fobrun ry 10. 1917 



H. IIIMMELBEUi.KI:, CAPE GIR AKDEAU, 

 MO., DIRECTOR 



V-VXSANT, ASMLAXD. 

 DIRECTOR 



R. M. CARRIER, SARDIS, MISS., 

 DIRECTOR 



by eliminating needless competition. At the conclusion of his talk, 

 the following committees were appointed by the president: 



Resoll'tions 

 W. G. Ward, W. G. Ward Lumber Couipan.v, Irouton, O. 

 W. B. Towusend, Little River Lumber Company, Townsend, Tenn. 

 M. W. Stark, American Column and Lumber Company, St. Albans, 

 W. Va. 



R. L. Ilutcliinson. llutchinsou Lumber Company, Huntington, W. Va. 



Officers' Reports 



C. L. Harrison, Himmelberger-Harrison Lumber Company, Cape Girar- 

 deau, Mo. 



W. H. Nigh, Nigh Lumber Company, Ironton, O. 



M. B. Cooper, Three States Lumber Company, Memphis, Tenn. 

 Nominations 



W. E. DeLaney, Kentucky Lumber Company, Lexington, Ky. 



Leon Isaacsea, Yellow Poplar Lumber Company, Coal Grove, O. 



J. II. Himmelberger, Himmelberger-Harrison Lumber Company, Cape 

 Girardeau, Mo. 



AFTERNOON SESSION 



After these appointments, recess was taken for luncheon, the con- 

 vention reconvening soon thereafter to listen to two excellent ad- 

 dresses by F. X. Weudling of Norwood, O., and E. S. Kellogg of 

 Chicago. 



Mr. Wendling, who is vice-president and general sales manager 

 of the Dalton Adding Machine Company, talked impressively on 

 ' ' Salesmanship. ' ' He decried the ' ' salesmanship made whUe you 

 wait" attitude assumed by those who flood the mails witli literature 

 on salesmanship and declared that this vital part of any business 

 eamiot be taught successfully by mail or in schools inasmuch as the 

 human touch is indispensable in every transaction for the reason 

 that in each instance a sale differs from every other owing to the size 

 and kind and to the personality of the buyer and seller. He declared 

 that it stands to reason that special training in actual practice in the 

 industry is quite essential — hence the man who has the patience and 

 determination to learn and the grit to stick to it has his full chance 

 for success. 



In the lumber business, the salesman 's field may be divided into 

 three classes, said Mr. Wendling. First, the beginner (preferably the 

 retail field) ; second, the center or middle section (the wholesaler 

 and the jobber) ; and third, the field of the manufacturer. He pointed 

 out that by starting at the bottom in a retaU yard, the beginner 

 would learn the proper care of stocks, familiarize himself with mate- 

 rials on hand, gain a knowledge of sizes of materials at sight, be- 

 come a judge of grades at sight and know the proper usage of all mate- 

 rials and grades, thus being in a position to advise a prospective pur- 

 chaser in an intelligent and useful manner. 



Mr. Wendling said in the wholesale field the salesman comes in eon- 

 tact with the more skillful bnvcr who knows what he wants when he 



wants it and in meeting this situation a previously gained knowledge 

 of sizes, grades, etc., is indispensable. Mr. Wendling emphasized the 

 point that the salesman, in order to hold his trade and gain the com- 

 plete confidence of his buyer, must take no liberties in substituting 

 grades and sizes for those short in stock without first consulting the 

 buyer. The importance of keeping in touch with his trade and estab- 

 lishing friendships is another essential in seeking the goal of good 

 salesmanship. 



In the manufacturing field, the necessity of the sales force being 

 geared up to the highest pitch in order to keep stock moving constantly, 

 with an equal speed shown in the collection department, was pointed 

 out by Mr. Wendling. 



Address by R. S. Kellogg 



An address by R. S. Kellogg, secretary of the National Lumber 

 Manufacturers ' Association of Chicago, on ' ' Cooperation in the Lum- 

 ber Industry, ' ' was then listened to. Mr. Kellogg spoke on association 

 Work, particularly concerning the lines this work may be expected to 

 follow in the future to meet the changed requirements of new condi- 

 tions. Thus far, association work in the lumber business has centered 

 chiefly round the establishment of grading systems, inspection bu- 

 reaus, statistics of production, market conditions, and in some in- 

 stances the promotion of the sale of certain woods. That work has 

 served well in the past, but in the future cooperative activity will 

 take the place of individual effort in many additional lines. Team- 

 work will accomplish more than it ever accomplished before. Some 

 of the lines which the new work will follow may be particularly pointed 

 out. 



The cost of production will be given more attention among lumber- 

 men, and they will reach a better understanding of the cost of their 

 products. One or two organizations, notably the Southern Pine, have 

 already made considerable progress along that line. 



Selling agencies wiU enter the work as a part of association activity. 

 Cooperative marketing has accomplished wonders in other lines, par- 

 ticidarly in agriculture, and the lumber field offers opportunities no 

 less inviting. 



The sentiment in favor of guaranteed goods is gaining headway in 

 the lumber industry and it may be expected to become an accom- 

 plished fact in the near future. There is no insurmountable obstacle 

 in the way of standardizing lumber grades and branding the grades 

 for identification and for convenience in buying and seUing. Guaran- 

 ted goods and standard prices are popular in a number of commodities. 



Kesearch pays in many lines, and large sums are spent on laboratory 

 work. Scientists and experts discover new articles and improvements 

 on the old, whether it is better iron, better lamps, or anything else 

 that is better. Research has gone farther in most fields than in wood 



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