The California Lumber Merchant - February 1924

HIPOLIM ScreenDoors cs,n he delivered to sny point inthewest

g,t aprice l/ou cg,n mahe morugJt oTtFr

You should investigate the new plan of merchandising Hipolito Screen Doors, one of the most important profit making opportunities that has come the way of retail lumbermen for years.

Bear in mind too that these doors are all of selected California Pine, noted for its non-warping, nonsplitting qualities. Every door is fully guaranteed.

If you have never handled any of the Hipolito line ask other lumbermen who know. The Hipolito trade mark is recognized as the mark of quality wherever it is known.

kotectiorr that IlnIIufuofsctsAl

PIONEER SLATE SURFACED SHINGLES

Weathcr protection, 6ro rerirtance and beauty-the three requirementr of a perfect roof, and Pioneer STA-SO NON-FADING SLATE SURFACED SHINGLES fulfitl them all.

PIONEER SLATE SURFACED SHTNGLES are rurfaccd with crushed STA-SO rlate, applied to the hot asphalt undcr prcrrure and rolled into the rhingle until it becomer one compact rheet. Once laid, thcre shinglee form a leak-proof roof of exccptional durability.

The fire rerirting qualiticr of PIONEER SLATE SURFACED SHINGLES arc approvcd by the National Board of Fire Llnderwriterr. Their Clar C' label attachcd to ever5r bundle ir your protection. It alro means a raving in inrurance.

PTONEER SLATE SURFACED SHTNGLES give tLe final touch of color to the houec bcautiful. Rcd, grccn and gunmctral in rubducd original shadercolored by Nature, and ar enduring ae the rlate itrelf. Thcre attrac. tive toncr ane permancnt-tLcy never fad+and cach rain helpe to make thcm richer in appearanee.

PIONEER SLATE SURFACED SHINGLES ARE REA. SONABLE lN PRICE and cheaper to lay. Thcy are manufactured in clab forrn, with four rhinglec to thc rtrip and individual.

247 So. Loe Angeler Street

Los Angelec

Phone 874-561 San

Interior Finish qII

Philippine Mahogany

The magnificent Shirkmere Hotel in Wichita, Kancas. Thir Hotel recently completed in Wichita, Kanra.r, ic one of the finest examplel of a reaidential hotel

Thc entirc intcrior firirh ir of Philippinc Mahogany eupplicd by ue to the United Millwork Company of Wichita.

"Thc moet be'aritiful doors that Gvcr came to Wichitar" wal the owncrr commcnt oD recing the 'Philippine Mahogany doore rupplicd by the Pacific Door and Sarh Company of Lor Angclcr, to whom we alto rupplicd the Philippine Mahogany.

You

should hnoro rnore About Philippine Mahogany

Philippine Mahogany can bc ured mort econonically and itr beauty of grein and finirh mekc it idcal for ure not only whcn e Mahogany finirh ir dcrircd, but alro for waluut rnd fumcd finirhcr, or thc populer partel rhadc enemel Gnirh.

Writc for priccr end folder

lE. J. STANTON and SON

Wholcnlcrr 9f Hardwoodr, Paneh and Venccrt end Crifornia Sr;gar and Whitc Pinc Ertablirhcd lt95 | 38th and Alameda Stg. [.os Angeles, Crlif.

The .W'hole :Weaver Outfit

Wants to Knou You Conaention Visitorsl

lVclcome, llfertern Retail Lumbcr Mcr. chantat \f,felcone to Lor Angcler. Morc than thrcc thourand of you men rrc going to attcnd thir big convcntion. end e:tenrivc planr have been madc, accord. ingly. A grcrt many of you arc \f,felver RooGng Dcalerr. Some of you arentt. But to ALL of you-rcgardlcr of whorc roofing you rell-wc extend. a real, old-

Weaver

farhioncdn fricndly handclarp. We want to know YOU-and wc think you ought to know US. Thc fact that wc hevc a lergc and bury plant where wc manufacturc lVcavcr Roofing a large \f,ferchourc, rpaciour nerv officcs and ZtO cmploycer provcr prctty conclurivcly that we Lnow how to make roofing ar well ar fricndr. Comc end aGG u..

Roof Company, Manufacturers, Sylverter L. Weaver

Plant-Corner Slauron and lron Ste. NEW Officel-243{d;46 East 8th Street

Phone Broadway O784 Lol Angeles

PHIL B. HART

Mrnrdtrrl Bdtor

A.M. THACKABERRY Clrculefion 141-fir

A. C. MERRYMANo=tt

J. E. M^A,RTTN M|r. Sea Freaclro Ofilcc

THE CALIFOR}.IIA LUMBERMERCHANT

JackDionne,prblisher

Fublbhrd ttc trt aad lstt ol otch noa6 at OI-O FAY BLDG, L(xI ANGELES. CAL TEIJ,PHONE !A&5G EDtGd ar Sc@nd-clru nrtt r Scptenbcr A, lit?. et tts Portofico et Ior Ang.l.r, Crlittrd., undcr Act ol MrrcL t, f8?t.

San Francirco Oficc tl Mrtroa Eldr. Phonc{,anlr 3f|O

Southcra O6cc al Crrtc Bildr.nul]rru

Northvcrtcrn O6cc lat N*thrctora Bk. Bl&. Portlud, Orra1u

Subrcription Pricc, f2.00 pGr yGar. Singlc Copicr 5c cech. LOS ANGELES, CAL., FEBRUARY 15, 1924 Advcrtirin3 Rrtcr on Applicetlon

How Lumber Looks

On fte morning of the thirtecnth, e San Franchco mill rnan raid, "Qderr arc coming in fairly god, the rail burinsr ir ar good ar we could expect, a,nd ar far ar I am conccrried, I am eatirfied with the outlook for the bal,ance of the monlh."

ln Loa'Angelee thir cornment war made: "Orderr are nishty few and far behreen "

There are two angler, one good, the other bad. And while they do confict, at the rarne time, the wholerale market ir fer from hedthy.

Southern California ir rtill getting more lumber, bott by rail and veerel, ttan rhe wantl, and can abcorb. Head liner of a Loc Angelec morning pap6r a few deyb ago, were mighty eignificant to a lumberman On one ride of the rheet, in large t5pe, "Lor Angeler building permitr fall to $13rO0Orq)O.OO for JanuarSr"; on the other aide of the rheet, "One hundred and fifty millio,n feet of lumber received'at port duing January.t' That ie too much lumber for ttat anrount of building. San Pedro har taken sare of a hundred and eighty rnillion feet of lumber in a montt, and har moved it by rail to Loo Angeler and the imrnediate vicinity, there being a market created by twenty to twentythree million of dollarr in building. BUT, it ir ectimated that a brm&ed and fifty million feet in a month is equivalent to twenty million dollerc of building, and there you are.

In Lor Angelee, for Februarg on the average eetabliehed for the first week, the permite will run to $15,0O0,OO0.O0. To the night of the twelfth, 56 cargoer had been reported at San Pedro, carrying TSTOOOTOOO feet, in round numberr. This would indicate a much hrgher total of shipmente for the montt, than for the firct month of the year, and the permitr not correrpondingly higher.

ln the southern part of the state the dealerc are stocked up, and'they are not buying, at least are not buyrng as brisk

a^r ir urual for Februery. It ir tte gencral curtom to rtock up during thir rmnth, in anticipation of thc increared brui. nere ttat comer after the 6rrt of March (t x time). Conmon randoma are weak, and upper gradet are not ar firm ae of two weeke ago. Shinglcr have not cbangcd. Cutting orderr are recciving nrcrc aftention, and ttere ir a higher percentage of the buineer being pLced in cutting.

Reportr come from the millr that ttey are ritting tight, are not fighting for burineu, and that in the rnajoritv thcv feel tte market to be firm.

Orderu for the Atlantic Coart are being placed at reported pricer that would make the shipnent of anything into California a ridiculour move, at the preaent pricea East€trn and'Middle Wecterrr rail ordere arc reported to be sod. The last report from the Wert Coart Lurnbermen'r Arsociation rhow tteir member millr ar having a total of over rixty-three hundred can of unfilled rail orders. Thc rnillr are increaring t{reir cut, the weatlrer continuing favorable, and rome of them ere putting on their recond rhiftr.

In a week, 32 member millr of tte Weet Coart Lumbermen'! Asociation cut IOS'(XX)'OOO feet, and fhey eold 96 million. Thir is a tlight advance in manufac{rre and thc orderr fell down about eighteen :milEon feet from tte week before. Shipmentr for thir lart weck totdlcd onc lrundred'and frve million feet, ar compared to 114 million feet for tte week before. Thia lart report rhowr ttreir ralcr at 8Vo below the cut, and their cat l6Vo above norrnal

The California Redwood Auociation millr nnnrfactrred nine million feet, and sold cix and one-hdf million feet, in the week Thir ic a loor in rdee of a little'over e million feet.

The member m,illr of the Southern Pine Araociation manufactured T4TOOOTOOO feet for the we€h and orderu ran to jurt the same arnount. They rhippd 85 million.

There are too Lumber than many concerns they are willing trying to to take.

$et more for (Upper:cuts)

To the

Western Retail Lumbermen's Association

Gathered in Convention

At this time you are discussing ways and means for the successful operation of the California retail lumber business, as a whole and individually. M.y we not help you to that success and thereby share the same with you.

'We are equipped, in our California Department, to offer real llrvice to the Southern dealers. By our service, 'we imply:

First: A large and constant stock at our mills already run to California sizes.

Second: Delivery by steamers so frequent as to almost equal service on stock shipped from the Harbor, at prices consistent with the market.

Third: An understanding and appreciation of the Southern dealers' requirements, his problems, etc., which results in sympathetic cooperation between mill and dealer, the ideal business relationship.

THE SYNONYM FOR TUMBER

Welcome Western Retailers

Delegates to tfre annual Institute of the Western Retail Lumbermen's A& sociationr-{-alifornia in general" and the grerrt lumber consuming city of Los Angeles in particularr-lils[ss6es you.

The latch+tring is out and conspicuously decorated so that it cannot posaibly be missed; the glad-hand is ready and itr grip is splendldly condial; the big Los Angeles gmile is prepared to beam upon you; and dI that lumbermen can do for lumbennen whom tfiey respect and would show their good will for, will be done for you during your stey here.

Los Angel* ir a hospitable city. Its lumber citizensHp is of a character that you yill delight to become better acquainted with. And it is surounded by a terito'ry whose world-wide fame is based no less ulron the virile character of its citizenship than upon the benificence of a kindly Providence which har so freely hlesced it; for verily, the Lard has His arm around Southern C,alifop nia"

The brotherlrood of builders will gather from all parts of Southern C-alifornia in ite metropolic to assist in mak'ng you welcome, and enioying with you the week of cooperative efiort at both business and pleasure, that has been arranged

This is a special invitation to last-minute doubters, not to miss the Institute. It wilt be a great one. There will be much to see, to hear, and to do, and all of it highly enjoyable. The entertainment provided will do justice to the greatness of this lumber city, and the business progFam is one that will send every interested delegate back to his phce of business better prepared to cope with the problems of his affairs for the next year.

COME! And sit down with your brothers-and sisters, for there will be wonderful representatives of the fair ssx in lumber-in close communion to the end that the territory of the Wegtenr Retail Lumberments Association may be the better served as to its building needs during the year to come.

LOS ANGF'-IES AWAITS YOU.

WELCOME WDSTERN

RETAILERS

The McCormick Offices in Los Angeles Are Entirely of Your Disposol. Plecse lUse Them. CHAS.R.

Western Retail Lumbermen's Ass'n and It's Effect on World Affairs

The Western Retail Lumbermen's Association, which holds its twenty-first annual Institute in Los Angeles from February 18th to 23rd, is entitled to all the honor that the lumbermen of the west can shower upon her, for good deeds done, and for history made.

For this organization is second to no other retail lumber association in the entire country from a standpoint of actual accomplishments that have improved and changed the face of the industry; and it is just and right that this fact should be known.

The Western Retail Lumbermen's Association was the first great retail lumber association to take up and preach and promote the gospel of intensively and intelligently and forcefully merchandising lumber. When they began this

from a standpoint of modern lumber merchandising, lies between California and Texas.

So the Western Retail Lumbermen's Association can rightfully claim credit to having pioneerred the idea of modern merchandising of building materials, just as the Southern Cypress Manufacturers' Association rightfully claims to have blazed the trail for advertising and merchandising a wholesale lumber product; and none who speaks truth and knows the facts will attempt to cloud the title of the officers of the \illestern.

I have known men to lay claim to having been the first to preach the gospel of merchandising lumber, who not only didn't preach it THEN, but haven't the ability to preach it NOW so that anyone pays any attention to it, or gets any

work, no other retail lumber organization in existence had ever breathed a thought on this now all-important subject.

The Lumbermen's Association of Texas was close behind, A. L. Porter's work with the Western slightly antedating my first campaign along the same lines in Texas. And it was in close cooperation with Mr. Porter and his publicity man, W. T. Denniston-a very gifted lumber publicity man-that I worked during the first several years of my efforts to inject better business methods into retail lumbering. We three collaborated continually in the exchange of idels dug up in our various territories, with the result that they were continually telling THEIR dealers in the Nprthwest what MY ilealer friends were doing in Texas, while I told the Texas fraternity what the 'Westerners were doing.

Today the members of the Western Retail Lumbermen's Association and those of the Lumbermen's Association of Texas rank far in advance of all other territories frorn a standpoint of lumber merchandising. The middle west comes close behind, with Kansas and Oklahoma up in the foreground.

California will be proud hostess to the Western Association, for California has developed the practice of modernly merchandising lumber to a greater and more general extert than any other state in the western group. Unquestionably, the titl,e of leading state in the American union

impression from it. To Porter and his associates belongs the honor of starting the doctrine of CREATING BUSINESS in retail lumber associations.

In California the visitors to the Western Annual Institute will see in active daily practice, the more modern developments of the very thoughts that they put into circulation for the first time, many years ago. They will find the modern building stores and offices and sales rooms; they will find display, and plan, and service rooms where the public may come for building information and advice and ATMOSPHERE; they will find the use of plan books, of publicity' of built-in things, of attractiveness in retail lumber architectural service, of high class salesmanship, etc., developed to a point that they would have little suspected fifteen years ago. They will find lumber merchants giving service of the most unusual order, and finding that it brings big returns. They will find lumber merchants making a great success of doing the building THINKING for their communities.

And they will find a riot of home building architecture that gives the imagination full play, and appeals to the beauty-loving, luxury-approving senses.

They will meet in California scores of lumber merchants who will delight to sit down with them anderchange ideas for the creating of business, and they will be ahle to take home with them scores of new th-oggfts andlplans that they can incorporate into their own -atreirs {*idtD,therr get'hornc.

You can business pone the someone

no more dodAe the rightful responsibilities of your than you canlhe law-of gravity, You may pogtissue but sooner or later you must serve, or let else do it.

EVEN THE DUMB AN I MALS DIFFE RE NCE KNOW THE

Watch the sober, sad-eyed cattle and tired horses at the barnyard watering trough. If it is coated with green slime or fouled from rot they try for a clear place to drink. But if it is a REDWOOD trough, clean and rot-free, they drink with a relish the untalnted water. I. ir..-

The same is true of silos built of REDWOOD. fhey hold best the warmth of fermentation, prevent freezlng, and reduce to a minl"mum the usual loss around the edges, while giving to the silage no foreign taste or odor.

Even the dumb animals know the difference.

lVater tanks and pipe, troup,hs, irrigattng flumes, headgates, and sound investment. They last.

And that's one real answer to the question.

fences of REDWOOD are a

MEMBERIMILLS

I'LL SEE YOU AT THE CONVENTION.

CALIFORNIA LUMBER NOTABLES

H. F. BREY OF PORTERVII.I F

Col. H. F. Brey, one of the oldert lumbermcn in tbfu state; reopected and adrnired by dl who have had the great privilege of meeting this wonderful gentleman"

He ir Piecident of tte Brey Wright Lurrber Companyr of Portenille, one of Cdiforniatr moot progre*ive retail eatab' lishment!.

Mr. Brey was born in Ohio, in 1848. He entered tte lum' ber game while a boy, working in a mill in Ohio, while in hir 'teens. Later he went to Wyoming, where he clerked in a general merchandisc rtore, that handled lum,ber, and from there he entered the rervice of the Southenr Pacific, where he rtayed until 1882r when he carne to California' going into the retail lumber businels at Dixon.

He made hir home at Porterville in 1889, and ha^r ever rince been a good citizen of that city.

Mr. Brey has led a very active life, he har dwayr beeo clorely asrociated with all of the civic and educational rnovementc of the city, is a Shriner, an Elk, and enjnyr the dirtinction of being the olde* member of the San Joequin Lumbcrmen'r Club.

Until a short time ago he had alwayr been in the bert of health, and in the last ferr monthr hc has not been able to take ar active a part in his company'r afrairq account of ill health, brougbt on by an automobile accident" lart fdl.

fN Norway-wbcrc thc farcinatlng 3pdt of rkilng ml I orklnrtsdakir arc nadc of tprucc. The lightnsr' thc - toughncu, tte rpringiner*the calc with which thi! rrurti wood' nay bc wro,rked-makc lt cnctly ruitcd to tbl. FritTdr.

Fot. construction utork ol all kindc

Thcrc nir qualiticr na.hc rpruc cqually adrptcd to the morc practical putpoac3 of conatf,uction vork.

GRAHAM ISLAND SITKA SPRUCE

At Grahu leland, B. C., wc own approxlnetelv 3,500'000,m fcGt of Virgln Tinbcr. Wc alro havc our own fl*t of 3t€Gl rtcm lmbcr echoouerr and complete eaw mills, planin3 millr ud dry kilnr at Lor Angclca Ha.rbor. .An adcqutct contlnuoul iupply of fir3t trade lubcr lr thur arrurgd for loql uee. Prices and d.etails on request.

JN the City of Tacoma, Washington, is r located one door factory which produces more doors than any other in the world. 'fhe combined door factories in Tacoma manufacture enough doors in a year to build a new city the size of Boston. More wooden columns are produced in Tacoma than in any other city.

Owing to the large production and keen competition, Tacoma has become famoub for the quality of these prod. ucts. Dresden is famous for its high quality of china, and just so is Tacoma famous for its high quality of doors and millwork.

Douglas Fir, from which doors, sash and columns are made, grows to a particularly fine texture in the Tacoma district. It is the ideal wooi for construction of doors and columns. It is hard enough to withsand the inevitable knocks and bangs and will not dent and mar easily. At the same time Douglas Fir is light and easily worked. The Forest Products Laboratory at Madison rates Douglas Fir at 80Vo as durable as White Oak.

Tacoma has the best of raw materials at its doors. It leads in equipment and modern manufacturing methods. It produces greater quantities and it has developed a woodworking craftsmanship found n(F where else.

Write for your copy of the beautifullyillustrated de luxe booklet of sixty pages describing Tacoma's resources fully. Free on requesL

Phce yur inguiies before t/tc cntirc manufactuing interests ol Tacona and Tacorna distria.

PROGRAM

21st Annual Institute

Western Retail Lumbermen's Association

LOS AI\GELES, February 18th to 23rd,1924

Note: Sessions will be held at the "Cinderella Roof," 422W. Sixth St., instead of at the Biltmore.

MONDAY MORNING 10 A. M. Directors' Meeting. Committee Meetings.

MONDAY AFTERNOON 2P.M. Directors' Meeting. Committee Meetings.

MONDAY EVENING

Mtsic for all scssions arranged for by Mr. F. Dean Prescott, ritlr cornplimcnts of San Joaqriin Valtey Lumcrbmcn's Club.

TUESDAY MORNING 10 A. M. Sharp

Singing-Led by Alexander Pollard.

Inv6caiion-"Pa-rson" Peter A. Simpkins, Chaptain of Hoo Hoo. Song-"Am'erica."

President's Address-O. A. Spear, Provo, Ijtah.

Secretary-Treasurer's Report-A. L. Porter. Report of Traffi.c Department-R. S. Brown. Discussion of Traffic Problems.

Led by R. S. Brown, Traffic Manager.

Appointment of iCommittes : Nominations. 'Resotutions.

,Code of Ethics.

1925 Institute.

Address: "The Average Man."-Douglas Malloch, Poet and Humorist, American Lumberman,, Chicago, Illinois.

TUESDAY AFTERNOON

Music by california ct,irfbT;r?lt:tn

Add,ress: "The Wholesaler-His Obligations and Opportunities in the Distribution of Lumber."-T. B. Lawrence, Southern 'Califoro'ia Manager, Hart-Wood Lumber Co,, Los Angeles, Cal.-

Address: -"Random and Rambling Remarks."-Jack Dionne, 'qCalifornia Lumber Merchant."

Music by California Girls' Quartet.

Address: "One Sure Way of Reducing Your'Overhead"-O. D. Hauschild, Manager, R.etail Lumbermen's Inter-Insurance Exchange, Minneapotis, Minn.

Addiess: 'llCur Experience with Ptan Service." O. R. Taylor, Routt Lumber Co., Fr,esno, rCal.

TUESDAY EVENING

E P. M. IIoo Hoo Dinncr and Concatcnation

Where? Well, never mind, 'but it $'ill b€ in the most unique place in southern 'California. This is .going to be the Aiggest, the host unusual, and the best concatenation in Hoo Hoo history. You',ll always remember it.

Theatre Party for the lad,ies.

All visiting lidries, and the men who are not attending the Hoo Hoo Concatination,' are invited to attend. Special cars will take the party to Grauman's Hollywood Theatre, to witness the spectacls "The Ten Commandments."

WEDNESDAY MORNING r0 A. M.

Singing-Led by Alexander Pollard.

"LfikJ in the Lumber Business."-By F. D. Prescott, Fresno. This session will be in change of The Los Angeles Distr'ict Lumbermen's ,Club. E. D. Tennant, Secretary-Manager.

Address: "It is My Move First."-E. D. Tennant.

Address: "IJncoveiing the Hidden Spots."-Sam H,ayward, VicePresident and 'General-Manager, Hayward Lumber & Investment Co., Los Angeles, Cal.

Demonstrating Proper Way to Sell the Contractor. By (Names to be announced later.)

Discussion of vital problems by members of Club.

WEDNESDAY AFTERNOON

Music by Southland Trio.

2P.M.

Discussi6n: "should A Yard Be Closed After Losing Money Two Consecutive Years." "Proper Charge for Space on 'R4lway Right-of-Way." Lod by Frank Kendall, Manager, Retail Dept''

Potlatch Lumber Co., Spokane, Wash.

Discussion: "'The Thi'ee Elbments-Turnover-Expense-Margin." Led by H, A. Templeton, President; Monarch Lumber 'Co., 'Great Falls, Mont.

Address: "Husbands and Wives."-Douglas Malloch, Poet and Humorist, American Lumberman, Chicago, Illinois.

Address: "The How and Why of Mill Work Costs."-E. R, Maule, Hammond Lumber Co., Lbs Angeles, Cal., and Ed. Nicholson, Pacific Door & Sash Co., Los Angeles, 'Cal.

\I/EDNESDAY EVENING

7P.M.

Dirurer and Dance-Ballroorn Biltrnore Hotel

This will be one of the most brilliant afrairs hetdt in Los Angeles for some time. The Los Angeles Entertainment Committee has arranged a program o,f artists that are all first class.

THURSDAY MORNING

10 A. A. Sharp

Singing-Led by Alexander Pollard.

Thii session wiil be in charge of the Coast rCounties Lumbermen's Club, C. H. Griffin, Jr.. President.

Address:'(Subject to be innounced tater){. H. Grifrn,,Jr.' Serjretary, Homer T. Hayward Lumiber Co., 'Santa 'Cruz, Califoriga.

- -Address: __(Subj:ct- to be announced later)-Geo. 'W' Wood' Manager, Wood Bros. Co., Santa ,Cruz, California. "stindirdiation of Patterns and Sizes."-A. W. Cooper.

THIIRSDAY AFTERNOON

2 P. M. Sharp

Music by California Concert Co.

Addressi "Benefits of a State Organization." By A' B. Wastelt Secy. California Retail Lumberm,en's Assn., San Francis-co, 'Calif. D'iscussion: "How May We Improve Business Conditions in Farming Sections."

"ereative Salesmanship and the Right Kind of"Service." Led by C. H. Crawford, Tum-A-Lum Lumber Co., Walla 'Walla, lWash.

Discussion: 'qWhat Can be Done to Increase the Earning Power of the Farmer,"

"Rcducins Merchandise Investment Without Sacrificing Volume of Sai6s or Service to the Community." Led by Robt. Anderson, General Manager, Anderson & S.ons Co', Logan, Ut.

Discussion: "Better Roofs."

"Terms of Sale."

"Abuse of Return Habit." Led by B. J. Boorman, President Boorman Lumber rCo.. Oakland, 'California.

THURSDAY AFTIRNOON

Matinee Party for the tadies.

Special cars will leave the Pacific Electric at I P. M., going to San Gabriel, to the , Theatre.

"The Mission Flay," California's celebrated one of southern California's main attractions. and urgedr to attend.

FRIDAY MIORNING

10 A. M. Sharp

Mus'ic by Southland Trio.

Main 'Street Station, famous Mission Flay historical pa,geant is All ladies are invited

Addressi "The Retail Lumber Business Yesterday, Today and Tomorrow." "Parson" Peter A' Simpkins, Chaptlain of Hoo Hoo'

The Lumbermen's Mutual SocietY.

Facts and Figures-By F' E. Robbins, Pres. Secretary-Treasurer's Report-A. L',Porter'

Discussion: "Value of Our Insurance Society."

Led by B. J. Boorman, President, Boorman Lumber Co., Oakland, California.

FRIDAY AF"TERNOON

2 P. M. Sharp

S'inging-Led by Alexander Pollardt

Music-by California Girl's Quartet...

Addt..ri "What Has Been Accomptished Thus Far in the Stan4' ardization of Patterns and Sizes."-(By Government Reprbseetative)

(Continued on Page 18)

(Continued from Page 17)

Discussion: "Financing Small Homes." "Maintaining a Profitabrle Service."

- L"d ,!y C. W. ,Gamrble, General Manager, Boise-Payette Lurnber Co., Eoise. Idaho.

Discussion: "Relative Values of Different Kinds of Construction." "Building Material Specialists." Led by I. G. Kjosness, Madison Lbr. & Mill Co., Lewiston. Idaho.

Reports of Committees and Election of Officers.

SATURDAY MO.RNING

l0 A. M.-Lounging Room

Dir.ector's Meeting-Western Reta,il Lumbermen's Association. 1l A. M. Director's Meeting-Lumbermen's Mutual Society.

SATURDAY AFTERNOON

AII dreresates will be ,"i"1'tf;,itffibiles from Bittmore Hotel for a rid_e_ _ove_r tle principal streets of Los Angeles, past the homes of the "Mov,ie Queens" and then to one of the lirge producing studios to witness a picture in the making.

An adtded -feature- provided by the Committee, will ,be a large sight-seeing bus, which will be at the door of the Convention Headquarters, _all day Wednesday, Thursday and Friday.

