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Selling Lumber

Being the Full and Complete
Report of the First

School of
Salesmanship

Held ai St. Louis, Missouri,
June 26, 27 and 28 : :

1916

Under the Auspices of the

SOUTHERN PINE ASSOCIATION

Introductory

IT IS impossible to estimate the value to the Southern Pine
industry of the School of Salesmanship, which held its first
convention at St. Louis June 26, 27 and 28, 1916. The School
would have been worth its trouble and cost if it had accomplished
nothing beyond familiarizing lumber salesmen with the aims and
activities of the Southern Pine Association, and bringing to each of
them an appreciation of the intimate relation of Association work
to his individual interests. The wealth of material assembled in
the three days' programs constituted a liberal education, not only in
methods of salesmanship, but in technical facts concerning the man-
ufacture and use of Southern Yellow Pine. This educational mat-
ter is of tremendous importance to the entire industry, and here
assembled and published in permanent form serves as an extremely
useful handbook and guide for all time to come.

Another important feature of the School of Salesmanship was
that its unique character attracted much friendly comment from
the daily press, adding materially to that publicity that is doing
so much to restore Lumber to its rightful place in the public esteem.

There was ample evidence at the School that those in attend-
ance not only were intensely interested, but that the spirit and
intent of the School ha<J. .given th-s. salesmen a new and broader
appreciation^ their relation to cl'ifi- Southern Yellow Pine industry
and their power to promote a better knowledge of Yellow Pine and
its more extended and intelligent use.

SELLING LUMBER

Program

School #/ Salesmanship

Held at St. Louis, Mo., June 26, 27 and 28, 1916

Under the Auspices of the

SOUTHERN PINE ASSOCIATION

FIRST SESSION

Monday Morning
June 26

INVOCATION : Rev. Dr. W. C. Bitting, Pastor Second Baptist Church, St.
Louis, Mo.

ADDRESS OF WELCOME: Geo. W. Funck, President The Lumbermen's Ex-
change, St. Louis, Mo.

ADDRESS OF WELCOME: Julius Seidel, Julius Seidel Lumber Co., St. Louis,
Mo.

RESPONSE : ''Purpose of Meeting," Harry T. Kendall, Chairman, Committee
on Sales and Distribution, Southern Pine Association, Houston, Texas.

ADDRESS : "Organization Means Efficiency," Charles S. Keith, President
Southern Pine Association, Kansas City, Mo.

ADDRESS : "What the Southern Pine Association Is," J. E. Rhodes, Secretary-
Manager Southern Pine Association, New Orleans, La.

ADDRESS : "Character Judging As a Business Asset," Dr. Stanley L. Krebs,
Institute of Mercantile Art, Philadelphia, Pa.

SECOND SESSION

Monday Afternoon
June 26.

QUESTIONNAIRE: Questions answered by Dr. Hermann von Schrenk, Con-
sulting Engineer, Southern Pine Association, St. Louis, Mo.

ADDRESS : "Co-operation with Distributors anid Consumers," M. B. Nelson,
General Sales Agent, Long-Bell Lumber Co., Kansas City, Mo.

ADDRESS: "What Are tihe Best Einishes for Yellow Pine for Interior Use?"
R. H. Brooks, Manager, Arkansas Soft Pine Bureau, Little Rock, Ark.

ADDRESS : "Painting Yellow Pine," H. A. Gardner, Consulting Engineer, Na-
tional Paint Manufacturers' Association, Washington, D. C. — (in the ab-
sence of the author the address was read by Secretary-Manager J. E.
Rhodes).

ADDRESS : "Salesmanship," D. M. Barrett, Editor "Salesmanship" Magazine
and General Chairman of "World's Salesmanship Congress," Detroit,
Mich.

ADDRESS : "Advantages of a Technical Training in the Lumber Business,"
S. E. Robinson, Columbus, Ohio.

THIRD SESSION

Tuesday Morning

June 27.

ADDRESS : "Stumpage and Logging Costs," Frank Schopflin, Central Coal &
Coke Co., Kansas City. Mo. (in the absence of the author the address
was read by Secretary-Manager J. E. Rhodes).
ADDRESS : "Co-operation with Architects and Builders," Jason F. Richardson,

Jr., Ottawa, 111.

ADDRESS : "Saw Mill Costs," C. J. Mansfield, General Manager. Arkansas
Lumber Co., Warren, Ark.

374233

SELLING LUMBER

ADDRESS: "Yellow Pine Shingles," J. H. Eddy, Chairman, Shingle Com-
mittee, Southern Pine Association, Birmingham, Ala.

ADDRESS: "Judging Orders," F. R. Watkins, General Sales Agent, Missouri
Lumber and Land Exchange, Kansas City, Mo.

ADDRESS : "Lumber Salesmanship," Edward Hines, Edward Hines Lumber
Co., Chicago, 111.

FOURTH SESSION

Tuesday Afternoon
June 27.

QUESTIONNAIRE: Discussion of questions suggested by Committee on Sales
and Distribution.

ADDRESS : "How to Best Cover the Territory," James H. Heyl, Eastman-
Gardiner & Co., Columbus, Ohio.

ADDRESS: "The Wooden Silo," J. Lewis Thompson, Chairman Silo Com-
mittee, Southern Pine Association, Houston, Texas.

DISCUSSION: Subject — "What is the best disposition to make of short lum-
ber?"

ADDRESS : "Mill Construction," Robert S. Lindstrom, Illinois Chapter, Ameri-
can Institute of Architects, Chicago, 111.

Arrangements for Territorial Organization.

ADDRESS : "Efficiency," R. J. Tolson, Auditor Wm. Cameron & Co., Inc.,
Waco, Texas (in the absence of the author the address was read by
J. C. Dionne, Editor The Gulf Coast Lumberman).

DISCUSSION : The twenty-three requisites for determining the efficiency of
a man in the Lumber Business.

FIFTH SESSION

Wednesday Morning
June 28.

ADDRESS : "Selling Costs, Direct and Indirect," W. M. Beebe, Manager Yel-
low Pine Department, Long-Bell Lumber Co., Kansas City, Mo.

ADDRESS: "Co-operation from the Saw Mill," Charles E. Martin, Sabine
Lumber Co., Cedar Rapids, Iowa.

ADDRESS : "Merits and Limitations of Wood," E. A. Sterling, Manager Ex-
tension Bureau, National Lumber Manufacturers' Association, Chicago,

ADDRESS : "Decay of Yellow Pine Lumber and Methods for Preventing
Same," Dr. Hermann von Schrenk, Consulting Engineer, Southern Pine
Association, St. Louis, Mo.

ADDRESS : "Possibilities for Mill Refuse," Howard F. Weiss, Director Forest
Products Laboratory, U. S. Forest Service, Madison, Wis.

ADDRESS : "Reaching the Consumer," Hugh McVey, Business Manager, "Suc-
cessful Farming," Des Moines, Iowa. '

ADDRESS : General L. C. Boyle, Special Counsel, Southern Pine Association,

Kansas City, Mo.
*»

SIXTH SESSION

Wednesday Afternoon
June 28.

QUESTIONNAIRE : Questions were answered by Dr. Hermann von Schrenk and
E. A. Sterling.

SELLING LUMBER

ADDRESS : ''How Salesmen Can Co-operate with the Association," Ben S.

Woodhead, President, Beaumont Lumber Co., Beaumont, Texas.
ADDRESS: "The Lumber Salesman and His Possibilities," Capt. J. B. White,

President, Missouri Lumber and Land Exchange, Kansas City, Mo.
DISCUSSION: Subject — "Selling Cars in Transit," and other questions.
DISCUSSION : Chief Inspector J. E. Jones answered questions on the Grading

and Density rules.

ADJOURNMENT.

The following addresses were prepared for the convention, but were not
delivered, owing to lack of time or the absence of the authors. They are
reproduced elsewhere in this book.

ADDRESS : "Exploiting Yellow Pine," W. H. Sullivan, Chairman Trade Ex-
tension Committee, 'Southern Pine Association, Bogailiusa, La.

ADDRESS : "Why the Salesman Must Know Grades," W. J. Haynen, Chair-
man Grading Committee, Southern Pine Association, Hattiesburg, Miss.

ADDRESS : "Selling Factory and Industrial Trade," C. W. Myers, W. R. Pick-
ering Lumber Co., Detroit, Mich.

ADDRESS : "Cost from Mill to Car," L. J. Boykin, Gulf Lumber Co., Houston,
Texas.

ADDRESS : "Claims and Disputes : Their Causes and Settlement," M. L.
Wuesoher, Auditor Great 'Southern Lumber Co., Bogaiusa, La.

ADDRESS : "Wood Substitutes," H. S. Sackett, Trade Extension Bureau, Na-
tional Lumber Manufacturers' Association, Chicago, 111.

ADDRESS : "Yard Stock Grading Rules," J. W. Martin, Long-Bell Lumber
Co., Shreveport, La.

ADDRESS : "Wood Blocks for Interior Floors," A. H. Noyes, Assistant Sec-
retary Ayer & Lord Tie Company, Chicago, 111.

ADDRESS : "Co-operation from the General Office," W. L. Henry, Chicago
Lumber & Coal Co., Springfield, 111.

ADDRESS: "Advertising," W. J. Ferry, Advertising Manager, Southern Pine
Association, Kansas City, Mo.

ADDRESS: "The Density Rule," J. E. Jones, Chief Inspector, Southern Pine
Association, New Orleans, La.

SELLING LUMBER

Proceedings of the School
of Salesmanship

A Complete Report of the Activities of the

Convention as Recorded by the

Official Stenographer

In accordance with a- resolution adopted on the 22d day of
February, 1916, by the Board of Directors of the Southern Pine
Association, providing for the holding of a School of Salesman-
ship under the direction and control of the Committee on Sales
and Distribution of the Association, and pursuant to the notice
and call duly issued thereunder by the said committee, the School
of Salesmanship was convened at the American Theater, in the
City of St. Louis, Missouri, on Monday, the 26th day of June,
1916.

FORENOON SESSION.
Monday, June 26, 1916.

The meeting was called to order at 9:30 o'clock a. m. by
Harry T. Kendall, Chairman.

The following officers of the Southern Pine Association were
present :

Charles S. Keith, President ; J. E. Rhodes, Secretary and
Manager; J. H. Eddy, Chairman Shingle Committee; J. Lewis
Thompson, Chairman Silo Committee; John L. Kaul, Chairman
Paving Block Committee; J. E. Jones, Chief Inspector; W. J.
Ferry, Advertising Manager.

There were also in attendance members of the Association,
representatives and salesmen of members, and others, a full roster
of whom is appended to this report.

The Chairman: Come to order, gentlemen. It is customary
to open all of the formal Association meetings with prayer; and
I am very much pleased to introduce to you Dr. William C.
Bitting, of the Second Baptist Church of this city. I will ask that
you all rise during the invocation.

Dr. Bitting: Almighty God, we pray Thee now that Thou
Invocation wilt give unto us, in our deliberations, Thy word and Thy wis-
dom, to fit and inspire us to minister to the necessities of every

SELLING LUMBER

land throughout the world. We give Thee hearty thanks that
Thou hast called these men together. We thank Thee for Thy
holy word. Thou hast made the trees of the field. Thou hast
spoken to us about the strength of the oak, about the majesty of
the Cedar of Lebanon, about the peacefulness of the olive and the
perfection of the pine; and we thank Thee that our Lord Jesus
Christ at last consecrated the tree when he hung upon it for our
transgressions and was bruised thereon for our iniquities. We
ask Thee to grant to us a sense of the sacredness of all things
that we handle and with which we deal, that we may not hold
back our love of all our work. May we find in it our pleasure,
our enthusiasm. May we find that the paths of the toilers of
life are not to make a living, but to teach us how to live, and that,
better than all the financial gains that come from our daily occu-
pation, may be the manhood that is developed in us through the
service of mankind. As we are engaged in our daily discussions,
give us strength, and may we be conscious that we are minister-
ing to the welfare of humanity; that out of Thy word come com-
forts, come so many things that belong to the advancement of the
world; and as we stand between the trees of the forest, that clap
their hands in praise unto Thee because of their creation for
human need and shelter, Oh, God, do Thou grant that we may
see ourselves as the ministers of Thy goodness. Do Thou guide
these men in all their deliberations. May their studies make them
more and more capable, and help them in all their deliberations
to secure the welfare of human effort — we ask through Christ
Jesus, our Lord. Amen.

The Chairman: Gentlemen, it is my pleasure to introduce to
you Mr. George W. Funck, the president of the Lumbermen's
Exchange of St. Louis, an organization that is doing good work
for the lumber industry of this city. Mr. Funck desires to wel-
come us to St. Louis. (Applause.)

Mr. Funck: Fellow-lumbermen, I greet you on behalf of
the Exchange of St. Louis. The doors are open. I am going Address of
to leave the opening address of welcome to my co-worker, Brother Welcome
Seidel, who will now address you. I thank you. (Applause.)

The Chairman: Gentlemen, it is my pleasure to introduce to
you Mr. Julius Seidel, of the Julius Seidel Lumber Company, and
also Snark of the Universe, Concatenated Order of Hoo-Hoo.
(Applause.)

SELLING LUMBER

Mr. Seidel: Brother lumbermen, on behalf of the City of
St. Louis, and more particularly on behalf of the lumbermen of
St. Louis, I extend to you a hearty greeting. There was a time
in these affairs when we used George (referring to Mr. Funck),
but George fell down completely, and that is why I am here
before you this morning. It looks like an old-time home-coming to
see you back in St. Louis. It is so long since we had these organ-
izations here in St. Louis that we naturally rejoice as St. Louis-
ians to have you back again in our fold. We will leave nothing
undone to make your time pleasant — that is, if there is any time
left for that. But I see that Brother Rhodes has got the program
so full that I don't think there will be any pleasantries for at least
during the day. Now I think that it is quite proper that where
we are today making such a strong plea for the use of wood,
where we formerly made the plea for the use of an individual
kind of lumber, that you ought to be in St. Louis, because I
believe that St. Louis, above all cities, has been a school of train-
ing in the use of wood. St. Louis was primarily a white pine
Address of mai"ket, and I remember how slowly the industries commenced
Welcome to use the other kind of wood when the South opened up its
products for use in wood manufacture. I look at the past with
a great deal of humor when I think of certain experiences that
were passed through. For instance, I remember one concern
here that made wooden pickets. They were all made of white
pine, and the firm was trying to introduce cottonwood, and when
they told their customer they would send him pickets made of
cottonwood of course he would not stand for it, because he didn't
know any of the qualifications of cottonwood ; so finally they
made him a gate and he had white pine pickets on either end and
cottonwood in the center; and after he had them introduced
he could hardly get rid of his white pine. I remember gum
lumber very well, because I bumped up against it. I was with a
white pine concern that sold white pine lumber for boards. At
that time we sold them for $8.00 delivered to the box factory, and
I generally had to take the order with the understanding that
it was a very good No. 4. And then came gum lumber, and it
was cut l>^-inch thick after it was dry; and they commenced to
sell it for $8.00 a thousand, and of course that hurt the sale of
our lumber. And I could relate to you a whole lot of anecdotes
of that kind, but I won't do it because our time is limited. But

SELLING LUMBER

in order to intensify what I have said about St. Louis being a
good market, St. Louis is a market that uses all kinds and grades
of lumber. We have here, of yards, thirty pine yards ; that is,
thirty parent concerns, that use probably sixty yards. Then we
have hardwood yards, 27 ; ties and telegraph poles, 14 ; we have
18 sawmill offices and 57 wholesalers and jobbers. Now, fac-
tories : We have furniture, 20 ; chair manufacturers, 7 ; kitchen
cabinets, 8; screens^ 3; refrigerator and butcher supplies, 7, and
mouldings, 4, Packing boxes, 15; freight cars and street cars,
6; planing mills and sash and door factories, 31; stair manufac-
turers, 5 ; coffins and caskets, 4 ; interior finish, 5 ; bank, store
and office fixtures, 21; trunks, 6; cooperage, 10; wagon stock,
that is, hubs, spokes, etc., 3 ; washing machines, 2 ; veneers and
crates, 5 ; and farm wagons and vehicles, 22. I think that is a
pretty good recommendation; that when you meet in St. Louis,
you are meeting in a place where we believe in wood and try to
promote wood; and I don't kn<£w what St. Louis would do if we
didn't have the South as an asset to draw these products from.

Now, as I say, it has been so long since we have been here
together at St. Louis, that I personally felt, in my talk with
Harry T. Kendall, that he had indeed lost the key for the entry
into our city; and, furthermore, if you ever use a password —
which I don't know as you do — I was quite sure he had also for-
gotten that; and so (lifting from a table on the platform a very
large wooden key, and tendering it to the Chairman) I thought
I would present Mr. Kendall this morning a key to the city. I
know that your sessions are all during the day, and consequently
I give you the key to the. city. I don't give you the night-latch Presentation
key (laughter and applause.) I have also here a gavel (taking ???
up a polished and ornamented wooden gavel, and also presenting it
to the Chairman). The handle of this gavel and the turned part
is made of long leaf yellow pine, denoting, as you know, immense
strength. The tips of the gavel are made of maple, denoting, as
you know, endurance. On the end of it I have, "S O S," which is
the body of gentlemen that are assembled here, and denotes in-
telligence, or a school of salesmanship where we want intelligence
to win. A gavel is used at meetings for a matter of discipline.
It means, when wielded properly in the hands of a chairman,
equal justice to all. In presenting it to Mr. Kendall I know that
he will wield it in the interests of lumber. When, therefore, you

10

SELLING LUMBER

Response to
Address of
Welcome

The Purpose
of the Meeting

have intelligence, fostered by education, and you have strength of
purpose in your convictions also, backed up by endurance — for
this is only the initial meeting, and we must persist in attend-
ing these meetings, if we intend to endure — all of these
qualifications, when in the hand of a proper chairman will mean,
instead of school of salesmanship, SOS will mean, hereafter,
SOS, standing for Sure of Success. I present this to Mr. Ken-
dall with my heartiest wishes. You know I have always been for
lumber. I wish you God speed in your deliberations. . And I want
you to understand that St. Louis will always welcome you. We
will do all we can to bring you back. I desire to thank you all for
your attention. (Applause.)

The Chairman: Mr. Funck, and Mr. Seidel, the Southern
Pine Association and the School of Salesmanship greatly ap-
preciate the welcome which you have extended to us. We are
very glad to be in St. Louis, because we wanted to come to St.
Louis, and because St. Louis is the logical place to come to. We
have not failed to appreciate the size of your lumber market, nor
the importance of St. Louis to the Yellow Pine industry. We are
exceedingly glad to be with you, and I wish to particularly thank
you for your thoughtfulness in presenting us with the gavel to
be used during our deliberations. • And I sincerely hope that if
future meetings of this character are held, that we may come to
St. Louis. The Southern Pine Association desires that the pur-
poses of this meeting be fully understood, and that the lines along
which it is conducted be in strict accordance with those purposes.
In order that this may be done, I desire to read a paper covering
briefly what we are here to do.

The School of Salesmanship was born of the Southern Pine
Association's purpose to increase the use of yellow pine in this
and foreign countries and thereby advance the yellow pine in-
dustry.

This to be done in strict conformity with well established
business principles and in perfect compliance with all laws, rules,
and regulations of an honorable business, with the highest stand-
ards of probity and business integrity.

Three guiding stars to the School of Salesmanship will
occur to every thoughtful person.

First — The unquestioned integrity of the salesman with un-
blemished reputation, and the School behind him ever urging on

SELLING LUMBER 11

to increased activity and successful achievements.

Second — The knowledge that he is offering to the consumer
an article of trade beyond compare with all other commodities.

Third — The new uses and purposes to which the same is
continually adapted, in a majority of instances heretofore un-
known.

With these standards, business will be augmented and the
price regulated by a proper appreciation of the advantages and
uses of yellow pine, resulting in increased demand and general
consumption.

The Chairman : When the Southern Pine Association offered
its services to the Yellow Pine industry, the stockholders of the
corporation in their prospectus, offered to do certain things. They
have done these things and many more, but one of the greatest
things the Southern Pine Association did for the industry was
one off^the things not noted in the prospectus, namely the giving
to the industry the time and brain of its first president. Only
those who have been more closely associated with the Southern
Pine Association know how much the Association demanded of its President
president, and how much more zvas given. If there is anything to introduced
the saying that "He who profits most serves most," it would not
be possible to measure the return that should properly reach the
hands of Mr. Keith. Mr. Keith is not only a man of large vision,
but a man with the ability and decision to execute his ideas. He is
known to all of you by name and most of you personally. To
those who do not know him permit me to introduce Mr. Keith
as organizer of the Southern Pine Association and its first presi-
dent.

Mr. Keith : I wish to take this occasion to say that it affords

me great pleasure to look into the faces of the men in whose hands

the destiny of our cmnpanies rest. That may seem to you to be a

big order, but the first instruction that I had when I started in

to sell the product of our company was that the profits of the

company rested with me. Our company then pursued the practice?

; which it still pursues, of charging to its sales department the costj

jof the production and cost of manufacturing, leaving no earning

for that department, whatever, but leaving all the earnings in the

•hands of the sales department, and the sales manager is held

responsible entirely for the results. I want to impress upon you

12

SELLING LUMBER

Mr. Keith
Talks on
Organization

The Purpose
In Organizing
The Southern
Pine Associa-
tion

The Task of

Educating

Ourselves

gentlemen here, that there is where the greatest need of our trade
rests today. I want to call your attention to the fact that many
of us have reached the conclusion that our loyalty rests more with
our trade than it does with our company; but I think our loyalty
rests with each.

I sometimes think it a disadvantage to which the lumber sales-
man is subjected,, that he has no knowledge as to what the lumber
he is selling costs. His employer has no knowledge of that. We
know what it costs to produce a thousand feet of lumber, but
we do not know what it costs for the various items we are sell-
ing; and consequently we are in competition, selling our product
on the representation which our trade makes as to what someone
else is willing to sell it for.

The Southern Pine Association was organized for the purpose
of educating ourselves and the public. We were confronted with
a situation where everybody believed there existed in this coun-
try a lumber trust, though each one of us knew that in tfce past
ten years, had we properly accounted our costs, there was not a
man in the business who had made a dollar.

So, the first thing we had to do was to undertake to con-
vince the public that there was no lumber trust. That we under-
took to do in a campaign of publicity and advertising, and by
presentation of the facts of our industry before the Federal Trade
Commission, bringing out in detail, clearly and plainly, the eco-
nomic condition of our industry, and we have accomplished that
purpose; we have not seen anything in the papers now for over a
year of the lumber trust. I think we have educated the public,
and I certainly believe that we have succeeded in impressing the
Federal Trade Commission with the facts concerning our in-
dustry.

Along with this work comes the question of educating our-
selves ; educating the manufacturer, and through the manufacturer
educating his salesmen. We did not know the volume of business
that was done, the amount of lumber that was manufactured, nor
any of the economic conditions of our business. Today we have
that information; not as fully as we would like to have it, but
at the same time more fully than we have ever had it before. In
the future, instead of representative information, we hope to
have accurate and full information. There is a distinction between
the two. For instance, in our Association today we have manu-

SELLING LUMBER 13

facturers representing practically one-half of the entire production
of Yellow Pine, and the information secured from them is repre-
sentative. If we had them all, we would have accurate informa-
tion. There are many thousands of feet of lumber produced of
which we have no information whatever, and we can only judge
from the information that we have as to what the situation as
a whole may be, and our judgment in that direction may be more
or less wrong, because it is not full and complete.

The next thought was to educate ourselves as to what it costs
to produce our lumber on a system of uniform method of ac-
counting. We entered into that campaign, and today we have
some eighty companies which are accounting their costs on a
uniform basis, and we know to that extent what the cost of pro-
duction is. But that is simply the initial step. We must go
further. We do not all use the same charges. For instance, in
our cost of stumpage, our stumpage charges range from $2 to $7
per thousand. We know that $2 is not enough, and our judgment
is that $7 is nearer right than $2, because we cannot replace our
stumpage at a value which is very much less than the latter
figure ; and those who have bought their stumpage in the last four
or five years at values ranging from $4.50 to $5.50, find them-
selves confronted today with a cost of practically $7. Then there A Start
is the question of overrun and the method of measurement. Our
stumpage account shows that our overrun ranges from 5 to 58^ ing Methods
per cent. We have reason to believe that 5 per cent is not correct,
and that 58^ per cent is not correct, either; but that the aver-
age yield in board measure over log scale is approximately 19
per cent. So it is out of line, as between 5 per cent and 58 per
cent, showing a difference, at the same charge for stumpage
(using $6.00 as a basis) of $1.50 per thousand in the finished cost
of manufacture; and yet it is merely a question of method of
measuring your stumpage. There is no such difference in the
actual cost of the finished product. We hope to succeed in our
effort to bring about, first, a uniform charge for stumpage; and
second, a uniform method of measuring our stumpage, so that
we may be able to have something approaching or approximating
accurate cost in that direction.

After we have secured that, the next question that confronts
us is the question of taking into our costs our proper fixed
charges : interest on our investment, taxes, insurance, sales, the

14

SELLING LUMBER

The Question
of Proper
Fixed Charges

The Problem
of Getting a
Profit

Denied the
Use of
Remedies

manufacturing cost and selling cost, so that we may arrive finally
at the average cost; and we will then have simply gotten to a
starting point in the securing of the average cost of manufacturing
the entire product. Beyond that is the question of distribution —
of the average cost of manufacture to each item produced.

And then our thought is to bring home to you, to bring home
to our sales departments, this fact, that we must have a yield ; that
we must have a percentage return on our investment. It would
be well to illustrate just what we mean here. Assuming that
today it would cost $6.00 per thousand to buy the tract of timber
we are going to operate, and $1.25 per thousand to develop it,
and that we are going to have a ten-year operation for a thirty
million feet capacity plant, in such a case we would have an in-
vestment of $1,800,000 in timber, and we would have $375,000 in
the plant account, or, say, a $2,100,000 total investment. Now, in
order to secure a reasonable return, we should have at least 10
per cent on our money, as money is worth 6 per cent anywhere
you put it, which would be $210,000 as a return on an investment
of $2,100,000; and on an output of thirty million feet we would
have to have $7.00 per thousand over and above the manufactur-
ing cost of $14.50, or $21.50 per thousand, in order to make this
investment yield us a return of 10 per cent.

In the past we have seen the value of stumpage in the South
range from $3.00 per acre to $90.00 per acre, and this increase
in the value of our stumpage has carried our cost up. Whereas
in 1909 our stumpage was worth $4.00 per thousand — that was
seven years ago — today it is worth $6.00 per thousand, having
advanced 50 per cent in the past seven years. If you will figure
your stumpage at its cost seven years ago of $4.00 per thousand,
with interest and taxes compounded, you will find that your cost
of this timber is in excess of $6.00 today, and in the future that
situation is going to become more pronounced than it has in the
last seven years.

Now, after we have secured all the information, we are fre-
quently unable to apply the remedy which we should apply by
reason of our failure or inability to agree on some uniform method
of action. That is due to the present state of our laws. We
have had that situation in mind, and during the campaign which
we have been conducting before the Federal Trade Commission
the thought occurred to a few of us to see if we could not secure

SELLING LUMBER 15

some remedial legislation to permit in this country the German
cartel system as relates to the primary natural resources, with
the idea that it might be extended to include all lines of business.
I think we are daily impressed with the efficiency which the Ger-
mans have brought about, not only from a military point of view,
but from an economic point of view as well.

With that ideal in view, I had the pleasure of sitting in
council in Washington on the 5th of last month, representing
several of the committee of the Chamber of Commerce of the
United States of America, in conjunction with the Federation of
Labor, and there we agreed to seek to secure legislation to per-
mit of co-operative agreements in all industries involving the ^ Plan to
primary natural resources. (Applause.) At that council a sub- Enlist Govern-
committee was appointed, the members of which agreed on a bill mentAid
which represented concretely their thought ; the provisions of which
are to the effect that all the primary natural resources — but per-
haps it would be better for me to read this proposed bill rather
than to try to repeat it from memory. Our idea was to amend
the Federal Trade Commission act to permit of this condition,
so that such agreements would be under governmental regulation
in .the interests of the public. (Reading.)

AN ACT.

To amend the Federal Trade Commission Act by permitting

under its jurisdiction agreements between industries en- Text of

gaged in the development of natural resources in order Proposed

, IT j 1 Amendment

to conserve such resources, protect human life, and lessen

accidents.

Be it Enacted by the Senate and the House of Repre-
sentatives in Congress Assembled, That Section 11 of the Act
entitled "An Act to create a Federal Trade Commission, to
define its powers and duties, and for other purposes," ap-
proved September 26th, 1914, is hereby amended by addition
of the words, "except as hereinafter provided/' so as to read
as follows :

"Sec. 11. Nothing contained in this Act shall be con-
strued to prevent or interfere with the enforcement of the
provisions of the anti-trust Acts or the Acts to regulate
commerce, nor shall anything contained in the Act be con-
strued to alter, modify or repeal the said anti-trust Act or the

16 SELLING LUMBER

Acts to regulate commerce, or any part or parts thereof, ex-
cept as hereinafter provided."

Sec. 2. That the Act entitled "An Act to create a
Federal Trade Commission, to define its powers and duties,
and for other purposes," approved September 26th, 1914, is
hereby further amended by the addition of the following sec-
tions :

Sec. 12. That ores and deposits of precious and useful
metals, minerals which are a source of heat, light, or power,
and timber, together with the immediate products of said ores,
deposits, minerals, and timber through which same first be-
come available for beneficial utilization, are hereby defined
for the purposes of Sections 12 and 13 of this Act as
national resources, and their efficient utilization in the in-
dustries, arts, and sciences is hereby declared to be in the
public interest.

Sec. 13. Contracts and agreements among persons, as-
sociations, or -corporations engaged in developing national
resources as articles of commerce among the several states
shall be lawful when such contracts and agreements tend to
utilize and conserve the national resources,, protect human
life, lessen accidents, and further the public interest; Pro-
vided, That such contracts and agreements shall have been
filed with the commission at least sixty days in advance of
the date of their effect, and shall have been accompanied
by a statement of the situation resulting in the contract or
agreement and the purposes to be accomplished thereby ; all
such contracts, agreements, and statements filed with the
commission shall be public records, accessible during ordinary
business hours ; Provided further, That whenever the com-
mission shall have reason to believe, either because of its
own investigations or because of complaint made to it by
any person, that any such contract or agreement does not
in fact tend to utilize and conserve the national resources,
protect human life, lessen accidents, or further the public
interest, it shall issue and serve upon the parties thereto a
notice to show cause why the contract or agreement should
not be declared as outside the provisions of Sections 12 and
13 of this Act. If upon such hearing the commission shall
be of the opinion that the contract or agreement in ques-

SELLING LUMBER 17

tion is outside the provisions of Sections 12 and 13 of this
Act, it shall issue its order to that effect, make a report in
writing, and serve copies of the order and report upon the
parties to the contract or agreement.

If you will notice, in the platforms of both the Democratic
and Republican parties this thought is included under the heading
of "Conservation." Last week at the meeting of the board of
directors of the Chamber of Commerce of the United States of
America in Minneapolis, the board approved the action of its A Step
committee, and the matter has now been ordered to a referendum, stabilizing
But this is simply a starting point. After we secure the desired the Lumber
remedial legislation, then we can take the necessary steps to enter
into a contract, under government regulation, so as to stabilize
our industry and put it on its feet.

Gentlemen, I regret that I did not have time to prepare for
you a co-ordinated talk, but before passing I want to carry to your
minds one further thought, and that is : At the beginning of the
last century in all of our transportation facilities our power was
hand power, wind power and water power. There was no such
thing as steam and electricity. With the advent of steam and
electricity has come the development of transportation and com-
munication to such an extent that now all parts of the world are in
immediate communication with each other. In the earlier days in- Times
dividualism was the cry. The old saw, that "Competition Is the Change in
Life of Trade," had some truth in it at that time. Today com- Conditions
petition, unintelligent competition, such as we have been forced to
have, through the improper understanding of our economic con-
ditions, enforced upon us by our lawmakers, has practically had
the effect of injuring very nearly all lines of trade. To my mind,
this is especially emphasized in the findings of the Federal Trade
Commission as quoted below from an address of Mr. E. N. Hur-
ley before the Public Affairs Committee of the Kansas City Com-
mercial Club on June 26th, 1916:

"Leaving out of consideration the banking, railroad and
public utilities corporations, and referring only to those that
have to do with trade and industry, we find that there are
about 250,000 business corporations in the country. The
astonishing thing is that over 100,000 of these report no net
income whatever. In addition, 90,000 make less than $5,000

18

SELLING LUMBER

No Secrets
in the Lumber
Business

A Welcome
to Visitors

Mr. Rhodes
Is Introduced

a year, while only the 60,000 remaining, the more successful

ones, make $5,000 a year and over."

From this, it can be readily seen that we really have not
been in a prosperous condition ; and, furthermore, we are never
going to be in a prosperous condition until we have more co-
operation and a more complete understanding of our conditions
than we have had. We will have to bring that condition about in
a perfectly legal way, of course, and we want the co-operation
of the men who work for us, the men who sell our products. We
want you to believe and we want you to think that there are no
secrets in our business ; that the more you can talk to your fellow
salesman, the more you can bring home to him the prices at which
you are selling your product and the amount of sales which you
are making, and the more you can help one another (without any
agreement as to prices, but simply the question as to prices at
which your product has been sold), the better off we will all be.
I believe we are going to have a better condition, a better under-
standing, and more profits in our business. Gentlemen, I thank
you. (Applause.)

Mr. Keith, after retiring, again advanced to the front of
the stage and said :

I wish to say, as President of the Southern Pine Associa-
tion, that we greatly appreciate the presence in our midst today
of our brothers from the other branches of the industry, and
we wish to extend to them our cordial welcome.

The Chairman: No matter how brilliant the chief of staff,
or how far-reaching the president, he must have a field manage-
ment. The Southern Pine Association is exceedingly fortunate in
being able to command the services of Mr. John E. Rhodes. Mr.
Rhodes came to the Southern Pine Association with years of
training, and success immediately followed his "Service" banner.
It is going to be my pleasure to introduce Mr. Rhodes to you, but
this introduction will serve only to introduce Mr. Rhodes to you,
and not you to Mr. Rhodes. I would like very much if all of
you, some time during the meeting, would take time to go to
Mr. Rhodes and introduce yourselves to him and assure him that
you are back of him in the great work he is endeavoring to do
for the Yellow Pine industry. Mr. Rhodes! (Applause.)

Mr. Rhodes: Mr. Chairman and Gentlemen — I greatly appre-
ciate the introduction of the chairman. Needless to say, it will

SELLING LUMBER

19

give me very great pleasure indeed to meet as many of those
attending the school as possible. I shall speak to you briefly
upon what the Southern Pine Association is.

(See Mr. Rhodes's address in full, page 115).

Mr. Seidel : Gentlemen, there was an omission on my part,
rather inadvertently. But in order to be fair to the lumber in-
terests, I ask leave to state that the handle of this gravel is of
long leaf yellow pine, denoting strength ; and it is almost un-
necessary for me to say that the head of the gavel is Arkansas
Yellow Pine, denoting beauty. (Applause.)

The Chairman : I want to further what Mr. Rhodes said
about the distribution of literature, and to particularly ask that
all of you look over the tables containing literature in the foyer
of the theater. You will find a great deal of literature that has
to do with some of the very technical papers* that will follow in
this program, a good deal of information that would be too tech-
nical to give you in any other way except in printed form. You
will also note, at the entrance of the theater, a question box. We
will ask that all of you put in this box any question that may
occur to you that you would like to have answered. We intend
to refer these questions to a board of examiners, and we will en-
deavor to have each question answered by an expert. For ex-
ample, we are referring all engineering questions to Dr. Hermann
von Schrenk, questions involving grades and inspection to Mr.
J. E. Jones, other questions to Mr. Sterling, and so on, and each
question will be answered by an expert in his particular line. To
give you an example of the kind of questions we are getting, I
want to read a few that have already been handed in. Now, we
will not agree to answer all of these questions, and furthermore,
we know that perhaps some of our answers will either not be
complete, or, perhaps, exact, in accordance with the information
that you have given us. We are going to submit a great many of
these questions to you as a body, for your discussion, because
we are having questions already handed in that cannot be an-
swered except by the salesmen themselves. Here are some of the
questions :

What specifications are to govern : Those written by the
salesman and on the copy left with the buyer, or the buyer's
confirmation ?

An Invitation
to Ask
Questions

20

SELLING LUMBER

Samples of

Queries

Receiv.ed

On an order sent in by a salesman is it better to write
the customer or the salesman in case the sales office wishes
to make any correction or seeks any additional information
before entering the order?

Why is a 1x6 worth more than a 2x6 of the same grade?

Does treatment of wood increase its strength or durabil-
ity? If either, why?

What relation has pitch to the durability of timber?

What is the advantage to the mill in dressing common
boards two sides instead of one side?

What does it cost to trim lumber from standard length?

Why is a 2x4—12 listed higher than a 2x4—14 and 16?

What is summer wood?

Why should orders be signed by purchasers ?

What are the best methods of finishing Yellow Pine for
interior use?

Why don't Yellow Pine mills match their flooring?

WThat is the objection to specified lengths on moulding?

What weight should a salesman use when selling stock
surfaced two. sides, and one inch thick, and sold as one inch
common ?

How soon should an order for ordinary yard stock be
shipped to come within the meaning of "prompt shipment ?"

Now, gentlemen, I presume that you all have some questions,
and we will attempt to answer all of them at the conclusion of
our set program, when we are going to throw the meeting open
for general discussion. The gentlemen to whom these questions
are referred will come on the platform and answer the question.
If you have any suggestions to make, we want you to get right
up and tell us what is what, because there are a great many
problems here we would like to solve, if possible.

I want to call your attention to the banquet tonight. I be-
lieve you are going to see the very best show that was ever put
on in the lumber business. The newspaper men have been here
ever since Tuesday arranging a program for this affair. It is
going to be a very elaborate program, and although it may keep
you all up pretty late, I think you will be repaid for the invest-
ment of time.

SELLING LUMBER

21

I also wish to say that there will be a meeting of the Com-
mittee on Sales and Distribution immediately after the conclusion
of this session.

I thought I was going to be compelled to disappoint you gen-
tlemen this morning, in announcing the inability of Mr, W. H.
Sullivan to come to the school, on account of some unfortunate
matters that came up at the last moment, and we had arranged
for another speaker to present his subject. Mr. Sullivan, how-
ever, has wired that he will be here Wednesday, and we will post-
pone his paper until he can be here to address you himself, as
I want to have the pleasure of introducing him to you, because he
is the chairman of the Trade Extension Committee of the Asso-
ciation, and a man who has in his charge a great number of
Association activities.

When the committee began to seek some one in the lumber
industry to address you on Salesmanship, among those we were
advised strongly not to overlook was Dr. Stanley L. Krebs, of
the Institute of Mercantile Art, Philadelphia. Dr. Krebs came to
Houston the early part of this year and delivered the same ad-
dress he will deliver here. The citizens of Houston were so taken
up with Dr. Krebs and his work that they immediately arranged
for him to come back to Houston and deliver a series of lectures
covering a two weeks period. I believe you will all be amply
repaid for giving Dr. Krebs the closest attention. The Doctor has
had charge of large sales organizations, and is familiar with the
mode of making sales from start to finish, and you can't put
anything over on the Doctor. (Applause.)

Dr. Krebs : Mr. President, Members of the Southern Pine
Salesmen's Association, Ladies and Gentlemen : — I don't believe
I have overlooked any fool present. "What fools we mortals be,"
at any rate, as the great poet said.

(Dr. Krebs's address in full, page 124).

The Chairman : I am sure I don't know how we can thank
Dr. Krebs for what he has said.

Mr. Hines : I would like to move now a rising vote of thanks
to the Doctor.

The Chairman : You have heard Mr. Hines' motion, gentle-
men. I am ?ure it will be made unanimous. All those in favor of
giving the Doctor a vote of thanks will please stand up.

(All stand and applaud.)

Introducing
Dr. Krebs

A Vote of
Thanks for
Dr. Krebs

22

SELLING LUMBER

Dr. von
Schrenk
Answers
Questions

The Chairman: As I started to say, before Mr. Hines so
thoughtfully provided for the vote of thanks for the Doctor, I
don't know how the school of salesmanship can thank him. But I
do think that- the people of Houston are going to be very fortunate
next October, when he is going to be with us for two weeks.

Dr. Krebs : Thank you, Mr. Kendall.

The Chairman : I wish to say that those who have not se-
cured banquet tickets had better do so immediately. There are
only four hundred tickets. No reservations will be held after 1 :00
o'clock, as the lumbermen of St. Louis desire to take up all of
the unsold seats. You can get the banquet tickets only in the
foyer from now on. Gentlemen, we stand adjourned until 2:00
o'clock — and please be prompt.

(At this point, at 12 :40 o'clock p. m., the school took a recess
until 2 :00 o'clock p. m. of the same day.)

AFTERNOON SESSION.
Monday, June 26, 1916.

At 2 :00 o'clock p. m. the meeting was called to order by Harry
T. Kendall, Chairman.

The Chairman : Gentlemen, it gives me pleasure to introduce
to you Dr. Hermann von Schrenk, consulting engineer of the South-
ern Pine Association, who will read and proceed to answer cer-
tain of the questions that have been placed in the question box.

(Applause.)

Dr. von Schrenk: Does the treatment of wood increase its
strength and durability? If either, why?

The answer to that is, that no treatment will increase the
strength. The inherent strength of wood fibre cannot be increased
by any process of treatment beyond that which it originally has.
As to durability, practically every acceptable form of chemical pres-
ervation will increase its durability. I will have a good deal more
to say in answering that question tomorrow. In general, I might
say that if wood is properly treated chemically, its durability may
be increased anywhere from twice to an indefinite length of life.

Second question : What relation has pitch to the durability of
timber ?

In general it may be said that pitch, in and of itself, has no
relation to the increase or decrease of the durability of timber. If
the pitch percentage cease at ten or fifteen per cent, or more, as in
cut pieces from turpentine logs, the durability would be very ma-

SELLING LUMBER

23

terially increased; but to take pitch as a standard of durability
at the present time, so far as we know, is impracticable.

What is summer wood?

A pine tree, as it grows, forms two classes of wood, physical
classes of wood, every year. From the time that the leaves start
to grow in the spring, in March, until about the latter part of June
or July, it forms a light-colored, very porous class of wood, which is
called spring wood. From about the end of July to the end of the
season's growth it forms a very much denser class of wood, which,
as you look at it in cross-section, is dark, more or less resinous,
flinty when you cut it with a knife, and that part is called summer
wood. In other words, each annual ring is composed of two dif-
ferent bands — a light-colored band of spring wood, and a dark-
colored, hard, resinous band called summer wood. It is essentially
the summer wood which gives the high strength value to different
classes of pine. The higher the percentage of summer wood in the
ring, the stronger the stick.

Why is heart stock more suitable for construction when used
in moist places?

The answer to that is, the relative resisting power of heart
and sap wood. Sap wood, of practically all species of pine, when
used in construction work, would decay in a comparatively short
time. If it is subjected to moisture at all, it probably will not
last more than three or four years, particularly in the Southern
states. Heart wood, on the other hand, has a much higher resisting
power, and that is true, irrespective of whether it is loblolly, short
leaf pine, long leaf pine, Cuban pine, or what not. Hence, when
more or less permanent structures are built, the specifications
usually require that the sticks shall be almost wholly of heart
wood.

How is a salesman to determine the difference between long
and short leaf after it has been manufactured?

The answer to that is very simple. He can't do it. (Laughter.)
Gentlemen, that probably is one of the most vexing problems which
the pine industry has had to meet for years: I trust, before the
end of these sessions, we will hear a good deal about the prac-
ticability of applying the new density rule. The pine tree growing
in the South, as it grows is botanically divided into probably five
or six species. The fibers of those woods are practically identical,
and the only difference in the timber is in the per cent of actual

Strength
in Summer
Wood

Identifying
Variety in
Lumber

24

SELLING LUMBER

Identifying
Species
"By the
Feel"

Introducing
Mr. Nelson

fiber per cubic foot of wood. In other words, the physical, chem-
ical and structural characteristics of the wood fiber of the individual
species is almost the same, and they are very, very difficult to sep-
arate. Consequently, while it is easy enough to distinguish between
a short leaf and a long leaf piece in the tree, when it has once been
cut such characteristics as rate of growth and density of wood pel
cubic foot, when told by the eye, are absolutely beyond any kind oi
method of determination accurately — and I care not who says that
can be done. For illustration, some years ago I had a group of
thirty or forty, yellow pine men who told me that they could tell
by the feel of it. I ran them up against a pile of one hundred
logs around there, and asked them to distinguish the long leaf from
the short leaf. I had as many results as there were men. Every
stick in the pile was cut 150 miles north of Ft. Smith, Arkansas,
and there was not a long leaf or short leaf tree within 150 miles of
the place. You can tell anybody who asks you how to determine
the difference between long and short leaf pine after it has been
made into lumber that it can't be done. It is physically impos-
sible.

The Chairman : I hope, gentlemen, if any ether questions of
this character occur to you, that you will let us have them as
promptly as possible, and we will endeavor to answer just as many
of them as we can. It is very apparent, however, to us, from the
number of questions that are being turned in, that it is going to be
a physical impossibility for us to attempt to answer them all now, or
open them for discussion. We will, however, print an answer to
every question that we can answer in the printed proceedings, so it
will give you something to look for when you receive the volumes.
From the looks of things, the printed proceedings of this school is
going to be about the size of a young dictionary.

The next speaker on the program — and we are going to vary
some from the printed program, owing to disappointment — is a man
who holds a very unique position in the yellow pine industry. I
shall introduce to you Mr. M. B. Nelson, sales manager of the
Long-Bell Lumber Company, of Kansas City, Mo., a man who has
sold more yellow pine than any other one man in the industry. I
can assure you that Mr. Nelson has held his position through abil-
ity; and what he has to say now on the subject may be considered
as authoritative. (Applause.)

SELLING LUMBER 25

Mr. Nelson (after taking a drink of water) : I am not drink-
ing that because I like it, but just because it had such an effect on
Dr. Krebs. (Laughter.)

I think Mr. Kendall is very kind to me when he says I sold it.
I expect there are some salesmen here that won't give me credit
for that. (Laughter.)

(For Mr. Nelson's paper in full, see page 150).

The Chairman: One of the best known organizations in the
yellow pine trade is the Arkansas Soft Pine Bureau. The members
of this bureau, who are also members of the Southern Pine Asso-
ciation, have been spending a great deal of money to introduce
their products, and, incidentally, the use of yellow pine finish
throughout the consuming territory. The manager of this bureau,
Mr. R. H. Brooks, will address you on the subject of yellow pine
finish and its possibilities.

Mr. Brooks : Mr. Funck, this morning, in addressing you,
dwelt for a moment on the subject of enthusiasm for the article
you sell. It is, however, important that in becoming enthusiastic
over the product you sell, you should be pretty sure you are selling
it for the purpose to which it is adapted. This brief paper I am
going to read you is predicated on the thought that part of your Mr. Brooks
wood is best adapted to one purpose, and part of it to another. Finish
In other words, that short leaf makes a better interior finish than
long leaf, and long leaf is better than short leaf for outside work.
Our wood is short leaf, but you are not to take exception to the
comparisons I make, because these remarks are made only in the
recognition of the fact that we are trying to emphasize the right
wood for the right purpose.

(For Mr. Brooks's paper in full, see page 277).

The Chairman : The subject on the program, "Painting Yellow
Pine," by Mr. H. A. Gardner, consulting engineer of the National ^ Lecture
Paint Manufacturers' Association, consists of a series of lantern on Painting
slides. Mr. Rhodes will read Dr. Gardner's comments upon these
slides; and if you will wait just a minute we will darken the house
and throw these slides on a screen.

(At this point the house was darkened ; a series of pictures was
thrown on a screen, and pan passu therewith Mr. Rhodes read the
paper on "Painting Yellow Pine," by Mr. H. A. Gardner, which
is reproduced in full on page 378.)

26 SELLINGLUMBER

The Chairman : We are very fortunate to have with us today
one of the busiest men in the United States, who is forced to
divide his time among many engagements. He is editor of the
Salesmanship Magazine, one of the most prominent magazines of its
character in this country, and also general chairman of the World's
Salesmanship Congress, which will be held in Detroit next month.
We are exceedingly pleased to be able to introduce Mr. Barrett to
you today, and I am sure you will give him very good attention.
Mr. Barrett will also tell you something about the great work he
is doing in Detroit, and the convention that will be held there next
month. (Applause.)

(Mr. Barrett's paper in full will be found on page 161).
The Chairman : I am sure that you all can see why it is that
Mr. Barrett is general chairman of a World's Salesmanship Con-
gress. The program covering the sessions to be held in Detroit
are in the lobby of the theater, and I hope that all of you will take
a copy and look it over. We are very anxious to have as many
yellow pine salesmen at those meetings as possible. We under-
stand they are going to have a very interesting program, and they
have a special lumber session.

Now, gentlemen, we are just going to call on one more speak-
T , . . er for a short paper. We are fortunate to have with us Mr. S.
Training E. Robinson of Columbus, who is going to read us a short paper
Lumb r on t^ie su^iect "Advantages of a Technical Training in the Lum-
Business ber Business." Mr. Robinson spent several years in college study-
ing forestry and lumber manufacturing, and I feel sure that his
remarks will be very interesting to you, as to how he put this edu-
cation to practical use in his experience. (Applause).

(Mr. Robinson's paper in full will be found at page 282).
The Chairman: I am sorry to have to announce to you that
Mr. Richard Lieber of Indianapolis has wired us that he is not
able to come. If we have time tomorrow morning the address on
"Stumpage and Logging Costs," by Mr. P. C. Rickey, auditor of
the Long-Bell Lumber Company, Kansas City, will be read. It is
only a short one, but we want it to be read by the author, if pos-
sible.

We ask that you get firmly fixed in your minds the time of
the banquet. The tickets are wrong, and the sign on the stage
is wrong. The banquet will start at 7 :30. There are 450 tickets
sold, and that is all the seats there are in the hall. The newspa-

SELLING LUMBER

27

per men refuse to tell me what is on the program, but they say
that in order to send it off right, we have got to all be together
and go in the hall at the same time. So I ask that you all be at
the Planters' in time to march into the banquet hall at 7:30.

If there is no further business we will stand adjourned for
the day.

At this point, at 4:40 o;clock p. m., the school of salesman-
ship took an adjournment to 9:30 o'clock a. m. on the following
day.

TUESDAY, JUNE 27, 1916— FORENOON SESSION.

Pursuant to previous adjournment the school of salesmanship
reconvened at the American theater on Tuesday, June 27, 1916.

The meeting was called to order at 9:30 o'clock a. m. by
Harry T. Kendall, chairman.

The Chairman: Come to order, gentlemen. In order to
make yourselves entirely comfortable, I suggest that you take off
your coats. AVe have a lengthy program this morning, and we
want to make you as comfortable as possible. The paper on
"Stumpage and Logging Costs" was assigned to Mr. Rickey at
a very late date, and unfortunately Mr. Rickey was called away,
so that at the last moment Mr. Frank Schopflin of the Central
Coal and Coke Company was requested to write the paper; but
as he is unable to read it, I am going to ask Mr. Rhodes to read
it to you. The paper is one of a series of papers on costs, and
deals principally with the figures on these two charts. I hope
that you will watch the development of the cost problem on these
charts in connection with the papers as they are read.

(Mr. Rhodes reads the paper on "Stumpage and Logging
Costs" by Frank Schopflin, which will be found reproduced in full,
beginning at page 158).

The Chairman: We are now on our regular program. It
is my desire to introduce to you Mr. Jason F. Richardson, Jr., of
Ottawa, 111. At the Illinois Retail Lumber Dealers' Association
meeting the paper that excited the most comment, and I think
made the most lasting impression, was the one by Mr. Richard-
son. It opened up an entirely new avenue of thought to the re-
tail dealers, and I am sure it did to the salesmen who were pres-
ent at that meeting. We are exceedingly pleased to have Mr.
Richardson with us this morning to read his paper, as it is very
interesting and instructive. Mr. Richardson ! (Applause).

Stumpage
and Log-
ging Costs

An Architect
Talks on
Co-Operation

28

SELLING LUMBER

A Vote
of Thanks
for Trade
Paper
Editors

Costs

From Pond
to Sorting
Chain

The Yel-
low Pine
Shingle

Mr. Richardson : Mr. Kendall is very particular what I
should say, so I am going to read it. I think I can make myself
heard.

(Mr. Richardson's paper in full will be found at page 175).

Mr. Ben S. Woodhead : Mr. Chairman !

The Chairman: Mr. Woodhead.

,<y

Mr. Woodhead: I believe a committee of the lumber press
undertook to feature the entertainment at our banquet last night.
They undertook it very graciously, and I believe all those present
were very pleasantly entertained. They went to a great deal of
trouble, labor and time to perform the stunts they pulled off for
our edification and amusement. I believe the very least thing we
can do, Mr. Chairman, is to express our appreciation and thanks
to them for what they did; and I move you that the thanks and
appreciation of this association be expressed to the lumber press
committee for the enjoyment afforded us last night.

(The motion having been duly seconded, was put by the chair-
man to a viva voce vote, and unanimously carried).

Mr. Chairman: The next paper on the program will be an
address on costs, taking up the cost problem from the log pond
and carrying the manufacture of the log into lumber to the sort-
ing chain. This address will be delivered by Mr. J. C. Mansfield",
general manager of the Arkansas Lumber Company, Warren,
Ark., a man who has had many years of operating experience
and knows what he is to say. (Applause).

Mr. Mansfield's paper in full will be found at page 186).

The Chairman: I presume a great many of you are not
aware of the fact that a great many yellow pine shingles are made,
and in some sections of the country yellow pine shingles are the
standard of quality. The Southern Pine Association has been
making some investigations as to the merits and possibilities of
yellow pine shingles, and Mr. J. H. Eddy, chairman of the shin-
gle committee of the Association, will address you on this subject.
Mr. Eddy. (Applause).

Mr. Eddyr I have prepared quite a lengthy statement. The
paper will appear in full in the printed report of this meeting. I
don't know that it is necessary for us to go very much into de-
tail in investigating the wooden shingle. I think all of us have
memories of the messages of the shingle in our youth. It is pos-

SELLING LUMBER 29

sible that those memories in the ex'perience of the younger gen-
eration have prejudiced them against the wood shingle. How-
ever that may be, we believe the yellow pine product to be a very
important part of our industry, and we have neglected it, very
much to our own disadvantage.

There are millions of shingles made every year, a great many
of them made by mills poorly equipped and without much regard
to the requirements of roofing material. Your committee has
been studying this subject for some three or four months. We
have put out specifications dealing with the manufacture and pro-
duction of the material.

As you know, there is a tremendous demand in this country
for roofing material. The shingle is, of course, best adapted to
the needs of a roofing material in connection with houses, or with
homes, to use a better term. The requirements of roofing mate-
rial are that it shall be tight and durable; that it should be of
light wood, requiring no extra strength in the frame of the build-
ing on which it is applied; that it may be readily available, and at
a reasonable price; that it should be a non-conductor of heat and The Wood
cold. Those of you who have studied the shingle know that it meets Shingle
all of those requirements to a remarkable extent. It is the mis-
use of the product that has brought it into disrepute. The mis-
take has been made of using unfit material for shingles. The re-
sult has been disastrous to a very considerable extent. And what
we have to do now is to correct our practices and get ourselves
right at first, and then to educate the public to the good qualities
of the shingle, and especially of the yellow pine shingle.

There is a tremendous demand to be taken care of within a
short distance of the points at which shingles are manufactured
in the yellow pine states, where the rates of freight are low and ous Market
where we have no competition with shingles by a substitute ma- Near Home
terial.

We have been experimenting with our shingle, properly
treated by a mineral paint, as compared with results in tests with
the composition shingle — substitute shingles ; and the results jus-
tify us in the belief that if we use a little care and attention we
can produce an article so far superior to the composition roof-
ing of various firms that when the public knows what we can do
there will be no trouble about our getting the business.

30

SELLING LUMBER

Prepare
to Meet
Criticisms

Limitations
in the
Use of
Shingles

As to the history of the shingle, it might be interesting to you
to know that it has been used for centuries ; that there still are in
England, and perhaps other places, good shingles on many of the
old towers — shingles that were put there in pre-Norman times.
There is no question about the durability of the product, properly
made, properly applied and properly protected. I do want to ask
of the salesmen to post themselves thoroughly concerning the
merits of. this product, and to be prepared to meet the criticisms
that you will hear and that are largely suggested by our friends,
the substitute manufacturers. Prepare yourself to meet those
criticisms and to give the builder and the consumer the facts.
Urge the builder especially to post himself as to the right kind
of shingle to have ; the specifications under which it has been
made, and manner in which it shall be applied. There is just
coming before the grading committee the question of specifying
the grade of roofing strip. Sap lumber has been used for that
, purpose, but it does not possess the requisite strength. The tend-
ency has been to apply those strips carelessly, and the result has
been very bad. We have to include in our grading rules specifi-
cations that will do away with that. Shingles have been laid too
much to the weather. They have been laid on roofs that are too
flat. There are limitations in the use of the shingle which we
must recognize and avoid. These are mistakes which have in the
past cost us so much, and which are likely to cost us so much more
if we don't take the trouble to correct the errors. We hope that
the salesmen, whether or not their mills manufacture shingles, will
interest themselves in this feature of their business, and post
themselves concerning the facts, and will go out prepared to de-
fend yellow pine shingles especially against the attacks of the sub-
stitute manufacturers. Our product does not carry that great
percentage of profit which makes possible an unending advertis-
ing campaign, such as the substitute people are able to carry on.
Their product is rags and paper covered with tar, and conse-
quently they are able to spend a great deal of money in adver-
tising; and those statements that they are making, appearing day
after day in the newspapers and in their printed matter, are bound
to influence the minds of builder and consumer. The only way
we can meet that is to post ourselves and become prophets of the
yellow pine shingle. That is what we want to ask of you. (Ap-
plause).

(Mr. Eddy's written address will be found on page 189).

SELLING LUMBER 31

The Chairman : Is Mr. Sterling in the house ? Is Mr. Wat-
kins here?

Mr. Rhodes has a little surprise for you. He is going to
give you a little advance information. Mr. Rhodes has prepared
from telegraphic reports the weekly barometer.

(Mr. Rhodes places upon the stage the barometer in the
form of a large chart).

(Tremendous applause).

Mr. Rhodes : Right off the press, and absolutely accurate.

A Voice : Suppose we continue this convention indefinitely,
if it produces that result. (Applause).

Mr. Rhodes : You may not all be able to read it. I will
make a little analysis of it for those who can't see it. Orders
received during the week, 4,298 cars, aggregating 85,715,014 feet, Good News
received by 159 mills reporting business up to Friday night. ^,an ,,.,,
Those same mills shipped 4,094 cars, or 4,000,000 feet less than Report
orders received. The average orders for the 159 mills were 539,-
000 feet per mill.

The same mills produced an average of 490,000 feet during
the week (applause), while the normal production of those mills,
based upon reports which we have received weekly from them dur-
ing the last year, was 608,000 feet per week. Thus the shipments ex-,
ceed the production by 2^ per cent. The orders exceeded the
production nearly 10 per cent. (Applause). Your attention is
called to the fact that the barometer is now based upon normal
production,, rather than on what we have heretofore based it, the
average production. Thus the orders are shown in relation to the
normal production, and the actual production is shown in rela-
tion to the normal production. The actual production was below
normal nearly 20 per cent. The shipments were below normal
production 17.22 per cent, while the orders were below normal
production 11.37 per cent. It is gratifying to note that the aver-
age orders per mill for the month of June amounted to 446,000
feet, covering 147 mills, for the first week of June; 548,000 feet,
or 100,000 feet more, average per mill, for the second week of
June — 157 mills; 496,000 feet per mill from the 151 mills for the
third week, which was last week; while this week, closing Friday
night, the average orders were 539,000 feet per mill for 159 mills,
while the production was 498,000 feet. For your information

32

SELLING LUMBER

"Judging
Orders"

Mr. Hines
Talks on
Salesmanship

I will say that the Association is mailing 2,500 copies of this ba-
rometer each week. (Applause).

The Chairman: As neither Mr. Sterling nor Mr. Watkins
appear to be in the room, I am going to ask Mr. Sackett, the For-
ester for the National Lumber Manufacturers' Association, to
read his paper on "Wood Substitutes." Mr. Sackett was not ex-
pecting to be called upon, but we are anxious to have his paper
presented to you. He will be on the platform in just a moment.

A Voice: Mr. Chairman, Mr. Watkins is in the room.

The Chairman: Mr. Watkins here? Mr. Sackett left the
rear of the hall to come to the stage a moment ago. Just a min-
ute, until I see whether Mr. Sackett is on the stage. I guess Mr.
Sackett has been lost in the shuffle somewhere. Mr. Watkins be-
ing in the room, I am going to ask him to address you on the
subject "Judging Orders." (Applause).

Mr. Watkins : Mr. Chairman and Gentlemen : I notice a
mistake in this program. It is "Judging Orders." I think that is
a little mistake. I meant to make it "Judge the Order." I haven't
seen two orders at once for quite awhile. (Laughter). I want
to say I feel so good over this report and Mr. Rhodes'little speech
I don't know whether I can talk about my paper or not. That
is the best speech we have heard yet.

('Mr. Watkins's paper will be found on page 203.)

The Chairman : Without doubt the next speaker that I am
going to call on, or rather, that it is my privilege to call on, is
the most shining example of success in lumber salesmanship. Of
course, the heights to which he has climbed were not reached
from selling ability alone, but his success, was, I am sure, due to
his making himself a superior salesman. I am very glad to pre-
sent to you Mr. Edward Hines of Chicago, who will address you
on "Salesmanship From* the Standpoint of a Lumberman." (Ap-
plause).

(Mr. Hines's paper in full will be found beginning page 356).

The Chairman: I know that we all consider ourselves deeply
in Mr. Hines's debt. I know that we can't fail to appreciate how
much sacrifice- this occasion means to Mr. Hines, who is a man
of very large business interests, as he has given a great deal of
his time to this. We will stand adjourned until 2 o'clock.

At this point, at 12:30 o'clock p. m., the school took a recess
until 2 o'clock p. m. of the. same day.

SELLINGLUMBER 33

TUESDAY, JUNE 27, 1916— AFTERNOON SESSION.

At 2 o'clock p. m. the meeting was called to order by Harry
T. Kendall, chairman.

The Chairman : Come to order, gentlemen. I want to ex-
plain to you some of the changes in the program and say that
we will probably vary the program very considerably from now
on in order to get in some discussion on the part of the men on the
floor. The papers that have been read here will be printed in
the printed proceedings, a copy of which will be mailed to you.
Here are some question that the committee thought we might put
out to you for general discussion, and if these questions interest
anyone in the audience we would be glad to have you get on your
feet:

On an order sent in by a salesman, is it better to

write the customer or the salesman, in case the sales

office wishes to make any correction before entering the

order?

How soon should an order for ordinary yard stock

be shipped, to come within the meaning of "prompt ship-

ment?"

If a customer sends you an order showing the usual Some

•£• i.1 ' j • JJ-.L- UT-I • .- i 1 Questions

specifications, and m addition says, This must be good Salesmen

stock" would you give him your regular grade, or would
you expect the sawmill to ship better grade than that spe-
cified ? i

How should an order be loaded that calls for 10 to
20-foot lengths? In other words, what percentage of sur-
plus stock can be loaded?

Now, gentlemen, those are some of the questions you might
like to say something on. If there is any other, we would be glad
to have you put it to us. We want to give you an opportunity,
gentlemen.

A Voice : Mr. Chairman, I should think it would be better
to put each question separately.

The Chairman : All right. AVhat question shall we discuss ?

A Voice: Well, take the first question read.

The Chairman: "On an order sent in by a salesman, is it ^£istchuession
better to write the customer or the salesman in case the sales Questions
office wishes to make any correction before entering, or avoid mis- Asked
understandings in the order sent in by the salesman?"

34

SELLING LUMBER

Meaning of

"Good

Stock"

Mr. Nelson : Mr. Chairman, I think it would be better to
leave it to each company to decide that.

The Chairman: You think that is a company matter?

Mr. Nelson : I think that is entirely with the company.

The Chairman : Are there any other views on that ? Do
you all agree with Mr. Nelson that that is a strictly company
matter?

A Voice : Mr. Chairman !

The Chairman: What do you think about it, Mr. Blake?

Mr. Blake: I think the customer should be written and a
carbon copy sent to the salesman.

The Chairman: You think the customer should be written
direct?

Mr. Blake: Yes, sir; and a carbon copy of it sent to the
salesman.

The Chairman : Someone else ?

Mr. Lennox: Well, I should think the customer should be
written direct.

The Chairman : Any other comments on that question ?

Mr. Kennard : Mr. Chairman, I don't think that should be
taken up by them with the company, but with the salesman. I
have lots of customers I would not want a contract varied with,
at all.

The Chairman: Any other views on that subject? Well,
then, let's discuss this question : "If a customer sends you an
order showing usual specifications, and in addition says, 'This
must be good stock/ would you give him regular stock or a grade
better than specified?"

Mr. Beebe : If it is a habit of shipping poor stock, I would
give him something better ; but if we have been shipping the
regular grade, I would give it to him. (Applause).

The Chairman : Now, we are getting business and orders
on which the salesman writes, "Must be good stock." What is a
sales manager to do with that kind of order?

Mr. Nelson: I do not think so. The fact that it says it
must be a good grade does not mean that it should be a different
grade than that specified on the order.

All of the subscribers to the Association guarantee that their
grades are all good. And I do not think that any salesman means
by writing on the face of an order, "Must be good stock," that

SELLING LUMBER 35

it is a special contract, because the order specifies specifically the
grade orders, and unless there is some explanation as to what limi-
tations or exemptions should be made the notation is superfluous.
It is used by some buyers as a lever for a claim.

While some buyers think some mills make their lumber above1
grade, they are honest in their belief and are sometimes willing
to pay a little more money because they believe they are going
to get something above grade. And the fact that he is putting
this information on the order indicates that the salesman is en-
couraging him to believe he is getting something above grade. It
would be much better if the salesman would explain to the cus-
tomer that the stock which they ship under that grade is all
graded the same — that if it is better than that offered by others
it is due to the natural growth of their timber — that they are not
picking their grades for anybody — and if the customer does not
think the stock he will get is worth the money not to buy it from
him. (Applause).

The Chairman : I am speaking now of orders in general.

Mr. Nelson : I don't think the order ought to go into the
house that way. I think the salesman ought to sell the grades
that they make; sell it in accordance with the grades of the Asso-
ciation ; and they shouldn't add anything special to that class of
order.

Mr. Dix : If the order carries an additional price, I think
we ought to give a little better grade, possibly ; but if it carries
the regular price, I don't think so.

Mr. Rogers : I think if the shipper or mill has reason to be-
lieve that the customer expects something better than the Associa-
tion grade he ought to take it up with the customer.

Mr. Kendall : Doesn't that make a special contract, and vi-
tiate all the rest of the terms of sale?

The Chairman: Mr. Nelson, will you answer that question?

Mr. Nelson : I don't think so. The fact that it says it must
be a good grade doesn't mean that it should be a different grade
than that specified on the order. All the associations' hold the

subscribers to the association guarantee that their grades are all T*16 ,

tion Good
good, and I think it is the duty of a salesman that has to write Grade"

that on the face of his order to explain that matter to his custom- Unnecessary
ers. I don't think the fact that he is putting that on there means
that he believes that the stock you ship is not worth the money

36 SELLINGLUMBER

to be paid for it; and the fact that you have written on the face
of the order that it must be a good grade is not necessary at all ;
but the fact that it is put there is evidence that the customer is
expecting to get good stock. If you don't think the stock I am
selling is worth that money, don't buy it from me. (Applause).

Mr. Tully: The putting of it on there may be clue to the
fact of the desire of the salesman to lead his customer to believe
that he is going to get something good. Then, again, it may be
charged that past shipments from that particular mill have been
proving unsatisfactory, and they want good grade. And an order
of that kind only insinuates to the Southern Pine Association the
necessity of making uniform grades. If the mill ships only uni-
form grades you will see that that kind of notations won't ap-
pear on the orders any more. (Applause).

Mr. Nelson : The salesman and customer must understand
that no two yellow pine trees grow the same, or have the same

defects, and that the lower the grade the greater the variation.
Inevitable .
Variations No salesman can afford to guarantee that one shipment of a low

Q ^°w grade of lumber will look just the same and contain the same de-
Stock fects as any other carload of the same grade they may have

shipped in the past. A great many of our troubles are due to this

misunderstanding, however.

We will take for example : Some No. 1 boards are accumu-
lated in running finish. These accumulations are usually placed
under the shed. The principal defects are machine defects, which
are often unnoticed by the average buyer or consumer, and a ship-
ment of this kind looks entirely different from No. 1 boards
which may be shipped from regular stock which is piled out on
the yard. To a more or less extent these same degrees of dif-
ference apply all the way down the line.

No arbitrary selling rules can be laid down, but something
must be left to the judgment of the inspector. It is not possible
that every inspector can grade the same way; and even grading
is not a matter of judgment altogether, but a matter of the heart;
and as they say, it is the eye of the master that fashions the piece.
If these gentlemen will go over their yard and check up their
grading they will find that their variations of grade will be great-
ly minimized, or the grades made very much more uniform, or as
uniform as human judgment can make them. (Applause).

SELLING LUMBER 37

Mr. Stevens : I think the traveling salesman who writes on
the front of his order, "Must be good stuff," is either playing a
favorite of one among his many customers, or is trying to leave
that customer under the impression that he is going to get some-
thing a little out of the ordinary. I don't think that any sales-
man, at least in my territory, puts "must be good lumber," be-
cause we all ship it good ; some of them ship it a little better than
the other fellow, and we all scratch our heads when we see it. Do Salesmen
I think Mr. Nelson is absolutely right, and that no two cars of Favorites"?
No. 2 shiplap can be shipped out alike. It is owing to the tim-
ber out of which you get that stuff as to what the variety may
be ; it may be a little higher or lower. You have to do the best you
can. But as a rule we have mighty little trouble on grades.

The Chairman : Any other comments on this question ?

Mr. Nelson: Regardless of how many grading rules we
ever establish, in my opinion lumber will always be bought and
sold largely on comparison. But we want to get the dealer away
from the belief that one manufacturer is shipping his lumber
above grade, and that he is accustomed to buying a grade of lum-
ber and getting a * better grade — I mean to say, better than the An Erroneous
Association grading rules specify. There are any number of deal- Be^ef °me
ers who are of that opinion — that the grades that are shipped them Have
are better than the Association grading rules permit; and we
should get those dealers into the correct way of thinking; that the
reason one shipment of lumber looks better than another is that
the trees out of which that grew didn't have as many defects in
them as the other.

Mr. Beebe: We are here in the interest of co-operation. It
seems to me that no salesman should write on an order that this
must be particularly good stock, because, as somebody else pointed
out over there, if you do, it is a special contract. I think that
in the interest of co-operation we should not put anything further
on an order except to say: "This must be strictly up to Associa-
tion grade in every case/' (Applause).

Mr. Wilhite: I wish to say that when you get an order that
says, "Must be good stock" on it, there is a reason for that man
putting it on there, because the ordinary salesman doesn't put any-
thing on the order unless he wants to mean something. Now, a
good many times a salesman puts that on there because he has
had trouble on a previous order or two, and the dealer will prob-

38 SELLING LUMBER

ably say: "Now, if this car don't come up to grade you can go
somewhere else to sell your lumber." Now, my idea is, when you
get that on an order, why not hold the order and ask the sales-
man what he means by that? (Applause).

Mr. Snell : I believe that nearly all of the manufacturers

who are members of the Yellow Pine Association put on their

letter-heads and invoices : "We sell our lumber subject to the

rules of the inspection bureau." Now, we say we do, and we

ought to do that; we ought to ship our lumber that way; and if

Association an order sent in specifies something different, we have got two

Rules contracts in one, one printed on the invoice and the other on the

the°Standard order. Therefore I think that a special contract should not be

made. I don't see the advantage to the salesman, and certainly

it is a disadvantage to the general trade. We ought to try to

make our grades comply with the rules of grading, and we ought

to sell our lumber that way, and we may, perhaps, have some

trouble, but we will get by.

The Chairman: In answer to what Mr. Wilhite says, I
think this : That if a salesman has trouble with a customer, or
is in danger of losing a customer on account of inferior ship-
ments in the past, that he should have more interest in that propo-
sition and in the customer than to simply write the words on his
order — "must be good stock;" I think the salesman should keep
that off of his order entirely and write a special letter on the sub-
ject to the house, and let them know all about the trouble that
has happened in the past, rather than to put anything like that
on the order at all. (Applause).

Mr. Austin : In reference to the Southern Pine Association,
there is a point that comes up, and that is the case where a cus-
tomer expects something better than the rules outlined by the
Association provide. We should write him and say that all of our
lumber is graded in accordance with the rules and regulations of
the Southern Pine Association, and all settlements must be made
on that basis, unless a special contract is made to the contrary.

The Chairman: Any other comment on this question?

Mr. Price: If he wants something specially good, sell him a
grade higher and get the money.

Mr. Irwin : Supposing, for instance, a mill authorizes you
to talk quality as a reason for their price being $1 or $2 higher on
an item, say, on low grade flooring, and you tell that man you are

SELLINGLUMBER 39

giving him quality. You are charging $2 or $3 more. When he

comes to make an adjustment, that is adjusted on the Southern

Pine rules. If the sales manager told you to advertise their stuff When a

as being particularly good, then it is the sales manager's fault, or Instructions

the office's fault, in leading a salesman to enter into the special. J?ay Cause

Trouble
contract, whether willingly or unwillingly.

The Chairman: That is the same proposition we had a mo-
ment ago ; that is, the practice of making a contract better than
the Southern Yellow Pine rules, and advertising it as such. That
is a proposition we can't intelligently handle, I don't think, in this
meeting. Gentlemen, anything further on this subject?

"How soon should an order for ordinary yard stock be
shipped to come within the meaning of the words, 'prompt ship-
ment,' when written on the order?"

What does "prompt shipment" mean? Does it mean ten
days, fifteen days, twenty days, or what does it mean, as an ab- The Meaning
stract term, without any explanation to it at all? Shipment"

Mr. Rogers : I say that when an order specifies prompt ship-
ment it ought to go forward within ten days. If it is wanted
sooner than that by the customer, if it is wanted at once, or im-
mediately, the order should so state.

The Chairman : Mr. Rogers says prompt shipment means
ten days. Is that the concensus of opinion here?

Mr. Corrington : It seems to me if a customer expects prompt
shipment at the time he orders the car he has some idea of the
time the customer expects shipment, and he can give that infor-
mation to his mill.

Mr. Nelson: A few years ago we had an organization
known as the Lumber Trades Congress, and we did work on it
for two or three years, in connection with all branches of indus- ^Prompt,"
try ; and it was agreed that "immediate shipment" would mean in- 3*™^*^"
side of ten days, and "prompt shipment" inside of thirty days, shipments
That was generally agreed upon by the committee, but I don't
know that it has any weight.

Mr. Blake: If we co-operate with one another, and if we
all understand it and give our customer to understand what we
expect to do, how soon we expect to ship, then we would co-
operate ; and we have always considered that "prompt shipment"
meant thirty days; "rush shipment/' within ten days.

40 SELLING LUMBER

Mr. Davis : I can answer only for my territory. I had a
little controversy and the company advised : "On every entry
we have 'prompt shipment/ " and asked : "Are you doing this
on all your orders?" He said, "Yes, on every one of them."
"How soon do they expect it?" "In thirty to sixty days. If I
wanted it any sooner than that I would put on 'immediate' or a
special time."

Mr. Brown : It all depends on what kind of order it is ;
how much it is; what it calls for.

The Chairman: It is an order for ordinary yard stock, as-
suming one car.

Mr. Brown: One car?

The Chairman : That is the assumption ; one car.

Mr. Nelson : I think if the time of shipment is of any im-
portance the time should be specified on the order.

Mr. Wilhite: Mr. Nelson is right. There is no use ty-
ing the mill up with unnecessary conditions. The less condi-
tions you have on the order, the better off you are.

Mr. Dumm: We have worked out an average of seven-
teen days on ordinary shipments.

The Chairman : Have any of you got any other proposi-
tion you want to discuss?

Mr. Austin : I would like to have some information on
the approximate cost of bundling short stock. There is a great
deal of business now being offered, for instance, for 1 by 4, say
six and eight feet. I would like to have an explanation of the
cost of bundling that stuff.

The Chairman : The paper that will be read tomorrow
takes everything from five up to long lengths, and gives you
the exact cost of bundling. Gentlemen, is there anything else?
We have some more questions to propose. Something else
might appeal to you.

"How should an order be loaded that is sent in by the
A "Safe" salesman calling for 10 to 20-foot lengths? In other words,
of^urplus6 wnat percentage of surplus can be loaded, or what percentage
Stock of surplus stock can you safely load?" (Laughter).

Mr. Montgomery: If a customer gives an order for 10
to 20-foot lengths and he has a surplus of one or two lengths,
the salesman should advise his customer of the fact, advising
the approximate assortment he will receive; and if that doesn't

SELLING LUMBER

41

suit his customer, name another one. In other words, let the
customer express his preference for what he will get.

Mr. Rogers : I believe that/ the question of assortment of
lengths depends on the buyer prettly largely. Some large buy-
ers will take any assortment, when an order calls for 10 to 20-
foot ; are satisfied with any assortment of lengths from 10 to
20 feet; but the ordinary small dealer, when he orders 10 to
20-foot lengths expects a reasonable assortment of lengths ; but
we don't, however, consider that the buyer, whether a small
or large buyer, has a right to criticise the mill, if that particu-
lar mill ships a surplus of any one length which suits their
stock. We personally think that when a dealer, wants an as-
sortment of lengths he should specify the lengths.

A Voice: Does the term 10 to 20-foot lengths imply that
each length should be shipped— 10, 12, 14, 16, 18 and 20?

The Chairman: Personally, I think so. What do you
think of that? Does the specifications, 10 to 20-foot, mean
that some of every length be shipped?

Mr. Burgoyne: We have just recently handled a large
shipment of 10 to 20-foot lengths, and in one case we were
requested by the customer to ship him all — 12, 14 and 16—
and we agreed to do that, notwithstanding that we had a lot
of 10, 18 and 20 that we were very anxious to unload. Conse-
quently we gave him a fair average of 12, 14 and 16, namely,
60 per cent.

Mr. WToodhead : I think that is the proper way to han-
dle an order like that. An order calling for 10 to 20-foot in
length might vary according to the destination. Some parts
of the country would prefer 18 and 20-foot lengths; and some
would prefer 12, 14 and 16.

Mr. Nelson : The shipping clerk at the mill does not know
your customer, and may not be as familiar with his needs as
you. Why not put on the order, when you send it in,- what
you expect? If you leave it to the shipping clerk at the mill,
the chances are the shipping clerk is going to ship what he
has most of, and there is no use of leaving that open. If you
are going to put something over on your customer, put it over
when you are making the deal, and not afterward.

Mr. Austin : I don't agree with Mr. Nelson, because I
believe that if it is left to the salesman it will mean, to a cer-

What the
Term "10 to
20-Foot
Lengths"
Implies

Shipping
Clerk or
Salesman
to Judge?

42

SELLING LUMBER

The Sales-
man Knows
Conditions
Best

tain extent, that it is left to the judgment of the customer. In
that event we all know that the largest percentage of lengths
ordered would be very heavily 14 and 16 feet.

Mr. Nelson : Educate or change your salesman.

Mr. Austin : We can't always do it. I do believe the best
way to handle those shipments is to give the instructions to
each mill of approximately the amount of each length to be
shipped; and if you find you want to change that, on account
of some specific location where they can use a little more of
one length, issue special instructions on the order when you
send it to the mill. (Applause).

Mr. Wiener: I want to agree with Mr. Nelson. I think the
salesman should specify on his order an assortment of lengths,
so if the length is in question on an order of one or more lengths
the mill's troubles are over. We ,can never tell when an order
cornes to a mill what is in the customer's mind. An order of
10 to 20- foot lengths might go to a place where all of one length
might be shipped; or, the customer might want a fair assortment
of lengths. The salesman, when he takes the order, is on the
ground, and has some opportunity of knowing what is actually
wanted ; so, if he knows the customer could use any one length,
his order ought to read that way, so that any shipping clerk Vould
know what is wanted, and avoid any future controversy. (Ap-
plause).

The Chairman: Is there any further discussion, gentlemen,
of this problem. I have another one here :

"Why should any sales be made for 6-inch No. 2 fencing,
ceiling or center matched eliminating the Association percentage
of 4 and 6- foot lengths ?"

Mr. Burgoyne: No salesman or sales manager ought to per-
mit the sale of No. 2, other than strictly in accordance with the
rules of the Southern Pine Association, unless there be some spe-
cific contract covering such sale. We have had more trouble try-
ing to dispose of our 4 and 6-foot lengths in common lumber than
all the balance of the lumber we manufacture. Notwithstand-
ing the fact that our percentage of those short lengths is small,
at the same time orders invariably come in for No. 2 common
6-inch, 8- foot and up, and occasionally 10- foot and up ; and I
think that with the good work that the Southern Pine Association
is doing, together with a gathering of this character, and the

SELLINGLUMBER 43

good work that the sales managers are doing, and the salesmen,
in salesmanship, that we all ought to get together and work off
these short lengths in every sale that is made; that is to say, not
exceeding the percentage allowed by the rules of the Association.
Now, in these cases we don't always have the full percentage of
short lengths, but we do like to work those short lengths off when-
ever it is possible to do so ; and we have resolved not to take any
more orders that way; that is to say, unless they comply with
the Association rules. (Applause).

The Chairman: Gentlemen, we are now an hour late start-
ing our program. First on the program is an address on "How
Best to Cover the Territory," by Mr. James H. Heyl of the East-
man-Gardiner Company, Columbus, Ohio. I beg to. introduce Mr.
Heyl. (Applause).

Mr. Heyl : Mr. Chairman and Gentlemen : In this paper I Mr He 1
have confined myself to the most essential points. I have not on "How
tried to tell you all I think I know on this subject, because I think Cover the
you would get mighty tired before I got through. Territory"

(Mr. Heyl's paper will be found on page 212).

The Chairman : One of the principal ways or directions in
which the funds of the Association have been spent is in the direc-
tion of exploiting silos. Mr. J. Lewis Thompson, chairman of the
silo committee of the Southern Pine Association, is here, and will
address us on this subject. (Applause).

Mr. Thompson : Mr. Chairman : I will say that this is the
first time that I have appeared on a theater stage. One time up
in New York — Mr. Rodney Browne is here, and he will bear me
out in this — I was standing there and was asked to address them,
but they cut me off in the middle of my talk, up there at the
Retail Lumber Dealers' Association, and let a lawyer come in and
take up where I had left off, and finally brought me back ; and
I told them that was the first time I had ever been called on for
an encore. I am not going to take up much time, because it on Silos
won't take me long to tell you what I know about silos. But I
want to tell you this : That up in New York I was introduced
as a "yellow pine lumber man, and thirty days late, as usual."
I didn't quite get the gist of the remark, because they had given
us written instructions. I got in there on time, all right, but it
seems that they put me on the program the day before I was to
appear there; and I told them, after I was introduced that way.

44

SELLING LUMBER

Mr. Thomp-
son "Sasses
Back"

Salesmen
Can Set
the Public
Right

I told them, I says: "Gentlemen, I have been sitting around
here and listening to what a fine looking bunch of men you are,
and how well you look, all today. Every speaker says how fine
you look." And I said: "You are not the* finest looking bunch
of men that I ever looked at. Down where I come from there
are a whole lot better looking fellows than you are; and I will
say this, too : Down there we couldn't get 300 men together if
there wasn't some grafting among them, and I don't think there
is any exception in this bunch."

But I am going at this for, I believe, the first time I have
had an opportunity to look into the faces of a bunch of men that
represent the yellow pine industry — represent it before the pub-
lic. Now, we fellows at the mill make the lumber, and you peo-
ple go out and represent us before the public. This is the first time
I have ever had the opportunity of looking into the faces of this
many of the representatives, and I am happy at the opportunity
to do it, because I think that you men can put us right, if you
will only have the patience to do it — and you know we haven't been
always right before the public. We have been lambasted a good
deal, and some of you fellows have been ashamed to tell that you
were in the lumber business when you got out. I make these
few remarks because I don't want you to be ashamed to say that
you know something about silos; because my subject is the rea-
son for the sale of wooden silos — ten reasons for the sales of
wooden silos, as compared with those built of other materials.

(Mr. Thompson's paper will be found at page 389).

The Chairman : The next number on the program is an ad-
dress on "Selling Factory and Industrial Trade," by Mr. C. W.
Myers, of the W. R. Pickering Lumber Company, Detroit, Michi-
gan. Mr. Myers is one of the very best known specialty salesmen
in the industry. (Applause).

Mr. Myers : Mr. Chairman, I wish to give away my time
to the discussion of the question, asked by Mr. Austin and Mr.
Beebe.

The Chairman : Mr. Myers's address will appear in the printed
record.

(Mr. Myers's address will be found on page 310).

The Chairman: Mr. Austin.

Mr. Austin: One of our questions was, "What Is the Best
Disposition to Make of Short Lumber?"

SELLING LUMBER 45

The Chairman: Has anybody got any light on the subject —
Ways and means of disposing of short lumber? Has anybody got
an idea — one idea?

Mr. Martin: I think the proper way of disposing of short
lumber is, wherever you sell long lumber, to educate the other fel-
low to use the short lumber. I don't believe it would be very
much of an effort for the yellow pine manufacturers to dispose
of a part of their short lumber right along with their long lumber.
The coast mills and cedar mills, on cedar and cypress siding, they
bunch 20 per cent of 4 to 9-foot lengths with their long lengths.
There will sometimes be three lengths. They will just put them
right in; and the coast mills all absolutely specify that 15 per cent Disposing
of short lumber must be loaded with any lumber, or it affects the Leneths
price from 50 cents to $2.00 a thousand. The organization out
there is not very much tighter than the Southern Pine Association.
That is, their general sales methods. But that is one feature that
they strictly adhere to. If a man orders all 14 and 16-foot flooring,
they charge $2.00 per thousand extra, and there is not one con-
cern out of fifty that will waive that extra charge; and they don't
allow specifications of the lengths, either; it has to be 6 to 10-foot.

The Chairman: Mr. Vanlandingham, where shall we sell
short lumber?

Mr. Vanlandingham : What the gentleman said about the
coast business — few adhere to those rules. We have rules, but
we don't adhere to them any more than the other pine mills. We
can buy a straight car of 14 and 16-foot flooring just as easily as
10 to 20. In fact, we generally have to do it that way, because
that is the way the trade wants it. If someone can tell us how
to get rid of 6-inch, 10-foot flooring, we would like to know it.
Our customers say they would like to know how to sell it.

Mr. Irwin: I don't think the manufacturer realizes the dis-
advantages the retailer has in reference to short lengths. In
Illinois we have a trade union that governs it. For instance, 32-
inch lath ;*the union charges 30 per cent more to lay it than 4-foot.
They charge a given price to lay 4-foot lath. To lay 30-inch lath
they charge more. That is particularly true in Southern Illinois.
Now, the best way we know to handle short lengths would be to
make the price enough lower on those lengths to equalize that extra
cost of labor. You can't expect a man to use 6 and 8- foot when

46

SELLING LUMBER

Persuading
Dealers to
Handle Short
Lengths

Educating
Architects
and Con-
tractors

he knows it is going to cost him twice as much for carpenters as
if he used 14 and 16.

Mr. Woodhead : I gave my particular attention on one occa-
sion to siding, and induced a great many short lengths being used
for construction of houses — 1, 2, 4 and 6 feet long. I wrote to
architects, asking them if they couldn't arrange to handle that.
I suggested to them that they go to a little trouble, go over their
plans and find out how much of each length could be used in
short length, and we furnished it to them in those lengths, with-
out reducing the price, because the contractor saved money in
not cutting the lengths. I have assumed that something could be
done along that line, but we didn't have a convenient or econom-
ical way of storing it and handling it ; and I suggested that we
make a place to handle it, and they tried it with two of the yards,
and are making quite a success by that method. It imposes some
considerable trouble on the yard manager or owner of the yard,
but nothing is ever done without trouble, and profit is the result
of work ; and I pointed that out to them ; and two of the yards
made quite a success of it, and the only objection made was as
to the lack of facilities for handling short lengths economically,
which was overcome, to a measureable extent, by boarding one
end of the shed and piling the stuff up properly.

Mr. Lovitt: When I go in to a yard man he gives me a list
of stuff that has no 10-foot in it. I say, "Here, I want to put
some 10-foot in this." "Well, I can't take it, because my man has
not called for it." He says, "I have to buy what they want."

Mr. Nelson: The salesman can educate the carpenter and
the architect to use that stuff, if they will do it. Educate them
that trees don't grow all 16-foot, and that they can get 10-foot for
less money, or shorter lengths for a little less money. There is no
question but what the short drop-siding and short ceiling can be
used just as well as the long lengths, but the average carpenter
orders 16-foot because that is about the only length that he
recognizes.

Mr. Austin: The reason I advocated talking about 10-foot
pieces, we give a man a fair assortment of 10 to 20-foot. We
know it will be satisfactory. And we instruct them not to ex-
ceed 5 per cent of 6 and 8-foot. That 5 per cent cleans up our
surplus of flooring. One very good method of disposing of
shorts, and something I think the mill man overlooks, is by dis-

SELLING LUMBER 47

posing of it to the man who wants something made special ; special
lengths. There are manufacturers of furniture and other lines
that use stock down to 18 inches; from that on up. I know of
an order that was taken calling for 5Sy2 inches, and we can
furnish that with very little additional expense; and on this par-
ticular order we got $5.00 per thousand more than for 10 to 20-
foot lengths. I believe that if manufacturers would look into that
and go to a little expense to put in a machine in every mill that
they would clean up their shorts to good advantage. (Applause).

Mr. Woodhead : On an order calling for 10 to 20- foot, and

you load 5 per cent shorter lengths, what do you do when the When the
, ,. 1 i • i > • i Customer

customer refuses to pay for that, on account he didn t order it? Won't Pay

I have had a case like that happen to me, and I just want to *or Short
know how you would handle it?

Mr. Austin: Issue instructions to the superintendent of the
mill and department heads specifying the percentage of each
length to be loaded. The percentage is so small on the carload —
5 per cent; as you see, would be considerably less than a thousand
feet of 2-inch, 6 and 8- foot; and where we have had slight com-
plaints, we have always settled them by allowing not to exceed
$2.00 per thousand; and that, I believe, you will admit, is con-
siderably better than getting a big accumulation of short lengths at
the mill.

The Chairman : I desire to introduce to you Mr. Robert
S. Lindstrom of the Illinois Chapter of the American Institute of
Architects, of Chicago, Illinois. He is now writing a series of
papers on mill construction for the American Lumberman. We
desire him to give you a brief review of the possibilities in the
use of yellow pine timber for Mill Construction. (Applause.)

(Mr. Lindstrom's paper will be found on page 269).

The Chairman: Is Mr. Dionne in the audience?

Mr. Beebe: I think the question I was permitted to ask was
partly answered. I was going to ask the question of Mr. Myers
here, regarding the possibility of loading 4 and 6 and 8-foot lengths
on an order calling for 10 to 20, and billing it at the price of
10 to 20-foot stock ; and how much the customer would take, from
the salesman's viewpoint.

The Chairman: Any further discussion on that subject — on
an order calling for regular lengths?

48

SELLING LUMBER

The

Salesmen's
Territorial
Organization
Outlined

Work for
the Territorial
Organization

Gentlemen, we have two numbers yet on the program that I
am very anxious to present to you. The first is the arrangement
for territorial organization, and the other is the efficiency examina-
tion. We are endeavoring now to locate Mr. Dionne, who has
agreed to read this paper. It will take about thirty minutes, and
we want the salesmen to select one of their number to come on
the stage and be examined. We will also ask each one of you
to take pencil and paper and sit down and make an analysis of
yourself, in what essentials of efficiency, in accordance with the
authoritative definition, you are deficient. Now, Mr. Dionne is
not here; and I will be exceedingly obliged if you will break up
the meeting and hold territorial meetings in the back of the hall.
I can guarantee that if you will remain in the hall for thirty or
thirty-five minutes we can give you some valuable hints along
the line of efficiency. Regarding the territorial organization, I
will say that I will read briefly the idea ; and I will ask one sales-
man from each state or territory'to come to the foot of the stairs
and get a banner; then go to the rear end of the hall and call
all the salesmen of that state or territory to him. The plan itself
I will read briefly.

The plan that we propose, or rather, the plan that was tenta-
tively laid before the committee this noon was as follows :

That the salesmen should investigate in their territorial or-
ganization :

New uses for yellow pine;

The failure of yellow pine to meet market conditions;

Competition :

(a) From concrete and steel;

(b) From other wood substitutes ;

(c) From other woods.

The salesmen should endeavor to co-operate with all dis-
tributing channels by studying out a plan of educa-
tional campaign :

(a) Through the architect;

(b) Through the contractor;

(c) Through the retailer;

(d) Through any industry with which they come in
contact, concerning the problems and necessities both
of the manufacturer and the consumer.

SELLING LUMBER 49

A Voice: Mr. Chairman:

The Chairman : Mr. Montgomery.

Mr. Montgomery: I have been informed that Mr. Seidel
furnished the body when it was called to order yesterday with a A Vote of
gavel, and with a key; and most of us also received carnations the^eide
and badges ; and I think it is no more than proper that we should Lumber
extend to the Seidel Lumber Company a vote of thanks.

(The motion, having been duly seconded, was put by the
chairman to a viva voce vote and unanimously carried.)

Mr. Austin : To avoid misunderstanding, wouldn't it be bet-
ter to have it understood that when division of territory is made,
that a salesman will classify himself in the town in which he
lives ?

The Chairman : In which he has his headquarters.

(At this point a number of salesmen march upon the stage,
each carrying a banner bearing the name of one of the established
territories.)

The Chairman : Northern Illinois ! Everybody from North-
ern Illinois follow that gentleman to the back of the hall.

(The salesman carrying the banner of Northern Illinois pro-
ceeds to the back of the hall; and all the other banners are suc-
cessively carried to the back of the hall, as the chairman calls out
the name of each territory, respectively, and thereupon a tem-
porary recess was taken.)

The Chairman : Come to order rapidly, gentlemen. As I call
the territory, I will ask that the chairman elected rise and give his
name ; and also the name of the alternate.

(In this manner the following names were recorded:)
Territory. Chairman. Alternate.

Texas H. A. Strube F. J. Lennox

Oklahoma B. H. Miller J. F. Schnieders

Kansas Otis Smith J. S. Prestridge

Indiana Ed Troy Alexander Hamilton

Ohio J. R. Diamond James H. Heyl
Kentucky and

Tennessee H. S. McLaughlin J. A. Brook

Northern Illinois S. E. Barwick Jack Brantley

Michigan C. J. Ashton Chas. W. Myers

Nebraska and Iowa R. K. Eaton W. M. Simpson

Minnesota and Iowa, Geo. Fleming

East, Charles Martin (Clements)

50

SELLING LUMBER

Territory.

Chairman.

Alternate.

Virginia and Western

Pennsylvania

T. H. Meed

Southern Illinois

E. B. Eckarf

E. E. Willett

Missouri, East,

R. S. Price

D. M. Lacey

Missouri, West,

C. W. Thornton

J. H. Hatcher

New York City

Rodney E. Browne

J. H. Lane

Arkansas

J. H. Smith

H. B. Houck

Alabama and

Louisiana

W. A. Morton

Louisiana

F. H. Campbell

J. D. Batchelor

Southeast Seaboard

W. C.. Fellows

The Chairman:

I am going to ask

that the delegates and

Mr. Wood-

alternates be at the Planters' Hotel at 12 :45 tomorrow to take
lunch with me and the other members of the committee on Sales
and Distribution, and we will explain our proposition to you then
— the chairmen and alternates.

The Chairman : I want some one to suggest a salesman to
come on the platform to l>e examined to see what per cent efficient
he is.

A Voice : Mr. Chairman !

The Chairman: Mr. Nelson.

Mr. Nelson : I suggest that the less you have to mark him
down, the better. You want one that is good. The best one I
know of is Ben Woodhead.

The Chairman: All right. Mr. Woodhead, come on the
stage.

(Mr. Ben S. Woodhead comes on the stage and is given a

head Submits seat beside a large chart.)
to the Effi-
ciency Test

The Chairman : Without doubt the star paper read at the
Texas Retail Lumber Dealers' Association was an address on
Efficiency, delivered by Mr. R. J. Tolson, of William Cameron &
Company, of Waco, Texas.. While Mr. Tolson is practically
engaged in the auditing end of the lumber business, he has been
a close student of the lumber game, particularly along lines of
efficiency, not only in his own department of auditing, but in
retail and wholesale merchandising. I don't believe that there
is any one person who believes himself 100 per cent efficient. It
is also true that the average man is rather backward about analyz-
ing himself. But nevertheless, when such an examination takes

SELLING LUMBER 51

place, the man who hopes to get ahead and make a success will
endeavor to improve himself in the direction in which he finds
himself deficient. Mr. Tclson's paper might suggest some points
to you that you might need to develop. We are exceedingly sorry
that Mr. Tolson cannot be with us ; but Mr. Dionne, secretary of
the Texas Lumber Dealers' Association, has agreed to read the
paper. I would suggest that those of you who care to conduct this
examination of yourselves take pencil and paper and score yourself
as Mr. Dionne investigates how deficient or efficient Mr. Woodhead
is. The twenty-three requisites are there on the chart. Mr.
Dionne.

Mr. Dionne (reading) : Efficiency and the Lumber Sales-
man. What Per Cent Are You Efficient? By R. J. Tolson, Waco,
Texas. Mr. Chairman and Gentlemen: You have all heard the
oft-repeated saying that ''poets are born, not made." I am some-
what a believer in that theory, but I wish to qualify the statement
by saying that even though a man be born a poet he will never be
able to show his talent or genius until he has cultivated the finer
qualities of his mind and soul by education, study and thought.

1. Health — The first on the list is Health. If your health is
perfect you are entitled to 100 per cent in the percentage column
opposite "Health." I do not know of any vocation in which health
is so vitally essential as that of the traveling salesman. Unless
you are feeling good, you are working under a most serious handi-
cap. Good health is essential to a cheerful disposition, it is a stim-
ulus to enthusiasm, it is the fountain source of energy and industry, Health the

•" First on the
and you all know how important these things, are to a traveling List

salesman. Beside this, no man can have the best use of his mental
faculties, unless he has good health. Unless you have good health
you are sure to have a grouch, business will be on the bum, and
you will likely blame your customers, your goods or your house for
losing the business instead of blaming yourself. Is your health 100 .
per cent perfect?

Mr. Woodhead: I think it is 100 per cent.

The Chairman: We will give the gentleman 100 per cent
(marking it down on the chart). (Applause). If you don't agree
with his answer, you have the privilege of saying so.

Mr. Woodhead: I will take the liberty of saying that you
can't embarrass me if you vote against me. Just vote the way
you think.

52

SELLING LUMBER

Health and
Industry, 100
Per Cent

His Knowl-
edge of Yel-
low Pine

Mr. Dionne (reading) : Two — Energy or Industry. Energy
or industry is the r,utithesis of laziness. It is the motive power
which keeps us moving.

"It is the faculty which makes us forget time and distance
and fatigue and sleep. It is the power which runs the machinery
of our brain and converts our ideas or raw material into the
finished product or results. Industry is ambitious, it is never
satisfied, it works overtime, and is the -tutor of genius. What
is your percentage in energy and industry?"

Mr. Woodhead: I am going to claim 100 on that.

The Chairman: Shall we give him 100 on that?

Various Voices: Give him 100. No. Give it to him. We
will get him a little further down the line. (Laughter.)

Mr. Woodhead: I know that.

Mr. Dionne (reading) : "Three — Knowledge of yellow pine
as a wood." Do you know the various kinds of yellow pine, and
where they grow, and the difference in quality, density, strength,
weight and specific values of each? Do you know the difference
between long and short leaf, loblolly, old field, coarse and smooth
grain, and the various other distinctions in the wood and the
causes of such differences? Do you know the merits, usages and
limitations of yellow pine as a wood, and know wherein that cer-
tain classes of the woods are suitable for certain purposes and for
other purposes it is totally unfit? Do you know the probable
visible world's supply of yellow pine, and where it is located?
What percentage of knowledge do you possess on these ques-
tions ?

Mr. Woodhead: Seventy-five per cent, I think.

A Voice : Too high.

The Chairman: How about 50, gentlemen?

Various Voices: Too high. That is about right. Yes, give
him 50.

The Chairman: All right, we will give him 50.

A Voice: Isn't that supposed to be workable knowledge —
actual, practical knowledge?

Mr. Woodhead: That is why I say 75, on a practical, and
not a theoretical knowledge.

The Chairman: Well, we haven't any eraser, Mr. Wood-
head. (Laughter.)

SELLING LUMBER

53

Mr. Dionne reading: "Four — Knowledge of other com-
petitive woods." What do you know about other woods which
come actively in competition with yellow pine? Do you know
the merits and limitations of these other woods as compared with
yellow pine? Do you know what these other woods are, where
they grow, what they are best suited for, and what they are
worth on the market in your territory? In other words, what do
you know about cypress, fir, spruce, red cedar and white pine?
And do you know anything about those hardwoods which are com-
ing into competition with yellow pine, such as birch, maple, poplar,
oak and gum?

What per cent are you efficient in your knowledge of the
merits and limitations of these woods?

Mr. Woodhead: So far as they apply to my territory, why,
I think I can stand 25 per cent on that.

Mr. Dionne : How much ?

Mr. Woodhead: Twenty-five. That relates to hardwoods
which come into contact and competition with yellow pine in
Texas and the surrounding country where I sell pine. I know
nothing about cedar, for instance. I don't come in contact with
it. But these hard woods that are sold down there, I take 25
per cent.

A Voice: Fifty. How much?

The Chairman : Twenty-five. How much are you going to
grade yourself on that?

Mr. Dionne (reading) : "Five — Knowledge of other building
materials." Do you know what are the principal kinds of ma-
terials which are in active competition with yellow pine for build-
ing purposes? And do you know the merits and limitations of
these materials as compared with yellow pine? Do you know any-
thing about the structural strength of iron and steel and wherein
this product is better or inferior to yellow pine, and do you know
the difference in cost when used for certain purposes? Do you
know anything about cement, and brick and stone and tile and
plaster and wall coverings, prepared or patent roofingb, and other
materials which are used as substitutes or as curtailments of the
use of yellow pine? Do you know the price of these articles
in your territory, their value and limitations as competitive prod-
ucts? What is the percentage of your knowledge on this sub-
ject?

A Low
Score on
Competitive
Woods

Knowledge
of Substitutes

54

SELLING LUMBER

Possibilities
in a Knowl-
edge of
Competitive
Materials

Mr. Woodhead: I don't know anything about steel.

The Chairman : As a salesman of yellow pine, how much do
you consider yourself efficient on your knowledge of good sub-
stitutes— to put it in a more general way?

Mr. Woodhead: Well, I would put it at about 20 per cent.

The Chairman: You are very modest. Can't we give him
more than that?

A Voice: Yes; thirty.

Mr. Woodhead : The way that question is worded, it comes
to theoretical knowledge. I have got no information on that; I
have got practically nothing.

The Chairman: How are you going out to sell lumber
against steel and concrete, if you can't talk on it?

Mr. Woodhead : Well, on modulus of elasticity, and all those
other technical things about steel, I can't do it. I sell lumber
from the practical knowledge I have.

Various Voices : Twenty. Twenty-five. Thirty. He knov/s
the business sufficiently if he has sense enough to get that busi-
ness, and I think he is efficient.

The Chairman: The idea is to suggest to the lumber sales-
man the possibility of the game ; that is the idea. We don't sup-
pose any man would grade very much on some of these essentials.
It is just to suggest the idea ; open up the avenue of thought.

Mr. Woodhead : Just taking that point : I once had a dis-
cussion with a man in Mexico as to the relative merits of wood
ties and steel ties, and this particular road was using steel ties.
Well, I had no technical education on steel ties, but in the course
of my experience in selling ties I had heard a great many argu-
ments, pro* and con, on that subject, and I was in somewhat of
a position to argue the question with him, and did so, and got
away with their order for 100,000 ties. I say, to that extent I was
efficient.

The Chairman : We will give him 40.

A Voice: That proportion of 40 per cent is out of line, for
the business he is specializing in.

The Chairman: As I explained to you gentlemen over here,
we don't presume that there is any salesman here that will grade
100 per cent efficient, nor do we believe, honestly, that it is neces-
sary. We are just trying to suggest the possibility of the train-
ing to round out a complete man. Now, we don't presume that

SELLING LUMBER

55

As to Cost

anybody will be able to make a technical argument on the differ-
ence between concrete and iron in mill construction, but we do
believe that he should have a smattering of it, some information
as to the differences and relative cost.

Mr. Dionne (reading) : "Six — Knowledge of the methods
and cost of manufacture." Do you know how lumber is manu-
factured? Do you know the evolution of the log from the time
it leaves the forest until it reaches the finished product readv
for shipment? Do you know how many separate operations are
required to convert a log into boards or dimension or finish?
Have you any idea of the cost of each separate operation, and
why it costs more to manufacture one kind or dimension of lum-
ber than another, and how the cost is distributed to the several
grades? Do you know why one length is worth more or less than
another length of the same dimension? Do you know anything and Method
about the percentage of grades which an average bunch of logs °fManu*ac-
will develop in manufacture, and the basis or rule by which the
cost of one kind of yellow pine lumber is placed at a higher price
than another? Do you know anything about special cuttings in
the manufacture of lumber, why it costs more to fill an order
for special cuttings, and how to figure that additional cost? Do
you know the several component parts of the cost of yellow pine
lumber, the stumpage, the logging, the hauling, the sawmill, the
trucking, stacking, drying, planing and loading, as well as the
overhead or fixed cost which are all a part of its value? If you
know all these things you are entitled to 100 per cent on manu-
facture ; if not, you will grade yourself according to your knowl-
edge.

Mr. Woodhead : Well, I can answer nearly every one of
those questions.

A Voice: One hundred per cent.

Mr. Woodhead : No, I can't claim 100 per cent on it. 1
claim 85. Those are questions that enter directly into my line of
business, and I figure them very nearly every day, and I believe
T could claim 85 per cent on that.

A Voice: Well, make it 90.

The Chairman: He gets 85 per cent.

Mr. Dionne (reading) : "Seven — Knowledge of grading
rules." Have you ever sold a bill of lumber, and some time later,
when you called on your customer he would tell you that was the

56 SELLINGLUMBER

bummest lot of stuff he ever saw, and that it was not near up to
grade, and that he wanted you to step out and see it and pass on
the grades? I am sure you have. Were you then prepared to
show him that he was absolutely wrong and to point out the fact
that it was in reality above grade, instead of under grade? Could
you quote the grading rules to him from memory and show him
by the inspection of each stick or board that it was up to grade,
and that your firm or mill did not rob him? In fact, do you
actually know all about knots, their size, form and quality and
how many different kinds there are? Do you know all about
pitch and sap and wane and stains and checks, splits, grains, etc.,
of Grading an(^ how many of each of these defects are allowable in each
Rules grade and kind of yellow pine lumber according to the length of

the piece? If you can tell each of these things you are entitled
to 100 per cent, and should get a special prize for efficiency be-
sides. In grading yourself on the grading rule you must grade
yourself by the rules, and not by the appearances of the lumber.
You can probably make a correct guess as to the proper grade of
a piece of lumber by appearances, but we cannot always tell the
grade of efficiency of a lumber man by appearances. What per
cent are you efficient in the knowledge of grades?

Mr. Woodhead : Well, as the gentleman has expressed this
question, I would have to take a pretty low efficiency, because I
can't quote those rules from memory.

The Chairman : We will strike that out.

Mr. Woodhead : The first part of that proposition, going out
on the yard, I am an expert at that. I have been doing that a
long time; and I claim on grading rules, 75 per cent.

The Chairman: What shall we give him, gentlemen?

A Voice : That is right.

Mr. Woodhead: I can grade everything except flooring and
ceiling. I can grade some of that, but I am not good on it.

A Voice: Let Mr. Rhodes grade him on that.

The Chairman : Mr. Rhodes didn't hear the question, gen-
tlemen, and we haven't time to read it. I will give him 75 — I will
raise it ten, and make it 85. (Applause.)

Mr. Dionne (reading) : "Eight — Market conditions, prices,
etc." The lumber salesman should not only know the prices of
every item on his list of standard cutting at the mills ready for
shipment, but he should be able to quote promptly, without re-

SELLING LUMBER

57

Market

ferring to his price guide and figuring several minutes, the prices

of any kind of yellow pine lumber that his mill or firm will

manufacture. As before stated, he should be as familiar with the

price or cost of special cuttings as he is with ordinary stock stuft.

He should also keep in close touch with the capacity of his mills

for certain kinds of cuttings and grades and shipments, and should

know at all times the quantities of each kind of stock on hand, by

a close study of the stock sheets, in order that he may be able to

co-operate with the sales manager or mill in moving surplus stock

or in pushing those items which are most profitable, as well as

to avoid the mistake of overselling or promising shipment or

something which cannot be gotten out in a reasonable time. The conditions

traveling salesman should also be a student of the lumber market Prices, etc.

in its broadest sense. He should be thoroughly familiar with

every condition which has affected or which might affect the

market, and he should be prepared to answer any question cor-

rectly and intelligently as to the cause of any marked fluctuation

in the price of lumber. He should be able to perceive the economic

relationship between prosperity and its stability. He should also

be able to forecast the probable eras of business depression so

that he may protect his firm from the evils of overselling to

financially weak concerns. Are you efficient in these things?

If so, what per cent?

Mr. Woodhead : Not exactly in the language of the ques-
tion, but as I understand the interpretation of that phrase, mar-
ket conditions and prices, I claim 100 per cent, because I make my
living that way.

A Voice : Give it to him.

Mr. Dionne (reading) : "9. Traffic rates and transporta-
tion." The lumber salesman should be somewhat of a traffic
man. He should be perfectly familiar with the cost of delivery
of any kind of lumber to any given point in this territory. To
do this he must know the freight rate and the weight of each Traffjc
class of yellow pine lumber. He should know the approximate. Rates and
number of feet required to make up a minimum or maximum car
of any one kind of lumber, and the same if in mixed cars. He
should also be familiar with the best routing from his mill to the
customer and be prepared to answer any reasonable question his
customer might ask relative to weight, rate, transportation, rout-
ing, etc., jetc. In these things, what per cent are you efficient?

*

58

SELLING LUMBER

Retail

Mr. Woodhead : Well, that is rather a narrower interpretation
than I had given myself. Thinking the matter over this morning,
I believe, as it is expressed there, I can claim 75 per cent.

A Voice : Oh, 100 per cent.

Mr. Dionne: You can do a little better than that, can't you?

The Chairman : Gentlemen, what shall we credit him ?

A Voice: Give him 100.

The Chairman: All right, we will credit him 100.

A Voice : You are not supposed to know all the rates.

Mr. Dionne (reading) : "10. Retail merchandizing." I be-
lieve, as a rule, lumber salesmen fail to appreciate the immense
value of a knowledge of the retail lumber business, but in my
Merchandizing judgment such knowledge is inestimable. The more you can find
out,, learn or know about the retail end of the lumber game, the
better you will be prepared to play your cards to win.

If you sell direct to the retail dealer and can show or demon-
strate to him that you are familiar with the demands or require-
ments of the trade, that you know about what would constitute
a fair stock or assortment of the various kinds and grades of
material, the purpose for which they are used and the general
methods of conducting a retail lumber yard, the closer will be
your relationship with him. Under these circumstances your cus-
tomer will have more respect for your business knowledge, and
then it will be easier to obtain his confidence.

If you are familiar with the demands of the local trade
and know the usages for which the several kinds of lumber are
intended, you can frequently be of considerable assistance to a
retail lumberman in making up his order, and once you are called
upon by him to assist him in that, or in any capacity, you have
cemented his friendship and you have created what we call non-
competitive business.

If you show a knowledge and familiarity with the retail end
of the business, your customer (provided he is the retail dealer)
will frequently call on you to assist him in landing a job in his
town or community, which means more business for you as well
as his yard.

In addition to having a general knowledge of the retail lum-
ber business in your territory, you should have a specific knowledge
of how each of your customers conducts his particular or in-
dividual business. Of course you must use tact and use your

How the
Salesman
Can Aid His
Customer

SELLING LUMBER 59

eyes and ears to get this knowledge and information; if you are
a good business man as well as a good salesman you might some-
times prefer not to sell this particular customer, as loose meth-
ods of conducting a retail lumber business are examples of in-
efficiency, and inefficiency is the forerunner of loss and failure.

Therefore, what do you know about retail lumber merchan-
dizing? You may grade yourself accordingly.

Mr. Woodhead: I want to say that I was in that business
two or three years, and I claim 60 per cent on it.

A Voice: Seventy-five.

The Chairman : We will give him 60.

Mr. Woodhead : I think 60 is fair enough. I don't think
I am entitled to any more than that. I don't mean by that that
I actually ran the yard myself. I was part owner of five or six
yards, and directed them for two or three years and made money
out of them.

Mr. Dionne: This question does not necessarily imply that
a man must have retail yard experience, any more than you would
have to go into the steel business in order to have knowledge
of what they ask there about other building material — steel and
cement. It is what you know about it.

A Voice: Seventy-five.

The Chairman : All in favor of 60 hold up their hands. All
in favor of 75 hold up their hands. Sixty has it.

Mr. Dionne (reading) : "11. Courtesy." Courtesy is per-
haps the finest accomplishment of a human being. It is the badge
of refinement ; it signifies consideration for others ; it bespeaks
unselfishness, it creates good will, it makes friends, it makes busi- The Value
ness, it makes money ! It costs nothing but produces more profit
than all the side lines in the world. It is a tremendous factor
for success in every business, and it is one of the chief essen-
tials of a lumber salesman.

Are you courteous? If so, what per cent?

A Voice : Without going any further, gentlemen — he is easily
entitled to 100 per cent. (Applause).

A Voice: I had the privilege of working for Mr. Woodhead
a number of years and I want to grade him 100 per cent.

The Chairman : One hundred.

A Voice: Make it 110.

Mr. Dionne (reading) : "12. Truthfulness and honesty."
The day has passed when a man, firm or corporation could be dis- and Honesty

60 SELLING LUMBER

honest with his trade or customers and still succeed. That "hon-
esty is the best policy" in business was never more truthful than
today.

One of the biggest assets of success for any traveling sales-
man to possess is the confidence of his customers, and there is
no surer or better way to obtain the confidence than by being
absolutely honest and truthful in your dealings with your custom-
er. By being honest with him is to never misrepresent, or tell
him an untruth, even though you miss the opportunity of selling
a bill, and to never take advantage of his ignorance or inexpe-
rience. If he asks you if you can ship a car of a certain kind
of material at once, and you know it is impossible, the thing to
do is to tell him so. In other words, a traveling salesman is jeop-
ardizing his business by making any kind of misrepresentation
or telling any kind of an untruth to get business. As sure as
you do, .your customer will find it out, and you have lost his con-
fidence and his trade.

In addition to being honest with your customers or trade,
are you honest with your firm? Are you honest in giving your
firm the full time for which you are paid? Are you honest in
your expense accounts? Are you honest or truthful in your state-
ments? If you are not honest in all these things, it will not be
long before there will be a lumber salesman out of a job.

Are you honest and truthful to your trade and your firm?
If so, how honest? You may record your per cent according to
the dictates of your conscience.

Mr. Woodhead : Gentlemen, I would be untrue to myself,
and to those high- ideals that have always governed my conduct,
if I claimed one-tenth of 1 per cent less than 100. (Applause).

Mr. Dionne (reading) : "13. Self-control." Self-control is
the brake which our Creator has attached to our mental machin-
ery and is intended for us to apply or use when we find our-
selves in danger of slipping down the hill or over the precipice
into the chasms of error. Self-control is a product of civilization.
Self-Control Savages have none. Self-control is a fire escape which keeps
A Brake us f rom being consumed by our passions. It is the safety valve
which keeps our feelings from bursting into anger or fury. Self-
control is the stern guardian of our desires, and warns us against
our follies, and is the vigilant watchman who warns us always
of the approaching danger, with the oft-repeated words — Think!
Stop! Look! Listen!

SELLING LUMBER

61

Self-control is a power which not only enables us to con-
trol ourselves, but otfiers. Without it we would be weak. With
self-control we are strong, and being strong, we will be sure to
win.

Self-control is, therefore, an important factor in business,
an essential element of personal efficiency, and a promoter of
power and success.

What per cent will you grade in self-control?

Mr. Woodhead : Is the application of that limited to busi-
ness and business life?

Mr. Dionne : Oh, I should judge so.

Mr. Woodhead : Inside of business life I claim 90 per cent.
I don't know whether you will give it to me or not.

A Voice : Ninety is all right.

The Chairman : Ninety.

Mr. Dionne (reading) : "14. Confidence in self and your
goods." "Faint heart never won fair lady" is a saying that can
be applied to business. If you have a faint heart, a timid hesita-
tion, a lack of confidence in yourself or the product which you
sell, you will never woo or win the favors of the fair goddess
called Success. In order to win, you must absolutely conquer
Fear.

To be a successful lumber salesman you must enthusiastically
believe in yourself and in the lumber you sell. By believing in
yourself, I do not mean that you should be egotistical or vain.
Egotism and vanity are the virtues of fools. That confidence in
self which the true traveling salesman should have is that confi-
dence which is born of ability.

Lack of confidence is an acknowledgment of weakness. Weak-
ness has no place in the makeup of efficiency. You must believe
in yourself and your goods, and what you believe will be! Have
you confidence in yourself and in the product you sell? If so,
what per cent?

Mr. Woodhead: I think it is 120, myself.

The Chairman : One hundred per cent.

Mr. Dionne (reading) : "15. Loyalty." Loyalty is a su-
perb blending of appreciation and faith and patriotism, and is one
of the noblest attributes of man. Loyalty is the tie which binds
friend to friend, man to man. It is that quality which soothes
the pain of sacrifice, which makes it easy to forgive, which closes
our vision to the faults of those who have befriended us.

Confidence
in Self
and Your
Goods

Loyalty a

Business

Essential

62 SELLINGLUMBER

Loyalty to your firm is like patriotism to your country.
Without it you are a traitor. It is that quality which arouses
you to arms in defense of your country, and likewise would cause
you to resent an insinuation against the character of your firm
as an insinuation against yourself. Loyalty is that characteristic
which makes you a part of your firm ; therefore, it is a splendid
essential in business efficiency. Are you loyal? If so, what per
cent?

Mr. Woodhead: Well, I don't like to claim all the hundreds
in the calendar.

A Voice: You are entitled to it.

Mr. Woodhead • I am going to say that I believe I am 100
per cent loyal. (Applause).

Mr. Dionne (reading) : "16. Personal neatness." A man's
personal appearance in any line of business may often be the di-
rect cause of his success or failure at the critical moment. The
Thelm rt wor^ judges very largely by appearances, and first appearances
ance of are most lasting. Therefore traveling salesmen should look well

Nearness to their Personal appearance by being neat in body and in dress.

A well kept, systematic, clean, orderly and attractive store
or establishment of any kind suggests thrift; and on the same line
of suggestion, a well groomed, well dressed man creates the idea
of thrift,, prosperity and success, and "nothing succeeds like suc-
cess."

On the other hand a man who is slovenly in his general ap-
pearance, with unshaven face, unshined shoes, soiled collar and
cuffs, suggests laziness, and laziness creates contempt, or disre-
spect.

Customers very frequently form their ideas of a wholesale
concern from the appearance, actions and characteristics of their
traveling representatives. Therefore, create a good impression.
Be a Credit to your firm, and let your personal appearance be such
as to suggest thrift, industry, prosperity and success, and it will
make you more successful, therefore, more efficient.

What per cent are you entitled to in neatness?

Mr. Woodhead: What time of day? In the morning I am
all right.

The Chairman : What shall we give him ?

Various Voices : Ninety-eight— 100— 75— 100. i

Mr. Woodhead: I didn't know this was coming or I would
have fixed up a little.

SELLING LUMBER

63

The Chairman : One hundred.

Mr. Woodhead : I hate to be in jeopardy twice. I have al-
ready passed on truthfulness.

Mr. Dionne (reading) : "17. Tact and judgment." Tact
and judgment are almost synonymous terms which denote two of
the most important mental faculties which a business man should
possess.

Judgment is the judge enthroned in the court of our reason,
before whorf we submit all questions of doubt and expediency.
Judgment never errs in his decision, yet judgment never gives
advice unless asked, because judgment is cautious and discreet.

Tact is an attorney in the court of our reason; shrewd, art-
ful, keen, to whom we refer our delicate and intricate problems for
adjustment. But tact never fights a case in court. He arbitrates.
And yet he always wins or gains the point desired. Tact never
blunders, seldom fails, is popular and has no enemies.

Without judgment and tact you cannot be efficient. What
is your percentage in judgment and tact?

Mr. Woodhead : Mr. Chairman, I can see that judgment
and tact are not synonymous, according to my interpretation of
those terms, and I don't know whether I can strike an average
on them or not, because there is a difference. I would claim 80
per cent ; because judgment is a very rare quality, and we all
make mistakes. No man is perfect in that.

The Chairman : What shall we give Mr. Woodhead ?

A Voice : What he claims.

The Chairman: Eighty per cent.

Mr. Dionne (reading) : "18. Personality, address, approach."
WTe now come to that element of efficiency which we can see in
others, but we cannot describe. That intangible something which
commands attention. That magnetic influence which makes you
look and look again, and listen, and listen again. I do not know
whether the quality is physical or mental, or both, but whatever it
is, it is called "personality."

There are various kinds of personality, but all are distinctive
in character or temperament. The kind that I am speaking about
is the one I have just outlined, the kind .that commands imme-
diate attention when you walk into a man's place of business,
the kind that makes your customer greet you first, the kind that
makes your customer feel that he would like to know you bet-
ter and more intimately, the kind that makes your customer glad

Tact and
Judgment

Personality,

Address,

Approach

64

SELLING LUMBER

Initiative and
Originality

Economy
and Profits

when you call and sorry when you leave, the kind that makes
your customers save their orders for you, the kind that creates
enthusiasm, good cheer, smiles, and makes a man forget his trou-
bles. This is the personality that wins. This is the personality
which counts 100 per cent in efficiency. What per cent have you?

Mr. Woodhead: I refer that to the audience.

A Voice: One hundred.

Mr. Woodhead: Don't give me more than I am entitled to.
Let's be honest about it.

A Voice: Give him 90.

The Chairman: We will make it 75.

Mr. Dionne (reading) : "19. Initiative and originality." The
man who waits to be told to do everything, who works by the
rule and clock, who never does more or less than the routine du-
ties prescribed for him, will never rise above his present position.
Few men are ever paid for anything more than what they earn;
therefore, the man who is not increasing his earning capacity is
seldom increasing his earnings. To increase your earnings is to
develop your capacity for work and make the work bring re-
sults. This requires initiative and sometimes originality. The
most successful men in business are generally the ones who created
their own positions; that is, they developed the jobs they had
from comparatively insignificant to executive positions. The man
who cannot improve his job, create new responsibilities, broaden
its scope, increase its results and improve its efficiency is not the
man the modern business men tie to. Business men of today are
on the alert for men with ideas, men with initiative, men with
originality, men who can develop the positions which they hold
to the maximum of efficiency.

This is especially true with reference to traveling salesmen.
Sales managers want salesmen with initiative, with originality.
Without it you will never progress. Have you got it? If so, what
per cent.

Mr. Woodhead: I don't think I have got them both in equal
measure. I would claim 80 per cent on initiative, and about 60
on originality.

The Chairman: That makes 70. How about 70, gentlemen?

A Voice: Give it to him.

Mr. Dionne (reading) : "20. Economy and profits." By
economy, as it relates to a traveling salesman, I mean the ability
to sell at the minimum cost.

SELLINGLUMBER 65

Some salesmen have enormous sales, but the cost of selling
is so great that it offsets the profits. Other salesmen may only
sell one-half the quantity in a given length of time, and yet the
net profit on their sales may be greater than that of the man who
holds the record for volume. Volume is a fine thing under cer-
tain conditions, which I will enumerate, but it is all wrong unless
it is accompanied by profit.

Profits, as made in the wholesale lumber business, may be
created in two ways : First, by the margin or difference between
the cost of the lumber delivered at destination and the price at
which it was sold. From the profit, which is termed the gross
profit, the cost of selling the lumber must be deducted, which
leaves the net profit. If the gross profit on a car is only $20,
and it costs $8 per car to sell it, your net profit on that car of
lumber is $12. Therefore, if you have a fixed market price at
which you must sell your product there is only one other way you
can increase the profit, and that is by decreasing your expenses, or
by increasing your sales without increasing the expenses. Thus
if you sell 60 cars this month, and your expenses are $200 for
the month, it has cost $3.33 per car to sell. But if you can sell
120 cars this month without increasing your expense account,
the cost of selling is only $1.67 per car. But if you double your
sales from 60 to 120 cars per month, and double your expenses
also from $200 to $400, your cost to sell, per car, is exactly the
same on 60 cars as it was on 120 cars.

