SELLING LUMBER 



21 



I also wish to say that there will be a meeting of the Com- 

 mittee on Sales and Distribution immediately after the conclusion 

 of this session. 



I thought I was going to be compelled to disappoint you gen- 

 tlemen this morning, in announcing the inability of Mr, W. H. 

 Sullivan to come to the school, on account of some unfortunate 

 matters that came up at the last moment, and we had arranged 

 for another speaker to present his subject. Mr. Sullivan, how- 

 ever, has wired that he will be here Wednesday, and we will post- 

 pone his paper until he can be here to address you himself, as 

 I want to have the pleasure of introducing him to you, because he 

 is the chairman of the Trade Extension Committee of the Asso- 

 ciation, and a man who has in his charge a great number of 

 Association activities. 



When the committee began to seek some one in the lumber 

 industry to address you on Salesmanship, among those we were 

 advised strongly not to overlook was Dr. Stanley L. Krebs, of 

 the Institute of Mercantile Art, Philadelphia. Dr. Krebs came to 

 Houston the early part of this year and delivered the same ad- 

 dress he will deliver here. The citizens of Houston were so taken 

 up with Dr. Krebs and his work that they immediately arranged 

 for him to come back to Houston and deliver a series of lectures 

 covering a two weeks period. I believe you will all be amply 

 repaid for giving Dr. Krebs the closest attention. The Doctor has 

 had charge of large sales organizations, and is familiar with the 

 mode of making sales from start to finish, and you can't put 

 anything over on the Doctor. (Applause.) 



Dr. Krebs : Mr. President, Members of the Southern Pine 

 Salesmen's Association, Ladies and Gentlemen : I don't believe 

 I have overlooked any fool present. "What fools we mortals be," 

 at any rate, as the great poet said. 



(Dr. Krebs's address in full, page 124). 



The Chairman : I am sure I don't know how we can thank 

 Dr. Krebs for what he has said. 



Mr. Hines : I would like to move now a rising vote of thanks 

 to the Doctor. 



The Chairman : You have heard Mr. Hines' motion, gentle- 

 men. I am ?ure it will be made unanimous. All those in favor of 

 giving the Doctor a vote of thanks will please stand up. 



(All stand and applaud.) 



Introducing 

 Dr. Krebs 



A Vote of 

 Thanks for 

 Dr. Krebs 



