u. 



HARDWOOD RECORD 



The Cover Picture 



SMALL SlIU'MKNTS OK IIAUPWOODS from Uio rhili|>|)iiics 

 hiivc boon arriving in Uio Vnitod St«tf» for ncveral yeiirs, and 

 tlioro is much more r^'xiv to oomo nn hood as tbc murkvt dcmnuiU it. 

 The cover picture whicli illuBtrates this number of JlMti>wooo Rkcokd 

 reiire^cnts a lot;);iug scene in the islands. All lumber from there is 

 irdwood for the simple reason that no other kind of timber is founii 

 n commercial iiunntitii'S. The various woods are quita different 

 ' rom those of the United States. 



Most of Uieni are very hard mid heavy, but exceptions occur. The 

 majority arc of dark color, but here, too, there are exceptions. All 

 ■ Ktds of the United States show rings of yearly growth; but Uiat 

 ■ aturc is poorly developed in most of the Philippine trees. Figure 

 - not lacking in the majority of the islanrl woods, but it is inclined 

 be monotonous: that is, a sameness of figure runs Uirough many 

 1 the sjiecies. It is not based on yearly rings or medullary rays, as 

 ic figures of most American woods arc; but is duo to differences in 

 110 or color of the wood as is the case with mahogany. Many 

 Idlippine woods, if judged solely by appearance, and not examined 

 ■■■■> closely, might pass for mahogany. 



The cover picture does not show much standing timber. The waste 

 ■ trowing the ground tells the reason: the large trees have been cut 

 111 hauled away. The forest has been worked over. While the waste 

 .s considerable, the situation is better than in many American log- 

 ging camps. The ground is rough, but in that respect, also, it is bet- 

 tar than many American logging operations. Full use is made of 

 Mic cable in removing logs from rugged places. 



The probable influence of the Philippine forests on the lumber 

 i^iness in the United States has been many times discussed. To 

 ilio present time the influence has been slight. The forests are 

 tropical, and there are tropical forests in many other parts of the 

 world, and some of them are nearer than the Philippines. It is not 

 apparent that the fact that those islands belong to the United States 

 is increasing the shipment of their timber in our direction, e-xcept 

 that American enterprise may push the trade. Markets are as in- 

 dustriously sought elsewhere as in this country. The unfamiliar 

 names of the Philippine woods stand in the way of a rapid increase 

 in sales in this country. The names mean nothing to English read- 

 ers, and it will take a long time for the public to become familiar 

 with them. 



The Trend of Business 



THERE WAS RECENTLY STARTED in a certain large hard- 

 wood consuming center a concern the purpose of which is to sell 

 lumber, but to sell it along lines which have not heretofore been fol- 

 lowed. Instead of doing an out-and-out lumber business of merely 

 buying so much lumber and turning it over to a certain line of 

 customers at as much profit as possible, this company has adopted 

 the policy which indicates that it has been able to foresee the probable 

 trend of the lumber business, and its probable change in the next 

 few years from the old rule of thumb methods, to more businesslike 

 and, as far as possible, scientific system. 



Anyone familiar with the habits of the hardwood consuming trade 

 knows that in its purchases the average consuming factory is not 

 governed by a systematic and scientific knowledge as to the greatest 

 adaptability of certain species, sizes and grades of wood, but is con- 

 trolled almost entirely by a desire to buy lumber for a certain pur- 

 pose and at as low a figure as possible. Of course there are certain 

 purposes for which one particular grade or species of lumber is abso- 

 lutely essential, or at least has always been considered essential, and 

 right there is where the difficulty has been encountered by the more 

 intelligent lumber salesmen who have attempted to develop their 

 business along more scientific lines. 



The precedent adopted years ago of using a certain kind and 

 grade of wood for a certain purpose has been considered by a large 

 majority of hardwood buyers as ample justification for their insist- 

 ing that no other wood nor any other grade could by the remotest 

 chance be considered for that particular use. Furthermore, every 

 man of course has the tendency to believe that his individual case 

 is rather peculiar and cannot be reckoned with the rest of the trade. 



lleuco the jiuHsihility ul .; „ .. '. k<Iuur amount of money botb 



in the matter of waste and cutting up raw mat4.'rinl, original pur- 

 cliase price and additional working reipiireil, exists in pr:ictically 

 every woodworking shop of tho country. 



