Rombling Thoughts for Solesmen An Editorial

Some people tell the truth out of pure cussedness. ft's a poor rule that doesn't work both ways.

Some men, who have had no advantages of their orvn, always try to take advantage of someone else.

Every business of importance is looking for men who work from the chin up. The earth is littered with men who work from the chin down. The chin-up workers get promoted without speaking to the boss.

Emerson said that the man who made the first pair of shoes, carpeted the earth with leather. The man who made the first square board, out of a round log, was no slouch either.

Salesmanship means human -energy and intelligence focused on inducing people to exchange their cash and credit for commodities or services the salesman is interested in distributing. If the job brings profit to the vender and satisfaction to the buyer, it is a SALE.

The success of a salesman depends largely on the energy, intelligence, and AFFECTION he puts into his job. If he loves his job he'll "give his genius to it," as the colored brother said when asked how he tied his necktie so good.

The true forte of salesmanship is to supply human wants and needs, to increase and create happiness, health and prosperity, and all the other good things that make life worth while.

You don't necessarily have to understand the "psychology" of selling in order to do a good job. A fellow named Gaudentius built the Coliseum at Rome, and also the great arched bridges that spanned the Tiber and other rivers of the old Roman Empire, but he was not an arch,itect. He could not figure the mechanical laws of stress and strain, but he built them, and they stayed up. He could not figure an arch, but he sure could build a dandy.

A last bit of advice. Never say to a man, "You don't remember me, do you?" Makes a guy mad every time. Thc chances are he will answer: "No. I don't. Should I?"

Mosonite Pushing Presdwood As 'All-purpose Form Bocrrd'

A long-range program to pror.note its r/4" Ternpered Presdrvood as Masonite All-Purpose Farm Board is being launched by Masonite Corporation in Spring issues of eight farm publications. The procluct has been given the descriptive name to highlight its r,vide range of farm uses and to prot'ide a promotional "handle" to impress its advantages on rural customers.

A kit of supporting sales aids includes one- and twocolumn newspaper advertising mats, pressure-sensitive 6"x14" posters for indoor or outdoor clisplay, bundle and panel labels giving thc new name, and zrn application sheet in each bundle. Other supports for dealers include a dozen farm plans rvhich are available free to inquirers. The advertisements include the ol1er of a free sample in a coupon and suggest: "Your building materials dealer has a free sample, or use the coupon."

Unlimited

This Yqrdfound 'poy-dirf inthe grqss roots

Scrcrqmento's Economy Lumber Compqny Holds Diversificcrtion ls Key to Lumberyqrd Future

"'When Jim and I began hunting for a place to establish our vard, we naturally were looking for a piece of ground that rvouldn't cost its weight in gold. And, too, we tried to second-guess where Sacramento's next big building expansion u'ould take place, in order that we could end up an integral part of it."

So said Tack Hackard, partner in the Economy Lumber Company, Sacramento.

"When rve first selected this spot and located here, this whole area was nothing more than a cow pasture, and conrpletely lacking public utilities of any kind. But look at it now," Hackard pointed outside.

Visible through the big plate-glass front of Economy's nerv shorvroom were thousands of nelv homes in every direction, and completely surrounding the yard. Economy Lumber plaved a big part in the building of these homes and now, due to the yard's increased diversity and emphasis on do-it-yourself business, it will continue to play a big part in the maintenance and improvement of these homes.

Being that most of the homes in the area stem from various tract developments, it has also followed that fencing materials have been in high demand. Several years ago, Partners Hackard and Jim Owens set up a pre-cut fencing department in the yard, complete rvith a large display shorving the various patterns available. They have been doing a land-office business in pre-cut fencing ever since.

"During the Summer months, we estimate that over twothirds of our retail volume is in pre-cut fencing. And if the customer doesn't want to put the fence up himself, we'll arrange to have it done for him," the partners stated.

The new Economy Lumber Company showroom, which was completed late last Fall, is a further step in diversifying the operation, or "to cover all the bases," so to speak.

Originally, the vard did a large part of its business with Sacramento area tract builders, and conserved its rvorking capital by not having to build an elaborate retail showroom anC stock many of the expensive and, by comparison, slorvmoving, do-it-yourself items.

The yard was established in 1948 as a three-way partnership between Jack Hackard, Jim Owens and George Fuller rool disploy. of the Fuller Lumber Company, Sacramento. Hackard, who received his lumber training with Fuller, and Owens, who has been a lifetime friend of Fuller's, purcl-rased the latter's interest in Economy Lumber in 1950.

Hackard now coordinates the yard operation ancl does buying and selling, while Owens has taken charge of Economy's grorving do-it-yourself business.

In addition, the partners long ago realized the impor- tance of employing and keepins competent men in the key positions throughout the yard. Jim O'Bryon and John Uhart are a couple of these men. O'Bryon handles Economy's estimating and contractor sales, and Uhart is oftice manager and in charge of credits.

JIM O'BRYON (for Iefi). who hondlas Economy's estimoting qnd contrqGlor soles, stqnds behind order desk qt for left; door ro right lecds out to the yord. Phofo ot left shows cn exomple of o'sners'ingenuitY: oftloctive new island disploys were simply cnd inexpensively mode by cutling poneh to desired size ond ottoching wrought iron legs-similqr to pulling one cofiee foble qtop onolher.

