holmes, Holmes-Eureka Lumber Co., and P. C. McN,evin. Pacific Lumbe: Co.

Co-operation with, and support of, the retail dealer; pos' sible expansion of the present "Redwood Service" as a tangible expression of thart co-operation, unanim'ous endoriement of 'the Forest Products Laboratory of the United States Forest Service in the scope and character of its work, and continued active support 'of the National Lumber Manufaoturers' Association, were three of the outstanding features of the annual meeting of the California Redwoot Association in San Francisco on Tuesday of last week.

Donald MacDonald, president during the year just passed, gave a ,comprehensive resume of the Association's activities and accomplishments during the past 12 months and submitted, in a clear and forceful manner, his suggestions for the coming year.

Under the able leadership Lumber Company, who was the stockholders' meeting, outgoing board of directors was unanimously adopted.

of C. R. Johnson of the Union ch,osen temporary chairman of a resolution commending the for its work during the year

Problems involving standardization, traffic and trade extension were stressed; a tentative budget fior 1923 was submitted, discussed, and referred to the incoming board.

Election of the new board of directors was made by the unanimous vote of the stockholding members present.

The new directors met and organized immediately following the stockholders' meeting and selected their new officers. The choice for president fell promptly upon J. IVI. Hotchkiss.

Mr. Hotchkiss is one of the most ac-

FRED-tt'cHoLMEs' tive and progressive lumbermen in the State of California. He has been affiliated with Hobbs-Wall & Co., large redwood operators, for nineteen years and at the present time is Vice-President and Manager of the Company'

He took an active part in defeating the Housing Bill in the last state election, and was a memher of the Executive Committee of the California Lumbermen, who had charge of the campaign against rthe outlawing of shingles.

Mr. Hotchkiss in an alumnus of the University of California.

J. M. Hotchkiss (left) and R. F. Hammatt (ri€ht) President and Secretary California Redwood Association

A good business man is perpetually explorin$ for that - which is new and worth while in his business.

What Will the Outstanding Be?

By Jack Dionne

This is collection time for the retail lumber business.

For elwen noonths the retailer of building materials has been engaged in trying to SELL.

For the past thirty days to some exten! and for tfie next thirrty-one days in almost frenzied fashion, most of the managers o,f retail lurnber businessesr in the United States rvill be engaged vvholeheartedly in the garne of co,llecting.

When the last day of December _draws near, one of the mornentous questions to the average retailer is, "What :unount of outstanding accounts shall I carry into tlre New Year?" And his suprerne effo,rt is to cut down, that volume as much as is humanly possible.

Among the line yards this is particularly'true. Individuals who run their own yards may not make so strict a p,oint of cutting down ftheir outstanding accounts, although every man who closes his books on the first of the year *'ill do so to sorne extent at least, but withj the line ya.rds itl is vital. Most. line yard firrms have been in behind their managers for thel ,last thirty days,, urging and assisting them in the work,of getting in the oash before the first of the year.

Most line yard firms check their managers against one another, and one sf the points by which line yard men judge their{ managers is by the success they have in their collectio,ns. There are two vital elements, in retail lumbering, selling the goods, and collectirng the mon€y, and THIS is collection time.

Among well versed retailers it is conceded that ten percent of ,thE year,s business is "par''' for a lumber yard rnanager; that the man who closes, his year with not over ten percent of his year's volume of business on his books, has done naighty well, and that fifteen percent is good.

It is said that the average yard is well above fifteen percent.

So the question before the retail industry for the next month will tre, "What shall the 'outstanding be?"'

There ls llo Better Flooring

This is Weyerhaeuser's famous new end-matched, trade - marked Hemlock fooring. We sell this product exclusively in California. Also Weyerhaeuser's incomparable trade marked Fir fooring. A sample car will convince you.

GHAS. R. &i

SAN LOS ANGELES FRANCISCO

We also manufacture and sell everything in Fir products.

We operate 3 sawmills and a great creosoting plant at St. Helens, Oregon.

The Union Lumber Co. produces l40r(XX),000 feet of Redwood annually from its own CaIifornia Mills, and is, thenefone, an entirely DEPENDABLE source of Redwood supply for the lumber dealer.

And our gervice is as dependable as our product.

Western Planing Mill Folks Organizel

LeMaster Is President

Permanent organization of ,the Weste_rn Planing \,Iill & Wood Working Congress was perfected a't a represen-tative.meeting of more than 200 plan- ing mill owners and operators in the Palace Hotel art San Francisco last Thursday, Friday and Saturday.

OFFICERS ELECTED BY WESTERN PLANING MILL AND WOOD WORKING ASSOCIATION

President, C. D. LeMaster. Fresno.

Vice-President, C. E. Cowdin, Portland.

done, if anything, tory.

A11 states west ,of the Rocky Mountains were represented. The need of an organization was manifested from the outset. There was no question about the formation of a permanent body to handle rthe numerous questions affecting the planing mill industry. Opinion on this subject was prac,tical- ly unanimous, so instead of wasting time in determining what should be ,the meeting at once started to make his.

Included.among the registrants were a great man1women and a banque,t and other social diversions were among the attractive features of the convention.

H. W. Gaetzen of San Francisco was the toastmaster at rthe banquet. The principal speaker was Robert Dollar, veteran ship operator and lumberman. He told, in in,teresting fashion, some. of his early day experiences in the logging and lumbering camps of eastern Canada and Michigan, and his later experiences in exporting lumber from the Pacific Coast to China-

Secretary-Treasurer, George M. Cornwall, Portland. Directors: C. D. LeMaster, C. E. Cowdin, George M. Cornwall, Clark W. Thomps,on, Tacoma; E. R. Maule, Los Angeles; H. G. Klopp, Missoula, Mont.;

E. W. Whitington, Victoria, B. C.; Arthur Craven, Provo, Utah; C. E. Schriver, Boise; Clyde pierce, Phoenix; Fred C. Bliss, Cheyenne; Dan, E. McAllister, Boulder, Colo.; Geor,ge C. Tichenor, Pontlind; W. G. Machabee, Reno; T. E. Whitmer, Albuquerque. Portland, Oregon selected as 1924 convention city.

Motion pictures of logging camps and saw mills in various parts of the West proved highly interesting and instructive.

The Convention was called to order bv C. D. LeMaster of Fresno, Manager of the San Joaquin Valley Mill Owners' Association, who acted as temporary chairman.

The address of welcome was made by Newton Lynch, Vice-Presiden't of the San F,rancisco ihamber of 'Commerce, who emphasized the business and harbor facilities

Protecting the Lumber Dealer

The quality of Schumacher Wall Board, and also of Schumacher service, is familiar to all California retailers of lumber.

Our board and our service are TWO of the three prime fundamentals upon which we have built our business.

The THIRD is the fact that we sell our board through the LEGITIMATE LUMBER DEALER EXCLUSIVELY.

QUALITY, SERVICE and PROTECTION are the lsplendid trinity which Schumacher guarantees to the retail lumber trade.

L. A. District Club Plans DinnerMonday, Dec.4

Retail lumbermen of Los Angeles and vicinity; together with their salesmen, will rgather at ,the City Club on the evening of Monday, December 4, for dinner, entertainmen,t and business discussions.

The meeting is being arranged by the members and officers of the newly formed Los A;ngeles Distri,ct Lumbermen's Club and invitations will be extended to all retail lumbermen and members ,of their sales force.

Several subjects of importance ,to the retail dealers will be presented. The meeting will serve the further purpose of getting the lumbermen better acquainted with ong another.

Although the Los Angeles District Lun-rbermen,s Club was formed less than rtwo months ago, it already has become an active factor in the lumber industry of the Los Angeles territory. The forthcoming dinner is only one of numerous ,get-together meetings that are planned for the approaching winter months.

E. D. Tennant, secre,tary of the organization, reports that the membership list is growing rapidly and ,that permanent headquarters soon will be established. Meanwhile temDorary headquarters are maintained at 407 Fay building.

Western Retailers May Open Branch in L. A.

After passing nearly two weeks in Southern California, A. L. Porter, secretary and manager of the Western Retail Lumbermen's Association, left for his home in Spokane a few days ago wi,th ,tentative plans for the early opening of a brainch ofifiice for his organization in Los Angeles-.

The association of which Mr. Porter has been the executive secretary for more than a decade, has a large membership in California, and in order to provide a maximum service ,to these members the southern office seems advisable. Definite steps .toward its establishment will be taken within a. short time.

J. C. Ferger of Fresno, who is president of the association, also was in the Los, Angeles territory ior a week and went with Mr. Porter rto call on many of the retail lumber dealers. Mr. Ferger went home en'thusiastic'over'the prospects of developing a larger membership in the state.

The lVestern Retail Lumbermens' Association has been in existence for nearly 2A yeats and has approximately 1500 members in the eleven states wesi of the Rocky Mountains. The headquarters are in Spokane. The proposed Los Angeles office would serve, no't only California, but Arizona, New Mexico and Nevada.

Cleanliness is next to Godliness; in a retail yard i'ts next to Guard-liness.

REDWOOD and FIR

WE CARRY A LARGE WHOLESALE STOCK AT OUR OAKHND DISTRIBUTING YARDS WHICH ENABLES US TO GIVE YOU PROMPT LOADING OF YARD AND SHED ITEMS IN BOTH REDWOOD AND FIR.

L ONG BELL OAK FLOORING

The Perfect Floor

Unusual care in the manufacture of Long-Bell Trade-marked Oak Flooring makes it an unusual product. Produced from thoroughly geasoned lumber, it is uniformly graded and perfectly 6nished. Every possible precaution ie taken in the method of handling and shipping to make certain that it reaches the dealer in perfect condition.

This unusual care combined with the natural qualitiee of oakinherent beauty, durability, economy, and susceptibility to fine 6nish, makes "The Perfect Floor."

This perfect flooring is branded LONG-BELL, so that both dealer and user can profit from this unusual combination.

Ask for the booklet, "The Perfect Floor"

The, Ignc=fler-L IJgnlrer Cornp-eUg

Southern Pine Lumber and Timbers; Creosoted Lumber Timbers, Posts, Poles, Ties, Piling, Wood Blocks; California White Pine Lumber, ' Sash and Doors; Woodwork; Southern Hardwoods, Oak Flooring

"The Perfect Floor" has the ha?Py adaltability thot mahes it hor' monize utith any scheme of furnishing or interior decoration.

Southern California Meeting Hears Appeals for ConserYation

OFFICERS ELECTED BY SOUTHERN CALIFORNIA RETAIL LUMBER DEALERS' - ASSOCIATION.

President, A. E. Fickling, Long Beach.

Vic-e president, C. H. Griffen, Artesia.

Secretary-treasurer, F. L. Morgan, Los Angeles. Directors, H. J. Allen, Ocean Park; J. S. Billheimer, Sa,n Dimas; G. F. Hoff, San Diego; H. A. Lake, Garden Grove; H. H. Spaulding, Hemet; A. B. White, Riverside.

Holdover directors-W. A. Bonestel, Ventura: C. H. Chapman, Santa Ana; Wm. T. Davis, Pasadena; A. E. Fickling, Long Beach; Frank L. Fox, Glendale ; C. H. ,Griffen, Artesia; J. C. Ambrose, Sanlta Barbara; C. W. Pinkerton, Whittier; Roy L' Sandefur, San Bernardino: J. M. Whitney, Huntington Beach; W. A. Viney, Covina.

Pr'oblems of unusual inter'est and primary importance were presented to the retailers of Sourthern California at their annual meeting in the Alexandria Hotel at Los Angeles Saturday" November 18, and a program replete, with ,timely problems was expeditiously crowded into three hard-working sessions-morning, aftern.oon and evening.

The widespread interest 'in this pioneer organizzdtian brought together lumbermen from many distant parts of the state, and the growing value that lumbermen hereabouts are giving rto association affairs made the general topic of associa'tion activity one o{ the principal subjects of discussion-that and conservation.

At least three of the speakers devoted the force of their remarks to the ,absolute necessity ,of lum'bermen everywhere awakening to the rapid deple'tion of the nation's timber supply and the consequent importance of doing something quick to replace it; as many more speakers urged lumbermen to take even more active part in associa-tion affairs 'than they have t.aken in ,the past; other problems seemed to sink into secondary place compared with these two.

All three meetings were well attended and held the close attention of the assembled lumbermen, but 'the attendance was grearterr in the afternoon than in the morning .and greater in the evening than in the aftern,oon, thus proving that in,terest did not die down as t'he convention progressed with its business.

, President Will T. Davies made his opening address brief, but extended a 'cordial weli,ome to all members of the association and to t,he group of visiting lumbermen.' Then he introduced George M. Cornwall, publisher of The Timberman, who presented some interesting figures showing the enorm'ous acreage of standing timber that must be cut evdry ye.ar t,o, satisfy rthe lumber demands of the nation; of the immense acreaqe that must be cut .over to

NEW HEAD SOUTFIERN CALIFORNIA RE. TAILERS IS ACTIVE ASSOCIATION MAN

In their selection of A. E. Fickling as head of their organization the Southern California Retail Iumber dealers, chose an enthusiastic association worker and one who has taken an active inlterest in association affairs throughout his career in the lumber business.

Mr. Fickling is at the head of his own business at Long Beach and has met with distinct success ever since he started his retail operations there a few years ago. Associated witth him is his son, D. E. Fickling, who aits as sales manager.

Mr. Fickling expects to devote a considerable portion of his time through his administration to association affairs.

supply the requirements of Los Angeles district alone; lumbermen must co-operate wi;th the federal authorities and with the state authorities to reforest the cut-over lands : it takes many years to grow a thee b'ig e,nough ,to be of commercial timber value' and it is n.one ,too early to begin to provide the young trees that must be ready wheg the last ,of the present available supply is gone. Mr. Cornwall predicted'that within 20 years from now the valuable forests of Siberia will attract both American caoital and American men and boys in developing a lumbering industry in that country.

One of the most valuable and most interesting contributions to the day's flow of philosophy and wisdo,m was

( Continued on Page 42.)

Makee Money for Dealers. REDUCES BUILDING COST. of material to buy. Saver labor. ing, perfectly bonded to rtucco.

SOMETHING NEW. Saves Money for Builders. Sheathing and lath combined in one piece-one less item Speeds buildins. SUBST^A,NTIAL. A rclid job'of sheathDURABLE No metal to corrode. Preventr crecking.

"Producers of White Pine for over HaU a Century"

A. E. Fickling

IT ISJI'T AGAITIST THE LAW TO SELL RED CEDAR

SH I ]IGLES I ]I GALI FOR]IIA

So let's cut loose and cover the homes of the people of this great state with this most beautiful, most practical, longest lived and all-around most satisfactory of roofs.

We can furnish you the best of grades and also of service in Red Cedar Shingles, rail shipment.

Let us quote ,on your needs.