Therefore the efficient traveling salesman watches his ex-
pense account ; he keeps in close touch of his record of cost to
sell ; he strives from month to month to increase his profit, to re-
duce his expenses and to decrease his cost to sell per car. Are
you efficient in this respect? If so, to what extent?

Mr. Woodhead : That proposition, in its last analysis, is
the amount of profit per . thousand feet. I am disregarding, to
some extent, the question of economy, because my sales always
cost me more than some others' do. I claim 90 per cent.

The Chairman: Shall we give him 90? All right— 90.

Mr. Dionne (reading) : "21. Knowledge of human nature,
psychology." One of the most superb mental qualifications for ^srytCjJ1e°logy
a traveling salesman to possess is the ability to quickly judge hu- Salesman
man nature.

66 SELLING LUMBER

The faculty is, to a large extent, intuitive; or I might better
express it by saying that the ability to judge human nature is a
species of psychological instinct.

This is the faculty which will tell you almost what your cus-
tomer is thinking about when you are trying to convince him that
he should give you the order, and it enables you to anticipate his
objections or questions before he has uttered them. This faculty
is also the power to determine the truth of any statement which
might be made by your doubtful customer; it tells you of your
customer's peculiarities, and thus enables you to be on your guard,
and not offend. It enables you to recognize honesty and dis-
honesty, and to determine the good from the evil in human nature.
Psychological power or instinct is a .mental detective, a sort of
"Old Sleuth" of our brains, which finds out and tells us things
about others in strange, mysterious ways. It, like all detectives,
works secretly, and were it not for the information it sometimes
gives us about others, we would make serious mistakes.

The power to judge human nature can be developed and cul-
tivated by being observant, and watchful of all those with whom
we come in contact ; and it is exceedingly valuable in business,
and especially in the art of salesmanship.

Do you possess these qualities of mind? If so, what per cent?

Mr. Woodhead : I would rather the audience would pass on
that, I believe.

Mr. Dionne : No.

Mr. Woodhead : Seventy-five.

The Chairman : Seventy-five the gentleman wants.

A Voice: Too high.

Mr. Woodhead : Well, wait a minute. Some say too high.
Speak out ! You can't hurt my feelings.

Various Voices : Sixty ; about 65 ; 75.

The Chairman : Seventy-five.

Co-Operation ^r* Dionne (reading) : "22. Co-operation." By co-opera-

Which Means tion I mean team work, team work with your sales manager, team
work with your mill, team work with your customers.

It is by team work that we are enabled to cover distance,
to accomplish gigantic tasks, pull the heaviest loads, and by team
work we can always make better progress up the rugged, rocky,
narrow road of success.

By team work, co-operation, the burden of the "pull for busi-
ness" is more evenly distributed, our tasks are lightened, and we

SELLINGLUMBER 67

finish the day's work with greater distances, and greater results,
and with less fatigue than if each pulled for himself, in as many
ways as there were men.

The value of team work, co-operation in business, is enor-
mous, and When practiced by traveling salesmen in conjunction
with all those who are associated with them, is a part of effi-
ciency.

Do you practice team work? Do you co-operate? If .so, what
per cent?

Mr. Woodhead : I am billed to deliver an address tomor-
row on "Co-operation," and I think, if it comes to going into
anything heart and soul, I can get 100 on that. (Applause).

Mr. Dionne (reading) : "23. Wisdom." We now come to
the last of the list of essentials for a traveling salesman, and prob- Wisdom — •
ably the greatest. This essential qualification is wisdom. Wis- the Salesman's
dom might by some be confused with knowledge, or with judg- uable Asset
ment, but wisdom is different.

Knowledge is that technical or specific information you ac-
quire by study or work about a certain thing, trade or profession.

Judgment is the ability to decide correctly between two or
more paths which lead in different directions, or the ability to de-
termine the right from the wrong, the good from the bad. Judg-
ment, as before stated, is the judge which presides in the tribunal
of our minds.

Wisdom is still greater. Wisdom is the guardian of all our
mental faculties, and is the tutor of knowledge. Were it not for
wisdom, all the knowledge you possess would be valueless. Knowl-
edge is something acquired. Wisdom is an inborn faculty. You
may teach a parrot to talk, but lacking wisdom, it does not know
what it says. Thus, to obtain the best results from the knowledge
you possess as a traveling salesman, you must have that executive
faculty called wisdom to direct its use, and thereby obtain the best
results.

To be absolutely efficient you must therefore have wisdom.

Are you wise? If so, what per cent?

Mr. Woodhead : As applied to my business career, of course ?

Mr. Dionne : Rather as applied to lumber salesmanship.

Mr. Woodhead: As applied to lumber salesmanship? Well,
if it is limited to the application, lumber salesmanship, I can claim
85 per cent.

68 SELLINGLUMBER

The Chairman : We add all of these, divide by 23, and the
answer is — we get it here 83^ 'per cent.

A Voice: Pretty good salesman. (Applause).

Mr. Dionne (reading) : These twenty-three essentials which

1 have just named, and briefly analyzed, are, I think, the neces-
sary qualifications for a 100 per cent efficient modern lumber sales-
man. If you have graded yourself as I enumerated them, and have
been honest enough with yourself to try and not run in your No.

2 qualities for No. 1 and B and Better, I am sure you will not be
denied your legitimate claims for your true grade as a traveling
salesman.

(Mr. Tolson's address in full will be found on page 286).
A Voice : Mr. Chairman !
The Chairman : Captain White !

Captain White : I have known Mr. Woodhead for a long-
time. I never expected that he would be able to pass such an
examination as this. (Laughter). I am bound to believe that
Captain ^e ls entitled to the credits that you have marked up for him,
White Is because he admits it himself. (Laughter). He has done it in a
Impressed yerv f-ne^ courteous an(j gentlemanly manner; and he has meant
to be truthful and honest, and I therefore suggest that this body
of salesman accept the candidate as a model for their future guid-
ance— a model being, as I understand, a good imitation of the real
thing. (Laughter and applause).

The Chairman : This completes the program for the after-
noon. I wish the committee on sales and distribution of the South-
ern Pine Association to meet me on the stage tomorrow morning
at 9 o'clock. Be prompt, because we want to discuss plans for
the noon luncheon. The regular meeting will convene at 9 :30.
I am glad to say that we have a telegram from General Boyle, in
Washington, that he will be here to address us, and I can prom-
ise you a rare treat tomorrow morning. Louisiana and Arkan-
sas, please come up and report. Everybody must be here at 9:30
tomorrow morning.

At this point, at 5 :30 o'clock, p. m., the school of salesman-
ship took an adjournment to 9:30 o'clock a. m. on the following
day.

SELLING LUMBER

69

WEDNESDAY, JUNE 28, 1916— FORENOON SESSION.

Pursuant to previous adjournment, the school of salesman-
ship reconvened at the American theater on Wednesday, June
28, 1916.

The meeting was called to order at 9 :30 o'clock a. m. by Harry
T. Kendall, chairman.

The Chairman: Come to order, gentlemen. We are going
to vary a great deal from the printed program today. A number
of addresses on the program will be eliminated entirely, but all
will appear in the record. We are going to endeavor — if you will
give us your full attention — to devote the larger part of the after-
noon to discussion. In fact, we are going to have all the papers
or addresses delivered this morning. I am going to introduce
to you Mr. \V. M. Beebe, manager of the yellow pine department
of the Long-Bell Lumber Company of Kansas City, Mo., who
will address you briefly on the subject of "Selling Costs, Direct
and Indirect." (Applause).

(iMr. Beebe's paper will be found on page 255).^

The Chairman: The next paper on the program this morn-
ing is "Co-operation From the Sawmill," an address by Mr. Charles
E. Martin of the Sabine Lumber Company, Cedar Rapids, Iowa.
Is Mr. Martin in the hall? (Mr. Martin comes forward and
mounts upon the stage). Mr. Martin! (Applause).

Mr. Martin : Mr. Chairman, Fellow Salesmen and Gentle-
men: (Laughter). When I received the notice to address this
assembly I didn't let the chance pass. There are a great many
men better adapted to the subject than I am, but I don't overlook
anything like that. Cedar Rapids and the state of Iowa has pro-
duced some very prominent men — Senator Cummins, and Stan-
ley Dodd, and, the Carey sisters, and Pat Crow, and myself. I am
about as prominent as any of them.

When I received my subject I wasn't instructed very defi-
nitely, and it would appear that I might cover the whole business.
(Laughter). You will pardon me for the rather indefinite man-
ner in which I have treated this subject, because I didn't know
exactly what was expected of me. My wife wrote this thing,
and I will have to read it. (Laughter).

(Mr. Martin's paper will be found on page 243).

The Chairman: The National Lumber Manufacturers' Asso-
ciation is doing a great work for the industry, not only in handling

Mr. Beebe
Talks on
Selling
Costs

Mr. Martin on
Co-Operation
from the
Saw-Mill

70

SELLING LUMBER

Mr. Sterling
on the Use
of Wood

The Value
of Knowing
Your Product

problems that affect all branches of the industry in all sections
of the country, but in promoting a general advertising campaign
for the use of wood and furthering the use of wood. Mr. E. A.
Sterling, manager of the Trade Extension Bureau of the National
Lumber Manufacturers' Association, will address you on the
"Merits and Limitations of Wood." (Applause).

Mr. Sterling: Mr. Chairman and Gentlemen: It did not
seem feasible for me to give you in a paper or in an address a
whole lot of the details about wood. You know a great many
of these now. You probably should know a great many more of
them. But it is not a thing that you can get by some one stand-
ing up before you and telling you about it. It is something that
you have got to dig out for yourself. So what I have done in
this very short paper is to review some of the things that you al-
ready know. It is absolutely nothing new, that you don't know
and never heard of, but I am representing these simple statements.
We are handling a product we all know so long and know so well
that we have overlooked from the standpoint of the consumer
some of its plain, common, everyday advantages.

(Mr. Sterling's paper in full will be found on page 199).

The Chairman: When I introduced Dr. Hermann von
Schrenk to you the other day I didn't have an opportunity of telling
you that he is one of the leading authorities in this country on wood.
I was down in a little town in New England about three weeks
ago and mentioned something about yellow pine, and they asked
me for my authority. I said that Dr. Hermann von Schrenk said
so, and they believed me without further question. It is my pleas-
ure again to introduce to you Dr. Hermann von Schrenk.

Dr. von Schrenk : Gentlemen : I have prepared a most
beautiful manuscript. I will keep that in my pocket, however,
and say a few words without the same. If you care to; you can
read what is in the manuscript after it is in print.

(Dr. von Schrenk' s paper in full will be found on page 218).

Mr. Sterling, to my mind, hit on the keynote, the modern
merchandising of yellow pine; and that is, that you must know
something about yellow pine to sell it. My impression, in going
about the country for a good many years, both among retailers
and consumers, is that the problem which confronts us today in
getting the public to not only appreciate but actually buy our ma-
terial, is to tell them something about it, and to tell them some-

SELLING LUMBER

71

thing about it in a way which is at least equal to, and possibly
better than the men who are promoting the so-called substitute
material. One of the greatest difficulties that has confronted those
who are promoting the sale of lumber is that they talk grades,
lengths, widths and practically nothing else. The time has gone
by when that is going to put lumber in the position in which it
ought to be; in other words, the time has gone by when that will
suffice to hold the normal, natural, sentimental hold on the common
American people. Mr. Sterling has told you that lumber has cer-
tain qualifications for its proper application. But you really don't
have to say very much. You only have to appeal to the funda-
mental sentiment which is in the public already, and emphasize that,
and impress that with undisputed facts, in order to put it across.

What kind of facts are to be mentioned ? I haven't time here
this morning to more than skim over a few of those. The kind
of facts that the public demand refer specifically to such points
as Mr. Sterling has mentioned ; certain physical and chemical quali-
fications of the material — strength, lightness, suitability to fire or
fire resistance, as the case may be, hardness and softness, and a
hundred and one qualifications which any physical material has.
The first thing, it seems to me, and always has, for a person who
is promulgating a certain specified item is to be so very conver-
sant with every possible technical phase of the qualifications of
his material, that no matter what the question will be, he will be
in a position either to say that is not so-and-so, or to frankly admit
it, and say : "I don't know what the facts are, but I will obtain
the information for you."

Now, in spite of the publications and various pamphlets is-
sued by these -various institutions, it is not very surprising that
many of us don't know all these facts. But, in addition to the
facts obtained by reading, to me very much more important are
the facts obtained by actual knowledge. I had an assistant not
many years ago, a graduate of a university, with two or three
years of railroad experience in the lumber department, whom I
sent down to a Southern point to do some inspection work. After
he had been there for a certain period of time he became greatly
dissatisfied, and said to me one day: /There is nothing much to
do down here. I want to do something." I asked him: "Why
don't you investigate the qualifications of the woods in this par-
ticular locality?" "Well," he said, "I don't know what to do."

Facts That
Appeal to
the Public

Study Yel-
low Pine
in Use

72

SELLING LUMBER

The Density
Rule Answers
Questions

I said : "If you are serious about that I will expect from you
within six months a report of all the lumber in this district suit-
able for shingles, within a radius of ten miles." He said : "How
am I going to do that?" In less than six months I had a volumi-
nous report on shingles. He had fellows climb up on ladders and
swipe a shingle or two from houses and barns, and he had a mass
of information with respect to the particular qualifications of the
woods for shingles. Now every one of you, in going about the
country, have opportunity to examine particularly effective results
of the applications of yellow pine ; and I am going to^ speak par-
ticularly of the defects of yellow pine.

Now let me rapidly analyze one or two of those. One of the
principal causes of trouble, which I .had occasion to refer to day
before yesterday, is the question of distinguishing the species.
Why is short leaf, and why is long leaf, and so on ; and you have
had those shot to you. The reason that this question has been
such a long-standing source of trouble is that we haven't had a
technical basis on which to talk squarely and right out about that.
As I said the other day, we now have a rule that is a very logical
rule, prepared by the United States Forestry Service, and approved
by the leading technical societies, which, has become practically a
standard from one end of the country to the other — it is what we
call the Density Rule. The Density Rule is a practical, every-day,
common-sense method which; every man can use to indicate in a
broad way the difference between a heavy stick of wood and a light
stick of wood. The weight per cubic foot, or its density, is a cri-
terion of strength, irrespective of whether it is yellow pine or any
other wood; but, referring to yellow pine, the heavier it is the
stronger it is. We cannot weigh every piece, but the next best thing
is to find something ocular, entirely, and it is found by taking the
average of the rings in the third, fourth and fifth inches from the
pith and measuring the number of growth rings. Each of the
growth rings has two parts, a light colored part, or spring wood,
and a dark colored, or summer wood; and if there are at least six
growth rings to the inch, and these have an average of at least
one-third summer wood, it makes what we call a dense piece of
pine. Forget about short leaf and long leaf ! It has nothing to
do with it. Forget about grade! It has nothing to do with grad-
ing. It is the classification of the wood itself. But if there are
not six annual rings, that is, if there are less than six rings o/i

SELLING LUMBER

73

the average, it must have at least one-half summer wood to class
as dense yellow pine. In fact, under that classification probably
95 per cent or more of the timber which will fall in that grade
will belong to the long leaf variety, and a comparatively small
percentage of short leaf will be represented. The builder of the
house, however, doesn't care whether it is short leaf or long leaf
or loblolly. He wants a strong stick. Now, any piece which does
not come within that, is a piece which is secondarily fitted.

Now that density rule applies specifically to strength. It has,
so far as we know, nothing to do with the lasting power. Last-
ing power is taken care of by the percentage of heart and sap
wood. And that brings me to the next point, the question of de-
cay. A pine tree growing in the woods up to its seventieth or
eightieth year, possibly a little longer, is usually free from any kind
of diseases or defects. After the period mentioned, that is, after
about the seventieth year, and then it may run up to the 150th, in
some instances, it is subject to one or two defects — using a broad
classification — a defect which starts in the top of the tree in the
heart wood and goes down, and another which starts at the root
in the heart wood and grows up. Of those two defects, the top
one is usually known as red heart, or dote disease, manifested by
red discoloration of the wood, and later on by little white pockets.
The bottom rot is manifested by discolorations of the heart wood
and ultimate decay. The wood will then crumble into fine powder
in your fingers. Now, those two types of disease are caused by
fungi growing in the trees. Their growth stops absolutely when
the tree has once been cut. In other words, the red heart disease
stops the minute the tree is felled ; it does not continue in the manu-
factured lumber. On the other hand, after the lumber has once .
been cut, there is a host of different organisms, both insect and
fungus, that start to grow in that wood, and as a result causes
what we call dry rot, moist rot, black rot, and all sorts of decay,
which, however, from a practical viewpoint, have absolutely no
significance. They don't mean anything. This type of decay first
occurs in the sap wood. In other words, if you cut off all of the
sap wood, the length of life of the heart wood would be fifteen,
eighteen, twenty or more years, depending on the location. Blue
stain is caused by a fungus, the spores of which will germinate
on a pine board within a few hours after it is put in the pile, and
grows with astonishing rapidity, but it does not affect the fiber.
In other words, the blue stain does not in the slightest degree weak-

Density Rule

Measures

Strength

Diseases
That Attack
Trees and
Lumber

SELLING LUMBER

The Condi-
tions That
Promote
Development
of Fungi

An Example
of Misuse.

en the wood for structural purposes. That was very exhaustively
tested by the United States government laborato^' and in Ger-
many. Blue stain, therefore, is simply a question of appearance;
it has nothing to do with strength. Furthermore, it occurs always
in the sap wood, and never in heart, and therefore is always a
good criterion as to what constitutes heart wood and what con-
stitutes sap wood. The modern mill man has taken steps to pre-
vent blue stain by dipping, the dipping consisting of immersing
the board at the end of the sorting table in various chemicals, su-
dium, carbonate or baking soda and various other chemicals, the
cost of which runs within about 10 or 11 cents per thousand feet,
board measure, according to the cost of the chemicals employed.
That method is very effective, does not harm the lumber, and does
not increase or decrease the strength of the material from a struc-
tural standpoint, and is in every way a very desirable proceeding.

The fungi which grow in cut lumber do so because of certain
physical and chemical conditions. Those conditions are identical
with, the conditions of other life; they must have a certain food
supply, a certain water supply, a certain amount of air supply and
a certain amount of heat. Given those four conditions, the fun-
gus will grow, and sooner or later cause decay. Now, one of the
simplest methods of preventing that decay is to disturb those con-
ditions ; either keep the timber thoroughly dry — I would be glad
to show you a section of wood which I took some years ago in
Switzerland, which had been on a cottage 700 years. In the same
way, if you keep it under water it will never rot. The piling of
the prehistoric lake dwellers, in Lake Geneva, Switzerland, is just
as hard today as it was then; and in the Campanile, which fell
down several years ago in Venice, the piling had been continuously
under water. An examination of those timbers was made and it
was unanimously decided that they would serve the purpose of
building a new foundation. So, either keep lumber wholly wet or
wholly dry, and it will not decay.

Now, how does that apply to you? There are a thousand and
one ways in which Mrs. Brown and Mrs. Jones uses lumber like
yellow pine lumber and has it fail, when, if they keep in view cer-
tain simple facts it would last and be well adapted for their pur-
pose.

Not very long ago I was walking through the street and I
saw a man pulling down his front porch, built of short leaf pine.

SELLINGLUMBER 75

The bottom of the posts were thoroughly decayed for at least a
foot, or a foot and a half. The heart was perfectly sound, but it
was 95 per cent sap. I asked the man to saw off a foot from that
rotten piece. He looked at me queerly for a moment, but he sawed
it off, and I lugged off this rotten wood. Now, gentlemen, that
was a splendid illustration of the unfitness of the lumber material.
The man ought not to have used the material in that form. "Yes,"
you lumber salesmen say, "but if it rots out in a few years, we will
sell the fellow another stick." Yes, but the American people are
accustomed to buying good stuff for their own buildings, and what
is liable to happen is that unless they buy good material, they are
going to get tired of the whole 'business and buy something else.
It is not so much the waste, however, as it is disrespect for the
material which you are asking the public to use, and the first thing
you have got to do is to erase that disrespect by pointing out the
elementary facts. Take porches ; many of you have seen a porch
where the earth or sidewalk bumps right up against it, and it
will rot off in two or three years ; and then another man who
sells cement comes around and tells him, "Yes, I told you that. ative Treat-"
Our stuff doesn't dn that." The same is true for a thousand and mentof
one applications. Instead of sticking it down into the soil where
the moisture will attack the grain, either creosote the piece on the
bottom, or put it up where it has a foundation with good ventilation.
I could give you a host of everyday uses. On a larger scale, com-
ing to a rather brand-new field, which I want to call your particular
and careful attention to, is the question of the artificial preservation
of wood. In the United States, as far as the lumber industry
is concerned, that is a brand-new field. Some years ago I was
standing in a hotel on the Strand, in London, and asked the porter
to wrap up a parcel for me. I found him poring over a pamphlet.
I looked over his shoulder and found it was a pamphlet by a. creosot-
ing company on the east coast of England advertising creosoted
fences, posts for barns and cribs, and so forth. I asked him, "What
are you doing?" He said, "We have a little farm up in the country,
and my father and I have a little fence to build and I was look-
ing over this catalogue." And I looked over the catalogue and
promptly swiped it. That manufacturer was advertising fencing by
the yard, including 2 by 4 posts and pickets. How many people
in the United States ever heard of such a thing? I warrant, very
few. I want to tell you of another instance. A friend of mine in

76

SELLING LUMBER

New York City told me the other day, with great glee, that he
had just put up a creosoted garage on his place in Tuxedo, New
Jersey. I said, "Fine ! Where did you get the lumber ?" He said,
"I bought it in a town in England, 95 miles east of London on
the North Sea." I said, "What! You brought it all the way there?
What is it made of?" He said, "Yellow pine." I said, "Good
heaven? Don't you know there is some yellow pine left in the
England United States ? Do you mean to say that the pine grew in Norway,

Us in Treating was taken to London, creosoted, packed, shipped to the seaboard,
Lumber loaded on a vessel, taken to New York,, unloaded and put on a

railroad train and taken to New Jersey and put up there?" Yes, and
the man was tickled to death with it. Great Scott ! Today we have
about 150 creosote plants in the United States, and yellow pine
growing in the South, and a man from New York orders' yellow
pine from London. Isn't there something wrong about that ? Where
were some of you men ?

Now, what is true of the creosoted garage is true of many
things — fence posts, hog troughs, creosoted wood block paving.
How about it? Where can we get it? Gentlemen, ask us. We
will tell you. That is what the Southern Pine Association is doing.
We have lots of creosoting plants in the United States today, all
of them ready to do business. What can we say about ft? I am
speaking about creosoted lumber particularly. It will last for all
time. I was down in Virginia the other day, and a friend showed
me a piece of creosoted loblolly pine, put down in 1881, standing
there yet. He has structures of various sorts, eighty years old.
That material, properly creosoted, is practically indestructible.
What is more, it is possible to use a sap grade, a lower grade of lum-
ber, which, under ordinary circumstances, cannot conscientiously be
recommended to the trade. As to the details of creosoting, if you
will read this valuable paper I have written, you will find out about
some of the methods that are employed. This will not tell you very
much, but will give you a hint of it. It will put you on the track of
asking about other practices, and where and when they should be
applied.

The main point 1 wish to mention in regard to the density rule

TheSubsti- an(* treated lumber, is that you have to apply them. What is the

tute Salesman use of our sitting in the office and writing papers if somebody

dosen't go out and tell the public about it ? They don't know it. And

the reason why you don't sell more lumber these days, and the

Sap Lumber
Good When
Creosoted

SELLINGLUMBER 77

concrete man is selling his stuff, is because he is on the job. He
makes it his particular business to circulate around. He doesn't
make it his business to sell 500 sacks or so a day ; he goes around
and talks about it on the railroad train and everywhere else. He
knows about the questions of strength, and how to make tests.
I was on the train the other day and heard a man dilating learnedly
about rule B-162 of the American Society for Testing Materials.
How many of you know that there is such a thing as rule B-162?
A man told me last week, "I wish you would bring this yellow pine
material to New York." I would like to take 175 engineers, to talk
about this thing. This salesman I was telling you about, my friend
on the train, was talking about these specifications. He knew
all about the testing machine, how to make briquette tests, how long
it should be soaked in water, what the results signify. Where did
he get it ? He probably heard some engineer talking about strength,
and he wrote in to the home office. He didn't know the first thing
about it ; never heard of it ; and he wrote to his office and they sent Association
this pamphlet; and to hear that fellow talk about strength values, wlt«Data
ct cetera, you would think he was the fellow that drew it up. The
Southern Pine Association has on its staff a number of men who
are devoting much time to digging into these points. If you on the
outside hear of some particular problem, don't let it go by. Write
it down on a piece of paper and send it in. Let's work together on
this. If you see a rotten sidewalk condition, examine it carefully,
examine carefully into the condition, why that is the case. If you
find some timber is broken, or doesn't serve its purpose, don't let
it go by, and say, "Oh, that is simply what Jones sold the fellow.
I will sell him something better." Examine the condition and write
into the office about it, either to your company, or to the Associa-
tion, and the first thing you know we will get together on things of
that sort, and you will be as implicitly confident of not only the
sentimental, but the practical application and value of your material,
which will make it a joy for the other man to buy. (Applause.)

The Chairman : You may be sure that the United States gov-
ernment is seriously interested in the lumber business. They have
been making investigations for years along a great number of lines.
One of the principal lines of investigation has been the possibility
for the utilization of mill waste. Mr. Howard F. Weiss, Director of
the Forest Products Laboratory of the United States Forest Service,

78

SELLING LUMBER

A Forest
Service
Expert Talks
on Mill
Waste

The Loss
in Lumber
Manufacture

located at Madison, Wisconsin, will address you on this subject
(Applause).

(Mr.-Weiss's paper in full will be found on page 232).

Mr. Weiss : Mr. Chairman : This is a salesman's convention,
and I brought my satchel with me (placing a suit case on a chair
beside him). I am going to tell you about its contents a little
later on. You have been soaking up,, for the last two days and
nights, information concerning lumber, how to sell pine lumber. It
has been committed to me to talk to you on how to make money
on material that is not good enough to put into lumber. That re-
minds me of a story I heard some time ago ; doubtless you have
heard it — a Southern story. A man asked a colored gentleman if
he could change a two-dollar bill. He said, "No, sir, I can't, but
I is much obliged for the compliment." I heard a discussion here
yesterday on short dimensions, and, believe me, I am going to
"duck" how to make money out of red heart and knots and ma-
terial of that kind. But I am much obliged to your committee for
asking me to come here and give you what ideas I have upon this
subject.

I think it is not far from the truth to say that about two-
thirds of the volume of the standing forests is wasted. We have
made some figures of that kind, including the pine belt you are in-
terested in ; but in the Douglas fir region and the hard wood of
the North, I would say that two-thirds of the volume of the stand-
ing forests is wasted, is pretty close to the truth. Now, the fact,
of course, is this : That small quantity of lumber has to pay all the
cost of stumpage, of taxation, of carrying charges, of operating
charges, salary and expense account for you gentlemen. And that
is an awful load to ask of one product to carry. Therefore if we
can work out from this two-thirds, these tremendous costs, some
way that it can be distributed over a larger per cent than thirty-
three per cent of the total volume of the output, it is going to make
it much easier for you to sell your lumber in the future ; because,
while I firmly believe, gentlemen, that the price of lumber is go-
ing higher and has got to go higher, nevertheless there is a certain
level beyond which it cannot go, as these substitute materials will
come in and take the market away from you. Lumber still re-
mains a comparatively cheap building material.

Now, when we analyze operating costs, what is the poor owner
of timber going to do? In my judgment the most feasible outlet

SELLINGLUMBER 79

for him is to get a profit from the two-thirds which now consti-
tute waste. I will now take up about twenty minutes of your time
trying to show you wrhat can be done along that line. This prob-
lem of utilizing this waste cannot be left to you gentlemen to solve;
but before you can sell anything you have got to have something
worth selling. You can't go to a man with a carload of knots and
slabs and edgings and trimmings and expect to sell that at a fabu-
lous price. The problem is one of tremendous magnitude. To my for profits

mind it requires three different types of working: First: Find out jj Closer

... Utilization
\vnat we can do with this material; what you can make out 01 it.

Second : After you have found that out go ahead and make it, as a
manufacturing proposition ; then after you have made it, the next
thing to do is to sell it. I do not hold you responsible for finding
the uses of this two-thirds of the product of the forests that is now
being burned up or going to rot. The problem will largely be as-
signed to men like myself, and the manufacturing people through-
out the country, and then finally it will be placed in your hands.

Utilization of waste can be broadly divided into two groups:
Mechanical utilization, whereby we simply make wooden products
out of waste, and, second, chemical utilization. I have prepared a
paper ; I don't know whether they are going to print it or not ; but
in this paper I give you 286 different uses to which Southern Pine
waste is now being put — that is, chemical uses — 256 different arti-
cles that are now being made out of the waste of Southern Yellow utilization

Pine. In addition to this, a good many other things like piling, Chemical and
railroad ties, are now being cut of the larger sizes. Now, in re-
gard to the chemical utilization of this waste, I believe it is along
this line that the greatest hope lies, that the greatest progress is
going to be made. At the present time a most beautiful avenue of
outlet is the manufacture of this material into paper. Long leaf
pine, in fact any of the Southern pine, makes a splendid grade of
the strong brown wrapping paper known to the trade as Kraft
paper. Kraft means strength. In the mills of the South they are
making paper from pine with more or less success, and now, due
to the war price of paper, this paper is selling for $120 a ton, and Southern Pine
they are making pretty good money. We are trying on a number
of experiments with this Kraft paper from pine, and have suc-
ceeded in a small way in making a paper that is about sixty per
cent stronger than even the best Kraft paper now being made by
any of these Southern mills ; and I hope before Christmas we will

80

SELLING LUMBER

Turpentine
and Rosin

Possibilities
in Ethyl
Alcohol

have demonstrated these papers on a commercial scale, in co-opera-
tion with one of the Southern mills with which we are now work-
ing. There is a tremendous opportunity for manufacturers to make
Kraft paper from Southern pine waste. Raw pulp is being shipped
from Norway by steamer to New York City and hauled by rail
to Chicago and then on local freight to Wisconsin and there being
manufactured. It grieves me to know that eighty per cent of the
wrapping paper used in Brazil and Argentina and other South
American countries comes from Germany, and we have the finest
material for wrapping paper in the world. I believe this is a great
opportunity to convert a large proportion or this waste into this
particular product — Kraft wrapping paper.

Then there are two other lines, proceeding from the distilla-
tion, largely, of stumps — turpentine and rosin. Just before I left
I had the pleasure of talking to some Milwaukee capitalists in re-
gard to the operation of two plants in the South for making turpen-
tine and rosin. They told me that even with the very low prices
that have been prevailing they have been able to make a good
profit on their investment and they are now considering the in-
stallation of five more plants, to be erected in the Florida territory.

The third product which is now being made commercially from
wood waste is ethyl alcohol — grain alcohol. One company that I
know of that is doing that successfully is the Du Pont Powder
Company at Georgetown, South Carolina. They are turning out
this ethyl alcohol which had formerly been dissipated in smoke.
And now we are operating with the Foreign Products Company in
regard to the Fullerton plant; and you know those very extensive
alcohol plants at Fullerton, Indiana, never made any money up to
date ; but I believe, within a year that plant is going to be put on an
operating basis and is going to pay and that we are going to see the
installation of quite a number of these grain alcohol plants, not only
in the South, but in the northwest territory, up in Idaho, Montana,
and the Pacific Northwest. It is a tremendous field for the manu-
facturer of this ethyl or grain alcohol from this waste. The total
chemical utilization of Southern pine waste now amounts to only
250,000 gallons — an insignificant item.

I want to show you a product that is being made from this
waste, not only on a laboratory scale, but on a commercial scale ;
and right here I would like to interject one remark, so that I will
not be misunderstood : It is one period of our organization

SELLING LUMBER

81

Wall Board
Made of
Wood

activities to work out a thing on a laboratory scale, and then we

go ahead and show it can be done commercially. The first step,

of course, is to work it out in the laboratory, get your data, and

then co-operate with some commercial concern that manufactures

some similar product on a large scale, and test out the ideas for ** ow th^

commercial work. Now, this satchel I have here, except for the ice Experts"

corners, is made out of wood. I paid a dollar for it. Before the

war I bought it for fifty cents. Since the war the price of all

paper products has gone up tremendously.

A product you are very familiar with, no doubt, is wall board.
I have several different kinds of wall board that can be made
from wood 'waste. Here is one that is extraordinarily light —
lighter than cork. That is being used extensively. Here' is a
board that is much heavier — very strong and stiff. There is a
wall board made from wood waste, absolutely fireproof. This
particular product goes largely into the construction of sailing ves-
sels, because of its lightness and fire resistance. It is used in
building ceilings and partitions of sailing vessels.

Here is a new use of wall board which is coming into rather
extensive use — making blackboards out of this wall board. It
is nothing but wood, ground up fine, run over a machine and,
pressed into a board, and then covered with a light crushed stone,
which is rolled in. And they make this in dull green, which is
claimed to have a more soothing effect on the eyes of the school
children than black. It is being used quite extensively.

To show you the extent to which some of the manufacturers
of these products go, I show you this, which you readily recognize,
and which is being distributed to a lot of the hotels in the United
States, to hang up your coat in the hotel, and really is meeting
with quite a favorable reception.

Now, here is some of this class of wrapping paper that we
made ourselves from long leaf pine. This particular quality I
have here is considerably stronger than the best grade of wrap-
ping paper that is now being made in the United States, and com-
pares very favorably with the best grade of wrapping paper made
in the world.

Here is twine made out of one hundred per cent wood. This
twine is now being experimented with by your Association for
tying up lath and other products, in place of sisal twine which, as
you know, comes from Mexico. If we can make out of this

82

SELLING LUMBER

Twine Made
from Wood
Waste

A Variety of
Novel Uses
for Wood
Waste

Southern pine waste a twine which would replace sisal, there is
enough business in that line alone to keep thirty good sized mills
running day and night throughout the year. That is only one article
that could be substituted for the twine, the raw material of which
now comes entirely from Mexico.

Here is another product, a pine product, which has been used
for wrapping wool. That is one hundred per cent wood. Ninety
per cent of the wool that is now being rolled west of the Mis-
sissippi is baled with twine made absolutely from wood.

Then we are making rope. This particular piece of log-
line was trailed through the seas for eight thousand miles. Here
is a rope made entirely — I believe it is sash cord — instead of
being made from cotton, this has been made out of wood.

Here is a different kind of pine product — \voven. We have
been commercially showing girls how to make baskets and other
household articles, rather artistically.

Here is another product made entirely out of wood. The
idea is to fill that up with milk and after using it you can throw
the bottle away. The glass milk bottle is a very big item to the
man who wants to get away from it.

There is a sausage. The casing is made entirely out of wood
—100 per cent wood.

Here is a brand new product that has only been on the
market about a year. It does not look much like wood, does it?
That product is being made to take the place of celluloid in the
manufacture of photographic films ; also to wrap up candy. Very
interesting. All wood.

There is another product — that is all wood, from here to here
(a stocking). Here is cotton, and here is cotton, and here is cot-
ton, but the rest is all wood. It is what is known as artificial
silk. Maybe some of you have them on now. They are a good
article.

Here is a silk cloth, made of two different kinds of wood —
100 per cent wood.

A Voice: Where is that manufactured?

Mr. Weiss: Pennsylvania.

A Voice: What kind of wood is the sock made of?

Mr. Weiss: Made out of any kind of wood, but they are
using mostly hemlock and spruce, because most of those plants
are up in the north.

SELLING LUMBER

83

A Voice: Will that stocking turn yellow?

Mr. Weiss : No.

I have a product here that is not made in the United States,
but I won't show it to you because all of you have heard about the
British blockade to starve out the Germans in connection with
making gun cotton. According to the newspapers all the British
ever had to do was to keep Germany from getting American cot-
ton and after a while they would run out of ammunition. That
is all poppy-cock. The Germans got busy with their wonderful
skill and appreciation of organized industrial effort, and where
did they go for a substitute for cotton? They went to the forests,
the very product we are all interested in ; and cotton is now being
made by the Germans out of the spruce and pine of the forests
that grow in the southern part of Germany. That product is no
joke, not only in making gun cotton, but also in bandaging the
wounds of the soldiers.

Here is another product which is made in Norway. Now,
unfortunately, most of these things are made abroad, and it will
be exceedingly difficult for us to get any information regarding,
them, not only on account of the war, but because the concerns
that are making these things are keeping it just as secret as they
can.

Here is a sack 100 per cent wood. That bag is coming into
this country. It is, I am glad to say, an American product. They
are shipping ore from Chili into this country now in bags 'made
out of this material.

Here is a sack, a Norwegian product, 100 per cent wood-
made in Norway. A very strong, tough, durable mesh.

Here is an American product — a coffee bag, a good deal like
that bag there, only you notice it has been washed or treated to
close up the mesh, so that it is absolutely impervious to air, so
that the aroma of the coffee will not escape. That is all wood.

A Voice : What is the comparative cost ?

Mr. Weiss : It is about the same, because we don't lower the
price; don't have to.

Here is another product. This is a piece of linoleum made
out of wood fiber and boiled linseed oil. .Wood fiber is rolled
between steel plates and then oiled with linseed oil.

We' have here another American product ; it is a cloth made
out of maple. It is already in use. Marshall Field & Company

Wood a
Substitute
for Cotton

Rugs and
Linoleum
from Wood
Fiber

84

SELLING LUMBER

Co-Operation
in Extending
the Uses
of Wood

New Speci-
fications for
Wooden
Boxes

told me that they tested the material before they sold it, as they
want to have confidence in their goods. They told me it cost
about half as much to get a good sized rug out of this material.
Long leaf pine will make a wonderful quality of fiber rug. (Ap-
plause.)

A Voice: What do you call that?

Mr. Weiss: We call it sylome.

Now, with these in mind, I have written down a few sugges-
tions which I am very glad to offer you for what they are worth ;
and I tried to make these suggestions so that they will reduce to a
minimum the expense of the manufacture of lumber. In the first
place I believe that there will be a much closer and real co-
operation between the lumber manufacturer, the lumber salesmen
and various technical organizations throughout the United States.
We ought to be on a better working basis. I was astonished,
when I was appointed and took charge of the work at the Madison
plant, by the tremendous variety of the products that can be
made from wood ; and they are running into new ones all the
,time. We had several of the gentlemen from the Yellow Pine
Association at our place the other day and we fed them on
biscuit made of baking powder made from pine from Australia.
I believe we need this closer co-operation. We have simply got
to work in co-operation with industrial concerns. I want to call
your attention to a few things that our own organization has
done to help out the cause of lumber. As you know, there has
been a tremendous dye shortage in this country, and we discovered
that a little tree known as the osage orange, which grows largely
in Oklahoma, contained a yellow dye, which on test we found
compared very favorably with the dye obtained from Mexico. We
took this up with two of the large extract houses in the East, and
they are now extracting from this wood $800,000 worth of dye.

We have men at Atlantic City now working with the Amer-
ican Society for Testing Materials and drafting new specifications
for wooden boxes, to co-operate with the National Box Manu-
facturing Association. Now, here is an interesting thing that has
been brought to light. Instead of putting five nails on the end
of the box, if we put in seven nails — two more nails — we figure
we increase the strength of the box 300 per cent — that little sim-
ple innovation. There has been a redraft of specifications for
two types of boxes, number three canned goods, and an iron-

SELLINGLUMBER 85

bound box, and those are now being considered by the society,
and there will be incorporated in the rules of the Interstate Com-
merce Commission these specifications, the idea being to decrease
this loss of thirty or forty millions a year which the railroads
claim they have to pay because of the inadequate boxing of
goods.

My second suggestion, that I would like to see worked out,
is that the manufacturers of lumber ought to co-operate more
closely with the manufacturers of wood working machinery. The
great problem in trying to use wood waste in the manufacture of
these mechanical products is that there is too much handling.
You have got to handle it piece by piece. You have got to get
away from that. It has to be done mechanically. Three years ago
at Port Arthur, Texas, cans were made out of sheet tin. The
sheet tin went in as tin at one end and came out cans at the
other end, labeled. We have got to work out something of that xooMuch
kind, to work out the utilization of wood. And I know the wood Handling
machinery concerns would be glad to have much closer co- Manufacture
operation from lumber men than they are now getting, to try to
perfect their machinery. A few days, ago I was in a large plant
where they had developed a new type of planing machine. This
machine occupied much less space in the room and the boards
went through in much less time, and the beauty of it is, they were
absolutely smooth. There is a tremendous amount of work to
be done along that line, and I believe if you manufacturers would
co-operate more with these wood working concerns, it would
increase the chances of wood utilization in the manufacture of
good articles.

A third point that occurred to me is that very few salesmen
know just how boards are actually used in these wood working
factories. The reason that you don't is that you haven't gone
into the wood working factories and seen how the boards are
cut up into various products. If you have, you are the exception. Salesmen
I have found very few salesmen in my experience who have ever Should Study
gone into a wood working factory and seen how the boards are
cut up, and they can't believe that the average length of a board
in use is about four feet — not twelve or sixteen feet; but taking
the average, the used length is about four feet, as near as we can
estimate it.

86

SELLING LUMBER

The Govern-
ment's Wood-
working
Exchange

Study of

Cost-Keeping

Systems

Co-Operation
the Keynote

The Forest Service has established in Washington, D. C,
what is called the Woodworking Exchange. The idea is to get
all of the people who utilize waste on the one hand, and all the
people who have waste to sell on the other hand, and try to get
them together to the commercial advantage of both. I believe
that a similar activity on the part of the various lumber associa-
tions would result in great good. In spite of the fact that we
have perfected the methods of manufacturing lumber, I have
seen thousands of feet of lumber absolutely destroyed, due to im-
perfect or improper manufacture. Those things can be over-
come by a more careful manufacturing of lumber. (Applause.)

Another point: A uniform cost keeping system is very
essential. We have here an analysis of the cost of manufacturing
lumber. I don't know on what it is based. But we have gone
into some mills and made what we call analyses. For example,
on a band saw we put a stop on the thing and found out how
long it would take to make lumber out of a log, and then on
another log. To make a long story short, it costs about one-half
to one-third as much to saw lumber from a big log as it does
a little log — I mean, actual milling cost ; and that is something
that is seen throughout all woodworking operations. The paper
fellows can make paper out of logs four inches in diameter, and
you would have the dickens of a time sawing lumber out of that
stuff ; and you can make money out of big logs. Now, if we can
get the unit cost of operation in these various systems of opera-
tion, we can utilize lumber that is now being absolutely lost.

The last suggestion is that you ought to patronize home in-
dustry. Take the question of the wooden bags. You ought to
encourage the use of wooden bags wherever you can. You ought
to buy artificial silk socks whenever you get the chance. You
ought to use this paper and string wherever you get the chance.
They are good products ; they are all genuine articles. They are
going to do a whole lot for these industries throughout the United
States that are struggling right now.

Now, gentlemen, in conclusion, you will note that all through
this paper the keynote of my remarks centers around one word,
and that is "Co-operation." I believe there are enough organi-
zations in existence and if we can get together and work to a
common point, there will result a tremendous gain. But we must
have co-operation. It is only savages and barbarians that don't

SELLINGLUMBER, 87

co-operate, and therefore I strongly believe in association activity.
These things are too extensive, and these things are too compli-
cated to work out individually, each man for himself. And I
would like to see the Southern Pine Association continue to ex-
pand, and to extend its energies in co-operation as it has in the
last few years, and I believe we are going to help put lumber
through the difficulties it is going to have in trying to get on its
feet, and to compel the public to show a respect for wood, which
I am sorry to say is not in evidence at this time. (Applause.)

The Chairman : Gentlemen, we have just two more addresses
on the program this morning. As I mentioned when we opened
this meeting, we are going to endeavor to throw practically all
of the time this afternoon to discussion of questions. I wish to
ask that you all remain for the balance of the program this morn-
ing, because we have one man who is going to handle a very
important topic, that is, advertising; and another, General Boyle,
who. has a message to give you from the legal department of
the Southern Pine Association, and also a message to you as a
salesman. It is my very great pleasure now to introduce to you
Mr. Hugh McVey, business manager of "Successful Farming."
Mr. McVey's magazine is one of the largest farm magazines in
this country, a magazine which has carried a great deal of South-
ern Pine advertising, and I can say it has given us very good
results. Mr. McVey. (Applause.)

(Mr. McVey's speech will be found on page 253).

The Chairman : Gentlemen,, in response to many urgent
telegrams General Boyle has been able to arrange his engage-
ments so as to be with us today. I don't think that I can say
anything that would give you any measureable idea of the ability
or earnestness of Mr. Boyle or of the importance of the work
that he is endeavoring to do for the yellow pine industry. I will Introducing
simply introduce General Boyle to you as the special counsel of Boyle
the Southern Pine Association, now interested in matters being
laid before the Federal Trade Commission. General Boyle !
(Applause.)

(Mr. Boyle's address will be found on page 347).

The Chairman: Please be prompt this afternoon. We
want to go into the discussion very thoroughly. We will stand
adjourned until 2 o'clock.

At this point at 12 :30 o'clock p. m., the school took a recess
until 2 o'clock p. m. of the same day.

SELLING LUMBER

Turpentining
Does Not
Weaken
Wood

Creosoted
Silos Do
Not Injure
Feed

The Life of
a Heart Pine
Shingle

WEDNESDAY, JUNE 28TH, 1916— AFTERNOON SESSION.

At 2 o'clock p. m. the meeting was called to order by Mr.
Harry T. Kendall, chairman.

The Chairman : It is going to be necessary, gentlemen, for
Dr. von Schrenk and Mr. Sterling to leave the meeting early
today to fill some engagements they have. I am going to ask
Dr. von Schrenk to read a few of the questions he has, and
answer them. Mr. Sterling has only one question that has been
referred to him. Now, in case any other questions occur to you,
gentlemen, that we might properly ask either Dr. von Schrenk
or Mr. Sterling, I wish you would present them. Dr. von
Schrenk !

Dr. von Schrenk : The question is asked : 'Ts the strength
of pine lumber affected, when tapped for turpentine?"

The answer to that is, that it is not. Turpentine or rosin in
a pine tree is an excreted product. In other words, it is a
product that is formed by the pine tree as a result of the growth,
which the pine tree, so to speak, wants to get rid of. It is
produced in resin canals, and when the tapping operation takes
place the only rosin or turpentine which flows from the tree
comes out of the sap wood. No turpentine ever forms from
heart wood. So the presence or absence of turpentine in the
timber has no significance as far as its strength is concerned.
That has been demonstrated very thoroughly by a great many
tests which were made years ago by the United States Forest
Service, and has since that time been substantiated time and again.

"Does creosoted silo stock cause the ensilage to become
poisonous and injurious to the stock?"

It does not. Practically all authorities on ensilage deal
very thoroughly with that particular phase. A great many
creosoted silos have been used in various parts of the country
and the cattle seem to take the ensilage right close up to the
creosoted side, just as readily as from the center itself.

"How long will a heart-sawn pine shingle last?"

That depends. It will last anywhere from two to forty
years, depending upon the conditions in which it is placed, the
character of sawing, the amount of rainfall in a particular region.
It is practically impossible to give that a definite or specific
answer. Under ordinary circumstances I should say, ten or
twelve years would be a very fair estimate; but that should not
preclude its lasting very much longer, or very much shorter.

SELLINGLUMBER 89

"Is the growth of a tree from the outside alone? If so,
what turns the coarse-grained sapling into a close-grained virgin
tree?"

The growth of a tree is always upon the outside ; that is,
it takes place between the very inner portion of bark and the
wood. Now, the rate of growth of practically all of the pines is
determined by two factors : First, there is a certain periodicity,
which is annual; and in the second place, by soil conditions, and
by the two factors of the amount of annual rainfall and the wind
velocity. A pine sapling usually starts under conditions where
there is plenty of light, the trees not shading each other, and
where they are not subject to the wind stresses. They usually
have plenty of rainfall and the result is they generally make, in
periods from seven to seventeen years, a rather rapid rate of The Tree
growth. Then, almost invariably, irrespective of moisture con- Grows on
ditions or other factors, they will start to slow down; and par-
ticularly where they grow close, with other trees close to them,
they tend to develop a crown high up in the air; and the result
is the growth will slow down and for the next twenty, thirty or
forty years or more the growth per year will be very small, and
consequently will make very fine rings on the tree. That is not
always the case. The exceptions are, trees in an open field,
old field pine, or rosemary, which will make very rapid growth
for forty or fifty years, due to the fact that they have no com-
petition for light and air.

"What is the meaning of a specification which reads, 'All
timber used must be long leaf yellow pine or Douglas fir, con-
forming to the standard heart specification'?"

That is a specification which I recognize is found very fre-
quently in both architectural and engineering contracts. If I
should interpret that I would say that the standard heart specifica-
tion refers to the standard adopted by some national technical
organization. The only two that really have adopted any standard
heart specification are the American Railway Engineering Asso- The "Standard
ciation, and the American Society for Testing Materials, and they
usually mean 70 to 85 per cent heart, depending upon the class of
timber to be used. In other words, they will allow a higher
percentage of sap in struts than they will in stringers and caps,
but will even require 85 to 95 per cent heart.

90

SELLING LUMBER

Creosoted
Lumber Less
Liable to
Shrink

Comparative
Strength
of Fir and
Yellow Pine

The Chairman : Are there any questions you wish to ask
the doctor before he leaves the platform?

Mr. Christy: Is creosoted lumber for silos less liable to
shrink or warp?

Dr. von Schrenk : Yes, it is, on account of the fact that
every pound of creosote that is injected into the timber increases
its water-proofing power. A small amount would increase it only
to a certain extent. A larger amount, like fifteen or eighteen
pounds of creosote, would water-proof it very much more, and
that of course would reduce its tendency to warp or shrink, to
that extent.

The Chairman: May I ask a question, Doctor? Does the
treatment of yellow pine or any other wood for silo purposes
injure the ensilage?

Dr. von Schrenk : No, it does not. I think I answered that
fully.

Mr. Hervey : What is the comparative strength of fir and
long leaf yellow pine?

Dr. von Schrenk : In general it might be said that grade
for grade it is six of one, and half a dozen to the other. There
has been a good deal of discussion, through misinterpretation of
strength figures for yellow pine and Douglas fir. Some yellow
pine man will start out and say that yellow pine is stronger than
fir; and the fir man comes back and says, "You are another.
Fir is stronger than yellow pine." Now, the safe course to be
taken — perhaps I can explain that in a very few words — all
timber varies in strength according to a well known mathematical
formula. For instance, long leaf yellow pine might have a
modulus of rupture, one of the strength factors, running from
seven to fourteen thousand pounds. If you test a sufficiently
large number of pieces of pine you will find the strength all the
way in between, but you will find a great majority of them will
be somewhere in the middle — ten or eleven thousand pounds — •
taking those not as absolute figures, but simply as an illustration.
It will do the same thing with Douglas fir, and you will find
almost the same kind of curve, or the same kind of distribution
of strength. Consequently it is easy enough for anybody to pick
up a piece of yellow pine and say it is very much stronger than a
piece of Douglas fir, arid vice versa. But if you have the two
together, practically graded under the new density rule, you will

SELLING LUMBER

91

find you will be perfectly safe in a statement that grade^ for
grade the high grade piece of yellow pine will be just as strong
as the high grade piece of Douglas fir, and the high grade piece
of Douglas fir will be just as strong as the high grade piece
of yellow pine.

Mr. Woodhead : I would like to know what grade of Doug-
las fir corresponds to 90 per cent heart long leaf?

Dr. von Schrenk : I don't think there is any such grade.

Mr. Woodhead: No; I don't think there is.

Dr. von Schrenk : There is no such grade at all on account
of the fact that the rules under which fir has been sold have
been so different from those of pine. The Douglas fir manu-
facturers will hold a meeting in Seattle, under the auspices of
our committee, a month from now, and they are now formulating
a set of rules which will be practically identical with those recently
adopted by the Southern Pine Association, which will very accu-
rately define that grade.

Mr. Woodhead: They haven't any at the present time?

Dr. von Schrenk : No, not that I know of.

Mr. Gray: What is the average price per thousand feet of
creosoting lumber?

Dr. von Schrenk : That will vary very much, according to
the amount of oil that is injected per cubic foot. The price of
creosoting is determined by the method of operating and the
amount of preservative. Taking an average standard, say fifteen
pounds of creosote per cubic foot, and an average plant, you can
figure it will cost from $13 to $20 per thousand, depending upon
the initial cost of oil. If you use one of the economical practices
it may run down as low as $8 per thousand.

The Chairman: Any other questions, gentlemen?

Mr. Woodhead: I would like to make a little explanation
in regard to the standard heart specifications. Several of the
gentlemen here have asked me to speak in regard to it, and I
want to say, for the information of those gentlemen and perhaps
others, that in Texas and Louisiana for many years there was a
standard specification of long leaf timber called standard heart,
and it had a specific application as to what it was. It admitted
of an inch of sap on two corners the full length of the piece or
an inch and a half of sap on one corner the full length. That
was called standard heart and was used by those mills in Louis-

iDouglas Fir
to Have
Density Rules

Cost of

Creosoting

Lumber

"Standard
Heart" in
the South

92

SELLING LUMBER

A Railway

"Heart"

Specification

Douglas Fir
and Long Leaf
Pine on an
Equal Basis

' and Texas, oh, I suppose, for twenty years, and there are
many there today that will ship you timber on that specification
without asking a question about it. Of course, I understand that
under the new rules and specifications we are working under that
that is now an obsolete specification; but that was a standard
specification down there for many years.

Dr. von Schrenk : You are entirely correct in that; and
so far from being obsolete, it may be obsolete with the mills, but
it certainly is not obsolete with the engineering concerns.

Mr. Woodhead : I judged from your remarks it was, but I
don't know of my own knowledge.

Dr. von Schrenk : No. You remember, I tried at least to
specifically except the two rules made by the American Railway
Engineering Association and the American Society for Testing
Material. For instance, the standard grade for the American
Railway Engineering Society, I believe the term is standard heart
grade, after specifying dense and sound pine, which of course
does not relate to the grade, then they have a grade, standard
heart grade, which means 85 per cent heart and defines how the
sap shall be — the inches on corners ; or 75 per cent for posts and
struts. The term is actually in use today, and more and more
railways every day are adopting it.

The Chairman: Any other questions, gentlemen?

Mr. Ash : Now, on the question of this specification which
was read, where it said long leaf yellow pine standard heart;
where it read, Douglas fir or long leaf yellow pine — I think that
is the way the question read: Now, then, would a salesman
understand that those standard heart specifications would have to
apply to Douglas fir? I think that was the object of the ques-
tion. And if they do, what did the architect mean when he wrote
that?

Dr. von Schrenk : The reason why those two woods have
probably been coupled together in that standard heart grade is
that the two technical bodies I spoke of made no distinction in
their use for stringers, caps, sills, struts and girders between long
leaf yellow pine and Douglas fir, because of the equality in
strength. They said, for instance, at the head of the specification
for stringers, "May be either long leaf pine or Douglas fir," and
then the next paragraph will give two grades; one is called, I
believe, standard heart grade, and the other is called standard

SELLING LUMBER

93

grade; but the standard heart grade makes distinct specification
as to the heart and sap which apply equally to Douglas fir or
long leaf yellow pine. A man, in other words, may furnish either,
according to the option of the engineer who calls for the requisi-
tion.

Mr. Ash : Then there is a standard grade covering Douglas
fir?

Dr. von Schrenk : There is a standard grade covering
Douglas fir, as far as the engineering bodies are concerned ; but
the Douglas fir people never accepted that, and that is what is
creating a great deal of discussion at the present time, and caused
their recent action, because so much of the Douglas fir was
being objected to for that reason.

Mr. Moss: I would like to ask the Doctor, what is the
relative strength of long and short leaf dimension, and if there
is any real basis for the prejudice which 'exists in some sections
of the country against the use of short leaf pine?

Dr. von Schrenk : Well, that is a pretty hard question to
answer, because the two overlap. The chances are going to be
that the long leaf dimension is going to exceed in strength, when
you take it as a whole, short leaf dimension; because the mere
fact that this new designation does not necessarily change the
strength value of the botanical species, as a general rule it means,
cut from long leaf pine, whether it be stringers, or two-by-fours,
or whatever the character of the product may be. It will, as an
average, be stronger than those either of short leaf or of loblolly.

The Chairman: Any other discussion, gentlemen? Mr.
Sterling is here, and Mr. Sterling has one question which has
been referred to him. He is going to answer it, and if any of you
have any other questions you would like to put to Mr. Sterling
while he is on the platform we would be very glad to have you
do so.

Mr. Sterling: As a matter of fact, there are several ques-
tions here, but I am not going to tackle them all.

"Question : What are the chief talking points on wood when
in competition with" — and then there are several kinds of material.

Metal lath. I should say that metal lath is getting into a
competitive class where they are not in all cases very well pre-
pared to urge its merits in competition with wooden lath. The
greatest drawback to metal lath which I know of personally is

Long Leaf
and

Short Leaf
Dimension

The Talking
Points of
Wood in
Competition
with
Substitutes

SELLING LUMBER

when used on the outside for structural purposes that it rusts.
I had occasion last winter to look at a lot of engineering records
on the use of metal lath back of stucco or plaster, and they
found it lasts all the way from eighteen months up to nine years,
but in most cases it failed from rust within a very short period,
making it impracticable.

Another one on the list here is metal ceiling and lining. It
seems to me that there are two or three very good arguments for
wood in competition with metal ceiling. One is, there is nothing
uglier in the world than this metal ceiling. Another is that even
for cheap and temporary construction you can ship one-inch
stocks, if they want character or quality in a room.

Paper roofing is also on this list. Paper roofing is being
used for some purposes. If you have a shed with a flat roof
you would probably put paper roofing on it. If you had a roof
of a house where you wanted beauty and economy and non-
conductivity of heat you would put on a shingle roof. That ques-
tion of paper roofing is one which we must decide according to
the facts and the conditions.

I just want to draw a couple of conclusions from this, if I
may?

The Chairman : Certainly.

Mr. Sterling: One is, that on a lot of questions of this
kind, I don't think the lumber industry as a whole is in very
good shape to answer, in the same way that our competitors
would answer them, because lumber has not been considered a
material which needed research. Our competitors probably know
more about our material because they have delved into it. Now,
we salesmen have got to delve into these other questions and
know absolutely why a certain material is better, or why it is
not better. That is all, I think.

The Chairman : Any questions you wish to ask ?

Mr. Williamson : As a general rule, I would like to know
Comparative the life of the three kinds of lumber that is most generally used
L?fe?f ky railroads in this country — fir, spruce and long leaf pine ; which

Woods has the longest life?

Mr. Sterling: That is a matter of conditions, largely. Under
conditions favorable to decay, why heart spruce would probably
have the longest life; but, as I say, it is all a matter of place
and time and use.

SELLING LUMBER

95

The Chairman : Any other questions, gentlemen ?

Mr. Lennox: If the speakers in answering those questions
will stand straight, instead of sideways, we could hear them much
better.

The Chairman : Gentlemen, we have a very short formal
program for this afternoon, and we will proceed with that and
then the meeting will be thrown open for general discussion. We
have a great number of questions, we will be glad to consider all
of them, and we will stay here all night, if you will stay with us.
I want to introduce to you a man who is only 85 per cent efficient.
He has got a very lengthy paper, but after discovering he was
only 85 per cent efficient, the committee persuaded him to have the
speech put in the printed record and to give you a short talk on
his subject, I am glad to introduce to you Mr. Ben S. Wood-
head, our very amiable subject of yesterday afternoon. (Ap-
plause.)

(Mr. Woodhead's paper in full will be found on page 262).

The Chairman : We feel exceedingly complimented in being
able to place the next speaker on the program. I believe that it
is entirely unnecessary for me to attempt to introduce him. He is
one of the outstanding figures in the lumber world, and he enjoys
a reputation not common among lumber men — a national reputa-
tion outside of the lumber industry. I am very glad to introduce
you to Capt. J. B. White, president of the Missouri Lumber and
Land Exchange, of Kansas City. (Applause.)

(Captain White's speech in full will be found on page 340).

The Chairman: Gentlemen, the meeting will now be opened
to the discussion of questions of new business that may be pre-
sented to the meeting. And as we have so many questions, some-
thing over 140 or 150, some of which no one in the audience or
on the committee would attempt to answer on short notice, I am
going to throw the meeting open and let the questions be asked
and discussed generally — Mr. Snell, have you something that you
wish to bring up?

Mr. Snell: Gentlemen: Something which I desire to bring
before this meeting today is a subject which has already been
inserted into the meeting twice — once this morning by General
Boyle, and this afternoon by Captain White. This is the subject
of the transit car movement. Now, the transportation committee

Introducing
Capt. J. B.
White

The General

Discussion

Begins

96 SELLINGLUMBER

of the Southern Pine Association has this matter in hand, and is
discussing it and is looking for light. From the expressions that
I have heard here this morning, I would naturally conclude that
all of the people here have decided that there was only one side to
. this question. But there are more sides. Before I came here
Car Shipments today I had analyzed the question into four sides. There is the
manufacturer's side, there is the consumer's side, there is the
carrier's side, and there is the wholesaler's side — that is four. But
since I have come here today, I have decided that there is a fifth
side, and that is the salesman's side.

Now, the object of Vie Southern Pine Association, its em-
blem and its motto is Service. Service does not mean good for
me, or good for you, but it means the greatest good to the greatest
number, all over this country of ours.

Now, this question of the shipment of lumber primarily for
reconsignment, that is the shipping of lumber before it is sold,
is the question. The transportation committee, some of them, a
short time ago, were of the opinion that it was a subject that
couldn't be touched by the Association, but I think they have seen
the light, and I believe the transportation committee at this time is
unanimously of the opinion that it would be beneficial to the lumber
interests of this country to do away with the transit car shipment.
And it is the intention of the Association to take up this question,
and when it is decided that it is for the greatest good of the
greatest number of people in the nation, that we won't have any
more of this transit car proposition. Then the Association will
make itself its brother's keeper, and we are going to look after
the members of the Association who, Captain White says, put this
lumber in transit. And I would like to hear a discussion upon it
simply to get light on it. I would like to find out how the salesmen
here who meet the trade, think of it and hear them tell what effect
it has upon their business ; and what the general consumer or buyer
of lumber thinks of the transit car proposition.

The Chairman: Gentlemen, you have heard the statement of
Mr. Snell. I would be glad to have any of you discuss it. (Pauses
for several moments.) From the energetic applause we heard this
morning and again this afternoon I thought that subject was very
near your hearts — Mr. Heyl.

Mr. Heyl : I was in Towa about a month ago and a lumber
dealer in that town had asked me for a price on some stuff which he

SELLING LUMBER

97

wanted; and he said, "Well, I have not opened up my mail yet. I
have got a lot of transit cars there. Let's open it up and see what
those fellows have done." He opened his mail and in that morn-
ing's mail there were 469 transit cars, most of them B stock. But
there was enough to stock a dozen lumber yards ; and there were
five concerns listing 469 cars, and all of them at prices anywhere
from two dollars to three dollars less than I had on my list. I
didn't sell him the B stock.

A Voice : Who were the shippers ?

Mr. Heyl : Who were the shippers ? Do you want to know ?

The Chairman : No, I think not.

A Voice : Let's have it. Come on !

The Chairman : No. We will discuss this proposition only
from a general standpoint.

Mr. Houston : I believe that it is the opinion of 98 per cent of
the retailers that it hurts their business as much as it does the whole-
saler— that is, the manufacturer ; and that they would like to see
the transit shipments done away with equally as well as the manu-
facturer. As far as the effect is concerned, there is no question
but that the transit shipment puts the legitimate salesman out of
business (Applause).

Mr. Marshall : Mr. Chairman, I believe that this transit car
business has always been a source of one of the greatest annoyances
that the salesman has met; but it has been worse in the last six
months than we have ever encountered before, and seemingly
partly due to the avarice of the manufacturer. Last fall we knew
that the advances were natural and normal, but when prices were
continued to be advanced after the natural causes were removed,
then it was that the dealer turned to something that they could buy
cheaper than trie prices that we were asking for the lumber. They
evidently weren't able to keep the pace, and they turned to these
lower priced cars and the result was, a great many more cars were
placed in transit. As far as the attitude of the customer is con-
cerned, a great many of them are glad to do it, they think that the
stock is about as good as anybody else's stock, and that difference of
two or three dollars, when the stock is such that they could use, has
been a very strong influence with the everyday buyer of lumber.

Mr. Lacy : There is a very prominent retail dealer here in
this audience. We would like to hear what he has to say.

One Day's
List of Tran-
sit Cars

A Majority
of Dealers
Against Tran-
sit Shipments

98

SELLING LUMBER

A Question
for the
Commission

The Cost
of Resawing
Lumber

Mr. Nelson : I think we are wasting our breath over this mat-
ter, because it is a matter for the commission to answer, and it
doesn't make any difference what we say here ; it doesn't make any
difference to the commission.

The Chairman : You understand the reason it was brought
up? Mr. Snell wanted to know what the salesmen thought of the
proposition.

Mr. Nelson: I think the noise they made this morning is
sufficient to show how they feel about it. (Laughter.)

Mr. Seidel: I want to say, from the standpoint of a retailer
in a big city, that I know you can't make any money out of transit
cars. The men that sell in St. Louis and sell to me know that I
have always been against the buying of transit cars. I like to get
what I buy, and I buy in time enough to get the stuff from the mill.
There are times like there were last fall when you get caught up
occasionally and need some cars, and then I buy under protest. I
want to say that the thing that Captain White brought out, if you can
control that, you would never have to worry about your transit cars.
Ordinarily speaking, I would say I can't make any money on transit
car shipment. We have our troubles in cutting, even from the best
of the concerns which are in thorough organization. We have re-
jections out of those cars, in spite of all we can do; and really I
don't like to have a mill invest our surplus account or our treasury
account in stuff they ship, instead of letting me decide that question.
I put my money in stuff that I want. For that reason I can't use
any transit cars, and our company buys very few. I don't think
that we buy ten transit cars in a year (applause).

Mr. Willhite : I think, in protection to the salesman, when the
operators get their stock in such shape that they can give immediate
service to the salesmen it will be one of the most vital points against
the transit car that can be made.

The Chairman : Gentlemen, is there any other discussion ? I
think Mr. Weiss is still in the audience ; if any of you have any
questions you desire to ask him about the paper he read this morn-
ing or the line of thought he brought out, I am sure he would be
glad to answer you — gentlemen, here is a question to start you on :
"What does it cost to re-saw lumber?"

Mr. Boykin : It costs forty-six cents to re-saw ; forty-six cents
per thousand feet.

SELLING LUMBER

99

The Chairman : That figure includes only the mechanical
operation ?

Mr. Boykin: That just includes the mechanical operation. I
cover so many subjects in my paper here you will have to give me
time to look over this paper (examining the paper). The cost of
re-sawing is thirty-seven cents. The re-sawing of any grade of
lumber, with the exception of B and better, unless the stock is well
manufactured degrades the material ; and that is especially so for
number 2 and number 3 re-saw. Furthermore, you encourage the
accumulation of waste, which will amount to at least 25%.

The Chairman : Is Mr. Jones in the audience — Chief Inspector
Jones ?

A Voice : Yes.

The Chairman : There are some questions here that have been
referred to you. If you will come up, we will be glad to give them
to you. Here is a question I would like Mr. Nelson to answer :
"Why is flooring standard matched ?"

Mr. Nelson : It is standard matched by request of the con-
sumer. The fact that lumber expands and contracts to the extent
of iroisture that is absorbed in it causes — it is not uniform. It may
shrink more on one face than on the other; and if it is matched
square jointed, it is liable to swell more on the back side of the
flooring, so that when you lay it and try to match it up it leaves
an opening on the face side ; but if it is cut bevelled it enables the
carpenter to lay it up close ; no matter how much it should expand
on the back side.

The Chairman : Mr. Jones, the chief inspector of the Asso-
ciation, was to read a paper on the density rule he has prepared.
It is a very elaborate paper and will be printed in the record. Un-
fortunately, we are pressed so much for time we won't have an
opportunity of hearing that paper. But if any of you want to ask
him any questions on the density rule or on the grading rules as
they now stand, he will be very glad to answer them.

(Mr. Jones's paper will be found on page 334).

Mr. Landon : In case of a piece of dimension say sixteen feet
long, that has a defect towards the end, would that be remedied by
cutting off two feet?

Mr. Jones : You mean, in case of an inspection ?

Mr. Landon : Yes.

Why Flooring
Is Standard
Matched

100

SELLING LUMBER

Inspectors
Handle Stock
as They
Find It

Difference in
Value of
Partition and
Flooring

Grooved
Roofing
Worth More
Than Shiplap

Mr. Jones: In case of inspection for the adjustment of a
claim, the inspector is required to handle the stock just as he finds
it. He has no authority whatever to deduct, or cut back and raise
the grade. That is a penalty that is attached to the mill for shipping
lumber that is not properly manufactured — now, while I am here
I will answer these other questions. One question is, "What is the
most serious objections to kiln-drying number 2 common?" My
experience has been that in kiln-drying number 2 common it will
degrade say 40% on account of shakes that open up and knots that
fall out. There are knots that will retain their place in the piece for
all practical purposes if it is air-dried, but if it is kiln-dried they
fall out and reduce the grade to a number 3 or number 4 common
as the case may be.

The next question is, "Why is B and better partition worth at
least two dollars per thousand more than flooring?" In manufac-
turing flooring they only grade one side. They may center match
it, or they may standard match it, but they grade only one side.
The reverse side may be two or three grades lower, in fact, as
they don't pay a great deal of attention to the reverse side of floor-
ing; but in manufacturing partition the reverse side must not be
more than one grade lower. For that reason B and better parti-
tion is worth at least two dollars more than flooring.

"Why is grooved roofing worth more than shiplap at the mill?"
It is a better grade than shiplap'. It doesn't allow any splits ; it
doesn't allow any pith knots or worm holes. It is practically a
water-tight board, which a number 1 common board or shiplap is
not. Number 1 shiplap will admit pith knots or it will admit a split
equal in length to the width of the piece at any point in the piece.
It will admit seasoning checks that go through or show an opening
through, and grooved roofing will not.

The Chairman : Are there any other questions you would like
to ask Mr. Jones, either on the density rule or any other feature of
the grading rules, or the inspection work of the Association, or any-
thing of that character?

Mr. Austin : What percentage of shipment of a mill working
strictly long leaf or cutting strictly long leaf will comply with the
density rule?

Mr. Jones: Well, that is a question that has never been fig-
ured out. 11-^t I know of; but just miking a rough estimate of it I

SELLINGLUMBER 10i

would say that the average long leaf timber, at least 90% of it

would comply with the density rule. That may be over-estimating •

it, but I hardly think so. There may be some sections of long leaf Timber and

yellow pine timber where no more than 50% of it would meet the j^le ensity

requirements of the density rule ; but I think, taking it as a whole,

that at least 90% of it will entirely meet the requirements of the

density rule.

The Chairman : Any other questions, gentlemen ?

Mr. Franke: The grading rules say that B and better finish
will admit of slight or minor seasoning checks. What is meant by
slight or minor ?

Mr. Jones : Small checks.

Mr. Franke: How small?

Mr. Jones : Seasoning checks going through the board are not
admitted in B and better finish. Now, on the question of small
seasoning checks, or the size of the seasoning check, it is generally The Meaning
understood among the inspection force that seasoning checks that gga^|^'
have very little, if any, openings and are eight to ten inches long, are Checks
considered small seasoning checks provided there are not too many
of them.

The number of seasoning checks in connection with the other
defects would have to govern in those cases.

Mr. Franke: In case it does, go through, how many grades
will it be reduced ?

Mr. Jones : Seasoning checks that are known to go through
will not be admitted in a grade higher than number 1 common
board. You may see a seasoning check on both sides of the piece,
and it be not too serious to be admitted in a C finish, yet we would
not be positive in our statement that the seasoning check went
through, because the condition that caused it to check on one side
would likely cause it to check on the opposite side as well. There-
fore, unless it is known to be through, or shows some opening
through the board, we. can't say that it is a through seasoning check.
If it is a through seasoning check it goes no higher than a number
1 common board.

Mr. Brooks: I want to know, in the matter of grading lum- Grading
ber, dimension No. 1 and No. 2, I want to know how crooked it can
be for No. 1, and how crooked can it be for No. 2 to pass, under
the rules?

102 SELLING LUMBER

Mr. Jones : That is a question that cannot be answered in the
abstract. It has never been possible to specify just the amount of
crook that would be admitted in No. 1 common dimension, and yet
be fair to the retailer and to the manufacturer as well, for if the
rules were so worded that they would admit, we will say for illus-
tration, of a one and a half inch crook in a 2 x 4 16. Then I could
put in a one and a half inch crook in a 2 x 4 16 if it had a knot one-
half the c'ross section of the piece at the apex of the crook ; but no
practical inspector would do it, because it would be impossible to
straighten that piece without breaking it. If the rules specified an
inch crook would be allowed, and no more, then if I found a piece
with an inch and a quarter crook and it be absolutely clear, I
couldn't put it in No. 1 common and grade it according to the rule.

Mr. Brooks: Well, where it twists?

Mr. Jones: Where it twists over?

Mr. Brooks : Yes.

Mr. Jones : Well, that is another thing that would have to be
determined upon an examination of the piece. It is not the inten-
tion of the grading committee or the grading rules of the Southern
Pine Association to advocate putting in dimension pieces that are
o? Twists so crooked that they cannot be used with a reasonable exertion, and
the inspectors along the line have instructions to that effect, and
they are also instructing the graders at the mill that way, not to
allow any crooks in No. 1 or even No. 2 dimension that cannot be
used with reasonable exertion, I don't think it would be practicable
to undertake to specify the amount of crook that would be allowed
in any grade, because it is a question that would have to be deter-
mined by the defects that are in the piece — the texture of the wood
and the length of the piece.

Flooring0*^ Mr- Miller: In the matter of mismatched flooring, in the set-

tlement of a complaint, regardless of the amount, what grade should
that be reduced ?

Mr. Jones : That is another question that is hard to answer
in the abstract. There are several stages" of mismatch. The fact
of the matter is that if lumber is not perfectly matched, it is mis-
matched; but slight defects in manufacture that don't prevent its
use without waste would be admitted in a C grade. Stock that is
a little worse mismatched would be admitted in a D grade. But it
could be so badly mismatched that it would not be allowed in even a

SELLINGLUMBER 103

number 2 common, because it could not even be used on flooring.
So that is a question that the amount of mismatch would have to
govern.

Mr. Miller : Isn't the matching of No. 2 and common flooring
supposed to be as good as B and better ?

Mr. Jones : Well, it is supposed to be matched in the same
operation ; yet defects of manufacture are admitted in a higher
grade, so why shouldn't they be allowed in a lower grade?

Mr. Miller: If you have a mismatched lot of No. 2, common Pitch in
flooring., what are you going to do with it?

Mr. Jones : Well, if it is a No. 2 common to start with and
badly mismatched, then it is not No. 2; it is not good enough for
No. 2.

Mr. Lacy : What is the maximum amount of pitch allowed in
C finish, provided it has no other defect except pitch?

Mr. Jones : In what width ? Do you refer to any special
width ?

Mr. Lacy: Well, take twelve inch.

Mr. Jones : Twelve inch ?

Mr. Lacy: Percentage basis is what I mean.

Mr. Jones : Oh, a percentage basis. Well, one standard pitch
streak is 11-1/9 per cent of the face of the board; so in a twelve-
inch board, that would be 33 1/3 per cent of the face of the board,
provided it is in streaks. Now, that doesn't mean solid pitch, but
standard pitch streaks to the amount of 33 1/3 per cent of the face
of the board.

Mr. Lennox : For what purpose can you use mismatched
flooring?

Mr. Jones : Well, it can be used for ordinary flooring. I
have never seen flooring laid yet that was absolutely smooth, unless
it was gone over with a floor scraper after it was put down. Lots
of times the carpenter is not up to his business himself, and doesn't A Use for

put it down properly, even if it is properly matched. So, No. 1 Mis-Matched

,, . j Flooring

common, for instance, that is not the highest grade flooring, and

therefore it could be slightly mismatched and still be as good as No.
1 common flooring, as it would be with the defects admissible in
No. 1.

Mr. Lennox : Take B and better flooring, that cannot be laid?

.104 SELLING LUMBER

Mr. Jones : Well, it would not go in B and better if it is not
properly matched.

Mr. Lennox : What is the retailer to do ?

Mr. Jones : He could only use it for cheaper flooring — a
cheaper grade.

Mr. Austin : WThat percentage of wane is permissible on the
reverse side of B and better car siding? By what rule do they in-
Wane on spect wane on car siding ? What rule governs the inspection of
Car Siding ^yo 2 car siding developed from running No. 1 car siding?

Mr. Jones : There is not supposed to be any wane, according
to the specifications, on the reverse side of B and better car siding.
However, practical grading would allow a small amount of wane
that would not affect the use of the stock. We have sections in
the grading rules which really authorize us to do that. The varia-
tion from any given rules are numerous and suggested by practical
common sense. Now, as to the basis on which No. 2 common car
siding would be graded, we have nothing in any grading rules gov-
erning No. 2 car siding. We have had several requests for inspec-
tion, and we have had to refuse to inspect them until the purchaser
and the shipper might come to some decision between themselves
as to a basis on which they would be willing to have the inspection
made.

Mr. Austin: What basis would you suggest then, Mr. Jones,
to arrive at? Simply sell a man No. 2 car siding, which is just as
standard an item today as No. 2 fencing or No. 2 flooring — what
basis would you suggest ?

Mr. Jones : My suggestion would be that the inspection should
be made on the basis of No. 2 common fencing. Now, if you ask

me why I say that, I will say this : If you will notice the specifica-
A Basis for • / AT , ...

Inspecting tions for No. 1 common car siding, it is identical with the specifica-

Car Siding tions for No. 1 common fencing, so that the droppings from that
should not be any poorer than the droppings would be from running
No. 1 common fencing, and should be graded on the basis of number
2 common fencing.

Mr. Austin: The same would apply to car lining as car
siding?

Mr. Jones : Car lining and roofing is all the same ; applies the
same way.

Mr. Brooks : What is the rule about B and better finish that
is shipped, which has evidently become cupped after it has been

SELLING LUMBER 105

dressed and reaches the customer, and he complains about it, and
your Association inspector is put upon that?

Mr. Jones: There is no fixed rule regarding that. It is a
question of judgment as to the amount of cup and whether it can
be straightened out in using, or not. If it cannot be straightened
out it would be lower in grade.

Mr. Brooks. Suppose he undertakes to straighten those pieces Cupped B

back in a great many instances it would result in a crack ? and Better

Finish
Mr. Jones : Yes ; if it is cupped sufficiently it would split in

undertaking to spring it back.

Mr. Brooks : It is just a question of judgment?

Mr. Jones : It is just a question of judgment and the amount
of the cup.

Mr. Spencer: How much wane, if any, is permissible on the
face side of No. 1 common car siding?

Mr. Jones : According to the rules there is a good deal more
admissible than is allowed by the inspector (laughter). As a rule,
we use our common sense and ignore the rules. I don't believe there
is a mill that could ship car siding according to the specifications in C °*

effect for car siding and get away with it. Therefore the inspector
ignores that portion of it and generally will grant a small amount
of wane on the face side of car siding.

Mr. Van Landingham: On six-inch No. 2 center match, how
much stock would you allow permitting of 25 per cent waste ?

Mr. Jones : We will grade it on the basis of No. 2 common
flooring and allow stock that could be used for a cheap floor by wast-
ing not more than 25 per cent of the length of each piece.

Mr. Van Landingham : Do you know of any mills that figure
it that way ?

Mr. Jones : Yes, I know of a few.

Mr. Miller: I would like to ask — the matter of working 11/16
No. 2 boards, 34 inch, or 11/16, as to whether or not the same
grading applies to that thickness as applies to 13/16?

Mr. Jones : You mean, orders for boards worked 34 inch ?

Mr. Miller : Orders for boards worked 34 inch.

Mr. Jones : The same specifications would apply as if it were
ordered 13/16. The manner of 'working is a matter of preference
to the customer. Therefore he can't expect any different grading.

106

SELLING LUMBER

When Mill
and Dealer
Disagreed

The Salesman
Was the
"Goat"

Mr. Miller
little?

Mr. Jones :
Mr. Miller
Mr. Jones :

As a matter of fact, doesn't it lower the grade a

To work it to ^ ?
Yes, sir.
In my judgment, yes, sir.

Mr. McDonald : An order comes for a car of 6-inch No. 2,
dressed two sides. The mill, under the grading rules, can dress
that to standard width ; they can dress it to size. But the customer
rejects, out of the 22,000 feet, two thousand feet. My order called
for 1x6, No. 2 dressed two sides. The customer accepted 20,000
feet; there are two thousand feet of rejects. The customer says
that order calls for 1x6 No. 2 dressed two sides. Suppose it is
rough ? The mill stood firm, and the customer stood firm. Would
you suggest how to adjust that complaint?

Mr. Jones: If the mill dressed three sides to the standard,
he was at the mercy of the purchaser. The Association and the
grading rules do not authorize him to dress three sides standard.
He can only dress it to one-eighth inch scant of full whole width.
1x6 dressed two sides and one edge to 13/16 x 5 % — that is what
he did?

Mr. McDonald : That is what he did ; yes, sir.

Mr. Jones : Well, in that case he was within his rights. If
your customer bought it according to the Southern Pine Associa-
tion standard, the mill is authorized to dress it */£ inch scant of its
full width.

Mr. McDonald: He did that; and the customer said, "My
order calls for 6-inch No. 2 dressed two sides ;" and I was the goat.

Mr, Miller: Why did he take the 20,000 and reject the 2,000?

Mr. McDonald: Because the two thousand feet was No. '2.

Mr. Jones : Well, the only thing you could do with him was
to allow the difference in the price between the two grades. He has
no legal or moral right to accept 20,000 feet of the shipment and
reject 2,000 on account of the method of manufacture when it was
all manufactured the same way. He admits that, when he accepts
20,000, that it is entirely satisfactory for it to be dressed on the edge.

Mr. McDonald : I don't want to go ahead and make the cus-
tomer take it or make the mill take it. I wanted to find some way
to compromise it, and I have not been able to do it. The only
compromise I have got is to pay for the 2,000 feet myself -and let

SELLINGLUMBER 107

it lay in the customer's yard; and I wanted some suggestion as to
how to compromise it (laughter).

Mr. Lennox : How is it possible to re-saw B and better 1 x 12;
that is to say, if the 1 x 12 be in the rough, and it is re-sawed, how
thick could it be made ?

Mr. Jones : Well, they couldn't re-saw it within less than l/%
inch, I don't think. I am not a machinist. I never ran a planing
mill, and I really couldn't answer that question.

Mr. Moss : Mr. Jones, what is select No. 1 ?

Mr. Jones : There is no such a specification as select No. 1, No «seiect»
common. It is a misnomer. No. 1 Common

Mr. Isbell : Why do some mills ship No. 1 common 90% free
from knots, and other mills ship No. 1 common 90% with knots,
both inspected under the official inspection rules? One of them
runs 90% free of knots, and the other runs 90% with knots —
both No. 1 common?

Mr. Jones: Both No. 1 common?

Mr. Isbell: Yes.

Mr. Jones : Well, there are other defects that make it No.
1 common. It is the defects in the board that make it No. 1
common; it is not the board itself.

Mr. Isbell : The customer can't discover them, though.

Mr. Jones: Can't discover the defects?

Mr. Isbell : No, sir.

Mr. Jones : Well, he is unfortunate.

A Salesman : Some time ago an order was taken for 6-inch
board ; nothing said about thickness. The customer expected
13/16 and received 3/4. The shipper acknowledged that he was
willing to stand the difference. What should the difference be?

Mr. Jones : That is a question of price, and I am not in
position to answer that. That is a. matter that he would have
to settle satisfactorily with his customer. If the customer ordered
flooring he had a perfect right to expect 13/16, and if he didn't
get 13/16 it wasn't flooring.

Mr. Houston: In grading No. 2 center matched, you said 25 Cente?
per cent waste. How many cuts ? Matched

Mr. Jones : It is based on the standard of 16-inch centers,
and in that way you will figure that each cut will consume 16
inches waste. Therefore in a 10, 12 and 14-foot, we would
allow two cuts. In 16, 18 and 20, we would allow three cuts;

108 SELLINGLUMBER

in other words, as many knot holes in one place as could be cut
out with 16 inches of waste; but if they couldn't cut it without
more than sixteen inches of waste, then each knot hole would be
considered a cut.

Mr. Houston: That applies to No. 2 flooring or No. 2
fencing?

Mr. Jones: That applies to No. 2 common flooring; and No.
2 common fencing, surfaced two sides and center matched is
graded the same as flooring. No. 2 common fencing surfaced
two sides or rough, as the case might be, is not graded with a
view to any waste whatever.

Mr. Houston: How many cuts could you have in a piece
of No. 3 fencing dressed and matched where you have got 3/4
Fencing °^ tne len£th cut as good as No. 2 common; how many pieces

must that 3/4 be in ?

Mr. Jones: It may be in three or four pieces; just so it will
cut 75 per cent as sound as No. 2 common.

Mr. Houston: Then you would admit more pieces in the
residue of No. 3 fencing?

Mr. Jones : Yes, I would allow more pieces. It is a lower
grade lumber.

Mr. Van Landingharn : On this No. 2 center matched again,
there seems to be a good deal of difference of opinion between
the inspectors and the railroad committee. I have had consider-
able correspondence with the railroad committee, and one of
them tells me he was instrumental in drawing up that rule in
the first place, and he tells me that rule provided for only taking
care of an occasional piece. Now, a while ago you said you might
allow 25 per cent waste?

Mr. Jones : Yes. There is no difference whatever in the
inspection on 6-inch center matched and No. 2 common flooring.
It only provides for the occasional piece in fencing, and it would
only provide for the occasional piece in flooring. Now, I don't
know — I wasn't present when that rule was inserted; I knew
nothing about it until it was in there; and if that was the idea
they meant to convey, to take care of the occasional piece, it
would be necessary to add in that rule the per cent of pieces
that would be allowed, admitting of waste.

Mr. Van Landingharn : How can a man tell what he is going
to get?

SELLINGLUMBER 109

Mr. Jones : You will find the same proportion of pieces
having waste in No. 2 common fencing surfaced two sides and
center matched, as you would in No. 2 common flooring, because
it is manufactured and graded under identical operations, graded and

by the same man that grades the flooring, and he doesn't make ^^ "If Grad"
any distinction between that and the flooring. It is just simply
the condition, or rather the quality of the stock that is run in the
fencing.

Mr. Blake: The grading rules specify that 1x12 boards
shall be not less than \\y2 inches wide.

Mr. Jones : Yes.

Mr. Blake: Suppose you received an order for 1x12 S 2 S,
and you dressed that three sides to 11^ inches; you would have
a rejection.

Mr. Jones: You would. You didn't fill the contract at all.
It is not the intention that they meant to convey, that the entire
shipment might be llJ/2 inches.

Mr. Blake : Don't you think such provisions as that should
be corrected, so as to allow no difference of opinion between
the fellow who is buying it and the fellow who is shipping it?
Each one is trying to do what is right.

Mr. Jones : I know, but —

Mr. Blake: I will ask this, further: What would be the
difference in instructing the sawyers to cut those boards so that
after drying they would be 11^ inches?

Mr. Jones : Well, there would not be any difference, so far
as that is concerned. But I was going on to say, that is there
to take care of the occasional miss-cut, or the board that has
undergone unusual shrinkage. There is no man that can fix a ^/yldthlf
saw so that it will run true all the time and cut every board the Bound to
same width. There is bound to be some variation in the width; Occur
and a piece that does not fall below 11^ inches, although it is
a slightly miss-cut board, is still admissible for 12 inches.

Mr. Blake: Well, then, what would be admissible on an
order, dressed two sides, or dressed three sides?

Mr. Jones: Three sides? What would be admissible? 11^.
In all 1-inch common stock which is ordered surfaced two sides,
one edge may be dressed to bring the width ^-inch scant of the

110

SELLING LUMBER

Standardize
Association
Rules to
The Intent of

Pitch in
No. 1
Pine Lath

full width, which would be

Mr. Blake: Would the same apply to thickness?

Mr. Jones : Thickness ? No, sir.

Mr. Blake: You would not have the privilege of setting the
machine to dress one side at % ?

Mr. Jones : You can dress it to 1 inch, and still be counted
as rough.

Mr. Blake : % is considered rough ?

Mr. Jones : That is the minimum thickness.

Mr. Blake: It seems to me — I don't understand it — it don't
seem right to me. If a man orders a car of 1x12 boards dressed
one side to %, he certainly has a fuller thickness to work on than
if he received the boards rough %.

Mr. Jones: Well, he doesn't get them all % in the rough.
The same thing applies to the thickness as it does to the width.
That is intended for the occasional miss-cut piece that will occur
in the best regulated mill.

Mr. Blake: The intent of the rules of the Association is to
standardize ?

Mr. Jones: Yes.

Mr. Blake: Well, now, it seems to me that there is a work-
ing difference there. You say he expects to get something better;
that is your answer to my question : he expects to get something
better. Didn't 'you answer my question that way— that he ex-
pects to get something better than % flooring when he specifies
rough ?

Mr. Jones: Yes. He has ordered 1-inch stock. He has a
right to something better than %.

Mr. Blake : I should say so.

Mr. Jones : Well, it says so — it doesn't say so directly.

The Chairman: Any other questions, gentlemen?

Mr. Spencer: Mr. Jones, about how much pitch, if any,
should be allowed in No. 1 yellow pine lath?

Mr. Jones : Very little. I would not undertake to specify
the amount of pitch that should be allowed in No. 1 lath.

A Voice : It would not stay on when they put the mortar on.

Mr. Jones : No. Very little pitch should be allowed in No.
1 lath.

SELLING LUMBER 111

Mr. Spencer : Would the same be true of No. 2 as No. 1,
because of the fact that they would both be used for the same
purpose ?

Mr. Jones : No, I would not say so ; because No. 2 is a
cheaper grade and expected to be used in a cheaper building.

A Voice : And throw parts of it away, too.

Mr. Spencer: Do you mean to say that you will allow
waste in No. 2 lath?

Mr. Jones : No, no ; you don't allow any waste in No. 2
lath. But he can throw part of his lath away. (Laughter.)

Mr. Marshall : An order calling for 2x4, S & E ; mill sur-
faced four sides to the S & E standard. Can the customer com-
plain of the working, and can he be sustained?

Mr. Jones : He cannot complain of the working and would
not be sustained, if it was surfaced four sides to the standard.

Mr. Bower: I want to make a few remarks in regard to the
School of Salesmanship.

The Chairman: Is the question to Mr. Jones?

Mr. Bower : No ; but I thought this is about going to break
up here in a minute, and I just wanted to put this to the salesmen
while they are here.

The Chairman: All right.

Mr. Bower: I want to know, after the Southern Pine Asso-
ciation members have gone to the expense of having all these
salesmen come up here, whether or not there is going to be a
permanent organization; and, don't you think, or don't the sales-
men who are here in attendance think, that instead of going to
retail lumber dealers' associations in the future, that it would be to Gin
far better to go to a school of salesmanship once a year, and there-
by getting training, and not getting gin-headed at these retail lum-
ber dealers' conventions? (Applause.)

The Chairman: Gentlemen, you have heard Mr. Bower's
suggestion.

Mr. Bower: I personally would like to come up here once
a year instead of sticking around in Texas and attending retail
lumbermen's conventions and never picking up any business.

Mr. Montgomery: Apropos of what Mr. Bower has to say,
I have a resolution I would like to offer. I think without ex-
ception all who have attended this School of Salesmanship will
agree that we have been greatly benefited and while it was not,

112

SELLING LUMBER

A Resolution
of Thanks for
the Associa-
tion

Some
Questions
Answered
by Letter

perhaps, the original purpose that we should all have a good time,
I think, nevertheless, we have all had a good time, and on that
account I want to offer the following resolution, which I have
prepared :

"Be It Resolved, That the Committee on Salesmanship and
Distribution extend to the Board of Directors of the Southern
Pine Association, and also the owners of concerns participating in
this meeting by permitting their sales departments to join, a vote
of thanks,, and an expression of appreciation and earnest co-
operation, by making an attempt to improve ourselves as salesmen,
with a view of improving the present method of distributing our
product/'

I would like to offer that.

The Chairman: You have heard the resolution, gentlemen.

(The resolution, having been duly seconded, was put by the
Chairman to a viva voce vote, and was unanimously carried.)

The Chairman : Gentlemen, it will be manifestly impossible
for us to attempt through any concerted plan or by any method,
to answer all of these questions. Is there any other question
before we adjourn? We will adjourn permanently — any question
that you want settled before you leave, and you won't wait until
we can turn over these questions to competent hands and have
them answered in the printed record? We would like to have it
now. If not, we will proceed. (Pause.)

Gentlemen, I wish to say that every paper, without excep-
tion, that is listed on the original program, together with one or
two splendid papers that were not on the program, but have
been offered us by salesmen, will be printed in the record. Dr.
Kreb's speech, General Boyle's speech, and all of the extem-
poraneous addresses have been taken down by the stenographer,
and they wtfl all be incorporated in that book. Mr. Rhodes tells
me that he is going to spend his summer vacation indexing that
volume. I anticipate that the book will not be out until about the
middle of August, but it will come in good shap£, properly in-
dexed, and all of the discussions and questions will be incorpor-
ated in it. There are some few questions that have been put to us,
that for various reasons we can't print the answer; but if the
gentlemen will sign the questions we will be very glad to answer
them by letter.

SELLING LUMBER 113

We anticipated, when we first put on the School of Sales-
manship, that we would be able to hand you, as you passed out,
a printed record, but unfortunately, a great many of the speakers
didn't send in their prepared addresses, and we spread out a little
and got speakers who used no notes, so that the book cannot be
given you as you leave the hall.

There is one thing, however, that I wish to caution you gentle-
men about, and that is, don't expect immediate results either from
this or from the territorial organization. The grading rules of yel-
low pine have been written a great many years. The grading com-
mittee of the Southern Pine Association has been at them for the Don't Expect

,. . Immediate
last year and a half, and they are just beginning to see daylight Results

ahead. It is a long, uphill pull, and it may be one or two years be-
fore any results of this or the territorial meeting will be felt in the
lumber world.

Gentlemen, as Chairman of the Sales and Distribution Com-
mittee, I want to thank all of you sincerely for the splendid at-
tention and attendance you have given. The attendance went
way beyond our expectation, and the results obtained are very
gratifying. A motion to adjourn is in order.

(A motion to adjourn was made, and having been duly sec-
onded, was put by the Chairman, and unanimously carried.)

Thereupon, at 4:40 o'clock p. m., the School of Salesmanship
adjourned, sine die.

114 SELLING LUMBER

Territorial Organization of
Traveling Salesmen

Herewith is the list of chairmen and alternates for the territorial organi-
zation of salesmen, explanatory details of which are given in the report of the
proceedings of the convention, elsewhere in this book:

TERRITORY. CHAIRMAN. ALTERNATE.

Texas H. A. Strube F. J. Lennox

Oklahoma B. H. Miller J. F. Schnieders

Kansas Otis Smith J. S. Prestridge

Indiana Ed. Troy Alexander Hamilton

Ohio ." J. R. Diamond Jas. H. Heyl

Kentucky & Term H. S. McLaughlin J. A. Brook

Northern Illinois S. E. Barwick Jack Brantley

Michigan C. J. Ashton Chas. W. Myers

Nebraska & Iowa W R. K. Eaton W. M. Simpson

Minn. & Iowa East Chas. Martin Geo. Fleming (Clements)

Virginia & W. Penn T. H. Meed —

Illinois, South E. B. Eckart E. E. Willett

(C. B. Willis)

Missouri, East R. S. Price D. M. Lacey

Missouri, West C. W. Thornton J. H. Hatcher

New York City Rodney E. Browne Joseph H. Lane

Arkansas J. H. Smith H. B. Houck

Alabama & Louisiana W. A. Morton

Louisiana F. H. Campbell J. D. Batchelor

New England

Mississippi

Southeast Seaboard W. C. Fellows. . . .

SELLING LUMBER 115

What the Southern Pine As-
sociation Is i-

By J. E. Rhodes |

Secretary- Manager, Southern Pine Association

New Orleans, La.

The Southern Pine Association is unique among commercial
organizations of the United States.

It is a corporation organized under the laws of the State of
Missouri, for the purpose of selling certain service to subscribers.
It has a paid-up capital stock of $2,000, held by its directors. The
service of the Association is sold like that of a mercantile rating
agency, to any person who desires it, but it is of a special value
to the manufacturers and wholesalers of Southern Yellow Pine
only.

Each person or firm subscribing to the service- of the Associa-
tion signs a contract which specifies that in order that the objects
of the Association may be carried out, as a clearing house of infor-
mation concerning Southern Yellow Pine, certain information will
be furnished for compilation and distribution in the shape of sum-
maries or averages for the benefit of all, and that when such infor-
mation is furnished, a rebate of 5 cents per thousand will be made
to the subscriber on his fees,, which makes a net rate of assessment
of 5 cents per thousand, based on monthly sales.

Because of the results achieved from the work so far inaugu-
rated by the fee of 5 cents on monthly sales, it is now proposed
to increase the subscription fees 1 cent for every six months, be-
ginning July 1, until the maximum net fee of 10 cents per thou-
sand has been reached, if it is found that the revenue based upon
that charge is necessary.

The affairs of the Southern Pine Association are supervised
by a board of two directors from each state in which subscribers
are located, with three from the State of Missouri. Hence with
two directors each from Florida, Georgia, Alabama, Mississippi, HowAssocia-
Louisiana, Texas, Arkansas and Oklahoma, and three from Mis- Are Managed
souri, there is a board of nineteen directors. The directors are
nominated by the subscribers of each state, and are thereupon elected
by the stockholders at the annual meeting of the corporation. The

116 SELLING LUMBER

directors, in turn, elect the president, two vice presidents, treasurer
and secretary of the corporation, and they also employ the man-
ager of the Association. The directors meet once each month to
pass upon all details of the organization as submitted by the presi-
dent and the secretary-manager, including the work and recom-
mendations of the various committees.

The work of the organization is largely conducted by com-
mittees, which have direct supervision over the several departments.
These committees are composed of representatives of the subscrib-
ers, each subscriber being asked upon what committee its repre-
sentatives would like to serve. Each individual concerned is urged
to lend his services to that particular branch of the work in which
he may be most interested, thus enlisting the active participation
and interest of all. The committees are appointed by the board
of directors, and each committee selects its own chairman. All
but twelve subscribers are represented on committees, and these
prefer not to be.

The Association now has 167 subscribers, representing 195
mills manufacturing Southern Yellow Pine, and one wholesaler.
Their aggregate annual shipments amount to between 5,250,000,000
and 5,500,000,000 feet. These firms represent the progressive ele-
ment of the industry. They are men who believe in co-operation
and who are willing to bear their share of the work and pay their
portion of the expenses for the good of the whole.

The following is a brief summary of the work of the several
departments conducted by the Association.

Inspection Service — The inspection department is under the

supervision of the grading committee, which consists of sub-com-

Association mittees having charge of the standard specifications for the grad-

Inspection mg of varcj stOck, timbers, car material, railroad maintenance of

way material, lath, shingles, structural timbers, navy specifications

and export grades, as well as sub-committees on standard sizes,

dry kiln methods, mouldings and brandings.

The inspection staff consists of the chief inspector, inspector of
grades, and sixteen official inspectors. The mills represented by
the Association are divided into nine inspection districts, each being
covered by a mill route inspector, who visits the plants in his dis-
trict once every thirty days. The mill inspector leaves a report
showing the items of stock handled by him, and the percentage
above and below grade on the amount of feet of each grade in-
spected. He instructs the mill graders in their work, and efficiency

SELLING LUMBER 117

cards are issued to the graders of each class of stock at each mill,
based upon the monthly report of the Association inspector. The
instructor of grades follows the work of the mill route inspectors
and confers with mill graders regarding their understanding and
interpretation of the Association rules. For this purpose local con-
ferences are held, attended by all of the graders of a certain mill
town or district. Conferences of the head graders of mills and
the Association inspectors are held by the chief inspector at least
every six months in different sections, in order that the most abso-
lute uniformity possible in the interpretation of the Association
specifications may be arrived at among all of the mills whose
grades are under the supervision of the Association. In order to
still further arrive at this result, the Association inspectors are trans-
ferred from one mill route to another about every six months,
which enables them to compare the grades as made in one district
with those of another.

The Association receives an average of five claims per day,
making necessary the employment of from eight to ten claim in-
spectors for the inspection of stock rejected by purchasers. These
men, all of whom are transferred from mill route work and fre-
quently rotated with the mill route inspectors, cover practically the
entire country, an effort being made to handle all claims within
two weeks after the receipt of the papers. Up to the present time
inspections have been made upon Association grades, upon the re-
quests of any manufacturers or wholesalers, upon the payment of
$10 per day for the services of the inspector and his expenses. In-
spections for subscribers are made for the actual expense only. Be-
ginning July 1 the Association will make inspections upon stock
manufactured by subscriber mills only. Inspections will be made
upon the order of subscribers upon stock purchased by them from
other mills and sold upon Association grades.

Nearly one hundred retail lumber dealers, representing the re-
tail trade of the United States, as guests of the Southern Pine Asso-
ciation, recently visited mills of subscribers and inspected the sys-
tem by which we seek to establish the greatest uniformity possible Retailers Urge
in the grading of Southern Yellow Pine. As a result, they em-
phatically urge all manufacturers of Southern Yellow Pine to sup-
port the Southern Pine Association and participate in its inspec-
tion service. The co-operation of the dealers has been requested
in revising and amplifying the standard specifications of the Asso-

118

SELLING LUMBER

Helpful
Current
Statistical
Service

elation, in order that there may be the least possible doubt and mis-
understanding of their meaning.

It is the desire of the grading committee to establish the integ-
rity of the grades for Southern Yellow Pine, so that the purchaser
may be assured of receiving stock of the grade which he ordered.
To carry out this policy the Association will furnish an inspector
to review any shipment of Southern Yellow Pine sold upon Asso-
ciation specifications, when there is good reason to believe that a
lower grade from that ordered was deliberately shipped.

The printed grading rules of the Association are for free dis-
tribution, a copy of the standard specifications for yard grades
having been mailed to every lumber buyer in the United States.
Copies of these rules, as well as of the specifications for "Railroad
Maintenance of Way Material," "Car Material," "Timbers," and
export grades will be furnished for distribution to your customers.
The moulding book has also been sent to the retail trade of the coun-
try, and its general distribution and adoption is urged.

The sub-committee on branding is now experimenting with
various devices for the automatic branding of lumber, with the
trade-mark of the Association and the index number of the mill,
which will make the identification of stock easily possible. The
use of the trade-mark will be confined to subscriber mills, and sub-
scribers are requested to insert in each car shipped a card on which
will be shown the grade and tally of each item loaded, with the
statement that the shipper guarantees the same. The name of the
mill, or its index number, as given by the Association, will be shown
on the card.

The American public is increasingly demanding that manu-
facturers shall guarantee their product, and it is the desire of the
grading committee that the Southern Pine industry should occupy
its rightful position before the public by guaranteeing, not only the
exact grade and tally sold, but a square deal in the adjustment of
complaints.

Statistical Service — One of the most important functions of
the Association is the publication of accurate statistics concerning
the industry. The Weekly Trade Barometer, inaugurated a year
ago, has become a recognized feature of the entire lumber indus-
try, reflecting as it does an accurate showing of production, orders
and shipments of Yellow Pine. It is the policy of the committee
of accounting and statistics, under whose supervision all statistics

SELLING LUMBER 119

are compiled, to furnish the Weekly Trade Barometer and the
monthly statistical summary to all who desire them.

The veracity of these statistics has been absolutely confirmed
by the fact that during the last twenty weeks they have been pub-
lished broadcast, at the time when the market conditions illustrated
by them have been generally unfavorable to the interests of manu-
facturers.

The monthly report of "visible supply" of stocks held by the
manufacturers in shipping condition and uncovered by orders, was
recently inaugurated and will be of increasing value, as it becomes
possible to make comparisons of the quantity of different grades
on hand from month to month.

In addition, the monthly summary shows the relation of stocks
on hand to the normal or average stock usually held. This report
also shows production and shipments in relation to the actual pro-
duction for any given month.

Accounting Service — Under the supervision of the committee
of accounting and statistics, statements of costs of production sub-
mitted by subscribers, are compiled each' month giving the details
of the various items making up the costs from the stump to the Accounting
lumber loaded for shipment, enabling each subscriber to compare
his costs with those of others. This work is in the interest of re-
duced costs of production, as well as uniform accounting, the ne-
cessity for which will be explained by other speakers.

Promotion Service—In addition to its efforts to bring about
uniform methods in the manufacturing and accounting departments
of the business, the principal work of the Association is devoted to
the exploitation of Southern Yellow Pine. Under the direction of
the advertising committee, an extensive campaign has been con-
ducted in co-operation with the trade extension committee, seek-
ing to acquaint the public with the merits of yellow pine for va-
rious specific uses. In addition to the purchase of newspaper and Promotion
magazine advertising space and the publication of an attractive and Service
exhaustive line of illustrated books and pamphlets, which the ad-
vertising manager of the Association will explain to you, the Asso-
ciation possesses a quantity of exhibit material, showing the uses
of yellow pine for interior finish, car material, paving blocks,
floors, mill construction and many other things. We also possess
a number of sets of reels of moving pictures taken with our own
camera, illustrating Southern lumbering operations from the stump

120

SELLING LUMBER

to the finished product, which are in constant circulation among
audiences of every description in the United States.

It is the desire of the committee that the advertising literature
of the Association shall have the widest possible circulation, and al-
though we have mailed out many hundreds of thousands of pieces,
many of them upon direct requests of consumers who have replied
to our advertisements, salesmen can assist greatly in the more ef-
fective distribution of this literature. We shall be glad to send
to any address upon the request of any salesman, such quantities of
our booklets as he thinks can be used to advantage.

Publicity Service — In connection with the advertising depart-
ment a publicity service is maintained by the Association for the
preparation of articles upon the Southern lumber industry, in all
its varied phases, for publication by newspapers, magazines and
trade papers of the country. A news letter covering the essential
Association features of the market, as portrayed by the statistics, is published
Publicity weekly by fifty-five news and financial papers. In addition, we
furnish photographs and illustrations desired by publishers in con-
nection with articles concerning Yellow Pine. In addition to the
moving pictures and exhibit material, we have in circulation a num-
ber of sets of lantern slides among retail lumber dealers, teachers,
lecturers and public speakers.

The trade extension committee consists of sub-committees on
building plans, paving blocks, silos, moving pictures and exhibit
material, railroad material, box shocks and export sales.

Traffic Service — The Association, under the direction of the
committee on transportation, maintains a comprehensive file of
. lumber tariffs for the use of subscribers, also a library containing
rulings of the Interstate Commerce Commission, and of all state
Railroad Commissions as well as statistics of lumber and other ton-
nage, data on scale weights, car supply and other transportation
records. The Association is in position to furnish any information
concerning traffic matters, and will vigorously take up in behalf
of Southern Yellow Pine shippers any traffic matters in which no
conflict of interest appears between the various subscribers of the
Association.

Subscribers are furnished monthly, as a part of this service,
the freight rate books issued by the Schuster Printing Company.

Engineering Service — In connection with the work of a num-
ber of the sub-committees of the trade extension committee, the

Traffic
Service

SELLING LUMBER 121

Association maintains an engineering department to which is re-
ferred questions of technical character for scientific research. T^^e
deal chiefly with problems of construction, wood preservation, lire
proofing,, utilization of waste, improper uses of wood, tests of tim-
bers, dry kilning methods and creosoted block paving. The pub-
licity in behalf of creosoted wood block paving for streets and fac- Engineering
tory floors is followed up by the paving engineer and his repre-
sentatives. The Association issues specifications recommending the
methods of treating and laying wood block pavements. This serv-
ice is at your disposal any time you have any questions of a tech-
nical nature upon which you or your customers want information.

The Association architect prepares plans of all types of struc-
tures for the use of the advertising department, as well as passing
upon questions submitted by those who respond to our advertising.
This service, in connection with the trade extension bureau of the
National Lumber Manufacturers' Association, keeps in touch with
the changes in the building codes of the various cities, and with pro-
posed ordinances seeking to restrict or eliminate the use of wood
under unfair competitive conditions.

The engineering department has issued the Southern Pine Man-
ual, containing technical data for the use of architects and builders.

Under the supervision of the committee on export sales, the As-
sociation maintains a European representative, who is now in charge
of an exhibit installed in the "Exposition of a Reconstructed City," p
in Paris, France. This is a very elaborate exhibit intended to show Work In
foreign purchasers the variety of purposes for which American Eur°Pe
Pitch Pine can be used, as well as its availability. A series of pub-
lications printed in foreign languages is being published.

One of the most recently appointed committees is that of sales
and distribution, under whose auspices the school of salesmanship
is being held. While the Association has established the various
departments mentioned, it seemed highly desirable to bring about
the co-ordination of the sales representatives with this whole field
of activity. The salesman is the man on the firing line ; more than
that, he is the advance guard, in a position to report when, where
and what kind of shots should be fired in order to advance the
cause of Southern Yellow Pine and of wood generally, in the fight
in which we are all enlisted.

You will observe from what I have stated that the Association
possesses much of the machinery necessary to keep Southern Pine

122

SELLING LUMBER

Government
Approval of
Co-Operative
Organizations

before the public, to insure those who use it of honest treatment,
and to study and investigate the improvements which can be made
in manufacturing and merchandising, and to achieve the highest
efficiency possible for the industry.

It is needless to say that this work is conducted in strict con-
formity with the laws. It is, indeed, exactly in harmony with the
views of the President of the United States, who in a recent letter
to the chairman of the Federal Trade Commission urging the ne-
cessity of increased efficiency on the part of the American busi-
ness, said:

THE WHITE HOUSE, WASHINGTON.

"Mv DEAR MR. HURLEY:

"Your suggestion that trade associations, manufactur-
ers' associations, and other similar organizations should
be encouraged in every feasible way by the Government
seems to me a very wise one. To furnish them with data
and comprehensive information in order that they may
more easily accomplish the result that they are organized
for is a proper and useful government function. These
associations, when organized for the purpose of improv-
ing conditions in their particular industry, such as unifying
cost accounting and bookkeeping methods, standardizing
products and processes of manufacture, should meet with
the approval of every man interested in the business prog-
ress of the country.

"Too much emphasis cannot be placed on your sugges-
tion that materials, methods and products in industry
should be standardized upon the basis of specifications
drawn up in friendly co-operation with engineering socie-
ties, industrial experts and trade associations. Further
standardization in our industries will not only reduce the
cost of production, but assure the producer better ma-
terials and more efficient workmanship, and to the con-
suming public the manifest benefits resulting from not
having to pay for a wide and increasing variety of prod-
ucts and materials. Judicious standardization also means
a greater return on a given investment. Capital now tied
up because of inefficient methods will be released and
can be used effectively elsewhere.

SELLING LUMBER

123

"If we are to be an important factor in a world's
markets, we must be more thorough and efficient in pro-
duction. The encouragement of trade associations and
standardization, and the installing of better cost account-
ing methods in our business concerns will go a long way
toward accomplishing this end.

"It is my hope that, in addition to the other work
which the Federal Trade Commission is doing, it will as-
certain the facts regarding conditions in our various indus-
tries. If it finds that an industry is not healthy, it should,
after carefully considering the facts, in co-operation with
the parties interested, suggest a practical and helpful rem-
edy. In this way many of our difficult business problems
might be solved."

WOODROW WILSON.

To summarize, the Southern Pine Association stands for :
Efficient Service,
Uniform Grades,
Guaranteed Measure,
Intelligent Merchandising,
Prevention of Waste,
Careful Manufacture,
Co-operation with Distributors,
Effective Trade Promotion,
Progressive Methods,
Accurate Statistics,
Scientific Research,
Uniform Accounting,
Legitimate Publicity,
Integrity of the Industry,

and
A Square Deal.

Trade

Associations
Promote
Efficiency

Association
Interests
in Brief

124 SELLINGLUMBER

Character Judging as a
Business Asset

By Dr. Stanley L. Krebs

Institute of Mercantile Art
Philadelphia, Pa.

I was thinking of a series of firsts. I expect this is the
first time such a meeting has been held. This is the first time
that I have faced such a convention with the particular purpose
A Combina- back of it that you have ; and this is probably your first-time con-
"Firsts" tact witn mv specialty, or work, which I am pleased to call, prac-
tical or applied psychology, or the mind working out the thing for
the hand and the feet to do, and doing it. And in this combina-
tion of firsts, Mr. Chairman, I feel a little bit like telling you an
anecdote of Sam Jones' I knew Sam well. I lectured in Carters-
ville, Georgia, and was entertained in his beautiful home there. I
was thinking of something that happened to Sam in Dallas, Texas,
and he always loved to tell us about it. In Dallas he was holding
revival meetings, and he was trying to make the point that there
was no such thing as a perfect organization. He said, there is no
perfect government; there is no perfect secret society, lodge or
fraternity; there is no perfect church denomination; there is no
perfect school, college or university; there is no perfect firm or
company ; there is no perfect family, said Mr. Jones, because, he
said, there is no perfect individual, and since each of the organiza-
A Surprise ^ons or comP°sites are made up of pieces, or parts known as
for Sam individuals, and those individuals are all imperfect in some parti-
Jones cular or another, you can't expect a perfect thing when you have
got a bunch of imperfect pieces to make up that thing. He
challenged his audience ; he asked them, w-as there a man present
who was an absolutely perfect man, and if there was, let him
rise in his seat; and he paused and looked around, but not a man
dared to accept a challenge like that. Then he turned to the ladies
and said, if there is a woman present who is acquainted with an
absolutely perfect woman, let her rise in her place; and to Sam's
intense astonishment a demure little woman, clothed all in black,
arose in the middle of the audience, folded her arms and looked at
him. Well, when Sam could get his breath he said : "Sister, are you

SELLING LUMBER

125

acquainted with an absolutely perfect woman? Now, think of my
words : An absolutely perfect woman" ? "Well," she said, in her
quiet little manner, "I was never personally acquainted with her,
but I have heard a great deal about her. She was my husband's
first wife." (Laughter.) And so you see, first impressions are
very natural.

Now, the subject that has been selected today is, Character
Reading as a Salesman's Asset; Character Reading as a Business
Asset; or the Psychology of Salesmanship; the specific psycho-
logical side of salesmanship.

Now, my friends, as you know, salesmanship is a science
today; and when I used that word "science," I use it in exactly
the same way as I speak about the science of chemistry or the
science of astronomy. It is not simply the combined opinions
of any salesman or salesmen or merchants. That would not make
a science. The opinions of a chemist is not the science of chem-
istry. His opinions are entirely different, as a rule, from the ex-
periments that he makes in his laboratory, and you can't deny
the experiments, though you can deny his opinions. All opinion Salesmanship
is always shifting; but a fact that I can reproduce, that is perma- ^ ^Science
nent forever, for I can reproduce it forever. Now, that is the
thing we want to look into in our chapter of salesmanship, be-
cause you can't study the science of salesmanship in one hour;
you can't study the science of chemisty in one hour. What kind of
knowledge of chemistry would you have after you listened to
a lecture on chemistry for one hour ? How could you gain a
knowledge of astronomy in one hour ? So don't expect me, fellow-
salesman, to cover the art for you in one hour — and I shall leave
off in the course of one hour. It is utterly impossible. I am
not going to attempt it, but I am only trying to give you the The (Definition
idea, in order to call your attention to the fact that it is a science,
so that you will get the professional spirit, so that you will feel,
if you are hired, like I am, by John Wanamaker — I am hired
by John Wanamaker, but I am not working for John Wana-
maker ; I am working with John Wanamaker ; and there is a whole
lot of difference if you are working for a firm, or if you are work-
ing with a firm. "For" is a pile of sand grains. "With" is a tre-
mendous structure and becomes an engine of might, hammering
and bolstering success.

Now, what is salesmanship? It is a science. Now, what is
science? There are two definitions that are current today among

of a Science

126

SELLING LUMBER

Facts That
Can Be Re-
produced

Study Failures
As Well As
Successes

The World
Doing Five
Things

scientific bodies. One is Herbert Spencer's. Spencer says that
science is -classified knowledge — not classified opinion. Kreb's
opinions, if we should classify them, chapter by chapter, might
be arranged logically, but they might be entirely unscientific.
Unless you can reproduce what I say, it is not scientific. It
does not matter how true it might be. So there is a second defi-
nition of science, namely, science is the body of facts that can be
reproduced. Now, that does not include all truth. The realm
of truth is larger than the particular realm of scientific truth.
Scientific truth is that part of truth which you can re-
peat, and I can repeat, and the other fellow can repeat.
Truth is much larger than the scientific part of it. If a thing
happens once, but cannot be made to happen again, it is not
scientific, and yet it may be true. If only one meteorite ever
fell and struck this earthly ball, we would not have any chapter
on meteorites. But another and another and another fell, and
you can repeat the examination of that particular stone, and now
we have six hundred. One would have been just as true as sixty,
or six hundred, but we would not have a chapter in the science
of astronomy based upon the falling of one meteorite, because
the thing was not repeated. Once I can reproduce the X-ray, I
don't need to listen to Roentgen. I don't care what Roentgen
says about it; I can perfect it myself. The facts speak to us
in science, not the opinion of a man that they will occur. Herbert
Spencer's definition stands, but it takes reproduction by thou-
sands' of scientists to prove that it is so. So that your success
and my success in selling a thing is repeatable unanimously. You
can tell the other fellow how you did it, and hear how he1 did it.
If we fail, we ought to study the failure. In science we study
the failure just as sincerely as we study the success. There is
a cause for failure. Nothing happens without a cause. Abso-
lutely nothing on earth happens, or in heaven or hell, without a
cause, and a wise man sits down and finds- out the causes of this
particular failure or of that particular success. Failures are just
as important in science as successes.

Now let's see whether it is classified knowledge. I want
to give you the classification in which our art and science stands.
The world is doing just five things. Now, that simplifies the
work of the world. Every man is doing, if he is creating human
happiness, one of those five (unrolling and displaying a chart).
And the purpose of everything is human happiness. Human hap-

SELLING LUMBER

127

piness is the highest motive we can work for; and when you are
selling good goods to a customer you are creating happiness. You
are doing them good. Not doing them good, but doing them good.
(Laughter). You know how to do both, if you want. The first
is production; that is the first of the five. There are more dol-
lars and human brains invested in producing things than all the
others combined. I don't know what Venus and Mars are doing,
our neighboring planets, but I do know that the earth is a pro-
ducing unit. Next comes distribution, distributing the products
thus made, man to man, city to city, and so forth. That is an
enormous part of business. The next is government, then edu-
cation, and then religion, arranged in the order of business con-
venience, or the relative amount of dollars invested in each. One
city, New York, leads because more men of business live there.
The men and women who make their living by selling their edu-
cational and religious ideas, for which we pay them, happen to
be the last of them all.

Now, there is no one out of those five. If there is, he ought
to be locked up. Why ? Because he tends to spread human misery
by the thing he is doing, if he is not doing one of those five.
Now, I can name some things not included there. You take the
thief. He is not producing or distributing anything, aiding the
conduct of government, sowing education or sowing religion, . but
he is spreading human misery, and that is the reason he ought
to be locked up. Does the thing you are doing create human
happiness, or human misery? If it tends to create human misery,
you are wrong and abnormal and insane. Every man who wants
to create human misery has got something wrong with his up-
per story, or wrong with his heart. Now, the gossip — what is she
doing? She sees Mr. Smith walk down the street with Mrs.
Jones and turn the corner and disappear, and says: "There is
something doing now." Merely because of a courtesy to a lady
friend this she-devil says: "Now, look at that!" She is insane.
We ought to have the spirit of the boy and play the game of life
lightly. I believe we ought to have more life, even when we are
gray-haired. I like to flirt. (Laughter). God Almighty knows
that, and you might as well know it. (Laughter). I like to flirt
with my neighbor's wife, and I like for him to flirt with my wife.
If she wasn't flirtable I would not think she was worth anything.
But he must not flirt too long. (Laughter). Now, why did
Mrs. Thompson say that? Because, if Mrs. Thompson was in

Nothing Use-
ful Outside

128

SELLING LUMBER

Distribution

Mrs. Smith's place there would be something doing. (Laughter).
So Mrs. Thompson hangs her soul on the outside of her skin
when she talks of a thing like that. She spreads human misery.
And many a man in great positions of the political and business
world, on the platform and in other walks of life, has been damned
by just that insanity. And that is the way a thing spreads that
is perfectly insane. There are only five things that produce hap-
piness, and a man who is working in any one of those five is a
servant of God Almighty, for His highest purpose is human hap-
piness.

Now, here is what our work lies in — distribution. Trans-
portation has a little to do with that, but we are chiefly concerned
with mechandising. We are merchants. The salesman is a mer-
chant. There is where the work of this convention comes in ;
_ and it has these various elements in it (indicating upon the chart).

\L lie OcllCS-

man's Work Is Now then, we have got the position of selling. Let's go into sell-
ing. That classification does not depend upon my opinion or
your opinion. That is absolutely true, and will be true millions
of years from now, and there will be no sixth thing ever added
to it, and you can't drop one of the five. You see now, five are
there, and you can't think of a sixth, and hence it is a perfect
classification.

Now I want to go into selling and see what classification
we have there; ami we lift this chart (removing the first chart
and exposing a second), and we will see, as there are five nor-
mal human activities, so there are five permanent, necessary, funda-
mental, always-present elements in salesmanship. First, there must
be a salesman, and then there must be a customer. Those are the
two human elements, the salesman, trying to persuade the cus-
tomer to think as he does about his merchandise or his proposi-
tion— one mind trying to persuade and convince another mind
to think and feel as the originating mind does about the goods.
Then we come to two things — the goods and the money. First,
there must be two things ; the two human beings, two minds, in-
dividual or composite, but two minds, one leading and the other
led; and of these two things (the money and the goods), the cus-
tomer must have this thing and the salesman must have this thing ;
and when these two things change hands to the satisfaction of
both, then only do you have a business result. If it is to the sat-
isfaction of the customer and the dissatisfaction of the sales-
man, the salesman can't stay in business; and if it is to the sat-

An Analysis
of Selling

SELLING LUMBER

129

isfaction of the salesman and the dissatisfaction of the customer,
the customer can't stay in business either; but when it is to the
satisfaction of both, you have business construction, or the sale.
Now that is all. Any experience that any salesman ever had is
not peculiar. There is no peculiar work under the sun. Tesla's
work is not peculiar, my work is not peculiar, neither was Spen-
cer's work peculiar. It is bound to be classified there. You will
find that within the professions which are supposed to be so far
remote from the business world that they feel that they are not
business people, why, that they actually cater to those elements
right along, and they can't escape it. And goodness alive! If
many a minister and lawyer, doctor and artist would study sales-
manship, the minister would be a better fisher of souls, the law-
yer a better pleader for justice, the artist a better salesman of
his creative work. You have those five — the salesman, the cus-
tomer, the goods, the money and the sale. Now, those will be
there. The doctor is a salesman. He is selling to the sick per-
son ; that is the doctor's customer. What does he sell ? Medicine,
treatment. What does he sell it for? Money. And the engage-
ment is simply the customer's agreement to buy the goods the dor-
tor displays there. And take the lawyer. His customer is called
a client. He sells the law, or his knowledge about the law ; that
is his goods. He sells it for money; and the engagement is the
agreement, or the sale; and he has got to persuade his client that
he has the goods, knowledge of the law, or the client will never
buy from him. You take the minister, that seems to be so far
removed from our work, gentlemen, and he is a salesman. His
custo-ner is the sinner, or the heathen. What is he selling? The
Bible, the church and religion ; that is what he sells— and repent-
ance and faith ; and it is supposed to be free, but after they get
in they pay money to stay in; and the sale is called conversion,
where the customer agrees to the proposition about the church,
the Bible or religion that this man makes. And so you find that
these five elements are absolutely essential, and you can't get along
without any one of them.

For instance, did you ever have, can you have a salesman,
the goods, the money and the sale without the customer? Cer-
tainly not. Can you have the customer, the goods, the money
and the sale without the salesman? Certainly not. It is impossi-
ble. Can you have the salesman, the customer, the goods and the
sale without the money, or its equivalent? Not today. Did you

All Voca-
tions Are
"In Business"

The Minister
a Salesman,
Too

The Five
Elements
of a Sale

130 SELLINGLUMBER

ever have the customer, the salesman, the goods and the money
without the sale? (Laughter). Well now, Gentlemen of this
professional and technical convention, why is that? Now let me
show you just one or two reasons. Certainly it is not the cus-
tomer's fault, because it does not matter what the type and what
the temperament and what the mood and what the environment
now of your customer is, when you have studied those four —
that is, all four things — you have got your man. I repeat it again
—it does not matter what the type, what the temperament, what
the mood and what the present environment of your customer
is, when you have studied those four things you have got your
man. The salesman ought never to be taken by surprise. He
should always have a front or flank movement to meet the oppo-
sition of his enemy. In other words, he ought to manage that
element. The goods remain about the same, and so does the
money. The fault must be with the fellow that manages these
elements to produce the sale. He must handle them wrongly
somewhere along the line, or else something would be done ; a part
sale would be made, if not a full sale, or an order for the future.
I believe in selling the man for next year, if you can't sell him
now. So those are the five, and you can't think of the sixth. I
challenge you gentlemen to name any sixth element in salesman-
ship that is not included in the salesman, the customer, the goods,
the money or the sale.

