November 10, 191? 



HARDWOOD RECORD 



i8a 



Northern Lumbermen's Salesmanship G)ngress 



Will Convene at Bay City, Mich., on Friday and Saturday, November 16 and 17 — The Headquarters Will Be 

 at the Wenonah Hotel and the Meetings Held at the Bay City Opera House 



OX 'T let the title of this congress confuse you. It bears 

 the name "Northern Lumbermen's Salesmanship Con- 

 gress," because the inspiration resulting in the first 

 gathering at Merrill, Wis., last year eanie from the North- 

 ern salesmen and sales managers. 



No region, nor any specific wood is to receive the full benefit 

 that will come as the congress develops. Its originators conceived that 

 ultimately all those in charge of selling lumber might come to adopt 

 more progressive methods of merchandising. 



To fully appreciate what it means, read the statement of the 

 object of the congress, appearing across the bottom of this page. 



The idea originating in northern sales forces will without ques- 

 tion spread to take in the factors in selling in the North, East, 

 South and West. It will embrace all of the commercial woods of 

 the country and without 

 question will some day be the 

 most potent organization 

 having to do with the lumber 

 business. That is, potent in 

 the tilings it can do which 

 will directly and immediately 

 affect the actual marketing 

 of sawmill products. 



The e.xecutive committee 

 in charge of the arrange- 

 ments for the congress is 

 composed of: George C. 

 Eobson of the Kinzel Lum- 

 ber Company, Merrill, Wis., 

 chairman, W. M. Wrape, 

 Kneeland - Bigelow Company, 

 Bay City, Mich., H. S. Dewey, 

 Edward Hines Lumber Com- 

 pany, Chicago, E. M. Holland, 

 Cartier-Holland Lumber Com- 

 pany, Grand Rapids, Mich. 



The general committee 

 headed by Mr. Bobson as 

 chairman includes the follow- 

 ing Michigan association 

 members: 



V>. .M. Wrape, cUalrnian Mich- 

 igan committee, which commit- 

 tee is composed also of : N. K. 

 Wentworth, Ross & VVentworth, 

 iBay City, Mich., C. U. Abbott, 

 Cummcr-Dlgglns Company, Cadil- 

 lac, Mich., J. E. Dewey, Stearns 

 Salt & Lumber Company, Lud- 

 Ington, Mlcli.. O. W. Hanson, 

 Salllng-IIanson Company, Gray- 

 ling, Mich. ; Geo. Strable, Strable 

 Salt & Lumber Company, Sag- 

 inaw, Mich. ; Uoy S. Richardson, 

 Richardson Lumber Company. 

 Alpena, Micb. ; Geo. M'. Clifton, 

 Louis Sands Salt & Lumber 



PROGRAM 



FlUIJAY AFTEU.NOON SESSION 



2 :00 P. M., November 1(! 



Presiding Chairman, G. C. RoBsox, Kiuzel Lumber Company, 



Merrill, Wis. 



.VomtESS OF Welcome — 



W. C. Hull, Traverse City, Mich., President Michigan Hardwood 

 Manufacturers' Association. 

 Opening Remauks : "Why the Necessity of These Conferences" — 



Geo. C. Kobson, Kinzel Lumber Company. Merrill, Wis. 

 "These Coxkehences — Peuspective and Retiiosi-ective" — 



Eihvard Hines Edward Hines Lumber Company, Chicago, III. 

 "How We Do It at Cadillac" : "The City of Quality" — 



Chas. R. Abbott. Cummer-Diggins Company, CatlUlac, Mich. 

 "Merchaxoising — Past. Present and Future" — 



C. D. Burritt, Cadillac Lumber Company, Cadillac, Mich. 

 "The Retailer's Viewpoint" — 



Robt. K. .lardine, Robt. K. Jardine Lumber Company, Grand Rapids. 

 .Mich. 



FRIDAY EVENING SESSION 

 7 :00 P. M., November 10 

 Banquet — Given by the lumbermen of Bay (""ity and ICastern Micbigaii. 

 Mr. II. S. Dewey of the T'dward Hines Lumber Co.. Chiea;;o, III., will act 

 as toastmaster ami Mr. Douglas Mallocli "f the ".\merlcan Luinbcriuaii" 

 will be the principal speaker with several other high class after-dinner 

 speakers. 



SATURDAY MORNING SESSION 



10 :00 A. M., November 17 



Presiding Chairman, Chas. R. .Vbbott. Cummer-Diggins Company, 



Cadillac, Mich. 



"The Evolution of Hardwoods" : The Select Grade — Its Relative Value — 



W. L. Martin, Biiyne City Lumber Company, Boykic City, Mich. 

 "Whose Ox Is Goked" — 



II. II. Butts. Park Falls Lumber Company. Park Falls, Wis. 

 "The Relative Strength ok Hemlock axu Hardwood"; Illustrated 

 with Lantern Slides — 

 O. T. Swan, Secretary of the Northern Hemlock and Hardwood 

 Manufacturers' Association. Oshkosh, Wis. 

 "The .Merrill Coxkerexce kro.m a Michigax Viewpoint" — 



J. C. Knox, Secretary Michigan Hardwood Manufacturers' Associa 

 tion. Cadillac. Mi<'li. 

