30 



HARDWOOD RECORD 



gain is in the output per thousand feet of logs. 

 Strange as it may seem, the advantages are 

 altogether with the sawmill in this particular. 

 The lumber output of logs averaging IS inches 

 in diameter is said to be from 15 to 23 per 

 cent in excess o£ Scribner's measure. The ve- 

 neer mill cannot get 100 per cent product out 

 of any class of logs unless the orders will admit 

 of a large number of defects. On the contrary, 

 although the logs have been selected and are of 

 extra good quality over the logs used by the 

 sawmill, and cost 50 per cent more, the veneer 

 man must allow from 25 to 40 per cent for 

 waste right in the beginning. If he declines to 

 allow this he will be brought up with a sudden 

 jar when he comes to fill his order. 



For the reasons now given it is perfectly clear 

 that there is no even proportion betwe 

 cost of veneer i ' " 



cost of lumber. 



fourth as much as 4-4 popia 

 there any relation between the two. It is an 

 ancient fallacy that in cutting lumber with a 

 knife a large saving is effected. The truth is, 

 the product of the knife is very much more 

 expensive than the product of the saw. 



The quotations on 4-4 poplar lumber today 

 are, for ones and twos, $47 per M ; No. 1 

 common, $27 per M : Xo. 2 common. $17.50 

 per M. and mill culls. $12 per M feet, all f. o. b. 

 shipping point. Taking, for instance, the aver- 

 age product of poplar logs and you have the 

 average selling price of poplar lumber at $26.42 

 per M feet. If veneer could he produced for 

 the same price per M feet of logs as lumber, you 

 would sell your n-inch drawer bottoms at 

 $(5.60 per M, your 3-16-inch glass backs, etc., at 

 .$4.93 per M., and your Vs-inch stock at $3.30 

 per M. 



Why, gentlemen, you cannot buy veneer logs 



we have 



high enough, but they are "out of sight" when 

 compared with lumber values. 



Such comparisons are really of no value, how- 

 ever. They are misleading to a great degree, 

 and have brought many a poor man to grief. 

 Sometimes the veneer man will hefool himself 

 into figuring veneer from a lumber standpoint, 

 and he begins to wonder why he isn't rich. Al- 

 ways the prospective riches in the veneer busi- 

 ness dazzle and deceive the beginner into mak- 

 ing investments from which he is not likely 

 over to see any adequate returns, and it is all 

 because of the rosy hues of the comparisons 

 made bfl"r>ii \.ii..i mid lumber. 



The irii!. :< ■ ■ 

 businc'av 

 that tlM' i ' 

 feeble ,.|.ri ,n i-.n- 

 for the most p:ii 

 conditions, that 

 business at all. 



Lumber, on th( 

 erally in a larsi 



tb.- 



■ I'm* poverty of the veneer 



lilted to such small and 

 1 i"'tty and exacting orders, 

 nd such unorganized trade 

 3 comparable to no other 



trary. is manufactured gen- 

 y. Enormous investments 

 I' i.f^ ,,r timber are pur- 



■' ' in':ir the supply. 



1 n (■ the courage 



of 



i-nreriiii-i' 'Mmimimii. .m . .-i stupendous mag- 

 nitude, pioduittoii IS lorii'il irrespective of sales. 

 There is no hesitation — uo doubt. It is known 

 that the products will find a market in good 

 time. They are staple, and the quantity con- 

 sumed is unlimited. The production is not ham- 

 pered with considerations of the buyers' whims 

 or foibles. The industry is organized ; grades 

 are established and inspection is above ques- 

 tion. Prices may fluctuate, but the manufac- 

 ture goes on from year to year, unaffected, and 

 values find a perfect level without restricting 



The veneer mill is a mere speck among its 

 numerinis kindred industries. It is generally 



extended Mr. 'n'illiamson as an appreciation ot 

 his effort in preparing and forwarding an ad- 

 dress, although detained at home. 



J. D. Maris also moved a vote of thanks to 

 Secretary Defebaugh for his enjoyable entertain- 

 ment of the preceding evening. 



Mr. Baymond's Address. 



p. B. Kaymiind of Indianapolis addressed the 

 association on the work of the parent organiza- 

 tion and several affiliated clubs, as follows : 



The principle that legitimate cooperation is 

 essential to the greatest success of competitive 

 interests is now thoroughly recognized. This 

 truth has taken form in asso.>inti..n« sirid nrgani- 

 zations in practically even Im. .t iiii-iiicss of 

 any consequence in the riiin - . . -ss of 

 these several organization- . nul de- 

 pending upon the good iniin ip-i h -iimss of 



vho 



principle does not 

 be illuminated by f 

 ply the old adage, 

 strength," appearing 

 true in commercial 



eed 



this 

 may 



Sellc 

 singly 



due 



it is in physical con- 

 meeting buyers, if they meet 

 alone, are at a disadvantage, 

 nifacturer must have at least 

 buy, while uo individual pro- 

 o anv consumer. For instance. 



there may be a hundred users of veneer and 

 panels in the world. We will assume that there 

 are fifty manufacturers of veneer and panels to 

 meet the demands of these hundred consumers. 

