SELLING LUMBER 



ADDRESS : ''How Salesmen Can Co-operate with the Association," Ben S. 



Woodhead, President, Beaumont Lumber Co., Beaumont, Texas. 

 ADDRESS: "The Lumber Salesman and His Possibilities," Capt. J. B. White, 



President, Missouri Lumber and Land Exchange, Kansas City, Mo. 

 DISCUSSION: Subject "Selling Cars in Transit," and other questions. 

 DISCUSSION : Chief Inspector J. E. Jones answered questions on the Grading 



and Density rules. 



ADJOURNMENT. 



The following addresses were prepared for the convention, but were not 

 delivered, owing to lack of time or the absence of the authors. They are 

 reproduced elsewhere in this book. 



ADDRESS : "Exploiting Yellow Pine," W. H. Sullivan, Chairman Trade Ex- 

 tension Committee, 'Southern Pine Association, Bogailiusa, La. 



ADDRESS : "Why the Salesman Must Know Grades," W. J. Haynen, Chair- 

 man Grading Committee, Southern Pine Association, Hattiesburg, Miss. 



ADDRESS : "Selling Factory and Industrial Trade," C. W. Myers, W. R. Pick- 

 ering Lumber Co., Detroit, Mich. 



ADDRESS : "Cost from Mill to Car," L. J. Boykin, Gulf Lumber Co., Houston, 

 Texas. 



ADDRESS : "Claims and Disputes : Their Causes and Settlement," M. L. 

 Wuesoher, Auditor Great 'Southern Lumber Co., Bogaiusa, La. 



ADDRESS : "Wood Substitutes," H. S. Sackett, Trade Extension Bureau, Na- 

 tional Lumber Manufacturers' Association, Chicago, 111. 



ADDRESS : "Yard Stock Grading Rules," J. W. Martin, Long-Bell Lumber 

 Co., Shreveport, La. 



ADDRESS : "Wood Blocks for Interior Floors," A. H. Noyes, Assistant Sec- 

 retary Ayer & Lord Tie Company, Chicago, 111. 



ADDRESS : "Co-operation from the General Office," W. L. Henry, Chicago 

 Lumber & Coal Co., Springfield, 111. 



ADDRESS: "Advertising," W. J. Ferry, Advertising Manager, Southern Pine 

 Association, Kansas City, Mo. 



ADDRESS: "The Density Rule," J. E. Jones, Chief Inspector, Southern Pine 

 Association, New Orleans, La. 