Now, if you study those five elements, surely you can see
what a science we have. Let's just look at the salesman a bit.
His value. How do you get his value? The unit, that is, you
and I, divided by the supervision we need. The more I1 have to
be watched in the thing you have me to do, the less value I am.
As this supervision increases, the value of the fraction decreases.
If a hundred times I have to be checked up, my value fails. Where
Getting the ^oes ^e suPervision come from? 1 can't go into that. But we
Salesman's come down to the faculties we should find in the salesman. Here
are the constructive ones — I rather like to call them that — and
here are the rather destructive (indicating on the chart). Health!
A man diseased — what can he sell? The fellow that can vocalize
his mind, the man of good judgment, the man of tact! Tact is'
a great thing, wonderfully constructive in salesmanship. A man
in New York has written a book on salesmanship, and it is all
tact. He says it is simply tact. Well, it is more than that; but
tact is a great thing. What is tact? I have read his book, and

SELLING LUMBER

131

I can't tell what tact is ; now I can't tell. I have often asked fel-
low salesmen, when we would be smoking cigars together in the
sleeping cars ; I ask : What is tact ? This is what they usually
say: Tact is diplomacy; and they jump from the tip of that word
to the tip of this (illustrating upon his spreaded fingers). I say,
all right ; but they haven't got anywhere ; and I say : What is
diplomacy? And they say diplomacy is shrewdness. I say: What
is shrewdness ? And they say shrewdness is tact, and they get
right back whence they started from. Many times a bright man
thinks he is defining a thing by merely putting another word in
its place. DC finis is to define the parts. What are the parts of
tact? Then you will see what it is. It is four rights
in a row. If you say the right thing to the right person at the
right time in the right way, that is tact. But if you say the right
thing to the right person at the right time in the wrong way, that
spoils it. If you say the right thing to the right person in the
right way at the wrong time, that spoils it, or if you say the right
thing to the wrong person in the right way at the right time, that
spoils it, too ; and if you say the wrong thing to the right per-
son at the right time and in the right way, that spoils the whole
business. But if you do say the right thing to the right person
at the right time in the right way, believe me, something will
move in your direction.

Thompson got married, and Smith sent him a wedding pres-
ent; and two weeks afterward Smith meets Jones and says:

"Jones, do you know, Thompson don't speak to me?"

He says : "Yes, I don't understand it."

Jones said: "Did you send Thompson a wedding present?"

Smith says : "Yes, I did ; a fine, vellum-bound book."

"What book did you send him?"

"Paradise Lost." (Laughter).

Now that is where you say the right thing1 to the right per-
son in the right way, but at the wrong time.

Now, you take indigestion, for instance. Suppose a sales-
man has indigestion. Now he is liable to be irritable over little
things, and say little stabs unconsciously; and suppose the cus-
tomer has indigestion, too. Then there is nothing doing. You
might as well both go to the doctor and quit for awhile until you
are feeling- a little better. So you see you can go into the sales-
man with considerable depth.

The Elusive
Definition
of Tact

The Right
Thing at the
Wrong Time

132

SELLING LUMBER

What a School
of Salesman-
ship Should
Do

No Book Tells
the Story
of Lumber

The Goods
the Essential
Thing in
Salesmanship

!

Now, what should a school of salesmanship do? If a man
is short on memory, then we should give him exercises to
strengthen his memory. If he is short on imagination, get the
imagination limbered up through playing with the babies — and
I say to you retail dealers, and to the wholesalers and salesmen,
so that you can get it across to the man that you instruct, that
women are going to be more and more customers of the retail
dealer. We are not going to have lumber yards ; we are going
to have lumber stores, and the women will come in there and
see lumber in a way she never saw before.

Then I might take up the goods; and what an enormous
field that is ! I have written thirty-two textbooks on merchan-
dise. I have written one on shoes, for instance, and that book
contains all the points known about shoes. What is known can
be found out by research; and the man that goes through that
book from cover to cover, 600 pages, he has obtained the sum-
total of human knowledge up to date on shoes, and he knows
his goods and becomes enthusiastic on them. I don't know one
book that contains the story of lumber. The story of lumber
is a marvelous story, stretching down through history, connected
with the palaces of the powerful as well as the hovels of the poor ;
and the story of lumber, if that were written as it might be, with
illustrations, would be one of the most interesting of 'books. I
have books in my library on the various woods ; yes, and it is
exceedingly interesting; and the beauty and utility of these things
is something I could become enthusiastic over. I would like to
have time to write such a book as that. I love lumber as it stands
in the forest primeval, and after the work of art of some genius
puts it where it ought to be put, to fit in with some things to
produce the unity from which we live. It is great to have some-
thing to become enthusiastic over. It is marvelous to me that
salesmen who live by selling anything don't see that the essen-
tial thing in salesmanship is not the salesman, neither is it the
customer, but it is the goods. It is the goods that we talk about;
and if the salesman could stick himself out of sight, and make
the customer see the goods, he is the finest of salesmen, just as
the preacher in the pulpit, if he holds up the cross and makes his
listeners forget the preachers, they say he is a fine preacher.
He hides himself behind the goods. I know a girl up here at
Galesburg who became enthusiastic over a can of beans. One
day a man, well dressed and prosperous looking, came in and asked

SELLING LUMBER

133

for a can of beans. If she had known what we know when we
study type, she would have handed him out the highest and best
brand she had. But she pulled out a 10-cent can of beans. He
said: "Is that the best you* have?" She said: "No, we have a
can for 15 cents." He asked: "Is that the best you have?" And
she said: "No, we have ay can for 20 cents." He said: "They
are the same size, made by the same firm. What is the differ-
ence in these three cans ?" She said : "I really don't know. We
haven't used the 15 and 20-cent cans, but only the 10-cent." And
of course he bought the 10-cent variety1 and left. And the man-
ager overheard it, and came over to Nellie and said: "If you don't A Lesson

... . m Beans

know the difference, I will show you now. And they opened

the three cans and found that the 10-cent can was full of beans,
but they were small and hard; the 15-cent can was full of beans,
and they were larger and better looking; and the 20-cent can was
full of fat, tender beans. She made a board covered with blue
plush, and she made little pockets in there and put these fat beans
in there ; and she would talk about how fat and buttery they were ;
how you could feel them sliding down your throat, and you could
see her sales mount up. Why? Because she got to the center
of things.

But, my friends, I want to take up the customer. Adver-
tising is practically on the level today. One man advertises pretty
nearly as good as another; there is very little difference about
it. But I want to tell you now where the difference is. It is in
the customer. In your experience you have found that you can't
sell Jones the way you sell Smith. You are the same, the goods
are the same, the system is the same; what is the difference?
The customer. The customer is this variable element that makes
one sale differ from another sale in glory. What makes the dif- The problem

ference? Why, the difference in the customer and his environ- of the

J .11 i • Customer

ment. Now, you and I are dealing with one human being — say

three in the party. If we can get a line on this man, the line of
least resistance to his mind and heart, we will get in there quicker
than the fellow that goes along any old road to get into those cita-
dels and capture them. This thing of reading human nature is
an old aft, but it has been a false art up to today. It seemed
to be so easy to get a line on the other fellow that the ancients
resorted to many ingenious methods to read human nature, but
of all things it is the hardest to read. Men talked of phrenology
—the contour of the bumps of the brain— that they could by

134 SELLINGLUMBER

those things get a line on what kind of dope was inside of there.
But phrenology doesn't amount to a hill of beans. You will waste
time in studying any phrenology. Miss Fowler, a daughter of the
great scientist, came over to Philadelphia. She is probably the
greatest living phrenologist. I borrowed a straw hat from a por-
ter, parted my hair and plastered it down on my head. She had
six or eight up there, and finally got around to me. Now, I have
a gutter right there in my head (indicating). She' said: "This
gentleman has a poor memory." Memory is supposed to be lo-
cated right in there (indicating) ; and I had a poor memory.
Why, my friends, I am long on memory. William James of Har-
vard said my memory was monstrous. Albert Gates said there
was something superlative about it. Once in a trip through Illi-
nois I was asked for a list of my lectures, and I wrote them down,
'and I found I had forty-seven; and I haven't a note. I can talk
Phrenology for a mOnth, day and night, without stopping and without look-
"Science" mg at anything (laughter) ; and she said I had a poor memory.
Then she got up here (indicating) and examined that awhile;
and there is another gutter right in there ; and she said : "This
gentleman has little faith and little spirituality." If she meant
faith' in my fellow human beings, she was wrong there, because
three times in my life I have lost everything I had, and I think
that is going some. (Laughter). And if she means that I don't
believe in God Almighty, she was off, because I do. I am sim-
ply an orthodox believer, and I believe those things. Phrenology
won't do. But listen : Even if phrenology were scientific, it would
be taught in the university here, and in Philadelphia and every-
where; but there is not a chair in all the world that is teaching
phrenology. Don't you suppose that ought to damn it? And even
if it were scientific it would not help us in salesmanship. Why?
Do you suppose a customer would allow us to manipulate his
head? (Laughter).

And then they refer us to physiognomy, to give us a line

on the other fellow. Now that is the face. They say you have

got to begin with the nose, and the length and breadth and depth

No Time for of this here (indicating) will give you the first line; but that is

Anaf^is modified, they say, by the other features of the face, and then

you must go down and see what the lips have to say and from

there to the chin and then to the jaws, and that will modify your

judgment; and then begin again with the eyes and go back to

SELLING LUMBER

135

the ears and the length and breadth of the head, and then size
up your man. Why, by that time he would be gone.

Now, my friends, when I first met Judge Chetlain of the
Cook County Court his forehead fell right back from his eyes,
and I said to a friend: "Who is that escaped lunatic over there?"
He said: "Who is that escaped lunatic? That is Judge Chet-
lain." And I had a half hour's talk with him and found he was
perfectly human. Therefore, if you had read him by phrenology
or physiognomy you would have gone away off. You, by sit-
ting down there can't tell one single item of what I am, what I
can do or what I know, by the size of my nose. God help some
men if a big nose means strong character. There is nothing in
it. The moving face? Oh! That is different. When I look
this way (illustrating) you know I am pleased, and when I look
this way (illustrating), look out. But you can't tell that from
the size of my nose.

Then they talk of palmistry — the length and depth and re-
lation of the lines of the hand. By these they will show you the
character of the man, his merits and his failings and his virtues
and his faults. But palmistry is absolutely a pseudo science. It
is 50 per cent guesswork; it is not scientific. But suppose it were
scientific. If k were scientific it would be taught in all the uni-
versities of the world, but it is not taught anywhere; so it has
been damned as unscientific, and I am surprised that anybody
would believe it would be of any help in sizing up the character
of any fellow. But, even if it were true, do you suppose the
customer would allow you to monkey with his palm — coming in
to sell him lumber, and asking him for his hand? And suppose
you were dickering with a woman? (Laughter).

And astrology. Oh, yes! Give me the year and day and
month and hour of your birth and I will calculate your horoscope
and tell you what kind of man you are. But; astrology has been
upset in a thousand forms by astronomy. It is psuedo; nothing
to it at all. But suppose it were true? Would your customer give
you the year and month and day and hour of his birth, and then
you run to your book on horoscopes, and then come back and deal
with him? No, no. And what woman would give you her age?
(Laughter).

I want to say to you now that there is no science as yet rec-
ognized by a scientific body— and I belong to a dozen of them—

Expression,
Not Physiog-
nomy, Counts

Palmistry
Involves
'^Holding
Hands"

Some Draw-
backs of
Astrology

136

SELLING LUMBER

A Real Start
in Science

recognized by the national or international scientific bodies as
final, or really as a start. Well, there has been a start, and I
want to give you that start. The fact is, I am working with
you. We have some matters that I want to lay before you now,
and ask you whether you have found these to be true.

Now then, I take it that if I want to influence a man my
way, and I have him alone, talking to him alone — I don't care
how many people hear me — but if I am talking with him alone,
I always begin with the known, and work to the unknown. I
go from the near to the remote. That is the inductive method
of science; that is the method that all science works upon today.
Why shouldn't we work upon the same principle? So I begin,
first, with the clothes, and in a second you can size up the man ;
and what you look to is whether he is dressed peculiarly, in some
way different from the average man of that section or of that
age, the men living around him. If he is, that peculiar thing is
your cue by which you will quickly get into his confidence and
into his good graces, by which he will like you and have confi-
dence in your judgment.

Now I will give you some illustrations. If a man is dressed
ordinarily, just as the rest of us, you have to approach' him ac-
cordingly. Then I would approach him just as I would want
him to approach me, in a common sense, level headed way. But
let me give you an illustration. Up in Ohio in a certain town
they had eighteen salesmen, and every Saturday afternoon we
met for a campaign in salesmanship. They had eighteen sales-
men; and as they came in I sized them up to see if I saw any
peculiar type; and they came in all dressed as every other busi-
ness man, except one man, and I saw that his coat had four but-
Man7s Charac- tons instead1 of three; he had a standing collar, instead of a lay-
ter By His down collar, although he had just come in from the road. He
had the sweetest little cravat tucked away there snugly, and as
white as the driven snow ; and I saw he was dressed spick and
span. I knew there was a stickler for details, a splitter of hairs,
a man that would make a mountain out of a molehill, or an ele-
phant out of a mouse. Well, I started in. I said : "Gentlemen,
if there is any statement I make you don't like, just get up and
shake your finger at me. I am a tough skinned man." And this
man was the first up. I expected him to be the first up. He
said : "Doctor, may I ask a question ?" I said : "Certainly."
He said: "Do you mean, when workingf our second orders from

Reading a

SELLING LUMBER

137

customers we should ask them if they were satisfied with the
order they gave us before?" I said: "Certainly; I would do
that." He said : "I would not. You just give them a chance
to complain." I said: "If they don't complain to your face they
will to your firm or to your competitors. I would very much
rather have the customer come to me and tell me what the trou-
ble was then to/make complaints to my firm or to my competi-
tors." The man was content; and I went on for eighteen or twen-
ty minutes, and he got up again, and he said: "May I ask you a
question?" I said "Certainly," and he came with that same old
question. I felt I ought to wipe the floor up with him, and I
just called him — told him what his character was — and he was
that kind of man. He chose that thing. You could tell the state
of mind he was in by the sign he left on the outside.

I went to East Aurora to lecture for Elbert Hubbard. He
came down to the station to meet ,me. He said : "I am glad you
are here. We need some instruction in salesmanship." I said:
"I am glad to be here. You are different from the rest of us.
You are hunting right ideas. Do you know how I can tell you
are different from the rest of us?" He said: "From my writ-
ings?" I said: "No, not from your writings, but from your in-
describable necktie and the way you wear your hair." He said:
"Come up and dig yourself out of the dirt you are in and I will
see what kind of a chap you are."

But I wasn't flattering him. I was telling him the truth.
A man who dresses like he does wants to be different from the
rest. And it wasn't flattery, it wasn't praise, it wasn't criticism.
I was simply stating a fact, and he was proud of it. I was ap-
proaching my man and getting his confidence in the first crack
out of the box.

Why, you can get something by the way a man wears his
hat when you approach him (placing a straw hat level on his
head). If a man wears his hat like that, on a level, you can take
it for granted that he is a level headed, ordinary man of common
sense, like you and I are. That man I would approach with a
straight business proposition and get it across as soon as I can
so that in his common sense he, can sit in judgment upon it. If
a man wears his hat like that (illustrating, on the back of his
head), he is a heart man; he is a man of heart, and approach-
able. "Walk in, ladies; walk right up!" He is a heart man.
And I would go up to him and, slap him on the back. That is

Sizing Up

Elbert

Hubbard

Significance
in the Angle
of a Hat

138 SELLINGLUMBER

the sign of a hale fellow well met. I would go up and slap him on
the back and say: "I am mighty glad to see you, because I have
got a fine proposition/' and be cordial with him. You can be as
close as you want to. But suppose a man years his* hat like that
(illustrating, pulled forward over his forehead). Don't you slap
that fellow on the back! (Laughter). You will probably get a
punch in the nose if you do. That is the man that is living in
the shadows; that is, he likes to be unseen, and watch us. He
likes to get a line on the rest of us. He is a cautious man. He
is cautious. And if I were to approach that fellow the first thing
I would say would be this: "Mr. Jamison, being a prudent man
and a man of foresight, I am flattered to make the proposition
I have right here now to you, because I have such a fine propo-
sition I know you, will recognize it. Now then, let's read it and
sign it up." He feels that he is recognized and appreciated. He
thinks that you are a man of good judgment — and you are. He
No Rules for tn^n^s y°u understand him, because he understands himself — and
Handling a you do. And therefore his confidence goes out, the very first
thing you say, and you are ready for the next propisition. Now
suppose a man wears his hat like that (illustrating, on the side
of his head). It doesn't matter which side. That is a dude; and
God only knows how to handle a dude. But if your customer
wears his hat like that, he needs a little flattery. He thinks he
is just it. Hte can mash any woman on the front street he lays
his eyes on. And so I would say: "Mr. Jamison, for a man of
your type, you want this quality of lumber, not that. . You want
this part of my proposition, not that," and get him right up to
feeling big, as he wants to feel. I have to judges of the customer
as he is, instead of trying to make him what I think he ought
to be. Take him just as he is. So there are three or four dif-
ferent approaches. The first crack out of the box is the approach,
and the salesman must make the approach. If the customer does,
then, of course, you are off on the question the customer asks,
and haven't time to make your own approach, but can make it
later.

But now we go a little deeper, and I will show you a line

on how to handle your man. The tones of voice. Now when

Reading the it comes to the tones of voice, you have one of the secrets of

Voice8 °f mm<i reading. Some people, when they hear me talk to them

confidentially, surprise me. They say: "You are feeling so-and

so" — and it is true. The way I was feeling when I said those

SELLINGLUMBER 139

words didn't seem to fit the words, but they were telling me how
I, felt. In other words, they were reading my heart. How is it
done? By emphasis. Now I would like you gentlemen, in your
homes, in your club, in your social circles, to train your ear to
hear emphasis, and when you hear it, begin to practice. Say
"Bill, you said so-and-so, but 'you feel this way," and tell Bill,
your private friend, how he feeh, and you will be surprised how
near you will hit it by the w7ay Bill emphasizes his words; for
emphasis goes where the feeling is hottest. For instance, I al-j
ways give a man three chances to buy. Of. course, if he buys the
first time he doesn't get the second or third. If he fails the first,
I give him a second or a third. Suppose I give him my first sell-
ing talk. I quit. I come to the silent moment in salesmanship,
because I want to see how Jamison feels before I take my sec-
ond step. It may be a line or two, or a paragraph. I quit. Now,
he has got to do something, or say something. Now suppose he
says it this way : "Your proposition sounds good, my friend."
Now, is he ready to buy? Is he ready to put his name on the
dotted line? No, sir, no, sir. He is a thousand miles off from Learningvc
the selling point. Do you see, the emphasis is in the crest of Interpret
that curve; it is on the word "proposition." "Your proposition Emphasis

sounds " Now, the words sound as though he is ready to

buy; but the feeling? What is his feeling? He feels that I have
another proposition; that if he hangs on long enough I will make
it to him ; I will reduce the price, or I will throw 'in something.
In other words, he feels that he has not got my rock bottom yet,
and that other proposition is in his mind when he emphasizes the
word "proposition." Now how would I answer that? I would
not answer his words ; I would answer his feeling. I would say :
"Mr. Jamison, this is the only proposition I have, because I can't
modify it in the least. Lam giving you the highest value for
the money that it is possible to give today." Now, that will answer
his objection, but not answer his words. He says to me: "Your
proposition sounds good, Mr. Krebs," and I come back: "This
is the only proposition we have; the finest we can get up today."
And then you quit that question which you have both solved,
for you are getting together. But suppose he says : "Your propo-
sition sounds good, Mr. Krebs," with the emphasis on "sounds,"
and I catch it. I am watching the next move of my enemy.
Now is he ready to buy? No, no. What is his feeling? His
words indicate he is. Why, he feels that it only sounds good:

140 SELLINGLUMBER

that I have been giving him hot air; that the reality is something
different from what I said it is. In other words, that I haven't
told him the exact truth. I come back and say: "Mr. Jamison,
what I have said I won't take back. I have not overrated, and
I don't think I have underrated this proposition. It is just as
real as words can describe reality." Then I have answered his
feeling. But suppose he says: "Your proposition sounds good,
Sign Here" Mr. Krebs." I say, "All right. Just put your name on the dotted
line." (Laughter). In other words, you know when you are
at the psychological moment, and what to do when the psychologi-
cal moment comes. Now it doesn't matter how big a nose Jami-
son has got, what the color of his eyes, or how he parts his hair.
You have the clew that he himself gives you, and you are sim-
ply, like an artist, taking advantage of it.

But now, my friends, I want to go into temperament. Let's
go a little deeper. Now, when we come to the word "tempera-
ment," of all the silly things that have been written about tempera-
ment— it is ridiculous. Now I want to sum it all up as quickly
as I can. I want to eliminate the false, and then I want to use
three simple words, Anglo-Saxon words, and say to you that there
are only three temperaments on earth ; that is, all human beings,
male and female, all go into three different classes. Tempera-
fment tells you not how to approach a sale, but how to conduct
the sale. What are those three? The quick, the slow and the
medium. Now doesn't that sound simple? "But what do I mean?
I might use other words -here now, if1 you care to — the morbid,
sanguine, melancholic, phlegmatic, nervous, and so on, and then
Temperament those in between; but these are the main. If we have you in
the laboratory we can measure the time of the nerves and tell
you what class you belong to. It is just the quickness or the
slowness with which the nerves make muscular motions and form
ideas in the brain. Some have to take some time to form an idea
and more time to express themselves, more time to make a mo-
tion. You can1 tell the temperament I belong to ; I belong to the
quick. You can tell that a man belongs to the quick tempera-
ment when he walks into your office. He walks in rapidly, and
asks you promptly for what he wants. He is the quick man.
You take him out to show him the lumber in your yard, and he
asks questions, and he asks them fast. That is the quick man.
The slow man comes in in a deliberate manner. He will talk at
about the rate I am speaking now (speaking slowly). I had to

SELLING LUMBER 141

put the brake on to do that. Stenographers tell me I talk 200
words a minute. You ask him to take a seat. He will sit down
slowly, deliberately (illustrating). Adjust himself deliberately.
And as I said, his words come out at about the rate that I am
now addressing you (speaking very slowly). You can almost get
his last word before he says it, because you are thinking a little
ahead of him and know just what that last word is going to be.
Now he is not a weak man. Slow does not mean weak. He Temperament
may be a lightning calculator, as far as foresight is concerned,
and prudence and thoroughness. It just means that his nerves
move slowly. The medium is the man that is not one nor the
other. Now, that is simple, and, gentlemen, that is all there is
to temperament. The man is born with the nerves in that con-
dition. Temperament is something he will carry with him all his
life. The man will talk slow ; he will move slow, at a certain rate.

But now, how do you handle him? Here is the cue: Al- I
ways take the pace from the customer. Always take the pacej
from the customer. If you are handling a quick man, I would TakethePace
say to him : "Here, Mr. Jamison, are the inch pine boards that of the Cus-
you are looking for. You notice the varying widths? They are 1
very practically cut to subserve almost any purpose you have
in mind." In other words, get the selling points, whatever they f,

are, about that particular board, to him very fast.

Now for a slow man I check myself. If; a man talks slow
to me I get a kind of feeling that he doesn't know his selling
talk, he doesn't know what to say next, and I feel like saying:
"Oh, you old slowpoke, get a hustle on." But if I start dealing
with a slow man I would say (speaking very slowly) : "Here,
Mr. Jamison, these are the inch pine boards' that you are looking
for." I quit. (Pauses). I say, "You notice the varying widths?
They are very practically cut to subserve almost any practical pur-
pose you may have in mind. (Pauses). I would like you to no-
tice, Mr. Jamison, the compactness of the fibre." Go slow. Now, A Slow Man
if you go fast with a slow man you rush on to the X, Y, Z of ^ried*'
the facts that are perfectly familiar to you, but he can't follow
you, gentlemen. And you think you have got your knowledge
across, but you haven't at all. He is way behind ; and you only
irritate him; you get on his nerves. You are a salesman, and
want to do the business; but it is the manner that you handle
him in. He doesn't know what is wrong with you, but he doesn't
like to deal with you. If you have a fast man to deal with, don't

142

SELLING LUMBER

go slow. If you yourself are of a slow temperament, you prac-
tice. I would take a paragraph; I would write out my selling
talk, of course, what I am going to say about that particular lum-
ber, and then I would practice it, so that when I have a man with
a quick temperament I can get it off fast— and sometimes I talk
at the rate of 200 words a minute. That is what the stenograph-
ers tell me. If you have it so you can rattle it off it will please
the quick man, because he understands it better. A slow man
wants you to go slow, and he feels at home with you, and he
likes you because he catches your idea. Now you try that. If
you try to go fast with a slow temperament you will lose some sales.
If you talk slow to a fast man, you may lose some sales. I talk
fast to the fast and slow to the slow, and you can do it, too. Just
remember it when you begin the sale, after the approach, and
you begin to make the sale and get in the selling points on the
goods. Take the pace that the customer has set.

Now when it comes to types I can only say a fewr words. If
you can handle types you certainly will enjoy the art of selling.
. There are three things — thinking, feeling and willing; that is all
a man's mind does ; it thinks, feels and wills. To think is to
compare two thoughts, to get a conclusion of their value. To
feel is to hate or love, and to will is to decide to do; that is the
executive idea. Now suppose a man is long on thought but short
on will ; that is the intellectual chap ; that fellow loves to think,
lives on thoughts. Suppose a man is short on thought but long
on feeling; that is the man that loves to feel, to get his emotions
stirred up. He likes a good case of hate, too. Then the man
of will ; he is the executive man, the commander.

Now I will show you how to spot those types. The one al-
ways present, unexceptional characteristic and sign of the intel-
| lectual man is the inclination of the head. He will never have
his head, or very seldom, squarely on his shoulders. He stands
with his head on the incline, usually right or left, a little bit,
and usually forward, so (illustrating), because he, being intel-

Dealing With ]ectual, is balancing what you say to him in his own mind, and
the Intellect- J J , . .

naturally your head, when you are balancing something, takes the

position of balance; not square, but balanced. Now then you
can mark that down as an index of the intellectual caliber. If
it is a seated interview he probably has his eyes front, fixed on
nothing; he is introspecting your statements; he is trying to see
how true they are, whether you mean what you say or your data

The Three
Types of
Men You
Deal With

ual Type

SELLINGLUMBER 143

is true. He is watching you. His head is inclined. When he
wants to refute a point, often, not always, he will lay his finger
down, like that (illustrating), as though he is pointing to the
very point on the palm of his hand. He will often stand with his
head inclined that way, and a finger, or two fingers on his check,
like that (illustrating). Now, you can get him by his words.
He will say : "Well, Mr. Krebs, your proposition does not strike
my judgment. I can't make up my mind." He will use the words
"judgment" and "mind," terms that apply, not to the heart, not
to the will, but to the intellect, to the reasoning. "Mind" and/
'"judgment." He loves to reason, and he will use those phrases;
hence you are sure you are dealing with the intellectual man.
Now then, you have got the intellectual man. You can spot him
easily by the way he stands and his words. The heart man will
say: "I don't feel right about that." The other man will say:
"That does not strike my judgment," or "I can't make up myj
mind." The heart man will use terms of feeling and heart. When
you call on the intellectual man be sure to give him the analysis
of your lumber; show him its durability; show him the purpose,**
and that it will meet that purpose; go into the analysis. He wants
to think. He does not fail to see the beauty of it, but he thinks
that, is sentimentality ; he will think that is a sort of effeminacy,
and he does not want that. So you give him the analysis of your
wood.

Now the, heart man has one characteristic by which you can
always place the heart man, and that is the motion of approach.
If, for instance, it is a seated interview, and you are seated over
there and Mr. Jamison is here — he is the heart man. He will
move away from the back of his chair; he will move forward in
order to get close to you. His head is square on his shoulders
and his hands on his knees. Don't take that attitude for agree-
ment-with your proposition or that he wants to buy, but he wants HOW to Know
to give you a square deal. He will often move his chair toward '"

you. He will be open and frank. The motion of approach is |
always the sign of a man of heart ; he will always try to get closer.
When it is a standing interview he will sometimes come up so
close as to blow his breath in your face; and I do hate that; but
he does it out of the goodness of his heart. How do you handle
him? Slap him on the shoulder and pat him on the back. And
he will use phrases like "I don't feel quite right about that. I
wonder how my wife would like that." He is thinking of the

144 SELLINGLUMBER

pleasure of it; he is thinking of the beauty of the thing. And
we want to call his attention to the esthetics of the lumber, the
beauty of it. If the building is built of this particular lumber
it will have an air of refinement; it will please the wife; it will
please the boys at the club, if it is built out of this. He doesn't
want analyses. He doesn't care so much how long that wood will
last; not so much; throw it in, but he loves that other thing.

A man was selling furniture, and a woman came in to buy
a set of parlor furniture, and he gave her thejtalk for the intel-
lectual type. He showed how strong the sutures were, how long
the wood would last; he gave her the analysis, the head type.
She didn't buy. Women are of the emotional type. Women are
long on soul. A woman will jump to a conclusion by intuition
where a man will have to reason himself up and sit beside her
and say : "Yes, dear, you are right" — and she knew it long be-
Usin "iHead" ^ore' ^° ne decided when he saw her passing from the store,
Arguments to call her back. And he said: "Madam, look at the symphony
witha "Heart" of the lineg of that chair jt wag an artist that Bought out those

lines." And he came up to it as though it were a tender thing,
and he laid his hand on it like he was petting it ; and he said :
"Do you know, that is Sixteenth century furniture? Madam,
stand back!. Just get the air of it. Just get the spirit. That
will bring an air of education into your home that will be an edu-
cation to your children; that will be a fine work of art." And
she bought it. She was long on art, to the extent of $160.

Now, my friends, when it comes to the will type, the will
type of fellow will swell out; they kind of swell out; they don't
stand as though they were at ease, but solidly. They kind of
swell out, and they get up a sonorous way with their voices. They
kind of impress you and kind of domineer over you, and swell
out over you as though they wanted to overawe you and push
you along. When they make a gesture they point like that (illus-
trating). When the intellectual man points, he points like that
^e (illustrating)- The purely intellectual type is selfish; they lack
heart. The heart man will point like that (illustrating), but the
commander will point like that (illustrating). He swells out be-
fore you and stands very firm. He is the boss. Now then, gen-
tlemen, how are you going to handle the will type? Well, there
is only one thing to do, for we haven't any of the elements of
the other two, for they are short on heart, and you can't appeal
to esthetics there. He will think that is effeminacy. He can't

SELLINGLUMBER 145

analyze, because he hasn't brains enough. So what are you go-
ing to do? Well, you make a proposition, and he will say: "I
know that is not so." You come back and say: "I know it is
so." Meet his one statement with another. Those fellows you
have to knock down before you can pick them up. And they love
that thing. They think you are a man of their own type, a man
of strong will, and they love the thing. If you come in in a gen-
tlemanly way they think you are a sissy and they won't take
any stock in you. You can't reach them through their sensibili-
ties, and you can't reason with them, so you simply have to take
them by the neck and simply domineer over them, assertion for
assertion and strength for strength.

F. O. Bailey called on a firm in New York. He called two
years in succession. The first time hq sent in his card and Mr.
Jamison sent out and returned Bailey's card by a negro servant,
and said : "We are too busy to see you today." Bailey believed
that the first year and so he didn't push himself in. The second
year that same thing happened; after waiting thirty minutes that
was the word that was sent out by the proprietor. Now Bailey
began to reason what kind of a type sat in that office. He said:
"No gentleman would treat a representative of the firm I rep-
resent like that — me coming here two years and having me sit
here half an hour, and wasting my time; no gentleman would
treat another gentleman like that; so/' he said, "he is not the
heart man. He is not the reasoning chap, either. That fellow ~ .. p
does not reason much or he would reason that he ought to see the the Way —
products of the firm I represent, even if only to look at them." Ycar>TW°
So Bailey decided to treat him like he would treat the will type.
So here is what happened. Bailey sent in his card again, and
at the lower left-hand corner was the word "Important." The
man took it in but came back and said: "Mr. Jamison is too
busy to see you." Then he threw away his card and wrote : "Less
than a minute by the watch. Ten dollars a second if I stay long-
er." The negro was afraid to go in again, but Bailey greased
the way with half a dollar, and so he slipped in, ^and came out
and said: "All right, Mr. Bailey, you can see Mr. Jamison."
Imagine Jamison seated at his desk. Bailey kept his hat on,
opened up his coat and walked in like that (illustrating). Jami-
son said: "Well, what do you want?" Bailey said — didn't say
"Mr. Jamison" — "Well," he says, "Jamison I just wanted to see
you. I have been here two years. You know what our firm

146

SELLING LUMBER

His Attitude
Toward the
War— Pro-
American

is, and bigger firms than yours give me twenty to thirty minutes
to look into our product. Two years you have been so busy that
you couldn't take time to see me. You are busier than the Presi-
dent of the United States, busier than God Almighty. You are
a curiosity, and I wanted: to have a look at the curiosity. This
is less than a minute. Good-bye." He got to the door. He never
got out. Jamison liked that. Jamison thought that was great.
He said: "Bailey, come back." Of course Bailey went back,
and then they got together, and Bailey took his order. And so
you treat the different types.

Now, gentlemen, I have gone nearly on the roof, and it is
late, and I want to conclude with just one thought. I would feel
that I were not true to you or me in our work if I didn't say
just this word. This world war is an enormous affair. It is
getting to be a world war. The gigantic proportions of it are
such that people can't even realize what is going on in Europe.
Why, the battle of Waterloo had only 200,000 on each side, and
there were 60,000 casualties. It was a great battle. But the bat-
tle fought six months ago on French soil had 600,000 on both
sides, and yet we read about that as; a skirmish in our morning
newspapers. On the line of the Eastern front, 900 miles, there
are 3,500,000 men; on the line of the West, 700 miles, 3,000,000
in it; and the line to the South has a million men in it. I don't
see how those men^get the military blue print. Imagine a cam-
paign like that, and it makes all the battles of the past look like
30 cents, or all our honor and love for what those battles have
won us. The proportions of it have been double compounded.
My mother was French — La Fait was the name. My father was
German, and I don't know how I live at peace with myself these
days. I am not pro-German, although I have lots of love for
the Germans; I am not pro-French, although I have lots of love
for the French; I am not pro-English, although I have lots of
love for the English ; I am not pro-Irish and I am not pro-Turk,
but I am pro- American. (Prolonged applause). I am glad to see
that splendid outburst — not for me, but for the principles I am
standing for. Now, my friends, what have you and I got to do
with it when we don't go to war, don't shoulder the musket?—
for all of us ought to have this answer to what can we do. We
can do a tremendous thing. When it is time for peace to re-
turn, to waken up and push it to the front; that is our function;
and you say: "How shall I get at it?" Well, this way: Six

SELLING LUMBER

147

America the
"Pet of High
Heaven"

years ago a man said to me: "Doctor, why is it we in America
here feel that we are the particular pet of high heaven; that God
Almighty has his hand with more love on the flag of the stars
and stripes than any other? Why," he said, "take Persia. What
is Persia today? Why Persia does not amount to that much
(snapping his fingers) in the policies of the world. But at one
time she was mistress of the world, three times the size of the
United States." Why, gentlemen, do you realize that? Last Feb-
ruary I made a jump from Seattle, in Washington, to Tampa,
Florida — a straight jump, the longest trip I ever made on land.
Persia was three times the size of that; and Persia was so old and
rich in national life and history that it makes the United States,
he said, look like an infant and a pauper by comparison ; and
he said Persia had riches that we do not possess today ; Persia
could move rocks 150 miles that we can't move 150 inches. Per-
sia had colors that haven't faded, and we don't even know the
chemistry of that thing. There they are, as bright as the colors
on that jar (indicating), and yet they were made thousands of
years before Christ. And he said, "Where is that vast, powerful
old nation of antiquity? In the sands of oblivion. And what
brought her there? The old, old story. And it is time for us
to see. Goodness alive! Does God Almighty mean to treat us
like that? It is simply the old economic struggle, the internal
struggle between the rich and the poor, saturating every ramifi-
cation of society; in other words, the rich get richer and the
poor get poorer. It saturated society until caste was established,
not only in society, but by law ; and then when there was a little
pressure from the outside, Indian China, it fell, by reason of the The Lesson

internal weakness and rottenness, and great was the crash thereof."
"•Now," my friend said, "what do we see forming already in this
young government of ours? The same process of disease, dis-
integration, decay and death. On one side we have millionaires,
multi-millionaires, trusts and monopolies ; on the other side, trade
unions confronting all the different kinds of business, and many
of them highly organized. And it is ridiculous for us to cry
'Peace, Peace, Peace' to high heaven, when there is no peace ; and
if this breach grows wider right along, when there is a little
pressure on the outside on the walls of our government they will
crash and fall, just as surely as the walls of our honored and
loved forebears fell before us. Why, then, do we sit here and
flatter our hearts that we are the particular pet of high heaven

in Persia's Fall

148

SELLING LUMBER

Endurance of
Power in
Commercial
Greatness

and think that we are the Benjamin of the nations of history, God's
national favorites ? Why do we feel that ?" When he spoke to me
thus, I felt there was a missing link in the chain of his logic,
a lost chord in the music of his thought, and I tried to think
of that missing link and to hear that lost chord, but I couldn't
do it, and I bowed my head and said nothing; for the facts as
he stated them were all historically correct. But I got my answer
from a source that I never expected to get it. I know it didn't
come from man or men. Whether it came from God Almighty,
I will let you, kind friends, decide. But four or five months after
I stood for the first time before Niagara, and it was a beautiful
moonlight night when I first saw that majestic phenomena of nature
tumbling there; and as I heard that voice that night, the same
voice that had been sounding on and on through the centuries of the
past and will sound on and on and on through the centuries and the
centuries and the lengthening centuries to come, passing, but never
past, going, but never gone, falling, but never fallen, oh ! what a
mighty, moving monument of permanency and power, sufficient
to move the machinery of the world by transmuted energy, and
do it, too, in curves of beauty and lines of grace; and as I stood
there, suddenly a voice seemed to drop down from the stars above,
and up from the long lines of illustrious statesmen and patriots
through the vista of the centuries, and out from the churches
and schools and marts and mansions and farms and factories, and
in that voice mingled the voice of the American past, the voice of
the American present and the voice of the American future. Sud-
denly the waters of Niagara vanished, and in its place was the
Niagara of industry, a government-encouraged industry, of individ-
ually loved * industry, the thing that was absent in the days of
Persia to which my friend referred, and it was the missing link
in the chain of his logic. For in those days, to bq a noble man,
or occupy a place of respect and honor in organized society, you
had to gain or achieve a high place in the army; the captain or
general was the nobleman; but the salesman, the merchant, the
tradesman, the business man, as we understand him today, and
as you and I are, they were pariahs in the days of Persia. They
were itinerant salesmen, going around with packs on their backs,
and compelled to pay taxes to a government that in their heart
of hearts they hated. And yet it is just that man, the business man,
that is in the saddle of civilization today with the reins in his hand.
Why do I say that? Because Congress devotes more attention

SELLINGLUMBER 149

and more hours to the problems of our business men, to the ex-
change of merchandise, than it does to all religion, all education
and all art combined. Why? Because the thing we are doing
lies at the basis of the whole gigantic pyramid of the social struc-
ture. Knowledge of the things made of lumber, shoes, and every-
thing we exchange, lies at the basis of the church and the school.

As business wanes the schools wither. It is the business man Appreciating

the Business
that endows schools and colleges and universities and sustains the Man

preachers and the churches ; it is the whole thing ; and it is our
function to distribute. That is the reason anything that interferes
with trade distribution includes the business men and the teacher
and the preacher; and that is the reason we ought to appreciate
him.

I want to tell you, there is going to come an age of recon-
struction. We will repair the destitution of Europe. A man said
to me, "All these factories will close down after the war and
then we will have a period of depression." Not on your life!
What will happen ? We will hear the call of the wild. There will
be such a demand for lumber that we will see more than I saw a
few days ago at Pensacola. I saw four scows loaded with lumber
and drawn by a tug, intended for war purposes. But then they
will be loaded for the purposes of peace, and not for the destruc-
tion of life, to meet the demand for things that were used in peace,
to rebuild everything, along the line; and whilst ammunition fac-
tories are now making ammunition, they will be making some-
thing else ; and we will have an age of prosperity that will demand
the pluck and grit and courage of the best of us. And that is
the thing that will save us. So, when I heard the three voices
mingled, and saw that vision — the voice of the American past, the
voice of the American present and the voice of the American
future, here is what they said in answer to my friend's question :

"As long as the song of Industry is heard,
As long as its thunders roll,
As long as its music
Nor beast nor bird,
But man and God control ;
So long as will the flag of Liberty's fane
Float over this land unfurled,
So long will its stars and stripes contain
Power to move the world."

150 SELLING LUMBER

Co-operation With Distrib-
utors and Consumers

By M. B. Nelson

General Sales Agent, Long-Bell Lumber Co.
Kansas City, Mo.

There is no other manufactured commodity, I believe, produced
anywhere in the world to which as little thought and study is
given to the merits of its uses or promotion by the manufactur-
ers and distributers as is given to lumber, especially Yellow Pine.
What does the average lumberman engaged in the manufacture
or sale of Yellow Pine know about its merits? The measure of
. success in any line of business or industry is the knowledge ap-

plied by those interested. A comparison of what the average
lumberman actually knows about the merits of lumber with the
knowledge of those interested in most any other line of business,
and a comparison of the energy that is expended by the lumber-
men in promoting an increase in the consumption of lumber pro-
ducts, especially Yellow Pine, is all that is necessary to consider
to realize our deficiencies.

I consider the sales organization more to blame than any other
department of the business. The average young man who starts
out to learn the lumber business spends a short period at the
mills, in the retail yard or in a lumber offiice somewhere ; famil-
iarizes himself with lumber terms and grades and the rates of
freight so he can quote on whatever item of stock is listed on the
price sheet without making too many mistakes, and when this has
Faults of been accomplished, feels that he has graduated and all that is then

Sales needed to make him a full-fledged lumber salesman is expense

Organizations , , , , f . .

money, an order book and a vocabulary that enables him to make

convincing argument out of information picked up from the retail-
ers about low prices which are being made by his competitors.
Apparently no thought is ever given to doing something that will
increase the use of lumber in his territory. The average sales
office measures the worth of a salesman by the number of orders
he sends in. Some few measure his worth by the price or value
-, of his orders as compared with the general run of business they

receive.

SELLING LUMBER

151

In the most successful industries which have, within a quarter
of a century, introduced and created a demand for their products,
not only in the United States but throughout the entire world, they
have first educated their salesmen as to the merits of what they
have for sale, and have spent a great deal of time and money
becoming familiar with the arguments in opposition to the use
of their products and securing arguments to combat or overcome
such opposition. This has been most effectually accomplished
through systematic organization where the manufacture has been
by one interest or where but a small number have been interested.

I think the reason the lumbermen have neglected this very
important feature is because of the large number interested in
the manufacture and distribution of the product, and, further,
the fact that the benefits resulting from any energy expended in
creating a new demand or combatting the inroads of substitutes
accrue to the industry as a whole and in but slight degree to the
individual. It is but human to expend energy only where the
greatest individual results can be accomplished. Lack of the proper
organization all the way down the line is another and probably
the greatest cause of our neglect, but we now have in our busi-
ness a "live" Association, equipped with ample machinery to secure
results if we will only make the proper use of it. But the ma-
chinery will not grind out results or success for the lumbermen
unless it has the support of all branches and is kept oiled and in
operation.

Now let us see how we can use our Association to improve
our business.

First, let us educate ourselves as to the true merits of our
product in its different uses, and as to the uses wherein it is equal
to or superior to any other known material, by informing our-
selves in so far as possible through the limited store of literature
that the Association has accumulated and from any other avail-
able sources; let us find out how long Yellow Pine sap will last
when exposed to the elements; what causes decay; what known
treatments will prevent decay, and what the cost of the same is;
how long heart pine will last when exposed to the elements, also
as compared with other woods ; let us familiarize ourselves with
the different old buildings, pictures of which the Association has
published, and those of us covering territory where additional in-
formation of this kind can be obtained, secure photographs and
other information which might be interesting to the manufactur-

Learn to
Know Our
Product

152

SELLING LUMBER

Teach Others
the Merits
of Wood

ers and consumers of lumber, and furnish this to our general offi-
ces so that they, in turn, may send it to the Association; let us
seek information from whatever source we can, and if it is not
in stock in the storehouse of the Association, get it there without
delay so it can be distributed for the benefit of the subscribers
and the entire lumber industry ; let us investigate at every oppor-
tunity the practices and methods pursued by the retailers, dis-
tributers and consumers of our product in every section, and if
their policies are along lines which will not promote the general
interest of the lumber business, take the matter up with the re-
tailers, buyers or distributers and make sure they understand that
they are doing our industry an injustice. In addition to this, re-
port the information to our general offices that they, in turn, may
send it to the office of the Association and that the committees in
charge of the work may know what is going on and seek to rem-
edy it.

After we have gained a better knowledge ourselves of lum-
ber with respect to its real merits and uses, let us take advantage
of every opportunity to disseminate information to. the retail dis-
tributer, engineer, architect and consumer by constant, Systematic
effort until we have educated everybody who has anything to do
with the handling, of Yellow Pine to a point where they will be
able to defend its merits and prevent the unscrupulous substitutes
from entering our ranks and defrauding the public to the detriment
of our business. I do not mean by this that we should not give
due consideration to the merit of any substitute, or that we should
recommend the use of lumber where we know it is not equal to
something else, because I figure such practice would result to our
detriment. Our progress must be based upon merit, otherwise our
efforts will eventually fail.

Up to this time only a limited supply of educational informa-
tion is available with regard to the merits of our product, and it
is therefore very important that effort be made by all of us to
secure further necessary information as rapidly as possible.

Let the salesmen in the different sections of the country or-
ganize in small groups and meet as often as convenient, and devise
means whereby the retailer, architect, engineer and large consum-
ers of lumber can be properly informed. This can be accom-
plished by the salesman devoting his spare time with his customer
in discussing the subject, in seeing that the suggestions and ad-
vertising matter sent out by the Association are received and dis-

SELLING LUMBER

153

tributed by the retailer in such a manner as will get results, in
suggesting to the retailer the many uses which could be made of
Yellow Pine in his territory if the proper effort were put forth
by him, and that his business would grow as a result. Not only
that, but go out with him to the prospective consumer and see that
the proper arguments are presented in behalf of the Yellow Pine
interest. If he encounters any questions or problems which he
cannot answer satisfactorily, let him report the facts to his general
office so that they may take it up with the Association.

In the cities and large towns where the consumption of lum-
ber is governed largely by the architect, engineer or builders, I
would suggest that the salesmen organize with the retail dealers
and call a general meeting of all architects, large contractors, en-
gineers and builders in that particular section; invite them to
dinner some Saturday evening, and arrange for a speaker from
the Association to address them relative to our product. And be
sure the speaker is requested to give strong emphasis to those
points which are considered most important to be driven home.
Get acquainted with the master mechanic or master car builder in Consumer
charge of any car shops in your territory ; investigate, and make to Ch°ose
sure that they know all you do about Yellow Pine in so far as it
affects their line of work. Keep in touch with every kind of con-
struction contemplated in your territory ; go to the architect, en-
gineer or builder with your customer and try to get as much Yel-
low Pine used in* the construction work throughout the building
as the merit of the wood will justify. You will find that if the
architects and engineers are properly approached, they will be more
than willing to give consideration to most anything you have to
present. It goes without saying, however, that all technical men
of this nature are very difficult of approach and are more or less
prejudiced in their views, and unless the proper diplomacy is used
your efforts will not meet with success.

Every salesman should be familiar with the building code o
every city in his territory, and if there is anything in the code that
is detrimental to the interest of the lumbermen, the salesmen lo-
cated in that section should get together and organize for the pur-
pose of seeing that the discrimination is corrected at once. If they
should encounter any problems which they cannot handle, they
should call on the Association, through their general offices, for
help. We are losing out in many territories to substitutes because
these promoters are organized and working along more intelligent

154

SELLING LUMBER

Salesmen
Should Work
Together

lines, not only taking advantage of but creating the opportunities.
The consumption of our lumber is decreasing through the devel-
opment of the substitutes, many of which have not the merit
claimed. Keep close watch on every substitute being used for
wood, and wherever they fail be sure you are on the job and se-
cure the information and report it through your general office so
that it can be passed to the Association and distributed. Have pho-
tographs made wherever it is possible.

Let us impress upon the retailers and consumers of Yellow
Pine throughout the entire country that while the Association is
organized and maintained by the subscribers, it is organized for
the purpose of benefiting the retailers and consumers of lumber,
and we want them to make use of it in any direction they think
will be beneficial to the industry and profitable to themselves.

The object of the Association is to cause lumber to be used
for every purpose for which it is as good or better than anything
else; for it is their desire to see that the consumer gets the great-
est value for the money expended for Yellow Pine. Let us get
everybody interested in the Association and make sure that they
know its object and purpose. Let the salesmen calling on the trade
located in the small cities and towns, organize at central points
and divide up the territory among them so that every town where
there is a lumber yard will receive the proper attention and infor-
mation ; have the retailers get together with the contractors and
carpenters, in the evening, and give them a lecture with regard to
the objects and purposes of the Association and relative to the
merits of Yellow Pine ; show them how short lengths can be used i
to advantage. I think you will find the carpenters and contractors
in the small towns very willing listeners,, and all of the retailers,
when they find you are working for their interest, will give you
no trouble in securing a conference. If this matter is properly
presented I think we should soon have the entire territory covered.
Meetings of this character should, I think, be continued at least
once every six months, because when once we get things going
right there will be a lot of new things come up which we will want
to transmit to the retailers, contractors and carpenters. To make
it all the more attractive in the larger towns, you might arrange
to have talks at some moving picture house, and secure from the
Association a set of picture films, charts and other descriptive litera-
ture of any nature which could be used to advantage. This would
not only be of interest to the retailers, contractors arid carpenters,

SELLING LUMBER

155

but they could take their families. The more people we have
boosting lumber the better will be the results. Let us try to get
everybody enthused over our lumber business.

How much of the average salesman's time is wasted? I mean
by this, how much of his time is expended in a direction which
does not result in profit to him, his company, his trade or to the
lumber industry in general? Think how much of this would be
converted into an asset if he should take advantage of all the op-
portunities which present themselves — no day would be long enough.
Let us endeavor to utilize our time and' energy in creating some-
thing. In the selling of lumber we have traveled along the same
old road our great-grandfathers blazed for us, with the result that
our live, up-to-date competitors have introduced substitutes. They
had to do something to introduce their product, they had to create
a demand for it, and it has made them more resourceful in this
direction, and they are crowding us off the map, so to speak. They
all know what their product is good for and what it will do under
all conditions — we don't. Some one of the substitutes knocks lum-
ber, saying it is not fit for anything, and we cannot refute the
statement because we have never made a study of the merits of
our product — we let it go, and they take our business away from us.

We have left our selling interests almost entirely to the retail
merchant. The average retailer is not interested in Yellow Pine
timber any more than in anything else. He is interested, however,
in selling any product which will net him the greatest profit. Many
of the lumbermen are selling substitutes to take the place of lum-
ber when lumber would answer the purpose to better advantage.
We cannot blame the retailer — he is working for himself; if he
can get more profit out of the substitute he is going to do it. The
representatives of the manufacturers — the traveling salesmen — are
the proper ones to see that Yellow Pine lumber is sold to the best
advantage, even though it becomes necessary for us to assist the
retailer in selling our lumber at our own expense; we cannot ex-
pect them to work for us unless we make it an object for them
to do so. The lack of co-operation among competitive salesmen,
and as between the salesmen and the retailers, in an effort to pro-
mote the general interest of the lumber business is hurting us badly.
I believe in co-operation in all things, just the same as in "United
we stand, divided we fail." I compare, in my own mind, the strug-
gle of the lumber industry up the hill of success, to a loaded wagon
being drawn by a string of mules. If we all pull together it will

The Best
Utilization
of Selling
Energies

"In Union
There is
Strength"

156

SELLING LUMBER

be much easier to reach the summit than if a few pull at a time
while others lay back. Systematic organization is just as essen-
tial to the success of our business as to the success in battle or in
conducting the peaceful affairs of nations.

Co-operation produces power. This power can be used to
build up or to destroy individually or collectively. Some associa-
tions misused the power they created, and as a result, the public,
not being familiar with the workings of all the associations, came
to the conclusion that many or all of them were detrimental to the
general public interest. But within the last year or two sentiment
has been fast changing. The public is finding out that not all
associations in industries are used to its detriment, but that when
conducted sanely they are of great benefit not only to the individ-
ual interested in the industry but to the people as a whole. We
are not created equal in ability 'in any direction. There are people
in all lines of business who are not capable of -conducting their own
business successfully. They are constantly destroying what some-
one else has produced, and, hence, their operations are detrimental
to the general interest, and business failures are the final outcome.
A business failure has the same effect as the death of an individ-
ual in a community. If the individual was a benefit to the world,
then the world sustains a loss by reason of his death. Failure in
business is not a benefit to the people as a whole, because those
interested in the industry are not the only ones who suffer as a
result — the general public comes in for its share. Civilization is
built on co-operation, and unless we co-operate with one another it
would be impossible to carry on the world's affairs today.

Through our trade organizations it is possible to obtain and

Public Profit disseminate knowledge and information regarding our business

in Trade _ which could not be secured and distributed otherwise, and put into

rgamza ons effecj- manv economical methods, thus benefiting the people as a

whole.

While through co-operation we cannot make all people equal,
we can make them stronger, and prevent many business failures.
Through association work we can reduce business failures to a
minimum. In some industries, I understand that their associations
go as far as to advance money to their members to assist them in
tiding over critical periods. The Trades Commission has strongly
urged that the individual concerns interested in the same industry
co-operate toward their own upbuilding. The President has writ-
ten the Commission strongly approving of its action, so we have

SELLING LUMBER 157

every encouragement to go ahead with this work. If we work in-
telligently for the benefit of the people we will profit by it, but
if we work to their detriment eventually we will suffer for it.

The salesmen have a greater opportunity to advance this move-
ment than anyone else, because they are constantly calling on
the trade, the buyer and consumer. All of us are failing to a
greater or less extent to make use of the knowledge we possess,
many of us because we were not directly interested at the time.
We overlook many opportunities to promote the general interest
of the lumber business, whereas, if all of us would look at it from
a broader viewpoint we would profit by it. For instance, we all
know that the creosote treatment has been successful for a num-
ber of years, yet the owners and manufacturers of timber are doing
but little toward introducing the treated material, seemingly wait-
ing for the public to find out what'it is and then call for it. And,
as a rule, they are standing ready with a wet blanket, so to speak,
to smother any ambitious user who comes to them with a little diffi-
cult specification. Until recently but little or no effort was made
by the lumbermen through the Association to promote in any way
the use of creosoted material, but since the Southern Pine Associa-
tion was organized some effort is being made along this line, but
nothing to compare with what it should be. The machinery of
the Association, however, is in good running order and well organ-
ized, but like the machinery of a sawmill, it cannot create anything
of itself, it must depend upon its subscribers together with others Association
interested in the lumber business throughout the country to furnish Work Is
it with material. That is why we are holding this convention.
There is no one in a better position to ascertain where the use of
our lumber can be increased, or how its present rate of consumption
may be maintained than are the retail lumbermen and traveling
salesmen. Remember, the Southern Pine Association is not organ-
ized merely for the interest of the manufacturers who are subscrib-
ers for its service, but for the benefit of every branch of the lum-
ber industry, and it is looking for information and suggestions from
every source. The traveling salesmen should make this known to
every retail dealer, every architect, engineer and consumer of lum-
ber throughout the entire country.

The lumber industry is second in rank in the United States.
Let us make this organization the first of its kind, not only in
the United States but in the world. It can be done if we will all
set about it in the right way and pull together. With the proper

158 SELLING LUMBER

energy put forth by the salesmen co-operating with the retail lum-
bermen they should be able to find thousands of new uses for
lumber, and this information should be passed to the Association
and distributed by it through the proper channels, so that when
knowledge or information is gained by some retailer in any part
of the country it will be placed before every lumberman in the
United States, thus enabling the entire industry to profit.

I do not believe the industry as a whole has considered as
seriously as it should the giving to the consumer his money's worth.
We have given too much consideration to getting all we could for
our lumber without giving1 enough consideration to giving all we
could to the consumer. Now that we find that we are failing
to accomplish what we have been striving for through the pol-
icies we have been pursuing, let us try giving the consumer as
much for his money as it is possible for us to do. We cannot
do this so long as we are ignorant of what our lumber is good for,
and we cannot expect the retailer, or anybody else who is not in-
terested in our stumpage, to figure this out for us.

Logging Costs

By Frank Schopflin

Central Coal & Coke Company
Kansas City, Mo.

The records of the Southern Pine Association indicate that
the various companies reporting their logging costs to this Associa-
tion for the first three months of the year 1916, took their stump-
age into account at amounts ranging from $2.00 to $7.00 per
thousand, log scale, and the average for all companies was $4.88
per thousand feet, log scale, or $3.986 per thousand, board measure.
The difference in stumpage between log scale and board
measure is, of course, caused by overrun, and this question of
overrun is probably one of the most mooted questions in the lum-
WideVaria- ber business, as it is affected in so many ways, by a diversity of
run causes : First, the different log scale rules in themselves give

different results as to overrun and then, the same rule applied in
different ways produces different results as to overrun. Overrun
is further affected by the method of deducting for defects in logs ;

SELLINGLUMBER 159

by the manner of slabbing; by the character of edging done and "by
the judgment of the trimmerman in trimming the lumber, and, of
course, by many other causes too numerous to mention here. As
an illustration of this point, the records of the Association show
that for the three months' period above mentioned, some of the
companies reported their overrun as low as 5 per cent and others
as high as 58.3 per cent, so that it will readily be seen that there is
a very great variation in the question of overrun itself.

The logging costs, on the form used by the Association are
divided into the following headings : Stumpage, Cutting, Skidding,
Loading, Spurs, Transportation and Total Cost of Logs in Pond.

Under Stumpage, of course, is taken up the cost of the timber
standing in the trees, to which reference has been made before.

Cutting covers the cost of severing the tree from the ground
and this cost is affected largely by the locality of the timber, char-
acter of labor obtainable and to some extent by the height of

™ * . The Items of

stump. The average cost of cutting of all companies reporting to Logging Costs

the Association for the three months' period was $0.385 per thou-
sand.

Under Skidding is taken up the cost of getting the logs from
the stump to the spur tracks, preparatory to loading on cars and
bringing into the mill. Of course, the cost of skidding is affected
by the method employed; by the contour of the country; by the
density of the standing timber on the ground and very largely by
the weather conditions. The methods employed range all the way
from the bull tractor to the four-line re-haul skidder, and the aver-
age cost of Skidding, as shown by the Association records for the
three months' period, was $1.023 per thousand.

Under Loading is taken up the cost of loading logs from the
skids on log cars for transportation to the mill and this, of course,
is affected not only by the size of the trees, but by the method of
cutting the logs ; that is, whether the logs are cut short in the
woods or cut to longer lengths and cut to the desired length at
the mill, and it will also be governed largely by the method of
loading used. The average cost of loading for the three months'
period, according to the Association figures, was $0.239 per thou-
sand.

Under the cost of spurs is taken up the cost of laying, lifting
and maintaining tram track to reach the timber, and this is an item
that will show a very great variance with the same efficiency in
the work, according to the contour of the country. Naturally, in

160 5ELLINGLUMBER

a very rough country where considerable grading and ditching is
necessary, the Spur expense will be excessive. The average cost of
Spur work for the three months' period was $0.597 per thousand.

Under Transportation is taken up the cost of what is known
as the "main line" railroad, or the road from the mill to the point
of concentration of logs in the woods and the cost of operating
the necessary train crews to bring the logs into the mill. This is
naturally affected by the distance the timber is from the mill, the
character of the country through which the road runs and the
grades that are encountered in handling the trains over same. The
average cost of Transportation for the three months' period was
$0.911; making the Total Cost of Logs in Pond, for the three
months' period, according to the Association figures, $7.141 per
thousand.

As before mentioned, it will be readily understood that the cost
Yield Per , . , . ' , . . : \, , , . ,

Acre a Large °* ^gg11^ 1S governed largely by the yield per acre of the timber,

Factor as this affects almost every item entering into the costs.

As a general proposition the yield of short leaf timber is con-
siderably less than long leaf ; but it seems that here is where nature
has applied the law of compensation. The weight of short leaf
pine is considerably less than long leaf, and we feel that the manu-
facturer is entitled to the natural benefits on weights of short leaf
timber, in order to offset the increased cost of logging, rather than
give this benefit to the trade.

Much could be said in connection with this feature and, in
fact, all other features of logging costs, if time would permit, but
on account of the necessity of briefness in this case it has been
impossible to more than touch on the features of the cost of stump-
age and logging; but it will be apparent to anyone, even though
not familiar with the logging end of the lumber business, that log-
ging costs are subject to greater variation than are the costs in
the manufacturing end of the business, being affected so materially
by the natural conditions \vhich ingenuity and efficiency cannot
overcome.

SELLING LUMBER

161

The Art of Salesmanship

By D. M. Barrett

General Chairman, World's Salesmanship

Congress
Detroit, Mich.

When business men get together in a group like this they are
accustomed, among other things, to being a little bit flattered and
congratulated ; and, not to be outdone in courtesy by others who
shall occupy this platform, I do most heartily congratulate you
upon your splendid gathering; but, at the same time that I do so
congratulate you, I hasten to add the respectful reminder that busi-
ness gatherings of this kind can be either very valuable or absolutely
valueless.

Thousands of American business men are fanatical about get-
ting together, seemingly for the mere sake of getting together, in-
stead of for the sake of the results of getting together, with little
or no profit to themselves, and usually at very substantial profit
to the clubs and hotels which foster their getting together. They Of Getting
hold conventions or periodical meetings, make speeches, applaud, Together
and then adjourn until the next opportunity of getting together rolls
around, when they habitually go through the same performance all
over again.

If blarney were the end of life, and if business were merely
a matter of bunk, then with the most of these "getters together"
the "bull" would be legal tender. But business, as I find it today,
is as much as ever before a matter of net results, and this wonderful
meeting of business men must realize from the beginning of its
session that we are here bent upon definite net results.

Success today, in any field, is a matter of ACT, and if success
is to be won, deeds, not mere diction, must count highest in the
game. This is just as true of the professional field as it is of the
commercial field. The doctor, for instance, who ranks highest
with the modern patient is no longer the most talkative, the most Success To-
complimentary, the most agreeable, the best known man about the day a Matter

., . , of Action

town. He talks less — he even prescribes less. And one reason

why it is so difficult to be a successful minister (already we have
had to cut them down from two and a half hours to twenty min-
utes), is because there is so much more to practice than one can

162 SELLINGLUMBER

preach. So, too, the business man (whether individually or in his
groups), to be successful, must do and stand for more than he
merely talks about or listens to. To hold a big meeting like this
one is all right — to deliver speeches is a sort of necessary evil, to
applaud is generally compulsory, and to adjourn is invariably neces-
sary ; but these things, of themselves alone, do not necessarily make
for the ''Betterment of Business," which is precisely what you are
here for. The "Betterment of Business'' implies the "Betterment
of Salesmanship," and the only justification for a gathering of this
kind is to make possible, or rather I should say, to make actual,
better salesmanship.

How then, and where, can we better learn Salesmanship?

I will endeavor to answer this question by first hurriedly run-
ning over the technical sources of better Salesmanship with which
you are already familiar. Then I will suggest a ivorking definition
of Salesmanship, and finally I will attempt to prove that Sales-
manship is synonomous with "Self Development."

WHERE CAN WE LEARN SALESMANSHIP? At a sale,
by analyzing it, and finding its component parts to be, introduction,
attention, interest, conviction, desire and resolve.

WHERE CAN WE T EARN SAT FSMANSHIP? At schools
of Salesmanship — good schools — attend them, and let your salesmen
attend them, where they will be taught the three well-defined steps
to a sale, attracting attention, inspiring confidence, creating desire.

WHERE CAN WE LEARN SALESMANSHIP? From
books on Salesmanship — good books, read them, and let your sales-
men read them — how they variously treat of personal appearance,
manner of approach, arrangement of our selling talk, loyalty to our
house, treatment of our competitors, enthusiasm, tact, persistence,
and the art of closing.

WHERE CAN WE LEARN SALESMANSHIP? At the

good salesman's elbow, noting his deportment — his cleanliness of

Where We habits — his agreeableness under all conditions — his faculty of doing

Satesmanshi ^e r^nt tmn£' no matter how difficult — his regular return of 125

per cent work for 100 per cent pay — his independence of supervision

— his aptitude for doing his work a little bit better and a little bit

quicker than- the other fellow.

WHERE CAN WE LEARN SALESMANSHIP? From the
coaxing shop window — from the beckoning billboard — from the
magnetic magazine ad — from the persuasive paper — froth the bribe-
like bargain in the paper — from the tantalizing temptation — from

SELLINGLUMBER 163

the stimulating sermon — from the seductive smile — from the min-
ister's menace — from the lawyer's lie — from the drummer's drone —
from the huckster's holler — from every human activity that makes
for GROWTH.

WHERE CAN WE I EARN SALESMANSHIP? From these
master salesmen on this program who are to address you. From all
those other master salesmen whose names are business mottoes —
from Hugh Chalmers, from Norval Hawkins, from Harry Ford,
from John Wanamaker, from Pierpont Morgan, from Marshall
Field, from the ragged newsboy, from your next door neighbor —
from everybody who GROWS.

But, not fro '.ii any one thing, nor from any one person, nor
in any one place, can we comprehensively learn Salesmanship, since
Salesmanship comprehends everything, every person, and ever>
place where there is GROWTH. No one sale, no one salesman,
no one sales school, no one sales-book can comprehensively teach
you Salesmanship. The one only book to comprehensively teach
you SALESMANSHIP must comprehend many sales, must make
you acquainted with many salesmen, must test out for you many
sales theories, must present as many different phases and aspects
of Selling as there are sales and salesmen. The one only book from
which you can comprehensively learn Salesmanship is the book of
experience. To comprehensively learn Salesmanship we are com-
pelled to get out and get experience of sales and of salesmen, of
sales plans and sales ideas, of their success and their failure. To
comprehensively learn Salesmanship you have got to get out and
give yourself a chance to GROW.

THAT is the working definition of Salesmanship. Salesman-
ship is the ACT OF GROWTH, Salesmanship is everything in the
world that makes for GROWTH — the coaxing shop window and the
beckoning billboard — the magnetic magazine ad and the persuasive
paper — the bribe-like bargain and the stimulating sermon — the drum-
mer's drone and the huckster's holler. Everything in the world Salesmanship
that makes for GROWTH, financial growth, physical growth, in-
tellectual growth, moral growth, is Salesmanship. Salesmanship
is literally that which makes the world grow ! Rebuilt San Fran-
cisco after the fire — dug a ditch across the Isthmus of Panama —
flooded our highways with automobiles — electrically deluges our
midnight sky — bridges our rivers — crosses our mountains — beauti-
fies our cities — civilizes our people — unites (God grant) our na-
tions. Everything in the world constructive, everything in the

164

SELLING LUMBER

Why Business

Growth

Stopped

world productive, everything in the world that makes for GROWTH
is Salesmanship. Salesmanship is the "ACT OF GROWTH." In
the individual, in YOU, it is legitimate selfishness in action — not
greed, but sensible self-interest, self-increase, self-multiplication,
self-betterment, self-development,, aggressiveness, progress, push.
Every productive, progressive act that expresses the natural law
of GROWTH is Salesmanship.

This being the fact that "Salesmanship is the act of Growth,"
it follows that Salesmanship governs growth, and in turn, is gov-
erned by the possibility of growth. There cannot be growth
without Salesmanship to produce it. Neither, on the other hand,
can there be Salesmanship without the possibility of growth to
stimulate it. Salesmanship simply cannot be where there can be
no growth. Hence, the economic fallacy of stunting salesmen
with fixed salaries to produce constantly increasing growth — the
unsoundness of trying to grow at the expense of another, which
is the logical explanation of our country-wide stoppage in the
growth of business that ensued from the year 1907 until the war
abroad artificially inflated our markets, and now being blamed by
our two contesting political parties upon each other.

Without wishing to hold a brief for the Republican party,
whose present nominee I greatly revere, and without wanting to
champion the Democratic party, whose highest representative I
personally know and admire, I do desire to take advantage of this
opportunity to point out to you business men that our country-
wide stoppage in the growth of business is not to be charged to
political error, but to the business error of failure to comply with
the natural law of Compensation, which is the underlying principle
of Salesmanship.

Business ceased to grow because the majority of those re-
sponsible for the growth of business not being permitted to share
in that growth, began to assail the bigness of business. Through
their assaults "big business" got into bad repute. These non-
participating producers of the growth of business actually talked
themselves into believing that "bigness" and "badness" were syn-
onymous as applied to business. With the hyper-criticism of dis-
contented minds, they pictured "big business" in all our maga-
zines as devilish, beastly, having claws instead of hands, and always
clutching at the public purse. With the super-virtue of well de-
veloped muck-rakers, they gave the glad ax to the biggest and the
best of our business men. They literally hacked away at bigness

SELLING LUMBER

165

in business until business was dead. The business soul, which is
nothing else than bigness, was killed. Soon we had to bury the
reeking body of it, and then we had no business left — until the
war came along and artificially inflated our markets. But in the
meantime there are some of us, particularly in the city of Detroit,
from which I hail, who have learned the practical business sense
of giving the producers of our business growth a share in that
growth with us. And so it seems especially appropriate that this
city which has prospered so prodigiously through the practice of
this principle of participation should endeavor at the "FIRST
WORLD'S SALESMANSHIP CONGRESS" to which it is giv-
ing birth, to forcefully remind business men that the underlying
principle of salesmanship is the natural law of equal compensation.
Nature will not tolerate the arbitrary taking of anything. In
nature all things are sold, measure for measure, tit for tat, an
eye for an eye, tooth for tooth. Everything has its price and if
that price be not paid, not that thing but its inferior substitute is
procured. Therefore, I say to those of your who are business
proprietors, employing salesmen, seek more than ever to have
your producers of your growth participate in that growth with
you. For, if you do, you will not only thereby get more busi-
ness from the men already attached to you, which is obvious, but,
what is still more important, and what you employers who have
unsuccessfully tried to get good producers will appreciate, you will
be able to bind to you other more productive co-workers, whom
you now do not even know and cannot get, and thereby obtain
a legitimate monopoly of efficiency in your line, while your poor
competitors are limping along with their old methods and their
pathetic machinery of watching every man and suspecting one
another in a way that makes it impossible for them to compete
with free-moving, sincere employers who deal directly and openly
with their employes, without any vast machinery of suspicion to
bother about.

It is a last century delusion to maintain that for sheer indus-
trial economy and guaranteed growth there is anything on earth
in business that can take the place of good, old-fashioned TRUST.
It is simple folly to deny that you can get the most out of a red-
blooded growing man until you take him into partnership.

Do not, therefore, employ servants. And don't be a servant.
If you are content to live the life of a servant, if you are satisfied
to think in terms of servitude, your penalty for annihilating your

Producers of
Growth
Should
Share in
Growth

166 SELLING LUMBER

soul will be that you will rear up your children with the hearts
of clerks. For your own sake, and for the sake of your firm, use
your God-given right to GROW.

Give me the healthily aggressive salesman who is hourly selling
himself into a bigger and better growth. I'll stake his self-reliance
against any tupenny hireling's servitude. I'll invest in his vitality,
whereas I wouldn't gamble a penny upon the stifled mentality of
the stupefied servant whose faculties have atrophied from disuse.
I'll trust to the aggressive man's capacity to develop, whereas I
couldn't hope for anything from the latent possibilities of the
craven who subsists on what is flung to him instead of growing
upon all that he can legitimately get.

It may be that you are beginning to ask yourselves if I am
not over-estimating the side of the salesman and wanting to impose
an unnecessary burden upon the employer over and above what
he now sustains towards his salesmen. My answer to this is,
emphatically, NO ! I will even go farther and add that the first
duty to himself of the average employer of average salesmen is to
lop promptly off that percentage of his sales force whose sales
do not constantly show a regular growth, whose methods are not
Cut Off the aggressive, whose conduct is not saturated with initiative and the
Non-Growing spirit of enterprise ; because no man can grow, much less par-
ticipate in the growth of another, who has not within him the irre-
pressible determination to expand. In other words, participation
in the profits of an organization must be first qualified for in
terms of aggressiveness and enterprise. Let me therefore round
out or complete the working definition of salesmanship, as being
the "act of growth," by reminding you that the very essence
of growth is aggressiveness, and the one thing that I do want
to emphasize is the value to you and to your firm of your "individ-
ual self-development through aggressiveness.

And as I begin to emphasize the value of enlightened selfish-
ness, of sensible self-interest, of intelligent discontent, which is the
very secret of successful selling, I must frankly confess to being
soberly conscious, as I stand here, that the individual placed in
the position of impressing and influencing American business
men at this critical moment in the world's history assumes a re-
sponsibility that is not slight, for the very good reason that not
within exactly one hundred years has the happiness and the pros-
perity of the world depended so completely, as it does at this
hour, upon the aggressiveness of American salesmen. The Old

SELLINGLUMBER 167

'World's business men can do nothing more for the happiness and

prosperity of the world. A goodly number of the more efficient

of the world's builders are already dead in the trenches, and an

equal number will soon lie dead beside the others. The majority

of those remaining abroad are likewise dead and buried — buried in

bad business hopelessly burdened by the blight of the war. The

world's progress, the world's prosperity, the world's happiness, has Th? Oppor-

suddenly been thrust into the keeping of the American Salesman. Century *

The American Salesman is the MAN OF THE HOUR. The

whole world's fortunes are at the disposal of you and of me.

You and I, if we are only willing to be aggressive, have the

greatest opportunities at this moment that have lain in the paths

of men for just one hundred years.

In this connection I like to think about and remind my friends
how it has been just exactly one hundred years since opportunities
identical with our own were wonderfully capitalized by a young
salesman, who, in the perfect spirit of Salesmanship, through
extraordinary aggressiveness, moulded a golden career out of
opportunities identical with those confronting you and me at this
hour.

It was toward the middle of June, in the1 year 1816, exactly
one hundred years ago. Napoleon had been banished to Elba,
but suddenly he was reported returning like a conquering hero.
His magnetic name was rolling back opposition before him as the
sun dissipates the clouds. The business world was in a tumult
of terror. Business men stood paralyzed. Doubt and dread reigned
everywhere. Every man's mind was a question mark. Would
Napoleon do again what he had done before? Would he trample •*
cities beneath his inconsiderate feet and parcel out the people and
the lands among his favorites? England was shaken to its center.
The Corsican Emperor had sworn, just as today another emperor
has sworn, that Britain should be, humbled. Business the whole
world over was dead. The banks were not loaning a dollar. Many
had closed and refused to honor the checks of depositors. • People
with money were hoarding it. Warring nations were appropriating
all available moneys to advance their offensive measures, peaceful
nations \vere appropriating funds to strengthen their defensive
plans, but for business there was no money to be had. Govern-
ment bonds had dropped to 55, and the English loan at 8 per cent
had met with only a few straggling applications. Such were the
•conditions exactly one hundred years ago. While other men stood

168 SELLINGLUMBER

still and shriveled up with fear, while other men preached con-
servation and deliberation, one young salesman made plans to
capitalize aggressiveness. That young salesman was Nathan Roth-
schild, whose grandson died last year in London, head of ad-
mittedly the most influential family in the world. With young
Rothschild to think was to act. So aggressive had he grown to be
that some business men rated him an unsafe risk. When con-
ditions had reached their worst, young Rothschild called his book-
keeper and gave him quick but careful instructions. "I am going
across to the Continent," he said, "where I shall see either the
downfall of Napoleon or his triumph. If Napoleon goes down I
shall send a letter to myself — a blank sheet of paper in an en-
velope. When you get this, buy English bonds. Buy as quickly
as you can, using as many men as you are able to hire. Spend all
the money you can and buy up to within five points of par." Then
young Rothschild rode away on horseback. He left a man with
a strong and fast horse every forty miles between London and
Dover, and then on the other side of the channel between Calais
and Brussels. At Calais he stationed a swift yacht and he prom-
A T • , ised her skipper a reward of a hundred guineas if he crossed back

of One Man's over the channel within four hours after receiving a special letter
Aggressiveness addressed to Nathan Rothschild. He also promised « rich reward
to each rider if he rode his forty miles in less than four hours.
History tells us that young Rothschild watched away the night of
the 17th of June circling uneasily the outposts of Brussels. He
saw the battle of Waterloo or such of that mad confusion as
was visible. He saw the French ride headlong into that open
^ ditch — he saw the last stand of the Old Guard. At nightfall he
drew the girth of his saddle a hole tighter, threw away his pistols
and his coat and his hat, and rode off on a gentle gallop. Soon
he must have been riding each mile in less than five minutes, be-
cause he rode sixty miles that night in five hours, using up three
horses, and the rider to whom he finally tossed his saddle bags
asked no questions, but, leaping astride his horse dived into the
darkness and was gone. Twenty-four hours before London knew
that Wellington had won, young Rothschild's firm had stuffed into
its vaults practically every English 'security that was then in
England. While other men had stood still and shriveled up with
fear; while other men had been counseling conservatism and de-
liberation, one young salesman had quickly invested a young man's
aggressiveness and capitalized the golden opportunity of the hour.

SELLING LUMBER

169

So must you! NOW! Conditions in the world are absolutely
identical with those that existed at this moment one hundred years
ago ; one man capitalized aggressiveness. Today thousands of men
are actively upon the alert, planning to make a life's growth within
a few months — not by the aid of horses, not by slow-moving boats,
but by the aid of the telegraph, the telephone and myriad means
of their own mental ingenuity.

Some of these aggressive thousands will gather in Detroit, on
July 9th at the first World's Salesmanship Congress for the de-
liberate purpose of preparing to cash in on the golden opportunities
of our own hour. Those who come to Detroit will be the repre-
sentatives of one million two hundred' and fifty thousand pro-
fessional salespeople in the United States. Upon the efficiency
of those producers depends the prosperity of the rest of us. And
yet, there has never been to date any concerted effort by, or on
behalf of, salespeople to methodically increase their efficiency and
thereby add to the happiness of us all. Many of us have been
prejudiced against the possibility of perfecting a salesman, and
this bigotry has been a brake upon the wheel of progress. For
the most part we are loose and desultory in our selling methods.
We have considerable knowledge about all other forms of human
striving, but very little about salesmanship. We know definitely
just how to select horses, dogs and cows, but we haven't the faintest xhe Training
definite idea about how to select salespeople. We know precisely of Salesmen
how to educate stenographers, barbers and plumbers, but there
aren't many of us who know how to educate a salesman. We
know exactly how to manage students, convicts, and laborers, but
it is the rare man who knows how to manage his order-getters.
As a consequence, our American salesmen are, for the most part,
nondescript, undefined, questionable products, constantly trouble-
some to their employers, persistently pestiferous to the public, dis-
counted, discredited and degraded to the level of general nuisances
— while foreign salesmen, in the guise of diplomats, ambassadors
and gentlemen of leisure, methodically selected, well educated, and
capably directed, are poaching at this moment upon what we have
fancied to be our protected preserves. Once upon a time these for-
eign salesmen used to be distant six months from America. Those
were the days when we had to sail around the world — today we
think around it. Those were the days when America was arbi-
trarily conceded to have peculiar commercial advantages of its own.
Those were the days when vast stretches of country and the seas

Neglected

170

SELLING LUMBER

insured us against competition. Those were the days when we
began to grow the crop of block-heads who have so successfully
blockaded "business betterment." Those were the days when there
was supposedly no commercial conquest except by the sword. Those
were the days when salesmen were cringing peddlers pleading for
favors. Those were the days when meeting halls like this one
were crowded with critical competitors. Those are the days that
are gone, never to return. These are the days when men can get
together as co-operators, as you do here and now. Differing
though you do in your business duties you are yet one in your
purpose. Some of you are salesmen, some of you are sales-man-
agers, some of you are employers, but none of you have aspirations
for a monopoly on salesmanship, there are no charters on leader-
ship, no one of you feels able to get along without the rest of us.
We are each and all of us intent upon being mutually helpful to
one another, for the sake of the general betterment of business

Let us begin our mutual

Competitive

Conditions through the betterment of salesmanship.

Past and
Present

helpfulness by mutual commendations. There are many here
who are to be commended for the opportunity that has been ac-
corded us of getting together — those who have contributed their
money, those who have contributed their constructive ideas and
their time, those who are to contribute their addresses. It is not
easy to repay these men. Let us show them our gratitude by work-
ing with them as much as possible, rather than at cross purposes
with them. We are expected, of course, to have our individual
opinions about many things, nor can we altogether lose sight of
our personal interests, and each of us must plan to profit in some
way by being here ; but this is obviously no occasion for inconsid-
erate individualism, or purely private interests or independent
commercial exploitation. Let us therefore give our opinions —
those of us who have them — but let us be mostly mindful of the
general good — the Betterment of Business through the Betterment
of Salesmanship.

And remember that "Betterment" entails becoming "better"
and "better." You may be very comfortable with what you now
earn, but if you are not aggressively bent upon something better
your success is a question mark. Be satisfied where you are and
you are a destined dead loss — you are a potential hobo — you are
the makings of a "have-not." Stick in your rut and you are buried
alive. If you have not the courage to progress beyond the point
to which some good employer has led you, relinquish at once all

SELLING LUMBER

171

hopes of "business betterment." Your good employer, at best,
can but fill you with established ideas and give you his routine
training; but the world pays mighty little in wages for canned
ability, however excellent the brand. Machine-made memories and
standardized brains can instantly be duplicated. There are millions
of machine-made memories and millions of standardized brains.
Hands and minds that have merely memorized examples are com-
mon. The uncommon thing, the thing with the germ of success
within it, is aggressiveness. The moment a man starts to manifest
individuality, to think for himself, to originate, to show aggressive-
ness, that moment he steps up out of the general mass of men
and demands and receives attention for himself — he throws off his
confining fetters, gets out of the rut, and begins to grow. If you are
to make a success, you must make it out of self. The only things
on earth that have ever counted for success have been expressions
of self. It is always some single self that moulds men and makes
history. It is individuals, not nations, that shape destiny. It is
persons not peoples who remake nations. Why live lives of quiet
desperation, minimizing self and exaggerating the idea of devoted-
ness to some other fellow, when most jobs are mostly stopping
places, and stopping places are never stepping stones. Devotedness
to some other fellow, or to an ordinary job, just because it is
a job, can be a disease, although the malady lies not exactly in
being devoted, but in being content to remain forever devoted to
the idea of being an employe. If you are content to think of
yourself forever in terms of being an employe, you are not worth
a whoop to your firm, no matter what your firm thinks about it.
Your employer can hire your time, but only you can give him your
zeal. What makes the growing, aggressive men of our big in-
dustries valuable to their concerns is that they have within them
the irrepressible determination to expand. \Vorth-while employers
don't want worms warranted not to turn. They want restless,
aggressive men like themselves. Yesterday's employer, I will
admit, bought help pretty much as he bought office equipment,
paying as little as possible for as much as he could. get, keeping
it as long as it served its purpose, and then displacing it with
other equipment just as cheap. As a consequence, he was con-
stantly drawing a circle of limitations around himselt, giving his
competitors every opportunity to take,' away from him the brains
to which he would not give a chance, and keeping away from him
the young manhood in search of a man for a boss. Because brainy

Aggressive-
ness the Un-
common Thing

The Salesman
Worth-While
Employers
Want

172 SELLINGLUMBER

young men of today are putting themselves into other men's busi-
ness as capital, and they are rightly solicitous in advance that
the return shall justify the investment. They realize that they
owe it to themselves to know where they are going. They have
learned that a job must interest them as well as support them.
They have dropped their cringing, apologetic deportment, and are
going out to get what belongs to them. They are answering the
type of help wanted advertisement which seeks ability to con-
stantly face new situations without hesitation, in the self-reliant
spirit of development and growth. They are not money mad.
They are not falling head-long into the first thing that comes along,
simply because they need money. They are putting their souls
into futures. They are lending their employers capital. All around
them are the evidences of growth and they are not blind to them.
They have seen men grow rapidly over night from poverty to
affluence. They realize that there is not a dollar nor a distinc-
tion beyond their reach. They have been goaded by practical
preachers, like Kaufman, into firmly believing that "there isn't
a ten-minute lease on a ten-cent piece—that there isn't an unavail-
able inch of land on the continent — that any man with five senses
in his purse can command anything that Opportunity has to offer
»r th- — that if you are so rich the biggest skyscraper in town is within

Beyond the your reach." Because the department store at the corner is merely
Rrcssi^ness~ un(^er ^e temporarv control of its present owner. When his ag-
gressiveness fails he loses his store. All the titles in the trust com-
panies' vaults and the millions in bank storage belong to anybody
shrewder than the folk who put them there. The chairmanship
of the steel trust and the presidency of Yale University are con-
stantly open to all comers. Even the White House is never be-
spoken for more than four years at a time. There's a seat waiting
for you in Congress and a page in the encyclopedia. You may
grow just as great as you please. You may aim your ambition
wherever you wish. There's no such thing as a private target.
Success is always up on the block, always up at auction. What
do you offer? Desire! That's easy to offer. We all desire to
be more, and to have more; but desires and wishes are unsigned
checks, worthless- without backing. How much manhood do you
bid? How much aggressiveness? How much of what is different
from what the other fellow is bidding? Because there are a hun-
dred million other fellows bidding against you, straining, striving,
scheming, inventing, daring, avoiding dissipation, dispensing with

SELLING LUMBER

173

luxuries, applying every waking hour to greater and greater ag-
gressiveness. Influence and pull won't avail you anything against
their methods. Aggressiveness is supreme. Influence and prestige
are dying abroad to Krupp music. Where kings have failed to
be men, men have become kings. Manhood can have just exactly
what it dares to go after. Dare to do something, for yourself.
You can't share until you dare. The actual doing of what you
dare will turn out to be a surprising stimulus. The more you dare
the more you will do and the more you do the greater will be your
success. Success won't come to you, and nobody is going to hand
it to you. There isn't enough of it to go around. Neither are
there any known laws for finding it; but the laws of making
success are just as exact as the laws of the tides which moan and
cry and beat upon the shore the round world over. Just as surely
as water rises to the height of its source, just as truly as chickens
come home to roost, just so certain is it that Fortune is overtaken
by the pursuer of Fortune, but you have to go after it. Old folks
who are sent back over the hills to the poorhouse have merited
their fate, and you and I are on the way back, over the hills to the
poorhouse if we are not on the way aggressively forward to
something better than what we now have.

The whole wide world is wanting to be sold to. There is a
famine in high-priced salesmen throughout the land. The biggest
prizes with which success can lure you are waiting if you are only
willing to be aggressive, if you are only willing to be different
from the ordinary, if you are only determined to be dissatisfied
with the commonplace and the ordinary and the possible, and, in
their stead, resolve to actually accomplish the impossible. For,
believe me, it is some new beautiful ^possibility that the suc-
cessful men of today must be constantly striving after. The men
of yesterday lived in the days of possibles and waited and hoped
in vain for the miracles of today that never came to them. The
aggressive, growing men of today go out and perform the miracles •
that they demand, and, oh, such miracles as we DO perform ! We
are making our car wheels as well as our napkins out of paper, and
our sidewalks out of glass — where once we traveled first on the
ground, then under the ground, now we travel through the air — we
wind up operas on spools — we play chess with the empty ether
that is over the sea — we make clouds speak with tongues of fire —
always aggressively giving some stretch to what we have, always
getting a new grasp on what we have not. And who shall say

A Famine in

High-Pric

Salesmen

174

SELLING LUMBER

what our modern magicians may not yet accomplish ? Pick out
the things that are impossible and be sure that they will come to
pass. If you would equip yourself with a first class working
outfit for a fine little prophet simply pick out the things that can't
be done, prophesy them, and they will be done ! And yet in spite
of all that has been done, hardly anything has been done. So, if
you are dead serious about success and business betterment, seek
out something that can't be done and do it. The man who does

"Impossibili- only what can be done can be done without : but the man who
ties" the Sue- ... , . . ^11 • • -,- 11 A^

cessful Man's specializes on doing what cant be done is indispensable. \Ve grow

Goal

and progress only as we do what can't be done. Is something im-
possible? Then let's do it! We have only to make up our minds
about it and the thing can be done. Nobody would deny for in-
stance that we shall not soon have found some other use for moon-
light than that of merely hauling the tides around the world, or
making love beneath. We may, indeed, pretty soon be manu-
facturing moonlight out of compressed starlight, and using it to
heat our houses with, peddling it about the streets from door to
door, like milk in bottles/ Imaginary? Impossible? Maybe, but
typical exactly of the true spirit of aggressiveness, the spirit of
Salesmanship, "doing the thing that can't done."

SELLING LUMBER

175

Co-operation with Archi-
tects and Builders

By Jason F. Richardson, Jr.

Chicago, 111.

' •

Gentlemen: — It is a great pleasure to be with you and have
an opportunity to speak to you.

Architects, builders and material men, especially lumber men,
are members of one great organization. We three are essential
to building, and we must each take our part in the work, and
perform it well. I have been advocating closer relations between
the architect and the material man. I feel that the architect has
an influence that is being more appreciated and it has become a
widening influence. An encouraging sign of increased respect for
the judgment of the architect is given by the great number of let-
ters from manufacturers to architects asking for their advice. The
commendation of the architects for manufactured products is
being sought with more eagerness than ever, which has been said by
others to mean that the keen business men who shape these policies
are aware of an increasing influence upon the public, by the mem-
bers of the architectural profession. Your business man of today
feels that he is being served by practical men of business, his con-
fidence is established and he permits the architect to carry the
problems past the elemental stages into its higher and complete de-
velopment. Towards the owner the architect naturally assumes
a position of trust. He is on his honor to see that money placed
in his hands is wisely expended. It is no easy task, and the wise
architect avoids "come backs/' No one of us can work without
the help of others. We must make our drawings complete, our
specifications correct, and then half our troubles are over. Under-
standings and appreciation are what one architect has called "the
root of an effective work."

The architect and the builders are today working together.
The fly-by-night contractors have been eliminated largely, the con-
tractor who was always in hot water with the lumber man. The
aim now is to do business only with honest, reliable men. We

The

Architect's
Influence
Widening

The Wise
Architect
Avoids
"Come-Backs"

176

SELLING LUMBER

Salesmen
Must Help
to Meet
Conditions

A Plea for

Honest

Lumber

Specify the
Right Species
—Then Get It

know that you cannot get blood out of a turnip, and that you cannot
get better work out of a man than^what is in him.

The owner has the right to the architect's best judgment, his
best skill, his best advice his absolute fidelity and good faith, and
these conditions must be met before the architect's duty is accom-
plished.

To meet these conditions we must ask of the material man,
such as your lumber salesmen, that you be honest with us and
help us meet the conditions.

And so, gentlemen, we ask for honest lumber.

I have said before, somewhere, that lumber is coming back,
not only for a number of every-day users, where the substitutes
have had their chances and failed, but for really big things, where
mistakes would cause damage well up into thousands of dollars,
such as in warehouse construction, factories, wharfs, etc. In this
connection we take up the question of the proper species of yellow
pine for constructional purposes. Mr. Frank E. Davidson, presi-
dent of the Illinois Society of Architects, has been very earnestly
waging a campaign among the members of his association to in-
duce a careful use of the three varieties of Southern Pine.

The general practice is to specify long leaf, whether the lum-
ber is to be used where severe stresses are to occur or where rela-
tively greater strength is not essential.

In the construction of ordinary flat buildings and residences,
although long leaf pine may be specified, it is stated that either
a mixture of short leaf or loblolly is almost invariably delivered,
and that those grades are^satisfactory, for the floor loading require-
ments do not necessitate the use of long leaf, nor are there special
conditions to induce dry rot.

But where there is the need for long leaf pine, as in mill con-
struction, because of the heavy floor loading or exposure to dry rot,
the architect should pay special attention to the kind of lumber
used, and insist upon long leaf. The same discretion in delivery
that is taken by the seller when long leaf is specified in ordinary
dwelling houses should not be permitted to occur. The corrections
of this laxity, Mr. Davidson believes, would be easier if the arch-
itect were to specify short leaf or loblolly where those grades are
suitable, instead of specifying long leaf. He says that the archi-

SELLING LUMBER

177

tect's first duty is to educate the architects to specify lumber and
timbers properly, keeping in mind standard grading rules, and then
to insist that the lumber dealers fill the specifications strictly as
specified.

Few architects really know lumber and therefore are unable
to properly inspect or identify the timbers or lumber which they
have called for, and the lumber man knows this.

However, here is where I expect and ask the lumber salesman
to help. Many salesmen are called upon to figure bills of lumber
by the local dealers — if the lumber salesman would ascertain from
the dealer what the lumber is to be used for, and advise him as
to the proper grade to be used, and see that he buys only that kind,
then you are helping to save lumber from the disgrace of wrong
usage, and sure failure to the purpose intended. This is what I
mean by honest lumber, right lumber in the right place.

We know that it is possible to get timbers that will meet all
possible requirements and will give satisfactory service. I believe
the lumber man wants us to get it, and I believe he is going to
see that we get it. You have the goods and can deliver them, and
we can get together and work out 'our problems.

The average lumber dealer is wholly unacquainted with the
botanical species of timbers and lumbers. He has not the technical
knowledge that is necessary for the recommendation of proper
materials. Your Southern Pine Association has actively co-operated
with the United States Forest Service, and the American Society
for Testing Materials, for the purpose of finding some such method
for distinguishing the various classes of pine for structural pur-
poses, and has devised a method called the "Density Rule," which
provides two classes of pines, Dense Southern Yellow Pine and
Sound Southern Yellow Pine, and to quote from their pamphlet •

"Dense Southern Pine includes the best pieces of what has
hitherto been known as long leaf pine, and excludes the occasional
pieces of inferior quality for structural purposes. It also includes
those pieces of short leaf pine, Cuban pine and loblolly pine, which,
because of their density and strength, are in every way equal to
the high grade of long leaf pine."

Now the idea I am trying to get at is this: If, when fill-
ing an order for timbers and heavy pieces the dealer will say on
his order blank, or the salesman will ascertain and note the pur-

How the
Salesman
Can Help

Lumber
Dealers
Don't Know
Species

178

SELLING LUMBER

Evils of
Careless
Merchandizing

Kidder on
"Standard
Mill Con-
struction"

Other
Materials
iD'elivered
As Ordered

pose for which this lumber is to be used, the manufacturer, or
the mill owner rather, will then ship to the customer the grade
of lumber that is suitable for the purpose — or "honest lumber."

The mill man has for years been sawing lumber as a selling
proposition, and does not know or care what for, or where it is
going to be used. This lumber is shipped to the customer, who
does not know but what it is all right, as it is lumber of the size
he wanted. The average architect does not know either but what
the lumber is all right. The lumber fails in the purpose intended,
dry rot sets in, and the next time the consumer wants to build
or enlarge his factory he commences talking steel and concrete.

Reports show that in the East where mill construction for
factory purposes is largely used, that with sprinkler protection, it
is recognized as a good hazard by insurance companies, and that
in some instances the companies consider such a building a better
risk than some of the supposed fire-proof buildings.

Kidder says: "Wherever wooden joist and flooring are to
be used, it is more desirable from the point of safety from fire
to use wood for the posts and girders also, than to use iron or
steel for these portions of the building, for the reason that steel
beams warp and twist and pull down the building several minutes
before the wooden beams would be burnt to the breaking point,
that is, provided, the wooden beams have a sectional area of at
least 72 square inches, and are spaced four feet or more from
centers. Cast iron columns will also generally fail in a fire sooner
than wooden posts."

The architect specifies and gets the steel he wants. He speci-
fies and gets the cement or stone he wants, we get certificates if
we want them. Now he wants to specify and get the lumber
he wants, and where there is not any architect on the work, then
I think it is up to the lumberman to find out the kind of lum-
ber the owner should have and see that he takes it, explaining
to him why he should have it, and refusing to sell him any other
kind, and save failure and thereby help "honest lumber."

The Illinois Society of Architects has prepared and adopted
standard specifications for structural lumber. This relieves the
architect of much detail work, and of the necessity of working
out over and over again specifications for successive work. These
are not new grading rules for lumber men. They are only intended
for the guidance of architects, and the proper use of association

SELLING LUMBER

179

grades under official association rules, and particularly applies to
Southern Yellow Pine. Standard specifications on other woods
are also under discussion. (See the American Lumberman of
January 29, 1916).

I believe Southern Pine to be the best wood for general build-

Southern

The Salesman
As a Consult-
ing Expert

Branded
Lumber
Means Hon-
est Lumber

ing purposes, and the strongest and best commercial wood on Yellow Pine
the market today. *s B«st

It might be well for the salesman to follow up more spe-
cifically the study of dry rot in timber construction, and learn
the few rules and recommendations of the architects and engineers
regarding the painting of green timbers, etc., that serve to make
possible the growth of the dry rot fungus. It is my intention to
have you all become consulting experts in this line, as consider-
able knowledge can be acquired without much effort, and as you
are the connecting link between the mill and the consumer, much
good would result for the proper use of lumber.

Then, comes the question of branding lumber. A large per-
centage of heavy timbers are branded, and some mills brand all
their lumber. To my mind this is helping the architects, dealers
and owners considerably and eliminates the dishonest handler of
lumber, and helps put the lumber business on a fair, square and
honest basis. This branding of lumber is now, I understand, a
matter of discussion among the mill men.

All this means, of course, that the lumber dealer and the
lumber salesman should have a considerable technical knowledge
of lumber. They should know where to sell the grades, and where
not to sell it, and this applies not only to heavy structural tim-
bers and lumbers, but to other grades of lumber.

An architect sends out his plans and specifications calling
for certain grades and kinds of materials. Very often it happens
that the dealer has not the materials called for on hand. If he
is in close touch with the architect it very often happens that he
can substitute and at the same time not materially change the con-
ditions or quality of the work. I am very often called up by ma-
terial dealers on this question and we can generally arrange mat-
ters satisfactorily.

This applies perhaps more particularly to the small dealers,
but the small dealer is the important man in the small community,
and his business goes towards the huge volume of business in a
noticeable proportion, and I notice the small dealer is the best

The Architect
Has Advance
Information
on Future
Work

180 SELLINGLUMBER

lumber association member, and is well posted on lumber and lum-
ber conditions.

I want them to feel that they can come and talk these mat-
ters over. I want them to talk over with me the prospects for
the season's work. I can sometimes tell them of work coming
up that will require certain special materials, and have them make
a note of it, and when the salesman comes, the dealer can take up
with him this particular problem as to probable prices, delivery,
etc., and thereby be prepared when estimates are wanted.

Sometimes the dealer is overstocked in certain lines, and then
perhaps I can arrange to use that material in certain work and
help him out in that way. 1 want the dealer to feel that he can
go to the architect, not in an inquisitive spirit, but in a co-operative
spirit. I feel that the material man and the architect should co-
Helping Get operate intelligently and exchange ideas on existing conditions,
Excess Stock. so that eacn mav know as to the exact conditions of building in-
dustry. The architect is a business man. Treat him not merely
as an artist or dreamer; he is today the reliable business man;
he is the financial adviser, sometimes the promoter. He stands
in a peculiar position of responsibility and trust. We must trust
in each other and work together for the common good of all.

The project of the building material exhibits are primarily
to afford architects and manufacturers of building materials of
all kinds an opportunity to get into closer touch, not only with each
other, but the public at large. The sheet metal folks call it "estab-
lishing strength through unity," and ask the co-operation and
friendly intercourse of all architects and builders, that they as
one body may work harmony and improvement and develop a
lasting satisfaction, which is essential in making a permanent and
profitable buyer of building materials.

I feel that the lumber man today is doing the architect great
benefit by the series of reports and information bulletins that
are being issued pertaining to lumber. The architects are students
of building problems, and information along these lines is appre-
Helptng the" ciated. You will find the architect a regular attendant at build-
Architect, ers' exhibits. You will find him interested in the national move-
ments for forest preservation. You will find him on boards and
committees for fire laws and ordinances. You will find him a
public spirited citizen, giving his time and money for public wel-
fare movements, the city beautiful, parks and play grounds, etc.

SELLING LUMBER

181

You will also find he wants to know what you know and to know
what you don't know.

He realizes that the real success of any man is to know what
he knows, and to know what he doesn't know.

Whenever the client reaches the point when he hasn't any
confidence in the architect's advice, the architect might as well
quit.

People generally kick when they pay their bills, but when
time elapses, and they realize they have obtained the results they
wanted, they are glad they paid the price.

I know the firms in my territory that handle good lumber
and mill work, and I know who are responsible conscientious build-
ers. I don't care so much about how you cut your lumber, or
how you ship it, or how you dispose of it, or how you collect for
it, but I base my confidence on the quality of your materials, and
your ability to get it there on time, and therefore I will try and
do business with you.

The architect does not care to meet representatives of build-
ing material manufacturers, or specialty salesmen who are unin-
formed on their products. A large percentage of the material
salesmen know nothing of the process of manufacture, or impor-
tant qualifications of the goods they handle. They know less
about their materials than the men they are trying to interest, yet
they all try to see the architect personally and have their goods
specified. The architect hasn't the time or the inclination to meet
with men of this class, but we are perfectly willing and anxious
to meet men who know their materials complete from the raw
material to the finished product. Then when the goods are speci-
fied and sold we want men who are interested enough in the work
to see that we get the material specified and see to it that it is
delivered to the job on time. We want to do business with a sales-
man who is not content to have his materials specified, but as some
one has said, who insists that his firm gives "service," and that
this service shall consist of the absolute performance of the con-
tract. The average man starts out with the idea that success is
measured by the amount of sales and volume of business, later it
dawns upon him that these are not the only things to strive for,
and that these are not the important things.

He then knows that he must establish and maintain certain
standards. The salesman and the dealer of today are the two

Architect's
Confidence
Based on
Known
Quality.

Ignorant
Salesmen Not
Welcome

182

SELLING LUMBER

Salesman and
Dealers
Must Be
Educators.

Lumber the
Greatest
Building
Material.

Tall Buildings
Losing Favor.

who must act as educators of the public as to the proper use of
lumber.

Educate your customers to the adaptability of lumber. Have
them familiarize themselves with the simple grading rules, and
to know the commercial size of lumber. Educate the builder and
dealer to its physical properties, and explain to them what is meant
by working stresses. Let them know what to use for flooring,
siding or interior finish. Let the lumber salesman talk over with
the prospective builder these advantages of his materials for cer-
tain work, and let him also tell the prospective builder where he
should use the lumber of a certain grade, and tell him if it isn't
the proper use of that certain grade. Explain why and even
refuse to sell it to him if he insists on using it for that purpose.

I am not here for the particular purpose of boosting lumber,
as a building material, but I know that it is our greatest building
material. It is the material of the common people. It is the
material that enters into the construction of the home, and it is
the material that we cannot get along without. Lumber is the
small town and community building necessity. I hate the substitutes
for lumber that are appearing on the market today. I hate the cheap,
patent exteriors with the gaudy roof, and the flimsy frames of the
cheap houses. The home builders are becoming more cautious,
and more stable in their enterprises. Construction work is rapidly
changing. The investor is growing more expert in' sizing up con-
ditions of building and the circumstances. The cheap houses of
the smaller cities, and many 'on the outskirts of the larger cities,
built of these lumber substitutes, were they to be done over again,
would be erected of honest lumber. The old homes of yesterday,
the real homes, not the houses we build today, as I described be-
fore, but those of the solid and substantial lumber, represent the
permanent and stable in construction work, and make for the
better growth of building, and as some one has said, ''the flashy
and haphazard puts sand in the delicate and complicated machinery
of trade."

Great tall buildings are losing favor for many reasons. Style
and class are more desirable than size and altitude. Beauty In
buildings is becoming the cry of American cities.

Lumber has always been used, therefore it has been taken
for granted that the consumer did not need to be instructed in its
proper use, nor given any information regarding its merits and
its characteristics of different grades and kinds to build safely

SELLINGLUMBER 183

and well. The lumber substitute people have been busy, and the
lumber men suddenly awakened and have been awake ever since,
and have been busy with their campaigns of publicity, education
and service, and the people have profited thereby. I for one, am
glad of it, for I certainly am strongly against the cheap, gaudy,
flimsy substitutes now on the market. Let us build homes again,
not houses. As you drive about does not the solid, substantial old
home look good, with its wide comfortable porch, and the air of
comfort, and even the old wooden gate, says, "come in and sit
down and be comfortable," and the beautiful interiors with the
wonderful mouldings and fireplace of the days of long ago? They
were built for homes and not houses.

A great deal of the blame of ^° bi^b cost of building is
placed on lumber. You hear more of the high cost of lumber than
of any other material. This is unfair to lumber. The American
Lumberman says that competent authorities estimate that in a «Hi h Cogt
wooden building, the. cost of lumber is approximately 20 per cent of Building"
of the cost of the building complete. Then for the increased price to°LUmber
of lumber to make a building cost 25 per cent more, there will have Prices.
•to be an advance in the price of lumber of 125 per cent, and no one,
even in the wildest dreams of fancy, can imagine that there will
be any such advance, and further says that there is much for the
lumber industry to do in acquainting the people with the real facts
pertaining to the industry.

I would also recommend that the public be made acquainted
with your standard sizes of lumber. The local contractor is criticised
severely and the architect cussed for permitting the use of 2x4's
that are only 1^x3^, or joists that are supposed to be 2x10 and User Should
are only I^x9^; and hardly that. You may not know, but the giz^of C1
average owner imagines, as soon as the material is hauled on the Lumber.
job, that he is being robbed from the start, and it takes some very
soft handling to bring him back into line. The public should
know this, as it hurts the dealer, the builder and the architect. We
get enough complaints as to quality, without looking for com-
plaints as to size.

I believe the lumber dealer should interest himself in the bet-
terment of .housing work, especially in the rural districts. The |Home
farmer is a large consumer of lumber. They are buying the latest Building
farm machinery and automobiles. They are building huge barns ?Je^tc
and cribs, and making every effort to improve farm conditions, Country,
but they have neglected their houses. The Minnesota commission

184 SELLING LUMBER

has done good work in this line, and has worked out model farm
houses. It means business for the lumber man; and the architect
is the one that is being looked to for the helping out of the solution
of the problem of the return to country living. In his skill and
sympathetic vision he is called upon to help achieve the sort of
homes that will truly make rural life really worth while. An
important role, therefore, will undoubtedly be played by him during
the next few years, in furthering to success the country life move-
ment. His mission is indeed a vital one, for when country homes
are made both convenient and 'satisfying, when architectural love-
liness is found not merely in the rare isolated dwelling, but in
whole groups and colonies of homes, country living will be in-
vested with a new charm.

I believe that much good comes from the reading of your
trade papers. Much good has come to me from an occasional
reading of the lumber journals. I wish I had the time to read
more of them. I urge that all dealers read their papers, at least
take the covers off, and not leave them piled up in the office like
cord wood. The trade journal is the medium of exchange for ideas
in all trades. It is the strong influence for co-operation and pub- (
licity.

There is a vast difference in business — °thods of the present

and those of our grandfathers. I have found some very good

pointers in the lumber journals, and have found that the dealer did

Lumber not even open up his paper, and he wondered how I knew what I

Dealers knew. I think the lumber dealer is carrying too many side lines

Itfany to be a good booster for lumber. He is hurting the lumber busi-

Side Lines, ness largely by carrying the cheap substitutes that lead me to doubt

as to his sincerity when he comes to talk lumber with me; but

then that's his business. If I don't like his cheap materials, I don't

have to use them, and I won't, take it from me.

I believe the architect of today is a friend of honest lumber.
We are using other materials for additional fire protection. I
am a large user of steel and concrete and metals in my work.
I build re-inforced concrete factories, office buildings and houses.
I use metal doors and metal trim, and wood substitutes of all kinds,
Hazard" not because of any feeling against lumber, but to meet certain
conditions, and certain hazards. Now the strongest objection
against lumber in construction work is the fact that fire destroys
it, that it will burn under certain conditions, and yet a few dollars
wisely spent could protect it from fire hazard, and yet I hear no

SELLING LUMBER

185

one coming to its rescue. If I were a lumber man I would protect
my product from the abuse and condemnation of the substitute
materials. Timbers can be made fire retarding, wood shingles
can be properly laid, siding can be properly treated, and foundation
timber and posts can be preserved.

The successful selling of any product does not end with
the sale. It is the follow-up business that counts. The lumber
man should show more faith in wood, more knowledge in his
product, and be more honest in his use of wood. He must apply
his knowledge in his yard. He must show his faith in his materials
by his application. He can't expect to compete with concrete for
certain uses, but he can build drives out of wood block. He can
build floors for his sheds out of wood blocks, and he doesn't have
to roof his sheds with paper roofing that puff and raise with the as a User
wind. He doesn't have to pile his lumber so that it rots from end of Wood-
to end. He doesn't have to line his office with patent wall board
when his beaded wainscoting stock is waiting to be used. He doesn't
have to use iron gates when a neat ornamental wooden gate is
better looking, and more serviceable. He tells his customers that
paint is necessary to preserve wood, and his sheds have not been
painted for years, and then probably by some patent advertising
concern.

The lumber man must believe in his materials. It is not hard
for me to believe in them, why should ft be for him? I am for
lumber, good honest lumber, placed in the position where it be-
longs, protected as it should be, treated as its beautiful grain calls
for. If you treat lumber right, it will treat you right for years
and years to come.

I trust I have made myself clear as to what I consider fair
treatment for lumber. I have enjoyed my recent association with
the lumber fraternity, and have acquired considerable valuable
information through your pamphlets and reports. I did not realize
the vast amount of work that your Association has been doing in
technical lines, tests, etc.

I believe that the work of your Association is one of the im-
portant movements of the hour, and I feel that I am only doing
my duty when I talk in favor of lumber.

186 SELLINGLUMBER

Cost of Production from
Pond to Sorting Chain

; By C. J. Mansfield

General Manager, Arkansas Lumber Co.
Warren, Ark.

In talking to you about the cost of producing lumber, hope

I can analyze that part of it allotted to me, which covers from Log

Pond to Sorting Chain in a manner that will make it clear and

give you an insight into what it actually costs to produce the

commodity you are offering for sale. Far be it from me to

criticize the ability of any salesman, because you are all good. I

Cost of know, for I tried to be one once, but the fact remains that the

Closely weakest department of our business is that of the Sales Department,

Watched. and this is not all chargeable against ability, but more against

methods. The principal heads of our business think nothing of

giving consent to a reduction in prices of 25 cents to $1 per thousand

feet, and oftentimes the sales managers are told to get the business

regardless of what it costs in cut prices, but if cost of production

increases only a few cents — right then the big thing takes place.

We must not overlook the fact that a limit has been placed
on the ground I am to cover, so guess had better get back where
I belong, or I may be tramping on the other fellow's toes. Anyone
in charge of a lumber producing plant figures cost continually and
then never satisfies himself, or his stockholders. "It can't be
done." In talking of cost from Log Pond to Sorting Chain, we had
best begin with the pond. We find the logs have been placed in
the pond and it is up to us to get them into the mill, on the log
deck ready for the carriage. Some mills keep cost of pond opera-
tion separate from sawmill ; others carry the two together. At some
mills the logs are handled by contract ; a stipulated price being paid,
which varies from 6 cents to 10 cents per thousand feet. Other
mills have their ponds operated by the day, paying each man a
certain daily wage. To arrive at cost per thousand* feet the saw-
mill deck scale is used. By this we mean the total cost of operat-
ing the pond for a given period — say one month — is divided by
the number of feet cut by the sawmill for the same period, and in
that way you arrive at the cost per thousand feet for that month.

SELLING LUMBER

187

Conditions have to do with pond cost. If logs are small and run
strong to sap, they sink almost as soon as they strike the water,
and this brings into use the sinker boat, which is necessary to
float these logs to log shute, where they are released from the boat
and sent up into the mill. Logs of this character are more ex-
pensive to handle than large logs with less sap, which float high Small Logs
and are easily floated to the chute. Another pond expense that
does not come at regular intervals is that of cleaning pond ot
accumulation of bark and sunken logs, which were not picked up
by the sinker boat. To do this it is often necessary to drain the
pond of all water and refill after pond is clean. Regardless of how
it is done, it costs money and from one to three thousand dollars.
This pond cleaning cost is generally in excess of the usual daily
operating cost and is not always shown on the cost sheet.

The next item of expense is handling the logs on the deck.
I might say here that this is a part of the sawmill cost and like
other parts of the sawmill, is considered as part of the whole saw-
mill operation as far as computing cost is concerned. This may
not be true of all mills, but think it is with a majority of them*
hence, we do not know what the sealer, filer, sawyers, edgermen
and other labor cost per thousand feet per day, month or year.
However, this would not be hard to compute to show these costs
at any one mill, but to give you an average of the mills in the pro-
ducing territory would necessitate the gathering together and com-
piling figures, which I did not have the time to do. Foremen,
filers, sawyers, edgermen and trimmermen are the most important Factors
as depends upon them the amount and quality of lumber produced m Mill
each day. (Quality referred to here means quality of manufacture
and not natural defects.) However, the sawyer has to do with
natural defects and unless he understands' all kinds of defects and
knows how best to saw the log to get the most good lumber from it,
he will not get the best results. Some sawyers are required to cut
for quantity regardless of quality and by so doing produce more
lumber in a given time, which would mean less cost per thousand
feet, and would also mean less average price for the lumber pro-
duced. The sawyer who is instructed to saw for quality will pro-
duce less lumber than when quantity alone is considered, but lum«
ber that will sell for a higher average price and enough higher to
more than cover the difference in cost of production. The same
reasoning will apply to the edgerman and trimmerman. From the
best information I have, it costs, from the time the logs reach the

188

SELLING LUMBER

deck until the lumber passes the trimmer leaving the mill, from
$1 to $1.50 per thousand feet.

In looking over the figures covering the comparative cost of
shipments prepared by the Southern Pine Association, and covering
a large number of mills, the following amounts cover the cost of
sawmill manufacturing. These figures cover a three months'
period during January, February and March, 1916, inclusively, and
are per thousand per board measure.

Operating labor, log pond to sorting chain $ 1.562

Depreciation on the plant 698

Association Taxes ; 24°

Figures on Insurance (fire and tornado) 162

Insurance (liability) 041

Office expenses 205

General expenses, including overhead 436

Interest on 50% of capital invested in the busi-
ness at 5% 984

Add to the above figures the cost of logs in the

pond for the same period, which was 7.141

The total cost of green lumbef on the sorting

chain was $11.469

In closing wish to say that all mills do not use the same
methods of figuring cost, hence do not get the same results. The
Southern Pine Association is making a strong effort to have all its
subscribers figure cost on same basis and by so doing get at final
The Need figures in some way, which will enable comparison to be made,
of Uniform This uniform cost accounting undertaken by the Association should
Accounting have the suPPort of every subscriber. Let me suggest that the
more you salesmen know about the cost of production, the better
equipped you are to sell lumber at a profit and that is what is neces-
sary to make the producing and marketing of Southern Pine Lum-
ber successful.

SELLING LUMBER

189

The Yellow Pine Shingle

By J. H. Eddy

General Sales Agent, Kaul Lumber Co.

Birmingham, Ala.

The yellow pine shingle constitutes a valuable by-product of
our industry, which has been at once very badly neglected and
very sadly abused. With a great natural market at the very doors
of our mills, and with quantities of material at hand which Could
by a simple operation and at small outlay be turned into a product
to perfectly meet this existing demand, we have failed to see and
take advantage of our opportunity. But few of our well managed
and well equipped mills have attempted the manufacture of shin-
gles at all, and those which have done so have not as a rule seemed
to realize the importance of the product, for they have not given
due consideration to what is required of a roofing material, that
they might meet these requirements, nor have they concerned them-
selves with the methods of application used by the consumer and
his agents. Thus, while millions of yellow pine shingles have
been manufactured annually, they have been produced by small,
poorly equipped mills, and from inferior material, without any re-
gard whatever for requirements. And these shingles have been
applied in a most haphazard way, which could not fail to give
bad results.

We have not only failed to take advantage of a splendid
opportunity to serve the public and benefit ourselves, but our neg-
lect has given the substitute manufacturer his opportunity.

Happily, we are at last awake to the situation, and are now
prepared to offer proper specifications for the manufacture and
use of the yellow pine shingle, which we wish to lay before you,
and which we believe will re-establish the product. The purpose of
this paper is to discuss this project, and to enlist your co-operation
in carrying it through.

For the purposes of this discussion, we may safely assume
the existence of a sufficient market for our product ; we may even
assume a decided preference on the part of the home builder for
this very product, the wood shingle. Wood has been his favorite
building material since that time from which the memory of man

A Valuable
By-Product
Neglected.

190 SELLING LUMBER

runneth not to the contrary, and we have but to learn and to meet
his requirements to retain this preference in future.
The Require- What, then, is required of a roofing material?

Roofing We find that to be acceptable it must be capable of producing

Material. a roof that is tight and durable, resisting reasonably well the

attacks of wind, weather and time; that it must insulate against
extremes of heat and cold; that it must serve artistic purposes;
that it must be available at a reasonable cost ; be easy of applica-
tion and call for no extra investment in weight or strength of the
structure it is to cover. Experience and observation have already
taught us that our material meets every one of these requirement's,
and to a remarkable degree. History tells that shingles have been
used as a roof covering from time immemorial, definite record ex-
isting of the use of shingles in England- in pre-Norman times ;
many samples of these still exist, it is said, especially on the wooden
towers and spires of East Anglia. We all know that the old-
fashioned shingle of generous thickness, split or "rived" out of
first class heart pine or cypress, has stood the test of time better
than any other material available to the average home builder.

The more modern sawn shingle, made from the same material,

when qf proper size and properly used, lasts a lifetime, and more;

it makes a water-tight, durable, and highly artistic roof covering ;

it is easily applied ; it is light in weight, calling for no extra strength

in the frame of the building k covers; wood is the poorest con-

The Superior ductor of heat or cold available for the purpose, and hence is most

ShirTle a suitable for use in any climate; it takes stain or paint readily,

Roof. making possible a wide range of treatment for color ef feet, as well

as increasing the life of the roof. Lastly, the shingle roof may be

constructed at a first cost lower than that of the cheapest of the

substitutes which are comparable in point of service. The ultimate

cost of the shingle roof is far below that of any of the materials

offered in competition.

In point of comparison as to beauty and artistic effects possi-
ble with the different materials, all of our competitors fall by the
wayside, except perhaps tile and slate, and these are so expensive
as to be entirely beyond the reach of the average man, whose neces-
sities we are discussing.

Of late years, as the result of the upbuilding of cities where
our dwelling places are crowded together, a new demand is made
upon roofing material; that it shall be fireproof, to minimize the
danger of fire spreading from building to building. And here it is

SELLINGLUMBER 191

that our careless methods, our failure to study requirements, and

our ill-advised 'efforts to meet competition have recoiled most

heavily upon us. Through the use of unsuitable material in the Efforts'to

manufacture of shingles, and making them too thin and too wide, Meet

to say nothing of the crowning folly of kiln-drying them, we have

laid our product open to criticism and attack.

The substitute manufacturer was not slow to see this oppor-
tunity to discredit the shingle by charging it with the responsibility
for a very heavy percentage of the annual national fire loss. He
has spilled oceans of printers' ink in giving publicity to his claims
for his own products, and his charges against ours ; while we have
made our usual mistake of sitting tight and saying nothing. We
might have called attention to the fact that bad methods of applica-
tion were more to blame than poor material and unsuitable sizes;
that roofs should be painted when made of shingles, as is absolutely
necessary with most of the substitute materials; that as a matter
of actual fact, the biggest part of the fire loss occurs in the busi-
ness sections of cities where shingles are not used, and where we
have never recommended that they be used, while a very big part
of the dwelling fire loss covers the contents, which would burn
just the same in a stone house under a cast-iron roof, and which

do burn daily in brick and stone houses, under roofs of alleged „, .

oningles
fireproof qualities. We might have mentioned flimsy construction, the Fire

defective wiring, defective flues, and the light-hearted carelessness Hazard.
about fire hazards which is so characteristic of the average American
city dweller. One or another of these last named causes is really
responsible for probably ninety per cent of the fires charged to
shingles. It will be observed that shingles are used almost ex-
clusively on country houses, and in small towns, where the fire
losses are very small, and that these shingles are almost never
painted. This means that the hazards of human carelessness, of
cheap construction, defective wiring and defective flues, which
are greatly reduced or altogether lacking in country and village,
are really responsible for the fires which are charged to shingles
in the cities. It will be observed further that practically every
conflagration which renews the outcry against shingles, starts in
city districts where the shingle never was used ; such fires con-
sume everything — a concrete or brick dwelling yields as quickly as
does the frame structure. There are innumerable instances of fire
leaving untouched the frame building with shingle roof, while
it consumes brick and slate or iron on either side.

192

SELLING LUMBER

The Time
Has Come
for Action.

New Speci-
fications for
Laying
Shingles.

We had the best of the argument from a dozen different angles,
but we sat tight and said nothing., partly because we were un-
organized, and partly because there is not the enormous gross
profit in our product which alone makes possible an expensive and
unending advertising campaign such as the substitute manufacturer
wages constantly.

The thing has finally gone so far that we are compelled to
do something ; inasmuch as some of the cities have been induced to
pass ordinances prohibiting the use of the shingle, and the fire
insurance people are working with the substitute manufacturer to
put us out of business altogether on the shingle proposition. What
we lack more than anything else is statistics compiled by some
capable and unbiased agency — such as might be established by the
Government for instance, and which would not only ascertain the
facts, but publish them.

Fortunately it is easy to demonstrate the comparative fire-
resisting and wearing qualities of properly made shingles, properly
laid, and of the composition stuff urged as a safe substitute ; and
it is easy to point out what constitutes a properly made shingle and
how it should be laid and treated.

Tentative specifications covering all of this have recently
been adopted by the grading committee of the Southern Pine As-
sociation, copies of which have been distributed among you, and we
will refer to these in detail in a few minutes ; we ask that you
study these specifications carefully, and give us the benefit of
your suggestions, also that you aid us by giving this information trie
widest possible publicity, that the consuming public may know ex-
actly what to demand in the way of shingles, and methods of roof
construction. The paint manufacturers are co-operating with us
and will put on the market suitable mineral paints properly labeled,
while the engineering department of the Association and the Forest
Products Laboratory are working out formulae for chemical treat-
merits which we believe will be equally effective in making shingles
fire-resistant, and to a higher degree than is or ever can be true
of rags and paper covered with tar.

Our specifications covering the manufacture of shingles and
the construction of shingle roofs rest upon careful inquiry, ex-
perimentation and observation ; we believe them to be sound and
adequate ; they provide for shingles of thickness and width de-
signed to make a tight and durable roof when properly laid, one in
which shingles will not curl or crack, and which when properly

CELLING LUMBER

193

painted will prove as nearly fireproof as it is possible to make
roofing material, and keep it within the reach of the average man.
What we have to ask you is that you study this subject closely,
and that in your home towns and wherever you go, you give pub-
licity to the facts about the wood shingle. You will find sympathetic
listeners everywhere, for the public likes the shingle, and has been
led to view it with suspicion against its will, if at all. Tell the
house owner who has been made afraid of that great, big bugaboo,
old "sparks on the roof," that a good coat of mineral paint will
fix him up if his roof is reasonably sound and well laid; tell him
to ask his city government for an ordinance requiring that shingle
roofs shall be constructed under our specifications, which will
serve every purpose of public safety, and conservation of property,
instead of interfering with individual rights so dear to the Amer-
ican heart, and enacting class legislation in favor of a certain group
of manufacturers. Tell the citizens and the local legislators of
every city that the greatest single thing that can be done to aid
in the upbuilding of a great city and the advancement of all of its
people is to encourage to the greatest possible extent the building
and owning of homes by its citizens, and that anything which re-
tards in any degree this tendency will inevitably prove detrimental
to the growth and permanency of that city. To encourage home
building it is necessary to place within the reach of the home
builder at the lowest possible cost, the most suitable, desirable and
artistic home within his means. The use of any other material than
the shingle as a roof covering for the modest home is to decrease
the desirability of that home while increasing its cost; there is no
known roofing material that can take the place of the shingle, ex-
cept at greatly increased cost, in usefulness, permanency and beauty.

The Public

Likes

Shingles.

Facts for

Shingle

Users.