 "The Ixdustrial Coxsu.mer's Viewpoint" — 



S. S. Stewart. W. F. Stewart Company, Flint, Mich. 

 "The Salesman's Viewimhnt" — 



Enos Colburn, Green Bay, Wis. 



SATURDAY AFTERNOON SESSION 



2 :00 P. M., November 17 



Presiding Chairman, II. S. Dewey. Edward Hines Lumber Company. 



Chicago, 111. 



"The Maxufacturer's Viewpoint" — 



C. A. Goodman. .Sawyer-Goodnuin Company. Marinette, Wis. 

 "The Wholesaler's Viewpoixt" — 



E. M. Holland. Cartler-Hollaiid Lumber Company, Grand Rapids, 

 Mich. 

 "Moulding the Demand" — 



J. S. Crosby, Crosby Agency. Chicago. 111. 

 "Getting Ammunitiox to the Firing Line" — 



L. R. Putnam. Direetor of .\dvertlsiiig and Trade Extension, South- 

 ern I'ine .Association, New Orleans. L:i. 



Comi.any. Manlsl.-.., .Mleh. ; Zeno NcIhod, Jackson Jt Tlndl.-, (Jrnnd Itaplds. 

 Mich.; It. W. ilarvhi, Cobbs & Mitchell, Inc., Cadillac. Mich.; O. L. Larson, 

 Buckley & Douglas Lumber Company, Maulstee, Mich.; J. P. BushoDg 

 .Northwestern Cooperage & Lumber Company, Gladstone, JHcb. ; H. M. 

 Stack. Stack Lumber Company, Kacanaba, .Mich. ; C. V. R. Townscnd, The 

 Munlsing Company, Munlsing, .Mich. 



H. S. Dewey of the Edward Hines Lumber Company, Cliicago, 111., is 

 chairman of the Wisconsin association committee, the othet members 

 of it being: 



C. II. Law, .1. W. Wells Lumber Company. Menominee, MIcli. ; W. E. 

 Vogelsang, Turtle Lake Lumber Company. Grand Rapids. .Mich. ; II. B. 

 Butts, Park Falls Lumber Company, Park Falls, Wis.; J. R. McQuillan, 

 Langlade I.umbur Company. AnUgo, Wis. ; M. J. Fox, Von Platen Lumber 

 Company, Iron Mountain. Mich.; Bruce Odell, Consolidated Lumber Com- 

 pany, Manistlquc, Micb.; A. R. Burton, Diamond Lumber i.'ompany. GrceD 

 Bay. Wis : .1. I--, llalpin. C. II. Worcester Company. Chicago. 111.; J. J. 



.\dams. Brooks & Ross Lumber 



Company. SchoQeld, Wis. ; F. J. 

 Burke. Northwestern Lumber 

 Company. Stanley. Wis. ; F. J. 

 Darke. J. S. Stearns Lumber 

 Company. Odanah. Wis. ; Wm. 

 J. Kcssler, New Dells Lumber 

 Company, Eau Claire, Wis. ; C. 

 A. Goodman, Sawyer-Goodmin 

 Company, Marinette, Wis. 



There will be, as announced, 

 a special train leaving Chicago 

 at midnight on November 15, 

 and on the return trip from 

 Bay City, the delegates will 

 stop off for a couple of hours 

 at Camp Custer, Battle Creek, 

 Mich., on Sunday morning. 



If you have any interest at 

 all in advancing the methods of 

 selling lumber, and can possi- 

 bly arrange to be present or bo 

 represented at the congress, 

 vou should do so. 



This stop wiU have an espe- 

 cially interesting significance 

 to the delegates. Camp Custer 

 is the Michigan cantonment 

 for the National Army. The 

 supplying of the material for 

 the structures was a job suc- 

 cessfully executed by Michi- 

 gan Itmiber operators and the 

 success is in no small measure 

 duo to the greater harmony in 

 northern lumber circles result- 

 ing from just such causes as 

 the Salesmanship Congress. 

 This will be the lirst opportu- 

 nity most of the lumbermen 

 have had to see tbe results of 

 their work. 



To (jct touethcr those vital forccn of the yorthi^n. Lumber induHtrii, 

 "The Sales Organi:ation and the Manufacturers," on one plane to investi- 

 gate particularli/ the importance the sates department nrcupirs in this 

 great manufacturini; business, icith the idea of determining how ire man 

 better handle the scllinf, and manufacturinfi departments vitli the one aim 

 of marketing the greatest volume of lumber efUcientlii and IntelUprntlii. 



To so handle these departments that irr mmi mnl;r better satisfied cus- 

 tomers. 



OBJECTS 



To broaden the big field uf intelligent salesmanship that is necessary 

 under new conditions of marketing. 



To work nut plans for more co-operation between the selling and matm- 

 facturing departments and particularly between the firms who manufacture 

 and sell Northern Lumber. 



To foster the feeling uf friendship and fellowship between the manit- 

 facturor of Lumber and those who purchase Ma product^ with the Idea p/ 

 grcatrr co-operation in working out plana for better merohandMng. 



