Hartrybod LunberCo.

Lor Angelca ll23 Pacific Mutual Bldg. MEtropolitan 2217

Sen Francirco Fife Bldg. Kea:tny 2X25

Portland Garco Bldg., Main 3561i ably knows all about your competitors' stock and the good and bad qualities of that stock. What he rnrants to do now, is compare values and he alone is the judge. Tell him the good points about your stock, your business and your ability to deliver the goods; know the weak points of your competitors, that you may emphasize your o\vn strong points. But in advertising or in selling, DON'T KNOCK. It seems to me that it should not be necessary to make that statement, but there are a few knockers left; however, the most of them have failed and the rest are failing fast. Stress the 'strong points, the merits of your own merchandise and if that merchandise won't stand up on its own merits, then quit it and get a new line. If you don't, it will not be long until you will have a new salesman working for you, every county has one; he has a hotel all of his own, and they call this innkeeper the sheriff.

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DESIRE. Webster tells us that as a houn this word means: "longing for," also: "gagerness to obtain." Retail yard advertising does not deal so much with tlie former as with the latter, for this reason: one of the first longings in the being of the child is the longing for a home of their own. One of the first games that a child plays is "playing houssl'-"1'11 be the father, you be the mother." Their parental abode is just as much theirs as it is th.eir parents, but they iwant a home of their own. They do.not yet have any idea what a home of their own is, but they are born with that desire. Therefore, it is not so necessary to create the desire for a home as it is to bring out that eagerness to obtain, until that eagerness predomin119s, so that it produces the effort and the money and the willingness to obtain.

It is in advertising of this kind in which imagination, visualization, play an important part. The longings of the child bring the day-dreams of the vouth. In young man and womanhood those day dreams can be guided into the actual. By sane visualization the imagination of youth can be developed into a reliable business proposition or a wonder home in the golden west. If that were not true, I would not be paying tribute io Edison as I write this article, and neither would my street be cluttered up with Fords as I go to and from my office.

Here is a mighty clever parody, written by one of the Los Angeles Rotarians, and sung for the first time at one of their meetings. It was ofiered originally in a spirit of fun and is printed here in the same spirit. The author did not give it a title.

By the old Pagoda roadhouse, looking lazy at the sea, Thcrc's a Sennett girl a-sitting, and I hope she thinks of me, For the wind is in the oil wells, and the real estaters say: "Come you back, you Kansas tourist, come you back to old L. A. Come you back to old L. A., where the sun shines every day, And they'vc moved the city limits back to Clinton, Ioway. On the road to old L. A., where the wild mosquitoes play. When the dawn comes up you wonder if your heap will run all day.

Oh, her one-picce suit was yallcr, and her bathing cap was grccn, And her garb had not been christened, that was plainly to be Seen;

And I saw her fust a smoking of a tailorcd cigaroot, While a dashing young director didst prepare a scene to shoot.

Ship me somewhere west of Yuma, where the best is like the worst, Where it's close to Tia Juana, and a man can qucnch his thirst, For the wind is in the prune trees and the real estators say: "Come and see the subdivision that wc're putting on today."

Come you back to old L. A., where the custard-tossers play, Where she grows so fast they have to take thc census cvery day. On the road to old L. A., where the fliwers boil all day, And,they shed their hoods and fenders and their tops along the way.

Mr. Frank Wise, popular sales manager fo'r Patten & Davies, Los Angeles, has been appointed to succeed C. J. Laughlin on the Board of Directors of the Los Angeles Hoo Hoo Club.

As announced in the last issue, Mr. Laughlin has been transferred to San Francisco, necessitating his resignation from the Los Angeles Club.

W. C. Wickersham, brother of W. B., president of the Los Angeles Hoo Hoo Club, was the speaker at the October 22 meeting. He is Purchasing Agent for a group of large industries in Southern California, and talked to the boys on "The Salesman as a Purchasing Agent Sees Him." His remarks were highly interesting, giving the angle of the buyer on just what he does and does not like in salesmen, and they contained some meaty facts. He touched on the lumber industry, advocating the grade marking of all products.

A Committee was appointed to take some action for the club on the Capital Stock Tax. Herman L. Rosenberg and Curtis Williams comprise this committee.

The S. E. Tingley Lumber Company, in business for fifteen years at Tustin, has been sold to the Whitson Lumber Company of Santa Ana. The personnel of the employees will remain the same.

At the Odd Fellows Convention, held at Eureka on October 15, George Good of Tracy was selected to head the organization during the next year, when he was elected Grand Patriarch. George Good is one of the popular retail lumbermen of Central California and is the manager of the Good Lumber Co. of Tracv.

Chas. Howard, general manager of the Howard Terminals, Oakland, was the speaker of the day at the regular monthly meeting of the club, held at the Oakland Hotel, on Friday October 16. His subject was "Oakland's lWater- front." Mr. Howard gave an interesting talk on the iity's present water front facilities, the great progress that Oakland has made in its waterfront development, and the proposed necessary waterfront additions that would be made available by the passage of the Waterfront Bond Issue that will be voted on at the next city election. Tom Hogan gave an interesting talk on the first wharf and the early development of the Oakland ,Waterfront.

Frank Trower made a report on the proceedings of the Hoo-Hoo Annual at Spokane. Fred Roth, vicegerent snark of the Bay District, outlined the plans and arrangements made for the complimentary dinner to Capt. Robert Dollar and the pioneer lumbermen of the state and which will be followed by a Concatenation at the Fairmont Hotel on November 12.

President Chas. Lamb presided at the meeting.

The Loop Lumber and Mill Company of Alameda, entirely distinct and separated from the Loop Lumber Company of San Francisco, wab recently reorganized to succeed the Waddel Lumber Company, located. in Broadway near the Estuary, Alameda. The company's operations include handling of all classes of lumber, doing general millwork and making a specialty of sash and doors. Officers of the Loop Lumber and Mill Company are: Wm. Chatham, presi- dent; Merrill Robinson, first vice-president and manag'er; Clement Fraser, second vice-president and A. F.' Bulotti, secretary-treasurer.