42 



HARDWOOD RECORD 



notice recently where consignees had deliberately 

 turned down cars of lumber with the ostensible 

 purpose of gaining a large cut on the car. He 

 believed if such a bureau was kept, the knowl- 

 edge that such an action would at once be 

 known by all the members, would make con- 

 signees give the shipper a square deal. 



A committee was appointed to attend the 

 meeting of the Indiana Hardwood Lumbermen's 

 Association at Indianapolis on January 17, and 

 endeavor to bring the next meeting of that asso- 

 ciation to Evansville. .T. V. Stimson was 

 appointed chairman of this committee. 



The next meeting of the club will be held 

 February 14, at which time President Young 

 will announce the standing committees for this 

 year. 



Shipments of Redwood for 1910 



An unusually active redwood market during the 

 last six months of the past year brought the 

 aggregate sales for 1910 up to 446,007,661 feet. 

 This stock was shipped principally by the mills 

 located along the coast of northern California, 

 and since the taking of statistics was started 

 in 1S04, the cut of no one year has approached 

 I hat of 1910. In 1907, the next largest year, 

 the total movement was 10.000,000 less than in 

 1910, while the year shows an increase over 

 1900 of 43,500,000 feet. The mills exported 

 directly an aggregate of 03.561,707 feet, while 

 about 133.000.000 feet went to southern Cali- 

 fornia and the remainder, 24.S,000.000 feet ap- 

 proximately, was received by points on the bay 

 of San Francisco. The export business has 

 always been very uncertain and shows wide 

 variation in the total number of feet shipped 

 from year to year, but during 1910 the export 

 trade was larger than ever before. This is 

 also true of the shipments to points in southern 

 California, which exceeded by 26,400.000 feet 

 the next largest shipment, that of 1909. On 

 the other hand the shipments to the bay of 

 San Francisco showed a falling off from the 

 figures of 1906 and 1907. 



Conservation Jeopardized 



Ex-President Roosevelt's conservation policy 

 seemed to be in serious danger of receiving a 

 decided setback according to reports emanating 

 from Washington relative to a protest by a 

 Colorado cattleman. The gentleman in question 

 is Fred Light, who was enjoined by the United 

 .States circuit court of Colorado from grazing 

 his cattle on federal forest reserves in that 

 state. The circuit court handed down a decision 

 against Mr. Light in the face of his contention 

 that the formation of the reserve without the 

 consent of the state was a direct violation of 

 the constitution of the state, and furthermore, 

 that inasmuch as the federal reserves are not 

 fenced, the claim of trespassing could not justly 

 be brought against him in his state. The com- 

 plainant has appealed his case to the supreme 

 court of the United States, before which tribunal 

 it was up tor oral argument January 23. 



Mr. Light is not making his fight alone, but is 

 supported by the state of Colorado, with Attor- 

 ney-General John T. Barnett in charge of the 

 prosecuting lawyers. In the brief which these 

 gentlemen have submitted to the authorities in 

 Wasbinglon, they state that the withdrawal from 

 settlement and improvement of large areas of 

 land in the West works a hardship upon those 

 states in which the reserves lie. It says: 

 "Other states were left free to develop through 

 the settlement of public lands within their 

 borders — the settlers having free pasturage upon 

 such lands and timber, therefore, for their neces- 

 sities — until the entire area of land having 

 any value became private property." It is the 

 contention of the lawyers that the withdrawal 

 of large areas from the public domain is against 

 the interests of the state, and gives it an 

 unequal position for development in competition 

 with other states. 



The brief goes on further to show that the 



forest reserve area in Colorado is equivalent 

 in extent to the states of Connecticut, New 

 Hampshire and Massachusetts. It is further 

 claimed that the exemption from taxation on this 

 government land seriously impairs the state 

 revenues, and also that even if the whole action 

 were beneficial it does not lie within the domain 

 of federal government to carry on the work of 

 forest reservation without the consent of the 

 states specifically involved. 



A Live Wire Sales Manager 

 One of the live wire sales managers of the 

 country is Herbert E. Sumner of Hamilton H. 

 Salmon & Co.. 8.S Wall street. New York. Mr. 

 Sumner believes in keeping in close and intelli- 

 gent touch with his salesmen, and personally 

 taking them into his confidence on the way 

 he does business, and the way in which he 

 wants his subordinates to carry out his ideas. 

 Mr. Sumner gathered the salesmen of his 

 institution together a few days ago and gave 

 them a general talk on business for the new- 

 year. An abstract of his suggestions are as 

 follows : 



"We are starting out on a new year. What 

 does it mean to you? The mill does not grind 



IIKIil'.IOltT i:. SUMNEIt. SALES MANAGER 



Il.\.\llI,roN 11. SALMON & CO., 



NEW YORK CITY 



to the water that has passed. Last year's busi- 

 ness is past. We want a record for this year 

 double that of last. It will be a fight for 

 trade this year on ordinary hardwoods, but we 

 don't want to do business only on ordinary 

 hardwoods. There are so many talking points 

 to each and every kind of lumber that we think 

 it a matter of policy to educate customers to 

 buy from the quality standpoint." 



