Frqnk J. Connolly, Los Angeles Lumbermqn ond Civic Lecrder, Pcrsses on

Frank J. Connolly, 59, Los Angeles lumberman and civic leader, passed arva)- on Monday evening, October 4, at St. Vincent's Hospital in Los Angeles following a short illness. He lyas president of the Westhard krporting Co. and a former presideirt of the Western Hardrvood Lumber Co.

A native of Denver, Colorado, Mi:. Connolly came to Southern California in 1910 and nine years later became associated with the Western Hard'n'ood Lumber Company. He lr,as named president o{ the comparty in 7942 iollowing the death of Mr. D. J. Cahill, who founded the company in 1904. Western Hardwoocl operated one of the finest and best equipped wholesale lumber yards in the nation. Mr. Connolly sold his interests in the company in 1953 to organize the Westhard Importing Company.

During World \\rar II, Western Hardrvood Lumber Company and the firm of P. J. Wall<er, contractors and builders, formed a partnership and received contracts from the United States Nfaritime Commission to furnish the joiner rvork on vessels constructed at the California Ship- building Yard at Wilmington. Western acted as procurement agent and Walker installation agent in the partnership. A total of 472 vessels of the Liberty, Victory, and T-I Tanker Type r,vere completed. In recognition of an outstanding production achievetnent, the Unitetl States Maritime Commission bestor,'r'ed upon the organization the coveted Maritime "M" Pentlant and Victory Fleet Flag.

Mr. Connolly was a member of the Los Angeles Chamber of Commerce tor 25 years, and served as a director as well as Chairman of its World Trade Affairs Council in 1952 and 1953.

He was active in lumber associations. He rvas a director of the National Hardwood Lumber Association, and a former president and a director and member of the Executive Committee of the National \\rholesale Lumber Distributing Yard Association, also rvas active in the affairs of the Philippine Mahogany Association and Pacific Coast Wholesale Hardwood Distributors Association.

He rn'as a member of the Jonathan Club, Los Angelcs Country Club, Delta Phi Epsilon, American foreign service professional fraternity, and Hoo-Hoo. He served rn the Navy in World War I.

In the passing of F-rank J. Connolly the lurnber industry lost one of its flnest characters; a man of imperisirable memory. FIe rvas a friendly, lovable man, u''hose friends were all those 'rvho knew him v,'ell. A keen business man, an enthusiastic lumberman, a leader in everything he attempted, his power and integrity rt'ere generally recognized and approved. The lumber industry dee-;r. ly mourns his passing. He will be sorely missed.

Surviving are his rvidow, Mrs. Betty Follen Connoll_v, and three daughters, Mrs. Betty Jane Chick, Mrs. Sheila Latasa and Mrs. Diane Coffey, a sister Mary H., and a brother T. Hugh Connolly. Funeral services were held Thursday morning, October 7, in St. Gregory's Church, Los Angeles. A large numlter of lumbermen attendcd the services.

Otto W. Frese

Otto William Frese. 69. associated with the lumber business in San Francisco for the past 50 years, died September 23 at Mill Valley, California, lvhere funeral services were held September 25. He leaves a daughter, NIrs. Dor,rthy Marclay of Mill Valley, and a son. Bill Frese, rvho operates a wholesale lumber business in Sacramento.

Otto Frese's long lumber career originally started rn 1900, with the Bellingham Bay Lumber Co., located in North Beach, San Francisco. In 1910, he went with Uniorr Lumber Company at San Francisco and, a {ew years later, was placed in charge of Union Lumber Company's lumber schooner fleet, which operated from F'ort Bragg to San Francisco and Los Angeles. In 1921, Mr. Frese went to South America. He located about 2000 miles up the Amazon river in Brazil, and became engaged in buying and exporting species of tropical logs to the United Statr:s for others. It was .ivhile he was in South America that 1\Ir. Frese met his wife. They returned to San Francisco in 1923 and shortly afterwards Otto Frese went into the wholesale lumber business, located at 320 Market St.