Richard C. Jones Reelected President S. F. Salesmen's Club

At the annual meeting of 'the San Francisco Lumber Salesmen's Club at the close of their first vear's ,activitv on Novemb er 20, Richird C. Jones of the Van Arsdale-Harris Lumber Co., was unanimously re-elected president, and M. N. Salomen of the Acme Lumber Co. and F. W. Elliott of Charles R. McCormick & Co., were re-elected vice-president and Secretary respectively.

And at the weekly meeting the following Monday the members showed their appre'ciation of their officers by presenting President Jones w,ith a handsome golf bag and a set of clubs; vice-president Salomen with a wallet and Secretary Elliott with a fountain pen.

At the meeting on November 20 Georrge M. Cornwall, edirtor of The Timberman, was the principal speaker, and on the following Mond,ay, C,oleman Cox, author of the widely circulated books, "Take, It from Me" and "Listen to This," spoke to the b,oys.

W. Blick of J. H. Kruse & Company was admitted to m'embership at the last meeting.

The Lumber Salesmen's Club was organized just one year ago and at the present time has 3i membeis; practically every retail lumber company in San Fr,ancisco is represented. Meetings are held every Monday noon with. luncheon at the Palace Hotel, and in addition to discussing lumb'er afiairs they are generally 'addressed by some prominent speaker.

Important events that are always looked forward to by the members are their annual banquet which is held in April and the annual picnic dhich is held during the summer. The club is especially anxious to welcome visiting lumber salesmen to attend their Monday luncheons.

The club considers itself very fortunaie in retaining the services of Mr. Jones as President for ,another term as he is one of the most popular and prominent lumber salesmenr in San Francisco. Mr. Jones has been affiliated with the lumber industry of the Bay District for near,ly thirty years and for 'the past twelve years has represented the Van Arsdale-Harris Lumber Co. He is also a prominent Mason and a Hoo-Hoo. During his younger days he was somewhat of an athlete and was one of the wrestlinrg champions of the Olympic Club. "Dick" has now quit thi

wrestling Ca_ry_g.and is confining himself to only two ma- jor sports-billiards and golf. As a billiard -player he wears the championship crown among the Jum-bei salesmen on the Bay and is no,ted for his infinite variety of shots. lhe boys say that he plays a mean game of golf ind is one of those artists who d,oesn't h,ave to quit onl,ccount of his niblick getting hot.

RED.WOOD PRODUCTION CONTINUES HIGH

Production of Redwood for the week ending November 18 totaled 9,054,0C0 feet with. new business at g,532,000 feet and Shipments at 7,598,000 feet, according to reports received from fourteen mills, bel,onging to the California Redwood Association.

..DTDN'T NEED NO BALL''

One of the roughest players that ever left yale went west to work ,on a ranch. The cowboys. having heard of {.hisi football fame, asked him rio tea,ch them the game.

So th'e Yale man made up two husky elevens, and instructed them in some of the rudiments. Said he: "NIind, men, if vou can't kick the ball, kick an op- ponent. Now let's get busy. Where is that ball?"

"Oh, to Hell with rthe ball," said a cowboy, ,,Let's get on with the game."

Ricbud C. Jonec

Supreme Satisfaction ln Cedar Lined Clothes Closets

Take furs and fine garments for instance. Here they may be kept on hangers the year'round, conveniently aciessible atlll se"sons and every sarment within easy reach whenever wanted. Flandsome, too, is such a compartment with its

richly colored walls-as well as delightfully fragrant, suggesting r,nft:ed, the, bracing, aromatlc atmospnere ol Iennessee s lamous forests from which the world's finest Cedar comes.

Bruce Ceda'line

Is servins hundreds of happy housewives in this practicaiand useful way. and it can be installed it nominal cost in a few hours.

All poin ts, Mr. Dealer, which will appeal strongly to the women of your commnnity ittd not oily

SALES REPRESENTATIVES:

Indiana Floorine Co.. New York City

E. Bartholomew-Hardwood Co., Chi;a8o, Ill.

Lawton Flooring & Shingle Company, Inc., Phitadelohia. Pa.

E. L. Soutfiern Company, Cleveland, Ohio

Wm. C. McConnell Co., Cambridge, Boston, Masg. Bay Bros. Lumber Co., St. Louis, Mo. Twin City Hardwod Lumber Co., Minnesota Transfer, Mion.

E. L. Bruce, Pres.,624 South Normandie, Loe Angeles, Cal. Forest Lumber Co., Pittsburgh, Pa.

open up a profitable market for Ceda'line, but aiso atiraci the attention of these feminine home makers to the real usefulness, to them, of your home building service. Call our near€st representatives.

Iowa Omaha Hardwod Lunber Co., Omaha, Neb. R. D. Hunting Lumber Co.,

C. W. Bodge & Co., Syracuse, N. Y. Cedar Rapids, IowaRalph S. D"avis, San dntonio,'Teras McEwen Lumber Co., Aeheville, N.-C. ^

V;;;. B;r., ti"ll"i, T.""s ' McFarland LumberCo., Calg-arv,,Alta., Canada

Geo. W. Cleveland, jr., Houston, Ter. lVarehouse flooring

May we send you our bookr"Now the Cedar Lined Clothes Closet"?

E. L. BRtlCE, COMPANY' Manufacturers

MEMPHIS TENNESSEE

Big Shingle

Improvements in the methods of m,a,nufacturing and distributing red cedar shingles will be discussed iat the annual Shingle Con,sress which will be held in the Washington hotel, Seattle on Thursday and F'riday, December 7 and 8.

Among the principal speakers will be A. J. Russell of the Santa Fe Lumber Company of San Francisco. who will tell them ho.rv the lumber fbtks of California aiousecl the people of the state to defeat tl.re state Housinrg Act with its anti-shingle provisions at the recent election ; Peter. B. Kyne, erstwhile lumberman, now in the writing business, and Jack Dionne. publisher of THE CAIIF'ORNIA LUMBER NTERCHANT.

Paul Smith of the X'I. R. Smith Lumber & SlTinele Company, will open a discussion on "Water Shipr.nents," and outline the progress of this mode of transportation, which is of great import to the Industry today.

J. S. Williams. former secretary of the Shingle branch and now head of the Williams Stained Shingle Company at Vancouver, Wash., will tell of his plans for marketing stained shingles.

The proeram for further trad.e extension work for the shingle industry will be presented by a specia,l committee recently appointed for that purpose.

Donald H. Clark, Secretary-Manager of the Rite-Grade Shingle Associ,ation; Fred H. Lamar of the British Columbia Shingle Manufacturers' Association and C. L. Johnson, Manager of the Mutual Timber Mills, wtill discuss the activities of their respe,ctive groups.

A IIoo-Hoo concat will be one of the principal social functionsl of the gathering. r

Ed Chamberlin, the San Francisco lumberman, shipper andl golf player has been passing out copies of a poem by S. E. Kiser, which recently made its appearance in print under the caption, "Adventures in Investing."

His friends are at a loss to understand Chamberlin's dis. proportionate interest in this particular poem, but after reading it they have concluded that at some time in his life he must have bought a gold. brick. Here is, the poem: I too, have had ambitions ; I've bought when things were low,

And hoped they rnight go higher-that's never happened, rthough.

If I should put my earnings in Standarcl Oil, my friends, I'll bet they'd fir-rd some reason for stopping dividends.

From time to time I've managed through thriftiness and zea),

To save a little

Four times I've

And four times fate !

money meant for my future weal; put-my earnings in "gilt-edged" real estarte, taken losses. Bad judgment? No, sir-

When good olcl Pennsylvania was paying six per cent I bought on in[ormation that doubtless was well 'meant; You knorv the sad old story; I'11 not repeat it here; I've lost in three bank failures. Excuse this briny tear.

I used to listen gravely when preachers made their pleas Concerning contributions; I gave, and, felt at eas,e ; But I have cluit such giving-perhaps i,t's just as well; If I held stock in heaven thev'd start a boom in hell.

Let the Plan Boo[< @ to Wonk

A plan book on the offlte shelf Will add no kopecs t/ your pelf Nor will it much inc/ease your biz. If you just let it stly as "fS," And not as 7]DOES." But take it dowry/and show yonr trade Exactly how gogftl HOMES are made; How rooms ary'planned and windows set, How doors argl hung-and we will bet Tha't Bl2 will Buzz.

For, look ydr, people like to think About the fest place for the sink And whet[er doors should open here Or there fnd whether paint is dear stain is cheap. They life 'to know rvhere stairs go up, And w$re the ki<l can keep his pup; Wher{Ma can seat her companl'; \Vherl Pa can find a balcony On which to sleep.

like to put a parlor front, Anf close,ts, so one need not hunt Fof shoes, and sheets and other ihings; icebox, for the man who brings The milk, is good. let your plan book tell a tale hat will go far to make a sale. how plan and lav-out, time' and cost And prove that beau-ty's gained, not los,t, By use of Wood.

Thus will you help those {olk increase Their comfort, haDpiness and peace. They will regret the coin they spent And freely gave, ithlqugh monthly rent, 'Their landlord man. And they rn,ill bless the day that you Woke up and showed what you could do In helping them a HOME to build, With comfort ,and with beauty filledAll throu,gh a PLAN.

What Is Service?

By Jack Dionne

The strenuous current of the tide of modern times has these two defir.ritions, gives an excellent interpretation, be- brought.into every. day modern use, the worcl "SERVICE." cause the giving of l,t-OOnRirl BUILDING SERVICE

It practica.lly dominates every business discussion ; has be- means the"rendiring of assistance to the buyer, and percome the harp of.many strings upon which the moclern forming a duty toi,ards him also. The assistance is a thinker strums with vigoro.us- hand.- Iipnn.it every sales- necessiTy, and ihe arty ir.l.a..

..__4t',r yet_r,r,e seldo_m.hear the potenr ;.i;;;;;"-;,k..-lf.ifr?f3fi'f.#L:"?l.iT.Yiffn ;ffi5tr1ilitriT

manbaseshisargument-hishopes-hisaspiratiorrs.r--w.--noura_'"yrNG ..__4lta yet_u'e seldom.hear potent question asked-l {Spf.VlCO me.ns to furnish to the public the fullesi pos-

"What Is Service?" It is'worthv of serious thought and con-f srble degree of intensified, specialized, intettigent assistJnce sideration, because as we look about us we Jo often seef rn the ise of those materials which you sell. It means men.claiming to be rendering service of a phenomenal sortj that you will use your most earnest bfforts to "Do unto to whom the actual r.neaningand der.nonstration of the w-ordl

":','"Ty;".}::#11.1[;.r,i,.,..rl,."11

\{ount Calvary, propounded the sovereign principles ofl il,*Ji1?'"oyl:tffli*",','l,,tt:1":ilii'.1?;:l'**lml

"Make Your Chart Start"

Before You Start"

ll the chiefest, will be the servant of all. 'il;;;#,#'#;l of Man came not to be ministered unto, but to minister,l others as you would have them clo unto y,ou,,_if yOU were and gave his life a ransom for many." l

The vALUE of service was *.onderousfy predi.cted inl f;ltlli.Jii:lgrt:l.o'

and the other fellow the merchant of the above quotation, but the growth of mod.ern,civilizationf use'fHAT as a basis for measuring the quality and has developed the practical everyday necessity for the ren-J dering oi ro,io.,iLrvice, ?".d tu.dr:?a";:i;'J.ffi-T;:ilJ g3ifr'.7,d;_,,H;;;11;1?i""1:"",fl.i"i; ,3i,1"'jo.I"?t,,r# edged premium on service-giving ability I .opy. SERVICE is NOT a physical THING. It is a -,_T:9:t

,l:S:::tt:" that the man in any walk of life nrusf demonstrable FORCE. The merchandise that y,ou sell ii dnswer is, "What degree of service can you render?" I the PHYSICAL end of your sale; the SERVICE is that

All the departments of our civilization are working tof intangible and uncharted- dynamic development of modern ward the one great object'-18 intensification of SERVIC4 times, which makes your goods worth buying, and worth

-the super-development of EFFICIENCY. i having.

The world is learning_that the worker is to be judged b/ A". IgIJ&jI€l service, or not? the servi,ce that he renders, and that he shall be- rewarcledr in-- exact proportion to the quality and quantity of that effort.

Service is the llasis of all honest business, all creative work, all free government, all orderly society, and all true religion.

Service is the magic password that unlocks the vaults wherein lie hidden away the best of human possibilities. It is the Aladdin's lamp of modern business, but unlike the lamp of Aladdin, there is more to be done than merely the rubbing of harrds or the muttering of a word.

Then what IS service? What IS this thing that the Master preached-that men proclaimed-that all humans have learned to praise?

Let us turn to the dictionary. It states that SERVICE is "Assistance rendered;" also that it is "Duty performed."

As service affects the business man of today.-the lumber merchant particularly, it seems to us that i'blending of

Our Big New Plant is now prepared to serve the California retailers with the foll,owing stock:

RED FIR DIMEIISIOII

Dealers who have tried this wonderful dimension stock are enthusiastic over its fine quality and appearance. Ask us about it.

GATIFOR]IIA WHITE PI]IE

A splendid quality of this etock beautifully manufactured, ready for prompt ahipment.

BOX SH001(S

Three carE a d"v of this stoalr.

r00% RETURN 0N Y0UR INI|ESTMEI{T

Eight Ways in which We Do It-

1 For 20 consecutive years we have operated successfully; we have a record and I a pedigree; we have long since passed the experimental stage; ours is not a charitable institution; it does not ask SUPPORT; it delivers its members an annual return of 100% or better.

, An insurance department which carries only the insurance of retail lumber 2 yards, and which, in 20 years, has paid $500,000 in losses and saved its members $ | ,000,000 in premiums.

Q A traffic department which adjusts all your traffic troubles, audits your ex.t pense bills and adjusts your claims.

4 A legal department which arbitrates all legal disputes between buyer and seller.

A monthly magazine, carrying no advertising, and full of merchandising ideas for retail lumbermen, free to all members.

An annual Institute, at a different point each year, where members gather together and exchange ideas on conducting their business.

n A correspondence course which enables the lumbermen to read blueprints, esa timate jobs accurately and render expert advice to local carpenters, contractors and home builders.

O A legislative committee watches proposed legislation in the Congress of the

O United States as well as in the several states; it warns members of harmful r I l. measures, passect ano penc[ng.

Read What Some of Our Members Say-

During the last six years our company has paid in dues to this association, for all its yards the sum of $4,836; we have received in payments from its traffic department an aggregate of $9.880.39. Right now we have $884,000 insurance in force in the association's insurance department, and we estimate our saving in premiums over Board rates to be 92,000 per yedr.

C. W. GAMBLE, Manager Retail Yard Dept., Boise-Payette Lumber Co.

We believe in our association, the work it has accomolished, the enthusiasm it instills, the benefiti we derive and the bigger things it will do.

A. R, BREY. Brey-Wright Lbr. Co., Porterville, Calif.

We have been members since 1913 and while we have not taken advantage of all the privileges of its various depart' ments. we have always felt that the money was well spert'

W. C. MILLER, Columbia Valley Lumber Co., Seattle, Wash.

Our insurance has been lowered from $3'50 pe! $1OOO to 50c per $1000. We now. get sa.fe and satisfactory insurance written by lumbermen for lumbermen.

