HARDWOOD RECORD 



Organization of Lumber Sales Managers' Association 



Agi'ceiiblo to u call mado b.y the editor of 

 Hardwood Record, about one hundred s-ales 

 managers of prominent hardwood manufac- 

 turing and jobbing houses assembled at the 

 Auditorium hotel on Thursday, February 23, 

 and organized a lumber saldj managers' as- 

 sociation. 



The meeting was called to order by Henry 

 H. Gibson, editor of Hardwood Becobd. J. 

 W. Taylor, president of the Domestic Lum- 

 ber Company, Columbus, Ohio, was chosen 

 temporary chairman and Thomas W. Fry, 

 secretary of the </has. F. Luehrmann Hard- 

 wood Lumber Compau_y, St. Louis, Mo., was 

 chosen temporary secretary. 



H. H. Gibson read numerous communi- 

 cations received at the office of the Record 

 in replj- to the call issued. While there were 

 a few suggestions; as to the inadvisaljility 

 of forming such an association, and also 



cjucstiou in their minds as to wlietlier or 

 not the trade is over organized, which would 

 have a tendency to result in a duplication of 

 effort. It was, however, generally conceded 

 that the present associations could not 

 properly handle the many and intricate 

 problems pertaining to every detail of the 

 lumber sales business. The chair suggested 

 that it is not the purpose of the proposed 

 organization to tear down existing codes 

 and rules, liut ^'> improve and guide and 

 mold along differsnt lines. In the question 

 lit' the reports of .'took, whicli it is suggested 

 would be necessary in connection witli any 

 efforts for the general good, he contended 

 that a general and public statement was not 

 necessary, but that results could be gotten 

 at completely and satisfactorily by auditing 

 companies or by the Forest Service, with- 

 out any unnecessary' publicity ef facts. It 



u active of any great good must include a 

 large number of prominent sales managers. 

 The keynote of the sentiment seemed to be 

 co-operation, not only with each other but 

 with other associations. 



To bring the matter to issue Hamilton 

 Love moved that the body in session should 

 organize a permanent association, which 

 motion was seconded by M. A. Hayward, of 

 Columbus. The motion was heartily en- 

 dorsed with a unanimous vote, following 

 which E. F. Dodge of Chicago moved that 

 the chair appoint a committee to draw up a 

 draft of a constitution and by-laws. The 

 chair appointed W. W. Dings, E. P. Dodge, 

 J. T. Phillips, A. C. Wells and W. J. Eck- 

 mau, who convened immediately in an ad- 

 joining room. 



J. W. Mayhew read the recently adopted 

 code of ethics of the Manufacturers' Asso- 



riiricllKY, CHARLESTON, 

 I'RESIDENT 



MISS., 



FREDERICK L. BROWN. CHICAGO, FIRST 



VICE-PRESIDENT 



TAYLOR. 



COLUMBUS, 

 URER 



OHIO, TREAS- 



iibjectiiin.x towards certain features which 

 might arise, the vast bulk of the correspond- 

 ence showed a strong sentiment in favor of 

 the organization. One of the evils which 

 it was suggested might be combated by or- 

 ganization along correct lines was the ex- 

 cessive padding of stock sheets. While 

 many who liad previously signified their in- 

 tention of being [.resent were unable to at- 

 tend, the majority of these sent some mes- 

 sage showing at least tlieir moral supjjort. 

 Temporary chairman ,1. W. Taylor ojiened 

 (he session by introducing general di.seussion 

 as to the possible merits of a sales man- 

 agers' association. He pleaded for the for- 

 mation of an organization of such strength 

 and magnitude that no legitimate concern 

 could afford to remain outside of its ranks. 

 Practically the only notable objection to the 

 organization was voiced in the expression of 

 Btveral of those present that there was a 



was generally considered that with a proper 

 organization conducted in an open manner, 

 more good could I e accomplished along cer- 

 tain lines than through any existing asso- 

 ciation. Among (1 ose who spoke were J. W. 

 Mayhew, Chester F. Korn, M. A. Hayward, 

 H. If. Salmon, H. S. Hayden, W. E. Barns. 

 A. C. Wells, M. I.. Pease, E. Bartholomew, 

 W. J. Eekman, E, A. Lang, Hamilton Ijove, 

 J. T. Phillips and W. W. Dings. 



Many points of interest were brought out 

 in the general discussion as to tlie advis- 

 ability of organizing, and among others it 

 was suggested thp.t the getting together at 

 stated periods might prove valuable as a 

 Inlying and selling proposition. It was 

 pointed out that there were certain items 

 included in the printed call which might 

 better come under the jurisdiction of some 

 existing association, and it was generally 

 conceded that the organization to be pro- 



ciation of the United States, and the chair 

 requested that there be a general discussion. 

 It was finally dex-ided that there could be 

 no conclusion reached until the organiza- 

 tion was made permanent. 



The morning session was closed by the 

 reading of a paper prepared by J. W. May- 

 hew on the "Handling of Salesmen." One 

 of Mr. Mayhew 's suggestions was that after 

 all a salesman is a human being deserving 

 of the consideration of the sales manager 

 who, fortified in his comfortable office 

 against the inconvenience and hardship of 

 life and work on the road, is very apt to 

 criticise, without taking into consideration 

 the many trials and discouragements which 

 usually are responsible for what he deems 

 poor results, Mr, Mayhew outlined in a 

 brief way his system of daily reports cover- 

 ing not only sales, but prospects and reasons 

 for failure. He asked that members ask 



