SELLING LUMBER 25 



Mr. Nelson (after taking a drink of water) : I am not drink- 

 ing that because I like it, but just because it had such an effect on 

 Dr. Krebs. (Laughter.) 



I think Mr. Kendall is very kind to me when he says I sold it. 

 I expect there are some salesmen here that won't give me credit 

 for that. (Laughter.) 



(For Mr. Nelson's paper in full, see page 150). 



The Chairman: One of the best known organizations in the 

 yellow pine trade is the Arkansas Soft Pine Bureau. The members 

 of this bureau, who are also members of the Southern Pine Asso- 

 ciation, have been spending a great deal of money to introduce 

 their products, and, incidentally, the use of yellow pine finish 

 throughout the consuming territory. The manager of this bureau, 

 Mr. R. H. Brooks, will address you on the subject of yellow pine 

 finish and its possibilities. 



Mr. Brooks : Mr. Funck, this morning, in addressing you, 

 dwelt for a moment on the subject of enthusiasm for the article 

 you sell. It is, however, important that in becoming enthusiastic 

 over the product you sell, you should be pretty sure you are selling 

 it for the purpose to which it is adapted. This brief paper I am 

 going to read you is predicated on the thought that part of your Mr. Brooks 

 wood is best adapted to one purpose, and part of it to another. Finish 

 In other words, that short leaf makes a better interior finish than 

 long leaf, and long leaf is better than short leaf for outside work. 

 Our wood is short leaf, but you are not to take exception to the 

 comparisons I make, because these remarks are made only in the 

 recognition of the fact that we are trying to emphasize the right 

 wood for the right purpose. 



(For Mr. Brooks's paper in full, see page 277). 



The Chairman : The subject on the program, "Painting Yellow 

 Pine," by Mr. H. A. Gardner, consulting engineer of the National ^ Lecture 

 Paint Manufacturers' Association, consists of a series of lantern on Painting 

 slides. Mr. Rhodes will read Dr. Gardner's comments upon these 

 slides; and if you will wait just a minute we will darken the house 

 and throw these slides on a screen. 



(At this point the house was darkened ; a series of pictures was 

 thrown on a screen, and pan passu therewith Mr. Rhodes read the 

 paper on "Painting Yellow Pine," by Mr. H. A. Gardner, which 

 is reproduced in full on page 378.) 



