Useful to tlore People

ft was a better-ttran-av€rage thinker and writer of other days who handed out the following advice to all who needed it: "Make yourself useful to someone." His name was Emerson.

That advice can be applied to every man in business, regardless of what business he is in; in fact, he need not even be in business to be able to use that advice.

To the man who is engaged in selling-and tell us, pray, what man is not-this advice could well be put at the top of h.is selling philosophy: "Make yourself useful to more people." And the more people he becomes useful to, the more and better prospects he will have for selling ttre goods or services he handles.

Following that Emerson advice gives a person a maximum of chances for using his noodle in his business effort.

Plon 60,OOO-Pop. New City

The 8000-acre, $10 million Diamond Bar ranch near Pomona is to be converted into a planned community housing 60,000 population, Engineer Ray Kusche told the County Regional Planning Commission, August 7. He said the gigantic subdivision project is still in the future but its promoters, the Capital Co. and the Christiana Oil Corp., wished to apprise county planners of the over-all program. Extensive areas on the huge ranch will be devoted to housing, while other sections will contain parks, schools, golf courses and shopping areas.

An Editorial

Make yourself useful, of course, but how? And that is whcre the real selling comes in. The more and better ideas a man develops for making himself useful, the better he will get along.

Making yourself useful to a lot of people is a mighty keen and interesting job. It doesn't just happen. Study how you can make yourself useful to your prospects. Don't let them know that you are doing a special job on tftem. Arouse their interest in you. And THAT is the foundation of business-getting.

Emerson said: "Make yourself useful to someone." The modern salesman changes that to read: "Make yourself useful-not just to someone, but to a lot of someones." And watch the results.

WMMA ond SFrttA Work Together

"What the Wodworking Industry May Expect From the Woodworking lVlachinery Industry" wili be ihe subject of a panel discussion presented by the Woodworking IVlachinery Manufacturers' Association to the Southern Furniture Manufacturers' Association at the September 6 meeting of the SFMA Production and Cost Divislon at Mayview Manner, Blowing Rock, North Carolina.

The SFMA and the WMMA are working together to develop a greater understanding of each othei's problem. The primary aim of the two groups is to improve the apprecia- tion for modern machinery which eliminates trial and error g_r_g{ggtion methods in ihe woodworking industry. The WyM4 panel members will discuss the-advantages and reduced costs made possible by modern machines. - l. Sisol-Gloze will lost mony yeors longer thon ony other similqr moleriol.

2. Sisol-Gloze does not deteriorole or discolor with oge.

3. Sisql-Gloze lronsmils moximum beneficio! ultroviolel roys.

4. Sisol-Gloze hos obsolute clority.

5. Sisol-Gloze is low in cost competitive wlth ordinory "temporory" plostics.

Here's your chance to make attractive profits with the exciting possibilities of Sisal-Glazn andits mark-up potential. Sell by the roll or by the lineal foot.

Sisal-Glaze is light in weight yet amazingly tough. For some uses, it, is better tban glass as it transmits almost 100% ultraviolet and infrared rays. Sisal-Glaze will last many years when used as recornmended.

Because of its long life and clarity, Sisal-Glaze is ideal for low cost stom sash, winterizing breezeways, porches, carports. Also glazing summer cottages, cabins, garages, etc.

On the farm, Sisal-GLazn is excellent for glazing poultry housing, banrs, shelters. It's handy, too, for emergency glass replacement.

In the gowing field, Sisal-Glaze will revolutionize existing methods of greenhouse construction, hotbed sash and cold frames. Sisal-G1aze will bring the "do-it-yourself" home greenhouse within the reach of all.

Henry Luce ito Speok or S.F. Conference

Henry R. Luce, editor-in-chief of Time, fnc., will be the principal speaker at the National Executive Marketing Conference to be held in San Francisco, September 12, annbunces Richard G. Hughes. Chairman Luce will speak on "The Need and Challenge for Better Homes in America."

The National Housing Center is sponsoring the meeting of leading home builders and manufacturers of building mateiials and .equipment to formulate a program for expanding the hous{ng market. The conference will be a feature of the annual fall meeting of the National Association of Home Builders' board of directors, September 12-17.

"The fact that Mr. Luce and many other top business executives will be at the San Francisco conference underscores the importance of this meeting," said Hughes. "The mail we have received with acceptances from manufacturers contains one of the most enthusiastic responses to any meeting that the Housing Center has yet spbnsored."

The Industry Advisory Board for the conference includes:

S. W. Antdville, president, U.S. Plywood; Edgar Kaiser, president, Henry J. Kaiser Co.; William L. Keady, president, Fibreboard Paper Products; William G. Reed, chairman, Simpson Timber; Charles K. Rieger, vice-president, General Elect4c; Fred K. Weyerhaeuser, president, Weyerhaeuser Timber. Home builder representation on the industry Advisory Board includes 15 past presidents of the National Association of Home Builders.