194 SELLINGLUMBER

Why //^Salesman Must
: Know Grades

By W. J. Haynen

Chairman, Grading Committee

Southern Pine Association
Hattiesburg, Miss.

The subject assigned to me is a very large one and probably
more important now than ever before, on account of the keener
competition, not only between various other kinds of woods that are
marketed in the same market as yellow pine, but, also, on account
of the increased use and advertising of substitutes.

The attack that has been made on wood construction in all
parts of the country by the different building codes has also added
greatly to the decreased use of lumber, and it becomes necessary
for the manufacturers of lumber to take some active steps to at
once bring about a change in this condition of affairs, and to edu-
Causesof cate, not only the architects, builders, contractors, but the general

Decreased public, concerning the uses of our wood. That is one of the reasons

Use o umber ^ southern pme Association came into existence and made rapid
progress in its work. That is the reason that that Association,
through its grading committee adopted for the use of yellow pine
timbers what is known as the "Density Rule," simply and purely
to educate the people into a method to be used to identify and
grade the timber so as to increase its sales. Not alone did the
public need the education, but manufacturers, and the salesmen of
the manufacturers require a lot of this education ; that is why
you are here today attending a SCHOOT OF SALESMANSHIP,
and I will say very plainly to you now that if, as salesmen of yellow
pine lumber, you do not increase the sales of your product at least
as rapidly per capita as the increase of population a great many
of you will shortly be seeking positions in other industries because
Duty of the there will be no room for you in the lumber industry. It is a very
Lumber lamentable fact that the lumber consumption of this country has

declined 50 board feet per capita, or 10 per cent in the past ten
years. Who is responsible for this? You may say it is the man-
ufacturer— he will probably reply it is the other commodities that
come in competition with yellow pine, but it does not matter who

SELLING LUMBER

195

is responsible, we have got to correct it, and you have got to give
close attention to the work of this meeting and take advantage of
what is brought out in this meeting, so you can change this condi-
tion of affairs. You are partly responsible and it is to your direct
interest to bring about an improvement in this condition just as
quickly as possible, and make an increase .in the use of lumber.

With the present prices of steel and iron and all other com-
modities that come in competition with wood for building purposes,
brought about mostly by the large increase in the cost of manufac-
ture of these substitutes, your path along these lines should be a
great deal easier than formerly, but to be able to do this in a most
intelligent and satisfactory manner and to be successful in the end,
there are several things you will have to do before you can expect
any result from this co-operative work.

You have heard almost daily a great deal in the past year or
two about Preparedness, that is preparing this Nation for any
eventualities that may overtake it, either in war, commercial com-
petition, or in many of the duties of our Government. You, as
salesmen, and as sellers of yellow pine should adopt that motto of
Preparedness and prepare yourself so as to meet the conditions as
they come up in the handling and selling of this product, and if
you do not the yellow pine product will become a pauper product
and no one will care about representing it.

The Southern Pine Association has been working along Pre-
paredness lines for the past eighteen months for the benefit of the
lumber manufacturer, both large and small, and if you have not
taken the full advantage of their activities you have failed to pre-
pare yourself and, consequently, you are headed for the rocks.

This meeting has been financed and organized, not only to
help the industry, but to help every employee connected with it,
and among them, are you. The organizers of this movement cannot
do it all, and to make a success of it they must have the earnest and
intelligent co-operation of everyone connected with our large in-
dustry, and as you are the direct connection, the agency, between
the manufacturer and the consumer, there is no one connected with
this industry that has greater power or greater opportunity for pre-
senting and scattering this information through the length and
breadth of the land, and after you have thoroughly understood the
efforts of the Southern Pine Association, and had a perfect knowl-
edge of the product that they are working so earnestly and intelli-

High Prices
of Competitive
Materials
Help

The Associa-
tion Practices
"Prepared-
ness"

196

SELLING LUMBER

Do You Know
the Density
Rule?

Thorough
Knowledge
Essential
to Good
Salesmanship

gently for we should be able to reflect a great deal of improve-
ment, both in the consumption and the marketing of our product.
The Southern Pine Association perfected and made the pres-
ent very simple and satisfactory rule called the "Density Rule" so
as to increase the use and the sales of lumber. In this they have
been assisted by the United States Forestry Service and the Amer-
ican Society for Testing Materials, and this rule is endorsed by
both of these bodies, and with this endorsement it stands out as
the most perfect rule to grade Southern Pine timbers by, and you
should never have to apologize in the use of this rule in either
the selling or inspection of timbers.

They have printed tons of literature on this subject They
have spent thousands of dollars in postage to get this rule and all
its benefits before you. The manufacturer outside of the Associa-
tion has done the same, and I would like to ask each and every
one of you. Do you know and can you grade timbers under the
"Density Rule"? If you cannot, all our labor has been lost, and
you are not going to be successful in selling and marketing timbers
under it unless you are thoroughly acquainted with it. Your timber
sales will fall off and your employer will state you are a failure in
your business.

He may not discharge you, but he certainly will not increase
your salary and as his business decreases your success in your
chosen field of business will be very small indeed, and if you do
not know the grades very thoroughly as established by our Associa-
tion, my advice to you now, is that promptly at the close of this
meeting you so notify your sales manager or the proper officers of
your company and request him or them to take you at once to the
mills, there to let you remain until you do know them, and become
thoroughly acquainted with grades and manufacture of timbers. It
does not matter how long it will take to learn them; it does not
matter what difficulties are placed in your way, learning them will
be the only way you will be able to talk intelligently and sell yel-
low pine successfully in the face of the competition from other lum-
ber and substitutes.

There is not a man living that can successfully sell a com-
modity or product like lumber unless he is thoroughly acquainted
with that commodity or product fron its initial point of production
to its final resting place in the building, structure or whatever it
may be used for. He must not only know about is growth, but he

SELLING LUMBER

197

must know its cost, its grades and its entire process of manu-
facture.

Do you receive, and do you read, and remember, and put into
daily use, the data furnished you by this Association through its
officers and through the officers of your company? If you do not,
you had better get busy and change your course, because it is
necessary. Do you know the timber and grading rules thoroughly
enough to be able to tell the prospective customer or builder what
grade he wants for the purpose intended? If you do not know
this how can you sell them?

So go and learn the grades of timber and lumber and see how
much better you are able to do, see how much better you are forti-
fied to defend lumber when it becomes necessary, see how much
better able you are to talk lumber and, greater than all, you will
quickly see how much more lumber you can sell. You will become
a much more valuable man to your company and in the end you will
secure personal benefits, progress in your work, increased com-
pensation and the satisfaction of knowing that you have done a good
job. Your employer will also benefit through your increased knowl-
edge, but remember, until he does get benefits you will not get any,
and if his business goes backward you will go backward, too.

Also, state honestly and definitely what you can furnish, both
as to grade, quality and delivery, and you can only do this by
keeping in close touch with the mills at all times. Never be afraid
to request information that you should have.

The manufacturers of this product have awakened to the fact
that if they get the best results they have got to keep you posted,
and while there may be a few here and there that are working along
the old lines, they will change or go out of business. By getting
this information and improving your minds you will become a lum-
ber specialist in all of its branches and ramifications, and you will
cease being a lumber "peddler" or order getter only.

Never be afraid to condemn the use of yellow pine if it is
not fitted for the purposes intended — say so, and do not sell any-
one yellow pine that will fail in the object that he or they want
it for. You may lose one sale, but you will greatly increase the
respect and make friends for our industry which will increase its
sales, and if this policy had been carried out in the past with in-
telligent co-operation between all branches of the industry we would
not now be able to provide enough of this product to take care of
the demand. Instead of this, what have we done? In the past its

Keep in Close
Touch With
the Mills

See That
Yellow Pine
Is Properly
Used

198 SELLINGLUMBER

uses have been abused badly and the consequence is many people
will not use lumber and we have, as stated before, a decrease of
nearly 10 per cent per capita in the past ten years.

Yellow pine timbers are the best timbers in the world for

building or structural purposes. This is fully acknowledged by

all reputable engineers. Architects are willing to recommend them

at all times, provided they can get the grades required. Yellow

The World's P*ne timbers show a greater strength than any other wood; they

Best Struct- show greater durability if the manufacturer will ship according to

ural Timbers gra(jes established for this purpose. That is what the "Density

Rule" on timbers was for, and you, as salesmen of this product,

must thoroughly learn the rule and establish it so as to market

your product and increase its uses.

We have five distinct grades of timber :
Heart Timbers,
No. 1 Common Timbers,
Square and Sound Timbers,
Merchantable Timbers,
Select Structural Material.

I am not going to read you the rules of each grade.
It is just as much your business to be acquainted thoroughly
with these rules as it is mine or any other manufacturer. If you
do not know them, you had better get busy and learn them. If you
do know them you had better study them and find out more about
them. Each and every one of these grades will fill a suitable our-
pose in the building line.

An inferior grade will not successfully take the place of a
superior grade if substituted. You should not and must not sell a
The Right grade of timber that will fail in its intended use. If you do this
Righ? Place,6 ^ou have hurt and you have helped to demoralize the industry and
to decrease the use of lumber on account of its failure.
So in closing, let me give you this advice :
First — Learn the grades thoroughly.
Second — Preach the use of wood, especially yellow pine.
Third — Be honest with your employer, your customer and your
competitor.

Fourth — Establish and keep in operation a constant supply of
information between the sources of production and consumption.

• Fifth — Utilize this information when you get it, so as to in-
crease the consumption, so to bring prosperity to the industry as a
whole, which will in the end bring more prosperity to you.

SELLING LUMBER

199

The Merits of Wood and Its
Limitations

By E. A. Sterling *

Manager, Trade Extension Department

National Lumber Manufacturers' Association

Chicago, 111.

Wood has many merits which were discovered in the early days
of civilization. These remain unchanged because the .material
itself is the same. The only great difference is in the manner in
which wood is used. Customs and manner of living have changed,
bringing similar changes in the uses of wood, but not influencing its
merits.

Wood first has the merit of being available nearly everywhere.
This was one of the reasons it became the almost universal ma-
terial for the shelter and protection of mankind. The distribution
of trees has determined the fate of empires. Where forests have
been cut and destroyed, and the land has become barren and un-
productive, people have had to move elsewhere. Regions which were
once thickly populated are now almost abandoned because the trees,
and with them the water, the soil and the building material, have
gone.

Today railroad and other transportation facilities tend to pre-
vent such close utilization of the immediately available wood. It can
now be shipped from places where it grows to regions where it is
used. In our own country the treeless West does not suffer especi-
ally because few trees grow, since lumber is shipped in from other
regions. The same merits create a demand for wood whether it is
used where it grows or elsewhere.

Another merit which always has and always will make people
want to use wood, is that it is easily cut and shipped. Stone is
hard to make into blocks, is heavy to carry, and for simple structures
is not so convenient to use. Brick and the many other products
made of clay, are serviceable and have merit, but they are more diffi-
cult to make and use than wood. Trees can be cut down even with
primitive tools. They can be fashioned into implements, weapons
and many other forms. The merits of workability applies especially
to the individual worker or builder who wishes material which he

Treeless
Regions
Saved by
Railroads.

Wood's
Workability
Appeals to
the Individ-
ual User.

200

SELLING LUMBER

Combined
with Strength,

The

Superior
Beauty of
Wood.

can fashion with his own hands. The early settlers simply felled
the trees and with rude tools piled the logs into strong, substantial
cabins and stockades. The same workable feature applies all down
the line and into wood- working establishments. The log house of
the settler has been replaced by the frame and board house of the
present times, simply because it was found how wood could be
worked into many convenient forms by machinery.

Lightness and strength are other merits. Wood weighs less
than any other commonly used building material. It can be trans-
ported cheaply ; can be lifted and carried without difficulty by work-
men, and when placed in a building or structure, does not tend to
break it down by its own weight. Even with this merit of lightness
it has greater strength, weight for weight, than iron or steel. It
not on^ w^ carry heavy loads, but it gives and bends before it
breaks, and usually gives warning before an actual fracture occurs.
As an example of present application of these combined merits of
lightness and strength, it has been found that railroad trestles in
some cases when constructed of steel and concrete are too heavy.
To carry even the upper portion or deck very strong supports are
necessary, even before the weight of the trains or locomotives is con-
sidered.

Wood possesses another advantage which exists in few other
materials. This is in connection with heat and cold. We often
hear it said that wooden buildings are coolest in summer and warm-
est in winter. This is for the very simple reason that wood is a
poor conductor of heat, and by the same token a poor conductor of
cold. In other words, heat does not readily pass through wood,
because it is porous, and the dead air spaces are the best possible
non-conductors. Some experiments conducted in Europe showed
that a frame house with 7/16 inch clap boards, building paper,
sheathing, lath and plaster was equivalent to a 20-inch sandstone
wall. Such a wooden wall retains heat much better than a brick
wall or any other mineral building material.

Then there comes a merit which especially appeals to every
one, and that is the beauty of wood. The wonderful grain which can
be brought out with proper finish, the softness of texture, and the
varying effects appeal to every one. Moreover, it is not necessarily
the prominently grained woods which make the strongest appeal for
beauty, because one tires of extreme effects. Just plain, everyday
wood, as it is used in millions of homes, gives continued satisfaction

SELLINGLUMBER 201

because it is restful and seems to have an intimate relation with the
individual who lives with it.

Among the many other merits might be mentioned the adapta-
bility of wood as a building material. It can be used for a greater
number of purposes than any other material, and it seems to be
just the proper thing in the majority of cases. The factor of cost
is also an important one, which explains why the strongest com-
petition fails to replace wood as the universal building material. The
large supply may also be considered a merit, because the best in-
formation shows that there is enough timber still standing to sup-
ply the needs of the nation for practically all time if it is properly
used and conserved.

In considering the merits of wood we should not shut our eyes
to its limitations. Like all good things, it is not perfect. Every one
knows that wood decays when exposed to the weather or in moist
situations. In fact, even in the interior of buildings, where moisture
is present only in the air, some forms of decay develop. This, how-
ever, is a limitation which nearly all materials have. Iron rusts,
brick and stone crumble, and it is only a question of proper pro-
tection which determines which material lasts the longest. The
public in recent years has heard much about the fact that wood
burns, and unquestionably it does. It is fortunate that this is so, gome
because thousands of homes are still warmed in winter because wood Limitations
burns, and it was not many centuries ago that wood was practically ° °° *
the only fuel known. When placed in a building wood continues
to burn. It is also a fact that brick buildings, or stone buildings, or
concrete buildings also burn, even though the materials themselves
may not be actually consumed. The sensible point of view on the
fire question is that carelessness should be eliminated, and that
wooden buildings should be constructed with every possible safe-
guard. In the majority of cases it is the contents of the building
which furnishes the principal fuel for the flames, rather than the
building itself.

In itself wood has really no serious limitations, if properly
used. To be sure, it checks in drying, and expands and contracts
to some extent in different temperatures, in addition to the fact
that it burns and rots. If these points are not considered and wood
is used on the assumption that none of these things would happen,
failure would naturally result. These points, however, are usually
fully considered, and the actual limitations are determined by
proper or improper use.

202 SELLINGLUMBER

As applied to present day salesmanship, the point to be em-
phasized is that wood may have merits or limitations, according
to the way it is selected and used. The merits may easily become
drawbacks if proper consideration is not given to the^ character of
Of Import- the material. For example, the consumer should never be allowed
Salesmen of to buy a wood which quickly decays for use in a place where con-
Wood, ditions are favorable to decay. In buildings where strength is re-
quired, in posts and beams, strong wood should be used. At the
same time, there are places for the inferior woods and lower grades,
and the big duty of every man who represents the lumber industry
is to help teach the consumer what these proper uses are.

Another phase of present day use of wood is to treat it so
that it will serve successfully some of the purposes for which it
may not be fully adapted in its natural state. Creosoting, as every
one knows, prevents the rotting of wood ; fire retardent com-
pounds keep it from burning where such protection is necessary ;
proper seasoning does much to prevent checking and warping, and
is also helpful in preventing decay; while proper painting and
finishing help make woods useful and beautiful.

As a last analysis, the merits and limitations of wood are
relative terms. A merit may be turned into a limitation, or a
limitation may become a merit if full knowledge is applied and
proper judgment used. It is frequently said, and with much
truth, that the lumbermen know less about their product than the
Salesmen men wno se^ other materials. If this is strictly true, it should be

Should Know corrected, since the people who produce wood should know about

All About ' . S u

Their ** m order to teach the consumers who are not expected to know

Product. the details. A good lumber salesman will master all of the points

relating to the merits and limitations of the product he sells. He
should not only know all about wood, but why he knows it. If
a consumer points out limitations the salesman should be able to
tell him how to turn them into merits. At the same time he should
be reasonable and not advocate wood for all purposes.

The slogan of "Wood Where Best" can be safely followed in
all cases. It is unwise to recommend wood where it is not safe and
economical. We would not build skyscrapers of wood because it
would not be safe or permanent. The same reasoning can be car-
ried down the line to the details of smaller structures. A concrete
foundation is recommended under creosoted wood block; stone or
concrete foundations are put under barns and homes; brick ex-

SELLINGLUMBER 203

terior walls are placed on heavy timber mill construction buildings,
and in all of these situations wood should be recommended only
where it is best, and the salesman should know where this is, and
why.

By

Judging the Order

Frank R. Watkins

General Sales Agent, Missouri Lumber

and Land Exchange

Kansas City, Mo.

Lumbering, the second most important elemental world's indus-
try, combines its producing and selling departments into closer
relationship with each other than any of the other three fundamental
industries. It is not customary for farmers to complete and finish

their products ready for the market, or to deal with the grocery- How the

1 AT • # Lumber

man or the consumer. Not many mine owners are to be found industry

who transform their ore through all processes into stoves, steel Differs from

rails, or silver dollars. A number of the various functions between

the raw material and marketable product, including selling, are in

the hands of middle men or other parties not directly interested

with the securing of the raw material in agriculture, mining and

fishing.

It is practically the universal practice, however, in the lumber
business that every step between a tree and finished lumber is within
the control of the same men, and this includes the actual selling
process. The lumbermen's own sawyers fell the trees in the woods,
their own streams transport them into the sawmill, their own saw-
mills'work them up into suitable rough sizes, and the further stages
of manufacture are carried on under their own supervision and in
their own plants until it is ready for use.

It is strange, with this perfect line from production to dis-
tribution, that lumber markets should suffer such violent fluctua-
tion ; but we will all have to admit that the path must have been
too smooth in the past and we failed to provide ourselves with the
heavy soles of education for modern roads.

The man who sells machines or typewriters knows a surpris-
ing number of facts about the minute details of manufacture, and

204

SELLING LUMBER

Salesmen

Should

Watch

Trend of

Public

Demand.

Acceptability
of Orders
at the Mill.

doubtless it would be found that the manufacturers and producers
of these lines were more or less familiar with the troubles and ob-
stacles of distribution. The lumber business has the whole manage-
ment within its own hands, and it does look as if a practicable
working knowledge of the operations of manufacture by the sales-
man and some education in salesmanship for the producers would
give us gratifying results.

As this paper is supposed to confine itself to the main line of
the subject — judging orders — I will not attempt to venture many
remarks about giving our mechanical departments an insight into the
mysteries of practical salesmanship, excepting to say that I consider
it one of the vital duties of every salesman to carefully watch the
trend of demand in his territory so that he may indicate to the pro-
ducers through his sales department certain tendencies of inquiries
that would help the manufacturing end to put onto the stock sheet
the most of the kinds and grades wanted at the proper season.

While observations of various salesmen lead me to believe that
it does not necessarily follow because a man has been long ex-
perienced in a manufacturing end of a business that he will naturally
turn out to be a good salesman, it is true that a really good sales-
man will have the important facts of the details of manufacture
well in mind and know the things that cannot be done and those
that can be done most easily.

It is well known that no matter how expert or skillful our
manufacturers may become in their art, a tree cannot be "moulded"
entirely into the shapes, lengths, sizes and grades that might be
demanded. Certain characteristics of the timber, defects, size of
trees and operating conditions are involved in the processes of man-
ufacture to such an extent that while it is surprising how much can
be done ; nevertheless, we have over-productions of some materials
and under productions of other items. As a consequence, our. sales
department finds itself with some stock at nearly all times that
the trade does not freely absorb. We have to force the movement
of this stock with every device of salesmanship, at the same time
holding in check the demand for the staple items, spreading them
carefully over as large a number of orders as we can to reap the
greatest benefits for the mill out of what desirable items it may
have.

Every order received has a various degree of acceptability to
the mill for which it is figured. Quite a sprinkling of bad ones
come in, and lots of good ones; and it is probable that all sales

SELLING LUMBER

205

Volume Not
a Factor
in Grading

departments measure the ability of their salesmen by the volume
they get, the price they get, and last but not least, the kind of orders
they take. It seems imperative that something be done to educate
ourselves and our salesmen as to the best methods of getting as
nearly perfect orders as are obtainable.

If we could devise some clerical system that would weigh the
merits and demerits of every order that came in, thus accumulating
the net result of the standing of each salesman in a single figure
at the end of each month, we would likely grade the order under
divisions something like this : Price, adaptability to stocks, credit of
customer, number of items, and clerical work.

You will observe that volume has been omitted from the rating,
and this partly because we are considering the single order now,
and partly because I firmly believe that if we could to some extent
lose sight of volume and put the emphasis on other points it would ^ Orders
be an improvement.

The consideration of price can be passed over lightly, not be-
cause it is unimportant, but because it is so important that special
emphasis is unnecessary. I wish we could have a single invariable
one-price basis so that our salesman would not have to spend so
much time thinking about it. It may come in the future.

In grading orders, the adaptability to stocks is the most import-
ant point of all. Every sales department can lay out from its files
one hundred orders, and every one of them, for some reason or
other, will have a different rating or value to the mill than any
of the others. The orders that call for stock the nearest to the
way the mill has it proportioned is the most valuable. An order
for a straight car — one item, one length, one grade, may not rate
as high as another order for several items or for two or three
prades, because the straight car order may not fit the stock sheet
perfectly, or may absorb all of one length leaving the balance un-
proportioned, while the other order may take up the stock in the
same proportions as it is shown on the stock sheet of the mill against
which it is figured.

A good many salesmen, and especially customers, are always
maintaining that there should be a substantial difference in the price
asked for a straight car and that for the mixed car orders. Per-
haps with some small mills under certain conditions this is true, but
for the big mill, operating practically full time with full crews,
there is a great deal less difference in the cost of filling mixed cars
and the cost of filling straight cars than is generally supposed — pro-

The Most

Desirable

Order

206 SELLINGLUMBER

vided, of course, the orders fit stocks. Therefore, I am riot so
keen about the merits of straight car orders as I might be, at least
some of them. They may prove to be enough harm to the condition
of your stocks to overcome any small gain in shipping costs.

To illustrate this point, let us assume that you are one of
twenty salesmen and have received a stock sheet showing at one of
the mills a total of about a carload of 1x12 — 16' No. 2, along with
practically the same proportions — or a desirably proportioned stock

of other lengths — and you have an inquiry for a car of 12" — 16' No.
How One- _ . :

Size Orders 2 and your customer is willing 10 pay our asking price. Because you

May /Jause want an order pretty badly, you take this car and send it in to your
mill. As this order moves all the 1x12 — 16' No. 2 they have in ship-
ping condition, they send put a circular to the nineteen other sales-
men composing the organization asking them to cancel from their
stock sheets eighteen or twenty thousand feet— whichever the
amount may be — of 1x12 — 16' No. 2, as the stock has been sold.
Up to this point the sale appears to be a good one, and you have
one car more to your credit at list price. The objection to this
order appears later — after the other nineteen salesmen have received
their instructions to cancel. Let us now assume that eight or ten
of these other nineteen receive inquiries for 1x12 — 16' No. 2, and
other lengths of that size and grade, and other stock to make up
mixed cars. Each of these eight or ten men needed only three or
four or five thousand feet of the 1x12 — 16' No. 2 to put them in
shape to quote on their inquiries ; but they do not have two or three
or five thousand feet because the office has instructed them to can-
cel, and perhaps as it may be accumulating slowly, they have been
cautioned not to sell the 1x12 — 16' No. 2. Under normal running
conditions most salesmen would not turn down an order for as
small amount as two thousand feet missing from the stock sheet
on such an item as 1x12 — 16' No. 2, which is a stock item, but
whether they did turn down the orders or accepted them, there
would be an objection there; either that eight or ten salesmen lost a
car each or more, or eight or ten salesmen did sell a car each or more,
and caused the next stock sheet to show up with the 1x12 — 16' No.
2 in the red, or oversold. So you will see that if you do not
cause the trouble at once, sooner or later you are going to develop
it ; and our experience has been that the facts of the matter are
that we not only create oversales, but lose business as well. From
this illustration, I would draw the conclusion that any order that
substantially sells all of one length disregarding the proportion of

SELLINGLUMBER 207

other lengths, or that sells such a large quantity of one length that
it and a repetition of it would have a serious effect sooner or later
on proportions, is an order which should be graded down theoretic-
ally lower than orders more closely adhering to stocks. 1x12 — 16'
No. 2 is taken as the illustration above merely for convenience, not
because that is at all likely to have been a troublesome item, but all
of you appreciate the fact that there are certain lengths or sizes
which seem difficult and slow of accumulation for your mills; and
salesmanship that fails to take these things into consideration falls
just that much short of the highest abilitv. I am using one order
and one salesman and one car because the figures are easy to handle.
Tf cases of this kind happened infrequently, it is true that little
harm would be done, as the total volume of all items at most mills
is beyond being affected seriously, by one lone car. Neither do I
intend to say that such an order as described, under such conditions
as described, should be flatly refused in every case. I only main-
tain that there is a difference of value to the mills between all
orders. Other circumstances which I have not mentioned are often
injected into a sale, by which the salesman must be influenced in
deciding what to do.

I know that in the automobile business where a manufacturer
is building a small and a large model — a cheap and a higher priced
grade — his contracts to his dealers read in such a manner that
they are compelled to take and sell a certain quantity of the higher
priced car, to secure the sales of a certain number of the low
priced cars ; and this trading is practiced to a greater or less extent
by many salesmen in our business. You will recall some years ago
an extra heavy demand in the West for 2x4 — 8's. They had a new
silo they called the "Common Sense" silo they are building, and Dealing

every dealer wanted to buy some 2x4 — 8's from every salesman who YJ*1 an

called. The proper handling of the salesman's stock of the 2x4 — 8's Demand for

might net him four or five mixed cars — out of a possible stock of ^ne Item

three or four thousand pieces — instead of letting one man have it

in a straight car ; and every salesman should be familiar enough

with his territory to soon catch the trend of the demand, and appor-

tion out his stocks where they do the most good. It is difficult to

induce regular yard dealers to take a quantity of flooring, for in-

stance, or ceiling, without any 16' included in it ; where he might

be talked into accepting a car with even a limited amount of the

sixteen foot, if he could have some of it. If your mill didn't hap-

pen to have any sixteen foot at all and were forced to prohibit its

208

SELLING LUMBER

Keep
Posted
on Mill
Stocks

Disposing
of Odds
and Ends

Sales That
May Hurt
the Market

sale, orders would be offered which you would be compelled to
pass up because of this fact; and the original cause of it all, in
most cases, was because at a previous time some one or several
salesmen had pre-empted more than his share.

It is an essential part of a salesman's success to carefully keep
himself informed upon the peculiarities of accumulation at the
various mills for which he may be selling, so that in those instances
where it does seem good judgment and policy to accept an
order which will take more stock than the mill has, he can let it be
an item that he knows is manufactured rapidly at his mill. It seems
to me it is also an additional duty of every man, regardless of the
nature of his territory, to assume some responsibility toward the
disposition of over-supply. There is always enough surplus of
some lengths or grade so that every man in every territory ought to
have some small chance to do his part.

Besides selling regular stock in its proper proportions as the
mill has it, salesmen are called upon to give consideration to a lot
of odds and ends and miscellaneous droppings which are outside the
standard requirements of the general run of customers. The ideal
way to sell this special stock is to have a large number of salesmen
each to assume a small responsibility for it, and include a thousand
to five thousand feet wherever it can be sold. This stock is gen-
erally shown in a great enough variety so that salesmen in every
territory have opportunities if they would just use their ingenuity
to induce some customer to handle a little of it. In many cases it
would probably prove a genuine service to the customer, enabling
him to meet some competition he could not otherwise touch. At
any rate, the quantity of odds and ends sold by any salesman, and
the price at which he sold them would have a material bearing on
his standing with any sales office.

I have tried to show above the relation of good and bad orders
to the interest of one's own company; but I am wondering how
many of us have ever thought of the effect of selling stocks not on
hand on the whole distribution system of the lumber industry. Has
it ever occurred to you that the ratio of supply to demand is af-
fected somewhat? I believe it is, and will try to show why.

One of our salesmen wrote us one time that there were five
hundred competing salesmen selling yellow pine calling on trade in
his territory at that time. Perhaps his estimate was high, but no
doubt in most territories a great many salesmen do call on each
customer each month to sell the same class of stock. When it

SELLINGLUMBER 209

comes to their stock sheets, they are all in the same boat with you;
they have stock on which they are putting special stress and trying
to move, and some other stock they are not so anxious to sell. Let's
assume that one of these competitors is making a special drive on
an item of standard stock on which his sales department considers
the mill is carrying too large a surplus. We will say their supply
is five hundred thousand feet, but it so happens that this very item
is the one on which your mills are somewhat short. If this com-
petitor could have the freedom of the road until he moved his
five hundred thousand feet of surplus, we would have in the mar-
ket just the actual normal stock of five hundred thousand feet; but
instead of that, generally the way it works out is that you and
others come along ahead of him and take a lot of orders during
ten or fifteen days, aggregating a total of forty or fifty thousand
feet of this item; notwithstanding the fact that your mills are a
little short of it. You figure that you can afford to put in five or
six or seven thousand feet in an order, even if your mills are
short. It seems reasonable to suppose at the end of that time, how-
ever, instead of carrying just five hundred thousand feet the market Better If
bears the weight, not only of the five hundred thousand feet of sur- ^ (
plus manufactured and in shipping condition, but fifty thousand feet Have the
more not yet existing, or five hundred fifty thousand feet because
you fill the demand which your competitior with his over-supply
should be allowed to fill. It certainly looks like an economic waste
of sales effort. Of course, it doesn't always work out that your
shortage is somebody else's surplus, but we have compared general
stock sheets with other people enough to know that there are plenty
of instances where it does happen to make it a pretty serious ques-
tion ; and I shouldn't be surprised — if it could be checked up — to find
that a good many millions of feet of stock were actually duplicated
in this way. Now, if we would only let this competitor go his way un-
molested with his five hundred thousand feet of surplus, he would
get a natural market price dictated by the law of supply and demand
for his surplus, instead of a price dictated by an unnatural supply of
five hundred fifty thousand feet ; and besides, our customers would
not be inconvenienced by having to wait for us to accumulate our
fifty thousand feet shortage, and it looks like everybody ought to be
better satisfied. Instead of spending our "steam" selling a shortage,
we ought to be working on something else which perhaps our com-
petitor does not want to sell. Circumstances alter cases, and I pre-
sume there are times when all of us think it is necessary to accept

210

SELLINGLUMBER

Should Pay
e

The Im-

Writing6 '
Orders Care-

Correctly

this or that order, regardless of its merits, but our natural over-
production is sufficient to cause all the worry we want, without
conjuring up any more out of thin air by so much of this kind of
selling. So much for that part of the grading of orders coming un-
der adaptability of stock.

Credit — Sales made to a customer with an indifferent or ques-
tionable credit rating are worth less than those sales made to prompt
payers. The slow payer is not entitled to as low prices as the man
w^° rem*ts us our monev quickly. There are, however, two kinds
of credit objections; a man may be slow pay because of certain
business difficulties and still be perfectly good and worthy of quite
extensive credit ; another man may be quite good pay, but his
character such that he had better be left alone. He may not always
pay promptly.

The number of items to the car in an order has some bearing
in its rating, but the importance of it is less if the items are not too
badly scattered and are well assorted as to stocks on hand. It must
cost considerably more, though, to send the crew pottering out over
a whole yard and through several rough sheds to pick up from
five to fifteen pieces each of twenty-five to forty items to make up
one car. Most mixed orders, where so badly mixed, cannot take
the direct course from the yards or sheds through the planers to the
car that is followed by the better assorted orders. Several different
machines must be used on the badly mixed orders, and a little of this
and a little of that accumulated in a pile or stacked in a shed some
place until the whole order is gotten together and ready for loading.
The prices used in selling such orders must be greater than regular
prices to offset the extra cost. As I mentioned before, however, the
difference in a mixed order — not too badly mixed, or with too great
a number of items — and a straight car is not so much as some people
think.

Last of all, I would mention in considering orders, the "pencil
work," or clerical work. The orders must be written up on some
sort of a form to get them into our sales offices, and it is absolutely
necessary, whether the salesman thinks he is a good clerk or not,
to nave tne ol"ders put on paper plainly enough and correctly enough
so that expensive mistakes will not occur. I do not believe that a
mistake is due to carelessness of a man's brain; I don't think a
healthv brain makes mistakes. It is carelessness of the senses — your
eyes look but do not see; your brain is not given a chance. But
whatever it may be, it is certainly true that the amount of letter

SELLING LUMBER 211

writing, holding up of orders, and actual dollars and cents loss due
to simple mistakes is astonishing. It has been said the American
people waste three hundred million dollars per year making and
correcting clerical mistakes. Our sales offices check over and work
through twenty to fifty times as many orders as each salesman
averages daily. The sales office force watches the orders very care-
fully, but there is such a mass of work at times that occasionally
something slips by. The misplacing of a grade, mistake in the size
or length, or in a moulding number can develop easily into an amount
of loss that would overcome a substantial average in price. If
you will organize your work and. follow some system of carefully
checking back every item and phase of an order, a great many mis-
takes can be avoided, besides the saving of time and actual money
loss and embarrassment.

This is the kind of a paper difficult to get up without causing
the suspicion that the sales agents are a bunch of kickers and cannot
see anything pleasant in any order; but such is not really the case.
Nobody hopes for perfection yet; we realize that there are many
obstacles for our boys to overcome in their work, and in the main
— everything considered — the lumber salesman shows gratifying re-
sults, under his handicaps. We are here to try to raise some of
the bars, and this meeting marks the beginning of a campaign of
education along broad lines which is going to tend to lift us out of Criticism
the ruts and put us all into motion towards the highest efficiency in That May
our distribution scheme. We are all here expecting to have a good
deal of criticism piled on us, and hope to make that criticism in-
structive and helpful rather than mere fault finding. You know
the first thing to do towards correcting something that is wrong
is to find out what is wrong. I am only anxious that this paper may
give you an insight into some of the points considered by sales de-
partments about the mechanical features of orders and salesmanship
that will start such discussion in your own mind and with others, as
in the end will prove helpful.

212 SELLING LUMBER

How Best to Cover the
Territory

By James H. Heyl

Eastman, Gardiner & Company
Laurel, Miss.

If your territory consists of one state or two, it is necessary for
you to locate in some town and make this headquarters, where your
house and your customers know they will be able to reach you at
least on Saturday or Sunday. Try and looate about the center of
the territory that you are expected to cover, provided it is a town
that has enough facilities for getting in and out of readily. A post-
office box is a necessity, for all your mail is important and if your
postmaster is furnished with a route list showing where you will
be each night, he will see that your mail reaches you on time, and
a few cigars given to the box clerk from time to time will make
you a very dear friend of his. Mine gives me a list of each piece of
mail he has sent out during the week.

Before starting out Monday morning, take your railway guide

and route yourself for the week. You will find that by doing this

and doubling occasionally that you will make the most towns possible,

Th V an<^ ^ w^ enable y°u to send out advance cards which will save

of Advance some business for you from a friend who would otherwise give

Calling jt to some other good fellow who beat you to it. An advance card

ought to be something original. I once got the best results from

a photo of an eighteen- foot shark on a card about eight by ten

inches, until Uncle Sam made me cut its size down. This was

twenty years ago, but I still see one occasionally that one of my

contemporaries has saved.

In starting out on Mondays, remember that the early trains
pull out of the Union station at six-thirty or seven o'clock. If you
miss this train you are probably stuck till noon. Also, if you want
to get home on Saturday in time to take in the ball game, you will
probably have to catch another one of these early morning trains,
and the result is the loss of a day and a half out of your week's
work, or 25 per cent of your actual working time. Your firm
away off in Arkansas or Mississippi might never know it, but, if
you wish to look the world straight in the face, don't do it.

SELLING LUMBER 213

In laying out your route for the month, it is well to keep in
mind that certain towns and certain sections of your territory are
more busy than others. Iron might be booming — another town
might have«a lot of busy glass factories or be making bowie knives
or bayonets, or a certain section may be opening up coal mines.
It would be well to take in portions of territory like this every two
weeks, and you can arrange this without much trouble or much
additional cost for railroad fares.

We will suppose you have reached your first town as a
stranger. You know from your red book that there are two or
three yards, a planing mill, a buggy factory, and perhaps a factory
making churns. You might have noticed, as your train was pulling
into the town, that you passed a couple of pretty large brick plants
of some description. It will pay you after you have called on the
different concerns in your book, to walk back on the railroad track
and see what these factories are making. One might be making
incubators and the other tin cans. If this is the case, you will find
they both use lumber and buy same in carload lots, and you might
be fortunate enough to make a sale. I once walked out to a large
hot house in Jamestown, New York, to see if I could work off
a car of pecky cypress, the only thing in lumber I supposed they
used. Well, bless your hearts, I found that while they bought
three or four carloads of pecky cypress during the year, they bought
about two cars of mill cull 4-4 poplar a month, D 2-S and resawn * ®

to make boxes of, and they were not well posted as to prices. New Busi-

They did not subscribe to the "Lumberman." Had I been more ness

interested in yellow pine at the time, I think I could have per-

suaded them that, while perhaps they could not ship red roses in

yellow pine boxes, it would improve the color of their Marchael

Neils, and might put a delicate yellow blush on the faces of the

pure white roses they were shipping, and I might even have told

them that, if they would ship roses in yellow pine boxes, the

odorous pine would keep out all bugs in transit. This thing of

keeping my eyes peeled on pulling in and out of a town I find

about the most useful accomplishment I have. The railroad tracks

of a town are the short cuts always to factories. Those of you

who work Detroit will bear me out in this. Now that all the hash

houses in the country are getting to be Metropolitan Hotels, you

will find a telephone in your room, they charge you ten cents to

use the 'phone, but make no charge for looking through the 'phone

guide. This usually has in the back of it a list of the town's in-

214

SELLING LUMBER

dustries. It will pay all of us to look through these books. I am
quite sure you will find one or two people listed here who use
lumber. Take a city like one I make, how many concerns do we
call on, twenty or twenty-five perhaps. Well, aside from the yards
and planing mills, there are sixty-four factories that I know buy
yellow pine in carload lots, twelve box factories that use yellow
pine and sixteen builders' supply companies that use yellow pine
lath. One hundred and sixteen concerns that I know of to call on,
and I expect fully half as many more that I never heard of — and
this town is usually worked in three days.

There are probably twenty jobbers located in this town and
I know at least six or eight men who sell lumber on commission
here and hardly ever leave the town. One young fellow I know
making this same town told me once that he called on a few peo-
ple, but the town was drummed to death. I asked him if he called
on any of the factories and he told me three or four, but if he
had to call on all of them he wouldn't have time to see his regular
trade. Anyway, he said, this factory business ought to be a sep-
arate business from the regular lumber business. Well, I could tell
you of two concerns who have made a separate business of it and
grown rich doing it. Get a memorandum book and list these dif-
ferent concerns with the kind of stock they buy, and when they
buy, and by keeping in touch with them you can gradually work
in, provided always your sawmill will occasionally go to the
trouble to get something out special for them, when they want to
buy fifty or one hundred and fifty cars for delivery through the
year.

While you are expected to cover your territory and see as
many customers as possible in the week, don't hurry your men too
fast, if you feel there is a possibility of landing an order. If you
get the fidgets and keep pulling your watch out or following your
man around the yard while he is waiting on someone, he will get
Don't iHurry nervous also, and take 'the first chance he can get to tell you he
the Customer is not needing a thing, and so help you to make your schedule. The
probabilities are that the next fellow who calls on him will get
an order for a car of yellow pine and will be told that "Bill Smith
was here this morning and would have had the order, but he was
too anxious to make a train to give me time to see what I wanted/'
and this yard man will lay it up against Bill for a long time. In
the larger towns you will find the buyer will like quick action, and

"Separate"
Business
That Became
Regular
Business

SELLING LUMBER

215

there are perhaps others waiting to see him. So, as they say now-
adays, "Sit down, but don't intern until the war is over."

When you reach a town work it. In addition to the yards
you know about, you will see factories along the railroad tracks
as you pull into the town, and it will pay you to look them up and
see what they are doing. I once found a box factory that I was
told only used hard woods, making automobile bodies and using a
good deal of yellow pine in them. I also drifted into a small fac-
tory in New York State that was buying first and second basswood
to cut up into fan handles. This party cut up a car or two a month
into little stock. Well, I persuaded him that the best adapted
stock for this purpose was basswood lath. I saved him some
money, found a place for something that was hard to sell, and
raised the selling price $1.50 per thousand for basswood lath. An
iron foundry or a rolling mill would seem a poor place to sell yel-
low pine. Foundries still use some wooden flasks, usually 2xl2's,
and all large iron works have to use a good deal of lumber. All
iron pipe stored in foundry yards you will find is piled on 2x4's
or 4x4's, mostly of oak, but the time is coming when they can't get
oak for this purpose. I saw a few days ago a mill making sheet
iron, as I left the town, and I noticed that they piled all this ma-
terial on 2x4's, first a layer of 2x4's then about eight or ten inches
of iron, another layer of 2x4's and so on until the piles were ten
feet high. I will see these people the next time I make that town.
All iron plants, especially the large ones, have a great deal of
crossing plank to furnish. This is also usually oak. There is no
reason why good heart long leaf won't fill the bill, unless some
fellow with sap pine gets a car in first and queers the game.

Call on your architect friend some day when you have the
time. Get him to smoke a good cigar with you and find out how
much he knows about yellow pine. You can help him out with
suggestions, and incidentally help out the whole lumber industry,
especially that portion cutting yellow pine.

One reason why I advocate a small territory was demonstrated
a few days ago to my entire satisfaction. I had been trying to
move a small bunch of No. 2 common car decking for thirty days
without much success. Last week I was in a small town for the
first time in ninety days. I saw a foundation for a steel plant
going in, which they were building of concrete that from the car
seemed to be about eight by ten feet square. I had a talk with
the lumber dealer and found that this was the case. My decking

Finding
Markets in
Unexpected
Places

The Advan-
tage of a Small
Selling
Territory

216 SELLINGLUMBER

would have filled the bill where they had bought sixteen and eight-
een foot stuff, and could have been sold to the dealer at a price
that would have netted him a good profit, and I could have moved
every foot. Had I been getting around every four weeks I would
have known all about this job long before the concrete piers were
half way up.

Where one has a limited territory it should be an easy matter
for a salesman to make a list of, first, all the retail lumber yards,
with the names of the buyers. It is a well known fact that when
you walk into an office and ask to see a certain person you will
usually get to see him promptly, or be told when you can see him.
Not having the name of the buyer and no acquaintance in the office,
it will frequently happen that someone who knows nothing about
the matter, will tell you that the man you want to see is too busy,
and does not not need any lumber, for they heard him tell two or
three men this earlier in .the day. When I meet up with this kind
of talk, I frequently say, "I have made a special trip to see this
gentleman, we have had more or less correspondence, give him my
card and tell him I am holding down the chair till he can find
time to see me." This usually results in my getting an interview.
Next in order, list the planing mills, box factories, builders' supply
houses, etc. In addition to keeping this l!?t yourself, send your
house a copy. They might move you to more desirable territory,
and have occasion to put a new man in your place, and this will
enable him to take up the work intelligently and save him a lot of
time and trouble.

These different concerns should be listed under the names
of the towns arranged in alphabetical order, with a cross index
showing the character of the business done by them. You will
find and should list certain yards that specialize in odds and ends
and the character of the stock they buy. And if you are unable
to find them it is quite possible to create them by keeping in mind
Records the fact that every piece of lumber about, a sawmill has a certain
value and a place where it is possible to use it. It would also be
a good plan to keep a complete record of your orders, showing
the price received for certain stock. The way the^ order was han-
dled by your mill as to promptness in shipping, quality of stock,
etc. If the mill delayed shipment, why? So you can give this
information to your customer and make him feel that you are
taking a personal interest in all business he turns over to you.
You can be sure that if your shipments are unreasonably delayed

SELLING LUMBER 217

that your customer will not give you a rush order, and at certain
times of the year a good many orders are of this character.

In addition to actually selling lumber, I imagine your firm
in hiring you had some other things in view that you might do.
They wanted someone to do the thing we say so glibly when we
meet a buyer for the first time, viz: "I represent So-and-So."
Have you ever given this requirement much thought? Your new
would-be customer will certainly size you up closely the first time
he sees you, and just the personal impression he gets from you Of Firstect
will be the way he will think of your firm. If you give him the Impressions
impression of being uncouth, sloppy in appearance, rather loud
and vulgar in talk, he will be more than apt to ask the next trav-
eling man he knows what kind of a firm does that fellow repre-
sent, anyhow ? So you can help cover your territory best by
leaving a good impression wherever you go.

Perhaps your firm also had this in view when they put you
in certain territory. They wanted correct information as to actual
conditions. Remember, you are the soldier on the firing line,
you are seeing the things your general can't see and if you give
your general false information, he will more than likely make
bad mistakes. Here is an incident of the sort I mean, and I find
it is rather a common occurrence. A gentleman friend of mine
told me a few days ago that a salesman called on him and offered
certain stock at a price slightly under the market. He did not
need this stock and was not very quick to grab. Mr. Salesman,
who was watching him closely, said: "Say, I've got a proposi-
tion to make to you. You make me a firm offer for two cars ^ Poor
of this stock and shade my price a dollar. I will wire my house Limiber
and tell them you can buy this stock at this price from other
people, and I think they will tell me to take your order." (You
will note I said above a gentleman friend told me this). My
friend said: "I won't do anything of the sort, for I have had
no such offer." Not many, perhaps, would have done this, but
what do you think of the salesman? Suppose you wanted a hat,
and a clerk said : "The price is $4, but wait a minute till I run
up and see the old man ; I expect he will tell me to take $3 for
it." I expect you would wait, or walk out to the front door and
see if the name on the door was Eicklestein or Levy.

To sum up in a few words, work your territory honestly
and thoroughly — make your customers glad to see you if they want

218 SELLING LUMBER

lumber or not — and remember that the man who finds a new
use for Yellow Pine and broadens his market is the fellow who is
best covering his territory.

Decay of Yellow Pine Lum-
ber and Methods for Pre-
venting Same ,

By Dr. Hermann von Schrenk

Consulting Engineer, Southern Pine Association

St. Louis, Mo.

The great majority of living yellow pine trees are usually
free from destructive diseases so far as the trunk from which lum-
ber is cut is concerned. As the yellow pine tree approaches ma-
turity and beyond an age of 70 years or more, some trees are
attacked by one or more diseases which result in the decay of the
heart wood. These types of decay are usually called "heart rot,"
and are due to various low forms of plant life called fungi, the
fruiting bodies of which manifest themselves either on the trunks
of the trees in the form of punk or toad stools, or on the roots
in sheets formed underground, or as toad stools growing out of the
ground from the root system. The sapwood of the living tree is
always sound.

There are two defects in the yellow pine tree which are met
with now and then in the finished lumber. The principal one is
known by various terms, such as heart rot, speckled rot, dote, etc.,
Tree R t ^e otner ls butt rot. The heart rot always starts in the top of
That Shows the tree in the heartwood, and is recognized by the red discolora-
t*on °^ ^e wo°d- ^n ^ts earty stages the wood is somewhat dis-
colored, but is otherwise sound. In the later stages small holes
appear, which in the last stages are fringed with white wood fibers
which have given the disease in its advanced stage the name of
speckled rot.

The butt rots are several in number, but in all cases the de-
fects can be recognized by the fact that the wood has turned into
a dark, charcoal-like mass, which can easily be turned into powder

SELLING LUMBER

219

when crushed between the fingers. This disease rarely extends
very far up into the trunk. In boards or timbers cut from the
butt end of the tree it frequently appears for from several inches
up to several feet. Emphasis should be placed upon the fact that
when the pine tree is cut, the organisms which cause the heart rot
and the butt rot defects die at once. In other words, in sawed
lumber the heart rot and the butt rot do not continue to develop
after the trunk of the tree is once cut up. These fungi differ
very materially in that respect from those which will be next con-
sidered.

After the logs have been cut and lumber manufactured there-
from, the wood is liable to be attacked by a very much larger
number of fungi which cause different types of decay. The sap-
wood is extremely susceptible to the attack of these fungi, and in
most cases, where the conditions are at all favorable, will not
last more than a year or two. The heartwood, on the other hand,
in all species of Southern yellow pine is comparatively resistant
and has been known to resist decay for twenty years or more under
favorable conditions.

There is much discussion at the present time whether the per
cent of resin in a piece of yellow pine indicates its power to resist
decay. The weight of evidence so far is that it does not, although
very resinous pieces have been known to last many years.

All fungi which grow on lumber after it is cut from the tree
require certain conditions to develop. These are a certain amount
of heat, a certain amount of water, a certain amount of food sup-
ply, and a certain amount of oxygen. The exact proportions of
these physical requirements vary with the different species. This
may to some extent explain why in some cases one form grows on
yellow pine lumber and in other cases why this same form will not
flourish.

One of the most important of these fungi is the one which
causes the so-called blue stain or sap stain of yellow pine lumber.
The blue stain fungus grows naturally in the forest on dead twigs
and trunks and produces countless numbers of spores which are
blown about throughout the entire country near a pine forest.
When freshly cut boards are taken to the yard millions of these
spores fall on such boards and during favorable months, par-
ticularly from March until October, they sprout with exceeding
rapidity and penetrate the sapwood, attacking the starch, sugar
and oils found in the sapwood, and oftentimes within twenty-four

Rot in
Living Tree
Ends with
Cutting.

Fungi That

Attack

Lumber

Resin Does
Not Increase
Decay Re-
sistance

The Origin
of Blue
Stain

220

SELLING LUMBER

Blue Stain
Does Not
Affect
Strength
of Wood.

Turpentining
Does Not
Affect
Strength
of Wood.

Decay
Spreads
from Sap-
wood to
Heartwood

hours produce new fruiting bodies which discharge more spores.
The so-called blue stain (which is in reality gray) is due to the
combination of color of the fungus threads and the color of the
wood fiber. The blue stain fungus grows only in the sapwood,
and is therefore frequently a good means of identifying which is
sapwood and which is heartwood. I know of no case where the
blue stain fungus has ever been found growing in heartwood.
The fungus does not attack the wood fiber, and blue stained sap-
wood is therefore just as strong as unstained sapwood. Numerous
tests made under my own direction by the United States Gov-
ernment and similar tests made in the German government testing
laboratories have demonstrated this beyond doubt. The only
defect which the blue stain fungus gives is in the matter of appear-
ance. In view of the fact, however, that its presence is frequently
highly undesirable, various schemes have developed for preventing
the growth of the blue stain fungus. The principal methods now
used consist in dipping freshly sawed lumber in various salt solu-
tions. The principal salts used are sodium carbonite (soda ash),
sodium bicarbonate (baking soda), sodium silicate (water glass),
and sodium fluoride. These salts are used in strengths varying
from 2 per cent to 5 per cent. The first two are principally used,
and where the work is efficiently done, they practically eliminate
blue stain.

Speaking of the relation of the blue stain to strength, it may
not be out of place here to refer to the influence of turpentining
on the strength of yellow pine timber. Turpentining removes
the natural resin from the tree. Resin is an excreted product of
the pine tree and is produced in special canals. When the pine
tree is tapped, the resin contained in the sapwood exudes from
the wound. No resin is ever extracted from the heartwood during
turpentining operations. Exhaustive tests made under the aus-
pices of the United States Forest Service have shown conclusively
that there is no loss of strength due to turpentining operations.

Coming now to the fungi which grow on sapwood, their num-
ber is legion and they produce every conceivable kind of rot or
decay, known popularly as sap rot, dry rot, wet rot, brown rot,
etc. These terms have little practical significance. As already
stated, the sapwood of all pines (and for that matter, of all tim-
bers) is very susceptible to the attack of fungi, and when so
attacked will rarely last more than a year or two. After the sap-
rotting fungus has obtained a foothold in the sapwood, in the

SELLING LUMBER

221

majority of instances, it will very frequently attack the heart-
wood. There are some exceptions to this rule, but in the majority
of instances the heartwood is not immune when the conditions are
favorable.

The prevention of decay in pine and other classes of lumber
has been studied since ancient times. The easiest way to prevent
decay is to so use the wood that the necessary conditions for the
development and growth of decay-producing fungi are interfered
with. A piece of wood which is kept perfectly dry will never
decay; that is, a piece of sap pine, if kept perfectly dry, will last
twenty years or more. Wood, therefore, which is kept in well
ventilated circumstances or under cover, will decay very, very
slowly. The same is true for wood which is kept continuously
under water. Good examples of this latter are found in the founda-
tion timbers of the Swiss lake dwellings, submerged in the waters
of Lake Geneva, which are just as sound today as when built by
the pre-historic men; also by the foundation piles of the famous
Campanile in Venice, which were used practically in their entirety
when the Campanile was recently reconstructed. In the ordinary
use of lumber much can be done which is now disregarded, simply
because people do not pay sufficient attention to simple methods of
keeping the lumber away from contact with the soil or in well
ventilated conditions. As a good example of this the laying of
porch flooring which, when laid tight, is very liable to decay, but
which will last a long time if even the smallest cracks are left be-
tween the individual boards.

The most efficient manner for preventing decay is by some
process of chemical preservation. The preservation of wood has
grown to be a great industry. It has, to be sure, developed largely
in connection with timber and lumber used by railroads, steamship
companies, and other larger users of wood. In Europe, however,
it has for many years been a matter of household application with
even the humblest citizen. In 1915 the total amount of lumber,
piling, ties, etc., of all woods treated in the United States was
equal to about 140 million cubic feet, or approximately 1.7 billion
feet board measure. The total number of railroad ties treated
equaled 37,085,585, of which 8,541,203, or 23.03 per cent, were
yellow pine; 3,817,929 lineal feet of piling were treated at Gulf
Coast plants, and 3,134,993 lineal feet were treated in Atlantic
Coast plants, probably most of which was Southern yellow pine.
The total amount of paving blocks treated in 1915 equaled 2,936,-

Wood Con-
tinuously
Wet or Con-
tinuously Dry
Does Not
Decay

Prevention
of Decay
by Chemical
Treatment

222

SELLING LUMBER

Chemicals
That Effect-
ually Preserve
Wood.

( Painting
'with Pre-
servative
Has Little
Value.

370 square yards, or 7^2 million cubic feet, of which 2,679,906,
or 91.3 per cent were Southern yellow pine. The amount of con-
struction timbers on the Atlantic and Gulf coasts treated in 1915
equaled 106,097,328 board feet, or about 75 per cent of all con-
struction timber treated in the United States. While these figures
show a very large increase over the amount used ten years ago, you
will note that they deal almost entirely with ties, construction tim-
ber, piling and paving blocks. The amount of lumber actually
preserved is still very insignificant.

The chemicals used in the artificial treatment of lumber which
have survived the test of time are very few in number. At the
head of the list is coal-tar creosote, sometimes known as dead oil
of coal tar, a substance derived from the distillation of coal tar,
either from retort gas works or by-product coke ovens. Creosoted
lumber will cost anywhere from $10 to $25 per thousand feet
board measure, added to the cost of the lumber, depending upon
the amount of oil used, initial cost of oil, freight, etc. The next
in importance is zinc chloride, a water-soluble salt, the price of
which is very high at the present time, due to war conditions. The
treatment costs from 5 to 7 cents per cubic foot. Mercuric chloride
is used in two plants at the present time, both located in the New
England states. The cost is about the same as zinc chloride.

These preservatives are applied and forced into wood by dif-
ferent methods. Ordinary painting with a preservative has com-
paratively little value. Effective preservation can be obtained only
in case the preservative is forced into the wood so that all of the
sapwood is penetrated. In order to do this the wood must usually
be in a thoroughly air-dried condition. Prospective users of lum-
ber are cautioned to guard against the improper use of the host
of patented or trade marked so-called wood preservatives. These,
in the first place, cost very much more than any of the three com-
pounds above mentioned. In the second place, it is usually ad-
vocated that they be applied with a brush, and, entirely aside from
any of the other claims made for such compounds, these two points
are of sufficient importance to warrant exceedingly careful study
on the part of the prospective user before paying the more or less
excessive prices, particularly when good creosote can be bought
for not to exceed 25 cents per gallon.

The simplest method for treating lumber, applicable par-
ticularly to the small user, is the so-called open tank process. This

SELLINGLUMBER 223

briefly consists in placing the lumber to be treated in a suitable
tank or vat, the size depending upon the quantity to be treated.
The preservative should then be run into the tank or vat until the
lumber is entirely covered. Heat is then applied either by means
of steam coils or by a fire built under the tank. The preservative
is heated for anywhere from two to five hours, or longer if the
timber is very green, and the heat is then withdrawn. The lumber
is left in the cooling solution for from two to ten hours, depending
upon the size of the lumber treated and its condition prior to
treatment. The heating operation produces a vacuum within the
wood, and as the preservative cools, it is forced into the wood ment of
by atmospheric pressure. This process is admirably adapted to the Lumber
treatments of fence posts and bunches of shingles, and short
lengths of any kind of lumber. It is, however, possible to use
tanks long enough to take any length of structural timbers or
boards, and as the apparatus requires a comparatively small initial
investment, it will be practical for any retailer or any consumer
to build one of these plants himself and operate it with every
guarantee of success. Complete descriptions of the various types
of tanks can be obtained from the United States Forest Service
and government state institutions and universities.

Most of the timber and lumber preserved is treated by one of
the so-called pressure processes. For these processes large cylin-
drical retorts are used, about six to seven feet in diameter and
100 to 160 feet in length, supplied with the necessary pipe lines, The Pressure-
pressure and vacuum pumps, storage tanks for the preservative, M^jJoITof
etc. The lumber or paving blocks are piled on small cars which Treating
are run into these retorts, and after varying applications of steam, um e
air pressure, vacuum, etc., the preservative is forced into the lum-
ber at pressure approximating 175 pounds. Careful records are
kept of the amounts of the various chemicals injected, because upon
this the final cost usually depends.

The pressure processes may roughly be classed into the so-
called full-cell treatment, in which large amounts of preservative
are injected, and the so-called empty-cell treatments, in which Experts
large amounts are initially injected and then withdrawn with the Should
exception of a small amount, the idea being to obtain the requisite Treatment
penetration and still leave only a small amount of preservative
in the timber, thereby reducing the cost. It should be remem-
bered that all preservative processes require considerable technical
chemical and physical knowledge, and in all cases careful super-

224

SELLING LUMBER

Where
Treated
Lumber
May Be
Obtained.

Where
Treated
Material
Should Be
Used.

vision should be given to the condition of the timber before treat-
ment and all of the steps involved in the process of treatment.

One of the most important considerations from the user's
standpoint is to know where to get treated lumber, where to use it,
and how to use it. Answering the first question, treated lumber
can now be purchased in practically any part of the United States
from various timber preserving companies, a list of which can
easily be obtained. Dealers have not so far used any large
amounts of preserved wood, chiefly because of the lack of demand.
As soon as the public finds out that a treated piece of yellow pine
is worth many times more than what they pay for it, such demand
will come just as certainly as it did abroad.

Answering the second question, where to use it, preserved
lumber can and should be used wherever lasting power is of im-
portance aside from lumber used for interior or decorative pur-
poses. This will include practically all forms of yellow pine con-
struction used out of doors, whether it be for ties, piling, paving
blocks, porches, fence posts or poles, lumber used in the construc-
tion of barns, cattle troughs, garages, etc. It will be safe for
those who are interested in the proper marketing of Southern yel-
low pine to remember that preservative wood, which will of course
apply chiefly to wood with a high percentage of sapwood, can be
urged upon the public with every confidence that claims made there-
for will be substantiated. Properly creosoted sap yellow pine will
last fifty to sixty years or more. Some of the specimens before
you will bear this out. I have recently examined a fence near
Norfolk, Vav constructed of sap pine. The posts were treated in
1883 and the palings in 1894 ; in other words, the posts have now
been in service thirty-three years and the palings twenty-two years,
and they are all as sound and perfect as the day they were con-
structed. Properly creosoted lumber is just as strong as the un-
treated lumber. I have a strong belief that the American people
will cheerfully utilize any material of which they appreciate its
fitness and usefulness. Think what it means to build a fence of
yellow pine at the present time and have the two by fours and
posts rot within four or five years, and then consider again the
same kind of fence which will last fifty years. We have in prop-
erly preserved lumber a field for future application for every pur-
pose which can certainly be made one of the strongest talking points
in favor of the use of wood.

SELLING LUMBER

225

As to how to use preserved wood, this will depend very ma-
terially on the purpose for which it is intended. Where wood is
to 1)e painted or where odors are objectionable, either zinc chloride
or mercuric chloride treated wood should be used, because after
such treated lumber is dry it can be worked or painted in any way
desired. Creosoted wood can be used immediately after treat-
ment, although it is usually better to allow it to dry for a few
weeks. Wherever possible, wood should be framed and cut to the
form in which it is to be used, because the longer service will be
obtained when the wood is not damaged or wounded after it has
once been treated. Creosoted wood is not poisonous, as has fre-
quently been stated, either to animals or men. It repels all forms of
fungi and is resistant to all types of insect attack. It is rat-proof,
and when used on the farm, horses and cattle not only will let it
alone, but it also adds in a most material manner to the sanitary
condition in places where animals are kept. For special uses
special directions will be found necessary. This is, for instance,
typified by the use of Southern yellow pine in connection with
paving blocks. It is not only of the utmost importance that a
good class of yellow pine be, used for the manufacture of paving
blocks, but it is even more important to see that the blocks are
properly treated by the correct method, and that after treatment
they are laid upon a proper concrete foundation, with the neces-
sary expansion joints and fillers, as prescribed by the best standard
city specifications.

Zinc chloride treated wood will not have the length of life
that creosoted wood will, because zinc chloride is soluble in water
and unless protected will in time leach out. In view of the fact
that it is a cheaper process, however, numerous uses will doubtless
be found. So, for instance, if properly painted it will have none
of the possible objectionable features as to color or odor which the
creosoted lumber will have, and will last a long time.

The foregoing gives a very rapid survey of an industry which
will be found to grow in the coming years with the increasing
knowledge and appreciation of the public. It has necessarily been
impossible in this brief paper to more than touch the high spots
and to point out some of the fundamental points connected with
the manufacture and use of treated yellow pine. It should be re-
membered that the Southern Pine Association stands ready at all
times to give specific advice with reference to any one of the
points connected with the possible use of preserved yellow pine.

How to
Use Pre-
served Wood

Treating
Wood That
Is to Be
Painted

The Study
of Wood
Preservation
a Duty.

226 SELLING LUMBER

It should be stated that everyone interested in the modern merchan-
dising of yellow pine lumber will fail of his full responsibility
unless he recognizes the necessity for a careful study of the pre-
serving problem and is fully alive to the future possibilities which
lie in extending the use of properly preserved yellow pine.

Cost From Mill to Car

By L. J. Boykin

Gulf Lumber Company
Houston, Texas

The accomplishments of this Association reflect credit upon
its officers, who are tireless workers and who have set an example
that you as individuals may well follow. It is your duty to your-
selves and to the people by whom you are employed to work as
zealously as they for the upbuilding of this industry.

In my opinion, all salesmen should be conversant with the
cost of the article they sell, and your chairman has selected me to
enlighten you as to the cost from sawmill to car. The costs at the
various mills vary to such an extent, account of their facilities,
that you will have to depend upon these facilities of the mill by
whom you are employed to give you their cost in each department.
The figures that I furnish you are compiled from cost statements
that I have been able to obtain from some of the largest manu-
facturers in East Texas and West Louisiana, and I find that there
is a wide variation in the cost of each of their departments, which
is occasioned by the manner in which their lumber is handled. I
will endeavor to give you the cost in such a manner as will be of
benefit to you as salesmen on practically every order you accept.
Rough Green Lumber from Sawmill to Car, $0.2698.

This item includes placing lumber on dollies and trucking to
loading ramps, salary of shipping clerk, and repairs to loading
Items of ramps, and loading on car.

c. Sawmill Through Sizer at Back End of Mill to Car, $0.592.

This includes the salary of sizer man, the handling of the
lumber to sizer, putting on dollies and loading on car, as well as
repairs to loading ramps.

Cost of Sawmill Through Kiln.
Superintendence $0.129

SELLINGLUMBER 227

Stacker labor 166

Transfer 084

Repairs 12

Incidentals 095

Dry kiln labor 096

Dry kiln steam 129

Unloading 123

Total $0.942

In accepting orders for kiln dried lumber it is well for you

. , f . , . , . , , r r~, • Difficulties

to avoid any thickness over two inches in long leaf. Ihis is in Kiln-Drying

brought about from the fact that this lumber checks to such an Longleaf
extent in drying that you degrade at least 25 to 30 per cent. This
is not true of short leaf, for the reason that it does not contain as
much heart lumber as long leaf, and you can successfully dry two
inches and over in short leaf.

The same statement may be made with regard to kiln drying
heart lumber of ary width or thickness containing 90 per cent or
all heart of its cubical contents. There is no doubt in the kiln drying
of No. 1, No. 2 and No. 3 grades that you lower the grade of this
stock at least 20 per cent, especially is this so in long leaf. Thi^is
occasioned by checks in heart lumber and loosening of knots that
are taken out by fast machine work at the planing mill. Some mills
have separate rooms set aside in their kilns for the drying of No. 1
and No. 2, and are able to obtain better results than others, who
stack their lumber on kiln trucks and place in kiln regardless of its
grade.

Cost of Mill Through Soda Dipping Vat, 854c.

The cost of treating lumber with soda dipping process has in-
creased at least 100 per cent since the European war. This is
brought about by the increased price of soda. Included in this ex-
pense is the cost of steam used in heating. C t f

Handling From Kiln to Rough Shed. Soda Dip

Increased
Trucking to dry shed $0.15

Piling in dry shed 134

Truck repairs 010

Tram and shed repairs 028

Incidentals. . .053

Total. $0.375

228 SELLING L UMBER

As explained previously, the arrangements of the various mills
make their cost vary. Some mills handle their lumber by what is
known as the electric monorail system, and lumber so handled, the
cost will be less than above stated, but there are very few mills
equipped with this system.

Sawmill to Yard.

Sorting Table $ .34117

This item includes the grading of lumber in the rough,
pulling off of sorting table, and putting on dollies.

Yard labor $ .3427

Sawmill This item includes handling of lumber on dollies to rough shed

to ard an(j distributing according to grade and lengths to each stack.

Yard stacking $ .1583

This item includes picking the lumber off of the ground and
stacking it on pile.

Making total cost from sawmill to yard . . $ .8427
It requires 60 to 90 days to air dry thoroughly, depending en-
tirely upon weather conditions. In the summer time material can
be sufficiently dried in from 45 to 60 days, but in the winter
it usually takes 90 days.

Handling of Rough Lumber from Yard to Car, 40c Per M.

This item includes taking lumber down from stack, loading on
dollies, hauling to loading dock, unloading and loading in car.
The same cost of 40c may be made from rough shed to car.
From Rough Shed and Yard to Planer.

Superintendence. . . . , $0.021

Labor 228

Stable. 077

Truck repairs 019

Tram road repairs 002

Incidentals. . .004

Total , $0.351

Cost of Putting Lumber Through Machines.

Superintendence $0.082

Helper 052

Labor 541

Light and water 025

Oil 014

Insurance .017

SELLING LUMBER 229

Belting 061

Planing mill knives 'and heads 037

Twine 023

Machine shop 038

Incidentals 117

Total $1.007

The Cost from Dollies to Car, which comes under the shipping
department, means that this department takes this lumber as it
stands behind the machines on lumber buggies and trucks it around

to the cars, the sheds, or the outer yards.

Cost from
Superintendence .$0.072 D'ollies

Trucking and loading 302 to Car

Tram and shed repairs 021

Truck repairs 005

Incidentals 010

Demurrage 003

Total $0.413

Taking lumber from pile in dress shed or car 25c to 40c per
M. Doubtless a great many of you salesmen have not considered
the time consumed and the cost of twine in the bundling of lum-
ber. This is an item that costs the manufacturer $0.0203 per M on
all lumber shipped through planing mill, whether bundled and tied
or not. The cost of sisal, like soda, has doubled in value since the
war began, and the cost of twine, which is made from sisal, has
tripled in value. You may use the following expense as a basis
of bundling and tying:

Bed slats $0.254

1x4 — 9 ft. car siding 087

Flooring, ceiling, siding, car lining, 8 to 20

ft. . . 066

1x4 — 10 or 20 ft. car siding 063

1x4 and 6 in. — 5 ft. car lining or rfg. . . . .171
These costs also vary depending upon how fast feed machines
are running and whether or not the grader has time to do the work
himself.

The Cost of Resawing, 36^ c per M.

The resawing of any grade of lumber, with the exception of Re-Sawing
B and Better, unless the stock is well manufactured, degrades the and RiPPinS

230 SELLINGLUMBER

material, and this is especially so for No. 2 and No. 3 resawed,
for the undergrade accumulation and waste will amount to at least
25 per cent. All lumber is graded from its best side, and if you
take 2-inch and resaw to 1-inch, in all probability you will reduce
the grade of one piece of this lumber, unless it is carefully selected
before resawing.

Ripping costs from 50c to 75c per M, and frequently the
grade is raised by ripping wide stock to narrow — and further-
more it assists the manufacturer in getting out orders for narrow
stock by ripping the wide lengths. This is especially true when
there is a good demand for siding and lining and no sale for wide
finish.

Trimming costs $0.459.

It is impossible to trim lumber to exact lengths when it is done
by the usual trim saw behind the machine. To trim lumber exact,
*4 inch is as close as it is practical. Orders calling for special
trimming to odd lengths you should base your sale on even lengths
next above, from which this trimming is done, so as to avoid loss
to the manufacturer — unless you secure a price that will justify
this loss and the cost of trimming. This expense depends upon
the rapidity of the material coming from the machines and the
location of the cut-off saw from the machine.

SPecial Work Stock costs $°'513 Per M'

I wish to lay particular stress upon the reworking of special
stock. This is something that you salesmen should pay particular
attention to, and especially the reworking of stock that is accu-
mulated from the working of special stock. The mills usually
have a large accumulation of this material on hand, and by paying
close attention to your stock sheets I feel satisfied that you may
move it.

Stock worked thicker or wider than standard means that it
must be cut special in the sawmill, and that any items failing to
grade for the special order must be placed in regular stock at a
considerable loss. A high percentage of lumber is lowered by
special working, and especially is this so of the low srrades, No. 2
and No. 3. All stock should be carefully selected for the grade
sold in the rough so as to avoid as much undergrade accumulation
as possible, but, even though this is done, the undergrade accu-
mulation will amount to at least 10 per cent and if No. 2 and No.
3 grades are worked special, the undergrade accumulations are

SELLINGLUMBER 231

much greater. Usually there is no sale for these undergrade ac-
cumulations, and it necessitates extra working, which means a loss
in material and an additional expense to the manufacturer. As
an illustration, take 2x6 — 18 end car lining or siding worked to
1^-inch. The best that you can get out of the off grade is 2x4,
which means a third loss of feetage.

The Handling of Off Grades Is Another Feature. The Handling

This stock as it usually comes from the machine is either taken of Off Grades
to the off-grade yard or stacked in the dress shed at an expense
of 25c to 40c per M. When an order is received for this stock
worked to some other size, not only does it cost 25c to 40c to re-
handle from off yard or shed, to machine, but the re-working
costs $1.00 per M and an additional undergrade accumulation of
10 per cent or more, which usually is a total loss.

On all special work stock make your customer accept the
undergrade accumulation at proportionate price to the grade sold,
or include a sufficient amount per M feet to your price to cover
up this loss on this special worked stock. You should not accept «
orders for special work stock that requires the use of special bits.
Sometimes these bits not being on hand, the cost of them alone
is almost equal to the value of the stock after it is worked, pro-
vided it is for a small order. The present high price of Tungsten
steel, from which these planing mill knives and heads are made,
adds to the cost of manufacture, and the salesmen before making
sale should bear this in mind. Frequently bits on hand may be
re-ground to the special shape required, but when re-ground prob-
ably 25 per cent of their wearing life is consumed in the changing
of the shape by the grinder.

Full Thickness and Full Width Specials on Timbers.
Such as 6y^ and 8>4 surfaced four sides to 6x8. Salesmen
should charge the customer, when surfaced four sides material is
called for, ^-inch size. In other words, charge for 6^x8^2, as
it takes this size material to dress down to 6x8 plump. In other
words, you take off ^-inch to the cut, and whenever orders are
accepted allowing only %-inch for dressing, the manufacturers
lose money.

232 SELLINGLUMBER

Utilization of Southern Pine
Mill and Woods Waste

By Howard F. Weiss

Director, Government Forest Products
Laboratory
Madison, Wis.

To make something from nothing is impossible. There are
some who feel that the practical utilization of Southern pine
waste is on a par with this statement. While the problem of
successfully using such waste is a complex one, nevertheless, it is
felt that much can be done towards its solution. Encouragement
comes when we realize that the average length of a board in final
place is about four feet. Furthermore, the problem is of such
enormous magnitude that a strenuous effort to successfully solve
it must be made. From some measurements of the amount of
waste in Southern pine operations, it appears that only 31 per cent
of the standing forest is marketed as lumber. One thousand feet
board measure of lumber represents eighty-three cubic feet of wood,
Per Cent and to produce this eighty-three cubic feet it is necessary to destroy

?f «Tref 268 cubic feet. Now. then, this 31 per cent of the standing timber
Is Saved . . . .,,

has to pay all costs for promotion, protection, taxes, logging, mill-
ing, depreciation, the salaries of you salesmen and, in addition,
a profit to the owner. I believe you will admit that this is a
tremendous burden to ask lumber to carry by itself, and it is this
factor which is largely responsible for many of the difficulties the
lumber industry has been and is having. Then again, there is little
likelihood that any of these cost items will come down. In fact,
the tendency is for them to advance. Furthermore, the price of
lumber cannot rise appreciably above past levels because of com-
petition with other materials. The problem, therefore, which the
manufacturers of Southern pine lumber have to face is a most
difficult one, and any method which will distribute the burden
of over-head and operating costs over more than 31 per cent of
the standing forest is worthy of most serious consideration.

It is gratifying that much progress in the utilization of waste
has been made and several of the lumbermen in this Association
are now successfully working their waste into commercial products

SELLING LUMBER 233

at a profit. But even under the most efficient management, there

is much which yet remains to be done. It is the purpose of this ?roj£ess

paper to briefly analyze the waste situation and to suggest certain utilization

remedial measures. Many important details must of necessity be of Waste

eliminated.

Amount of Waste Now Produced.

If we assume that the total annual lumber cut of the United
States is 40 billion feet, our sawmills produce about 62 million
cords of waste containing 100 cubic feet of solid wood each. Of Annual
this amount, approximately 24 million cords are produced in the yello^ °pinc,
mill and 38 million cords in the forest. In Southern pine we may 25,000,000
assume that the annual cut is approximately 16 billion feet and Cords
that the total waste now occurring in your industry approximately
25 million cords.

Present Methods of Utilising Southern Pine Waste.
Present methods of successfully utilizing the waste of South-
ern pine may be roughly divided into two large divisions. First, Methods of
mechanical utilization, or the manufacture of wooden articles; Utilization
second, chemical utilization, or the production from wood of
products other than wood. It is with the former that you gentle-
men can be of greatest assistance to your industry.

Southern pine woods waste is now being utilized for the
manufacture of cross-ties, fence posts, mine timbers, small poles
and poles and piling, pulpwood and cordwood. According to our
records, Southern pine mill and factory waste is now being used
in the manufacture of 287 separate classes of articles, as shown in
table 1. It is my suggestion that you, gentlemen, study very care-
fully the various articles listed, as this may furnish you with sug-
gestions for more satisfactorily solving the disposal of the waste
of your company. I regret that I do not have information at present
on the sizes of the various pieces of wood used in the articles men-
tioned or specifications giving the quality of wood required.

Table i — Reported Uses of Southern Pine Mill and Factory Waste.

Apple crates, Ballot boxes,

Art fence material, Balls,

Auto repairs, Banana drum heads,

Art moulding, Barbed wire spools,

Bacon boxes, Barn sash,

Barrel heads, Base blocks,

234

SELLING LUMBER

Basket covers,

Basket bottoms,

Battery boxes,

Bed slats,

Bed bolsters,

Beehive frames,

Berry trays,

Berry crates,

Balusters,

Blinds,

Blocks,

Blocking,

Book racks,

Boxes,

Box heading,

Box partitions,

Box ends,

Box cleats,

Box shooks,

Braces,

Brackets,

Brake shoes,

Brake and head blocks,

Bridging,

Brush backs,

Building sills,

Bushel crates,

Bundled kindling wood,

Cabinet trimmings,

Cabinet work,

Cabbage crates,

Camp stool legs,

Car repairs,

Car blocking,

Carvings,

Ceiling,
Chair stock,
Cheap mantles,
Chicken feeders,
Churn dashers,
Cider mill crates,
Cleats,

Clothes racks
Clothes poles,
Clothes dryers,
Corner blocks,
Corner moulding,
Column members,
Crates,
Crate ends,
Crating stock,
Cripple posts,
Culverts,
Curtain rollers,
Cupboards,
Deck filling,
Destination signs,
Display fixtures,
Dowels,
Dowel pins,
Door cases,
Door cleats,
Drawers,
Drawer cases,
Drawer bottoms,
Draft timbers,
Drum bottoms,
Dust boards,
Embossing,
Engineer stakes,

SELLING LUMBER

235

Fancy cut windows,

Fence pickets,

Fencing,

Finishing,

Firewood,

Fireless cookers,

Fireproof blocks,

Firebrick crates,

Flag poles,

Flower stands,

Flower boxes,

Flooring,

Floor blocks,

Floor fillers,

Floor sweeping compounds,

Foundry moulds,

Freight car repairs,

Friction blocks,

Fruit crates,

Furniture novelties,

Furniture veneer cores,

Furniture dimension,

Fuel,

Garden sticks,

Grain doors,

Grain screens,

Grain thresher parts,

Grain markers,

Grain strips,

Grade stakes,

Grave markers,

Grating slats,

Grill work,

Gutter brackets,

Glue blocks,

Gymnasium apparatus,

Hames,

Head blocks,

Hammer handles,

Handles,

Hand corn seed graders,

Harness,

Hay rack frames,

Hose reels,

Horse bedding,

Inlaid work,

Incubators,

Ironing boards,

Lace spools,

Ladder rungs,

Lard crates,

Lath,

Lattice work,

Lawn benches,

Lawn swings,

Lodge emblems,

I umber piling sticks,

Manual training,

Manure wagon parts,

Match blocks,

Medicine cabinets,

Medicine boxes,

Metal ceiling strips,

Mine blocking,

Mine caps,

Mine doors,

Moulding,

Nail boxes.

Nail polisher blocks,

Neck yokes,

Newel posts,

Novelties,

Nutlock boards,

Onion crates,

Ornaments,

Outriggers,

Palings,

Packing house meat boxes,

Parts of kitchen cabinets,

Parting strips,

Paving blocks,

236

SELLING LUMBER

Peach basket bottoms,

Peach basket tops,

Pegs,

Pipe linings,

Pit caps,

Pitman rods,

Pickets,

Plant boxes,

Platform filling,

Plinth blocks,

Plow rounds,

Plugs,

Porches,

Powder car strips,

Porch swings,

Porch brackets,

Porch balusters,

Porch column caps,

Porch seats,

Porch spindles,

Potato crates,

Poultry coops,

Powder chemicals,

Propelling levers,

Pumps,

Pulpwood,

Quarter round moulding,

Rails (vehicle, etc.)

Railroad shims,

Railroad ties,

Refrigerator car parts,

Roofing slats,

Rosettes,

Running boards,

Running board saddle blocks,

Saw bucks,

Salt meat shipping boxes,

Screen mouldings,

Sash,

Screen door stock,

Screen slides,

Short spring packing,

Shelving,

Shingles,

Shovel blocks,

Short car flooring,

Showcase fixtures,

Singletrees,

Silo parts,

Sidewalk sills,

Slats,

Slack staves,

Slack heading,

Small school desks,

Small display fixtures,

Small brackets,

Small show cases,

Small turnings,

Small cabinet work,

Small machine parts,

Small dimension,

Small water tanks,

Small pigeon holes,

Small furniture novelties,

Small window sash,

Soda water cases,

Spokes,

Spindles,

Spring bars,

Spools,

Spring boxes,

Stair wedges and keys,

Step ladders,

Squaring frames,

Stools,

Swings,

Survey stakes,

Surveyors' hubs,

Tables,

Tail gates,

Tent stakes,

Thin timber,

SELLINGLUMBER 237

Thin ceiling, Wagon grating,

Tie plugs, Wagon pins,

Tiling strips, Wagon stakes,

Tobacco sticks, Wagon box cleats,

Tongue 'blocks, Walking board cleats,

Tov building blocks, Washboards,

Toys, Washing machine pins,

Transfer cases, Wedges,

'rrick shims, Window beads,

Tray stock, Window stops,

^nmmings, Window jambs,

Turnings, Window screens,

T1 ed balusters> Wire cleats,

Vehicle bodies,

w , Wire reels,

Veneer door cores,

Veneer cores, Wheelbarrow parts,

Vertical file cases, Wood washers,

V-crimp roofing sticks, Wrecking^ blocks.

The chemical utilization of Southern pine waste has also
made gratifying progress. The most important processes now in
successful operation are : the destructive distillation process, which
converts the waste into turpentine, wood oils and charcoal; the
extraction process, which converts the waste into turpentine and
rosin ; the sulphate process, whereby Southern pine waste is con-
verted into kraft paper; and the ethyl alcohol process, which pro- Utilization
duces ethyl (grain) alcohol. This is not the place to enter into a of Waste
discussion of the technique of these processes, but from a hasty
inventory, it appears that 250,000 cords of Southern pine waste
are now being used annually by the processes just mentioned, or,
roughly, about 1 per cent of the total waste of the Southern pines.
It is of interest to note that the chance for extending these pro-
cesses is very good, particularly in so far as the manufacture of
paper and fiber products, grain alcohol and rosin are concerned.

I want to show you some articles which can be made from
wood waste, in order that your conception of the value of wood
~r^M be broadened. It is my firm conviction that it is in the
production of articles like these that the future of wood utilization
1o~>s brightest, and that such increased production will revolu-
tionize the profitableness of timber operations.

238 SELLING LUMBER

(Mr. Weiss exhibited here kraft paper, paper twine and rope,
onion sacks, coffee bags, barrel tops, fiber rugs, silk cloth, silk
stockings, sausage cases, and a number of other articles made
from wood, (See report of his impromptu remarks in proceedings
of the convention, given elsewhere in this book.)

Suggestions to Improve the Waste Problem.

After this brief consideration of the importance of the waste
problem, the amount of waste now occurring, and the extent to
which it is being used, I wish to discuss with you certain sugges-
tions, which if made effective would, in my judgment, greatly in-
crease the returns now derived from the utilization of Southern
Pine waste. The problem is so big, reaching not only into the
field of salesmanship, but into manufacturing efficiency and science,
that you gentlemen cannot be held responsible for its solution,
How the but you can, undoubtedly, do much to assist in its solution. In
Can Help addition to your efforts it is absolutely necessary for both the
in Waste manufacturers of pine lumber and for technical workers to de-
vote much brains and • money to it. Do not feel that I advocate
converting you lumber salesmen into drummers for babies' silk
stockings or ladies' dresses. You are too old for that. These
processes when finally established will require a specially trained
corps of salesmen ; for example, the products of the paper mills
will be sold by paper salesmen, but all of you will be working in
a common cause — the increased utilization of wood. I believe that
your field lies in pushing a better utilization of wood along the
mechanical lines mentioned above.

The specific suggestions to improve the utilization of South-
ern pine waste which I wish to consider with you are : First, an
intensive study should be made of the kinds, dimensions and qual-
ity of wood required by the various wood using industries. .As a
rule, salesmen of lumber are not sufficiently informed in regard to
the manner in which lumber is finally worked by the wood using
Learn Fac- industries, and I believe that many salesmen would strengthen
themselves if they studied the operation of various wood using fac-
tories and saw with their own eyes the manner in which boards are
cut and used. It is along this line that I believe you can be of great-
est assistance in the solution of the Southern Pine mill waste prob-
lem. You can by such study collect a fund of information in re-
gard to the dimensions and quality of wood required by the wood
using industries which, if reported to your Association or to your

SELLING LUMBER

239

concern, would undoubtedly suggest ways and means of dispos-
ing of much waste now produced.

It might interest you to know that the United States Forest
Service has established in Washington what is known as a "Wood
Waste Exchange." It has listed the names of various manufac-
turers who have waste to sell and also the names of various con-
sumers who wish to purchase waste. These lists give the names
of the concerns, the kinds of woods they require, sizes, and quan-
tity annually consumed or produced. I believe the lumber associa-
tions of the United States would profit by building up similar lists
for their own special requirements, making it available to all of
the manufacturers who belong to the association. At the risk of
making myself unpori^ar W1"t <^ lumber secretaries who are al-
ready comfortably occupied, I think that the problem of success-
fully utilizing wood waste is of sufficient importance to justify
their association in employing a man who could specialize on this
problem and who would report to the association facts and figures
concerning markets for waste. Tt is my judgment that this, pro-
cedure would prove more effective than placing the responsibility
upon the salesmen, since the question of wood waste utilization
is a special one and requires concentrated and continuous applica-
tion.

The second suggestion to bring about improvement in the
utilization of waste is that greater attention should be given to
the manufacture of lumber. In other words, this phase of the
problem belongs to the manufacturing rather than to the sales
end of the lumber business. I allude specifically to the cutting of
log lengths, to the sawing of lumber, to careless edging, trimming
and planing,, improper and careless kiln-drying and yard season-
ing, etc. Let me illustrate : In a study which we made at two saw-
mills in Oregon which manufactured Douglas fir, we found, that
one mill planing 4/4 C-select, the planer was fed at the rate of
150 feet per minute, the blades making 2,800 revolutions per minute.
At the other mill, manufacturing the same kind of lumber, the
speed of feed was 73 feet per minute, the planer making 3,400
revolutions. The degrading at the first mill attributed to the ma-
chine was 70 cents per thousand, and in the second 10 cents. It
is estimated that lumber manufacturers lose annually about $33,-
000,000 due to improper seasoning and kiln-drying of their lum-
ber. We made a study of the extent of depreciation in air-season-
ing lumber at a Western yellow pine mill and found that the 4-4-B-

A Govern-
ment "Wood
Waste
Exchange."

Problems
for the
Manufacturer

240 SELLINGLUMBER

select Western Yellow Pine depreciated 15.2 per cent in air-dry-
ing, representing a loss of $6.19 per thousand. Some tests made
at another mill in the same locality where the lumber was care-
fully graded and where greater care was taken by the manage-
ment in properly piling the lumber, the loss for the same grade
of boards was only 2.6 per cent, or $1.13 per thousand. Another
study was made in a sugar pine mill in California which showed
excessive losses in air-drying. I give below a table showing what
was found in this study. You will note that the deterioration of
the Nos. 1 and 2 clear sugar pine amounted to $17.90 per thousand.

Table 2 — Causes and Amount of Deterioration in the Yard of No.
i and No. 2 Clear Sugar Pine :

Amount Percentage Percentage

Ft. of of Loss

Cause — B. M. Pile Deterioration per M.

No deterioration 1,380 24.5 .0 $ .0

Check 426 7.5 9.9 1.77

Check and stain 178 3.1 4.2 .75

Blue stain 2,917 51.7 68.2 12.21

Stain and pitch 121 2.1 2.9 .52

Stain and hookholes. 37 .6 .9 .16

Stain and flume 115 2.0 2.7 .48

Pitch 145 2.5 3.5 .63

Flume damage 208 3.8 4.6 .82

Hookholes 57 1.0 1.3 .23

Cross grain 73 1.2 1.8 .33

Total 5,657 100.0 100.0 $17.90

Unfortunately "we have not conducted studies of this kind in
Investigation the Southen pine region, so I am not able to give you specific
Astonish figures from your locality, but I feel that if you would examine

Southern critically into the deterioration or loss of your lumber caused by
facturers!"1" imPr°per manufacturing, kiln-drying arid piling, you would be

astonished at what is now occurring.

As our third suggestion : I believe the lumber manuf actur-
Improved ers should co-operate more closely with the manufacturers of wood
Wood- working machinery in the development of machines to reduce the

Machines cost of handling and manufacturing waste. While in specific in-
Needed, stances this co-operation is close, I believe it is not close enough

and that if the lumber manufacturers worked more closely with

SELLINGLUMBER 241

the manufacturers of wood working machines, greater progress in
the successful utilization of waste would result. One of the most
difficult problems to be solved in the successful use of waste is
the elimination of excessive costs for handling waste. When waste
is handled by hand, the cost of making a product from it is fre-
quently so high that little or no profit can be realized. Lumber
manufacturers, through their associations, should call their specific
problems to the attention of these wood working machinery con-
cerns and encourage them in testing out such machines as they
may develop.

I distinctly remember when I was last in British Columbia,
I met a young engineer who was attempting to perfect a new type
of skyline skidder. He had his machine under test at one of the
logging camps on the West coast, and when I met him he was very
much discouraged and depressed. Practically every man in the
camp from the woods superintendent down, ridiculed his idea, and
hurled at him no encouragement but much ridicule and abuse. Such
a spirit is fundamentally wrong and is largely responsible for the
slowness with which the lumber manufacturers have improved the
efficiency of their business as compared with manufacturers in
other lines.

My fourth suggestion is that an effective unit cost keeping
system should be adopted which will give the manager a sharp
knowledge of the cost at all stages in manufacturing lumber. With-
out such a knowledge, a business cannot be run most successfully.
At this point I wish to call to your attention the results of two

tests we made to determine the rate at which .lumber is sawed from TT . _

Unit Cost-
large and small logs and the cost per thousand feet of manufactur- Keeping Sys-

ing lumber from such logs. I might state that these tests were tems LackmS
made at two different sawmills, a stop-watch being kept on the
various stages of the operation and where no change in the regu-
lar method of sawing was made. The first study was in a Douglas
fir mill sawing grade 2 logs 24 feet long. It furnished the fol-
lowing data:

Sound Douglas Fir.

Mostly 2-inch stock but a little 1-inch stock and a few tim-
bers cut uniformly from logs of various sizes.
Diameter Rate Cost

of Logs Production per M. Net
Inches. per Hour. Lumber Tally.

12 4,860 $5.70

242 SELLING LUMBER

30 8,820 3.09

Another test made at a hardwood mill in the South where
the stock was sawed into 1-inch lumber gave the following data :

Sound Red Oak.

Plain sawn 16-foot. Mostly 1-inch stock but a few ties.
Diameter Rate Cost

of Logs Production per M. Net

Inches. per Hour. Lumber Tally.

15 3,215 $2.37

25 4,581 . 1.66

Of course the process of sawing logs into lumber is simply
one stage out of several which ought to be studied. It is my feel-
ing that if such an accurate analysis of logging and milling costs
were made it would result in materially modifying the products
into which many logs are now sawed, and would assist in the so-
lution of the wood waste problem.

The fifth suggestion is that lumbermen should take an active
interest in and co-operate closely with, all institutions that are
scientifically studying the manufacture of merchantable products
from wood. I have in mind such institutions as the one I repre-
sent. I believe that by a closer co-operation much more could be
Lumbermen accomplished in reducing the losses now occurring in the manu-
Should Aid facture of lumber through the production of inferior lumber and
Work waste. It is my feeling that not only should the lumbermen make

it a point to co-operate very closely with such technical organiza-
tions already established, but that they should have institutions
of their own which would study their specific problems. I am
fully convinced after a number of years of careful study and ex-
perience in this matter that such organizations would pay hand-
some returns on the investment.

My sixth and last suggestion is that the lumbermen should
encourage the purchase and use of all articles made from wood
waste in so far as they can. I have in mind, for example, such
Msule from artlc^es as tne wooden box and paper twine made from mill waste.
Wood Such use on the part of the lumbermen themselves will encour-

age concerns struggling to manufacture wood waste, and will in
the long run reflect to the direct advantage of the lumber manu-
facturers.

In conclusion, it is evident from this brief discussion
that you gentlemen representing the sales end of the business can-
not be held responsible for bringing to a successful conclusion the

SELLING LUMBER

243

utilization of Southern pine waste, but that there is much which
you can do, particularly in the studying of markets for wooden
articles along the lines suggested above. I have tried to show that
the present as well as the future of Southern pine waste utiliza-
tion requires the combined brains, energy and direction not only
of you salesmen, but of technical workers and manufacturers
as . well. Whatever direction your energies might take, I believe
you should keep clearly in mind that from a purely individualistic
and selfish standpoint the object of all your efforts is to put waste
to an economical use, thus adding to the income derived from
the forest. This will help to keep the price of lumber at a level
where it can compete successfully with other materials, and to re-
tain the lumber industry on a profitable basis. But there is also
a broader and more patriotic object, namely, putting our great
natural resource, American timber, to its fullest and most com-
plete use. I am sure you will agree with me in that both objects
are well worthy of most intensive study and application.

Co-operation
From the Saw Mill

By C. E. MartiiT

Sabine Lumber Company
Cedar Rapids, la.

Perfect co-operation can be gained only through the employ-
ment of the highest efficiency applied to the three chief factors
governing the marketing of lumber, and these three factors should
be analyzed one by one.

The General Sales Office.

Inasmuch as the main action radiates from the sales office,
this is the first factor to be discussed. To begin with, the sales
manager should select for the road men that have natural sales
ability and horse sense; men in whom he can confide and from tion of
whom he should hold back nothing in the way of information. If *jje Sales
there is a threatened change in the market, either better or worse,
let him so advise the road man, who will discover the situation
sooner or later through his own resources. Forever talking high

The Obliga-

244

SELLING LUMBER

Information
That Sales-
men Should
Have

All Com-
petitors Are
Not "Snakes.

prices is a poor sales argument. If the man that is continually pre-
dicting higher prices next week is so sure that same will be effective,
the proper thing for him to do is to hold his lumber and sell it next
week instead of placing this argument before his salesmen.

A salesman should be furnished with a stock sheet or correc-
tions on stock sheets at least once a week.

He should be furnished with information as to existing con-
ditions in other territories aside from his own.

He should be advised fully as to the facilities for the plants
for whom he sells as well as the facilities of his closest competitors ;
nowadays one must know the other fellow's business nearly as well
as his own.

Road men should be kept closely informed from time to time
as to the character of timber in which the mills are cutting, as
different classes of timber produce better or poorer grades, although
they are all sold on the same basis.

The transit car feature should be placed before the salesman,
explaining the general nature of this business and the origin of
transit, also the comparative amounts of transits and direct mill
shipments. There is no reason why this class of business should
affect the general market, as it does at the present time. Salesmen
should be furnished with sufficient information to successfully com-
bat the transit feature.

Information of almost any character relating to lumber busi-
ness is helpful to salesmen and the general sales office should see
that he gets it.

The 'Road Salesman. •

A salesman in any line, in order to make a success of his
work, must have implicit confidence in his employers and their
product. He must first convince himself that he has the best
connection obtainable and then proceed to convince others.

He must gather information in regard to his line in all man-
ners conceivable. One of the best means is, through friendly asso-
ciation with the competitors. This association should be closer and
more general among competitive salesmen. Gum-shoe work is out
of date and the idea that all competitors are snakes is obsolete.

Salesman should know his line thoroughly. He need not be a
practical sawmill man, if he is possessed of good sense and keen
observation. However, he should have a general knowledge of saw
and planing mill operations and detailed knowledge of his own
mill's facilities.

SELLINGLUMBER 245

For the benefit of salesmen that have missed the sawmill
course, information should be compiled and placed before them
defining good and bad orders from the sawmill standpoint. This
might be effected through the illustration of various sample orders.
Even practical sawmill men through their anxiety to fill up the
order book, sometimes take on bad business and some suggestions
to jar their memory are not out of line.

The salesmen should learn that yellow pine (except special
stock) is not cut to order, but is an accumulation regulated by the
character of the logs. Therefore orders have to be made to fit the pit the
stock instead of stock made to fit the orders as is customary in Stock
other manufacturing lines.

He should not promise quick shipment when he knows it will
embarrass the mill to fulfill his promise. These occasions are
often prompted by over-anxiety. Either influence the buyer to
change his specifications or let some other fellow have the order.
It may be just the kind of an order he is seeking. Salesmen should
refrain from occasionally trying to put something over on the mill,
he'll get it put over on him if he keeps on trying this stunt.

Not all logs are 16 feet long. This is the general opinion of
several thousand carpenters and quite a number of salesmen, judg- Varied

ing from the appearance of their orders. It will not be considered Lengths

Appreciated
a crime by your sales manager to try and sell some of the other at the Mill

lengths.

Quite often mills accumulate surplus stock in certain items
and special concessions are made to move it quickly. In such in-
stances, salesmen should by all means avoid including any other
item or items on which the mill is short, as such additions kill the
order completely.

Try at all times to sell what the mill wants to move, rather
than exactly that for which the buyer inquires. Quite otten it is
an easy matter to make slight changes in an order, thereby im-
proving it immensely from a mill standpoint. Work for the mills,
they are responsible for your bread and butter. The buyer is well
able to take care of his end of the game.

The Shipping Force.

The sawmill proper carries only a general interest for the sales
force, except on special orders and the percentage of these is small
with the average country trade. Our real interest is in the planing
mill and the shipping platform. This department. is responsible

246

SELLING LUMBER

The

Importance
of Shipping
Clerks.

What Mill
Operators
Might Learn
at Retail
Yards.

Wet, Green
and Crooked
Stock

for the reputation of the sales office and can either retard or ad-
vance their efforts towards securing and holding a steady trade
decidedly.

The shipping clerk and his assistant loom up before the road
man as the most important factors around the mill. Judging from
the salaries paid them and the education given them, they do not
seem so important to the average operator.

These men should, as in the case of salesmen, have at least
a working knowledge of the other end of the game. It has been a
common practice for many years to afford salesmen periodical trips
to the mill, but the idea of sending the shipping clerks out to the
retail districts seems to have been entirely overlooked. Send them
out with your several salesmen on a sixty-day trip, they will return
much better prepared to handle their work intelligently. A tailor
can make a better fitting suit of clothes by measuring his man
personally than by working from a mail order. In this connection
it would do no harm for a few of the sawmill owners to take such
a trip. Many of them have not seen the inside of a retail yard for ten
or fifteen years. Styles have changed in lumber during this time,
and the real men behind the guns should get themselves up to date.

These men would discover, especially in the Corn Belt, that
practically all lumber, both common and upper grade, is piled under
shed, thus necessitating the receipt of dry lumber or causing extra
expense and great inconvenience in handling wet or green stoclc.
They would find that blue lumber is unsalable at the same price
as dry bright lumber. In fact, the average consumer thinks that
blue stuff is already half rotten and he will not take it.

They would see the necessity of quick service and would
not consider a letter from a retailer rushing his order so trivial a
matter as they do now. Any lumber yard requires too large an in-
vestment of capital for the .buyer to anticipate his wants 'over sixty
days in advance. Lumber for north central points is in the hands
of the carrier for from two to six weeks, and an order should not
be held at the mill over two weeks at the most.

There is absolutely no sale for mis-manufactured upper grade
lumber in the better districts. It had better be remilled or worked
into something else at the base of operations. Also crooked stock
has to be cut up into short lengths, so this may as well be done at
the mill. It will save the salesman from a cussing and maybe save
the customer. In this connection, it is generally conceded that yel-
low pine grades as followed by the better class of mills are satis-

SELLINGLUMBER 247

factory to the retailers with possibly a few exceptions. No mention
is made in the rules as to wet or green or crooked lumber in the
common grade. These features should be covered in some manner,
as the mills invariably make allowances for these defects and there
should be some standard rules governing the shipment of wet, green
or crooked stock.

Orders should be loaded in accordance with the original. Such
an occurrence as loading long on one length to make up shortage
on another is very aggravating to the consignee. He orders in
accordance with his wants and probably has some of the stock sold
on bill. Also omitting an item entirely, though it be small, may Qrders
prove embarrassing and expensive to the customer. The privilege Should Be
of loading ten to twenty feet lengths on inch stock should not be Qjlle|j as
abused as it is at the present time. A fair assortment of the various
lengths should be loaded, instead of cramming the order on the
undesirable lengths as is quite common practice.

The sale of lumber is effected through the medium of one, two
or a combination of three principals, i. e., service, quality and price.
The salesman by soliciting only such orders as are desirable to the
mill, makes quick service possible. The mill has no good reasoit
for shipping other than high quality and quality embraces not only
the right kind of lumber but the manner in which it is loaded. Good
service and good quality pave the way for a good price.

Co-operation a Salesman

Should Have From the

General Office

By W. L. Henry

Chicago Lumber & Coal Company

Springfield, 111.

Section 37 of the grading rules says : ''No arbitrary rules
for the inspection of lumber can be maintained with satisfaction.
The variations from any given rule are numerous and suggested
by practical common sense, so nothing more definite than the gen-
eral features of different grades should be attempted by rules of
inspection."

248

SELLING LUMBER

Common
Sense in Sell-
ing Lumber

The Sales-
man's First
Asset Is
Confidence

Office-Made
Route Sheet
Hampers
Salesman

Keeping Sales-
men Posted
on Corres-
pondence

This might be very aptly applied to the selling of lumber,
especially that portion which refers to the use of "common sense."
Not that it is unnecessary to have general rules for the guidance
of the man on the road, but he should not be burdened with a lot
of "red tape" and receive so many bulletins and instructions that
he hesitates when a question confronts him and proceeds only after
he has referred to "Hoyle" to ascertain whether or not there is
a precedent. Give him all the necessary information in the way
of lists of stocks you have to offer, price lists, etc., but do not
lead him to feel that you have no confidence in his judgment and
ability to cope with problems which arise from time to- time and
for which no fixed rule will apply.

The first great asset of a man who is trying to sell your wares
is confidence, not alone confidence of his own ability, but the
knowledge that he has the full backing of the general office. At
one time, some of the lumber firms even went so far, in depriv-
ing their road men of their identity, as to make out their route
sheets and write letters to their trade, saying "our Mr. Jenkins
will call on you" at a stated time. This creates the impression
with the retail dealers that you haven't confidence enough in your
man or he hasn't the ability to even figure out a route sheet.

The second greatest co-operation the s'u.sman can have from
the main office is the feeling among his customers that you have
confidence in him, and the route sheet is mentioned as one of the
many things which subtract rather than add to this belief. To
the average customer, the man who calls at his office and solicits
his business is the firm, as it is the only part with which he comes
in actual contact, and you are largely judged by the impression
he creates. I saw recently where someone suggested the idea of
writing to his customers to ascertain what they thought of your
man. In the first place, if he stands well with them, you will soon
find your answer in the orders brought before you, and if he isn't
making the proper impression, the effect will soon be apparent,
and your letter would only arouse distrust and accomplish no good.

A salesman should be furnished with copies of all correspond-
ence which emanates from the general office to his customers,
whether it is a quotation in regard to an unshipped order, tracing
a car, a grade claim, a question as to discount or what not, for this
enables him to form an intelligent idea of what a customer is
talking about when he visits the purchasing office and is asked when
car 76857 will arrive. The salesman says "this car passed Cairo

SELLINGLUMBER 249

on the 26th and should be in the hands of your delivering line not
later than tomorrow." Your representative has just repeated what
you told the customer in your letter, but it strengthens that confi-
dence on the part of the buyer in your man and leads him to be-
lieve that he is dealing with a "live wire," one who has his inter-
ests at heart and on whom he can depend.

I once worked for a line yard firm, and one of their strict-
est requirements was that the yard managers report just as care-
fully all overshipments as they did shortages, and I heard the head
of the firm say the reason for this was that if he led his men to
think he was dishonest in his dealings with the firms which were
shipping him material, how could he expect them to feel other-
wise than that he was stealing from other people, why not steal
from him, so if you are unwittingly undermining the confidence tagious
your man has established with his trade and causing the buyer
to become imbued with the, idea you are suspicious of your man
and are not sure of his ability, naturally, the customer thinks you
should know your own employee better than he does, and forms
the idea it would be well to keep an eye on him and incidentally
on the firm, as the salesman is the exponent of the firm.

Some firms make the sad mistake of not allowing their man
credit for orders received from their territory by mail. This is
true even of orders on which the salesman has quoted the prices
attached to the order, but which for some reason he is unable to
secure at the time the quotation is made. I have been asked by
retail dealers whether or not I would receive credit should they
send an order to the general office on my quotation, being in a
hurry for the material and not wishing to lose the time, after mak-
ing their sale, which would be required for the order to go to my
home address and be forwarded on from there, and, upon receipt Withholding
of an affirmative answer, would say they would handle the transac-
tion that way, and at the same time remark that they had dealt
with firms which would not do this even when they specifically
requested it, and they proceeded to comment on the unfairness
of it, and to show their resentment of what they termed "not a
square deal." Your man should be credited with the business
from his alloted territory, notwithstanding the fact that customers
write to the general office for prices and your road man, apparently,
had no part in that particular sale. You may have received busi-
ness from that customer before the man who is now working the
territory started in for you, but it doesn't necessarily follow that

250 SELLINGLUMBER

you would have continued to do so had the efforts of your sales-
man not kept you prominently before the purchaser, and, no doubt,
in many instances you never had the account on your books un-
til the salesman established it for you, yet you are not willing to
allow him the just fruits of his labors, thereby assisting 'in creat-
ing the belief on the part of the buyer that your salesman is really
a representative of your firm and you are giving him everything
he is entitled to, just as you must to your customers if you wish
to retain them as such.

Another practice on the part of some firms which places
their men under a handicap, is the permitting commission men
to carry your stock sheets and selling information, thereby creat-
ing actual competition for your men with your own stock. This
is in nowise intended as an attempt to discredit the commission
salesman, as he is undoubtedly a necessary adjunct to the market-
ing of the output of the firm without an organized traveling force,
Wate^oifsoth ^ut don't try to carry water on both shoulders and "catch them
Shoulders" going and coming," as you are not giving either your salaried man
or the commission man a fair proposition. I know, personally,
of instances where a firm's salaried man has quoted on stock,
the dealer being unable to place the order just at that time, and
before he could arrange to send it to the man who had originally
quoted him, one of the commission men would happen to come
along, and after learning the situation would persuade the pur-
chaser to let him take the business, since he was authorized to
sell the stock and could protect the same prices and thereby se-
cure a commission, and that it would make no material difference
to the other fellow, as he was paid a regular salary. You are,
When Sales- therefore, paying a commission on an order which would have
men and Com- come to you anyway. If your salaried man is wideawake there
Conflict Cn are ^mes wnen ne wiN see an opportunity to secure more than the
absolute limit for a certain item, and he figures accordingly. The
other fellow quoting on your stock doesn't happen to think of
this and goes to the bottom and secures the business at prices
which are acceptable to you, but at the same time make it appear
that your salaried representative is trying to overcharge the cus-
tomer or has made a mistake in his prices, either of which is not
conducive of strengthening the customer's confidence in him.

A salesman should be very careful as to promises he makes
regarding time of shipment, etc., but when he has once committed
himself and has transmitted to the general office the sum and sub-

SELLING LUMBER

251

stance of what he has told customers, every reasonable effort should
be put forth to see that this is scrupulously complied with. If
your man is possessed of a reasonable degree of intelligence, he
will not intentionally promise something out of reason. We all
make mistakes, and your salesman is no exception. When that
occurs don't write a letter to his customer and say "our Mr. Brown
made a mistake of 25c per thousand on the item of 1x4-16 B and
Btr E G Fig. etc." If it is of no material consequence, enter the
order and write your man and call his attention to the discrepancy
and ask him to guard against a repetition. If it is of sufficient mag-
nitude that you feel you can't handle the order without a revision,
advise your salesman and let him communicate with the customer.
They are personally acquainted and your representative knows
how to handle the transaction so as to save the order and leave
the customer in a pleasant mood. Since I started working on
this paragraph an incident ocurred which illustrates the idea. I
sold a man a carload of two items from a surplus stock sheet.
The office wired me that one item, or over half the car, had been
previously disposed of. I called up my man and explained the
circumstances and persuaded him to increase the minor item to
make a full carload. It is good policy to allow your representa-
tive to meet his customers half way on any reasonable proposition.
I have heard of instances where a firm would assume an arbitrary
attitude, where the amount involved would not equal half a day's
expenses of their road man, and offend the customer, and in the
long run spend ten or twenty times the total figures which caused
the rupture in business relations in an effort to regain the patron-
age thus lost.

When you receive an inquiry for prices, if the quotation can
be made by your salesman and not lose more than one day's time,
it is a good idea to refer customer's letter to him unless the insist-
ency of the occasion suggests quoting directly and sending sales-
man a copy. If you take the matter up through your road man
he can handle that particular transaction more effectively than you
could, and the retailer is once more impressed^ with the fact that
you really have a representative in fact as well as in name. It is
well for the salesman to have a permanent address and to see to
it that his customers are informed of this so they will be writing
to him for prices, etc., and to arrange to have these communica-
tions forwarded to him out on his territory with all possible dis-
patch.

Backing Up
the Promises
Salesmen
Make

An Instance
in Point

Letting
Salesmen
Answer Price
Inquiries

252

SELLING LUMBER

Helping Sus-
tain the Cus-
tomer's Con-
fidence

As to Holding
Up Orders

It sometimes happens that a buyer places an order with a
salesman who he personally dislikes, but the high character of the
firm overcomes this feeling. This is the very rarest of occurrences,
however, but it is quite often true that an order reaches a firm
simply because the purchaser has a friendly feeling for the man
who is soliciting the order and has found him to be honest and
truthful and knows his promises are sincere, and relying on the
integrity of the firm,, as judged by its personal spokesman, he
entrusts the order to him, and all the efforts you can put back of
your man in sustaining this confidence is an investment which will
pay compound interest.

Don't hold the order up for an unreasonable length of time
or ship inferior stock, and then wonder why a larger order is not
forthcoming on your salesman's next trip. There are other firms
which are shipping good lumber and their salesman is perhaps
just as capable as yours and they will get the preference next
time if you have disappointed customer in time of shipment or
quality. When customers write you, urging prompt shipment, don't
ignore their letters. Answer them as quickly as possible and give
all the information you can without committing yourselves to ship-
ment within a certain time which you are unable to accomplish.
As a general thing nowadays, lumber is bought for immediate
needs, and it is not strange the buyer becomes nervous when his
order has been out quite awhile. He is entirely out, has some of
it sold, and not even an invoice. You can render no greater co-
operation in retaining trade, after once established, than by being
prompt in executing orders and shipping stock of satisfactory
quality.

Co-operation and confidence should be synonymous. Not con-
fidence of the "gold brick" or "shell game" variety, but "team work"
consisting of a thorough understanding between you and your rep-
resentative and the salesman and his customers.

SELL* ING LUMBER 253

Reaching the Consumer

By Hugh McVey

Business Manager, "Successful Farming"
Des Moines, la.

Advertising is a subject that is treated in a good many dif-
ferent ways. You might ask ten speakers to talk on the sub-
ject of advertising here this morning and they would not re-
peat on each other. It reminds me of the story of two maid-
ens— two women about forty years old. One of them had
been married and was being married again quite successfully.
The other lady had never been married, and she went to her
friend and said, "How is it, Mary, that you have had your second
chance to be married and I haven't had any?" "Well," she said,
"it is sort of this way: It is not in the form, or in the hang of
the dress, but it is by the 'come-hither' of the eye that we women p°m^.
get the men." (Laughter.) That pretty nearly covers every- of Advertising
thing. The reaching out through the copy, and the billboard
and the circular is the way to get hold of the consumer, and it is
very, very hard to define. I want to review advertising a little
bit for you; you know we all say it pays to advertise. Some
years ago that is about all any of us knew about it, and I don't
know that we know much more yet; but advertising has followed
a very definite evolution. We have gone through the bulk circu-
lation idea — that is, if a man got his ad to enough people and got
in a big enough medium he would win. We got over to the
question of copy. One man alone is supposed to draw fifty
thousand dollars a year for writing copy. And then we got to
the place where we found that copy didn't put the sale across.
And then we went to the consumer with the anti-substitution
campaign. You remember that the magazines several years ago
made a great mistake. You would never recognize it as a mis-
take, but it was a mistake to go to the consumer and tell the con-
sumer that the dealer had no right to substitute. That was wav-
ing a red flag in the face of the dealer. Now, the dealer can
substitute, nine times out of ten, especially in a small town where
he knows his trade ; and we didn't get anywhere with that idea.
And then we came along with this "true" business, and we got

254

SELLING LUMBER

Advertising
Is Service

How Adver-
tising Helps
Make Sales

to cleaning up our copy, and we threw a lot of the fake stuff out
and put laws in every state of the Union almost — thirty-seven
states; and we tried to clean up the copy. But after all we get
down to the one point that advertising is service, and to get the
big game in advertising is to make the dealers see what adver-
tising means to him; to get him to couple up with us, and to get
him over the idea that advertising is going to rush a lot of sales
into him, because advertising alone can't do that. Let me illus-
trate what I mean, by a clothing sale. I am a farmer up near
Shafton, Iowa. I walk into the clothing store. I meet Mr. Lar-
rimore, the proprietor of the store. I say, "'Mr. Larrimore, I
want to buy a suit of clothes." He says, "All right. I think
here is a garment that you will like. Notice the hang of
it. The fabric is good. I can recommend it. The buttonholes are
all worked nicely. It fits you well, and it is a very good garment."
Mr. Larrimore exercises his salesmanship on me, and at last says,
"That is Hart, Schaffner & Marx goods. They are the greatest
dealers in the world." That is what he did. He coupled up a
valuable asset — the advertising that Hart, Schaffner & Marx have
made in that line. Another story : Up at Hampton, Iowa, an
automobile dealer learned that a farmer out in the country was
very likely to buy a car. He called on the prospect and asked
for a demonstration. The dealer said, "I would like to show you
my car." The farmer said, "I have practically decided to buy."
He said, "I would like to show you, anyway." So he started the
demonstration and was careful not to say anything to the farmer
.that was not contained in the advertising of the Hudson Automo-
bile Company. Now, he just banked on the fact that that fel-
low had been reading the advertising of the Hudson company, so
instead of diverting his mind, he caused the same impression of
ideas that the advertising had been reaching him on. After he
made the demonstration, he went back to his office. The other
dealer rushed out and attempted to close the sale. They got into
a little argument over something that the Hudson dealer had said.
The farmer said, "I believe that is so. I believe what the Hudson
man said to me is so, and I think that is what I read in the paper
the other day," and he went and got his farm paper and showed
the other dealer, and said, "There it is." Now, you follow ex-
actly the same line of your advertising. Keep reminding them
that there is an asset out in their territory that has already been

SELLINGLUMBER 255

built. Now, you get your friends the dealers to reach out and
meet your firm half way. Advertising can't do everything. They
must meet you half way. Just tell your retailers about it on your
next trip around, and I will pay you fifty dollars if it don't work.
(Applause.)

Selling Cost, Direct and In-
direct

By W. M. Beebe

Manager, Yellow Pine Department

Long-Bell Lumber Company
Kansas City, Mo.

First, we must consider some of the methods of selling and
their cost. The use of traveling salesmen is as old an institution
as the manufacturers themselves, and, aside from the directing head
located at the central office,, are the most important factor in the
distribution of lumber products. The buyer of lumber does not,
as does the buyer of clothing, millinery and similar goods, make
frequent trips to central markets or style centers, but waits for the
representative of some concern with lumber to sell to call on him,
and I think it is safe to say that 95 per cent of the lumber bought
is bought of the traveling salesman, or because of his efforts. There Importance
are very few examples of success where manufacturers manage to of Traveling
sell their product through the mail by lists, but I think you can
count on the fingers of one hand those who have been successful
in this method. I think a close analysis of the prices they received
would, in nearly every case, disclose the fact that selling through
salesmen would have been much more profitable, from the stand-
point of net results. Especially would this be true where the con-
cern so operating did not have access to knowledge of the market
obtained from concerns that sold through salesmen.

The lumber buyer usually places his order where he can get
the best service and the best goods, at the lowest prices, but when
many competitors have the same price, quality and terms,, the
personality of the salesman is usually the determining factor in
the placing of the order. While I have heard manufacturers who

256 SELLINGLUMBER

did not sell through salesmen, point with pride to their selling cost,
I have not heard many of the same manufacturers point with the
same pride to any high average price received for their product
over a period of months. It would be easy enough to sell two
hundred million feet of lumber through lists and one or two
salesmen, at a selling cost of perhaps 10 cents per thousand, but
the manufacturer who pursues this plan would probably have to
take $1.00 per thousand less average price for his product than
^oes ^e manu^acturer wno se^s it through a well organized sales
in Making force, at a cost of say 16 cents per thousand for salesmen's
ales salaries, and about 12 cents per thousand for traveling expenses,

or a total of 28 or 29 cents per thousand for salaries and sales-
men's expenses, which I have found by investigation, to be about
the average cost of many of the larger manufacturers that sell their
product through salesmen. This cost, of course, does not contem-
plate administration, officers' salaries, office traveling expense, rent,
telephone, telegraph, postage, stationery or advertising expenses.
These will be considered later.

Let us consider a few items of expense as applied to sales-
men alone. We are all salesmen, but some of us are forced to
look at expense accounts in a little different light than we once
did. We should analyze expense accounts in the same way as we
do efficiency in manufacture, and we should not economize to
the extent in either so as to affect our efficiency. Economy is
one thing that a salesman should keep in mind in making ex-
penditures for his company, and I mean, economy in time as
well as money. The average salesman does not give enough con-
sideration to these matters, and it is my observation that the most
The Items successful salesman is the one who does give it the greatest con-
ExpenseS sideration. We all have spent too much time with some good
fellow who doesn't give us business, or who lives in a town that
has a good hotel, and wasted much of the company's time and
. money on towns that could be eliminated from the salesman's
route sheet with profit to himself and his company. I will make
a guess that nearly all of us have in mind such a buyer at this
moment, also, that you can all think of some dealer that you should
see more often, but because of not being accessible, or because a call
means arriving or leaving his town at an hour when you prefer
to be sleeping, you leave him to some other salesman who is a
little less choice of his comfort, and who perhaps is rapidly be-
coming your greatest competitor in your territory. Think it over.

SELLINGLUMBER 257

You nearly all know the dealer I mean, and he is a different one to
each of us.

Let us consider the hotel expense. In the small towns there is
no choice, but in the larger towns there are usually hotels that
have rates on the European plan, that will charge $3.00 to $4.00
a day for a room, while there are others that are good enough
to maintain your respectability and comfort, and the dignity of
your company, at about one-half the cost. It is there you will
find the most successful salesmen. Many salesmen fall into ex-
travagant habits, and indulgences of this kind are much harder
to resist when a liberal expense account will take care of them
than if paid from their own pocket. I will venture to say that if
you will investigate a little, you will find the higher priced, fash-
ionable hotels are filled with salesmen who have their expenses
paid by their firm, and the other hotels mentioned are full ot
the men who are paying their own expenses, and in other lines
you know that the man on the percentage basis is the one that is
making big money.

There are other items of direct selling expense the salesman
can cut down very materially if he watches closely, such as trans-
portation, taxicabs, telephone and telegraph. We will pass these,
although considerable might be said about long jumps to good
hotels, and sending wires or telephoning, where a 2-cent stamp
and some of the hotel stationery would have answered the pur-
pose a great deal better, at one thirtieth or one hundredth part
of the expense, had it been thought of before the train left earlier
in the day or evening. And a little exercise in walking a few Economy
blocks to the station or a customer, might give one a better ap-
petite for some of the poor meals that he often is forced to eat while
on the road, or to pass the time that he otherwise might have spent
waiting around the hotel lobby for the dining room to be open.
By taking this exercise it would not be so necessary to get to head-
quarters on Friday night so as to take exercise on the golf links,
tennis court or baseball field on Saturday.

The incidental column in the expense account is one direct
expense that I will venture to say is watched as closely as any
other by everyone who has to O. K. expense accounts, or those
who only see it in the monthly statement.

There is nothing which I presume would bring out more argu-
ment among salesmen as to actual results obtained in entertaining
customers or doing them favors with the company's money, for

258 SELLINGLUMBER

the sake of present or future results in securing orders. Some
are too conservative, and some lean to the other extreme. It is not
necessary to be extravagant to get good results, and the secret is
to do the right thing at the right time. The salesman who is not
extravagant in his own personal habits does not find it necessary
to be extravagant with his customers, and he doesn't find it neces-
sary to live up to established precedents in the way of expensive

The Item of dinners, lunches or cigars. Once you have established this habit,
Entertaining . . . • . J

it is sometimes embarrassing to break away irom. 1 hese expenses

amount to but little with each individual customer, but in the ag-
gregate they amount to a considerable sum in the course of a year.
You should figure out to see if you get an adequate return
on these expenditures. We should always remember that spending
the company's expense money is simply putting our hand in the
cash drawer, and, as business men, we should consider it from
an investment standpoint.

I would like to add, also, that spending time while on the pay
roll, in pursuits other than pursuing an order, or attending to the
company's business, is nothing more nor less than putting one's
hand -in the cash drawer. We all have known of salesmen who.
under one pretext or another, rarely get away from headquarters
until Tuesday morning, and many others who always make it a
point to be back at headquarters by Friday night, but you have
Wasting the never known any such salesmen that are recognized as the high-
Time salaried, successful salesmen. A salesman who will take the
company's time and accept a salary for it for one or two days a
week that he does not work and devote his time to the company's
interest, is pursuing a plan that he would not do if he was under
the watchful eye of the general office, and the chances for his
promotion are far less than those of the man who possibly is less
gifted or brilliant as a salesman, but who by calling on a larger
number of buyers increases his chances greatly for securing busi-
ness.

How many times have you all known of salesmen attending

conventions, who, instead of spending their time with a customer

Congenial wno might: have appreciated entertainment, would pick out one

Companions or two congenial souls that were probably competitors, and spend

Customers. most of the week in each other's company, while the customers

that they should have been entertaining were almost unnoticed?

This is a form of indirect selling expense that probably costs their

employers a great amount of money in the aggregate.

SELLINGLUMBER 259

There is not a great amount of itemized statistical informa-
tion that I have been able to secure regarding the cost of selling
lumber, that is, covering a large number of operations. I have,
however, itemized statements of selling cost from nine of the large
concerns. As I have stated, the average cost per thousand feet
of these concerns, in salaries, is about 16 cents, and the average
traveling expenses of these salesmen is another average of 12
cents per thousand feet, or a total of 28 cents. The average selling ^v|"g® Cost
cost, including administrative, office salaries, office traveling, sales- Lumber.
men's salaries, salesmen's traveling, rent, telephone, telegraph, com-
missions, postage, stationery supplies, advertising, and miscellaneous
charges, ran on an average of 56 cents per thousand for the year
1915. This covering nine of the larger manufacturing concerns
in the yellow pine business, all of whom sell their stock through
salaried salesmen. The average for each item separate is as fol-
lows :

Administrative. . . . ................... $0.0252

Office salaries ........................ 1244

Office traveling ....................... 0169

Salesmen's salaries .................... 1597

Salesmen's traveling ................... 1169

Rent ................................ 0157

Telephone and telegraph ................ 0185

Commissions ........................ - .0897

Postage .............................. 0103

Stationery supplies .................... 0131

Advertising ........................... 0192

Miscellaneous ......................... 0228

The comparative cost sheet gotten out by the Southern Pine
Association includes sixty-nine manufacturers, and the average
selling cost to date, the first four months of this year, has been
68 cents per thousand. This includes, I believe, between 35 per cent
and 40 per cent of the entire membership of the Association, and
probably represents about the average selling expense of the yellow
pine industry.

I mention the comparison of the ten concerns as against the
larger number, to show that there is a variance between the very
highest efficiency and the average of a larger number of concerns
of about 12 cents per thousand in selling cost, which would indicate
that greater efficiency in selling lumber can be maintained than is
now true.

260 SELLINGLUMBER

The highest selling expense of any concern reporting was
$1.36 per thousand, for the first four months of this year, while the
lowest selling expense for the same period was $0.112, and I be-
lieve it is safe to say that the average price received by the concern
that had the $1.36 average cost to sell as against the concern who
sold for 11 cents would easily be enough higher to make up the
High and extra cost to sell. For I believe, taken as a general proposition,
Low Selling that the salesman or office that secures the larger volume of busi-
ness at a very low selling expense, does so at the expense of the
price per thousand received, as low prices mean large volume,
which means a low selling expense, and, on the other hand, the
concerns that incurred the greatest amount of expense in selling
are usually the concerns that secure the highest price for their
product.

