HARDWOOD RECORD 



33 



it is equally patent that excessive and long steaming under pressure 

 deteriorates in strength and quality a good many varieties of woods. 



However, it has been demonstrated that a small steam pressure 

 and a short time exposure of lumber in no wise injures the wood 

 fiber, and tends to improve both the texture and the distributing of 

 the coloring matter. 



A. Kraetzer, the inventor of the steaming cylinder and attach- 

 ments, has shown in practical demonstration the results he has 

 obtained in this system, covering a period of ten years, and his 

 equipment in Chicago is open to the inspection of any lumberman 

 interested. 



On the Writing of Business Letters 



There is no gainsaying the fact that, not considering the expense 

 involved, the best method of making lumber sales is through a com- 

 petent salesman, whether he be principal or traveling man, who 

 comes in personal touch with the prospective buyer and thrashes out 

 the proposed sale with him direct. There can be no disparagement 

 offered to this well-established system of sales making. 



It has come about that lumber from given points is going into 

 wider and constantly widening fields of distribution, and it is becom- 

 ing impractical for the average operator to cover the total field of 

 sales possibilities with a corps of salesmen. The expense would 

 preclude any possibility of profit. It therefore remains for the 

 manufacturer of hardwood lumber to either confine his field of 

 operations to a restricted territory, or to employ soma other means 

 than a close canvass by salesmen to reach this wide territory. 



It thus transpires that the astute, and especially the larger lumber 

 manufacturer and merchant, is utilizing the mails extensively in 

 order to bring his commodities to the attention of prospective buyers. 

 In addition to this he uses the trade papers freely to exploit his 

 lumber products. 



Letter writing and delivery is not an expensive proposition. Fifty 

 prospective buyers can be reached by letter at identically the same 

 cost that one individual can be personally visited. It is costly and 

 burdensome to attempt to address individual and separately dictated 

 letters to every prospective buyer, and hence it is that the form letter 

 is coming into general vogue as an aid to lumber sales. 



The form letter may be made a work of art. Words may be 

 crystallized. A careful revision will eliminate the repetition of 

 unnecessary paragraphs and phrases. Effective form letters can be 

 written which W'ill materially assist in the development of sales. 

 A carefully prepared form I'^tter is often more effective than a special 

 note thoughtlessly dictated. 



As a matter of fact, there is a growing sentiment that a good 

 card index system, giving lists of actual purchases of buyers, with 

 the frequent use of form letters addressed to these buyers, is an 

 indispensable adjunct to lumber sales methods. 



These form letters may be very catholic in character, but in 

 some cases it is necessary to supplement them with direct and per- 

 sonal communications. Today there are on the market several high- 

 class typewriting duplicating machines that produce letters that are 

 very close imitations of those written on a typewriter. 



Unfortunately many lumber sales managers, whose ' ' talk ' ' is 

 particularly effective in making sales, are not adept at letter writing. 

 Letter writing is really a science that needs careful study. There 

 are certain specific rules to follow in the construction of a forceful, 

 business-compelling letter. In general it is well to make each letter 

 carry out an idea indicated by a suggestive opening and striking 

 paragraph that will compel attention. The next paragraph should 

 explain or describe the proposition in such a logical way as to arouse 

 interest. Arguments and proof should follow to cnnv'uce the reader. 

 An element of persuasion with inducements may follow, but the cru.N 

 of a letter should be its concluding paragraph. It should be so strong 

 as to compel an answer from the reader. Another point: there 

 should not be an unnecessary word in a letter' of this sort: the 

 matter should be concisely written. Short letters are read, whihr 

 long letters are often merely scanned. 



The form letter entails no traveling expenses, hotel bills, or enter- 



tainaient charges. A red stamp carries it the length of the land. 

 It wastes no time in trying to obtain an interview. It patiently 

 waits until the man to whom it is addressed is ready to receive it. 

 I'orm letters are inexpensive, economical and effective when properly 

 employed. 



Dun's Report 



Dun's weekly review of trade dated August 20 says that the 

 developments affecting trade in general this week are encouraging 

 for the future. The aggregate of payments through the banks shows 

 a larger use of money, although the comparison with a year ago 

 shows decrease. Most important was the beneficial effect of generous 

 rainfall upon the growing corn and pastures. The promise of a 

 record-breaking crop draws nearer fulfillment, and with sustained 

 profitable returns for farm products the outlook brightens for the 

 industries. 



Furthermore, it is averred that transportation has become remark- 

 ably extended during the last few days, and that there are enormous 

 forwardings of factory output, construction materials, live stock and 

 general merchandise. Grain marketing has risen to exceptional pro- 

 portions, while the demand for breadstuffs and provisions are gaining 

 in both the domestic and foreign trade. Shipments from the whole- 

 sale districts have shown a satisfactory increase over those of this 

 time last year, and the current demand for fall and winter lines is 

 distinctly favorable in textiles, jewelry, clothing, footwear and food 

 products. 



Agricultural prosperity is virtually assured ; new contracts in iron 

 and steel branches are numerous, and the mills, forges, foundries 

 and workshops remain very active. Improvement is manifest in ship- 

 building, heavy machinery, hardware and electrical lines, and there is 

 a heavy and well-sustained absorption in raw supplies and material, 

 and in lumber products. Bradstreet 's report is equally optimistic. 



Building remains active at most trade centers, but it is noticeable 

 that lumber is in better demand in the West than in the East. 



The Conservation Congress 



The National Conservation Congress, which convenes at St. Paul 

 on Wednesday, September 7, will doubtless call out the leading lights 

 in conservation measures in the country. Ex-President Eoosevelt, 

 President Taft, and ex-Chief Forester Pinchot will probably be the 

 chief speakers, and it goes without saying that Mr. Ballinger will 

 not be present. The regrettable object lesson that conservationists 

 have before them in the loss of life and property in the last few weeks 

 should certainly be a suitable text for advocating new laws and 

 regulations covering timber conservation. Work along parallel lines 

 covering coal, mineral, drainage and irrigation propositions also will 

 receive considerable deserved attention. 



The Mahogany Situation 



The mahogany lumber situation in the United States is an enigma 

 to every manufacturer and dealer. Apparently there is a manifest 

 increase in the use of plain mahogany in interior finish and furniture 

 work. Stocks are comparatively light in all mahogany centers in 

 tliis country, and the English market is practically barren of mahog- 

 any logs of even a reasonable quality. 



Based on the law of supply and demand, mahogany lumber should 

 be commanding a premium over any price heretofore obtained in the 

 United States, but unfortunately this is not the case. As 

 a matter of fact, orders for plain mahogany of consider- 

 able size have been placed during the last fortnight at very 

 nearly the lowest price on this wood that has been reached in years. 

 It is certainly strange that a wood normally in limited supply, and 

 now very scarce with no additional stock in sight for months, should 

 be selling for less than good poplar, and only very little above the 

 current price of quarter-sawed white oak. It looks as though one 

 mahogany operator were being played against the other by astute 

 buyers who are reaping the benefit of their cunning. 



The trade in figured mahogany and other fancy wood veneers is 

 good, and these commodities are commanding very satisfactory values. 