This car will make two trips a day, at l0 A. M., and at Z P. M,, going for different scenic trips each day.

All visitors are invited to avail themselves of this opportunity to see some of the Southland's beauties.

FLETCHER & FRAMBES OPENS BRANCH OF THEIR OFFICE IN SAN DIEGO

Mr. F. A. Clough rvill act as manager of this offrce, which is located in the Spreckles Building, room 316.

Mr. Clough has been associated rvith Fletcher & Frambes in their sales department for two years past, and on account oJ hf" p!.st good service has been promoted As manager of the San Diego branch.

His territory will cover San Diego and adjacent points up to Oceanside, Riverside, San Bernardino and Imperial Vallev.

Price Cutting

Price cutting is the very lowest form of salesmanship.

When a salesm:an has to resort to cutting the price in order to make the sale, he has played his last trump car'd.

A salesman who can secrlre business onty by cutting the price is a liability and an expense to any firm.

The office boy. can sell merchandise at cost, or less. It takes a real salesman to sell goods at a fatr margin of profit in spite of competition.

In the language of the golfer who is trying for a long drive; "Don't PRESS or you'll dub the shot."

Don't get too anxious to sell. Talk about tlre things that should make the other fellow interested tn buying; let him see where the purchase will be of benefit to him.

A good golfer, when putting, hits the ball strarght, and just hard enough to reach the hole. a good salesman makes his talk straight, and ;ust long enough to land the order.

Too many salesrnan are too much afraid..of and too much interested in, their competitors. The salesman wh,o gives his entire interest to his prospect and his propositionr gets the business most satisfactorily.

THE BEST IN THE WEST

485

FACTS THAT RETAILERS SHOULD KNOW

FM YEARS from today HARDWOOD TRIM will be ar esEential a factor in the modern home, apartm€nt house, and office as hardwood fooring is today.

kogressive retaileri will profit advising their custo'nrers fully regarding the bbautiec, d*ability, and increared value secured at a yeryslight edditional coit.

We recommend RED and WHITE PHIUPPINE MAHOGANY, FIGURED GUM, and PLAIN OAI( as the most economical specier of hardwoods available and will be pleased to quote prices and s€nd full information on request.

THE FINEST STOCK-.LOWEST PRICES

Personal Efficiency in Yard Managers

The retail yard managers of the country generally, and the line yard concerns as well, are both awakening to a realizatioh of the great and important part that the personal efficiency of the manager plays in the success or failure of a retail lumber business.

We all remember the day-without stretching far backward into the past-when a great many line yard firms were inclined. to consider their local manager little more than an automaton, and about the only assets that many of them demanded'in the selecting of yard managers, was experience in the handling of lumber, the keeping of lumber accounts, and personal honesty.

This condition was due to the fact that the lumber industry had not awakened to the fact that merchandising played any part in its operations. The line yard owner who hired a yarcl manager, did not stop to consider whether or not the applicant was capable of CREATING or PRODUCING business beyond that which came to his door seeking bids on bills of material already prepared. He did not seek to discover whether the applicant was the sort of man who would get out and make himself a personal asset to the citizenship of the town, to the end that the building trade might prosper.

About as far as he would go in this direction would be to examine the feliow to discover whether or not he knew how to meet his local competition, how to work with the contractors, and other little mechanical tricks of the trade that were then considered of the utmost importance.

Today, we see, not the dawn, but the early morning of a new day. There has grown alike upon the consciousness of the man who hires yard managers, and of the average yard managers themselves, the conviction that there is something lacking in the old timey idea of a yard manager.

It is amazing to see the change that has come about in the qualificatiohs of the prospective local manager. Surely, they are reversing their thinking. The employers, perceiving the large returns that come from injecting real merchandising methods into their affairs at each local yard, is looking for men whose perspective is broad enough to perceive those same things, and apply the necessities.

The employe, witnessing the trend of things, and at the same time deriving enjoyment of a scope of business action unknown in the old days, is trying to equip himself for the handling of building affairs in a new way.

And the big thought behind all this, is the now accepted but formerly unknown fact, that THERE IS NO LAW OF PREDESTINATION LIMITING THE AMOUNT OF BUILDING BUSINESS THAT MAY BE DONE AT ANY PARTICULAR PLACE DURING THE FUTURE; THAT THE ONLY LIMITATION DEPENDS ON THE EFFORTS OF THE MATERIAL MEN.

Someone has said: "THE BUSINESS OF THE MODERN RETAIL LUMBERMAN IS TO TRY AND MAKE PEOPLE EAT LESS AND WEAR LESS IN ORDER THAT THEY MAY BUILD MORE."

This is putting'it rather broadly, but is covering the ground rather well. In other words, the retail yard manager of the future has a definite aim, a new intent, that has been injected into the fibre of his business. He has more to do than fight for a share of the busihess that Providence brings to his door. The time has come when he is called upon to do CONSTRUCTIVE work, that requlres his brains, energy, ingenuity. He has a POSITION rather than a JOB; a place where he can show RESULTS other than simply keeping a clean yard, clean books, and good collections.

The owner_finds that this sort of merchandising and this sort of man, pays him better. The employe finds that it makes it possible for HIM to increase his earnings, by sharing in the increased business that he can CREATE, broadens his perspective, makes a MERCHANT rather than a clerk, of the yard manager's position.

Personal efficiency frbm this time oh, is the greatest aim of the yard manager. HE will have much to do with developing the "wagon yard" of the past, into the modern retail 'lumber store of the future.

It is a grand change for both employer and employed. It is a broadening of the industry they both play their respective parts in. It is good for the world at large, because the raising of the level of efficiency of any particular industry, raises the level of the industry of the world.

Make lVloney With ATTAS BOARD

Write, or Wire for our Jobber's Propocition

A Steady, Rapid Seller

ATLAS BOARD is used for all jobs you associate with higher priced wall boards., Nothing better for walls and ceilings-for clothes closets, work rooms, etc. Easy to apply and gives immediate and lasting satisfaction. ATLAS BOARD is fibre-sized and prim-dipped-will not warp, crack, buckle or chip. .Takes beautiful finishes.. Popular for new jobs or for remodeling. Big repeat business.

Distributors Wanted Now

If you can handle ATLAS BOARD in carload tots you can easily build a big wall board business supplying dealers in your territory. Complete advertising co-operation-circulars, letters, local newspaper advertising, etc. Every local lumber yard is a waiting prospect, for ATLAS BOARD costs lcrr, gives ruorc profit and sells quickcr. Write or wire at once for full particutars.

Emerson Carey Fibre Products Company HUTCHINSON, KANSAS

Floyd A. Dernier of the Lumbermen's Service Association

Possiblv never before in the history of ret"iiii"'iti"l.t t,"i tttit great bu-siness been in suih a high state of competltton. as '$'e frnili t"atv] All "t. wondering whlt. the "ra *ili-Oi,'some few have awakened to a realization that only the fittest wrll survlve ii;;;;;ti conditicvns continue' Others, manv of'them. are adopting more modern metnoos ;;,i'i;;i";d of birsving themselves with trvi# i;";; j;;t h;* "cheaplv thev can .s.ell lumber and still stay in,business, lre bololy takine the initiative and placrng thetr DusIni.r "*h"te it rightfulty betcrngs-on a par with other successful merchandtsrng agencies.

Aou Retail Buildins Material Merchants are representatives of one of the largest com-.aiiG iequired to carry on our ever-y day activities. Home Building and general construction are the greatest stimulus tor gen- -'-i-piosp""itv. The success of all-other ;;rl";;;;i depends upon vour activities' Your investment is equal or greater than theirs. You also have reputations at sta*e which must be protected, in addition to investment,

Iust call to mind the many purchases you "tr-d yotr famity make' all direct-.with the merchant handling those various llnes. lvho make their merchandise available to you at a price which gives them a legitimatc profit. They have educated you to take .tor eranted the price thev ask is a fair and just one and you wouldn't-think of insulting them bv oresentins a Pencil sharPener. -All other merchants make their appeals direct to the consumer; they do creative advertising, instill desires for their- prod,uct-s and follow this up with a service which creates confidence and commands consideration.

Automobiles-No one in the world is interested in automobile parts, excepting the fellow who has a jimmied car and needs repair parts. You would never think when

Non-Competitive Business

buvine a car to inquire about the cost of the wheels, gears, hood, englne, etc'-ano vou must remember Home Builders are no i"-" lnt.t.tted in home parts than automobile buvers are in auto parts' r hey nave a certairi amount of money and want to know what they can buy complete lor.tnerr savinss. Its up to ybu to show and telt ihem"what they can have;. if you are not oieo"rea to do -this, then there is only -one alternative, keep on pushing-a p-encil and De satisfied with what competitive buslness you can grab. --br"vsoods Stores-What do you know abouf ihe pattern departments conducted by ihese merihants? Have you ever wondered whv. the reasons for, and the methods emoloved? ,Here's food for though-t- and an eximile which you can do well to stuoy' Fii'ti, ttt" choiiest floor space is devoted to this department; illustrations ccrnveyrng.att

iii" lit,i"i ideas'from the world of Jashion

iii io""eniently arranged for inspection- and ready to be adopted. Compete-nt attendants are on hand to impart practtcal tnlormatlon' At first vou ask-what is the big idea' all of this expinse and service just to sell patterns at ten. fifteen or twenty cents each. N-o' Now Listen,-on their shelves are to be found a complete assortment of dress- goods; being broad minded business men, they apor".iate in order to create demands for this class of merchandise they .must first instill desires for dresses, etc., which they do -b-y means of attractive illustraticrns; this is tollowed up with a pattern which shows and lelts jusi how to cut the cloth and sew. it toeether in order to secure the same results th6v selected from the illustrations.

Itt" connection Mr. Building Material Merchant-In your Yards and on YoYr shelves you have, building materials and the verv best way for you to create demanc for-them at piofitable prices is to encourage home building and assist home builders by showine varietv of moderu home pictures and follow thil up hy furnishing detailed plarrs. Creative business is non-competi-

tive: furnishinc the materials is secondarya certain amount is required to build any kind of a home.

In order for you to become a successful buildins material merchant it is necessary ifrit v6u provide a service room where Home Builders and Contractors can become acquainted with modern building ideas' This room should be fitted with one or. more tables, chairs and plan service. Jtdake it convenient for home builders to study the olans vou have made available. The room should- be attractive, neatty papered or tinted. the windows should be hung with draperies. On the floor you can show t_he various varieties of flooring you carry. On display there should be a breakfast no9E, built-in ironing board, medicine cabinet, full length mirrored doors and such other special features that you carry or are willing to handle. Such a room will not onl.y attract customers, but will convey your good intentions. to serve. which in turn will make friends, give confidence and secure. for you non-competitive business. One modern merchandsing firm recently advised the writer that over one hundred and fifty full length mirror doors were sold to women who already owned homes. Power of Suggestion, if you please, for these same women were not interested in mirrored doors until these doors were called to their attention and their convenience explained. There have been .many modern conveniences recently created which home builders would appreciate having installed in their old homes if they were properly brought to their attention. That's part of your business.

These thoughts and suggestions are timely, for everywhere lumber dealers are considering plans for transforming their business from its present deplorable condition of unreasona,ble competition into Modern Merchandising establishments, and the increased profitable non-competitive business which Modern Merchandising and Service creates, examples which are in evidence everywhere, commands your consideration.

L,llhnlndependent UndricanClty

About LOI\tCr.\ruEu/

An uvertisement by ttrc Lon$iew Compary =" [on$iew,lVashington

An Independeot City

Longview is an independent American city where all industrial and business enterprises are welcome on an equal footing. Its tocation alone-in the very heart of the great productive Pacific Northwest; on the-Columbia River,_ .with its ocean-going liners; served by three transcontinental railroads; the center of a rich agricul- tural area and the hub of two lnter- natiolally Jamous highways-deter- mined why Longview was - carefullv planned to take its ptace amons the great cities of the Pacific Northwest.

Under Conrtnrction

Among the larger projects under construction at,Longview are: An electrrc p-q{gl plant, 194 by 310 feet in si2e,.36,000 kilowatt capacity; the hrst unit- of The Long Bell Lumber L-ompany's lumber manufacturing plants-structures that will take--J? acres of roofing to cover; and the

ently located. It is capable of furnishing Longview almost an unlimited supply of purest mountain water.

Rail Ofrcialr Virit longyiew

For Suburban Homcr

The Water Supply

An abundance of pure water is temporarily supplied Longview from a number of wells, each one more than 200 feet deep. Though temporary, no detail has been overlooked to insure the new city that the supply meets the most exacting standards of the state board of health and the United States Public Health Service. While an inspection by experts found no contamination, nevertheless a flltering plant was installed which sup- plies pure, clear, palatable water for every purpose.

A. B. Smith, passenger traffic qlanager, Northern Pacific, P. S, Eustis, ,_ passenger' traffic manager, the Burlington line, and A. J. Dickrnson, passenger traffic manager, Great Northern and other officials- of t-hese three railroads visited Long- view January 8,1924. Thev *ei" tl" lu-ncheon guests of the- Long- view Chamber of Commerce and weie taken for a tour of Longview bv'a committee from the Cham6er of Com_ Irerg-e. The Northern pacific, the Burlington and the Great Noitt ern ar.e n.g,\'y conducting a million dollar ao^ver,ttstng campaign on the great pacrnc Northwest.

Pipe and Brick Plant

More than 2,000,000 concrete brick and 35 miles of pipe of various sizes were manufactured by the Longview Concrete Pipe Company and the Longview Brick Plant in 1923. The brick plant furnished material for many of the larger buitdings con- structed in Longview. Six* ditrerent varieties and color of bricl< can be produced at this plant.

Suburban homesites are now' available in Columbia Valley Gardens. The tracts are from three-quarter acre to five acrbs in size and are within a

A

rctall-burlnc-rs dtstf,lct

It is the custom of the Pacific Northwestern cities to secure large watersheds in the mountains, and bring down by pipeline a pure and unfailing supply for the needs of the PpPulatign. In that respect, Long- view will be no exception, and such a watershed has been setected, conveni-

Longviewtr Benkt

Longview has two banks, each housed in its own handsome building -the Longview National Bank and the Lumberman's Bank & Trust Company. The combined rerources of the two banks are about $800,000.

mite and a half of the center of Lonc- view. They are to be improved wit-h gravel streets and city water.

.These tracts provide an opport'u- nrty to s.erve t_he growing city with a wrde- variety of vegetables and berries whrch grow to perfection in the rich b_lack silt and loam of the Columbia Valley Garden district. The ctimati and soil are admirabte for the growrng ,ot flowers, bulbs and ornamental shrubberv.

. Poultri raising and. dairying are qesr.rned to be among the most prof_ rlaole tndustries in the valley. The mud even temperature is conductive to egg production. For dairvins. pastures are _green practically th6 ei_ trre year and the grass is hiavy and rich. Good roads-bring you ioitf,in qurct( and easy access of markets.

THD I'NGVIEW COTf,PANC, LONGVIEI WASHINGTON, DcDL tu

Gentlemen:Plcasc ecud mc litcraturc concerntng -tlrc ncw city of ,Iaagview. f a-rn..particularly iotcrcitcd in it, otDor. tunttle! Iot:

(Makc a check mark ia the rquerc) [l Manufacturing [l Rcteil

Ten Powerful ReasonswhyYou Should Attend the Los Angeles Institute

(From the last issue of "The Western Retail Lumberman.")

1. You will hear the most instructive and thought provoking convention'program ever staged in the history of the retail lumber business of the West. No oralory-just practical talks by men from the firing line.

2. You will come in oersonal contact with men who follorv the same vocatibn-gain new friendships and learn what the other fellow is doing.

3. You will find out which way the wind is blowing and be able to adjust your sails and attune your plans so that your bttsiness will show the maximum profit f.or 1924.

4. You will learn how to properly direct the building thjnking of your community-better serve the consumer-and become a more progressive building material merchant.

5. You will see practical demonstrations of the right and wrong way of lumber merchandising.

6. You will gain practical ideas and suggestions that can be immediately put to work earning money for you.

7. You will greatly benefit by the open discussion of all vital problems confronting the retail lumber industry.

8. You will learn about the cheapest and safest fire insurance for retail lumber yards.

9. You will find the solution of any transportation problem confronting your business.

10. You will witness a Hoo-Hoo Concatenation which will be bigger and better than ever was thought of before -And in Addition-

You will be provided with enough fun and entertainment to make your Southern California visit one of cherished memory.

-WE'I,L BE LOOKING FOR YOU-

Regarding the Wednesday Evening Dinner Dance

The Los Angeles Committee, in charge of the entertainment during the Western Retail Convention, next week, wishes to request an early reservation from all tfiose planning to attend the dinner dance, Wednesday evening.

It will be necessary to make these reservations not later lhan Monday aftern(x)n, the 18th, and from present indications all tickets will be taken by that time.

REMEMBER

All lumbermen are invited and urged to attend.

Grand Ball Promises to be Brilliant

Affair

At the Annual Ball and Entertainment of the Western Retail Lumbermens' Association. to be held on Wednesday night, the 20th, the visiting lumbermen and their ladies will be given a fine example of Los Angeles hospitality. -tr'rom present indications, there rvill be five or six.hundred in attehdance at this affair, which will be held at the Biltmore Hotel, in the main ball room, and will start at 7 p.^.

The menu that has been selected is one that will tipkle the palate. Food, and much of it.

Then come the speeches. This will consist of one or possibly two short r.r"ppy talks by well known lumbermen, there will be no long speeches at the dinner.

The entertainment program will be a surprise. A Review, containing an array of talent hard to duplicate, will be

offered, and the committee has promised something extraordinary.

Dancing rvill continue until 1 a. m. Good music, a splendicl dancing floor, lots of pretty girls, nuf ced.

Nice Publicity Given Convention

The Los Angeles daily and Sunday newspapers have been carrying considerable publicity on the Western Retailers' Convention.

Mr. H. McCall, the efficient Los Angeles mahager for the Association has been looking after this publicity end of the convention, and has secured some good space.

The Quest

A restless breeze goes straying Across the landscape fair, It whispers in the tree-tops, It searches here and there; It rustles thru the grasses, It flies across the fen, It cannot rest until it finds The little homes of men.

And when at length it finds one. It breathes a soft, low song. And quickly thru the portal It slips, and glides along; With touch of fairy fingers It stirs each open door, And dances in the sunlight That lies across the floor.

AMERICAN CONTRACTOR SAYS LOS ANGELES CAUSES NATIONAL BUILDING ARTISAN SHORTAGE

"The American Contractor," leading contractor's building journal of the United States, in its January 19th issue blames the tremendous building campaign in and around Los Angeles for the shortage of building artisans over the remainder of the country. It calls attention to the fact that in 1915 the total building permits of Los Angeles was

Awhile it seems to listenThen, with a whispering sigh, It joins its eerie laughter With mother's lullaby; And rising, oh, so gently, In little whiffs and swirls, It toys for just a moment With baby's silken curls.

Our eager thoughts go straying Across the shining world, They fly from mountains hoary To shores rvith white spray pearled; They seek the caves of ocean, They walk among the stars, But rest-and peace-and love-they find Behind HOME'S windou' bars.

M.

eighteen millions of dollars, and in 1923 it was two hundred millions, and then says:

"When we think of the big grorvth Los Angeles has made we can account partly for the dearth of building tradesmeh in other parts of the United States."

It might truthfully be added to that statement that if I-os Angeles had been able to get as many building tradesmen as she actually needed, her building figures would be much higher than they are, for that seems to be the only lirnitation on the building development of that city.

7Iz es e 3t rmsV)a.rt Uour Das i ness

W. M. BEEBE

259 FIRST NATTONAL BANK BLDG.

SOUTHERN HARDWOODS-VENEERS

Superior Oak Flooring, 'Ancricrtr Fincrt" Scnd nc your inquiricr end ordcn

Tclcphonc Douglar 9ll7

H. B. MARIS

New Location--Officc and Warehourc

735 3rd Street-Oppoite S. P. Depot

Homc of WESTMADE PIYWOOD

G. A. Racouillet

Dircct lmportcrr of PHILIPPINE MAHOGANY

Thir Spacc

For Salc

DIMMICK LUMBER COMPANY

AGENTS

WESTERN WHITE CEDAR CO.

Marshfield, Oregon GLOBE EXPORT LUMBER CO. Seattle, Wuhington

CAR AND CARGO

"o"tt"'36oti"tli*""*

PORT ORFORD WHITE CEDAR

DOUCIAS FTR - SPRUCE - HEMLOCK RED CEDAR SHINGLES CALIFORNIA SUGidR AIID WHITE PINE

Long-Bell Display at Convention

It is made to fold up into boxes 6 feet by 8 feet, which automaticallv become shipping cases. Samples of 20 kinds of hardwood are displayed and 24 samples of red and white oak flooring. There are samples of yellow pine and white pine and lists of the items of stock in which these woods are furnished.

Eight sizes of l-ong-Bell creosoted posts also are displayed in a separate rack. The banners are of turquoise blue felt rvith white letters.

YIELDS O.F \VESTERN WHITE PINE

The Priest River Forest Experiment Station is making an extensive study of the yields of the t'r'estern white pine in northern ldaho. Five men are employed in this work and permanent sample plots have been established in 30, 40, ffi, and 90-year-old stands. In this work all the trees in the plot are tagged, the diameters are measured, and heights are recorded. At periodic ihtervals all of these trees are to be remeasured and the growth calculated.

Two complete displays as shown in this picturehav,e been built by The Long-Bell Lumber Company and will be used at some of the leading lumbermen's conventions this season.

The display contains samples of the principal products of the compatty and a considerable line of T,ong-Bell 1,1tional adveitising and dealer advertising service. In addition, there is a dlsplay of pictures and literature of Longview, 'Washington, where the company's West Coast fir operation is now under construction.

The display is 32 feet'long and 8 feet high wheh opened'

From these studies it will be possible to learn the yields that may be secured from the western white pine at differr ent ages and thus furnish a basis for determining a rotation period for cutting the timber most profitably.

MARK LILLARD MAKES ANOTHER MOVE

Mr. Mark Lillard, Los Angeles representative for the Whitmer Jackson Company, and the Nicolai Door Company, has moved his offices from 430 Central Building, to Suite 523-524 same building.

Permanence Beauty ,,Econonry

The rhake.roofed cabins of the pionieru bear witnecs to the la*inS qualitier of Sugar Pine. After ccors of yeerr of rervice in the deep nowr and rcorching run of the high attituder theee rplit chakc. are ar eound ar when laid.

SUGAR PINE and CALIFORNIA, WHTTE PINE erccll in bcauty and thc toft, caryworking propcrtier that rcducc conrtruction coetr. Tho urc of thcrc nrtive pincr will givc ratirfaction in cconony ar wcll ar plcerurc ia thcir finc eppcrnncc.

PAUL BUNYAN'S PINE ir a tradc nua ttat absirca rccurttc, uniforrn nanufacturc lrd pcr- fet searoDlng and thc eervicc of a plant with u annual cepaclty of 250,0m,O0 fcct, op3reting contlnuourly, Wntcr and Suncr.

EVERYTHING FOR YARD AND FACTORY

Siding, Molding, Finich and Comrnonr, Lath, Sarh and Doorr

PATTERN LUMBER, SASH CUTTINGS AND EXPORT STOCKS Tradc

O. H. Borr. Saof,, Smla r4m

Alhil A. Fru4 Snth.Son Dlcto

C. H. Gdfca. Jt. Srcrh, Sanla Cruz

C. E. Prtcsi, Sruth, Wcdu@d

CALI FORN I A

H L. Rwl[*tg. Sn*, los Antda

H. E.Vc$lc,litrh,Ftw

A B. WacLll, Snarh, San Ftanclco

D. A.l(llltew, Snanh, Sactamctr/,o

SUPREME ININE

SNARK OF THE UNIVERSE

C. D. LEMASTER

Frcsno, Cali{., Jurisdiction No. I

California, Arizona, Utah, Nevada, All Canada, except British Columbia, Manitoba and Sbskatchewan. Mexico and all other foreigrr countries.

sENroR no<i=noo

GE0. J. Tacoma.O6G@D WagL

Jurisdiction No. 2 Washington, Oregon. Idaho. Montana and British Columbia.

JUNIOR HOO--HOO

A. J. HAGER Lansing, Mich.

Jurisdictioa No. 3 Michigan, Indiana, Ohio, and Northern Illinois.

BOJUM

J. H. ALLEN

St. huis, Mo.

Jurisdiction No. ,l Missouri, Kansab, Oklahoma, Arkansas, Kentucky, Tennessee and Southern Illinoir.

SCRIVENOTE;_

T. T. JONES

Minneapolis, Miln.

Jurisdiction No. 5 Minnesota, Wisconsin, Iowa, North and South Dakota, Manitoba and Saskatchcwan, Canada.

Code of Ethics

Concatenated Order of Hoo Hoo

I. To 6tl vith d.dlt tbc rphcrc tn which we arc .flacd without intcrfcring vtth thc riSht! of othcn.

II. To promotc hual advenccncrt ud higher rtandardr of clvic, scid ud cononic nlatiou by &vCoping il butinerr the rolrit of thc Croldcn Rule, whtch we Ec.Dt .t the bmic prlncioLa ol poecc rnd proape'rity for thc 'woild-

III. To eltlbli3h tho rpo&co vord on ttc badr of thc writtcn bonA

IV. To cultlvatc tnrc frlendrhip ud thcrafore confidoncc bctvccn Dersm3 cnrrtad |a r:hc lunbcr indurtrl" nodifyln3 ttc fredom of conD€iltlon vtth tho good rentc of undcrrtrnding.

V. To conduct gunclvcr ud our bueincr so that v. my ' rendcr ecrvlcc to tcLty.

VI. To conri&r our vo?rdon worthy and to be wortty of our voadon er thc Nrtlon'r honabuilderr.

VlI. To a,relet libcrdly ead rympethctica,lly ell thtt rockr to elrvltG hunulttr, by cheritv o[ utlon and ttought ud by jurticc to dI ncn throrryh ttc "Squrrc Dcd."

VIIIr To kcco irl vicw thc wqld bonde of huqp lntGn3t ud trl&. scklnc to prrmotq juetlcc ud fdr &rlina to dl natim ud rrca aad all wodd udcrrtanding conristGnt vith the naint ntrco of AlgloSaxon ldcrlr and hlrtorlc Anerlculrn.

IX. To rcolnizc ttc atldhr power of co'opcration ud orgulzation ald to to rct ar lndlviduala tbat tbG Concltanttcd Order of Hoo-Hoo thall cvcr be regarded vlth honor er a sourcc of omunlty bcrcfit ald good-will.

Adoptcd at lotb Auual Mectlng, 0-0-2t, Franq Cal.

IABBERWOCK

J. H. KURTII, JR.

Kurthwood, Le. Jurisdiction No, 6 I-ouisiana, Mississippi and 'Icxa3.

CUSTOCATIAi_

C. B. HARMAN

Atlanta, Ga.

Jurisdiction No. 7 Georgia, North and South Caro- lina, Florida, Virginia. Wcst Virginia and Alabama.

