10 



SELLING LUMBER 



Response to 

 Address of 

 Welcome 



The Purpose 

 of the Meeting 



have intelligence, fostered by education, and you have strength of 

 purpose in your convictions also, backed up by endurance for 

 this is only the initial meeting, and we must persist in attend- 

 ing these meetings, if we intend to endure all of these 

 qualifications, when in the hand of a proper chairman will mean, 

 instead of school of salesmanship, SOS will mean, hereafter, 

 SOS, standing for Sure of Success. I present this to Mr. Ken- 

 dall with my heartiest wishes. You know I have always been for 

 lumber. I wish you God speed in your deliberations. . And I want 

 you to understand that St. Louis will always welcome you. We 

 will do all we can to bring you back. I desire to thank you all for 

 your attention. (Applause.) 



The Chairman: Mr. Funck, and Mr. Seidel, the Southern 

 Pine Association and the School of Salesmanship greatly ap- 

 preciate the welcome which you have extended to us. We are 

 very glad to be in St. Louis, because we wanted to come to St. 

 Louis, and because St. Louis is the logical place to come to. We 

 have not failed to appreciate the size of your lumber market, nor 

 the importance of St. Louis to the Yellow Pine industry. We are 

 exceedingly glad to be with you, and I wish to particularly thank 

 you for your thoughtfulness in presenting us with the gavel to 

 be used during our deliberations. And I sincerely hope that if 

 future meetings of this character are held, that we may come to 

 St. Louis. The Southern Pine Association desires that the pur- 

 poses of this meeting be fully understood, and that the lines along 

 which it is conducted be in strict accordance with those purposes. 

 In order that this may be done, I desire to read a paper covering 

 briefly what we are here to do. 



The School of Salesmanship was born of the Southern Pine 

 Association's purpose to increase the use of yellow pine in this 

 and foreign countries and thereby advance the yellow pine in- 

 dustry. 



This to be done in strict conformity with well established 

 business principles and in perfect compliance with all laws, rules, 

 and regulations of an honorable business, with the highest stand- 

 ards of probity and business integrity. 



Three guiding stars to the School of Salesmanship will 

 occur to every thoughtful person. 



First The unquestioned integrity of the salesman with un- 

 blemished reputation, and the School behind him ever urging on 



