Speaking of Sellins

Bv JACK DIONNE

You hecrr c lot about the cbEolute necessitl' Ior "tecunwork" crmong scrlesnen represenling lhe san're concenl This iB no criticism ol tecmrwork, but-did you know thcrt during the eeries ol yecrs when the Detroit Tlgers were enioying their grecrtest successes in the Americcsr bcsebcrll lecgue, Ty Cobb crnd Scm Crcrurlord plcyed side by side in the ouffield AllD NE\IER SPOTE TO EACH OfiIER?

no doubt, thcrt exceptiona cre the things thct lend strength to

Adcon Smitlu i! his lcmous book, "The Wecrlth oI Nqtions," scrys thcrt "crll weclth cones from lcrbor crpplied to lcnd." Thct wcs c long time crgo. Todcrl' we scry thcrt "cll weqlth comes lrom good merchcmdising ol good goods."

"One hcU the bqttle," old Tom *.rO """0 to scy, "is to cctch the specker's eye." He wcrs Speclcer of the House ol Representctives Ior cr generction. There's c sound thought there lor scrlesrmen" To get the crttention ol the right guy belore someone else does, mqkes mctny cr sqle.

The successlul sclesmcm i" "l*""; Joo"t.r.

Too mcrry scle$nen get their ccrlluses in the wrong plcces.

The successful scrlesrnqn is not necesscrrily the brcriniest one, nor the bestlooking, or best-dressed. He is the snriling, pctient personcrlity who lorows cll crbout the stuff he sells card still believes in it; who likes his lirm qnd believes in it; cnrd who is overlocded with thct irreplccecble thing cclled "sticktoitiveness."

I hecrd someone scy cbout "."";J"r, crnd in terms of derision: "He sells only to his lriends." Well, don't we crll? You certcinly ccrnlt mcke crny money doing business with your enemies; they won't trade with you crt cll unless it is to your discdvcntcrge. OI course you sell only to your lriends! All successful sclesmen do thct. And the more lriends you hcrve, the more you sell. So the mcrn who ccn mcke cr friend out ol every prospect, hss cr grect cdvcnlcAe over the lellow who ccnr't. And don't mcrke the error oI selling cr Iriend without a proper prolit, iust beccruse he likes you. When you both mcke a profit, youte mtrde c swell decl

Increasing Demand for SUPER-Harbord Brings Dealerr New Business

"There's no limit to the practical uses of SUPER-Harbord (the resin fused) hot plate plywood," states George E. Ream of the Geo. E. Ream Company, Los Angeles.

"When SUPER-Harbord, the original outdoor plywood, was first introduced to the dealer trade many buyers were skeptical about the claims for a plywood so reasonably priced that would actually withstand constant exposure to moisture and moisture changes. These same buyers and dealers today are SUPER-Harbord's best boosters and are cashing in on their sales of this fine product," continues Mr. Ream.

"The binder and the press constitute the two basic reasons for SUPER-Harbord's claim to great outdoor durability. First, the patented artificial resin substance and second, the modern hot plate presses, which fuse the plies together to form one solid piece of lumber with all the advantages of lamination. The cross banded construction of SUPER-Harbord minimizes its twisting and warping, and in addition gives it great strength. It will not split or crack and expansion and contraction, due to temperature changes, are nil. The product may be boiled indefinitely without effecting the bond, so securely have the plies been fused. Having successfully withstood practical service uses in locations of extreme conditions-from cycles of drenching in tropical climates to disintegrating effects generated by the actinic rays of the desert sun, and from subzero temperatures in refrigerating units to humid atmospheres of seed culture beds, its value has been proven to the construction industry, making it a leader in the lumber dealers plywood sales.

"The sales opportunities for SUPER-Harbord are constantly increasing due to its diversified uses and consumer acceptance. Today's markets include house and farm buildings, concrete forms, boats, signs, cold rooms, vats, truck bodies, trailers, dry kilns, shelters, dairy, laundry and ice-house equipment-plus the many undiscovered uses of tomorrow.

"SUPER-Harbord is manufactured in all standard sizes and thicknesses and stocked in our warehouse, together with a complete line of all other Harbor Plywood products. Through our Friendly Dealers Service we distribute to the recognized wholesale trade.

"The future of the dry-built house is decidedly on the optimistic side, with a nation-wide interest in this type of home construction gaining popular favor, all of which lends a pleasing outlook for SUPER-Harbord."

Buys Interest In Lumber Schooner

Defiance Lumber Company, Tacoma, Wash., has bought a half interest in the steamer Whitney Olson. The boat has a capacity of 1,750,00O feet of lumber. Fountain-Smith, Los Angeles, represents the Defiance Lumber Company in the Southern Califor.nia territory.