ARCANOPER

J. A. MAHLSTEDT

New Rochelle, N. Y-

Jurisdiction No. 8 New York, Delaware, Ner Jcr. sey' District ol Columbia. Maryland. Pennsylvania and New England states.

GURDON

C. C. HEMENWAY

Colo. Springs, Colo.

Jurisdiction No. 9 Colorado, Wyoming, Nebragka and New Mexico.

SECRETARY;REASI'R,ER

H. R. ISHERWOOD Arcade Bldg. St, Louir

IOO{" more waterproofing @ in this exclusive shingle

Naturally, you want to give your customers a slate,surfaceil shinele that will stand up unusually long under weathering. How long srich a shingle will last-depends laigely as you know upon the actual water, proofng contained in its felt bas€.

In the Richardson SuperGiant Shingle, the felt base is So% thicker than that of ordinary shingles. Made of the famous Richardson felt, it ab, sorbs and holds roo% more actual waterproofng than does the ordinary shingle.

Furthermore, this w4terproofing is Viskalt-unusually durable be, cause vacuum,processed and g.897s pure bitumen.

Such materials combine to sive a super shingle in every detail.ki SoTo greater thickness makes it last much

longer and cast a deeper shadow line on the roof. Its greater size (ron x r4n) snves3jVoincostof laying. And its rooTo greatpr stilfriess keeps it risid and firm in all kinde of weaiher. :

Beauty hither.to unfuewn, On this super shingle exclusively is used a color in slate hitherto unknown -a rich weathqred brourr'r found only in the Richardson quarries of Georgii. Weathered brown is also admired when it is blended with other Rich, ardson Super,Giant Shingles of iade greert, tile red, or blac\ peo,rl.

Active selling help

Advertisements like this appearing steadily in the LiteraryDigesl, House and Garden, House Beautiful and also in the national magazines ofcon, tractors, architects and builders, are

RTCHARDSoN ROOFING

creating an active demand for Rich. ardson Roofing in your locality. And the Richardeon Re-sale Plan iemakins profits for thousande of Richardeoil dealers by ervins them the direct benefts of ihis idvertisins. Wrire for .deails of this plan Tor your temtory.

Write for our new boahlet

We will send you our beautiful new booklet,Roofs of Distinction, together with samples of Richardson Super, Giant Shingles in weothqed briurrt and other colors. And rememberfor every roofing use- there is a Richardson product. Just use the coupon below.

york City Arlanta Dellec

Clip and nail this coufon

Hoo-Hoo in 1924

This is the season for new resolutions; organizations as well'as individuals going on record as to their ideals and purposep for the coming year,

It i5 a plCasure, as Snark of the Domain of the Great Black. Prince, to say for the membership of IIoo'Hoo:

That we believe in the principles upon which the Order was founded;

That, we as individuals, became members of HooHoo for the purpose of aiding in the promotion of those principles;

That we are convinced that the aims and purposes, as set forth in our Code of Ethics, are the cardinal iirinciples upon which progress is built; -

That we fully realize the responsibililf and duty we owe to our industry;

That we acknowledge that all benefitS coming to us' are the result of our Government bnd that we first" owe allegiance and patriotic support to our instituted form of Government, its Constitution and Laws

That we believe, to be entitled to share in the business profits of our respective committies, we owe our' support to their public constitutions and their civic betterment;

That we believe sincerely in the Golden Rule;

That we have the courage of our convictions and stand united to champion those higher ideals which make for progress.

There never was a time in the history of our industry when it was more urgent that lumbermen of all its branches needed to get togetTrer and discuss their problems thor' oughly andlarefully. One of the biggest and most worthy act-s a Hoo-Hoo can perform is that of creating harmony among lumbermen.

, Association, one with the other, is a fundamental part in the scheme of human affairs and that association which is so necessary should be made pleasant and agreeable if better things are to be attained

Hoo-Hoo, therefore, will lend every efiort to bring about understanding and unity of purpose.

Our industry is our world. We helped to create it.and will help to keep it on a high standard. To do this we must have the respect of others and to have and hold that respect, we, as individuals, will seek to give value and tone to our respective communities. We will devote our share of thought, time and money to educational, civic and moral purpose. We will cooperate with others, aid them and in return be aided, thereby advancing better social and business relations. :

We will seek to broaden our knowledge aird ilevelop our understanding of the complex questions which confront us, to the end that we may coordinate our efforts in helping to find an equitable solution for these problerns.

Therefore, in making the New Year resel,ution, rrrie do so with the full knowledge of responsibility which it carries and unanimously say that we have the courage to carry our banner of progress even in the dark days of discouragement, to the ultimate end that our industry may be benefited thereby.

To the various Lumber Trade associations of the country, we u'ish to render lasting service.

To the Trade ,Press, the megaphone which carries the news to the people of our industry, our doors are open and our hands ready to help.

To the Forestry Department we would extend help "in the formation and enlightment of public sentiment in the United States of America, through such sound and practical principles of a National Forestry Policy as will con* tribute to the permanence of the lumber industry as one of the foundations of the nation's welfare and prosperity, thus insuring protection of all our standing timber and a retimbering of available waste lands, that perrnanent supply of timber.may be vouchsafed society.

To the citizens of this-great Republic, we aspire to be a most valued asset to the country-an instrument of achievement and a symbol of progress

The San Gabriel Valley Lumber Co.

I The office of the San Gabriel Valley Lumber Company, V Arcadia, pictured herewith, is one of the most completely equipped, practical and conveniently arranged retail plants in the state.

Mr. H. J. Muller, president of the company, is one of California's oldest Lumber lVlerchahts, and he has associated with him Mr. W. F. Marmion. another of California's well

NATIONAL LUMBER MANUFACTURERS' ASSOCIATION ANNUAL MEETING, CHICAGO, APRIL 17.18

Washington, F'ebrtrary 10.-The annual meeting of the National Lumber Manufacturers' Association to be held at the Congress Hotel, Chicago, Thursday and Friday, April 17 and 18, was announced here todayThese dates were chosen to avoid conflict with the ahnual

J. R.

known and admired lumbermen. Mr. Marmion is Secretary-treasurer and general manager of the company.

Mr. Allan Muller, son of Mr. H. J., is thq manager of the Arcadia yard that this company operates.

Allan Muller is a booster for, and an enthusiastic operator of, a Modern Building Material Store.

meetings of regional associations and. are convenient for those who wish also to attend the National Lumber Standards conference in Washington, probably on April 22 and 23.

The Standing Committees will meet on the 17th and the directors of the National Association will meet either the afternoon of that day or on the l8th. Directors of the Credit Corporation will hold a meeting at the same tirne.

co.

Another of California's Beautiful Land Marks

vicinity of Paso Robles.

It stands 137 feet high, haq/a spread of 141 feet, and at one foot above the ground is 41 ft. 5 in. in circumference. No one knows the exact age of this old monarch, but they have estimated it to be close to 1,000 years old. Lumbermen have estimated that it would furnish 140 cords of wood.

Mr. J. M. H-ebbrgn/manager for the Homer T. Hayward

PasJ Robles, took this pictuie recently, and in his comments said that the residents of his district are very proud of the beauty of this giant.

GUY E. CROW VISITS CALIFORNIA

Guy E. Cro$,, sales manager of the rail department in the Portland office of the Chas. R. McCormick Lumber Co., was a recent visitor at the San Francisco offices of Chas. RMcCormick & Co. While in San Francisco, he had several conferences with the California sales fdrce of the Chas. RMcCormick Lumber Co., which includes Ed' Garland, San Francisco, manager of their rail department; O. L.- Russum' Sacramento and-San Joaquin Valley representatiye; A1 JMcWatters, Coast representative, and Floyd Elliott' San Francisco representative.

Mr. Crow states that lumber conditions in the Northwest are in prosperous condition and that the mills are all operating tb cJpacity. He says that the lumber demand from the l.tlantii Coist is good and that the demand from the Chicago and Middle West sections is exceptionally S99g-f-9t this time of the year. With the Atlantic Coast, Middle West, and Califoinia markets active, Mr. Crow reports that the lumbermen of the Northrvest are looking forward to an excellent demand during 1924.

After spending several days in San Francisco, Mr. Ct-9y left for Lbs Anglles to make a survey of lumber and building conditions in Southern California.

OFFICE

1125 Lane Mortgage Bldg. LOS ANGELES, CAL PHONE 879-585

B. J. Boorman ( 1924) -.Oakland, Calif.

E. C. Van Petten (1925) -Ontario, Ore.

H. J. Mattes (1924) --.----..-.------.--..Reardan, Wash.

OFFICERS AT{D BOA

F. E. Robbins, President (1926)--Tacoma, Wash. Robt. Anderson, Vice-Pres. (1925) ----Logan, Utah

ACHIEVEMENTS

Organized January lgt, 1904Over 20 yearc of corttinuous successful service to the retail lumber merchants of the West.

Obiect-

Indemnity on retail lumber yard risks at cost. The LUMBERMEN'S MUTUAL SOCIETY is a purely co-operative organization; not organized for Pr€t,,butaims rather to charge only enough io meet losse" "ttJ expenses and add a little to the surplus each year for the proverbial rainy diy.

Growth-

From a beginning in 1904 of only a few thousand dollars of indernnity in force to $11,648,550.00 on December 31, 1923.

Facts-

{ growing concern with a long.suc:essful record-a yearly increase in indernnity iir force and in assets; at three difierent periods an increase in savings to all contract holders; a solvent concern with no unpaid obligations; over eighty per cent of assets liquid and a reserve at all times sufficient to meet any emergency.

Settlements-

Every loss to .late, amounting to $5 49,499.00 adjusted and paid immediately upon receipt of proof and, in every instance settled to entiie satisfaction of contract holder.

Savingr to C,ontract Holdere-

1200 retail lumbermgn boldi_lg contracts in the Society at present are saving hundreds of thousands of dollars annually over what the indemnity with othei companies would cost them. The individual saving is from 25/o to 50%, depending upon the class of risk and board rate named.

Retail lumbermen are cordially invited to take advantase with the LUMBERMEN'S MUTUAL SOCIETY.furnished upon inquiry addressed to either office.

UTUAL SOCIETY

OFFICE

3O8 Colunrbb Bldg., SPOKANE, WASH.

iD OF IT,IANAGERS

A. L: Porter, Secy.-Treas.-Mgr. .-..--Spokane, Wash. J. Kendall (1924) -------Spokane, Wash.

J. G. Martin (1926) ------..---Fresno, Calif. J. M. Crawford (1926)-----."..-Walla Walla, Wash. I' 'G' Kjosness ( 1925') ---'-'Lewiston' Ida'

ST^A.TEMENT OF CONDITION

December 31, 1923

Cash in Banks Dec. 3 | , 1923

Bonds-Washington Water Power Co. -------

Through our own and similar orgadt_qti"lq we can insure preferred rits for any amount up to $50,000.00

f the saving which can be effected by carrying indemnity 'ull particuLtt ut to plan of operation, cost, etc,, will be

Favorable P_ublicity Given Lomita Lumbermen

Here is a nice bit of publicity that appeared recently in the Lomita "News," about two of that cities up-and-doing retail lumbermen, who evidently stand pretty well in their community. Note that the Hoo Hoo cat is present.

Southern California is a land of homes, the shrine of parental authority, where the youth are born and reared in that wholesome and moral atmosphere that only the home can furnish. New settlers are constantly arriving; tourists co'me and are captivated by the charms of the place; dissatisfied residents in other less fortunate parts are turning their attention to this, the promised land; the cities and countrysidq are growing with amazing rapidity; industry is being encouraged; resources are being developed; and the land is producing like a veritable Eden.

Provision must -be made for the large numbers of newcomers; homes they must have; school facilities must be assured-it is a big and worthy program and much of it relies upon the supply of lumber and adequate service of the lumber dealer. For, remember, ninety-nine per cent of the single and double houses that are built in this Southland are of frame construction.

Lomita is not wanting in this respect. The Lomita Lumber and Supply Co. has ample stocks on hand for the community's requirements, and it is in a position, by virtue of its close proximity to the tide-water distributing points, to get behind any kind of a specification and not only deliver the goods but do so in a prompt manner. That yard is Lomita's only lumber depot, and it is conducted on sterling principles by two gentlemen, by two boosters and by a pair of friendly and able lumbermen.

R.E-€itleg is a native son, having been born in Colton. He is every inch a lumberman, a man of good nature and one of acknowledged worthiness. His partner, another trained lumberman, $:..P-4$9ilgl5 was formerly at San Pedro for quite some time and is a m'an who is well knorvn in these parts.

If you are looking for good service and friendly treatment, then, by all means; take your order to the Lomita Lumber and Supply Co.

The building supplies are a potent part of the service to be had at this yard, not to be outrivaled by similar service anywhere.

The Lumber Service St ation

I'd started out to build a barn. and thought t'would not be hard; so drove around until I found a place marked "Lumber Yard." "I want to build a bat'n and at this building game I'm lost; so dropped around to gOt some information as to cost." "You're right to come to me before you bother rvith the rest-of lumber dealers," said the man, "my price is always best." Then he begatr to quote me rates on many kinds of lumber; dimension, sheetiflg, timbers batts, and shingles without number. "You'il find'r said he "my prices right, and

= be your man." "And ry paint" said i, "and hardou"r., to make the barn complete?" "You'll find them both" the dealer said, "just three blocks up the stieet." "Come in again" he said to me, "o'er building dorr't 'tre nervous; for I'have clearly shown to you that we can give you SERVICE."

And out I weht, and up the street, and wondered what to do ? I hadnit thought to build a barn would make rne feel so blue. At planning and at figuring on building. green was I; "perhaps I'd better r'vait a while," I murmured u'ith a sigh. And then I stopped and rubbed my eyes, and looked, and looked some more; for right there was a plate glass front marked "PEP'S NEW BUILDING STORE." I perked right up, my spirits rose, and soon I was inside; and Mr. Pep was showing me around his place .,r'ith pride. He showed me rvorlds of built-in things, so wonderfully milled; and pictures, plans, and models, too, that make one want to build. ,,Nou,, 1\[r. pep,,, I said to

him, "I've come to get advice; bout building me a barn, and also come to get your price. On shingles and on sheeting, on batts and on dimension; to build a barn both stout ant strong is surely my intention. So I would like to have your figures-see if you can beat; the prices quoted me b1Mr. Pip right up the street. Then I must go-and get the- price of ha.rdware and of paint; this building thing would surely try the patience of a saint."

Then Mr. Pep just said "Sit down, and make yourself at home; to buy a barn or any other building thing, you needn't roam. Because you see," he said to me, "our profit is YOUR gain; for from the building business we take every bit of pain. We've got the stock, 1ve've got the plans, we take all of the worry; we're selling BUILDINGS-not just stock-and Boy ! How rve do hurry." And then :ire brought attractive books from off a near-by shelf; and said here are a hundred barns-dig in, and help yourself. And when you find the plan and size that seems to fit,yeur needs; I'll tell you all about the cost, and'justhorv many "5ggdgt'-Ivg'll charge you for it. And please understand, bur price-irtcludes the lumbeq. and the plan, paint, hardi ware, and ADVICE. And il you..wish we'll recbmmend an hnnorable 'mair; whOtl ,cornpetently build it just according to the plan." '' ; 'i.':-

I looked, I picked, I bought, I paid, and now I go around; and tell the wotld {'.rn proud there's BUILDING SERVICE in this town. '

CAD QUAL )YIT EWE NOW IN TH ST

For twelve years "Cady Quality" has stood for the Standard of quality, in the South.

We now are able to offer the same grades and service to the California trade, from our stand of Arizona White Pine, the finest timber growing in .A,rizona.

Our t*rree band, electrically driven, modern mill is sawing at the rate of 100,000,000 feet per yearr €nabling us to offer ,for quick shipment, anything in strictly up-to-grade, air dried, BOX, SHOP, COMMONS, and UPPERS; all "Cady Quality."

We invite you to give Cady Quality Arizona White Pine a trial.

Branch- Offices

R. J. (Bob) Colllnr........ 36f I. W. HeUnu Bldg., Lc AngCcs, Cd. Frark c. _K94k............,...Planterc -Hotel, Cb'icag6, lU. lrarry 5. trfond.,.............,...,.1 Madton AvG.. Naw y6k Ben C. Vamsr........,.....91? Praetoriu Slds., pl|tt!. f*; R. S. Davic....6l0 City Ntt'l. Buk Bldg., Sai'-.lntonto. Teru

G. C. Gosg & Co.............,.I:mckc Bldg- Indianrpolie, Ind. Tristat€ Lbn & shinSlc co............., R. A. Iang Bldg, Kuru Clty, Mc lebp-lt & Kdeo..............,.....Bcaco St&' Wicfit!" K;ns Baldinger & Vernon.,Maisoa Blanchc Arn;,'Not Orl;;;h"

W. M. CADY LUMBER CO. McNary, Arizona (Formerly

Coolev)

A Page of News

Lumber Salesmen's Club of San Francisce

i At the regular Monday luncl.eon of the Lumber Salesinen's Club, San Francisco, held at the Palace .Hotel on lanuary 28, the guests of the d^y rvere Lloyd Harris, Holmes-Eureka Lumber Co., San Francisco; George Corn- 'ivall, Portland; and E. Holmberg, Coos Bay Lumber Co., San Francisco.

' After the regular business session, Lloyd Harris talked on market conditions in the Sacramento and San Joaquin Valley territories, and the Bay District. He stated that the demand for lumber in the Bay District cities was very good, and that the recent rains had a very optimistic effect in the Valley Districts.

George Cornwall of Portland gave an interesting talk on the christening of the Pacific Coast woods, the beginning of the lumber export business on the Pacific Coast, and the domestic and export lumber markets.

E. Holmberg gave a short talk on lumber conditions in the Bay District.

BILL CLARKSON A SAN FRANCISCO VISITOR

Bill Clarkson, well knolvn retail lumberman of Redwood Citv. rvas a recent visitor in San Francisco on business. Bill .r,as.formerly one of the popular members of the Lumber Salesmen's Club of San Francisco, and during his visit attended the Club meeting on February 4. IIe is very much enthused with Redwood City and told the members of the rvonderful progress and growth the torT'n had made during the past year and also predicted that there would be a great deal of building done in that community during 1924.

ALBION LUMBER ANNOUNCES CHANGE

,

The Albion Lumber Company has sent a notice to the trade, announcing the discontinuing of their former arrangement in the I-os ,\ngeies territory, where the Twphy T..umbeq Company has been handling their stock, and the opening of temporary heaclquarters at Los Angeles, at'421 Pacific Electric Building.

LLOYD GRAHAM LOCATES IN SAN FRANCISCO

Lloyd Graham. formerly with the Seattle office of the Chicago Lumber Company of Washington, is now in San F'rancisco and will be connected with the San Francisco office of the company. He will act as the company's representative in the Bay District. L,loyd has been with the company's Seattle office for the past four years, but prior to his departure for the Northwest, he spent a couple years in the California pine mills. His father, L. V. Graham, of San F'rancisco, is the Vice-President and Manager of the Chicago Lumber Company of Washington.

FLETCHER & FRAMBES ADD TO SALES FORCE

Fletcher & Frambes, Los Angeles "*'holesalers of everything that the tree produces," have made another addition to their Los Angeles sales force.

Mr. A. P. Knapp, of Portland, joined this company on the first of February and will call on the Southern California dealers in the interests of this live outfit.

Mr. Knapp has had considerable lumber experience, having been connected with the Peninsula Lumber Company for time. Mr. F. C. Knapp, A. P. Knapp's father, is the president of the Peninsula Lumber Company.

McCullough Fa$an To ShiP From Lake Washin$ton

Mr. B. W. Bookstaver, Los Angeles Manager, of thc-McCullough-Fagan Lurnber Company, has just returned trom an extEnded"trip throughottt ihe -Northwest, accompanied by Mr. A. R. McCullotfoh, Mr. Monroe Park, I\{anager of their Portland Office, ""ttd lttt. Roger Jayne, Manager of their Seattle Office, calling on Agencies which they represent exclusively in California.

While at Seaitle, they conferred with Mr- John Wo*man, President, and Mr-. Curtis Bostrvick, Manager of the Seatile Mill & Logging.Company, at I'i'hich time legotia- tions were contracted ior the-handling of this Mill's stock exclusively in California.

It rvas tirough the efiorts of the McCullough-Faga1 Lumber Compatty, that this mill located on Lake \Mashington, adjacent to ihe city of Seattle, was ab-le to enter into the cargo field, as the S. S. "Fo.est Friend" loaded there some tim-e ago, was the first vessel to ever navigate this body of water. So successful was this experiment, that a vessel ot 1500 M. feet capacity, has been obtained to run steadily to this mill, who witt fiom norv on ship fifty per cent of their cut to Southern California.

LOUIS GALLEGOS A BAY DISTRICT VISITOR

Louis Gallegos, manager of the American Lumber Co', Modesto, *as i recent SJn Francisco visitor, where [e. spent several days calling on the lumber trade in the-Bay District' He was also a visitor at the offices of A. A. Baxter, of the Douglas Fir Export and Exploitation Co., who is the vicepresident of the American Lumber Co.

Oklahoma Lumberman

Found Friend in California

(From the Gulf Coast Lumbermon, February l, lg}4) Jack Dionne, Houston, Texas:

"Aside from all bits of flattery and the general run of business, this one is 'straight from the hip.' After following the lumber business in Oklahoma and Texas and knowing THE GULF COAST LUMBERMAN as my closesl friend, I cannot help but take this privilege of getting this 'off my chest.', :'Hrlritrg bein several years with the,:J. J. Kt]latrick Post Company and the Hiawatha Lumber Company of Oklahorna City, I always '4i-4 *y stufi' with ihe aisptay ads of the above firms rvhile calling on.the trade in Te*at and Oklahoma, and to step out into the Golden West and find one of the good old Jack Dionne publications-as Briggs says-it- was 'a g3nd and gloiious feeling.' So I am just letting you kngw that here is one that is sure glad to get a copy'of The California Lumber Merchant at any time. It is sure good to see the familiar typ'e, and the copy 'goes home.'

"With the best of wishes for the success of your paper in the West, and to the ge.n-e1al prosperity <if the i,rrnU"t industry in both the middle west and Pacific Coast, I am

Very truly yours, PAT SUBLF.TT, Diamond Match ComPanY, Rosetille, Calif.

Capacity lo(X). . Doon Daily.

SASH

High Grade Stock and mixed ears ouf rpecialty.

All doorr made rnor' tise and tenon.

About Balsarn,%olIT SELLS

THq past six months have demonstrated another prac- I tical featureof BALSAM-WOOL. It sells. From the very start, dealers' stocks have been moving. Sales predictions of. ayear ago are facts today.

BALSAM-WOOL has already proved ftself a live proposition for the trade. Unlike the ordinary. run of new building specialties it sold from the start. Home-builders, oarptsnters and'contractors are taking to:it fiuter tftan they have to any other irisulating material: If BALSAM-T9OOi, has proved itgelf prof;table fqry,the retailgr iq itslfifst jear, su-rely today it desefves the attention of every,live dbaler who wdnts toincrease,his Volume and profits;,,,: ri -, .,

Vhat Balsam-Wool Did . in One Territory

fn one middle western territory with a radius of fifty miles,46 dealers stocked B.A.LSAM-wool. A check - up amonllst these dealers after theyhad been handling f.l,t S.LM-WOOL on an averalie of three months showed that42dealers out of the 46 made sales amounting to about 4W ot theftori$nal orders.Ten of these dealers had sold out their first oiders entirely and were delivering from re. orders. One dealer delivered 8,000 feet on one house remodelingiob alone; the customer likin$ BALSAM -woOL so well that he put it on double and used it in newpartitions as a sound deadener.Another dealer's sales amounted to 30,000 feet, most of which went into remodeling, roof insulation and odd-time jobs.

Of these 46 dealero only nine had ever soid or etocked insulation belore they put in BAISAMWOOL Cori8idering that most of these dealere did not order until the buildiof eeason waa praotically over, this record is iery interestinf.

TheWood Conversion Company's offer to dealers is iust as fair,and'sensible as.it was a'yeaf ,aga,,Thelr want your first oqder,to be a small one. They are interested more ln your sales than they are in their orders. They wih show you how to sell BALSAM.WOOL and will furnish you with tested sales helps without charge. ' '

BALSAM-WOOL will make an ideal addition to your stock. For a small investment you can put in a stock that will take care of any iob. BALSAM-WOOL cosrs little to handle and stock. Every home.builder, home-own€r ond farmer is a prospective customer. BALSAM-WOOL profits are additional profits. BALSAM.WOOL does not displace nor does it compete with other items of yard stock. And besides, BALSAM-WOOL will make friends for you, every time you sell a roll.

You will find in your dealings with the Wood Conversion Company, who manufacture BALSAM-WOOL, the same spirit of fair dealing and the same business integrity that has charactetized this organization through sixty-five years of successfully serving the retail trade.

Sample, prices and complete information on BALSAMWOOL may be secured by addressing the Wood Conversion Co., Cloquet, Minn., or through our local district representatives, or by mail addressed to our nearest branch office.

Slbley lunber Co.,

Gentlenen:

July 24th, 19?3.

Attentlon lir. F. 1\'i. stbley.

Wo Eere lnformedl by the Wcotl Converslon Co. that you lv€ro oonslilellng taking on Sal.sao 1?oo1 Insulatlon ana tb€y hav€ askeil u6 to alrop you a l.ln€ glvtng our e:perl.enoo slno€ haaalllng th18 baterlal.

We nake lt a preotlce never to dlnrlge th€ volutc of our sales to anyon€r but oan aBeure you lt has b€€n a nlnner. We have been'eucceeeful {n gettlng thls paitloular natertel speoifl€A ln Dany Jobs, anA at the preEcnt are ile11ve!lng 40,000 feet on one Job whloh t6 a oonse:netot? of nusLo. 0f oourse th€ prlDary use ln thls ?artloular Job ls for deatlentng. Rest as-Buretl ire rnet the flolA anil woa 6ut.

Tbe oontraotols who baye u66d BalacE Bool ,al:l llk€ It beoauge lt ls nlo€ olean naterlal to haDdle anA ie qulolcr to epply than other laeulatlon naterlal on ths narket.

Sron the dealers polnt of vlew lt oan be naAe e gooil noney naker es the nargln 1s what re oall llberal ana a oarloatl can be unloaAed tn a J1ffy. our E€thoa,of atorlag nay not exaotly flt your 1ay out but we rl11 tleecrlbe lt neveltheleoe. 3a1sam Woo1 l.s rrctlt ltght so t€ hav€ bullt sevsral deoklngs 8 ft. higb oyer hlgb blns for tbls tlator1a1, suil bolow f,e storo the h€aw aEphalt sb1ngles.

Any spoolflo questtons you nay wa,at to asb, wa 't1.11 bs ftBnt l! eD8rerlltg.

V6r'y tnrly youra, SIEIUIIAS LUUBIE.

EJ9/CCC.

