l,' L. A. District Salesmen to Or9anfrze :i'

A permanent organization of Los Artgeles lumber'sales- Ot-her- speakers who contrib_uted to the success of the men probably will-result from the inforrial {iscussions fol- evening's_ploglam were Phil Hart, of the Woodhead Lum' lowirlE the dinnerl giyen'Uy the'newly-f or-.h Lot Angeles ber Co, C. J\-Owens, "Jim" Chase and, C. Y.. El]i"l! of the Distritt Lumberm,Jn's Club to their salesmen at the City Owens-Parks Lumber Co., Orville Routt of the Hollywood Club on Monday evening of last week. - Lumber Co.; Frank Fox of the Fox-Woodsum Lumber

A meeting of all retail salesmen in the Los Angeles rlis- Co.;H.^J..Mu]l:l "f the San Gabriel Lurnber Co'; M'r' Hartrict will.be.held at the city club next Tuesdafevening rison of-'the Miller Box & Lumber co'; w' c' Schull of Decembei 19, when the future course of the propor.a oi- the J' & w' C' Schull Lumber Co' ganization will be de,term;ined.

Besides the birth of the prospective salesmen's organization the meeting brought forth an abundance of other blessings-both mental and material. The dinner itself proved more than satisfying; the instrurnental and vocal music was matchless.

While intended primarily to get the salesmen of various competing concerns acquainted with: one another, the gathering also introduced to the lumber merchants several of the leading planing mill operators of the district. In fact the planing mill operators provided the principal oratorical talent of the evening. P. J. McDonald's presentation of cost data on producing finished lum;ber was one of the most illuminating documents offered the lumber fraternity of Los Angeles in a long time. E. A. Nicholson further emphasized the necessity of the lumber dealers, as well as of the planing mill folks, getting exact knowledge of their costs so that they may do .business on a sound economic basis. The industry, he said, is suffering from two disg4sss-('qe6petitoritis" and "solicitoritis."

W. E. Woods, president of the lumberm,en's organization, was unable to preside, on ac€ount of illness; therefore F. D. Tennant, executive secretary, substituted as a very capable toas'tmaster. In addition to telling some delighi- fully humorous Scotch stories Mr. Tennant gave a brief, serious talk on the qualifications necessary in lumber salesmanship.

David Woodhead, well-knorvn Los Angeles retailer, pointed out the importance of giving the retail yard salesrnen definite cost information; then, instead of using a list price as the maximum beyond which it is not advisable to go, they should use the cost price as the minimum below which it would. be impossible to go; the result would be to give both the dealer and the public a better deal.