MADTSON LUMBER & MIqL CO.

Lewiston. Idaho.

No Western lunber retailer can afiord to stay out of this organization.

GEORCD W. WOOD, Wood Bros. Co., Santa Cruz. Calif.

We have been members of this association for the last 18 yeais and the investment has proven ver-y profitable to us. Fbr instance, when we first became nembers our insurance was costing us $2,@, but we have reduced this to 48c.

B. J. BOORMAN, Boorman Lumber Co., Great Falls. Mont.

This association gives a service that every retail lumberman can use to advantase. The traffic department returns to us more ih"r ort association dues amount to.

ROBERT ANDERSON. Anderson & Sons Co., Logan, Utah

vice-Pres.;

Wash.,

The Western Retail Lumbermen's Association is a big, virile, resrllt-producing organization.

JOS. COPELAND, Copeland Lumber Co., Portland, Ore.

Memberrhip Fee .....,$5

Annual Duec ....$15

A "Trade Map" for a Prospect Fite

By Jack

We have always declaied and will indefinitely continue to assert that the retail lumberman who has ,rbt a corn_ plete prospect list of some kind to work ,tn in his trade territory,_ hds overlooked something infinitely more im_ portant than tu'o by {ours and ship-lap in the line of "equipment."

It doesn't matter. particularly just exactly what form that prospect file takes, or just- exactlv how -he goes at it to _s_egq!qit, and to ke_qq rt t1p to date. The big:'thin,g is, to HAVE one, and to USE IT. There are variois *"u". oi doing everything in this w,orld, just as there are ,.rirany yl-a-ys to skin a cat," and the thing that counts is the RE- SULTS. No two men will go after a prospect file exactly the same way, any more than they look-, walk, and talk the same way. If they are working in the same DIRECTION to achieve the same PURPOSE, it's all that is necessary.

.Here is a.very interesting story of a retail yard manager wno reatlzed the value ot a prospect file, and created a most useful one. by using a "Trade Map." He was a new manager for Thompson Yards, Inc., and our friend R. E. Saberson, General Sales I\.{anager and also Advertising Director _for this great line of yards, tells the story of liis ,,Trade Map" as follorvs: '

"As soon as he landed on the job he began work,on what he called his "TRADE MAP." 'He secured such townshio and county^-ap-s as were available and drew .rp orr. oi his own ! On his map, however, he only included in his "trade territory" all srrch territory as lay between his town and the next in all directions.

He then. marked off each farm and on each of these divisions marked the name of the owner and renter. If he found that either had ever made purchases from the yard b_efore, he-put a white tack in his map opposite the nime. He then found out what they had purchised and when. If no purchases had been made, he uied a black tack.

In a.surprisingly shor,t time his Trade' Map began ,to be a wonderfullv interesting proposition. He cbuld:.tell at a glance .where the yard had customers by simply looking at the black and white tacks. The preponderance of blacf ones did not discourage him in the leait.

In the meantime spring opened up and as soon as the roads were passable A. was ont in the country on-his mo_ torcycle. These trips were made early in the morning or late rn the evening. He called on every "black and w"hite tack" on his map before the first of June and in the mean_ time had worked up and sold the Service Departmer.rt designs referred to earlier in this. story.

A. always made careful note of-the buildings each far-

Dionrne

mer had. Not only their b_uildings but their personal prop- erty in a general way. He found out whaf each iran^'s hobbv was. He copied this information on a 4x6 card which he filed carefully. As soon aq he gets a new customer he pulls out the blaclc tack and puts in a white one on his Trade M.ap. He shows it to his friends and they, too, have. become interested and are working on the ,,Blicks" to induce them to trade with A. whenever they have an oppor- tunity. Just as soon as A. gets a new customer tre ?jkes him into his 6ffice and has him witness his evolution from "black to white." It pleases the customer just as much as it pleases A. Invariably the customer wiil ask to read the names of some of the "Blacks" in his vicinity. Eventually he helps A. change some of them into' ,,Whites." Tow_nspeolle invariably ask A. how the Whites are cominpf or "Whether there are any new Whites rtoday," and sd on. The whole country is talking about A's "Whites and Blacks" and the interest is continually expanding in an ever widening circle. In other words, A's territory is automatically expanding every day. It is reaching out, and up to the very edge of the neighboring towns. It,s like a prairie fire-it just keeps on going and is mighty hard to stop.

A, of co.urse, has a pleasing personality. He is extremely courteous so that his customers like to d,o business witir him. He knows the poli.cies of the Company so well that he has every one sold on the Company's One Price Policy -Signed Sales Ticket and Service Department. He studiei the_Credit,Department Reports and notes them carefully on his card index.

When A. finds that a "\Mhite" has hauledl a jag of lumber from another town, he turns him into a "Blacl', again, and then talks it over with the "backslider." Invariabli the customer pleads that it was only a "board or two to patch up the fence or something and that he was in Blankville and just thre*'it on to save time." Excuses do not go with A., however, and ,the custom.er usually hurries up to get "White" again. The next time he goes to Blankville he doesn't haul any lumber home.

There are dozens of other interesting things that A. has done, but the big point to make about him is this:

HE HAS VISUALIZED HIS WORK! '

He has charted it out and has kept it continually before his eyes. He can see how much he has done and how much there is to do. He isn't'groping in the dark! He is doing just what great Captains of Industry do, only perhaps he cloesn't know it."

Dauglas Fir

Northern White Pine

Idaho White Pine

Western Solt Pine

White Fir

Pacifi.c Coast Hernlock

Washington Red Cedor Red Fir qnd Larch

Noruay Pine

Cedar Poles and Piling

Weyerhaeuser Sales lGompanY

Weyerhaeuser Forest Products

General

General

New

Selling

Humbird Lumber Co. ... .......Sandpoint, Idaho Potlach Lumber Co. ... Potlach, Idaho Edward Rutledge Timber Co. .....Coeur d'Alene, Idaho Weyerhaeuser Timber Co. ... .. Everett, Was!. Vicloria Lumber & Mfg. Co., Ltd. ......Chemainus, B. C. 'Weyerhaeuser Timber Co. (Baltimore Br'ch) Baltimore, Md.

Idaho

R. E Erwin Boise, Id'aho A. D. Remington ... Sand Point, Idaho

S. P. Johns, Jr. Snoqualmie Falls,'Wash. D. M. Palmer .... Bonners Ferry, Idaho

P. M.-Lachinund ...... Potlach, Idaho C. J. Mulrooney.. Baltimore, Maryland

District Traveling Representatives

lawrence. Don, District Manager, f024 Old Nat't Bank BIdg., fvlore, Hugher, Pur.tan -Hotel, Iadimapolir, .Ind' Spokanc, lVash. Collin:, B. D., 88tl Djvid_ Ave., Detroit, Mi-chjcatr:

Xeizei,- R. C'., birrri.t Manager, l05z Cont. & Com'l Nat'l Bank, G1oqali, H._V- ffa Trowbrid3e Avc., Grud Rapi-d;' M!9h. i'ui"igo,'tli.

CIute, R, Ai -Oistrict Managr, EtP Merchantr Nat'l Bank Bldg., Burkc, F. q.,_iOfz Coqt. & Co'lq't Nat'l Ek. -Bld8:.- Chic:go' lll.,-3t. ,prri, tltirr. - Comany, C.'P., 162_Cont. &_Com'l !at!l- Bk. Bldg., Cbicago' Ill.

Lcwir, W. Fi., Ced"r Dept., a||6 Chamber of Commercc, Denver, Chttdr, L. S., P. O. !ox-119. Rckford, Illinoic.Colo. McClanahu. J. A-. P. O. Bo:r D4, Pacia' Illlnoir.

McDufrec, D. E., r0at Old Nat'l Bank Blds,, Spokane, Waah. !Yrtt!, J. E., lz9 lark P_lace, Milwaukc!, !!!rconsln.

Howlc, J. n., IOSZ Cont. & Com'l Bank nlag., Chtcago, fU. Murdingcr, G. .A.' P. _O. Bo_x SO' Oe}korh'- lVirc-o-nein. RJck, Lu/;h@; tg$,,u Broadway, New ?6rk, N.a. I/illiul, \& A_.4!! sumBit Avc.,-Eau Clarre, \ilirconrin. Gnci, H. ti., ff Lcxington Avenuc,--Cubridge igS), M"cr. Archibdd, T. S., 1703_Davenport__Avc.,- DrvenPort, Iow!. Wiudmron, iYicholu, Sprhgficld, iU.

Goodrlcb, ti. p., fOC ipc"i rfitl Sdret, Ne* York, N. Y.

Bengrtonc, 4, L, P_. O_. Box 63, lVatcrloo, lwa'

Barker, H. W.' P_. Q. Bax 52, Mrrrhalltom,, lowa.

Stctem,'A. F. Jr, ae Wcrt ftzd St;eq Nm York, N. Y. Hedlund, O. !-., _P. O. lox 6i[_Siou-x- City, -Iowr. Glfrcd,' E. O., Neiv Hartford, N. Y. Conrad, F. !, Savcry Hotel, Dcr Molncq lowa. -. Rumboid. J. i{., fe7 Chrletdna'Street, N. Tonrwanda, N. Y. Irenbeigcr, C,'E.,710 Lumlcr Exchugc, M-inneapolir, M'nn. MillcnJrjs. P.,'sS Grovc Street, Tonairnda, N. Y. 'lVelpton, Arcb L,_740.I-,umbcr-Exchanga, Minneapolir, Minn' Gmdhui T. H., 500 Eutcrn Paikway, Broollyn, N. Y.

Stewart] T. A.,_ Northfield, Minncrota.

Perdcw,'G. G., P. O. Box 115, Eact Oiange, N.- J. Kek, Edward E., Alcxudria, Mlnnerota. fay, fiarry 4., ta lqo"ih'fr"ri.r Stj'Phit"d.lphia, P". nugf,9q, E. J., U _World H_crald_Bull_dlng,-Omaha, Ncbruka. Mo-riieon, iohni Stcrling Hotel, Wilkerbane, Pa.

Roi, H. 8., !. Q. !ox_:!0lt' LincoJn, Nebraska.

Norton, Wl H., P._O._Box 5td Hartingr, I'febracka. Frcderickeon, .1,. w., fZO Wert State Streei, Trenton, N. J.

Sburtlcfr, E. N:, P. O.-Bot 2ti, Williamspori, Pa.

Loicel, S_. M., P.rO._Box !75, No folL. NebrasLa.

Youn_g O. -L.. ca_r9 P. O.-Bor llt6g' Minot' N.^D. F6i"-"rugte, i'. i., iziz-G-.gi.'^1.i..,-pitiihiiit, F".

Knq, C* B; 320 Sd. Lindenr Ave., Phir'"d.lohi", p".'

McMillan, {. J_._Lin99!n-_{otel. lvatertovn, S. D.,- E;;;;;;;'n'c.l sit-L.ii&i;; Bid;.,-B;ie;;;;, Ml. willime, !,art_D.^sr! wc-!! r!th= street,_sioux Fdlr, S. DTuerfra, J. P., Vonhof Hot-et, Mapsfleld, Ohio, Bovee, C.-L., P._-O. Box-t-!2' Billings, Montua. nu"tto"'g, -f-. '9.,-ig6t 6"l"ilr"ae noad,' gtevelan4 Ohio.

MacD6nald, C. tt., za White Building, Seattle, Washington. Orders or inquiries ad.dressed to any of our offices or representaliztes or sent direct to the mills, wlll hate prompt and' careful atlention.

shingle Men work to Improve Grades and cooperate with

Retailers Efficiency Expert of Shingle Asstn. on Job at the Mill

_, Il th" campaign constantly to_.in:pror.e the quality of thelr product and assist the retail lumber dealeri to mer_ chandise their shingles, the Shingle branch oi the i,Vest Coast Lumbermen'i As_sociation if carrying lt, ""pr.rri". ,..log?n-: 'jUp to Gracle Shingles" anrl ,,ColopEration ,1uitt it.,. Trade" dire ct to all the shingle mills in Oi.gon and fia.t ington.

The elficiency branch of the associrtion is in active co_ operaticn with the mills and since this service has been in force a wonderful improvement alreacly has been accom_ plished.

Realizing the importance of the retail merchant as a fac_ tor in the continued use of shingles ancl the sllccess of the industry, no expense is being'spired to keep the product of Shingle Branch member mills iup to Grade.', O"ut.r.-.be'assured that the Shingle Branih is doing everything pos_ sible to insure its members putting out a."qualiiy p.8Ouct, t"L." \. S. lVhiting. secretary of thi Shingle Branch.

_ Fre$ J..Mont€, Plant.Efficiency Expeit of the Shingle brancn-shown tn the plcture_is an expert filer and mill_ wright -with. long experience among shingle mills in the Pacrfic Northwest. His c,onstant contact with owners, su_ perintendents and filers has been the means of constantiv improving the product of Shingle Branch member milli.Filers' Conferences are held it intervals durins the vear at different points in the-shingle -producing teiritory by the Inspection Bureau. These ionferences, it *hi"h irrod_

TELEPHONE

GARFIELD 2599

R. T. BTJZARD INSURANCE

ern mei.hods of n.ranufacture are discussed, are largely attended by ntill cperatives and sreat value is attaihed to the open meeting dis.cussions indulged in.

The finished product in the bundle, as received by the lumber rnerchant is one of the important parts of the work as the Inspector, besides looking over the machinery and filing, inspects the bundles of shingles in tl.re mill, investigates the kiln drying especially with regard to the temperature maintained. The bundles are also inspected at the dry end to see that theyr are properly stenciled and loaded in the car.

This service is of particnlar interest to the lumber merchant. The results obtained have been so encouraging among member mills that the service is now being ext6nd_ ed to all mills in Washington and Oregon, for th6 general betterment of the Shingle Industry.

"Aintt Nature Grandgrt

Did you ever stop to think where all the poles, piling, lumber and ties for wharves and bridges and the lumber and shingles for all the wondlrful homes come from?

Timber Tract to Supply Ironing Board Demand

O. V. Pratt of the Los Angeles firm of Pratt & Warner, manufacturers of built-in ironing boards, bath-room cabinets and other rvood specialties handled by retail lumber dealers. has just returned to his office from a'trip to Tulare County. where he purchased a tract containing about 10,CO0,00O feet of the finest California white and sugar pine st.anding.

By this purchase Mr'. Pratt insures his company of the continuous supply of the high grade of raw material they require for many years to come.

The constantly increasing demand for the Pratt-Warner Iine of wood specialties caused the firm to protect themselve-. against possible depletion of natirre wood suitable for their purposes.

I'rogressive lnmber dealers are handling more ancl more w,oocl specialties every year, says Mr. Pratt. A compact bath-roon.r c:binet, a convenient ironing board or a handy coml>inatiorr breakfast table and ironing board, attractively clisplayed in the sales room or the service room of the modern lunrber store, freqtrently helps the dealer to turn the sale of an entire house contract. The average home-builder today wants to see what the house is going 'to, look like rvhen complete, and it takes all these specialties to make a home conrplete.