Pt71rrlar 9l.g$a!,"-b.-tc":..^.. Ooquet,Minn. ThompsojrYalfu,4". ..St.Paul,Minn. PotlatchlumberCo.... Potlatch, Idaho 'r'heNortbctn|-umberC-o. Cloquet,Minn. 9onnersF9rry-IaumbelCr....... BonneicFerry', Idaho BoisePayetteLumberCo... Boise; Idaho J3,hnson-wentwofth c.o. 9l"s""t' vi*. ggoqyaLnie Fdls Lumber co. . . . Snoquatnie Fat(,'\fash. V;t;.t;;r rir"t r

wood(bnveisto'r(b.... cloquet,Mi-n Hffitj'iftf;f"'r*,';c_::::.a;f,Tinf::l!*: wei,erhaeuserTimberc-o..Bdtimore,Md.

WE HAVE IN STOCK THE FOLLOWING:

SINGLE C. C. DOORS

PAIRS C. C. DOORS

WHOLESALE

We have recently installed machinery which we are using exclusively for the manufacture of C. C. Doorg and C. C. Sash, Thir enables us to give five-day rcrvice--quicker if needed.

John W. Koehl and Son, Inc.

C. H. White

Origin and History of Hardwoods of the World

As used on the Pacific Coast

The following very complete and interesting- data, is. taken from a volume-of the same name as the heading of this article. This twenty page booklet has just been issued by White Brothers, large hardwood distributors of San Francisco, and is available to anyone interested in these materials, by applying to their office.

Mr. White states that their company has had calls for copies of this book from as far Eait as Denver, ald from Montana, Idaho and many other states. The schools in Northern California have made a big demand for them, and they have also received requests from several of the Forestry Schools.

ASH

(Fraxinus Americana.) This light colored-wood grows all'over the United States. Most of the Ash Lumber used on the Pacific Coast comes from the Southern States-Arkansas, Tennessee, Kenttrcky, Mississippi, Louisiana, etc.

I,ndiana, and Ohio still produce some Ash of a high quality. The wood is valuable on account of its strength combined with lightness. It is therefore used in wagon making, in the manufacture of auto tops, oars, baseball bats, tennis rackets and kindred industries. Much furniture, refrigerators, etc., are also constructed of Ash as well as the interior finish of steam,ers, especially the galleys. Second growth Ash is very tough, stiong and springy and is highly prized f'or wagon tongues, springboards, etc. It is however extremely scarce. Oregon Ash is used con'siderably in -the furniture trades. It is more brashy and open grained than what is called Eastern Ash in this market' S'ome Japanese Ash has of recent years been imported.

BASSWOOD

"Tilia A,m,ericana." This is a very soft white wood coming principally from Michigan, Wisconsin, and Indiana. It is iitremely easy to work with tools. It is used considerably in the manufacture of organs and pianos. For Manual Triining work in the Public Sch'ools, especially in th9 lower grades, its easy working qualities make it an ideal wood. These qualities, com'bined with its lightness and freedom from stiins or odors, also adapt it to the m,aking of honey combs and other food containers.

BIRCH

"Betula Alba." A tree with light colored extensive sap wood, and limited light red heart wood. It comes prin'cipally from Wisconsin and Michigan. It is used ve_ry extensively for furniture and the interior finish of buildings such as doors, casings, panels, etc. When so used it is generally stained a Mahogany color. It is a fine durable wood, easily worked and very popular. The Palace and St. Francis Hotels in San Francisco are both finished in mahoganized Birch.

BEECH

"Fagus Ferruginea." This tree is distributed widely over the eastern portion of the United States. It is light reddish brown in color, moderately hard and heavy, and close grained. Its medullary rays are quite distinct, being finer and more numerous than in Oak. Beech is used extensively for flooring, wagon work, brush backs, tool handles, etc.

BOXWOOD

"Buxus." 'Ihis wood grows in various parts of the world. It is light yellow in color, very hard and of a dense uniform texture and fine grain. It is imported in small logs, principally from the West Indies. Jt was formerly use'd extensively in weaving shuttles and fo,r wood engravers' blocks. It is sold by the pound.

AROMATIC RED CEDAR

"Juniperus Virginiana." This is'a fragrant variegated red and yellow wood which formerly grew all over the Eastern part of the United States. It is the principal wood from which pencils are made, and is in fact called pencil cedar. This use has consumed enormous quantities of the wood. Its extremely lasting qualities causid it to be used in the pioneer days for fence posts but it is now too valuable to be used for that purpose. It is available in the Pacific Coast markets only in the grade of sound knotty, in short narrow pieces. In this form its principal use is in the manufacture of "Cedar Chests" and lining for closets. Its lasting fragrant scent makes it especially desirable for this purpose.

OAK

"Quercus." 'l'here are many different varieties of Oaks growing in all parts of the Northern Hemisphere. The foliage differs widely but all oaks have acorns. There are 'b,oth deci'duous Oaks, that is, trees which shed their foliage annually and also evergreen varieties, known as live Oaks. Spain and Portugal have an Oak, the bark of which produces cork. The Oak lumber used on the Pacifi'c Coast comes from a number of varieties of red and white Oaks which grow all over the Eastern part of the United States. Japan has also supplied us with large quantities. Oak is the rnost plentiful of our hardwoods and has the greatest consumption in all the industries. It is strong, tough and durable, it has thousands of uses and rnay be said to be the standard or staple hardwood. Oak has a decided medullary ray which runs from the heart to the bark aird when the log is qua'ter sawn this ray shows up on the face of the board in silvery flakes, greatly enhancing the beauty. Oak lumber sawn with the face parallel to the medullary rays is mar-

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keted as quartered Oak or quarter sawn Oak, while boards and planks sawn from the side of the log without reference to the rays is called slash grain o,r plain Oak. Practically every industry of mankind uses Oak. A few instances are furniture, wagons, flooring, and for ship work, cabinet work and interior finish, for the manufacture of agricultural machinery, etc.

An illustration ,of the enduring qualities of Oak can be found in many places in the old world. West,minster Hall in Engl,and still has a ceiling of Oak beams ere'cted in 1399. In repairing the foundations of Holy Trinity Church at Hull, England, built aboat 1270 the Oak Timbers were found to be in wonderfully sound condition. Many other instances of this kind. prove Oak to be one of the most enduring of woods.

"Liriodendro' rurtpr.lf;'"?t* is one of the most majestic of trees. The lumber is sometimes called Whitewood. In color it is yellow and it is mild, ea,sy to work and capable of taking a very s'mooth surface.' Being available in long lengths, wide widths and beautiful quality it is a very desirable wood for cabinet work, wagon panels, plywoods and hundreds of other purposes. T,he supplies used on the Pacific Coast come m,ostly from the Mississippi Valley although Poplar grows over all the Eastern portion of this countrv.

PRIMAVERA

"T'abebuia Donnellsmithii." This is a light colored wood bondering on the yellowish. It has a beautiful grain very similar to Mahogany on which acc,ount it is sometim,es called White Mahogany. Primavera is, an excellent cabinet wood, standing well under all conditions and taking a smooth finish and high polish. The supplies on this coast

oome blmost entirely from the West Coast of Mexico although there is an African tree of a different species but similar appearance which is marketed in the Eastern States as Primavtra. A number of store windows and store fixtures irt San Francisco are of Primavera. For a light colored, high ,class finish it has few equals.

ROSEWOOD

"Dalbergia." This wood is produced from various botanical species growing in m,any parts of the tropical world. The grain is very firm, hard and of a close texture. Its color varies in different kinds from a dark red to vermillion. I! is generally highly, figured and one variety, the Brazilian, has a very'agreeable aromatic scent. On ttris coast two varieties are to be had. The commoner is Cocobola or Mexican Rosewood, from Mexico and Central America. Brazilian Rosewood is the other. variety available in this market. Rosewood is sold by the pound and, is us,ed for inlay work, brush backs, knife,and tool handles and other like purposes.

TEAK

"Tectona Grandis." The supplies oi this wood are shipped from Moul,mein and Rangoon in Burmah; Malabar in India; Bangkok in Siam and from the island of Java. It. is a brown ryood, fairly h,ard, quite strong and hai a ,great am,ount of oil and a p,e,culiar odor. The oil acts as a preventive of rust when iron is in contact with it and; for this reason Teak is preferred to all other woods for the backing of annor plates on war vessels. The ,trees in the forest are-girdled, that is, they are ringed com,pletely around to the heart wood three years before they aie intended to be cut down. The trees soon die, and. when they become light enoug.tr they are floated down the rivers to'the ports at which they.are sawn up. The logs are handled'by ele-

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AT IAST WE HAVE FOUND ONE!

We have searched continuously for someti'ne for a mill that manufactures and ehipr a product that would be pleasing to the mort exacting buyer and a product that ia exclled by none.

We have just completed arangements with the

To reprcsent them exclusively in California and Arizona in the sale of their product

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phants. Teakwood in this country is used principally for shipwork such as decking, rails, deckhouses, etc., but in Europe it is highly prized for furniture and interior finish.

WALNUT

"Juglans Nigra." This familiar dark brown wood has a hard and smoo,th texture and beautiful grain. It has for centuries been highly prized for cabinet work, furniture carving and interior finish as well as gun stocks. The Mississippi Valley supplies practically all the Walnut used on the Pacific Coast. Ciroassian Walnut from the sho'res of the Black Sea was at one tim,e very popular. The latter wood has a greater variety of color and filgure than the American Walnut, showing at times marvelous and weird designs. French and Italian Walnut were the woods from which much of the European antique furniture was made. During the world war great quantities of black Walnut were used for aeroplane propellers, and gun stocks.

LIGNUM VITAE

"Guayacan Officinale." This Central American and West Indian wood is one of the hardest and heaviest known. The heart wood is greenish 'brown in color with a ring of yellow sap. The grain is so extremely close that the wood has the appearance of a solid mass like metal. Lignum Vitae is used largely forthe 'stern bearings in steamship,s. The silky nature of the wood combined with its naturaf oil which forms a lubricant in conjunction with the water makes it ideal for this purpose. Bowling alley balls, saw guides and rnany other uses consume large quantities of Lignum Vitae. It is sold by the pound.

MAHOGANY

"Swietenia Mahogonii." This name is applied properly and improperly to a great m,any kinds of wood. In judging as to the legitim.ate use of the name,it must be remembered that originally Mahogany was obtained solely from the West Indies, and subsequently from the ,mtainland of America, and that it gained its unique reputation not only because of its decorative qualities such as color, figure, Iustre and capability of taking a high polish,,but als,o because of its mechanical characteristics, which include relative hardness and remarkably slight shrinkage, so that the wood stand.s well.

From this it is pl'ain that to give the name of Mahogany to other woods which merely resemble it in c,olor and general appearance, is unjustifiable. Yet the name has been ap- plied in the trade to many woods which have little agrei- ,ment with Mahogany except in color. These include Philippine Mahogany, Hawaiian Mah,ogany, Australian Mahogany, etc. The true Mahogany is of the genus "Sweten,ia" a native of the Americas. The African M,ahoganies while belonging to a different genera "Entandrophragma" resemble the "Swetenia" sufficiently in foliage, flowers, seeds and wood. to be classed as Mahogany. Mahogany is prob,ably the best known cabinet wood. The name of its color. -a shade of red, has been incorporated into our language as a definite descriptive word. The beautiful grain, fine fi,gure, rich color .combined with its staying qualities and &pa- bility of taking a high polish, ,m,ake it the wood par, exCellence for furniture, pianos, house finish and a thousand other uses. The lumber used on this coast is im,p,6ftsd from the west coast of Central America and also is bro,ught in from the eastern cities of the United States where it is manufactured into lumber

"Dipterocarp T)'pe." Much of this wood o,r type of wood is used in the United States. It is softer and more ,open in

I{either the Architect

-who specifies Redwood the Contractor

rho builds with Redwood nor the l)ealer

-who supplies Redwood finds it necessary to cross the street when meeting the man whose home is built of California Redwood.

Homes Built of Redwood Last for Generations

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quality it is more a question of inclividual trees, of differgra_in than g".toitt;Mrhoguny, b,rt tf* i*t tf...t it *rn* ence in -quality due to the kind of soil, exposure to monin fine l";;.'.1.;;l;aras, &cJpt for pin worm holes, makes soons' elevation above sea level and similar causes than a it a most?e.i."Ut. lu,m,ber and its very reason"bl"-'p;l;; i; question of variety, and so it is that all these are for maralso a consi,derable item in its favor. A number of varieties ke.t. purposes grouped under the one or two names. These ol philipfing-;;ir_rt. marketed as philifpin. M"t"g";). ',vhite or light colored woods are in texture very close to These aie all of the Dipte-."rf typ"-, *hi.t includes a large th.e reds. and.for -export a certain per cent of the white is per cent of all philippine timber. There are a considerable tf:tllt^l:t the shipm'ent, all under the name of Philippine number of families and varieties, which have been recog- rvr4rrv54rrJ' nized and described b^y tfre botanists, and-many more thit The red woods "f thir gt""p "r., are not accurately defined. The species of the same fam'ily Shorea Polysperma ..Tanguile seem to run together in a way which might be expected Shorea Sp.-.......r .....Red Liuan fromcrossfertilization,if suchactionshouLdoccur, liratle Shorea Squamata ..:.Irnry"fi. definitionbetweenthe-allie-dspeciesisnotclear..Forin-ShoreaSp'.. stance, Tanguile and Red Lauan grade into each other in The Red Lauan and Tia,ong are not yet named. b! the such a manner that while the grea.ler part of the lumber Botanists, and so lack species"names. fh. Ti"ong is not from these two varieties can be distinguished by an expert, plentiful and cuts little figure in the market. The wood is there are a considerable number of simples whjch lie be- ied, the grain fine, but the color is flat and unattractive. tween the two and which might-b-elong to either. The sa,me The Mayipis is of good quality, shades from white to red, is true as regards the white and light coloredJLauan. It is and is ciasiified witl whiie or'red Lauan according to colcustomary on the Manila market to sell all the whites as or. The true Tanguile is of good color, strong and?urable, white Lauan or Almon, and all the reds as Tanguile, or for lighter in weight ihan Red L"auan ,and can be"distinguished export it is called Mahogany.The_ principal varieties which from the lattei by the ordinary observer only in casei where are sold under the name of white Lauan are: the finer pores ind slight difference in grain and texture

Pentaome Contorta .. White Lauan are well mirked. Diffeience in weight is sTight, and in some Shorea S_quamata ......-._...Mayapis samplestheTanguilewillbeheavie"r.

Shorea Polita ..Malaanonang eit tne above-varieties, white ,and red, show the ribbon Shorea Eximia .. .Almon grain in the quartersawn lumber. The defects which are Shorea Pl-rilip_pinensis ... .....Mangasinoro' irost commonare fine pinholes which are common in wood

Parashorea MalaanonanC .'.. .....-..Bagtican from certain districts, ind inferiority in qualitl' due to un-

These have many different na'mes in differe'nf localities favorable location, besides these of iour.e ate ihe ordinary and the names are not infrequently interchanged. They are defects f,ound in all timrber. all of about equal strength, vary little in the gnain and texture of the wood, and there is practically nothing to choose MAPLE among them. While there is considerable variation in the "Acer Saccharum." This light colored wood is dnawn

THE DEHGHT OF EUERY FtR USER-

Th" tgft^ quality stock which the carpenters prefer and which developc a minimum depreciation in your yard.

We carry a complete rtock of UPPER$DIMENSION and LATH for PROMPT SHIPMENT.

we rpecialize in GREEN CLEARL-TMBERLqnd MINING TIMBERS.

from a wi'de expanse of the surface of the globe. It grows in America, Europe and Asia. The texture is oJ a tough substantial nature, without any long or fi'brous grain, and therefore it withstands great wear. Maple wood is frequently wavy in grain and also sometimes contains the twisted curly grain known as birdseye. The uses of Maple are numerous and varied. Agricultural implements, wagons, heavy presses and furniture take large quantities of this wood, but probably the greatest use is in the manufacture oi Flooring. The supplies for the Pacific Coast are drawn alm,ost entirely from, the states of Michigan and Wisconsin. Oregon Maple is a softer varietl' which is used, extensively in furniture manufacture.

SPANISH CEDAR

, "'Cedrela Odorata." This is a light red wood from Central America and Mexico, somewhat similar in appearance to Mahogany. It is lighter in weight and solter than Mahogany and has a very distinctive, pleasing and lasting odor. It is used now principally for cigar boxes as its odor harmonizes with that of to'bacco. It is also used considerably for patterns as it works very easily, shrinks only moderately and stands exceedingly well when seasoned. It was formerly very popular for furniture, interior finish and other cabinet purposes, but is not 'now so used to any consider- able extent as it contains an oil which exudes after a time and spoils the finish.

CHERRY

"Prunus Serotina." This is a red wood growing in the eastern part of the United States. It has a close firm texture and takes a very smooth surface. It is one of the most dependable of hardwoods keeping it's place and retaining

its finish remarkably. It was formerly used very considerably for furniture, window casings and sash in railroad cars, and other cabinet uses. It is not now in such great favor as it was in former years, but its many high qualities make it one of the most desirable of our native woo{p.

CHESTNUT

"Castanea Dentata." A wo'od growing in the eastern part of the United States very similar in appearance to Oak, in fact it is only the absence of the medullary rays which distinguishes Chestnut from Oak, as the appearance of the two woodrs as regard color, texture and grain is almost alike. Unfortunately Chestnut in the United States has been attacked by a boring worm, so that of late years'large areas of timber have been destroyed or rendered only suitable for certain uses in which the wor.m holes are not a great detriment. One of the uses is for veneer for the inside layers of built up plywoods.

EBONY

"Diospyros Ebenum." This black wood comes principally from Africa. It has a close grain, is quite heavy and takes a smooth hard finish. It is imported in short logs or billets irregularly shaped, from 5 inches to 10 inches wide and 2 inihes to 7 inches thick, 2 to 6 ft. long. These, billets are split out of the main trunk of the tree with the sap wood cut away. There are many varieties of Ebony all of which are not entirely black. It is sold by the pound.

ELM

"IJlmus Arnericana." 'lhis wood is whitish brown in col-

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(Continued from page 47) or, with a fine smoot rrtr'hat similar to Ash. If .is produced 'principally in the northern states of the middle west. On account of the fact that the figure-and grain will match well with Douglas Fir it is extensively used in ,the form of veneered paiels for wainsc-oting. It is also employed for the manufacture of barrel hoops, etc.

SOUTHERN RED GUM

"Liquidamber Styraciflua." This is a reddish brown wood growing in the lowlands of the Mississippi Valley. The trees have a red heart with a great deal oiiigtrt coiored sap wood. T.he heart w,ood is rnirketed as Red- Gum and thL sap wood as Sau Gum. The trees are large and the loes a_re frequently quartered. The qu'arter saried wood oftEn shows a remarkably beautiful figure. It works very easily and is very populai for interior"finish of hous.s. ;;""lii";. furniture and a countless variety of other uses. Tire Soutfrern Red Gum must not be confounded with Australian Eu.calyptus,_.the common gum tree which grows so plenti- {ully in _9alifornia. The two trees are entirely dilierent, botanically and in

SPOTTED GUM

"Eu'calyptus Maculata." This is one of the num,erous family of Eucalypti. It is imported from,Australia in fine clear long planks. It is lighter in color than Iron Bark, another Australian wood of the same family, and not quite as strong and tough. It is however a durable and service- ' able wood, veryl useful in *agon work. It is known also as Australian Hickery and when fashioned into waEon poles and reaches- gives excellent results. Shipbuilding-also'consumes considerable quantities. Its interlocking frain gives it great strength and altcgether it is a most deiirabld addition to our stock of hardwoods.

Catholic school erected, in l87O nozl being dismantled for its sound Rcdwood Itmbet

ETIFTY-THREE yearE ago Father Henneberry l' built this Catholic school for boye at Alton, California. It is now being torr. down for the Rcdwood lumber it containe.

"Hicoria ovata." tttTi:f,""5:ted wood is probably the toughest of our American hindwoods. It grows widely'over the Eastern portion of the United Statej, and has Jlw"y, been.most highly es'eemed for wagon work. It is strong, tough.and sp5ingy. Spokes for autdmobile wheels use largl quantities. For axe and shovel handles and other to-ol handles it ,cannot be surpassed.

HOLLY

"flex Opaca." This wood is valuable on account of its white color. It is exceedingly close grained and capable of a- very smooth and hard surface. It lrows in the Eastern half of the country and is chiefly used for inlay work.

IRONBARK

"Eucalyptus Sideraphloia." One of the Australian Gums.

E. J. DODGE CO.

REDWOOD

Lumberr rplit grapertaker, poltr

Cargo and Reil Shiprnente

16 California St. -s- San Francirco

Ask Us

About Orrr

Redwood Siding

art %rt.

quditiG. of REDWOOD conbined with lm oort.

"pp=3l"1".:__

It is the hardest, tou'ghest and heaviest of this farnily; Its color is a reddish biown and its long intedocking grain makes it very desirable where grdat strength and wearin-g surface'are required. Shipwork, su'ch as fenders, rails, rud-der stocks, and stern posti use large quantities of this wood.

JENISERO

"Enterolobium Cycloiarpum." A brown, coprse grained cabinet wood from ihe West Coast of Central Am.erica. It is str,ong and tough and takes a beautiful and lasting polish. Jenisero is generally figured very be,autifully and-is-.used to I great extent in the interior finish of office buildings on tha P'acific Coast. It is very little used in the Eastern States, 'but as it is a very plentiful wood there is no doubt that it witl in time become popular there. The Fairmount and Whitcomb Hotels and the Monadnock Building in San Francisco. are finished in lenisero.

KOA

"Acacia Koa." This wood is sometimes called Hawaiian M,ahogany. It is reddish brown in color and takes a beautiful satlny finish. It is frequently very highly figured and is greatly prized for the manufacture of stringed instrument_s. Tfre smatt Hawaiian guitar, the "Ukelele," is generally rnade of Koa and it'also has been used to some extent in American made, full size, guitars. In the H'awaiian Islands where it grows quite plentifully it is used largely for furniture. A number of San Francisco store windows are finishe'd in Koa as well as a few office buildings.

LAUREL

"Umbellularia Californica." This wood grows all over the Pacific Coast. Along the river bottoms of Northern California it attains large sizes and has 'been used for flfty years o,r m,ore in the shape of boards and timber. It is light

gray in color, close grained aild tough. It is considered one of the best woods for drydock blocks. Furniture and wood novelties have consumed large qualities, although its susceptibility to the attacks of worms makes it somewhat riskylo use for this purpose. In Oregon this wood is called Myitle. Its growth-there is not quite so ttr,riftyt as in-California, but on the other hand the Oregon Myrtle shows more fi.gure.

O. H. MILLER VISITS BAY DISTRICT

O. T{. Miller, well known valley lumberman and manager of the Knox Lumber Company, of Sacramento, was a recent San Francisco visitor on business' While in San Francisco, he spent a few days calling on the lumber trade and looking over the market conditions in the Bay District-

sas

We sell anything in softwooda that the California dealer desires.

White Pine, Douglas Fir, Redwood, Cedar and Redwood Shingles, Split Redwood Posts, Ties and Stalces.

Our connations are the best, atd ue gioe the best Possible lefllce.

Many people think Lumber is Lumber-in other words that the reputation of a mill and a wholeialer do not count for much, providing the price is "right". This is not true in an5r other line of business; it is fast becoming but of date in the Lumber business.

Many years experience have taught us that in a very trarge percentage of sales, PRICE is and should be a secondary consideration. We do not mean by this that lumber of equal quality from concerns of equal standing, should be bought from one firm at a higher price than from another-but we do think a Wholesaler's demonstrating willingness and ability to render satisfactory s€rvice should carry considerable weight in the placing of orders.

We want this confidence-and we are trying to get it on merit. If you don't think we deserve it, tell us so. If you don't know-

How Dealers Handle Oak Flooring

Morrison, Merrill & Company, lumber dealers in Salt Lake City, give the following opinions regarding the handling of oak flooring:

"We find among ourselves here that the utmost care and attention should be given in unloading, storing and delivering oak flooring. First, as to unloading fr'om cars to storage bins, flooring should be handled in the most oareful way to avoid breaking of tongues, grooves and end 'm'atchings; see that it is all propeily tied and piled away in long piles so that the proper lengths can be obtained when the loaders load out orders, that they load the percentage of shorts without having to tear the pile to pieces. Store away in bins where it is absolutely dry, free from dust and any dampness.

"Best results are obtained when flooring is kept in dark bins.

"In delivering hardwood flooring, the same attention should be given as when unloading from the cart. See that it is properly handled with care; and don't load cement, lime, plaiter or wet lum,ber on top of the flooring w'hen delivering to a job. In wet or dam,p weather be sure to co'\rer up well with-a good tarpaulin before delivering !o j9bl.

'"The handling and caie of oak flooring to obtain the best results when dClivered to the job is important," says the Bayer an'd McConihe Company ,of Troy, New York, "but the conditions under which the flooring is to be laid when ,delivered to the job are equally i'm,portant.

"Kiln dried oati flooring should be kept as dry as possi'ble when received, and if piled in a dry shed or warehouse should not be piled neal the ground. Whether it is necessary to have the flooring in a heated warehouse or not, is " mnltet of opinion. Oak-flooring laid in a new house that

()UR PAN[," ST()CKS

GUM

QUARTERED OAK PLAIN OAK BIRCH

OREGON PINE

is not thoroughly dried out will swell more or less,and the same condition *ill occur to a lesser extent if floors are laid in the summer time when there is much hum,idity in the air and no heat in the house. Thoroughly dried oak flooring, direct from the kil,n or heated warehouse would, when placed in a house under unfavorable conditions as above, probably fare worse than if taken from a dry shed. Oak itooring should not be piled in a shed close to the ground, but in the upper tiers where there is less ,moisture an'd better circulation of air. fn our climate, with artiflcially heated houses in winter, and more or less humidity in the sum,mer' without heat in the house, contraction and swelling is bound to take place, and just what is the best way to avoid these conditions is a matter of opinion."

The following information on this important surbject was furnished by George H. Storm and Company, of New York:

'oWe remove the flooring from the cars on clear daysnever in the rain-and take it directly to our steam heated fireproof warehouse where it is piled solid and kept under a normal temperatute, that is, the average temperature obtained in most buildings-about 65 degrees. We find that flooring kept under such conditions is in excellent shape for laying; it is neither so dry that it takes up the moisture and buckles, or so full of dampness that it shrinks.

"You may be interested to know that only,the other day we completed a test at the request of a large New York architect, of some 13-16 by 2r/a inch oak flooring which had been in our warehouse for about two'years.

"We nailed on a thoroughly kiln dried oak lu'm,ber backing, a section of this flooring 2 inches sqqare, driven up tightly, and put two nails in each strip. This secti'on was thln put in a kiln under a steady temperature of 11O degrees and left there for twe weeks. It has just 'been removed and, to .our delight, it is in exactly the same condition as before the test. There are no cracks showing."

Senate Reforestation Committee's Report

Recommends Vigorous Federal Cooperation With States; fncrease of Federal Aid Appropriations to $3,000,000, and Taxation Revision

Washington, lan. l0-Extensil,e additions to national and- other public forests, a large increase in Federal financial and administrative coope-tion with the States in the protection of all forests from fire, and a revision of State taxation laws relating to the forests, are eafnestly,advocat- ed in the report of the Senate Select Committle on Reforestation r,vhich was submitted to the Senate this afternoon by Senator McNary, chairman of the Committee. The Committee has been at work for the past nine months.

