is yard singlehanded

tthat's our price to commercials.' The retailers are boxed in, they have to buy from these men as the number of suppliers decreases." Chilton believes wholesalers are doing it because they need money quickly.

His personal view of the future of the lumber industry is that the small, local retail dealer will be phased out gradually.

"Only companies with large timber holdings will be in business within I0 yearsr" he explained. He bemoans the lessening of contact between lumbermen today, stating, "it's harder for a young man to. get started and to learn the business today than it used to be." He points to the increasing competition in the industry compared with when he started. "To succeed today, a young man must have considerable capital, a thorough knowledge of the business and plenty of ability in merchandisingo' he said.

C.hilton's business credo developed during his 42 years in San Clemente is "it's personal contact that makes a small business." He believes strongly in service, in t'helping and advising customers." Just recently a lady customer was so pleased with the care he gave to working out her purchase that she ofiered him a tip.

Starting with Sun Lumber Co., then in Bevgrff Hillq Calif., in,1V24, he later worked for J. W. Heinecke in1927, buying what is now Chilton Lumber in 1937. He's been married for 42 years and has two children and three grandchildren. He's a member of the Masons, F,lks and the American Legion and will be 66 in October.

'A first rate trap shooter, he won a new automobile in a 1961 competition.

Chilton Lumberos all time highest gross was $56,000 per month shortly after World War II. Today, as the sole employee, Ctrilton grosses $150,000 per year. "A man running his yard alone has a lot of fun; meets a lot of people, too," he explained.

The yard serves a retail area of approximately l0 square miles. Competition is formidable and includes Sun Lumber Co., Ward and Harrington and Owens Parks.

The yard used to be primarily a contractor-industrial operation, employing 12 men and running three trucks at its high point. As the high cost of money slowed building down, he began clamping down on credit because "money is drying up." Two years ago all contractor business was stopped.

Now the stress is on retail and remodeling business since most people in the area are making additions and updating their homes rather than moving to larger, more expensive dwellings.

The yard charges {or cutting lumber by the hour, depending on what the customer wants done and how regular a customer he is. No pre-fab or remodeling packages are ofiered. The yard has had no luck selling power tools and finds that small tools are often shoplifted, mainly by youngsters looking for excitement.

He picks his employees by instinct and a feel for human nature. His bookkeeper, with him for years until his father-in-law required him at his business, was pirated from Bank of America. 'oThe bank gives them good training and thoroughly checks their references," Chilton explained, "but pays lousy. I ofier them more money, raises and bonuses.tt

The yard runs a small, daily advertisement in the local San Clemente paper. Hours are from 8 a.m. to 5 p.-, Monday 'thru Friday, closed weekends.