 With the supply and demand thus defined, it is 

 clear that every producer must sell to at least 

 one of those hundred consumers. It is essential 

 to his life as a producer. He must secure at 

 least one customer from that number. On the 

 other hand, it is not at all essential to the buyer 

 that every one of those fifty producers shall re- 

 ceive an order from any one of the hundred con- 

 sumers. The buyer does not seek the seller. He 

 is simply receptive. The sejlfi- must push his 

 sales. As a consequence, it- ■n.l.;i',i>! !- ill -ti 

 the part of the manufa.n; . • ■< II 



must go out and place lii- - i 

 sumer. and it is only i-.n- i i - i i 



sumer will pnileav..r to lnn n . ,■ . j. . .. 



Men have learned that cooperation to he ef- 

 fective must be organized and systematic. Panel 

 and veneer men have endeavored through the 

 National A^eneer and PmupI '\iMTtnfn'-tni-..i<- \<c,.- 



ciation, and throtiuli ihr ili iilii.ii.^i • .' i 



work together foi i m 



detail, in m. .i' ■ . ;; int. r 



manufacture ai-'- !- ■!■ I : i: l^ ..i'-n. .. 



the members arc i ■ n i i ' ' in 



Both kinds of wn 



elation and the clin - ;i m ,i ;i . - m i.i i., in. i . ■ 



results along thest- .■.■.i..i.iii\.- Iiii.;.^. 



Panel manufacturers and veueer manulaciur 

 ers have many things in' common, and the asso 

 elation is for the protection of these interests 

 They ship kindred merchan.lise over the sami 

 railroads, and th. r. i -i inin forces in re 



tee or commissii 

 tional associatloi 

 oerns among its 

 force and moi-f 

 consideration tin 

 posed of manntn 



xperien 



experience. And if a group of men will observe 

 and learn from the experience of each other, and 

 band themselves together for the purpose of 

 affording each other that opportunity, each man 

 will have less personal experience to pay tor 

 himself, and the combined loss of all will 1"' 

 very greatly reduced from what it would Iiim- 

 been had every man proceeded upon hi-^ lun 

 responsibility_and learned only from his lw 

 exp*ie 



the 



has 



member 



be 





commercial report- 

 f every one of the 

 iation will 



veneer and panels tha 

 ing system in existeui 

 hundred or so members of th 

 list and classify his customers accordini; to kev. 

 a compilation of such lists will Include practi- 

 cally every buyer of veneers and panels in the 

 I'nited States, and the value of the ratings by 

 these hundred or so manufacturers would be 

 peculiarly valuable. At a glance the trade hab- 

 its of every veneer and panel buyer in the coun- 

 try could be ascertained. His habits, not only 

 in the method of paying his bills, which you can 

 learn through pr.ictically any reliable commer- 

 cial report, but his habits as to fairness of in- 

 spection and his reputation for square dealing 

 with people engaged in the same line that you 

 are — this information we can not get from the 

 average commercial report, and this information 

 is as valuable as the financial standing of the 

 buyer, because some of the least desirable cus- 

 tomers with whom you have ever done business 

 have been men of the highest financial responsi- 

 bility. Information of this character that may 



made 



half 



lind another feature of 

 tiMiKil is-mIiiiImii which should not be 

 I ..I \i III. 111. ting in December a griev- 



'! I I i! ; II raittee was appointed. 



.1 I , I .-I- of this committee to 



-mI Im. ii\ with both buyer and 



All . mil rriv. i-i i's will be decided upon 

 Mills, and Willi. ml i' .-nnl t.. frimnisliip or 

 tion. When tlii- "'■•<• ■' ■n i<l.'a has 

 • liked out and at- i m- been 



and the buyers hi i i . .1 Unit the 



IS nf this committ" ' h- niwuv- lair and 

 Mil iIm I., will be lewer untniinded claims 

 I : Im i.v the buyers, aud the manufac- 

 vs will know that they will be 



I ■ II they are right and that they will 



li .1 when they are wrong. They 



I M stand pat when they are right, 



11 Mil less willing to engage in con- 



Ihey know that their claims are 



s Is ., board or committee of arbi- 



II nil MS reputation for fairness estab- 



the cla 



'■for 



simplify the settlement of those 

 and the social side of the Na- 



si ness. 

 I lef ore. 



days' 



common to ma 

 Is, but the venee 

 ve some interest 

 itary cut veneei 

 nor men and the 

 r his very own. 



the fo 

 organ i / 



iduce them to sIllTen up tliei 

 ind for what is right and fall 

 on for honest work. 



images of youth as an 

 to broaden and enlarge 



less of development, we 



i the corner of our old 



lie poet — 



ongue or pen. 

 It might nave been'." 



association Is to collect 



tit industi'\- ot veneer 



- Mmmm inn. . langible 



■ stand- 



i a rigid 



^ ■'•■■■! ■ . ..si ; get 



nn. and 

 a corn- 



to the same iin.i. 

 ture factory will 

 of the Ameriian rniM 

 drawer bottoms and ban 

 the Rotary Club, and 

 veneer from C, a memlii 

 (_'lub. 'I'he experience 



and if he has n 

 fairly, the gooo 

 will be equally i 



is the great teacher. Every man 



a certain amount of It himself, 



nhserving. and it he be ready and 



has 11.. I liei.ir,. .oiisi.ierod. and 



is of the clubs will profit as, 

 every manufacturer will before 

 Ills costs upon the same basis 

 manufacturer figures his cost. 

 ty ot a forgotten element will 

 .■ minimum. The c.msideratlon 

 lically to nn Intelligi'iit conslder- 

 lile selling pvlecs. and lliat s-.il>. 