The report is signed by all the membeis of the commit- tee;-1"trr.Iy,. Sen_ators McNary, of Oregoh; .Moses, of New Hampshire; Couzens, of Michigan; Fletcher, of Fiori- da; and Harrison of Mississippi. Senators Moses and Couzens unite in advocating in addition that the Federal Government should make certain modifications in its methods of taxing income derived from forest land and from.forest-using industries, for the purpose of encourag- rtrS ttrt protection and growing of timbei on private landi. They favor the authorization of the deductioh-from taxable income of all expenditures incurred for the protection of existing timber or for reforestation. The present Federal income tax larvs limit such deductions to butlays for the conservation of timber, such as the protectiorr of forest lands against fire, but do not authoriie deduction of expenditures for forest hurseries and replanting.

The major part of the report is given up to a review of the present forest and timber supply situation in the United States.

Northeastern Region

The committee finds that the northeastern states, which originally contained over 108,000,000 acres of forest land and rvere the pri'ncipal sources of supply for the whole country up to 1870, now produces only 30 per cent of its own consumption of lumber and that its annual transportation bill on forest products is approximately $65,000,000. The original growth of pine timber has almost completely disappeared, only a small faction of the original growth of hemlock remains and the spruce'forests in the more accessible regions have been largely depleted. The manufacture of paper which is one of the principal forest industries of the northeastern states utilizes 60 per cent of all the pulprvood consumed in the country, and has to draw oh Canada for one-third of its pulpwood besides making extensive imports of pulp from Europe.

The Southern Pine Region

The Southern Pine Region is now'and has been since 1900 the dominant soft wood lumber region of the country. Production reached its maximum with 17,000,000,000 feet in 1909, and the L922 cut lvas approximately. 30 per ceht less. Southern pine generally clominates the eastern markets, and the region produces nearly 10,000,000,000 feet of pine lumber more than it consumes. It is probable that in 15 or 20 years Southern pine will cease to be a factor of substantial importance in the national lumber trade. The South originally contained 650,000,000,000 board feet of pine timber, covering 130,000,000 acres. There are still 114,000,000 acres of pine land, containing 139,000,000,000 board feet of virgin timber and 119,000,000,000 feet of second growth. Because of forest fires the Southern pine belt cont4ins 30,000,000 acres of denuded land.

Pacific Coast States

These contain the last great commercial body of soft

wood timber remaining in America, including over 60 percent of the virgin timber yet uncut. This region probably still contains 1,100,000,000,000 board feet, <iver 90 per cent of which is virgin. The forests are just entering upon large scale utilization, with a present lumber cut in excess of 10,000,000,000 board feet or approximately 3l per cent of the ehtire output of the country. The original forest area was originally 77,W,W acres of which 59,000,000 acres remain as forest or potential forest land. Further extensions of agriculture will not importantly reduce this area. The,burned, logged off and young growth land not converted into farms aggregates about 1,0@,000 acres. The Federal Government owhs about 54 per cent of the forest area. The protection of the forests against fire is well developed. While, outside the redwood area of California. reforestation has received little attention, physical conditions are unusually favorable for timber production as a commercial enterprise.

National Summary

Out of 822,000,000 acres of forest land in the whole of the United States there remain 131,000,000 acres of virgin forests. About 250,000,000 acres which have beeh cut over contain culled or second growth stumpage, some of considerable commercial value but much of little or no present merchantable value; 81,000,000 acres of brtfnt and logged off land are practically barren. All told, the country contains 469,000,000 acres-nearly one fourth its land surface-w,hich may be classed as forest or potential forest land. The original forest stand of the United States was 5,200,000,000,000 board feet of merchantable timber. It has been reduced to about 1,600,000,000,000 feet of virgin forest and 600,000,000,000 of second growth timber.

A serious aspect of the situation is that, while three fourths of the forest of the forest land lies east of the Great Plains, it now contains only 40 per cent of all the timber of merchantable size. Two thirds of the lumber used annually by the American people is consumed in the central and eastern s.tates. The national lumber freight bill in 1920 was over $250,000,000. The average carload haul was over 485 miles. Largely because of increasing transportation costs, resulting from the increasing distance between sawmills and lumber consumers, the average price of construction lumber has more than doubled in the last 12 years. Sometimes the freight bill is more than the delivered price of lumber 30 years ago.

Forest fires have vastly reduced the supply of timber and have prevented adequate regrowth. Notwithstanding all repressive efforts 52,W forest fires occurred in 1922 burning over 8,000,000 acres and causing a damage of nearly $17,000,000. The imminent forest fire risk definitely deteri land owners from undertaking commercial refoiestation. It is possible however to give forest lands a degree of protection that would justify the risk of reforestation. Over 150,000,000 acres of privately owned forest land receive no protection whatever. Thirteen forest states do nothing in this direction. Forest insects and tree diseases are important factors in forest destruction.

The taxation of forest lands has an important bearing on reforestation and its revision requires cariful attention fiom the States, as a condition necessdiy to large scale privat€ enterprise in reforestation.

"Service Be$ins at Ffome" Says Salesman

Walter Baker, o,f Sacramento, who jogs up and down the San Joaquin and Sacramento valleys for the Hendrickson Lumber Coinpany, of San Francisco, dropped us a letter the other day that had lots of good meat in it, the intent andr purpose of the letter being to prove that in the lumber business, as elsewhere, service should begin a home. He wrote as follows:

"The writer has read with interest the many articles printed in the several Lumber Journals telling, and f am sure convincing, the Retail Lumber Dealer that if he is to be abreast of the times and successful as a Lumberman, he must give SERVICE.

"SERVICE has been explained so many times that the dealer knows WHAT it is but, for some unknown reason, no one has answered the question which arises in the mind of the reader of these artic,les, HOW, WHEN and WHERE do I start to work along these lines.

"The thought that I am going to try to convey was prompted by what I overheard in a Lumber Offici in a thriving little city in the San Joaquin Valley and I believe that if this article is run through your Mill an.d remanu_ factured it might be brought up to grade,and, passed along for the dealers' consideration.

"The writer's attention was first attracted to what I think is the answer to the above question by the appear_ ance of the Yard Foreman who told the Manager that it was time to close the Yard' but wanted to know if there was anything else he could do before leaving and the Manager afterward told me that this had been the nightly habit of this man for years.

"On first entering the Office, I asked a,bout one of the office force whose d,esk I noted was not occupied and was informed that he was sick at his home but immediately after the Yard Foreman had left, the Manager was called to the phone and I overheard a conversation in which our sick man was told to stop worrying about the Office and stay home until he had entirely recovered.

"The Manager stated further that each one of the office force had taken on a part of his work so that everything was up to date and that the Yard orders wers ail fuging filled on time as the Yar,d Force had worked until ten thirty on the previous night to get out a large country order and he was very much pleased by the fact that they would not accept one cent of pay for overtime.

"From the above you can readily see that this man has worked under the policy that "service Begins at Home,, and, after actually witnessing the display of loyalty and being told by the Manager that the time of employment of his newest employee was measured in yeairs, I am thor_ oughly convinced that this man has found the answer to our question, "How, When and Where to start Service.,,

"Judging from the activity f see every time I call at this Yard, I can see that this organization is enjoying the good will of their community and that, after al,l, is the goal every yard is seeking.

COMPLETE II\FORMATIOI{

, Indexed, Crooe-Indexed, and Kept .A,bsolutely Up-to-Date

Goncerning the Sawmills of Washington and Oregon

IT TELI-S YOU-Timber cut, location and transportation facilities, facilities for manufacture, kinds of stock produced, where to get any item derired, namet of sales manager, whether mill is operating.

COVERING

Fir, Spruce, Hemlock, Cedar, White Fir, Pine, Lath, Shingles

Northwestcrn Bank Building LUTIBER

GROW'S PAGIFIG GOAST

ITIDEX

Portland, Oregon

COOS BAY LUIT{BER CO.

Manufacturers of Douglas Fir and Port Orford Cedar.

Sawmills, Marshfield, Oregon.

Distributing Plant, - BaY Point.

AnnuEl hoduc{ion 2(X),(XX),0(X) Feet

GENERAL OFFICES :'rH ?*:X.""'e

Los Angeles Offrce, 806, Centnl Blds.

WALLBOARD DEGORATIO]I

TO LUMBER YARDS HANDLING WALLBOARD:

Tbc Bininrtool Co. hrvc pcrfcotod in thcir'SA!{A'A' COTE BLENDE" T finirh for lro coatr for wdlborr.d ttrt ir unrurpercd for bauty ad cconony, giving a, bitL grade wallpapcr colol=d blcndc cfrcct.

Sanplc pettcrnr or wdlbocrd will bc gladly frrrnirhcd on application.

That your wellboerd ul,cr wilt bc incrcercd by rhowil3 thcre ramplcr her bccn pro?Gq by otbcr dcdan.

The BRlNll{ST00L Co.

9O8 S. Main gt.

LOS A}IGEIES

Tcle*oae tf-D4f

Clean Up and Paint LIp

Dealers Can Profit from the Sale of Specialties

HE average citizen fails to realize the many things he has neglected to buy to promote the comfort, health and convenience of his family and himself until his attention and interest are aroused in some unusual manner. The Clean Up and Paint Up Campaign, in every community, reveals those needs and converts them into wants and public demand.

It does that by suggestion, comparison, illustration-in fact in every way known to convince the public that it is sound logic to respond-to give up something precious for something of great benefit to the individual, the family and the community.

Now for a moment let us see just what the campaign can be reasonably expected to create a demand for. You know there are hundreds of things it ought to sell and does sell directly or indirectly. In order to visualize the sales opportunity presented, let us list them according to the objectives of the campaign.

Clean Up Outside and Inside Yard and Grounds

Scrubbing Brushes Garden Implements

Scrubbing Pails Hose

Vacuurn Cleaners Garbage Cans

I)isinfectants Seeds

Hardware Bulbs

Building supplies Fertilizers

Roofing Insecticides

Ladders Larvn Sprinklers

Brooms Rakes

Mops Shovels

Clothes \Mashers

Wooden and Tinware

Plumbing

Lawn Mor,r'ers

Poultry Supplies Fencing

Furniture and Brass Polish Lawn Furniture

Soaps and Cleaners

Clothes Dryers

Window Glass

Wheelbarrows

Ash Cans

Clothes Lines and Poles

Paint Up Outside and fnside (in addition to the standard out and inside articles like paint, varnish, stains, enamels, etc.)

Paint and Varnish

Kalsomine

Wallpaper

Floor Wax

Wallpaper Cleaner

Brush Cleaner

Brushes

Putty

Remover Sandpaper

Sponges

Paperhangers' Tools

Steel Wool

Roofing Cement

Felt

Blow Torches

Paste

There are many more to be sure. Dozens and perhaps several hundreds of them; but the list given should suffice to illustrate the tfemendous sales developing power of the Clean Up and Paint Up Campaign. It should awaken in you renewed interest in the campaign and point the way to make this a splendid profit month.

The Clean Up and Paint Up Campaign can not be expected in itself to increase business. It can only attract attention and sell the idea. From that point on, you as a merchant, should take up the cause and bring to the attention of your patrons the items they need to realize fheir desire to brighten up their homes.

Your newspapers and your windou's should carry your

specialty messages. This publicity is.the link relied upon to create action. A "Special" or two may move items like lawn slvings and settees which you do not care to Carry over until the spring season. Every bit of human interest copy and cornpelling window effects tied up with the Clean Up and Paint Up Campaign are bound to bring large and small sales that will keep your cash register humming.

In the literature published by the Clean Up and Paint Up Campaign Bureau there are many helpful suggestions designed to promote specialty rvindow trims and in addition plenty of evidence that it's good judgrnent to use them generously if you would boost your specialty sales.

Just write the Bureau, 3713 Washington Ave., St. Louis, 1\{o., and you will receive full details promptly.

Help keep the Clean Up and Paint Up Campaign moving this month, for is not every day a Clean Up day?

Paintlessness advertis€s shiftlessne€g and wasle. It costs mono to rebutld than io keep yrn" buildings paint€d up.

Sobettornotlottrhemmt for t;he want of a littlepaint. Getburvnoy. Andoomotous for tho best (which-atso meane tho Dost economical) paiht on the muLeL &tfuates glady limiehed on requ€st

"PAlllT UF Around the Farn OPER pride and real r economy are shown brv the famer whose buildingu ar{r

He Was Suspicious

The man in the restaurant, looked, then smelled suspiciously at the little yellow cube which the waiter had plaoed alongside his plate on a butter dish. Then he picked up his bread, and his knife, and said hopefully:' "I take thee for butter, or worse."

What Friendship [s

A philosopher has said that the man who knows all about you, but loves you in spite of it, is a real friend. But Sambo has a better idea. Mose said to him:

"Ah tell youall, a real friend is a man whut is jes de same to you aftah he dun got prosperity."

"No," said Sambo, "a true friend is de fellah dat is jes de same to you aftah de vise-a-versas has done got you."

AUTOS AND HOME BUYERS

There were four million people in the United States who paid income taxes to the Government last year, and there were TEN million automobiles owned in the United States. We deduce from that the fact that there were probably several million auto ourners who did not make enough money to pay an income tax. Figure out how that affects the housing shortage.

THE DIFFERENCE

If you talk about yourself you're a bore. But if you buy space for the purpose you can bragg about yourself and your business to your heart's content, and they won't even call you an egotist; they just say you're "some advertiser."

THE WHOLESALER'S FUNERAL

(From Carl Crow's Pacific Coast Index)

With tear dimmed eyes we bore him to his grave.

He passed not as one who in rippened years approaches the grave with tranquil consolation, but as a soldier on the

. LOVERS OF GOOD

I have little sympathy for the reformers who are concentrating their efforts uion restraining people from doing evil. My heart.goes out to.,those workers who are trying to make this world a happy, joyous, clean plactl All we need to do to overcome the so-called evil is to increase the amount of good.. It is love that conquers hate-not hatred of hate. We gain not$ng at all hatirig evil. The hater is a poisoner of himself. The lover of good is the magician who is working in harmony with divine law.

WHY HE QUIT

"That's Bill Fly, the aviator. Ife's the guy that used to write letters in the sky with smoke."

"Doesn't he do it any more?"

"No, he got writer's cramp."

YES YES

A promoter is a man who is trying to sell nothing for something to people who want to get somgthing for nothing.

HE'S HONEST

A friend may smile and bid you hail

Yet wish you with the Devil.

Bdt when a good dog wags his tail

You know he's on the level.

field of battle with eyes uplifted to his guiding star, fearing nothing but defeat. Damned by those he sought to serve, he faltered not, but quenched llis thirsty soul from the shallow cup of charity that was his.

With supreme courage he carried on, sustained by the conviction that he was right.

But, he is gone. No longer will the cunning of his brain bestow his blessing upon his fellow men. In remote lands the touch of his hand will remain as a silent tribute to his part in the world's progress. While tempests vainly pour their fury upon the bleak stretches of the open country, crooning babies will nestle in their cradles neath shelter to which his energy has contributed, and towering temples will reach their spires to the heavens, unknown monuments to his industrious vision.

Time is feeting and one day we too will be carried to our tomb, and lest the story be lost to future generations, let us chisel deeply into his headstone, this epitaph: HERE LIES A CASE OF MALNUTRITION

FROM TRYING TO MAKE A LMNG ON A sVor COMMISSION.

HE WORKED LIKE HELL AND WAS A MIGHTY FINE KID

BUT HE STAiIVED TO DEATH BECAUSE IT CAN'T BE DID.

After you build beyond a certain point, you are building AWAY from the home idea. Simplicity, warmth, sympathy, love-make the HOME. Pile on too much luxury and formality, and you kill the very essence of HOME.

O. F. Folsom Enters Wholesale Game

O. F. ("Doc") Folsom, well known San Francisco lumberman, announces that he has entered the wholesale lumber business and has organized the O. F. Folsom Lumber Company rvith offices at 24 Calif.ornia Street, San Francisco.

"Doc" has spent practically all his life in the lumber business and received his first experience rvhen still a mere youth with the old Laton Lumber Co. at Markham,.where he took his turn at bucking logs and acting as the handy man around camp. Later he had an interest in a retail lumber yard and redwood mill in Sonoma County. For the past-five years, he has followed the rvholesale end of the business ahd has been associated with several San Francisco concerns;'

He has already arranged for some Northwest mill connections and at the present time is in the Northwest where he is completing arrangements with several mills to handle their output in-California. "Doc" is extremely.well li-Fed by the lumber fraternity, he takes an active part in the Bay Dist.ict Hoo-Hoo activities, and hi's many friends are wishing him all kinds of success in hi{ new undertaking.

Meyer & Hodge, New Wholesale Firm in Los Angeles

Mr. L. M. Mcyer, formerly'known in the southetn part of the state as the Meyer Lumber Company, and Mr. J. L' (Jack) Hodge, u'ho has been associated with the Lumber Products Sales Company, a retail sash and door compani' in Los Angeles, have formed a partnership in the wholesble business, and will call their company Meyer & Hodge. i

Mr. Meyer is well known among the wholesale and ;re: tail men; he has been in Los Angeles for a number of yea.rso and for some time has had the account of the Clear Fir I-umber Company of Tacoma, the Flutchinson Lumbet Company, of Oroville, and the Sedro-Wooley Lumbel Company, of Sedro-Wooley. :,

The Clear Fir Company specializes in uppers, mostlf rail, and they have an output of about one hundred thottsr' and feet p.t d"y. Me-yer * 49dg. have the Southern Clli: fornia agency for their rail shipments. i j

The Hutchinson Lumber Compafly, a California rnill, cutting immense quantities of *hite and sugar pin5, llro; 'vide tfris company with a nice amount of their stocks, dnd the Sedro-Wooley Lumber Company. manufactures ifir panel and veneer -stocks. . ;

Mr. Hodge, prior to the consolidation of his interestf

A DOZEN. OF CALIFORNIAS PROMINENT RETAILERS

January fourteenth marked the formal opening of the rtrw rvarehouse and offices of Glasby and Company, large Los Angeles.wholesalers of sash and doors, and other special lines of merchandise, all cerried under their own name, "Glasco.'f '

Mr. Clare,E. Glasby, president of the company, and'the geheral manager of their operations states that while they have not yet actually completed the large amount of work that'will be necessary to complete their move from the old location, they are settled in the new quarters, and are'receiving congratulations from hundreds of their customers and friends.

This new plant is a marvel, both in beauty and in its design, intended for the fast moving of stocks, and economical handling.

The site occupies a two-acre tract of land on east 25th, Street, near Alameda. They have their own spur track coming to the rear door of the warehouse, the yards are all concrete paved, and they have storage capacity in the nerv building to store matry'carloads of doors and empty sash and windows.

Glasby and Company do not do any manufacturing at this plant. Their window and sash stock is all received empty, and they have a large crew of glaziers at work all the time getting this stock ready for the trade. They also carrv a tiemendous stock of stock sized doors of all kinds, and also a stock of front doors and panels.

The new office building is a beauty. Extending 75 feet along 25th street, the front is of a red brick veneer with large plate glass windows. The main offices house the officeJ of Mr. Glasby and the other executives, and in the main lobby are the salesmens desks, the information booth, and a large display of kitchen cabinets, ironing boards, etc.

One of the most notable of the many beautiful features of this new plant, is the very unusual and handsome staining u'ork tha[ has been done on the doors. The entire building is trimmed in Douglas Fir, and each room is stained to

resemble a different kind of wood. They have a mahogany office, one in gum,'the estim'ating room is stained to-resemblb black walnut, and in the:main lobby they hdve decordted with an oak finish that blends nicely:with the artistib walls. The floors ate..of inarrow oak, with a wide

oak stairway at the rear, which leads into the .warehouse and shipping rooms.

On the opening day the offices resembled a flower garden more than thef did a sash and door office. The firm was surprised by the gift of dozens of lvreaths, etc., from their many friends in Los Angeles and vicinity.

Mr. Clare E. Glasby is the active head of this firm, Mr.

(Continued on Page 66.)

VI UM

SITING BDRPIEN

Here in Los Angeles you are going to see and learn many tfiings of interest to you and your business.

You are going to have the pleapure of meeting tfie men who'were instrumental in merchandising over two hundred million dollars' worth of building materials last year. The methods employed, the problems that were met make an interesting, educational story-and the Gompleted improvements, tfie results of ttreir efforts, witl fill you with a keen desire to start an active building program in your city.

:ENTERTAINMENT

The program of entertainment prepared for you and financd bv California dealers will refect their progrestiyeness and you are going to carry home with you fond'memories of t{reir hospitality.

LUMBERMENS SERVICE ASSOCIATION

W'e are not going to tell you of tfie part we have played in this great building program-our friends will advise you of that-

While here you are going to be privileged to inrpect, become acquainted with and secure for application, if you so desire, the most complete, practical, creative and productive Plan, Advertising, and Building Service ever developed, and we are soing to be mighty proud in presenting it for your consideration.

. (Continued from Page 62.1

Wm. R. Burba is office manager and auditor, and Mr. E. E. Martin, rvho rvas with the Barr Lumber Company of Santa Ana for some time, is their superintendent'

They have a very efficient office staff, all of their pre_qent employees being experienced sash and door workers. Miss

ACORN BRAND

Ruth Spaulding acts as secretary_to handleJ the saies dePartment, Miss secretary, and Miss Cennell is the department.

Mr. Glasby has tion, for 1924.

They have just recentlY Broadway, Los Angeles, at terial Arcade.

Mr. Burba, IVIiss Duffy Light is Mr. Glasby's head of the estimating

predicted a banner year for his organizainstalled an exhibit at 1040 So. the Los Angeles Building Ma-

MASON E. CLINE RETURNS FROM EASTERN TRIP

Mason E. Cline, of San Francisco, sales engineer of the St. H;i;"-r"o.oiing Co', has returned from a three-weeks fr.i"".t ttip ;n t1te dast and Southwest' Mr' Cline attend;i;h&t"f convention of the American Wood Preservers' A..*dtt;; "na tn" National Association of Railroad Tie Fioau..tt held recently at Kansas City' At the Kansas bi;;;;;"tion, he ,""d "tt interesting l?Per on "Cross Tie d"iaiii"", o".tti. Pacific Coast." Mr. Cline states that the #;;;il *", *"rl attended !y representatives from the various sections of the United States' '-ii;f*;-;"turning to San Francisco, he also visited El p"to.'f.t.ton, LoJ Angeles, and San Diego'

OAK FLOORING

TRADE MARK ON EVERY BUNDLE

"ACORN" BRAND OAK FLOORING ir easy to identify becaiuse it is TRADE MARKED on every bundle. It is tmiform in grading, dimenrionr, and milling. Sold and guaranteed by relirble dealerl ever5rwhere.

It giver SATISiFACTION

SPECIFY,,AC0RN" BRAI{I|-

cosTs N0 MoRE

STRABTE HARDIY()OD COMPANY

DISTRIBUTORS

HARDWOODS

HARDWOOD LUMBER..WOLVERINE'' MAPLE FLOORING

..EUREKA'' HARDWOOD PANFIS

..BIG TIMBER'' OREGON PINE P^A,NEIS

SCHUMACHER PLASTER BOARD

BEAVER BOARD-UPSON BOARD

5lf-545 Fint Strect

OAKI.AND CALTFORI{IA

New White Pine MillBegins Operation

The Cummings Valley Mill & Lumber Company started their mill on December 15th. Mr. Fred P. Jayne, of Santa Ana, is the presideht and general manager of this nen' white pine operation, Mr. -fayne also being interested in various other business enterprises in Orange County.

The new mill is located nine miles from Techacapi, at

the Southern California market, and besides having a ready market for their manufabtured stock, they hTte a large, long term contract with one of the Los Angeles crate companies for logs, for basket veneers. This enables them to ship about three carloads of twenty foot logs into Los Angeles, per week.

The mill was started on December 15, at full capacity, and giving employment to about forty men. ttrey have erected suitable living quarters for their mill superintendent and other employees.

_ T!. output of this mill is sold exclusively in Southern Califo_rnia by the Germain Lumber Company, of which Mr. Leo Germain is the active head.

The Germain Lumber Companv, besides this account has the agency for a number of other mills, both hardwood and rvestern stocks.

They represent in Southern California, The H. P. Dutton Lumber Company, Portland; Central Box & Lumber Company, Alameda; Burton Box Company, Mobile, Alabama; Bellgrade Lumber Company, Memphis; The Cour De Alene Box Company, and others.

I\{r, 9. J. F. Meilstrup, formerly representing the National L.umber Company, in Los Angeles, is now in the sales departiuent of the Germaih Lumber Company.

an elevation of five thousand feet. NIr. Jayne states that his company- has present holdings of over iwenty million feet, most of the trees being a fine quality of white pine, and with the small percentlge of fir-. T[ey also have a considerable_quantity of oak, that they are not attempting to cut, at this time. ilhey hold about twelve hundred acres.

The mill is a double circular rig, capable of cutting about twe!ty thousand feet per day. They have a large-drying yard, in a peculiarly situated location. This mill is'iusT about twenty miles from the edge of the Mojave Desert, and by piling their stock in thi location seiected. thev are able to.ship their boards and other material, thoroughly air dried, in from forty to sixty days.

The g_rowth on their holdings is very thick according to Mr.. I1ynr,. the trees running to about the average o"f growth for this stock.

The entire cut of this new mill is being shipped into

If every dollar wasted in fake promotion schemes could be diverted into Home Building channels, the American Housing Problem would be Solved.

TH E \VORLD.S LARGEST

H@t t'cs, in mmercial dry hilnNo sftrinling, wrPing or cheoling in Lqminer d@rs reill ed Ircm 21 houns in heat of tSto Fahr. with humidity oJ to Per cena.

Vater ,cst-21 lanrs' wking shoued @mbleae cbacrce of wqr bing in Lamincx doors. AII paits of thc dur rcmqin d rizid and stront. TcEts mad.e by thi Forcst Prducts labrotoriZs, Uniur sity ol Vuhington.

Sarcntah tcs,-Iamirux bancls in s z@,a;o fuund' Okcn l6aing,ma- chinc, saofd an owrogc aed ol gtt bourds wilhMt ruPaur ang,.

Every Laminex door is plainly branded on the end. In addition, we amx a gold label replacement guarantee'. "This Laminer door built by our exclusiae process, is guaranteed. In case of failure not due to neglect or misuse, ue ue uill replace it uithout charge."

MANUFACTURER A N N O'u N C E g^-

Laminex a tested door that will not slwink,

swell or warp!

n STANDARD, trade-marked door definiteb guaranteed against failure, is now on the fL market. It's the result of 3 5 years' research and experience by the largest manufacturer of doors in the world. Each.year we build enough doors to supply the homes of a million people.