Pratt & Warner plan the in-rm.ecliate development of the timber tract they har,e just bought. 'fhey u'ill install a small band mi1l, dry kilns ancl planing rrill. The most mcdern and scientific nrachinery obtainable will be pror-irled throughout.

The timber tract is in the vicinity of the Sequoia ,and General Grant National Irarks ancl cor.nmancls a beautiful view of one of the most pictttresque portions of California. So the camp that is to be developed in connection with the mill property will be more in the nature of a resort thar.r an industrial project. A11 accommodations for employes rvill be modern, comfortable, sanitary and attractive. It will be a show place for visitors.

Although most of the lumber will be finishecl ancl used in the Pratt & Warner fa.crtory in Los {ngele,s, a sm,all quantity will be placed on the market.

While the mill will be located several hundred miles from Los Angeles it is planned to carry the dried and finished lumbelfrom the mill to the factory by automorbile trucks.

EVERY SAWMILL EMPLOYE SHOULD KNOW HIS FIRE FIGHTING JOB

We very much agiee with the stand constantly taken in its bulletins by The Lunbermen's lJnderwriting Alliance, U. S. Epperson lJnderwriting Company, of Kansas City, that every employe around a sawmill should know jus't exactly what HE ougl-rt to <1o and where he ought to go in case of fire; that at the average mill the fire fighters have to be organized AFTER the fire starts, instead of BEFORE, and after a fire starts in the average sawmill it's too late to save the miil by the time the organization has been affe cte d.

It is hard to get the mill folks to give sufficient attention to this problem, but rvith any fire risk so hazardo'us as a sawmill, every man who holds a job ought to be instructed and to sonte extent at least experienced, regarcling what he should do in case of {ire. Quick and direct organized action on the part of sawmill employes would save a tremendous lot of.sawmill fire loss every year.

S PEED Gets 'Em!

We've got the quality of goods to supply the Southern C-alifornia lumber trade, and.above all, we have ttre ability to give unequalled service in the matter of delivery. We make

Z[Hour Delivery

to any part of Southern California on Stock Material

One week's delivery on Special Manufactured Material

We carry in stock a big supply of fir and white pine doors, windows, and sash. Also glass. Also fir and redwood columns, fir and redwood garage doors.

WE MAKE SPECIAL INDUCEMENTS ON ORDERS OF 2OO OR MORE OPENINGS

WEAUER QUAUTY

Our Big llew Plant Timely srtr-i*

Is four times as large in production volume as the one that burned. We can serve four times as many lumber

OWNER. llle pr pleases everybodyrpromptly, pnd wh when done.

ARCTIITECT. A a pencil who plea! with his art, an{ building than thef

Our policies are the same. We

dealers. 'We specialize in selling through the lumber dealer who wants to trade with Hundreds of retail lumbermen on the Pacific Coast now are handling Weaver products.

'W'e want more live dealers ever5rwhere to sell'Weaver Roofing, Weaver Service and 'Weaver Quality.

the owner tells t tells the sub-contrac the work

CONIRACTOR. dealer. Our service now is the same that made the name man who does the as the case may "Weaver" famous. seek the trade of the a live roofing house.

DDALER. One ings in stock and money.

WEAVER. A roofing. All roofs Weavers are

TELEPHONE. by calling B'way tations and building paper, a satisfactory or no

We,aver

Manufactur

SYLUESTER WEAUER, President

l,'?a"t"t

the first part, who

:ularly if he pays to live in the job

manly person with rybody but himself knows more about

patient, reasonable 'ith or without pay, his is the "do-er"; itect, the architect :ontractor tells the rub-contractor does es.

rries Weaver Roofgains friends and to designate good t Weavers, but all

:ument with which, is able to get quo- about roofing or a carload, that is accepted.

" Better tha n Ever"Service

With a geatly increased capacity at our new plant, we have aimed this year to improve our relations with the retail lumber trade.

'We have built a better plant and are trying all the time to give better service and make better roofing. Even our personnel is better. No, it is not new, but all of us are keener, more eager to serve and more €D. thusiastic.

And our shipping facilities are better. Don't worry about car shortages when ordering from us. Just place the order and we'll ship the goods.

Roof Co.

LOSIAilGELES, GAUFORI|tA

WEAUER QUAilTTTY

California Dealer's Gain Much Benefit From Redwood Association Service

California retail lumbermen, have found a heap of satisfaction in the splendid dealer service now being conducted by the Califomia Redwood Associaltion.

The association has gone to a lot of trouble and expeuse to prepare a substantial quantity' of interesting and attractive literature for the purpose of assisting the retailer in moving his stocks of redwood antl crelting additional demands for more redwood.

One of the most attractive featttres of the dealer canrpaign is the series of newspaper cuts that have been ar-' ranged for distribution among the retail lunrbernten and for use in their local newspapers. E,ach of the dozen ctlts, which come in the shape of electrotypes. treats of a separate and distinct use of redwood lttr.nber. No two are alike and

the dealer can conduct a campaign in his home town papers over a period of many weeks and' have different advertising copy each time.

And the particular beauty about this service, so far as the dealer is concernecl, is that it does not carry ariy reference to the redwood associatior.r or the redwood manufacturers. When the cuts are printed in the dealer's home town paper they appear, so far as the gener.al public is concerned, as the clealer's olvn product, as sp,ace is provided for use of his own name.

While the association itsel{ has prepared the service and attends to the distribution, dealers are expected to order the service through the manufacturer or his representatives from whom their regular supply of redwood is,obtained.

Farm B uildings

Your sileage is safest in a wooden silo. That's because wood holds best the warm temperature of fermentation, prevent; freezing, and provides a minimum of loss around the edges.

And Redwood is standard for silo construction for it resists rot, decay and action of sileage acid.

Then, too, Redrvood is light, strong, easily rvorked, free from pitch, fire retardant; a good material for exterior finish and trim. Its natural beauty of grain, color and textu." ".r.rf.. for" the-tiving room that quiet, restful appearance so desirable in the home.

For repairs, Redwood in short lengths costs less.

line, or phonc us-toda1t.

Yard, Mill, Office and Road What Live California Lumbermen are Doing.

J. M. HOTCHKISS REPORTS Brc LOCAL DEMAND IN DEL NORTE COUNTY.

J. M. Hotchkiss, of Hobbs-Wall & Co., states that building operati,ons at Crescent City have increased materially during the past year and that, the local demand for lumber at their mill for building has just about doubled. This condition is significant in that it shows that Del Norte County, which ii one of the most northern counties of the state ,and adjacent to, the Oregon State line, is keeping pace with the iest of Californialn building operations.

E. K. WOOD LUMBER CARRIER HERE

The Lake Shore, one of the Shipping Board boats, bought a few months ago by the E. K. Wood Lumber Compfny for coastwise service between the Company's mills on Puget Sound and Grays Harbor, has arrivecl on the Pacific Coast on her maiden voyage and so.on will begin her active work.

FRED HOLMES BACK FROM SOUTHERN TRIP

Fred Holmes, Sales-Nlanaqer of the Holmes-Eureka Lumber Co., has returned to San Francisco after a threeweeks' business trip in the south. He made the trip south over the Coast Route calling on his customers alonq the way, and while in Los Angeles made the territory ih.t. withr the company's representative, W. G. Hamilton. Ttrev went as far south as San Diego. Mr. Holmes denies th-e accusations.of his friends that he went south to shoot ducks. He advises that the Los Angeles locality is a poor field for ducks ; as they are doing so ?nuch building down there and the carpenters are so busy with their hammers, that the continual knocking scares the ducks away.

CITY AND FEDERAL GOVERNMENTS PLACE ORDERS FOR WEAVER ROOFING

An order for 1000 rolls of heavy grade Weaver roofing has just been placed by the Los Angeles harbor commij- sion with the Weaver Roof Company of Los Angeles, for use on the new cotton compress now being erected at the harbor.

The Weaver Roof Company also has been awarded an order for 50,C00 squares of "Heavy Weaver" by the federal government for use on buildings at the Soldiers, Home at Sawtelle.

HAMER PREPARES TO FINANCE BUILDING LOANS FOR RETAIL LUMBERMEN

A new'departure in service to the retail lumber trade has been inaugurated, in Los Angeles by Alvin C. llamer, one of the enterprising wholesalers of that city.

By an arrangement with the West Coist Finance Corporation, one of the strong financial institutions .of the South, Mr. Hamer is prepared to finance building loans for the customers of retail dealers.

_ Fr_equently, Nfr. Ilamer points out, a prospective home builder, although a good moral and economic risk, is unable to secure financial accommodations through the ,ordinarv banking channels. To such persons he is-prepared to ex'- tend accommodations, providing they are the patrons of reputable retail lumber dealers.

FRAMBES VISITS NORTHERN MILLS

W. P. Frambes of the well known Los Angeles kh,ole- sale firm of Fletcher & Frambes has been l,ouring the principal'lumber producing districts of Oregon and Washington in the last few w€eks, calling o,n thE mills and acquain-ting himsel.f further with operating conditionS.

Fletcher & Frambes are the direct representat-ives in Southern California for some of the biggest and best manufacturers and distributors in the Northwest, and by frequent visits to that part of tl-re .country they maintain closi relationship with their connections.

What About Gonstruction Redwood In Place of Pine ?

We have an adequate stock of desirable dimensions close at home where the chance for quick shipment is much better than out of the State. A quick shipment is surely a relief these days. Try ru.

The Government states that this wood has about twice the durability (resistance to decay) that Douglas fir has. It has ample strength for ordinary usages and it is low in price. We would recommend your placing your requirements now.

uu]l Ne\rer Ad\zertns @"

By Will M. Cretsy (of the Orpheum Circuit)

If there's one chap on this earth Whom I thoroughly despise, It's the fellow who's always saying, "l do not advertise."

He's a liar by the clock, Though he doesn't realize, That he tells his whole life's story Saying, "I do not advertise."

He gets up in the morning

And starts in on his lies, For the very bed he's sleeping on Is the one they advertise.

He puts on his B. V. D.'s. His shirt and socks and ties

And the ready-made suit be bought Because he saw it advertised.

Then he has his breakfast food, And the bacon he always buyeJust one certain brand

Because they advertise.

Then he puts on his Danbury hat, The kind they advertise; And he puts on his Douglas ghoes, The kind they advertise.

And Hart Shafner and Marx

The folks that advertise, Sold him the overcoat

And still HE won't advertise.

Then he cranks up the old Prince Henry That's the kind SUCH a fellow buys, For he's just the kind of fellow That those cars advertise. His store's on a little back gtreet, It's cheaper, and he is wise That he doesn't need much room For a place that doesn't advertise. And all day long he worries, And tries to analyze Why the other chaps do all the businessThose chaps that advertise.

And then his stenograPher sues him And says that he told her lies; And he didn't make good on the promises That to her he did advertise.

And his name gets in the paPers' And he pleads with his wife and cries And believes more firmlY than ever It doesn't pay to advertise.

And so he goes through life, A failure until he dies, And is burried by an Llndertaker His wife saw advertise. And then he'll go to hell

And the place where he frizzles and fries, Will be the one that Billy SundaY Gets paid to advertise.

Riddiford Sees Continuation of present Heavy Demand for Lumber

A distinctly optimistic view of the lumber market-from the standpoint of the man who has lumber to sell-was p,resented. by Henry Riddifcrd, the sage and philos,opher ol the Los _Angeles Lumber Exchange a1 the ricent meetins of the Souithern Ca,lifornia Retaii Lumber Dealers' Asl sociation.

-IIe pointed out the present steady demand for lumber in a-l! parts of the country and predicted a continuation of this demand until the fiist of the year with an ,even greater call for lumber with the approach of early Spring. "

"The rail movement," hi- said, ,,may bi consid''ered the backbone and barometer of the market.- Eight or ten weeks ago when there were_ rumors.of a comple-te tie-up oi ttre railroads and the strike situation otherwise looked' serious there was a grand scramble to get stock in ,transi,t with the thought in mind that the cars would move very slowlv and p.robably get hung up en route and that when they did'reach the diver,ting point the scarcity of lumber would make them goo{. lr-ol9rty, but the unexpected happened and, practical- ly all of these cars went through in iecord time with the result that the buyer discovered one day that everybody was trying ,t,o sell him tra_nsits and he sat tight and -the prices on transits began to drop. For a time th-e situation lboked

When You NeeF White Pine I

serious but the bulk of the transits have been sold now and the situation is fast righting itself.

"trt is. now only about a m-onth-to the holidays and there ls nornrng ln slght .-s..y9t t_o warrant the slightest appre_ henslon that costs will be low,er. In fact, if the demind becomes much greater the probabilities are all the othei way.

"It looks rto me like a strong market with an upward ,tendency and that those conditions u,ill continue. A sat- isfactory volume is coming to the pacific Coast-rail or- ders running about 1700 cals weekly. Car material orders are being booked. The Atlanti,c Coast business *". """., better ,though it may possibly be affected by a recent ad_ vanc.e in water freights from $14 to $15. Southern Cali- tornta rs takrng enormous quantities. Japan has recently shown an inclination to buy in volume again. The Aui_ tralian demand is improving. The Northirn and Cential California rail market is more active. The logs suppty i, below normal with the winrter season at hand.',

RECORD BRIDGE BUILT FOR RAILROAD THA|T IS TO SERVE NEW MILL AT FRESNO

'Ihe Mercer-Frazer Complqy of Eureka, has just com- pleted for the Minarets and-Western Railway Co,i,pany tt e largejt plid _e ever constructed for the lumber indlstiy ori the Pacific Coast.

_.The bridge, 1120-feet in-length, crossesr the San Joaquin River at Friant. Six hundred feet is of steer ""nrtiuot'i"", and the remaining 2O feet is trestle approach. A1l ,the steej and much of the timber approach is on concrete founda_ tion.

record tinie in the construction of the fact that this year produced the San Joaquin has seeh in twentv

The Minarets and Western Railway is being built bv the Sugar Pine Company for the development oi the enor'_ mous White and Friant timber tract in the Sierra Forest near North Fork. Sixty miles of railroad are required to bring the logs to the large mill at, Fresno. Much of tho

Mercer-Frazer made the bridge regardless of highest water level the years. of the grade has been comoleted and the comnrnv hee rlrao,l,, grade completed the company has alreadv laid ten miles of track. Logsins ooeration. will hooi- ;'- Logging operationi will begin in Muy.

E. H. Cox is way Company chief engineer

President of the Minarets and Western Railand T. O. Russell of Eugene, Oregon, is in charge of construction.

GODDARD NAMED MANAGER SUNSET LUMBER CO. AT OAKLAND; STARK BACK FORM TRIP

The Charles Nelson Company has app,ointed W. Goddard manager of the Sunset Lurnber Company of Oakland. Mr. Goddard has had a large experience in'the lumber busi_ ness and was formerly_ connected with the Largey Lumber Company of Butte, X{on.ta'na, where he acted in the capacity of m.anager for nine years.