It is almost impossible to arrive at any conclusion as to what
should be an average selling cost as far as a salesman is con-
cerned, and we should not attempt to judge a salesman in any way
by his selling cost, unless taken over a period of months or years,
for the reason that conditions in a territory are subject to such
sudden changes. The manufacturers' selling cost is not a true
indication, in any sense, as to the best net results obtained, except
where a concern has an extremely high selling expense, it might
indicate lack of efficiency, and where it is extremely low, it would
D'ff It t mdicate, m nearly all cases, that they had sacrificed their price so
Fix a Fair as to keep down the selling expense. It costs much more to sell
Average. lumber in one or two carloads at a time through a salesman to
the average small buyer, and receive probably a $19,00 average, at
a selling cost of 75 cents per thousand than it does for one man
to sell a large buyer by meeting his idea of the market, anywhere
from five to ten times as much lumber as the salesman could sell
to the smaller dealer, at an average price of $18.00 per thousand,
with a selling cost of perhaps 11 cents. As far as net results
and beneficial effect it would have on general market conditions,
I believe there is no argument as between the two methods.

As salesmen, the cost of selling lumber, both direct and in-
direct, lies in our hands, to a very large extent. Loyalty to our
The Salesman ^rm> with the conservation of the expense money placed in our

Can Regulate hands, and with the time that we devote to the business that we
Selling Cost. . . e , „.

are receiving a salary for, are very potent factors in the selling

cost of lumber. Especially at times like those we have been going

SELLING LUMBER

261

through during the past few years, the selling cost has been large,
as compared with the general profits of the business. It is a sad
fact that the selling cost is usually the very highest at the time
when the market is the lowest, and when our employers are least
able to stand the expense. Let us at all times remember that our
efficiency means keeping the selling cost down as much as is con-
sistent with the securing of the highest price for the product we
have to sell.

The average cost of all shipments for the first four months
of this year for sixty-nine mills reporting to the Southern Pine
Association, shipping 943,029,970 feet was $14.50 per thousand and
the selling expense amounted to 68.3 cents, or .046 per cent of the
whole. If the selling expense of the sixty-nine mills reporting
to the Association that now have this average selling expense
for the first four months of 68.3 cents had been reduced to the
average of the nine mills that I am familiar with, to 56 cents per
thousand it would mean a saving of 12.3 cents per thousand. These
nine concerns I have reason to believe received at least an average
price for their product that would be fully up to or above the
average price received by the entire sixty-nine concerns reporting.
This would mean a total saving to the 35 per cent of the Association
that are now reporting costs to the Association of $115,992.68, or
on this same basis of about one-third of one million dollars to the
manufacturers that are now members of the Southern Pine Associa-
tion.

Summing up the situation, the salesman who keeps ever a
watchful eye on his expense account and uses his maximum energies
in the service of his employer, even though he may not be as bright
as others, is the one who will be promoted while the one possessing
a brilliant mind failing to watch his expense account and serves
less loyally his employer, will ever remain a traveling salesman or
serve in some other position with less reward.

Relation of
Cost of
Production to
Cost of
Selling.

262 SELLING LUMBER

How Salesmen Can Co-
operate with the Association

By Ben S. Woodhead

President, Beaumont Lumber Company
Beaumont, Texas

I am not here today to explain or justify the principle of co-
operation, for the very essence of that principle is so well under-
stood that such a course would take unnecessary effort and time.
Co-operation needs no defense or explanation ; and it is a safe
assumption that you thoroughly comprehend its principles and
value. The positions you hold and your natural intelligence indi-
cate your ability to participate in our proposed co-operation, and
the mere fact that you are now here listening to addresses made
on this and related subjects, conclusively shows your willing-
ness to act your individual part in this great work.

It is no reflection on your own qualities for it to be deemed
advisable to have some suggestions made, as to how a salesman
.R may best further the work of the Association through the means

Awakening of co-operation ; for, sad to say, it is only recently that the manu-
MTnufacturers ^acturers an<^ dealers themselves have awakened to the benefits
to be gained through working in harmony. Indeed, I might say
that it is only within the last two years that really vigorous, in-
telligent and systematic work has been undertaken along this line.

While the work of the Southern Pine Association is designed
primarily to benefit directly the manufacturing end of the yellow
pine lumber business, it must be constantly borne in mind that
this cannot be done properly without giving due consideration to
the interests of every factor in the business. These factors in-
clude the buyer of lumber, the user thereof and the individual
welfare of all who are engaged in its manufacture, sale and use.
You can see, therefore, that our interest is very broad and far-
reaching; that interest follows the manufactured pine through its
final use in construction, and lasts through the long years it is in
use, even unto final chemical dissolution into other elements.

The work of trade associations is indorsed and approved to-
day by all clear thinking business men, and but recently the Fed-
eral Trade Commission has spoken in admirable terms of the

SELLING LUMBER

263

work that such organizations may accomplish. Approval has not
been withheld by even the President himself, for he, in a recent
letter to the Hon. Edward N. Hurley of the Federal Trade Com-
mission, stated that he thought the encouragement of association
work by that commission was a wise thing.

The best method to promote association work is to dissemi-
nate in the quickest way, among the largest number of interested
people, the greatest intelligent comprehension of the principles
and benefits of co-operation. The Southern Pine Association aims
to use every channel of distribution at its command for this express
purpose. Heretofore, strange to say, proper use has not been
made of what is perhaps, next to general newspaper and lumber
trade paper advertising, the greatest asset which the Association
possesses for the accomplishment of this end. And what live asset
is that? I refer of course to the services of its thousands of trav-
eling representatives, who, when primed with enthusiasm, loaded
with facts and trained to a high degree of efficiency, can do more
with a specific individual, in an intelligent and trained talk of thirty
minutes, to further the cause of co-operation, and thus association
work, than any other known agency. A trained traveling repre-
sentative may be a package of dynamic energy. He should also
aim to be an electrical conductor of the stored knowledge, or power
of our Association.

It is a recognition of the value of the personal element in
negotiating business transactions, which is responsible for your
positions. If you could not satisfactorily close a specific trans-
action better than any kind of a letter or telephone conversation,
you would not be holding today the honored and honorable posi-
tion of traveling representative. You will note here that I make
use of the phrase "traveling representative." I like that term
better than traveling salesman. Today a man who goes on the
road for his firm is not a salesman alone; he is, as a rule, the
general representative of his house in many senses. It is a far
cry from the days of the "drummer" of twenty years ago, to the
high-class, well-bred gentlemen who represents in a dignified way
his firm on the road today. Today the representative of the firm
out on the road handles in many cases a multitude of affairs.
While the first object is, of course, to secure orders at a satis-
factory price, and in accordance with the rules of the house, yet
today that representative is liable to be called on to make settle-
ments, adjust claims, cure old sores and heal new ones, assist the

The Salesman
An Associa-
tion Asset

"Representa-
tive" As Well
As "Salesman*

264 SELLING LUMBER

dealer in buying and selling yards, help to persuade an architect,
and a thousand things which requires an intellect of a high order;
he is a man of dignity and one who is at all times a gentleman.

It is a recognition on the part of the Southern Pine Associa-
tion of all these splendid qualities possessed by you gentlemen,
together with the unexampled opportunities you have, which is
responsible for this call to you.

Now I shall endeavor to confine my remarks to the topic of
how a traveling representative may best promote the interests of
the Association. There are so many other papers to be read, and
which have already been read, on so many subjects connected with
the general trade extension movement, that it is difficult to pre-
vent overlapping into the province of some other speaker. There
has not been time to prepare the addresses and compare them for
the purpose of eliminating any repetition, and therefore, if I should
through inadvertance touch on any phase which has previously
been presented at these sessions, you will understand the reason
How Best therefore, and excuse me.

Association How may you best help your employer and the Association

as a missionary? This perhaps can be answered quickly by a quo-
tation from the Scriptures : "Be able to give a reason for the
faith that is within you."

You will recall previous references of mine to "trained rep-
resentatives." It is axiomatic that you cannot tell that which you
do not know. That heretofore you may have been ignorant of
the purposes and objects of the Southern Pine Association is an
admissible and pardonable excuse; that you should be so here-
after admits of no defense, and would belie my interpretation of
the words "trained representatives."

The literature published by this Association is the encyclo-
paedia of the trade. Unlike other, it may be obtained free, merely
for the asking. Patient and studious perusal of these documents
will enable any one of you to become expert in, and discuss with
authority almost all phases of association work. To do missionary
work in this connection it would seem to me, therefore, that the
first requisite is a desire for the welfare of your industry, its
Association and your employer; and naturally resultant therefrom,
of yourself. I cannot conceive any man lacking in this requisite,
but it is not at all improbable that such a desire has been more
or less dormant. What we want to do is to vitalize that desire
to the pitch of healthy enthusiasm ; for healthy enthusiasm, forti-

SELLINGLUMBER 265

fied with an intelligent grasp of facts, will surely fit you to preach
the gospel of Southern Pine. I am quite sure that what you have
already heard relative to the work that is being done by the Asso-
ciation has already kindled that dormant desire into the vital flame
of enthusiasm, so we may now safely proceed to a consideration
of your training.

You have all seen, doubtless, that when a politician, a mis-
sionary, an industrial or commercial lecturer, or any other man,
speaks on any subject from the platform, he avails himself of every
legitimate gesture, trick of oratory, fact and figure to support his
proposition. Let it be so with you. If you will thoroughly famil- Ammunition in
iarize yourself with the wealth of literature issued by the Associa- Literature"
tion, and then acquaint yourselves with the efforts that the Asso-
ciation itself is putting forth through many other and varied chan-
nels, you will soon be well equipped to storm the trenches of ignor-
ance with the 42-centimeter shells of fact and knowledge.

I dwell somewhat on this point of self-culture, or training,
because it is to my mind the keynote of the whole proposition. It
is "preparedness" brought right home to yourself. But training is
not merely the miscellaneous accumulation of sundry facts. They
must be marshalled in your mind in logical sequence ; they must be
corelated to each other and to the subject; they must be so well
understood, digested and analyzed and card-indexed, in your mind
that a ten-minute talk by you to anyone on Association work should
immediately stamp you as a man of parts and power. Thorough
mastery of one of these thoughts will soon enable you to give the
dealer a talk like unto a mental birthday cake. And remember,
you can get all the ammunition you want from the Association, with
additional powder for your flask by observing and using the work
which it is doing. There is no necessity to call your attention in
detail to what is being done, as by this time you have doubtless
assimilated this in very large part, but perhaps a brief reference to
some of the more important phases will not prove tedious.

I want to call pointed attention to the greatest help you will
find, and that is, to the advertising which the Association and
your various employers are doing generally, and the lumber trade Advertising
papers. That lumber buyer who does not illuminate his business Help for the
existence with the light of at least one lumber trade paper, is
poking about in the dark of commercial stagnation — and affording
you an opportunity of getting a good price. But most of your
customers probably take one or more of these papers. I can cer-

266

SELLING LUMBER

A Carefully

Planned

Campaign

Salesmen
Should Read
Write and
Talk

tainly say that they will be of great help to you in your work. They
have always loyally supported the principle of co-operation, and
nearly every issue contains some article on trade extension worth
studying yourself, and, after being mastered, worthy of discussion
with your customers.

The advertising campaign of the Association has been given
more keen thought than perhaps any other feature of the work, and
perhaps more has been spent on it than on any other department.
Our advertisements have been placed in the trade papers, not only
the strict lumber trade papers, but the trade papers of allied in-
dustries, farm papers, and at specific times in the leading daily
papers in the larger cities. This campaign is not conducted in any
haphazard manner, but the services of an expert advertising man-
ager have been secured ; and, speaking from my own personal point
of view, I must concede he can dig up more facts and figures, and
marshal them in more attractive logical sequence in regard to many
features of our business, than I thought was possible. It is only
an illustration of the advantage of specialization. You will observe
that there are four special departments in this work; the prepara-
tion of books and pamphlets and publicity literature ; the writing
and placing of display advertisements in farm journals and maga-
zines ; the devising and creation of all forms of dealer co-operation,
in which latter is included the free furnishing of cuts to dealers
for local paper advertising, and lastly, the dissemination of pre-
pared stories and articles dealing with the utility of yellow pine.
These booklets are particularly interesting, and very informative.
They are being prepared on every phase of the yellow pine lumber
industry ; you may soon therefore obtain a most complete encyclope-
dia, embracing the treatment of all features of trade extension work
as applies to yellow pine. Don't shut the mill down; increase the
demand.

Read the lumber encyclopedia, brethren ; for by reading these
works you become a full man; write letters and articles on these
subjects, for thereby you become an exact man; and after having
read, digested and written, you are then ready to talk on these
matters, and much continued, intelligent talking, maketh a ready
man.

The Association is doing other sorts of advertising, too. It
has trained engineers who can talk wood block paving in a technical
sense. And say, do you ever notice whether the streets upon which
you walk are paved with wood block, or with other materials ? Do

SELLINGLUMBER 267

you ever notice paving advertisements in the local papers, or absorb
advance information in regard to proposed paving? If you do, why
not pave the way for wood block by talking about it? Advise your
firm of it. Write to the Association direct at New Orleans, giving
them all obtainable facts.

Wood block paving and wooden silo material is the hope of
the lumber manufacturers, to take the place of the large sawed
railway tie business which has now practically disappeared. The
possibilities of these two articles for the consumption of yellow
pine are staggering in their immensity.

And here is another thing. Do you know that it is to the
traveling representative that we have to look, almost exclusively,
for the introduction of short lengths into various channels? You
can add wonderfully to your earning power by learning how to
show a dealer where he can use these advantageously. Still another
effective method of promoting the trade extension work, which can
be very profitably pursued, is to examine carefully into the possi- sion Work for
bilities in each town you visit, for the further use of yellow pine. Salesmen
There is scarcely a factory that does not use wood for some pur-
pose, be it only for crating. The strength of yellow pine might
appeal to them, if they are not already using it. The local traction
companies frequently buy sawed ties and repair lumber direct from
the mills. Be inquisitive; digest the information. Load up! Be-
cause you cannot unload a wagon until it has first been loaded.

There is many a buyer of yellow pine who buys, grades, uses
and handles it through every phase of the transaction, without ever
being really aware of what he owes to co-operative work of the
manufacturers in producing the rules, regulations and customs
under and by which he does business. Who made the grading
rules? Some dealers and buyers don't know. Some tell you that
the manufacturers did — bad luck to 'em — which is the reason they
are so unsatisfactory. If you are well informed you may now
retort courteously that the dealers and the manufacturers will
hereafter make the rules. Find out how this is being done, and
tell them.

Do your friends among the dealers and buyers know that they
may have the use of the inspection department for their own
needs, in case of disputes with architects and inspectors? That The Meaning
they may have an expert engineer, with the compliments of the
Association, to advise with local people on street paving? That
they can get vexed questions of rates and traffic regulations

268 SELLINGLUMBER

straightened out by means of the Association? That the Associa-
tion will answer any sensible and reasonable question about yellow
pine? If they do not know these things, tell them, and keep on
telling them ; and if you have a friend who knows them all, then
you had better sit at his feet and learn, for he is indeed an up-to-
date buyer, and a well informed man, and you should remember that
old Eastern adage, transposed to fit modern conditions,

"He who knows, and knows that he knows, is wise! Follow
him."

The quid pro quo governs all the relations of commercial life,
and if you do all these things and give the necessary extra time to
equip yourselves to handle these matters intelligently and well, you
must naturally know where you will come in. The more knowl-
edge you have about the commodity you have to sell, the better
equipped you are to sell it, and consequently you can increase your
. sales both as to quantity and quality. There is not a man sitting

Knowledge before me here today who could not materially increase his indi-

Mea^peF." vidual compensation, if he were able to show an increase of 25 per
sonal Profit ... ,J r

cent in his sales. Many of you aspire to better positions than you

now hold. The man who gets the better position is the one who
fits himself for it before the job is ready. Most general sales
agents have graduated from the ranks of travelers. Many general
managers have evoluted from general sales agents, and quite a
number of presidents and owners have come from the rank and
file.

But even if no material compensation came to you immediately,
there would be that inner feeling of self-satisfaction which comes
to a man when he enters into the ring of competition, and knows
that whatever angle the fight may take he is competent to hold his
own. He has achieved a dignified position among his fellowmen,
and can lie down at night with consciousness of duty well per-
formed.

And lastly, if you buckle down to this work, and are able to
hold up your end of it, skillfully, untiringly and pleasantly, under
stress of all kinds, I can truly say to you, gentlemen, that you will
be worthy of that epitaph which some people claim Bret Harte wrote
on a friend of his: ^

"He did his damndest. Angels could do no more/'

SELLING LUMBER

269

Standard Mill Construction

By Robert S. Lindstrum

Illinois Chapter, American Institute
of Architects
Chicago, 111.

1 will now endeavor to talk to you for a few moments and tell
you without the use of too many technical terms how yellow pine
timbers can be successfully introduced and used in the construction
of various types of buildings and how you, the salesmen, together
with, myself, an architect, can here thrash out the difficulties we
have encountered in the past in trying to get together on a harmoni-
ous basis and have a thorough understanding as to just what you
have to sell, and what we can expect to get out of a sales transac-
tion.

In the past few months the barrier that has apparently stood
between architect and other trades connected with building operation,
and especially the lumber interests, has been removed so that now
we can meet each other and better understand each other, thereby
working more harmoniously for each other's interest and it is in
that spirit I hope I am talking to you today.

One of the most successful of our large lumber operators at a
recent meeting in response to a request by th£ chairman to say a
few words in reference to the lumber industry for the enlighten-
ment of the audience present, responded in a few words that hit the
nail on the head by openly confessing that the lumber interests have
been asleep at the switch, and if the switch is locked the main track
is thereby closed. By the main track, I mean the right-of-way and
unobstructed route from the lumber manufacturer to the building
interests.

From lack of experience, and enlightenment, from men who
really know1 about lumber and its characteristics the architect has
been left, against his own wishes, to solve the problem of lumber
and lumber specifications alone.

Each architect naturally is supposed to have some sort of an
artistic temperament which sometimes may make him a fitting sub-
ject for an asylum. In his period of illusions he sometimes em-
bellishes the language in his specifications so that within forty-eight

Promoting
Yellow Pine
Timbers

A Trade

Barrier

Removed

The Archi-
tect Left
Alone to
Solve the
Lumber
Problem

270

SELLING LUMBER

The

Contractor
Figures for
Profit

The

Contractor's
Finances
Limited

Then
Comes a
Critical
Moment

hours after writing them, hej himself, the architect supreme, cannot
interpret his own writings. Therefore, how can we expect the
next man in order, the contractor, who only reads a specification
for profit, and who knows that the architect himself cannot in-
terpret his own specifications, proceeds to interpret them only for
his own profit. ^

The contractor having this power vested in his charge, his
decision necessarily becomes final and binding, as the lumber manu-
facturer receives a list from the' contractor giving the sizes of the
material, also the quality to be furnished, for a structure. The lum-
ber manufacturer does not know for what purpose the lumber is to
be used, consequently without any question whatever he furnishes
the lumber of quality ordered by the contractor, and bills him for
the amount furnished.

The majority of contractors do not carry a sufficient amount
of bank balance to meet all claims or bills for materials entering
into the building, therefore, the contractor must necessarily rely
upon, a certificate from the architect to the owner for money to
meet his current bills.

In other words, the manufacturer of lumber, the lumber dealer,
as well as manufacturers of all other materials entering into the
building, must finance themselves for a certain length of time, pend-
ing the receiving of money from the owner.

It is when certificates are called for by the contractor that the
architect, with his wonderful knowledge of lumber, first visits the
building to critically inspect and ascertain if the lumber furnished
makes it safe for him to issue a certificate to the contractor for
payment to the lumber dealer for lumber furnished by him.

It is then at that critical moment when the contractor, the
lumber manufacturer, and the dealer, are forced to resort to arbi-
tration, as to what was specified and what was delivered at the job.
Arbitration which results ultimately in exposing the ignorance of
the layman, as well as the professional man, called the architect,
the master builder called the contractor, and the lumber manufac-
turer or dealer.

Generally, the arbitrator, who usually is a technical lawyer and
who does not know the difference between an architect's specifica-
tions and a fairy tale, steps into the arena, and his decision be-
comes final and binding, which naturally results in a greater separa-

SELLING LUMBER 271

tion between all parties concerned, and a financial loss to the lum-
berman.

But just at present the atmosphere is somewhat clearer, due to
educational campaigns, such as the ones you are now holding, and
likewise the intermingling of the architects, the lumber manufac-
turers and the lumber dealers in heart to heart talks at open meet-
ings, which are becoming more and more instructive, and are creat- The Atmos-
ing a closer friendship so that the architect not infrequently calls
the salesman or sales manager representing the lumber interests into
his office to discuss thoroughly quality rather than quantity and
the lowest possible price, thereby intelligently writing a lumber
specification that can be interpreted only one way by all concerned,
leaving the arbitration lawyer to seek his remuneration and employ-
ment elsewhere.

Here we are face to face, you gentlemen representing the lum-
ber interests, and I personally representing the profession of archi-
tecture, consequently there is no more fitting place, and meeting
ground, to discuss for a few moments our future relations, than at
a meeting such as the one you are now holding here.

No doubt you gentlemen know that in the past it has not been
so easy when calling upon an architect to get by the office boy and
through the door leading to the private office and to meet the archi-
tect himself. You, therefore, naturally ask yourself the question,
why the lumber salesmen cannot as readily have an interview with
the architect as the salesman representing other materials that enter Why Archi-

into the construction of the building. That question I will try to e" 'Lumber

answer to your satisfaction and enlightenment. There are many Salesmen

salesmen that in the past when meeting an architect have forgotten

to practice the old virtue called "honesty." They have not always

been honest with themselves when they have led the architect to

believe that the lumber specified was the best lumber of its kind,

regardless of quality or of the place where it was to be used. We

all know that there are various kinds of trees in our forests, conse-

quently various kinds of lumber in those trees, therefore if you are ^j^^ DeuSs

a salesman and representing oak, it might be wise to tell the archi- of Species

tect that there are two principal kinds of oak — red oak and white

oak — and not simply tell him to write the word oak alone in his

specifications.

The architect might be thinking of using white oak, and you,
the salesman, not knowing for what purpose the lumber is to be

272

SELLING LUMBER

Supply What
Is Wanted—
or Pass
the Sale

Following
Up the Sale
to Delivery

Architects
Are Becoming
Specialists

used, may deliver to him in one shipment alone both red and white
oak. While the mixed red and white oak may be of a good quality
of its kind, yet it may not fit the purpose for which it was intended.

Why not be honest with yourselves, and with the architects
with whom you come in contact ? Why hesitate to ask the architect
for what particular purpose the lumber in question is to be used,
and if your competitor handles white oak and you handle red oak,
let the one who furnishes the material wanted make the sale and
let him likewise return the compliment to you by letting you make
a sale when your particular kind of oak is to be used?

This theory also holds good in other kinds of lumber, espe-
cially in the structural timber that enters into the construction of a
building. The architect, if he is a man of experience, ability and
logical reasoning power, is a coach to his client in reference to the
kind of building to be constructed, and the quality of materials
entering into the building, as to their strength for carrying the
loads that are to be placed in the particular building.

Therefore, if the architect specified a grade of material su-
perior to that in common usage, and carefully writes his specifica-
tion, laying particular stress upon grade, quality and color, he
should have enough confidence in you, as a salesman, to confer
with you frequently in reference to the specification that he has
placed in the hands of the contractors for their use in bidding on
the contemplated structure. Thus you may be fully informed when
the contract is let and may follow up the sale of the lumber (know-
ing what the architect's specifications call for), and not permitting
the contractor to buy any material he chooses regardless of quality
on a competitive price basis, which will compel you to forget that
old virtue, honesty.

The profession of architecture is more and more becoming
a specialty, each individual specializing in the kind of buildings
his ability and experience enables him to design successfully. There-
fore, the salesman, to keep in trim with the progress of the day,
must naturally specialize in some particular kind of material. What
I mean by specialization on the part of the salesman is that a sales-
man who sells lumber for an apartment building, for structural
purposes, consisting of small joists, small wood studding, and small
roof joists, cannot successfully meet the architect who is a specialist
in mill-constructed types of building or heavily loaded buildings,

SELLING LUMBER

273

such as are used for warehouses and manufacturing purposes, and
endeavor to sell him the same quality of material as he would nat-
urally sell to the architect who simply builds light frame structures,
such as farm structures, city residences, etc.

The lumber manufacturers have already been in close contact
with the architect at various occasional meetings of a get-together
nature, and I assure you that the salesman's ability to specialize
will be observed very quickly by his employer, because it will result
in a noticeable and material increase in sales, thereby increasing the
profits and the salesman's earning capacity.

As an illustration, we will consider for a few moments the
architect who specializes in heavy warehouse buildings of a mill-
constructed type. The first question that I will endeavor to answer
is : What is mill construction ?

Mill construction is a type of building wherein wood is intended
to be used in such manner as to resist fire as much as possible. In
other words, there may be a fire in the building, and if the quality
of the lumber is right and if the structural members are of the stand-
ard sizes known as mill-construction sizes, namely, the joist not
being less than 6 inches by 12 inches on the end section, the posts
and columns not less than 10 inches by 10 inches, and the thickness
of the flooring not less than 3 inches, the enclosing walls of the
building being made of brick or of some fireproof material, all
stairways, elevator shafts, etc., being enclosed in fireproof walls,
with openings leading to the same, having fire doors, also intro-
ducing fire windows on all exterior walls, we then have what is
commonly called and accepted by specialists in that line as a mill-
constructed building. Some of the advantages of mill-constructed
buildings are the strength of the floors, a low rating of fire and
liability insurance, and a minimized cost of maintenance.

By the strength of the floors I mean that the quality of the
lumber used in the construction of the building must be of a kind
that will best withstand the live loadings placed upon the floors.
By live loading we mean the loading of the goods, machinery,
equipment, etc., placed on the floors by the occupant of the build-
ing. Better to illustrate the term live load as used architecturally,
we will take a railroad bridge over a river. This bridge spanning
from one bank of the river to the other, naturally must carry the
weight of the material in the bridge itself, and, in addition to

Salesmen's
Ability to
Specialize
Means In-
creased Sales

The Meaning
of "Mill
Construction'

"Live" Loads
on Building
Floors

274

SELLING LUMBER

The "Dead"
Load in a
Building

Concrete
or Mill
Construction?

Low Rates
of Insurance
on Mill-
Construction
Buildings

Breaks

Caused by the
Elements

being strong enough to carry its own weight, it must withstand a
moving load or shock caused when the railroad train runs over the
bridge. This we call the live load.

The weight of the railroad bridge without the locomotive or
train running over same, in itself is called the dead load, as that
load is always there. Likewise, in a building the columns, girders,
joists, floors and walls combine to make what is commonly termed
architecturally the dead load.

So that when you are furnishing a bill of lumber that has a
greater live load to contend with than used in common practice, it
sometimes becomes necessary for the architect to specify the strong-
est material obtainable, which naturally costs a great deal more
than the lumber used in the ordinary type of a mill-constructed
building.

There is a great question among the architects, among the
speculative builders and among the men who furnish the money,
as to whether it is safer to build mill-constructed buildings or rein-
forced concrete buildings. Personally, I am in favor of mill-con-
structed, strictly. Throughout the United States, in the insurance
world, there is but one instance where a properly constructed mill-
construction has burned down. There are many instances of a con-
crete building crumbling down by a small blaze caused, for in-
stance, by a billboard — I use that for illustration. The rate of insur-
ance on mill construction, properly sprinklered, is 10 cents, as
against $1.70, unsprinklered. In the mill-constructed buildings in-
sured in the mutual companies of Boston we not only get protec-
tion of the building from fire, we get protection from sprinkler
leakage, earthquake and breaks caused by the elements. What I
mean by breaks caused by the elements is, we may have a terrific
wind, and a crack might open on the side of the building. You
are insured against all of that. But, sprinkler leakage, alone ! Just
as an illustration : I had two buildings, two years ago, and there
was somewhat of a miniature cyclone; the roofs were taken off
entirely. One of the owners called me up at my residence Sunday
night and told me to get a contractor on the job immediately, the
next morning, to repair the damage. I said, "What do you want
of a contractor? You are carrying mutual insurance. Don't you
know you are insured?" That man collected $62,000 on a $130,000
loss, on the sprinkler leakage alone. That, gentlemen, to the sales-
man, is a talking point for mill construction. (Applause).

SELLING LUMBER

275

We also have to deal with another type of building which we
call ordinary construction. This type of construction is used in
buildings where there are light loadings, such as apartment build-
ings and residences where only forty pounds per square foot loading
is required, against 100 pounds or more required in mill-constructed
buildings. A great majority of the wood buildings erected are of
the ordinary construction type such as churches, schoolhouses, resi-
dences, farm buildings, etc.

In the ordinary constructed type of building, the roof joists
are, generally speaking, 2 by 12, floor joists 2 by 12, the studding
2 by 4 and 2 by 6, with 1 by 2 furring strips on the walls, and in
general, all the lumber entering into the building must be of a qual-
ity meeting with the requirements of the live floor loading of the
particular building in which it is to be used.

Therefore, you realize, gentlemen, that to intelligently furnish
construction lumber, 'you must of necessity know for what purpose
it is to be used.

There are two classes of lumber that by experience have been
classified as the standard adopted lumber for mill-constructed type
of buildings, namely, yellow pine and Douglas fir.

As you all know, there are variations in botanical species in
yellow pine,, consequently for the girders, posts and joists the
strongest material obtainable should be used, while for the floor
boards, roof boards and partitions the strength quality is not so
essential and here other grades may be used.

The lumber manufacturers can aid very materially in increas-
ing the demand for mill-constructed types of buildings, and thereby
can increase their sales of lumber by such educational campaigns
as they are now conducting, thereby educating the layman and the
architect with reference to quality in various kinds of lumber. In
other words, it is absolutely unreasonable that because you are
manufacturing a certain grade of lumber, you should insist upon
the architect or builder using your one. kind of material throughout
the structure, rather than to allow your competitor to introduce
his material for the parts to which they are better suited, thereby
decreasing the cost of building operation, and creating an incentive
for the money-man to invest his money in buildings rather than
in stocks and bonds.

When you graduate from this school of instruction that you
are now attending, permit me to advise you to visit as many archi-

Constniction
Known as
"Ordinary"

These Things
the Salesman
Should Know

Yellow Pine
and
Douglas Fir

276

SELLING LUMBER

Advised
to Visit
Architects

Don't Try
to Win
Through
"Pull"

Lumber
the One
Nameless
Material

Branding
of Timbers
Should Be
Insisted Upon
by Every
Architect

tects as you possibly can and show them that you have the courage
to butt in and do your part toward improving their methods of
operation, first thoroughly acquainting yourself with their lumber
problems.

Another point that I wish you would take to heart as lumber
manufacturers, and salesmen of lumber, is that with the architect
you will not proceed very far in winning his confidence if you at-
tempt to reach him through a "pull." You may have your first
audience through pull, but I am afraid that you will have a very
long wait before the architect gives you a second invitation to visit
him. If you know your business, and are thoroughly efficient in
your line, you will become so convincing in your argument to the
architect regarding the material you are handling that you will for-
get to criticise your competitor's goods, as you must remember the
architect did not call on you to get your version or personal crit-
icism of the other fellow's goods. What he called you for was
your true and honest opinion of the quality of your own goods.
If you can win his confidence you may rest assured that in his speci-
fications he will place the name of your goods and will not follow it
up by the term "or equal." By "or equal" I mean, an invitation to
every other lumberman to compete on the same building.

Probably you are not aware of the fact that the one material
entering into buildings that has been considered least with regard to
its origin is lumber. Take, for instance, heating, plumbing, electric
goods, stone, brick, etc. Almost invariably the name of the manu-
facturer and the catalog number of the manufacturer are specified
in detail, but when it conies to lumber, wherein the strength of the
building depends, the specification is usually left for the interpreta-
tion of the contractor, who, I may say, is not always regarded as
the best authority.

Right here I want to add something. Two weeks ago I was
called in as a witness on a building that collapsed. The architect
who built this building stated to me that he had absolutely long
leaf yellow pine in the building. I looked in his specifications. It
said, "yellow pine, kiln-dried, or hemlock." The building col-
lapsed. (Applause.)

Agitation was started some time ago in the interest of more
scientific grading! of Southern pine lumber and its identification
by the use of brands, by branding on the material the name of the
manufacturer and the location of the mill where it was manufac-

SELLING LUMBER

277

tured. The branding of timbers is a step in the right direction and
should be insisted upon by every architect.

And I can assure you gentlemen that the architects who are
handling mill-constructed buildings today are introducing long
leaf yellow pine in their specifications. (Applause).

One difficulty that the builder and the architect have had to
contend with in the past is the promise often made by the lumber
salesman that his mill will deliver the necessary material in a speci-
fied time, furnishing to the builder the lower portions of the struc-
ture and then completing his order by supplying the material for
the various floors as the building progresses.

The inability of the lumber manufacturer to keep his promise
often does more than words can tell to decrease the volume of mill
construction and this sliding decrease in mill construction should
be stopped. And you gentlemen are the ones who can stop it by
being honest with the architect and yourselves — by telling him that
you will furnish roof boards first and the first story and basement
columns last, so that he will write his specifications Chinese fashion,
namely, backward.

Leaving all jokes aside, I hope you have come to a realization
of the situation, and that you will soon modify your method of
procedure to meet with the requirements of all concerned in refer-
ence to building construction lumber.

Finally, if we cannot all specialize, I believe that the man with
reasonable ability, who can apply himself to the situation, will win
out in the long run and will have honors conferred upon him as a
successful business man in his chosen line.

Best Finishes for Yellow
Pine for Interior Use

By R. H. Brooks

Manager, Arkansas Soft Pine Bureau

Little Rock, Ark.

A very considerable percentage of you gentlemen cover the
Northern and Eastern territory where all Southern Pine is com-
monly referred to by architects and laymen as "Georgia Pine." You

Empty Prom-
ises of
Prompt
Delivery

The Man
Who Applies
Himself
Will Win

278

SELLING LUMBER

Public

Misconception
of Southern
Pine
Varieties

Shortleaf for

Interior

Trim

are therefore aware that outside of the dealers and wood-working
plants, everyone else who gives any attention to our wood, very
often refers to it also as "Pitch Pine" or "Hard Pine." Few lay-
men understand that there are the species of long and short leaf,
loblolly, etc., and that each of these is a specific wood for specific
purposes. This fact was very forcibly demonstrated during the
exhibits conducted by the Southern Pine Association and Arkansas
Soft Pine Bureau at Cleveland and Dayton, Ohio, last winter,
when out of the combined attendance of nearly 250,000, several
thousand individuals took the opportunity of asking questions of
those who were in charge of the exhibits, which questions proved
the preceding statement. The outstanding opinion proved to be
that nearly everyone regarded all Southern Pine as a hard, resinous
wood, suitable for interior use only in cheap buildings where low
cost takes precedent over artistic effect. The general idea pre-
vailed that no Southern pine could be finished but that it would
appear streaked or show a blotchy color, raised grain, etc., and in-
variably discolor white enamel because of the action of the rosin
on the white lead.

An analysis to determine the cause of this opinion developed
that few dealers ever take pains to advise customers of the dif-
ference between long and short leaf and of the further fact that
the latter is one better suited for interior use. Instead they merely
deliver so much Yellow Pine finish to a given job. It may be long
or short leaf, or both — the contractor installs it in his own way
and the painter comes along and sees nothing but another lot of
"Georgia Pine," which he proceeds to shampoo with shellac as the
first act on his part in this travesty on merchandising.

Going behind the dealer, however, we find the manufacturer's
salesman is also to blame for his own lack of interest or knowledge
or both, and that were he more alert to the proper finishing of
the woods he sells, that the dealer would as a matter of course
absorb a good deal of information from the salesman which trie
former in turn could pass along to his trade.

Most of you know, in a general way, that short leaf makes
a better interior trim than long leaf, because it is less resinous and
therefore easier to work and less likely to split, but do you actually
know why long leaf always looks streaked and blotchy under
stained treatments and why it seldom can be made to look any
other way? It is because first of all the painter must shellac the
raw wood for the purpose of neutralizing the rosin in an effort

SELLINGLUMBER 279

to actually hold it in so that it may not produce a subsequent
chemical action on the applied stain. As a result of this, the pores
of the sap section between the rosin rings are completely filled
with shellac so that the stain itself when applied is thus prevented
from properly uniting with the wood fiber, but must become merely
super-imposed artificial surface. In addition, the rosin of the
summer wood growth actually repels any applied shellac or stain
so that anything like even a color absorption is definitely im-
possible. Yet in spite of this, hundreds of thousands of feet ot
long leaf casing and base are being put into houses with exactly the
results mentioned and the inevitable adverse opinion which the
owner or tenant soon comes to form regarding Yellow Pine finish.
And every one of us knows exactly what happens to white enamel
on long leaf. It turns as yellow as cheese in a few years.

Now short leaf, on the other hand, eliminates the factor of
rosin at the outset. If the stock is properly manufactured from
the sap section of the log, it will contain a negligible amount of
pitch. There is therefore, nothing to require neutralizing with
shellac and the stain or white lead is properly applied directly to
the raw wood. The color is thus permitted to penetrate the fiber
of the wood itself and as the grain is not hard, an even, uniform
absorption takes place, resulting in a pleasing, harmonious appear-
ance. Following the application of the color treatment, shellac and
varnishes are applied and rubbed down for a dull finish or the
varnish may be left in the gloss if desired.

When applying white enamel, the same procedure obtains, that
is, the white lead priming is applied directly to the raw wood,
which permits of a complete engagement of the fiber and pig-
ment, known technically as chemical affinity. Thus an ideal base
for the enamel is established, which, when applied and rubbed to a Yellow Pine
mirror-like smoothness will successfully rival any finish or similar
treatment on any of the more expensive hardwoods heretofore
preferred by architects.

In this connection, it was interesting to note first the in-
credulity and subsequent favorable opinion which many architects
manifested in the white enamel short leaf panels exhibited at
Cleveland. After seeing what really could be done on the wood,
which they were surprised td learn was a Yellow Pine different
in character from Georgia Pine, they were still further impressed
with the fact that it could be purchased at retail in Cleveland ter-

280

SELLING LUMBER

A Varnish
Maker's
Finishing
Specifications

ritory at about $50 per thousand against $80 for poplar usually
specified.

One of the most striking examples which demonstrates the
superiority of short leaf over the more resinous variety is the
application of silver gray effect now so popular in the North
and East. All other colors recommended for pine are in oil stains,
but silver gray is an acid stain and has heretofore been considered
satisfactory only upon hardwoods like oak, ash and chestnut,
which are of the open grain variety.

When applied to long leaf, the color refuses to enter the
rosin section and is only partially absorbed by the sap section.
Short leaf, on the other hand, because of its softer character, while
not taking this stain as evenly as hardwood, does absorb it in a
thoroughgoing manner, leaving just enough of a yellow cast to the
grain to render a pleasing contrast.

There are a large number of reliable wood finishing concerns
in the country and some of their various specifications may differ
slightly, but I wish to read you three that come from one of the
largest and best known varnish makers in the country, and which
were particularly written for short leaf pine.

Dark Mahogany — Sand thoroughly, then one coat of dark
mahogany oil stain, one coat shellac, two coats varnish rubbed to
a dull finish.

• Southern Pine in the Natural — One coat shellac and two coats
varnish rubbed to a dull finish. Never use so-called hard oil treat-
ment for the natural effect. It invariably turns the wood dark
and gives a soiled looking appearance in a comparatively short
time.

White Enamel — Sand perfectly smooth and apply one coat of
white lead. Sand smooth again, then two coats of enamel under-
coating. Sand smooth again and apply two coats of finishing
enamel. This will produce a glazed finish. If egg shell or dull
effect is desired, the last coat should be rubbed, when hard, with
pulverized pumice stone and water.

To apply the stain, apply evenly with a varnish brush. Allow
twenty-four hours to dry. Turpentine added to oil stains gives
a lighter shade. Wiping off an oil stain with a soft cloth about
five minutes after it is applied also produces a lighter shade, and
this is always done with antique, weathered oak and golden oak
stains, also for a lighter shade of forest green.

SELLINGLUMBER 281

Before applying the silver gray acid stain, the wood should
first be sponged with cold water and sand papered when dry. Also
sand paper again when the stain is dry, which is not necessary when
using an oil stain. Add water to make silver gray acid stain
lighter.

To rub varnish to a dull finish use a piece of rubbing felt
about four inches square, dipped alternately in finely pulverized
pumice stone and crude oil or pulverized pumice stone and water.
For a very dull finish use hair cloth or curled hair, crude oil and Methods of
a coarse grade of pumice stone. When oil is used, after the gloss Rubbing
is thoroughly removed, the work should be wiped off with clean, Fmishes
soft cloths or cotton waste. When water is used, the surface
should be washed with water and dried with a chamois skin, then
oiled off with linseed or rubbing oil used sparingly on a soft
cloth or cotton waste. The water rub method is the only one suit-
able for rubbing white enamel.

For a polished finish carry out the water rub method to the
point of oiling off, then rub with rotten stone and oil or rotten
stone and water. Where rotten stone and water is used, finally
apply a little rotten stone to the palm of the hand, bringing up
the high polish by the friction of the hand. After the surface has
been polished, oil off in the same manner as described above for
the water rub finish.

Of prime importance is the matter of thorough sanding. Where
at all possible, all flat surfaced finish, including round edge case and
base should be machine or drum sanded. Hand scraping on the
bench is to be discouraged at all times, as the uneven pressure of
the scraper scuffs the sap section, leaving the grain slightly raised.
The machine, on the other hand, revolving at high speed, takes
the surface down uniformly, while at the same time the heat gen-
erated by the drum likewise gives a polished surface to the wood
itself. When this work is completed at the local planing mill, or
wherever it may be done, the stock should be bundled and wrapped Before use
in paper before delivery to the job in order to prevent soil, dust
and finger marks from reaching it. In other words, it should
be handled carefully with proper regard for its worth and use, and
not thrown down on the wagon bottom or floor to be trod upon
and kicked about until ready to install, as is so often the case.
After such careful handling, it should likewise be cleanly installed,
after which the painter may proceed at once with his work, having

282 SELLING LUMBER

the material in the best and proper condition for a satisfactory
workmanlike job of decorating.

Does it not therefore seem to you, gentlemen, that there are
a great many things which you can now tell your dealer friends
about finishing that many of them do not know, and which would
be of great value to them as merchants as well as to you as sales-
men? Isn't it also true that by taking this information to your
trade and at the same time letting your customers know that you
sell a wood best adapted to finishing, that the dealer will become
so interested in what the stock will do for his customers that your
price will be a secondary consideration?

Advantages of Technical

Training in the Lumber

Business

By S. E. Robinson

Western Lumber Company

Columbus, Ohio

I have been given a few minutes by Mr. Kendall to tell of
the technical training I have received in the lumber business and
to let you men judge whether it is worth the time and money
expended.

As a basis of this talk, I take it that every man here and
in particular the men who control the mills, who established the
chair of lumbering at Yale, and who are responsible for the lum-
ber business in this country, are interested in raising the standard
of that industry. I do not mean this in a theoretical way, but in
a practical way ; that is, to extend the scope of the business, to
get more sales and therefore more profits, and get those sales in a
cleaner, better way.

I did not take this course with the aim of fitting myself to
become a lumber salesman. The course was one designed to turn
out a professional forester, a man to handle timber lands. After
I had taken it circumstances willed that I become identified with
the selling end of the lumber game and my purpose today is to

SELLINGLUMBER 283

relate how the training I received filled in with the work 1 am
now doing.

This course in forestry cost $2,000 and two years' time;
it included three months in the woods at Milford, Pa., fifteen What a
months at New Haven in class, laboratory and field work, fol- Forestry Is
lowed by three months at the Crossett Lumber Company's plant.

The three focusing points of the course were land, trees and
wood ; the primary aim was to equip a man so that he could enter
the United States Forest service as a forest assistant, or technical
aid. The work of the United States Forest Service is to, admin-
ister the United States forests of approximately 100,000,000 acres,
divided into units of about 1,000,000 acres each. The control and
development of 1,000,000 acres of land involves a tremendous
range of work which can be roughly divided as follows:

1st. Administrative — Having to do with management of the
area and the people on it. Just as a big rancher or corporation
head must direct his business.

2d. Technical — Having to do with the investigative and ex-
perimental work which will enable the Forest Service to secure
the greatest possible returns without impairing the capital. In
other words, the training was designed to give a man a broad
survey of the field of activities beginning with propaganda or
high class of advertising, the acquisition of land, planting of trees,
cultivation of the forest to secure certain desired results ; the solu-
tion of business and other questions involved with the handling of
land and people; the harvesting, utilization, extension of markets
and the consumption of timber grown. *

By virtue of this broad training, a man should be able to
take up any one line of work, quickly grasp the conditions he must
meet, develop his judgment and get results with the highest effi-
ciency.

To get down to specific cases, what courses of instruction
have I found to be of direct help in selling lumber?

First, those having to do with wood. We were taught all
the essential facts as to the structure, texture, strength, toughness,
durability, weight and pitch content possessed by each wood of Instruction
any commercial importance growing in the United States. With
that the uses made of wood in this country, the demands of dif-
ferent classes of consumers of wood, and, as a natural consequence,
the purposes for which certain woods were or were not fitted.

284

SELLING LUMBER

Practical Use
of Technical
Knowledge

Secondly, those having to do with trees. These courses involve
the study of every tree species of commercial importance in the
United States ; as to where it grows ; conditions under which it
has grown best for the production of lumber; and the kind of
lumber it produces, as for instance, clear or knotty, strong or
weak, durable or perishable, straight or twisted grain, etc.

Third, those having to do with the maladies to which trees
and wood are subject. For instance, the various kinds of rots;
how they spread; the conditions under which rpts thrive and how
they may be prevented as by the use of certain woods more Im-
mune to these attacks, by proper paints or chemical treatment.
In brief, the preservation of wood from fire, fungi and insects.

Fourth, the very complete course in lumbering. This course
was in two parts, the first being a series of lectures dealing with
every phase of the lumber industry of every section of the United
States, including the logging, manufacturing and selling methods,
the equipment used, and carefully compiled cost for a great number
of representative operations.

The second part of the course in lumbering was a detailed
study of the Crossett Lumber Co/s operation at Crossett, Ark.
Here, under a corps of experts we were given an opportunity to
become fairly familiar with every step of logging, mill and office
work. All departments and records of the company were open to
our inspection and every possible advantage offered us. Among
other things, I spent several days grading under the eye of a com-
pany grader. My work in the Government Forest Service covered
two summers and a winter in the Western Pine and Douglas Fir
regions, including two weeks in the plant of the West Oregon
Lumber Company at Portland.

The very natural question that has probably arisen in your
minds is, "But isn't this course too general to give a lumber sales-
man any particular edge over his competitor?" I want to answer
•that question by relating a few little incidents that have occurred
to me while I have been on the road for the Western Lumber Com-
pany.

Up in Ohio in one town in my territory, there is a dealer
who does a big business in a long leaf dimension. I had never
been able to get a look-in on his business ; I could offer him just
as good lumber as he was getting and at just as attractive prices,
but he could see no reason for changing. One day I called and
found him in his yard trying to sell a customer some sap stained

SELLINGLUMBER 285

dimension. The customer would have nothing to do with the stock,
saying it was a form of rot and that he would not touch it. It
looked as if the dealer was going to lose a sale. Well, I butted
into the conversation ; took a piece of the stock and explained
that the sap stain was caused by a fungus or mould which affected
neither the strength nor durability of the wood, and cited some
Government tests to prove my point. This information I had
gotten during my two years' forestry training. The customer was
convinced and bought the lumber, while the dealer to whom I
had never been able to sell a foot of lumber hustled me into his
office and gave me orders for two good cars. At another small
town in Ohio, I went in to see a dealer in an effort to dispose of
two cars of red heart boards that we had in transit and on which
there was accruing demurrage. I found the dealer to be in the
market for boards but strongly prejudiced against red heart. I
explained that while the defect was caused by rot, yet as soon as
the tree was cut and the wood placed in a protected place, the
rotting process stopped and that the boards were not harmed at
all for certain purposes if the disease had not progressed too far.
I had to go into a good deal of detail explaining this and eventually
he became interested,, so that I was able to prove to him that his
prejudice was unfounded in our case for zve knew our business
well enough to avoid shipping bad red heart. The demurrage
stopped on those two cars that day.

These experiences could be continued, but they cover the
ground. After all, the greatest value I have found in my technical
training lies in using it constantly in an indirect manner. The
man with superior personality or with a superior organization or
product back of him, of course, has the edge on a man lacking
some of these. But, in any case the man who has an intimate
knowledge of what he is selling and why a certain man should
buy it, has a basis for establishing the dealer's confidence in him- Technical
self, his firm and his product. It enables him to lay down cold Training in
facts before the dealer, appeal for business in a logical, forceful
way, to stamp his own personality on the minds and methods of
his customers, and to make himself a fixture in their business.
For the last two months I have averaged three cars a week from
my territory from dealers who have written or phoned the office
giving in their order without recent solicitation. These dealers
are all very particular as to quality, yet I have made them know

286 SELLINGLUMBER

that I appreciate exactly their requirements and they are confident
that the order will be filled on that basis. In other words, the
training has given me more orders, and from a higher class of
trade, than I otherwise could have gotten. I will admit that the
training was expensive, that it took valuable time and that it might
not be practicable for every salesman to take it; but in view of
the fact that the first year I was on the road among four salesmen,
my gross profit per car was the highest, that I had not a single
complaint, claim or rejection, and that every account was a highly
desirable one, it seems apparent that my training had a very real
value.

Efficiency and the Lumber
;,/;, Salesman /^";,-

By R. J. Tolson

Auditor, William Cameron & Company, Inc.
Waco, Texas

You have all heard the oft' repeated saying that "Poets are
born, not made." I am somewhat of a believer in that theory,
but I wish to qualify the statement by saying that even though
a man be "born" a poet he will never be able to show his talent
or genius until he has cultivated the finer qualities of his mind
and soul by education, study and thought.

You have also, no doubt, heard the remark that "Salesmen

are born, not made." To some extent I believe that statement

is also true. There are certain, almost undefinable, inherent quali-

Natural ties of mind which we know as "personality" that a salesman

Talents mUst be born with. If he lacks these inherent qualities he will

Cultivated. ^e seriously handicapped in ever reaching the hundred per cent

mark of efficiency as a traveling salesman. But on the other hand,

even though he be born with this essential quality it will never

be of any value to him unless it is cultivated and developed by

experience, education, work, thought and study.

This enviable and most essential quality for a traveling sales-
man can be forcibly illustrated by comparing it with musical talent
or genius, for I believe that musicians, like poets and traveling

SELLINGLUMBER 287

salesmen, are also "born, not made," unless a person is born with
some inherent talent, ear or love for music all the training and
practice of a lifetime will not make a musician out of him. He
might eventually learn the theory and technique of music, but he
would never develop that power of inspiration and expression to
touch the hearts and souls of men like the musician who is "born"
can do. But if he possesses an inherited love or ear for music his
talent may be quickly developed by practice, cultivation and edu-
cation.

You have all seen the "unmusical salesman," the man with-
out the talent, whose voice was mechanical and without expres-
sion, who tired you to listen to, like the electric piano player; you Some
have heard his arguments, his presentation or rendition of his
subject, technical, listless, lacking in inspiration, void of enthu- Born.
siasm, and you have seen him fail — fail to reach or hold the atten-
tion of his customer, fail to obtain the business! This salesman
was not well born.

You have also seen the "musical salesman," the man with
the "voice with a smile," magnetic in his personality, whose en-
trance into the place of business of his customer is greeted with
the applause of welcome. You have seen his "approach" to the
center ; easy, graceful, confident. You have heard him render or
present his subject, gently, softly at first, then with fine expres-
sion, modulated to the theme, his voice commanding rapt atten-
tion as he reaches the strong, full-voiced, well-rounded climax of
'inspiration, which brought forth showers of applause in orders
from his admiring patrons. You have seen also, the hearty "en-
core," the "call back" which his patrons bestowed upon him;
and you have seen them wait for him, they look forward to his
coming because talent is always sought after and will command
a "full house," be it with musicians or be it with traveling sales-
men. A salesman like this is well born — or to use the common
expression "He's a natural born traveling salesman." Heretofore
it has been an entirely too easy a matter to be born a traveling
salesman. To be well born requires time. All things with life,
both animal and vegetable, require a proper time for the germ
or seed to evolve into the living organism, and it is very neces-
sary that the proper or most favorable conditions shall exist for
this seed or germ to develop to a perfect specimen of its species,
otherwise it will die before being born, or being born, will be a
weakling.

288 SELLINGLUMBER

All seeds of the vegetable kingdom require from a few days
to a year's time to burst forth into life. The same is true of
the animal kingdom, and I have heard it said that it requires al-
most a year for an ordinary man to be born.

Man is the slowest being in the world to develop into full
maturity. You can tell something about your dog within a few
months after it is born. You may accurately judge the point of
merit of your horse in a couple of years, but it requires at least
twenty-five years or more to determine with any degree of ac-
curacy what kind of a man a man is, and you've got to be an ex-
pert in judging human character to do that. But, regardless of
these facts — I have actually known traveling salesmen to be "born
over night." I have known men to lose their jobs on a farm, or
railroad, or some other place one day, and for the idea that they
would like a traveling job to take root in their fertile brains the
next day, and on the third day they would burst forth as a full
fledged "Knight of the Grip," equipped with hand satchel, order
book, cigars, brass and everything except experience and knowl-
edge of the business. These fellows who are "born one night"
seldom succeed in anything except in causing grief to the firm
they represent; but they are fast passing away, and the time has
now come when prudent business concerns will require "natural
born salesmen" to prove their "birthrights" and show up their
"pedigrees."

The genealogy of a well born traveling salesman should dis-
close a long list of noble ancestors. He should be born of Labor
and Health, and should be lineally descended from Intelligence,
Knowledge, Honesty, Courtesy, Neatness, Confidence, Loyalty, En-
thusiasm, Self-Control, Economy, Industry, Co-Operation, Tact,
Judgment and many other time-honored sires, and should possess by
inheritance all the virtues of his forefathers ; therefore, if you can
conscientiously claim relationship with each of these, you are
"born to the purple," and you may be justly proud of the honor
of being a traveling lumber salesman. If you cannot claim kin
with these honored sires you had best be "born again" into some
other vocation, so you can start life anew in some more fruitful
field.

So much for being well born, and I assume that all of you
are well born. Such being the case, your schooling and training
should next be considered. I am informed that you are assem-
bled for that purpose.

SELLING LUMBER ^289

When a child enters school he is examined to determine
his mental efficiency or deficiency and is graded according to the
degree of intelligence and knowledge he possesses, and he is given
a card which discloses his percentage of efficiency in his various Good Sales-
studies. The main difference between this "school of salesman- men Should
ship" and the ordinary school is that we have only two subjects Lumbermen
for study, viz: "Yellow Pine Lumber" and "Salesmanship." But
to master these two great subjects we will have to acquire a vast
amount of collateral and specific knowledge, as well as many of
the personal and business virtues which contribute to success. To
be a first class lumber salesman you should also be a first class
lumberman.

To be a first class lumberman is to be a broad guaged man
who is closely identified with the progress and development of his
community or state. The lumber business, in fact, can almost be
said to be the pulse- of commercial industry, as it indicates the
ebb and flow of prosperity and depression quicker than any other
mercantile or manufacturing pursuit.

A thoroughly first class lumberman knows the lumber busi-
ness from A to Z. He knows the history of his product in its
natural state, the method of manufacture, the various classifica-
tions, grades, brands, etc., and should know the various purposes ' „„.
for which certain kinds or grades are best suited. He should also Class
know the commercial game in all its relations to competition,
finance, credits, investment, supply and demand and the general
conditions which effect the prosperity of the country and busi-
ness and he should have judgment, intelligence and industry in
order to know how to play the game to win.

But it has not always been thus; as the centenarian would
say, "Times has changed." The good old days of our forefath-
ers when a retail lumberman could sit in a chair at the front of
his office and get all the business he wanted, or the business of
a sawmill wras limited only by the capacity or its output have
passed into sweet memories. In those days a "board was a board."
Nos. 3 and 4 went to the slab pit and No. 2 was in disfavor. The
present day standard specifications would then have been looked
upon as the height of ridiculousness, and to have spoken to anyone
about "density rules," "structural strength" and other modern classi-
fications would have sounded like Greek to the old time lumber-
man.

290 SELLING LUMBER

Likewise, the traveling "lumber drummer" of those palmy
days was a genial, easy going gentleman whose chief claim to
efficiency was his ability to write the orders down, tell funny
stories and dispense cigars to his admiring customers. He was
an "order taker," nothing more was necessary. "Salesmen," ac-
cording to our present standards were then unknown.

To be a thoroughly first class lumber salesman of the pres-
ent day requires, first, that he should be a lumberman, and by
that I mean he should possess practically all the knowledge of
the lumber manufacturer and the lumber dealer; and secondly,
The "Order ^e snou^ possess certain fine qualities of intelligence and per-
Taker" Has sonality which are not strictly essential to the manufacture but
Salesmana which are used by the retailer under modified or different condi-
tions. These qualities of intelligence and personality I will dis-
cuss later, in one division of the twenty-three essentials of a thor-
oughly efficient lumber salesman.

If all that I have this far said be true, you can readily see
that there has been a marked change, a tremendous evolution in
the lumber business during the past few years, and with this change
the lumber peddler or drummer has evolved from an "order taker"
to a salesman; and you will also note that it involves much more
"labor" and; knowledge of lumber eugenics to be "born" a lum-
ber salesman in these days of scientific advancement than it did
when a salesman could be "conceived" with an idea and be "born"
in one night.

The causes which have led to this tremendous evolution, or, I
should perhaps say, revolution in the lumber business, are too com-
plex to discuss within the limit of this address, suffice to say what-
ever the causes have been they were drastic and far-reaching and
resulted in very serious financial losses to all lumber concerns
which were unprepared. The result is, however, we are now fac-
ing entirely new conditions, new problems confront us both in
the manufacture and sale of our product; the margins of profit
have been reduced, the costs of manufacture increased, vigorous
and aggressive competition has developed not only among lumber-
men, but between lumbermen and the producers of many substi-
tute lines of material, all of which has necessitated a complete
change from the old time tactics of doing business and the adop-
tion of new, scientific and modern methods of meeting these ex-
traordinary conditions with which we are confronted.

SELLING LUMBER

291

These changes necessitated the most rigid analysis of the
lumber industry which brought out the fact that yellow pine lum-
bermen were confronted with the heretofore almost unbelievable
fact that competitive lines of building materials were making large
inroads into the domain of yellow pine which threatened the very
life of our business. These facts thoroughly impregnated the
minds of the lumbermen of the country, and then it was that effi-
ciency was born into the lumber industry.

I am sure that you have heard of efficiency, that giant child,
that prodigy of the modern business world. Some of you, no
doubt, have seen it ; others among you have perhaps played with
it ; some of you, I expect, have even nursed it, and some few of
you, no doubt, claim it as your own.

Efficiency in the lumber business is still in its infancy, but
it is growing stronger day by day, and henceforth, to all progres-
sive lumbermen, efficiency be the mascot of success.

With the advent of efficiency "the old order changeth" with
both methods and men. Old ideas have given place to new, and
business is conducted on a higher plane of intelligence than ever
before. This fact has created a demand for "brains and ideas"
which m the lumber business was considered almost unnecessary
until recent years. The market price of intelligence has thus
been increasing steadily. There is an ever increasing demand
for "specialized knowledge," and specialized knowledge or intelli-
gence is nothing more or less than an element of efficiency. This
is not only true with every line of industry, but it is especially true
with the lumber business, and realizing the fact, we have assem-
bled here on the occasion to determine the best methods of meet-
ing these changed conditions and to measure the amount and qual-
ity of our efficiency as lumber salesmen. This brings us to the
point.

WHAT PER CENT ARE YOU EFFICIENT AS LUMBER
SALESMEN?

Right here let me say that perfect efficiency does not require
you to possess all the knowledge of the world, but to be 100 per
cent efficient as a lumber salesman does require you to know every-
thing there is to be known pertaining to the lumber industry, and
to also possess a number of personal qualifications which are es-
sential to enable you to obtain the best result from the use of
your fund of knowledge. Efficiency, therefore, is a complex qual-
ity of mind. It is a blending of knowledge of some specific voca-

Competition
of Substitutes
Forced a
Change.

The Infant
"Efficiency"

Appears.

The Meaning
of Perfect
Efficiency.

292 SELLING LUMBER

tion or line of business with wisdom or trained intelligence. A
man may have all the knowledge of the world and not know how
to use it unless he also has wisdom, as, for instance, a man may
have all the wealth in the world and unless he has wisdom or in-
telligence he would not know how to use it or get the best result
therefrom. Wisdom or intelligence, therefore, is the executive
function or element of efficiency, which directs or teaches you how
to best use your fund of knowledge. You must therefore have
a large fund of knowledge of the business which you follow, as
well as wisdom or intelligence, in order to be perfectly efficient.
You must also have health, and you must have energy or indus-
try. There are really four cardinal sub-divisions of the elements
of efficiency, which can be briefly enumerated as ''Health," "Knowl-
edge," "Wisdom" and "Energy." Each of these elements of effi-
ciency may be further sub-divided by various essentials under
these respective sub-divisions except health. Health is the prime
essential, a class in itself, necessary to all.

Furthermore, perfect efficiency does not mean that you should
be a graduate of Yale or Harvard. It does not mean that you
should have the technical knowledge of an Edison or a Wright,
neither does it mean that you should be a Napoleon or Lincoln
or Shakespeare. These men were all no doubt very efficient in
their respective vocations, but none of them were absolutely 100
per cent efficient in everything. Had Napoleon been 100 per cent
efficient as a general or emperor he would have never been de-
feated at Waterloo, and had Edison or Wright been 100 per cent
efficient in their respective vocations they would not have left any-
thing undiscovered in the electrical or aerial sciences.

If only one man out of each profession or vocation in the
world was 100 per cent efficient and would give the world the
No Man 100 benefit of his discoveries, his work and accomplishments, the mil-
Efficient in lenium would then be here, for all good would have been discov-
All Things. erec| an(j foe world could progress no longer.

Therefore, it is safe to say no man has ever yei been 100
per cent efficient, and I doubt very much if any man will ever be
until the end of time. And for us poor devils who are toiling,
striving onward, upward to be efficient, there may be some com-
fort in the thought if we never reach the 100 per cent mark, we
can feel sure that no one else has ever reached that goal before us.
With the foregoing thoughts for your consideration, let us
now proceed to the task of determining the various essential quali-

SELLING LUMBER 293

fications for a 100 per cent efficient lumber salesman, and after
we have enumerated these essentials, let us then grade ourselves
according to the measure of our merit and see whether or not
we are worthy of the name.

In my humble judgment there are at least twenty-three essen-
tial qualifications which go to make up a first class "A Grade"
lumber salesman. To be 100 per cent perfect you must be abso-
lutely free from all defects known in the "standard specification"
for the grading of a perfect lumber salesman. If you have got
any rotten knots, blue sap stains, pitch streaks, coarse grain, soft
pitch, wane or rotten red heart in your character you will never
be put in the 100 per cent "A Grade." Furthermore, you must
be thoroughly kiln-dried with experience to make a good "finish"
article.

According to my judgment the standard specification for an
efficient lumber salesman are printed on the larger placard or
hanger which you see hanging here on the stage. You will also
find these specifications, or essentials as I will call them, printed
in the small grading cards which have been distrbuted among you,
and while I enumerate them, it might be interesting to you to follow
the various subjects and grade yourself on the card by taking
credit for your estimated percentage of efficiency in each essen-
tial, as I read them. Of course, I want it understood beforehand
that I am not going to be the "official grader." You must grade
yourselves, as I don't want to be held responsible for "Kicks''
or "Claims" for "Undergrade," "Mismatched," "Short Length,"
"Blue Sap," "Rotten" or "Faulty Manufacture," but there is one
rule I must ask that you follow in grading yourself, and that rule is
the "Rule of Honesty," for you cannot hope or expect to know
your "defects" as a lumber salesman unless you are strictly hon-
est with yourself.

I will now take up the essentials in the order in which they
are printed on the chart. After making a brief analysis of each
essential you may then record the percentage of efficiency you are
entitled to opposite each in the percentage column, after which
add your various percentage and divide the total by 23. The an-
swer will be your percentage of efficiency as a lumber salesman.

i. Health.

The first on -the list is health. If your health is perfect you
are entitled to 100 per cent in the percentage column opposite

294

SELLING LUMBER

The

Importance
of Good
Health

The Motive
Power That
Moves Us

Wlhat Do
You Know
of the Wood,
Yellow Pine?

How About
Competitive
Woods?

"Health." I do not know of any vocation in which health is so
vitally essential as that of the traveling salesman. Unless you are
feeling good you are working under a most serious handicap.
Good health is essential to a cheerful disposition, it is a stimu-
lus to enthusiasm, it is the fountain, source of energy and indus-
try, and you all know how important these things are to a travel-
ing salesman. Beside this, no man can have the best use of his
mental faculties unless he has good health. Unless you have good
health you are sure to have a "grouch," business will be "on the
bum," and you will likely blame your customers, your goods or
your house for losing the business, instead of blaming yourself.

Is your, health 100 per cent perfect?

2. Energy or Industry.

Energy or industry is the antithesis of laziness, it is the mo-
tive power which keeps us moving.

It is the faculty which makes us forget time and distance and
fatigue and .sleep. It is the power which runs the machinery of
our brain and converts our ideas or raw material into the finished
products, or results. Industry is ambitious, is never satisfied,
it works overtime and is the tutor of Genius. What is your per-
centage in energy and industry?

j. Knowledge of Yellow Pine as a Wood.
Do you know the various kinds of yellow pine, and where
they grow, and the difference in quality, density, strength, weight
and specific values of each? Do you know the difference between
long and short leaf, loblolly, old field, coarse and smooth grain
and the various other distinctions in the wood and the causes of
such differences? Do you know the merits, usages and limita-
tions of Yellow Pine as a wood, and know wherein that certain
classes of the woods are suitable for certain purposes and for other
purposes they are totally unfit? Do you know the probable visible
world's supply of Yellow Pine, and where it is located? What
percentage of knowledge do you possess on these questions?

4. Knowledge of Other Competitive Woods.
What do you know about other woods which come actively
in competition with Yellow Pine? Do you know the merits and
limitations of these other woods as 'compared with Yellow Pine?
Do you know what these other woods are, where they grow, what
they are best suited for, and what they are worth on the market

SELLINGLUMBER 295

in your territory? In other words, what do you know about
cypress, fir, spruce, red cedar and white pine? And do you know
anything about those hardwoods which are coming into competi-
tion with Yellow Pine, such as birch, maple, poplar, oak and gum?
What per cent are you efficient in your knowledge of the merit
and limitations of these woods?

5. Knowledge of Other Building Materials.
Do you know what are the principal kinds of material which
are in active competition with Yellow Pine for building purposes?
And do you know the merits and limitations of these materials
as compared with Yellow Pine ? Do you know anything about the
structural strength of iron and steel and wherein this product is Do You
better or inferior to Yellow Pine? And do you know the differ- Know the
ence in costs when used for certain purposes? Do you know any- ValueTand
thing about cement, and brick, and stone, and tile, and plaster, Cost of
and wall coverings, prepared or patent roofings, and other ma-
terials which are used as substitutes or as curtailments of the use
of Yellow Pine? Do you know the price of these articles in your
territory, their value and limitations as competitive products ? What
is the percentage of your knowledge on this subject?

6. Knowledge of the Methods and Cost of Manufacture.

Do you know how lumber is manufactured? Do you know
the evolution of the log from the time it leaves the forest until
it reaches the finished product ready for shipment? Do you know
how many separate operations are required to convert a log into
boards or dimension or finish? Have you any idea of the cost
of each separate operation, and why it costs more to manufac-
ture one kind or dimension of lumber than another, and how the
cost is distributed to the several grades? Do you know why one what Do
length is worth more or less than another length of the same You Know
dimension ? Do you know anything about the percentage of grades Manufacture
which an average bunch of logs will develop in manufacture, and of Lumber?
the basis or rule by which the cost of one kind of Yellow Pine
lumber is placed at a higher price than another? Do you know
anything, about special cuttings in the manufacture of lumber,
why it costs more to fill an order for special cuttings and how to
figure that additional cost? Do you know the several com-
ponent parts of the cost of Yellow Pine lumber, the stumpage,
the logging, the hauling, the sawmill, the trucking, stacking, dry-
ing, planer and loading, as well as the overhead or fixed cost which

296 SELLING LUMBER

are all a part of its value? If you know all these things you are
entitled to 100 per cent on manufacture, if not you will grade
yourself according to your knowledge.

7. Knowledge of Grading Rules.

Have you ever sold a bill of lumber and sometime later, when
you called on your customer, he would tell you that was the "bum-
mest lot of stuff he ever saw," and that it was not near up to grade,
and that he wanted you to step out and see it andtpass on the
grades? I am sure you have. Were you then prepared to show
him that he was absolutely wrong, and to point out the fact that
it was in reality above grade instead of under grade? Could you
quote the grading rules to him from memory and show him by the
inspection of each stick or board that it was up to grade and that
your firm or mill did not rob him? In fact, do you actually know
YoiTiri a^ a^out knots, their size, form and quality and how many differ-
Arguments ent kinds there are? Do you know all about pitch, and sap, and
Grades? wane> and stains, and checks, splits, grains, etc., and how many
of each of these defects are allowable in each grade and kind
of Yellow Pine lumber according to the length of the piece? If
you can tell each of these things you are entitled to 100 per cent,
and should get a special prize for efficiency besides. In grading
yourself on the grading rule you must grade yourself by the rules
and not by appearances of the lumber. You can probably make
a correct guess as to the proper grade of a piece of lumber by
appearances, but we cannot always tell the grade of efficiency
of a lumberman by appearances. What per cent are you effi-
cient in the knowledge of grades?

8. Market Conditions, Prices, Etc.

The lumber salesman should not only know the prices of
every item on his list of standard cutting at the mills ready for
shipment, but he should be able to quote promptly, without referring
to his price guide and figuring several minutes, the prices of any
kind of Yellow Pine lumber that his mill or firm will manufacture.
Efficiency As before stated, he should be as familiar with the price or cost
in Price of special cuttings as he is with ordinary stock stuff. He should
yu< ng ajsQ keep .^ c|QSe touch with the capacity of his mills for certain
kinds of cuttings and grades and shipments, and should know at
all times the quantities of each kind of stock on hand, by a close
study of the stock sheets, in order that he may be able to co-oper-
ate with the sales manager or mill in moving surplus stock or in

SELLING LUMBER

297

pushing those items which are most profitable as well as to avoid
the mistake of overselling or promising shipment on something
which cannot be gotten out in a reasonable time. The traveling
salesman should also be a student of the lumber market in its
broadest sense. He should be thoroughly familiar with every con-
dition which has affected or which might affect the market, and
he should be prepared to answer any question correctly and in-
telligently as to the cause of any market fluctuation in the price
of lumber. He should be able to perceive the economic relation-
ship between prosperity and the lumber business, and to be able
to discern the cause of the prosperity and its stability. He should
also be able to forecast the probable eras of business depression
so that he may protect his firm from the evils of overselling to"
financially weik concerns. Are you efficient in these things, if
so, what per cent?

p. Traffic, Rate and Transportation.

The lumber salesman should be somewhat of a traffic man.
He should be perfectly familiar with the cost of delivery of any
kind of lumber to any given point in his territory. To do this he
must know the freight rate and the weight of each class of Yel-
low Pine lumber. He should know the approximate number of
feet required to make up a minimum or maximum car of any one
kind of lumber, and the same if in mixed cars. He should also
be familiar with the best routing from his mill to the customer
and be prepared to answer any reasonable question his customer
might ask, relative to weight, rate, transportation, routing, etc.,
etc. In these things what per cent are you efficient ?

10. Retail Merchandising.

I believe, as a rule, lumber salesmen fail to appreciate the
immense value of a knowledge of the retail lumber business, but
in my judgment such knowledge is inestimable. The more you
can find out, learn or know about the retail end of the lumber
game the better you will be prepared to play your cards to win.

If you sell direct to the retail dealer and can show or demon-
strate to him that you are familiar with the demands or require-
ments of the trade, that you know about what would constitute
a fair stock or assortment of the various kinds and grades of ma-
terial, the purposes for which they are used and the general meth-
ods of conducting a retail lumber yard, the closer will be your
relationship with him. Under these circumstances your customer

The Salesman
as a Traffic
Expert

How Do
You Rank
as a
Retailer?

298 SELLINGLUMBER

will have more respect for your business knowledge, and then it
will be easier to obtain his confidence.

If you are familiar with the demands of the local trade and
know the usages for which the several kinds of lumber are in-
tended, you can frequently be of considerable assistance to a retail
lumberman in making up his order, and once you are called upon
by him to assist him in that, or in any capacity, you have cemented
his friendship and have created what we call non-competitive busi-
ness.

If you show a knowledge and familiarity with the retail end
of the business your customer (provided he is the retail dealer)
will frequently call on you to assist him in landing a job in his
town or community, which means more business for you as well as
his yard.

In addition to having a general knowledge of the retail lum-
ber business in your territory you should have a specific knowl-
edge of how each of your customers conducts his particular, or
individual, business. Of course you must use tact and use your
eyes and ears to get this knowledge and information; if you are
a good business man as well as a good salesman you might some-
times prefer not to sell this particular customer, as loose meth-
ods of conducting a retail lumber business are examples of in-
efficiency, and inefficiency is the forerunner of loss and failure.

Therefore, what do you know about retail lumber merchan-
dising? You may grade yourself accordingly.

ii. Courtesy.

Courtesy is perhaps the finest accomplishment of a human
being. It is the badge of refinement; it signifies consideration
for others; it bespeaks unselfishness; it creates good will; it
Importance ma^es friends; it makes business; it makes money; it costs noth-
of Courtesy ing, but produces more profit than all the side lines in the world.
It is a tremendous factor for success in every business, and it
is one of the chief essentials of a lumber salesman.
Are you courteous? If so, what per cent?

12. Truthfulness and Honesty.

The day has passed when a man, firm or corporation could
be dishonest with his trade or customers and still succeed. That
"honesty is the best policy" in business was never more truth-
ful than today.

SELLING LUMBER

299

One of the biggest assets of success for any traveling sales-
man to possess is the confidence of his customers, and there is
no surer or better way to obtain the confidence than by being
absolutely honest and truthful in your dealings with your cus-
tomer. By being honest with him is to nqver misrepresent or
tell him an untruth, even though you miss the opportunity of
selling a bill, and to never take advantage of his ignorance or
inexperience. If he asks you if you can ship a car of a certain
kind of material at once, and you know it is impossible, the thing
to do is to tell him so. In other words, a traveling salesman
is jeopardizing his business by making any kind of misrepresenta-
tion or telling any kind of untruth to get business. As sure as
you do your customer will find it out, and you have lost his con-
fidence and his trade.

In addition to being honest with your customers or trade,
are you honest with your firm? Are you honest in giving your
firm the full time for which you are paid? Are you honest in
your expense accounts? Are you honest or truthful in your
statements? If you are not honest in all these things, it will not
be long before there will be a lumber salesman out of a job.

Are you honest and truthful to your trade and your firm?
If so, how honest? You may record your per cent according to
the dictates of your conscience.

jj. Self-Control.

"Self-control" is the brake which our Creator has attached to
our mental machinery and is intended for us to apply or use when
we find ourselves in danger of slipping down the hill or over
the precipice into the chasms of error. Self-control is a product
of civilization, savages have none. Self-control is a fire escape
which keeps us from being consumed by our passions. It is the
safety valve which keeps our feelings from bursting into anger
or fury. Self-control is the stern guardian of our desires and
warns us against our follies, and is the vigilant watchman who
warns us always of the approaching danger with the oft repeated
words— Think! Stop! Look! Listen!

Self-control is a power which not only enables us to con-
trol ourselves, but others ; without it we would be weak ; with
self-control we are strong, and being strong we will be sure to
win.

Are You
100 Per Cent
Honest?

Self-Control
a Factor of
Efficiency

300 SELLINGLUMBER

Self-control is, therefore, an important factor in business,
an essential element of personal efficiency and a promoter 'of
power and success.

What per cent will you grade in self-control ?

14. Confidence in Self and Your Goods.
"Faint heart never won fair lady," is a saying that can be
Be Confi- aPPned to business. If you have a faint heart, a timid hesita-
dent, But tion, a lack of confidence in yourself or the product which you
Not Vain §ej^ vou wjjj never woo or win the favors of the fair goddess
called Success. In order to win, you must absolutely conquer
fear.

To be a successful lumber salesman you must enthusias-
tically believe in yourself and in the lumber you sell. By believ-
ing in yourself, I do not mean that you should be egotistical or
vain. Egotism and vanity are the virtues of fools. That "confi-
dence in self" which the true traveling salesman should have is
that confidence which is born of ability.

Lack of confidence is an acknowledgement of weakness ; weak-
ness has no place in the make-up of efficiency. You must be-
lieve in yourself and your goods, and what you believe will be!
Have you confidence in yourself, and in the product you sell?
If so, what per cent?

15. Loyalty.

Loyalty is a superb blending of appreciation and faith and
patriotism, is on*, \i the noblest attributes of man. Loyalty
Are You js the tie which binu^ friend to friend, man to man. It is that

Your Firm? quality which soothes ue pain of sacrifice, which make it easy
to forgive, which closes our vision to the faults of those who
have befriended us.

Loyalty to your firm is like patriotism to your country —
without it you are a traitor. It is that quality which arouses you
to arms in defense of your country, and likewise would cause
you to resent an insinuation against the character of your firm
as an insinuation against yourself. Loyalty is that characteris-
tic which makes you a part of your firm, therefore, it is a splen-
did essential in business efficiency. Are you loyal? If so, what
per cent?

16. Personal Neatness.

A man's personal appearance in any line of business may
often be the direct cause of his success or failure at the critical

SELLING LUMBER

301

moment. The world judges very largely by appearances, and first
appearances are most lasting. Therefore traveling salesmen should
look well to their personal appearance by being neat in body and
in dress.

A well kept, systematic, clean, orderly and attractive store
or establishment of any kind suggests thrift, and on the same line
of suggestion a well groomed, well dressed man creates the idea
of thrift, prosperity and success, and "Nothing succeeds like
success."

On the other hand a man who is slovenly in his general ap-
pearance, with unshaven face, unshined shoes, soiled collar and
cuffs, suggests laziness, and laziness creates contempt, or disre-
spect.

Customers very frequently form their ideas of a wholesale
concern from the appearance, actions and characteristics of their
traveling representatives. Therefore, create a good impression.
Be a credit to your firm and let your personal appearance be such
as to suggest thrift, industry, prosperity and success, and it will
make you more successful, therefore more efficient.

What per cent are you entitled to in neatness?
//. Tact and Judgment.

Tact and judgment are almost synonymous terms which de-
note two of the most important mental faculties which a business
man should possess.

Judgment is the judge enthroned in the court of our reason,
before whom we submit all questions of doubt and expediency.
Judgment never errs in his decision, yet, judgment never gives
advice unless asked, because judgment is cautious and discreet

Tact is an attorney in the court of our reason; shrewd, art-
ful, keen, to whom we refer our delicate and intricate problems
for adjustment. But tact never fights a case in court. He arbi-
trates, and yet he always wins or gains the point desired. Tact
never blunders, seldom fails, is popular and has no enemies.

Without judgment and tact you cannot be efficient. What
is your percentage in judgment and tact?

18. Personality, Address, Approach.

We now come to that element of efficiency which we can
see in others, but we cannot describe. That intangible something
which commands attention. That magnetic influence which makes
you look and look again, and listen, and listen again. I do not

The Value
of Personal
Neatness.

Tact and
Judgme'nt

The Right
Kind of
"Personality/

302 SELLING LUMBER

know whether the quality is physical or mental or both, but what-
ever it is, it is called "personality."

There are various kinds of personality, but all are distinctive
in character or temperament. The kind that I am speaking about
is the one I have just outlined, the kind that commands imme-
diate attention when you walk into a man's place of business,
the kind that makes your customer greet you first, the kind that
makes your customers feel that he would like to know you bet-
ter and more intimately, the kind that makes your customer glad
when you call and sorry when you leave, the kind that makes
your customers save their orders for you, the kind that creates en-
thusiasm, good cheer, smiles, and makes a man forget his trou-
bles. This is the personality that wins. This is the personality
which counts 100 per cent in efficiency.

What per cent have you?

/p. Initiative and Originality.

The man who waits to be told to do everything, who works

by the rule and clock, who never does more or less than the rou-

tine duties prescribed for him, will never rise above his present

position. Few men are ever paid for anything more than what

they earn, therefore, the man who is not increasing his earning

capacity is seldom increasing his earnings. To increase your earn-

.. . . „ ings is to develop your capacity for work and make the work

Means bring results. This requires initiative and sometimes originality.

Developing j^e most successful men in business are generally the ones who
created their own positions, that is, they developed the jobs they
had from comparatively insignificant to executive positions. The
man who cannot improve his job, create new responsibilities,
broaden its scope, increase its results and improve its efficiency is
not the man modern business men tie to. Business men of today
are on the alert for men with ideas, men with the initiative, men
with originality, men who can develop the positions which they
hold to the maximum of efficiency.

This is especially true with reference to traveling salesmen.
Sales managers want salesmen with initiative and originality. With-
out it you will never progress. Have you got it? If so, what per
cent?

20. Economy and Profits.

By "economy," as it relates to a traveling salesman, I mean
the ability to sell at the minimum costs.

SELLING LUMBER

303

Some salesmen have enormous sales, but the cost of selling
is so great that it offsets the profits. Other salesmen may only
sell one-half the quantity in a given length of time and yet the
net profit on their sales may be greater than the man who holds
the record for volume. Volume is a fine thing under certain
conditions, which I will enumerate, but it is all wrong unless it is
accompanied by profit.

Profits, as made in the wholesale lumber business, may be
created in two ways. First, by the margin or difference between
the cost of the lumber delivered at destination and the price at
which it was sold. From the profit, which is termed the "gross
profit," the cost of selling the lumber must be deducted, which
leaves the net profit. If the gross profit on a car is only $20
and it costs $8 per car to sell it, your net profit on that car of
lumber is $12. Therefore, if you have a fixed market price at
which you must sell your product there is only one other way
you can increase the profit, and that is by decreasing your expenses
or by increasing your sales without increasing the expenses. Thus,
if you sell sixty cars this month and your expenses are $200 for
the month, it has cost $3.33 per car to sell. But if you can sell
120 cars this month without increasing your expense account, the
cost of selling is only $1.67 per car. But, if you double your sales
from 60 to 120 cars per month and double your expenses also
from $200 to $400, your cost to sell per car is exactly the same
on 60 cars as it was on 120 cars.

Therefore the efficient traveling salesman watches his ex-
pense account, he keeps in close touch with his record of cost to
sell ; he strives from month to month to increase his profit, to
reduce his expenses, and to decrease his cost to sell per car. Are
you efficient in this respect? If so, to what extent?

21. Knowledge of Human Nature, Psychology.

One of the most superb mental qualifications for a traveling
salesman to possess is the ability to quickly judge human nature.

The faculty is, to a larger extent, intuitive; or I might bet-
ter express it by saying that the ability to judge human nature
is a species of psychological instinct.

This is the faculty which will tell you almost what your cus-
tomer is thinking about when you are trying to convince him
that he should give you the order, and it enables you to antici-
pate his objections or questions before he has uttered them. This

Economical
Selling Means
Increased
Profits

The Faculty
of Judging
Human
Nature.

304 SELLINGLUMBER

faculty is also the power to determine the truth of any statement
which might be made by your doubtful customer; it tells you of
your customer's peculiarities and thus enables you to be on your
guard and not offend. It enables you to recognize honesty and
dishonesty, and to determine the good from the evil in human na-
ture. Psychological power or instinct is a mental detective, a sort
of "Old Sleuth" of our brains which finds out and tells us things
about others in strange, mysterious ways. It, like all detectives,
works secretly, and were it not for the information it sometimes
gives us about others we would make serious mistakes.

The power to judge human nature can be developed and cul-
tivated by being observant, and watchful of all those with whom
we come in contact and it is exceedingly valuable in business, and
especially in the art of salesmanship.

Do you possess these qualities of mind? If so, what per cent?
22. Co-operation.

By co-operation I mean team work, team work with your sales
Co-Operation . , .„ . , J

Means manager, team work with your mill, team work with your cus--

Team-Work. tomers.

It is by "team work" that we are enabled to cover distance,
to accomplish gigantic tasks, pull the heaviest loads, and by "team
work" we can always make better progress up the rugged, rocky,
narrow road of success.

By team work — co-operation — the burden of the "pull for
business" is more evenly distributed, our tasks are lightened and
we finish the day's work with greater distances and greater re-
sults, and with less fatigue than if each pulled for himself, in as
many ways as there were men.

The value of team work, co-operation, in business is enor-
mous, and when practiced by traveling salesmen in conjunction
with all those who are associated with him. is a part of efficiency.

Do you practice team work? Do you co-operate? If so,
what per cent?

23. Wisdom.

We now come to the last of the list of essentials for a travel-
Finally, Are mg salesman, and probably the greatest.

Salesman? This essential qualification is wisdom. "Wisdom" might by

some be confused with knowledge or with judgment, but wisdom
is different.

Knowledge is that technical or specific information you ac-
quire by study or work about a certain thing, trade or profession.

SELLINGLUMBER 305

Judgment is the ability to decide correctly between two or
more paths which lead in different directions, or the ability to
determine the right from wrong, the good from the bad. Judg-
ment, as before stated, is the judge which presides in the tribunal
of our minds.

Wisdom is still greater; wisdom is the guardian of all our
mental faculties and is the tutor of knowledge. Were it not for
Wisdom, all the knowledge you possess would be valueless. Knowl-
edge is something acquired; wisdom is an inborn faculty. You
may teach a parrot to talk, but lacking wisdom it does not know
what it says. Thus, to obtain the best results from the knowledge
you possess as a traveling salesman you must have that executive
faculty called "wisdom" to direct its use and thereby obtain the
best results.

To be absolutely efficient you must, therefore, have wisdom.

Are you wise? If so, what per cent?

These twenty-three essentials which I have just named, and
briefly analyzed, are. I think, the necessary qualifications for a
100 per cent efficient modern lumber salesmen. If you have graded
yourself as I enumerated them, and have been honest enough
with yourself to try and not run in your No. 2 qualities for No.
1 and B and Better, I am sure you will not be denied your legiti-
mate claims for your true grade as a traveling salesman.

Exploiting Southern Yellow

Pine

By W. H. Sullivan f

Chairman, Trade Extension Committee

Southern Pine Association

Bogalusa, La.

It is quite apparent that your chairman, Mr. Kendall, sug-
gested and has worked out a plan of trade extension in getting you
all together that in quick results excels and exceeds any of our
Association efforts through the medium of the Trade Extension
Committee. In these days when our great nation is considering

306

SELLING LUMBER

The Meaning
of Trade
Extension

The Industry
Dependent
on Sales
Department

Boost Lath,
Shingles and
Box Shocks

Preparedness, a policy in which we are in full accord, one of the
terms in daily use may not be out of place. On you, gentlemen,
who represent our great industry on the firing line, to a very large
extent, depends its success. While for years I have regretted the
fact that it has never been my privilege to be a salesman, however,
with your permission I would like to make some suggestions, that,
from the standpoint of trade extension, appeal to me as of some
importance.

Trade extension means confidence in your product, successful
operation, conservation of waste, satisfied customers, boosters in
your sales organization, new uses for Southern Pine, objection to
destructive competition, happy, contented stockholders, owners and
employees.

Confidence in your product is the first essential and a thor-
ough knowledge of what it can be used for to the buyer's advantage
is necessary for the successful salesman, and in order to bring the
further use of your product into prominence at this time, I would
suggest that we all, the salesmen particularly, send up to the secre-
tary during the day or not later than tomorrow the name of some
important article manufactured in your territory which in your
judgment might be made out of Southern pine. These suggestions
will lead to a discussion that is sure to be of much value to the
Association.

The successful operation of the Southern Pine industry de-
pends to a very large extent on the sales manager and his assistants
in the field. If the sales manager keeps in touch with the operat-
ing end of the business and knows from time to time just the quality
and size of the timber that is being operated in and keeps his
assistants thoroughly posted so they will know the kind of special
timber to sell, it would aid very much in the success of the busi-
ness.

The conservation of waste is one of the most important things
in connection with the whole industry. Your success as well as
the success of your employer is involved in this. By utilization of
waste I refer particularly to the manufacture and sale of lath, the
manufacture and sale of shingles, and the manufacture and sale of
box shooks. Now perhaps the firm or company with which some
of you are connected does not manufacture any of these articles, but
that should not make any difference in your boosting the sale o,f
these particular items, and you ought to consider it one of your
most important duties to keep the Southern Pine Association thor-

SELLINGLUMBER 307

oughly posted on the development of trade in your territory. It is
apparent that it -is so easy for you when making trips among your
customers to find out whether they would be interested in handling
Southern Pine la^h or Southern Pine shingles and whether in any
town you visit there is a manufacturing establishment which would
be interested in Southern Pine box snooks. All of these materials,
whether your company is directly interested in manufacturing them
or not, would add to the success of your firm, if the trade in any
of these particular lines was further developed ; and think of the
reputation as an up-to-date salesman a man would have if he was
continually writing his own firm or by permission of his sales man-
ager, writing direct to the Southern Pine Association, advising
them that by a little effort in his territory something could be ac-
complished in the way of selling these specials manufactured from
Southern Pine waste.

Satisfying customers is one of your particular duties. In my
experience I have known quite a number of salesmen who do a large
part of their business from the telephone booth in a fairly com-
fortable hotel. Now how a salesman can satisfy a customer who
has a little claim, over the telephone, or how he can discuss his
claim over the telephone, or how he can tell him about the par-
ticular advantages of his product over the telephone and have it
effective, is more than a good many manufacturers can under-
stand. The reason that lumber companies employ salesmen is so
that through them they can be in close contact with their customers Telephone
and so that any little misunderstanding that looks so big to a cus-
tomer may, after discussion with the representative of the manu-
facturer, probably not seem anywhere near so large. Or perhaps
it has happened many times that one of your customers has had an
inquiry for some special material when, if you would discuss it
with him personally instead of over the telephone, you would per-
haps be of some assistance in helping out on the sale of a bill of
lumber to advantage to the customer. Then you would be creating
a good, substantial friend for your company. Of course, not all
salesmen do business over the telephone. I am just mentioning the •
things that have been brought to my notice, and have no reflec-
tion on the splendid work which so many of you are doing all the
time.

Boosters are necessary. The breezy air of the booster is „,, _,

. rr- T-» i • e The Booster

always welcome in any office. Purchasing agents and owners of Always

any sort of business are always glad to extend a warm welcome Welcome

308

SELLING LUMBER

The Evil of
Destructive
Competition

to him aad as a rule, it is the booster that gets the business. Every-
body wants to hide when they know there is the weekly or monthly
visit of a pessimist due, although he may represent a first class
concern that ships good lumber and ships it promptly.

We all ought to be opposed to destructive competition in any
sort of business. By destructive competition I mean the kind, as
you know, where one company has a good customer, one that gives
its salesman orders for considerable lumber. Another salesman will
keep hammering at it until he gets, his price so low that he will
get a part of the business away, and then the first salesman will
wire his company asking for permission to meet legitimate com-
petition. These two words, "legitimate competition," should be
eliminated from the vocabulary of every boosting, energetic man
who represents our great industry in the field, as the term "meeting
legitimate competition" simply means retreat — a hole busted in your
first line of defense.

The sales organization of any institution has a great deal
more to do with keeping the stockholders, owners and employees
happy and contented than any other part of the organization. In
any organization there is a continual effort to keep the cost of
manufacture down as low as possible, and when the best operating
organization has worked hard for thirty days to succeed in getting
the cost of production reduced five cents, they are very much
pleased, while the sales organization cuts the pricq a dollar with-
out very much concern. And I know from experience in our own
Unnecessary business that our profits are almost entirely controlled by the sales
Price Cutting organization. If a half dozen salesmen write in to the sales man-
ager that in order to meet legitimate competition they have got to
reduce prices a dollar and after they have written in this strain
for three or four times, down comes the price. Perhaps if the
salesman understood the territory and understood the reasons for a
little depression and would give that impression to the sales manager
instead of asking him to reduce prices, it would have a very much
better effect on the business and on the organization.

What is your ambition ? ' Is it to sell Southern Pine lumber,
or simply that you like to travel around through the country and
get some experience and education by constantly meeting people?
I have heard some men say, men who were traveling not only for
our own concern but for others also, that they felt that two or three
years spent in going around meeting people would be a very valu-
able experience, but that they did not have the idea of taking up

SELLING LUMBER

309

this business of selling lumber as a life work. It is very easy, in
looking over the monthly statements of the sales department, to pick
these men out; and there is a constant effort being made, I pre-
sume, by a lot of manufacturers to eliminate men of this kind from
their field force. If it is your ambition to sell lumber, you will
find every day something new that is useful, something that will
help you and your firm, and if your ambition is to sell lumber, you
will be a booster, and a booster gains friends everywhere. If it is
your ambition to sell Southern Pine lumber, you will be so vigorous
and will spend so much time in developing your territory that the
people for whom you work will have their eye on you constantly,
and when an opportunity presents itself you will be recognized as
a man of ability, and your future will be secure.

The only way to know your territory thoroughly is to visit
every manufacturing plant and every lumber yard that has been
assigned to you. How many times during the past year after having
made a thorough canvass of your territory have you written your
firm asking1 them to stop the production of certain sizes which,
from your observation, were in surplus in your territory? If you
don't give your firm such information, the probabilities are they
will continue manufacturing these sizes and a little later on, when
they are not moving readily, you will write them that there is a
surplus of these items and in order to move them it will be necessary
to reduce the price ; while if the information had been passed along
to your firm when you first noticed the items in surplus it would
have undoubtedly saved them considerable money.

How many times during the past year did you write your
firm to advance the price on certain items that from your observa-
tion at the retail yards were getting scarce? You are the eyes of
the industry. If you use them to advantage, your companies will
be successful. Every time you visit one of your customers you
ought to look his stock over and in a general way find out what
items he is short of and what are in surplus, and after a week
spent in your territory visiting all parts of it, you would probably
be able to advise your firm of the sizes that are getting scarce.
It is the items that are in surplus that cause depression in prices.

How many times have you wired your headquarters during the
past few months asking for permission to reduce prices, with the
statement that it must be done to meet legitimate competition ; while
the same fifty cents spent on this day or night letter would have
taken you fifteen or twenty miles on any railroad and probably

What Is Your
Ambition?

Salesmen Are
the Eyes of
the Industry

310 SELLING LUMBER

gotten you to a town where you could have disposed of some of
your product to advantage without reducing the price?

You frequently write and complain about grades and manu-
facture. Do you ever write and say that the last car shipped on
order No. 1000 was the best graded and best manufactured car
ever sent into your territory, and that your customer is very much
Varying pleased? All operating men are human, and a letter of this kind,
comm& fr°m the field force, would be circulated throughout the
plant and would give all of your operating organization confidence
in themselves and would speed them on to greater efficiency in
their grading and manufacture.

It's a great privilege to be connected in any way with the lum-
ber industry — its been my good fortune to be associated with the
Trade Extension Department of both the National Lumber Man-
ufacturers' Association and with the Southern Pine Association, and
as the result of a few months' work we are fully convinced that in
order to reach the consumer most effectively, we must do it through
our selling organizations, made up as they are of men who, as a
general rule, are thorough-going, clean, square fighters for busi-
ness, and although there are a few clouds on the horizon of our in-
dustry at present, we can see into the future far enough to know the
result of the valiant fight being made. The lumber industry is
coming to be a real business.

If you cannot sell lumber, boost paper products made from
sawmill waste.

Selling Factory and Indus-
trial Trade 8C

By C. W. Myers

Representing W. R. Pickering Lumber Co.
Detroit, Mich.

At the call of the Committee on Arrangements of the "School
of Salesmen" we are here to discuss and hear discussed practically
every branch of the industry which we represent. In my mind there
is no one department that represents as much to those who have
investments in the different organizations that we represent as the
Sales Department. In this connection, I am sure there no de-

SELLING LUMBER

311

partment from the logging operation up that has shown less com-
parative progress.

Living as we are in an age where only those who have attained
the highest type of efficiency are able to keep up with the procession,
it is highly important that we as salesmen develop a higher degree
of efficiency. I would ask that some of you older salesmen give a
moment's reflection and see if you can recall where you have ma-
terially changed your offensive tactics in your battle for orders
during your long terms of service? In order to more forcibly
bring this to you, I wish to quote from a speech made by our chair-
man, Harry T. Kendall, delivered before the Central Association
of Lumber, Sash and Door Salesmen at Chicago : "Lumber is sold
today in exactly the same way it was sold fifty years ago. In the
manufacturing end, the lumberman has kept fairly abreast with
the times, but in the selling of his product he is antideluvian."

Selling lumber is a profession and to illustrate let's take the
medical fraternity in the times of our forefathers. Who ever heard
of an eye specialist or a throat specialist? It was plain Dr. Brown,
the "cure all." At a convention of the American Medical Associa-
tion held in Detroit early this month, I counted ten different and
distinct branches of specialists represented, showing the progress
made in the medical profession, through specialization.

With this concrete example before us, we must recognize the
necessity of a higher degree of efficiency in salesmanship. Special-
ization, the method which has attained efficiency in other pro-
fessions, must be applied to the profession of salesmanship. The
selling of lumber, to my mind, should be divided into no less than
four branches:

First — Selling the retail yard trade.

Second — Selling railroad and car shops.

Third — Selling export trade.

Fourth — Selling factory and industrial trade,

All of which are peculiar to themselves. The last duty has been
assigned me by the committee for discussion. Selling the factory
and industrial trade has many serious handicaps at present. Suc-
cess can only be obtained by close co-operation between the manu-
facturing and the sales department.

My experience in selling factories has brought to my observa-
tion a very serious deficiency on the part of the manufacturing
department and leads me to make the statement that the manu-

Higher
Efficiency
a Need

This an Age
of Speciali-
zation

312

SELLING LUMBER

Mills Fail to
Provide for
Factory Needs

Industrial
Trade De-
mands Close
Study

facturer leaves off manufacturing where the real profit begins.
There is an increasing demand for cut to length, specially worked
stock, but how very few are the planing mills that are equipped
with proper machinery to execute these orders.

Let us take as an example interior trims. Do you know of
any reason why our rough finish should be shipped into the North-
ern markets on highest rates of freight and made into cut to length *
casings, stiles, jambs, stool aprons, blocks, treads, risers, newels,
balustrades, built-up stair rail, etc., when with the addition of a
very little equipment and skilled labor it can be produced at your
own plant cheaper, and marketed at a better profit by some one of
your sales force who will develop himself along the line of special-
ization in this line of salesmanship. It is true that we cannot all
develop profits along this one line, but I am using this as an illus-
tration only of one of the many lines that can be developed by
the salesman with the co-operation of the manufacturing branch.
Selling factory and industrial trade demands close study of their
different requirements. The yellow pine industry has already lost
to allied wood a big volume of business on account of the salesmen
failing to study usage to which the stock they were selling would
be put and by this error of judgment he has not only failed to
secure repeat orders but has kept other concerns, who could furnish
suitable stock from getting business.

To make this argument plain, only a few days ago I called on
the buyer for one of the largest automobile manufacturers in De-
troit and was informed by the purchasing agent that they did not
use any Southern pines. Knowing that other automobile concerns
were using large quantities of 6-inch No. 2 for export crating, I
-asked his reason for using a substitute. His answer was that on
account of the weight and the hard flinty character of yellow pine
he found it more economical to use another wood. After going over
the subject thoroughly with the purchasing agent and the man in
charge of their crating, it developed that they had evidently always
used long leaf stock, when they had used yellow pine, but that a
soft variety of shof t leaf • such as can be procured from many
Southern manufacturers would be equal in serviceableness in every
respect to the wood they are now using and on even a lower basis
of price than they are now paying would net a nice f. o. b. mill
price to the manufacturer. The foregoing observations serve to
bring out two points : First, the importance of a specialty sales-
man having a thorough and complete knowledge of the wood they

SELLING LUMBER

313

Each Indus-
trial Plant a
Separate
Problem

are selling ; and, second, if it will meet the requirements for which
it is sold.

The first requirement is to my mind not nearly so general
among salesmen as one would naturally think. The second require-
is a matter to which only a small percentage of yellow pine sales-
men have given serious study. Unlike selling to the retail yard,
you have a different condition to meet in each industrial plant,
which necessitates a close study of their requirements. The second
point my illustration brings out is the fact that almost without ex-
ception the purchasing agents of the different industrial plants
have a very limited knowledge of lumber, as pertaining to the
manufacturing methods, grades, etc., for the reason that their lum-
ber consumption represents a very limited part of their raw
material purchases and for this reason the buyer is governed largely
by price and the price is in many instances made to them by sales-
men who contemplate the substitution of lower grades.

The point I wish to bring out in this connection is the im-
portance of the salesman having a thorough and complete knowl-
edge of the wood he sells, proper use of each grade, and a fair
knowledge of operating methods in order that he may help solve
the problems of his customer and educate him to the uses to which
different grades can be put from an economical standpoint, this
educational campaign on the part of the salesman, in my mind,
stands first in importance. You not only obtain the confidence of
the purchasing agent by impressing upon him your knowledge of
the yellow pine industry by being prepared to state quickly and
positively if your own mill or any other plants are able to work
stock in accordance with their requirements, but it will ultimately
overcome another very serious handicap : The substitution of grades
and the buying by industrial plants of woods unfit for the use for
which they are intended. By overcoming these very serious de-
fects in their marketing methods, the yellow pine manufacturers will
have done much towards the successful marketing of their products.

There is another very, very important problem that the specialty
salesman must solve, and that is the disposition of short lengths, ghort Lengths
The matter of marketing short length stock is and has always been and the
a problem to the manufacturer of lumber and we all know that the
percentage sold to the consumer direct as compared to the sales
made to the wholesaler is very small. I am of the opinion that a
comparative statement made up by the manufacturer will show

314 SELLING LUMBER

that a very small proportion goes to the consumer direct, and that
the major portion goes to certain concerns who specialize on shorts
and mill odds and ends and who are showing a nice margin of
profit on their operations.

There are two conditions that make this possible: First, the
fact that the personnel of these concerns are men who have studied
closely the requirements of the industrial plants and who, by know-
ing the proper use and requirements are able to fill their orders
at a small reduction under what the manufacturer is asking for
his regular lengths; second, their ability at all times to buy these
items at a greatly reduced price from the manufacturer, which goes
to show that they are keenly alive to the situation as a result of a
close study of factory requirements. You have no doubt seen the
report made by a committee made up of retailers and the secretaries
Short Lengths °^ vai"i°us retail dealers' associations after their visit to several
Worth As plants which pertained to crooked stock, and the adoption of their
recommendation to the manufacturer will mean an increased pro-
duction of short lengths. There can be no good reason why lengths
under 10 feet, even or uneven, should bring a less price than staple
lengths, as long as there can be made a demand for this stock.
Unquestionably the demand is increasing and it is the duty of every
salesman to study every condition that presents itself with the view
of further increasing this very important demand, and I hope the
time is not far distant when we can bring the price of short lengths
up to very close to the price of staple lengths, thereby very ma-
terially increasing the mill average for the manufacturers. As
before stated, to me this seems of sufficient importance to be given
a place in our general discussion, or better still, to be made an as-
signment at some later meeting.

SELLING LUMBER 315

Claims and Disputes; Their
Cause and Settlement

By M. L. Wuescher

Auditor, Great Southern Lumber Company
Bogalusa, La.

A claim in its final analysis is the result of a mistake or
misunderstanding. To treat this subject intelligently, it is neces-
sary to first determine definitely at what points claims develop and
their causes.

A careful study of the matter brings forth the fact that usu-
ally the causes of all claims develop at three given points.

First — In taking the order from the customer by the salesman. Develop at

Second — Execution of the order by the mill. Three Points

Third — Inspection and tallying of stock on receipt of car by
the customer.

In order to treat this broad subject in a logical manner let
us first consider the causes of claims, originating at the time the
salesman solicits and accepts the order from the customer.

Experience teaches us that the usual causes of claims at the
first point, or at the time of taking the order by the salesman, can
be classified as follows:

Making errors in the description or in the price of lumber in Claims Aris-
transmitting the order to the mill, and by not having all data per- ing from Sell-
taining to the order written into the order, rather than in an
accompanying letter.

Inserting wrong routing or incorrect rates in the order trans-
mitted to the mill.

Making special agreements with the customer regarding stock
and not sending sufficient information to the mill covering the trans-
action.

By not advising the mill on orders for special stock, for what
purpose it is to be used if possible to ascertain this information,
and in the case of orders for special worked stock not accompany-
ing same with blue print, whenever possible.

Selling lumber on comparison. ,

Salesmen not being entirely familiar with conditions at the
mill and its operation.

316

SELLING LUMBER

Preventive
Measures for
the Salesman

Urge Use of
Association
Grades

Liability of misunderstanding between customer and sales-
man, in the descriptions of lumber or prices, in soliciting and ac-
cepting orders over the telephone.

Claims from the above causes could be minimized or prac-
tically eliminated if the salesman would pay very close attention
to the following:

All salesmen should have a standard and uniform method for
writing up the order. This order should include all instructions,
special routings, correct rate, and any other information, rather
than to put same in an accompanying letter.

Salesmen should also be familiar with the routings and rates
applying to their territory. In case the customer desires special
routing the salesman should be very careful to see that the routing
specified will not increase the rate to the point of destination.

Make no special agreements with customers as to the class of
stock to be furnished, unless you advise the mill thoroughly and
specifically regarding same.

All special stock should be investigated carefully and the
grade and complete specifications as agreed on between the cus-
tomer and the salesman should be written into the order. Do not
fail to advise the mill wherever it is possible, the use for which
the material is intended. If the stock is worked special, accom-
pany the order whenever possible with a blue print showing the
correct working.

Lumber should not be sold on comparison with stock manu-
factured by other mills, for, in the event of a claim there is no
mutual ground for settlement, or an arbitrator on whom you can
call.

All salesmen should be familiar with the conditions at the
sawmill.

When an order is accepted over telephone be sure a confirma-
tion is immediately sent you, and compare same with the order sent
the mill.

Endeavor to educate your customer to use Southern Pine
Association grades whenever it is possible. This, however, does not
mean for you to pass up an order or to discourage the use of spe-
cial grades wanted if they are best suited for the purposes in-
tended.

Sell regular yard and shed stock only on the grades and spe-
cifications of the Southern Pine Association.

SELLING LUMBER 317

We will now take up for consideration the second point, or
the execution of the order by the mill.

Experience also teaches us that claims usually develop dur-
ing the execution of an order at the mill, from the following
causes :

Errors in grade. Claims

0 Developing

Errors m tallying. at the Mill

Shortages.

Mismanufacture of lumber.

Poor planing mill work.

Errors in invoices and price.

Difference of understanding between the sales office and the
shipping department.

Shipping lumber during unfavorable weather conditions.

Shipping green lumber.

Putting wrong routings in bills of lading.

Mill being forced to use equipment not adapted to order, espe-
cially during car shortages.

Not shipping proportion of the correct lengths.

While these items coyer the cause of claims originating at
the mill, I believe it would be more appropriate to bring this
matter up for discussion at an operators' meeting rather than at
the present one, where we are dealing primarily and principally
with sales problems.

We will now consider the third point, or the inspection and
tallying of the stock on receipt of the car, by the customer. The
customer and his assistants who receive the stock are only human ;
therefore are liable to mistakes. The principal causes of claims
and disputes originating with the customers may properly be classi-
fied under the following heads :

The human element, or the natural difference of opinion be-
tween the employees of the customer and the employees of the
mill, particularly in tallying and grading, for grading is not an
exact science and a reasonable variation of opinion between the claims Origin-
inspectors should be recognized. ating After

Rough handling and breakage of lumber when unloading same
from the car.

Natural disposition of purchaser to compare the lumber of
one manufacturer with the lumber of another, instead of using
the Southern Pine Association grading rules.

Actual mistakes in tallying and checking the lumber.

318

SELLING LUMBER

Salesmen
Should Guard
Employers'
Interests

Information
the Mills
Should Have

Extremely technical inspection by the buyer of lumber on a
declining market.

Delay of shipment of the car beyond the time proniised by the
mill.

The settlement of disputes or claims must necessarily be done
on an impartial and equitable basis, and should on their conclu-
sion be satisfactory to both the customer and the mill. However,
salesmen settling claims with customers should continuously bear
in mind that they are in the employ of the manufacturer and should
guard his interest very carefully.

When a claim is filed by a customer, full and complete in-
formation should be submitted to the mill immediately, not sim-
ply advice that the car has been refused or that a claim has been
made on part of the shipment.

In order to handle the adjustment in a most efficient and
most business-like manner, the following information should be
furnished the mills:

Car and order number.

Date of arrival of the car.

Condition of delivering equipment, with seal numbers, if any.

General condition of the load.

Full and complete report as maintained by the customer.

Full report of stock in, accordance with your best judgment,
including grade marks.

If stock has been unloaded, whether or not any of it has been
sold or remanufactured and the manner in which it is being taken
care of, whether stacked in the open or under cover.

Best adjustment that is acceptable to the customer, with rec-
ommendations as to whether or not it should be accepted by the
mill, and if not, what other disposition you can make of the lum-
ber.

All of this can be incorporated in one letter so that definite,
prompt and final action can be taken by the mill without endless
correspondence.

In conclusion, all salesmen should remember that claims mean
monetary loss to the mill and if by following some of the forego-
ing suggestions claims can be avoided, it will be much easier for
salesmen and beneficial to the mill, to assist in forestalling dis-
putes rather than to effect their settlement.

SELLING LUMBER 319

Yard Stock Grading Rules

By J. W. Martin

Long-Bell Lumber Company
Shreveport, La.

The whole subject of grading lumber is, I should say, a judi-
cious selection of material under consideration for specific pur-
poses ; therefore yard stock grading rules should be framed to
tersely express the qualities it is desired should be grouped to-
gether and represent one class in general retail yard trade.

It will never be possible to get all men to agree as to either
the value or desirability of boards or planks of any particular
kind for specific purposes, as some will select as most desirable
those pieces that least offend the eye, and are "easiest to look
at," arguing that the customer will be inexperienced and influenced
in like manner; others will demand certain physical qualities
not found in the "easy to look at" pieces and base their choice
on some former experience of their own, and probably their atti-
tude will be sound, and yet they may miss some sales because of
that attitude ; others will be impressed with the wisdom of "a judi-
cious mixture," arguing that the customer will be able to find in
each lot under their grading a board to his liking for every spe- yarje(j
cific purpose for which he will need a particular board; others Standards
again will be influenced by generalities, and if the general effect
is pleasant, or good, from their viewpoint, they are apt to decide
that the grading is right, or, if the reverse is true, that it is wrong ;
all of the foregoing individuals have endowed the customer with
their own viewpoint, they have concluded along certain lines, hence
the customer will conclude likewise, and I presume he usually
does — unless he chances to have made his conclusions from cer-
tain deductions of his own, and refuses to lose sight of them, in
which case he becomes a "crank" and "that brings on more talk."
Another class, and he is usually called a "smooth duck," grades
to "get by ;" he doesn't believe the customer knows as much about
the physical value of lumber as he does, and he is usually right,
and so he grades his lumber up to the taste of the community his
yard serves; he knows every possible manipulation of a board, a
studding, a joist or piece of siding, flooring or finish, and he ex-
plains every objection the customer brings up, and usually he satis-

320 SELLINGLUMBER

fies and sells the customer, and if the customer follows the in-
structions he got from the dealer he usually remains satisfied, if
he does not,, then all is not so lovely.

Now in the foregoing I have attempted to outline general con-
ditions in yard grading, but I have not touched on the actual con-
ditions to be considered here, that of yard stock grading by the
manufacturer, and I am going to amend the title of the subject
Yard Stock by saying we must consider it under the caption of "Yard Stock
Grading by the ]y|anuf acturing and Grading," and the manufacturer who is doing
the best work along this line is the one who has given intelligent
consideration to every physical characteristic of the trees he is
using, and I am speaking wholly of Southern Yellow Pine.

He must recognize that there should be the least possible time
allowed to elapse between the cutting of the tree and putting the
logs into the water; that logs should never be cut and allowed to
lie end to end in the woods, or singly, or on a skidway, in hot
weather, or blue sap is a sure consequence. He must recognize
the fact that his machinery must be kept at the highest condition of
efficiency, that lengths should be checked every day, and widths
at least twice a day at the sawmill; that lumber should be piled
to shed rains, have ample air spaces in the pile ; that cross strips
should never be more than four inches wide; that a pile should
never lean forward ; that it should be roofed to drop the rain clear
of the rear of the pile; that 2x4 should be piled on edge and have
a cross-piece every 4J^ feet ; that he should keep enough mois-

_ . ture in his kiln to prevent the surface of the piece from shrink-

b actors of f

Efficiency in ing first and checking in consequence, and that he must saw his
Lumber iOgS jnf-o material that will carry the defects, that is, red heart

into boards and very pitchy material into timbers, fencing and
dimensions where pitch is a virtue, and keep it out of siding, ceil-
ing and finish, which presupposes a paint, stain or oil finish ; and
then when he brings it to his planer to put the finishing touch
upon it he should see that the best is done there that cari be done —
it should come out evenly and smoothly dressed, not torn and
chipped in the machine ; it should be gauged by steel gauges milled
out to a machinist scale both as to thickness and widths, and not
measured by a rule, which, if not held accurately at right angles
is sure to give incorrect results, whereas with the gauge it can
be 'measured in the dark; in simple words we should add noth-
ing to the natural defects of our material in the process of manu-

SELLING LUMBER

321

facture, but should add to its desirable qualities by excellence of
finish, all other conclusions are fallacies.

Now finally as to grading — grade as close to established rules
as careful consideration of the rules enables you to grade, for the
rules established will always represent the best conclusions so far
arrived at. No manufacturer has so much margin of profit, or to

,f

such a surplus of excellence in his timber that he can overgrade, lished Rules
and the grading bureau of the Southern Pine Association to which
disputes must be referred for adjustment is sure to show up any
undergrading that is referred to them for determination.

The great result desired in any trade is profitable manufac-
ture and satisfied and well served customers, and both cannot be
secured except by suitable selection of material for each commod-
ity. Wide ringed loblolly does not produce acceptable joist or
timbers, but if fairly free of knots it produces beautiful grain
effects as finish. If knotty it serves as well as any for sheath-
ing, floor lining, etc. Firm red heart will outlast any other heart
lumber that is not water-proofed by pitch; it takes paint perfectly
but it does not stand wear as well. A coarse, knotted board will The Right
serve as well as a clear board in certain places ; a wormy studding
will hold nails and stand as firm as if the worm holes were not
there, therefore I hold that grading for yard stock is not merely
the separation of the lumber after manufacture, but that it begins
with the cutting of the tree, extends throughout the sawing, dry-
ing and planing of the lumber, even to the manner in which it is
loaded into the cars, where care in its bestowal -can insure its es-
cape from many defects added to it by the vicissitudes of transpor-
tation, and the shock of many sudden stops and starts.

Finally, I would sum all the foregoing into a few words about
as follows:

Know your trees and their physical anatomy, manufacture
them so that their desirable physical characteristics will be best
employed, and not into commodities where such physical charac- Put the Brand

teristics are objectionable; add no defects by carelessness or neglect, of Excellence

; , f on Each Piece

but on each piece endeavor to put the brand ot excellence of manu-

facture, then grade or classify according to recognized and estab-
lished grading rules — and the best possible results will be had.

322

SELLING LUMBER

Vfihere Brick

Displaces

Wood

A Fact That

Legislators

Forget

After a Fire
in Germany

Wood Substitutes

By H. S. Sackett

Forester, National Lumber Manufacturers'

Association

Chicago, 111.

The principal wood substitutes are brick, steel, concrete, fibre
board and patent roofings. There are also some others of lesser
importance, such as metal lath and terra cotta.

Brick displaces wood mainly in home and factory construc-
tion, and in large cities in the construction of apartment and flat
buildings, its principal use being for both exterior and interior
walls. It is used especially for this purpose on account of its fire-
resistant properties and its tendency to lessen or make more diffi-
cult the spread of fire. It should not be lost sight of, however,
that after a fire has attacked a building the one with brick walls
is more difficult to fight than the one made of wood, owing to the
fact that the walls are harder for the firemen to get through, and
furthermore, because they form a veritable chimney for the fire
itself. The use of brick has very greatly increased during the
past few years, not so much because the home builder or the fac-
tory builder has demanded it, or wanted it, but rather owing to
the fact that legislation has compelled its use. Cities and thickly
settled communities are constantly extending their fire limits, and
this necessitates the use of greater quantities of brick, and there-
fore less wood. In all this agitation the legislators forget one vital
fact, and that is, it is the contents and not the building itself, that
causes the fire, and with so-called fireproof construction the tend-
ency is toward even greater carelessness, and therefore more fires
— a situation which is borne out by actual facts. If we could ever
advance in this country to the high efficiency of the Germans,
what a wonderful forward step we could make! In Germany,
for example, when a home builder has a fire the first person that
visits him after the occurrence of the fire is the police department,
and he is immediately put under arrest, and unless he can prove
to the satisfaction of the court that he had nothing whatever to
do with the fire or its cause,* he is liable to imprisonment and fine.
In any event, he is obliged to pay all damages which the fire may
have caused to his neighbor's property, and also for the use of the

SELLING LUMBER 323

fire department in putting it out. We are already making some
advances in this country in this direction, for recently in Cleveland,
Ohio, an ordinance has been passed requiring the individual who
has a fire on his property to pay the expenses of the fire depart-
ment in fighting it.

Aside from its use in building construction, brick is used
to quite an extent for street paving. Its principal disadvantages
for this use are that it is noisy, slippery, of low tractive efficiency,
and does not stand up well under heavy traffic. The wooden pave- Street Pave-
ment, on the other hand, is far superior as regards noise, durabil- ments
ity, tractive efficiency and wearing qualities.

Steel has displaced wood for a great many purposes. Prob-
ably one of the most important is in the manufacture of steel cars,
both passenger and freight. This situation has been brought about
mainly by agitation and an effective publicity campaign, and not
through any advantageous merits of steel over wood. The
agitation has been fostered and aided by the "Safety First" cam-
paign, and the theory, not proven, that steel cars in train wrecks gteejin
afford a greater protection to passengers than the wooden ones. Competition
The indications are that this is not so, for in recent wrecks on with Wood
trains in which there were both wooden and steel cars, the former
have, on the whole, experienced less damage than the latter. As
a matter of fact, railroads are not looking with as great favor on
steel cars at the present time as they did some years ago. Very
recently an inspection of the ends of some steel passenger cars in
Milwaukee, Wis., showed that they had completely rusted through
in eighteen months — a condition which would never have been
found in a wooden car. This exceptionally fast rusting was doubt-
less due to the fact that steel instead of wrought iron was used,
and that the rusting was aided by the sulphurous smoke from the
engine. Temporarily, owing to the scarcity of steel in freight car
building, there has been a return to the wooden superframe, and
also in many instances, to , the wooden underf rame cars. It is First Wood,
questionable whether or not this condition would have obtained Then Back*
had there been no European war, for this is directly responsible to Wood
for the scarcity and high price of steel. No doubt in the United
States we will go through the same experience of a number of
European countries, who turned some years ago from the wooden
car to the heavy steel car, and then went back to the wooden car.

Steel has also displaced wood to a very large extent in the
construction of factory buildings where it has taken the place of

324

SELLING LUMBER

Steel Substi-
tuted for
Structural
Timbers

Steel and
Wood in Fire

Where Steel
Has Increased
Use of Wood

structural timbers. The principal objection to the use of steel
for this purpose is that it is more costly, is a more difficult type of
building to alter, and in case of fire, unless the steel is protected,
is a total loss. In this connection it is interesting to note what has
been said by the National Board of Fire Underwriters in their
"Code of Suggestions for Construction and Fire Protection :"

"An unprotected steel beam when attacked by fire is
not as reliable as a wooden beam. The reason is that
steel loses its strength very rapidly when heated in excess
of 500 to 600 degrees F., and such temperatures are easily
attained in an ordinary fire. On the other hand a wooden
beam of large cross section would burn fiercely over its
whole surface, but the actual rate of penetration would be
slow, consequently considerable time would be required for
the beam to burn sufficiently to produce collapse even in a
hot fire. This fact indicates the necessity for protecting
steel beams, but does not warrant the substitution of wood-
en beams for steel. Other considerations may at times
justify the use of timber construction instead of steel
work, but unless protected by sprinklers, or covered with
some non-flammable material it adds to the fire hazard
in the room in which it is exposed. If necessary to use
a heavy wooden beam in a cellar as above suggested, it is
recommended that if not protected by sprinklers it be cov-
ered with metal lath and plaster, or with asbestos or plas-
ter board.

"For the reason herein explained, it is necessary that
all metal structural members used in dwelling house con-
struction should be fully encased in fireproof material,
the same as would be required in other buildings."
In some ways steel has increased the use of wood. For ex-
ample, steel has made possible the construction of our skyscrap-
ers, and as these buildings require very large quantities of interior
trim they have necessarily made a greater demand for the use of
wood for this purpose, principally hardwoods.

Steel has also displaced wood very largely in the construction
of bridges which formerly required very large amounts of struc-
tural timber. In this connection, however, it is of interest to learn
that the railroad engineers are now turning to wood instead of
steel, owing to the fact that steel now costs just about twice what

SELLING LUMBER 325

it does ordinarily. The chief engineer of one of the principal
railroads recently stated that in view of the high price of steel
it is decidedly more economical at the present time to build bridges
of wood.

Another instance in which steel has displaced wood is in the
manufacture of metal filing cabinets, desks, and other office equip-
ment. It is also used for doors, in the construction of metal lath,

and for electric light and transmission poles, and has recently en-

. . . .Equipment

tered the box or shipping container field. Some time ago the of Metal

breweries attempted to use metal cases for shipping bottled beer,
but they found that so many bottles were broken and that the
life of the case was so short that their use was not profitable.

Steel is also entering the field of interior trim in the large
office buildings, and is thereby displacing quite a quantity of hard-
woods. The disadvantage of steel in this use, particularly as sash,
is that it has a tendency to rattle, and is kept weather tight with
difficulty.

The manufacture of metal drums has long made inroads into
the barrel business. Their great weight, however, the necessity
of returning them to the owner, and the high loss in breakage,
are making their profitable use very questionable.

Concrete has displaced wood to a very large extent — in some
places with propriety, but in others with very great question. In
the construction of sidewalks there is no doubt but what the ever-
lasting sanitary concrete is much to be preferred over the wooden ^s^Riva!
sidewalk. In other places, however, it is difficult to justify the of Wood
use of concrete over wood. Probably the greatest use to which
it has been put as it affects wood, is in the so-called fireproof con-
struction. In office buildings and factories where loads of 300
pounds per square foot or more are required, the use of concrete
is more economical, but it must be recognized that the concrete
structure is more difficult to alter, and that the floors must be
covered with a softer material for the workmen to stand on. In
buildings demanding less than 300 pounds per square foot heavy tim-
ber construction is more economical, and when properly sprinklered The Qra(jes
is decidedly preferable to any other type of construction. This is so of Lumber
not only on account of the ease of altering, but also on Account Concrete 7
of the low insurance. Concrete has also gone very largely into
bridge construction, particularly in rural communities. Its use
for this purpose is recommended, and .there is no question but

326

SELLING LUMBER

Fibre Board
In the Box
Industry

Tile, Slate
and Patent
Roofing

Substitutes
Displace 10
Billion Feet
of Lumber

what it is more satisfactory than wood, and while it has displaced
to quite an extent the use of certain kinds of wood, it has aided
their use in other ways, owing to the fact that such large quanti-
ties of wood are demanded in the building of concrete structures.
What concrete has done in reality is to decrease the amount of
high grade material, and increase the amount of low grade de-
manded.

Fibre board has made quite a serious inroad in the box in-
•dustry. Statistics compiled by the United States Forest Service
a few years ago showed that of the boxes then in use about 90
per cent were of wood, and 10 per cent of fibre. This indicates
that of the 5,000,000,000 feet of lumber annually going into boxes
one-tenth, or 500,000,000 feet have been displaced by the use of
fibre board. The competition has been mainly in the smaller
packages where strength has not been an important factor. The
main disadvantages of the fibre box are that it cannot stand wet-
ting, that the contents suffer a considerable loss from rats in ware-
houses, and it cannot stand rough handling. The use of the fibre
box has resulted in very much increased claims for damage on
the part of the shipper, even though the tendency is to handle the
fragile package more carefully.

Tile, slate and patent roofings have likewise reduced the mar-
ket for wooden shingles. This has been accomplished not so much
through any great merit, and certainly not on account of price,
for the wooden shingles are lower in cost, but mainly through ad-
vertising, and the situation insead of improving is growing worse,
and may even result in the shingle manufacturers being obliged
to make their product fire-resistant before it is put on the market.