Andy Donqld to Monoge Hollywood Yqrd of Lounsberry & Horris

Andy Donald (above), veteran of Lounsberry & Harris, one of Southern California's oldest retail lumber firms, has been named permanent successor to Paul Hill, who managed the Hollywood yard on Santa Monica Boulevard more than 42 years prior to his death, May 28. Andy has been identified in the lumber industry all of his life. He has spent over three decades with the pioneer Lounsberry & Harris concern and, prior to assuming the management of the Hollywood branch, he was sales manager for the Hollywood and Bay area section of the county. He will handle both assignments in his present position as general manager.

During the long illness of Mr. Hill, the yard on Santa Monica boulevard was under the direct manag'ement and supervision of Art Hertz, another veteran of the retail firm, who has now been assigned to an administrative position at the home office on San Fernando Road in Los Angeles.

The new shed construction at the Hollywood yard that lr'as started by Mr. Hill and continued by Art Hertz was brought to conclusion last month by Andy Donald. A11 dry stock is now stored under cover in a new steel warehouse facing on Santa Monica Boulevard.

Stop a minute-before you fill out that order for Masonite@ Peg-Board@ panels and fixtures. Ask your customers what they want to hang up on these everywhereuseful hardboard panels.

Maybe they need the extra strength, the extra weight-holding power of heavy-duty )f" Peg-Board-to support heavier tools, implements, shelves and equipment.

Show them the thickness of these panels. Show them the heavier, stronger fixtures especially designed for heavy-duty service.

Take advantage of Masonite's national advertising of heavy-duty 11" Peg-Board to appear in the leading magazines shown here. Make sure you have adequate stocks of %" Peg-Board panels and fixtures. Talk to your Masonite representative now about tie-in mats and point-of-sale displays, or write Masonite Corporation, Dept. CLM9-1 Box 777,Chicago 90, Ill.

New Glue-lominoted Beom Wholesqle WcrrehouseOpen

For the first time in the history of the building industry, a glue-laminated rvood beam .lvholesale u-arehouse has been established primarily to serve residential and small commercial construction, thanks to the pioneering spirit and foresight of trvo Seattle building materiais men. The firm, Laminated Woods, Inc., 736 Northlake \\ray, Seattle, Wash., is an exclusive outlet for I{ilco laminated beams, product of the Weyerhaeuser Timber Company.

It rvas started by Robert E,. Andretvs and Robert W. Borneman, both r,vith long experience in the building materials business as salesmen, contractors and ou.ners of retail lumber yarcls. Before their company was launched they made a thorough survey of the potential market for stock laminated beams. Architects unanimously agreed that the use of laminated beams would be greatly increased rvith establishment of a ready supply of tl-re materials stocked for immediate use. Lumber dealers and contractors concurred. This ner,v rvarehousing plan overcomes the prer.ious slou'-delivery problem by permitting mills to produce in volume stock sizes that car-r be inventoried for immediate del ivery.

Information gathered from surveys of scores of architects and by studying years of sales records of old-style solid beams indicated that six sizes n ould cor.er 80 to 90/o ol current home and small construction needs. With this information they rvorked out rvith officials of the \\reyerhaeuser Timber Company a plan to start their wholesale business. They u'ould stock the Weyerhaeuser line of Rilco glue-laminated beams as .w.e11 as distribute the company's hr finish and mouldings, pine, hemlock, spruce, particle board and treated timbers.

For the first time in construction history, it would be possible for lumber dealers to pick up and deliver laminated beams the same day, without the usual 6 to 9 weeks' delay that prevailed in ordering custom beams from the mill.

All phases of the business benefit u-ith this net' tylte of selling. .\t the Weverh;reuser mill it is norv possible to manufacture stocks of standard size beams on a production schedule. NIill inr-entories can be built rrp at a time of year u'hen the traffic in other production is lighter. Builders knou'the exact size beam they neecl is norv carried in stock and is as available as other dimensional lurnber. This means no delal's on the job and that it is alu'ays possible to have the roof on a ltuilding in the usuai thirty days.

Being all kiln-clried material, the beams .rvill not crack. check or rvarp out of position. Consurners get a better prodruct in both beauty and service.

The progress of Laminated \\.oods, fnc., is being rvatched by the building inclustry all over the nation. Anclren's' and Borneman's success t'ill open an entirely nerv marketing structure to a previously all-custom operation. In a recent ne\\rs statement released by the \\reyerhaeuser Timber Companv, the future of Laminated Woods, Inc., rvas implied in these feu' u.ords, "this . . coulcl verv easily be a golden opportunity-a salesman's dream."