J. C. Stark, District Manager, has just returned from an inspection trip of the company yards and reports prog.ress all along the 1ine.

show up when that tells the the "show story.

Random Items-Mill Run

,:IHILL AND MORTON OFFICES MOVED TO CHOICE ROOMS IN FIFE BUILDING

Hill & Morton, well known pioneer lumber firm of San Francisco, have m'oved their offices from the Lumbertnen's building, to more attractive quarters at 607, 608 and 609 Fife Building.

L. S. Hill sold his interests in the concern some time ago to Mr. Morton, but the business #ill be continueC under the old name, under Mr. Morton's personal direction'

\M. S. Russell is assistant manager and will continue to alternate with Mr. M'orton in working the San Joaquin Valley and Sacramento Valley- territories. Y., W' Long wilt siill look alter the Peninsula and Salinas Valley business rnhile Wa!t Manuel will work San Francisco and the Bay District.

T. L. Driscoll, with offices in the Lumbermen's Building, Portlancl, is the northern representative' while A. C. Homer is the Los Angeles representattve.

L. S. Hill has r€turned north and will look after his mill interests at Cottage Grove, Oregon and Montague, California.

CANADIANS SEEK REMOVAL OF DUTY ON LUMBER SO THEIR PRODUCT MAY COME IN FREE

A movement is said to be on foot across the Canadian border for the early repeal of the Canadian duty against lumber milled in the U'nited States, lest President Harding take action imposing a retaliatory import drtty on CanadTan lumber enteiing this country as provided under provisions of the new tariff law'

The new United States tariff larv puts all lumber, shingles, laths, etc., on the free list with a proviso. authorizinf the President' to impose an equal countervailing. duty on lumber planed on 'one or more sides and- tongued and grooved, .o*ittg from any country that persists in imposing a auty on American iumber of similar manufacture' this orovision was aimed at the duty of 25 pet cent now imoosed^ bv Canada on that description of lumber' It is redorted tfiat Canadian trade bodies and lumber manufactoi.tr have made representations to Ottawa to the effect ihat the C,anadian duty on American lumber sh'ould be abindoned without waiting for President Harding -to take ttre initiative, as provided in the Tariff Act' It is-also-prooosed that the eitra Canadian sales tax on American lumter shall be removed, so that the slate may be clean'

LAWRENCE AND ROLANDO ARE. ENTERTAINED BY S. F. SALESMEN BEFORE LEAVING FOR L. A.

'Prior to their departure for Los A'ngeles to become manager and salesman respectively for the Hart-Wood Lumber C-ompany, T. B. Lawrence and Joseph R-olando--were given a farewell entertainment and dinner at the Cliff House, by members of the San Francisco Lumber Salesmen's Club, of which both have been activs members.

A snappy entertainme nt and general good time was prG' r.ided arid -as an appreciation of their good work a1d 9ooperdtion in the clu6 affairs, they were each presented with a'traveling bag. Among the invited guests were R.' A. Hiscox, Western States Lumber Co., Sam Towle, Christensen Lumber Co., C. S. Frantz Loop Lumber Co., Henry Bode Spring Valley Lumber Co., and Ben Reed, Secretary of the San Francisco Lumber Associaition.

JAPAN TAKES MORE FIR; CHINA LESS

Exports of Douglas fir lumber to Japan increased durins September almost 1,000,000 board feet, while the Chine*se market fell ofi over 7,500,000 feet, according to compilations of the United States Department of Commerce. bther markets taking an increased amount were British South Africa. Australia, United Kingdom, Canada, and Mexico. Argentina continued to take th-e largest 1qo.un! of southern "yellow pine lumbeL with Cuba and U'nited Kinedom as second and third. Exports of oak lumber to the -United Kingdom decreased during September, as did exports to all tLe other principal consuming countries.

We bave ready for prompt rhipment from ow Bay Point, Cal., plent, a considerable quantity of Ix4 to 1xL2

Common Cedar Boards

We are ready to take cutting onderc for 3'and 4'inch Common Cedar Wharf Plantdng.

Hipohto {{ryScreens

Embody_the right principles of construction. I he combined mortise, tenon and dove tail corner is the most lasting form of corner construction.

These "corners of strength" are milled to as fine a degree of accuracy as though machined from tool steel.

Screens made with this exacting care refeet credit on your judgment as a lumbeimerchant in handling them.

tilipolito Screen s#h Co.

Anqeles

Sash and Door Folks Entertain Retailers of L. A. District at Dinner

Hospitality and.good.fellowship held delightful sway at the Los..A,ngeles Athletic club on Tuesday &ening of last week when members of the Los Aneeles Dist,rict Lumbermen's club were guest$ of the United Sash & Door Dealers' Association.

The entertainment ya1 in charge of an able and energe- tic committee headed by H. W. Brown. Charles Miller a-"nd M. A. Imhoff were the .other members, with L. E. Gates, secretary'of the organization, a,cting as ex-officio member.

This committee did a mighty good job of its assignment and had the chef at the club set out a wonderful feedl moreover they engagcd, as a special attraction, one of the livest and livliest company of colored musicians in Southern California. Both the food and the music received amole attention, through the early hours of the evening

Followed then the oratorical feast. Presid-ent L. R. McKeesen of the Sash and Door Arssociation delivered the formal address of welcome to the guests and, then introduced H. W. Brown, who presicled through the remainder of the evening as toastmaster. \f r. Brown was in a hapov mood and with his quick wit and appropriate introciric"tions added much to the pleasure oi the oicasion. David \\roodhead. eifted speaker of the lumber fraternitv,

made the response on behalf of the retailers. "Co-operation"_ was the keynote of the evening's clis_ cussions. Both the sash and door men, and the lumiermen apparently confessed to a realization of the necessitv of the two elements of the industry working in closer harmony to promote their mutual interests.

E. A. Nicholson of the Pacific Door & Sash Company spote along this line on behalf of the sash and door iolkl and E.' D. Tennant, secretary of the lumbermen's club, responded with an expression of the retailers' viewpoint. Both Mr. Nicholson and Mr. Tennant ernphas,ized the necessitv and the importance of co-operation, efficiencv. educatjon,. acqua_intan_ceship. and fellowship in reaching "a mutual relationship that will be of the hi hest benefit" to the-lumber industry and to the building industry alike.

_ H. S. Stronach, representing the West Coast Forest Products bureau, gave a forceful presentation ,of the work now being d,one by that organizaijon to promote the fur_ ther use of Douglas fir in the sash and door and other u'oocl-lvorkiuq' in<lnstries. He aptly illustrated the value of co-operation with sevcral appropriate anecdotes. He re_ viewed the work of thc Bureau and commended manv uses of Douglas fir in the nranufacture of planing mill proclucts.

Short lengths are popular in skirts-Why not in boards?

The Corner of Strength found only in Hipolito Screens

An Woman Would Be Proud of Tftis One

Here is a home that contains so many attractive details and such a variety of conveniences that it cannot help but create a strong desire for its possession.

There is not a woman in your community, Mr. Dealer, who does not already own a home of her own, who would not be mighty proud to have a house like this.

Show this idea to her and see if you cannot arrange to let her buy it from you.

Let your contractor friends look at it, too. It may give them a good selling thought with some of their prospects.

^Asfr us sbout details for either one or both of these interior plans.

Among the D ellers

SUNSET'S SACRAMENTO YARD COMPLETE: SUISUN AND EAST SAN JOSE IMPROVEMENTS

The Sunset Lumber Company's new yard at Sacramento has been completed and now is readv for business. The new yard covers a full block located between Q and R on 29th Street. New office buildings and sheds have been constructed and new equipment has also been secured to handle the company's business here. L. E. Healey is manager of their Sacramento yard.

Considerable new imorovement work has been done at their yards at Suisrrn anrl East San Tose.

BETTINGEN HAS NEW OFFICE AT MONROVIA

A handsome new office structure has been built by the Bettingen Lumber Company to serve the retail yard it recently established at Monrovia. It is finished with stucco on the outside and with handsome woodwork on the inside. A series of sheds and warehouses also has been completed in connection with the plant. i

PATTON & DAVIES ERECT NEW MILL PLANT

The Patton & Davies Lumber Company is completing a modern new planing mill adjacent to the main office and store on East Fifth street in Los Angeles. The structure is two stories high, 7Ox90 feet, and ,of fire-proof construction. It will house a well selected assortment of planing mill machinery rand will be modern and highly efficient in every particular. The plant will have a capacity sufficient to supply mill produc'ts to all the Patton & Davies yards.

FERGER VISITS TRADE IN SOUTH

J. C. Ferger of F.resno went to Los Angeles on the lSth to attend the convention of the Southern California retailers and remained there long enou,gh to visit many of his friends in that vicini'ty. 'Mr. Ferger prob,ably holds more olfi,ces in lumber organizations than anyone else in California. He is president of the Western Retail Lumbermen's Association, president of the San Joaquin Valley Lumbermen's Club and a director of the Caliiornia Retail Lumbermen's Association. When not attending to business connected with one or the other of these brganizrations he looks afte,r the affairs of the Swa.stika Lumber Company at Fresno of which he is vice-president and general manager. W. H. Flahn, president of the Swlastika Lumber Company, lives in Los Angeles and Mr. Ferger spent part of his time while in the South, visiting him.

ll(lUGTAS FIR II{ CARG(I I.OTS

We can make prornpt all rail shipments

LIVE DEALER FROM VALLEY VISITS L. A.

W. B. March, proprietor and manager of the enterprising yard at Venice Hill, Tulare connty, which bears his name, a,ttended the convention of the Southern California retailers at Los Angeles on the 18th and remained in the city for a felv days to visit his friends and transact other business. Mr. March is o,ne of the livest lumberm'en in the central part of the state and has an up-to-date yard at Venice Hill. He carries a full ,line of paint, h,ardware and plumbin's supplies in addition to his lumber and cjther building material and consequently enjoys a big volume of business in his territory. He also is the owner of an extensive vineyard which is yielding him a big crop of ralslns everv veaf.

ORANGE BELTERS VISIT CEMENT PLANT

Members of the Oranrge Belt Lum,bermen's Club were guests of the Southwes'tern Portland Cement Company at their plant at Victorville last Saturday afternoon .and evening. A special program of entertainment and barbecue followed the visit through the big plant. Many members of ,the club from various parts of Riverside. San Bernardino and Imperial counties ioined in the festivities.

RED CEDAR SH I ]IGLES

GREEN OR DRY

When you thinh of Shingles thinh of US

We rpecializa in ehinglee and can mbke quick rhip. ment-car or eargo-from our own mills. Watch our weekly quotation aheets for pricer. Northern California ordcre ahould go to Seattle. Southern California and Arizona to Los Angcler Office.

LIp and Down the -fr/ Dtate

JOHNSON-ANAWALT TMPROVEMENTS COMPLETE

The Johnson-Anawalt Lumber Company has completed a large mill building in connection with its yard at Montrose.- This improvement will provide additional sprace for assembling sash, door and other rnill material and will enable the company to give improved service to its patrons. The nerv milll is complete in every particular, including a battery of modern planing mill machinery. The company operates yards ,at Montrose and Tujunga and the new mill will serve both yards.

RECORD CARGO OF SIIINGLES ARRIVES

What is believed to be the biggest cargo' of shingles brought to a California port in a great many years was unloaded at the Oakland wharf oif the, Sunset Lumber Company a few weeks ago. It consisted of 3,300,000 shingles, all brought from Puget Sound on board the steamer Admiral Sebree. The shingles were ready for shipment in the north before the election and wiere started on their way south as soon as it was dfinitely known that the anti,shingle bill had been defeated.

HOTW STATES STAND IN LUMBER PRODUCTION

Ar.kansas is the leading lumber state in the pr,oduction of red gum, hickory, ,ash and sycamore. California leads in redwood, white fir and sugar pines. Louisiana is first in yellow pine, cvpress and tupelo. Colorado is at the top in lodgepole pine, Idaho in larch (tamarack), Indiana in beech, Maine in balsam fir, Michigan in maple, Minnesota in white pine, Mississippi in cottonwood, Missouri in walnut, Oregon in western yellow pine, Tennessee in oak, Washington in Douglas fir, spruce and cedar, \Arest Virginia in chestnut and yellow cedar, Wisconsin in hemlock. birch. elm and basswood.

THATS RIGHT; READ IT AT BREAKFAST.

"l would rather go w.ithout my morning cup of coffee than to be without THE CALIFORNIA LUMBER MERCHANT," says C. A. Campbell, manager of the King Lumber Co., at Shafter, Calif., in sending in his order and telling us to keep on sending the paper.

GOVERNMENT SELLS TIMBER IN PLUMAS FOREST

One hundred sixty-seven million feet of timber on the Plumas National Forest in C,alifornia has just been sold to the Swrayne Lumber Company, Oroville. The timber covers about 14,000 acres in what is known as the sugar pine-yellow pine belt in the heart of the Sierras. I't is estimated that this amount of timber, together with the intermixed privately owned timber, will requir'e eight vears to cut: and ,convert into lumber.

HOME BUILDING WOULD BE TAX-EXEMPT

William Hornblower of San Francisco, who was elected to the state ,assembly at the recent election, says he will intro,duce a bill atthe forthcoming legislative session to exempt homes from taxation up to a valnation of $3000. Something must be done to encourage people to build and relieve the housing shortage, hi says, and insists that t'his will help 'to do it.

GREAT SOUTHERN OFFICIALS VISIT STATE

A. C. Goodyoar, J. M. Seigar, J. H. Cassiday and J. H. Friend ,comprised a grotlp of officials of the Great Southern Lumber Company of Bogalusa, La., who visited California late in November. They traveled, intor Mendocino and Humboldt counties to inspect the big redwood operations. They also visited some of the fir mills in 'the Northwest on their trip along the Coast.

October Was Big Building Month; California Cities in Lead

October was one of the best building n-ronths history of the country, accordin,g to ,compilations American Contractor of Chic4go, and California a correspondingly healthy state of building affairs.

The value of building permits issued in tthe California cities in October showed a substantial increase both over Septer.nber and over October of last year.

But the California lumberman is further interested in 'the fact tha,t cities in all parts of the coun,try are continuing their building activities, r'r'hich rleans that the demand for lum,ber outside the state rvill keep uo and that there is not likely to be a surplus for use *ithin the state.

Following is the report on thirteen of the principal California cities for October, giving the number of permits and the valuation, together with a comparison for ,the same month of 1921:

The s,ame authority gives 'the aggregate value of new buildings in several California cities for the first ten months of the year as follows: Los Anigeles, $100,895,48O; San Francisco, $40,26,777; Oakland, $19,812,899; San Diego, $9,013,590; Long Beach, $12,146,693; Pasadena, $8,105,688; Sacramento, $8,155,023.

Portland, for ten months, had $20,067,325; Seattle, s16.731.540.

