578 



AMERICAN FORESTRY 



Forests and because in certain sections 

 timber pays a major portion of the 

 taxes and public improvements. These 

 reasons, together with a reahzation of 

 the pubUc's constant need for a timber 

 supply, will lead to more equitable 

 taxation, better support of fire protec- 

 tion laws, the establishment of a per- 

 manent National Forest policy and the 

 enactment of constructive legislation. 



SALESMANSHIP 



Hand in hand with publicity must go 

 stimulation and satisfaction of demand 

 by efficient salesmanship. Modem 

 business has shown that salesmanship 

 is more than order-taking. It involves 

 a thorough knowledge of the product to 

 be sold and methods of manufacturing; 

 a study of markets; possibilities of 

 development ; the production of material 

 to fit those possibilities; and the easy 

 acqiiisition of that product by the 

 consumer at the lowest price consistent 

 with sustained, reasonable profits. The 

 manufactiurer should definitely classify 

 and perhaps even brand building mater- 

 ials for the benefit and protection of the 

 user, grade to fit common and technical 

 uses, and cut to fit ultimate uses accord- 

 ing to plans. Salesmen will assist 

 consumers with information, plans and 

 instructions; cooperate through dis- 

 tributing agencies with helpful personal 

 service, and make good all material 

 that fails owing to mechanical imper- 

 fections, carrying honesty of purpose 

 to the user. 



As an example of well-directed selling 

 effort, suppose that each of the 6,200,000 

 farms of this country should consume 

 1,000 feet more lumber per annum than 

 it is now using : the entire cut of Oregon 

 and Washington would be absorbed. 

 Suppose that every farm upon which 

 animal food is wasted would erect a 

 silo : the lumber constmied wotild require 

 one-half of the entire cut of the United 

 States for one year. Suppose wooden 

 blocks were used as they deserve to be 

 used on the streets and country roads 

 of the United States: the increased use 

 of liimber would be beyond compre- 

 hension, and every foot used would mean 

 economy to the user. 



Up to the present time lumber makers 

 have made little effort to deliver 



lumber in shapes, sizes and lengths 

 ready for the ultimate user. Aluch 

 Itunber is cut before being put to final 

 use, so the time shall come when cutting 

 will be accomplished at the mill where 

 the waste can be utilized, freight saved 

 and delivery made in the sizes desired 

 with economy to all concerned. 

 Knocked-down houses, bams, garages, 

 chicken houses, and even baby cradles 

 are cut-up possibilities. Shelves, iron- 

 ing boards, knocked-down boxes, and 

 packages of short boards of assorted 

 sizes for the boy carpenter will be 

 stocked b}^ merchants equipped to 

 deliver such packages with other goods. 

 Improved roads and auto truck service 

 will revolutionize delivery from lumber 

 yards. 



The modern methods which must be 

 practised by manufacturers' salesmen 

 will make demands upon distributing 

 agencies. They will call for develop- 

 ment along the progressive lines that 

 some lumber retailers and many dis- 

 tributors of other merchandise are 

 following. More retailers will carry 

 ample stock, comb the field for business, 

 and advise buyers intelligently and 

 honestly in selecting material. They 

 will depend upon intensified effort, 

 large volume and reasonable profit, 

 rather than upon mediocre effort, limited 

 volume, high prices and speculation. 

 There shoiild be fewer yards, larger and 

 better equipped, with competent selling 

 forces. Railroads will cooperate with 

 distributors by giving in-transit rates, 

 under which Imnber may be re-shipped 

 from central distributing points at 

 low cost. 



RESEARCH WORK 



Research w^ork, fostered by the manu- 

 facturer, will assist materially in market 

 extension. There should be engineering 

 research, dealing with structural prob- 

 lems, wood blocks, wood pipe and silos; 

 chemical research developing the uses 

 of such products as wood pulp, wood 

 flour, ethyl alcohol, tanning materials, 

 distillates, producer gas and similar 

 products, as well as the further develop- 

 ment of fire-proofing paints and other 

 coverings. There shoiild be research by 

 business economists to find and empha- 

 size old and new uses for lumber, b}^- 



