HARDWOOD RECORD 



pbia, September 24, 1908, to which have been 

 invited the associations named below (here fol- 

 lowed a list of all the associations invited), 

 after a thorough discussion of the question to 

 approve or disapiirove the rules for hardwood 

 inspection adopted at Milwaukee June 11 and 

 12. 1908. by the National Hardwood Lumber 

 Association, and before submitting the question 

 of approval or disapproval to a vote, there seems 

 to exist a marked difference of opinion on a few 

 pi'ints and a desire to prom<ile Ilie adoption of 

 a national system of insjiection : therefore be it 



•Kesolved. That the chairman of the confer- 

 ence be, and the same is hereby, instructed to 

 .'ippoint a <'om.mlttee to consist of two delegates 

 from each association invited, as aforesaid, to 

 attend this conference, such committee to confer 

 with the National Hardwood Association if the 

 latter so desire, and that a copy of this resolu- 

 tion be transmitted to the National Hardwood 

 Lumber Association forthwith." 



This motion was received with strong ap- 

 l>roval. We think it can be truly said that it 

 seemed a solution of a most trying situation. 

 And so, on being put to a vote, It was carried 

 unanimously. 



The president then announced that he would 

 appoint to this conference two delegates such 

 as the associations might recommend them- 

 selves. A subsequent motion provided that the 

 names of these delegates must be submitted to 

 the chairman within thirty days from this date. 

 .\nother motion provided that all suggestions 

 for changes In rules must be submitted to the 

 committee through the ciiairman within sixty 

 days from this date. 



In order to relieve the conference of as much 

 detail work as possible, on motion, a committee 

 of five was authorized to take charge and tabu- 

 late the recommendations as to changes that 

 the delegates of the conference desired to have 

 considered in the National Uules of 1908. 



Carrylns out these Instructions, the chairman 

 appointed the following committee: 



H. F. Dulwelwr of Cincinnati. 



Hugh Mcllvaln of Philadelphia. 



I. F. Kaisley of Pittsburg. 



Patrick Moore of New York. 



Drson K. Yeager of Buffalo. 



On motion duly seconded, a vote of thanks 

 was enthusiastically given to the lumbermen of 

 I'hlladelphia for their hospitality. 



On motion duly seconded, Hugh Mcllvaln was 

 requested to continue as acting chairman and 

 also Benjamin C. Currie Jr. as acting secretary, 

 until the conference meets, but in order that 

 there may be no confusion arising because of 

 this motion, we are authorized to state that all 

 communications in reference to delegates to this 

 conference, and all communications in reference 

 to changes in the rules as provided for at this 

 conference, should be sent to James Sherlock 

 Davis, chairman of the conference, care New 

 York Lumber Trade Association, 18 Broadway, 

 New York, who will give them the proper at- 

 tention. 



We can but say that we believe that the ac- 

 tion of this conference at Philadelphia sustains 

 optimistic views so far as national inspection 

 is concerned. We presume that it will be read- 

 ily admitted that it is not nearly so important 

 that we have national inspection at once which 

 is not altogether satisfactory, as it is that we 

 have it ultimately and that it is satisfactory 

 to all concerned — a national inspection which 

 all can work for and shout for earnestly and 

 enthusiastically, and such, we honestly helievc, 

 will be the result of this conference. The 

 present conditions make delay of very little 

 importance, to our mind. It will work very 

 little hardship, and the end achieved will justify 

 the pains taken. In the meantime each section 

 will no doubt continue to buy and sell as hereto- 

 fore. We are optimistic enough to believe that 

 the officers of the National Association will 

 make it possible to do business easily under 

 these waiting conditions. The whole convention, 

 as we have said before in this article, emphasized 

 to a marked degree the desire of all for a real 

 and true national inspection. We have never 

 seen so much earnestness at any convention as 

 was shown at this one, an earnestness which 

 sometimes seemed as if It might lead to disaster, 

 but which, owing to the rare good sense which 

 permeates the lumber trade as a whole, brought 

 about this consummation so fraught with in- 

 terest and good to all concerned. 



Methods of Selling Lumber 



On Tuesday, bciituniljcr l.j, tliu St. Louis 

 Lumbermen's Club resumed its regular month- 

 ly meetings. Dinner was served and a busi- 

 ness meeting held afterwards. President 

 .J. H. Freeman occupied the chair. 



After some interesting discussion of busi- 

 ness conditions two very excellent addresses 

 were delivered, one by Julius Seidel on 

 "Methods of Selling Lumber," and one by 

 F. Waldstein on "Is the Commission Man a 

 Detriment?" Both addresses were replete 

 with good ideas well worth the attention and 

 consideration of not only St. Louis lumber- 

 men, but all the readers of the Record, and 

 they are herewith reproduced lu full: 

 .Mbthods of Selling Lumbbk. 



The subject assigned to me tonight is one 

 of such broad scope that it is possible to touch 

 but superficially upon some of its many phases. 