Little River Redwood Increases Output

The Little River Redwood Companv have made extensive improvements during the past year and have increased t'he capacity of their mill fro,m 65,000 to 160,000 feet per day. They will install another band saw during the Christmas holiday season and although three Cutler dry kilns with a total capacity of 1@,000 feet have been put in this last year thev are now building a fourth kiln which will also have a capacity of 1C0,C0O feet.

\\rork has been started on the erection of a modern electric-driven planing mill and the company is now asking for bids on the first unit of a mono-rail systen-r. They have also acquired two locomotive cranes; one is located at the mill for loading and piling while the o'ther is at the wharf. When all the irnprovements now nnder way are completed the mill output will be about 220,400 feet per day.

The Company has made remarkable growth during the past year and Sales Manager W. D. Dunning states that they are now in position to offer excellent service to their trad e.

The mill address has been changed from Bulwinkle to Crannell. The Company figure that all the improvements that are now under way will be completed about January.

Mr. Dunning has just returned from a business trip through the San Joaquin Valley and reports conditions in t'hat section very prosperous.

We have 20,000 pieces No. 2 Fir and Redwood ties for quich delivery.

Lumber By-Products, North and South From Shasta's Lofty Summit to Coronado's Silver Strand.

COTTER TO MANAGE C. & O. PLANT

Thomas Cotter, ,for the last 14 years manager of the plant of McKay & Company at Eureka, has been made manager of the California & Ore-gon Lumber Company's big mill at Brookings, Oregon, succeeding J. H. .Owen, wfio resigned a few months ago. The Brookings mill now is cutting considerable redwood as well as fir, and is the only mill in Oregon producing redwood.

MR. PALMER VIEWS NEW SUGAR PINE MILL

Frederic S. Palmer has returned from a week's trip to Fresno, where he visited the Madera Sugar Pine Company. He made the trip up to Sugar Pine and rep'orts that the construction of the new mill is progressing rapidly and that they will be ready for operation about March 1. He was accompanied on the trip by his sales-manager C. C. Stibich.

FOREST SERVICE HAS EDUCATION DIRECTOR

Wallace I. Hutchinson, assistant chief of the branch of public relations in the Washington, D. C., headquarters of the United States forest service, has arrived in San Francisco to'take charge of educational and information ac,tivities in the California district. Mr. Hutchinson is a graduate of the Yale .forest.. school, and an experiencecl newspaper an'd ma.gazlne wrller.

GROSS CARELESSNESS

The foreman of building operation rushed in to the superintendent.

"That end house has fallen down !" he shou'ted.

' "What!" exclaimed.the superintendent. "Was there a cvclone?"

"-N.o," said the foreman, "but rthat careless guy Flanagan had them take down the scaffolding before rve got the wallpaper up."-Detroit Free Press.

REDWOOD TELEGRAPH POLES IN DEMAND

Export of redw,ood telegraph and telephone poles has been revived at Eureka and other redwood producing ports. The steam,er Wilmington, whibh recen,tly set out from Eureka had, on b,oard a substantial shipment of poles going to Honolulu. Other shipments have been ordered.

GEORGE BURNETT ON THE JOB?

Reports on the recent election printed in the Tulare Register, show that the Anti-shingle Housing bill received 1020 negative votes rvithout a single vote FOR it. Maybe it was an error in the print and maybe there were not enough affirmative votes to make it worth while to count. Since Tulare is the home of George Burnett, one of the most wide'awake lumbermen in the central 'part of the state, it would not be surprising if the enemies of shinrgles did not get a sin,gle vote and that published reports were true.

SAN FRANCISCO LUMBERMEN VISIT L. A.

Among the prominent San Francisco lumbermen who attende'd the Southern Cal'ifornia convention in Los Angeles were R. A. Hiscox of the Hart-Wood and Western States Lumber Companies and M. A. Harris of the Van Arsdale.Harris Lumber ,Compa,ny. They rvere accompanied by Mrs. Hiscox and Mrs. Harris.

FOLSOM JOINS WITH FTEFTELD

O. F. Folsom, formerly wit-h the Eagle Lumber Company, has joined the sales force of the E. L. Fiefield Lumber Comoanv. Mr. Folsom has followed the lumber business in irlonthern Californira for several years and has a large acquaintance among the retailers. He will work the Bay District and the Sacramento, and San Joaquin \ralleys.

A "Cornetlized" Stock Farm

(Editor's Notc:-The following story of what wall board did for a mod_e-rn farm appeared in ,,The Co.rnell Bulletin," irrr"a ly ft i Cornell Wood 'Products Co., of Chicago, and seemed of .o- muct practi,cal interest that we borrowed, the cuts to illustrite i1 *iit,, and take pleasure in reproducing the story verbatim.)

Monowioto Farm, of 365 acres, is stiuated in the heart of the hi,ghly developed farm lands of Northern Illinois am,ong',the beautiful country estates adiacent to Lake For- tst. Fields of grain. rich pasture me'"do*. and dots of woodland break the vista on every hand. From the house, resting on gently rising ground, is afforded " .*."pi"g view in everv direction, full of color under an Augusi sun.

-{s .you pass from the r.oad through the stone gatewav. and cross the lawn, shut in by hedges and flowering busir, vou are impressed at once with thl homelike atmdsoheri of the house and its immediate surroundings-whi,te aud cozy, quite the type of the substantial farm home with its natural .stone chimney, shaded by over-hanrging elms and maples, and a fragrant grove of l,ocust treel to the wind_ ward side.

Introducing "Buither Boy"

The lar,vn which surrounds the house on three sides slopes gently away to the barns and outbuildings. il-i; when,you ap.proach the tarns that you become fuily aware that Monowioto Farm is an up-,to-date stock farm, with pedigreed and full-blooded horses, cattle, hogs, and chick- gns. the quiet of the lawn enclosure yieldi suddenly to the activity of the b,arn yard. ' The caitle are hidden in the pastures. but you are greeted, as you enter the cow barn, with a bellow that -warns you ,to keep a sharp look out ahead. You are safe enough, however, for an en- closure of 2 inch holl_ow steel tubing. resembling an ele- p&l! sllall in the zoo, keeps at a safe iistance fRAVeRSb BELLE PONTIAC BUTTER BOy, the 6_year_old.jc0_ pound bull--head of the herd, and already sire to 36 Hol- stein cattre. One of the bars is bent ou,iv"ard at a sharr angle. which we understand was orice caused hv a genfle 'flick"..of the powerful head. Baby calves are corralled In slmtlar tubed enclosures. and here we notice somethin,g that aronses our curiosity at once.

"Cornellizing'o the Barns

The sides of the stalls are single thicknesses of Cornell_ Wood-Board, wired on, and as we tegt the strength of itre panels, we are aware from the twinkle in the ir"n"g.r;i

eye, that we have stumbled upon a hobby of his. We had noticed on our vvay through the cow bain, something un_ usual in the appearance of the interior, without beingluite aware of just whart caused the impression. Now,*as we look about we see that the whole place is .,Cornellized,, in one form or another. The stalls, which first attracted our interest, are made draft proof by Cornell board, an ideal arrangement, especially in winter time.

A little further on we notice older calves in standard w_ooden stalis, but with this unique difierence: the sides of the stalls are made of Cornell-Wood-Board. double thick. with strong mesh chicken wire between. The board is quite strong enough to confine the boisterous youngsters, and the wire makes assurance doubly sure in ,case one of thern attempts to kick through. It is-then, that we see that thl entire ceiling also is "Cornellized"-lengths of wood-board nailed rto the rafters with wooden stripsiovering the joints. The walls are treated likewise, the -whole coi'-barn tak, ing on_ a pzrnelled appearance, very attractive and very unusual.

Ideal Quarters for Registered C;attle

As we Dass out through the dairy barn, we are agaio struck bv the clean and ship-shaoe- aDoearance thatlal_ cimined Cornell board has given to ,the interior. with its stalls and stan,chions,.all immaculately clean-a fit home for the herd of 54 registered Holstein cows and heifers. One name-plate in particular over a s,tanchion catches the eve. It reads "Werlmberc Anchor 11.,, with a record unde/ -fticia] test- over a period of 3 consecutive years of. 2( oounds of butter in 7 days. She has milked -as high ar 97 oounds in one day, and carries a record of prodircinp 17,fY)O pounds of milk and 7N pounds of buttir in on? year. In fact two-thirds of the milking herd average each over Z0 pounds of butter and 480 pounds of milk in7 days, as ,the resident manager took justifiable pride in saying. -

Easy to Use Co'rnell Board

We asked the man_ager the chief advantages in Cornell_ boarding the barns. His answer was: first, tle aDpearance of cleanliness and, order. which is in itself an incentive to keep everything else clean and orderly; second, elimination of drafts; and third, the fact that anyone can put Cornell board up so easily,-and during spare time at rhat.

We find the hog-house, with its Duroc-Jersies. also

The wife of a careless Man is Mighty Near a widow.

wood-boarded, top a hog-house. The nell board; the pig

Walls are Dirt-Tight and D.y

The same treatment of pan,elled sides and ceiling is applied in.the. milkco6ling room, the imPlement house, with its

discing.tractors, tne if,? 1X'J:;,i""J;iXH:l .r""n "'"r ."nito.n, and keeps dirt-tight an<l #.'#;t*;*ri

ttre gfain bins wert ;i:*t'"*:li'il,:lo1

it!il#ntr

neatrY bY the

Our rvaY next took us into the chicken yard. And here again, the characteiistic cleanliness of the ;l;1" Ji ":5,,, XJJ " i'i"1i'11'l #'ll calcimined and divided into panelsiv '3-in.tt striPs. UniformitY of iJmoerature attd dryness are largely *"ili"ir"a by this effective wood- Hog House, creamcry and cow Barn* are clean and Sanilary. board "insulation."---Crossirrg the lawn back ltoward the house, we catch

Novel Uses in the House 1."g1 " 'sti-'{1"^:.f^i1" saddle horses on their wav to their ected, we find .,cornell,, used to panel daily exerclse over the hurdles tl th9 park in th-e p_asture. Here' as we exP :''^i,S;;;,-l;i"r,;; iir" -U.u"iiiof thorough-bred hunter, the dining room,,living room, bedrooms, and kitchen. In leads the way. ooi'-p"tfr f"ads us.throultt th..r"", "n- the dininf room' where the plaster had begun to fall, Cor' trance, past- the uru"lf"rtoy-oi-smail ,oorfi., all "cornell- nell-Board was nailed through rthe remaining plaster into ized,,, housr'g *rrJl;;;;"r-;;;T -implements, buckets, the rafters, in this way .avoiding the dirt and nuisan'ce of wash tubs,ar,d. ho'"e"i;i;il;rfi-i"ioin" house itself. first tearing down all ihe old plister. Panels were simply

View of "Corn,ellized" Outbuildings from Yard Gate. and sides, a rather unusual effect in pens, however, are not sided with Coris too dirty and rough.

Part of the Prize Herd of Holsteins.

nailed across, covering firm and loose plaster alike,-quite a time ancl labor-saving idea. The manager demonstrated another interesiting and novel use for Cornell-Board when he showed us how he intencled to panel up the -Frenlch windows ar.rd cloors. "A 1ip for those who close up summer homes and cottages for the lvinter," he saicl. "'fack Cornell over the winclorvs and (loors ; it keeps the place dry and clean and breaks the excessive cold, rn'ith a great saving of fuel."

Ini {act, any open porch or veranda can be thus e!tclosed during lthe storms of winter. The expense o{ the boarcl is easilv made good by tl.re saving in paint attcl wear on otherwise exposed sttrfaces, an<l as for labor-"anyone can do it."

Uses for Cornell are Unlimited

As we left Monowioto Farm and our genial host, we

carried rvith us those lvho come that refreshed spirit that always rewards again irr contact with the open 'coun\try,

ancl with our so-called

"dun.rb anim,als." But we also took rvith rrs a few very practical ideas, especially on up-todate farrn refinements, for we found five ,of the manv maior uses of Cornell demonstrated in many forms on this wellordered farm : as Interior Decorative maiterial, for use in the_house itself ; Cle,an ancl Attractive Surface Covering. as in the dairy barns; Insulation against cold and drafti, demonstrated in the chicken-house and cow-barn; Protection for open porches and enclosures in winter; and ,as Structural NIaterial; reinforced by r,vire, to side interior spa'ces, as in the gr,ain bins and calf stalls.

When we realize that about 1,500 square feet is a fair average for e farm and that pn this basis 1,860,900,0ff) sqrlare feet can easily be used in the United States in one vear, the opportunity {or Cornell dealers lto assist the farmer in improving l-ris property is really startling.

"Corncllized," H o g House ort right; Chicken II ouse below.

Imitlemcnt Shed,, abo'i.te; and onc of tlce Blood,e tl Horses, left.

An Added Service to Retail Lumbermen

We have arranged to finance your Building Loans

If vou have a customer who wants to build a house but doesn't know where to get the ;;;;y, Lring him in to Hamer. We will arrange the accommodation to suit you

and your customer.

Alvin C. Hamer

(Continued from Page 12.)

the statistical report on the western timber supply- by Henry Riddifordi secretary 'of the Los Angeles- Lumbermen's Exchange, and his observations on what-the Bresent demand is doing to denude the country of its forest areas'

"Including losses by fire and other. damage," he said, "the total sland in Oregon and \Mashington is being depleted about 10,000,000,C00 feet annually ; fir alone about 8,000,000,000 feet.

"One thing is certain, ttnless somethir-rg is- done and done quickly, in a comparatively short 'time there won't be much left."

A. L. Porter, just before 'the close of th9 m'orning' 'session, spoke a few words of greeting on behalf of the Western 'Retail Lumbermen's Association of which he is secretary. and invited all Californians to attend the annual institute of that organization in Spokane next February'

H. S. Stronach, representing the West Coast Forest Products Bureau, gave an interestin'g talk at the afternoon session on tfie ec'onomic importance and value of using fir shop lumber in the manufacture of sash, doors and othei mill wbrk. By utilizing fir shop, he pointed out, the retail lumbermen will be doing much to prevent waste oI their product, thus aiding materially in the work of 'conservation now so urgently required, and perpetuating the supply of their raw material' The mills, he asser-ted now are'cutting a greater proportion of vertical S11in fi1 stock, which, heleclired, is-exceedingly dell suited for these requirements.

The West Coast Forest Products Burdau, he explained, is an organization composed of the manufacturers. wholesalers aid loggers in the Doirglas fir industry and is doing much to iitend the uses of fir lumber in all parts of the countrY.

Mrs. Jesiie Eggleston, acting secretary of the California Retail Lumberm-&'s Association, explained the work that orslanization now is d'oing to enlist all the retailers of the sta"te in one big state-widl association, which, she- pointed out, will co-opeiate with the various local and district clubs and associatircns in their particular activities'

"We hope to function in a big, broad way," she. explained, "and want to co-operate with all lumbermen-individuals as well as associations."

