HARDWOOD RECORD 



39 



Mill ownor:?, iucUidlnj; yellow ])iuo and hardwood manufacturers, 

 togelhor with employes, were especially Invited to attend this conference. 

 In the carrying out of the program the welfare committee was assisted 

 liy the Young Men's Christian Association. 



The program for the Little Rocl£ meeting was as follows: 



Mornltis session, 10:30 o'clocic, J. Lewis Thompson presidlnir ; openln;; 

 luidress, J. Lewis Thompson. Houston ; "Community Hygiene in Sawmill 

 Towns and Camps and Its Relation to Treventive Medicine," Hr. Morgan 

 Smith, secretary State Board of Health ; "Emergency Work in Mill and 

 Hospital." Dr. J. E. Sparks, Crossett ; discussion. 



Afternoon session. 2:30 o'clock, Charles K. Towson presiding: "Pro- 

 iii..tion of S;ivings and Thrift." C. A. Buchner, Mlllvllle : "The Em- 

 pl.iver's Interest in I'ublic Schools," Trof, George B. Cook, state superin- 

 tendent public education ; "Welfare Work in the Logging Camp." Levi 

 Wilcoxon, Crossett : brief reports on welfare work being done : discussion. 



Evening session, 7 :30 o'clock, H. H. Foster presiding : "The Church 

 ill the .Mill Town and Logging Camp." Rev. J. W. Workman. .Malvern: 

 .i:ress of Welfare Work in the Nation." Charles R. Towson, secretary 

 -trial Department Interii:iiional Committee Y. .M. C. .\.. New York. 



Hardwood Manufacturers ' Association Meeting 

 I'resident W. E. DeLaney has announced that the twelfth annual meet- 

 ing of the Hardwood Manufacturers' .\ssociation of the I'nited States 

 will be held at the Gayoso Hotel, Memphis, Tenn., January 21 and 22, 

 1014. In taking the convention to Memphis this time the association 

 is invavling the heart of the hardwood producing country. The con- 

 ventions in 1910, 1911, 1912 and 1913 were held at Cincinnati for the 

 reason of th:it city being located on the border line between the large pro- 

 ducing section in the South and the principal consuming markets in the 

 North and East. The meetings were held at Cincinnati for the purpose 

 of bringing the convention closer to the consumer, and all conventions 

 held in Cincinnati were marked by a large attendance of consumers. 



A special invitation will be extcndetl this time to the consumer, who 

 Is alwa.vs a welcome addition to these interesting meetings. 



Memphis is probably the most readily accessible meeting point that 

 could he selected for the hardwood convention from the standpoint of the 

 producer, as it is estimated that over ninety per cent of the hardwood 

 producers are within one night's ride. The officers of the association 

 are now at work on the program. 



Indiana Manufacturers to Meet 



The Indiana Hardwood Lumbermen's .Vssociation announces through 

 Secretary C. H. Kramer tliat the ue.xt annual meeting will be held at 

 the Hotel Denison. Indianapolis, on Wednesday, January 14. The usual 

 plans are being made for entertainment and other features. 



Van B. Perrine of Fort Wayne is president of the association. Bedna 

 Y'oung of Evansville vice-president, James Buckley of Brookvillc, treas- 

 urer. 



Memphis Club Candidates in Lively Campaign 



The current week promises to be one of marked activity in lumber circles, 

 not with respect to the amount of lumber manufactured or sold but with 

 regard to the amount of energ.v and enthusiasm expended by the gentle- 

 men who have been named as candidates for officers and directors of 

 the Lumbermen's Club of Memphis and the various members of the trade 

 who are backing the different candidates. 



There was a special meeting of the club at the Hotel Gayoso on Satur- 

 day, December 6, called for the purpose of allowing the nominating com- 

 mittees, appointed a week ago. to name its candidates and, with the 

 report of this committee, the campaign was declared on in earnest. There 

 were more than seventy members present at this meeting and enthusiasm 

 ran high. Immediately following adjournment the candidates and their 

 supporters started to work and. in addition to personal calls, there were 

 telephone messages, special delivery letters and other means used to 

 secure votes. The campaign will last only a week but it will lose nothing 

 in intensity because of the brevity thus imposed. 



J. D. Allen, vice-president of I. M. Darnell & Son Company, heads the 

 blue ticket, while his opponent is S. M. Nickey of the Green River Lum- 

 ber Company and the Nickey Brothers Hardwood Company. Both men 

 are well known and both have large personal foUowings. Both have done 

 efficient work in behalf of the club and both have determined that they 

 will put forth everj' possible effort to secure the highest office in the gift 

 of a club which has not only a national but an international reputation 

 as the most active and aggressive as well as the most important local 

 luraljer organization connected with the entire lumber trade. The cam- 

 paign, however, will be equally warm for the other offices and there is 

 every indication that there will be no cessation of vote-gathering until 

 the final ballot Is cast at the Business Xlen's Club building ne.tt Satur- 

 day evening. The full tickets follow : 



Reds 

 President — S. M. Nickey. Green River Lumber Company. 

 FiEST Vice-President — Ralph May. May Brothers. 

 Second Vice-Pke.sident — J. R. Blair. Crittenden Lumber Company. 

 Secretaht-Treasirer — C. G. Kadel. r. F. Stone Lumber Company. 

 Directors — R. M. Bennett, Bennett Il.iidwood Lumber Companv': R. H. 

 Darnell. R. J. Darnell. Inc.; O. M. Krebs. McLean Hardwood' Lumber 

 Company. 



Bldes 



President — J. D. Allen. I. M. Darnell & Son Company. 



First Vice-President — R. J. Wiggs. R. J. Darnell. Inc. 