Laminex is conceded by technical experts, architects and contractors to be the list word in built-up door construction. By man-made process, we ouercome the common faul* in doors. These are due to the tracheids or cells of wood as it grows in the tree. When cut into lumber, these trachei.ds remain constant in length but, expand and contract in width with changes of moisture content. We build up the parts of Laminex doors using a special Laminex water-proof cement and squeezing the whole together by trbnundous hydraulic pressure into one solid piece. Thus the grain of the adjoining sections is so "crossed" that it equalizes the expansion and contraction.

What scientific tests proled

Scientific tests of Laminex doors were rnade in the Forest Products Laboratories, University of Washington, School of Forestry. Doors taken at random as they came from our factory, were soaked in water for 24 hours; subjected to a heat of l8lo Fahr. for ?4 hours. Not a l-arninex door umrped! There was almost a total absence of shrinking or swelling.

Thousands of Laminex doors have been tested in actual use, under all climatic conditions. In a great warehouse fire at Nashville on October 13, 1923, Laminex withstood six hours of water and blistering heat. "Not c single Laminex door showed sigru of giaing way, blistering or buckling wlwre many doors of other types, failed."

Made with vertical stiles and rails

As a further step, we perfected machinery for building Laminex Douglas fir doors with vertical grain stiles and rails as well as all-flat grain. To our knowledge, it is the first oertic'al grain, built-UP door in any soft wood.

Trade.marked, guaranteed, nationally advertised

Every Laminex door is branded on the top or bottom rail. Our gold label replacement guarantec is affixed io the side.

We are launching what will be the most dominant national advertising campaisn in the historv of the doorindustry, -starting with_a double page in the Saturday EaeningPost, Amirican Archit2ct(t Architectural Reaiew, American Builder, Archi[eclural Record, Building Age-and B"ifiiii i^.i;f N"tional Builder, etc.

Ask your.jobberabout Laminex doors. In order,to "tie-up" with our great campaign rrg e,i1 supply you with metal signs, hangers, booklets, local ads, etc.

The Wheeler, Osgood Company

Tacoma, Washingon,"The Lumber Capital of Ancrica-"

San Frqncisco, Spokane lE Doors und, FirSoslr

A Live Junior Hoo-Hoo

One of the livest and most active members of the Bay District Hoo-Hoo is Milton Hendrickson, who holds the distinction of being the Junior Hoo-Hoo of the Bay District Nine. "Milt," as -his friends alt call him, is also a charter member of Hoo-Hoo Club No. 9.

"Milt" is one of the East Bay representatives on the Pay District Nine, and at the last Bay District Concat which was held in Oakland he rvas very active in helping to make the event such a wonderful success, rvhen he was Chairman of the program and entertainment committee and acted as master of ceremonies.

He has been connected with the lumber business for many years in the San Francisco District, and is associated wittr, tire Waterfront Sash & Door Company of Oakland.

LOS ANGELES HOO.HOO HAVE GOOD MEETING

JANUARY 31ST.

The Los Angeles Hoo-Hoo Club met at theirregtrlar Thursday sessioh, on January 3lst, with fifty members and guests in attendance.

You Fellows Are Up Against It!

You know that Datur. playr no favoriter, and you arc up againrt wcathcr every day. \f,/e ere manufac' turing thc HIGHEST GRADE line of Outdoor Clothcr made in thir country. You probably know of them. Wc want you to WEAR them. Tbey rupply MAIKIMUM pro' tcction and confort.

The Snark, after calling for reports from various of the committees, turned the meeting over to the day's ehairman' Mr. Guy Dartnell, Los Angeles manager for the North: western Mutual Fire Association.

Mr. Dartnell introduced Mr. J. L. Martin, president of the Northwestern Mutual Fire Association, and the boys were well pleased with the talk that Mr. Martin gave them, on insurince in general, and on the Mutual plan. He said in his talk, that it was important for the insurance companies of this country to properly educate their clients in the buying and proper handling of insurance, and that fully three fourths of the fires that occured each year, were the result of carelessness. Last year nearly a half billions dollars worth of property was lost by fire.

The meeting adjourned after the reading of a letter from Mr. A. L. Porter, about the February Convention.

Last Call for the BIG CONCAT

One hundred Kittens for one evening. This is the present indication of the number that will be put through the mystic gardens, at the Los Angeles Concatenation, oh Tuesday, February 19th, during the Western Retail Lumbermens' Convention. If you are not a Hoo-Hoo, this would be a good time to join. If you have been a member, take this opportunity to Reinstate. If you are an active member, DO NOT MISS THIS EVENT.

tircmcnt rcduccd in rize.

T*o hundred representative newspapers, with an estimated reader circulation of 59 million, carried the above advertisement February 5. This advertisement is one.of a series in our national campaign of lumber education.

REQUEST'

Order one inch larger than white collar rnearure. Our catalog H or FTLSON BETTER OUTDOOR CLOTHES ry:

N.A,TIONAL LUMBER MANUFACTURERS ASSOCIATION

Some New 'Hoo Hoo Songs

THE BELLS OF HELL

The Bells of Hell go ting-a-ling-ling But not for old Hoo-Hoo, For us the angels sing-a-ling-ling, Tttey_lt do the samg for you. -

Oh, Death, where i9 thy sting-a-ling-ling?

Oh, Grave, why art thou blue ? -

When the Bells_ of {ell go ting-a-ling-ling, But not for Old Hoo-Hoo. >f {. rf

(Tune "Yoo-Hoo")

You'll hear them calling Hoo-Hoo, In this L. A. town todav.

You'll hear them calling Hoo-Hoo, And you'll know it's come to stay, When you hear us shouting-"One-twoThree-four-fi ve-six-seven-ei[ht-nine.,'

Then you will know that Hoo-Hoo, Is feeling fine' ,. *. *

THERE'S A LONG. LONG TRAIL

There's,a long, long trail a-winding, Through old Hoo-Eioo Land. But we're on that trail together, And we're feeling grand,For the lumber biz is booming, And we're glad that this is true, And we hope that we'll be going Down that lum-beTt"it rlt-h fou.

TUNE: THE OLD GRAY MARE

Oh, the Hoo-Hoo Boys they've-Come back again, ;_Coqe back again-Come back again, The Hoo-Hoo boyslhey've-Come bacf again, And they are here to stay.

Say Boys ! Let's all give-three cheers again, -three cheers again-three cheers again, Say, boys ! Let's all give-three cheers igain, We'll give three cheers today.

You're going now, but-Come back again, -Come back again-Come back again, You'r€ going now, but-Come back again, For the Hoo-Hoo parties gay.

B. '\ry'. Byrne Chairman at Los Angelei Hoo-Hoo Lunch

Mr. B. W. (Bobbie) Byrnd, secretary of the 'Western Hardwood Lumber Company, Los Angeles, was the chairgrln at the Los Angeles Hoo-Hoo luncheon, on Thursday, February 7th.

Bobbie handled his meeting like a veteran, without a dull moment, and he was also responsible for the swelling of the Charity Fund, to quite an extent, by his assessing fines on the fellows who could not produce their }Ioo-Holo button, and also on some of the boys who could not call one of the members by name.

He introduced as the speaker, Dr. Geo. H. Rice, of the i'Better America Federation." Dr. Rice, is a speaker of note, and is known as one of the country's leaders in the movement. He made a wonderful address on Patriotism and

the Constitution, and was very well received by the nembers.

The Snark appointed his committees, to act at the big Concatenation on Februaty 19th. There will be a Recep- tion, Entertainment, Initiation and Decoration Committet, all composed of a large number of men, assuring something unique for the entertainment of the visitors.

Mr. A. B. Wastell, Snark of the Bay District, who is visiting in Los Angeles for a couple weeks, was introduced. He thanked the boys for the hospitality, and extended an invitation to all of them to visit Hoo-Hoo Club No. 9, at

San Francisco.

Hoo-Hoo Club No. 9

The Speaker at the Luncheon Meeting of Hoo-Hoo Club No.9 on Thursday, February l4th,l924was Dr. NG POON. CHEW, Editor of Chung Sai Yat Po, a Chinese Newspaper of San Francisco which name in English means American Daily. Dr: Chew is a graduate of Pittsburgh University, which institution gave him the Dpctor's degree. He is a witty and most interesting speaker. His address was about CHINA and those facts and conditions regarding that vast and old country which should be of particular interest to Americans. As lumbermen we are -cognizant of the trade relationship between the two countriei and the need of more stable political conditions in China that will enable us to increase our already large shipments to that country.

The Luncheon was of great interest and a large attendance of members and guests were present.

-It is.an omen of good luck,that all Hoo-Hoo appreciate when it is hoted that Dr. Chew's telephone number is CHINA 99!

]MLN,[.AV[5 FNR. FIMSII

A mill with years of experience devoted exclusively to the making of high grade

Finieh, Casing, Base and Mouldings

Standard and California Patterns and Sizes

California Ofice

Walten IR. IFrfen

5o8 Metro Theatre Bldg. Los Angeles

FmmNfls[il c0..trNc Seattte. W-ashingto,D

'fexas Retailer Talks Shingles

Mt. J. C. Dionne, California Lumber Merchant, Los Angeles, Cal.

Dear Jack:

As the old fellow said who ran through the screen door at the bottom of the stairway when the boys at the top turned loost the nail keg fult of tin cans, broken glass, scrap iron, etc., "I didn't run, it just run itself."

Neither did I intend to write you this letter but it is just writing itself.

Two years ago I passed the quarter-century mark.in my retail lumber &perience in Texas, and each year-.I have noticed the 6/2 bxtra Star A Stars getting more like -the proverbial slice of Fred Harvey's ham. Customers called ior them and I sold them and took the money. They also called for a 3d Fine Nail and I weighed them up and took the money. I knew that the shingles were thin and the small wire nails would soon rust out but why should I worrv. every other dealer was doing the same thing and I had io meei competition. I will have to admit that more th"r, orr"" I felt aiwinge of conscience. I talked to some of mv competitors and endeavored to get them to agree to cut out the 6p shingles but met with very little encouragement'

A little later a good frieird came to my -o{c.e-and asked me to send him a Jarpenter to patch his roof which was only l*o n."tt old. The cirpenter dia nis best but the next' rain in.rd *.t" more leaks. The carpenter made a second ati"Apt to stop the leaks with tin shingles, using about four

hundred. Another rain and more leaks and a third call for the carpenter. Final result: $,1O.00 spent, or thrown,away, trying io patch a roof when there rvas no roof to patch. The carpenter got the owner oh the roof, showed him the conditiron andlhe owner realized that he had no roof and decided to have every shingle taken off and heavy shingles put on. And he didn't use 3d Fine nails; he used 3d Galvanized and he didn't have to go.to the hardware store to get them. Fortunately for me I did not sell him the 6/2 ihingles as he built his house about two years ago and that was just before I opened my yard. He feels very bitter toward the dealer who allowed him to use such an inferior shingle on a good house.

Now to get to the end of the story: that one experience gave me tha jolt of my life as a retail lumber merchant and I called a conference of the men in the yard and office and gave each one an opportunity to express his views on the question of a high class concern, claiming to render to its customers high class service, and then selling a product which, in the knowledge of every man connected therewith, was an inferior product and unworthy from every standpoint. We discussed the question from every angle and ieached the final decision that not another frazzling, cockeyed, son-of-a-gun of. a 6/2' shingle should ever darken our dbor again, and if the good Lord rvill forgive me for the iniusticJl have done my customers in the past by taking the monev for such a lvorthless article of merchandise, I'll pro*i.. never to grieve him'again in that particuldr. - Thank goodness,.we are out of 'them, and w€ ,afe going,

to stay out as long as the present name stays over the entrance to this business.

Draw a picture of a young man and his sensible, hardworking, homeloving young wife and their dream of a home of their own. Ilorv through the years of their young married life they have toiled and saved and done without in order to get the nucleus of a home and what a wonderful event it is when the lot is paid out and the loan papers are drawn and signed which meahs the breaking of dirt and the realization of the dream. Who do they go to for counsel and advice concerning that home? Usually the lumberman in whom they have confidence. In what position is he placed, if after two or three or five years, that little home has to be recovered and possibly just at a time when the owner can least afford to take the money from his business or his family?

What would the commercial world think of a banker who would sell a customer of the bank a note on a man who had been known not to take care of his obligations, but more often did the opposite?

What would the conmunity think of a physician who would prescribe medicine for a patient which he knew would only give temporary relief and in the end prove a failure?

fn answer to the last two questions I would say, one would be called a crook and the other a quack.

What about the dealer who sells his customers a 6/2 shingle ? It is understood that this question is submitted only to those retail dealers who are ,in business for something else beside trying to get rich.

Yours very truly, T. H. Morrow Lumber Co. (Signed) T. H. Morrow, Dallas. Texas Owner.

RAPID' GROWTFI ON. STUMP PATGHES

'Western yellow pine seedlings on cut-ovef lands grow much more rdpidly in sfumR patch€s than thep do in competition with the grass hnd ,wieds,,or ini c<irmpetition with the older stand, according to the observations of the Fort Valley Forest Experip.ent Station. Sttrrnp patches are the areas surrounding groups of stgmps of the older stand which has been cut in lumbering operations. The rapid growth of the trees in these palches is due to fqeedom from competition, lvhich permits the yoting trees to grow very rapidly and vigorously. Five-year-old seedlings on some of the sample plots on the Coconino National Forest are now from one to trvo feet high, while those growing in competitioh with grass and older trees are rarely over four inches.

"BEANS'' REARDON GETS COME BACK AT HAM. MOND LUMBER COMPANY

"Beans" Reardon, the well known and highly efficient Coast League umpire who in the winter has his heado-garters at the Hammond Lumber Company in Los Angeles, has been the butt of a considerable amount of joshing and good natured kidding during the winter, all on account of the fact that this company has a good many of the League players on their force, ahd they hai'e takgn the opportunity to get back at l'Beans."

He wrote a letter recently to the editor of one of the San Francisco papers, and said in part, "I know I will get mine this summer, but right now I am having a great time. Though the mills of God grind slowly, Yet they grind exceedingly small, Though with patience,He stands waiting, With exactness grinds He all," ,i ,::

In and Out of the Yards

Heard Above the Whir of the

Planer and the Roar of the Rip Saw.

UNION LUMBER OFFICIAL PROMOTED

Mr. Wm. Swales, who has been connected with the Union Lumber Company, at Ft. Bragg, for some time, has been placed in charge of the Omaha headquarters of the Union Lumber Company.

Mr. Swales will have charge of all the mid-west territory surrounding Omaha.

J. E. ATKTNSON RECOVERS FROM TONSTLTTTS ATTACK

J. E. Atkinson, assistant to Ed. Garland, San Francisco, manager of the rail department of the Chas. R. McCormick Lumber Co., is back again on the job after a severe attack of tonsilitis that kept him confined at home for over a week. "Jimmy" says that he is convalescing nicely and in a few days hopes to be back to normalcy again.

LOS ANGELES ENTERTAINS PANEL MANUFAC.

TURER

Mr. W. E. Perry, proprietor of the Algoma Panel Company, of Algoma, Wisconsin, has been in Los Angeles for i couple weeks, attending to business matters, and also taking in the sights of Southern California.

Th- Algoma Panel Company manufactures and distributes a lirge quantity of panel$ and veneers, and their Los Anseles representative is the California Panel & Veneer eompany, of which Mr. Howell Baker is the head.

MR. JUNTUS BROWNE VTSTTS LOS ANGELES

Mr. Junius H. Browne, Vice president of the Pacific Lumber Company, spent ten days this month in the southern part of the state, in and around Los Angeles.

Mr. Browne made his headquarters, while there, with Mr. A. L. Hoover, Los Angeles representative for the Pacific Lumber Company.

COPPER COMPANY TO OPEN CALIFORNIA PURCHASING OFFICES

It is reported that the Phelps Dodge Company, of New Mexico and Arizona, will open offices in Los Angeles, where they will have their general purchasing offices located.

BOSTON SASH AND DOOR MAN VISITING IN CALIFORNIA

Mr. E. W. Tibbitts, Vice-president of the Brockway Smith Corporation, is visiting in California, ahd for the past two weeks has been in Los Angeles seeing the sights. - The Brockway Smith Corporation is a large jobber of sash and doors, in Boston.

T\it/O NEW YARDS REPORTED AT LOS ANGELES

The Bliss Lumber Company has opened at 23rd' and' Hooper Ave., and the White Pine Lumber Company has a yard at Jefierson and Grand Avenue.

REDWOOD andFIR

WE CARRY A T.ARGE WHOITSALE STOCK AT OIJR OAIS.AND DTIITRIBUTING YAR-D8 WHICH ET{ABI.E! ['S TO GIVE Y(ru PROTPT II'ADING d YARI' AND SHED TTEUS IN BOTII REI'WOOD A}ID FIR

CltlF0RlllA and 0REG01{ tUillBER

ud shipporr

SUTTER |'?r

Cl|lilPAl{Y

LIKE OUR SERVICE

Our new DRY KILNS are now in operation and we have sufficient SHED CAPACITY to carry complete stocks foi prompt shipments. Try us on SOFT OLD GROWTH YF.I I.OW FIR CLEARS.

We can ship in STRAIGHT or MIXED CARS immediately:_-D_OUGLAS FIR-REDWOOHEDARWHITE and SUGAR PINE-SPRUCE.

I.oS AI{GEIIS 3rd and CHANNEL Su.-SAN FRANCISiCO

Selling Completed Building Service

Mr. President, ladies and gentlemen: This is the greatest honor that has come my way, being asked to attempt to cover the most important subject before the retail building material merchant today-that of "Selling Completed Building Service." This is, in my estimation, gentlemen, the most important factor confronting us today in the retail building material business. Selling Completed Building Service is absolutely necessary to hold the industry to the front today and a better completed building service than we have today is necessary for the industry to advance in the future.

Now, before rve get into the whys and wherefores of this most important subject, let's talk about ourselves a littlekind of take an inventory of ourselves and see what we have to have and before we are in shape to Sell Completed Building Service.

First-We have to be 100 oer cent Americans and believe in our country

We have to believe in our state.

We have to believe in the community in which we live and glad that we are permitted to live there.

We have to believe in our fellow men and our competitors.

We have to know that we are in the best business in the country.

We have to take personal interest in our community and its people.

Make More Money

Every home witlt softwood floors needs ' % in. Bruce Oak Flooring

Many home owners right in your neighborhood, if they knew the advantages and economy of Bruce Oak Flooring, would modernize their homes this spring. No other single factor is more efiective in toning up the old home.

Tell them how quickly and satisfactorily it can be done.

We will help you. Ask for a supply of free attractive envelope enclosures, in colors, with space for your name and address. Size will fit your regular envelope. Mail them to prospects in your city; they will bring results, WritG for thc qum- tlty you cu ure to advantagc today.

We have to have and hold the respect and confidence of that communit-r' and its people.

We have to be and keep posted on the fundamentals underlying our business.

We have to knorv the commodities rve are selling; the commodities we ought to sell and the commodities we are apt to be asked to sell.

We have to know the needs of our community and feel that it is our personal obligation to take care of those needs.

We have to know plans and specificatioRs and know how to drarv and rvhite them if necessary.

We have to know salesmanship.

If rve have these requisites and can keep a smile on our face and carry a few thousand real hand shakes up our right sleeve-we are in a position to sell 'fCompleted Building Service" in the old home town.

If we have all of this in our system and don't sell this service then we are not fit to ruh a building material store and are simply running a wood yard.

Now, right here I am doing a little mind reading. I can see by the expression on some of your faces that some of you are thinking that I am handing out a lot of stuff that might be all right for where I came from but it won't work back home. In other words, I am trying to unload some big town stuff. Right here is rvhere you are wrong. Small toivns will always be small if you as one of its leading

Cement For Durability

SUPERIOR CEMENT STUCCO

WATERPROOF-FADEPROOF

LET IT RAIN. The heavier the dorvu' pour the better we like it. We know absolutely ttat Superior Cement Stucco will heep lbur home dry.

By inspecting tornc of orr hundredr of Superior Protected horner in and' about Loa Angeles you will be convinced thet Superior Cement Stucco ir a Superior product. We will gladly furnirh you a ' ligt of Superior jobs within convenient reach.

Write for booklet telling more about Superior Protected Homes. Your dealer will gladly show you samples of Superior Cement Stucco in a variety of forty colore.

citizens, (if you are not, you ought to be), refuse to pull it out of the rut. "Selling Completed Building Service"has been done in the smafier town, is being done and all of you can do it. In fact, the idea was first put into practice in a small town.

(Continued from Page 75.) through it and peek at the pictures. Next day they'd u'ant to borrolr' it to take home rvith them to study over; and the next thing we knew they'd steal it when we weren't looking, and never bring it back. In the past nine years rlre ha,re bought $4,500 worth of plah books -in our one office, and San Antonio is full of contractors who have walked ofi with rvhole sets of the formerly despised books. And lr'e were glad to hal'e them do it. And they are building hottses alf over our territory from the books that walked ofi from our office, and we are selling the building material; so we are all satisfied.

Norv, rvhat is completed building service? This service is selling a man a HOME-ready toinove into, instead of selling him a flock of 2x4 and some shingles, with which-to bu-ild himself a house if he can. Selling this service is like selling a man a nice slick looking pair of shoes with- strings in them and everything, ready to put on, instead of selling him an old broken down steer and a hunk of iron-saying here is your leather and your nails, make yourself some shoes.

Selling Completed Building Se1vic-e is making- men and their fariilies happy and contended-in making wtrole communities happy and contented and proud of their Homes, and at the same time fattening vour ou'n family bank roll' C"t yoo possibly think of a m-oie pleasant situation-making tle world hippy and getting ietmoney for.it' Yny it'6 the real "Grind and -Glorious Feeling"-this selling comoleted service.

I'fi bet there isn't a man in this room that's been right on the firing line that hasn't had thjs happen to him: Old man Smith "-ttd *ife drive up in front of the office and he jrowls and gets out and ties the hay burner or chokes the f,izzie dewn--snfsrs the office looking like he is going to a fntt.tat and asks you what them boxin' boards are worth' You quote him a price per thousand feet and he throws a nt "",i tells you that you are a robbe.r and he can get thsm shipped in for half thit much' You jarv around arvhile and he hnally leaves and goes to youl cnmpetitor and finds the orice ab-out the samJand usually buys there so you will ihink he is smart.

Don't knock him over the first clatter rvith the price of $65 a thousand, or whatever that.price may b-e^' Find out Arst. what he needs. He came into your office because th;;; is something he is in need o{ in your line' He didn't come in just to fass the time of day' And to the comrrleted buildine materials service man, getting the.prospect l;;.-;.;; storE is 98 per cent of the job of selling him' To the old fashioned dealer, it is only 2 per cent'So *hen this man comes in and asks what stock is worth' find out what he wants it for, how much of it ,he need.s' ""J siu. him a price on the material to perform the service he is looking for'.

Then, if y"ou ltave a proper-inventory of your territory on h"t d, tuch as IUr. Fajr, bf Kansas, has just told you to

Keep your plan books brushed off, and where everyone rvho comes in can see them.

The'n there is the architect. In the old days before plan books came, and before we started selling completed building service in the lumber industry, we bought ou-r b-oards ani built our box car shacks to live in, and never bothered the architects. And the architects never bothered us. It wasn't ethical for them to do so. Architects were like doctors, they wouldn't solicit. So we grabbed our- plan books and 6egan building real homes on our own hook' without any irchitects. -And the architects th-ought we lvere cutting in on their game. But they soolr found that on the cont?ary we were educating the public to- the -usd of better and more attractive small homes' and getting their tastes in homes raised mightilv. And the next thing the architects knew, they found we were really creating a market for THEIR business by selling the public on attractive homes. and today the architects are doing more busines-s than they dicl before in their lives, and they are-.doing it because we got out and waked up the home building market for them.

The other day I was standing on the corn€r talking-to a lumber competiior of mine, when a man walked up and declared to bolh of us that his roof was leaking badly, getting old, and that he was afraid he would have to builcl a neri roof sometime in the next year. A minute later I phoned the offrce and sent a Tal flying out to this man's iroore to take the measure of the roof in squares. Two hours later I called on him with a typelvritten estimate on the material to re-roof his house, showing our charge on thick ivooden shingles (u'hich rve believe and recommend to be the best home roof in the lvorld), and also on everv other type and class of building ma-t-erials- that-.we carry. in stock. -fre sold him, right then. THAT is selling building SF]RVICE. 'We can all do those things, do them every dav in the rveek, and all that is necessary is for us to wake up, and get br.rsy. I thank vott.

Try out-thinkin$ rather than out-talkin$ the other fellow

have, you can reach in and get his card and tell him just .""Jri *rt"i yo"t figures-p"revio-usly made and pre-pared -..e,'o" that iob. Y-ou can say,-"That^bathroom will cost lnoo d95, or that barn will cost you $350, and you can eat it here or take it home with You."

Don't say that selling completed building service don't Dav. You mav say thaiit don't pay in your case, but that ho'es"'t -."tt ih"t there's anything wrong with the idea, or with the torvn; it simply means that there's something wrons with YOU: and if ^you can't sell your town building servi&, why go back and tun your WOOD YARD'

Take thii pTan book business. When we first put in.plan books, the iontractors thought ll'e were fighting thep' They didn't realize at first thit what we were really going to do was to make a lot of business for them. They'd come in and find a plan book on the desk, ahd lift the cover contemptuously, .and walk au'ay. Next day they'd run

llhe IHIome lEeautifun

lFhere o ls IEeauty o IIIID Awnlngs

There is art and beauty in full measure in the wonderful array of awnings which adorn this home, and they are a striking .example of the pleasing effect' which can be obtained in a decorative way on the exterior of one's home. This idea is especially popular in California, where many of the residences are equipped similarly. Hundreds of different ideas are carried out, in the various color schemes and the different designs used.

Progress In Redwood Reforestation

Program

. At Fort Bragg, Mendocino county, on the grounds of the Union Lumber Company, there is a four acre nursery plot that is destined to meen more to future generations of California than almost any other four acres in the State, unless it be a similar plot at Scotia, Humboldt county, ,owned by the Pacific Lumber Company. For at these two ;places the California Redwood Association is experimenting with more than a million and a half redwood seedlings rvith which they have inaugurated a tremendous reforestation program.

Nature herself has made valiant efforts in this same di. .rection, and many of the redwood tracts in Mendobino and Humboldt counties which were first cut are almost completely covered lvith a lusty second growth of trees. One 'grove owned by the Albion Lumber Company and cut within the memory of some of the men still working in the company's sawmill, is so completely reforested that the novice could easily be tricked into believing it vjrgin timber of smaller growth. But nature must have,;the most favorable conditions for staging a forest cotieback, and the assistance of man insures.speedy growth and stlperior timber qualifications.

From observation, and experiments with second growth redwoods, it takes sixty-five years for a maturity sufficient for profitable lumbering. With this thought in mind, the movement to assist nqture in clothing the hills again takes on a poetic significance. Scarcely any of the people concerned with the planting, rvhich has been uhder way since December 4th, will live to see its fruits, much less share in them. They are like sorvers of seed, knowing that they will never share in the harvest, yet content to live in the vision of plenty they ryill leave for others. And this vision extends from the man rvho gathers the redwood cones in the forest up to the very highest officials who are planning and directing the rvork.

