Constant Solicitation

A great salesman once said: "Orders come as the result of CONSTANT SOLICITATION, and not just because customers ask for things." This is particularly true of the retail building material business.

Constant solicitation must necessarily be hinged directly on leg work, and solicitation, in the full sense of the word, must mean something more than just the formal call and query. It must mean that the salesrnan shall know his goods, know their value and their uses, and be able to explair-r to the other fellow just what they mean to HIM.

The average buyer is not interested in your goods, simply as goods. He is interested in what he can do with them, what he can use them for, and how he can make them a thing of profit and satisfaction to himself. Successful so-

Southern Calilornicr Lumbermen Attend Ncrtioncrl Convention

Southern California lumbermen who attended the annual convention of the National Retail Lumber Dealers Association, held at the Fairmont Hotel, San Francisco, November 9 to 11, included the following: Tom Fox, president, and Gilmore Ward, vice president, Southern California Itetail Lumber Association; John W. Fisher, Santa Monica lumberman; George Lounsberry, Lounsberry & Ilarris, Los Angeles; A. E. Fickling, Fickling Lumber Co., Long Beach; Leslie Lynch, Patten-Blinn Lumber Co., Los Angeles; Paul Hallingby, Hammond Lumber Company, Los Angeles; L. E. (Les) Harris, L. E. Harris Lumber Company, Los Angeles.

Walter G. Scrim, Scrim Lumber Co., Los Angeles, returned recently from San Francisco where he spent a few days on business. While there he conferred with Major A. W. Bird of Millar's Timber & Trading Co., London, England, who left on the President Cleveland for the Philippines to make arrangements for construction of the new mill of Findlay-Millar Timber Co., which is controlled bythe London firm.

licitation means applying the needs of the prospective buyer to your goods, and explaining the matter to him in such practical fashion that his desire for your goods is greater than his desire to keep his money.

That's successful solicitation.

The buyer knows mighty well that his money has value. And the way for you to get your share of that money is to demonstrate andprove to him that what you are offering for sale is of greater value to him than his cash.

That means the use of BRAINS.

Use leg work and constant solicitation for the first fundamental of your selling effort. And for the rest, learn skillfully to apply YOUR goods to the other fellow's NEEDS.

Mecd Kibbey Visits Los Angeles

Mead Kibbey, manager of the Ber'cut-Richards Lumber Co., Sacramento, was a recent Los Angeles visitor where he spent a few days on business.

The company's mill at Oregon House, Calif., has a daily capacity of 50 M board feet per an eight-hour shift, sawing mostly Ponderosa pine and Sugar pine. They operate a planing mill and remanufacturing plant at Sacramento. F. P. Baugh and A. W. Donovan represent the company in the Southern California territory.

Salt Lcke City Hoo-Hoo Meet

The Salt Lake City Hoo-Hoo Club held a meeting in the White Maple Room of the Newhouse Hotel on Thursday evening, November 17. Dinner was served at 7:29 p.m. after which Bingo was played. There was a good attendance.

Instclls Hot Press

Woodlawn Plywood Co., Hoquiam, Wash., has installed a new 60-ton Columbia plywood hot press to handle western poplar panels, according to an announcement by Ted Stolesen, president of the company.

HenryJ. Warsap-Founder of Blue Christmas Party o[ Industrial Diamond.'s Research Laboratory Lumbermen's Club December 9

The Christmas Party of the Industrial Lumbermen's Club of Southern California will be held at the Industry Club, 5944 South Avalon Boulevard, on Friday, December 9. Cocktails will be served from 6:00 to 6:45 p.m. Dinner will be at 6:45 sharp.

Each member firm will invite its salesmen and other key men to the party.

The hardwood film "Mahogany, Wood of the Ages,,, produced by the Genuine Mahogany Industry, will be shown. No expense was spared in the making of this film, and it is certain to be of the greatest interest to all hardwood men.

Henry l. Wcrscp

"Doc" Warsap celebrated his 88th birthday a few months ago . to him it was just another working day-another day in a line of days extending back over twenty-eight years at the Alameda street plant of Blue Diamond Corporation in Los Angeles.

Blue Diamond officials believe Henry J. Warsap has had more experience with cement and its uses than any other person active in the field today. Although he relinquished command of the Blue Diamond research laboratory some years ago, he daily continues work as a chemist and consultant. Blue Diamond Corporation is proud of him and of course it is understood that he writes his own ticket.

Doc began working for the West Medina Cement Co., located on the Isle of Wight, England, in 1876, seventythree years ago. Those were the transitionary days of cement, changing from Roman to Portland cement. Chemical analysis, as we know it now, was non-existent. He used the pilot kiln method of controlling standards in his early laboratory experience and studied chemistry under Dr. Otto Heiner, professor of chemistry, at London Polytechnic Institute. He had the encouragement of his father, works manager, of the West Medina Cement Co. He remained with the West Medina Cement Co. until 1891 and a short time later was recommended to the Canadian Pacific by Dr. Heiner, as the man they needed to reopen their Canadian cement plant. The mill had closed due to lack of operating knowledge.

It is difficult to calculate the set-back in cement manufacture that might have occurred had Doc failed to reopen the mill to the satisfaction of the Canadian Pacific they had invested only to prove the feasibility of cement manufacturing in the new world; till then, the shipments had been from Europe. Years later he went to Mexico under similar circumstances and reopened a bogged down plant. These were pioneer mills and Doc Warsap's know-how kept them operating to the encouragement of the industry.

He modernized the Mexican plant; changing from steam to electric power from millstone to mechanical limestone crushers from stationary to rotary kilns, etc. I{e was very comfortable in Mexico until the Madero revo-

Officers of the Club are: Hal Von Breton, Tropical & \Mestern Lumber Co., Los Angeles, president; Ed Bauer, Atlas Lumber Co., Los Angeles, vice president; E. G. Reel, Reel Lumber Service, Los Angeles, secretary.

Open Wholescle Wqrehouses

The Diamond W Supply Co. has opened wholesale warehouses at 901 King Street, Oakland, and 2335 East 48th Street, Vernon. Harry Holtgen is the Oakland manager, and Percy Merithew is manager at Vernon.

These warehouses, formerly operated by E. K. Wood Lumber Co., will now stock the following products for distribution to the dealer trade : Celotex, Douglas fir plywood, Rock Wool, Masonite, Sheetrock wallboard, composition roofing, etc. The Vernon telephone number is JEfferson 22f,8; the Oakland telephone number is KEllog 4-8466.

Centrcl Manulcrcturing Plcrnt For Smcll Mills

Western United Lumber Manufacturers is the name of a new company organized to remanufacture and sell the product of a number of small sawmills. The site of the plant is located near McClelland Field, Sacramento.

Griswold to Mcncrge Yard

Roscoe Griswold, who has been salesman for Hersum Lumber Co., Chula Vista, Calif., for the pasr two years, has been made manager of the North Shore Lumber Company, San Diego.

Mcking Cottonwood Pcrnels

Tyee Plywood, Beaver, Wash., is manufacturing 30,000 square feet daily of C and D grade sheathing from cot- t"'@ lutionaries pressed in, when he and his family leftfor the United States just a jump ahead of them.

Doc founded Blue Diamond's research laboratory and turned its activities to the gypsum research in furtherance of high standards in plaster manufacturing. He speaks today with authority concerning either cement or gypsum products.