Seiond Vice-President — F. G. Smith. Mossman Lumber Company. 



Secretary-Tre.isi:rer — C. G. Kadel. P. F. Stone Lumber Companv. 



Directors — C. c. Dickinson. E. SomllieimcT Comoany : T. E. .Tones. 

 F. T. Dooley Lumber Company; J. F. .McSweyn, Memphis Baud -Mill 

 Company. 



After the nominating committee had made its reports, the various 

 candidates were called upon and responded briefly, arousing much enthu- 

 siasm and bringing forth a great deal of applause. All of the candidates 

 declared that they would win and. If their earnestness could be taken as 

 a safe criterion, a miracle would have to be performed to prevent the 

 club from having two sets of officers. Experience has proven, however, 

 that only one set may be elected and a miracle is hardly likely — C. G. 

 Kadel, candidate for secretary-treasurer, to succeed himself, Is the only 

 one who Is certain of election and he is taking life quite easy in the 

 knowledge that his office is safe without personal effort on his parf. The 

 others will have to hustle and there is nobody who realizes this more 

 than the gentlemen themselves. These elections arouse unusual interest 

 every year and serve to keep enthusiasm up to that high state which Is 

 productive of good results and which has been an important factor in the 

 successful career of the Lumbermen's Club of Memphis. 



There will be no regular meeting of the club next Saturday afternoon. 

 Instead the election itself will bo held in the evening, during which re- 

 freshments will be served. The names of the officers of election will be 

 announced later. In the meantime the membership of the club rests 

 confident in the knowledge that, no matter which candidates are finally 

 selected, the affairs of the organization during the coming year will be in 

 strong hands. 



Meeting of Cincinnati Clut 



On the night of December 1 the Lumbermen's Club held one of the 

 most enthusiastic meetings of the year. The occasion was the regular 

 monthl.v meeting which the entertainment committee arranged for at 

 the German village of the Wiedemann brewery which is one of the most 

 ideal places in this section to hold a stag meeting of this kind. The vil- 

 lage was especially built for such affairs and the menu, consisting of 

 broiled beefsteak and pitcli potatoes, was enjoyed immensely by all of 

 the sixty members present and many of those who had not visited the 

 place before were profuse in their praise of the novel dinner and sur- 

 roundings. 



After the dinner was disposed of and while the trimmings direct from 

 the wood kept flowing right along, President Hagemeyer called the meet- 

 ing to order. After the usual formalities — such as reading of minutes 

 and reading of communications — was disposed of. the question of assist- 

 ing the Mississippi River Lev.v Association in securing the much needed 

 appropriations tor the proper protection of property along that waterway 

 was taken up and resulted In Walter Quick of Riiliey. Halsted and Quick 

 being sent as a club delegate to Washington to be on hand and lend all 

 possible assistance and to see personally the congressmen from this dis- 

 trict and urge upon them the importance of giving the measure their 

 support. Another matter of much importance taken up was the re-in- 

 spection of lumber when in dispute, the question having arisen over a 

 decision of the arbitration committee, part of which involved some in- 

 spection over which the club has no control. Further developments are 

 looked for in this matter at the meeting in January. , 



The approaching holidays with their festive occasions must have been 

 in the mind of James Zoller of the Talbert-ZoUer Lumber Company, as 

 at the close of the meeting he arose and apparently voiced the sentiments 

 of all present in causing the entertainment committee to receive instruc- 

 tions from the chair to make the January meeting a "special" affair and 

 as many suggestions were made to the experienced entertainment com- 

 mittee, it is needless to say that the next meeting will be well attended. 



Fhiladelpliians Hear Interesting Sales -Talk 

 The Philadelphia Wholesale Lumber Dealers' Association inaugurated 

 a new feature when it gave a b.anquet at "Kuglers" on November 21, to 

 which it invited all the salesmen of the members to be present to listen 

 to a lecture by Herbert V. Casson. vice president of the H. K. McCann 

 Company. New York, the well-known discourser on business ethics, on the 

 subject of efficient salesmanship. After a dinner of sumptuous appoint- 

 ment at :30 p. m.. at which one hundred diners sat down. President 

 Owen M. Bruner of the Owen M. Bruner Company, introduced F. Ashman 

 Souder of E. .\. Souder & Co.. who explained that the object of the gather- 

 ing was to give the men an opportunity to hear a comprehensive and 

 instructive lecture on the most efficient and successful salesmanship, and 

 also to enable the members and their men on the road to become better 

 acquainted. Mr. Souder then gave some interesting and laughable ex- 

 periences of salesmen he had known, after which Mr. Bruner introduced 

 Mr. Casson and prepared his hearers for a cyclonic, whirlwind talk on a 

 subject. 



Mr. Casson began by saying that there were essentially two men 

 in a business, the boss and the salesman. The first looked after the work- 

 ing of the business — the other got the business. In regard to lumber 

 selling he said he had never talked to a bunch of salesmen before who 

 traveled without samples and who sold goods they never saw. As no two 

 thumbs are alike, he sai'', so no two men talk alike. It is merely a matter 

 of personality in selling lumber, and If you get the order you must be 

 able to make the bu.ver believe all you tell him. To be a good salesman 

 .vou must be a man of character. Selling goods is a line by Itself; 

 Inventors and manufacturers know nothing about selling goods. An 

 inventor has an idea, he creates and he sticks to this idea ; the manu- 

 facturer has no idea of his own, but uses that of another, and manu- 

 factures the goods. He looks Inward all the time, while the salesman 

 looks outward — has to watch the other fellow. Now, the salesman Is 

 Just as Important ns the inventor or the manufacturer ; he has Just as 



