SELLING LUMBER 



27 



per men refuse to tell me what is on the program, but they say 

 that in order to send it off right, we have got to all be together 

 and go in the hall at the same time. So I ask that you all be at 

 the Planters' in time to march into the banquet hall at 7:30. 



If there is no further business we will stand adjourned for 

 the day. 



At this point, at 4:40 o ; clock p. m., the school of salesman- 

 ship took an adjournment to 9:30 o'clock a. m. on the following 

 day. 



TUESDAY, JUNE 27, 1916 FORENOON SESSION. 



Pursuant to previous adjournment the school of salesmanship 

 reconvened at the American theater on Tuesday, June 27, 1916. 



The meeting was called to order at 9:30 o'clock a. m. by 

 Harry T. Kendall, chairman. 



The Chairman: Come to order, gentlemen. In order to 

 make yourselves entirely comfortable, I suggest that you take off 

 your coats. AVe have a lengthy program this morning, and we 

 want to make you as comfortable as possible. The paper on 

 "Stumpage and Logging Costs" was assigned to Mr. Rickey at 

 a very late date, and unfortunately Mr. Rickey was called away, 

 so that at the last moment Mr. Frank Schopflin of the Central 

 Coal and Coke Company was requested to write the paper; but 

 as he is unable to read it, I am going to ask Mr. Rhodes to read 

 it to you. The paper is one of a series of papers on costs, and 

 deals principally with the figures on these two charts. I hope 

 that you will watch the development of the cost problem on these 

 charts in connection with the papers as they are read. 



(Mr. Rhodes reads the paper on "Stumpage and Logging 

 Costs" by Frank Schopflin, which will be found reproduced in full, 

 beginning at page 158). 



The Chairman: We are now on our regular program. It 

 is my desire to introduce to you Mr. Jason F. Richardson, Jr., of 

 Ottawa, 111. At the Illinois Retail Lumber Dealers' Association 

 meeting the paper that excited the most comment, and I think 

 made the most lasting impression, was the one by Mr. Richard- 

 son. It opened up an entirely new avenue of thought to the re- 

 tail dealers, and I am sure it did to the salesmen who were pres- 

 ent at that meeting. We are exceedingly pleased to have Mr. 

 Richardson with us this morning to read his paper, as it is very 

 interesting and instructive. Mr. Richardson ! (Applause). 



Stumpage 

 and Log- 

 ging Costs 



An Architect 

 Talks on 

 Co-Operation 



