HARDWOOD RECORD 



31 



theii' customer. Consumers figuring on jobs are 

 in tlip same i^osition and arc using tlie wires 

 mon- fre-quentty. 



lender tliese circumstances it is apparent tliat 

 it is to the advantage of tlie hardwood trade to 

 -agrri- on one telegraph code. It will save ex- 

 pensi', save trouble and avoid confusion. To my 

 mind it is just as essential as a uniform sales 

 code or uniform insi>ection. and a thousand times 

 less trouble to accomplish. 



The Hardwood Manufacturers' Association of 

 the United States at its annual meeting in Cin- 

 cinnati this month, unanimously endorsed the 

 Hardwood Code and urged its exclusive use by 

 all members. 



As I have said before, the Hardwood Code 

 is already in universal circulation, being in the 

 hands of ninety per cent of all hardwood manu- 

 facturers and dealers in America and has a large 

 circulation abroad. It is being used daily by 

 more hardwood lumbermen than any other code 

 and takini; all of these facts into consideratiou, 

 I see no reason way it is not the logical tele- 

 graph code for hardwood lumbermen. 



After Mr. Love 's talk tlie Nominating 

 (I'onimittee reported through AV. J. Eekman, 

 ■ hairman, that it recommended the election 

 of the following officers: 



President, A. G. Fritchey, Lanili-Fish Lum- 

 lier Company, Charleston, Miss. 



First vice-president, F. L. Brown, Cran- 

 dall & Brown, Chicago. 



Second vice-president, J. T. Phillips, Dia- 

 mond Lumber Company, Green Bay, Wis. 



Treasurer, J. W. Taylor, D'omestic Lumber 

 roijipany, Columbus, Ohio. 



Directors for three years: W. W. Dings, 

 <Jaretson-Greasou Lumber Company, St. 

 Xoui.s; Hamilton l.ove. Love, Boyd & Co., 

 jVashville. 



Directors for two years: C, A. Bigelow, 

 KueelandBigelow Company, Bay Cit.v, 

 Mii-li.; .1. .1. Lineliaii, Linehau Lumber ('om- 

 p;'iiy. Pittsl urg. 



Directors for one year: .7. Gibson Mell- 

 vain. .Ir., .T. Gibson Mcllvain & Co., Phila- 

 delphia: • '. F. Korn, Farriu-Korn Lumber 

 Company. Cincinnati. 



It ■n^as moved that tlie secretary east the 

 unanimous ballot iii accordance with the re- 

 jiort of the committee, which he did, and 

 "then escorted President Fritchey to the 

 <diair. 



The new president reopened the question 

 •uf Hamilton Love 's code book, and follow- 

 ing a general hearty endorsement of that 

 code by its many users, a motion to endorse 

 it as a body was made, seconded and 

 adopted, after which the meeting adjourned 

 to 9:.3ll I'^riday morning. 



FRIDAY MORNING'S SESSION 



Tlie adjourned meeting was called to order 

 .at 10:00 a. m. on February 24, with Presi- 

 dent Fritchey in the chair. 



The president rnnounced the appointment 

 if the fcdlowing c'luimittees: 



Trade Ethics and Terms of Sale 



.1. W. Mayhew. Columbus. O.. chairman. 



W. K. Hay, Cincinnati. O. 



A. C. Wells, ilenoracnee. Mich. 



C. A. Bigelow. Hay City, Mich. 



I.. W. Crow, Chicago. 111. 



Exploitation and Advertising 



.\1. E. Thomas. Cadillac. Mich., chairman. 



A. P. Steele. Sardis. Miss. 



T. S. Estabrook, Chicago, III. 



('. L. Harrison. Cape (Jirardeau, Mo. 



M. .\. Ilayward. Columbus. O. 



Transportation 



II. S. Hayden. Chicago. 111., chairman. 



I. I\ Bals'ley, Pittsburg. Pa. 



K. A. Lang. Chicago. 111. 



Van C. Perrine, Ft. AVayne, Ind, 



Kalph McCracken, Cincinnati, O. 



Credit Information 



( ', M. Clark. t_^incinn;iti. n., chairman. 

 <'has. E. Liickinsun, ileiiipbis, Tenn. 

 Ileiberl E. Sumner, New York, X. Y. 

 C. E. Ing:ills, Chicago, 111. 

 fhapin L. Barr, Philadelphia, Pa. 



Market Conditions 



J. W. 'I'aylor, Columbus, U., chairman. 

 Thos. W. Fry, St. Louis, Mo. 

 Fred W. Mowbray, Cincinnati, O. 

 F. J. Keys, South Bend, Ind. 

 Hugh McLean, Buffalo, N. Y. 



