32 



SELLING LUMBER 



"Judging 

 Orders" 



Mr. Hines 

 Talks on 

 Salesmanship 



I will say that the Association is mailing 2,500 copies of this ba- 

 rometer each week. (Applause). 



The Chairman: As neither Mr. Sterling nor Mr. Watkins 

 appear to be in the room, I am going to ask Mr. Sackett, the For- 

 ester for the National Lumber Manufacturers' Association, to 

 read his paper on "Wood Substitutes." Mr. Sackett was not ex- 

 pecting to be called upon, but we are anxious to have his paper 

 presented to you. He will be on the platform in just a moment. 



A Voice: Mr. Chairman, Mr. Watkins is in the room. 



The Chairman: Mr. Watkins here? Mr. Sackett left the 

 rear of the hall to come to the stage a moment ago. Just a min- 

 ute, until I see whether Mr. Sackett is on the stage. I guess Mr. 

 Sackett has been lost in the shuffle somewhere. Mr. Watkins be- 

 ing in the room, I am going to ask him to address you on the 

 subject "Judging Orders." (Applause). 



Mr. Watkins : Mr. Chairman and Gentlemen : I notice a 

 mistake in this program. It is "Judging Orders." I think that is 

 a little mistake. I meant to make it "Judge the Order." I haven't 

 seen two orders at once for quite awhile. (Laughter). I want 

 to say I feel so good over this report and Mr. Rhodes'little speech 

 I don't know whether I can talk about my paper or not. That 

 is the best speech we have heard yet. 



('Mr. Watkins's paper will be found on page 203.) 



The Chairman : Without doubt the next speaker that I am 

 going to call on, or rather, that it is my privilege to call on, is 

 the most shining example of success in lumber salesmanship. Of 

 course, the heights to which he has climbed were not reached 

 from selling ability alone, but his success, was, I am sure, due to 

 his making himself a superior salesman. I am very glad to pre- 

 sent to you Mr. Edward Hines of Chicago, who will address you 

 on "Salesmanship From* the Standpoint of a Lumberman." (Ap- 

 plause). 



(Mr. Hines's paper in full will be found beginning page 356). 



The Chairman: I know that we all consider ourselves deeply 

 in Mr. Hines's debt. I know that we can't fail to appreciate how 

 much sacrifice- this occasion means to Mr. Hines, who is a man 

 of very large business interests, as he has given a great deal of 

 his time to this. We will stand adjourned until 2 o'clock. 



At this point, at 12:30 o'clock p. m., the school took a recess 

 until 2 o'clock p. m. of the. same day. 



