SELLING LUMBER 11 



to increased activity and successful achievements. 



Second The knowledge that he is offering to the consumer 

 an article of trade beyond compare with all other commodities. 



Third The new uses and purposes to which the same is 

 continually adapted, in a majority of instances heretofore un- 

 known. 



With these standards, business will be augmented and the 

 price regulated by a proper appreciation of the advantages and 

 uses of yellow pine, resulting in increased demand and general 

 consumption. 



The Chairman : When the Southern Pine Association offered 

 its services to the Yellow Pine industry, the stockholders of the 

 corporation in their prospectus, offered to do certain things. They 

 have done these things and many more, but one of the greatest 

 things the Southern Pine Association did for the industry was 

 one off^the things not noted in the prospectus, namely the giving 

 to the industry the time and brain of its first president. Only 

 those who have been more closely associated with the Southern 

 Pine Association know how much the Association demanded of its President 

 president, and how much more zvas given. If there is anything to introduced 

 the saying that "He who profits most serves most," it would not 

 be possible to measure the return that should properly reach the 

 hands of Mr. Keith. Mr. Keith is not only a man of large vision, 

 but a man with the ability and decision to execute his ideas. He is 

 known to all of you by name and most of you personally. To 

 those who do not know him permit me to introduce Mr. Keith 

 as organizer of the Southern Pine Association and its first presi- 

 dent. 



Mr. Keith : I wish to take this occasion to say that it affords 



me great pleasure to look into the faces of the men in whose hands 



the destiny of our cmnpanies rest. That may seem to you to be a 



big order, but the first instruction that I had when I started in 



to sell the product of our company was that the profits of the 



company rested with me. Our company then pursued the practice? 



; which it still pursues, of charging to its sales department the costj 



jof the production and cost of manufacturing, leaving no earning 



for that department, whatever, but leaving all the earnings in the 



hands of the sales department, and the sales manager is held 



responsible entirely for the results. I want to impress upon you 