Summing up, it is estimated that the substitute manufac-
turers are displacing annually about 10,000,000,000 feet of lum-
ber, or 25 per cent of the normal production. Furthermore, some
of the substitutes, such as steel freight cars, asphalt shingles and
metal lath are comparatively new and their influence in the fu-
ture will be even greater than at present. It is also worthy of note
that the unit cost of manufacturing several of the substitutes
has decreased, such as cement, for example, while the unit cost
of manufacturing most wooden articles has increased.

T<5 offset the inroads of the substitutes is needed a country-
wide educational campaign on the merits of wood for the various
uses to which it is put. Such a campaign if backed up by au-
thentic data and information would accomplish much. There is

SELLINGLUMBER 327

also another agency equally as effective, and that is the lumber
salesmen. If all of them in the United States, in their daily con-
tact with the dealers and consumers of wood, would preach the
gospel of "wood where wood is best," and back it up by sane, How to Offset
authoritative facts, the result, not only in the increase in the use Substitutes
of wood, but also in fostering a favorable public attitude, would
be beyond conception, and the value of the salesmen to the indus-
try would be increased many fold.

Association Publicity as a
Lumber Salesman

By W. J. Ferry

Advertising Manager, Southern Pine Association

Kansas City, Mo.

Among the forces that have to do with the manufacture
and distribution of Southern Yellow Pine the two that should be
allied most intimately are the sales departments of the various
subscribers to the Southern Pine Association and the Association's
advertising department. Their interests are identical, their activi-
ties are along the same general lines — they are, in effect, one.
While the Association's advertising department is not seeking to
push the product of any one lumber manufacturer, the department
in a general way is engaged in precisely the same work that en-
gages the talents of each of you gentlemen — it is striving with
all itsv might and main to sell Southern Yellow Pine. Therefore, the
more harmoniously we can work together— the advertising depart-
ment in stimulating the demand for Southern Yellow Pine and you Sales and
gentlemen in satisfying that demand — the more effective results Department
will be. The Association advertising department is an advance Allies
agent for you, intent upon arousing interest in your product, empha-
sizing its good points,, suggesting new uses for it, paving the way
for you and your order book. %Of all the activities of the Southern
Pine Association, none is so directly important to you as the work
of the advertising department. That being true, it may not be
amiss to give you some brief outline of what that department has
done, what it is doing and what it plans to do to promote a larger
use of Southern Yellow Pine.

328

SELLING LUMBER

The Divisions
of Advertising
Activity

The Use of

Display

Advertising

The Class of
Advertise-
ments Used

The work of the Association advertising department may,
in a general way, be grouped in four divisions : ( 1 ) Display ad-
vertising, placed in periodicals of various classes; (2) the com-
pilation and publication of booklets, pamphlets and other pub-
licity literature, some of a technical character; (3) creating and
establishing a co-operative service for retail lumber dealers, and
(4) the dissemination of special articles, or "feature stories,"
more or less directly, but not obtrusively, exploiting Southern
Yellow Pine and the Southern Pine industry.

The display advertising used has been directed principally
to the consumer. At the beginning of the advertising campaign
business conditions in the country were such that our best field
for prompt results seemed to be the rural districts, consequently
the major portion of the early advertising copy was addressed to
farmers and placed in farm journals. As the campaign developed
we extended our effort in the classes of periodicals used, taking
in architectural, engineering and other technical journals, the lum-
ber trade papers, numerous magazines, such national weeklies as
the Saturday Evening Post, Collier's and the Country Gentleman,
and in a few special instances daily newspapers in large cities.
The total circulation of all publications used to date is in excess of
17,000,000, and the greater number have been used repeatedly. Of
the total circulation of these various publications, the magazines
and national weeklies, represent 5,800,000; the daily papers, 565,-
000; architectural and builders' journals, 130,000; engineering pa-
pers, 128,000; lumber journals, approximately 80,000 and the farm
papers, approximately 8,000,000.

The purpose has been to make all this display advertising
forceful and direct, avoiding generalities. In the farm papers
we usually have directed the readers' attention to one building,
or one class of buildings in each ad, urging the need of a new
barn in one, a silo in another, grain bins and cribs in another,
etc., always laying stress on the superior qualities of Southern
Yellow Pine for farm buildings. In the technical journals we
concentrated in one advertisement on heavy construction, in another
on the Association's inspection service; in another, as on the
density rule; in another, on' wood block floors, etc. The lumber
trade journal copy has been devoted to impressing upon the re-
tail dealer the value of Southern Pine Association service in its
co-operative features. In the architectural papers, national week-
lies and magazines we have laid stress on the superior strength

SELLINGLUMBER 329

and durability of Southern Yellow Pine for framing and exterior
trim in building generally, its adaptability for interior trim and
finish, its moderate cost and its availability.

In supplementing this display advertising and in taking
care of inquiries provoked by it, there was a necessity for litera-
ture containing definite and detailed help and information, and "Follow-Up"
this brings us to the second division of the advertising depart- Material
ment's work — the booklets and other "follow-up" material pre-
pared.

This literature, intended ultimately to cover every phase of
building and every use of wood, was designed to be genuinely in-
formative, authoritative and helpful. Whenever technical subjects
were treated, the department enlisted the services of recognized
authorities — engineers, chemists, architects, foresters, building con-
tractors, painters, in and out of the Government service. The
purpose was not only to familiarize, the public with the superior
qualities of Southern Pine but to teach how to use Southern Yel-
low Pine intelligently.

Since the work of the Association advertising department be-
gan something over a year ago more than sixty separate pieces
of advertising literature have been prepared. This material ranges
from the small "Red Light," which you doubtless have seen, to
the revised Southern Yellow Pine Manual with ^ts hundred odd
pages of scientific data, and the report of the Association's annual
meeting at New Orleans last February, a book of 208 pages. Num- Treated^
bers of these books and pamphlets have run into several editions, Many Publi-
so that the number of all forms of literature distributed to the
public exceeds a total of 780,000. And it should be remembered
that this distribution has been made with the most careful dis-
crimination— not a booklet or a pamphlet was sent out until there
was evidence it would reach a worthy destination, in the hands
of a "live prospect."

In the Association campaign to promote the use of Creosoted
Southern Yellow Pine wood blocks, .three booklets have been
issued and widely distributed. Two of these have to do with
blocks for paving — on city streets, and in the vicinity of churches,
hospitals, schools, hotels, etc., where a noiseless pavement is par-
ticularly desirable. The third wood block booklet deals with
wood block floors for factories, foundries, mills, machine shops,
docks, etc. There is abundant evidence that these booklets have

330 SELLING LUMBER

brought important results in influencing municipal* authorities,
hospital and school boards and builders of industrial establishments
to adopt wood block pavements and floors. Of the two booklets
on pavements — "What the Cities Say About Creosoted Wood
Block Pavements" and "Noise, the Nerve Wrecker" — approxi-
mately 15,000 each have been distributed, the former going to
municipal authorities and the latter to hospitals, etc. "Floors of
Service," the third booklet of the creosoted wood block series, has
been used to take care of inquiries brought by advertisements in
factory and other industrial publications. Something like 10,000
of these booklets have been distributed to owners of manufactur-
ing plants, terminal companies, etc.

Of the technical booklets issued for general distribution one
of the most valuable is that entitled "Directions for Finishing
Southern Yellow Pine." This was designed to correct the more
or less prevalent impression that Southern Yellow Pine will not
take and hold paint satisfactorily, and therefore is unsuitable for
fine exteriors and interior finish and trim. The specifications for
A Technical Pa^n^nS"' enameling, staining and varnishing printed in this book-
Work on let were the joint product of the foremost painting experts in
Yellownpine America, including the government authorities. They show not
only that Southern Yellow Pine is perfectly suited to the most
exacting uses for exteriors and interiors, but also give explicit
directions for finishing, including instructions for treating South-
ern Yellow Pine edge-grain floors. Aside from the pronounced
influence this booklet has exerted among home builders, it has
been an eye-opener to hundreds of retail lumber dealers, architects,
building contractors and painters who have been laboring under
the delusion that your product is "a hard wood to paint." The
"Directions for Finishing Southern Yellow Pine" is one of the
Association publications we would especially recommend to the pe-
rusal of you gentlemen, who doubtless frequently heaf that time-
worn knock on the material you are selling.

Of all the publications prepared by the Association's Ad-
vertising Department mention of the most important from the
standpoint of the manufacturer's salesman has been left until the
last, partly because this material has to do with the third general
division of the Advertising Department's campaign— the Co-opera-
tive Service for Retail Lumber Dealers.

This service has been designed not only to assist the retail
dealer in his personal efforts to increase his lumber sales in his

SELLINGLUMBER 331

territory, but to inform him fully as to the Southern Pine Asso-
ciation's activities in promoting and increasing the use of Southern
Yellow Pine. The offer of the Association service was made to
the dealers through the retail lumber trade journals, and this was
followed up by sending to some twenty thousand dealers a booklet
specially prepared for them and entitled "The Dealers' Handbook
of Southern Yellow Pine." This booklet gave a summary of what
the Association was doing in a publicity way, mentioning the va-
riety and character of publications used for display advertising,
enumerating the various pieces of literature issued and distributed
to the consumer, and telling what this literature contained of an portantAid
educational character. Through this booklet the Association of- to Salesmen
fered the dealer a free service of electrotyped advertisements, com-
plete with his firm name, for his use in advertising in his local
newspaper ; free plans and lumber bills for dwellings and numerous
farm buildings, including barns, bins, hog houses, sheds, garages,
poultry houses and smaller structures ; free folders and circulars
suggesting special uses for Southern Yellow Pine on the farm and
in the home, these to be supplied in any quantity and to be dis-
tributed to his trade by the dealer. The handbook also contained
a number of form letters for the dealer's use, to be copied and
sent out in circular form to his trade.

About 400 retail dealers have taken advantage of the offer of
free advertising cuts for use in their local papers. The first of
these cuts was in a series of twelve, and many of the dealers used
all of them, some repeating them one or more times. Twenty-five
states were represented in the use of cuts by dealers. Of the
house and farm plans 120,000 have been distributed, and of the fold-
ers and circulars dealers have ordered and sent to their trade more
than 160,000. This literature for dealer distribution has recently
been added to by the publication of a booklet of thirty-two pages,
entitled "A Hundred Handy Helps," which contains, as its name
implies, one hundred suggestions, illustrated, for home-made con- Used Cuts
veniences and labor saving devices that any farmer may make of
Southern Yellow Pine. This booklet, bearing the dealer's name
on the front cover and his own advertisement on the back, is sup-
plied at cost, which in quantities amounts to something less than
6 cents each. Numerous dealers already have signified their de-
sire to obtain and distribute large quantities of these. The litera-
ture of this character will be added to from time to time, the series

332

SELLING LUMBER

The Service
to Be
Extended

Special
Articles
Boosting
the Industry

Little Malice
in Printed
Attacks

of advertising cuts for dealers' use will be extended, and the
co-operative service increased and elaborated. In its effort to
foster the spirit of co-operation between the Southern Yellow Pine
manufacturer and the retail lumber dealer, the Association recently
entertained at southern Yellow Pine mills, representatives of a
number of retail dealers' associations, giving these visitors an op-
portunity to study methods of logging, and the manufacture, grad-
ing and shipping of Southern Pine. That these dealers were im-
pressed by what the Association members were striving to accom-
plish in eliminating misunderstandings and disagreements between
manufacturer and retailer was evidenced by the visiting dealers
asserting, unanimously and entirely on their own initiative, that
their future business would, when possible, be given to manufac-
turers identified with the Southern Pine Association.

The fourth division of the Association's publicity campaign —
the dissemination of special articles concerning Southern Pine and
the Southern lumber industry — has been unique in the annals of
advertising in some respects. We all know that the attitude of the
public prints toward lumber and lumber industry has been anything
but friendly in years past, judged by the thousands of uncompli-
mentary and harmful statements that have found their way into
print. Newspapers and magazines of wide circulation and influ-
ence seemed to take a vicious delight in maligning lumber, glibly
referring to the "lumber trust," "the exorbitant prices charged for
lumber," "the devastation of the forests by the ruthless lumber
interests," "the reckless fire hazard in building with wood" — all
of the misstatements and abuse made familiar by constant repeti-
tion. A friendly comment about the product or the industry was
so rare as to be sensational, to lumbermen at least. So persistent
and long continued had been this attitude of publishers that every
one connected with the lumber industry had concluded that the
press was unalterably "agin" lumber.

The Association's advertising department early in the publicity
campaign undertook to remedy this state of affairs, at least in
some degree. The results were surprising. It was found that
many newspapers and magazines were antagonistic to lumber solely
because that attitude seemed the popular and proper one; others
gave space to unjust abuse of lumber because no one had ever
appeared to defend lumber. The Association advertising depart-
ment soon was convinced that there was little malice in the printed

SELLINGLUMBER 333

attacks on lumber so far as the publications were concerned, and
that editors were just as willing to print pleasant things when
they came from a dependable source.

The consequence has been that hundreds of educational articles
friendly to lumber and the lumber industry have been placed with
the most influential publications in the country in the last fifteen
months. These artitcles have appeared in newspapers, popular
magazines, architectural and engineering journals, trade papers,
religious weeklies, representative farm papers — practically every Hundreds
class of publication in circulation. Some of the articles contained 9* Friendly
only indirect reference to Southern Yellow Pine and were designed
with the sole purpose of creating a friendly feeling for lumber and
the lumber industry; others could not have been more definitely
advertisements of Southern Yellow Pine if they had been set in
display type and run as paid advertising.

In conclusion, I hope you lumber salesmen will permit me to
urge upon you the importance of the Association's advertising
campaign to you, individually and collectively. I don't know
whether you gentlemen have read the publicity literature issued by
the Association or have noted closely the display advertising and
special stories placed in the various classes of publications. If
you have not, the subscribers to the Association — your employers Thelmport-
and mine — are not getting full value from us in organization team *nce of. .
work. This publicity material is designed to assist each and every to Salesmen,
one of you in selling lumber, it is paid for by your employers,
and if you do not keep in close touch with it you cannot reap the
full benefit from it. Every statement made in Association ad-
vertisements, every technical point brought out in the various
booklets and pamphlets issued by the Association, every feature of
Association service for the retail dealer, is a selling argument for
the product of your mill.

In this last feature alone — that of co-operative service for
the dealer — you have a talking point of which the importance
cannot be overestimated. The members of the Southern Pine One of
Association — your employers — are responsible for this service. ^0
The dealer should realize that the Southern Pine Association is Points
working harder and spending more money than any other organiza-
tion in America to increase his lumber sales. The Association not
only is supplying him with a free advertising service, including

334

SELLING LUMBER

Work for
the Retailer's
Benefit

The Origin
of Standard
Grades

cuts, booklets, plans, pamphlets, folders, form letters, etc., but it is
buying space in the highest priced publications in the country and
through them teaching consumers in his territory the intelligent
use of Southern Yellow Pine, suggesting new uses for lumber,
stimulating business — sending trade to his yard. Southern Pine
Association chemists are studying wood preservation, fire retard-
ents, the fungi, and insects destructive to wood, for his benefit.
Southern Pine Association engineers are testing southern Pine
under all conditions of service and establishing accurate
grading formulas to his advantage. Southern Yellow Pine archi-
tects are drawing plans for homes, farm buildings — wood struc-
tures of every description — for his use and profit. Representa-
tives of the Southern Pine Association are fighting anti-shingle
legislation, participating in city paving campaigns, distributing
literature at county fairs, conducting exhibitions at builders' con-
ventions— all to the end that the retail dealer's business shall be
protected and increased.

These things should be impressed upon every retail lumber
dealer in this country — and you gentlemen certainly will find it to
your advantage to hammer in that impression, to talk Association
service to your trade insistently. That will be possible, however,
only in case you are yourselves familiar with just what this Asso-
ciation co-operative service is.

The Density Rule

By J. E. Jones

Chief Inspector, Southern Pine Association

New Orleans, La.

The subject of this paper is the so-called "Density Rule,"
but that my position may be readily understood, will say that T
am not an engineer, therefore my remarks will be along the lines
of an inspector rather than that of an engineer.

A rule for the inspection of Yellow Pine timbers for struc-
tural purposes where strength is the greatest factor has been a
long sought necessity. The standardization of the manufacture
and grading of Southern Yellow Pine originated about twenty
years ago in the Southern Lumber Manufacturers' Association,

SELLINGLUMBER 335

which organization was succeeded by the Yellow Pine Manufact-
urers' Association and then by the Southern Pine Association.
These organizations were always in the lead in this work, but
during this time the standardization of manufacture and grading
was undertaken by the Atlantic Coast Association, which origin-
ated what are known as the Interstate Rules of 1905. All of these
rules were based on a permissible maximum number of defects
and disregarded entirely the strength and durability of the wood.
Hence, we have such grades as Standard, Merchantable and Prime
on the Atlantic Coast, and the old grades of No. 1 Common and
No. 2 Common, in the central portion of the Yellow Pine bearing
district.

These rules do not provide for the necessities of architects
and engineers in all cases, inasmuch as they do not fix any old Rules
strength value, and it is principally strength and durability with NotSatis-
which structural experts are concerned. actory

As a result of these unscientific grading rules it has been
difficult to procure a satisfactory material, having a dependable and
uniformly measureable strength.

The term, "Commercial Long Leaf" is often used in specifi-
cations for structural material. The employment of such terms
as "Long Leaf" and "Short Leaf" in an effort to segregrate qual-
ity classes is not only ineffective, in view of the fact that there is
a very wide and over-lapping margin of quality in the several
Southern Pine species, but also leads to considerable confusion and "Long Leaf"
loss of money in cases under dispute, since it is practically impo?- "Short Leaf
sible to determine the species from a visual examination of manu- Confusing
factured timbers; the only absolute method for the determination
of the different species is by microscopical examination which in-
volves too much labor and expense for general use by lumbermen.

Realizing the necessity for the determination of the strength
bearing qualities of the various types of timber the U. S. Forest
Service undertook a series of tests calculated to establish the
fact that the strength of Yellow Pine is dependent upon its specific
gravity and density, or rate of growth. The Forest Service pro- The Forest
ceeded upon the theory that any grading rules which it might Service Sought
recommend, based upon this premise, should be simple, while at w
the same time they should exclude all material that should not be
used in mill construction with the fiber stress recommended for
the grade, while not excluding more than a reasonable amount

336

SELLING LUMBER

Determining
the Factor
of Density

Choosing an
Area for
Measurement

Color in
Summer and
Spring Wood

of material properly belonging in the grade, from the standpoint
of strength.

It was found from extensive tests that the strength of wood
depends upon its density, or rate of growth, defects and moisture
content, and as the specific gravity or dry weight increases, the
strength also increases in a fairly uniform manner.

The factor of density is determined by making use of the
varying proportions of summer wood and spring wood, or hard
and dark rings as compared with the light and soft rings, of the
different timbers. It was therefore decided to establish, as the
requirements necessary to comply with the rules, six rings per
inch, with one-third summer wood; pieces having less than six:
rings per inch may be accepted, provided the summer wood is
one-half or more.

It would be entirely impractical, from standpoint of time, for
an inspector to consider a whole cross section in estimating the
density of summer wood in the larger size timber. It would also
be impossible, in a large number of cases, for him to accurately
estimate the summer wood in the whole portion of the piece, on
account of the fineness of the rings in that portion of the timber
lying nearest the bark. In order that this difficulty might be
overcome it was decided to use for estimating the summer wood,
the zone including the 3, 4 and 5 inches from the pith center.
This portion is the most easily measured or estimated and fairly
represents the entire cross section. Measurements were made of
200 trees selected by the forest service from various places in
the South. The proportion of summer wood in the 3, 4 and 5
inches average about the same as the proportion of summer wood
in the entire cross section, very few trees showing any marked
difference, so it is apparently entirely just to use the 3, 4 and 5
inches from the pith center as the criterion of the entire cross
section of the stick.

Contrast in color of summer wood and spring wood is an-
other prime factor in the determination of strength. It was found
from numerous tests that in the heavier and stronger material
the contrast between the summer and spring wood increased in
proportion to its strength. The contrast may be classified as
sharp, medium and poor. Material of medium or poor contrast of
color between summer and spring wood should not be admitted
where greatest strength is required, unless the proportion of sum

SELLINGLUMBER 337

mer wood is considerably in excess of the minimum require-
ments.

The density requirements for first grade select structural
material then becomes six rings per inch with one-third summer
wood in the 3, 4 and 5 inches from the pith center. Wide ring
material not coming within this rule may be accepted, provided
the amount of dark or summer wood be one-half or more.

Modifications for this requirement are provided for in the

grading rules, where the pith center is not contained in the stick Modifications

measured, or where the material is comparatively a small cross of the

section. Requirements

Parenthetically, it may be said that some dealers, through
selfish motives, have sought to evade the explicit requirements of

the "Density Rule" by counting the individual ring of spring and

,. . An iLiifort to

summer wood as indicating total annual growth — that is, one ring Misconstrue

of either representing a year's increase; whereas, as a matter of theRule
fact, one ring of summer wood and one ring of spring wood taken
together should be counted as one year's growth.

It will be noted that this measurement of strength makes no
distinction between the botanical species of Southern Yellow Piue.
The tests have shown, as a matter of fact, that there is no differ- Botanical
ence whatever in strength qualities when the material shows the Considered*
required density of growth. Therefore, it is entirely possible for
timbers of short leaf or loblolly pine to possess the measure of
strength requisite for ordinary structural purposes.

The dependability of this measure of strength was thoroughly
established by the forestry department before it was given pub-
licity. The American Society for Testing Materials had already
devoted much time and study to the problem of accurately grad-
ing structural timbers for strength qualities, and that organization pormay
was quick to realize the practicability of the Forest Service rule, Adopted as
and after a thorough analysis of the rule gave it its formal adop- Stan(Jard
tion as standard. The engineers of the Southern Pine Association
also quickly recognized its practical value and placed their en-
dorsement on it. The simplicity of the rule has since won the
unqualified approval of many of the foremost structural experts
of the country.

The Density Rule has been accepted and endorsed by the
American Railway Engineering Association, the Illinois Society of

338

SELLING LUMBER

The New
Rule Received
with
Enthusiasm

The Rule

Eliminates

Guesswork

Mill-
Constructed
Buildings
Are
Flexible

Mixed Timber
Quality Hurts
Prices

Architects, by the New Orleans Dock Board, by the U. S. Navy
Department and various building code commissions.

The new rule has been brought to the attention of» architects
and engineers throughout the country through the advertising of
the Southern Pine Association, and it has been enthusiastically re-
ceived by the professional builders everywhere, as providing the
first accurate and practical method ever devised for determining,
with ease and certainty, the actual dependability of Southern Yel-
low Pine Timber required to sustain definite loads.

The Density Rule removes Southern Yellow Pine structural
timbers from the class of speculative material, and provides a
measure of strength value that eliminates guesswork. It is a
recognized fact that the type of building construction known as
"Standard Mill" possesses advantages not equaled by any other
type of construction when used for factory, warehouses and other
commercial purposes. These advantages are economy in cost of
construction, and a very high degree of fire resistance when built
and equipped with automatic sprinklers, as specified by the Asso-
ciated Factory Mutual Fire Insurance Companies.

One of the greatest advantages of this type of construction
is that such buildings are flexible; they can be easily altered for
different kinds of occupancy. This fact was clearly demonstrated
in the demolishing and rebuilding of the Albert Dickinson Com-
pany's warehouses in Chicago. Every piece of Southern Yellow
Pine was re-used in the new building after having been in use in
the old building for more than twenty years.

The Density Rule is a guarantee to the architects and en
gineers that their specifications will be carried out; the more
definite it is possible to make grading rules or the closer it is
possible to classify structural material from the standpoint of
strength, the more satisfactorily it can be used by the engineer
and the more likely will be the producer to obtain a reasonable
price for his product.

The mixing of timbers, varying in strength, of course, makes
it necessary for the engineer .to design on the basis of the weakest
material he is liable to find in the lot, and on that basis he is only
willing to pay the price of the weakest material.

The uncertainty attending the use of timbers in the past
has often established a prejudice against their use, and in instances
where, had the element of uncertainty of quality been removed.

SELLING LUMBER

339

every consideration of economy, adaptability and service, naturally
recommended the use of timbers.

Is it then any wonder that the Density Rule should strongly
appeal to the engineers and architects? The simple, effective and
accurate standard of measurements of strength, by which the de
signer of a structure may protect himself from future criticism,
because of failures due to material lacking in the qualities they
were reasonably expected to possess, must be a source of gratifi-
cation indeed, to him.

It must, however, be borne in mind that the Density Rule is a
measurement of strength only, and has no reference to durability.
Where durability is of gravest importance consideration should be
given to the heart contents of the material used.

In closing these few remarks I wish to say to you gentle
men, as salesmen, a great responsibility rests upon you and a great
field of endeavor lies before you. Acquaint yourselves with the
product you are handling and let vour efforts be to supply your
customers with the material best suited to their needs. Select
structural material as recommended by the Southern Pine Associa-
tion is intended for use where greatest strength is required. In
specifying material the advantages connected with the use of com-
mercial grades should be considered and the commercial grades
adhered to as long as it is certain that material selected under
such rules will meet the requirements.

Density Rule
Measures
Strength Only

340

SELLING LUMBER

Captain White
Has "Come
Back"

Setting the
New Minister
Right

The Lumber Salesman and
His Possibilities

By Capt. J. B. White

President, Missouri Lumber and Land Exchange
Kansas City, Mo.

I am mighty glad to see such a large and intelligent audience be-
fore me. I wish I were equal to the occasion. In a certain sense I
have come back. The last thing I remember when I passed on was
that a number of us were condemned, sentenced and fined for a
large sum of money for advising curtailment, and for attempting to
agree upon some efficient plan, because either that we were not
understood or that our attorneys did not understand the law.
What I said was intended to be in the interest of national conser-
vation of timber resources. And I said no more — and I didn't
say it as well as it was said to you by General Boyle here today —
but unintentionally violated a state law. He told you that you
ought to save the trees; you should save the lumber; you should
practice economy; think of the marketing of a large part of the
product in the utilization of the waste; and that you should see
that there was more still coming for future generations ; in short,
that you should curtail your extravagance, which applies to lumber
men who are here today; to those who are not lumber salesmen,
but who are manufacturers and owners of the forest.

Now, times are changed; surely times have changed since I
was on earth before. (Laughter.)

Now, gentlemen, my subject is, according to the program,
'The Lumber Salesman and His Possibilities." I shall stick pretty
close to that text, because I remember that down in the Ozarks
where I came from there was a Baptist minister, a young Baptist
minister, who had been to college and had taken his degree, and
came to the Ozarks, and didn't preach exactly as his predecessor
had preached. He lectured, in a way, he illustrated, in a way,
from common things ; and one day a committee called on him and
said: "Now, the brothers and sisters of your flock here, they
like your lectures; they like the way you talk; they like your
illustrations; but they have been in the habit all through their
lives of having a text given them, and the preacher keeping to his
text. Now, they don't want you to be offended. They like you,
but they wish that you would give them the text and then stick to

SELLING LUMBER 341

it." So he stated that he would} try to conform to their wishes,
and at the close of that meeting he stated, "My subject next Sun-
day will be, 'You can't keep a good man down/ and the text
will be given at the beginning of the service next Sunday, and I
will try to stick to my text." The next Sunday came, and a great
many people went to church because they wanted to know what
text in the Bible would refer in the remotest way to the thought
that you couldn't keep a good man down. He had a larger con-
gregation than ever, and he said, "My subject is, 'You can't keep a
good man down.' My text is, 'And the whale swallowed Jonah
and spewed him up on dry land/ ): (Laughter.) Then he went on
with a very eloquent sermon, and it was correct, because the
text was correct, and because the text related so closely to his
subject.

Now, my text is, "The Lumber Salesman and His Possibili-
ties." There are a great many possibilities for a good lumber
salesman. The only question is, are you salesmen, or are you just
order takers? Now, I believe that you are salesmen. I have a
way of telling. I have a way of knowing. You can tell by the for'the* *
way I have selected my salesmen. There are twenty of them right Lumber
in here (laughter and applause) ; and I can pass the same compli-
ment all around, I believe. Now, a salesman has a great many
trials; he has a great many possibilities. For, in every work in
life where there are trials there are great possibilities to overcome
those trials; so that it is an' axiom that wherever you have great
trials and perplexities you will have great possibilities in propor-
tion to your trials. I honestly believe that every good salesman
is a real honest, good, Christian man, for I don't believe it possible
for a man to go out and succeed through life as a salesman unless
he is a real good man; and I believe that when you come to St.
Peter's gate you will be asked what you were here on earth, per-
haps not in these same terms and not as given to the candidate The Salesman
yesterday afternoon who passed such a creditable examination, but Gate*
you will be admitted because you have been, as you will say, a
yellow pine salesman on earth. St. Peter will say to you, "Just
step in. Take a seat a little above the men you have been working
for, for you have had your hell on earth." (Applause.) Now, I
think that is very true. I think that the men that you are working
for ought to be here today and look right in your faces; and if
they were here today they would not humiliate you, they would

342

SELLING LUMBER

The Manufac-
turer a Former
Retailer

Lack of Sup-
port for the
Salesman

not discredit you when you, so hopefully and cheerfully, in the
morning go out to get orders, loyally working for your employers.
If they could look into our faces now they never would embarrass
you by putting a hundred cars in transit the next day.

A Voice: You are right! (Applause.)

Captain White : They send you out to do their work ; and the
reason that you are not closer to your employer is because your
employer did not grow up from a salesman to be the owner and
manufacturer of his forests. He grew up from a retail lumber
dealer; and there is a great deal of difference in the mental atti-
tude of a salesman who is trying to sell to the retailer and that
of the retailer who is buying ©f the salesman. They are antipodes ;
they are at sword's points, so to speak; but it is true; and you
can think of a good many of them that have gone from the retail
to the manufacturing business. The largest mills in the country,
you take the Fullerton Lumber. Company, the Long-Bell- Lumber
Company, and you needn't excuse me ; I was a retailer who got to
be a manufacturer — and there is naturally a little difference of
mental attitude between the retailer who has always been buying
from the salesman, and then when he finally gets into manufactur-
ing and owns a mill, he looks with a little different attitude than
he would upon his salesmen, because he has never been a sales-
man. He doesn't know the trials ; he doesn't know the psycholog-
ical requirements in a salesman, and you don't always get the
proper support; naturally, he don't give you the support that he
would if he was in closer touch with you. Now, this doesn't apply
equally to all retailers, to all manufacturers; it applies more to
some than it does to others; but in a sense it is true. Why, I
had some salesmen out, and there was 150 carloads of lumber let
loose in transit from other mills all bearing one date, just as my
salesmen were getting ready to do some business over in the east
here. Now that, of course, lowered the price. A great many of
the dealers would say, of course, "Here is a lot of lumber offered
me, in transit here, so and so; you can see what it is right here;
so much of this; so much of that," and it lowers the price, even
if he don't buy; but if he does buy at a lower price, it has cer-
tainly lowered the price in that locality. And the law is such that
you can't find out anything about where this lumber came from.
In many cases your own employers put that lumber in transit.
That is a fact. (Applause.) And you know it. You should be
better supported at home. (Applause.)

SELLINGLUMBER 343

Now, I don't know what all the things are that are necessary
in a good salesman. We saw a list of the requirements last night,
that Mr. Woodhead passed. Now there were twenty-three —
twenty-three questions necessary to pass 100 per cent efficient.
That is a sort of a skiddoo number — twenty-three. (Laughter.)
And I would cut it down, in order to give them all a chance,
and I think it would be just as hard, for us. I would take two, the Cutting Down
first two — health, energy and industry ; I would then take courtesy ; Efficiency
I would then take truthfulness and honesty; and then I would
take wisdom, love and courage ; and if I cut out the first four
I would leave wisdom, love and courage. I would not have more
than seven. As the fellow said when he went fishing: "Some
people take a medicine chest, but all I take is a box of pills and
a jug of whiskey." I would not be burdened with so many
definitions. It makes it hard for the infant class. (Laughter.)
Not many people would pass as the candidate did yesterday. (Ap-
plause.) And one of my best salesmen came to me this morning
and said, "I don't know about that examination. Do you think it
is possible for a man to be 75 per cent efficient?" "Well," I said,
"of course it is by comparison, efficiency largely is. He might be
75 per cent efficient, as compared to some other fellow ; or he might
be 81-1/3, or something of that kind" — as I think that was the Orde^After
correct figure that Mr. Woodhead passed on yesterday. But, wisdom, Three Tries
love and courage; I think that if a man is wise, and then I think
that if he has got love in his heart for his fellow man and wants
to do right that he will get up in the morning and he will do
right all day. My salesman this morning said that he was a little
discouraged, because it took him three times to land a man. He
went out the first time in the morning and saw him and couldn't
sell him a car; and went for the second time; and he was dis-
couraged, and said, "I wonder what is the matter with me; what
on earth ails me? I ought to land that man." So he went back
the third time in the afternoon, with more courage, more persist- Makingit
ence and with a whole lot of love for the welfare of that man, Easy for
and he landed the order. So, don't show your discouragement. I * Smith
think that a man can go into a lumber yard a good deal like this,
with full confidence and courage and wisdom as to what was best
to do, thoroughly wise in regard to his lumber knowledge; and
the salesman fully fortified with love and courage would say, "Mr.
Smith, let's walk out into your yard." And he would walk out

344 SELLING LUMBER

with Mr. Smith, and he would say, "Well, now, I see you are
short on 2x4 — 16', and he marks it down; and goes along, and
then there is some ceiling; "you need some ceiling, too. Is that
all you have got there ? " And he marks it down. He goes along,
and "Here; is this all you have got of this vertical grained floor-
ing?" And Smith indicates that it is. He don't give Smith much
time to talk as he puts it down. And he says, "You keep your
yard up in elegant shape. I never saw a better shed, and things
. .. kept up so clean; no litter at all; and, by the way, I see you need

Becoming some finish." And then he says, "Now, Mr. Smith, just sign your

Unfashionable namg right here ,, w^ if you haye gQt that abmty tQ gQ around

and size up the needs of your lumber man and ask him to sign
his name right here, he might stare at you a little bit, because
it is unusual; but you might do it. If you don't do it to the full
degree you might to a certain extent, because it requires your
knowledge of your own stock and your knowledge of the needs of
your customer, and it requires a man to be in all respects at all
times a perfect gentleman. He can't take a drink of whiskey to
fortify himself to go down and meet that customer. That never
did it in the world, and it don't keep the customer very long if
you are leading him into the saloons to treat him, if he is one
of the kind that drinks, because drinking is getting unfashionable,
and he begins to think that you are not fully the gentleman that
he thought you were. He don't feel honored. He don't feel really
honored by your company. I think the best salesman is the man
that his customer is glad to see him socially. He won't keep him
out in the front office an hour and a half waiting for him to get
through some unimportant detail. He will be glad to see him
He wants you to go out to dinner with him, or invites you to his
house. He wants to show his appreciation and friendship, and it
Meeting the is a Prettv £°°d thing for the salesman to be pretty well informed
Customer on the fads and outside work and interests of his customer. If
Basis { his customer is raising chickens he wants to be "able to ask intelli*
gent questions about those chickens. He wants to say, "Look here !
You don't keep your chickens in a steel or one of those cement
chicken houses, do you? I never knew a chicken to be kept in
one of those houses without he came down with the pip. He gets
cold. And people are finding that out now. Cement is the great-
est thing to produce disease in chickens, in cattle and in hogs.
Now, a neighbor of mine the other day lost a cow feeding ensilage

SELLINGLUMBER 345

out of a cement or concrete silo. The acid from the ensilage

formed a chemical combination with the lime or material the silo

was made of from the product that was put into the silo, and he

lost the cow — a very valuable cow." Well now, these things can

be dropped incidentally because they are true. There is lots of

it being done, just lots of it that is true. Well, incidentally I will

say that this part of my subject was verified the other day by

going onto a farm eight miles from Denver, kept by the man who

owns the Shirley Hotel, owned by Colonel Dodge. I went out to Teaching a

see Colonel Dodge, and there was a great big silo that had fallen About^los

down. He said, "I don't know what is the matter with that silo.

It has fallen down. And I am furnishing the city with milk." I

said, "You ought not to have had a concrete silo. You ought not

to have had it in the first place." And he said, "I bought it when

I bought the farm." I then told him that a concrete silo wasn't

good for dairy cows. I asked him a great many questions and

then I told him, so that he felt I was getting a great deal of in-

formation from him, which I was. I think every salesman should

have enough knowledge of any subject connected with his busi-

ness so that he can talk to his customer of it, so that he can ask

intelligent questions, and if he has that knowledge he can so ask

them that he will bring results largely his own way.

I don't think that I should say very much more. I
want to hear what is going to be said in the general talk which
you are to have here today among yourselves. I believe very
much in good salesmanship. I think it takes the best men. Now,
some may be good salesmen, but maybe you ought to be selling
millinery goods. (Laughter) There is quite a difference be-
tween a salesman that sells millinery goods or boots and shoes, a Man to Sell
and one that sells lumber. It takes a man to sell lumber. So Lumber"
far as I know you are all men. (Laughter). But I have seen
the other kind. I think I have been pretty successful in selecting
men who are equal to the emergency. I have one salesman here —
I won't call his name, because it would make him too notorious —
the same as I didn't call the name of the other gentleman who
asked me the questions this morning — but I have one gentleman
here who prides himself being equal to most any occasion and
adapting himself to the customer. His adaptability is such that
when he first began in my employ he had been a lifelong Repub-

346

SELLING LUMBER

(Himself

A Leader

55iSelling
Short Lengths

Wood Taber
nacles Only

Sunday7

lican, but he adapted himself very quickly to the Democratic party,
took care of a campaign for a few months, and elected the man
we wanted to Congress. We couldn't elect a Republican, so we
elected a Democrat. And he ran that thing, and they didn't find
out he was a Republican for a year, when he voted again; but
they didn't have any kick coming, because he did them good
service. And so he adapted himself very much to the customer
in that way; he sympathizes with the customer. If the customer
is a Democrat, he doesn't have any trouble over that. There
is a great deal that might be said that is really good for the
Democrats. (Laughter and applause.)

Now, he will sell short stuff. He manages to sell them, if
sixteen foot flooring is wanted, he manages to sell a great deal
of twelve and fourteen and ten. He really does, without any dis-
paraging insinuations against any of the twenty other good men
that I have here today — but he does beat them all on short lengths.
I don't know how he does it, but he does it; and sometimes they
will beat him in perhaps some other things. There are no two men
w^° ^ave exactty the same qualifications; and unless they have

about all the qualifications, when a stranger comes into my

.... .

office and gives his experience and all, and then if he has a

long nose and prominent chin, he will do, but a short nose and
retreating chin, I assign him to the millinery class. (Laughter.)
You have got to have some guide to go by. I am so glad that
you have those rules to go by now; and all I have to do when
a man applies to me for a position is to ask him about seven of
the most important of those questions.

Now, Billy Sunday has been to our place. He won't have
anything to preach in excepting a wooden tabernacle. And he is
going to Boston next, and they were going to do something nice
for him. They were going to put up a great, big brick taber-
nacle' and ^Q S^ he couldn't accept it ; he couldn't preach in it ;
the acoustic properties were such that he couldn't speak in it ;
and so the^ are Putting up a wooden tabernacle for Billy Sunday
in Boston. There are so many things that wood will not permit
of having a substitute for, and we are learning them, and our
men are going to talk to customers on the uses of wood on the
farm and elsewhere. There will not be so much cement used on the

SELLINGLUMBER 347

farm ten years from now as is being used now. (Applause) They
have advertised and they have told the farmer in almanacs and
in newspapers and in every way that they could get that subject
before him, of concrete for this and concrete for that, and he is
using concrete for almost everything. I went to a farm the other
day. It looked to me like there wasn't a bit of wood there. I
know there will be, in about ten years, because that man has
built everything out of concrete. He has got fence posts all over
his farm of concrete. And some day there is going to be a break-
ing away from concrete on that farm, and a little later we are
going to come into our own. We are passing through this stage
of evolution, and if we will inform ourselves thoroughly, go to Cementfwill
schools like this and have training and reading at home, and keep up Decline
this good work and meet frequently with each other, you salesmen,
when you get together — are going to have an easier time because the
manufacturer is going to stand by you. He is going to find out that
it is necessary for him to be very close to his salesmen. It is going
to be necessary for the manufacturer to go around more than he has
done, and get close to the customer that buys and close'to the
salesman that sells.

(Prolonged applause.)

Public Sentiment and the
Lumber Salesman

By Gen. L. C. Boyle

Special Counsel for the Southern Pine

Association
Kansas City, Mo.

Mr. Chairman and Gentlemen : — One of two things have been
made quite clear to me today. I have an old gardener down in
Kansas City who works for me — old John. John has a perpetual
bun on, and I wondered how he could stand it. I now understand
that if you want to preserve things you have got to keep them
ing ground in every state, gentlemen. We can't handle the stuff
soaked all the time, or not have them soaked at all. (Ap-
plause). That is the reason prohibition is gaining ground in
every state, gentlemen. We can't handle the stuff satisfactorily

348

SELLING LUMBER

Which
Wood?

The All-
Importance
of the
Salesman

unless we are at it all the time — get properly pickled, and cured and
preserved; and if we nibble at it, why then we decay. So you see,
we can't handle it at all and keep on our jobs. (Applause.)

Another matter, which deals with J;he ethical side of life,
has been made also quite clear. I now know, gentlemen, why
you, during your visit here in St. Louis, when you would pass a
street corner, and a little gust of wind would happen to come,
and a pretty girl was crossing the street, why you would stop,
look and listen. I know now why it is. It wasn't because you
were anxious to find out the contour of the ankle; not at all. It
was because you wanted to find out whether she was patronizing
yellow pine, hemlock, or cedar. (Applause.)

When I met Mr. Rhodes the other day at Washington, where
I was up on your business, in fact, because it is but one industry,
no matter what part in it you perform, or function, it is one great
industry — I was up there working for and trying to get some-
thing for this industry, and he asked me if I could arrange my
time to, come here and talk to you men, and I was glad of the
opportunity, for, gentlemen, after all it matters not how much
they may improve the mill; it matters not how much they may
develop and perfect the machinery for the making of boards; it
matters not how fine the trees have grown, or how straight and
tall and splendid they are; all of these is as nothing if at your
end of the line there is not a live wire. You have got to have
salesmen, gentlemen, or the lumber business would go off of the
map, and you are one of the great, important functions in this
industry. Now, I am not familiar with the technique of sales-
manship. I am not here to advise you how to sell lumber. You
know more about that in a minute than I could learji in a year.
That is your business. But there are some things that I might
be able to say to you that would interest you, because in every
walk of life nowadays it seems we have got to know something
about everything — round out our minds, as it were — because the
world is growing smaller every year, we are getting closer to-
gether, and it is essential that we know more each year.

It has been a habit in this country to condemn things because
they are big. Big business has been thought of as bad business.
The successful man has been only too frequently looked upon as
an evil doer, and not an aid in the nation's building. Now, that
is due to a wrong mental attitude. It is due to the fact that in

SELLING LUMBER

349

times past a few industries were being exploited, to the dis-
advantage and the hurt of the public, because a few men had
put their hands over those industries and were willing to take
selfish advantage of power. But because a few men have done
wrong is no reason why all business men should be tainted by
that statement. We have 250,000 business concerns in this nation ;
250,000 corporations and partnerships engaged in various lines of
business. That does not include banks; it does not include rail-
roads, it does not include public service corporations, but purely
business concerns. Gentlemen, do you know that 100,000 of
those 250,000, that their ledgers show during the last year that
100,000 of them are in arrears? Do you know that only 60,000
of the 250,000 made over $5,000 a piece? A few of the 60,000
made many millions. The part J. want to get at, however, is
this : That because a few great corporations like, we will say,
for instance, and by way of illustration only, the steel corporation
that controls 40 odd per cent of all the steel products of the
nation — a great institution which the courts have said is a legal
institution — now, because some man should feel that no one great
concern should control practically 50 per cent of any one product
in this nation is no reason why all business concerns should be
handicapped and prejudiced by that kind of economic theory.

Now, I want to give you a thought here touching the pride
that you ought to have in this industry. I want to couple with
my thought the work that the Southern Pine Association is doing
for the benefit of the industry and for the glory of the nation,
if you please. Gentlemen, there are something like forty odd
thousand sawmills making boards in this nation. The sway of
this industry reaches from the lakes to the Gulf, and from the
Atlantic to the Pacific. In thirty odd states lumber is man-
ufactured. In fifteen states it is a prime industry. In five states
it is the vital industry. Now, mark you ! Take yellow pine,
hemlock, and fir by way of illustration, and they are competitive
woods. The yellow pine salesman is in competition with the
hemlock salesman and with the fir salesman, each of them de-
scribing the merits of their particular wood. Fir comes from the
far Pacific, from Washington and Oregon, on a long distance
freight haul of thousands of miles. Fir competes in this middle
western country of ours, where the great markets exist, with
yellow pine, which is closer to them; with hemlock, which is still

A Wron&
Attitude
Toward
Business

Why Lumber
Men Should
Be Proud
of Their
Business

350

SELLING LUMBER

- Entitled

closer. Now, what I want you to understand is this : That this
great industry, comprehending so many units of manufacture,
is the prime industry in the nation. (Applause.) It employs
over 700,000 laborers. When you go to the country towns, my
friends, selling the retailer, who is depending upon the farmer's
trade, I want you to have in mind the fact when you are chatting
and exchanging gossip with your friend the rural retailer — I want

to Farmers' vou to take occasion to impress him with the fact that he can

Help

A Lumber

"Trust"

Impossible

tell his farmer friends, that this industry buys more farm produce
from the farmers of the nation than any other industry operating
in the nation. (Applause.) Let each of you make it plain to
the farmers, through the lumber retailers in the rural communi-
ties, that this industry is entitled to the moral and active help
of the farmers of this nation. There has been a prejudice abroad
in this nation, that lumber was in a trust. I wish that question
could be tried out before a lot of salesmen of these manufactur-
ers. (Laughter and applause.) I hope, and of course, I know
that the good newspapers of this fine city of St. Louis, that have
been giving you such splendid publicity — I hope that they will
challenge their people to this thought, that there has existed in
this country for years an absurd fallacy, to-wit, that there was a
great lumber monopoly; that the lumber barons had their hands
over the lumber manufacturing situation of this nation, and were
dictating prices. I trust, gentlemen, that some man with imagina-
tion and a vivid pen can portray the fact that here you sit, five
hundred salesmen representing competing manufacturers; and the
thing you are trying to learn is not how to compete more, but
how to compete less. (Applause.) In the nature of things there
could not be a lumber trust. There are too many mills, there
are too many trees, the spread of the industry reaches over too
great an area.

Now, my friends. I can only touch a point here and there.
I have no prepared paper for your edification. I only wish I
had had time to give this matter thought, so that I could have said
something to try to assist you as salesmen. For instance, I had
a little evidence of it in my hotel here this morning. I wanted to
to talk to my home in Kansas City. I called up from my room.
The young lady at the phone said, "We do not connect with the
Home phone system in Kansas City. This is the Bell phone."
"Well," I said, "I am sorry." "But," she said, "Mr. Boyle, if

SELLING LUMBER

351

you will permit us, we will be glad, if you have a neighbor
down there, who lives next to you in Kansas City, who has a
Bell phone, to call them and ask them if they will be good enough
to ask Mrs. Boyle to come to the phone." There was salesman-
ship, my friends, in its finer essence. "Of course/' I said to
the young lady, in my nicest voice — I hadn't seen her — (laughter).
"Why, of course, you put in my call" ; but, gentlemen, a college
of salesmanship, all the books in the world couldn't teach that
girl one fraction of it. She had it all — courtesy, politeness, will-
ingness to serve, earnestness, helpfulness; she had the whole
game in her hand.

Why, gentlemen, do you ever think about this — talking
about competition and salesmanship — some time back my family
was going to leave Kansas City on a trip — my wife and children.
In some way this news got abroad, and the railroad fellows found
it out. There are several railroads in Kansas 'City. Of course
we say down there that it is the greatest railroad center in the
world. They say the same thing in St. Louis, and they have the
same idea in Chicago, but we really have it. (Laughter.) Now,
what happened? To the little point of destination from Kansas
City, it was one price ; there was no competition in price. It was
absolutely one price. The service was practically the same, just
as one yellow pine board is like unto another in ordinary circum-
stances. The train service had little selection. What sent my
family over one special route? Salesmanship. This road called
me by telephone; that road called me by telephone; the other
road called me by telephone; but in a moment up pops a young
fellow in my office himself, and he made me feel that I would
be doing him a personal service if I would just send my family
over his road. Gentlemen, that was salesmanship. And so we
could go on, item by item, feeling that in this great world of
ours, in these modern days, directness of thought, honesty of pur-
pose, the purpose of serving, these are the master factors in
salesmanship.

Now, I want you men to have a pride — and you have it ; the
fact that you are here manifests it — that you have a pride in
your business. The great trouble with men in this world is that
they get into ruts. A fellow slips into a rut and he just rolls

An Example
of Good
Salesmanship

Outwitting
Competition
in Railway
Service

352

SELLING LUMBER

Something
for Salesmen
to Remember

Small Busi-
ness and Big
Business

along forever. He sees James or Tom or Dick or Harry climb-
ing up the mountain sides towards the heights and he envies
him in his heart, and he commences to become a grouch, because
a man who envies his neighbor is an unhappy man always. So
in salesmanship as in following law or in a grocery store or in
running a mill; a man who gets in a rut cannot get out of it,
cannot keep abreast of the times. And you are not men of that
type. You are alive, you are awake, you are here touching
shoulders with each other, going to school, in manifestation ot
the fact that you are alive. Now, I want you to go back to your
various fields of labor with a vision, a great, outstanding vision,
and that vision is this : That you represent the leading industry
in America (applause) ; that it employs more men, save and ex-
cept one other industry, than any other industry; that is ships
more freight and pays more money to the railroads of this coun-
try than any other industry; that it buys more farmers' produce
than any other industry; that it deals in a great initial resource
that is of essential value to the evolution and progress of human-
ity ; that you have an industry that is the pioneer of civilization,
because it is only due to the woodsman that civilization is here.
Where the woods once stood we have now the farm. Those
woods were conquered and the forests leveled by the pioneers —
and there is one of the troubles also with that industry. I was
here last night and saw those wonderful pictures. Wasn't it a
wonderful inspiration, wasn't it a wonderful thing to see it —
the whole manufacture of boards ! Don't you know that if the
boys in the country towns, that if the people of this nation could
visualize what you and I saw last night, what a fine thing it
would be for this industry? But did you see that little old fellow
without any teeth that stood there near that circular saw, cutting
up three or four logs a day? He stood there chewing tobacco
and spitting over the logs that went through his saw and cutting
slowly and laboriously a log. Gentlemen, that is small business.
And you noticed that other great mill, or one of them — there
were many — where you saw the gang saws cutting up in one
operation a whole log — a mammoth, magnificent picture — with
the delicacy that a watch is made. That is big business. Which
of the two businesses, the little business or the big business, spells
progress and glory for the nation? Oh, gentlemen, the politician
has got to recognize that although the little man has his rights

SELLINGLUMBER 353

— God knows he has his rights as well as his difficulties — but
this other man also has his rights and he performs a greater
service to this nation than the other one. (Applause.)

Now, you are the men that can mold public opinion. You
can do more in the dispelling of false ideas touching the lumber
industry than any other one influence. Why, my friends, you
visit the people, and that is where public opinion resides. Become Salesmen
familiar with the history of the tree, know the spread of the man- p^iic*^
ufacture thereof, master the details of grade and density rules, Opinion
make the public understand, as you are talking to it, the value of
the industry to the people, and that the thing the industry needs is
less competition, and not more competition. You can do this, my
friends, if you will be but equal to your own abilities. You
men, bright, keen, alert, on the firing line, have the thing in your
own hands. You have not always been helped as you should have
been helped. The manufacturer out here is to blame when you
sometimes are criticized because you can't get the right boards
and the manufacturer has gummed the cards by dumping into
the market an overburden of boards. (Applause.) You can't
always get the price unless this co-operation back in the woods
is working with you ; and that is where this wonderful associa-
tion, the Southern Pine Association, is doing a great service to
the men for whom you work and with whom you work. This
Association is bringing together these manufacturers ; the men
that make the boards that you sell. Now, we can't agree upon ^° Southern
prices back there at the mill; that is against the law. We can't PineAsso-
say, we will depress the output so as to make a rise in the p'rice. Clatlon
That is against the law. But we do know this, and this Association
through the genius of its secretary knows it, that if men get
together and talk about their business intelligently, sympathetically,
understandingly, they will make boards in harmony with market
needs, and this without agreement, because, knowledge begets
common sense. (Applause.) And there is not a farmer, there
is not a dairy man, there is no one in this nation that would
deny the lumberman that privilege if they but understood our
problems aright. Now, through the medium of this Association
we are going to work out that problem. For the first time in
the industry, it is awakening. Men are coming in from the hills
where they have been sitting in the shadow of the somber forests
and are coming into the light, and they are Couching elbows with

354

SELLING LUMBER

What the
Association
Is Trying
to Do

their competitors. They are all making boards out of trees. They
want to conserve those trees. They want to get a fair profit
from their lumber. They can't do it unless they touch shoulders
with each other. Why? My friends", do you know people seem
to forget. You go down to your home tonight on the railroad
train, to various places, you take one road, and you take another.
You pay the same price, don't you? Exactly. Any agreement
between the railroad companies on that proposition? No written
agreement, no. But the law says that they have a right to
charge for service, and as the service is uniform it is no violation
of the law if the price is uniform. Every railroad in this country
is under the shadow of the Sherman law and yet every railroad
in this country charges alike for the same service.

Now, what we are trying to do is this : We are taking a
tree growing out here in the virgin forests. We want to make
that tree adaptable for human needs. We want to make it serve
the values of life, serving children, serving men and women,
serving the forward vision of a nation. We have to cut it,
we have to bring it into the mill, we have to cut it up into
various dimensions ; we have to put it on a car ; we have to
deliver it to a market; we have to sell it to a distributor in that
market, and then we lose track of it, because we don't sell it to
the ultimate consumer. We sell to the man who sells to the
ultimate consumer; and, my friends, we are just now realizing
this, and the law is realizing it, the people are realizing it — that
where these manufacturers are cutting each other's throats by
putting cars in transit — (prolonged applause) — by overproducing
the market — I say, my friends, when these men are doing this
they are not getting cost for service ; they are selling their labor,
they are selling these trees that it took the laboring years cen-
turies to mature, that were given for the need of all, selling those
to the retail trade — not to your farmer, not to your dairyman,
not to your house builder — but to the distributor of lumber, at a
cut price. My friends, that is going to stop, because men do not
throw their pearls before swine. Men don't give their title deeds
away for nothing. These men who own trees through the sane
common sense methods of the Southern Pine Association are
going to give you men a fair chance to make records, and you
haven't had it before. (Applause.) Somebody has said you
must not be content with being an order taker; you must sell not

SELLINGLUMBER 355

at a price purely; prices must not be your god. You must not
go out just to get orders. You must be real salesmen. Fine!
That is what you are going to be ; but you can't be it unless you
are helped at the other end of the line; and that is where this
Southern Pine Association is co-ordinating efforts, my friends.
This is your industry. Take pride in it! Take a joy in your
service ! Why, my friends, this is an epoch-making time in which
we live, and our children and their children will look back upon
it as the beginning of a great constructive era. You are right
now in the front trenches of this, the greatest movement in
American history. We are now for the first time commencing
to think of economy, efficiency and order in our national life.
There has been challenge to our national conscience, for we
have been brought face to face with the fact that other nations This an
living under autocratic forms of government are more efficient
and have greater care for God's gifts than we in our great Time
democracy. We are going to arouse this democracy to a right
understanding of our obligations to them; and this country will
be, under God's providence, the living light that will lead the
world, for you and I and our brothers everywhere will live up
to our obligations. We can't do it by simply making guns and
building battleships. We have got to conserve and make the best
use of our forests. We have got to conserve and-make the best
use of our coal and our oil ; and those things the good God who
made them — not man — He has given them to us for our use, and
it is not right for us to waste them as we have. But it is diffi-
cult to co-ordinate rightly in a democracy and that is because the
multitude rules. You have got to have the highest degree of
intelligence ; but men every place are having a better under-
standing of these things of efficiency. The German Empire would
have been a thing of the past, regardless of the size of its army,
if it had not treasured its trees,, if it had not conserved its coal,
if it had been unable to mobolize its industrial units. My friends, A Higher
just think of this: Just the other day, thirty miles from .Berlin
they planted two million little saplings in a new forest that they
are planting, for one hundred years from now, to serve the
empire. That is the kind of nationalism we must get if our
democracy is to be the leader in the world's great struggle. We
want to serve humanity. They over there may want to triumph
for selfishness. You know and I know that our mission in

356

SELLING LUMBER

Salesmen in
the Front

Mexico is one of service. Our mission to the Philippines was
one of service; our mission to Cuba was one of service. We
have the ideal of humanity well developed, but we must learn
to put our industries in a position where they can serve that great
ideal.

My friends, you are men who are largely in the front of this
great movement. When you see things that are not right in
the industry, when you see things that ought to be corrected, tell
not only your house about it, but see that the Association knows
about it, because there are high-minded, clear-visioned, upstanding
men in this great industry. They want to do right, and they
want to teach the whole industry to do right. You are in a
position to serve, and you are not getting into the rut ; you are
out of the rut; you are on the high plane of a great future.
Bring this industry to the front where it belongs! And. my
friends, you can do it ! I thank you. (Loud and prolonged ap-
plause.)

Lumber Salesmanship

By Edward Hines

Edward Hines Lumber Co.

Chicago, 111.

I rather hesitate, in trying to hold your attention, for I fear
the subject of salesmanship has been so fully covered, first by
that marvel and living example of scientific specialization on
salesmanship, Dr. Krebs, whose wonderful word picture so intelli-
Congressof gently> forcefully and eloquently painted, must be planted in your
"Home memory, not soon to be forgotten, and which contains so much

for future thought and guidance for us all.. Then listening to
Mr. Barrett's able presentation of his ideas, it indeed takes
courage to attempt to follow two such able, entertaining profes-
sional speakers. I supposed this was to be a congress of home
talent, if indeed I am even safe in using this vxord, so at the start,
I ask your kind indulgence.

In preparing my remarks, I had in mind seeing a much
larger percentage of the manufacturers and home sales managers

SELLING LUMBER

357

present, hence prepared my paper, having in mind reaching them,
as really through them only, in many ways can progress be made,
ably assisted by you gentlemen. I am very much disappointed at
not seeing more manufacturers present, as I feel that many things
could be learned at this meeting, and also by their presence,
encourage this movement.

When asked by Mr. Rhodes, secretary of your splendid
Association, to come here today and address the School of Sales-
manship, had I considered my personal business and the urgent
obligations that I had elsewhere, as it seems many have, I would
have felt warranted in saying "impossible." For the past month
I have hardly been at my office. Three weeks ago in Chicago, the
entire week was practically taken up with the deliberations of the
National Lumber Manufacturers' Association, following which
came a week with the National Republican Convention; then fol-
lowed by the meeting of the National Hardwood Association of
the United States. In each one of these I had a strong personal
interest and felt obligated to devote much of my time to them.
But I am very much interested in your Salesman's Association,
and I firmly believe in the ideas you are endeavoring to pro-
mulgate. It assuredly is an advanced step in scientific salesman-
ship, and if there is one thing that the Yellow Pine Association
needs today, it is such advancement, and I heartily concur in it.

Moreover, I am here representing in a measure, the National
Lumber Manufacturers' Association, as one of its Board of Di-
rectors, to assist in any and every way possible, your organization,
the largest unit of the National Association. I have, too, a selfish
motive to serve as the interests that I represent are large holders
of yellow pine stumpage in Mississippi, and I feel that the move-
ment that is inaugurated here today will be a wonderful forward
step in bringing about enhanced stumpage values if this movement
is properly managed. These should have as their foundation,
first a reasonable value for stumpage which each year added there-
to the cost of interest and carrying charges plus the full operating
expenses, with reasonable depreciation per year on all plant ac-
counts, then 12 per cent for profit based on the selling values,
and, as the Government has gone on record in declaring a 12
per cent computation over and above these costs a reasonable
manufacturing profit.

Salesmen's
School a Step
in Advance

Expects
Enhanced
Stumpage
Values

358

SELLING LUMBER

A Tribute

to Mr. Rhodes

The Lumber
Industry
Asleep at the
Switch

Contrasting
the Past With
the Future

Knowing so well the personnel of the officers of your organi-
zation, and having had many years' experience with Mr. Rhodes,
your most active and efficient secretary, through his and my con-
nection with the Northern Pine Manufacturers' Association, for
which he served as secretary for many years, I appreciate that
the work is in excellent hands and that the yellow pine interests
have awakened to the necessity of doing something to elevate a
great industry to a plane to which it is rightfully entitled.

The lumber industry as a whole has been "asleep at the
switch," so to speak, and in my judgment, they are alone largely
responsible for unfortunate conditions. Yellow pine has been
especially unfortunate. I believe fully 75 per cent of the entire
production goes to a territory where it has no competition with
any other wood, but simply competes one yellow pine manufac-
turer with another. Certainly that condition furnishes much food
for sober thought and consideration. So in that large proportion
of the sales end of the business, they have the remedy in their
own hands.

As I stand here today my mind goes back to my first ex-
perience in the lumber business some forty years ago. When I
ponder a moment and attempt to picture, judging from the past,
what changes will occur in the next forty years, I can but feel
that many of us here today will not be present to witness the
greatly changed conditions that must come; changes of a decided
character, advanced, I trust, and much improved. It is well in
trying to judge the future and to make reasonable provisions for
it, to take somewhat of an inventory of the past; to go back and
study conditions, then take up one by one the changes that the
industry has undergone. A diagnosis of the causes that have
changed the conditions in the lumber business discloses a remark-
able evolution in every department of our great industry, and
especially so in the sales department.

In the early 70s and '80s, Northern pine was practically the
only wood for building material that could be obtained in that
great consuming territory known as the Middle West, bounded on
the east by the Allegheny Mountains, on the north by the Great
Lakes and its tributaries, and on the west by the Rocky Moun-
tains. Nature had well provided ways and means of transporting
the logs from the tree to the sawmill at comparatively small costs.
In the states of Michigan, Wisconsin and Minnesota there were

SELLINGLUMBER 359

driveable streams carrying the logs for several hundred miles from
their sources, quickly to lake ports and lumber was there man-
ufactured in large quantities at the well known lumbering man-
ufacturing ports of Saginaw, Bay City, Alpena, Oscoda, Che- Famous Lum-
boygan, Traverse City, Ludington and Manistee, Mich., and in Other Years
that greatest of all lumber manufacturing markets of the Great
Lakes for many years — Muskegon, Mich. — where at one time
there were forty-seven sawmills located, manufacturing in a single
year over one billion feet of lumber, and practically all of it
white pine.

The manner of marketing lumber at that time was indeed
very crude. The manufacturer gave careful attention and ex-
pended time and money to avail himself of the most scientific
methods of logging his standing timber and making the logs so
that the product in lumber would be of the best quality possible.
Every facility; every means of economic operation were » carefully
supplied and adopted. Provisions were made for reduced costs
of manufacture, and such men as David Ward, David Whitney,
Hon. Isaac Stephenson, Royal C. Remick, Charles Hackley, the
Sages, Merrills, Rusts, D. A. Blodgette and numerous other oper-
ators in Michigan made the early history of logging manufac-
turing, epoch-making and interesting.

The lumber was piled on docks available only for water
transportation; the various grades, thicknesses, widths and lengths Lun£eJ«f.~
together. In one pile there would be everything from a 4-inch out Regard
10-foot No. 3 strip to a 1st and 2d Clear, varying in value from to Sizes
$10.00 to $50.00 per thousand feet. That lumber in nearly all
instances would be loaded on what was then known as sailing
schooners carrying from 150,000 to 250,000 feet.

In those days Chicago was the greatest lumber market in
the world, having at one time eighty-six lumber yards, almost every
one under separate ownership, hence a larger number of these vessels
were consigned to what was then known as the Chicago Lumber
Market, and at times, owing to unfavorable winds, the boats be-
came bunched and with the first favorable wind would come to
Chicago in great numbers. I have seen as many as 107 boats
at one time loaded with lumber tied up in the Chicago River from
the Randolph Street bridge to the mouth of the river for sale.

360 SELLING LUMBER

Gentlemen, consider what a large quantity of lumber was con-
signed by manufacturers without any knowledge of what they
would receive in price, measurement or terms, as it was practic-
ally auctioned off to the highest bidder. At that time there existed
Hit-Or-Miss and does exist today in these large cities, an association whose

Methods of interest was and still is only in their own particular business;
Marketing

that of buying and selling lumber; totally disinterested in the

manufacturer's problems or troubles. Their interests were con-
cerned only m making sales at prices, regardless of the weal or
woe of the manufacturer.

My first vocation in the lumber business in the year 1879
was as tally-boy to inspectors on the Chicago River in the old
lumber market at the foot of Franklin Street, where I had the
personal experience of seeing lumber handled in the above de-
scribed manner. Early in the morning during the open navigation
the wholesale yard dealers, or buyers as they were classed, would
congregate at the lumber market, arriving as early as 5 :30 a. m.
The commission men would meet them, provided with but meager
information of the boat load of lumber, showing the name of the
boat, approximate quantity and about what the cargo consisted of.
The buyers would make a sort of preliminary survey of the cargo,
"dig up," so to speak, four or five layers of the lumber, turn it
over and examine it as well as they could from the hatchways,
E 1 M " an<^ ^e car£° would then be auctioned off by the commission
Sales at ' man to the wholesale and yard buyers. After agreeing on a price

Auction for what {-1^ wouid cjass as merchantable and better, a term

that included everything 4-inch and wider, 10 feet and longer,
1-inch and thicker, from the grades of what are now known as a
portion of our No. 3, all our No. 2, No. 1 flask stock, D, C, B
and A Select, 1st and 2d Clear, No. 1, No. 2 and No. 3 Shop,
and some others. They would then agree upon a price for the
so-called mill culls in the cargo, this term being about as elastic
as the inspector's conscience would allow. The buyer selected
from a dozen or more inspection firms one to measure the lumber
under inspection rules adopted by the Chicago wholesalers, who
said they were legal because authorized by a charter from the
state, and in the consideration and adoption of which the manu-
facturers were never consulted. You can appreciate under such
inspection, practically influenced and controlled by the buyers, the

SELLING LUMBER 361

treatment the manufacturer received, and how the inspectors
naturally catered to the buyers. After the bargain was consum-
mated several inspectors got aboard with one or two tally boys
and the cargo towed to the respective lumber yard, there to be
unloaded. A gang of longshoremen would unload the cargo, men
working two in a gang, throwing lumber over in armfuls all the
way from four to a dozen strips and boards at one time. While
this was going over the boat, the inspector, purely by sight, not
attempting to measure with a board rule, would attempt to ascer- A Slim Chance

tain how much lumber was in each parcel or armful, and what for the Manu-
facturer
percentage of it he could class as mill culls. Ybu can draw your

own conclusions as to the accuracy of either the measurement or
inspection. Later, when I was employed by one of these whole-
salers I had the opportunity of viewing the other side and know-
ing the exact returns from cargoes unloaded and measured in the
manner described, and I saw the large amount of overrun in feet,
not to speak of the large proportion classed as mill culls which
was of better quality lumber. When the cargo was unloaded a
recapitulation of the inspection was made out and the yard man
would settle with the commission man on basis of the inspector's
report. The manufacturer in every instance was paid for his
lumber on a basis of this measurement and inspection. That,
gentlemen, was the manner of marketing millions of feet of lum-
ber up to the '90s. Vou will appreciate the position of the manu-
facturers who in many instances had gone in debt for twenty to
thirty years' supply of timber, pioneering the forests, and enduring
privation and hardship, with little or no profit. Logging opera-
tions were conducted during the winter months of necessity, owing
to the need for snow and ice for purposes of hauling the logs to
streams for transportation to mill points. The men usually going
into the woods in September or October and rarely returning until Hardships of
April, or when the driving of the logs commenced, suffering all Early-Day
manner of privations practically isolated during those six months
from all home comforts, and, you might say, far removed from
civilization. You can appreciate the hardships that the operators
had to contend with as compared with today, logging in most
cases now being done one to two days ahead of the saw and
then entirely by rail, accessible in most cases in an hour on a
comfortable logging railroad.

362

SELLING LUMBER

Mill Men

Finally

Awake

Boat Shipping
to Wholesalers
Finally
Stopped

Shipping
Lumber at
Fifty Cents
a Thousand

As time went on the mill men began to realize how one-
sided and unjust the selling methods were, and naturally sought
some practical means of correcting the existing abuses. Some
few far-sighted manufacturers first conceived the idea of securing
ground adjacent to their sawmills where the lumber was assorted
in reasonable separate widths, lengths and grades; an estimate
was made of about what an average cargo of mill-run stock
would be worth, in order to ascertain and tell their asking price,
and thus the first departure from the older selling methods was
inaugurated.

From that time on there was a gradual improvement in
selling agencies. Some manufacturers went further and tried
to reach the yard trade, and the large manufacturing trade direct,
and discontinue the shipping of their product in this unselected,
crude manner, to the wholesalers, endeavoring to obtain more
nearly the actual value of their product in the markets where it
was ultimately used. From such methods developed the yarding
of the lumber at Saginaw, Bay City, Muskegon, Menominee,
Marinette, etc., by the well-known firms of Kirby-Carpenter Com-
pany, Eddy Brothers, Pitts & Cranage, Bliss & Van Auken, Saw-
yer-Goodman Company, Hamilton Merryman Company and num-
erous others, finally discontinued entirely the shipping of their
stock by boat to these wholesale markets.

In the late 70s and early '80s Chicago was the largest lumber
market in the world. Conveniently located at the foot of Lake
Michigan by water, the cheapest of all transportation means, trib-
utary to all the lumber manufacturing points on the Great Lakes
and the Georgian Bay district of Canada, enabling them to trans-
port rough lumber, and in many cases, green from the saw, at a
nominal cost. I have seen lumber transported by boats many
times from Muskegon to Chicago at the rate of $1 per thousand,
when the labor for the loading and unloading would amount to
50 cents, leaving the boat about 50 cents for transportation
charges. Compare today's freight charges on your product by
rail, rough from mill points to Chicago — 24^ cents east, 26^
cents west, about $10.00 per thousand — and you have to load it —
a difference of 1,000 per cent in transportation charges.

Centrally located, reaching by railroads the entire territory
from the Allegheny Mountains to the Rocky Mountains and the
Ohio River, favored by great railway facilities where cars could

SELLING LUMBER

363

No Car

always be had, due to the unusual incoming freight from the
South and West, in those days practically all grain and stock came
to Chicago — cars were always available for lumber shipments out.
In those days there were upwards of sixty distributing yards
located in Chicago, all doing a wholesale shipping trade. I have
within my experience seen lumber shipped in train loads from
Chicago to Texas, right through yellow pine forests ; have seen
long joists, etc., kiln-dried in Chicago (and put lengthwise into
a kiln in order to dry them), shipped to the Tabor Opera House shortage
at Denver, Colo., taking a 71^4 cent rate. Consider how vastly Then
different are present-day conditions. Fir from the coast reaches
that market on favorable freight rates; yellow pine and white
pine from Idaho; pine from Montana, and your yellow pine from
the South are all factors. As many of you gentlemen who have
had experience in the early days know, Chicago was practically
the only market that supplied for a long time very largely the
great prairie states of Nebraska, Kansas, Missouri, Iowa, Illinois,
Indiana and Ohio. Compare the then prevailing conditions with
those of today. The former great water receiving centers of
the United States, like Buffalo, Cleveland, Toledo and Chicago
are receiving lumber daily, and in many cases in train loads from
Texas, Mississippi, Arkansas, Missouri, Louisiana, Alabama, Geor-
gia and Florida, in fact, more yellow pine is coming into Chicago
today than any other wood. I mention this to^call your direct
attention to them as a foundation for my remarks and to show Yellow Pine
how evolution has wrought great changes in the methods, par-
ticularly of selling lumber. This should awaken in you a deeper
sense of your obligations and your duties, and awaken in you a
new interest in the problems you are here to discuss and consider.
You are the veritable eyes of the industry, through which the
manufacturers must look to see the light of day in solving these
troublesome and vexatious problems.

In the early '90s the sawmills located along the Mississippi
River from St. Louis north to Minneapolis, and those located
throughout Minnesota and Wisconsin were each making separate
grades, known by the particular mills that cut the lumber. Each The Birth
manufacturer was making his own prices, based on what he felt
his particular grades were worth. The manufacturer making
better grades than his neighbors would come in competition in
the selling price with the one making the poorer grades, and better

364 SELLING LUMBER

grades were soon lowered in value to a level of the poorer grades.
The manufacturers realized that something must be done to
standardize grades if they were ever to standardize values and
secure prices commensurate with costs of production. They were
able to control their logging end; could compare the cost of man-
ufacture and correct any material defects and differences, but
owing to the irregularity of the grades, their prices were accord-
ingly irregular and too elastic. Finally committees fom the Mis-
sissippi Valley Lumber Manufacturers' Association, and, what
was then known as the Wisconsin Lumber Manufacturers' Asso-
ciation, met in conference, and Mr. George ' H. Long, then with
the Northwest Lumber Company, Eau Claire, Wis., now with
Weyerhauser Lumber Company, Tacoma, was made chairman of a
joint committee selected for the purpose of standardizing the manu-
facture and grades. Too much credit cannot be given Mr. Long
for formulating what was later adopted in joint session by both
Stability associations, uniform rules of manufacture and grading, based on

in Northern mOst intelligent ideas. Practically all the mills along the Missis-
Lumber ....
Prices sippi River and in Wisconsin and Minnesota adopted these rules,

and but a short time elapsed ere they secured uniformity in man-
ufacture and inspection. There followed gradually and naturally
more uniformity of prices. I think you will bear me out in my
statement that during the trying times the yellow pine manu-
facturers have experienced in the numerous fluctuations in their
prices, Northern pine values have held uniformly firm with com-
paratively little difference between the various manufacturers'
prices. A net price-list means something; the retail and consum-
ing trade of the United States have felt for many years that a
price-list issued by any of the various manufacturers composed of
the Northern Pine Manufacturers' Association, represented with
reasonable accuracy the selling value of their products. Their
price-lists were not issued subject to cuts of from $5 to $15 per
thousand. The trade has become educated to know that it meant
a price-list of real values, subject only to slight fluctuations — never
to concessions of from $5 to $15 per thousand, as is the custom
in making yellow pine prices. Traveling men in quoting dealers
do not use the term "such and so much off," "so and so's" list,
but quote stated prices delivered to a given point, with closer con-
sideration for the actual value of the stock.

SELLINGLUMBER 365

I feel that the yellow pine manufacturers have made a mis-
take which should be corrected, on the basis they are quoting
their lumber, and the price-list they are placing in your hands to
quote from. It is entirely wrong. The trade has no respect for
your price-list; you, yourselves, have no respect for it. It means

nothing to you. On the contrary, it has no substantial foundation £ Mistake of
, ™ r , J' . . Yellow Pine

of real values. The very fact of having a price-current, that is Manufacturers

most indefinite, that is cut by common consent anywhere from $5
to $15 is in itself an evidence of weakness; and depresses values
through all the channels it reaches; has no stability; furthermore,
you as salesmen, do not actually know the value of the product
you are selling, and have no idea what your sales net your em-
ployer.

Up to the time that the white pine operators arrived at an
understanding and adopted a more uniform manufacture and in-
spection, pine stumpage was bringing practically nothing. From
that time on, prices gradually became reasonably uniform and
advanced until today pine stumpage is bringing a reasonable price
— a high price, in fact, compared with yellow pine stumpage
values. Let us consider the competition in selling white pine as The Advance
compared with yellow pine. In a territory where 80 per cent in White Pine
of your product is sold you have no competition with any other ValuX*86
wood in lumber used for like purposes. Compare Northern pine
with such conditions. We have strong competition in price with
every wood manufactured in the United States in any market in
which we sell our product. This is .a broad statement, but never-
theless true, whether we go west, south or east. Don't you think,
therefore, that your condition should be improved, wherein you
have no competition with outside woods in 80 per cent of your
territory? Some means should be arrived at which would correct
this great evil. Such conditions are not welcomed by the retailer
or large consumers of lumber. Within the past six weeks I have Handling
heard many statements in the larger buying markets to the effect MadelDiffi-
that it is most difficult to handle yellow pine owing to the mar- cu1* by Market
ket fluctuations. For instance, at the present time many dealers
have stocked up heavily during the winter months. They paid the
higher prices prevailing at the time their purchases were made,
and are now confronted with the perplexing difficulties arising
from an all too eager and over-zealous effort to sell lumber, and
retailers anticipating lower levels are selling for less than they

366

SELLING LUMBER

Every Manu-
facturer of
Yellow Pine
Should Be an
Association
Man

The Greatest
Good Through
Association
Methods

When the Sup-
ply Catches
the Demand

bought your lumber for last fall and winter, and with no real
conditions to warrant you in lowering your prices a'nd placing
them in this unfortunate position. Verily, gentlemen, your situa-
tion needs a remedy — a very drastic remedy.

I am one who believes firmly in selling lumber through as-
sociation methods. Associations should be supported. Every man-
ufacturer of yellow pine should belong to your Association. They
should not alone be members, but they should give the Association
their active, financial, moral and personal support. They should
attend meetings ; take part in the discussions ; assist in doing com-
mittee work; encourage the chairmen of the various committees
by giving their time, thought and energy, that the entire industry
be represented through the Association.

The greatest good to the greatest number can be accom-
plished only through association methods. The time has gone by
when individual interests can accomplish these things. Those who
criticize association work and say that it has not accomplished
"this or that and the other thing," are generally those who fail to
give their personal help to the officers or the committees of the
association. Before you can show a decided improvement in your
prices, the members of your Association must have uniformity
of manufacture, grading, planing-mill work, and establish the
knowledge in the trade that no matter which mill the lumber
comes from, it will be of the same general character in manu-
facture, planing-mill work, and grade. Upon this foundation, by
intelligent, honest co-operation you can acquire stability, stay the
extreme fluctuations of prices and can improve values, as well as
attain more pleasant and cordial relations both between yourselves
and your customers.

As was said by Mr. Parlin of the Curtis Publishing Company,
in an address before the National Lumber Manufacturers' Asso-
ciation on June 1st, in any industry where the supply catches the
demand, radical changes take place in merchandising problems.
In some industries, and many of them, and that is particularly
true in ours, there has been a period when the demand was greater
than the supply. At such times the manufacturer made and
shipped what he pleased ; the retailer had to sell what he could
buy, and the customer necessarily was obliged to accept what he
could get from the retailer. But it is the history of industry, that
a day comes when the supply catches up with the demand. Tlie

SELLINGLUMBER 367

retailer and large user of lumber then can select and reject; even
the small consumer has something to say; the manufacturer can
no longer make what he pleases; how he pleases, and give what
he pleases, but must consider carefully what the consumer wants;
he must cater to public sentiment, carefully watch the various sub-
stitutes that have been making inroads on his product, as well
as what competitors in other lines of lumber are doing. In this Dictates
day the retailer can no longer sell what he sees fit to, but must
sell what the consumer demands. The manufacturer must care-
fully consider the wants of the ultimate consumer, no matter how
small or large user of lumber he may be. In my judgment that
day has arrived in the lumber industry.

It was my good fortune to commence traveling in the early
'80s, gradually covering the territory from Philadelphia to Denver ;
a large territory, most diversified; having experience first in the
territory largely in Colorado, Nebraska, Kansas, in the days when
lumber was in great demand, the country was settling up, and
lumber for building purposes was naturally wanted first. The
question of a little difference in thickness, widths, mixture of
white and Norway pine, difference in grade or dryness was not No Arguments
considered, nor was the price considered, but the question was — About Grades
how quick could the lumber be furnished. In many cases lumber
was taken direct from the cars and hauled twenty to fifty miles
from the railroad to new towns and communities that were con-
stantly coming into existence. It was largely used for cheap
class of houses for temporary use, sheds, barns, fences, granaries,
etc. Almost anything that looked like lumber answered the pur-
pose.

It was my pleasure at that time to sell to Mr. R. A. Long,
then in the retail yard game, who started in a very modest manner,
and it is with a great deal of pleasure and satisfaction to me, to
have seen him surmount the great difficulties he has, and stand R- A. Long
at the top rank of the yellow pine manufacturers of your Associa- Dealer Ct&
tion, and today, as then, always ready to devote his time, thought
and energy, as well as his purse, for the betterment and uplift of
not alone trade, but humanity.

I also had the experience of visiting a different class of trade.
That of the consuming trade of the Eastern states, in New York,
Pennsylvania and Ohio, where the requirements were more par-
ticular, and users insisted upon obtaining all white pine when

368

SELLING LUMBER

Consumers
More Particu-
lar in the East

Yellow Pine
Has No Com-
petitor in
Price, Except
Itself

Wide Latitude
in Extending
Credit

buying white pine, where they wanted stock of a certain uniform
grade, where thickness, width, grade and dryness meant what was
asked, where lumber was largely used for specific manufacturing
purposes, to fill certain prescribed wants and where the better
grades of lumber were used for pattern work and the better class
of finish. Today there is not alone great competition in selling
lumber on account of the various substitutes that have for some
time been making serious inroads, but of one kind of lumber
against tlie other, particularly in the West, where you have your
competition with fir, the white and yellow pine from the inland
empire. No wood has really the field alone. In all territories at
certain points, one wood meets to some extent, competition with
the other, although yellow pine is practically exempt from com-
petition except with itself, in that great territory embracing the
area from the Atlantic Coast to the Rocky Mountains, where it
meets practically nothing in competition, as far as price is con-
cerned, and in meeting Norway and white pine in the North, you
have an advantage in price of from $5 to $20 per thousand, and
even in competition with hemlock you have very little competition
in any territory, drawing a line east and west from Chicago, and
you do not meet fir competition until you get pretty well West.

Yet, in this large territory yellow pine has no competitor in
price, but itself. It must, therefore, appear to you that there
exists a great need for advanced, intelligent, honest co-operation
among salesmen, and that you try to reach a better and clearer
understanding of the duties that devolve upon you.

In the earlier days the salesman was about the only means
of establishing credit between the buyer and seller; the buyer
catered particularly to him in order to have him give as good an
impression as possible to his employer when he returned from
his trip. I, personally, had experience in that direction because in
those days, especially in the West, many retailers were obtaining a
much greater line of credit in the purchase of lumber, than really,
technically speaking, as we view credits today, they were entitled
to. But the salesmen were given a great deal of latitude as
regards credits; lumber sold quickly; retailers were making sub-
stantial profits and about the only thing one had to view generally
was the moral risk and the character and business ability of the
man to whom you were selling. At that time there were no such
things as price-lists or stock-sheets issued. The millions of letters

SELLING LUMBER

369

that are sent out today were then unknown as messengers; there
was no such thing in certain prescribed territories as wholesale
dealers or commission men, reaching the buyers at an hour's notice
by mail, automobile or telephone. When the salesmen called
upon the trade, the buyer did not know when thexnext salesman
was coming; he knew if he delayed placing an order it might
seriously inconvenience him in taking care of his trade, so he
generally acted promptly when the salesman called. There was
a sort of obligation, when the traveling man called, that the re-
tailer must make up an order for him. In reality a salesman in
those days was merely an order-taker. Compare that, gentlemen,
with your experience today. I wish to be very charitable in any
censure I may place upon you, as I have had a wider experience in
selling lumber, and am therefore able to judge with reason and in
a kindly way, the conditions now confronting you, and to compare
them with those of thirty-five years ago. I have occupied for this
period of time, a continuous selling job. While I do not have
the opportunity of calling on as many dealers -as formerly, I
frequently call upon those located in the larger cities, where
keener competition exists, and several times a year make a trip
fro '11 Chicago to New York City, calling at the various lake ports.
While my efforts are usually directed to selling lumber in larger
quantities, I am always glad to take an order for even a carload.

In many places you are received in an ante-room, where there
is usually a sign reading in substance, "Salesmen received from
10 to 12 a. m." You are obliged to send in your card and await
your opportunity. One good thing is that you always have com-
pany in the ante-room; some salesman will introduce himself to
you and in turn introduce you to two or three other good fellows
so that you have the enjoyment and pleasure of good company
while waiting. It is almost like waiting your turn in a barber
shop. When you are ushered in to the buyer, he usually feels
he is doing you a favor and showing a courtesy, to see you at all,
and you appreciate that you can take but a very few minutes of
his time, to obtain his attention and serious consideration.

I maintain that specialization in salesmanship is indispensable
today, not because I am quixotic and enjoy the selection of an
arduous road, but for the cold matter-of-fact reason that in
modern business there is no other road. The one road to suc-
cessful selling that does exist, difficult as it may be, is continually

Some Selling
Difficulties
of Today

Specialization
in Salesman-
ship Essential
Now

370

SELLING LUMBER

Began in
a General
Store

Order Takers
Who Called
Themselves
Salesmen

getting narrower and more hazardous. The salesman who starts
a selling career in any line of business with determination to
make a success of his job will find his gray matter a much greater
f actor than his leg work. If he is going to exchange a standard
commodity fork cash, ' intelligently and at a living profit, he will
have to think to do it, and he must THINK in capitals, for today
mere industry and perseverence, admirable qualifications as they
are, are quite as likely to lead their possessor to the poor-house as
to success. He must put his thinking machine in high gear and
keep it there all the time to keep pace with his competitor. To
the man who does think, and is possessed of initiative to back up
his mental activity by industry and action, the business world
offers magnificent rewards in every way commensurate with the
effort to attain them, and generally is soon recognized by his em-
ployer.

In my reference to former years I have in mind that period
when I started out to try and become a salesman, when selling
conditions were primitive as compared with those of today, so
primitive indeed that mere perseverance unaided by scientific
thought, tumbled many men into material success — ofttimes to
their own bewilderment.

It happened that my first experience prior to entering the
lumber business, was in a retail general store, where I had to
deal with everything the housewife used, and I really think that
first experience was a wonderful foundation, and many little
ideas that were there initiated helped me later to circumvent larger
problems. It happened later that my line was lumber, but had it
been coal, sugar, flour, or what not, the application of those first
principles would have been the same.

In the years of my first selling experience we men on the
road called ourselves salesmen, but I know now that we were
mere order-takers. We disposed of goods chiefly by seeing as
many- men as we could crowd into a day's travel. We got along
splendidly by letting the buyer do his own thinking while we
wrote down his spoken requirements in our order books; lumber
was "lumber," and in reality it had no competition with substitutes
or other respective kinds of lumber as you have today. In the
great Middle West, pine was the only thing called for; in fact,
it was a common occurrence to board a freight train going up
a line of road, and while the crew were switching, seize the op-

SELLING LUMBER 371

portunity to run over to the lumber yard and book orders for
several cars. But those days are gone, and gone forever. There
is no more catching of lumber salesmen by the coat-tails to give
them orders. Today lumber as well as everything else has to be
sold intelligently. It is a day of standards, classifications, grades,
brands and comparative analytical tests. Tomorrow will bring
with it still higher standards and more exacting tests — things that
are synonyms for tremendous accelerated competition. Today the
successful salesman to overcome these problems should have a
thorough knowledge of the product he is attempting to sell, not The Demands

alone the finished product, and by this I mean that he should ofModf.rn

Competition
have a general idea of the wood, the peculiar character of it, its

particular good qualities, defects allowed if any, what it is
especially adapted for, wherein it differs with other woods he may
come in competition with. He should have knowledge of the
timber in the forests ; the general length of the trees ; average
sizes ; extreme sizes ; percentage of large and small timber ; a
general idea of the logging problems with reference to what is
practical, etc. Should have a good idea of the manufacturing
end of the business ; how the logs are cut up, not as regards
ordinary country trade entirely, but with reference to what special
stock can be gotten out of certain kinds of logs, also what waste
there would be in order to know relatively what price special
stock should bring over ordinary yard stock of about same dimen-
sion. He should possess a sound knowledge of what it costs to
do all kinds of planing-mill work, so that when called upon to
figure on any special working he will know whether it is prac-
tical or not; just what is involved in the uses of machinery an^1
the rough lumber to make the finished product satisfactorily and
with profit. In order to give a buyer a finished product that The Technical
would be satisfactory for a certain purpose, he should know how Knowledge
much extra to ask over and above the price for that same size Re<luired
worked for ordinary yard trade. He should be able to approach
the buyer of an ordinary retail yard calling for ordinary sizes, a's
well as the buyers of the larger manufacturing concerns. He must
be able to approach the buyers of these larger concerns to a large
extent as an efficiency man, to show not only the buyers of lumber
but the mechanical man of these larger industries how to cut up
and utilize the lumber with economy. He should be able to sit
down with such a man and show him along practical and intelli-

372

SELLING LUMBER

High Prices
For Short
Lengths

Greater
Profits and
a Pleased
Customer

Gained $30 a
Thousand on a
Special Order

gent lines, how he can furnish, for instance, yellow pine of a
certain special size or quality, equally or more suitable than other
kinds of lumber he is using for some particular purpose. He
should endeavor to first find out what he is paying for the par-
ticular kind of lumber he has been using, how utilized, and then
demonstrate the greater utility of his own product, and figure
out the saving to the manufacturer by making the change. Very
often you are asked to quote a price to manufacturing concerns,
large corporations or even to the retail trade for certain purposes.
For example, a particular length is called for, probably all 16
feet and 12 inches in width, when possibly 4 feet long by 4 or 6
inches is the finished size really wanted. It should be your duty
to quietly and diplomatically ascertain for what special purpose
the lumber is to be used; try to see the finished product, and just
what they use it for, and many times you can secure an order
for the finished sizes at the longer length and wide width price
called for and make several dollars per thousand extra, thus im-
proving selling and really raise the asking price for special sizes.
It has been my experience many times to make as much as
$10 per thousand on special items, and at the. same time give
the buyer full satisfaction. I recall an instance where a large
manufacturing concern using several hundred thousand feet of
Ix6-inch 12-ft. Clear and Select strips, and where I made it my
duty to ascertain the particular purpose for which this lumber
was used, and when we did, we found it was cut to 3- ft. lengths.
The Clear and Select strips were worth about $50 per thousand
feet, in the full length. We were able to furnish the 3-ft. out of
our short cuttings, mill-culls, a much inferior quality of lumber,
but by cutting out the defects and allowing for the waste it made
the lumber worth about $25. We succeeded in getting the order
changed to multiples of 12 feet and by giving practically all the
short stock, we satisfied the customer by supplying exactly what
they wanted; lumber of equal or better quality; with no waste,
and made about $25 per thousand, saving them the cost of re-
handling and manufacturing and getting rid of a lot of undesirable
or slow selling stock.

Another case I distinctly remember. A customer wanted
a quantity of 2^-inch uppers, insisting that it being a peculiar
inquiry, he must have just what he asked for. We learned by
careful investigation that he wanted the lumber to cut to x2-

SELLINGLUMBER 373

inch slats to be used in refrigerator cars for shipment of fruit
from California. The market price at that time on 2^2-inch
uppers was $55 per thousand. In a very satisfactory manner we
arranged to furnish the lumber worked to the required pattern
from Ix6-inch 8-foot strips dressed four sides, resawing and rip-
ping to ^x2^2-inch, at about $25 per thousand, while the 2^2-inch
uppers in the rough, without being worked were worth over $55,
making a profit of $30 per thousand. I could recite numerous
similar instances that have occurred during my past experience,
but the above are sufficient to illustrate the point I am trying to
make.

The salesman must not alone make a careful study of the
retailers' wants, but the various manufacturing concerns he has
the opportunity of coming in contact with; and nowadays there
are about as many manufacturing plants in the great Middle West
as there were formerly in the territory east of the Allegheny
Mountains. In this way he will find himself able many times to
evolve means by which he can reduce the cost for his customers,
where absolutely necessary for proper reasons, particularly in
the retail trade, and at the same time help himself by working off
odd stock or surplus items, or narrow, or short items, without
prejudice to the quality or adaptability of the stock, by learning
the exact dimensions and quality needed for the finished product.
For instance, in the retail trade, he should make it his business
to intelligently present to the retailer facts and experiences of Studying the
others for example in the case of flooring, siding, ceiling and User's Needs
other items, even dimension, that a certain proportion of lengths '
shorter than 10 feet are equally as practicable as the longer
lengths. The quality of the shorter lengths in the same grade, as
a rule, is better than the long, and generally the price is several
dollars per thousand less. By educating the retailer to keep in
stock a certain proportion of short lengths, and by showing him
that in selling the stock to the consumer he can secure the same
price as for the long, and being able to buy for less, his average
profit is thus made proportionately greater, and induce him to
keep a reasonable stock of shorts. In this way he creates an
avenue for the consumption of what might be classed as odd, or
slow moving stock, and which unless special attention be directed
to it, is not called, for.

374

SELLING LUMBER

Working Off
Odd Items and
"Irregular"
Stock

Then particularly on corporation trade requirements, by being
on the ground you can tactfully ascertain just what they want
the stock for; try and see it in its finished state, and get the
dimensions, thickness, width and length. After you have this
knowledge you should quickly be able to size up the situation, and
your sales acumen and initiative should then come into play, by
endeavoring to obtain a proper price along the lines of their orig-
inal inquiry, but with the understanding that you are privileged to
furnish them stock cut to the finished length, and width, and
thus enabling you to again work off odd items or "irregular"
stock, which in its rough state might be of less value, but serves
your customer's requirements equally as well, and thus make the
additional profit per thousand for the house, and save extra work
and handling to the customer.

You should also realize that salesmen are paid not alone on
the basis of the quantity of lumber sold, but that the house con-
siders carefully the character of the stock, the amount of unde-
sirable lumber and surplus items worked off, and the profit per
thousand on each sale. And this is particularly true in viewing
substitutes of other woods that you come in competition with.
By seeing the finished product and ascertaining just what it is
used for, you can more intelligently present, and offer for the
buyers' consideration, something that you have, and which is
equal in every respect to the article they have been buying for
that purpose, and possibly better, bringing out the good points of
what you offer, and at the same time, when conditions justify, sell
it for even a little less than the buyer has been paying for other
. stock to make the finished article, and still obtain the asking price
for the stock.

It is also important that information obtained daily covering
stock used for certain new purposes, be daily forwarded to the
home office, with all particulars. The sales manager, naturally
having this information, will then transmit it to the other sales-
Information men *n the^r respective territory, and they in return then should
take advantage of such knowledge, and offer the same class of
stock to their trade for that purpose, and they can do so very
intelligently and definitely when they have the facts. In this
way the aggregate experience, properly disseminated, becomes a
valuable asset, and each salesman thus gains manifold returns
from the information dispensed.

Good Sales-
manship Not
All in Dispos-
ing of Quan-
tity

SELLING LUMBER 375

As before stated, salesmen should be possessed of reasonably
practical knowledge of the logging, manufacturing, planing-mill
work, as well as a good idea of costs. Equipped with this knowl-
edge, and having up-to-date stock sheets, and intelligent advice
from the house, he should have his information as regards stock
on hand, prices, etc., so condensed, and at his fingers' ends, so Be Ready

to speak, that he can answer all questions readily and with calm to Answer
f i-i TM 1 11 j- • L e Questions

finality. The salesman who has to dig into a mass of papers,

notes, or a whole pouch of papers to find out whether he can
furnish this or that, or to obtain information or figure out a
price before quoting, creates an unfavorable impression on the
buyer and also takes up unnecessarily a lot of the buyer's time.

Today this vast body of intelligent salesmen is the best
means of disseminating truthful information about the lumber
industry, and particularly the yellow pine industry, not alone to
the great army of retailers who use lumber throughout the United
States, but to the ultimate consumer. The traveling salesman
should not alone feel that he is paid for the quantity and qual-
ity of lumber he sells, but equally important to the house he repre-
sents, and the great lumber industry in general, is the character
of information he disseminates, and which he can do without
extra cost to his employer.

One important feature to consider, and which the lumber in-
dustry has been suffering from for some time, is the fact that
some lumber is being used for certain purposes of an unsuitable
character for that purpose. The user of the lumber must be
educated, and the traveling salesman is the best means to do so,
and to show the dealer that he is not in business merely for the
present, but for years to come, and that any consumers, builders

and architects calling for certain kinds of lumber for a special _

t - .. . Unsuitable

purpose, he should so understand his business, as to seek in every Uses of

manner possible, ways of overcoming the prevailing feeling of Lumber
the average dealer that the only consideration of interest to him is
the matter of immediate profit. He should be able to thoroughly
explain to his customers, the architects, builders and consumers
the importance of carefully considering using that particular kind
of lumber which is best suited for any specified purpose. He
should give intelligent, practical and honest advice to the retailer
and encourage him to impart the same information to his cus-
tomers.

376

SELLING LUMBER

Encourage
the Use of
Better Grades

Work for the

National

Association

Salesmanship
Becoming
An Art

Such a course is bound to inspire confidence between the
retailer, the salesman and the house he represents, which is in
itself an asset, but it is of particular value and benefit to the
general industry. Salesmen thoroughly equipped with experience,
ready information, and capable of intelligently presenting valuable
advice to the retailer must necessarily be favorably looked for-
ward to, and such advice passed along to the consumer, and be
of material help to all concerned. You should seek to encourage
all possible the using of better grades than lower grades, for the
satisfaction he gives his customer by his having him buy something
fully as good as wanted rather than something poorer. The little
difference in price is small compared to the appearance, quality,
etc. A better quality makes a lasting customer — unsatisfied cus-
tomer forgets the price but remembers the poor quality.

I feel that the National Lumber Manufacturers' Association
should from time to time have information correcting various mis-
understandings of the facts with reference to the lumber industry,
and various information of vital importance to the general public
with reference to this great industry. They should have this in-
formation very definitely and intelligently arranged and trans-
mitted to the members of the different associations with request
that each manufacturer write their salesmen, calling their atten-
tion very fully to the circular, and asking them particularly to
explain these things in their daily visits with the retailers. Also
wherever they have the opportunity (and they have many of
them) explain to the hotel man, railroad agents and the various
people they meet in their travels.

Such a course handled from mouth to mouth, would very
quickly disseminate a lot of truthful information about the lumber
business and correct a great many errors and misrepresentations
that constantly appear in print about it and thus educate the
public to view the industry along more favorable and fair lines
than has been the case in the past, and creating public sentiment
in the right direction.

Salesmanship is fast becoming an art. It occupies a rela-
tively conspicuous place in the domain of commercial enterprise,
and promises soon to outrank and outshine all other branches of
our great industrial development. Dressed in the garb of scien-
tific intensity it is rapidly becoming a man's game — a big man's
game— where there is ample play for the keenest intellects. The
traditional inaccuracies of "good-fellowship" in the sporting ac-

SELLINGLUMBER 377

ceptance of the term — moist evenings and "sea-going" cabs — are
no longer deemed to be potential factors for success in the selling
game and play no stellar part in the closing of large contracts.
Old-fashioned methods of selling merchandise, have succumbed
to the invasion of Twentieth Century forces, generating maximum
velocity with modern high-power methods. Inspirational sales-
manship rests largely upon knowledge buttressed and reinforced
by the spirit of DOING things. All obstacles are surmounted;
every resistance vanishes, before the intelligent constructive analy-
sis of present-day selling ideas. A closer and more intimate
acquaintance with the subject; the keen spirit of competition and'
the determination to beat the other fellow to the "punch," kindle
the fires of ambition and supply the fuel for the high-speed motors
of human endeavor.

Of the many recognized essentials for successful salesman-
ship today, none stand out so clearly as intelligence, perseverance,
initiative and courtesy. And the greatest of these is courtesy.
If in every business institution, as much real appreciation, as full Courtesy
credit and consideration were given the employee who radiates Selling^6'
sunshine and good cheer with unfailing patience and intelligent Essential
sympathy, as to the one who masters severe technical difficulties,
the business would be decidedly better, the spirit of loyalty firmly
implanted in the heart and soul of every employee and the esprit
de corps infinitely benefited.

You can't achieve what you don't believe. If you don't be-
lieve in your goods, it is hard to sell them to another. Conviction
convinces — earnestness compels confidence. Training alone may
produce efficient soldiers, but not effective armies — hired warriors
never yet won a kingdom. Besides weapons, every fighter must
carry his soul into action. Sincerity, an abiding faith in your own
self, honesty and industry, all combine in a rare degree to render Earnestness

you an effective, compelling unit in the organization to which £orilPfls

T-» r • • « Commence

you belong. Power of expression and the right choice and selec-
tion of words in your conversation are complements of no mean
importance. The euphony of language coupled with a finer
mental poise are elements you must cultivate with care and pre-
cision. Put smiles in your conversation; avoid giving impressions
that impart a chill to your listener, and keep always before you
the need for a closer observation of the finer sensibilities of those
with whom you come in contact.

378

SELLING LUMBER

Wooden
Houses
Good for a
Century

Well-Seasoned
Wood Takes
Paint Best

Painting and Finishing
Southern Yellow Pine

(Exterior and Interior)

By Henry A. Gardner

Associate Director, The Institute of Industrial

Research
Washington, D. C.

General considerations : The structural materials expert will
admit that nearly all kinds of building materials (cement, iron, and
wood) require that decoration or protection which is obtainable only
through the use of paint. This is especially true of lumber, the
painting of which is to be discussed herein. The advocates of this
material advance as one of their arguments for its continued use
the fact that frame dwellings are generally lower in cost than those
made of other materials, and are therefore within the reach of the
average person. They also refer to the highly decorative appear-
ance of painted wooden houses, which will generally last for a hun-
dred years or longer, provided a coat of paint is applied every five
or six years. Such statements as to the durability of painted wood
are founded upon fact, for tests have shown that moisture and
fungi, the two most active agents of wood decay, are kept from
wood by the sealing action of paint.

Lumber that has been well seasoned is, of course, in the most
receptive condition for paint, as it allows deep penetration of the
priming liquids which form the bonding coat. Moreover, on ac-
count of the volume changes which take place in every known spe-
cies of structural wood, the application of paint before seasoning
is apt to result in a form of surface-cracking that is objectionable.
It is, however, bad practice to allow completed frame structures a
very long period of seasoning before painting. The very purpose
of applying paint to timber is to prevent the accumulation of dirt
and to protect the wood from the destroying fungi that assert their
presence in the form of deep-seated stains. It is advisable, there-
fore, to apply a thin priming coat and a medium body coat of paint
to all wooden structures soon after erection. If these coats arc
thin, well brushed out, and allowed sufficient time to dry, the wood
will be coated with a film possessing what might be referred to as

SELLINGLUMBER 379

valve action. Moisture from the outside will be denied ready
entrance, but moisture in the wood will be allowed to escape freely
during dry weather. The action of the sun will, moreover, bring
to the surface, without causing bad effects, any resin or sap which
might be present in the surface of the wood. Exposure over the
summer months will generally be found sufficient to weather out all
of the objectionable contents df the lumber. It should then receive
preferably two more coats of paint.

General Directions. — The paints, varnishes and finishing ma-
terials referred to herein generally contain upon the labels full
printed instructions for their application. The procedure outlined
herein for the painting and finishing of Yellow Pine may, however,
be followed with assurance of most excellent results.

EXTERIOR PAINTING.
Yellow Pine.

No paint or other finishing material should be applied in damp
weather. The interior plaster work of a new structure should be
allowed to dry thoroughly before applying paint to the exterior of
a building, as the water drawn out through the wood might cause
blistering. The surface of the wood must be free from moisture.
Weathering of the wood previous to the application of paint is gen- i^Vine
erally advisable in order to allow thorough seasoning and drying Exteriors
out. If the wood has been previously painted, all old, loose paint
should be removed with a wire brush. If the wood has not been
previously painted, all knots and sap streaks should be brush-coated
with turpentine not more than one hour previous to the application
of the first coat of paint. (Never use shellac for coating knots.)

Priming Coat. — Never use ochre as a priming coat. Serious
results are bound to follow. A high-grade prepared paint* made

*U. S. Army Paints (White).

The majority of the high-grade paints to be purchased from reliable
dealers will closely approximate the prepared paint called for by the
specifications of the U. S. Army, which are as follows:

"The paint must be furnished in prepared form, ready for applica-
tion. White paint must contain not less than 66 per cent nor more
than 70 per cent of pigments, the balance to be liquids. The liquids
shall consist of pure raw linseed oil, containing a total of not over 10
per cent of turpentine and turpentine drier. The pigment portion of the
paint shall consist of white lead (basic carbonate or basic sulphate) and
zinc oxide. There shall not be less than 25 per cent nor more than SO
per cent by weight of zinc oxide. Paints of this composition containing,
in addition, not over 15 per cent by weight of such white pigments as
barytes, china clay, whiting, asbestine, and silica will be accepted under
these specifications."

380

SELLING LUMBER

Use of
Turpentine
and Benzol

Tinted Paints
Last Longest

Painting Yel-
low Pine
Interiors

by a reputable manufacturer should be selected. Such paints should
be prepared upon a lead and zinc base. To one gallon of paint
there should be added three pints of turpentine or benzol.J The
thoroughly stirred mixture should then be applied, brushing it out
into a thin coat. This will rapidly dry to a hard undercoating
which is the secret of painting success. The paint will penetrate
deeply into the wood and. provide a substantial and permanent foun- j
dation for the subsequent coats.

Second and Third Coats. — When the priming coat is thoroughly
dry, close all nail holes and other imperfections in the wood with
a good grade of putty. This should be followed by the applica-
tion of the second coat of paint, which may be used; as it comes
from the can in prepared form. If the paint is thought to be too
heavy, a pint of turpentine to the gallon of paint may be used for
thinning. After a suitable drying period, the third coat may be
applied, as it comes from the can, without reduction. Better re-
sults will be obtained, however, if the two-coated job is allowed to
weather over the summer months. The finishing coats may then
be applied to the well-seasoned structure.

It should be remembered that the most durable results are
obtained from tinted paints. Permanent colors which have been
ground by machine into the lead and zinc paints have the effect
of preventing painting defects and increasing the durability of the
paint by 30 per cent.

If the property owner should desire to mix his paint by hand,
which is not an economical procedure, he may obtain packages of
white lead ground in oil and pure zinc oxide ground in oil. Mix-
tures of lead containing from 25 to 50 per cent of zinc are gen-
erally used.

INTERIOR PAINTING.
Yellow Pine.

Clean and sand-paper. Brush-coat knots and sappy spots with
turpentine not more than' one hour previous to the application of
the first coat of paint. Select a high-grade prepared paint made by
a reputable manufacturer upon a lead and zinc base. To one gallon
of paint there should be added three pints of turpentine. The

$ Benzol 90 degrees or Benzol 160 degrees (Solvent Naphtha) may
be used with even better results than turpentine for thinning the priming
coat of paint. Benzol is the water-white distillate from coal tar. It
must not be confounded with benzine. When benzol is not obtainable
use turpentine.

SELLING LUMBER

381

thoroughly stirred mixture should then be applied, brushing it out
into a thin coat. This will rapidly dry to a hard undercoating that
has penetrated deeply into the wood. If the finishing color is to
be white or light tinted, there should be applied over the priming
coat of paint a thin coat of white shellac. This will prevent dis-
coloration of the surface by resin in the wood. After drying, the
imperfections may be puttied up. There should then be applied
three coats of paint of the desired color. If a varnish coat is applied
over the paint, it should be a light-colored, good-wearing' varnish,
evenly applied, and it should be colored with the finishing tint.

ENAMELING.

Yellow Pine.

For enameling, the same treatment of knots, priming with
paint, coating with shellac, and puttying should be adopted. Apply
three coats of white prepared paint or flat finish. .Then apply one
coat of half paint and half enamel. Finish with one full-flowing
coat of best enamel. Each coat must be thoroughly dry, and should
be lightly sand-papered before the application of another. All coats
should be tinted as desired. The enamel coats may be rubbed
with water and powdered pumice stone if a satin finish is desired.

STAINING AND VARNISHING.
Yellow Pine.

Natural Finish. — The woodwork should be thoroughly cleaned
and sand-papered where necessary. Apply one coat of white
shellac.

Cover all nail holes and other imperfections with putty col-
ored to match the wood, taking care to remove surplus putty.

Give two coats of good-wearing body varnish, the last coat to
be evenly flowed on. Sand-paper thoroughly between coats. If
a flat finish is desired, the varnish coats may be rubbed — not too
closely — to a dull, even finish, or a dull-finish varnish may be
used. If the natural color of the wood is a trifle too bright for
the effect desired, a very little burnt sienna added to the first coat
of varnish will produce a more suitable finish.

Stained Work. — All woodwork should be thoroughly cleaned
and free from imperfections. Apply one coat of linseed oil prepared
stain containing benzol. Sand-paper lightly. Close nail holes with
putty to match stain, removing all excess putty. Apply two good
coats of strong-wearing body varnish, evenly flowed on, and sand-

Enamel for
Yellow Pine

Staining and
Varnishing
Yellow Pine

382 SELLING LUMBER

paper lightly between coats, taking care that each coat is thoroughly
dry before another is applied. For a flat surface rub lightly with
oil and pumice stone or apply one coat of flat varnish.

FINISHING FLOORS.

Yellow Pine.

Natural Color Finish. — Never lay a Southern Yellow Pine
floor until the plastering of the' building is on and thoroughly dry.
Finishing Floors should be cleaned, smoothed, hand-scraped, and sand-

Yellow Pine papered with the grain of the wood, and left in perfect condition
to receive the work of the painter, the same as any other high-class
hardwood floor.

Apply a very thin first coat of white shellac. Sand lightly
with fine sand-paper, and apply two coats of best elastic floor var-
nish. If a dull finish is desired, rub lightly with oil and pumice
stone. Wax varnished surface if desired.

Stained Floors. — If the floor is to be stained, omit the shellac
and apply one coat of linseed oil prepared stain containing benzol.
When dry, apply two coats of best elastic floor varnish. Wax if
desired.

Do not attempt to finish a Southern Yellow Pine floor by
the use of wax or oil alone. A polished surface will result, but
it will not be hard, and will soon discolor with dust and dirt.

PAINTING SHINGLE ROOFS.

Yellow Pine.

New shingles, if well seasoned, may be dipped in a prepared
mineral paint that has been suitably thinned with turpentine or min-
eral spirits so that the excess paint will readily run off, leaving an
even film. It is customary, however, to paint shingles on the roof.
This is usually done after the shingles have weathered for a short
period of time, but previous to the formation of corner pockets or
Painting other defects due to the action of the weather. The paint should be

Shingle Roofs wen brushed in. One coat is sufficient, but two coats will give a
more durable job. Shingles 4 inches in width are usually laid to
show not over 4^ inches of their length of 16 inches, thus forming
a quadruple roof of approximately 100 square feet .to a thousand
shingles. One gallon of prepared shingle paint will cover 400 square
feet, one coat, if well brushed .out. .

Shingle Paints and Fire Resistants. — From time to time one
sees in lumber journals or other papers the account of a test of

SELLING LUMBER

383

some so-called fireproof paint. There is usually shown a photo-
graph of two or three small shacks from which flames and dense
clouds of smoke are issuing. One shack is usually so constructed
or treated that it is apparently unaffected by the fire, presumably
on account of the remarkable paint in question. Whenever such
advertising matter is accompanied by the statement that the paint
which gave the good results is "fireproof," the reader should be
careful about accepting such claims, for, in the writer's opinion,
there is no durable exterior fireproof paint in existence.

The use of a good grade of linseed oil-mineral pigment paint
will make lumber resistant to flame and the action of hot cinders.
Such paints, however, are not fireproof, but simply "fire-retardant"
or "fire-resisting." For exterior use upon dwellings, they consti-
tute the only type that it is possible to use with economical results.
The incorporation of small percentages of certain salts and metallic
compounds (borates, etc.) into such paints may slightly increase
their value as fire-retardants, but will never make them fireproofers
of wood. It is true, nevertheless, that many fires have been pre-
vented through their use, especially roof fires. It is, therefore, a
growing custom for the property owner to paint the roof as well as
the siding of his home. Shingle roofs, 'properly painted with a
good mineral paint, have the following advantages: Light weight,
low cost, long life, moisture-proof, fire-resistant, durable, orna-
mental.

Fire-Resistant
Shingle Paints

Advantages
of Painted
Shingle Roofs

Creosoted Wood Blocks for
Interior Service

By A. H. Noyes

Assistant Treasurer, Ayer & Lord Tie Co.

Chicago, 111.

The apathy with which lumbermen collectively have viewed
the field for creosoted wood block interior installations has been
a point of vital interest to us, as manufacturers of blocks for this Big Possibil-
service and instances, almost without number, have been brought ities in
to our attention where direct opposition by retailers and jobbers interiors °°k
has done much to kill our chance for promotion or sale, on account

384

SELLING LUMBER

Little Co-
Operation
from
Lumbermen

Good Stock in
Wood Blocks

Following
Through
an Order for
Wood Blocks

of their inability to divorce themselves from personal interest, in
favor of the general good of the lumber trade. I will grant to a
large extent, this has been brought about by a lack of intimate
knowledge of the utility of creosoted wood blocks for floor pur-
poses, and mainly the object of this paper is to bring home to you
gentlemen the possibilities that this field offers you, as an outlet
for millions of feet of block stock, that today is being lost, &nd
concrete, mastic or other mineral compounds substituted.

You are all aroused over the gains made by the cement manu-
facturers and freely admit that they are alive to their opportuni-
ties to promote the use of concrete, for any purpose that offers an
outlet for their product. On the other hand, you gentlemen of the
lumber trade cover the field thoroughly, follow the trade reports
of new buildings, looking to an increase in your sales, but with
very few exceptions do we ever find instances of live co-operation
by the lumber trade in the promotion of creosoted wood blocks
for interior service.

A short story of the manufacture, promotion and sale of creo-
soted wood blocks may be of timely interest. Contrary to a gen-
erally accepted opinion among the laymen, the stock used in wood
block manufacture is of excellent quality. To begin with, we buy
3x8 and 4x8, 10 to 20 feet, square edge and sound, long leaf yellow
pine, free from bark, loose or rotten knots or any other defects
detrimental to its strength or durability. The annual rings in three
(3) inches measured radially from the center of the heart shall
average not less than eight to an inch; orders for this material
being placed with mills, on such lines of road that allow for deliv-
ery to our plants and give us the benefit of a manufacturing and
treating in transit arrangement. The method of handling the ma-
terial from the tree to the car through your mills is too well known
to warrant discussion. On receipt of the material at the treating
plant, it is removed from cars and stacked in open piles for rapid
seasoning, which period varies, according to the weather condition
and the degree of seasoning each specific order may make neces-
sary

As an example, let us follow through an order for, say 1,000
square yards of 3-inch interior blocks for machine shop floor. The
order, when made out, will advise the plant to cut 3-inch blocks
from 4x8 dry stock and to treat by the Rueping process, using
English oil. Floor condition dry. With this information, our su-

SELLING LUMBER

385

perintendent turns to his records and finds that certain cars of
stock from certain mills were received and stacked for seasoning
on a certain date; he gives a copy of the original order to our
block mill foreman, with instructions to cut 28,000 feet B. M. of
dry stock and giving car reference, which in each instance is
marked on the pile. It is the block mill foreman's place to satisfy
himself that the material designated is in proper condition to re-
ceive treatment. The planks are then handled by locomotive crane,
onto a conveyor, and moved up to the block mill, where the first
step is to surface 2S1E and from there to the cut-off table, where
the plank is cut to block machine length. In cutting 3-inch blocks
we use nineteen 14-gauge saws, cutting twenty-one blocks each
time a piece passes through. Directly behind the saws stands an
inspector, ready to take frequent cuts for gauging in order to de-
tect any variation in -the depth of the blocks, and his instructions
are to stop the mill when the cuts vary more than one-sixteenth of
an inch and to locate which saw is making the trouble. This may
seem like very close cutting, and it is, but one saw on an arbor,
making uneven blocks, would cause considerable trouble and after-
wards an uneven floor. From the machine, the blocks fall onto a
table, where a second inspector stands ready to cull out any blocks
showing bad checks, wane, shake, knots or other defects, and from
there onto a conveyor, which carries the blocks to the loading bins,
and from which they are dumped into waiting cages on trams and
run into the treating cylinders for treatment.

The treatment consists of an initial air pressure of approxi-
mately 75 pounds per square inch, followed by an oil pressure of from
175 to 200 pounds, and a final vacuum, which, with the aid of the
compressed air in the wood cells, forces out all surplus oil, leaving
the fibres coated with oil and the timber thereby preserved. From
this point on, the handling is of slight interest, until the blocks are
laid, so we can leave the block at this point and turn to the methods
to be followed in the promotion and sale of our product.

The whole fabric of our sales promotion is built on an adver-
tising campaign that brings many inquiries from interested readers.
It is our practice to send literature and a personally written letter
in answer to all inquiries. We do not use form letters or printed
circulars, as experience has shown us that these means bring but
meager returns, while on the other hand, personally written letters
(and where possible addressed to some official) return us a very

Care in
Cutting Blocks

The Treat-
ment Given
Wood Blocks

Sales

> o motion
Built on
Advertising

386 SELLINGLUMBER

large percentage of replies, possibly as high as 75 per cent. These
inquiries are referred to the local office covering the territory and
a salesman makes a call at an early date. On reaching the town,
our salesman first covers those plants where interest has been shown,
or from whom we have received inquiry. After these calls, he
makes a call on every manufacturing plant in the town, regardless
of size or apparent prosperity. You never can tell where lightning
will strike, and the superintendent of a small plant today may be
the superintendent of a large one tomorrow, and your promotion
talk will not be lost. New plants offer attractive prospects and
our work on these must be early, generally with the president, vice-
president, general manager, superintendent, engineer or architect.
We prefer to work through the high operating official rather than
the engineer or architect, as the latter two are governed by the de-
sire of their principal. The results we obtain in this way are sur-
prising and men of large affairs and the heads of successful plants
lend a willing ear to our arguments.

You will see, however, that we do not wait until \ve hear of
a new plant to be built, but we find a far larger field in old plants,

Getting a where floor areas subject to replacement are of greater importance.

"Prospects" ^e watch the trade and building news items closely for mention
of new plants to be erected, but we give equal attention to the old
building.

Generally, our salesmen go1 directly to the superintendent or
some other high operating official and interest him in our product.
Pictures of installation play an important part and it is seldom hard
to arrange to go into the plant with the superintendent. In the
majority of cases, once on the ground, we have little trouble in
showing where a creosoted block floor will be an asset in securing
efficiency. We do not try to do more than this on our first call
and seldom do we leave literature on the subject unless requested.
Foundation However, our salesman reports each day on the calls he has made,
for an Order and the district office writes confirming the conversation and send-
ing literature. Our idea being that when accompanied by a letter,
a booklet will be filed for future reference and possibly studied,
whereas, a large percentage of the booklets left during the first call
find their way into the waste basket. Another means of securing
results is to make direct reference, stating names of officials oper-
ating other plants, in kindred lines, and request that the superin-
tendent com ' unicate with these parties and secure first-hand in-

SELLING LUMBER

387

formation on the subject. Once we have an interested prospect,
we do not let him rest. We have a follow-up system that regularly
keeps in touch with the prospect and we attempt to arrive at a point
where he can see nothing else but a wood block floor. We have
instances on file of a four-year campaign before we finally closed
the business. But we got it.

There was a time, when we first started on our floor business,
that we had to go at a man with certain set arguments and secure
his attention through sheer force of salesmanship, but I am happy
to say that today we do not find one in fifty who is not familiar
with a wood block floor and generally readily admits its perfection.
Price is the largest stumbling block and one that is not easily sur-
mounted, and we must demonstrate to our prospect where the ulti-
mate economy warrants the additional first cost. Then, too, we
freouently find some men who are confirmed concrete advocates.
In that event, a walk through their plant with them gives us oppor-
tunity to point out his cracked and patched floor surface, which
invariably is to be found where heavy material is handled by hand
or on trucks. Should his plant have large,, expensive machinery,
we call his attention to the fact that the dusting of a cement floor
is a poor lubricant and rays of sunshine give graphic visual proofs
of the dusting of his floor. This, however, has to be handled diplo-
matically, or in place of gaining a convert, you will make an enemy.
Every crow thinks its chick the blackest, and plant superintendents
do not vary the rule.

Cold wearing surfaces are hard on labor, and in the winter you
will find machinists with lengths of board, a piece of carpet, or a
burlap sack under their feet, and in one case a plant went so far as
to provide cocoa mats for their men to stand on. All this litters a
floor, furnishes a means that frequently causes serious accidents,
due to men tripping and falling into moving machine parts. A
\concrete floored plant requires a larger consumption of coal to
neat than does one with a creosoted wood block floor. Wood is
a ^non-conductor. Oil will not damage a creosoted wood block
floor. Neither does it show stain from oil drippings and is im-
pervious to water or acids when properly laid. Being black, a creo-
soted wood block floor does not reflect light nor does it radiate
heat. We have installed a creosote wood block floor in a plant
where the temperature of the concrete floor slab is 145 degrees,
an impossible condition for a man to work on, except for the insula-

Price the
Only Obstacle
to Wood
Hock Sales

Points of
Superiority
of Wood
Block Floors

388

SELLING LUMBER

Wood Block
Floors Save
i; reakage

The Man with
the Big Say

Every Lumber
Yard Should
Carry Blocks
in Stock

tion afforded by the block. Fatigue, due to cement, brick or other
hard surfaces, is a matter which reduces the general efficiency of
every man, called to work for eight hours, standing at a machine.
You will never find the plant office cement floored that you don't
find it carpeted, and yet plant owners will ask their labor to pass
eight hours of each day on cement and expect high efficiency.
The plant management recognizes these facts and are not slow to
admit their truth, and each day sees new wood block advocates.

Breakage of castings and parts, and the saving in dulled tools
are points of serious interest. Ask a plant superintendent to show
you his scrap pile and you will find food for argument that, he can-
not refute, and best of all, he knows .it.

You may ask why I continually refer to the superintendent.
He is the man nearest to the actual shop operation and is the man
with the big say. Get him interested and you have half the battle
won. He will listen to your arguments on service and is generally
a firm believer in quality. Once you have him won over, it is a
matter of buying, but don't forget that he dictates the purchase.

I will briefly name over some of the places where creosoted
wood blocks can be used to best advantage. Any plant, where heavy
material is handled, is our largest field. Every type of metal manu-
facturing plant can use and needs a creosoted wood block floor.
Among the lighter service conditions are breweries, bakeries and
hotel kitchens. Wood block installations are in all of these, but the
areas are small and the installations few. Railroad shops, freight
houses, and platforms offer a- large, fertile field. Barns and farm
buildings, while in most cases offering limited yardage in single
installations, make up for their deficiency by their number. Con-
crete is killing to cattle when put under them and requires heavy
bedding. Creosoted wood blocks make an easy floor to install and
are warm under cattle and hogs, make a sanitary floor and one that
is easily cleaned.

There isn't a retail lumber- yard in any small town that can
afford to be without a stock of blocks for this purpose and the
volume of business they can secure, once they put in a stock, and
advertise the fact, will be gratifying in the extreme. It is here
that you gentlemen, through your small town lumber yard, can
secure a pleasing volume of business.

It is largely due to the ease with which cement can be secured
that concrete floors in barns have become so general and it is here

SELLING LUMBER

389

that the retailer can develop a field worthy of his best efforts, and
at the same time benefit his customers by giving them something
better than they have ever used.

I am not familiar with the class of stock usually sold for plank
floor purposes. I imagine, however, that it seldom runs over 2
inches in thickness. Let us figure the matter in a different way.
On a floor of 1,000 square yards there would be needed approx-
imately 19,000 feet B. M. of 2-inch flooring were plank used; on
the other hand, figuring on 2^-inch blocks (the lightest block
made for shop floors) there would be 24,500 feet B. M., and with
a standard 3-inch block 27,000 feet B. 'M., or an increase of lumber
consumption of 5,500 feet B. M. as a minimum or 8,000 feet B. M.
as a standard. From the viewpoint of the lumber manufacturer,
this should be of vital interest, as it means a large increase in
your cut, were block used in substitution for plank, beside the fact
that the plant with a yellow pine floor today is a rarity and fast
becoming more of one.

Ten Reasons for the Sale
of Wooden Silos

By J. Lewis Thompson

Chairman Silo Committee, Southern Pine

Association
Houston, Texas

First, and principal reason, is because we, as lumber manu-
facturers, can furnish the material.

Second — If all silos being built each year (figuring the last
five years as an average), were built of yellow pine it would re-
quire 150,000,000 feet of yellow pine lumber for silos alone.

Third — The building of -silos leads to the further use of lum-
ber by the builder:

(a) Dipping vats.

(b) Feed and water troughs.

(c) Stock pens.

(d) Better barns.

More Wood
Used in
Block Floors

Silo Building
Increases
Other Uses
of Lumber

390

SELLING LUMBER

The Sale
of Silos
a Specialty

Superior
Points of
the Wood
Silo

All to the extent that it is estimated by some of the close
students in silo and stock raising that the investment in silos in
a community will lead in many instances to an awakening and
start a building era or campaign with the result that the silo sale
will cause a double quantity of lumber to be used.

Fourth — The sale of silos is a specialty and the wooden silo
manufacturers should be cultivated by both the lumber salesman
and retail lumber dealers for the reason that the sale of silos
means further use of lumber, and the dealer will get to furnish
this lumber. It is not to the interest of the dealer that substitutes
be used because building of cement silos means cement dipping
vat, water troughs, etc.