A good, strong talk on the value of co-operative effo?t was 6ffer'ed by H. W. Diddley, -secrd'tary-o'f the T'os Angeles Hardware Dealers' Association' He related many 6t ttt" experiences of that organizatio-n and told how it benefits m-embers and non-members alike'

G. F. Hoff, secretary of the San piego Lumbermen's Association, offered another earnest- appe-?l lor enthuslastic support'of all legitimate- aqsociation effort'

"Anl 'association rnember benefits by reason of his mem,btrshipi' he'tteclared;otut'he':alsb must make correspond-

ing sacrifices. He must surrender some of his individual rifhts-some of his freedom of action. He must rememb& that some of his activities will 'be circumscribed by whatever makes for the good 'of the en'tire industry' "Bv vour membership in an association," he went on to ,"y, i'yoo learn not oniy to know you-r competitoh- b-ut to r"rp".i him," and added that one 6f the most vital forces in promoting better ttnderstanding- and better relationship among lumbermen todray is Hoo-Hoo..

M. i.. llarris, prominint San Francisco lumberman and ditector and treisurer of the state association, brought greetings from the north and explained briefly some o{ the filans a-nd ambitions of the stale body.. He thanked 'the iumbermen of Southern California for giving the state association two such splendid men as C' W. Pinkerton, pres-ident, and C. H. Chapman, director, and such a oapable secretary as Mrs. Eggleston.

J. C. irerger of Fr-eino, who is president of the Western n6tait Luriberm'en's Association, extended a further invitation to the conventi'on at Spokane in February; BS a director of the state ass'ociation Mr. Ferger pointed out the advantages it offers to all California lumbermen.

President-Davies then read a'telegram from Fred Conner of Sacramento inviting the Southern Californita dealers int'o the state organization.

' Secretary Morgan ofiered his annual report sho#ing th.at the associition has flourished and prospered during the year, with a net increase of 16 new members.

' C.'W. Pinkerton of Whittier reviewed, briefly, some of the historv of the Southern California Associtation and called attention of the members to some of the money that the associa'tion actually has earned for them. Association membership, he added, also appeals to some of the finer instincts in every man; it enables him to treat his competitor ,as a good friend-not only in a busines-s way, but socia'lly. That is one reason he is so strong f'or association effort. he said.

The evening session brought forth a feast_ 9f _good things to eat, a splendid entertainment at which Edwin Pluristead, the popular character actor was one of the star performers, ,2n6 a battery of high-powered speakers. A. E: Fickling, the newly elected presiden't, officiated. A great many women attended.

The principai speakers were "Jim" Osburn, organizer of the Employers' Association at San Pedro, who related some of the difficulties and some of the 'triumphs of his organization; E. 'D. Tennant, secretary of the newly orga"nized Los Angeles District 'Lum'bermen's Club, who iolcl a few hunoious stories and made an appeal for association loyalty, and Ex-Senator George Cartwright, who delivered a-stiiring'address on ,loyalty to our established institutions couptre-d with a fierce denunciation of thcise who would underm,ine. the' foundati'ons of our govern-, ment and the lofty piineiples'{or.which itstands,....,. -

TheFarmeris Becoming

BigBuyerof Paints

With the successful operation of ,,Clearr op and paint IJp" campaigns in nearly all the smaller towns and cirties and in many of the big cities of the country in the last few years, the farmer, too, has caught the spirit of the times and has beco'me a more persistent and a more discriminating purchaser of paints.

The ,tremendous volume of publicity that has been given the "paint up" and the "save the surface" movemen,ts has had a distinct psychological effect on the farmer. And it is reflecting itself on the outr,r,arcl appearaltce ,of the farmer's buildings.

The farmer has learned that it is mighty poor economy rto allow his house, his barn, his garager ancl his ou,t builcl_ ings to go unpainted. Moreover, he has learned a lot about paints and their lasting qualities and pays consiclerable at_ tention these days to color combinations.

Yes sir, the farnrer is one of tl-re best paint buyers in ,the retail market today. The lumber merchant who is selling the farmer his, lumber for his new buildings and for the ordinary repairs about the farm should lay in a stock of paints and try to cultivate the farmer's pain,t tracle.

The two go together just like shirts ancl collars or shoes and stockings.

THIRD LUMBER CARRIER ARRIVES

The third of the steel lumber-carrying vessels to be used by the l-os Angeles Lumber Products Company in its coastwise trade-the El Cicuta-at San Francisco a few weeks ago and is being reconditioned for early service. With her sister ships, this vessel r,vill bring the rough. sarvn lumber from thl company's plant in Britlsh Columbia to the mammoth new mil1 now being erected at Los Angeles harbor.

AMEN !

'WHENEVER A DEALER GETS IT THOROUGHLY "STEWED'' INTO HIM THAT HIS COMMUNITY DOES NOT O'WE HIM A LIVING, BUT THAT THE ONLY EXCUSE UNDER HEAVEN THAT HE HAS FOR BEING IN BUSINESS IS TO BE OF SERVICE TO HIS COMMUNITY, THEN WITH PROPER PUBLICITY HE MAY GET HIS SHARE OF THE BUSINESS.

Howard Potter, Potter Lumber & Supply Co. Worthington, Ohio

Paint Supply For Lumber Dealers

LUMBER YARDS anticipating the satre of PAINT, not as a sideline, but as a leading building material, should first considcr a line of paint that is rnade BY the contracting painter and contracting builder, and FOR the contracting painter and builder. Our materials are made for the contractor who knows what materials will do to assist in so painting the lumber as to improve its acceptability.

co.

WE HA,VE A pAINT pROpOSITION FOR LUMBER 9l)8 S. Main St. YARDS. rrVill be pleaeed to cubmit it on requert. !.OS ANGELES

to be patted knocked on

A whole lot of self-satisfied lumbermen think they ought on the back, when in reality they ought to be the head.

HOO-HOO

DOINGS and SAYINGS of TOM

L.A. Cats Plan Concatat Elks Club Dec. 12

Here is the best news that has broken .in Southern California in the last three months.

The cats of the Los Angeles district are going to stage a concatenation at the Elks' club in Los Angeles on Tuesday night, December 12.

Remember that date and prepare to attend. The committee has arranged with the chef at the club for a big clinner to which cats and kittens both are invited; Fred Golding, chairman of the initiation committee, is getting ready to treat .the kittens to a characteristic Hoo-Hoo initiatory ceremony, and the entertainment committee of which Berne Barker is chairman, will import some talent for the particular purposes of the occasion.

But the important preliminary work is in the hands of the committee on membership of which Herman Rosenberg is the chairman. Frank Connelly, "Bob" Taenzer and B. W. Bookstaver have been named as the additional members of the

OUR BUSINESS is to handle your orders understandingly and carefully and to furnish that for which you pay.

membership committee. A score of applicatants already have asked for admittance to the order. Dozens of others probably will be signed up before the meeting.

But Chiirman-Rosenberg is particularly anxious to have all applications filled out properly and accompanied by the neccssaiy fee at least a week before the date of the concat. Address applications to the chairman, Box 607, Station 3, Los Angeles... A tig delegation from, San Diego and Orange County will join in the festivities.

FULLER IS REAPPOINTED VICEGERENT SNARK IN SACRAMENTO VALLEY DISTRICT

Harry Fuller of the Fuller Lumber Co., of Lodi, has been re-appointed Vicegerent Snark by Supreme Senior Hoo-Hoo C. D. Lel\{aster.

Mr. Fuller has served in this capacity for the past year in the most able manner. With his wide acquaintance and popularity amopg the Hoo-Hoo and lttmbermen of his district we may look forward to splendid growth of the Order in his district and ,c'ontinuous activities of the Order such as will be interesting and helpful rto its members and thb Industry.

Some More of TOM'S SAYINGS

RED HAMILTON SUCCEEDS O. S. KING AS VICEGERENT AT SAN DIEGO

Fred C. Hamilton, of the Benson Lumber Co., of San Diego, has been appointed by Supreme Senior Hoo-Hoo C. D. LeMaster, as Vicegerent Snark of the San Diego District, succeeding O. S. King.

Mr. Hamilton is one of the loyal and enthusiastic HooHoo workers of his district; one who is popular and has the confidence of the Hoo-Hoo and lumbermen and his Sgpoin_tment assures continuous progress and growth for Hoo-Hoo in the San Diego District.

E. R. WICKS VISITS CALIFORNIA ON WAY TO NORTHWEST TO ESTABLISH OFFICE

E. R. Wi,cks, head of ,the Vaughan Lumber Co,mpany, of Flouston, was a visitor in both Los Apgeles and San Francisco during the past week. He was on his way to Portland, Oregon, where he plans to open a western wholesale department for his concern. The Vaughan Lumber Company is, one of ,the oldest and best known lumber firms in Texas, and probably the largest wholesaler o{ Southern Pine in the en,tire country. They have their own mill connections, as well as their own line yards in various parts of the country, in addition to their enormous wholesale business. They already have northwestern purchasing offices in both Spokane, Wash., and Seat'tle, and will now op,en an office in P,ortland which will be the main western office.

Mr. Wicks was a caller at the office of The California Lumber Merchan,t.

-

Mr. King who has served in the capacity as Vicegerent for the past year has made an enviable record in which he is deserving_,o{ much credit. Through his efforts a splendid Hoo-Hoo Club was organized and has met regularly-durine the .past ,several m,onths, resulting in much,-good- in prd rnoting the welfare of the Order and the interest of -the lumbermen.

ATLANTA YIELDS TO NEW ORLEANS

At a meeting of the Atlanta Hoo-Hoo Club on November 13, a resolution was presented and adopted whereby Atlanta r,r'ithdraws from *the field of cities se&in g the l9i3 Annual Hoo-Hoo convention, in favor of New Orleans. Atlanta will be a con,tender for the 1924 in'ternational HooHoo meeting. Atlanta is making plans to invade New Orleans with a large delegation of cats, it having been anticipated that the Crescent City would be selected for ,this vear's annual convention,.

OHIO DEALERS TO VISIT CALIFIORNIA CITIES IN EARLY FEBRUARY

The itinerary for the forthcoming trip of the Ohio retailers to the Pacific Coast now is complete and provides for more than a week in the various cities of California.

Their first formal stop will be made at Euieka where they will arrive on the evening of February 6. They will visit some of the big redwood mills the following day. February 8 and 9 will be passed in San Francisco; Saturday, the 1fth and Sunday', the 11th at Yosemite, and the following Monday, Tuesday, Wednesday and Thursday at Los Angeles.

The lumbermen in the various California cities that they visit are making adequate arrangements for their entertainment: Before coming to California the party will visit the big mills of the Northwest.

Keeping Your Business Healthy

Can't exactly place some of this-we h",r.n't any pile that it just fits--so rve have uade a special bin to hold it. You'll perhaps find just the piece that your custonter wants-just the thought that meets your condition. It's just random.

A lot of trouble is caused b1' what the doctors call an "anaemic" condition-1un d6v/n-sort of weak and wobbly. It's very easy to GET INTO that shape and mighty hard and troublesome to GET OUT of it.

And unless you have the constitution to build on-you DON'T get out of it at all. It's another case of "Omit Flowers."

Same way with business. It's easy to get into slack habits, careless habits, BAD habits; and so hard to break them.

A little carelessness in loading a bill of lumber; encls get chipped and split. Or the stuff is unloaded on a wet or muddy place. Or you deliver a day or an hour or so

AF'TER YOU PRON{ISED IT.

One such action unrloes many of the other kincl, and it is just as hard to get back the goocl graces of your customer as it rs to get back vour health once you have neg. lected it.

You have to keep cttnstant watcl-r o\rer your health-ancl 61161 yorlr business-to keep either front getting anaemic.

The best remcdy-or rather preveutative-for this condition is fresh air and exercise.

SUPERIOR BRAND OAK FLOORING

Is made from oak of fine texture and color, cut to correct thickness while green, thoroughly seasoned, skillfully kiln-dried, and properly cooled.

IT STAYS PUT

Because it is not made from resawn lumber. Both sides have the same moisture content.

Manufactured by

Superior llak Flooring Company

HELENA. ARKANSAS

Represented by

"America's Finest"

And those are just as good in your BUSINESS as for your BODY.

Fresh air, in business, means 'the cons'tant refreshing of your supply of oxygen-the life-giving principle; it means the constant securing of FRESH IDEAS-MODERN METHODS-NEW WAYS.

You can get the CONSTITUTION by constantly absorbing the FRESH AIR-and that foundation you must have or the first spell of sickness u'ill put you down and out.

And EXERCISE is just as essenrtial. Keep your business GOING, el'en if it doesn't go very much or fast. Keep the stuff coming in and going out-even if it's only by little jags-and keep your money moving the same lvav.

You know, "money," in the final analysis, is only the working power of a specific piece of paper 'or metal.

"Credit" is not "money." It is merely the belief rve have in what "cash-in-ithe-bank" is able to do rvhen it gets to work, added to our beliei that the possessor thereof WILL PUT IT TO WORK IN OUR BEHALF AND FOR OUR INTERESTS.

There is only just so much MATERIAL \{ONEY in existence, and that amount is regulated according to con<litions, as wiselv as the r.ninds 'of men can determine.

The only clifference between "money" and "materials" is in the CONVENIENCE wirth which each is handled.

Smith can exchange his labor for a house-or for "money," which in turn he can exchange for a house. But if he LOAFS, then he has nothing of value to exchange; and if his MONEY LOAFS, the condition is exactly the same.

And when the money you expect to receive in return for the GOODS YOU GIVE is loafing-when it is not working for YOU-when yotlr customer holds it out under the guise of an "open 2sg6qn1"-1hen your business suffers from lack of nourishment and becoures anaemic.

You know you don't HAVE to let any person get your goods without paying for them. YOUR GOODS and HIS MONEY are the two essential halves of the DEAL IN LUMBER. Each stands exactly upon the same footing.

Borth are THiNGS-and both are either EARNING or LOSING ('infglggf" or "profit" .or "hire" or "keep" or whatever you want to ,call it-every minute of the day.

When your customer wants $100 worth of lumber-give it to him in exchange for $1C0 in money.

If he wants $110 worth, add $10 more of LUMBER in exchange for that extra ten-spot.

If he wants $100 worth of lumber and $10 worth of TIME-give it to hifir-but GET $110 FOR WHAT YOU ARE SELLING HIM.

EXERCISE-ypur MONEYyour BUSINESSYOURSELF.

PUT IT IN THE AICT

"My house ought to be warm next winter."

"Why?"

"The painter g.ave it two s6315."-flchange.

California Counties Receive

$157,191 from U. S. Forests

Thirty-nine counties in California which have national forests within their borders, will receive $157.191 from ,the Federal Treasury for school and road development work next vear. This sum represents 25 per cent of tlie $628,765 received during the fiscal year ending June 30, 1922, from ,the timber sales, grazing permits and other sources of national forest revenue.

Plumas County, which leads the list, will receive $22,925. Tuolumne County is second with $18.184, and Lassen County third with $12,726. The smallest apportionment is $76 to Orange County, within which is located a srnall corner of the Cleveland national forest.