FULt-sCAtE FENCING DISPIAY (for lefi) reqlly sells the fencing ot Economy by giving lhe cusiomer o firsr-hqnd look qt the types of Precut fencing qvcilqble; showroom disploys (lefi) rqnge from gorden tools to doors-ond every ilem carries o price log.

YARD STORAGE is oll deportmen. tolized, Shown here is storoge of roofing ond insulotion producb, with q view (for left) out into lhe lumber yord.

A quick trip through E,conorny's present yard, bearing in rnind that it got its start in an isolated fie1d nithout electricitv or water, u.ill really drive home rvhat ingenuity, forethought and plain old-fashioned hustle can do for a business. Today the yard covers over two acres, including spur facilities; employs 16 men, has five trucks, one carrier, trvo fork-lifts and its own custom milling equipnrent compared to a small storage shed and one old truck in 1948.

"There was literally plenty of grass under our feet at the beginning, but there's been none under our feet (or seats) since that time," the partners jokingly remark.

In addition to adapting to and encouraging do-it-yourself business, Economy also presses hard for the area's custom home business. "\\/e believe that, in the future, tract building rvill definitely fall off and that the custom built home 'rvill again regain its place in the building picture. We have, and intend to further gear our operation to the custom home builder," the partners deciare.

Tomorrow's Timber

The sprightly seedlings in the foreground of this scene from \Winton's Amador Tree Farm one day will emulate the fine stand of timber in the background. Careful management and conservation practices such as this systematic reseeding of cut areas, mark this as a forest uith a future!

lVinton has long practiced " conseruation through use" of our important forest resources. The efficient management of this raw material is just the f'rst rtep-and an all-important one-in the production of quality \Winton lumber. You'll find care, consideration and "know how" through the entire man' ufacturing process to the finished product.

You can ofier \Winton quality lumber with pride. It's unsarpassed! Winton's alert service is a feature to be proud of, too. Ask your Vintonman for details.

SbippingtUttlBER MOUtDING TRIM

"Why are house ?"

Low Abiding Thot's Difrerent

they moving that church, and that school- Lieutenant (roaring with rage)-"Who told you to put those lousy flowers on the table?"

"I'll tell you. I'm mayor of this here town, and I'm for law enforcement pure and simple. We've got an ordinance that says they ain't to be no saloqns within 300 feet of a church or school building, so we're moving both of 'em; the church and school, that is."

Fqte

Two shall be born, the whole wide world apart, And speak in different tongues, and have no thought Each of the other's being, and ,no heed; And these, o'er unknown seas, to unknown lands Shall cross, escaping wreck, defying death; And all unconsciously shape every act

A,nd bend each wandering step to this one endThat, one day, out of darkness they shall meet, And read life's meaning in each other's eyes.

And two shall walk some narrow way of life, So nearly side by side that, should one turn Ever so little space to left or right, They needs must stand acknowledged, face to face. And yet, with' wistful eyes that never meet, And groping hands that never clasp, and lips Calling in vain to ears that never hear, They seek each other all their weary days, And die unsatisfied. For this is Fate.

-Susan Marr Spalding

A Dirty Dig

Father (facetiously) "Don't you think our son gets his intelligence from me?"

Mother (likewise) - "I{e must. I've still got mine."

Pope Wrole:

The flying,ru,mors gathered as they rolled, and all who told it added something new, and all who heard it made enlargement, too; in every ear it spread, on every tongue it grew.

A Forlune for 9omeone

History TeacherCan any of you tell me what makes the Tower of Pisa lean?

Fat StudentI don't know, or I'd take some myself.

Free Speech

Charles Bradlaugh wrote: "Without free speech no search for truth is possible; without free speech no discovery of truth is useful; without free speech progress is checked and the nations no longer march forward toward the nobler life which the future holds for man."

Steward-"The Commander, Sir."

Lieutenant-"Pretty, aren't they?"

Poverty

Said James A. Garfield: Poverty is uncomfortable, as f can testify; but nine times out of ten the best thing that can happen to a young man is to be tossed overboard and compelled to sink or swim for himself.

Promoted

"You," said the Sales Manager, "give me a pain in the neck."

"Thank5," said the salesman, "for moving me up."

Resl Philonthropy

It is nothing to give pension and cottage to the widow who has lost her son; it is nothing to give food and medicine to the workman who has broken his arm, or the decrepit woman wasting in sickness. But it is something to use your time and strength to war with the wayward,ness and thoughtlessness of mankind; to keep the erring workman in vour service until you have made him an unerring one, and to direct your fellow merchant to the opportunity which his judgment would have lost.

Soles Tqlk

-John Ruskin

Pretty Lady: "I want some window curtains that are not revealing, for my bedroom windows."

Smart Male Clerk: "Lady, with your figure, you should worry."

How Scqndql Stqrts

Over the back fence, Mrs. Einstein says: "I understand Cohen is keeping a budget."

And Mrs. fsaacs replies: "Vat? Und mit such a nice vife, too."

Plont Your Tree

Poet plant your tree

On the upward way;

Aromatic bayPlant that men may see There in storm and shine, And through bows divine, Freedom bravely blowing.

-Sassoon Indorsement

The traveling man got a wire from his wife at home, telling him he was the father of an 8-pound son. And she ended the telegram-"Truly yours."