Fifth — A silo should be built out of wood because it will
preserve ensilage in a more satisfactory manner than a silo built
out of any other material. Wood is a non-conductor, therefore,
ensilage will cure and keep better in a wooden silo, and leaves
your ensilage in a sweeter and more perfect condition, therefore
reduces spoiled ensilage tc a minimum.

Sixth — It is easier to repair a wooden silo. By this I mean
that should a cement or tile silo show a defect in sone part of it,
it would be a whole lot harder to repair than it would if a defect
should show up in a wooden silo, because about all you would
have to do in a wooden silo would be to put in some new staves.

Seventh — A wooden silo can be erected at a much less cost
and if a man wanted to move a silo from a certain part of the
farm to another, he can certainly move a wooden silo a great
deal easier than he could a silo made out of any other material.

Eighth — The difference in the cost of a wooden silo as com-
pared to any other silo having the same capacity is enough less
to maintain the upkeep of the wooden silo, and the user has as his
profit interest charges on the additional outlay, and, it is esti-
mated, about 10 per cent more ensilage.

Ninth — The wooden silo has a known life of twenty-five
years, and it is not certain that either steel or cement would last
so long. Some authorities maintain that wood has the longest
life for ensilage.

Tenth — The wooden silo can supply the small users (feed-
ing as few as ten head) requiring silos of fifty tons capacity and
less. Then big development of the future will come from this
source.

SELLING LUMBER

391

Some Arguments Supporting the Ten Reasons for Wooden Silos.

One manufacturer writes as follows:

"A case of more than ordinary interest has just come to my
attention. Mr of , who is in the lumber busi-
ness in some capacity, two years ago bought an Imperishable
Vitrified silo, as he wanted something that would last for all time
and would not give him any trouble. Last week he offered to
give it away to anyone who would remove it, and one of his neigh-
bors has offered to take it down and will use the block for build-
ing a foundation for a hog house. It seems to me that inasmuch
as he was in a sense knocking his own game that it serves him
about right, and he might give you something which wrould be of
advantage to you if you would go after him the right way. We
have not yet secured his order for a silo, although we fully ex-
pect to do so."

Another authority has this to say:

"The main reason for wood silos is because wood makes a
better silo for the purpose for which silos are built; that is, to
preserve green feed in a sweet and palatable condition for cattle.
Now, if a wood silo is properly taken care of, that is, if it is roofed
and painted on the outside and the anchors are put on as any
manufacturer suggests on his particular kind of building, it will
be a building that will keep sweet, palatable ensilage for a great
many years. We have been in the silo business now fourteen
years and our oldest silos that have been only fairly well taken
care of are still performing this function. We know of no other
substitute which has been used this long or even half so long
that has not had a great deal of complaint, and this complaint,
wherever I have investigated, has been because of more or less
spoilage of ensilage."

"Now, the thing I have seen about the masonry silos that
are built up, such as tile, brick, cement block, cement stave, etc.,
is that the mortar is usually of such material that it soon cracks
or crumbles away, leaving small or large holes between the joints
all through the silo. The stave silo, when the joint gets open,
merely have to have the hoops tightened, which eliminates these
openings or cracks. They cannot be eliminated when mortar
crops out of the joints in the brick, cement or tile silo wall. The
steel silo has not come into much prominence because it is very

Arguments
Supporting
the Ten
Reasons for
Wooden
Silos

Wooden
Silos Pre-
serve Green
Feed Best

392

SELLING LUMBER

Faults of
Other Silos

•Economy
of the
Wooden Silo

Repairs Easy
in Wooden
Silos

expensive and so far they have never made a good joint, so that
the leakage at the joints has been so bad they have not been con-
sidered much in the silo world. Should they be built like steam
boilers, riveted tight, they could probably eliminate this, but the
cost would then be prohibitive.

'"Now the main business reason that we find appeals to the
farmer as to why he should build a wood stave silo rather than
a so-called permanent construction of cement, brick, tile or ce-
ment stave, is that the cost of a good wood stave silo is from one-
half to two-thirds the cost of a silo of the same size built of the
so-called permanent construction. For instance, say a wood stave
silo cost $200 and the same in masonry $350, the other $150 in-
vested in a good bull or in two good cows or in a bunch of calves
would make the farmer so much money that in the course of four
or five years he could easily build another silo with the profit
made from the difference in the investment, and, after all, the
majority of buyers of silos are men who cannot 'afford to throw
away $150 just to have a fancy, high priced building on their
farms/'

A general sales manager for one of the largest silo manu-
facturers in the West has this to say:

"One of our arguments which is used quite effectively by
our salesmen is the fact that should a stave silo blow down, which
is about the only objection you ever hear to a stave silo, it can be
re-erected or rebuilt with but little cost, whereas if a masonry silo
cracks or goes to the bad, if a metal silo blows down or is decayed
from the action of the acids which are developed in the ensilage,
if a block silo foundation settles and causes it to break open ; the
loss is almost an entire loss ; it cannot be patched up or rebuilt and
the owner is daily reminded of the fact that he made a bad buy in
the original purchase of his silo.

"Another feature, which is in favor of wood stave silos, is the
fact that the silo manufacturer of other materials realizes that
it is impossible for him to compete with us so far as price is con-
cerned, hence they advocate a larger silo than is: practical. They
talk and recommend silos of 200 tons capacity and up, which, of
course, figures cheaper per ton on a tonnage basis than a silo of
100 tons capacity. You can readily see the difference as shown."

SELLINGLUMBER 393

Cutting Out the Traveling
Salesman

From "Commerce and Finance," June 21, 1916.

There has been an ardent discussion in many trade lines over
the question whether the traveling salesman was not becoming a
useless factor owing to the widespread use of the multitude of
forms of advertising. Some of the parties at interest believe the
day of the traveling salesman is nearly done; others insist that
much of the advertising is wasted and that between the need of
keeping men on the road and the necessity for heavier and heavier
advertising to keep up with the broader competition the cost to the
sales department is increased.

Life would be bleak, if not barren, in many small cities and
jerkwater towns if the commercial traveler should disappear from
the business life of America. The railroads and the hotels would
suffer. The drummer is too much of an institution to be wiped
out. He has his virtues and his vices. He has sinned, perhaps, q^e Salesman
in misrepresentation and has made life woeful for many a re- An Institution
tailer who was impressed by his suavity and his persistence. Too
many of them, no doubt, considered their mission was to sell
goods and that it was the buyer's affair and not theirs if he
happened to be deceived. But there have been honest, upright

men among them. Lots of them. The traveling salesman is not need-
less. His sphere is contracting, but there are many, many thousands
of drummers "on the road" today and there will be many thousands
for years to come. One commercial travelers' organization has 48,000
members. The weekly and monthly publications, the greater use of
printed and illustrated advertising matter, the form letter and many
styles of printed appeal have made him less of a power, but he still re-
mains a power. There is great potency in personal solicitation. There
is great potency in advertising, also. There has been waste, much waste,
in the drummer's work, just as there has been and there is now in
various kinds of advertising. One of the greatest advances in advertis- *phe "Drum-
ing has been in its increased honesty. The cleaner and the more abso- mer» Still
lutely honest it becomes the more powerful it will become. The drum- a power
mer, too, has given up many of his bad ways.

Honesty has proven to be the best policy in American selling.

The traveling salesman once had the field almost to himself. He
has tremendous competition today. He is not going to be wiped out,
but he will improve in his character and serve well his somewhat more
restricted field.

394 SELLINGLUMBER

Roll of Attendance at the
School of Salesmanship

ALLEN, J. B 'W. T. Ferguson Lumber Co. .Centralia, 111.

AUSTIN, G. N Kirby Lumber Company. . . Chicago, 111.

ASH, CHARLES S Long-Bell Lumber Co Topeka, Kansas.

ALLISON, F. E Sabine Lumber Co

ANSON, MARK Mo. Lbr. & Land Exch. Co.. . Muscatine, Iowa

ALTMAN, H. P La. Red Cypress Company. Chicago, 111.

AINSWORTH, G. W Southern Lumber Company Marshalltown, la.

ATKINSON, C. G ..-Great Southern Lbr. 'Co.. .Indianapolis, Ind.

ASHTON, C. J Detroit, Mich.

ARNOLD, S. W Mills & Arnold Kirksville, Mo.

AFFLECK, R. G Central Coal & Coke Co.. Kansas City, Mo.

ANDERSON, L. B St. Tammany Lbr. Mifg. Co.. Memphis, Tenn.

AUSTIN, J. H., JR W. R. Pickering Lbr. Co.. Kansas City, Mo.

ARNOLD, A. F Long-Bell Lbr. Co Amarillo, Texas

BEARDSLEY, A. H.. ..Antrim Lumber Co St. Louis, Mo.

BONNER, B. F iKirby Lumber 'Co Houston, Tex.

BARROW, E. L Kirby Lumber -Co El Paso, Tex.

BERGER, FRED Long-Belji Lumber Co Kalamazoo, Mich.

BROWNE, R. E Kirby Lumber Co New York City

BARRETT, D. M World's Salesmanship

Congress Detroit, Mich.

BARWICK, S. E Long-Bell Lumber Co Chicago, 111.

BEEBE, W. M Long-Bell Lumber Co Kansas City, Mo.

BORRESEN, JULES T Long-Bell Lumber Co Pine Bluff, Ark.

BAIRD, W. N Vredenburgh Saw Mill Co.. Vredenburgh, Ala.

BELL, W. H National Lbr. Mfgs' Assn.. . .St. Louis, Mo.

BATCHELDER, J. D Frost-

BRASHEAR, T. F Fnost-

BLISS, V. E Fnost-

BUCKNER, H. G Friost-

BEARDEN, R. B Fnost-

ohnson Lbr. Co Shreveport, La.

ohnson Lbr. Co Hearne, Tex.

ohnson Lbr. Co Des Moines, Iowa

ohnson Lbr. Co St. Louis, Mo.

oihnson Lbr. Co Cleveland, Ohio

BEARD, C. C Southern Lumber Co Chicago, 111.

BOWER, E. G W. R. Pickering Lbr. Co.. . Dallas, Tex.

BLAKE, THOMAS W South Texas Lumber Co.. . Houston, Tex.

BOEHNE, E. E International Creosoting &

Construction Co Galveston, Tex.

BULTMAN, WILLIAM H...Natalbany Lbr. Co. (Ltd.) . .Indianapolis, Ind.

BISSELL, S. B Wausau Southern Lbr. Co.. Laurel, Miss.

BISSELL, M. H Marathon Lbr. Co Laurel, Miss.

BITTING, DR. CHAS. W.. ..Pastor Sec'd Baptist Church. St. Louis, Mo.

BURGOYNE, C. R Bagdad Land & Lbr. Co.. . Pensacola, Fla.

BOSTWICK, R. H Ship Island Lumber Co.. . Sanford, Miss.

BARKER, H. W Southern Lumber <Co Waterloo, Iowa

BARTLETT, D. H Southern Lumber Co Sioux Citv, la.

BOWMAN, C. A Hall & Legan Lumber Co.. St. Louis, Mo.

BROWN, E. W Southern Pine Association. New Orleans, La.

BIEDERMAN, W. F Natl. Lbr. Mfgs' Credit

Corporation St. Louis, Mo.

BOYD, JAMES Lumber Trade Journal. . . . New Orleans, La.

BOWMAN, H. J Hall & Legan Lumber Co. Indianapolis, Ind.

BROOKS, ROBERT H Arkansas Soft Pine Bureau Little Rock, Ark.

BARNS, H. M - Mo. Lbr. 8- Land Exc. Co.. Kansas City, Mo.

BRINKMAN, BERT Oniel-Wites Lumber Co St. Louis, Mo.

SELLINGLUMBER 395

BOYKIN, L. J Gulf Lumber Co Houston, Tex. .

BARRY, W. M Central Coal & Coke Co. . . .Galesburg, 111.

BRIGHT, O. O O. O. Bright St. Louis, Mo.

BRANTLEY, JACK E Great Southern Lbr. Co. . . Chicago, 111.

BAY, M. C Bay Bros. Lumber Co St. Louis, Mo.

BEHAN, W. L Southern Pine Lumber Co. St. Louis, Mo.

BUHMANN, W. J Keith Lumber Company. .. Voth, Texas

BODKIN, J. A Kane Lumber Company. .. Birmingham, Ala.

BOWERS, FRED J Mansfield, Ohio

BARKSDALE, C. A Gilchrist-Fordney Company .Laurel, Miss.

BARNS, F. R St. Louis Lumberman St. Louis, Mo.

BODWELL, D. R Long-Bell Lumber Co Kansas City, Mo.

BALDWIN, O. E F. G. Hanly Cypress Co St. Louis, Mo.

BUCKLEW, L. L Recent U . S. Agent to South

America St. Louis, Mo.

BRIDGES, R. C . . . M. Garrett Lumber Co St. Louis, Mo.

BOYLE, L. C Spec. Counsel So. Pine Assn. Kansas City, Mo.

COLIN, W. ELMO Consolidated Saw Mills Co.Tulsa, Okla.

CAHILL, R. E Kirby Lumber Company. . . San Antonio, Tex.

CLARK, R. C Tremont Lbr. Co Chicago, 111

CRANE, C. D Kirby Lbr. Co Columbus, Ohio

COOL, J. E Gulf Lumber Company. . . . East St. Louis, 111.

CHIPMAN, J. B Frost-Johnson Lumber Co. St. Louis, Mo.

CONDIT, C. F Frost-Johnson Lumber Co. Detroit, Mich.

CARROLL, A. J J. J. Newman Lbr. Co Hattiesburg, Miss.

COLVIN, W. E Consolidated Saw Mills Co. Tulsa, Okla.

CLEMENTS, GEO. G Consolidated Saw Mills Co. Marengo, Iowa

CRAWFORD, O. E.. W. T. Ferguson Lbr. Co.. . Indianapolis, Ind.

CROOK, HARRY Sabine Lumber Company. ..St. Louis, Mo.

CASTLEN, GEO Sabine Lumber Company. ..St. Louis, Mo.

COUNCIL, F. S Natalbany Lbr. Co. (Ltd) Jackson, Miss.

CORRINGTON, W. J Sabine Lumber Company. . St. Louis, Mo.

COOPER, JOHN R J. J. Newman Lumber Co. Paducah, Ky.

COOK, BERT E Mo. Lbr. & Land Exc. Co.. . . Chicago, 111.

CARSON, MCMILLAN Marathon Lumber Co Aurora, 111.

CARROLL, D. S Sabine Lumber Company. . St. Louis, Mo.

CALE, DAVE H California Sugar & White

Pine Co Wichita, Kan.

CUST, R. M Lumber Mineral Company. Arbo, Miss.

CUM MINGS, A. E W. I. McKee Lumber Co.. . Kansas City, Mo.

CHRISTY, JOHN Hall & Legan Lbr. Co Alton, 111.

CAMPBELL, F. H Peavy-Byrnes Lbr. Co Shreveport,La.

CROZIER, R. O -Gulf Lumber Company Ft. Worth, Tex.

CONNER, D. H Long-Bell Lumber Co Ft. Worth, Tex.

CONNER, A. B Long-Bell Lumber Co San Antonio, Tex.

CARRE, TUDOR B W. W. Carre Co. (Ltd) . . . New Orleans, La.

CHAFFEE, C. L Mo. Lbr. & Land Exc. Co.. . . Norfolk, Neb.

CASE, L. S Southern Lumber Co St. Paul, Minn.

CRAWFORD, O. E W. T. Ferguson Lbr. Co Indianapolis, Ind.

CRAWFORD, J. E Louisiana Saw Mill Co.. . . Lake Charles, La.

CLARK, GEO. S Tremont Lumber Co Winfield, La.

CAUTEN, E. F Southern Lumber Co Dubuque, Iowa

DIONNE, J. C Gulf Coast Lumberman Houston, Tex.

EteMuTH, H. L Industrial Lumber- Co Elizabeth^ La.

DuPAGE, R. P Kirby Lumber Company. ..Kansas City, Mo.

DENMAN, W. F Kirby Lumber Company. . Kansas City, Mo.

DUNHAM, F. V Southern Pine Association. . New Orleans, La.

Dix, WILL C Long-Bell Lumber Co Memphis, Tenn.

DRIPPS, W. B ; Frost- Johnson Lumber Co.. .Indianapolis, Ind.

DAVIDSON, NEAL Sabine Lumber Company. . St. Louis, Mo.

396 SELLINGLUMBER

DUMM, A. A Sabine Lumber Company. . Houston, Tex.

DIERKS, H. L Dierks Lumber & Coal Co. . . .Kansas City, Mo.

DARLING, E • Wausau Southern Lbr. Co. . . Elkhart, Ind.

DILLING, J. J The Stout Lumber Co '1 hornton, Ark.

DONNER, J S. H. Bolinger & Co Shreveport, La.

DULANY, GEO. W Mo. Lbr. & Land Exc. Co.. . .Lafayette, Ind.

DEGENHART, H. J :.Mo. Lbr. & Land Exc. Co.. . . St. Louis, Mo.

DIAMOND, J. E Mo. Lbr. & Land Exc. Co.. . . Cleveland, Ohio

DOLLARHIDE, E. M Gates Lumber Company. . . . Chicago, 111.

DICKINSON, GEO. I .Dickinson Lumber Co Indianapolis, Ind.

DIXON, WM Payton Lbr. & Supply Co. St. Louis, Mo.

ESTES, W. M Industrial Lumber Co Temple, Tex.

EVANS, CHAS. A W. R. Pickering Lbr. Co... Waco, Tex.

ELBRING, W. H J. J. Newman Lbr. Co St. Louis, Mo.

EATON, H. C Long-Bell Lumber Co Waco, Tex.

EDDY, J. H Kaul Lumber Company Birmingham, Ala.

ESTES, T. H Eastman, Gardiner & Co. .. Nashville, Tenn.

EATON. R. K Mo. Lbr. & Land Exc. Co..Des Moines, la.

EICHOFF, D. J -American Lumberman Chicago, 111.

EMBREE, J. W.. . .- Arkansas & Richton Lbr. Co. .Chicago, 111.

EAKIN, J. R Edgar Lumber Company. . . St. Louis, Mo.

ELDER, E. F Grayson-McLeod Lbr. Co.. Wichita, Kan.

ECKHARD, E. B F. G. Hanly Cypress Co Carbondale, 111.

FARNAN, W. E Kirby Lumber Company. . . Houston, Tex.

FULLERTON, S. H., JR Gulf Lumber Company East St. Louis, 111.

FOEMER, J. F Frost-Johnson Lumber Co.- Ft. Worth, Tex.

FARIES, R. O Kirby Lumber Company. . . Houston, Tex.

FERGUSON, J. W Sabine Lumber Company. . . St. Louis, Mo.

FERGUSON, J. D Sabine Lumber Company. . . St. Louis, Mo.

FRANKE, C. S Sabine Lumber Company. . . St. Louis, Mo.

FELLOWS, W. C Kaul Lumber Company. . . . Birmingham, Ala.

FARLEY, J. D La. Red Cypress Co Cincinnati, Ohio.

FRIEND, GEO Southern Lumber Co Des Moines, la.

FINCH, J. E Southern Lumber Co Warren, Ark.

FOSTER, E. E Pennington-Foster Co Houston, Tex.

FOSTER, H. L iFordyce Lumber Company. Fordyce, Ark.

FOSTER, G. W Gates Lumber Company. . . . Wilmar, Ark.

FERGUSON, E, D Southern Lumber Company Blyth'eville, Ark.

FARGUHOR, J. S J. S. Farguhor Lbr. Co Fredericktown, Mo.

FERRY, WALLACE J Ferry-Hanly-Schott Adv.

Co Kansas City, Mo.

GODDARD, L. B Cordia Timber Co Pharlock, Mo.

GILLESPIE, A. J Lothman Cypress Co St. Louis, Mo.

GEAGAN, J. H Tremont Lbr. Co Win field, La.

GRE^N, CHAS. W Long-Bell Lumber Co Toledo, Ohio

GRAY, TH os Kirby Lumber Company. ..Buffalo, N. Y.

GOT PEL, FRANK Gulf Lumber Company East St. Louis, 111.

GRAY, Jos. P Sabine Lumber Company. . . St. Louis, Mo.

GLASSOW, A. J .Wausau Southern Lbr. Co.-Laurel, Miss.

GRISSOM, HERBERT Ferry-Hanly-Schott Adv.

Co Kansas City, Mo.

GLASGOW, M. M Bagdad Land & Lbr. Co... Bagdad, Fla.

GREGG, HUBERT La. Red Cypress Co Indianapolis, Ind.

GLADDING, N. A E. C. Atkins & Company. . Indianapolis, Ind.

GRONEU, J. W Weyerhaeuser Sales Co.. . . Cedar Rapids, la.

GEARHEARD, O. E Dibert, Stark & Brown

Cypress Company Donner, La.

GIBBONS, J. G J. J. Newman Lumber Co. Scran-ton, La.

SELLINGLUMBER 397

GRIFFIN, RANSOM Central Coal & Coke Co.. . Kansas City, Mo.

GODFREY, E. C H. I. Isbell Elkhart, Ind.

GODLEY, W. L »V. R. Pickering Lbr. Co.. Wichita, Kan.

GRAVES, PERRY H Natalbany Lbr. Co Springfield, 111.

GERBER, FRED A Granahl Lumber Company. ., St. Louis, Mo.

GRAYSON, ED Ozan-Graysonia Lbr. Co. ..St. Louis, Mo.

GARRETT, T. H., ]& T. H. Garrett Lbr. Co.. . . St. Louis, Mo.

GREEN, CIIAS Eastman, Gardiner & Co.. . Laurel, Miss.

HANFORD, THOS.... W. T. Ferguson Lbr. Co.. . Chicago, 111.

HODGE, O. E Huie-Hodge Lbr. Co bodge, La.

HALLOWELL, R. M Industrial Lumber Co E'.izabeth, La.

HILZHEIM, H. G Tremont Lumber Co Jackson, Miss.

HONNES, WILLIS Long-Bell Lumber Co Oklahoma City, Ok.

HATCHER, J. H Kirby Lumber Company. . . Kansas City, Mo.

HOUSTON, GEO Long-Bell Lumber Co Cleveland, Ohio

HESS, WM Gnlf Lumber Company. . . . East St. Louis, 111.

HOUSTON, A. M Gv.lf Lumber Company. . . . East St. Louis, 111.

HICKS, W. T Gulf Lumber Company. . . . Detroit, Mich.

HENRY, W. L Gulf Lumber Company. ... Springfield, 111.

HANGER, C. M Frost- Johnson Lumber Co. Morocco, Ind.

HERD, J. F Consolidated Saw Mills Co.. .St. Louis, Mo.

HURST, E. J Homoohitto Lbr. Co Bude, Miss.

HEYL, JAS. H Eastman, Gardiner & Co.. . Columbus, O'hio

HEROIC, OTTO Wausau Southern Lbr. Co. Peoria, 111.

HOOVER, H. A La. Red Cypress Co Ashley, 111.

HOOPER, L. E., JR La. Red Cypress Co Memphis, Tenn.

HUEY, N. H Oregon Lumber Company. Chicago, 111.

HEDLUND, O. L Southern Lumber Company Sioux City, la.

HOYT, H. H La. Red Cypress Company St. Joseph, Mo.

HUDDLESTON, L. B Seattle Cedar Lbr. Mfg. Co.. Cleveland, Ohio

HOWLAND, W. C Lumber World Review. ... St. Louis, Mo.

HEITERT, E. L Dibert Stark & Brown

Cypress Co St. Louis, Mo.

HOWE, WILLARD C American Lumberman Chicago, 111.

HILLIARD, J. A Burton-Swartz Cypress Co.

of Florida Perry, Fla.

HOUCK, C. H .Southern Lumber Company Warren, Ark.

HOUCK, H. B Southern Lumber Company Poplar Bluff, Mo.

HALE, M. J Central Lumber Company. Brookhaven, Miss.

HILTORS, E. R Crossett Lumber Company. Hirron, Ohio

HOLLOWAY, J. T H'ne-Hodee Lumber Co.. . Hodge, La.

HINES, EDWARD Edward Hines Lumber Co-Chicago, 111.

HAYNES, HENNER Great Southern Lumber. Co.. Memphis, Tenn.

HAYNES, W. P Hinton Bros. Lumber Co.. Lumberton, Miss.

HAYWARD. H. W Long-Bell Lbr. Co Kansas City, Mo.

HILL, A. M Southern Pine Lumber Co. St. Louis Mo.

HAMILTON, A. L Mo. Lbr. & Land Exc. Co. Indianapolis, Ind.

HINTZ, J. E Southern Pine Lbr. Co. ..... Texarkana, Texas

HARRISON, T. W St. Louis Lumberman ....". St. Louis, Mo.

HUNTER, R. O Homochitto Lumber Co.. .-Soringfield, 111.

HILL, R. E Long-Bell Lumber Co Kansas City, Mo.

HARWOOD, T. F W. S. Harwood Lbr. &

Coal Co Bloomington, 111.

ISBELL, G. L W. M. Cady Lumber Co.. ..McNary, La.

ISBELL, C. B Crossett Lumber Company. Elkhart, Ind.

ISBELL, E. E Southern Pine Lbr. Co Texarkana, Ark.

LSBELL, H. I Finkbine Lumber Co Elkhart, Ind.

IRWIN, H. G Erie Lumber Company. ... Erie, Pa.

IGOU, H. T Kirby Lumber Company Hutchinson, Kan.

IROME, RAY W Southern Pine Lumber Co. Centralia, 111.

398 SELLING LUMBER

JENNINGS, C. P .BerthokL- Jennings Lbr. Co.. St. Louis, Mo.

JENNINGS, C. J Kirby Lbr. Co Alice, Texas

JONES, HARRY D Long-Bell Lumber Co Kansas City, Mo.

JANES, GEO. M Long-Bell Lumber Co Wheeling. W. Va.

JOHNSON, BOLLING A Lumber World Review. ... 'Chicago, IU.

JOHANNINGMEIER, A. C...Gulf Lumber Company. . . . Bast St. Louis, 111.

JOHNSON, C. D Frost-Johnson Lumber Co. St. Louis, Mo.

JACKSON, R. O Consolidated Saw Mills Co.. .Dallas, Texas

JAMES, HOYT Gulf Lumber Company. ... Houston, Texas

JONES, J. E Southern Pine Association. New Orleans, La.

JOSEPH, J. A Retail Lumberman Kansas City, Mo.

JOHNSON, C. D. JR Frost-Johnson Lumber Co. St. Louis, Mo.

KING, L. G Tremont Lumber Company, Winfi eld, La.

KNOWLES, C. L Lon?-Bell Lumber Co Kansas City, Mo.

KENDALL, J. A Kirby Lumber Company. . .Peoria, 111.

KREBS, DR. S. L Philadelphia, Pa.

KUEHNLE, FRED C Long-Bell Lumber Co Cleveland, C'hio

KIRBY, JIM Southern Lumberman New Orleans, La.

KENDALL, H. T Kirby Lumber Company. ..Houston, Texas

KENNEDY, J. H J. J. Newman Lbr. Co Hattiesburg, Miss.

KOZA, E. G J. J. Newman Lbr. Co Quincy, 111.

KRAUSS, EDWARD E Industrial Lumber Co Elizabeth, La.

KRAUSS, A. J St. Tammany Lbr. Mfg. Co.. New Orleans, La.

KAUL, JOHN L Kaul Lumber Company. . . .Birmingham, Ala.

KEITH, CHAS. S ....Central Coal & Coke Co.. ..Kansas City, Mo.

LOTHMAN, WM., JR...Lothman Cypress Company. .St. Louis, Mo.

LENNOX, F. J Kirby Lumber Company. . . Waco, Texas

LACY, V. M Kirby Lumber Company. .. St. Louis, Mo.

LANE, J. H Long-Bell Lumber Co New York, N. Y.

LAUGHLIN, C. J Long-Bell Lumber Co Lake Charles, La.

LONG, A. C., JR Long-Bell Lumber Co Indianapolis, Ind.

LOWE, B. H Gulf Lumber Company. ... St. Louis, Mo.

LINNEMAN, H. E Gulf Lumber Company Fast St. Louis, 111.

LEMONS, C. E Gulf Lumber Company. . . . Aurora, 111.

LOVITT, I. A -industrial Lumber Co Temple, Texas

LEMMONS. E. B J. J. Newman Lumber Co. . . . Hattiesburg, Miss.

LANDON, V. P Brooks-Scanlon Company. . Indianapolis, Ind.

LATIMER, J. D International Creosoting &

Construction Co Galveston, Texas

LANEHART, P. M Eastman, Gardiner & Co.. . New York, N. Y.

LAMONT, A. E Arkansas Land & Lbr. Co.. . . Malvern, Ark.

LANG, JAMES H Central Coal & Coke Co Kansas City, Mo.

LOCKMAN, ADAIR The Germain Company. ... Chicago, 111.

LOGAN, M. J Brooks-Scanlon Company. . Kentwood, La.

LANFORD, THEO. W Chicago Lbr. & Coal Co.

of Washington Kansas City, Mo.

LJNGHAM, L. C Homochitto Lumber Co.. . Cleveland, Ohio

LAWRENCE, P. J P. J. Lawrence Lbr. Co. . . St. Louis, Mo.

McCOOLE, A. F Hill-Behan Lumber Co St. Louis, Mo.

MCCLELLAND, E. M Sabine Lumber Company. . St. Louis, Mo.

McGiLL, K. E Mo. Land & Lbr. Exc. Co. . Chicago. 111.

McLsoD, NELSON W German Savings Institution. St. Louis, Mo.

MCCARTHY, J. T Kirby Lumber Company. ..Houston, Texas

MCLAUGHLIN, HUGH S...Wausau So. Lbr. Co Jackson, Miss.

MCCRACKEN, G. P Kaul Lbr. Co Birmingham, Ala.

MCDONNELL, L. T American Lumberman New Orleans, La.

McCLURE, C. K Hall & Legan Company. . St. Louis, Mo.

McVEY, C. B Eastman, Gardiner & Co.. . vashin°:ton, 111.

McKEE, R. E Long-Bell Lumber Co St. Lonis, Mo.

SELLINGLUMBER 399

McCooLE, A. F Southern Pine Lumber Co. St. Louis, Mo.

McGiLL, E. H Mo. Lbr. & Land Exc. Co..Kansas City, Mo.

McKEE, H. L Chicago Lbr. & Coal Co.

of Washington Kansas City, Mo.

MCDONNELL, SUMNER...M. W. McDonnell & Sons.Chicago, 111.

MILLER, J. H Kirby Lumber Company. . . .Dallas, Texas

MOSES, JOHN E Long-Bell Lumber Co Oskaloosa, la.

MAUK, E. H Kirby Lumber Company. . . Toledo, Ohio

MEREDITH, D. R Long-Bell Lumber Co Toledo, Ohio

MOORE, R. L Long-Bell Lumber Co Houston, Texas

MOLT, A. J Frost- Johnson Lumber Co.. St. Louis, Mo.

MEYER, J. A Consolidated Saw Mills Co., St. Louis, Mo.

MILLER, B. H Consolidated Saw Mills Co-Oklahoma City, Ok.

MEYER, F. A Consolidated Saw Mills Co.. Indianapolis, Ind.

MARTIN, C. E Sabine Lumber Company. . Cedar Rapids, la.

MORTON, W. A Kaul Lumber Company. . . . Birmingham, Ala.

MILLER, H. C Marathon Lbr. Co Columbus, Ohio

MC.CLANAHAN, J. A La. Red Cypress Co Peoria, 111.

MUHL, Louis E Southern Lumber Company Fort Dodge, la.

MUCKE, A. G Ozan-Graysonia Lbr. Co.. . St. Louis, Mo.

MEAD, P. H Mo. Lbr. & Land Exc. Co.. . Erie, Pa.

MYERS, C. W W. R. Pickering Lbr. Co.. Detroit, Mich.

MASON, O. A Mo. Lbr. & Land Exc. Co.. . St. Louis, Mo.

MILLS, HORACE Mills & Arnold Kirksville, Mo.

MEDES, W. B W. R. Pickering Lbr. Co. . Kansas City, Mo.

MILLER, LEO P Crossett Lumber Company.. Danville, III.

Moss, HERBERT Carter-Kelley Lumber Co.. .Manning, Texas

MONTGOMERY, HARVEY... W. R. Pickering Lbr. Co.. St. Louis, Mo.

MULLEN, C. C Long-Bell Lumber Co St. Louis, Mo.

MARSHALL, L. J Mo. Lbr. & Land Exc. Co.. . Chanute, Kan.

MARTIN, WILBER Crossett Lumber Co Beatrice, Neb.

MARTIN, J. K Mo. Lbr. & Land Exc. Co.. ..Terre Haute, Ind

MORELAND, C. H Kaul Lumber Company Birmingham, Ala.

McCoAL, A. F

MANSFIELD, C. J Central Kansas Lumber Co.. Warren, Ark.

McCoRMACK, IF. H Wisconsin & Arkansas Lbr.

Company Madison, Ark.

MCFARLAND, H. F Long-Bell Lumber Co Kansas City, Mo.

McVEY, HUGH ''Successful Farming" Des Moines, la.

NELSON, M. B Long-Bell Lumber Co Kansas City, Mo.

NOYES, A. H Ayer & Lord Tie Company. Chicago, 111.

NICHOLS, J. L Consolidated Saw Mills Co. .Peoria, 111.

NOONE, WALTER J J. J. Newman Lumber Co.. Indianapolis, Ind.

NEWMAN, J. E Arkansas Lumber Co Warren, Ark.

NUGENT, WALKER M. E. Magruder & Co Peoria, 111.

NICHOLS, MARVIN Crossett Lumber Company. Muncie, Ind,

NICOL, H. B ; Central Coal & Coke Co... .Des Moines, la.

NELSON, T. H T. H. Nelson Lumber Co.. Indianapolis, Ind.

OLDHAM, J. F.. Van Cleve Saw Mill Co..St. Louis, Mo.

OLIVER, R. J 'Fort Smith Lumber Co. . . .Kansas City, Mo.

O'BRIEN, L. J St. Tammany Lbr. & Mfg.

Company New Orleans, La.

PEARSALL, A. W Kirby Lumber Company Ft. Worth, Tex.

PARKER, ALLEN Tremont Lumber Company. Win field, La.

PRESTRIDGE, J. S Wichita, Kan.

PORTER, J. L Sabine Lumber Company. ..St. Louis, Mo.

PECK, R. B ; . . W. T. Ferguson Lbr. Co.. ..Cleveland, Ohio

PARKER, N. T : Mo. Lbr. & Land Exc. Co. . ..Lincoln, Neb.

PRENTESS, W. H C. A. Mauk Lumber Co... Toledo, Ohio

PiRicE, R. S Mo. Lbr. & Land Exc. Co. . . St. Louis, Mo.

400 SELLING LUMBER

PORTER, ALBERT L La. Red Cypress Co Cleveland, Ohio

PRATT, C. A La. Red Cypress Co rsas City, Mo.

POTEET, GEO. A Great Southern Lumber Co. . Indianapolis, Ind.

PENDLETON, E. E Southern Pine Association. !\ew Orleans, La.

PIER, W. A Lumberman Exc. of

St. Louis St. Louis, Mo.

PARMINTER, L. I Long-Bell Lumber Co Kansas City, Mo.

PRICE, CHAS. E William Buchanan St. Louis, Mo.

PFEFFER, OTTO G 'Dian Lbr. Co St. Louis, Mo.

PADDOCK, P Richton Lumber Company. Springfield, 111.

PARSONS, N. H Southern Lumber Company Rockford, 111.

REEVES, T. W Pine Belt Lumber Co Pinebelt, Ala.

ROBERTSON, A. F. S W. T. Ferguson Lbr. Co.. ..Centralia, 111.

RICHARDS, H. VIRGIL Long-Bell Lumber Co Indianapolis, Ind.

RIEDEL, O. S Kirby Lumber Company. ..Salina, Kan.

ROBINSON, W. S Long-Bell Lumber Co Abingdon, 111.

RUGG, F. O Mo. Lbr. & Land Exc. Co.. . Kansas City, Mo.

REHEIS, JNO. K St. Louis 'Lumber Co, St. Louis, Mo.

RIDER, W. A Frost-Johnson Lumber Co. Indianapolis, Ind.

ROBINSON, S. A Consolidated Saw Mills Co.. .St. Louis, Mo.

REICHART, L. D W. T. Ferguson Lbr. Co. ...St. Louis, Mo.

ROBERTSON, MR W. T. Ferguson Lbr. Co.. ..Centralia, 111.

ROHMBERG, HAROLD Sabine Lumber Company. . St. Louis, Mo.

REYBURN, F. T Sabine Lumber Company. . St. Louis, Mo.

RICHARDSON, G. M Industrial Lumber Co Wichita, Kan.

REMAKLUS, C. A Richton Lumber Company. . .Richton Miss.

RICHARDSON, J. F Architect Ottawa, 111.

RICHART, C. E Arkansas Land & Lbr. Co. Bloomington, 111.

RISON, R. E Crossett Lumber Company Oklahoma City, Ok.

ROGERS, JAS. N Eastman, Gardiner & Co.. . Indianapolis, Ind.

ROBINSON, T. E Western Lumber Company. .Columbus, Ohio

ROOPE, FRANK L Great Southern Lbr. Co... St. Louis, Mo.

ROGERS. H. N Eastman, Gardiner & Co.. . Laurel, Miss.

ROOF, E. A Gates Lumber Company. . . Hutchinson, Kan.

RHODES, J. E Southern Pine Association. New Orleans, La.

REYNOLDS, J. W Big Pine Lumber Co Houston, Texas

ROBINSON, S. A Consolidated Saw Mills Co.. .St. Louis. Mo.

SEIDEL, JULIUS Julius Seidel Lumber Co... St. Louis. Mo.

SWAIN, S. G Swain Lumber Company. . . Aliceville, Ala.

SMITH, J. W Kirby Lumber Company. . Austin, Texas

SIMPSON. WM. M Long-Bell Lumber Co -M?ha, Neb.

SMITH, B. H. JR Long-Bell Lumber Co ongville, La.

SMITH, J. H Long-Bell Lumber Co " ire Bluff, Ark.

SPENCER, JOHN A Long-Bell Lumber Co Chicago, 111.

SMITH, GEO. K George K. Smith St. Louis, Mo.

SCHOFIELD, L. R Long-Bell Lumber Co. . . . , Kansas City, Mo.

SCHIERMAN, W. G Gulf Lumber Company Ottumwia, Iowa

. SHORT, SCOTT Frost-Johnson Lumber Co. St. Louis, Mo.

SCHNIEDERS, J. F Frost-Jdhnson Lumber Co.Tulsa, Okla.

SPENGLER, H. C Frost- Joihn son Lumber Co. Cedar Rapids, la.

STEVENS. H. G Frost Jdhnson Lumber Co. Decatur, 111.

STORM, BERT Consolidated Saw Mills Co.. Ft. Towson, Okla.

SWARTZ, J. E W. T. Ferguson Lbr. Co.. . St. Louis, Mo.

SHOFFMASTER, C. E Shoffmaster & Urban ->>edo, Ohio

SMITH, O. N Industrial Lumber Co Wichita, Kan.

SACKETT, H. S National Lbr. Mfg. Assn.. ^icagio, 111.

STRUBE, H. A Mo. Lbr. & Land Exc. Co.. . Dallas, Texas

SAMPLE, J. G Xirby Lumber Company. . . . Kansas City, Mo.

SMITHJ J. W Wausau Southern Lbr. Co. "hicaro. 111.

STICKLE, A. W Clark & Boice Lumber Co. Oallas, Texas

STRUBE, E. F Mo. Lbr. & Land Exc. Co.. . "t. Worth, Tex.

SELLINGLUMBER 401

SNELL, .FRANK N La. Red Cypress Co ew Orleans, La.

SNELL, H. H Lathrop Lumber Company. Birmingham, Ala.

SMITH, P. L Lathrop Lumber Company. Birmingham, Ala.

STONE, W. P La. Red Cypress Co Louisville, Ky.

SHOOP, WALTER C iFinkbine Lumber Company Decatur, 111.

STEELE, W. C iFinkbine Lumber Company Decatur, IJ1.

SNIDER, W. E Natalbany Lumber Co Rock Island, 111.

SEYMOUR, F. C Gates Lumber Company. . . . Wilmar, Ark.

SMITH, T. L Natalbany Lumber Co Hammond, La.

SMITH, E. S Crossett Lumber Company. Peoria, 111.

SMITH, C. H Oniel-Wites Lumber Co. . . Webster Grove, Mo.

SKEEN, S. P A. P. Conklin Lumber Co. Indianapolis, Ind.

STEVENS, 'C. A. A Brooks-Scanlon Company. . .Memphis, Tenn.

SHAW, ST. CLAIR Mo. Lbr. & Land Exc. Co.. . Cleveland, Ohio

STERLING, E. A National Lbr. Mfg. Assn. . Chicago, 111.

SMITH BROS. &

COMPANY Crossett Lumber Company Peoria, 111.

SCHMOLHANS, K. B Gates Lumber Company. ..Davenport, la.

SMITH, C. P Industrial Lumber Co Wichita, Kan.

SPENCER, B. F T. H. Garrett Lumber Co. St. Louis, Mo.

STEWART, ALPHEUS American Lumberman St. Louis, Mo.

SATTERWHITE, F. A Gideon- Anderson Lbr. Co.. St. Louis, Mo.

STORMS, A. D Southern Pine Lumber Co. Ft. Madison, la.

SCENOGLE, W. H Long-Bell Lumber Co ew York, N. Y.

TROY, ED Gulf Lumber Company. . . . Indianapolis, Ind.

THORNTON, C. W .Long-Bell Lumber Co Kansas City, Mo.

TOURTELLOT, DALLAS Gulf Coast Lumberman. . . . Houston, Texas

THRASHER, W. J W. T. Ferguson Lbr. Co... Waco, Tex.

TULLY, L. M La. Red Cypress Co St. Louis, Mo.

TOBIN, PAUL H Southern Lumber Company Jttumwa, la.

THOMAS, P. H Finkbine Lumber Company Wiggins, Miss.

TARRANT, W. P Stenographer :t. Louis, Mo.

THOMPSON, C. F Mississippi Lumber Co Chicago, 111.

THOMAS, K. F A. P. Conklin Lumber Co. ""olumbus, Ohio

TENNANT, E. D Order of Hoo-Hoo St.-iouis, Mo.

TREADWAY, R. L Kirby Lumber Company. ..Houston, Texas

TEMPLE, C. N Southern Pine Lumber Co. D'al'as, Texas

TREISCHMANN, A Crossett Lumber Company. C>ossett, Ark.

THOMPSON, J. LEWIS Thompson Bros. Lbr. Co Houston, Texas

VON SCHRENK, DR.

HERMANN, Southern Pine Association. St. Louis, Mo.

VON SCHRENK, ARNOLD. . .Von Schrenk & Kammerer. .St. Louis, Mo.

VOSMEYER, W. C ,W. T. Ferguson Lbr. Co Louisville, Ky.

VANLANDINGHAM, W. B.Jordan River Lumber Co.. Chicago, 111.
VAN CLEAVE, B. L Van Cleave Saw Mill Co. St. Louis, Mo.

WILSON, GEO. W.... Chicago Lumber & Coal Co.

of Washington St. Joseph, Mo.

WHITSETT, G. D Kirby Lumber Company... Vnarillo, Texas

WHEELER, J. M Kirby Lumber Company. .. Oklahoma City, Ok.

WEISS, RAY Kirby Lumber Company. . . Chicago, 111.

WHEELER, R. A -Kirby Lumber Company. .. Indianapolis, Ind.

WILLIS, E. E Long'-Bell Lumber Co Mt. Vernon, 111.

WEBSTER, H. E Long-Bell Lumber Co Wichita, Kan.

WAGGONER, N. C Gulf Lumber Company East St. Louis, 111.

WILLHITE, H. M Gulf Lumber Company Bast St. Louis, 111.

WAGON, H. W Frost-Johnson Lumber Co. f. Louis, Mo.

WALLACE, W. W Trinity County Lbr. Co.. . . Groveton. Texas

WELLS, J. G Frost-Johnson Lumber Co. Aurora, 111.

WYLIE, D. M Frost-Johnson Lumber Co. Galesburg, 111.

WOODHEAD, BEN S Beaumont Lumber Co Beaumont, Tex.

402 SELLINGLUMBER

WHERRIT, F. D Sabine Lumber Company. . St. Louis, Mo.

WADDLE, H. A W. T. Ferguson Lumber Co.. Springfield, 111.

WATTS, J. E Southern Lumber Company Mason City, la.

WILDER, E. J Finkbine Lumber Company D'Lo, Miss.

WIKON, J. W Mississippi Lumber Co Quitman, Miss.

W ATKINS, FRANK R Mo. Lbr. & Land Exc. Co.. ..Kansas City, Mo.

WESSON, J. H Central Coal & Coke Co... St. Louis, Mo.

WIENER, ELI Angelina County Lbr. Co. . Keltys, Texas

WALKER, H. W Southern Pine Lumber Co. Dallas, Texas

WHITMORE, F. E Mississippi Lumber Co Chicago, 111.

WHITEHEAD, GEO, C Crossett Lumber Company. Wheeling, W. Va.

WEISS, HOWARD F .Forest Products Laboratory. Madison, Wis.

WELLINGHAM, S. M Organ Lumber Company. . St. Louis, Mo.

WHITE, Jos Mo. Lbr. & Land Exc. Co. . . Kansas City, Mo.

WILLIAMSON, E. H Great Southern Lumber Co.. Peoria, 111.

WHALEN, M. A Paytpn Lbr. & Supply Co. . .

WHITE, C. A. JR Darlington Lumber Co St. Louis, Mo.

WILSON, H. L S. H. Bolinger & Co.. Terre Haute, Ind.

YARDLEY, W. J Sabine Lumber Company. . St. Louis, Mo.

ZELNICKER, W. A.... Walter A. Zelnicker Supply

Company St. Louis, Mo.

SELLINGLUMBER 403

Attendance at S. O. S. Convention
CLASSIFIED as to FIRMS REPRESENTED

ANGELINA COUNTY LBR. Co., Keltys, Texas.

Eli Reiner, Keltys, Texas.
ANTRIM LUMBER Co., St. Louis, Mo.

A. H. Beardsley, St. Louis, Mo. «
ARKANSAS LUMBER Co., Warren, Ark.

J. E. Newman, Warren, Ark.

C. J. Mansfield, Warren, Ark.

J. W. Embree, Chicago, 111.
ARKANSAS LAND & LUMBER Co., Malvern, Ark.

A. E. Lament, Malvern, Ark.
C. E. Richart, Bloomington, 111.

BAGDAD LAND & LUMBER Co., Bagdad, Fla.

C. R. Burgoyne, Pensacola, Fla.

M. M. Glasgow, Bagdad, Fla.
S. H. BoLLiNGEiR & Co., Slhrevcport, La.

J. Donner, Shreveport, La.

H. L. Wilson, Shreveport, La.
BROOKS, SCANLON & Co., Kentwood, La.

C. H. Stevens, Memphis, Tenn.

V. P. Landon, Indianapolis, Ind.

M. J. Logan, Kentwood, La.
BIG PINE LUMBER Co., Colfax, La.

J. W. Reynolds, Houston, Texas.
WM. BUCHANAN, Texarkana, Ark.

Chas. E. Price, St. Louis, Mo.
BURTON SWARTZ CYP. Co. OF FLA., Perry, Fla.

J. A. Milliard, Perry, Fla.
BAY BROS. LBR. Co., St. Louis, Mo.

M. C. Bay, St. Louis, Mo.
BERTHOLD-JENNINGS LBR. Co., St. Louis, Mo.

C. P. Jennings, St. Louis, Mo.
BEAUMONT LUMBER Co., Beaumont, Texas.

Ben S. Woodihead, Beaumont, Texas.
A. P. CONKLIN LBR. Co., Indianapolis, Ind.

K. F. Thomas, Columbus, Ohio.

S. P. Skeen, Indianapolis, Ind.
CHICAGO LBR. & COAL Co. OF WASHINGTON, Kansas City, Mo.

Thos. W. Sanford, Kansas City, Mo.

N. L. McKee, Kansas City, Mo.

Geo. W. Wilson, St. Joseph, Mo.
CONSOLIDATED SAW MILLS Co., St. Louis, Mo.

Geo. G. Clements, Maren go, Iowa.

F. A. Meyers, Indianapolis, Ind.

B. H. Miller, Oklahoma City, Okla.
R. O. Jackson, Dallas, Texas.

S. A. Robinson, St. Louis, Mo.
J. F. Herd, St. Louis, Mo.
J. A. Meyer, St. Louis, Mo.
Bert Storm, Ft. Towson, Okla.
W. Elmo Colin, Tudsa, Okla.
CENTRAL COAL & COKE Co., Kansas City, Mo.
Chas. S. Keith, Kansas City, Mo.
R. G. Affleck, Kansas City, Mo.
H. B. Nicol, Des Moines, Iowa.
Ransom Griffin, Kansas City, Mo.

404 SELLINGLUMBER

J. H. Wesson, St. Louis, Mo.

W. M. Barry, Galesburg, 111.

Jas. H. Lang, Kansas City, Mo.
CROSSETT LUMBER COMPANY, Crossett, Ark.

C. B. Isbell, Elkhart, Ind.

Smith Bros. & Co., Peoria, 111.

A. Treischmann, Crossett, Ark.

E. R. Hilton, Huron, Ohio.

Geo. C. Whitehead, Wheeling, West Va.

Wilber Marlin, Beatrice, Nebr.

Marvin Nichols, Muncie, Ind.

R. E. Rison, Oklahoma City, Okla.

Leo P. Miller, Danville, 111.

E. S. Smith, Peoria, 111.
CENTRAL LUMBER Co., Brookihaven, Miss.

M. J. Hale, Brookhaven, Miss.
CARTER-KELLY LUMBER Co., Manning, Texas.

Herbert Moss, Manning, Texas.
W. M. CADY LUMBER Co., McNary, La.

G. L. Isbell, McNary, La.
CORDIA TIMBER Co., St. Louis, Mo.

L. B. Goddard, Pharlock, Mo.
CALIFORNIA SUGAR & WHITE PINE Co., San Francisco, Calif.

Davitf H. Cale, Wichita, Kansas.
CLARK & BOICE LBR. Co., Dallas, Texas.

A. W. Stickle, Dallas, Texas.
W. W. CARRE LUMBER Co., New Orleans, La.

Tudor B. Carre, New Orleans, La.
DIBERT, STARK & BROWN CYP. Co., Donner, La.

E. L. Heitert, St. Louis, Mo.

O. E. Gearheard, Donner, La.
DICKINSON LUMBER Co., St. Louis, Mo.

George I. Dickinson, Indianapolis, Ind.
DIONNE LUMBER Co., St. Louis, Mo.

Otto T. Pfeffer, St. Louis, Mo.
DARLINGTON LBR. & C. Co., St. Louis, Mo.

Chas. A. White, Jr., St. Louis, Mo.
DIERKS LUMBER & COAL Co., Kansas City, Mo.

H. L. Dierks, Kansas City, Mo.
EASTMAN-GARDINER & Co., Laurel, Miss.

Jas. H. Heyl, Columbus, Ohio.

J. H. Estes, Nashville, Tenn.

P. M. Lanehart, New York, N. Y.

H. N. Rogers, Laurel, Miss.

Jas. N. Rogers, Indianapolis, Ind.

C. B. McVey, Washington, 111.

Charles Green, Laurel, Miss.
ERIE LUMBER COMPANY, Erie, Pa.

H. G. Irwin, Erie, Pa.
E. B. ECKHARD, Carbondale, 111.

E. B. Eckhard, Carbond'aile, 111.
W. T. FERGUSON LBR. Co., St. Louis, Mo

Fred S. Robertson, Centralia, 111.

J. B. Allen, Centralia, 111.

Thos. Hanford, Chicago, 111.

W. C. Vossmeyer, Louisville, Ky.

H. A. Waddell, Springfield, Ohio.

L. D. Reichart, St. Louis, Mo.

W. J. Thrasher, Waco, Texas.

R. B. Peck, Cleveland, Ohio.

J. E. Swarz, St. Louis, Mo.

O. E. Crawford, Indianapolis, Ind.

SELLING LUMBER 405

FINKBINE LUMBER Co.. Wiggins, Miss.

E. J. Wilder, D'Lo, Miss.

Walter C. Shoop, Decatur, 111.

W. C. Steele, Decatur, 111.

T. H. Thomas, Wiggins, Miss.

H. I. Isbell, Elkhart, Ind.
FORDYCE LUMBER Co., Fordyce, Ark.

H. L. Foster, Fordyce, Ark.

Fred J. Bowers, Mansfield, Ohio.
FARGUHOR, J. S. N., LBR. Co., St. Louis, Mo.

J. S. N. Farguhor, Frederickstown, Mo.
FROST- JOHNSON LUMBER Co., St~ Louis, Mo.

R. B. Bearden, Cleveland, Ohio.

W. A. Redie, Indianapolis, Ind.

W. B. Dripps, Indianapolis, Ind.

C. M. Hangar, Morocco, Ind.
H. G. Bucknell, St. Louis, Mo.
H. G. Stevens, Decatur, 111.

D. M. Wylie, Galesburg, 111.

H. C. Spengler, Cedar Rapids, Iowa.

V. E. Bliss, Des Moines, la.

C. D. Johnson, Jr., St. Louis, Mo.

J. G. Wells, Aurora, 111.

J. F. Schneiders, Tulsa, Okla.

J. F. Farmer, Ft. Worth, Texas.

T. F. Brashear, Hearne, Texas.

C. F. Condit, Detroit, Mich.

J. D. Batcheler, Shreveport, La.

H. W. Wogan, St. Louis, Mo.

A. J. Molt, St. Louis, Mo.

Scott Short, St. Louis, Mo.

J. B. Ohipman, St. Louis, Mo.

E. A. Frost, Shreveport, La.
C. D. Johnson, St. Louis, Mo.

FORT SMITH LUMBER Co., Plainview, Ark.

R. J. Oliver, Kansas City, Mo.
GULF LUMBER COMPANY, St. Louis, Mo.

W. L. Henry, Springfield, 111.

C. E. Lemons, Aurora, 111.

W. G. Scherman, Ottumwa, Iowa.

W. T. Hicks, Detroit, Mich.

H. M. Willihite, St. Louis, Mo.

H. E. Linneman, St. Louis, Mo.

H. F. Humes, St. Louis, Mo.

A. M. Houston, St. Louis, Mo.
J. E. Cool, St. Louis, Mo.
Wm. Hess, St. Louis, Mo.

L. J. Boykin, Houston, Texas.

Hoyt James, Houston, Texas.

R. O. Crozier, Ft. Worth, Texas.

Ed. Troy, Indianapolis, Ind.
GREAT SOUTHERN LUMBER Co., Bogalusa, La.

Geo. A. Poteet, Indianapolis, Ind.

C. G. Atkinson, Indianapolis, Ind,

Frank L. Roope, St. Louis, Mo.

Henry W. Haynes, Memphis, Tenn.

E. H. Williamson, Peoria, 111.
T. H. GARRETT LUMBER Co., St. Louis, Mo.

B. F. Spencer, St. Louis, Mo.
T. H. Garrett, Jr., St. Louis, Mo.
R. C. Bridges, St. Louis, Mo.

406 SELLING LUMBER

GATES LUMBER Co., Wilmar, Ark.

K. B. Schmolhaus, Davenport, Iowa.

G. W. Foster, Wilmar, Ark.
E. M. DOLLARHIDE, Chicago, I1H.

E. A. Roof, Hutchinson, Kas.

F. C. Seymour, Wilmar, Ark.
GRAYSON-McLEOD LBR. Co., St. Louis, Mo.

E. F. Elder, Wichita, Kas.
GERMAIN COMPANY, Pittsburgh, Pa.

Adair Lockman, Chicago, 111:
GOODYEAR LUMBER Co., Bogalusa, La.

Jack E. Brantley, Chicago, 111.
GIDEOW-ANDERSON LBR. Co., St. Louis, Mo.

F. A. Sattervvihite, St. Louis, Mo.
GANAHL LUMBER Co., St. Louis, Mo.

Fred A. Gerber, St. Louis, Mo.
GILCHRIST-FORDNEY Co., Laurel, Miss.

C. A. Barksdale, Laurel, Miss.
HOMQCHITTO LUMBER Co., Bude, Miss.

E. J. Hurst, Bude, Miss.

L. C. Lingham, Cleveland, Ohio.

R. O. Hunter, Springfield, 111.
HALL & LEGAN LBR. Co., Morton, Miss.

C. K. McClure, St. Louis, Mo.

H. J. Bowman, Indianapolis, Ind.

John Christy, Alton, El.

C. A. Bowman, St. Louis, Mo.
HUIE-HODGE LUMBER Co., Hodge, La.

J. T. Holloway, Hodge, La.

O. E. Hodge, Hodge La.
HANLY CYPRESS Co. F. G., St. Louis, Mo.

0. E. Baldwin, St. Louis, Mo.

HARWOOD, W. A., LBR. & COAL Co., St. Louis, Mo.

T. F. Harwood, Bloomington, 111.
HINTON BROS. LBR. Co., Lumberton, Miss.

W. P. Haynes, Lumberton, Miss.
HILL-BEHAN LUMBER Co., St. Louis, Mo.

A. F. McCoole, St. Louis, Mo.
INDUSTRIAL LUMBER Co., Elizabeth, La.

G. M. Richardson, Wichita, Kansas.

1. A. Lovitt, Temple, Texas.
O. N. Smith, Wichita, Kas.
Edw. E. Krauss, Elizabeth, La.
W. M. Estes, Temple, Texas.
C. P. Smith, Wichita, Kas.

R. M. Hallowell, ElMbeth, La.
ISBELL, H. I. Co., Elkhart, Ind.

E. E. Isbell, Elkhart, Ind.

E. C. Godfrey, Elkhart, Ind.
INTERNATIONAL CRESO. & CONSTR. Co., Galveston, Texas.

J. D. Latimer, Gailveston, Texas.

E. E. Boehne. Galveston, Texas.
JORDAN RIVER LUMBER Co., Kiln, Miss.

W. B. Vanlandingham, Chicago, 111.
KIRBY LUMBER Co., Houston, Texas.
J. G. Sample, Kansas City, Mo.

B. F. Bonner, Houston, Texas.
W. E. Farnan, Houston, Texas.
Harry T. Kendall. Houston, Texas.

F. J. Lennox, Waco, Texas.

A. W. Pearsall, Ft. Worth, Texas.
J. H. Miller, Dallas, Texas.

SELLINGLUMBER 407

J. W. Smith, Austin, Texas.

R. E. Cahill, San Antonio, Texas.

C. J. Jennings, Alice, Texas.

G. D. Whitsett, Amarillo, Texas.

E. L. Barrow, El Paso, Texas.

J. M. Wheeler, Oklahoma City, Okfla.

V. M. Lacy, St. Louis, Mo.

J. H. Hatcher, Kansas City, Mo.

R. P. DuPage, Kansas City, Mo.

'W. F. Denman, Kansas City, Mo.

H. T. Igon, Hutchinson, Kas.

O. S. Riedel, Salina, Kas.

Ray Weiss, Chicago, 111.

G. N. Austin, Chicago, 111.

J. A. Kendall, Peoria, 111.

E. H. Mauk, Toledo, Ohio

C. D. Crane, Columbus, Ohio.

R. A. Wheeler, Indianapolis, Ind.

R. E. Browne, New York, N. Y.

Thos. Gray, Buffalo, N. Y.

R. O. Paries, Houston, Texas.

R. L. Treadway, Houston, Texas.

J. T. McCarthy, Houston, Texas.
KEITH LUMBER Co., Voth, Texas.

W. J. Buhman, Voth, Texas.
KAUL LUMBER COMPANY, Birmingham, Ala.

J. H. Eddy, Birmingham, Ala.

W. C. Fellows, Birmingham, Ala.

W. A. Morton, Birmingham, Ala.

G. P. McCracken, Birmingham, Ala.

C. H. Moreland, Birmingham, Ala.
J. A. Brookes, Birmingham, Ala.
Jno. L. Kaul, Birmingham, Ala.

LONG-BELL LBR. Co., Kansas City, Mo.

D. H. Conner, Ft. Worth, Texas.
A. B. Connor, San Antonio, Texas.
H. M. Hayward, Kansas City, Mo.

C. C. Mullen, St. Louis, Mo.
R. E. McKee, St. Louis, Mo.

L. I. Parminter, Kansas City, Mo.

A. F. Arnold, Amarillo, Texas.

Will C. Dix, Memphis, Tenn.

Chas. S. Ash, Topeka, Kas.

W. S. Robinson, Abingdon, 111.

Jules T. Borresen, Pine Bluff, Ark.

S. E. Barwick, Chicago, 111

W. M. Beebe, Kansas City, Mo.

H. E. Webster, Wichita, Kas.

L. R. Schofield, Kansas City, Mo.

R. L. Moore, Houston, Texas.

H. C. Eaton, Waco, Texas.

Fred C. Kuehnle, Cleveland, Ohio.

D. R. Meredith, Toledo, Ohio.

E. E. Willis, Mt. Vernon, 111.
Chas. W. Green, Toledo, Ohio.
A. C. Long, Jr., Indianapolis, Ind.
Jno. A. Spencer, Chicago, 111.

J. H. Smith, Pine Bluff, Ark.
Geo. M. Jones, Wheeling, West Va.
M. B. Nelson, Kansas City, Mo.
Willis Honnes, Oklahoma City, OkJla.
Jno. E). Moses, Oskaloosa, Iowa.

408 SELLINGLUMBER

Wm. M. Simpson, Omaha, Neb.
C. L. Knowles, Kansas City, Mo.
C. W. Thornton, Kansas City, Mo.
J. H. Lane, New York, N. Y.
Geo. Houston, Cleveland, Ohio.
Harry D. Jones, Kansas City, Mo.
Fred Berger, Kalamazoo, Mich.
H. Virgil Richards, Indianapolis, Ind.

C. J. Laughlin, Lake Charles, La.
W. H. Icenogle, New York, N. Y.
B. H. Smith, Jr., Longville, La.

D. R. Bodwell, Kansas City, Mo.
R. E. Hill, Kansas City, Mo.

H. F. McFarland, Kansas City, Mo.
LOTHMAN CYPRESS Co., St. Louis, Mo.

Wm. Lothman, Jr., St. Louis, Mo.

A. J. GLllespie, St. Louis, Mo.
LATHROP LUMBER Co., Birmingham, Ala.

H. H. Snell, Birmingham, Ala.

P. L. Smith, Birmingham, Ala.
LOUISIANA RED CYPRESS Co., New Orleans, La.

(Frank N. Snell, New Orleans, La.

L. M. Tully, St. Louis, Mo.

J. D. Farley, Cincinnati, Ohio.

Hubert Gregg, Indianapolis, Ind.

H. A. Hoover, Ashley, 111.

J. A. McClanahan, Peoria, 111.

W. P. Stone, Louisville, Ky.

Albert S. Porter, Cleveland, Ohio.

H. P. Altman, Chicago, 111.

C. A. Pratt, Kansas City, Mo.

H. H. Hoyt, St. Joseph, Mo.
LUMBER MINERAL Co., Arbo, Miss.

R. M. Cust, Arbo, Miss.
LOUISIANA SAW MILL Co.

J. E. Crawford, Lake Charles, La.
LAWRENCE LUMBER Co., P. J., St. Louis, Mo.

P. J. Lawrence, St. Louis, Mo.
MISSOURI LAND & LUMBER EXCH. Co., Kansas City, Mo.

N. T. Parker, Lincoln, Neb.

H. A. Strube, Dallas, Texas.

Bert E. Cook, Chicago, 111.

H. E. McGili; Chicago, 111.

R. S. Price, St. Louis, Mo.

Mark Anson, Muscatine, Iowa.

E. F. Strube, Ft. Worth, Texas.

R. H. Mead, Erie, Pa.

0. A. Mason, St. Louis, Mo.

R. K. Eaton, Des Moines, Iowa.
C. L. Chaffee, Norfolk, Neb.
H. M. Barns, Kansas City, Mo.
St. Clair Shaw, Cleveland, Ohio.

E. H. McGili, Kansas City, Mo.
L. J. Marshal/1, Chanute, Kas.

1. A. Martin, Terre Haute, Ind.
Geo. W. Dulaney, Lafayette, Ind.
Alex. Hamilton, Indianapolis, Ind.

F. O. Rugg, Kansas City, Mo.
J. B. White, Kansas City, Mo.
J. E. Diamond, Cleveland, Ohio.
Frank R. Watkins, Kansas City, Mo.
H. J. Degenhart, St. Louis, Mo.

SELLING LUMBER 409

McMillan Carson, Aurora. 111.
MARATHON LUMBER Co., Laurel, Miss.

M. H. Bissell, Laurel, Miss.
.H. C. Miller, Columbus, Ohio.
MISSISSIPPI LUMBER COMPANY, Quitman, Miss.

J. W. Wilson, Quitman, Miss.

C. F. Thompson, Chicago, 111

F. E. Whitehead, Chicago, 111.
MILLS & ARNOLD, Kirksville, Mo.

Horace Mills, Kirksville, Mo.

S. W. Arnold, Kirksville, Mo.
MAUK, C. A., LBR. Co.. Toledo, Ohio.

W. H. Prentiss, Toledo, Ohio.
McKEE LBR. Co., W. I., Kansas City, Mo.

A. E. Cummings, Kansas City, Mo.
M. E. MAC RUDER & Co., Peoria, 111.

Walker Nugent, Peoria, 111.
MCDONNELL, W., & SONS, St. Louis, Mo.

Sumner McDonnell, Chicago, 111.
NEWMAN, J. J., LUMBER Co., Hattiesburg, Miss.

Jno. R. Cooper, Paducah, Ky.

Will H. Bultman, Indianapolis, Ind.

E. B. Lemmons, Hattiesburg, Miss.

A. J. Carroll, Hattiesburg, Miss.

J. H. Kennedy, Hattiesburg, Miss.

Walter J. Noone, Indianapolis, Ind.

J. G. Gibbons, Scranton, Miss

E. G. Koza, Quincy, 111.

W. H. Elbring, St. Louis, Mo.
NATIONAL LUMBER MFRS. ASSN., Chicago, 111.

H. S. Sackett, Chicago, 111.

W. H. Bell, Chicago, 111.
NATALBANY LUMBER Co., Hammond, La.

T. L. Smith, Hammond, La.

F. S. Council, Jackson, Miss.
Perry H. Graves, Springfield, 111.
W. J. Snider, Rockland, 111.

T. H. NELS&N LUMBER Co., Indianapoflis, Ind.

T. H. Nelson, Indianapolis, Ind.
O'NiEL- WILES LBR. Co., St. Louis, Mo.

Bert Brinkman, St. Louis, Mo.

C. H. Smith, Webster Grove, Mo.
OZAN-GRAYSONIA LBR. Co., Prescott, Ark.

A. G. Mucke, St. Louis, M,o.
E. Grayspn, St. Louis, Mo.

D. M. Dillingham, St. Louis, Mo.
ORDER OF Hoo- Hoe's, St. Louis, Mo.

E. D. Fernand, Secy-Treas.

OREGON LUMBER Co., Seattle, Washington,

N. H. Huey, Chicago, 111.
PICKERING, W. R., LUMBER Co., Kansas City, Mo.

E. G. Bower, Dallas, Texas.

C. W. Myers, Detroit, Mich.

Harvey Montgomery, St. Louis, Mo.

W. B. Medes, Kansas City, Mo.

J. H. Austin, Jr., Kansas City, Mo.

W. L. Godley, Wichita, Kas.

Chas. A. Evans, Waco, Texas.
PAYTON LUMBER & SUPPLY Co., St. Louis, Mo.

Wm. Dixon, St. Louis, Mo.

M. A. WThalen.

410 SELLINGLUMBER

PENNINGTON-FOSTER Co., Houston, Texas.
PEAVY-BYRNES, Shreveport, La.

F. H. Campbell, Shreveport, La.
PINE BELT LUMBER Co., Pinebelt, Ala.

T. W. Reeves, Pinebelt, Ala.
RICHTON LUMBER Co., Springfield, 111.

P. Paddock, Springfiefld, 111.

C. A. Remaklus, Riahton, Miss.
SOUTHERN LUMBER Co., Warren, Ark.

C. C. Beard, Chicago, 111.

L. S. Case, St. Paul, Minn.

J. E. Finch, Warren, Ark.

E. D. Ferguson, Blytheville, Ark.

C. H. Houck, Warren, Ark.

H. B. Houck, Poplar Bluff, N. C.

D. H. Bartlett, Sioux City, Iowa.
Geo. Friend, Des Moines, Iowa,
O. L. Hedlund, Sioux City, Iowa.
Louis E. Muhl, Fort Dodge, Iowa.

G. W. Ainsworth, Marsihalltown, Iowa.
Paul H. Tobias, Ottumwa, Iowa.

J. E. Watts, Mason City, Iowa.

E. G. Hunter, Dubuque, Iowa.
N. H. Parsons, Rockford, 111.

SABINE LUMBER Co., St. Louis, Mo.
W. J. Carrington, St. Louis, Mo.

F. T. Reyburn, St. Louis, Mo.
F. E. Allison.

C. S. Franke, St. Louis, Mo.
Geo. Costlen, St. Louis, Mp.
Harold Rahnberg, St. Louis, Mo.
J. W. Ferguson, St. Louis, Mo.
W. J. Yardley, St. Louis, Mo.

C. E. Martin, Cedar Rapids, Iowa.
J. L. Porter, St. Louis, Mo.

F. D. Wiherrit, St. Louis, Mo.
Jas. P. Gray, St. Louis, Mo.
A. A. Dunn, Houston, Texas. ^
Neal Davidson, St. Louis, Mo."
E. M. McClelland, St. Louis, Mo.

D. S. Carroll, St. Louis, Mo.
SOUTHERN PINE LUMBER Co., Texarkana, Tex.

J. S. Partridge, Wichita, Kas.

H. W. Walker, Dallas. Texas.

C. N. Temple, Dallas, Texas.

A. F. McCoole, St. Louis, Mo.

W. L. Behan, St. Louis, Mo.

A. M. Hill, St. Louis, Mo.

R. W. Irvine, Centralia, 111.

J. E. Hintz, Texarkana, Texas.

A. D. Storms, Ft. Madison, Iowa.
ST. TAMMANY LUMBER MFG. Co., New Orleans, La.

A. J. Krauss, New Orleans, La.

L. B. Anderson, Memphis, Tenn.

L. J. O'Brien, Bloomington, HI.

I. I. Dilling, Thornton, Ark.
SHOFFMASTER & URBAN, Toledo, Ohio.

P. E. Shoffmaster, Toledo, Ohio.
GEO. K. SMITH, St. Louis, Mo.

Geo. K. Smith, St. Louis, Mo.
SEIDEL. JULIUS, LUMBER Co., St. Louis, Mo.

Julius Seidel, St. Louis, Mo.

SELLING LUMBER 411

ST. Louis LUMBER Co., St. Louis, Mo.

John K. Relieis, St. Louis, Mo.
SWAIN LUMBKR Co., Aliceville, Ala.

S. G. Swam, Aliceville, Ala.
SOUTH TEXAS LBR. Co., Houston, Texas.

Tihos. W. Blake, Houston, Texas.
SEATTLE CEDAR LBR. MFG. Co., Seattle, Washington.

L. B. Hudd'leston, Cleveland, Ohio.
SHIP ISLAND LUMBER Co., Sanford, Miss.

P. H. Bostwick, Sanford, Miss.
TREMONT LUMBER COMPANY, Winnfield, La.

J. H. Geagan, Winnfield, La.

H. G. Hilzheim, Jackson, Miss.

L. G. King, Winnfield, La.

Allen Parker, Winnfield, La.

R. C. Clark, Chicago, 111.

Geo. S. Clark, Winnfield, La.
THOMPSON BROS. LBR. Co., Trinity, Texas.

J. Lewis Thompson, Houston, Texas. z
TRINITY COUNTY LBR. Co., Groveton, Texas.

W. W. Warren, Groveton, Texas.
VAN CLEVE SAW MILL Co., St. Louis, Mo.

B. L. Van Cleve, St. Louis, Mo.

J. F. Oldham, St. Louis, Mo.
VREDENBURGH SAW MILL Co., Vredenburgh, Ala.

W. N. Baird, Vredenburgh, Ala.
WAUSAU SOUTHERN LBR. Co., Laurel, Miss.

S. B. Bissell, Laurel, Miss.

Hugh S. McLaughlin, Jackson, Tenn.

Otto Herwig, Peoria, 111.

J. W. Smith, Chicago, 111.

E. Darling, Elkhart, Ind.

A. J. Glassow, Laurel, Miss.

H. W. Barker, Waterloo, Iowa.
WEYEHAEUSER SALES Co., St. Paul, Minn.

J. W. Gronen, Cedar Rapids, Iowa.
WESTERN LUMBER Co., Columbus, Ohio.

T. E. Robinson, Columbus, Ohio.
WISCONSIN & ARKANSAS LBR. Co., Malvern, Ark.

F. H. McCormack, Malvern, Ark.
ZELNICKER, WALTER A., SUPPLY Co., St. Louis, Mo.

Walter A. Zelnicker, St. Louis, Mo.

412 SELLINGLUMBER

Grading Rules for Southern Yellow
Pint Lumber

(Copyright 1916, by the Southern Pine Association)

Southern Yellow Pine lumber and products, including tim-
bers, lath, shingles, box shocks, paving blocks, etc., are pro-
duced in unlimited quantities by the manufacturers who are
subscribers to the Southern, Pine Association, whose mills are
located in the States of Texas, Arkansas, Missouri, Louisiana,
Mississippi, Alabama, Georgia and Florida.

Fully 95 per cent of the output of Southern Yellow Pine
lumber in the states named is graded and classified according
to the Standard Specifications of the Southern Pine Association
as printed herein. Quotations of prices are usually made upon
the basis of these Grading Rules, which in all essential features
have been recognized by the lumber trade for many years.

GENERAL INSTRUCTIONS.

SOUTHERN YELLOW PINE LUMBER shall be grad-
ed and classified according to the following rules and specifi-
cations as to quality, and dressed stock shall conform to the
subjoined table of standard sizes— EXCEPT WHERE OTHER-
WISE EXPRESSLY STIPULATED BETWEEN BUYER
AND SELLER.

2. Recognized defects in Yellow Pine are knots, knot holes,
splits (either from seasoning, ring hearts or rough handling),
shake, wane, red heart, pith, rot, rotten streaks, worm holes,
pitch, pitch pockets, torn grain, loosened grain, seasoning checks,
sap stains and defects caused by manufacturing.

KNOTS.

3. Knots shall be classified as follows :

(Pin,

SIZE \ Standard,
[ Large.

FORM

|Spike.

fSound,

QUALITY JLoose-

Encased,

[Pith and Unsound.

SELLINGLUMBER 413

4. A PIN KNOT is sound and not over ^ inch in diame-
ter.

5. A STANDARD KNOT is sound and not over lj£
inches in diameter.

6. A LARGE KNOT is one any size over \V2 inches in
diameter.

7. A ROUND KNOT is oval or circular in form.

8. A SPIKE KNOT is one sawn in a lengthwise dire~-
lion.

(The mean or average diameter of knots shall be considered
ui applying and construing the rules except in dimension.)

9. A SOUND KNOT is one solid across its face, is as
hard as the wood it is in; may be either red or black, and is
so fixed by growth or position that it will retain its place in the
piece.

10. A LOOSE KNOT is one not held firmly in place by
growth or position.

11. A PITH KNOT is a sound knot, with a pith hole not
more than J4 inch in diameter.

12. An ENCASED KNOT is one whose growth rings are
not intergrown and homogeneous with the growth rings of the
piece it is in. The encasement may be partial or complete ; if
intergrown partially or so fixed by growth or position that it
will retain its place in the piece, it shall be considered a sound
knot ; if completely intergrown on one face, it is a water-tight
knot.

13. An UNSOUND KNOT is one not as hard as the wood
it is in.

PITCH.

14. PITCH POCKETS are openings between the grain
of the wood containing more or less pitch or bark, and shall
1)e classified as small, standard and large pitch pockets.

15. A small pitch pocket is one not over y% of an inch
wide.

A standard pitch pocket is one not over ^ of an inch wide,
or 3 inches in length.

A large pitch pocket is one over y% of an inch wide or over
3 inches in length.

414 SELLINGLUMBER

A pitch pocket showing open on both sides of the piece,
j/8 of an inch or more in width, shall be considered the same
as a knot hole of equal size.

16. A pitch streak is a well-defined accumulation of pitch
at one point in the piece, and when not sufficient to develop a
well defined streak, or where fiber between grains is not satur-
ated with pitch, it shall not be considered a defect.

A small pitch streak shall be equivalent to not over 1/12
the width and 1/6 of the length of the piece it is in.

A standard pitch streak shall be equivalent to not over 1/6
the width and 1/3 of the length of the piece it is in.

WANE.

17. Wane is bark, or the lack of bark, or a decrease of
wood from any cause, on the edge of the piece.

SAP.

18. Bright Sap shall not be considered a defect in any
of the grades provided for and described in these rules. The
restriction or exclusion of bright sap constitutes a special class
of material which can only be secured by special contract. •

19. Sap Stain shall not be considered a defect In any of
the grades of Common Lumber.

CLOSE GRAIN.

20. "Close Grain." The term "close grain" shall mean an
average of not less than six annular rings to the inch.

DEFECTIVE GRAIN.

21. Chipped grain consists in a part of the surface being
chipped or broken out in small particles below the line of the
cut, and, as usually found, should not be classed as torn grain,
and shall not be considered a defect.

Torn grain consists in a part of the wood being torn out
in dressing, and is of four distinct characters — slight, medium,
heavy and deep.

Slight torn grain should not exceed 1/32 of an inch in depth,
medium torn grain 1/16 of an inch, and heavy torn grain Ys
of an inch. Any torn grain heavier than % of an inch shall
be termed deep.

Loosened grain consists in a point of one grain being torn
loose from the next grain.

SELLINGLUMBER 415

MISCELLANEOUS.

22. Firm red heart shall not be considered a defect in
any of the grades of Common Lumber.

23. Defects in rough stock caused by improper manufac-
ture and drying will reduce grades, unless they can be removed
in dressing such stock to standard sizes.

24. All stock, except Dimension, shall be inspected on the
face side to determine the grade. In stock surfaced one ,side
only, the dressed surface shall be considered the face side.
Stock rough or dressed two sides, or common boards center
matched, or shiplapped and S. 2 S., the best side shall be con-
sidered the face side, but the reverse side of all such stock
should not be more than one grade lower.

25. Imperfect manufacture in dressed stock, such as torn
grain, loosened grain, slight skips in dressing, wane, broken
knots, mismatched, insufficient tongue or groove on Flooring,
Ceiling, Drop Siding, etc., shall be considered defects, and will
reduce the grade according as they are slight or serious in the
effects on the use of the stock.

26. Pieces of Flooring, Drop Siding or Partition, with 3/16
of an inch or more of tongue, and pieces of Ceiling with J/£
of an inch or more of tongue, and pieces of Shiplap with 5/16
inch of lap will be admitted in any grade.

Pieces of Flooring, Drop Siding, Ceiling or Partition hav-
ing not less than 1/16 of an inch tongue, will be admitted in
No. 2 Common.

Pieces of Shiplap having less than 5/16 of an inch and not
less than l/% of an inch lap shall be admitted in No. 2 Common.

One sixteenth of an inch lap admitted in No. 3 Common
Shiplap.

27. In all grades of D and Better Flooring, and No. 1 Com-
mon and Better Ceiling, Drop Siding, etc., wane on the reverse
side, equivalent to one-third the width and one-sixth the length
of the piece, provided the wane does not extend into the tongue
or groove, is admissible.

28. The grade of all regular stock shall be determined by
the number, character, position and location of the defects
visible in any piece. The enumerated defects herein described
admissible in any grade are intended to be descriptive of the
coarsest pieces such grades may contain.

416 SELLINGLUMBER

29. Lumber and timber sawed for specific purposes must
be inspected with a view to its adaptability for the use intend-
ed. Material not conforming to standard sizes, for agricultural
implement companies, wagon companies, car manufacturing
companies, railway companies, etc., shall be governed by spe-
cial contract and inspection.

30. The standard lengths are multiples of 2 feet, 4 to 24 feet
inclusive, for Boards, Fencing, Dimension, Joists and Timbers ;
multiples of 1 foot, 4 to 20 feet, inclusive, for Finishing, Floor-
ing, Ceiling, Siding, Partition, Casing, Base, Window and Door
Jambs — except as hereinafter specified. Longer or shorter
lengths than those herein specified are special. Special frac-
tional lengths, when ordered, will be counted as the next higher
standard length.

31. The standard widths for lumber, S. 1 S. or S. 2 S., or
rough, excluding Dimension, shall be multiples of 1 inch — 3
inches and up in width.

32. On stock widths of No. 1 Common and Better, either
rough or dressed one or two sides, no piece should be counted
as standard width that is more than %-mch scant on 8-inch
and under; %-inch scant on 9 and 10-inch, or ^-inch scant
on 11 and 12-inch or wider. Such pieces should be measured
as the next lower standard width and not reduced in grade.
(For width of No. 2 Boards and Fencing, see pages 428 and 430.
For dimensions see Sees. 91 and 99).

33. Yellow pine shall be classified as to grain as Edge
Grain and Flat Grain.

Edge Grain has been variously designated as rift sawn, ver-
tical grain, quarter sawn, all being commercially synonymous
terms. Edge grain stock is especially desirable for Flooring
and admits no piece in which the angle of the grain exceeds
45 degrees from vertical at any point.

34. All dressed stock shall be measured and sold strip count,
viz.: Full size of rough material necessarily used in its manu-
facture.

All sizes 1 inch or less in thickness shall be counted as 1
inch thick.

35. In standard manufacture of Factory Flooring, Decking
or thick dressed and matched stock, and stock grooved for
splines, and for thick Shiplap, the finished width shall be V2-

SELLING LUMBER 417

inch less over all than the count or measured width of the rough
material used in manufacture, and the tongue and lap shall be
measured to determine the finished width and face measure
shall not be standard.

36. "Equivalent" means equal, and in construing and ap-
plying these rules, the defects allowed, whether specified or
not, are understood to be equivalent in damaging effect to those
mentioned applying to stock under consideration.

37. No arbitrary rules for the inspection of lumber can
be maintained with satisfaction. The variations from any given
rule are numerous and suggested by practical common sense,
so nothing more definite than the general features of differ-
ent grades should be attempted by rules of inspection.

38. Inspection of lumber is not an exact science and a
reasonable variation of opinion between inspectors should be
recognized ; therefore, a variation of not more than 5 per cent
upon* reinspection should not disturb the original inspection.

39. Lumber must be accepted on grade in the form in
which it was shipped. Any subsequent change in manufacture
or mill work will prohibit an inspection for the adjustment
of claims, except with the consent of all parties interested.

40. The foregoing general observations shall apply to and
govern the application of the following specifications.

DRESSED YELLOW PINE FINISHING.

Sizes. Finishing shall be dressed to the following:

1-inch S. 1 S. or 2 S. to 13/16.

l>4-inch S. 1 S. or 2 S. to 1-1/16.

1^-inch S. 1 S. or 2 S. to 1-5/16.

2-inch S. 1 S. or 2 S. to 1% inches.

These thicknesses also apply when S. 4 S.

1x4 — S. 4 S. shall be 3^ inches wide finished.

1x5 — S. 4 S. shall be 4^ inches wide.

1x6 — shall be Sl/2 inches wide, finished.

1x7 — 6T/2 inches.

1x8—7^ inches.

1x9—8^ inches.

1x10—9^ inches.

lxll—10^ inches.

1x12—11^ inches.

418 SELLING LUMBER

The foregoing widths shall also apply to stock thicker than
1 inch.

Widths. On stock width shipments of all Finishing lumber,
either rough or dressed one or two sides, no piece should be
counted as standard width that is more than J^-inch scant on
8-inch and under; %-inch scant on 9 or 10-inch, or ^2-inch
scant on 11 or 12-inch or wider. Such pieces should be meas-
ured as the next lower standard width and not reduced in grade.

Lengths. Standard lengths are 4 to 20 feet and in ship-
ments of mixed lengths, 5 per cent of 8 or 9-foot in grade of
C and Better shall be admitted.

(The above percentage is allowed in all shipments of mixed
lengths, even though the number of feet of each length in the
order for such shipment be specifically stated ; — 4, 5, 6 and 7 ft.
not to be included except by special agreement.)

Grades: A, B and C. .

41. "A" FINISHING, inch, lj$, iy2 and 2-inch, dressed
one or. two sides, up to and including 8 inches in width, must
show one face practically clear of all defects ; 9 or 10 inches in
width, in addition to the equivalent of one split in end not more
than 6 inches long, will admit any one of the following defects :
One small pitch pocket, one pin knot, pitch streak or sap stain
not to exceed the equivalent of 6 square inches.

One-third of any shipment of 11 and 12-inch, in addition
to the equivalent of one split in end which should not exceed
in length the width of the piece, will admit any one of the fol-
lowing defects or its equivalent: Three pin knots, three small
pitch pockets, one standard pitch pocket, one small pitch streak,
small seasoning checks, sap stain equivalent to 8 square inches
is allowed. '(See Sec. 28).

Thirteen-inch and wider "A" Finishing will admit two of
the above defects or their equivalent. Pieces otherwise ad-
missible, which have loosened or torn grain on the face side,
shall be put in a lower grade.

.42. "B" FINISHING, inch, !#,!}£ and 2-inch, dressed
one or two sides, up to and including 10 inches in width, in
addition to the equivalent of one split in end which should not
exceed in length the width of the piece, will admit any two of
the following or their equivalent of combined defects: Slight

SELLING L UMBER 419

torn grain, three pin knots, one standard knot, three small pitch
pockets, one standard pitch pocket, one standard pitch streak,
5 per cent of sap stain, or firm red heart; wane not to exceed
1 inch in width, ^-inch-in depth and 1/6 the length of the piece;
small seasoning checks.

Eleven-inch and wider "B" Finishing will admit three of the
above defects or their equivalent, but sap stain or firm red heart
shall not exceed 10 per cent.

43. "C" FINISHING, up to and including 10-inch in width
will admit, in addition to the equivalent of one split in end
which should not exceed in length the width of the piece, any
two of the following or their equivalent or combined defects:
Twenty-five per cent of sap stain, 25 per cent firm red heart,
two standard pitch streaks, medium torn grain in three places
in one piece, slight shake, seasoning checks that do not show an
opening through, two standard pitch pockets, six small pitch
pockets, two standard knots, six pin knots, wane 1 inch in
width, ^2-inch in depth and one-third the length of the piece.
Defective dressing or slight skips in dressing will also be al-
lowed that do not prevent its use as finish without waste.

Eleven and 12-inch "C" Finishing will admit one additional
defect or its equivalent. Pieces wider than 12 inches will ad-
mit two additional defects to those admitted in 10-inch or their
equivalent, except sap stain, which shall not be increased.

Pieces otherwise as good as "B" will admit of twenty pin
worm holes.

44. Special. In case both sides are desired A, B or C
grade, or free from all defects, special contract must be made.
Defective dressing or slight skips in dressing, on the reverse
side of Finishing, are admissible. (See Sees. 24, 25 and 36).

PANEL SHOP.

45. PANEL SHOP is 10 inches and 12 inches wide, all
lengths from 8 to 20 feet or longer. It must be practically
free from pitch streaks, but may contain any kind of defects
that can be removed by cross-cutting the board; such defects
must be limited in number and location so that cross-cutting
to remove them will not consume more than one-quarter of
the length of the piece, and the residue of the piece shall be
suitable for Nos. 1 and 2 Panel, and all lengths 18 inches and

420 SELLINGLUMBER

longer, but such residue shall not be considered to be of any
special stock length, but will represent the balance of the board
after the defects as above named have been removed.

No. 1 Panels must be practically free from defects on both
sides and well manufactured.

No. 2 Panels up to 24 inches long will admit any one of
the following defects, which may show on both sides : One
small sound knot not to exceed ^-inch in diameter; one small
pitch streak; one small pitch pocket, the equivalent of j/g-inch
wide and 1/16 of an inch deep; slight sap stain, slight defect
in manufacture. Panels over 24 inches long will admit two
of the above knots or pitch pockets if not grouped.

FLOORING.

Sizes. D AND BETTER, 1x3, 1x4 and 1x6 inches shall
be worked to 13/16 of an inch by 2^4, 2^>, 3^4 and 5% inches.

1^-inch Flooring shall be worked to 1-1/16 inches thick
and 1^-inch Flooring shall be worked to 1-5/16 inches thick,
the same width and the same matching as 1-inch stock.

Lengths. Standard lengths 4 to 20 feet, with not to ex-
ceed 5 per cent of 8-foot or 9-foot lengths in mixed length ship-
ments of B and Better, and in addition 5 per cent of 6-foot or
7-foot in C, D and No. 1 Common, and in addition 5 per cent
of 4-foot or 5-foot in No. 2 Common ; No. 3 Common Flooring
4 to 20 feet inclusive.

(The above percentage is allowed in all shipments of mixed
lengths, even though the number of feet of each length be specific-
ally stated.)

Grades. A, B, C, D, No. 1 Common, No. 2 Common and
No. 3 Sheathing (or No. 3 Common Flooring), Flat Grain; and
A, B, C, D and No. 1 Common Edge Grain.

46. Special. Defects named in Flooring are based upon a
piece manufactured from 1x4 — 12 feet, and pieces larger or
smaller than this will take a greater or lesser number of de-
fects, proportioned to their size on this basis, except that stand-
ard knots shall not exceed 1 ^-inches in diameter in 3-inch
Flooring.

47. "A" FLAT FLOORING must be practically free from
defects on the face side and well manufactured.

SELLING LUMBER 421

48. "B" FLAT FLOORING will admit any two of the

following or their equivalent of combined defects : Fifteen
per cent sap stain, 15 per cent firm red heart, three pin knots,
one standard knot, three small pitch pockets, one standard pitch
pocket, one standard pitch streak, slight torn grain, small sea-
soning checks, six pin worm holes.

49. "C" FLAT FLOORING will admit any two of the
following defects or their equivalent of combined defects:
Twenty-five per ceVit of sap stain, 25 per cent of firm red heart,
two standard pitch streaks, medium torn grain, or other ma-
chine defects that will lay without waste; slight shake that
does not go through, or seasoning checks that do not show
an opening through, two standard pitch pockets, six small pitch
pockets, two standard knots or six pin knots, twelve pin worm
holes.

50. EDGE GRAIN FLOORING shall take the same in-
spection as Flat Grain, except as to the angle of the grain. (See
Sec. 33).

51. HEART FACE EDGE GRAIN shall be free from
sap on face side.

52. "D" FLAT FLOORING will admit the following
defects or their equivalent of combined defects : Sound knots
not over one-half the cross section of the piece in the rough at
any one point throughout its length ; three pith knots, pitch,
pitch pockets, sap stain, firm red heart, seasoning checks that
do not show an opening through, shake that does not go through,
a limited number of pin worm holes well scattered, loosened or
heavy torn grain, or other machine defects that will lay with-
out waste.

Pieces otherwise as good as "B" Flooring may have one de-
fect (like a knot hole) that can be cut out by wasting \]/2
inches of the length of the piece, provided both pieces are 16
inches or over in length after cutting out such defects.

53. No. 1 COMMON FLOORING is the combined grade
of C and D Flooring, and will admit all pieces that will not
grade "B," and are better than No. 2 Common.

54. No. 2 COMMON FLOORING admits all pieces that
will not grade as good as "D" Flooring that can be used for
cheap floors without a waste of more than one-fourth the length
of any one piece. (See Sec. 26).

422 SELLING LUMBER

55. No. 3 SHEATHING (OR No. 3 COMMON FLOOR-
ING) will admit all pieces that cannot be used as No. 2 Com-
mon Flooring, but are still available as cheap sheathing or lath-
ing without a waste of more than one-fourth the length of any
one piece.

56. CENTER MATCHED FLOORING (or S. 2 S. and

C. M.) shall be required to come up to grade on one side only,
and the defects admissible on the reverse 'side of standard
matched shall be allowed.

57. No. 1 COMMON FACTORY FLOORING will ad-
mit of sound knots not over one half the cross-section of the
piece at any point throughout the length ; pitch pockets, sap stain,
shakes that do not go through, firm red heart, seasoning checks
which do not show an opening through the piece, wane one-
fourth inch deep on the face, a limited number of pin worm
holes well scattered, loosened or heavy torn grain or other
machine defects which will lay without waste, and pith knots
which will not cause a leakage of grain. (See Sees. 35 and
123).

CEILING.

Sizes. Ceiling shall be worked to the following: ^-inch
Ceiling, 5/16-inch; ^-inch Ceiling, 7/16-inch; ^-inch Ceiling,
9/16-inch; ^-inch Ceiling, 11/16-inch; same widths as Floor-
ing. The bead on all Ceiling and Partition shall be depressed
1/32 of an inch below surface line of piece.

Lengths. Standard lengths are 4 to 20 feet. Five per
cent of 8 or 9 feet is allowed in mixed length shipments of B
and Better Ceiling, and in addition 5 per cent of 6 or 7 feet in
No. 1 Common, and in addition 5 per cent of 4 to 5 feet in
No. 2 Common.

(The above percentage is allowed in all shipments of mixed
lengths, even though the number of feet of each length be specific-
ally stated.)

Grades : A, B, No. 1 and No. 2 Common.

58. Special. Defects named in Ceiling are based upon a
piece manufactured from 1x4 — 12 feet, and pieces larger or
smaller than this will take a greater or lesser number of de-
fects, proportioned to their size on this basis.

SELLING LUMBER 423

59. "A" CEILING must be practically free from defects
on the face side and well manufactured.

60. "B" CEILING will admit of any two of the following
defects or their equivalent of combined defects : Slight torn
grain, three pin knots, one standard knot, three small pitch
pockets, one standard pitch pocket, one small pitch streak,
small seasoning checks, 15 per cent sap stain, 15 per cent firm
red heart, six pin worm holes.

61. No. 1 COMMON CEILING will admit the follow-
ing defects or their equivalent of combined defects : Sound
knots not over one-half the cross-section of piece in the rough ;
sap stain, pitch, pitch pockets, firm red heart, slight shake,
heavy torn grain, seasoning checks that do not show an open-
ing through ; defects in manufacture that will lay without
waste, a limited number of pin worm holes well scattered.

Pieces otherwise as good as "B" Ceiling may have one de-
fect (like a knot hole) that cafti be cut out by wasting \y2 inches
of the length of the piece, provided both pieces are 16 inches
or over in length after cutting out such defects.

62. No. 2 COMMON CEILING, admits of all pieces not
as good as No. 1 Common that can be used without waste
of more than one-fourth the length of any one piece. (See
Sec. 26).

WAGON BOTTOMS.

Sizes. Wagon Bottoms, unless, otherwise ordered (see
Sec. 29), shall be made in sets of 38 and 42 inches face, and
from stock 4 inches or over in width. Standard thickness shall
be 13/16 of an inch.

Grades : A and B.

63. WAGON BOTTOMS, unless otherwise ordered (see
Sec. 29), shall be graded the same as "A" and "B" Flat Flooring.

DROP SIDING.

Sizes. D and M (dressed and matched), shall be worked
to 2^x3^4 and 5^4 inches face, 3^ and Sy2 inches over all.
Worked Shiplap to ^4x3-inch face, Zy2 inches over all, ^x5-
inch face, 5^ inches over all.

Patterns that are not shown in Southern Pine Association
Moulding Book of 1916 Edition are considered special.

424 SELLING LUMBER

Lengths. Standard lengths 4 to 20 feet, 5 per cent of 8
or 9 feet is allowed in mixed length shipments of "B" and Bet-
ter Drop Siding, and in addition 5 per cent of 6 or 7 feet in
No. 1 Common, and in addition 5 per cent of 4 or 5 feet in
No. 2 Common.

(The above percentage is allowed in all shipments of mixed
lengths, even though the number of feet of each length be specific-
ally stated.)

Grades: A, B, No. 1 and No. 2 Common.

64. Special. Defects named in Drop Siding are based upon
a piece manufactured from 1x6 — 12 feet, and pieces larger or
smaller than this will take a greater or lesser number of de-
fects, proportioned to their size on this basis.

(For Grades of 8-inch and wider barn siding see Sees. 77
and 79). (For size see Sec. 116).

65. "A" DROP SIDING mtist be practically free from
defects on the face side and well manufactured.

66. "B" DROP SIDING will admit any two of the fol-
lowing defects or their equivalent of combined defects : Me-
dium torn grain, three pin knots, one standard knot, 15 per
cent sap stain, 15 per cent firm red heart, small seasoning
checks, six pin worm holes, or any one of the above defects
combined with one of the following: Three small pitch pock-
ets or one small pitch streak.

67. No. 1 COMMON DROP 'SIDING will admit one
standard pitch streak, or one standard pitch pocket or their
equivalent, and in addition sound knots not over half the width
of piece in the rough; sap stain, firm red heart, slight shake,
heavy torn grain, defects in manufacture that will lay with-
out waste, seasoning checks that do not show an opening
through, a limited number of pin worm holes well scattered.

Pieces otherwise as good as "B" Drop Siding may have
one defect (like a knot hole) that can be cut out by wasting
1^2 inches of the length of the piece, provided both pieces are
16 inches or over in length after cutting out such defects.

68. No. 2 COMMON DROP SIDING admits of all pieces
not as good as No. 1 Common that can be used without waste
or more than one-fourth the length of any one piece.

SELLINGLUMBER 425

BEVEL SIDING.

Sizes. Bevel Siding shall be made from stock S. 4 S.
worked to 13/16 of an inch by 3*/2 and 5^ and resawed on
a bevel.

Lengths. Standard lengths 4 to 20 feet. Five per cent of
8 or 9 feet is allowed in mixed length shipments of "B" and
Better Bevel Siding, and in addition 5 per cent of 6 or 7 feet
in No. 1 Common, and in addition 5 per cent of 4 or 5 feet in
No. 2 Common.

(The above percentage is allowed in all shipments of mixed
lengths, even though the number of feet of each length be specific-
ally stated.)

Grades: A, B, No. 1 and No. 2 Common.

69. BEVEL SIDING shall be graded according to the
rules for Drop Siding, and will admit in addition slight imper-
fections on the thin edge, which will be covered by the lap
when laid' 2y2 and 4^ inches to the weather.

PARTITION.

Sizes. Partition shall be worked to 24x3*4 and 5% inches.
Lengths. Same percentage of short lengths allowed as in
Ceilirig.

Grades : A, B, No. 1 and No. 2 Common.

70. PARTITION shall be graded according to Ceiling
rules, and must meet the requirements of the specified grades
on the face side only, but the reverse side shall not be more
than one grade lower, and shall not cause waste in No. 1 Com-
mon and Better.

MOULDED CASING AND BASE, WINDOW AND DOOR

JAMBS.

Sizes of Moulded Casing and Base shall be worked to 24-
inch as per patterns shown in Southern Pine Association
Moulding Book, 1916 Edition. (See Sec. 34). (For widths of
Plain Casing, see Finishing S. 4 S.)

WINDOW AND DOOR JAMBS, Dressed, Rabbeted and
Plowed as ordered. (See Sec. 34).

Grades: A, B and C.

71. "A" MOULDED CASING AND BASE must be prac-
tically free from defects on the face side and well manufac-
tured.

426 SELLING LUMBER

72. "B" CASING OR BASE shall admit the same defects
as are admissible in the same widths of "B" Finishing, except
wane. (See Sec. 42).

73. "C" CASING OR BASE shall admit the same defects
as are admissible in the same widths of "C" Finishing, except
wane. (See Sec. 43).

74. WINDOW AND DOOR JAMBS shall be graded the
same as Moulded Casing and Base. (See Sec. 34 for width).

75. "B" AND BETTER MOULDING. One-third of any
item may contain any one of the following defects or its equiva-
lent: One pin knot, small pitch pockets, pitch 1 inch wide, 6
inches long; slight sap stain covering six inches of the length
of the piece; three pin worm holes; slight defects in dressing.
(See Sec. 28). Standard lengths: Eight feet and longer, and
in shipments of mixed lengths 5 per cent of 6 or 7 feet shall
be admitted, even though the number of feet of each length be
specifically stated.

Sizes as per Southern Pine Association Moulding Book,
1916 Edition.

COMMON BOARDS, SHIPLAP AND BARN SIDING.

Sizes of Boards. One-inch S. 1 S. or 2 S. to 13/16, l%-
inch S. 1 S. or 2 S. to 1-1/16, 1^-inch, S. 1 S. or 2 S. to 1-5/16.
These thicknesses also apply to S. 4 S.

All 1-inch Common lumber which is ordered dressed one
or two sides, one edge may be dressed to bring the width
%-inch scant of full width.

Widths. . In stock width shipments of No. 1 Common, either
rough or dressed one or two sides, no piece should be counted
as standard width that is more than %-'mch scant on 8-inch
and under; ^-inch scant on 9 or 10-inch, or j^-inch scant on
11 or 12-inch or wider. Pieces narrower than this should be
measured as the next lower standard width and not reduced
in grade. ' Material when ordered worked two faces to serve
two purposes, like Grooved Roofing S. 2 S., Shiplap S. 2 S.,
Center Matched S. 2 S., or one face, worked to a pattern, like
Barn Siding, shall be inspected from the best face; 1%-inch
and 1^-inch Common shall take the same inspection as 1-inch
boards.

SELLING LUMBER 427

Boards 1x8, S. 4 S. shall be worked 7y2 inches wide; 1x9 —
8l/2 inches; 1x10—9^ inches; lxll—10^ inches; 1x12—11%
inches.

Sizes of No. 1 Common D. and M. and Barn Siding. Eight,
10 and 12-inch shall be worked to ^x7y8) 9y8 and 11^ inches.
Shiplap worked to ^4-inch thick, face same width as D. and M.
and Barn Siding.

Standard lengths are multiples of two feet, 4 to 24 feet,
inclusive, in any manufacture of Common Boards ; in mixed
lengths and miscellaneous shipments not more than 5 per cent
of 8 feet shall be included in No. 1 and No. 2 Common, with
an additional 5 per cent of 4 and 6 feet in shipments of No. 3
and No. 4 Common, except by special agreement.

Grades : No. 1, No. 2, No. 3 and No. 4 Common.

No. 1 COMMON BOARDS.

76. No. 1 COMMON BOARDS, dressed one or two sides,
will admit any number of sound knots, the mean or average
diameter of any one knot should not be more than 2 inches in
stock 8 inches wide, nor more than 2y2 inches in stock 10 and
12 inches wide ; two pith knots ; the equivalent of one split, not
to exceed in length the width of the piece ; torn grain, pitch,
pitch pockets, slight shake, sap stain, seasoning checks, firm
red heart, wane ^-inch deep on the edge not exceeding 1-inch
in width and one-third the length of the piece, or its equiva-
lent ; and a limited number of pin worm holes well scattered ;
or defects equivalent to the above.

77. No. 1 COMMON SHIPLAP OR D. & M. AND BARN
SIDING shall be graded by rules governing No. 1 Common
Boards, except as to wane, which shall not be so deep as to
extend into the tongue or one-half the thickness of the top
lip on the groove in D. & M., or over one-half the thickness
of the lap in Shiplap on the face side. (See Sec. 26).

GROOVED ROOFING.

Sizes of Grooved Roofing. Ten and 12-inch S. 1 S. and
2 E. shall be worked to 13/16 by 9^ and 11# inches.

Size of Groove to be ^-inch wide, %-inch deep and lo-
cated 1 3/16-inches from outer edge of the groove to edge of
board.

428 SELLING LUMBER

Standard lengths are multiples of two feet, 4 to 24 feet,
inclusive, but lengths shorter than 10 feet' shall not be includ-
ed in miscellaneous or mixed lengths shipments except by agree-
ment.

78. GROOVED ROOFING shall be graded by rules gov-
erning No. 1 Common Boards, omitting the pith knots, worm
holes, splits and seasoning checks that show an opening through.

No. 2 COMMON BOARDS, D. & M., OR SHIPLAP,
GROOVED ROOFING AND BARN SIDING.

Sizes. One-inch S. 1 S. or 2 S. to 13/16; 1%-inch S. 1 S.
or 2 S. to 1 1/16; 1^-inch S. 1 S. or 2 S. to 1 5/16 inches.
These thicknesses also apply when S. 4 S., Shiplap, D. & M.
and Barn Siding worked to 3/^-inch thick.

Widths. On stock width shipments of No. 2 Common,
either rough or dressed one or two sides, no piece should be
counted as standard width that is more than ^2-inch scant on
8-inch and under; ^-inch on 9 or 10-inch, and ^4-inch on 11
and 12-inch or wider. Pieces narrower than this should be
measured as the next lower standard of width and not reduced
in grade.

No. 2 COMMON BOARDS.

79. No. 2 COMMON BOARDS, dressed one or two sides ;
No. 2 Shiplap, Grooved Roofing, D. & M. and Barn Siding
will admit knots not necessarily sound; but the mean or aver-
age diameter of any one knot shall not be more than one-third
of the cross section if located on the edge, and shall not be
more than one-half of the cross-section if located away from
the edge; if sound may extend one-half the cross-section if lo-
cated on the edge, except that no knot, the mean or average
diameter of which exceeds 4 inches should be admitted; worm
holes, splits one-fourth the length of the piece, wane 2 inches
wide or through heart shakes, one-half the length of the piece;
through rotten streaks ^-inch wide one-fourth the length of
the piece, or its equivalent of unsound red heart; or defects
equivalent to the above.

A knot hole 3 inches in diameter will be admitted, pro-
vided the piece is otherwise as good as No. 1 Common.

80. Miscut 1-inch Common Boards which do not fall be-
low 24-inch in thickness shall be admitted in No. 2 Comhion,

SELLINGLUMBER 429

provided the grade of such thin stock is otherwise as good as
No. 1 Common.

No. 3 COMMON BOARDS.

81. No. 3 COMMON BOARDS, No. 3 COMMON SHIP-
LAP, D. & M. AND BARN SIDING is defective lumber, and
will admit of coarse knots, knot holes, very wormy pieces, red
rot and other defects that will not prevent its use as a whole
for cheap sheathing, or which will cut 75 per cent of lumber
as sound as No. 2 Common.

No. 4 COMMON BOARDS.

82. No. 4. COMMON BOARDS shall include all pieces
that fall below the grade of No. 3 common, excluding such
pieces as will not be held in place by nailing, after wasting
one-fourth the length of the piece by cutting into two or three
pieces ; mill inspection to be final.

FENCING.
3, 4, 5 AND 6 INCHES WIDE.

Sizes. One-inch S. 1 S. or 2 S. to 13/16, 1^-inch S. 1 S.
or 2 S. to 1-1/16, 1^-inch S. 1 S. or 2 S. to 1-5/16. These
thicknesses also apply when S. 4 S.

When 4 and 6-inch Fencing is S. 2 S. and C. M., the fin-
ished thickness shall be ^-inch and inspected under flooring
rules.

Widths. On stock widths of 3, 4, 5 and 6-inch No. 1 Com-
mon, no piece shall be counted as standard width that is more
than ^4-inch scant in width. Pieces narrower than this should
be measured as the next lower standard width and not reduced
in grade.

Grades : No. I, No. 2, No. 3 and No. 4 Common.

No. 1 FENCING.

83. No. 1 FENCING shall admit of the following defects
or their equivalent : Sound knots, the mean or average diameter
of any one knot shall not be more than 2 inches in 5 and 6-inch
stock, nor more than \y2 inches in 3 and 4-inch stock, three
pith knots, wane ^2-inch deep on edge, not exceeding 1 inch
wide one-third the length of the piece ; torn grain, pitch, pitch
pockets, sap stain, seasoning checks, slight shake, firm red

430 SELLING LUMBER

heart and a limited number of small worm holes well scattered,
and the equivalent of one split not to exceed in length the width
of the piece.

No. 2 FENCING.

Sizes. One-inch S. 1 S. or 2 S. to 13/16-inch.

Widths. In 3, 4, 5 and 6-inch No. 2 Common stock no
piece shall be counted as standard width that is more than
^2-inch scant in width. Such pieces should be measured as the
next lower standard width and not reduced in grade.

84. No. 2 FENCING in addition to the defects allowed in
No. 1 Common will admit the following defects or their equiva-
lent : Knots, not necessarily sound, the mean or average diame-
ter of any one knot shall not be more than one-half the cross-
section if located on the edge, and shall not be more than two-
thirds of the cross-section if located away from the edge ; one
split one-fourth the length of the piece ; worm holes ; through
rotten streaks, ^-inch wide, one-fourth the length of the piece,
or the equivalent of unsound red heart ; shake or wane, but
must not cut to waste.

A knot hole ll/2 inches in diameter or its equivalent in
small hollow knots will be allowed, provided the piece is other-
wise as good as No. 1 Common.

85. Miscut 1-inch Common Fencing which does not fall be-
low ^4-inch in thickness shall be admitted in No. 2 Common,
provided the grade of such thin stock is otherwise as good as
No.' 1 Common.

No. 3 FENCING.

86. No. 3 FENCING is defective lumber, and will admit
of coarse knots, knot holes, very wormy pieces, red rot and
other defects that will not prevent its use as a whole for cheap
sheathing, or which will cut 75 per cent of lumber as sound as
No. 2 Common.

No. 4 FENCING.

87. No. 4 FENCING shall include all pieces that fall be-
low the grade of No. 3 common, excluding such pieces as will
not be held in place by nailing, after wasting one-fourth the
length of the piece by cutting into two or three pieces ; mill
inspection to be final.

SELLING LUMBER 431

DIMENSION AND HEAVY JOIST.

Sizes. Dimension shall be worked to the following: 2x4
S. 1 S. and 1 E. to 1^x3^ inches; 2x6 S. 1 S. and 1 E. to
1^x5^ inches; 2x8 S. 1 S. and 1 E. to 1^x7^ inches; 2x10
S. 1 S. and 1 E. to 1^x9^ inches; 2x12 S. 1 S. and 1 E. to
1^x11^ inches. Dimension S. 4 S. ^-inch less in thickness
and width than S. 1 S. 1 E. shall be standard, but no objection
shall be made to stock finished to the standard size for S. and E.

HEAVY JOISTS shall be worked to the following: 2x14,
2y2 and 3x10, 3x12 and 3x14, S. 1 S. and 1 E., green, ^-inch
off side and y2-mch off edge; S. 4 S. ^-inch off each face sur-
faced. Heavy Joists, rough, green, must not be over %-inch
scant in width or thickness.

Dry 2x14 shall be dressed to the standard thickness of 2x12.

Lengths. Standard lengths are multiples of two feet, 4
to 24 feet, inclusive, but lengths shorter than 10 feet shall' not
be included in miscellaneous or mixed length shipments, ex-
cept by agreement.

Grades: No. 1, No. 2 and No. 3 Common.

88. Inspection of Dimension is a question of strength and
uniformity of size, and whatever reduces its strength in cross-
section must be considered a defect to that extent. In comput-
ing the area of cross-section occupied by defects the size of
the piece in the rough must be considered.

89. No. 1 COMMON DIMENSION AND HEAVY
JOISTS will admit sound knots, none of which in 2x4s should"
be larger than two inches in diameter on one or both sides
of the piece, and on wider stock which do not occupy more than
one-third of the cross-section at any point throughout its length,
if located at the edge of the piece, or more than one-half of
the cross-ection if located away from the edge; pith knots, or
smaller defective knots which do not weaken the piece more
than the knot aforesaid; will admit of seasoning checks, firm
red heart, heart shakes that do not go through ; wane Y^ of
an inch deep on edge, one-fourth the width and one-third the
length of the piece; pitch, sap stain, pitch pockets, splits in
ends not exceeding in length the width of the piece, a limited
number of small worm holes well scattered, and such other

432 SELLINGLUMBER

defects as do not prevent its use as substantial structural ma-
terial.

90. No. 2 COMMON DIMENSION may have knots not
necessarily sound, which do not occupy more than one-half
of the cross-section at any one point if located at the edge of
the piece, nor more than two-thirds of the cross-section if lo-
cated away from the edge ; smaller, loose, hollow or rotten knots
that do not weaken the piece more than the knots aforesaid ;
will admit rotten streaks, shake, wane, worm holes, split not
to exceed one-quarter the length of the piece, and other defects
which do not prevent its use without waste.

91. Miscut 2-inch Common stock which does not fall be-
low \y2 inches in thickness, or ^-inch scant in width, from
standard size shall be admitted in No. 2 Common, provided such
pieces are in all other respects as good as No. 1 Common at
point of miscut.

92. No. 3 DIMENSION will include all pieces falling be-
low No. 2 Grade which are sound enough to use for cheap build-
ing material by wasting 25 per cent of each piece of one-third
of number of pieces in any item of a shipment, but it must not
be more than ^-inch scant of standard finished width nor
J^-inch scant of standard finished thickness. (See Sec. 28).

ROUGH YELLOW PINE FINISHING.

Widths. On stock width shipments of "C and Better" Fin-
ish, either rough or dressed, one or two sides, no piece should
be counted as standard width that is more than %-inch scant
on 8-inch and under; %-inch scant on 9 and 10-inch, or ^-inch
scant on 11 and 12-inch or wider. Such pieces should be meas-
sured as the next lower standard of width and not reduced in
grade.

Lengths. Standard lengths are 4 to 20 feet, and in ship-
ments of mixed lengths 5 per cent of 8 or 9 feet in grade of "C
and Better" shall be admitted.

(The above percentage is allowed in all shipments of mixed
lengths, even though the number of feet of each length be specific-
ally stated; — 4, 5,' 6 and 7 feet lengths not to be included except
by special agreement.}

SELLING LUMBER 433

93. Finish must be evenly manufactured, and shall em-
brace all sizes from 1 to 2 inches in thickness by 3 inches and
over in width.

, uj 94. One-inch, 1^4 and 1 ^2-inch Finishing lumber, unless
otherwise ordered, shall measure, when dry, not more than 1/16-
inch scant in thickness ; on '2-inch it may measure ^-inch
scant.

95. Wane, seasoning checks and other defects that will
dress out in working to standard thickness and widths are ad-
missible.

96. Subject to the foregoing provisions Rough Finishing
shall be graded according to the specifications applying to
Dressed Finishing lumber.

97. All Finishing lumber, ordered rough, if thicker than
the count thickness for dry or green stock, may be dressed to
such count thickness, and when so dressed shall be considered
as rough. When like grade on both faces is required, special
contract must be made.

COMMON BOARDS, FENCING AND DIMENSION.

98. ROUGH 1-INCH COMMON BOARDS AND FENC-
ING should not be less than %-inch thick when dry; 1^-inch
and 1 ^2-inch, j/^-inch scant of count thickness.

99. ROUGH 2-INCH COMMON should not be less than
1% inches thick when green, or 1^4 inches thick when dry. The
several widths should not be less than ^-inch over the stand-
ard dressing width for such stock when dry.

100. ROUGH COMMON DIMENSION of a greater
thickness than 2 inches and less than 4 inches shall be sub-
ject to special contract as to thickness and width.

101. ROUGH DIMENSION, if thicker than count thick-
ness for dry or green stock, may be dressed to such count
thickness, and when so dressed shall be considered as rough
stock.

102. The defects admissible in Rough Boards, Fencing and
Dimension shall be the same as those applying to dressed stock
of like kind and grade, and such further defects as would dis-
appear in dressing to standard sizes of such material shall be
allowed.

434 SELLING LUMBER

YELLOW PINE LATH.

103. No. 1 LATH should measure 2 inches in thickness
to every five lath, green. The minimum thickness of any one
lath shall not be less than 5/16 of an inch, green, and should
not be less than 1-7/16 inches, in width, green, length 4 feet;
1^ inches thickness to every five lath, dry, and should not
measure less than 1-5/16 inches in width when dry. Will ad-
mit wane ^-inch deep, %-inch on face and 6 inches long; pin
worm holes and one pin knot. Must not be more than ^-inch
short in length. Blue sap stain shall not be considered a de-
fect.

Lath 1 inch wide and 48 inches long may be furnished when
ordered on the above specifications.

Lath 32 inches long may be furnished when ordered on the
above specifications.

104. No. 2 LATH shall consist of pieces that fall below
the grade of No. 1 which are not less than 1% inches in width,
y$ of an inch thick, when dry, and are not more than %-inch
short in length. Will admit wane, worm holes, knots and other
defects that will not prevent their use without waste.

BYRKIT LATH.

Sizes. 24x3^ and 5% inches wide ; lengths 4 feet and up-
ward.

105. STANDARD BYRKIT LATH shall consist of ma-
terial that will be held firmly in place and support plaster by
ordinary nailing, by not wasting more than 10 per cent of any
piece and that will present a full surface with no openings over
^2-inch in width and 3 inches in length. The ends of pieces
of Byrkit Lath are not expected to meet on studding, and only
such quantity shall be counted waste as is necessary to remove
a defect.

STANDARD SIZES OF DRESSED LUMBER.

106. Finishing shall be dressed to the following sizes:
1-inch S. 1 S. or 2 S. to 13/16.

1^-inch S. 1 S. or 2 S. to 1-1/16.
1^-inch S. 1 S. or 2 S. to 1-5/16.

2-inch S. 1 S. or 2 S. to 1 j£ inches. These thicknesses also
apply when S. 4 S.

SELLING LUMBER 435

The Standard Widths of S. 4 S. shall be as follows:
1x4 shall be 3% inches.
1x5 shall be 4% inches.
1x6 shall be 5% inches.
1x7 shall be 6l/2 inches.
1x8 shall be 7y2 inches.
1x9 shall be 8% inches.
1x10 shall be 9l/2 inches.
1x11 shall be 10% inches.
1x12 shall be 11% inches.

The foregoing widths shall also apply to stock thicker than
1-inch.

107. Moulded Casing and Base shall be worked to %-inch,
as per patterns shown in Southern Pine Association Moulding
Book, 1916 Edition.

108. Flooring. The standard of 1x3, 1x4 and 1x6 inches
"D and Better" shall be worked to 13/16x2%, 2%, 3% and 5%
inches; 1 54-inch Flooring shall be worked to 1-1/16 inches thick,
1%-inch Flooring shall be worked to 1-5/16 inches thick, the
same width and matching as 1-inch stock.

109. Drop Siding. D. & M. shall be worked to 24x3%
and 5%-inch face, 3% and 5% over all. Worked Shiplap %x3-
inch face, 3% over all ; %x5-inch face, 5% over all.

Patterns that are not shown in Southern Pine Association
Moulding Book of 1916 Edition are considered special.

110. Ceiling shall be worked to the following:
^-inch Ceiling, 5/16-inch.

%-inch Ceiling, 7/16-inch.

5^-inch Ceiling, 9/16-inch.

24-inch Ceiling, 11/16-inch.

Same width as Flooring.

The standard working of Ceiling shall be beaded center
and edge with slight bevel on groove edge.

The bead on all Ceiling and Partition shall be depressed
1/32 of an inch below surface line of piece.

111. Partition shall be worked to the following: 24x3%
and 5% inches, with same standard for location and size of
bead as applies to Ceiling. (See Sec. 110.)

112. Bevel Siding to be made from stock S. 4 S. worked
to 13/16x3% and 5% and resawed on a bevel.

436 SELLING LUMBER

113. Window and Door Jambs, Dressed Rabbeted and
Plowed as ordered. (See Sec. 34).

114. Boards and Fencing. One-inch S. 1 S. or 2 S. to
13/16-inch, also when S. 4 S.

115. Barn Siding, D. & M.; 8, 10 and 12 inches, shall be
worked to $4x7%, 9y8 and ny8 inches face; 7%, 9% and 113/6
inches over all.

116. Barn Siding Shiplap, 8, 10 and 12 inches shall be
worked to ^4x7^, 9y$ and 11^-inch face, with %-inch lap, %-
inch thick and %-inch long; 7^, 9^ and 11^ inches over all.

117. D. & M. Common Boards, 8, 10 and 12 inches shall
be worked to the following: 24x7 j/£, 9l/% and 11^ inches; 7%,
9% and 11% inches over all.

118. Grooved Roofing. Ten and 12-inch S. 1 S. and 2 E.
shall be worked to 13/16x9^ and Iiy4.

119. Wagon Bottoms, unless^ otherwise ordered (see Sec.
32), shall be made in sets 38 and 42 inches face, and from stock
4 inches or over in width. Standard thicknesses shall be 13/16-
inch.

120. Dimension shall be worked to the following:
2x4 S. 1 S. and 1 E. to 1^x3^ inches.

2x6 S. 1 S. and 1 E. to 1^x5^ inches.
2x8 S. 1 S. and 1 E. to 1^x7^ inches.
2x10 S. 1 S. and 1 E to I^x9>4 inches.
2x12 S. 1 S. and 1 E. to 1^x11^ inches.
Dimension S. 4 S. ^-inch less than standard size S. 1 S.
and 1 E.

121. All sizes in Dimension are subject to natural shrink-
age.

122. Heavy Joists shall be worked to the following : 2x14,
2y2 and 3x10, 12 and 14, S. 1 S. and 1 E., green, y4-inch off
side and ^-inch off edge, S. 4 S. ^-inch off each face sur-
faced. Heavy Joists, rough, green, should not be over %-inch
scant in width or thickness.

123. Heavy Flooring. For 2 and 2^-inch matching the
thickness should be %-inch less than the rough material when
surfaced one side; when S. 2 S. should be 7/16-inch less than
count thickness, or 1/16-inch less than when S. 1 S. The tongue
should be 3/6-inch thick and %-inch long. For 3-inch and thick-
er matching the tongue should be ^4-inch thick and %-inch

SELLINGLUMBER 437

long, and the thickness of the stock should be ^-inch less than
the rough material. The groove in heavy matchings should be
1/16-inch wider than the thickness of the tongue, and 1/16-inch
deeper than the length of the tongue.

Tongue and groove shall be located one-quarter the thick-
ness of the rough material from the bottom of the piece.

In 2-inch and thicker material plowed for splines, the groove
should be the same width and depth as is provided for in match-
ing material of the same thickness.

Heavy Shiplap shall be worked to the same thickness as
Heavy Flooring. xThe lap shall be ^-inch long, occupying one-
half the finished thickness of the piece.

124. Timbers shall be worked to the following: 4x4 and
larger S. 1 S. or S. and E. %-inch off each face surfaced; S. 3
S. or S. 4 S. %-inch off each face surfaced.

125. All sizes in Timbers are subject to natural shrinkage.

SIZE OF YELLOW PINE LATH.

126. No. 1 Lath should measure 2 inches in thickness to
every five lath, green ; the minimum thickness of any one lath
shall not be less than 5/16 of an inch, green, and should not be
less than 1-7/16 inches in width, green, length 4 feet; \y% inches
thickness to every five lath, dry; and should not measure less
than 1-5/16 inches in width, dry. Must not be more than
^-inch short in length.

Lath 1 inch wide and 48 inches long may be furnished
when ordered on the above specifications.

Lath 32 inches long may be furnished when ordered on the
above specifications.

127. No. 2 Lath must be not less than 1% inches in width,
%-inch thick when dry, and not more than %-inch short in
length.

128. Byrit Lath to be %x3^2 and 5% inches wide; lengths,
4 feet and upward.

PICKETS.

129. Square Pickets from IJ^-inch stock shall be worked
to 1-5/16x1-5/16, 3 and 4 feet long, dressed on four sides and
pointed; 1%-inch stock shall be worked to 1-1/16x1-1/16, 3 and
4 feet long, dressed on four sides and pointed.

438

SELLING LUMBER

130. Flat Pickets from 1x3 stock shall be worked to
ftx.2%, 3 and 4 feet long, dressed on four sides and headed.

AVERAGE WEIGHTS OF SOUTHERN YELLOW PINE
WHEN WORKED TO STANDARD SIZE.

For Hollow Back Flooring, Ceiling and Drop Siding, Deduct

100 Pounds.

LONG LEAF
Dry

Flooring, 13/16x2)4 2,000

Flooring, 13/16x3)4 ....2,200
Flooring, 13/16x5)4 ....2,400

Ceiling, ft 1,000

Ceiling, y2 .... 1,200

Ceiling, ft 1,500

Ceiling, ft 1,800

Partition, ft 1,900

Siding, from inch stock.. 1,100
Siding, from 1%-inch

stock 1,400

Drop Siding to ft 1,900

Moulded Casing, 4j/£ to

5)4 . . 2,000

Moulded Base, from 8, 10,

12-inch stock 2,100

Finish, inch, S. 1 S. or S.

2 S. to 13/16 2,600

Finish, \ft, iy2 and 2-

inch, S. 1 S. or S. 2 S.

to Standard Thickness. 2,800
Finish, 1, 1)4, iy2 and 2-

inch, rough 3,400

Shipping Dry

Shiplap and D. & M., 24.2,400
Grooved Roofing, 13/16. .2,600
Com. Boards and Fencing

1x4, 6, 8 or 10 inch, S.

1 S. or 2 S. to 13/16. .2,700

SHORT LEAF
Dry

Flooring, 13/16x2)4 .... 1,800
Flooring, 13/16x3)4 ....2,000

Flooring, 13/16x5)4 2,200

Ceiling, ft 900

Ceiling, y2 1,100

Ceiling, ft 1,400

Ceiling, ft 1,700

Partition, ft 1,800

Siding, from inch stock.. 1,000
Siding, from 1 ft inch

stock 1,250

Drop Siding, ft and

Moulded Casing 1,800

Moulded Base 2,000

Finish, inch S. 1 S. or S.

