nearby.

There's a TW&J distribution center near you, part of Ca lif orn ia's most com prehensive source for a ll basic construction needs. Fast service. I n-depth inventories. Lumber, mouldings, plywood, millwork. Specialties toofencing, hardwoods, beamS, to name a few.

FR ESN0 , 1266 North Maple Ave.; LOS ANGELES, in Cerritos at 14103 Park Place (including hardwoods);

NATI0NAL CITY, 1640 Tidelands Ave.; N EWARK, 5526 Central Avo.; RlALT0,555 West Rialto Ave.;

STOCKTON, Stockton Box Co., 1800 Marsha ll Ave.; VALLEJO (hardwoods) 3020 Sonoma Blvd.; VAN NUYS, 15150 Erwin St. And out-of-state: PHOENIX, Arizona Box Co., 3203 Grand Ave.; HURST and HOUSTON, Texas.

Get the look or Get the Lumps

THE LOOK of success is a pretty tough quality r to try and define. But even so. there are a number of things about it that we can and should pin down as it is an important part, both physically and figuratively, of every continuingly successful business operation.

The Look is something that most of the big chain operations have and that most, though not all, o{ the independents do not. It is a combination of many things, not the least of which are a newly-painted, well-lighted, inviting and come-hitler appearance.

A successful business is like a success{ul man. You know a winner the minute you see one. There is just some quality that shows through.

Nix on Dullsville

qUMMERTIME . . . people take off neckties, v hang up coats. relax, stretch, and look around for a little {un. Christmas bills are paid, taxes are paid, people.are ready to relax.

Is there anything lun at your place of business?

Something to amuse your customer, provoke a smile, a chuckle, maybe even a laugh. There should be, you know, it's good for business.

Take any piece of junked machinery, suspend it from the ceiling, hang a sign on it that says Apollo ll. Or maybe the sign should say I9?0 Cadillac. Pin up a picture of a goofy looking guy with. a line under it that says Our Boss. Go to a ioke store,

In a really well-run business, every aspect of corporate life reflects The Look. The buildings, advertising, trucks, invoices, appearance o{ the employees, the store and yard layout; everything.

The customer, when he makes his decision to buy or not to lruy from a certain business, is acutely tuned to The Look. He probably doesn'r realize it, but the unsensed feeling he gets {rom looking at your advertising, your store front, your people, is making the decision for him.

If all the components of your firm look scrufiy and worn around the edges, are you really going to be surprised when the buyer opts for the look of success? As the old saying has it, nothing succeeds like it. pick up a few dollars worth of amusing pictures and signs, then hang them up all over.

The best reason for doine this? To make monev. of course. While it -uy .""- a roundabout way io soften up a customer, surveys and common sense agree that the customer in a good frame of mind is much more apt to make an appreciable purchase than one who is made som'ber and serious by his surroundings. This is particularly true of those who buy high markup impulse items.

Let a little levity lighten the job. You'll be amazed, at what a happy atmosphere can do to get more out of the customers, the employees and, yes, even the boss. Try it.

SPECIALIZING in-t}ouglos Fir Dimensions, Boords & Studs

Weslern Hemlock Dimension, Boords & Studs

White Fir & Redwood Studs

CARGO-RAIL-TRUCK & TRAILER

Redwood Posts & Redwood Speciolties