This year rvill see nearly 1,000 acres replanted;next year '3,m0, attd so on until 1936 rvhen the scheme will have been perfected, whereby the replanting will not ohly keep pace 'with the amount of timber annually cut down, but will provide an excess to ultimately cover the acreage cut over in former years. In short, the California Redwood Associa-

REDlvOO D

tion plans to rnake perpetual the forests and the lumber industry in its territory. This is a case of idealism and utility going hand in hand, the providing and unlocking of treasures. the repayment to future generations a fair measure of what has been taken from them. The activities toward this end go far beyond mere replanting: fire protection, scientific lumbering, the fighting of tree pests-these are only a few of the problems to be met. Eternal vigilance is the price of reforestation.

Aside from this essehtially practical purpose, the California Redwood Association is meeting the sentimental demands of ihe community by advocatin! the preservation of strips of virgin timber along the state highway for the delight and worider of those who ride fhrough this region. Some of the largest and most beautiful examples of redwoods to be found in California are thus preserved for the future. That these u'ill be added to from time to time, goes without saying, and even indivicluals who shudder at the idea of putting the ax to any forest giants may console themselves with the fact that all the essential beauties of the rvoods are in a fair way to be preserved. Birds, streams, game will flourish just as lustily under the shelter of second grorvth redwood as in a virgin forest. And, those rvho have the inclination to look far enough into the future can sense a time wheh even the unravished forests will succumb to natural causes. Most of the felled monarchs are not only "ripe" but often filled with evidence of slow decline. True, their dissolution might take centuries, but their ultimate disintegration points a moral: the individual is nothing, the race everything. And it is heartehing to know that the race of redwoods is on the road to preservation even if some of the sensational examples of their glory are passing. The flash of trout in the streams, the soft thunder of quail from the bush, the fragrance of easter lilies or lupines at their appointed season, rvill be the heritage of the next generatioh as it has been ours. And it will be the heritage of the generations that come after it, for all time, if the germ of reforestation which is being fostered by the California Redwood Association bears logical fruit.

(Continued on Page 80.)

From the House of Quick Shipmentr

(Continued from Page 78.)

The rvealth of any community is subtlely bound up in its forests; rainfall, irrigation, power, climate are all modified by the hilts and their covering. "I will lift up mine eyes unto the hills, from whence cometh my help" sang the Hebrerv poet. And it was not an idle nor even an absolutely poetical fancy. Underlying it rvas a deep practical truth which the man of affairs is slowly coming to realize. I-et it be recorded to the honor of the California Redwood Association that it is one of the first in the field to translate this truth into terms of action.

RE-PRINTS EDITORIAL

A recent issue of the San Diego Sun, contained a reprint of Mr. Dionne's recent editorial, "Needed; Eight Billions for Building."

This article was in the December 15th issue of "The California Lumber Merchant."

NEW BERKELEY YARD OPENS

The Berkeley Lumber and Mill Company, a new corporation, has opened a yard and mill on Parker Street, Berkeley. The neu' company consists of Mr. E. P. Heringer, president, F. E. Bailey, vice president, and C. L. Faucette, secretary treasurer.

CULVER CITY LUMBER COMPANY EXPANDING

The Culver City Lumber Company has just completed a nerv $5.000.00 office and store building at their plant.

Dimmick Lumber Co. to represent Globe Export Lumber Co. in Northern California

The Globe Export Lumber Company of Seattle announce that the Dimmick Lumber Co. of San Francisco have been appointed as their representatives in Northern California. The Globe Export Lumber Company are the exclusive export agents of the Balcom-Canal Lumber Co., Bissell Lumber Co., H. B. Waite Mill & Timber Co., ahd the Day Lumber Co. These representative Northwest mills are owned and operated by well known lumbermen, who are large shippers into the California market and who specialize in the manufacture of Old Growth Yellow Fir and Comrnons.

The f)immick Lumber Company are also the representatives in Northern California for the Western White Cedar Company of Marshfield, Oregon, the well known Coos Bay manufacturers of Port Orford White Cedar.

Thev also have rail mill connections in the Willamette Valley and Portland Districts with several of the larger rnills who are large railshippers into California.

The Dimmick Lumber Company is operated by A. A. Dimmick and V. A. Dimmick, prominent San Francisco lumberman and who are lvell knorvn to the lumber trade of California.

COMMISSION LUMBER SALESMEN TO MEET

The annual meeting of the National Association of Commission Lumber Salesmen rvill be held February 14 and 15,' at Chicago.

Oak Flooring

ha.a bccn e gtandard of Grade-Qualitv-Manrf acture

Manufactrrcd By

has long been known for the beautiful finished floors it makes' Color and texture are exceptionally uniform and when manufactured with proper care it makes the very finest Oak Flooring it is possible to Droduce.

is most carcfully rnarrufactured from this Oak and makes a finished floor which cannot be excelled. All flooring lumber is cttt to size while green and great care is taken in drying, selecting and grading. Moisture content is carefully guaged and every precarrtion taken to reduce cupping and buckling to a minimum.

We will be glad to send samples to interested dealers.

West Coast Representative

W. M. BEEBE

Pacific Coast Distributor

250 First National Bank Bldg. San Franciaco, Calif.

Barrett Hanawalt Tells of Shingle Legislation Situation in So. California

Mr. Barrett Hanawalt, president of the Hanawalt Spaulding Company of Los Angeles, and Chairman of the Special Legislative Committee of the Los Angeles Hoo-Hoo Club, has made a survey of the situation in California in regard to the recently enacted and some of the proposed antiwooden shingle legislation.

Mr. Ilanawalt outlines the situation as follows:

The passage of an ordinance by the city of Berkeley practically butlawing wooden shingles in that city was noted in Los Angeles and for a time, there was a possibility that the City Council of Los Angeles would be asked to enact a measure similar to the one adopted in Berkeley. The Los Angeles Lumbermen's Club, the California Retail Lumbermen's Association; Southern California Retail Lumbermen's Association. ahd the California Redwood Association at once joined forces and organized, a special legislative committee of which the writer rvas appointed chairman to handle the situation and to prevent, if possible, the passage in Los Angeles of unjust discriminatory legislation. ,, -

The special committee interviewed Fire Chief Scott, Chief fnspector of Buildings Backus and members of the City Council and were cordially and sympathetically received. These officials told the committee that the city government of Los Angeles r,r'as only desirous of reducing fire hazards and desired to penalize no industry, nor any home owners or builders. The members of the committee expressed to these officials the hearty sympathy the shingle industry has for all efiorts toward fire prevention, and the Los Angeles city officials agreed that before a building ordinance

Our large and diversified stock enableg ug.to give unusual sentice even on the most varied and difficult orders.

changing the specifications for roofs in Los Angeles was prepared or adopted, the shingle industry would be called into conference to assist in preparing the fire prevention measure so that the ordinance would reduce fire hazards and at the same time be fair to the lumber and all other industries. As the matter stands today, there is no antishingle ordinance being prepared nor is there any ordinance of this kind before the Citv Council.

The reports reaching Los Angeles of the Berkeley fire were, in so far as they cohcerned the inflamability of shingle roofs, misleading, and yet these reports gave rise to some discussion preparatory to the introdnction of an anti-shingle ordinance in the Los Angeles City Council. It is therefore pertinent to set forth briefly some of the facts concerning the Berkeley Fire.

Wooden roofs did not start the fire. Brush and grass fires, fanned by a 65 mile an hour gale were the primary causes, an inadequately equipped fire department, with an unusually low water pressure were by no means a secondary cause of its rapid spread. Had the roofs of the houses but'ned in Berkeley been of other rnaterial than wooden shingles, they would have contributed an equal am_ount toward the spread of the fire ovef the burned area. Good shingle roofs constitute no more of a fire hazard than do roofJ constructed of other material, as classified under class c, rJnderwriters Rating in a conflagration of this magnitude.

(Continued on Page 82)

(9ontinued from Page 81)

It is significant in this connection that a count of every home directly adjacent to the burned area, (homes which vvere exposed) as in the usual residential fires, reveal the following:

Houses undamaged on immediate edge of fire, shingle roofs 84 per cent to 85 per cent; other materials 14 per cent to 15 per cent; total 98 per cent to 100 per cent.

If any city wants fireproof roofs, it is a simple matter to specify Class B or better, Underwriters Rating, which will give an absolutely fire proof roof, such as metal, slate, tile, or asbestos, but unless cities specify such roofs in any ordinance they will have a more or less inflamable roof, such as is specified by the Underwriters in Class C specifications as follows: "Roofs that carry and communicate fire-possess a slight flying brand hazard, and require fairly frequent repairs and rehewals to maintain fire resisting qualities.

All roofing materials, other than those merely temporary, cost more than double what wooden shingles cost, taking into account the life of the material. A very low average roof covering'requires ten square of 10"x10" area each for dwelling. With, as will be required in the city of Berkeley, 700 houses to rebuild it will cost the property owners, $1,200,000 over and above the cost of wood shingles, during the life of these same shingles, using the cheapest type o1 other matbrials, approved by the National Board.

If any city should pass an ordinance prohibiting the use of wooden shingles, there rvill be, as a direct result of this ordinance, a considerable additional charge to the home builders. If a real fire proof roof covering is required, such as is specified under Underrvriters Class B roofing, this cost to the same home builder rvill be more than doubled. Should you require a real fire resistive roof, you canhot secure one by specifying in an-ordinance "Class C, or Better" jn order to secure this result.

It is up to the people of the cities to decide whether the highest charge against property is legitimate insurance, for I have no hesitation in stating that the first charge of Class C is specified, will be entirely thrown awa!, and that cities will not accomplish the purpose for which the expehditure may be undertaken, which is fire protection. Moreover, the insurance companies will not assume part of the expense in the form of lower insurance rates, which has been proven in many cases in the past, because other city governmehts have passed anti-shingle ordinances anticipating lower insurance without gaining the desired result.

Insurance underwriters look upon an adequate water supply as far more important than a building code, -how- evii stringent. Insurance men frahkly admit that residental insurance is the most profitable part of their business, yet the impression is conveyed to the public that the higtr rates are ciused by the hazard of the shingle roof td which they allot but 4O points in a total of 5000 credits.

Cash or Credit Friends or Foes

It is not an uncommon thing for the Sales and Credit Departments in the average organization to ',mix things,', -whenever the occasion presents itself. To thc Salesman, the Credit Man is a demon who lurks in his cave until he hears that some particularly good sale is about to be pulled off, when he dashes out, kills off the business arbttrarily and then returns to lie in wait for the next opportunity.

Such an attitude is simply the result of lack of an.alysis, with the Sales Department invariably the main offender. An authority on the su'bject claims that he w<ruld p,refer the co-operation of the Credit Department to three of his top-notch salesmen because the lack of such harmony would require the service of many more than three salesmen to make up the loss.

For a lumber salesman to cling to the belief tlrrat tt is his duty to SELL and that it's up to the Credit Man ,'to get the money" is only an admission that the Salcsman is a mighty poor stick to be on the paynoll of any organrzation. "Passing the buck" to Credit Department is going out of dnte rapidly.

If things broke fight, after the Credit Man had expressed some doubts as to the financial stand,tng of the customer, the salesman invariably assumed an ..I-knew-itall-the-time" air and could scarcely refrain from expressing considenable pity for the man who had the temerity to sug-

gest that there had been even the slightest element of clanger in the transaction.

The customer in the meantime becante involved. The danger signals which had been observed by the Credit Man pointed to a weakness which became acute and caused a commercial collapse. The Salesman now shrugs his shoulders, with the remark that he merely SELLS and that the Credit Manager is responsible for the financial ratings of all customers.

If the custonrer is good pay, the salesman invariably assumes a perental responsibility for KNOWING that he is good. If he trrrns out to be N. G. the Credit Man is to blarne for not knowing it.

To the average salesman every prospective purchaser is liable to look "as good as wheat." He may ahnex himself to the worst possible credit risk in the, universe and will try to find reasons to substantiate his claim that "he will pay all right." This is not only poor business, but rotten salesmanship.

A good salesman is just as .much interested in the question "Will he pay?" as he is in l'Will he buy?"

Thepresent day, efficient.local.'salesrnan for any company looks at the matter of credits in a different light than

(Continued on Page 84)

Do You Kno$r

1924 bucinesE conditions are the beet in ten years. The industries using Hardwoods are all in a fourishing condition and the outlook for active demand is cood.

Hardwood consumption has been exc-eeding production, in the last year or two.

Northern production will not be above normal, hardwood production in the south for the next six months will be rctewhit below normal due to heavy rainr.

SOUTHERN LUMBERMAN. i

(Continued from Page 83)

he did three years ago. In the past, the many lum'oer dealers made a sorry mess of extending credits. An investigation conducted by a magazine writer in nearly twenty-five Iowa towns disclosed the astonishing informatiorr that from two to three years' annual profits were invariably "on the books" and that in the majority of the cases much of this outstanding could not be collected, except by extenslve as well as expensive litigation. There are hundreds oI thousands of dollars in litigation in every section of tire country today because the salesman thought that the buyer w'as "good." 'He had no actual figures upon which to Dase his conclusions, except the say-so of the buyer himseli.

Poor payers are easy buyers.

Orders look good to the average salesman. He 'doesn't have to work helf as hard to sell the doubtful credit risk as he does to sell the fellow who is A-1. The tmpulse to make an easy sale is one that can scarcely be resisted by the man who isn't a thorough salesman.

We talked not long ago to the manager'of a number ol lum,ber:lnards who conducted an investigation as to how his managers were extending credits.

H,is entire report showed that in many instances 'that credit was extended on ideas that were usually a fabric of 'guess work influenced by personal sympathies.

Prospective customers with pleasing personalities, well 'liked by everyone-the "good fellows"-invariably enjoyed almost unlirnited credit, rcgardless of the fact that they owned nothing upon which any credit rating could be based.

IUAHOGANY BATAAI{ LAMOA ORION BAGAC

For iatcrior trim aud cabinet worL it cannot be rur' pued-tuurcr bcruty, pcrnsDenc€' end durrbility{ortr vcr5z little rnorc lf,rn roft ryoodt-W. own and -opente oui millr ir ttre ?lttippiae lrtendr offcring the dealer a dcpendablc llrpply.

BAGAC ir an idcel imported bardrood rld ir apecieHy edapted for rutomobil,c bodice, boat building' conrtruction work, ctc.

Relatives, near a.nd distant, as well as persorral friends. were able to buy almost anything on time whether they had a dollar to pay for it or not.

Personal favors, fraternal orders, church affiliations, political beliefs, and any number of other friendly relations all had a be,aring on extension of credits.

Perfectly good credit risks were often blue-penciled by managers because of previous personal misunderstandings.

In but few cases could managers be found who really extended credits on actual financial conditions to the exclusion of sympathetic and personal reasons.

In their places, however, came the m'anager who understood the need of active co-operation with the Creclit Departm€nt. He knew the value of authentic credtt informat,ion. I{e realized that selling several hundred dollars' worth of lumber to a poor credit risk was incomparably worse than not making the sale at all. He found that cred' its could be satisfactorily extended only when tne personal element was not made the m,ain factor in the dectsion' In other rvords, an impersonal 'credit rating was not only safer but easier than trying to convince the custorner that the manager's personal opinion was correct.

High prices brought about loose credits, and loose credits made bitter enem,ies out of buyers instead of friends.

The Cash Store always has frien'ds-the Credit Storc gets the enemies.

It is impossible for alry concern or any manager to build

(Continued on Page 86)

You Can't Beat Celotex!

Celotex lumber has the insulating value of cork. A house with walla and roof built of Celetox can be kept warm and cozy in winter with practically no artificial heat. And in summer, a Celotex house is cool. You can't beat it.

Celotex is a rugged building lumber made from the long, tough fibres of cane. Nailc direct to studs and rafters just like ordinary lumber. Is not easily damaged by weather or by ordinary rough handling. As a sound deadener, Celotex is ideal, and it makes a perfect plaster and stucco base.

As an interior finish it eliminates lath and plaster and adds an artistic charm to the home.TherearemanyinterestingwaysofdecoratingCelotex.

(Continued from Page 85) up a successful business by extending credits haphazardly'

There must be definite terms for every sale muoe. Otherwise, a flood of dissati,sfaction will descend upon llre hgad of the management.

A manager must know exactly what to do 'in every case or he will flounder around and nothing will losc a sale so quickly as indecisiveness. Let a salesman hesitate slightly on any point-the buyer will be quick to detect it.

As,soon as buyers find out that the dealer knows exactly what his terms of sale are, there is little inclinatlon to try to get him tO change them. But let him ind'i'cate tby hts conversation that he has no definite policy and the battle

Production of Red Cedar Shin$les In Pacific

Washington-Oregon-British Columbia (U. S. Forest Service Figures)

is on immediately.

A fixed credit policy draws trade ,instead of drlving it away. There used to exist a silly notion that if a concern had such a policy,its""c"$s1gpf;{forvguld ber{eil' and far be' treeil. '- ''

The opposite is true.

So many have been fooled by indefinite promises. so fre' quent have been the disappointments, so unlversal the dissatisfaction, that trade flocks to the concern that adopts a fixed credit policy.

A good stiff credit prolicy has put this organizatlon wherc it now enjoys the boosts of thousands of satisfied customers. A loose credit policy would have put it on the bum. -Uppercuts.

NEW FORESTS FOR OLD

(estinrated to equal 1922)

FOXTAIL PINE TREE FOUND IN NEW MEXICO

The foxtail pine tree knorvn here and there throughelt the west has now been reported as occurring in the Rio Puerco watershed. about 80 miles south of Taos, Nerv Mexico. This extends the range of this tree farther westrvard in northern Nerv Mexico than it has ever before been recorded. annou.nces the Forest Service' United States Department of Agriculture.

Significant evidence of the value of scientific reforestation and of protecting from fird second-growth stands o-f timber, as shown by comparing the yield of new growth with actual cuttings of virgin forests in the vicinity, is announced by the Forest Service, United States Departm-ent of Agriculiure. In the Shasta National Forest in California a representative plot consisting of forest land cut over 35 yeart ago and since untouqhgd- by fire shows present yieids of 4]100, 9,800, and l7,m board feet an acre for [r"". t.tp."tively 25, 30 and 35 years old. The latter figures, as ii happens, are almost identical with those for timber now being-cut on fire-thinned virgin forest in the neighborhood, whJre a lumber company is engaged in -logging ooerations. As reported in yield studies just completed by S. g. Stto*, silviculturist of the Forest Service, the second orowth in question is understocked, rather than overstocked i"a, *nit" it *itt never run up to the 75'000.bo"I{ feet,.an airi figure that older, fully stocked stands in this region .it"itt,-ttt" fact that already in 35 years it has- equaled in ftoau"ti".ttess virgin stands considered profitable for logsine welt illustratei the capacity of u'estern yellow pine for iapid and profitable growth.

w. E. BARWTCK JOrNS E. A. BLOCKLTNGER AND COMPANY

W. E. (Bill) Barwick, form-erly-manager.of. the San Francisco tffice of the Hilgard Lumher-Co' of Chicago' is "o* .o""".ted with E. A.-'Blocklinger & Company of S1n F."""it.o, the rvell known pine manufacturers' He is the i".retary'of the concern ancl also has charge of their sales. tft.y "p'"t"te the Chiloquim Lumher Co' plant at Klamath Falls, Oregon.

SUDDEN,& CHRISTENSON LUMBER

AND SHIPPING AGENIIS

Aberden Lumbcr & Shtngle O14 {berileen' Wash. Amerlcan lulll Co.' Aberdeen, Wash'

E-oro- Lumbcr & shtnale Oo., Iloqulam' Wa8h.

Proiner lUlll Co{ Prosper. Ore.

Sller-Mlll Co.. Raymontl, lMash.

navnona Luhber co.. Raymontll-Tfash-' -

b-"ror.tli Bpr & Lumber Oo.' South Bend.' Wash' gurtert ufh Oo.' Aberdeen, Wash.

i-Jwi" nfUt. C ftmber Oe., South Bend. 'W-ash' J.-;i.:r,i-r. Sbtngrle Oo. South Bentl, WaBh.

61O .Arc{ic Club Bldg. ' Scattle

6th Floor-Hind Bldg. 23O Californh SE€et San Francbco

STEAMERS

Sudden

Ohrtitcnrcn

Ohrlrtcilon

9OO A. G. Barlett Bldg. Lor Angdcl

MY FAVORITE STORIES

Age not guaranteed-Some I have told fot 2O years-Some less.

Another French Lumberjack StorY

Another time this big French "reevair boss," Peltier ("Pelkay") went to the telephone station nearest the point on the river where the'big drive of logs was going on, to order some oats and hay from the supply house in the big town at the mouth of the river. He got the supply store manager on the phone, and then, blissfully ignorant of the fact that he had not told the man who or where he was, he roare.d into the phone:

"Say, you sen me up a beeg wagon load of hay, an feefty bushel h'oats right awaY, heY?"

"\Afho is it for?" asked the store man at the other end of the line.

'lFor de horse, you dam fool," roared the river boss, "you t'ink I eat hay?"

They were very proud of their "grub" on the river drive that Peltier ran. One day he was trying to coax another famous river man to join his drive, and the other one wanted to know about the "eats."

"Ffow is de grub, Pelkay?" he asked.

"De grub is de bes we ever had, I can tell your" said the big boss.

"fs dot so?" said the other, "wat kind of pie have you got?"

"We got t'ree kind of pie today," said Peltier, "h'apple pie, mince pie, an cheese."

"An de meat?" queried tlr,e other.

"De meat is gran," said Peltier; "today we got t'ree kind of meat-ham, h'aig, and h'onion."

A. W. SMITH LUII{BER CO.

Have a Heart

A New Slogan for Sales Managers

,;,Rft.t thirty years' actual experience in personal selling and executive sales work, with close observation of mqn. and methods, I am fully persuaded that what we need to develop in our salesmen, our sales organizatiohs and our sales is not more "Efficiency" as the term is ordinarily used, not to further "standardize" our methods, hot to give our customers more of what is called "Sery- ice," but to put into all our dealings with our men more heart, more sympathy and a greater desire to help them.

In common with most sales mahagers, I have dealt in "quotas," in "percentages of increase," in t'bonusesr" in "larger earnings." I have inspired groups of men with the "size, standing and growth of the institution," ih "pride of connection and association" and all the stereotyped appeals in general use, but none of these is equal in pulling power to the old-fashioned plan of giving the men a square deal-to pay them what they are worth as nearly as m4y be determined, to treat them not as men working for you, but as co-workers, partners in the enterprise, with no "master-and-man" attitude or atmosphere about the place.

It's funny how exceedingly human human beings are, and salesmen are very human, I have found. How it does warm a fellow's heart to have a word of commendation when a particularly good deal has been pulled off ! A man is willing to take criticism for errors made when he is givea credit, on the other hand, for good work done. I have never known a case where this was not true. With my own men, if I have occasion to write criticizing

severely something they have done or left undone, the same mail usually carries another letter commending them for a good piece of work, even if I have to search the files to find something on which to base such a letter.

How often does the average sales manager sit down and have a heart-to-heart talk with a salesman, giving up a Saturday afternoon's golf if necessary, discussing not only matters relatin$ to the salesman's work but also to his family affairs, his small investmehts, his daily life. etc?

Then, confidentially, the silesman is told some of the manager's own troubles, and he is surprised to find that they are about like his own, only perhaps larger and more numerous. He is told some of the difficulties the sales manager has to face, how some of the men deviate from the company policy and the trouble it makes; how a competitor accused him of being a crook because oi a slip made by ohe of the men, etc. Then the sales manager asks the salesman's advice. In this way, the manager not only gets over to the salesman a lot of things that will be valuable for'him to know but makes him an ally; yet, more, a loyal friend. He goes out feeling that his sales manager is great stuff-a regular fellow.

These Saturday afternoon chats afford wonderful opportunities not only for developing morale but morals. I guess I am old-fashioned, sometimes I wonder if I am ahead or behind the procession, but I know that real

(Continued on Page S)

GEORGE C. CORNITIUS

Wholcrrle Flardwood Ltlnt€tr

SOUTHERN HARDWOODS

.CHTCKASAW BRAND'' OAK FLOORTNG DOUGLAS FIR PANELS

Scnd Mc Your Inquiricr

Amcricrn Nltional Benk Bld3., Srn Fnncirco Tclcphonc Gar6cld 129

ES# HARDWOOD LUMBER lfllar' TEXAIi - -- Tcxu

Otdert Erclurivc Hrrdwood \lfholcnlcrr on thc Pecific C.oert

E. K. lVood Lumber Co.

N. W. Bank Bldg. Po*land, Or,e.

Manufaeturerr of Crlifornlr Whitc and Surnl Ptnc Lurinbcr

Milr rt Sunnvilla and Hilt, Cat

l5OrpOO,mO Fcct AnDud Crpecfty

B. w, ADAMS, Mgr. Saler Dcpt.

,fr* Hational Bank Bldg San Francirco

Aeroplane "Chalet Type" Bungalow Home

U nigue, distinctioe, conoenient and praclical.

A hmbetmen's Seruice Asn. PIan

There aFe many in your trade territory who would apprcciate thc opportunity of giving consideration to this wonderfully developed; conveniently arranged home. In it are embodied so many features that make strong appeals, the corner entra porch, the spacious living room, model kitchen, breakfast room and well arransed hall which affords direct connection with bath, and while this plan features but one sleeping room above, there is a companion plan which provides two rooms on the second floor. This style of architecture is ideal for a warrn climate as the rooms above with the overhangintr eav€s protect the main part of the home from sun and plays an all-irnportant part in making it a cool, ideal Home place.

Show it to your Contractor Friends and prospective'Honie Builters,

(Configued,,.:frerq., Page 88)

lreart interest and sympathy mean more than efficiency or figures, or even saliryj to ihe average salesman.

There comes to me the memorv of a salesman who was associated with me for fourteen years until his death e couple o_f years ago. This man had practically no education. He was a small-town cbhstable when f found him, but possessed wonderful selling ability. As a result of his meagre education and the fact that he could not think logically,, he required close direction and even then frequently got into trouble from u'hich I would have to extricate him. In addition to this, f rvas obliged in a large measure to supervise his financial and family affairs. Was it worth while ? It was ! During all of the years we were together he was one of my star producers, so it paid from that angle alone; but to see this man improve his position and his earnings alrd raise his family in comfort and in a good envirohment, giving them all the advantages of a good home and an education, of which he himself had been deprived, was a constant joy to me and will be as long as I live.

Again there was an office boy I had one time. This young fellow was almost useless. I became exasperated one day and gave him a "trimming." He then slipped a note into my desk tendering his resignation, effective the following Saturday. I smiled as I read it, but made no reference to it until closing time Saturday afternoon, when I had a heart-to-heart talk with him. I told him of the many men and boys I had helped to build up into good positions and if he wanted to do what I told him

lated him and said the big chief would sure be glad to see him. Even the assistant to the chief told him this. He then entered the office of the chief with the feeling, of pride and satisfaction that comes from achievement]

$e approached the desk of the high and mighty one. and with a smile said, "Good morning, Mr. Brown," extending his hand.

The mighty one looked up and with a snarl said, "'What; do YOU want?"