7I10 tendency of tho times is to seriously coniidcr this poKsibility. 

 but this tendency has not been fostered by the scllors of forest 

 jiroducts to the extent which it merits. In fart, in many cah.-s whore 

 tho buyer has actually shown a desire to try out tho po8sibilitic» 

 of using size stock, the millnian has disregarded his exact vpccificA 

 tions, the result being that when the cu.stomcr received his trial ship- 

 ment he culls a good i)ercentnge of it anil is tliereaftcr a vigorou* 

 opponent of anything but the usual methods of purchasing. 



To overcome this re<|uireH first, on the part of the millmmi, 

 tho absolute assurance that manufacturing instructions will hi' 

 followed to the minutest detail. With this source of supply be 

 hind him, a man who is qualified for the job can meet the consumer 

 on a different basis, for ho is qualified by the intimate knowlcdgi' 

 of the characteristics and possible utility of a great variety of woods; 

 if he knows manufacturing methods, and tho actual requirements 

 of certain lines of woodworking; and also if ho is familiar with 

 costs of different kinds and grades of woods, freight rates, etc.. 

 he is then in a position to figure logically and definitely with the 

 consumer with a view of actually cutting down the expense of hiii 

 raw material, and at the same time giving to the millman an order 

 which would net him a reason.ible profit on stock on which he before 

 had realized practically nothing. 



The opportunity is there, and in fact, has been for some time, 

 but it is not merely a question of a selfish substitution of one 

 wood which the lumberman might have available, for another wood 

 which is actually as good. It is rather a question of giving impartial 

 advice as to just what is required. A man in a position to do this 

 must be a man who knows all woods and is not definitely tied ui> 

 with manufacturers of any particular kind. 



The chief difficulty has always been that the average buyer is 

 not disposed to listen with any degree of grace to the salesmen '9 

 suggestions that he is wasting money by buying the stock which 

 lie uses. The reason for this is that the average salesman conceives 

 a natural prejudice in favor of the stock which he happens particu- 

 larly to want to move. 



The opportunity presented to the impartial expert is concrete. This 

 new move is in accordance with the trend of the lumber and wood- 

 working bu.siness and is portentous in that it indicates what will 

 probably be a general method in the years to come. 



The Value of Confidence 



TAKE SAN FRANCISCO AS AN EXAMPLE. It was once shaken 

 to pieces by an earthquake and burnt up by fire, but the words 

 "quit," "wait," and "give up" were never heard. The city was 

 rebuilt. When the roar of rising war in Europe caused hesitation 

 in America, amounting almost to business paralysis, it was supposed 

 that the San Francisco fair, planned for next year would be called off. 

 But no such suggestion was heard in California. The only answer to 

 the proposed back-down was in substance the same as Admiral Farra- 

 gut 's at the battle of Mobile : ' ' Damn the torpedoes ; go ahead. ' ' The 

 exposition will be held next year according to schedule, and every indi- 

 cation points to increased rather than diminished success on account 

 of the war. 



It has always been true and will continue true always, that timidity 

 turns nothing in the right direction. When all is going well in the 

 business world, everybody has enough courage to move with the cur- 

 rent ; but when the current is checked, it takes a man with superior 

 stuff in him to push ahead anyhow; yet such are the men who save 

 the day for themselves and others. 



It is a matter of history that after Rome had passed through a 

 great crisis, during which the people's hope was at its lowest ebb, a 

 certain statesman was voted the highest honor in the gift of the 

 nation, ' ' because he had not despaired of the commonwealth. ' ' In 

 all crises, whether political, military, or of a business nature, there are 

 usually a few who look ahead and push on. These are the men who 

 save the day. Those who withdraw into safg shelter and wait for the 



