32 



HARDWOOD RECORD 



federal indictment of association otKcials and the heads of legiti- 

 mate industries. Business suffers from too much politics, he said. 

 A liberal policy of government would help business. 



Mr. Myers gave his view of the effects of Canadian reciprocity 

 on American industries and said there is a prospect of free trade 

 between the two countries in those articles in which American 

 manufacturers are interested. 



On the subject of employers' liability, the speaker said it would 

 be better for all concerned were national legislation to control 

 and remove chaotic conditions which perpetuate strife between 

 employer and employe. 



Regarding the parcels post system. Mr. Myers said that beyond 

 doubt it would be established in this country, as it is fast grow- 

 ing in favor among the people. The tariff the speaker regarded 

 as the overshadowing issue of the day and the most important 

 subject before Congress. 



Speaking for the Tariff Committee, F. L. Mitchell, chairman, 

 said it would not be advisable to press for revision next year. 

 The matter would better be left open for the benefit of business. 

 The subject, he thought, should be carefully considered by mem- 

 bers of the association. 



H. M. WaUis of Eacine, Wis., reported for the Committee on 

 State Legislation most effectively and impressively, dwelling at 

 length upon the great number of bills being enacted into laws in 

 the various states. He said that in all probability every function 

 of life would soon be regulated and controlled by legislation. 

 There are too many laws, he said, and representatives should be 

 elected on the basis of laws to be repealed rather than those to 

 be enacted. 



The speaker regarded the working-men's compensation act as 

 of great interest and importance, and outlined legislation on the 

 act in Michigan and other states. He said the wedge of action 

 has only been started in this country and great developments are 

 in prospect. The necessity of application of business principles 

 in any action under contemplation was emphasized. 



Labor legislation was touched upon by Mr. Wallis, the efforts 

 of unions to push measures for their own benefit, and the violent 

 means employed for the attainment of their ends. He deprecated 

 the rules of labor organizations that forbid the employment of 

 more than a small percentage of apprentices and keep a large num- 

 ber of young men out of employment. He said that legislation 

 leveled at so-called "interests" is reacting against all business 

 enterprise. 



Mr. "Wallis offered a resolution upon the appointment of a com- 

 mittee to go into political action in the interest of the association 

 and its constituents. 



This report was regarded generally as the best ever presented 

 at a convention of the association and a motion carried to have 

 it printed for free distribution among the members. 



The Committee on Conservation was represented by its chair- 

 man, H. M. Kinney of Winona, Minn., who stated that the im- 

 portance of the subject is gaining country-wide recognition and 

 awakening to the necessity of active measures for the preserva- 

 tion of forests. 



S. E. Swayne of Richmond, Ind., spoke for the Committee on 

 Materials, its work and investigations in the interests of the 

 association and its members. The wood needs, he said, are of the 

 greatest importance. A bureau of information has been estab- 

 lished which has sent letters to many mills requesting reports of 

 operations for the benefit of members of the association. It is 

 the aim of this bureau to assist buyers. It issues a monthly sale 

 and want bulletin that is of great value to the members. 



The Committee on Foreign Commerce reported through Mr. 

 Curtis, in the absence of A. B. Farquar, its chairman. The export 

 business, he said, is a living question. A wider market is neces- 

 sary. South America is the richest field for manufacturers of 

 the United States an^ it affords immense opportunities for the 

 sale of the superior implements and machinery of the United 

 States. The amount of trade at present supplied by manufac- 

 turers of the United States and the number of ocean carriers cm- 



ployed are surprisingly small. Trade, he said, follows personal 

 acquaintance as well as the flag, and it is necessary to put good 

 men in the field and demonstrate the merit of northern goods. 

 American advertising is lost upon the Latins, he said, and native 

 agents are the best for the successful transaction of business. 

 Particular attention is necessary in the matters of credits, pack- 

 ing, etc. British and (lerman exporters have the advantage over 

 those of the United S'tates for the reason that they are better 

 acquainted with customs and conditions. Exporters must know 

 the requirements and methods of marketing. Floating expositions 

 to win foreign business have been proposed. Reciprocal relations 

 are essential in soliciting foreign trade. 



WEDNESDAY AFTERNOON SESSION 



Wednesday afternoon was given over to the sales managers, who 

 assembled to exchange views and compare notes on the handling of 

 the business of their departments. A. J. Brosseau of Albion. Mich., 

 presided. This meeting was a feature of the convention. The 

 necessity of a sales managers ' organization was presented and the 

 benefits derivable and the advantages that would accrue from such 

 an organization were brought out so clearly in the lengthy discus- 

 sion which followed that it became almost the unanimous opinion 

 of the members that the sales managers should hold a special meet- 

 ing several times a year to confer upon subjects of interest to the 

 trade and their departments in particular and become more closely 

 acquainted. 



The subject of salary and commissions was canvassed thoroughly 

 and there was some difference of opinion as to the more advan- 

 tageous system of compensation of traveling salesmen. Subjects 

 presented for the consideration of sales managers were advertising 

 costs, expenses, terms, etc., which were fully discussed. The forma- 

 tion of the sales managers' organization was placed in the hands 

 of the Executive Committee. At this point a body of the retail 

 implement and vehicle dealers who were holding a convention in 

 the Auditorium hotel came into the meeting as guests. 



A novel and very interesting feature of this session was an illus- 

 trated talk on "Cost of Doing Business," by Harry Mead of 

 Wichita, Kan,, and C. M. Johnson of Rush City, Minn. This im- 

 portant topic was discussed jointly by these gentlemen, after which 

 Mr. Mead addressed the meeting on the subject, "Why Some Re- 

 tailers Fail," in which he cited a number of illustrative instances 

 which set forth the value of instruction of retailers by traveling 

 salesmen in the art of advertising and disposing of their goods. He 

 demonstrated clearly that many failures might have been averted 

 by such a course, and he urged upon the manufacturers the neces- 

 sity of seeing that their salesmen should be equipped for this work. 



"Retail Problems" was handled by Mr. Johnson in a masterly 

 manner, and among the many forceful and impressive truths ut- 

 tered by the speaker was the declaration that the best expenditures 

 a retailer can make are tor association dues and for trade papers. 

 He placed particular emphasis upon the value of the trade paper 

 to the retailer. 



The cost of doing business was discussed at length by Mr. John- 

 son, and in his talk he brought out the importance of handling 

 nothing but the best goods and getting a price for them. En- 

 thusiasm, he said, is a prime factor in the selling of goods, and 

 quality the basis upon which will rest the success of business. 



In the applause which followed the addresses of Mr. Mead and 

 Mr. Johnson there was no lack of genuine enthusiasm. 



A reception and ball in the Congress hotel was the entertain- 

 ment provided by the -Vuxiliary Committee fur the evening. 



THURSDAY MORNING SESSION 



First in order was the report of the Committee on Patents, post- 

 poned frimi Wednesday, read by C. E. More. The most important 

 statement of the report, which went thoroughly into the subject 

 of patent laws, was that there is a movement to put through a 

 patent license bill which, if enacted, will overthrow the whole sys- 

 tem now in operation. It will provide for a compulsory license to 

 vend any invention upon which a patent right is issued. The 

 report gave the important clauses of the bill and went into the 



