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Founded 1935

Fir Pine Redwood Spruce Western Hordwoods

Direct Mill Shipments

Disftibution Yards--San Francisco o Los Angeles

Los Angeles-7155 Telegraph Road 90022

Phone (213) 685-4506

San Francisco--l485 Bavshore Blvd. 94124 Phone (415) 467-8440

A N AWFUL LOT is written these days / r about success and how to attain it. This all begins with the thoughts we try to impart to our children as they jog through their school years. And it continu,es, or should continue as each of us runs faster through our business years and hopefully into an enjoyable retirement.

by BOB McBRIEN executive vice president of the Lumber Merchonts Associotion

Not being one to skirt the issue, I'd like to share a few ideas on the subiect that may be far from new, but which have Y()U CAN'I sit still and helped many a person to move ahead at a expect success to come raster and more enJoyable pace.

Success ,"uti i, lor.,r".o-"rhing that someone else doesn't want to do and is incapable of doing. It's that simple.

In business, *" u"hl"o"'*.rr"""1, o, i.oui,l;ng a service as well as just having merchandise to peddle. Anybody can peddle merchandise when a customer comes to him but the real success is a man who can plan ahead and have additional merchandise and then sell this along with the items the customer came to obtain.

Thr6ughout our industry we are witnessing much expansion of product lines as well as greater diversification. Both are necessary if we want to be successful, or for that matter, even compete with some of the national chains that are trying to move into our business in a big way. We can't sit still and expect success to happen. We have to make it happen.

Thinking about this ,"rl,no, ;" ";- the man who gets o't of bed in the morning, turns on the phonograph and listens to a highly inspirational message, shaves, puts on his best duds and is ready to conquer the world. The only problem with this man is that he never leaves the house in the mornins and thus he's a failure.

Early in life we must rt'solve that we have to do things we don't want to do and then do them. It may be changing our business direction, it may be talking it out with a business associate who isn't carrying his share of the load, it may be training our employees, it may be putting the cards on the table with some of our customers who are not contributing to our profits, yet are requiring more of our services, time and efiort.

In doing all of this soul searching in striving for success, ne must adopt the correct attitude. With the right approach, it's easier to accomplish our goals. * *

As I conclude these few ideas, we are getting ready for the LMA annual convention which will be history when you read these words. I hope t}at you will have been a part of this history as it should be a good convention, one that will give you some ideas on success and how to achieve it. If you were not at the convention, sit yourself down and spend a couple of minutes thinking about the above. It will be most worthwhile.