An additional 10 per cent of national forest receipts, amotrn.ting to $62,876, will also be expended by the forest service in the construction of minor roacls and trails within the lorests in the various counties.

The allotment by counties of the r.rational forest 25 per cent fund follows:

ilr0uilTAl]l

IS DANGEROUS BUSINESS

Many a logging spur road in the West looks just like this. Safe insurance for employes engaged in such work is a paying investment.

COOPER VISITS BIG HARDWOOD CENTERS AND FINDS BUSINESS GOOD

\ I. E. Cooper, head of the W. E. Cooper Lumber Company, prominent Los Angeles hardwood distributors, has jus,t returned from an extended trip through ,the principal hardwood producing districts of the South and Middle West. He also visited a number of his yards in Wis,consin, where he was engaged in the re,tail lumber business before com,ing to Southern California a few years ago.

Mr. Cooper reports business conditions very good in all that part of the country that he visi,ted. He stopped at Memphis and other southern hardwood centers and placed orders for oak, gum and other woods produced in ,that section, and in several points in Michigan where he arranged for delivery of maple, birch and beech.

He also visited the sawmill recently established a,t fron Mountain, Mich., by Henry Ford and pronounces it the most m'odern and marvetrous sawmill he ever saw anywhere.

We furnish Workmen's Compensation Liability fnsurance to lumber and woodworking manufacturers. Ours is a reciprocal association of mill men, doing business at cost only.

The leading mill operators of Texas anci Louisiana created this organization. It affords full protection under the California laws. Concerning our standing and reliability ASK THE CALIFORNIA LUMBER MERCHANT

Inquiries Cordially Solicited

LUiIBERMEI{'S RECIPROCAT

ASS0ClATt0tf

GEO. R. CHRISTIE, California Office

476 Monadnock Bldg. SAN FRANCISCO

Gencral Manager

Horire Olfice HOUSTON, TEXAS

0mP

RO D UCTS

OF ESTABLISHED QUALITY

'The Sign of Scrvice"

VITRIFIED CIAY SEWER PIPE IRRIGATION PIPE ANd DRAIN TILE

FACE BRICK-PRESSED' ENAMELED and RUFFLED

HIGH GRADE FIRE BRICK ELECTRIC CONDUIT . FLUE LINING_CHMNEY PIPE STONEWAREJLLA.LMIXING BOWLS

"Lay to Stay uith Vitrified Clay''

PACIFIC CIAY PRODUCTS Cll.

600 AMERTCAN BANK BLDG.-129 lV. Znd St. LOS ANGELES, CALIFORNIA

Phoncr: flll-5ll Broadway 3715

IDonutus fon ]Dealers

The only way a retail lumberman can consistently make a failure of his business is constantly to pursue a policy of NOT doing the'things he should do, and which the public has come to expect of a merchant.,

Here are a few DONT'S that will bring you resultsof the wrong kind:

DON'T advertise, don't merchandise, don't improve vour olace of business and make it attractive and an orna\nent io your business, don"t try 'to give your customers modern sevice, don't create any business but simply take what comes, dont try to give your trade a square deal, don't put yourself out to try and give your trade the things they have a right to expect. Just be bullheaded and 'old-fashioned.

THESE and a few more don'ts along the same line are guarantee<i to put any dealer in the red.

WILFRED COOPER'S MOTHER PASSES AWAY

Wilfred P. Cooper, well known Los Angeles wholesale lumberman, was called 'to San Francisco a few days ago on account of the severe illness 'of his' mother which later terminated in her death. Mrs. Cooper had l'ong been a resident of the Bay distri'C't.

HARDWOOD DEMAND IN EAST IS HEAVY, SiAYS LEROY STANTON, BACK FROM TRIP

Hardwood manufacturers in the Middlewest and South are experiencing a heavy demand for their products, says LeRoy Stanton of the Los Angeles firmi of E. J. Stanton & Son, rvho has just returned from a five weeks' trip through the principal consuming centers of the East and Middlewest.

Mr. Stanton not only visited some of the big hardwood mills, and the big eastern markets but also passed considerable time in the eastern office of his company at Cleveland, Ohio.

"The car shortage was very severe through all the hardwood manufacturing dis'tricts," he says, "and this caused some of the mills to curtail their production. Consequently the stocks of hardwood are short and the market is very firm.

"Everyone in the East, in other indusrties as well as lumber, is feelin,g mighty cheerful and optimistic. I went as far as New York and stopped at most of the big industrial centers."

Mr. Stanton was fortunate, while in the East, in placing orders for oak and other hardwoods for their California requirements to provide them with an adequate supply for the next six months, he says.

I LOVEDAY LUMBER COMPANY TO OPEN

/ The Loveday Lumber company is the latest retail enter-/ prise in the Los Angeles territory and will begin operations at v once at 500 Ford street on Boyle Heights. Mr. Loveday, the principal owner, formerly was with the Boyle Heights Lumber company.

E. U. WHEELOCK INCORPORATES

/ Incorporation papers have been granted to E. tT. Wheelock, / the well known Los Angeles wholesaler, with offices in the .l Marsh-Strong building. Under the corporate charter he will ' do business as E. U. Wheelock, Inc. Others associated with him are B. N. Wheelock and F. N. Neal. Capitalization is $100.000.

sAN JOAQUIN FOLKS TO MEET IANUARY 3

The annual meeting of the San Joaquin Valley Lumbermen's club will be held at Fresno on Wednesday evening, January 3. President J. C. Ferger will appoint a number of committees to work out the program. In addition to the business sessions a dinner and entertainment will be provided.

MRS. CONNER ILL WITH PNEUMONIA

Mrs. A. M. Conner, wife of Fred Conner of the Sacramenio Lumber Company, has been ill at her honle in Sacramento for the last few weeks with pneumonia.

BOWERS AND HAYWARD NOW ON STATE BOARD

A. C. Bowers of the Ada,rr/s-B,owers Lumber Co. of Santa Ana, and Sam T. Hayward of the Hayward Lumber and Investment Co. of Los Angeles, have been appointed Directors of the California Retail Lumbermen's Association to succeed A. J. Stoner of Sawtelle and William T. Davies of P,asadena. Owing ,t'o pressure of other business Mr. Stoner and Mr. Davies were unable to serve during the coming year.

L. Porter of Spokane says a world of people in Southern California seem to beloqg to the "Four L" ClubLIVE-LAUGH-_LOVE and LOAF.

For Road Chunking-prrt the M.A.C. Hoist on your line

For economical clearing out of right of wayfor road scraping, stump pulling, light hoisting, put an M. A. C. Tugger Hoist on the power end of the line ! No need of running a long water pipe as with steam, And there is no danger of fire in the woods, using a tractor for motive power.

Saves hiring men for firing and for wood cutting. Light and easily transported means quick work done well. The M. A. C- has been moved to a needed spot and completed the work before alt the necessary parts of a donkey outfit have gotten under way. Saving time means cutting down overhead.

TUGGER HOIST

Built to give maximum service at the lowest possible cost, Designed with the thought that finest workmanship and materials are the most economical in the end. We selected the Fordson power plant because it possesses surprising power, flexibilitv and speed. The trac- flexibility tor is in no way changed, and with shifting two wheels, tlc Fordson is ready for duty by itself, either io pull the hoist or in other ways. Write for complete specifica- tions and price on the M. A, C. Tugger Hoist. We want to show you how to cut your overhead.

Skagit Steel & Iron lYorks

SEDRO - WOOLLEY WAI|HINGTON

The trip hammer

of San Francisco that are derived

(Continued from Page 8) and also referred to ,the from organiza'tion.

great advantages

RESOLUTION,S ADOPTED BY WESTERN PLANING MILL CONGRESS

At its closing session, the Congress adopted resolutions providing the following recommendations and endorsements:

Organization of members by local groups or districts.

Adoption of a broad, constructive national forest policy to insure an adequate supply of timber for the nation's use; federal apprdpriations for fire prevention in the forests; the forest service should investigate possibility of growing hardwoods in the West.

Forest Service laboratory should give courses of in-, 'struction in the uses of glue, veneer manufacturing and lumber seasoning; work of laboratory praised.

High schools, polytechnic schools and higher institutions of learning should teach wood-working; a committee from the Congress to co-operate with school authorities.

Apprentice system for planing mills favored.

Vote of thanks to C. D. LeMaster, George M. Cornwall. T. R. Truax, C. L. Hill and W. P. Flint for work prior to and during the rne€ting.

Mr. LeMaster spoke on the objects of the We,stern Planing Mill and Wood-working Congress which he summed up as follows in their relative importance:

1. A permanent co-operative association: this is first, and without irt little could be accomolished.

2. Sandardization becatrse of its economic value.

3. Cost Finding: this is the only basis on which we can determine the true basis of our product.

4. Information bureau to collec't and distribute ,cos.t findings.

5. Apprenticeship training as a safeguard against the shortage of skilled labor.

6. Standard full-mill-bid so that all operators will have an equal opportunity to bid on that class of work.

George M. Cornwall Edi,tor of the Timberman, said that the thought of rthe Convention should be education. He thought that the facilities offered by the High Schools ancl Colleges should be used in training young men for the woodworking business.

C. L. Hill, in charge of the Office of Forest Products, San Francisco gave an interes'ting address on Kiln Dryin,g. He stated that the technology of wood determined the various pr,ocesses employed in the dry kilningr of lumber; also that kiln drying was not all machinery and experience but that it was necessary ,to kn,ow the stru,cture of wood. Mr. Hill showed several slides illustrating the wbod structure. of lumber and their relation to moisture.

A salesman must

keep hammering away. salesman gets the bacon.

SUGAR AND WHITE PINE

We solicit your inquiries-alro California R6d and White FTr Dimenrion Stock.

wE wrLL BE GLAD TO QUOTE PRTCES

.A,leo evcrything in Douglar Fir Lumbcr "Univereity Brand" Shingles are our Specialty.

M. S. Warren, of the California Barrel Co., gave an interesting talk on ,the kiln drying of barrel staves.

E. D. Pitcher, President of the San Francis,co Mill Owners' association and manager of the National Mill and Lumber Co., spoke on Organization. He said that Organization played an important part in the Woodworking industry as it was a complicated business and hard to get capable men to handle the various departments. He said that Organization creates a spirit of fair play and should teach us "to live and let live."

Geo. X. Wendling, President of the Pacific Wire Bound Box Co., gave an interesting talk on the early retail organizations in the state and also gave the convention sortre interesting information on the marketing of pr'oducts of the various Fruirt Associations in ,the west. He said that Caliiornia led the Nation in the 'co-operative marketing of its products.

C. E. Cowdin, Nicolai-Neppach Co., Portland, spoke on "How Can We Interest Young Men in the Planing Mill Business?" He said that it would be necessary to encourage the boys and ihat 'this could best be done by improving working conditions and also paying them in a,ccordance to their skill. Owing to the fact that the lumber industry. is one of the largest on the Pacific Coast, he thought that there should be courses in the colleges so as to train the young men in planing mill work.

P. J. McDonald, President of the Los Angeles Planing Mill Co., gave his experiences with dealing with young men in the planing business. Mr. McDonald has followed the planing mill business for forty years and says that in selecting young men entering his organization he prefers young men with a high school education, who live at home, ind that it is absolutely necessary to act kindly towards your employees.

IIElIDRIGKSOlI tUilBER GO.

112 Market Street, San Francicco Phonc Suttcr 39t

ison, Wisconsin, discussed Glues and Veneer Manufac,turing and Drying. He ou,tlined briefly the use of glues which dates back rto 1C0O years, B. C., and showed the various uses of glues today. H.e explained the use of each, as relating to the wood making industry. He illustrated his talk with slides showing the results of the various glue experiments carried on at the Governmen,t labratory at Madison. He discussed thoroughly the various methods of making veneers; the makin,g of veneers from lumber, sliced veneers, and rotary cut veneers and also spoke on the vari.ous methods employed in drying veneers. He said that great care should be taken that the wood is properly prepared and to get the best results the use of the proper glue is always essential. He mentioned that the western woods like fir, spruce, hemloc!, redwo,od, and Port Orford Cedar are all adaptable for use as veneers and panels and take glue easily.

William,llobart, of the Wheeler, Osgood Company, Tacoma, gave an interesting talk on a foremanship study ,that ,they recently carried on at tha't plant, in co-operation with the state of Washington vocational educational departmen't. The class was made up of fifteen men and twelve meetings, each of two hours duration, were devoted to working out this study.

D. O. D,ruffle, of .the Planing Mill Listing Bureau of San Francisco, was unable to speak and was represented by N{r. Nutting of the same concern. He pointed out the advantages of Listing Bureaus to the wood working trade and that one of the big features of the Bureau was tha't it stabilized prices.

W. P. Flint, Secretary of the \{illwork Cost Bureau, with headquarters at Chicago, stated that their organization was a strictly co-operative bureau with a membership of 500. He said that the necessity of a Bureau in the Mississippi \ralley was due to the great variation in bids. He also explained fully the workings of his concern together with the costs and services rendered to the 'trade.

WANT AD and FOR SALE AD DEPT.

This space is at your service for want and for sale advertising. Advertisements for help, for employment or for sale can be run in reading form. The rate on this advertising will be $2.50 per column inch.

EXPERIENCED YARD MANAGER SEEKS POSITION

Wanted; position with some good lumber company or manager of yard,43 years of age, 20 years experience in retail yards. Make plans and blue prints; speak American and Scandinavian; central California preferred. A. E. Blycker, Hector, Minn.

FOR SALE

560 acres Vingin County. Address

SALESMAN AND YARD MANAGER.

Experienced salesman and yard manager wants posi' tion with good concern ; 15 years in the Northwest, whole' sale and retail. FBR Calif Lbr. Mrchlt

WANTED--LUMBER SALESMAN

Old established retail lumber firm has opening for salesman to work in L.' f;.-aril*suitbunding district; real salesman wanted, order takers need not apply. HLC Care Calif. Lbr. Merch.

T. R. Truax, of the Forest Products Labratory at Macl-

Redwood Timber situated in Santa Cruz Box 35, Boulder Creek, California.

KNOW what you have to sell. BELIEVE in what you are selling.

CAUSE other people to KNOW and BELIEVE as you do!

That's Merchandising!

Prqffiner' Products

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Sell themselrres,and the fact that you can supply these modern utilities, often "cin, ches" other business that might go elsewhere. Because they are built right, sold right and advertised right, Pratt,Warner Products are boosted by every dealer. They assure him quick turn, over at a good margin.

Learn all the details of the con, structive sales,building proposi. tion Pratt & Warner ofier you, Mail this coupon NO\M

Are you getting your share of this business? Oaer

per cent of all the nequ homes erected, specify Buik. in lroning Board,s! details of your proposition.

Every man who eteps into your office to talk lumber or saeh and doors for a new home ig a practically sure sale for one or more

Pratt,Warner Products are simple and practical. Perfectly designed and conscientiously built. Will last as long as the house itself.