This Is The Philips lumher ffang

Here is a picture of a group that has made, is making, and rvill continue to make lumber history in California. It's a mighty nice likeness of Don Philips and his sons. And it's a mighty fine gang to make a picture of. If that isn't a look of great pride that we see on the handsome mug of Don Philips, Sr., tl.ren we're not seeing so good. And why shouldn't he be proud? He's got a complete lumber trust right here in his own family, and all mixed up in his own business-the Larvrence-Philips Lumber Company, of Los Angeles. Trvo of the three sons shown here with their father are already u'orking partners in the business, and the third will be as soon as he finishes school. Don Philips has the right idea; if you want good lumber salesmenraise 'em.

You can go back through the history of the Philips group, and all you find is lumber; and California lumber at that. Don Philips, Sr., was born in South Dakota, but early in his life his people pulled up stakes and moved to lumber and timber headquarters for California-Humboldt County. Of course that u'as not so far back as time goes, for the

Redwoods were already there when Don arrived, and he hustled and got educated so he could get started in the Iumber business. He graduated from Eureka High School and then from Humboldt State College. L-r his school days he used to spend part of his vacation time 'n'orking in the Itedwood sawmills, and the smell of sar,vdust \\/as permanently in his nostrils before he put on long pants.

In 1919 rve find him working for J. R. Hanifv Company in the lumber business in San Francisco, and he \r'as on his .rvay. In 1922 he moved to Los Angeles, Hanifv rnaking him Southern California manager, so the bo1' u.as evidently making good. Two years later he left Hanifr- and joined forces r,i'ith the Hart-Wood Lumber Companl', rvhose Southern California manager was a youllg man u.ho was destined to play a great part in his life. He 'r,r'as T. B. (Ted) Lawrence, a man gifted with business ability and personal charm to a high degree.

It was inevitable that these two so much alike young men shorrld become more closely allied as time went by, and in December, l9D, Don Philips and Ted Larvrence organ-

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WH()I-ESAtE ONLY ized the Lawrence-Philips Lumber Company, and began doing a rail and cargo lumber business in Los Angeles. They made a grand team, enjoying the respect and liking of the entire lumber fraternity of California. So the business grew and prospered under the coordinated drive of these two fine men.

Ted Lawrence died on Feb. 2I, 1941, and Don Philips took over the business and has operated it with high success ever since. The company is now celebrating its 20th year in business.

At the time Mr. Philips left Humboldt County to move to San Francisco, he got a great break in life when he married Dorothy Anne Falk, she also of lumber origin and the granddaughter of Noah Falk, a pioneer lumberman of Humboldt County.This couple has four children. Don, Jr., and Tom are partners with their father in the Lawrence-Philips Lumber Company, and hold active sales jobs under his direction. A third boy, Lawrence, is attending Los Angeles High School, and when he finishes his education he will join the company and make it a quartette. Don, Jr., the eldest son, has been with the company nearly ten years. He spent two years in the Navy. Tom was in the Army a yeat and a half, and has been with the company two years. The fourth Philips' heir is a girl, Mrs. Rex Oxford, whose husband is a lumberman also. He is with the Ray Hill Lumber Company, Los Angeles.

This distinguished looking gentleman, Don Philips, Sr., is the grandfather of eight lusty kids, thus putting him right up there rvith Gus Hoover in the champion lumber grandfather race.

Well, folks, that in brief is the Philips lumber story for this time. It's the story of an unusually fine man rvho married a still finer woman and started raising a group of stout sons who will soon be doing all his work forhim.A very wise man, that Don Philips. And inall ways, a very successful one.

New Typ" Hardwood Flooring And Lumber'\X/arehouse

E. L. BruceCo., Inc., has constructed a new type lrardwood flooring and lumber warehouse at 47th Avenue and East 12th Street, Oakland, Calif.

The company also continues to operate its present San Francisco warehouse at 99 San Bruno Avenue.

It is expected that thenew Oakland rvarehouse will be open for business about December 1.

According to S. W. Eznekier, district manager, San Francisco, both flooring and lumber will be palletized in the new rn'arehouse in order to eliminate loss of time in loading lumber yard customers' trucks. "We will therefore be in a position to load any quantity of either of the two items on the customer's truck within a matter of minutes," Mr. Eznekier said.

Merchandising Help for Dealers

The Celotex Corporation has just released an important new type of merchandising help for the retail lumber dealer-a combined Sales Manual-Product Catalog-Retail Price List.

This new multi-purpose book is the result of a series of discussions between Celotex management and a number of dealers and industry leaders. The object of the talks rvas to find out just what Celotex might provide, in addition to their strong national advertising, literature, and other local sales aids, to further help the lumber dealer get a larger share of the dollars spent in his community.

It was determined that one of the most pressing needs was for complete, organized product information for use in training salesmen and for point-of-sale use by the salesman. As sales training equipment and as a point-of-sale aid, the Celotex book is a splendid tool. On each product page is practically all the information needed to do a real selling job at thepoint of sale-description-picture o{ product-uses-advantages (selling points)-data on sizes, cclors, packaging, etc.application instructionsretail price-and list of related items to helpsell the whole package at one time.

The necessity for a higher standard of salesmanship in these strongly competitive times has been repeatedly pointed out. Expansion of lines must be matched with expanded knorvledge. The salesman must answer all sorts of questions on use, application, sizes, etc. of hundreds of items. To do a really good selling job, he should know all the answers-or at least be able to find them quickly. Time and sales are lost when the information is scattered and incomplete.

An enthusiastic reception of the nerv Celotex book is predicted. It could well be adopted as a model for manufacturers in all lines servi4g the lumber dealer.

The telephone number at the Oakland warehouse is ItEllog 3-6677.

Aspen is one of ljnited States

Under a microscope \Mestern red cedar and Bald cypress look very much alike, although they do differ greatly in color, smell and texture when seen normally.