He Hadn't Fooled This Farmer

The new salesman for the cream-seParator company had studied modernized salesmanship, preparation, approach, contacting, interesting the prospect, warming him up before starting the direct sales talrk, etc., etc., etc., and he believed very fully in the detailed following of the program in which he had been schooled.

He approached his first prospect, a farmer who was sitting in the shade of his front yard during the noon hour. The farmer's wife sat by the window darning socks. The farmer invited the salesman in very pleasantly and cordially, and had him sit down.

"Don't mind mother, she's deef," he said, indicating the woman in the window.

So the salesman began doing his stuff, aiming to talk of things other than what he had to sell, to attract the inter- est and hold the attention of the farmer when the selling talk finally started. He talked of cows, of different breeds' of their comparative productiveness in milk, butter' etc.' and was very busy establishing himself as an exPert. He noted with satisfaction as he proceeded that the farmer was giving his words the very closest attention, and apparentl,y highly approving his opinions.

Just then the woman in the window asked her husband: "\lly'hat does that young man want?"

"'Wants to sell me something," shouted he.

"What is it?" she insisted.

"Don't know yet," replied the farmer; "he's jest layin' his bait."

And then the salesman got down to brass tacks-and cream separators.

Shingles Placed on Free List

By a vote of 49 to 29, wooden shingles were placed on the free list in the pending tarifi by the United States Senate on 'Wednesday, November 13. Cedar lumber was also retained on the free list. Both these commodities had gone to the senate finance committee from the House with a proposed 25 per cent ad valorem duty.

Tariff on logs of fir, spruce, cedar and Western hemlock were also eliminated by vote of the Senate, which placed them on the free list, eliminating the present tariff of $1 per thousand board feet.

Wholesalers' Annual at Atlantic City

The National-American Wholesale Lumber Association will hold its next Annual Convention at Atlantic City, N. J., in April 1930. The exact date has not yet been determined, but it will probably be during the second or third week of April. Secretary Schupner states that the hotel headquarters have not yet been determined upon, but this decision and other matters affecting the program are in the hands of the Executive Committee and announcement will be made in due course.

Invitations from other cities were considered and a survey recently made among the membership as to a preference for Atlantic City, Boston, Chicago and White Sulphur Springs. It was found that a meeting could not be held at White Sulphur Springs before June, and as the expression from the membership was so largely in favor of Atlantic City, and in view of the success of the recent meetings held there, it was not difficult for the Executive Committee to make the decision.

Trussless Wood Airplane REDWOOD Hangar Tests

Washington, Nov. 18.-The ability of the trussless type all-wood airplane hangar to withstand high wind pressures and heavy snow loads has been conclusively demonstrated by tests iecently conducted on a Notrus Hangar belonging to the Great Lakes Aircraft Corporation, Cleveland, Ohio.

Wilbur Watson and Association engineers, report that a cable pressure of 10,500 pounds applied at three points, ranging from near ground level to near the apex of the structure, and equivalent to a 9O-mile wind, produced a m,aximum deflection of only fu inch and an average de.flection of only r/a inch in the arch of the hangar after removal of pressure.

Bags of sand weighing 19,500 pounds, piled for a distance of 25 feet on each side of the hangar's crown, equivalent to a snow load of 30 pounds per square foot, caused a maximum deflection of only fi inches from original positions after removal of the weights.

No evidence of crushing of material at joists, m'ovement of bolts, or splitting of members, was found, say the engine€rs who conducted the tests at the behest of the Notrus Hangar Corporation, Houston,. Texas, designers of the structure.

The conclusion of the engineers' test report says: "No defects developed . . . the structure meets the Cleveland Building Code."

A hone built of CALIFORNIAREDII00D is an econoruioal and pernanent investnent. BEAUTIF"IIL INTERIORS and DIIRABLE HKIERIORS enhanoe its va1ue.