 Onr club is composed of all branches, namely : 

 Hardwood mill and yard interests, yellow pine 

 manufacturers and retail interests. While the 

 methods of placing the product of the respective 

 Interests in the market may. In some ways, be 

 radically different, still there is much in com- 

 mon. It could not be otherwise, because a yel- 

 low pine mill may be compelled to interest them- 

 selves In oak, because there is some oak amongst 

 their timber, and a hardwood mill may be In- 

 terested In yellow pine for similar reasons. A 

 hardwo<itl yard must, perhaps, keep some soft- 



woods to till trade requii-cments. The thought, 

 however, has often occurred to me that the re- 

 tall lumberman, and especially so when doing a 

 yard business in a big city, must be better 

 posted as to the "methods of selling lumber" by 

 manufacturers and dealers of all branches of the 

 lumber Industry, than any other of the fore- 

 going branches of the lumber business. He 

 should know the sources of supply, terms, grad- 

 ing rules and prices of all the various woods that 

 enter into building construction, or are used for 

 factory purposes. 



Take, for instance, a staple article like bevel 

 siding. We are certainly interested in condi- 

 tions concerning value and otherwise, because we 

 handle yellow pine, white .pine, spruce, Oregon 

 flr, cedar, redwood, cypress, poplar and sugar 

 pine siding. The same applies to other standard 

 products. The methods of selling yellow pine, 

 white pine, cypress, poplar and west coast lum- 

 ber products is certainly of the greatest con- 

 cern to those who must at their own risk and 

 hazard, at all times and under all conditions, 

 keep a full supply of such woods and sizes that 

 are commercial. The methods of selling adopted 

 by the manufacturers are theretort of the ut- 

 most concern to those who market the product 

 fo the consuming trade. 



A manufacturer can reduce his output and 

 can almost discontinue keeping any stock, if to 

 his disadvantage, so to do, a.s we have experi- 

 enced during the recent panic, but to keep a 

 broken stock in the retail business after having 

 built up an established yard trade would be com- 

 mercial suicide. 



A mill can quit producing any kind of stock 

 that is unprofitable to make,- and the trade ac- 

 cepts the conditions without a prejudice. A 

 yard cannot do this. While some have profited 

 by mistaken methods, one-day policies and er- 

 ratic ideas of individual concerns, I am a strong 

 believer in the stability of things. It is an old 

 current belief that a buyer wants to get his 

 goods for cost or less. Perhaps some do, but 

 the average of buyers want to get their goods 

 only at the lowest price that they are sold for 

 to the "other fellow." The banding together of 

 business men into local and even national as- 

 sociations to discuss and do what is best for 

 the common interest of all concerned has been 

 of amazing benefit in the lumber business. We 

 are vitally interested in the affairs of the whole- 

 sale lumber manufacturer from whom we get 

 our supply and know that he has an equal In- 

 terest in every yard that he has on his books 

 that he is supplying. Yards generally rely upon 

 certain sources or mills for their supply, and in 

 course of time a feeling of friendly interest 

 springs up if their methods blend and are of 

 the same sterling kind that last. 



Some believe that the object in business is to 

 be slick and outwit somebody. Some think one 

 of the main objects in business is to be clever 

 in deception. Some may think that business is 

 a matter of manipulation and perhaps intrigue. 

 But this is all a fallacy, and the winner is al- 

 ways the one that has demonstrated his right 

 to be trusted by sterling worth and Integrity. 

 The reliable mill is wanted by the buyer as much 

 as the reliable customer is wanted by the mill. 



We hear so much of the ills of our trade 

 placed upon our salesmen — the commission men 

 — for instance. Unfortunately this can only be 

 laid at the door of the heads of concerns. You 

 can get able, dignified commission men as you 

 Clin salesmen, by paying for them. It Is eleva- 

 ting; to your business aud the lumber trade in 

 general, to get the best in that direction. 



The trend appears to be for cheap salesmen. 

 liowever, and one of the most persistent fellows 

 in that direction is a very cheap lad that will 

 pay vou a visit for two cents. He's the "Sunny 

 Jim" sent by the mailorder houses and he puts 

 his talk on paper. It's strange that people put 

 so much trust in the' printers' art, but they do. 

 This then is the "new method" of selling lum- 

 ber — one of the darkest clouds on the horizon 

 for the manufacturer or dealer to dispel. It Is 

 a big and momentous question and one which la 

 worthy of intense discussion. Does the whole- 

 saler want many customers creating a compe- 

 tition for the purchase of his lumber, or does 

 he want few? The mills have always sold all 

 their lumber through the legitimate or retail 

 .yards. Can you do more than this by the new 

 method'; A firm may have but ten cars of num- 

 ber two boards to sell at a low price, but his 

 method of sending out the news to a thousand 

 buyers, however, creates demoralization. Whole- 

 salers have told me that the "circular method" 

 is wrong. Retailers say that the new or mall- 

 order method is wrong in that it creates the 

 idea in the minds of the public that the mar- 

 gins 'on lumber asked by the yards are excessive 

 and always have been. Broadly speaking, every 

 foot of lumber sold through the mail-order house 

 is taken away from your customer — the fellow 

 yoii indorse O. K. for pay, and who is honor- 

 able in his business transactions with you. 



Has the old method of retailing lumber out- 

 lived itself 7 If so is the new method the proper 

 remedy? I certainly think that on the average 

 the retailer makes only a nominal per cent on 

 his investments. 



The mall-order house concerns the country 

 yards mostly. But an equally aggravating and 

 menacing disturber is the wrecking yards of the 

 cities. Should they be rated as lumber yards? 

 Are they not similar In methods to a mail-order 

 concern? By filling out with new cull lumber 

 do they not demoralize the prices of yards that 

 sell standard grades? Should they not be con- 



