AN ENTERPRISING LUMBER SUPPLIER [9H., WMHHR g$,.INg.

Now seruing Northern ond Centrol Colifornio os o full service independent lumber ond building moteriols supplier chose The Howord Elkins Corporotion to build their storoge ond sow buildings, Howord's sturdy, procticol ond ottroctive post frome construction gove Lodi Lumber the chonce to use for iheir buildings their moin product,.lumber. And the open design lets the Lodi Lumber yordmen lood compony or customers' trucks quickly ond efficiently. Our roil spur (directly into the yord) con occommodote up to 5 flot cors for unlooding ond stocking onto Lodi Lu mber Co.'s 4.6 blockiopped ocres.

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lf you ore plonning o new business or wont o new building of your present locotion call or urrite The Howard Elkins People. Theywill be glod to give you the informotion you need to get your projects underwoy.

f2899 Locke Road

Lockeford CA gilziJz

^-The rroward Elkins

R0USlilG WEt00ilE for live new members of Los Angeles Hoo-Hoo Club followed dinner and g0lf at the Flintridge Country Club, La Canada, Ca., recently. ltop-tettl Frank Stangei; Bob Mtirritt, iast president, and Buzz Anawalt, new member. Ken Kenoffel ltop rigitl with Doug Maple, Don Stobaugh, Bud Nelson. New members Tom Thomas, llower lefll with John Hosea and Don Bailev. Brothers, Lindsay and Larry 0lson, llower righll and Terry Listbn, all new members. Joe Schwallie. oresident. ran the meelino.

Reasons for Business Failures

The failure rate for new businesses at latest estimate is 33Vo in a year with SOVo going underin five years.

Most common reasons for failure are: o lgnorance; starting a business without adequate knowledge, and/or little or no experience. o Sloppy records: not ke€ping complete and accurate records to warn ot trouble. o Lack of preparation: undertaking project without sampling for effectiveness. a Overlooking competition. Starting with insufficient capital. a Failure to allow for inevitable setbacks and unexpected expenses. o Granting credit to poor risks. o Increasing size of company too rapidly.

. Setting prices too low: failing to make expenses.

. Time lag: underestimating time needed to build a market.

Show Fee Legality Probed

Legality of trade shows where exhibitors pay a fee for the privilege of showing merchandise is being questioned bv the Federal Trade Commission.

Brought about by big retailer sponsored shows with the suppliers paying pro-rata cost for display space, the problem seems to be that it is not unusual for chains to skip purchases from manufacturers who do not attend the shows.

To avoid any doubts of legality, a company should pay the entire cost of presenting new lines to its regional managers although it is probably permissable for the manufacturer to provide a display or demonstration.

This map displays several degree-day zonee. In general, it's recommended that homeowners uoe windowe with double-pane ineulating glass inareae above 4,5OO degtee days and triple-glazing in eectore higher than 8,OOO degree days. However, Andereen Corporation, a leading window [laDUfacturer, euggests that triple-glazing ie a good idea wherever heating and cooling coste are unueually high.

Singapore Hoo-Hoo Formed

Forty-two members were initiated into Hoo-Hoo International, the fraternal order of lumbermen. when Jimmy Jones, the club president, Vallejo, Ca., installed a new club in Singapore with the assistance of Kevin Kelly, an Australian member.

President of the new club is Ho Mun with Charlie Chan as vice president. Membership includes Jennie Lim, timber importer and exporter, accepted into the traditionally all male club because of government regulations in Singapore.

On his return trip to the States, Jones visited clubs and members in Australia with stops in Melbourne, Tasmania, Brisbane, Sydney, and Adelaide. In addition to touring timber companies, plantations, and saw mills, he attended opening ceremonies for Timber Week in Adelaide.

Use Body Language Glues

Reading the body language of the prospect can supposedly give a sales person a reaction to his presentation.

Positive signs include leaning forward, relaxing with an alert expression, or standing with hands on hips and feet slightly spread. When these readiness signals are followed by the prospect moving closer to the sales person, the deal is made, according to some experts. On the other hand. beware of the prospect failing to look you in the eye, turning his body away, touching or rubbing his nose, looking over his glasses or squinting at you. These are indications of suspicion.

Boredom is reflected in doodling, a blank look, tapping foot or fingers, slumping in the chair. turning toward door.

Leaning toward you, tilting his head, rubbing his chin, leaning his head on his hand, putting his hand on his cheek, and sitting forward in the chair are believed to be signs of active evaluation.

Watch the signals and turn thent to your favor by adjusting your sales approach.

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/&conpoRerE0 gomnlUlalruale Lunbpl,

Hem-Fir

Hemlock

Douglas Fir

GREEN oT DRY o DIRECT MILL

SHIPMENTS . LCL r CARGO r

RAIL o TRUCK & TRAILER o

PRESSURE TREATED LUMBER

Yard & Olflces: End of Alrport Rd.

P.O. Box 723, Uklah, Ca. 95482

Phone CORDES LANGLEY, ROGER HOWARD: