34 



SELLING LUMBER 



Meaning of 



"Good 



Stock" 



Mr. Nelson : Mr. Chairman, I think it would be better to 

 leave it to each company to decide that. 



The Chairman: You think that is a company matter? 



Mr. Nelson : I think that is entirely with the company. 



The Chairman : Are there any other views on that ? Do 

 you all agree with Mr. Nelson that that is a strictly company 

 matter? 



A Voice : Mr. Chairman ! 



The Chairman: What do you think about it, Mr. Blake? 



Mr. Blake: I think the customer should be written and a 

 carbon copy sent to the salesman. 



The Chairman: You think the customer should be written 

 direct? 



Mr. Blake: Yes, sir; and a carbon copy of it sent to the 

 salesman. 



The Chairman : Someone else ? 



Mr. Lennox: Well, I should think the customer should be 

 written direct. 



The Chairman : Any other comments on that question ? 



Mr. Kennard : Mr. Chairman, I don't think that should be 

 taken up by them with the company, but with the salesman. I 

 have lots of customers I would not want a contract varied with, 

 at all. 



The Chairman: Any other views on that subject? Well, 

 then, let's discuss this question : "If a customer sends you an 

 order showing usual specifications, and in addition says, 'This 

 must be good stock/ would you give him regular stock or a grade 

 better than specified?" 



Mr. Beebe : If it is a habit of shipping poor stock, I would 

 give him something better ; but if we have been shipping the 

 regular grade, I would give it to him. (Applause). 



The Chairman : Now, we are getting business and orders 

 on which the salesman writes, "Must be good stock." What is a 

 sales manager to do with that kind of order? 



Mr. Nelson: I do not think so. The fact that it says it 

 must be a good grade does not mean that it should be a different 

 grade than that specified on the order. 



All of the subscribers to the Association guarantee that their 

 grades are all good. And I do not think that any salesman means 

 by writing on the face of an order, "Must be good stock," that 