On motion, L. W. Crow, of the^ Mears- 

 Slayton Lumber Company, 1237 Belmont 

 avenue, Chicago, was appointed temporary 

 secretary to relieve Thomas W. Fr,v, until 

 the board of directors could arrange to en- 

 gage a permanent secretary. 



On motion, a cemmittee on membership, 

 consisting of all the visitors present at the 

 conference, was appointed. 



On motion of J. W. Mayhew, the board 

 of directors was instructed to have the eon 

 stitution and by-laws issued in printed form, 

 and send them to a selected list of at least 

 a thousand sales managers throughout the 

 country, to be accompanied by an applica- 

 tion blank and a letter of transniittal re- 

 questing their membershiji. 



The constitution and by-laws were circu 

 lated among those jireseut at the morning 

 session, and the ."pplication for membershi)i 

 of all present was secured. 



The secretary lead additional applications 

 for membership -from F. J. Eoys, of the 

 Fullerton-Powell Hardwood Lumber Coui- 

 jiany, South Bend, Ind., and from Wm. X. 

 C'oiilsou, of Lee, AVilsou & Co., Memphis. 

 Tenn., who were not present. 



.1. W. Taylor, of Columbus, Ohio, presented 

 the following paper: 



Mr. Taylor's Paper 



The period of handling lumber otlice work by 

 recording most transactions on backs of en- 

 velopes and scraps of paper, and tiling those that 

 do not blow out of the window, in a sugar barrel, 

 has passed into history, and registers a period 

 ui the lumber industry along with the practice 

 of measuring lumber merchantable with a tape 

 line ; the buyer taking whatever his conscience 

 and the seller would allow him to take in the 

 way of grade and measurement. We think there 

 is yet room for improvement in the matter of 

 practical and attractive forms to be used in con- 

 nection with lumber trade, the use of which will 

 bring results, for instance : 



We have in band a number of forms that we 

 use in connection with our business, that are 

 at least some improvement over the old envelope 

 methods : 



1, order memorandum; 2, purchase memoran- 

 dum : 3, order acknowledgment : 4. freight claim 

 form : ."t. shipping order ; G. invoice form : 7. 

 freight debit: S. remittance form ; it, monthly 

 statemeut form: 10, sales book form: 11, sales 

 ledger form: li'. complaint report: 1."!. stock list 

 form: 14. customer's reiiuirements : !.">, delivery 

 notice : IG, quotation record : 17, record of stock 

 wanted: 18, record of accounts: 11), loose leaf 

 salesmen's price stock and instruction form. 



We think this body of Inmbernien could afford 

 to consider the standardizing of many forms and 

 arrange with one print slioii to produce them 

 in large quantities at a considerable saving in 

 cost, as compared with the single-handed way 

 of buying them as followed by individual firms. 



Speaking of the word "forin." as it is used to 

 express shape, much could be said on that sub- 

 .iect. It does not properly apply to the subject up. 

 We, however, feel sorry for "the man who hath 

 no form nor comeliness." 



Speaking of the verb "form." will stale, we 

 firmly believe in Ihe need of keeping ourselves 

 and bur men in good form, especially those that 

 come under the sales department. Many sales 

 managers and many salesmen defeat their own 

 ambitious by not getting in and keeping in form 

 v.'hen they have imporlnnt matters before them, 

 which means their keeping in form every hour 

 of every day. The selling of lumber is more of 

 a science than the average man realizes, and no 

 man can make a nia-\iniiim success at this work 

 v.-lio does not keep liiniself in form and work 



with a high decree of in tenseness and eai^nest- 

 ne.s-s while he is at il. I would much rather pay 

 ihe two dollars an b.oiir salary and expenses our 

 average man draws ti r six Ii'ours that they lay 

 by getting themselves in form ihan to havctbem 

 go against a fal inc^uiry nut of form menially 

 and physically. 



Most men carry a loi of weeds in their physical 

 form and thistles in their menial form, and they 

 are jioor farmers. Neil her of the above will 

 bear a satisfactory crop. 



The reason that I'aderewski is the champion 

 piano player of the world is that he knows his 

 business every inch of Ihe way and keeps him- 

 self in physical form liy daily praclicing a regu- 

 lar jirize fighter's training loiirse, and keeps him- 

 self in mental form by intensely playing the 

 I>iano eight hours every tlay. 



The only patent there is on conduct ing a suc- 

 cessful hardwood bnsine.s.s is seeing I hat (?very- 

 body connected therewith keeps in form and 

 works intensely at least nine hours a day. 



