HARDWOOD RECORD 



sales department to write one letter cover- 

 ing one kind of wood and have this letter 

 forwarded in duplicate form to every buyer 

 of this particular wood. The most success- 

 ful salesmen carrying on a mail-order sales 

 s_vstem follow out this plan minutely. They 

 will write today a letter devoted exclusively 

 to the subject of ash, describing in detail 

 their offerings of this wood. Tomorrow 

 and day after day they will address the 

 buyers of basswood, oak, beech, poplar, etc. 

 In an extensive correspondence campaign 

 where it is desirable to use a duplicating 

 machine of some sort, the Becord recom- 

 mends that the best type should be em- 

 ployed to give the work the exact simili- 

 tude of a personal, typewritten letter. This 

 is accomplished perfectly by the Writer- 

 press, a very simple and moderate priced 

 machine manufactured by the Writerpres^ 

 Company of Buffalo, which has been cm 

 ployed in this oflSee for more than a ycm 

 with great satisfaction, in soliciting tli; 

 information from buyers of hardwoods ai 

 for general exploitation work in connectii:i 

 with advertising and circulation. The ma 

 chine is a practical repeating typewriter, 

 without delicate adjustment or complicated 

 parts, and the repair bill on the one em- 

 ployed by the Record has thus far been nil. 

 An office boy or girl can learn to use it in 

 thirty minutes' time and can prepare a 

 thirty-line letter inside of an hour, which 

 can be reproduced at the rate of 2,000 an 

 hour. The ribbon of the machine is made 

 to exactly match any typewriter ribbon, so 



f 



XllL \VI 



LUl'RE.SS I.N u1'i:i;aiiu> 



that it is possible to fill in one of these 

 duplicates and still retain the appearance of 

 an original, personal letter. More than a 

 score of H-vkdwood Becord advertisers are 

 employing the Writerpress in connection 

 with this system of exploitation, and all are 

 enthusiastic over it. 



Selling lumber by mail by means of the 

 plan outlined in this article enables a 

 manufacturer or dealer to widen his field 

 of operations to a vast extent at a very 

 moderate cost. It wUl be found that the 

 average cost of every salesman 's call ou 

 a prospective customer is approximately 

 two dollars, while the average cost of 

 soliciting a customer in this way is approx- 

 imately five cents. In other words it is a 

 forty-to-one proposition in favor of the 

 mail-soliciting system, so far as cost alone 

 is concerned. It is by no means contended 

 that even the forceful, most attractive let- 

 ter is as able an adjunct in booking orders 

 as is the personal visit of an intelligent 

 salesman, and consequently the introduction 

 iif this system should by no means supplant 

 traveling salesmen; but their number can 

 be materially reduced by the assistance 

 rendered through an active campaign of 

 letter-writing. A few of the largest manu- 

 facturers and jobbers in the country ad- 

 vise the Record that since they have intro- 

 liuced this system of sales they have cut 

 their traveling force down to one or two 

 men. and are sending these out simply ou 

 special and important prospective deals. 



The Record will be very glad to supply 

 full details of the cost of its lumber bulle- 

 tin and card index system, in connection 

 with advertising, and complete information 

 and a catalog of the Writerpress can be 

 obtained from its manufacturers, the 

 Writerpress Company, 520-524 White Bui). I 

 ing, Buffalo. N. Y. 



Munising—A Model Michigan Manufacturing ToWn. 



On Lake Superior, tlio miles straight 

 north of Chicago, is situated the bustling 

 and beautiful town of Munising, Mich. The 

 village has a population of more than 3,000 

 and lies nestled beneath the timber-clad 

 hills of the beautiful landlocked Munising 

 bay. This bay is doubtless the finest harbor 

 on the chain of lakes, as it has deep water 

 room enough to float the entire fleets of the 

 Great Lakes, and is protected at its en- 

 trance by Grand Island, with a deep water 

 passage on either side of it to Lake Su- 

 perior. From east to west Munising lies 

 about midway between Sault Ste. Marie 

 and the Keweenaw peninsula. It is tlip 

 county seat of Alger county. While not a 

 new town, as it has been a center for iron 

 and lumber production for many years, it is 

 only during the last few that it has achieved 

 importance in a business way, and has be- 

 come the commercial metropolis of this 

 section of the upper peninsula of Michigan. 

 Its business future is assured from the fact 

 that more timber is tributary to it than to 

 any other town in Michigan. It has unsur- 

 passed shipping facilities by lake, and most 

 excellent rail transportation by way of the 

 Munising railway, which connects with the 

 east and west lines across the upper penin- 

 sula and also with the Chicago & North- 

 western, and Chicago, Milwaukee & St. 



I'aiil ruads. Hack of the town he inimoiisr 

 argricultural. grazing and fruit growing 

 lands, which are fast being settled up by 

 farmers, stock raisers and horticulturists. 

 In a manufacturing way Munising boasts 

 of one of the largest pulp and paper mills 

 in the country, three saw and shingle mills, 

 a large tannery and cooperage plant, and 

 here is also located the veneer factory of 

 the Great Lakes Veneer Company, of which 

 Burdis Anderson, president of the National 

 Veneer & Panel Manufacturers' Association, 

 is the moving spirit. There is shown with 

 this article an engraving of the new and 

 model buildings comprising the plant of the 

 Great Lakes Veneer Company, as well as 

 a view of the drive end of the two great 

 100-feet automatic driers built especially 

 for Mr. Anderson's plant by the Philadel- 

 phia Textile Machinery Company. The en- 

 tire equipment of the plant is excellent in 

 every detail. The floors and foundations 

 are of solid concrete and the framework is 

 tntirely steelclad, making it about as near 

 fireproof as buildings of frame construction 

 can possibly be. The vats for steaming logs 

 are also concrete, as well as the rooms in 

 which birdseyc maple veneers are bleached. 

 The equipment of the plant includes the 

 regulation log cutting-off saws, as well as 

 a "barker'' lor removing the bark from 



jogs anil rounding them into shape lor the 

 \eneer cutters; three Capitol Machine Com- 

 pany 's rotary veneer machines, together 

 with clippers and machinery for working up 

 cores into lumber, etc., etc. It is the ex- 

 pectation of this concern to eventually adil 

 a large panel plant to its veneer business. 

 The company has a source of supply for the 

 incomparable birch of the northern penin- 

 sula, birdseye maple, black ash, elm and 

 basswood, that will insure it a stock of logs 

 for more than a quarter of a century, and 

 with its economical method of manufacture 

 and low freight rates will make it an im- 

 portant factor in the veneer business for 

 years to come. At the present time the plant 

 is running on full time, being well supplied 

 with orders at satisfactory prices. 



Burdis Anderson, president of the Great 

 Lakes Veneer Company, is also president 

 of the Munising Business Men's Associa- 

 tion, a strong organization which is seeking 

 to build up new manufacturing industries 

 in this beautiful northern town. The asso- 

 ciation is holding out every inducement — 

 with the aid of the village government — 

 for woodworking plants to locate there and 

 share in the advantages of the vast timber 

 f-upply lying back of it, which can be drawn 

 on at very low prices, as well as the excel- 

 lent and low freight advantages possofsel 



