18 



SELLING LUMBER 



No Secrets 

 in the Lumber 

 Business 



A Welcome 

 to Visitors 



Mr. Rhodes 

 Is Introduced 



a year, while only the 60,000 remaining, the more successful 



ones, make $5,000 a year and over." 



From this, it can be readily seen that we really have not 

 been in a prosperous condition ; and, furthermore, we are never 

 going to be in a prosperous condition until we have more co- 

 operation and a more complete understanding of our conditions 

 than we have had. We will have to bring that condition about in 

 a perfectly legal way, of course, and we want the co-operation 

 of the men who work for us, the men who sell our products. We 

 want you to believe and we want you to think that there are no 

 secrets in our business ; that the more you can talk to your fellow 

 salesman, the more you can bring home to him the prices at which 

 you are selling your product and the amount of sales which you 

 are making, and the more you can help one another (without any 

 agreement as to prices, but simply the question as to prices at 

 which your product has been sold), the better off we will all be. 

 I believe we are going to have a better condition, a better under- 

 standing, and more profits in our business. Gentlemen, I thank 

 you. (Applause.) 



Mr. Keith, after retiring, again advanced to the front of 

 the stage and said : 



I wish to say, as President of the Southern Pine Associa- 

 tion, that we greatly appreciate the presence in our midst today 

 of our brothers from the other branches of the industry, and 

 we wish to extend to them our cordial welcome. 



The Chairman: No matter how brilliant the chief of staff, 

 or how far-reaching the president, he must have a field manage- 

 ment. The Southern Pine Association is exceedingly fortunate in 

 being able to command the services of Mr. John E. Rhodes. Mr. 

 Rhodes came to the Southern Pine Association with years of 

 training, and success immediately followed his "Service" banner. 

 It is going to be my pleasure to introduce Mr. Rhodes to you, but 

 this introduction will serve only to introduce Mr. Rhodes to you, 

 and not you to Mr. Rhodes. I would like very much if all of 

 you, some time during the meeting, would take time to go to 

 Mr. Rhodes and introduce yourselves to him and assure him that 

 you are back of him in the great work he is endeavoring to do 

 for the Yellow Pine industry. Mr. Rhodes! (Applause.) 



Mr. Rhodes: Mr. Chairman and Gentlemen I greatly appre- 

 ciate the introduction of the chairman. Needless to say, it will 