Mr. Frese was a longtime member of the International Order of Hoo-Hoo and was member of San Francisco Hoo-Hoo Club 9.

Nelson C. Henger

Nelson Charles Henger, 57, founder and president of the All American Manufacturing Co., Vernon, Calif., died September 2O in a Pasadena hospital after brief illness. In 1939, he founded the company which manufactures builders' hardware, plumbing items and tools.

Joseph [. McEqchern

Joseph L. McEachern, 66, retired lumberman Healdsburg, Calif., city councilman, was killed in an automobile accident.

Mrs. lulu S. Dovis

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Dealer Inquiries Invited and former last monih

Mrs. Lulu S. Davis, 72, passed away at her home rn San Francisco, September 29. She leaves one son, Jam:s Davis of San Francisco, and three grandchildren. Mrs. Davis was president of the Davis Hardwood Companl', San Francisco. which was originally established by hcr late husband, William Davis, in 1913. Mr. Davis died in 1933 and, since that time, Mrs. Davis has continued the business u'ith the help of her son.

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Pqbco Products Re-elects Boqrd; Presenl Officers Reoppointed

San Francisco-Stockholders of Pabco Products, Inc', re-elected the rnembers of the board of directors at the annual meeting here September 28. They are \,Vakefieitl Baker, W. L. Keady, W. H. Lorve, Robert W. Miller, Joseph A. Moore, J.., D. J. Murphy, Silas H. Palmer, He':man Phleger, Porter Sesnon, R. H. Shainwald and Thomas C. Young.

The follorving ofificers of the company \,'ere reappointed : W. H. Lowc, chairman of the board; W. L. Keady, president; E. W. Fish and R. R. Galloway, vice-presidents; A. S. Halley, vice-president and treasurer; J. F. Harvard, J. E,. Holbrook, W. K. Spence, W. H. Young, vice-presidents; Benjamin B. Lan', secretary; M. C. Headrick, corr-

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H. Erickson, assistant treasurer, and O. S' F. Haynes and P. A. Negley, assistant secretroller; V. Dibbern, J. taries.

How to lmprove Your Counter Soles

(Continued from Page 14) that rn'hile he is doing one wall, he might just as well d''r the complete job, for he can panel the other three rvalls at less than three times the cost for one, as he can use the same tools, brushes, etc. for the complete job.

If the customer balks at laying out this much money at one time, explain how you can arrange financing for him on the very favorable terms now available under FHA and veterans' insured loans.

True, you can't sell every customer who comes in rvith the idea of paneling one tvall o{ a room, on paneling a}l {our n'alls. But if you haven't been trying, you'll be surprised, if you will try, horv often you'll succeed. For that's the experience of any number of yards that are trving to sell these do-it-yourself customers on doing colnplete paneling jobs r,vhen they think of paneling at all.

Customers Appreciate Sound Advice

Iivery do-it-yourself customer is intensely interested in the job he has in mind. But he usually has little knor,viedge as to n.hat n,ill give him the results he n'ants. He doesn't knou' u'hat accessories he needs to do the jolr right. He needs the yard salesman's helpful advice.

Customers respond eagerly to constructive suggestior-rs from a salesman, even though accepting these suggestions requires them to spend more money than they had planned to spend.

It is, therefore, allr-ays good selling to tell a custorncr lvhatever he shoulcl know so as to get the best resul,;s from his finished job. Telling a customer about items he'll need rvhich are related to the material he came in for is good selling. It produces in the customer's mind that confidence in the salesman essential to good merchandising.

So don't make a secret of your knowledge. Tell your customers everything you think they should knorv and sel.l them everything you think they r,vill need for the results you know they u'ant.

Don't oversell, though. Completely friendly advice builds confidence and confidence builds repeat business lvhich means orofits.

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