llAllT& RUS$ELL, lno.

Ponderosq Pine

Douglos Fir

Engelmonn Spruce

Port Orford Cedqr

Western Red Cedor

Western Red Cedor

Shingles ond Shokes

Redwood

Philippine Mohogony

Douglos Fir Plywood

Inierior ond Exterior

Exotic Hordwood Plywood

Ribbon ond Rotory Cut Philippine Plywoods tOS ANGELES, CATIFONNIA

Co., Santa Monica, rvas chairman of the luncheon program and the fashion sholv by \Valtah Clark's Han'aiian Shop at the hotel.

While the ladies enjoyed a card party, swimming, sunbatlring and, at 4:30, a Coffee-Punch on the Terrace, the dealers reconvened in the theatre room lor the afternoon's business session. Lathrop K. Leishman, co-olvner of the Crown City Lumber & Mill Co., Pasadena, opened the session, of which he served admirably as chairman, by saying, "There will be young men on the program this afternoon !"

And the "young men" proved they have picked up a lot of experience in their fewer years of association membership with their seniors.

Young W. G. "Bill" Cooper of the W. E. Cooper Lumber Co., Los Angeles, was one of the real "stars" of the Conference with his talk on "Making the $2 Sale Pay." The handsome color slides shown by the vice-president of the Cooper yard and his talk itself were of such interest, stirring up such a volume of interested questions from the other dealers, that Chairman Leishman had to "beg of[" for the boy, brief as his fine talk seemed.

Cooper told of the self-service "shed" just opened at the L. A. yard, a separate operation to make the $2 sale pay. In the yard's shed they take care of the customers' lumber needs, as opposed to their hardrvare needs in the main store. He said here the customer can pick up a board and get in and out lvithout having to "bother" the clerks with questions.

The self-service shed has also done away with the bother of contractors at rush hours, now getting them out of the way with separate contractor service.

The color slides showed the shed's pallet goods (cement, etc.) out in front of the store. Actually, Cooper's "shed" was better looking than lots of stores the dealers had seen.

Everything in the Shed is priced, down to the fu" dorvelit g. The cut-offs rvere all racked. Louver windows are displayed in front of the cashier's cage in the Shed, and a literature display is carried there.

Price labels are now stapled on the lumber because the first few weeks of operation showed a ferv customers were switching the labels. Cooper's employes can stand in the middle of th.e Shed and inventory the stock, taking less than two hours a day. The B-hour cashier can see the whole Shed from his cage.

2625 Ayerc Avenue

ANgeles 9-0174 sAN FRANCISCO, CAIIFORNIA

214 Front Street

YUkon 6-4395

About midway in his talk, the other dealers in his audience were already so full of questions on this "Shed"-type operation that young Cooper had to turn it into a Question-and-Answer forum without waiting until his formal sign-off.

In answer to questions, he said that cr.rstomers could saw their purchase themselves or the cash.ier rvould do it with a standard equipped handsaw if the customer wanted specified lengths. The Shed has a minimum milling charge of 50 cents. The minimum to cut plyu'ood or Masonite is $1.

Cooper said the yard uses the Douglas Fir Plywood Association's cartop racks and other merchandising aids. It packages nails with Scotch tape, etc. The Shed has 80 molding bins, up to l0 lengths. Cooper's can stock and price fnaterials in the Shed during off-hours.

These and many other items about the self-service type