SELLING LUMBER 35 



it is a special contract, because the order specifies specifically the 

 grade orders, and unless there is some explanation as to what limi- 

 tations or exemptions should be made the notation is superfluous. 

 It is used by some buyers as a lever for a claim. 



While some buyers think some mills make their lumber above 1 

 grade, they are honest in their belief and are sometimes willing 

 to pay a little more money because they believe they are going 

 to get something above grade. And the fact that he is putting 

 this information on the order indicates that the salesman is en- 

 couraging him to believe he is getting something above grade. It 

 would be much better if the salesman would explain to the cus- 

 tomer that the stock which they ship under that grade is all 

 graded the same that if it is better than that offered by others 

 it is due to the natural growth of their timber that they are not 

 picking their grades for anybody and if the customer does not 

 think the stock he will get is worth the money not to buy it from 

 him. (Applause). 



The Chairman : I am speaking now of orders in general. 



Mr. Nelson : I don't think the order ought to go into the 

 house that way. I think the salesman ought to sell the grades 

 that they make; sell it in accordance with the grades of the Asso- 

 ciation ; and they shouldn't add anything special to that class of 

 order. 



Mr. Dix : If the order carries an additional price, I think 

 we ought to give a little better grade, possibly ; but if it carries 

 the regular price, I don't think so. 



Mr. Rogers : I think if the shipper or mill has reason to be- 

 lieve that the customer expects something better than the Associa- 

 tion grade he ought to take it up with the customer. 



Mr. Kendall : Doesn't that make a special contract, and vi- 

 tiate all the rest of the terms of sale? 



The Chairman: Mr. Nelson, will you answer that question? 



Mr. Nelson : I don't think so. The fact that it says it must 

 be a good grade doesn't mean that it should be a different grade 

 than that specified on the order. All the associations' hold the 



subscribers to the association guarantee that their grades are all T* 16 , 



tion Good 

 good, and I think it is the duty of a salesman that has to write Grade" 



that on the face of his order to explain that matter to his custom- Unnecessary 

 ers. I don't think the fact that he is putting that on there means 

 that he believes that the stock you ship is not worth the money 



