SELLING LUMBER 



Program 



School #/ Salesmanship 



Held at St. Louis, Mo., June 26, 27 and 28, 1916 



Under the Auspices of the 



SOUTHERN PINE ASSOCIATION 



FIRST SESSION 



Monday Morning 

 June 26 



INVOCATION : Rev. Dr. W. C. Bitting, Pastor Second Baptist Church, St. 

 Louis, Mo. 



ADDRESS OF WELCOME: Geo. W. Funck, President The Lumbermen's Ex- 

 change, St. Louis, Mo. 



ADDRESS OF WELCOME: Julius Seidel, Julius Seidel Lumber Co., St. Louis, 

 Mo. 



RESPONSE : ''Purpose of Meeting," Harry T. Kendall, Chairman, Committee 

 on Sales and Distribution, Southern Pine Association, Houston, Texas. 



ADDRESS : "Organization Means Efficiency," Charles S. Keith, President 

 Southern Pine Association, Kansas City, Mo. 



ADDRESS : "What the Southern Pine Association Is," J. E. Rhodes, Secretary- 

 Manager Southern Pine Association, New Orleans, La. 



ADDRESS : "Character Judging As a Business Asset," Dr. Stanley L. Krebs, 

 Institute of Mercantile Art, Philadelphia, Pa. 



SECOND SESSION 



Monday Afternoon 

 June 26. 



QUESTIONNAIRE: Questions answered by Dr. Hermann von Schrenk, Con- 

 sulting Engineer, Southern Pine Association, St. Louis, Mo. 



ADDRESS : "Co-operation with Distributors anid Consumers," M. B. Nelson, 

 General Sales Agent, Long-Bell Lumber Co., Kansas City, Mo. 



ADDRESS: "What Are tihe Best Einishes for Yellow Pine for Interior Use?" 

 R. H. Brooks, Manager, Arkansas Soft Pine Bureau, Little Rock, Ark. 



ADDRESS : "Painting Yellow Pine," H. A. Gardner, Consulting Engineer, Na- 

 tional Paint Manufacturers' Association, Washington, D. C. (in the ab- 

 sence of the author the address was read by Secretary-Manager J. E. 

 Rhodes). 



ADDRESS : "Salesmanship," D. M. Barrett, Editor "Salesmanship" Magazine 

 and General Chairman of "World's Salesmanship Congress," Detroit, 

 Mich. 



ADDRESS : "Advantages of a Technical Training in the Lumber Business," 

 S. E. Robinson, Columbus, Ohio. 



THIRD SESSION 



Tuesday Morning 



June 27. 



ADDRESS : "Stumpage and Logging Costs," Frank Schopflin, Central Coal & 

 Coke Co., Kansas City. Mo. (in the absence of the author the address 

 was read by Secretary-Manager J. E. Rhodes). 

 ADDRESS : "Co-operation with Architects and Builders," Jason F. Richardson, 



Jr., Ottawa, 111. 



ADDRESS : "Saw Mill Costs," C. J. Mansfield, General Manager. Arkansas 

 Lumber Co., Warren, Ark. 



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