He replied, "Nothing," and turned on his heel and walked out. Later when he left this firm and went with one I that treats their men differently, this sales manager was sore and claimed that .the salesman had not given him a' square deal.

But, I hear you ask, how can vou develop this close personal relation with salesmen and still control them ? The answer is simple

In all matters relating to business my attitude toward the salesman is absolutely impersonal. I have no friehds or enemies. The man whom I personally like or am' fond of gets no better treatrnent than the man for whom I do not have so high a regard. If a good piece of work. is done, both are commended alike, if otherwise both are criticized. There are no favorites.

The policies of the company are definite and rigid and must'be strictly adhered to bv every member of the organization. No deviations are permitted in prices, terms or any other features of the business, nor will any misrepresenta-. tions be allowed as regards the company itself, its products, its policies, or its competitors.

Every man is paid as hearly as I can determine his actual

and get somewhere, he should repprt Monday morning and I would help him. Otherlriise he need not show up.

On Monday morning he was on hand bright and early ahd presto ! from the pooreit boy I had ever had he became the best.

Many years ago I took a young country boy and put him out doing detail work in the grocery trade for jobbers. Practically every order out of tu'o carload shipments which he was responsible for lvas returned, the dealers claiming tnisrepresentation, etc. Twice lI .sent the general salesman under whom he worked to get him straightened out, but the trouble continued. After the second trip the general salesman said he was convinced the boy was crooked. I did not think so ahd got on the train and traveled 1,000 miles to see him. I located the cause of the trouble the first.time tr heard him put his proposition to a dealerr ,.?rlii ,there were no more complaints. He is still $'ith the same firm. '

And so I might go on and on, giving case after case, dozens if not hundreds bf them, where men were developed and made into Successful salesmen and loyal friends as a result of heait interest, sympathy and justice, coupled with patience. !

Contrast .the case just mentioned with one that came to my notice'recently. A salesman had been placed in charge of a branch. He was successful right from the start. The branch not bnly' showed marked increases but his personal sales were far above any previously made in the territory. Due to the volume of business ahd his interest and enthusiasm, in his, work, he was unable for several months to attend the meetings of the salesmen ,and branch managers at headquarters. Finally he came in and was feeling fine. As he met one after another of the salesmen from the other territories they congratur ,.,. i ,j., .:.i.',!'1.:ir:j*.ii.$.':j.!.i.:.'!l;:::..'r-r:ji,,'..i..r:i-'.'.:,.:.., :,.:.j,,:. :':.,,.

worth and as he develops and his value increases. his remuneration autornatically dbes the same and without any mention of the matter on his part.

While on a perfectly friendly footing with the salesmen, no familiarities are permitted or attempted. Once in a while a salesman will address me as "B. I.:'but almost invariably it is, "Mr. Williams." A common failing of sales managers is to permit familiarity on the part of the salesrnen which results in loss of respect and control.

Next to efficiency, standardization and service, my pet abomination is pep or ginger letters. These I regard as the last resort of a lazy or incompetent sales manager and an insult to an honest, hardworking, sincere salesman, doing his best under discouraging circumstances and with either , incompetent or unsympathetic leadership, or both. What, the salesman wants is cohcrete suggestions and. not to be smothered with grandiloquent language and clever phrases,, These pep letters have in my opinion about as much value: as a bucket without a bottom.

Nfy practice is to deal with the problems and difficulties of the individual salesman as though they were rl/ owo,: which in the last analysis they are. In the case of the out-.i side men this is done mostly by correspondehce which, means that much time and thought is given to such letters," many of them being from three to six pages in length. Not. only do these letters educate, develop and increase the loy-, alty and morale of the salesmen, but they are creating great : interest on the part of the trade to whom many of them i have beeh shown by the salesmen. Some of the letters were i reproduced in connection with an article in Printers' Ink', Monthly for August, 1923, entitled, "Making the Salesman a': Part of the Executive Council." To handle these matters: thus, personally, thoroughly and sympathetically takes: much tipe a1d lots qf hard work, qrl

pa{s ! , . ,

" Every fellow for himself and the devil get the hindermost" is only half true; the devil gets themf all!

Here is Schumacher Wall Board---You carr. tell it by the Trade Mark

Upon every convenient eized strip of Sctrurnacher Wall Board is the trade rnark which identifies it.

This trade rnark is put there for your protection.

There are nany inferior wall boards on the rnarket-wall boards that are rnade to sell at a cheap price. Materials and workrnanship are skirnped and the use of these wall boards will prove costly in the end.

Guard yourself against these substitutes. fnsist upon Schurnacher Wall Board, the result of years of painstaking care and experirnenting based rrpon expert knowledge.

There can be no other wall board like "Schurnacher" for it is rnanufactured under patents that protect it. The narne and reputa- tion of a reliable rnanufacturer stand back of it. Look for the trade rnark.

Weaver Roof Company Moves Into New Offices

The Weaver Roof ComPanY of Los Angeles, well known uP and down the Pacific Coast as manufacturers of "Weaver Roofing," has moved into its new offices and warehouse at 2436-46 East Eighth Street, Los Angeles.

For many years the Weaver Roof Company has occupied offices on East Second Street, Los Angeles, while its warehouse has been at2II0 Atlantic Street, the manufacturing plant being located at Slauson and Iron Streets.

The company has long since outffrorlrn its quarters on East Second Sylvcster L.'Wcaver Street ahd has, like many other growing Los Angeles concerns, been trahsacting business under the serious handicap of limited space.

The new business home erected specially for Weaver Roof Company was designed expressly to meet the needs of the growing business, providing as it does the proper office facilities and sales departments as well as adequate rvarehousing, all under one roof.

From a comparatively small concern of a few years ago, Weaver Roof Company has grown to immense proportions until today it is one of the outstanding manufacturers of ioofing on the Pacific Coast, employing upwards of 200 men. The territory,covered by Weaver Roof Company has been very largely expanded during the past few years, one of the big markets for the products of the company now being the Hawaiian Islands.

The new building now occupied by Weaver Roof Company is a one-story structure,80xl00 feet, giving 11200 sq. ft. of floor space. 'The skylightihg of the entire building is so

designed as to provide a constant flood of daylight-without shadlow-making ideal working quarters for the army of employes.

I1 ii ttre anticipation of the company to greatly increase its volume of business now that enlarged facilities for service are available, the Weaver plant on Slauson Avenue having also been greatly expanded during,the pastyear. ^

Sylvester L. Weiver, president of Weav'er Roof Company, has been a prominent figure in civic and state afiairs ior many Jrears. -He is a former president of the Los Angeles Chamber of Commerce and is actively idgntified with itany prominent business orgahizations. Through his geniuslnd efforts he has built up what is recognized as one of ttre most efficiently organized roofing production plants in the United States.

The site for the new Weaver offices and warehouse on East Eighth Street was negotiated ahd the entire deal transacted by C. A. Kurlander of the G. W. Lewis Company of l-os Angeles.

Change in Convention Headquarters

MAKE A NOTE OF THIS LOCATION

The Sessions of the Twenty-first Annual Instihrte of The Western Retail Lunrbermen's Association will be held at tfre Cinderella Roof, 422 Wect Sixth Street, instead of at the Bilunorc Hotel as pr,eviously anirotrnced.

The new location is but ONE-HALF BLOCK SOI'ITH of tihe Olive Street entrance to the Biltrnore.

"What This Country Needs" is fewer workers who don't think, and fewer thihkers who don't work.

News y N ews Frorm-*' 3""'

PACIFIC LUMBER COMPANY OFFICIAL IN L. A.

Mr. R. F. Hamilton, western sales manager for.the Pacific Lumber Company, came to Los Angeles last week, rvhere he spent several days in consultation with Mr. A. L. Hoover, southern representative for the Pacific Lumber Co.

EL CENTRO RETAILER VISITS LOS ANGELES

Mr.J. E. Peck, proprietor of the J. E. Peck Lumber Company, checked in at Los Angeles the early part of this month for a few days.

The J. E. Peck Lumber Company, operates a retail yard at El Centro.

F. DEAN PRESCOTT A BAY DISTRICT VISITOR

F. Dean Prescott, of the Valley 'Lumber Co., Fresno, was a recent Bay District visitor rvhere he spent several days attending to business matters. He tvas accompanied by Mrs. Prescott and daughters on the trip.

A. B. WASTELL ON FIELD TRIP

A. B. Wastell of San Francisco, the u'ell knorvn manag'er of the California Retail Lumbermen's Association, is on a months' field trip that will cover most of the state. At the present time, he is calling on the dealers in Southern California and on his way horth he rvill visit the Sacramento Valley and San Joaquin Valley dealers. He expects to return to San Francisco around March 1.

ROSE MONTELS BRrDE OF H. J. WTLLTAMS

Announcemeht has been made of the marriage of Miss Rose Montels and H. J. Williams, both of San-Francisco, on January 1 at San Jose. "Hal," as he is better known among his lumbermen friends, surely sprung a big surprise on his many friends ahd kept the afiair a secret until they left for the South on his honeymoon trip along the middle of the month. Mr. Williams is well known among the lumber trade of San Francisco and is secretary to rMr. Ben Reed, manager of the Lumber Association of San Francisco. The newlyweds spent their honeymoon in Southern California, where they visited in Los Angeles and other points of interest in the south. They returned to San Francisco the latter part of January and they plan to make their home in San Francisco.

G. R. Tully Goes With A. '\ry'. Smith Lumber Company

Mr. G. R. Tully, better knorvn as "Jeff" by the lumbermen of Southern California, has resigned his positioh as sales manager for the Los Angeles Lumber Productsi Company, and after the 15th of this month will be connected rvith the A. W. Smith I-umber Company, Los Angeles rvholesalers.

Mr. Pip Sells Nails

One day Fritz stopped in at Pip's lumber yard to get an odd and ehd assortmLnt of nails. Twenty-one pounds all told. Fritz paid for only 21 pounds, but he actually got 24 pounds. The extra w6ight might have been good advertising-only Fritz never knew about getting that much over. He thought he perhaps did get just a little over weight, but did not know it was 14 per cent.

Pip has a first rate regulation counter scale that sets on one end of the regulation hail counter, with regulation hen's nest bins. The nails are kept in regulation order, 3-penny first, then 4d,, 6d,8d, on up to 20d, down at the far end of the line. Fritz' list called for 1 lb. shingle nails. Mr. Pip raked approximately a pound of shingle nails into the blS scoop and set them on the scales. The weight was a trifle shy lnd he added a small handful. The beam clicked up against the guard. Pip picked up some to test the errqr, but it was suih a small amount-not more than a quarter of

scoop that will set on any flat surface and from which smali quantities can be reidily poured into small llgtr Jy* the ordinary family scale of 25-pound capacity. Wilh +i: size scoop -Pep cin tell almost to a nail when it is full enough, ind when placed on the scale it will show at a glan& what is onef or lacking. At any rate there is lots iiss trouble and no embarrassmeht whatever in merely picking up a handful and dropping enough to adjust the weight as shown by the dial, putting the surplus back rnto bln where they belong to Mr. PeP.

Mr. Pep does not do a lot of walking back and forth-when selling a Tew pounds of nails or ceme'nt or yellow ochre or any olher commodity, but slides his little household scale aldng down the counter or carries it into the back room if ,receir"ty, placing it right over the bin he is servin$ out-of. When hi einptieJthe contents it is done with ease and dispatch and n6 o'tter running nor missing the bag. And he

reciepts

a pound, it looked chinchy in the presence of a customer to thlow them back into the bin. So he poured them all in for I pound.

Next item was 2-lbs. 6d. Pip dragged out about 3 lbs. He did take the liberty to thro* back one small hahdful of these, leaving only 2l lbs. in the scoop. Next in order came 5 lbs. 8d, 6 lbs. 16d, and 6 lbs. 20d. By the time Pip got to the 20's he was getting tired of walking so mu_ch. His first trial showed just a little under and Pip knew tha'. about four nails would make it, but to be sure he made it a small handful, so that Fritz got another half pound to the good.

When Pip started to pour 6l potnds of. 20d nails out of a big scoop into a 5-pound bag there was a landslide and a burst bag and a job of picking up nails. To avoid a second calamity Pip used a 2O-pound bag. He had just the trvo regulation sizes of nail bags-S pound and 20 pound capacities. In half an hour, more.or less, Fritz got his nails O.K. And in the meantime Pip lost only one other sale to a customer who could hot wait longer than 20 minutes. What that customer might have wanted Pip never knew.

One day Fritz bought some nails at Mr. Pep's lumber 'store. For weighing nails and lots of other things Pep has two scales. One similar to Mr. Pip's for weighing large 'quantities and a small spring scale for small items of ten pounds or less. This little scale has a self supporting

gets through in a jifiy, giving fult weight but no careless bonus. When Pep is weighing up 50 pounds of nails on the big scale and has a shortage or.surplus the firsttrial, he grabslhe scoop ofi the little scaie setting alongside and uses it to bring or carry the difterence, thereby saving an unnecessary number of operations in getting at the required amount.

When Mr. Pep gets a shipment of builders hardware he can figure inslantly and exactly the freight on a knob lock or piir of strap hinges by drooping them on the little scale, right down on the floor where they are opeled. And he can show a hard headed prospect right off the bat that a gallon of high grade paint weighs two or three_pouhds more t=han a gallon of ctrelp grade because the difference is in the amount of real lead and zinc. There is scarcely any record that a dealer ever makes a practice of comparing weights by using a 3001b. scale with notch beam and half bushel scoop.

Pep scandalizes precedent in not confihing his ideas to the two regulation sizes of nail bags. He has a rack on the counter with compartments for sizes including 3-1b., 5-lb', 10-1b., 16-lb. and 25-1b., and he says experience proves economy and not extravagance in this. Small bags cost much lesi than large ones and one pound of canvas tacks does not require J S-pound bag. A small scale adds about $5 to the investment.

You cant borrow money on rent

but you can on a house'and lot.

A sacred the basis regard for the principles of every business deal. of justice should form

Arnong the D ealers

FRED HAMLIN JOINS PARAMINO LUMBER COMPANY

Fred Hamlin, the popular San Francisco hlmberman, is norv associated with the Paramino Lumber Co. of San Francisco, and will represent this rvell known concern in the Bay Cities and Valley territories.

BOB FORGIE IN NEW QUARTERS

Mr. Robert Forgie, knorvn in Los Angeles and vicinity for the Bloedel Donovan, and Ives stock that he handles in the south, has moved his offices from 430 Central Building, to Suite 523-524, same building.

THEM WERE THE HAPPY DAYS

From Mr. D. F. Park, proprietor of the La Mesa Lumber Company, at La l\{esa, comes a letter, enclosing a copy of a quotatioh received by his company, in March, 1895. Business would pick up, in 1924, at these prices.

"C. C. Park, Esq.

Dear Sir:

March 27th. L895.

Your favor of the 23rd received and contents noted. We quote you the following prices f.o.b., our mill: Common

These are cash figures. The freight to San Diego will be from $5.00 to $5.50, according to the size of the cargo, small vessels of 250,000 feet cost about $5.00 and as the size increases the expenses are not quite so large in proportion. Hoping we may be favored with your order, we are,

BAY DISTRICT HOO-HOO LADIES NIGHT

Due to the fact that the committee were unable to make satisfactory reservations for the Valentine Party that was scheduled to be held on February 16, the affaii has been postponed until Saturday evening, February 23. The party will be a Ladies Night and will be a dinner dance.Th-e 9ommittee arranging for the party includes J. Walter Kelley_, Chas. R. McCormick & Co., Chairman; John C. McCabe, Andrew Mahoney Lumber Co.; Bill Rampe, HartWood Lumber Co.; G. W. Fraser, Illinois Central Railroad; Al Nolan, Pacific Lumber Co.; Theodore Lerch, Albion Lumber Co.; Guy Stibick, Frederic Palmer Lumber Co.; Homer Maris, Maris Hardwood Co.: Milton Hendrickson, Waterfront Sash & Door Co.; and I. E. Martin. The California Lumber Merchant.

MR. AND MRS. H. F. McCORMICK ARE CALIFORNIA VISITORS

Mr. and Mrs. H. F. McCormick, of St. Helens, Oregon. have arrived in Cali{ornia on their annual winter's soiJurn where they plan to remain about six weeks. After a short stay in San Francisco, they will leave for Southern California where they will visit Los Angeles, Coronada, San Diego, and other points of interest in the South. Mr. McCormick_is the general manager of the large lumber interests of Chas. R. McCormick & Co. at St. Helens, Oregon. While in San Francisco, they are being entertained- by Mrs. McCormick's sister, Miss Leona Per[ins of San Francisco, who is associated with Chas. R. McCormick & Co.

JOHN D. SPAULDTNG ON NORTHWEST TRIP

_.Johl D._ Spqglding, of the California Sugar and White Pine Co., San Franci.slo, has returned from -a business trip to the Northrvest. While in the North, he attended the Western Pine Manufacturers' Association meeting held at Spokane on February 5 and 6.

Life is full of collections. splinters for the man who slips up in his

SHOWS VALUE OF ASSOCIATION MEMBERSHIP

NE\,V ORLEANS, Jan. Z0.-That regular mill inspections aid materially in reducing the amouht of lumber below or above grade and are of much benefit to the lumber manufacturer, as well as to the dealers and consummers, is indicated in the annual report of the Southern Pine Association's Inspection Department for 1923, just announced by Secretary-Manager H. C. Berckes.

This report of inspections shorvs that for 1923 of. the lumber on which claims were filed. that from Association subscribers showed only 12.96 per cent below grade, while of that from non-subscribers, 23.74 per cent was below grade. It is interesting to note that u'hile the aggregate shipments of subscribers during the year approximated five billion feet, only D,lll,l49 feet, or about one-half of one per cent, was subject to claims for reihspection.

The G. X. lVendling Company

George X. Wendling, well'known California lumberman. and box manufacturer and formerly associated with the Los Angeles Lumber Products Co., of Los Angeles, has opened offices at 2@ California St., San Francisco, where hi will carry on a box shook and lumber business under the name of The G. X. Wendling Co. He is the distributor of The Superior 4-Slat Unitized Orange and Lemon Box Cover apd is also acting as the California representative of the Willamette Pacific Lumber Co., Raymond Veneer Co., ind pacific. Fruit Package Co.

LUMBER CENSUS TO BE TAKEN BY FOREST SERVICE

California and Nevada lumber manufacturers in all branches of the trade are urged by Federal foresters'to cooperate in the collection of statistics in the lumber industry now being made by the U, S. Forest Service headquarters in this city for the Census Bureau. Such statistics, it is p<iinted out, are vital to the intelligent direction of the lumber business, and a special efiort is being made to secure accllrate figures for early publication'

In l92I an Act of Congress was passed requiring the taking of a biennial census of all manufacturers in the TJnited States, including the census of lumber and timber products, '

This is the year of the biennial census, and the statistics on lumber manufacture will cover not only sawmill products and lumber, lath and shingles, but also veneers' planing mill products and split red'n'ood and tanbark industriel and other manufactories in rvhich wood is used.

Forest Service olficials say that one of the most difficult things in this kind of rvork is to keep the lists of, operators in the various lumber industries complete and up to date.

Any California or Ne'r'ada manufacturer ducts who fails to receive by January 20 a reeuesting information on his business is noiifv thJDistrict Forester, Ferr.v Building,

MINTON LUMBER COMPANY OBSERVES BIRTHDAY OF PROFIT SHARING

(From a recent issue of the Palo Alto Times.)

To celebrate the first year of profit-sharing with its employes the Minton Lumber Company, Inc., gave a banquet in Mountain View Saturday evening at Mockbee Hall. Two hundred people, employes of the concern, and their friends and relatives, attended the affair. An interesting program ; of addresses and music followed the banquet. It has been decided to give such a celebration annually upon the cutting of each year's "melon."

The Rer'. V. N. McCombs gave an address on industrial co-operation and H. A. Hoyt of Palo Alto, secretqry o{ the company, spoke on the quality of co-operation' President E. G. IVllnton presented certificates of preferred stock in the company as the ernployes' share in the profits and advised the ,i0 who liad sharid in this year's $17,500 "melon" to turn in the stock and invest the returns in homes or other kinds of property.

The-Minton Lumber Company rvas established five years ago in l\4ountain View with a staff of seven.people'. The giowth of the company has been steady until now it employs 100 people.

of wood pro- HAyWARD LUMBER COMpANy

OpENING

/ ik rnvestment Lompany rs )an r ranctsco'/ ning trvo new yards, one at Oceanside and the other at f Esco4dido'

H. D. MORTENSON ON EASTERN TRIP'

II. D. Mortenson, of the Pelican Bay Lumber Co., Klamath Falls, Oregon, has left for Washington' D. C., on a business trip. On his way west, he will stop a.t Chicago and other midate western cities to attend to business matters.

f The Hayward Lumber & rnvestment Complny is, plan-

'fiEle yards rvill be the latest thing in lumber "Service Stations."

HAYNES LUMBER COMPANY OPENS AT TORRANCE

Mr. A. J. Haynes, and E. E. Lehman have opened the Haynes Lumber Company, a retail yard, at Torrance.

Moore Moist Air Kilns

Our representative ir ready and willing to give to rnill men the benefit of our knowledge and experience accumulated during the past forty'four years' and with' out any obligation on your part. We can help you to solve your drying problems.

TWO questronnalre NE\v YARDS Ilq.$lilt^9^l^"

Quick turnover keeps production at top Epeed, because wholesalers and lumber users know a ready market is open to mills that are using--'

1924 COMMITTEE APPOINTMENTS

R. D. Baker, President of the California White andd Sugar Pine Manufacturers Association has announced the following committee appointments to serve d:uring 1924.

Grading Rules: D. H. Steinmetz, chairmah; Walter Sexton, J. D. Spaulding, B. 1y. Adams, I. M. Johnson, and John W. Stevens.

Advertising: H. D. Mortenson, chairman; Arthur W. Heavenrich, J. D. Spaulding, and J. W. Rogers.

Traffic: Dwight Swobe, J. W. Rogers, O. C. Haslett, and F. J. Solinsky, Jr.

Legislative and Forestry: Dwight Swobe, chairman; G. D. Oliver, J. M. White, Willis J. Walker, and Drvight Birch.

BemiS and COwan Sash

and l)oors

PROMINENT SAN FRANCISCO LUMBERMAN WEDS

A wedding of unusual interest to the lumber trade ofl the Pacific Coast occured at San Francisco on February 6, when Miss Grace IVIarie Qrowe of Portland, Oregon, became the bride of M. L. Euph?iirc an Franciico. Mr. Euphrat has been associated with the lumber business in California for many years and is vice-president of the Wendling-Nathan Lumber Cqmpany of Sah Francisco. Mf._lQgphra! is well known and eitre-ely popular in social c]?EiesT-Portland, and is a sister of Guy E. Crowe and Carl C. Crowe of Portland, Oregon, who are both associated with the lumber industry of the Northwest. The wedding was witnessed by about fifty of their friends and the nervlyweds are now on a hoheymoon trip in the Northwest.

FACT(IRY SPEGIII$

FACTORY LUMBER AND CLEA,RIi YELLOW FIR-SPRUCE RED CEDAR

\N. S. RUSSELL

607 Flatiron Building - Srn Francirco

Tclcphonc Dougler 0160

Dircct Reprerentativc of Orcgon rnd TVerLington Millr

After a heavy day in the woods, the ,,gang" expects "heavy," good, wholesome, tasty food, properly cooked and in quantity. For wholesale cooking, still preserving the tastiness and quality of the individual dish, the LANG RANGE has proven its superiority in more than g?/o of all Pacific Northwest Logging Camps, Hbtels and Restaurants. This is why the CheI prefers a LANG. He is able to produce "bett€r" food, quicker, and more economically-the patent€d LANG firebox, the Hot Air Draft Smoke Burning ?rinciples, plus the super- ior workmanship and materials in a LANG. insulated throughout with lrinch asbestos, and guaranteed top plates all put the LANG in first place in Hotel Range performance, Rcallzing thc rupcrlor qurlltlat of thc LANG rugc many old-rtyla rtovc nuutetucn ud ..would-bc stovc n*Gr." arc copying the Odginal LI\NG patcnt€d fctturct. Thcre ls no dupllcttion-ttcrc ie only onc LAI\IG.

F. S. LANG MFG. CO.

Frctory: 2756 Flr.t Avenuc South, Scattle

FACTORY BRANCHES

Firrt and Spring l9l Fourth St. W. 4? bt Avc. SEATTLE PORTLAND SPOK.A,IIE

"Let lJs Handle Your Sash and Door Grief'

WANT ADS

(The Clearing House)

This Column of "Wants" and "Don't Wants" is for: The Fellow Who Wants to Buy The Fellow Who Wants to Sell The Fellow Who Wants to Hire

Rate: ,,$2.s0 per colurnn inch The Fellow

Who Wants to Be Hired

DO YOU WANT TO SELL?

Hevc Buyerr Waiting. DO YOU WANT TO BUY?

Havc good peyiag yard, good location in Lor Angclcr. SEE L M. MEYER

3il0 Chapman Building, Lor Angclcr

For Appointncnt Call 824-9t2

OPENINGS FOR RETAIL SALESMEN

The "California Lumber Merchant," has received inquiries in the last few days, for four good first class experienced retail salesmen, for the Los Angeles district territory.

If you measure up to the specifications, inquire at 408 Fay Building, Los Angeles.

POSITION WANTED

BY MAN 35, THOROUGHLY FAMILIAR WITH EVERY PHASE OF THE RETAIL LUMBER BUSINESS: EXPERT IN MANAGEMENT AND COLLECTIONS: TEN YEARS SUCCESSFUL EXPERIENCE. NOW EMPLOYED IN RESPONSIBLE POSITION BUT \,VOULD LIKE TO FIND PERMANENT LOCATION AS AUDITOR OR SUPERINTENDENT OF A LINE OF RETAIL YARDS. I CAN MEET YOUR REQUIREMENTS. ADDRESS BOX 41, CARE CALIFORNIA LUMBER MERCHANT.

LUMBERMAN

Thirty-four, wants position with retail or wholesale firm, near coast. Now and past six years employed as line yard manager, same firm. Ggod rea-' sons for desiring change. Excellent references., Believe in Jack Dionne methods of merchandising. Address Box 11, care California Lumber Merchant.

WANTED

First class manager for large Los Angeles retail yard. Must be reliable, experiericed, progressive and thoroughly familiar rvith conditions in Los Angeles territory. Applications treated strictlyconfidential, Address Box 122, care California Lumber Merchant.

POSITION WANTED

As manager of yard or string of yards, by thoroughly experienced successful lumberman. Address Box 90, care California Lumber Merchant.

WANTS POSITION WITH INVESTMENT

Retail lumberman would like position running retail yard. Reliable. Am 35 years of age. Could invest $5,000 if desired. Address, Box 27, care California Lumber Merchant.

EXPERIENCED BOOKKEEPER, DESIRES POSITION rN wEsr oR NoRTrtrwEsr

Thirty-two years old'and qualified Tor any kind of bookkeeping work. Address Box 51, c?re of the California Lumber Merchant.

YARDS