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Reol Selling

Worlds of stories have been told illustrating how quickthinking can help make a sale, but never a better one than the following true story about Napoleon.

Once while the great Emperor was reviewing his troops, the horse he was riding shied and ran, with Napolebn powerless to stop the maddened beast.

But a private darted from the ranks, grasped the bridle as one who knows how, quickly subdued the horse and brought him to a standstill. Then he placed the reins in the hands of the Emperor and saluted.

"Thank you, CAPTAfN !" said the Emperor.

Quick as thought, the soldier answered: "Of what REGIMENT, sire?"

"The Old Guard," answered Napoleon just as quickly. And the deal was made.

For this young private recognized the opportunity, filled the needs of the situation, and got the Emperor's name on the dotted line.

He neither waited for the great man's ardor to cool, nor talked too much.

This was real Selling.

United Lumber Compony Operotes Outstonding Colifornio Yqrds

Modesto, Calif.-John Martin (right) is president of the United Lumber Company, which operates an outstanding line of California retail lumberyards. He not only serves efrciently as president of the lumber firm but is active in much other local and civic activity. He has been president of the Modesto Chamber of Commerce, an able Rotarian, member of the Del Rio Club here, an active member of the Young Presidents Organization of America, and an advisor to the War Production Board, which entailed monthly flights to Washington, D.C. The Young Presidents group requires for qualification that a man must be president of a corporation incorporated for $40 million before he reaches the age of 40.

When Mr. Martin came to California from Minneapolis in 1950 the United Lumber Company comprised 10 yards. By 1955 he had expanded it to 26 yards, of which the latest was the Pierce Lumber Co. in I{erman.

Typical of his progressive administration of the firm was the opening of the W. R. Spalding Lumber Co. in Visalia in 1955, built at a cost of $25,000 with an eye to its early expan- sion even on completion. Con-

OK Coliforniq lumber Inspeclion Service

temporary styling was the keynote, with 28,000 sq. ft. of space for every innovation. The glass and pl5nuvood exterior was in keeping with the modern design, and the trade could shop in well-lighted, year-round airconditioned comfort. The store was in line with the normal expansion of United Spalding stores, representing a desire to meet increased customer traffic and keep faith with the future of the communities in which United Lumber Company operates so successfully under John Martin's administration.The Los Angeles Board of Building and Safety Commissioners has approved the California Lumber Inspection Service, 1726 N. Kenmore, Apt. 302, Los Angeles 27, as an approved Lumber Grading Agency for the period of one year from Sept. 29, 1960.

To give your customers the quality they want.