Furthermore, he said to his salesmen that the 

 element of successful salesmanship consists of 

 getting the customer, selling him and then keep- 

 ing him. The first he regards as his own 

 job, which he does by advertising and a follow- 

 up system. The second is the salesman's, and 

 the third is up to the mill department, and to 

 both himself and the salesman. 



Mr. Sumner insists upon optimism among his 

 salesmen, in knowing their business from .\ 

 to v.. and being experts in securing business. 

 Mr. Sumner's house is an old one. established in 

 1.S76. and one which has a reputation, but does 

 not bank on it. Tlie company's sales for 1910 

 were twenty per cent over the previous year. 

 It is going out this year after a large increase 

 in volume above any previous year's history. 



Biltmore Doings for December, 1910. 



The first part of the month of December saw 

 us in the forests of Saxony — that German state 

 which is particularly famous for its efficiency 

 in forest finance. The forests of Saxony are 

 doubl.v interesting for the reason that complete 

 lecords have been kept of them ever since 1S16, 

 so that statistical material is available in Sax- 

 ony better than elsewhere in Europe. The value 

 of the forests has increased, in the course of 

 the last centur.v, at a compound rate of three 

 per cent per annum, whilst the woods were fur- 

 nishing, simultaneously, a surplus dividend of 

 two and one-half per cent on an average. 



Our headquarters were, to begin with, at 

 Dresden, the capital of Saxony. Two days were 

 spent at Tharandt, a suburb of Dresden, har- 

 boring the oldest forest school in the world. 

 This school was founded in 1.S11 by Henry Von 

 Cotta, the "father of forestry." 



The forest school in Tharandt (which, by the 

 way, is a purely technical school, not "at- 

 tached" to any university), has a splendid equip- 

 ment. Connected with the school is a school 

 forest of several thousand acres, and it has at 

 its command a splendid outfit of collections, im- 

 plements, laboratories, and so on, continually 

 increased and maintained in a truly model style. 

 The authorities at Tharandt, whose names 

 are well known to the current literature on for- 

 estry, treated us with the utmost consideration ; 

 not only were all of the establishments and the 

 collections and museums shown to us, but the 

 various teachers gave us short lectures in their 

 various class rooms, showing the style of lec- 

 ture work, and outlining the main courses of- 

 fered by them. 



■\'ery interesting, also, is the forest aboretum 

 at Tharandt. where are found practically all of 

 the American timber species, represented by 

 specimens of good size. We nse this oppor- 

 tunity to submit to the officials and teachers 

 at Tharandt Forest School our sincere thanks, 

 •issuring them that we shall never forget our 

 pleasant and interesting stay at Tharandt, that 

 time-honored cradle of conservative forestry. 



.\n entire day was spent in the school for- 

 I'st. which is placed in charge of the president 

 of the Tharandt Forest School. It is stocked 

 particularly with spruce, that being the most 

 remunerative species. All the spruce in Sax- 

 ony nowadays is being raised artificially by 

 the planting either of seed or of seedlings. The 

 mature forest is removed in narrow strips ; In 

 the course of time one strip being arranged 

 alongside of the other, the forest presents the 

 appearance of flights of stairs. 



Splendid means of transportation are at hand 

 in the shape of macadamized roads. Logging 

 operations are conducted continuously all the 

 year round. Some plantations of Douglas fir 

 traversed by us were remarkable for their 

 growth ; but. on the other hand, a remarkable 

 amount of damage was done among them by ice 

 storms. 



From the plains near Dresden and Tharandt 

 we went southward to the Saxon Erzgebirge, 

 close to the frontier of Bohemia, a mountain 

 range rising to an altitude of 4,000 feet. With- 

 in a huge stretch of unbroken forest, spruce 

 rules supreme — and for good reasons : there is 

 a splendid market for it within the woods, the 

 creeks and rivers being utilized to the utmost 

 lor every inch of their fall, to drive the wheels 

 of sawmills, pulpmills and paper mills. The 

 rivers have little chance to run in their regular 

 .nurse, the water being deflected continuously 

 into turbines. 



The soil, on the whole, is not very good — 

 it is absolute forest soil, unfit for any produc- 

 tion other than that of trees. The annual cash 

 dividend obtained from the woods varies be- 

 tween nothing and six per cent on the invest- 

 ment. The rate of revenue is governed, on the 

 one hand, by the size of the investment (be- 

 tween .$100 and .$250 to the acre) and. on the 

 other hand, by intensity of the annual cut. 



