Selling to Friends

Sometimes you hear someqne say in a derisive manner concerning some successful salesman:

SELLS ONLY TO HIS FRIENDS.''

Well, don't we all? You certainly can't make any head-

Redwood Mqnufqclurer Wins Nqtionql Aword

For the second time in three years, the large red-, wood producer, The Pacific Lumber Company, with' mills at Scotia, California, eastern headquarters in Chicago and nationwide distribution, won first prize as the lumber manufacturer u'hich had done most in 1955 to promote the proper use of lumber in competition with other materials. The contest is an annual affair and is national in scope, being sponsored by the technical magazine of the lumber industry, the Wood Working Digest.

Judging is based on the efforts put forth ancl the results obtained by the nation's lumber producers. fabricators a3d distributors in furthering the continued satisfactory use of lumber and lumber products by home builders, farmers, industry and the general public.

In addition to operating the world's largest redrvoocl sarvmill, The Pacific Lumber Company is the largest manufacturer of house siding and thus is an important cog in the house building industry.

r'/ay or profit trying to sell your enemies, can you?

Folks who don't like you won't trade with you at all unless it is to your disadvantage.

Of course, a successful salesman sells only to his friends.

And the more friends he has, the more he sells, and the easier.

So, of course, the man who is able to make friends out of his business prospects is creating a mine to be worked as he goes along.

The salesman whose prospects are all friends has a terrific advantage over his competitors, assuming that he has anything like an even break in the value of the products he sells.

A"nd, as far as that goes, he is usually able to outsell and beat competition that may have an ev€n better product. It happens every day.

Give your friends the best deal you possibly can, and you have built the finest and firmest foundation a salesman can have-a world of friends.

Liffrell Offers Deoler Aid

Ralph Littrell, popular speaker at the recent SCRI-A convention, of Littrell Hardware Lines, Los Angeles, an exhibitor at the SCRLA show, representing tl"re "Stronghold" line of Independent Nail & Packing Co., is putting out an attractive nails and fastenings display for retail yards, which is available from the firm at Bridgervater, Mass.

AND tIKE IT!

We're independent! And iust like Gorbo we like io be olone. We're peoked obout ony monufocturer whb tries to force us to push his porticulor brond. Why should the customer be the goot? Being independent qllows us lo give eoch of our cuslomers o freedom of choice in buying to suit his individuol needs. Our independence is our customers' qssuronce of quolity. Noturolly, ofter 38 yeors of deoling with the yords ond fqbricotors of Southern Colifornio, we've developed top suppliers, good mill sources ond o lot of friends qnd we're nol forgetting oboul them. But we've olso developed speciqlized experience which tells us which moteriql is best for o porliculor iob. Thot's on osset you con counl on your cosl sheets.

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R011 R00Hlf0.

Every dealer is entitled to a normal markup and a fair profit. Well, that's what you get when you sell Ceco Corrugated Galvanized Roll Roofing. You're protected against low markup selling because Ceco distributes only through established dealers like yourself. This means you can maintain your prices promote ^ patented product ltne make a good profit. Yet your customers pay no more for the complete roof, Look into this money-making opportunity. Mail coupon today.

- other patenls peniling

Kathryn Murray of the staff of the Southern California Retail Lumber Assn., and executive secretary to Orrie W. Hamilton for the past three years, was married August 29 to Ralph Thurmon and resigned her position. After a short Hawaiian honeymoon, the couple will be at home at 2616% Broadway in Huntington Park, Calif., where Mr. Thurmon is a machinist. Kay was well and favorably known to a legion of lumber dealers and suppliers in southern California and will be sincerely missed in SCRLA activities.

Penaa,all.

Tom Fleming of the Fleming & Hightower Lumber Co., Los Angeles, is back at the retail yard from Tahiti, where he sailed as a passenger in the recent yacht races.

Bill Ramsay, Twin-City Lumber Co. partner, returned to San Rafael headquarters in late August from a three-week business trip through the east, midwest and parts of Canada.

Bill Eagan of the L. W. MacDonald Co., Pasadena, proudly fathered another baby boy August 24. It's re- ported they ordered a girl child but the order got cold-decked, and Robert Anthony Eagan joins tr,vo brothers aged three and ten.

L. C. Cotner, general manager of Redwood Empire Products Co., Palm SpYings, and Mrs. Cotner were recent visitors in Los Angeles calling on lumber firms and preparing for the winter influx of business at the desert resort.

Mr. and Mrs. Charlie Schmitt spent a mid-August week vacationing in the Pinecrest area before he started his new berth as manager of the lumber division for Atkins, Kroll & Co. of San Francisco.

Carl Dupray is back on the job at Eureka Redwood Lumber Co. in Downey after a solo vacation at Sequoia National Park; seems his wife doesn't like to "rough it."

I. S.'Brown, president of Industrial Lumber, Glendale, and Art Evans, Atlas Plywood Co., Oakland, and their wives spent several days last month at Pebble Beacl-r and l\{onterey. Lazy days, good food and a high old time was shared by the foursome.

E. C. "Brandy" Brandeberry, officer with Bill Buettner in A&B Lumber Sales, San Francisco, spent the week of August 20 calling on Oregon mill connections.

Creighton Anfinson, his wife and family of three boys, with Chuck Bush and his family of four boys, spent two recent r,veeks at Eagle Lake, Lassen county, California. The 'boys ranged in age from two to eight and reportedly had the time of their young lives. Creighton is salesmanager for Eureka Redwood Lumber Co., Downey, and Chuck is with the Fairway Lumber Co., Garden Grove.

Jack Butler of Dant & Russell in Portland spent a Calilornia vacation with his wife for two weeks last month.

Nelson Jones, San Francisco hardwood and plywood distributor, returned early his month from a business trip to Dallas, Fort Worth, Houston, El Paso and Texas waypoints drumming up business for the wood products his firm imports.

California has enough standing timber in its forests to build 35 million new houses, hlmost enough to rebuild every dwelling in the U.S.