2 S 2,500

Finish, 1)4, iy2 and 2-

inch, S. 1 S. or S. 2 S.. 2,700
Finish, 1, 1)4, iy2 and 2-

inch rough 3,200

Shipping Dry

Shiplap and D. & M., 34.2,200

Grooved Roofing 2,400

Com. Boards and Fencing
1x4, 6, 8, 10-inch, S. 1

S. or 2 S. to 13/16 2,500

Com. Boards, 1x12, S. 1
S. or 2 S. to 13/16 2,600

SELLING LUMBER

439

Com. Boards, 1x12 S. 1 S.

or 2 S. to 13/16 2,800

Com. Boards and Fencing

1x4, 6, 8, or • 10-inch,

rough 3,400

Com. Boards, 1x12, rough. 3, 500
2x4, 2x6 and 2x8, S. 1 S.

1 E. to 15/s 2,700

2x4, 2x6 and 2x8, rough. 3,400
2x10 and 2x12, S. 1 S. 1

E. to 15/8 2,800

2x10 and 2x12, rough 3,500

Green

2x14 and 3x12, S. 1 S. 1 E.3,800

2x14 and 3x12, rough 4,500

4x4 and 6x6, S. 1 S. 1 E. .3,800

4x4 and 6x6, rough 4,500

6x8 and over, rough 4,500

6x8 and over, S. 4 S 3,800

Com. Boards and Fencing
1x4, 6, 8, 10-inch

rough 3,300

Com. Boards, 1x12, rough.3,400
2x4, 2x6 and 2x8, S. 1 S.

1 E. to l5/8 2,500

2x4, 2x6 and 2x8, rough. .3,300
2x10 and 2x12, S. 1 S. 1

E. to 15/8 2,600

2x10 and 2x12, rough. . . .3,300

Green

2x14 and 3x12, S. 1 S. 1 E.3,500

2x14 and 3x12, rough 4,200

3x4 and 6x6, S. 1 S. 1 E. .3,500

4x4 and 6x8, rough 4,200

8x8 and over, rough 4,200

Plastering Lath, dry 550 Plastering Lath, dry 500

Byrkit Lath, dry 1,800 Byrkit Lath, dry 1,650

The average weights shown above are based upon test
weights taken upon large quantities of each item listed, of the
yellow pine lumber manufactured by the subscribers to the
Southern Pine Association.

NOTE — The Grading Rules for Southern Yellow Pine Lumber given
here are those for 1916. A copy of the new 1917 rules will be sent you,
free of cost, upon request.

INDEX TO LUMBER GRADING RULES.

Page

Barn Siding 426

Base 425

Bevel Siding .*! 425

Boards, Surfaced 426

Boards, Rough 433

Casing 425

Ceiling 422

440 SELLING LUMBER

Dimension, Sized 431

Dimension, Rough 433

Door Jambs 425

Drop Siding 423

Fencing, .Surfaced 429

Fencing, Rough 433

Finishing, Dressed 417

Finishing, Rough 432

Flooring 420

Flooring — Heavy 436

Flooring, Standard 435

Grain, Defective ./. . . . .414

General Instructions 412

Grooved Roofing 427

Joists — Heavy 431

Knots 412

Lath, Byrkit 434

Lath, Plastering 437

Partition 425

Partition, Standard Working 435

Pickets 437

Pitch 413

Miscellaneous 415

Mouldings 426

Sap 414

Shiplap 426

Standard Sizes 434, 435, 436, 437 and 438

Timbers (See Separate Book of Rules). I -•'•

Wagon Bottoms 423

Wane 414

Window Jambs , . . 425

SELLINGLUMBER 441

Standard Specifications for Southern

Yellow Pine Bridge and

Trestle Timbers

(To be applied to Single Sticks and not to Composite Members)

For Use in Railway Structures

The use of Southern Yellow Pine for bridge and trestle
timbers in railroad work requires high grade pieces of timber
both as to strength and lasting 'power. Recognizing these
facts, a special set of standard specifications has been adopted
by the. Southern Pine Association. The specifications as to
the quality of the timber are according to the Standard Speci-
fications adopted and copyrighted by the American Society
for Testing Materials defining dense and sound pine.f These
terms replace the botanical designation hitherto used, that is,
longleaf, shortleaf and loblolly pine. The grade "dense" pine
refers to the strongest pieces of what has hitherto been known
as longleaf pine.

The specifications as to grades are the Standard Specifi-
cations for Southern Yellow Pine bridge" and trestle timbers
adopted and published in the Manual by the American Railway
Engineering Association (reprinted by permission of the Ameri-
can Railway Engineering Association from, the Manual, 1916).
The only change which has been made in the reprint of the
American Railway Engineering Association rules is that "dense"
pine has been substituted for longleaf pine and "sound" pine
for shortleaf pine.

BRANDED TIMBERS.

Proper service to buyers and users of yellow pine timber
demands correct grading, and the branding or marking of
each stick of timber showing its grade.

Variation in the individual character of different pieces of
timber is responsible for the difference in strength. Structurally,
some are much stronger than others.

fAdopted and copyrighted by the American Society for
Testing Materials, August, 1915.

442 SELLING LUMBER

Owing to the confusion which frequently results in the
proper classifying of timbers into longleaf, shortleaf, lob-
lolly, etc., a new rule has been devised and recently adopted
by the American Society for Testing Materials, and known
among the trade as the "Density Rule," which classifies all South-
ern Pine timbers, irrespective of botanical species, into two
classes ; namely, "Dense Southern Yellow Pine" and "Sound
Southern Yellow Pine."

Details and description of these designations will be found
in the following pages.

The Southern Pine Association recommends that all tim-
bers be branded. All manufacturers and dealers are invited
to brand their timber in accordance with the grades and classi-
fications contained in this book.

SOUTHERN PINE ASSOCIATION.
New Orleans, Louisiana, U. S. A., March 15, 1916.

DEFINITION FOR SOUTHERN YELLOW PINE.

(Adopted and Copyrighted by the American Society for Test-
ing Materials, August, 1915.)

SOUTHERN YELLOW PINE.— This term includes the
species of yellow pine growing in the Southern States from
Virginia to Texas, that is, the pines hitherto known as longleaf
pine (Pinus palustris), shortleaf pine (Pinus echinata), loblolly
pine (Pinus t&eda), Cuban pine (Pinus heterophylla) and pond
pine (Pinus serotina).

Under this heading two classes of timber are designated:
(a) Dense Southern Yellow Pine and (b) sound Southern Yel-
low Pine. It is understood that these two terms are descrip-
tive of quality rather than of botanical species.

(a) Dense Southern Yellow Pine shall show on either end
an average of at least six annual rings per inch and at least
one-third summer wood, or else the greater number of the rings
shall show at least one-third summer wood, all as measured
over the third, fourth and fifth inches of a radial line from the
pith. Wide-ringed material excluded by this rule will be ac-
ceptable, provided that the amount of summer wood as above
measured shall be at least one-half.

SELLINGLUMBER 443

,. The contrast in color between summer wood -and spring
wood shall be sharp and the summer wood shall be dark in
color, except in pieces having considerably above the minimum
requirement for summer wood.

In cases where timbers do not contain the pith, and it is
impossible to locate it with any degree of accuracy, the same
inspection shall be made over 3 inches on an approximate radial
line beginning at the edge nearest the pith in timbers over 3
inches in thickness and on the second inch (on the piece) near-
est to the pith in timbers 3 inches or less in thickness.

In dimension material containing the pith but not a 5-inch
radial line, which is less than 2x8 inches in section or less than
8 inches in width, that does not show over 16 square inches on
the cross-section, the inspection shall apply to the second inch
from the pith. In larger material that does not show a 5-inch
radial line the inspection shall apply to the three inches farthest
from the pith.

The radial line chosen shall be representative. In case of
disagreement between purchaser and seller the average sum-
mer wood and number of rings shall be the average of the
two radial lines chosen.

(b) Sound Southern Yellow Pine shall include pieces of
Southern pine without any ring or summer wood requirement.

STANDARD SPECIFICATIONS FOR SOUTHERN YEL-
LOW PINE BRIDGE AND TRESTLE TIMBERS.* f
(To Be Applied to Single Sticks and Not to Composite

Members).

General Requirements.

1. Except as noted, all timber shall be sound, sawed to
standard size, square cornered and straight; close grained and
free from defects such as injurious ring shakes and cross grain,

*Adopted, Vol. 10, Part 1, 1909, pp. 537, 539-541, 598-603;
Vol. 11, 1910, Part 1, pp. 176, 180, 181, 228-230. Proc. Am. Ry.
Eng. Ass.

fThese specifications are reprinted from the Manual of
the American Railway Engineering Association with permis-
sion. The terms "Longleaf ' and "Shortleaf" have been changed
to read "Dense" and "Sound," respectively.

444 SELLING LUMBER

unsound or loose knots, knots in groups, decay, or other de-
fects that will materially impair its strength.

Standard Size.

2. "Rough timber sawed to standard size" means that
they shall not be over %-inch scant from the actual size speci-
fied. For instance, a 12xl2-inch timber shall measure* not less
than 1124x1124 inches.

Standard Dressing.

3. "Standard Dressing" means that not more than ^-inch
shall be allowed for dressing each surface. For instance, a
12xl2-inch timber, after being dressed on four sides, shall meas-
ure not less than 11^x11 1/2 inches.

STANDARD HEART GRADE, DENSE PINE.
Stringers.

4. Stringers shall show not less than 85 per cent heart
on the girth anywhere in the length of the piece ; provided,
however, that if the maximum amount of sap is shown on either
narrow face of the stringer, the average depth of sap shall not
exceed one-half inch. Knots greater than 1 ^2-inch in diameter
will not be permitted at any section within 4 inches of the edge
of the piece, but knots shall in no case exceed 4 inches in their
largest diameter.

Caps and Sills.

5. Caps and sills shall show not less than 85 per cent
heart on each of the four sides, measured across the sides any-
where in the length of the piece, and shall be free from knots
over 2y2 inches in diameter.

Posts.

6. Posts shall show not less than 75 per cent heart on
each of the four sides, measured across the sides anywhere in
the length of the piece, and shall be free from knots over 2*/2
inches in diameter.

Longitudinal Struts and Girts.

7. Longitudinal Struts and Girts shall be square cornered
and sound. One side shall show all heart; the other side shall
show not less than 85 per cent heart, measured across the side
anywhere in the length of the piece, and shall be free from any

SELLING LUMBER 445

large knots or other defects that will materially injure their
strength.

Longitudinal X Braces, Sash and Sway Braces.

8. Longitudinal X Braces, Sash Braces and Sway Braces
shall be square cornered and sound ; shall show not less than
80 per cent heart on each of the two sides, and shall be free
from any large knots or other defects that will materially in-
jure their strength.

Ties and Guard Rails.

9. Ties and Guard Rails shall show one side all heart; the
other side and two edges shall show not less than 75 per cent
heart, measured across the surface anywhere in the length of
the piece; shall be free from any large knots or other defects
that will materially injure their strength, and where surfaced
the remaining rough face shall show all heart.

STANDARD GRADE, DENSE AND .SOUND YELLOW

PINE.

Stringers.

10. Stringers shall be square cornered, with the exception
of 1-inch wane on one corner or ^2-inch wane on two corners.
Knots shall not exceed in their largest diameter one-fourth of
the width of the surface of the stick in which they occur, and
shall in no case exceed 4 inches. Ring shakes shall not extend
over one-eighth of the length of the piece.

Caps and Sills.

11. Caps and Sills 'shall be square cornered, with the ex-
ception of 1-inch wane on one corner, or J/2-inch wane on two
corners. Knots shall not exceed in their largest diameter one-
fourth of the width of the surface of the stick in which they
occur, and in no case shall exceed 4 inches. Ring shakes shall
not extend over one-eighth of the length of the piece.

Posts.

12. Posts shall be square cornered, with the exception of
1-inch wane on one corner, or ^-inch wane on two corners.
Knots shall not exceed, in their largest diameter, one-fourth
of the width of the surface of the stick in which they occur,
and shall in no case exceed 4 inches. Ring shakes shall not
extend over one-eighth of the length of the piece.

446 SELLING LUMBER

EXPLANATORY NOTE FOR STANDARD HEART

GRADE.

These specifications state the maximum limit of sapwood
which will be accepted. In practice, with good inspection, the
effect of these specifications should be to secure timber the
bulk of which is practically all heart. In permanent bridge
timber, not protected from decay, sapwood is not only useless
in itself, but by furnishing a lodgment for the spores of fungi,
it is the cause of starting and promoting the continuance of
rot in the heart. Sapwood, especially after decay has set in,
is also extremely susceptible to fire, while with precautions
ordinarily exercised heartwood is practically immune from this
source of danger.

On the other hand, for ordinary commercial purposes sap-
wood is as valuable as heart. Therefore, if the mill owners
understand what is wanted, good heart timber can be obtained
for a small advance in price over what is usually furnished,
much of which contains in bulk 50 per cent or more of sap-
wood.

To obtain proper results inspection should be made at the
mills, where unsatisfactory timber can be rejected without hard-
ship to the mill owner. Extensive buyers of timber should
have inspectors stationed at the mills. To cover the nee'ds of
smaller buyers and municipalities, it seems that some of the
established inspection companies might maintain an organiza-
tion of timber inspectors at the mills, which would prove profit-
able to themselves, satisfactory to the. mill owners and of in-
calculable benefit to those who use the timber.

SELLING LUMBER 447

Southern Yellow Pine Car Material
Specifications

Recommended Practice of the Master Car Builders'

Association, and American Railway Master

Mechanics' Association

Adopted and Reprinted by the Southern Pine Association, New Orleans, La.
January, 1, 1916

CLASSIFICATION, GRADING AND DRESSING RULES
FOR SOUTHERN YELLOW PINE CAR MATERIAL.

1. Classification, Grading and Dressing Rules for South-
ern Yellow Pine Car Lumber, adopted as recommended prac-
tice by the Master Car Builders and American Railway Master
Mechanics' Associations, Atlantic City, June 15-22, 1910; adopt-
ed at Chicago, 111., by the Yellow Pine Manufacturers' Associa-
tion, July 19 and 20, 1910; and adopted and ordered reprinted
by the Grading Committee of the Southern Pine Association,
November 23, 1915.

2. SOUTHERN YELLOW PINE LUMBER to cover
long leaf and short leaf Yellow Pine grown in the Southern
States shall be graded and classified according to the following
rules and specifications as to quality, and dressed stock shall
conform to the subjoined table of standard sizes, except where
otherwise expressly stipulated between buyer and seller.

3. Recognized defects in Southern. Yellow Pine are knots,
knot holes, splits (either from seasoning, ring hearts or rough
handling), shake, wane, red heart, pith, rot, rotten streaks, dote,
worm holes, pitch streaks, pitch pockets, torn grain, loosened
grain, seasoning or kiln checks, sap stains and imperfect manu-
facture.

KNOTS.

4. Knots shall be classified as pin, standard and large, as
to size ; and round and spike, as to form ; and as sound, loose,
encased, pith and unsound, as to quality.

5. A pin knot is sound and not over ^-inch in diameter.
(See page 448).

448

SELLING LUMBER

6. A standard knot is sound and not over \y2 inches in
diameter. (See page 449).

7. A large knot is one any size over \y2 inches in diame-
ter. (See page 450).

8. A round knot is oval or circular in form.

PIN KNOT.

9. A spike knot is one sawn in a lengthwise direction. (See
page 451).

The mean or average diameter of knots shall be consid-
ered in applying and construing these rules.

SELLING LUMBER

449

10. A sound knot is one solid across its face, is as hard
as the wood it is in, and is so fixed by growth or position that
it will retain its place in the piece.

11. A loose knot is one not held firmly in place by growth
or position. (See page 452).

STANDARD KNOT.

12. A pith knot is a sound knot with a pith hole not more
than *4-inch in diameter. (See page 453).

13. An encased knot is one surrounded wholly or in part
by bark or pitch. Where the encasement is less than one-eighth

450

SELLING LUMBER

of an inch in width on both sides, not exceeding1 one-half the
circumference of the knot, it shall be considered a sound knot.
(See Sees. 10 and 17). (See page 454).

14. An unsound knot is one not as hard as the wood it
is in. (See page 455).

LARGE KNOT.

PITCH.

15. Pitch pockets are openings between the grain of the
wood containing more or less pitch or bark, and shall be classi-
fied as small, standard and large pitch pockets.

SELLING LUMBER

451

16. A small pitch pocket is one not over one-eighth of an
inch wide.

A standard pitch pocket is one not over three-eighths of
an inch wide or 3 inches in length.

SPIKE KNOT.

A large pitch pocket is one over three-eighths of an inch
wide, or over 3 inches in length.

17. A pitch pocket showing open on both sides of the
piece one-eighth of an inch or more in width shall be considered
the same as a knot hole.

452

SELLING LUMBER

18. A pitch streak is a well-defined accumulation of pitch
at one point in the piece, and when not sufficient to develop a
well-defined streak, or where fiber between grains is not satur-
ated with pitch, it shall not be considered a defect. (See
page 456).

LOOSE KNOT.

19. A small pitch streak shall be equivalent to not over
one-twelfth the width and one-sixth the length of the piece it

is in.

SELLING LUMBER

453

A standard pitch streak shall be equivalent to not over one-
sixth the width and one-third of the length of the piece it is in.

WANE.

20. Wane is bark, or the lack of wood, from any cause, on
the edge.

PITH KNOT.

SAP.

21. Bright Sap shall not be considered a defect in any of
the grades provided for and described in these rules, except
where stipulated.

454

SELLING LUMBER

SHAKE.

22. Shakes are splits or checks in timbers which usually
cause a separation of the wood between annual rings.

Through Shake — A shake which extends between two faces
of a timber.

ENCASED KNOT.
Ring, Shakes — An opening between the annual rings.

MISCELLANEOUS.

23. Defects in rough stock caused by improper manufac-
ture and drying will reduce grade, unless they can be removed
by dressing such stock to standard sizes.

SELLING LUMBER

455

24. All stock except car sills and framing shall be inspect-
ed on the face side to determine the grade. In stock surfaced
one side, the dressed surface shall be considered the face side.
In stock rough or dressed two sides, the best side shall be con-
sidered the face, but the reverse side of all such stock shall
not be more than one grade lower.

UNSOUND KNOT.

25. Pieces of siding, lining or roofing with 3/16-inch or
more of tongue will be admitted in any grade, provided it does
not run more than one-third the length of the piece.

26. In all grades lower than "B and Better," wane on the
reverse side, not exceeding one-third the width and one-sixth

456

SELLING LUMBER

the length of any piece, is admissible, provided the wane does
not extend into the tongue, or over one-half the thickness be-
low the groove.

27. Chipped Grain consists in a part of the surface being
chipped or broken out in small particles below the line of the

PITCH STREAK.

cut, and as usually found shall not be classed as torn grain
and shall not be considered a defect.

28. Torn Grain consists in a part of the wood being torn
out in dressing. It occurs around knots and curly places, and
is of four distinct characters — slight, medium, heavy and deep.

Slightly torn grain shall not exceed 1/32 of an inch in

SELLING LUMBER 457

depth; medium, 1/16 of an inch; heavy, l/& of an inch; any
torn grain heavier than l/% of an inch shall be termed deep.

29. Loosened Grain consists in a point of one grain being
torn loose from the next grain. It occurrs on the heart side
of the piece and is a serious defect, especially in flooring.

30. Rot, Dote and Red Heart — Any form of decay which
may be evident either as a dark-red discoloration not found in
the sound wood, or the presence of white or red rotten spots,
shall be considered as a defect.

Firm red heart shall not be considered a defect in any of
the grades of Common Lumber.

31. The grade of all regular stock shall be determined by
the number, character and position of defects visible in any
piece. The enumerated defects herein described admissible in
any grade are intended to be descriptive of the coarsest pieces
such grades may contain, but the average quality of the grade
shall be midway between the highest and lowest pieces allowed
in the grade.

32. Lumber and timber sawed for specific purposes must
be inspected with a view to its adaptability for the use intended.

33. All dressed stock shall be measured strip count, viz. :
Full size of rough material necessarily used in its manufacture.

34. "Equivalent" means equal, and in construing and ap-
plying these rules the defects, whether specified or not, are un-
derstood to be equivalent in damaging effect to those mentioned
applying to stock under consideration.

35. Lumber must be accepted on grade in the form in
which it is shipped. Any subsequent change in manufacture
or mill work will prohibit an inspection for the adjustment of
claims, except with the consent of all parties interested.

36. The foregoing general observations shall apply to and
govern the application of the following rules :

37. B AND BETTER CAR SIDING, LINING AND
ROOFING will admit any two of the following, or their equiva-
lent of combined defects: Sap stain not to exceed 5 per cent;
firm red heart not to exceed 15 per cent of the face; three pin
knots, one standard knot, three small pitch pockets, one stand-
ard pitch pocket, one standard pitch streak, slight torn grain,
or small kiln or season checks. Where no other defects are
contained, six small pin worm holes will be admitted.

458 SELLING LUMBER

38. SELECT CAR SIDING will admit of one standard
pitch streak, one standard pitch pocket, or their equivalent; and
in addition, will admit of not exceeding five pin^ knots and
two standard knots, or their equivalent; 10 per cent sap stain;
firm red heart, slight shake, heavy torn grain, defects in manu-
facture or seasoning checks. Pieces otherwise good enough
for "B," but containing a limited number of pin worm holes
shall be graded "Select." This grade is intended to be accumu-
lated from running "B and Better" stock, and will consist of
all the droppings which do not contain defects in excess of
those mentioned in this paragraph.

39. No. 1 COMMON CAR SIDING will admit of the
following defects or their equivalent: Sound knots, not over
one-half of cross-section of the piece at any point throughout
its width ; three pith knots or their equivalent ; wane >^ inch
deep on edge not exceeding \y2 inches wide and one-half the
length of the piece; torn grain, pitch pockets, pitch, sap stain,
seasoning checks, slight shakes, firm red heart and a limited
number of small worm holes well scattered. This grade is in-
tended to be worked from Fencing stock, either kiln or air dried.

40. SELECT CAR LINING AND ROOFING will admit
of one standard pitch streak; one standard pitch pocket, or
their equivalent; and, in addition, sound knots not over one-
half the width of the piece in the rough ; 10 per cent sap stain ;
firm red heart, slight shakes, heavy torn grain ; defects in manu-
facture or seasoning checks. Pieces otherwise good enough
for "B," but containing a limited number of pin worm holes shall
be graded "Select." This grade is intended to be accumulated
from running "B and Better" stock, and will consist of all the
droppings which do not contain defects in excess of those men-
tioned in this paragraph.

41. No. 1 COMMON CAR LINING AND ROOFING will
admit of the following defects or their equivalent r Sound knots
not over one-half the cross-section of the piece at any point
throughout its length; three pith knots or their equivalents,
torn grain, pitch pockets, sap stains, seasoning checks, firm red
heart, and a limited number of pin or small worm holes well
scattered. This grade is intended to be worked from Fencing
stock, either kiln or air dried.

SELLINGLUMBER 459

42. STANDARD PATTERNS. (See pages 469 and 470,
showing net sizes after working.)

43. ALL-HEART CAR DECKING OR FLOORING will
admit sound knots not over one-third of the cross-section of the
piece at any point throughout its length, provided they are not
in groups; pitch pockets; firm red heart, shake and seasoning
checks which do not go through the piece, loose or heavy torn
grain, or other machine defects, which will lay without waste
or will not cause a leakage in cars when loaded with grain.
Must be strictly all heart on both sides and both edges.

44. HEART FACE CAR DECKING OR FLOORING
will admit of sound knots not over one-third the cross-section
of the piece at any point throughout its length, provided they
are not in groups ; pitch pockets, firm red heart, shake and sea-
soning checks which do not go through the piece, loosened or
heavy torn grain, or other machine defects, which will lay with-
out waste, or will not cause a leakage in cars when loaded with
grain. Will admit of any amount of sap provided all of the face
side of the piece is strictly ALL HEART.

45. No. 1 COMMON CAR DECKING OR FLOORING
will admit of sound knots not over one-half the cross-section
of the piece at any point throughout its length, provided they
are not in groups; pitch pockets, sap stain, firm red heart,
shake and seasoning checks which do not go through the piece,
a limited number of pin worm holes, loosened or heavy torn
grain, or other machine defects, which will lay without waste,
or will not cause a leakage in cars when loaded with gram.

CAR SILLS AND FRAMING.

46. No. 1 COMMON HEART CAR SILLS AND FRAM-
ING will admit of sound knots, provided they are not in groups,
the mean or average diameter of which shall not exceed 2
inches, pitch, pitch pockets, slight shake, seasoning checks, or
other defects which will not impair its strength more than the
defects aforementioned. Must be sawed from sound timber,
free from dote or rotten red heart, and true to measurements,
or at least the measurements at no point on the sill shall be
less than the size required.

Measurement of the girth at any point throughout the
length of the piece must show at least 75 per cent heartwood.

460 SELLING LUMBER

Cubical contents shall not be used as basis for obtaining per-
centage of heartwood under this rule.

47. No. 1 COMMON CAR SILLS AND FRAMING will
admit of sound knots, provided they are not in groups, the
mean or average diameter of which shall not exceed 2 inches,
pitch, pitch pockets, slight shake, seasoning checks, sap, sap
stain or other defects which will not impair' its strength more
than the defects aforementioned. Must be sawed true to meas-
urements and from sound timber free from dote or rotten red
heart; must be square cornered, except that 1 inch of wane
on one corner or ^ inch of wane on two corners is admissible.

48. SIZES up to 6 inches in width shall measure full
when green, and not more than */£-inch scant when dry or part
dry. Sizes 6 to 12 inches in width shall measure full when
green and not more than J4~mcn scant when dry or part dry.
Sizes 12 to 16 inches in width shall measure full when green
and not more than %-inch scant when dry or part dry. Un-
less otherwise specified, one-fourth inch shall be allowed for
each side which is to be dressed. In pieces 3 by 6 inches and
under when ordered in lengths exceeding 30 feet, sound knots
shall not exceed one-quarter the width of the face through which
they project, and the grains shall not cross sufficiently to impair
the strength.

STANDARD LENGTHS.
CAR SIDING— 8, 9, 10 and 12 feet or multiples.

CAR LINING— 8, 9, 10, 12, 14, 16, 18 and 20 feet or mul-
tiples.

CAR ROOFING— 5 feet or multiples.

CAR DECKING OR FLOORING— 9 and 10 feet or mul-
tiples.

All orders shall be shipped in standard lengths unless other-
wise specified, but no lengths of either car siding, lining or
roofing shall be shipped, except in the lengths specified or mul-
tiples thereof. When stock is not desired in multiple lengths,
order should so specify.

SELLINGLUMBER 461

Southern Yellow Pine Timbers

Including Definition of the "Density Rule"

Authorized Reprint from the Copyrighted Standards of the
American Society for Testing Materials

Approved and Adopted by the Southern Pine Association, New Orleans, La.

March 15, 1916

SOUTHERN YELLOW PINE TIMBER GRADES.

The grades of timbers are as follows:

* Page

Heart Timbers ; 465

No. 1 Common Timbers 465

Square Edge and Sound Timbers 466

Merchantable Timbers 466

Select Structural Material 467

PREFACE.

It has been recognized for a good many years by both
the manufacturers and consumers of Southern Yellow Pine
that a constructive and simple method for classifying various
classes of Southern Yellow Pine for structural purposes would
find wide application and fill a long required need. The three
botanical species of yellow pine, namely, long leaf, short leaf
and loblolly, frequently intergrade, so far as their density is
concerned, and much misunderstanding has resulted from time
to time because of the lack of a practical method for determin-
ing whether any particular class of yellow pine was adapted
for the purpose intended. Realizing this condition, the South-
ern Pine Association has actively co-operated with the United
States Forest Service and the American Society for Testing Ma-
terials for the purpose of finding some such method for dis-
tinguishing the various classes of pine for structural purposes.
The American Society for Testing Materials made a preliminary
suggestion for grading the Southern pines in their report for
1909. The rule proposed was based on the number of rings
per inch. This rule was widely used, but was found too indefi-
nite for final adoption.

As a result of careful study of many trees of all species
a method has been devised during the past year by the United

462 SELLINGLUMBER

States Forest Service, which was adopted by the Southern Pine
Association in January, 1915, and which was presented in detail
to the American Society for Testing Materials, at their annual
convention and subsequently adopted by the society as stand-
ard in August, 1915.

Based on this new density rule, a new classification for
structural yellow pine timbers has been established which elimi-
nates the names "long leaf," "short leaf" and "loblolly" pines.
The new rule provided two classes : Dense Southern Yellow
Pine and Sound Southern Yellow Pine. Dense Southern Yel-
low Pine includes the best pieces of what has hitherto been
known as long leaf pine, and excludes the occasional pieces of
inferior quality, for structural purposes. It also includes those
pieces of short leaf pine, Cuban pine and loblolly pines, which,
because of their density and high percentage of summer wood,
are equal in strength to long leaf pine, as shown from numer-
ous tests by the United States Forest Service and many other
well known authorities.

In the following pages will be found reprinted the designa-
tion for Southern Yellow Pine as adopted by the American
Society for Testing Materials, August 21, 1915, also the specifi-
cations for the various grades of timbers as offered by the
manufacturers of Southern Yellow Pine who are subscribers
to the

SOUTHERN PINE ASSOCIATION.

New Orleans, Louisiana, U. S. A.

March 15, 1916.

DEFINITION FOR SOUTHERN YELLOW PINE.

(Authorised reprint from the copyrighted Standards of The
American Society for Testing Materials, Philadelphia, Pa.)

SOUTHERN YELLOW PINE.— This term includes the
species of yellow pine growing in the Southern States from
Virginia to Texas, that is, the pines hitherto known as long
leaf pine (Pinus palustris), short leaf pine (Pinus echinata),
loblolly pine (Pinus taeda), Cuban pine (Pinus heterophylla)
and pond pine (Pinus serotina).

Under this heading two classes of timber are designated:
(a) dense Southern Yellow Pine, and (b) sound Southern Yel-

SELLINGLUMBER 463

low Pine. It is understood that these two terms are descrip-
tive of quality rather than of botanical species.

(a) Dense Southern Yellow Pine shall show on either end
an average of at least six annual rings per inch and at least
one-third summer wood, or else the greater number of the rings
shall show at least one-third summer wood, all as measured
over the third, fourth and fifth inches of a radial line from the
pith. Wide-ringed material excluded by this rule will be ac-
ceptable, provided that the amount of summer wood as above
measured shall be at least one-half.

The contrast in color between summer wood and spring
wood shall be sharp and the summer wood shall be dark in
color, except in pieces having considerably above the minimum
requirement for summer wood.

In cases where timbers do not contain the pith, and it is
impossible to locate it with any degree of accuracy, the same
inspection shall be made over 3 inches on an approximate ra-
dial line beginning at the edge nearest the pith in timbers over
3 inches in thickness and on the second inch (on the piece)
nearest to the pith in timbers 3 inches or less in thickness.

In dimension material containing the pith but not a 5-inch
radial line, which is less than 2x8 inches in section or less than
8 inches in width, that does not show over t6 square inches
on the cross-section, the inspection shall apply to the second
inch from the pith. In larger material that does not show a
5-inch radial line the inspection shall apply to the three inches
farthest from the pith.

The radial line chosen shall be representative. In case of
disagreement between purchaser and seller the average sum-
mer wood and number of rings shall be the average of the two
radial lines chosen.

(b) Sound Southern Yellow Pine shall include pieces of
Southern pine without any ring or summer wood requirement.

BRANDED TIMBERS

Proper service to buyers and users of Yellow Pine timber
demand correct grading, and the branding or marking of each
stick of timber showing its grade.

Variation in the individual character of different pieces of
timber is responsible for the difference in strength. Structur-

464 SELLING LUMBER

ally, some are much stronger than others.

Owing to the confusion which frequently results in the
proper classifying of timbers into long leaf, short leaf, lobolly,
etc., a new rule has been devised and recently adopted by the
American Society for Testing Materials and known among the
trade as the "Density Rule" which classifies all Southern Pine
timbers, irrespective of botanical species, into two classes ;
namely "Dense Southern Yellow Pine" and "Sound Southern
Yellow Pine."

Details and description of these designations will be found
in these pages.

The Southern Pine Association recommends that all timbers
be branded. All manufacturers and dealers are urged to brand
their timbers in accordance with the grades and classifications
contained in this book.

Southern Pine Association.
New Orleans, La., March 15, 1916.

GENERAL TIMBER SPECIFICATIONS

All timber except No. 1 Common must be free from defects
such as injurious ring or round shakes, and through shakes that
extend to the surface ; unsound and loose knots, and knots in
groups that will materially 'impair the strength. Seasoning
checks and discolored sap shall not be considered defects in
any grade.

KNOTS

(Adopted by the American Society for Testing Materials,
August 21, 1915.")

Knots shall be classified as round and spike in form and for
quality as sound, encased, loose and unsound.

A round knot is one which is oval or circular in form.

A spike knot is one sawn in a lengthwise direction ; the mean
or average width shall be considered in measuring these knots.

A sound knot is one which is solid across its face and which
is as hard as the wood surrounding it ; it may be either red or
black, and is so fixed by growth or position that it will retain its
place in the piece.

An encased knot is one whose growth rings are not inter-
grown and homogeneous with the growth rings of the piece it

SELLINGLUMBER 465

is in. The encasement may be partial or complete; if inter-
grown partially or so fixed by growth or position that it will
retain its place in the piece, it shall be considered a sound knot ;
if completely intergrown on one face, it is a watertight knot.

A loose knot is one not firmly held in place by growth or
position.

An unsound knot is one not as hard as the wood it is m.

WANE

Wane is bark, or the lack of wood from any cause, on edges
of timbers.

SHAKES

Shakes are splits or checks in timbers which usually cause
a separation of the wood between annual rings.

Ring shake: An opening between the annual rings.

Through shake : A shake which extends between two faces
of a timber.

Shakes not hereinbefore described unless known to have
extensive penetration shall not be considered a defect under this
classification.

SIZES

All rough timber, except No. 1 Common, must be full size
when green. One-quarter inch shall be allowed for each side
surfaced.

LENGTHS

Standard lengths are multiples of two feet, eight to twenty
feet, inclusive, extra lengths are multiples of two feet, twenty*-
two feet and longer. When lineal average is specified, standard
of lengths shall be multiples of one foot.

GRADES OF TIMBERS.

HEART TIMBERS

All timber specifications, except "Merchantable" specifying
heart requirement, shall be considered as a special contract, and
shall specify whether the heart requirements refer to cubical
contents or surface measurements in each piece.

No. 1 COMMON TIMBERS

May be either Dense or Sound Pine.

466 SELLING LUMBER

Common timbers rough 4x4 and larger shall be not more
than J4" scant at any point when green, and be well manufac-
tured and may have lj^" wane on one corner one-third the
length of the piece, or its equivalent on two or more corners;
the wane measured on its face.

Timbers 10 x 10 in size may have 2" wane as above ; the
larger sizes may have wane as above in proportion to sizes.

The diameter of any one knot shall not exceed 2" in 4x4
to 6x6; 2y2" in 6x8 to 8x10; 3" in 10x10 to 10x12;
W in 12x12 to 12x14; 4" in 14x14 to 14x16; 4^" in
16 x 16 to 16 x 18. In sizes not mentioned the diameter of knots
admissible will increase or decrease in proportion to the size
of the timbers on same basis as above specified.

In determining the size of knots, mean or average diameter
shall be taken, or the equivalent of the above in grouped knots
at any one point. Shakes one-sixth the length of the piece, small
unsound knots and a limited number of pin worm holes, well
scattered, are admissible

SQUARE EDGE AND SOUND TIMBERS

May be either Dense or Sound Pine.

Square edge and sound timbers shall be well manufactured
and conform to the General Timber Specifications, admitting
sound knots, and shall be free from wane.

MERCHANTABLE TIMBERS

May be either Dense or Sound Pine.

All merchantable timbers shall be well manufactured and
conform to the General Timber Specifications.

Sizes under 9" on the largest dimension, shall show two-
thirds or more heart surface on one of the wide faces; sizes 9"
and over on the largest dimension shall show two-thirds or
more heart on both of the wide faces. When sticks are square
the face showing the most heart shall govern the inspection on
sizes under 9", and the two faces showing the most heart shall
govern the inspection when 9" and over. Heart showing the full
length, even if not two-thirds of the area as above, shall meet
the requirements of this quality.

Wane not exceeding one-eighth of the dimension of the face
and one-quarter of the length of the piece on one corner, or the

SELLINGLUMBER 467

equivalent on two or more corners on not to exceed ten per cent
of the pieces, shall be admitted.

SELECT STRUCTURAL MATERIAL.

(A rule incorporating suggestions by the United States Forest
Service. )

REQUIREMENTS FOR DENSITY AND RATE OF
GROWTH

1. Shall contain only sound wood and be well manufac-
tured.

2. Shall conform to the definition of Dense Southern Pine
as adopted by the American Society for Testing Materials,
August 21st, 1915, shown on page 463.

For the purpose of determining whether any given piece
meets the requirements for density and rate of growth, the fol-
lowing rule, suggested by the United States Forest Service,
shall be applied. It will be sufficient if either end passes the
inspection.

(1) Pith Present or Accurately Located

(A) Radial line of 5" present.

(a) Apply inspection over third, fourth and fifth
inches.

(B) Radial line of 5" not present.

(a) Apply inspection to the second inch on 2x3,
2x4, 2x6, 3x3, 3 x 4, 4 x 4, or any other dimen-
sion material that has less than 16 square inches
on the cross section.

(b) In the larger material apply inspection to the 3
inches farthest from the pith.

(2) Pith Not Present or Cannot be Accurately Located.

(A) Material over 3" thick apply inspection to three inches
nearest the pith.

(B) Dimension material 3" or less in thickness apply in-
spection to second inch of the piece nearest the pith.

(3) The Radial Line Chosen Shall Show a Representative
Number of Annual Rings of Growth and Per Cent of
Summer Wood.

Restrictions on Knots in Beams.

3. Shall not have in Volume 1 sound knots greater in diam-
eter than one-fourth the width of the face on which they appear

468 SELLING LUMBER

— maximum knot lj^". Shall not have in Volume 2 sound
knots greater in diameter than one-half the width of the face on
which they appear — maximum knot 3 inches.

The aggregate diameter of all knots within the center half
of the length of any face shall not exceed the width of that face.

The diameter of a knot on the narrow or horizontal face of
a beam is to be taken as its projection on a line perpendicular to
the edge of the timber. On the wide or vertical face, the small-
est dimension of a knot is to be taken as its diameter.
Restrictions on Knots in Columns

4. Shall not have sound knots greater in diameter than
one-third the least width of the column — maximum knots 4
inches.

Restrictions on Shakes and Checks In Beams

5. Round or ring shakes shall not occupy, at either end of
a timber, more than one-fourth the width of green material, nor
more than one-third the width of seasoned material.

Any combination of checks and shakes which would reduce
the strength to a greater extent than the allowable round-shakes
will not be permitted. Shakes shall not show on the faces of
either green or seasoned timber.

Restrictions on Cross Grain in Beams

6. Shall not have diagonal grain* with slope greater than
one in twenty in Volume 1.

Volume 5

l^olume 1

/2 Jengffc

ABBREVIATIONS OF TIMBER GRADES.

For the purpose of branding timbers with the names of the
Grades it is recommended that the following abbreviations be
used:

SQ EDG-SD — Square Edge and Sound.

NO 1 COM— No. 1 Common .

MERCH— Merchantable.

SEL STRUC— Select Structural.

SELLING LUMBER

469

MASTER CAR BUILDERS' ASS'N

Standard Marking of Freight Cars.
Standard Flooring, Rough and Finished.
Standard Sheathing, Roofing and Lining.
Note — Sheathing, as shown here, is referred to in the Grad-
ing Rules as siding.
Rearranged 1909.
M. C. B. 26.

L-4-\~

6".

I : pSi"

?

JMi

-

\ t

4* BOUGH SIZE

SHEATHING

TT7

4-

ROOFING AND UNJN6

470

SELLING LUMBER

n

j

Mq>

E IN"-

• ~i\j

j

7

'-I

_ 1 -T
,1

J

rf-

->A ROUGH

T~r

_L.

ii <i

it- 7

4_

5jn,

w

J_,

/a

6"

si

7X/ 5/; 9/; 10

6f

si

FLOORING

cojvp

j

1 /6

;

^

r

M!0

^~T-J

^

^

FINISHED FLOORING

SELLING LUMBER 471

List of Publications

Issued and Distributed by the Southern Pine Association

GRADING RULES, ETC.

Grading Rules (1916 Specifications).

Standard Specifications for Southern Yel'low Pine Bridge and
Trestle Timbers.

Classification, Grading and Dressing Rules for Southern Yellow
Pine Car Material.

The Density Rule.

Southern Yellow Pine Timbers, Including Definition of the New
"Density Rule."

Molding Book.

Manual.

Export Rules.

Shingle Specifications.

Standard Mill-Construction.
PAVING.

What the Cities Say About Creosoted Wood Block Pavements.

Noise the Nerve Wrecker.

Floors of Service.

A Hint to Those Who Pay Paving Taxes.

Expert Opinions — Insert for Floors of Service.

New Orleans and the Paving Problem.
MISCELLANEOUS.

Salesmanship vs. Order Taking.

The Necessity of Co-Operation and Organization in Modern Busi-
ness.

Lumber Awakes.

Legality, Purpose and Work.

Increasing the Consumption of Southern Yellow Pine.

The Possibilities of Southern Yellow Pine.

Ten Commandments in Salesmanship.

You Have an Investment in Lumber.

The South's Prosperity and the Lumber Industry.

Are You Interested in the South?
LITERATURE ON SOUTHERN YELLOW PINE.

Lumber Pointers.

Directions for Finishing Southern Yellow Pine.

Culverts and Bridges of Service.

Building for Service and Satisfaction.

Wood Proves Its Stanchness.

Creosoted Wood for Farm Structures.

Durability in Farm Building.

Are You a Self-Cheater?

The Most Useful Wood.

Some Surprises in Lumber.

New Uses for Wood.
SILOS.

How to Choose and How to Use a Silo.
LITERATURE FOR DEALERS.

The Dealers' Handbook.

A Hundred Handy Helps.

Stormy Day Jobs You Can Do.

Timely Repairs Save Money.
BUILDING PLANS.

Seven House Plans, Costing from $355 to $5,595.

A Modern Garage.

Bank, Cattle and Horse, and Combination Barns.

Unit Granary. Implement Shed. Hay Feeding Shed.

Round Rat-Proof Corn Crib. An Economical Garage.

472 INDEX

INDEX
A

Page

Abnormal Demand for One Item, Dealing with 207

Acceptability of Orders at the Mill 204

Accounting Methods, Uniform, A Start Toward 13

Accounting, Uniform Cost, the Need of 188

Accounting Service 119

Acre, Yield Per, a Large Factor 160

Actual Sizes of Lumber, Users Should Know 183

Address of Welcome, G. W. Funck ..... 7

Address of Welcome, Response to 10

Address of Welcome, Julius Seidel 8

Advance Calling Cards, the Value of 212

Advance Mill Report, Good News in 31

Advance in White Pine Stumpage Values 365

Advantages of Painted Shingle Roofs 383

Advantages of Small Selling Territory 215

Advantages of Technical Training in Lumber Business, S. E. Rob-
inson 282

Advertising Activity, The Divisions of 328

Advertising Department and Sales Departments Allies 327

Advertising, Display, The Use of . ..- 328

Advertising Help for the Salesman 265

Advertising, How It Helps Make Sales 254

Advertising, Importance of, to Salesmen 333

Advertising Is Service 254

Advertising, Sales Promotion Built on 385

Advertising, Some Peculiarities of 253

Advertisements, The Class of, Used 328

Advised to Visit Architects 276

After a Fire in Germany 322

Aggressiveness, Nothing Beyond the Reach of 172

Aggressiveness the Uncommon Thing 171

Aid, Government, A Plan to Enlist 15

Aid in Research Work, Lumbermen Should ' 242

Alcohol, Ethyl, Possibilities in 80

All Vocations Are "In Business" 129

Amendment, Text of the Proposed 15

America, "The Pet of, High Heaven" 147

Ammunition in Association Literature 265

An Age of Specialization, This 31ll

An Architect Talks on Co-Operation 27

Analysis of Selling, An 128

Annual Waste of Yellow Pine, 25 Million Cords 233

Answer Questions, Be Ready to 375

Appeal to the Public, Facts That 71

Appreciating the Business Man 149

Approval, Government, of Co-Operative Organizations 122

Architect, An, Talks on Co-Operation 27

Architects Are Becoming Specialists 272

Architects and Builders, Co-Operation With, J. F. Richardson, Jr 175

Architects and Contractors, Educating 46

Architects' Confidence Based on Known Quality 181

Architect Has Advance Information 179

Architects' Influence Widening 175

Architect Left Alone to Solve Lumber Problem 269

Architect, Lumber Men Helping the 180

Architects, Salesmen Advised to Visit 276

INDEX 473

Page

Architect Wants Details of Species 271

Architect, Wise, Avoids "Gome-Backs" 175

Architects, Why They "Sidestep" Lumber Salesmen 271

Are you Loyal to Your Firm ? 300

Are You 100 Per Cent Honest? 299

Area, An, Choosing for Measurement 336

Arguments About Grades, How Are You In 296

Arguments Supporting Reasons for Wooden Silos 391

Articles, Special, Boosting the Industry 332

Association Affairs, How They Are Managed 115

Association Asset, The Salesman an 263

Association Figures on Sawmill Costs 188

Association Grades, Urge Use of 316

Association, Help the, With Data 77

Association, How Best to Help the 264

Association Interests in Brief 123

Association Inspection Service 116

Association Literature, Ammunition in , 265

Association Man, Every Yellow Pine Manufacturer Should Be 366

Association Methods, The Greatest Good Through 366

Association Practices Preparedness. ., 195

Association Publications, List of 471

Association Publicity as a Lumber Salesman, Address by W. J.

Ferry 327

Association Publicity Service 120

Association Rules Should Be the Standard 38

Association Service, The Meaning of 267

Association Support Urged by Retailers 117

Association, The Southern Pine, Purpose of Organizing 12

Association, What It Is Trying to Do 354

Association Work Is for All 157

Associations, Trade, Promote Efficiency 123

Atmosphere Grows Clearer, The 271

Attendance, at School of Salesmanship Classified as to Firms Rep-
resented 403

Attendance, List of« 394

Attendance, List of, as to Firms Represented 403

Attendance, Roll of, at the School of Salesmanship .- 394

Average Cost of Selling Lumber 259

Average Timber and the Density Rule 101

Awakening, A Recent, Among Manufacturers 262

B

Backing Up Salesmen's Promises , 251

Barrett, D. M., Address by 161

Be Confident, But Not Vain 300'

Be Ready to Answer Questions 375

Beebe, W. M., Address, Selling Cost, Direct and Indirect 255

Benefit, Work for the Retailer's 334

Benzol and Turpentine, Use of 380

Best Finishes for Southern Yellow Pine, Address by R. H. Brooks. . . 277

Best Utilization of Selling Energies 155

Better Grades, Encourage the Use of 376

Better If Competitor Could Have Field 209

Big Possibilities in Wood Block Interiors 383

Bitting, Dr. W. C., Invocation by 6

Block Floors, More Wood Used in 389

Blocks in Stock, Every Lumber Yard Should Carry 388

Blocks, Wood, for Interior Floors, by A. H. Noyes + 383

474 INDEX

Page

Blocks, Care in Cutting 385

Blue Stain Does Not Affect Strength of Wood , 220

Blue Stain, The Origin of 219

Boat Shipping to Wholesalers Stopped 362

Booklets and "Follow-Up" Advertising Material 329

Booklets on Wood Blocks 329

Boost Lath, Shingles and Box Shocks 306

Booster, The, Always Welcome 307

Botanical Species Not Considered 337

Boxes, Wooden, New Specifications for 84

Boykin, L. J., Address, Costs from Mill to Car 226

Boyle, Gen. L. C., Introducing 87

Boyle, Gen. L. C., Address, Public Sentiment and the Lumber Sales-
man 347

Brand of Excellence, Put on Each piece 321

Branded Lumber Means Honest Lumber 179

Branding of Timbers Should Be Insisted Upon by Architects 276

Breaks Caused by the Elements 274

Breakage, Wood Block Floors Save , 388

Brick and Wood in Street Pavements 323

Brick, Where It Displaces Wood , 322

Bridge and Trestle Timbers, Southern Yellow Pine, Specifications

for 441

Brooks, R. H., Address by 277

Builders and Architects, Co-Operation with, J. F. Richardson, Jr 175

Building, High Cost of, Not Due to Lumber Prices 183

Building, Home, Neglected in Country 183

Building Material, Lumber the Greatest , 182

Buildings, Mill-Constructed, Are Flexible 338

Buildings, Tall, Losing Favor 182

Business, A Wrong Attitude Toward 349.

Business Essential, Loyalty a 61

Business, "Separate," That Becomes "Regular" 214

Business, Small and Big 352

By-Product, Valuable, Neglected 189

C

C. Finish, Pitch in 103

Calling Cards, The Value of Advance 212

Car Siding, Inspecting, A Basis for '. 104

Car Siding, No. 1, Wane on 105

Car Siding, Wane on 104

Car Shipments, Transit, As to 96

Car Material Specifications 447

Cars, Transit, One Day's List of 97

Care in Cutting Blocks 385

Care of Trim Before Use 281

Carrying Water on Both Shoulders 250

Causes of Decreased Use of Lumber 1'94

Cement, Use of, Will Decline 347

Century, Wooden Houses Good for a 378

Chance, Slim, for the Manufacturer 361

Character, A Man's, Reading by His Dress 136

Character Judging, Address by Dr. S. L. Krebs 124

Checks, Seasoning, The Meaning of "Small" 101

Chemicals That Effectually Preserve Wood 222

Chemical Treatment, Prevention of Decay by 221

Chemical Utilization of Waste 237

Choosing an Area for Measurement . 336

INDEX 475

Page

Claims and Disputes, Address by M. L. Wuescher 315

Claims Arising from Selling Errors 315

Claims Develop at Three Points 315

Claims Developing at the Mill 317

Claims Originating After Delivery 317

Closer Utilization, Hope for Profits in 79

"Gome-Backs," The Wise Architect Avoids 175

Common Sense in Selling Lumber 248

Company's Time, Wasting .-....' 258

Comparative Life of Woods 94

Comparative Strength of Fir and Yellow Pine 90

Competitor, in Price, Yellow pine Has No 368

Competitive Conditions, Past and Present 170

Competitive Materials, High Prices of, Help 195

Competitive Materials, Possibilities In a Knowledge of 54

Competitive Woods, A Low Score on ; 53

Competitive Woods, How About? 294

Competition, Destructive, Evil of 308

Competition, Ill-Advised Efforts to Meet 191

Competition of Substitutes Forced a Change 29l

Competition, Outwitting, in Railway Service 351

Competition, Wood in, with Substitutes 93, 322

Complaints, Varying, with Praise 310

Color in Summer and Spring Wood 336

Concrete as a Rival of Wood , 325

Concrete or Mill-Construction? 274

Concrete, The Grades of Lumber Affected by 325

Conditions, Market, Prices, etc 57

Conditions, Salesman Knows Best 42

Conditions That Promote Development of Fungi 74

Conditions, Trade, Times Change in 17

Confidence, Architect's, Based on Known Quality 181

Confidence, Earnestness Compels 377

Confidence in Self and Your Goods 61

Confidence the Salesman's First Asset 248

Congenial Companions Other Than Customers 258

Construction Known as "Ordinary" 275

Construction, Standard, Kidder on 178

Construction, Standard Mill> Address by R. S. Lindstrum 269

Consulting Expert, the Salesman as 179

Consumer, Helping the, to Choose 153

Consumer, Reaching the, Address by Hugh McVey 253

Consumers More Particular in the East 368

Contractor, The, Figures for Profit 270

Contractors and Architects, Educating 46

Contractor's, The, Finances Limited 270

Contrasting the Past with the Future , 358

Control, Self, a Factor of Efficiency. 299

Convention, Proceedings of , 6

Convention, Program of 3

Co-Operate, How Salesmen Can, with the Association, Address by

Ben S. Woodhead 262

Co-Operative Organizations, Government Approval of 122

Co-Operation, An Architect Talks on 27

Co-Operation from the General Office, Address by W. L. Henry 247

Co-Operation from the Sawmill, Address by C. E. Martin 243

Co-Operation in Extending Uses of Wood 84

Co-Operation, Little from Lumbermen ..'. 384

Co-Operation the Keynote 86

Co-Operation, Which Means Team Work 66

476 INDEX

Page

Co-Operation Means Team Work 303

Co-Operation with Distributors and Consumers, Address by M. B.

Nelson 150

Co-Operation with Architects and Builders, Address by J. P. Rich-
ardson, Jr 175

Correspondence, Keeping Salesmen Posted on 248

Cost Accounting, Need of Uniform 188

Cost and Method of Manufacture 55

Cost, Average, of Selling Lumber 259

Cost from Dollies to Car 229

Cost, High, of Building Not Due to Lumber Prices 183

Cost, High and Low Selling 260

Cost Keeping Systems, Study of 86

Cost Keeping Systems, Unit, Lacking 241

Cost of Creosoting Lumber 91

Cost of Production from Pond to Sorting Chain, Address by C. J.

Mansfield, 186

Cost of Selling, Relation of Cost of Production to 261

Cost of Soda Dip Increased 227

Cost of Production Closely Watched 186

Cost of Substitutes, Relative Value of 295

Cost, Selling, Direct and Indirect, Address by W. M. Beebe 255

Cost, Selling, The Salesman Can Regulate the 260

Costs, from Mill to Car, Address by L. J. Boykin 226

Costs, Mill, Factors in 187

Costs, Sawmill, Association Figures on 188

Costs, Sawmill, Address by C. J. Mansfield 186

Costs, Stumpage and Logging, Address by Frank Schopflin 158

Costs, The Items of Logging 159

Cotton, Wood a Substitute for 83

Courtesy the Greatest Selling Essential 377

Courtesy, The Value of 59

Courtesy, The Importance of 298

Cover Territory, How Best To, Address by J. H. Heyl 212

Credit, Wide Latitude in Extending 368

Credit, Withholding, from Salesmen 249

Creosoting Lumber, Cost of 91

Creosoted Lumber Less Liable to Shrink *. 90

Creosoted, Sap Lumber Good When 76

Creosoted Silos Do Not Injure Feed 88

Creosoted Wood Blocks for Interior Service, Address by A. H. Noyes . 383

Criticism That May Be Helpful 211

Criticisms, Prepare to Meet , 3<0

Crooked Lumber, Grading 101

Cupped B and Better Finish 105

Current Statistical Service, Helpful 118

Customer, Don't Hurry Too Much 214

Customer, How the Salesman Can Aid His 58

Customer, Meeting on a Social Basis 344

Customer, The, Problem of 133

Customer, The, Take the Pace of 141

Customer's Confidence, Helping Sustain 252

Cut off the Non-Growing Worker 166

Cuts, Advertising, Used for 400 Retailers 331

Cutting Blocks, Care in 385

Cutting Down ^Efficiency Factors 343

Cutting Ends Rot in Living Tree 218

Cutting Out the Traveling Salesman 393

Cutting, Price, Unnecessary 308

INDEX 477

D

Page

Data, Help the Association with 77

Dead Load, The, in a Building 274

Dealer, When Mill and, Disagreed 106

Dealer, The, as a User of Wood 185

Dealers, A Majority of, Against Transit Shipments 97

Dealers and Salesmen Must Be Educators 182

Dealers Carry Too Many Side Lines 184

Dealers, Lumber, Don't Know Species < 177

Dealing with an Abnormal Demand for One Item 207

Dealing with the Intellectual Type 142

Decay Spreads from Sap Wood to Heart Wood 220

Decay of Yellow Pine Lumber, by Dr. H. von Schrenk 218

Decreased Use of Lumber, Causes of 194

Delivery, Following Up the Sale to 272

Demand, Public, Salesmen Should Watch Trend of 204

Demand, When the Supply Catches the 366

Demands, The, of Modern Competition 371

Denied the Use of Remedies 14

Density, Determining the Factor of 336

Density Rule Answers Questions 72

Density Rule, Average Timber and the 101

Density Rule, Douglas Fir to Have 91

Density Rule Measures Strength 73

Density Rule Measures Strength Only 339

Density Rule, The, Address by J. E. Jones 334

Density Rule, The, Definition of 461

"Density Rule," The, and Southern Yellow Pine Timbers 461

Destructive Competition, Evil of 308

Details of Species, Architect Wants 271

Determining the Factor of Density 336

Development of Fungi, Conditions That Promote 74

Difference in Value, Partition and Flooring Tr KM)

Difficult to Fix a Fair Average " 260

Difficulties in Kiln Drying Longleaf 227

Difficulties, Selling, of Today 369

Dimension, Long Leaf and Short Leaf 93

Direct and Indirect Selling Costs, by W. M. Beebe 255

Discussion, General, Begins 95

Discussion of Questions Asked 33

Diseases That Attack Trees and Lumber 73

Display Advertising, The Use of 328

Disposing of Odds and Ends 20>8

Disposing of Short Lengths 45

Disputes and Claims, by M. L. Wuescher. 315

Distributors and Consumers, Co-Operation with, by M. B. Nelson 150

Distribution, Is the Saleman's Work 128

Divisions of Advertising Activity 328

Do Salesmen "Play Favorites" ? 37

Do You Know the Density Rule? 196

Do You Know Value and Cost of Substitutes? 295

Dollies to Car, Cost from 229

Don't Hurry the Customer Too Much 214

Don't Expect Immediate Results from School 118

Don't Try to Win Through "Pull" 276

Doing Business by Telephone , 307

Douglas Fir and Yellow Pine 275

Douglas Fir and Longleaf Pine on Equal Basis 92

Douglas Fir to Have Density Rule 91

Dress, Reading a Man's Character by His 136

478 INDEX

Page

Drinking Is Becoming Unfashionable 344

"Drummer," The, Still a Power 393

Duty of the Lumber Salesman 194

E

Each Industrial Plant a Separate Problem 313

Early Day Lumbering, Hardships of 361

Early Morning Sales at Auction 360

Earnestness Compels Confidence 377

Economical Selling Means Increased Profits 303

Economy of the Wooden Silo 392

Economy and Profits 64

Eddy, J. H., Address, The Yellow Pine Shingle 189

Educating Architects and Contractors 46

Educating Ourselves, The Task of 12

Efficient, No Man 100 Per Cent 292

Efficiency, A Higher; Appreciation of 355

Efficiency, Address by R. J. Tolson 286

Efficiency, Examination in 50*

Efficiency Factors, Cutting Down 343

Efficiency, Factors of, in Lumber Manufacture 320

Efficiency, Higher, A Need 311

Efficiency in Price Quoting 296

Efficiency, Self-Control a Factor of 299

Efficiency Test, Mr. Woodhead Submits to 50

Efficiency, The Meaning of Perfect 291

Efficiency, Trade Associations Promote 123

Employers' Interests, Salesmen Should Guard 318

Empty Promises of Prompt Delivery 277

Enamel Finish for Yellow Pine 279

Enamel for Yellow Pine 381

Encourage the Use of Better Grades 376

Endurance of Power in Commercial Greatness 148

Engineering Service „,. 121

England Ahead of Us in Treating Lumber 76

Enhanced Stumpage Values, Expects 357

Entertaining, The Item of 258

Entitled to Farmers' Help 350

Erroneous Idea, An, Some Dealers Have 37

Ethyl Alcohol, Possibilities in 80

Europe, Promotion Work in 121

Every Manufacturer Should Be Association Man 366

Evils of Careless Merchandising 178

Examination in Efficiency 50

Example, An, of Good Salesmanship 351

Excess Stock, Helping Get Rid of 180

Exercise for Health and Economy 257

Experts Should Supervise Treatment 223

Exploiting Southern Yellow Pine, Address by W. H. Sullivan 305

Expected a Congress of "Home Talent" 356

Expects Enhanced Stumpage Values 357

Expression, Not Physiognomy, Counts 135

Extending Credit, Wide Latitude in 368

Extending the Uses of Wood, Co-Operation in 84

Exteriors, Yellow Pine, Painting 379

F

Facial Analysis, No Time for 134

INDEX 479

Page

Fact, A, That Legislators Forget 322

Factor of Density, Determining the 336

Factors, Efficiency, Cutting Down 343

Factors in Mill Costs 187

Factors of Efficiency in Lumber Manufacture 320

Factory and Industrial Trade, Selling, by C. W. Myers 310

Factory Needs, Mills Fail to Provide for 312

Factory Uses of Lumber, Salesmen Should Study 85

Factory Uses of Wood, Learn 238

Facts That Appeal to the Public 71

Facts That Can Be Reproduced 126

Facts for Shingle Users 193

Faculty, The, of Judging Human Nature 303

Failures, Study, as Well as Successes 126

Fair Average, Difficult to Fix a 260

Famine, A, in High-Priced Salesmen 173

Farmers' Help, Entitled to , 350

Faults' of Sales Organizations 150

Faults of Other Silos 392

Favor, Tall Buildings Losing 182

Feed, Creosoted Silos Do Not Injure 88

Fencing, Grading No. 3 108

Fencing, No. 2, and No. 2 Flooring Graded the Same 109

Ferry, W. J., Address, Association Publicity as a Lumber Salesman. . 327

Fibre Board in the Box Industry 326

Field, The, Better if the Competitor Could Have 209

Figures, Association, -on Sawmill Costs 1S8

Finding Markets in Unexpected Places 215

Finances, The Contractors' Limited 270

Finish, C, Pitch in 103

Finish, Cupped B and Better 105

Finish, Enamel, for Yellow Pine 279

Finish, Interior, Mr. Brooks on 25

Finished Lumber, Tree Rot That Shows In 218

Finishes, Best, for Southern Yellow Pine, by R. H. Brooks 277

Finishes, Methods of Rubbing 281

Finishing Floors of Yellow Pine 382

Finishing, Painting and, Southern Yellow Pine, Address by H. A.

Gardner 378

Finishing Specifications, A Varnish Maker's 280

Finishing Yellow Pine, A Technical Work on , 330

Fir and Yellow Pine, Comparative Strength of 90

Fir, Douglas, to Have Density Rule 91

Fire Hazard Argument, Meeting the 184

Fire Hazard, The, Shingles and 191

Fire in Germany, After a 322

Fire-Resistant Shingle Paints ., 383

Fire, Steel and Wood in 324

Firm, Are You Loyal to Your 300

Firms Represented at Salesmen's Convention 403

''First Class Lumberman," A, Defined 289

First Impressions, Effect of 217

First Wood, Then Steel, Then Back to Wood 323

Five Elements, The, of a Sale • 129

Fixed Charges, The Question of Proper 14

Flexible, Mill-Constructed Buildings Are 338

Floors, Building, "Live" Loads on. . 273

Floors, Interior, Wood Blocks for, by A. H. Noyes 383

Floors of Yellow Pine, Finishing 382

Floors, Wood Block, Points of Superiority of 387

480 INDEX

Page

Floors, Block, More Wood Used in 389

Floors, Wood Block, Save Breakage ... 388

Flooring and Partition, Difference in Value of 100

Flooring, Mis-Matched 10i2

Flooring, Mis-Matched, A Use for 103

Flooring, No. 2, and No. 2 Fencing Graded the Same 109

Flooring, Why It Is Standard Matched 99

Following Through an Order for Wood Blocks 384

Following Up' the Sale to Delivery 272

"Follow-Up" Material and Booklets 329

Forest Service Expert Talks on Mill Waste 78

Forest Service Experts, How They Work 81

Forest Service Sought Simpler Rules 335

Forestry, What a Course In, Is 283

Four Hundred Retailers Used Cuts 331

Foundation for an Order, Laying the 386

Funck, George W., Address of Welcome by 7

Fungi, Conditions That Promote Development of 74

Fungi That Attack Lumber 219

Future Work, Architect Has Information on 179

G

Gained $30 a Thousand on a Special Order 372

Gardner, H. A., Address, Painting and Finishing Yellow Pine 378

General Office, Co-Operation from, by W. L. Henry 247

General Discussion Begins 95

Germany, After a Fire in 322

Getting a Line on "Prospects" 386

Getting a Profit, The Problem of 14

Getting the Salesman's Value 130

Getting Together, The Habit of 161

Gin, Prefers Learning to Ill

Good Salesmanship, An Example of 351

Good Salesmanship Not All in Selling Quantity 374

Good Salesmanship, Thorough Knowledge Essential to 196

"Good Grade" Notation Unnecessary 35

Good Health, The Importance of 294

Good News in an Advance Mill Report 31

Good Salesmen Should Be Good Lumbermen 289

"Good Stock," Meaning of 34

Good Stock in Wood Blocks 384

Goods, Confidence in Self and Your 61

Goods, The, the Essential Thing in Salesmanship 132

Government Aid, Plan to Enlist 15

Government Approval of Co-Operative Organizations 122

Government Wood- Waste Exchange, A 239

Government's Wood- Working Exchange, The 86

Grade Standards, The Birth of 363

Grade Close to* Established Rules 321

Grade, The Right, in the Right Place 198

Grades, Association, Urge Use of 316

Grades, Better, Encourage the Use of 376

Grades, How Are You in Arguments About 296

Grades, Off, The Handling of -231

Grades of Lumber, The, Affected by Concrete :. . . 325

Grades, Standard, The Origin of 334

Grades, Why Salesmen Must Know, by W. J. Haynen 194

Grading Orders, Volume Not a Factor in 205

Grading Rules for Southern Yellow Pine Lumber.. . 412

INDEX 481

Page

Grading Crooked Lumber 101

Grading No. 3 Fencing. . . 108

Grading Rules, Knowledge of 56

Grading Rules, Yard Stock, by J. W. Martin 319

Grading, Yard Stock, by the Manufacturers , 320

Grading No. 2 Center Matched 107

Greater Profits and a Pleased Customer 372

Greatest Good, The, Through Association Methods 366

Greatest Building Material, Lumber the 182

Grooved Roofing Worth More Than Shiplap 100

Growth, Salesmanship the Act of 163

Growth, Business, Why It Stops 164

Growth, Producers of, Should Share in. . . : 165

Guesswork, The Rule Eliminates 338

H

Habit, The, of Getting Together 161

Handling, Too Much, in Lumber Manufacture 85

Handling Yellow Pine Made Difficult 365

Handling, The, of Off Grades 231

Handling the "Will" Type 144

Hardships of Early-Day Lumbering 361

Haynen, W. J., Address, Why Salesmen Must Know Grades 194

Health, Good, The Importance of 294

Health and Economy, Exercise for 257

Health the First on the List 51

Heart Pine Shingle, The Life of 88

Heart Wood, Decay Spreads from Sapwood to 220

"Heart" Man, How to Know the 143

"Heart" Type, Using Head Arguments with the 144

Help the Association with Data 77

Helping Sustain the Customer's Confidence 252

Helping the Consumer to Choose 153

Helping Get Rid of Excess Stock 180

Helpful Current Statistical Service 118

Henry, W. L., Address, Co-Operation from the General Office 247

Heyl, J. H., Address, How Best to Cover the Territory 212

High and Low Selling Cost 260

High Prices for Short Lengths 372

High Prices of Competitive Materials Help 195

Higher Efficiency a Need 311

High-Priced Salesmen, A Famine in 173

"High Cost of Building" Not Due to Lumber Prices 183

Hines, Edward, Address, Lumber Salesmanship 356

Hit-or-Miss Methods of Marketing 360

Home Building Neglected in the Country 183

Honest, Are You 1W Per Cent? 299

Honest Lumber, A Plea for 176

Honest Lumber Means Branded Lumber 179

Honesty and Truthfulness 59

Hope in the Southern Pine Association 353

Hope, The, for Profit in Closer Utilization 79

Hotel Bills, Saving on 257

Houses, Wooden, Good for a Century 378

How About Competitive Woods? 294

How Advertising Helps Make Sales 254

How Are You in Arguments About Grades? 296

How Association Affairs Are Managed 115

How Best to Cover the Territory, by J. H. Heyl 212

482 INDEX

Page

How Best to Help the Association 264

How Do You Rank as a Retailer? 297

How Forest Service Experts Work 81

How One-Size Orders May Cause Trouble 206

How Salesmen Can Co-Operate with Association by Ben S. Wood-
head 262

How the Lumber Industry Differs from Others 203

How the Salesman Can Aid His Customer 58

How the Salesman Can Help 177

How the Salesman Can Help in Waste Utilization 238

How to Know the "Heart" Man 143

How to Offset Inroads of Substitutes 327

How to Use Preserved Wood 225

Human Nature, The Faculty of Judging 303

Hundreds of Friendly Notices Used 333

Hurried, The Slow Man Resents Being 141

I

Identifying Species "By the Feel" 24

Identifying Variety in Lumber 23

Ignorant Salesmen Not Welcome Callers ._._. ..._.. 181

Ill-Advised Efforts to Meet Competition ..~..... 19i

"Immediate," "Prompt" and "Rush" Shipments 39

Importance of Shipping Clerks . .. 246

Importance, The, of Advertising to Salesmen 333

Importance, The, of Courtesy 298

Importance, The, of Good Health 294

Importance, The, of Traveling Salesmen 255

Importance, The, of Writing Orders Correctly 210

Importance, The, of Personal Neatness 62

Important to Salesmen of Wood 202

"Impossibilities" the Successful Man's Goal 174

Improved Wood- Working Machines Needed 240

Increased Profits in Economical Selling 303

Increased Sales, Salesmen's Ability to Specialize, Means 273

Index to Lumber Grading Rules 439, 440

Industry Dependent on Sales Department 306

Industry, The, Salesmen Are the Eyes of 309

Industry, Special Articles Boosting 332

Industrial Plant, Each, a Separate Problem 313

Industrial Trade Demands Close Study 312

Inevitable Variations in Low-Grade Stock 36

Infant "Efficiency," The, Appears 291

Influence, The Architect's, Widening 175

Information, Advance, The Architect Has 179

Information for Your Office 374

Information That Salesmen Should Have 244

Information the Mills Should Have 318

Initiative and Originality 64

"Initiative" Means Developing Your Job 302

Inroads of Substitutes, How to Offset. 327

Inspecting Car Siding, A Basis for 104

Inspection! Service, Association 116

Inspectors Handle Stock as They Find It 100

Instruction Helps Sell Lumber 283

Instructions, Salesman's, May Cause Trouble, When 39

Insurance, Low Rates, en Mill-Construction Buildings 274

Institution, The Salesman an 393

Intellectual Type, Dealing with 142

INDEX 483

Page

Intent, The, of Association Rules 110

Interests, Association, in Brief 123

Interests, Employers', Salesmen Should Guard 318

Interior Finish, Mr. Brooks on 277

Interior Trim, Short Leaf for 278

Interiors, Wood Block, Big Possibilities in 383

Interiors, Yellow Pine, Painting 380

Interpret Emphasis, Learning to 139

Investigation Would Astonish Manufacturers 240

Invitation, An, to Ask Questions ' 19

Invocation at Opening of Convention, Dr. W. C. Bitting 6

Item, Dealing With an Abnormal Demand for One 207

Item, The, of Entertaining. 258

Items of Trucking, Loading, etc — . 226

Items, The, of Selling Expense 256

Items, The, of Logging Costs 159

j

Job, "Initiative" Means Developing Your 302

Jones, J. E., Address, The Density Rule 334

Judging, Character, as a Business Asset, Dr. S. L. Krebs 124

Judging Human Nature, The Faculty of 303

Judging Lumber, Varied Standards in 319

Judging the Order, Address, F. R. Watkins 203

Judgment and Tact 63,301

K

Keep in Close Touch with the Mills 197

Keep Posted on Mill Stocks 2tf 8

Keeping Salesmen Posted on Correspondence 248

Keith, Charles S., Address, Organization Means Efficiency 11

Keith, President, Introducing 11

Kendall, H. T., Address, Purpose of Meeting 10

Kidder on "Standard Mill-Construction" 178

Kiln-Drying Long Leaf/ Difficulties in 227

Knowing Your Product, The Value of 70

Knowledge of Competitive Materials, Possibilities in 54

Knowledge of Grading Rules 56

Knowledge of Substitutes , 53

Knowledge, Practical Use of Technical 284*

Knowledge Required, The Technical. 371

Knowledge, Superior, Means Personal Profit.... 268

Knowledge, Thorough, Essential to Good Salesmanship 196

Known Quality, Architects' Confidence Based on 181

Krebs, Dr. S. L., Address, Character Judging 124

*

L

Lack of Support for the Salesman 342

Landing an Order After Three Tries 343

Lath, No. 1 Pine, Pitch in 110

Lath, Shingles and Box Shooks, Boost. 306

Latitude, Wide, in Extending Credit 368

Laying the Foundation for an Order 386

Leader, A, in Selling Short Lengths 346

Learn Factory Uses of Wood 238

Learn to Know Our Product 151

Learning to Interpret Emphasis 139

484 INDEX

Page

Lecture, A, on Painting Yellow Pine 25

Length of Life of Woods, Comparative , 94

Lengths, Orders for Varied, Appreciated at Mill 245

Lengths, Ten to Twenty-Foot, What the Term Implies 41

Lesson, The, in Persia's Fall 147

Letting Salesmen Answer Price Inquiries 251

Lightness Combined with Strength 200

Life of a Heart-Pine Shingle, The 88

Limitations in the Use of Shingles 30

Limitations, Some, of Wood 201

Lindstrum, R. S., Address, Standard Mill Construction 269

Linoleum and Rugs from Wood Fibre 83

List of Publications Issued and Distributed by the Southern Pine

Association 471

List of Transit Cars, One Day's 97

Literature, Ammunition in Association 265

Little Co-Operation from Lumbermen 384

Little Malice in Printed Attacks . .H 332

"Live" Loads on Building Floors .. ., 273

Load, The ''Dead," in a Building 274

Loading, Trucking, etc., Items of 226

Loads, "Live," on Building Floors 273

Logging Costs, Stumpage and, by Frank Schopflin 158

Logging Costs and Stumpage 27

Logging Costs, The Items of 159

Logs, Small, Expensive to Handle 187

Long Leaf, Difficulties in Kiln Drying 227

Long Leaf Pine and Douglas Fir on Equal Basis 92

Long Leaf and Short Leaf Dimension 93

"Long Leaf" and "Short Leaf" Confusing 335

Loss, The, in Lumber Manufacture 78

Low-Grade Stock, Inevitable Variations in 36

Low Rates of Insurance on Mill-Constructed Buildings 274

Low Score, A, on Competitive Woods 53

Loyal, Are You, to Your Firm 300

Loyalty a Business Essential 61

Lumber, A Poor Way to Sell 217

Lumber and Trees, Diseases That Attack 73

Lumber Assembled Without Regard to Sizes -. ., 359

Lumber, Average Cost of Selling 259

Lumber, Branded, Means Honest Lumber 179

Lumber Business, Technical Training in 26

Lumber Business, The, No Secrets in 18

Lumber, Causes of Decreased Use of 194

Lumber Centers, Famous, of Other Years 359

Lumber, 'Common Sense in Selling 248

Lumber, Ccst of Creosoting 91

Lumber, Creosoted, Less Liable to Shrink 90

Lumber, Crooked, Grading 101

Lumber Dealers Carry Too Many Side Lines. 184

Lumber Dealers Don't Know Species. « 177

Lumber, Decay of Yellow Pine, by Dr. H. von Schrenk 218

Lumber, Factory Uses of, Salesmen Should Study 85

Lumber, Fungi That Attack 2-19

Lumber, Grades of, Affected by Concrete 325

Lumber, Identifying Variety in 23

Lumber Industry, A Step Toward Stabilizing the 17

Lumber Industry, How It Differs from Others 203

Lumber Industry, The, Asleep at the Switch 358

Lumber, Instruction Helps Sell 283

INDEX 485

Page

Lumber Manufacture, Factors of Efficiency in 320.

Lumber Manufacture, The Loss in ,. . . 78

Lumber Manufacture, Too Much Handling in 85

Lumber Men Helping the Architect 180'

Lumber, No Book Tells the Story of 132

Lumber Prices, "High Cost of Building," Not Due to -. . . 183

Lumber Prices, Stability in Northern 364

Lumber Problem, Architect Left Alone to Solve 269

Lumber Salesman, Duty of 194

Lumber Salesman, Possibilities for the 341

Lumber Salesmen Should Know Their Product 202

Lumber Salesman, The, and His Possibilities, by Capt. J. B. White.. 340

Lumber Salesmen, Why Architects "Sidestep" 271

Lumber Salesmanship, Address by Edward Hines 356

Lumber, Sap, Good When Creosoted 76

Lumber, Silo Building Increases Other Uses of 389

Lumber, Southern Yellow Pine, Grading Rules for 412

Lumber, Substitutes Displaced 10 Billion Feet of 326

Lumber, The Cost of Resawing 98

Lumber the Greatest Building Material 182

Lumber, The One Nameless Material 276

Lumber, The Open-Tank Treatment of 223

Lumber, The Pressure- Vacuum Method of Treating 223

Lumber, The Right Uses of 321

Lumber "Trust" Impossible 350

Lumber, Unsuitable Uses of 375

Lumber, Users Should Know Actual Sizes of 183

Lumber Yard, Every, Should Carry Wood Blocks in Stock 388

Lumberman, "First Class" Defined 289

Lumbermen, Little Co-Operation from 384

Lumbermen Should Aid in Research Work 242

Lumbering, Hardships of Early-Day 361

M

Make Orders Fit the Stock 245

Make Your Talk Fit the Temperament 141

Making Sales, Personality a Factor in 256

Malice, Little, in Printed Attacks 332

Man, The, Who Applies Himself Will Win 277

Mansfield, C. J., Cost of Production from Pond to Sorting Chain 186

Manufacture, Lumber, The Loss in 78

Manufacture of Lumber, What Do You Know of It? 295

Manufacturer, A Slim Chance for the 361

Manufacturer, Problems for the 239

Manufacturer, The, a Former Retailer 342

Manufacturer, Yard Stock Grading by 320

Manufacturers, A Recent Awakening Among 262

Manufacturers, Investigation Would Astonish 240

Manufacturers, Yellow Pine, A Mistake of 365

Many Subjects Treated in Many Publications 329

Market Conditions, Prices, etc 57

Market, A Tremendous, Near Home 29

Market, The, Sales That May Hurt 208

Markets, Finding in Unexpected Places 215

Marketing, Hit-or-Miss Methods of 360

Martin, J. W., Address, Yard Stock Grading Rules 319

Martin, Charles E., Address, Co-Operation from the Sawmill 243

Material, Lumber the Greatest Building 182

Material, Lumber the One Nameless 276

486 INDEX

Page

Materials, Competitive, Possibilities in Knowledge of 54

Materials, Competitive, High Prices of, Help 195

Materials, Other, Delivered as Ordered 178

McVey, Hugh, Address, Reaching the Consumer 253

Meaning of "Good Stock" 34

Meaning, The, of Association "Service" 267

Meaning, The, of Mill-Construction 273

Meaning, The, of Perfect Efficiency 291

Meaning, The, of "Prompt Shipment" 39

Meaning, The, of "Small" Seasoning Checks 101

Meaning, The, of Trade Extension 306

Measures, Preventive, for the Salesman 316

Measurement, Choosing an Area of 336

Meet Competition, 111- Advised Efforts to 191

Meet Criticisms, Prepare to 30

Meeting, Purpose of, by Harry T. Kendall 10

Meeting the "Fire Hazard" Argument. ., 184

Meeting the Customer on a Social Basis 344

Men You Deal with, the Three Types 142

Merits of Wood and Its Limitations, Address by E. A. Sterling 199

Merits of Wood, Teach Others the 152

Merchandising, Careless, Evils of 178

Merchandising, Retail 58

Metal, Office Equipment of 325

Methods, Association, The Greatest Good Through 366

Methods of Marketing, Hit-or-Miss 360

Methods of Rubbing Finishes 281

Methods of Preventing Decay in Southern Yellow Pine, Address by

Dr. H. von Schrenk 218

Methods of Utilization 233

Method and Cost of Manufacture, As to 55

Mill Refuse, Possibilities for, by H. F. Weiss 232

Mill Waste, A Forest Service Expert Talks on 78

Mill Men Finally Awake 362

Mill-Constructed Buildings Are Flexible 338

Mill-Construction Buildings, Low Insurance on 274

Mill-Construction or Concrete 274

Mill-Construction, The Meaning of 273

Mill-Construction, Standard, Kidder on 178

Mill-Construction, Standard, by R. S. Lindstrum 269

Mill Costs, Factors in .' 187

Mill Stocks, Keep Posted on 208

Mill to Car, Cost from, L. J. Boykin 226

Mills Fail to Provide for Factory Needs 311

Mills, Information They Should Have 318

Mills, Keep in Close Touch with the 197

Mills, The, Claims Developing at 317

Mis-Matched Flooring 102

Mis-Matched Flooring, A Use for 103

Misconception, Public, of Southern Pine Varieties ... '. 277

Mistake, A, of Yellow Pine Manufacturers 365

Misuse, An Example of 74

Mixed Timber Quality Hurts Prices 338

Modern Competition, The Demands of 371

Modifications of the Requirements 337

More Wood Used in Block Floors 389

Most Desirable Order, The 205

Motive Power, The, That Moves Us 294

Myers, C. W., Address, Selling Factory and Industrial Trade 310

INDEX 487

N

Page

National Association, Work for the • 376

Natural Talents Must Be Cultivated. 286

Neatness, Personal, The Value of 62, 301

Need, The, of Uniform Cost Accounting 188

Nelson, M. B., Address, Co-Operation with Distributors and Con-
sumers 150

New Specifications for Laying Shingles 192

New Rule Received with Enthusiasm 338

New Business, On the Alert for 218

New Specifications for Wooden Boxes 84

No. 1 Common, No "Select" 107

No. 1 Car Siding, Wane on 105

No. 1 Pine Lath, Pitch in 110

No. 2 Fencing and No. 2 Flooring Graded the Same 109

No. 2 Flooring and No. 2 Fencing Graded the Same. 109

No. 2 Center Matched, Grading HOT"

No. 3 Fencing, Grading 108

No Book Tells the Story of Lumber 132

No Man 100 Per Cent Efficient in All Things 292

No Rules for Handling a Dude 138

No Secrets in the Lumber Business 18

No "Select" No. 1 Common 107

No Time for Facial Analysis , 134

Non-Growing Worker, Cut Off 166

Northern Lumber Prices, Stability in 364

Nothing Beyond Reach of Aggressiveness 172

Notation, The, "Good Grade" Unnecessary 35

Novel Uses for Wood Waste, A Variety of 82

Noyes, A. H., Address, Creosoted Wood Blocks for Interior Service. . 383

o

Obligation, The, of the Sales Manager 243

Odd Items and "Irregular" Stock, Working Off 374

Odds and Ends, Disposing of 208

Of Importance to the Salesman of Wood 20£

Off-Grades, The Handling of 231

Office-Made Route Sheet Hampers Salesman 248

Office Equipment of Metal 325

Office, Your, Information for 374

Old Rules Not Satisfactory 335

One Man'sj Aggressiveness, A Triumph of 168

One of Your Best Talking Points 333

Only 31 Per Cent of a Tree Is Saved 232

Open-Tank Treatment, The, of Lumber 223

Order, Following Through an, for Wood Blocks 384

Order, Judging the, Address, F. R. Watkins 203

Order, Landing an, After Three Tries 343

Order, Laying the Foundation for an 386

Order, The Most Desirable 205

Orders, Acceptability of, at the Mill 204

Orders, As to Holding Up 252

Orders for Varied Lengths Appreciated at Mill 245

Orders, Grading, Volume Not a Factor in 205

Orders, Judging 32

Orders Should Be Filled as Given 247

Orders, "One-Size,," May Cause Trouble, How 205

Orders, The Importance of Writing Carefully 210

Order-Takers Who Call Themselves Salesmen * 370

488 INDEX

Page

"Order-Taker," The, Has Become a Salesman 290

"Ordinary," Construction Known as 275

Organization Means Efficiency, Address by Charles S. Keith 11

Organization, Territorial, Work for 48

Organizations, Co-Operative, Government Approval of 122

Organization, Territorial, of Salesmen 114

Origin of Standard Grades 334

Origin of Blue Stain : 219

Originality and Initiative G4

Other Materials Delivered as Ordered 178

Outwitting Competition in Railway Service 351

Over-run, Wide Variation in 158

p

Pace of the Customer, Take the 141

Paints, Fire Resistant Shingle 383

Paints, Tinted, Last Longest 380

Painted Shingle Roofs, Advantages of 383

Painting and Finishing Southern Yellow Pine, Address, H. A. Gard-
ner 378

Painting Shingle Roofs * 382

Painting with Preservative Has Little Value 222

Painting Yellow Pine Exteriors 379

Painting Yellow Pine Interiors 380

Painting Yellow Pine, Lecture on 25

Palmistry Involves "Holding Hands" 135

Paper, The Best, Southern Pine Makes 79

Partition and Flooring, Difference of Value in 100

Past with the Future, Contrasting 358

Patent Roofing, Tile and Slate 32G

Pavements, Street, Brick and Wood in 323

Per Acre Yield a Large Factor IG'O

Per Cent of a Tree Saved, Only 31 232

Perfect Efficiency, The Meaning of 291

Personal Neatness, The Importance of 62, 301

Personal Profit, Superior Knowledge Means 268

Personality, Address, Approach 63

Personality a Factor in Making Sales 256

"Personality," The Right Kind of 301

Persuading Dealers to Handle Short Lengths 46

Phrenology an Empty "Science" 134

Pine, Southern, Makes the Best Paper 79

Pine Lath, No. 1, Pitch in 110

Pitch in C Finish 10<3

Pitch in No. 1 Pine Lath 110

Plan, A, to Enlist Government Aid 15

Plea, A, for Honest Lumber 176

Points of Superiority of Wood Block Floors 387

Points, The Superior, of a Shingle Roof 190

Pond to Sorting Chain, Cost from 28, 186

Poor Way to Sell Lumber, A 217

Possibilities, Big, in Wood Block Interiors 383

Possibilities for the Lumber Salesman 341

Possibilities for Mill Refuse, Address, H. F. Weiss 232

Possibilities in Ethyl Alcohol 80

Possibilities in a Knowledge of Competitive Materials 54

Power in Commercial Greatness, Endurance of 148

Practical Use of Technical Knowledge 284

Pra:se, Varying 'Complaints with 310

INDEX 489

Page

Prefers Learning to Gin Ill

Prepare to Meet Criticisms 30

"Preparedness" Practiced by the Association 195

Preserve Wood, Chemicals That Effectually 222

Preservative, Painting with, Has Little Value 222

Pressure- Vacuum Method of Treating Lumber 223

Preserved Wood, How to Use 225

Preservation, Wood, The Study of a Duty 225

Preservative Treatment, The, of Wood 75

President Keith Introduced 11

Prevention of Decay by Chemical Treatment 221

Preventive Measures for the Salesman 316

Price Cutting, Unnecessary 308

Price Inquiries, Letting the Salesman Answer 251

Price Quoting, Efficiency in 296

Price the Only Obstacle to Wood Block Floors 387

Price, Yellow Pine Has No Competitor in 368

Prices, High, of Competitive Materials Help 195

Prices, High, for Short Lengths 372

Prices, Market Conditions, etc 57

Prices, Mixed Timber Quality Hurts 338

Prices, Northern Lumber, Stability in 364

Problem, The, of Getting a Profit 14

Problem, The, of the Customer 133

Problems for the Manufacturer "... 239

Proceedings, Salesmen's Convention 6

Product, Lumber Salesmen Should Know All About 202

Product, Learn to Know Our 151

Producers of Growth Should Share in Growth 165

Product, The Value of Knowing Your 70

Production, Cost of, Closely Watched 186

Production, Cost of, from Pond to Sorting Chain 186

Production, Relation of Cost of, to Cost of Selling 261

Profit, The Contractor Figures for 270

Profit, Public, in Trade Organizations 156

Profit, the Problem of Getting a 14

Profits and Economy 64

Profits, Greater, and a Pleased Customer 372

Profits, The Hope of, in Closer Utilization 79

Program of Convention 3

Progress in the Utilization of Waste , 233

Promises, Empty, of Prompt Delivery 277

Promises Salesmen Make, Backing Up the 251

Promote Efficiency, Trade Associations 123

Promoting Yellow Pine Timbers 269

Promotion, Sales, Built on Advertising v 385

Promotion Service 119

Promotion Work in Europe 121

Prompt Delivery, Empty Promises of 277

"Prompt," "Immediate" and "Rush" Shipments 39

"Prompt Shipment," The Meaning of 39

Proper Fixed Charges, The Question of 14

Properly Used, See That Yellow Pine Is 197

Proposed Amendment, Text of 15

"Prospects," Getting a Line on 386

Provide for Factory Needs, Mills Fail to 312

Psychology for the Salesman 65

Public Profit in Trade Organizations 156

Purpose in Organizing the Southern Pine Association 12

490 INDEX

Page
Publicity, Association, as a Lumber Salesman, Address by W. J.

Ferry 327

Publications, List of, Issued and Distributed by the Southern Pine

Association 471

Public Opinion, Salesmen Can Sway 353

Public, Facts That Appeal to the 71

Public Demand, Trend of, Salesmen Should Watch 204

Public, The, Likes Shingles 193

Publicity Service, Association 120

Public Misconception of Southern Pine Varieties 278

Public Sentiment and the Lumber Salesman, Address, Gen. L. C.

Boyle 347

"Pull," Don't Try to Win Through 276

Purpose of Meeting, by Harry T. Kendall 10

Put the Brand of Excellence on Each Piece .321

0

Quality, Known, Architects' Confidence Based on 181

Queries, Samples of, Received , 20

Question for the Commission, A 98

Question, The, of Proper Fixed Charges 14

Questions, An Invitation to Ask 19

Questions Asked, Discussion of the 33

Questions, Be Ready to Answer 375

Questions, Dr. von Schrenk Answers 22

Questions, Some, Answered by Letter 112

Questions, Some, Salesmen Ask 33

Questions, The Density Rule Answers 72

R

Railway "Heart" Specification, A 92

Rates, Low, of Insurance on Mill-Construction Buildings 274

Reach of Aggressiveness, Nothing Beyond the 172

Real Start, A, in Science 136

Reading a Man's Character by His Dress 136

Reading the Tones of Voice 138

Reasons, Ten, for the Sale of Wooden Silos, Address by J. Lewis

Thompson 389

Recent Awakening, A, Among Manufacturers 262

Records That Are Helpful 216

Regions, Treeless, Saved by Railroads 199

Regulate Selling Cost, The Salesman Can 260

Relation of Cost of Production to Cost of Selling 261

Relative Value and Cost of Substitutes. Do You Know? 295

Remedies, Denied the Use of 14

Repairs Easy, in Wooden Silos 392

"Representative" as Well as "Salesman" 263

Requirements, The, Modifications of 337

Re-Sawing Lumber, The Cost of 98

Re-Sawing and Ripping • 229

Research Work, Lumbermen Should Aid in 242

Resistance, Resin Does Not Increase Decay 219

Resin Does Not Increase Decay Resistance 219

Response to Address of Welcome 10

Retail Merchandising 58

Retail Yards, What Mill Operators Might Learn at 246

Retailer's Benefit, Work for the 334

Retailers, Four Hundred, Used Cuts 331

INDEX 491

Page

Re- Working, The, of Special Stock 230

Reaching the Consumer, Address, Hugh McVey 253

Requirements, The, for a Roofing Material 190

Retailer, How Do You Rank as ? 297

Retailers Urge Association Support 117

Rhodes, J. E., Address, What the Southern Pine Association Is 115

Richardson, Jr., J. F., Address, Co-Operation with Architects and

Builders 175

Right Species, Specify — Then Get It 176

Right Kind, The, of "Personality" 301

Right Grade, The, in the Right Place 198

Ripping and Re-Sawing 229

Right Thing, The, at the Wrong Time. .' 131

Right Uses of Lumber, The 321

Roofs, Shingle, Painting. . 382

Roofs, Painted Shingle, A'dvantages of 383

Roofing Material, A, the Requirements for 190

Rot, Tree, That Shows in Finished Lumber , 218

Rot in Living Tree Ends with Cutting 218

Rosin and Turpentine 80

Roofing, Grooved, Worth More Than Shiplap 100

Roll of Attendance at the School of Salesmanship 394

Route Sheet, Office Made, Hampers Salesman 248

Robinson, S. E., Address, Technical Training in Lumber Business.. 282

Rubbing Finishes, Methods of 281

Rugs and Linoleum from Wood Fibre 83

Rule, Density, Do You Know the? 196

Rule, Density, Eliminates Guesswork 338

Rule, The Density, Address by J. E. Jones 334

Rule, The Density, Answers Questions 72

Rule, The Density, An Effort to Misconstrue 337

Rule, The Density, Definition of 461

Rule, The New, Received with Enthusiasm 338

Rule, The Density, Measures Strength Only 73, 339

Rules, Association, Should Be Standard 38

Rules, Grading, for Southern Yellow Pine Lumber 412

Rules, Established, Grade Close to 321

Rules, Old, Not Satisfactory 335

Rules, Simpler, The Forest Service Sought 335

Rules, The Intent of Association, to Standardize 110

"Rush," "Prompt" and "Immediate" Shipments 39

S

Sackett, H. S., Address, Wood Substitutes 322

Sale of Silos, The, a Specialty 390

Sale, The Five Elements of a 129

Sales and Advertising Departments Allies 327

Sales Department, The Industry Dependent on 306

Sales, How Advertising Helps Make 254

Sales Manager, The Obligation of 243

Sales Organizations, Faults of ., 150

Sales, Personality a Factor in Making 256

Sales Promotion Built on Advertising 385

Sales That May Hurt the Market 208

Sales, Wood Block, Price the Only Obstacle to. . 387

Salesman, A, Who Adapted Himself 346

Salesman, Advertising Help for 265

Salesman, Are You a Wise? 304

Salesman, Association Publicity as a, Address by W. J. Ferry 327

492 INDEX

Page

Salesman, Co-Operation with, from General Office 247

Salesman, How, Can Help in Waste Utilization 238

Salesman Hampered by Office-Made Route Sheet 248

Salesman, How the, Can Help 177

Salesman, Lumber, Duty of the 194

Salesman, Lumber, Efficiency and the, Address by R. J. Tolson 286

Salesman or Shipping Clerk to Judge? 41

Salesman, Public Sentiment and the, by Gen. L. C. Boyle 347

"Salesman," "Representative" as Well as 263

Salesman Should Guard Employers' Interests 318

Salesman, The, as a Traffic Expert 297

Salesman, The, Can Regulate Selling Costs 260

Salesman, The, an Association Asset 263

Salesman, The, Knows Conditions Best 42

Salesman, The, How He Can Aid His Customer 58

Salesman, The, Psychology for 65

Salesman, The Substitute, on the Job 76

Salesman, The, the All-Importance of 348

Salesman, The, Was the "Goat" 106

Salesman, The, Should Know These Things. 275

Salesman, The Lack of Support for 342

Salesman, The Lumber, and His Possibilities, Address by Capt. J. B.

White 340

Salesman, The Lumber, Public Sentiment and, Address by Gen. L. C.

Boyle 347

Salesman, The, Preventive Measures for 316

Salesman, The, as a Consulting Expert 179

Salesman, The "Order Taker" Has Become a 290

Salesman, The, An Institution v 393

Salesman, Traveling, Cutting Out the 393

Salesman, Why the, Must Know Grades, Address by W. J. Haynen. . 194

Salesman Worth-While, The, Employers Want 171

Salesman's Instructions, When a, May Cause Trouble 39

Salesman's Territorial Organization Outlined 48

Salesman's, The, First Asset Is Confidence 248

Salesman's, The, Most Valuable Asset, Wisdom 67

Salesman's, The, Work is Distribution 128

Salesman's Value, Getting the 130

Salesmen, A Most Important Aid to 331

Salesmen, Advertising to, The Importance of 333

Salesmen and Commission Men, When They Conflict 250

Salesmen and Dealers Must Be Educators 182

Salesmen Are the Eyes of the Industry 309

Salesmen, Backing Up the Promises They Make 251

Salesmen Can Set the Public Right 44

Salesmen Can Sway Public Opinion 353

Salesmen, Do, "Play Favorites"? 37

Salesmen, Good, Should Be Good Lumbermen 289

Salesmen, How, Can Co-Operate with the Association 262

Salesmen, Ignorant, Not Welcome Callers 1«1

Salesmen, Information They Should Have 244

Salesmen in the Front 356

Salesmen, Keeping Posted on Correspondence 248

Salesmen, Lumber, Should Know All About Their Product 202

Salesmen, Letting, Answer Price Inquiries 251

Salesmen Must Help to Meet Conditions 176

Salesmen of Wood, Of Importance to 202

Salesmen Should Read, Write and Talk 266

Salesmen Should Watch Trend of Public Demand 204

Salesmen Should Work Together 154

INDEX 493

Page

Salesmen Should Study Factory Uses of Lumber 85

Salesmen, Some, Not "Well Born" 287

Salesmen, Some Questions They Ask 33

Salesmen, The Training of, Neglected 169

Salesmen to Remember, Something for .... . 352

Salesmen, Traveling, Territorial Organization of 114

Salesmen, Traveling, The Importance of 255

Salesmen, Trade Extension Work for 267

Salesmen, Withholding Credit from 249

Salesmen's Ability to Specialize Means Increased Sales 273

Salesmen's School a Step in Advance , 357

Salesmanship, Address, D. M. Barrett 161

Salesmanship Becoming an Art 376

Salesmanship, Good, An Example of 351

Salesmanship, Good, Not All in Selling Quantity 374

Salesmanship, Good, Thorough Knowledge Essential to 196

Salesmanship Is a Science Today 125

Salesmanship, Lumber, Address by Edward Hines 356

Salesmanship, Specialization in, Essential Now 369

Salesmanship, School of, What It Should Do 132

Salesmanship the Act of Growth 163

Salesmanship, The Goods the Essential Thing in 132

Salesmanship, Where We Learn 162

Sap Wood to Heart Wood, Decay Spreads 220

Samples of Queries Received 20

Sap Lumber Good When Creosoted , 7 76

Saving on Hotel Bills 257

Sawmill, Co-Operation from the 69

Sawmill, Co-Operation from the, Address, C. E. Martin 243

Sawmill Costs, Address, C, J. Mansfield 186

Sawmill Costs, Association Figures on 188

Sawmill to Yard 228

Science, Salesmanship Is a '* 125

''Science," Phrenology an Empty 134

Science, The Definition of a 125

Science, A Real Start in 136

School, Salesmen's, a Step in Advance 357

School of Salesmanship, Attendance Classified as to Firms Repre-
sented 403

School of Salesmanship, Proceedings of 6

School of Salesmanship, Roll of Attendance at the. 394

School of Salesmanship, What It Should Do 132

Schopflin, Frank, Address, Stumpage and Logging Costs 158

Seasoned Wood, Well, Takes Paint Best 378

Seasoning Checks, "Small," The Meaning of 101

See That Yellow Pine Is Properly Used 197

Secrets, No, in the Lumber Business l!8

Seidel, Julius, Welcoming Address by 8

Self-Control a Factor of Efficiency ' 299

Self-Control — a Brake 60

Sell Lumber, Instruction Helps : 283

Selling, An Analysis of 128

Selling Cost, Relation of, to Cost of Production 261

Selling Cost, Direct and Indirect, Address, W. M. Beebe 255

Selling Costs, High and Low 260

Selling Costs, The Salesman Can Regulate 260

Selling Difficulties, Some, of Today 369

Selling, Economical, Means Increased Profits 303

Selling Energies, The Best Utilization of 155

Selling Errors, Claims Arising from. 315

494 INDEX

Page

Selling Essential, Courtesy the Greatest 377

Selling Expense, The Items of 256

Selling Factory and Industrial Trade, Address, C. W. Myers 310

Selling Lumber, Average Cost of 259

Selling Lumber, Common Sense in 248

Selling Short Lengths, A Leader in 346

Selling Territory, The Advantage of a Small 215

Sense, Common, in Selling Lumber 248

"Separate" Business That Became "Regular" Business 214

Service, Advertising Is 254

"Service," Association, The Meaning of 267

Service, Accounting 119

Service, Association Inspection 116

Service, Association Publicity 120

Service, Engineering 121

Service, Helpful Current Statistical 118

Service, Promotion 119

Service, The, To Be Extended 332

Service, Traffic 120

Set the Public Right, Salesmen Can 44

Sheet, Office-Made Route, Hampers Salesman 248

Shingle, Heart Pine, The Life of a 88

Shingle Paints, Fire Resistant , 383

Shingle Roof, A, The Superior Points of 190

Shingle Roofs, Painting 382

Shingle Roofs, Advantages of Painted 383

Shingle, The Wood, Best 29

Shingle, The Yellow Pine 28

Shingle Users, Facts for 193

Shingles and the Fire Hazard 191

Shingles, Lath and Box Shooks, Boost 306

Shingles, Laying, New Specifications for 192

Shingles, Limitations in the Us© of. 30

Shingles, The, Public Likes 193

Shingles, Yellow Pine, Address by J. H. Eddy 189

Shipment, "Prompt," The Meaning of 39

Shipments, As to Transit Car 96

Shipments, "Prompt," "Immediate" and "Rush" 39

Shipping Clerk or Salesman to Judge? 41

Shipping Clerks, The Importance of 246

Shipping Lumber at Fifty Cents a Thousand 362

Shipments, Transit, A Majority of Dealers Against 97

Shiplap, Grooved Roofing Worth More Than 100

"Short Leaf" and "Long Leaf" Confusing 335

Short Leaf for Interior Trim 278

Short Lengths and the Specialty Salesman ". 313

Short Lengths, Disposing of 45

Short Lengths, High Prices for 372

Short Lengths, Persuading Dealers to Handle 46

Short Lengths, When the Customer Won't Pay for 47

Short Lengths Worth as Much as Long 314

Short Lengths, Selling, A Leader in 346

Side Lines, Lumber Dealers Carry Too Many 184

"Sign Here," The Accent that Means 140

Silo Building Increases Other Lumber Uses 389

Silos, Other, Faults of 392

Silo, The Wooden, Address, J. Lewis Thompson 389

Silo, The Wooden, Economy of 392

Silos, Creosoted, Do Not Injure Feed 88

Silos, Mr. Thompson Talks on . . t 43

INDEX 495

Page

Silos, Teaching a Dairyman About 345

Silos, The Sale of, a Specialty 390

Silo, Wood, Superior Points of 390

Silos, Wooden, Arguments Supporting Ten Reasons for 391

Silos, Wooden, Preserve Green Feed Best. 391

Silos, Wooden, Repairs Easy in 392

Simpler Rules, The Forest Service Sought 335

Sizes, Lumber Assembled Without Regard to 359

Slate, Tile and Patent Roofing 326

Slow-Paying Customers Should Pay More 210

Slow Man, A, Resents Being Hurried 141

Slim Chance, A, for the Manufacturer 361

Small Logs Expensive to Handle 187

Small Business and Big Business 352

"Small" Seasoning Checks, The Meaning of 101

Social Basis, Meeting the Customer on a 344

Soda Dip, Cost of Increased 227

Some Salesmen Not "Well Born" 287

Some Limitations of Wood 201

Some Selling Difficulties of Today 369

Some Drawbacks of Astrology 135

Some Peculiarities of Advertising 253

Some Questions Salesmen Ask 33

Sorting Chain, Costs from Pond to 28, 186

Southern Pine Makes the Best of Paper ., 79

Southern Pine Association, Hope in 353

Southern Pine Association Publications, List of 471

Southern Pine Association, What It Is, by J. E. Rhodes 115

Southern Pine Association, The, Purpose in Organizing 12

Southern Yellow Pine Advertising, Address, W. J. Ferry 327

Southern Yellow Pine Is Best 179

Southern Yellow Pine Timbers and the Density Rule 461

Southern Yellow Pine, Exploiting, Address by W. H. Sullivan 305

Southern Yellow Pine Lumber, Grading Rules for 412

Southern Yellow Pine Car Material, Specifications for 447

Special Order, Gained $30 a Thousand on a 372

Special Articles Boosting the Industry 332

Special Stock, The Re-Working of 230

Specialists, Architects Are Becoming 272

Specialization in Salesmanship Essential Now 369

Specialization, This an Age of 311

Specialty Salesman, The, and Short Lengths 313

Specialty, The Sale of Silos a 390

Species, Identifying, "By the Feel" 24

Specify the Right Species — Then Get It 176

Species, Lumber Dealers Don't Know 177

Spring and Summer Wood, Color in 336

Species, Botanical, Not Considered 337

Specification, A Railway "Heart" 92

Specifications, New, for Laying Shingles 192

Specifications, New, for Wooden Boxes 84

Specifications, Southern Yellow Pine Car Material 447

Specifications, Standard, Southern Yellow Pine Bridge and Trestle

Timbers : 441

Specification, The "Standard Heart" 89

Stability in Northern Lumber Prices 364

Stabilizing the Lumber Industry, A Step Toward 17

Stain, Blue, Does Not Affect Strength of Wood 220

Stain, Blue, The Origin of 219

Staining and Varnishing Yellow Pine 381

496 INDEX

Page

Standard Mill-Construction, Kidder on 178

Standards, Varied, in Judging Lumber 319

"Standard Heart" Specification, The 89

Standard Specifications for Southern Yellow Pine Bridge and Trestle

Timbers 441

Standard "Heart" in the South 91

Standard Matched, Why Flooring Is 99

Standard, The, Association Rules Should Be 38

Standardize, The Intent of Association Rules Is to 110

Standard Grades, The Origin of 334

Standard Mill Construction, Address by Robert S. Lindstrum 269

Start, A, Toward Uniform Accounting Methods 13

Start in Science, A Real 136

Statistical Service, Current, Helpful 118

Steel, Where, Has Increased Use of Wood 324

Step, A, Toward Stabilizing the Lumber Industry 17

Steel in Competition with Wood. 323

Steel Substituted for Structural Timbers 324

Steel and Wood in Fire 324

Sterling, E. A., Address, Merits of Wood and Its Limitations 199

Still a Power, The "Drummer" 393

Stock, Every Lumber Yard Should Carry Wood Blocks in 388

Stock, Good, in Wood Blocks 384

Stock, Inspectors Handle as They Find It 100

Stock, Wet, Green and Crooked 246

Stock, M:ake Orders Fit the 245

Stock, Special, The Re- Working of 230

Stock, Surplus, A Safe Percentage of , 40

Story of Lumber, The, No Book Tells 132

Strength Combined with Lightness 200

Strength, Comparative, of Fir and Yellow Pine 90

Strength of Wood, Blue Stain Does Not Affect 220

Strength of Wood, Turpentining Does Not Affect 220

Strength in Summer Wood 23

Street Pavements, Brick and Wood in 323

Structural Timbers, Steel Substituted for 324

Structural Timbers, The World's Best 198

Study Failures as Well as Successes 126

Study of Cost-Keeping Systems 86

Study, The, of Temperament 140

Study, The, of Wood Preservation a Duty 225

Study Yellow Pine in Use 71

Studying the User's Needs, The Value of 373

Stumpage and Logging Costs 27

Stumpage and Logging Costs, Address, Frank Schopflin 158

Stumpage Values, Expects Enhanced 357

Stumpage Values, The, in White Pine 365

Subjects, Many, Treated in Many Publications 329

Substitute Salesman, The, on the Job 76

Substitute for Cotton, Wood a 83

Substitutes, Competition of, Forced a Change 291

Substitutes Displace 10 Billion Feet of Lumber 326

Substitutes, Do You Know the Relative Value and Cost of? 295

Substitutes, How to Offset Inroads of 327

Substitutes, Knowledge of 53

Substitutes, Talking Points of Wood Competing with 93

Substitutes, Wood, Address, H. S. Sackett 322

Successes, Study Failures as Well as 126

Success Today a Matter of Action 161

Sullivan, W. H., Address, Exploiting Southern Yellow Pine 305

INDEX 497

Page

Summer and Spring Wood, Color in 336

Slimmer Wood, Strength in 23

Superior Beauty, The, of Wood 200

Superior Knowledge Means Personal Profit 268

Superior Points of the Wood Silo 390

Superior Points, The, of a Shingle Roof 190

Support, Lack of, for the Salesman 342

Support, Retailers Urge Association 117

Supply Catches the Demand, When the 366

Supply What Is Wanted — or Pass the Sale 272

Surplus Stock, A Safe Percentage of 40

Suspicions Are Contagious 249

Sway Public Opinion, Salesmen Can 353

Systems, Cost-Keeping, Study of ". . 86

Systems, Unit Cost Keeping, Lacking 241

T

Tact and Judgment 63, 30)1

Tact, The Elusive Definition of 131

Take the Pace of the Customer 141

Talents, Natural, Must Be Cultivated 286

Talking Points, One of Your Best 333

Talking Points of Wood, The, in Competition with Substitutes 93

Tall Buildings Losing Favor 182

Task, The, of Educating Ourselves 12

Teach Others the Mlerits of Wood 152

Teaching a pairyman About Silos 345

Team- Work, Co-Operation Means 66, 304

Team-Work, Co-Operation Which Mieans 303

Technical Knowledge, Practical Use of 284

Technical Knowledge, The, Required. .„ 371

Technical Training in Constant Use 285

Technical Training in the Lumber Business 26

Technical Training in Lumber Business, S. E. Robinson 282

Technical Work, A, on Finishing Yellow Pine , 330

Telephone, Doing Business by , . 307

Temperament, The, Make Your Talk Fit 141

Temperament, The Study of 140

Ten Reasons for the Sale of Wooden Silos, Address by J. Lewis

Thompson 389

Ten Reasons for Wooden Silos, Arguments Supporting 391

Territory, A Small, The Advantage of 215

Territory, How Best to Cover, Address by J. H. Heyl 212

Territorial Organization, Arrangement for 48

Territorial Organization, List of Members 114

Territorial Organization, Purpose of 48

Territorial Organization, The Salesmen's, Outlined 48

Territorial Organization, Work for 48

Test, Efficiency, Mr. Woodhead Submits to the 50

Text of Proposed Amendment 15

The Lumber Salesman and His Possibilities, by Capt. J. B. White 340

These Things the Salesman Should Know 275

This an Age of Specialization 311

Thorough Knowledge Essential to Good Salesmanship 196

Thompson, J. Lewis, Address, Ten Reasons for the Sale of Wooden

Silos 389

Tile, Slate and Patent Roofing 326

Timber, Average, and the Density Rule 101

498 INDEX

Page

Timber Quality, Mixed, Hurts Prices r 338

Timber, Structural, The World's Best 198

Timbers, Branding of, Should Be Insisted Upon 276

Timbers, Promoting Yellow Pine 269

Timbers, Southern Yellow Pine, and the "Density Rule" 461

Timbers, Structural, Steel Substituted for 324

Time, The Company's, Wasting 258

Times Change in Trade Conditions 17

Tinted Paints Last Longest 380

Tolson, R. J., Address, Efficiency and the Lumber Salesman 286

Too Much Handling in Lumber Manufacture 85

Trade Associations Promote Efficiency 123

Trade Barrier, A, Removed 269

Trade Conditions, Times Change in 17

Trade Extension, The Meaning of 306

Trade Extension Work for Salesmen 267

Trade, Industrial, Demands Close Study 312

Trade Organizations, Public Profit in 156

Traffic Expert, The Salesman as a 297

Traffic Rates and Transportation 57

Traffic Service 120

Training, Technical, in Constant Use 285

Training, Technical, in the Lumber Business ! '.'. 26

Training, The, of Salesmen Neglected 169

Transit Car Shipments, As to /.. , 96

Transit Cars, One Day's List of 97

Transit Shipments, The Majority of Dealers Against 97

Transportation and Traffic Rates '.'. 57

Traveling Salesman, Cutting Out the ! '. 393

Traveling Salesmen, The Importance of '255

Treated Lumber, Where It May Be Obtained .' ' 224

Treated Material, Where It Should Be Used 224

Treating Lumber, England Ahead of Us In ' 7g

Treating Lumber, The Pressure- Vacuum Method of !!...... ! 223

Treating Wood That Is to Be Painted 225

Treatment, Chemical, Prevention of Decay by ...'.'. 221

Treatment, Experts Should Supervise .....

Treatment Given Wood Blocks . . ... 335

Treatment of Lumber, The Open-Tank

Treatment, The Preservative, of Wood

Tree Is Saved, Only 31 Per Cent of 232

Tree, Rot in Living, Ends with Cutting 219

Tree Rot That Shows in Finished Lumber " ' 218

Tree, The, Grows on the Outside 89

Trees and Lumber, Diseases that Attack 73

Treeless Regions Saved by Railroads 199

Tremendous Market, A, Near Home 29

Trend of Public Demand, Salesmen Should Watch ................ ' 204

Trestle Timbers, Bridge and, Specifications for '441

Trim, Interior, Short Leaf for ' 278

Trim, Care of Before Use ] '.'.'.'.'.'.'.'.'.'.'.'.'.'.'.'.'.'.'. '. 281

Triumph, A, of One Man's Aggressiveness.. 168

Trucking, Loading, etc., Items of ' 226

Truthfulness and Honesty

Turpentine and Benzol, Use of '380

Turpentine and Rosin 80

Turpentining Does Not Affect Strength of Wood! '. '. '. '. . .' .' .' .* .' .' ' 220

Turpentining Does Not Weaken Wood . . 88

"Trust," A Lumber, Impossible ......"........ '350

Twine Made from Wood Waste 82

INDEX 499

Page

Twists, In Case of 102

Type, The "Heart," Using ''Head" Arguments with 144

Type, The Intellectual, Dealing with 1)42

Type, "Will," Handling the H4

Types of Men, The Three, You Deal With 142

u

Uncommon Thing, Aggressiveness the 171

Uniform Accounting Methods, A Start Toward 13

Uniform Cost Accounting, The Need of 188

Unit Cost-Keeping Systems Lacking 241

Unnecessary Price Cutting 308

Unsuitable Uses of Lumber , 375

Urge Use of Association Grades 316

Use, A, for Mis-Matched Flooring 103

Use Articles Made from Wood Waste 242

Use of Better Grades, Encourage the 376

Use of Lumber, Causes of Decreased 194

Use of Shingles, Limitations, in the 30

Use, The, of Cement Will Decline „ 347

Use, The, of Display Advertising 328

Use of Turpentine and Benzol 380

User of Wood, The Dealer as a 185

User, the Individual, Wood's Workability Appeals to 199

User's Needs, The, The Value of Studying 373

Users Should Know Actual Sizes of Lumber 183

Uses for Wood Waste, Novel, A Variety of 82

Uses of Wood, The, Co-Operating in Extending 84

Uses, The Right, of Lumber 321

Uses, Unsuitable, of Lumber 375

Using "Head" Arguments with the "Heart" Type 144

Utilization, Chemical and Mechanical 79

Utilization, Methods of 233

Utilization of Southern Pine Mill and Woods Waste, Address by

Howard P. Weiss 232

Utilization of Waste, Chemical 237

Utilization of Waste, Progress in the 233

Utilization, The Best, of Selling Energies 155

v

Vain, Be Confident, But Not 300

Value, Difference In, of Partition and Flooring 100

Value of Advance Calling Cards, The 212

Value, The, of Courtesy 59

Value, The, of Knowing Your Product 70

Value, The, of Studying the User's Needs. ., 373

Value, The, of Personal Neatness 301

Value, The Salesman's, Getting 130

Values, Expects Enhanced Stumpage 357

Values, The Advance In White Pine Stumpage 365

Valuable By-Product, A, Neglected 189

Variation, Wide, In Over-run 158

Varied Standards in Judging Lumber 319

Varied Lengths, Orders for, Appreciated at the Mill 245

Variety, A, of Novel Uses for Wood Waste 82

Variety, Identifying, In Lumber 23

Varieties, Southern Pine, Public Misconception of 278

Varying Complaints with Praise. ->.. 310

500 INDEX

Page

Variations, Inevitable, In Low Grade Stock 36

Variations In Widths Bound to Occur 109

Varnish Maker's, A, Finishing Specifications 280

Varnishing and Staining Yellow Pine 381

Visitors, A Welcome to 18

Vocations, All, Are "In Business" 129

Volume Not a Factor in Grading Orders 205

Von Schrenk, Dr. Hermann, Address, Decay of Yellow Pine Lumber. . 218

Von Schrenk, Dr., Answers Questions 22

w

Wall-Board Made of Wood 81

Wane on Car Siding 104

Wane on No. 1 Car Siding 105

Waste, Annual, of Yellow Pine, 25 Million Cords 233

Waste, Chemical Utilization of 237

Waste, Progress In the Utilization of ; 233

Waste Utilization, How the Salesman Can Help in 238

Wasting the Company's Time 258

Watkins, F. R., Address, Judging the Order 203

Weaken Wood, Turpentining Does Not 88

Weiss, H. F., Address, Utilization of Mill Refuse 232

Welcome, Address of 7, 8

"Well Born," Some Salesmen Not 287

Well Seasoned Wood Takes Paint Best 378

Wet, Green and Crooked Stock 246

What a Course In Forestry Is 283

What a School of Salesmanship Should Do 132

What Do You Know of the Wood, Yellow Pine? 294

What Do You Know of the Manufacture of Lumber? 295

What Is Your Ambition? 309

What Mill Operators Might Learn at Retail Yards 246

What the Association Is Trying to Do 354

When the Consumer Dictates 367

When The Customer Won't Pay for Short Lengths 47

What the Southern Pine Association Is, by J. B. Rhodes 115

What the Term "Ten to Twenty Foot Lengths" Implies 41

When a Salesman's Instructions May Cause Trouble 39

When Mill and Dealer Disagreed 106

When Salesmen and Commission Men Conflict 25(0

When the Supply Catches the Demand 366

Where Brick Displaces Wood 322

Where Steel Has Increased the Use of Wood 324

Where Treated Lumber May Be Obtained ! 224

Where Treated Material Should Be Used : 224

Where We Learn Salesmanship 162

White, Capt. J. B., Address, The Lumber Salesman and His Possibili-
ties 340

White Pine Stumpage Values, The Advance In 365

Why Architects "Side-Step" Lumber Salesmen 271

Why Business Growth Stops 164

Why Flooring Is Standard Matched 99

Why Lumbermen Should Be Proud of Their Business 249

Why Salesmen Must Know Grades, Address by W. J. Haynen 194

Wide Latitude In Extending Credit , 368

Wide Variation in Over-run 158

Widths, Variations In, Bound to Occur 109

"Will" Type, Handling the 144

Win Through "Pull," Don't Try to .276

INDEX 501

Page

Wise Architect, The, Avoids "Gome-Backs" ......................... 175

Wisdom the Salesman's Most Valuable Asset ....................... 67

Withholding Credit from the Salesman ............................. 249

Wood a Substitute for Cotton ...................................... 83

Wood and Brick in Street Pavements .............................. 323

Wood and Steel in Fire ........................................... 324

Wood Blocks, Booklets on ......................................... 329

Wood Block Floors, Points of Superiority in ....................... 387

Wood Block Floors Save Breakage ........ .................... . ..... 388

Wood Blocks for Interior Service, Address by A. H. Noyes ...... ..... 383

Wood Block Interiors, Great Possibilities in ........................ 383

Wood Blocks, Good Stock in ....................................... 384

Wood Blocks, Following Through an Order for ..................... 384

Wood Blocks Sales, Price Only Obstacle in ........................ 387

Wood Blocks, The Treatment Given ............................... 385

Wood, Chemicals That Effectually Preserve ....... . ................ 222

Wood, Concrete As a Rival of ..................................... 325

Wood Continuously Wet or Dry Does Not Decay .................... 221

Wood Fibre, Rugs and Linoleum from _____ ........................... 83

Wood in Competition with Substitutes ............................ 93, 322

Wood, Learn Factory Uses of ..................................... 238

Wood, Merits of, and Its Limitations, Address, E. A. Sterling ....... 199

Wood, More, Used in Block Floors ................................. 389

Wood, Of Importance to Salesmen of ............................... 202

Wood Preservation, The Study of a Duty. ...... ...................... 225

Wood, Preservative Treatment of .................................. 75

Wood Shingle, The, Best ..................... : ........... .......... 29

Wood Silo, Superior Points of ...................................... 390

Wood, Some Limitations of ....................................... 201

Wood, Steel in 'Competition with ................................... 323

Wood, Strength of, Blue Stain Does Not Affect the ................. 220

Wood, Strength of, Turpentining Does Not Affect .................. 220

Wood Substitutes, Address by H. S. Sackett ............. ........... 322

Wood, Summer and Spring, Color in ...... , .............. '.'. ......... 336

Wood Tabernacles Only for Billy Sunday ........................... 346

Wood, Talking Points of, in Competition With Substitutes .......... 93

Wood, Teach Others the Merits of .......... . ...................... 152

Wood That Is to Be Painted, Treating .............................. 225

Wood, The Superior Beauty of ........................ ... ., .......... 200

Wood, Turpentining Does Not Weaken ................... .... ........ 88

Wood Waste, A Variety of Novel Uses for .......................... 82

"Wood Waste Exchange," A Government .......................... 239

Wood Waste, Use Articles Made from .............................. 242

Wood, Well Seasoned, Takes Paint Best .................. . ., ........ 373

Wood, Where Brick Displaces .................... '. ....... '.'. ____ ...... 322

Wood, Where Steel Has Increased Use of .............. ! 324

Wood, Which? .................................................... 343

Wood- Working Machines, Improved, Needed ................ '.'.'.'.'.'.'. 240

Wood Working Exchange, The Government's ......... 86

Wood, Yellow Pine the Leading .................................... 363

Wooden Boxes, New Specifications for ............................. 84

/ooden Houses Good for a Century .................. .............. 378

Wooden Silo, Economy of ................................... ' e\ 392

Wooden Silos, Arguments Supporting 10 Reasons for. . . '. '. ...... . '. . . 391

Wooden Silos Preserve Green Feed Best ......................... [\ 391

Wooden Silos, Repairs Easy in .................... ........... ' 392

Wooden Silos, Ten Reasons for the Sale of, Address, J. Lewis

Thompson
Woodhead, Ben S., Address, How Salesman Can Co-Operate

Association ................................ ......... 262

502 INDEX

Page

Woodhead, Ben S., Examination In Efficiency 50

Woodhead, Mr., Submits to Efficiency Test 50

Woods, Comparative Length of Life of 94

Woods, Competitive, a Low Score on 53

Woods, How About Competitive? .• 294

Woods, Waste, Mill and, Utilization of Southern Pine, Address by

H. P. Weiss 232

Wood's Workability Appeals to Individual User 199

Work, Association, Is For All 157

Work for the National Association 376

Work for the Territorial Organization 45

Work for the Retailers' Benefit 334

Work, Promotion, In Europe 121

Work, The Salesman's, Is Distribution 128

Work Together, Salesmen Should 154

Workability, Wood's, Appeals to Individual User 199

Working Off Odd Items and "Irregular" Stock 374

Worker, Cut Off the Non-Growing , 166

World's, The, Best Structural Timbers . . . 198

World, The, Doing Five Things 126

Writing Orders Carefully and Correctly, The Importance of 210

Wuescher, M. L., Address, Claims and Disputes, Their Cause and

Settlement 315

Y

Yards, Retail, What Mill Operators Might Learn at 246

Yard, Sawmill to 228

Yard Stock Grading Rules, Address by J. W. Martin 319

Yard Stock Grading by the Manufacturer 320

Yellow Pine, Annual Waste of, 25 Million Cords . . 233

Yellow Pine and Douglas Fir t 275

Yellow Pine and Fir, Comparative Strength 90

Yellow Pine, Best Finishes for Interior Use, Address by R. H. Brooks, 277

Yellow Pine Bridge and Trestle Timbers, Standard Specifications for, 441

Yellow Pine Car Material Specifications 447

Yellow Pine, Enamel Finish for 279

Yellow Pine, Enamel for 381

Yellow Pine, Exploiting Southern, Address by W. H. Sullivan 305

Yellow Pine Exteriors, Painting 379

Yellow Pine, Finishing, A Technical Work on 330

Yellow Pine, Finishing Floors of 382

Yellow Pine, Handling, Made Difficult • 365

Yellow Pine Has No Competitor in Price 368

Yellow Pine Interiors, Painting 380

Yellow Pine Is Best 179

Yellow Pine Lumber, Decay of, by Dr. H. von Schrenk 218

Yellow Pine Lumber, Southern, Grading Rules for 412

Yellow Pine Manufacturers, A Mistake of 365

Yellow Pine, Painting, a Lecture on 25

Yellow Pine, Painting and Finishing, Address by H. A. Gardner 378

Yellow Pine Properly Used, See That It Is 197

Yellow Pine Shingle, The 28

Yellow Pine Shingle, The, Address by J. H. Eddy 189

Yellow Pine, Staining and Varnishing 381

Yellow Pine, Study in Use 71

Yellow Pine the Leading Wood Now 363

Yellow Pine Timbers and The "Density Rule" ] 461

Yellow Pine Timoers, Promoting .' '. 269

Yellow Pine, What Do You Know of the Wood? 294

Yield Per Acre a Large Factor 160

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