We suggest tile advisability of apji^iindng a 

 lommitlee on forms and their' drawing from dif- 

 ferent members of the trade and expert account- 

 ants, samjiles of their forms that said commiltee 

 can analyze same, and recommend Ibi- most prac- 

 lii'al aurl desirable ones for members' use, and 

 v.ciuld also suggest that their conclusion be pub- 

 lished in the Ii.ikuwood Rfcobd as a mailer of 

 ■ ibicMiiciii lo the trade at large. 



The meeting then adjourned. 

 Tlie altciidaiii-i' was :is follows: 



Attendance 



\\'. 1:. .\iiderson, packages. Milwaukee. Wis. 



1.. ]'. .\rthur, Payson-Smith Lumber Co., 

 Chicago. 



F. M. Baker, llardw.iod Mills Lumber Co., 

 Chicago. 



E. W. Hartley. Kaeine I.iiinber ,V: Manufactur- 

 ing Cnmitanv. Racine, Wis. 



.r. D. Bolton, Chicago. 



I-;. Barlbolomew, -Tohn It Umhsuiu iV Cu.. .Nash- 

 ville. Tenn. 



W. E. Barns. St. Loiii.; l.iiinlieniian. SI Louis. 

 .Mo. 



S. C. Bennett. Hardwood Mills Lumber Co., 

 Chicago 



o. "W. Brightman. Biril iH Wells Lumber Co., 

 W'ausaukee. Wis. 



i'. L. Brown. Crandall & Brown, Chicago. 



<;. H. Bulgrin, (Juixley v>i Bulgrin I.unilier Co.. 

 I 'liicago. 



It. A. Chambers, lOuochs-Cbanibers Lumber Co.. 

 .lacksou. Miss. 



(). F. Crane, W. B. Crane & Co., Cliicago. 



Clarence Chrisiiansen. Christiansen laimber 

 Co.. Chicago. 



\V. T. Christine. .Vnieiican Lnmberiiian. Chi- 

 cago. 



.1. .1. Cochran. .1. .1. Cochran Lumber Co., 

 Chiiago. 



n. I'^. Crawford. Crawford Lumber Co.. ('hicago. 



I.. W. Crow. Mears-Slayton Lumber Co., 

 I liii:l;;o 



K. II. lielebaugh. The Barrel & Box, Chicago. 



!•'. S. HeWitt. Estabrook-Skeele Lumber Co., 

 ( liic:igo. 



c. K. Hickinson, E. Sondheimer Co., Memphis, 

 Ti'iin. 



\V. W. Kings, Garetson-Greason Lumber Co.. 

 SI. Louis, .Mo. 



.1. W. Dickson, .T. W, Hicks.. n Lumber Co., 

 .Mcnqiliis, 'i'enn. 



K. F. Hodge. Chicago. 



B. F. Iiuiwi^ber. .lohn Linlwcber l.uniber Co., 

 Cincinnati, (I. 



NV. .1. l\ckiiian, M. B. l-'arrin Lumber Co.. Cin- 

 cinnati. (I. 



Wni. A. Eager. Chicago. 



E. I.. lOdwards, ICdwards Lumber Co.. Cin- 

 cinnati. <>. 



T. W. I''ry. Clias. I-'. Luebriiiann Hardwood 

 Lumber Co.. St. Louis. .Mo. 



.\. <;. Fritchey. Lamb. Fish Lumber Co.. Charles- 

 ton. Miss. 



IT. II. (iibson. lI.Mipwoiiu liEcoiiii. (,'hicago. 



W. B. Hay, Wiborg & Ilanna, Cinclnnali, O. 



J. II. Holloway, Scbnltz-Holloway & Co., 

 Chicago. 



llarrv 11. Iltiiiiiiliri'V. lladentine Lumber Co., 

 Pliiladclphia. l';i. 



llarvev S. Ilavdeii, ILn'den & Westcott Lumber 

 Co.. Chicago. 



Paul llageineycr. Tennessee Lumber & (,'oal Co., 

 Cincinnati, O. 



S. P. C. Hostler, Chicago. 



M. .\. Ilayward, The Burt & Brabb Lumber Co., 

 Columbus, O. 



;L S. Ilurd. Chicago. 



E. II. Klann, Chicago. 



Chester F. Korn. Farrin-Korn Lumber Co.. Cin- 

 cinnati. (). 



Charles II. Law. .1. W. Wells Lumber Co., Me 

 nominee. Mich. 



Hamilton Love, Love, Boyd & Co., Nashville. 

 Tenn. 



E. A. Lang. Paepeke-Leicht Lumber Co.. 

 Chicago. 



L. B. Lesh. Lesli & Matthews Lumber Co.. 

 Chicago. 



T. H. Lesueur. Tlie W. .1. Cude Land & Lumber 

 Co.. .N'asbville. Tenn. 



