SELLING LUMBER 



41 



suit his customer, name another one. In other words, let the 

 customer express his preference for what he will get. 



Mr. Rogers : I believe that/ the question of assortment of 

 lengths depends on the buyer prettly largely. Some large buy- 

 ers will take any assortment, when an order calls for 10 to 20- 

 foot ; are satisfied with any assortment of lengths from 10 to 

 20 feet; but the ordinary small dealer, when he orders 10 to 

 20-foot lengths expects a reasonable assortment of lengths ; but 

 we don't, however, consider that the buyer, whether a small 

 or large buyer, has a right to criticise the mill, if that particu- 

 lar mill ships a surplus of any one length which suits their 

 stock. We personally think that when a dealer, wants an as- 

 sortment of lengths he should specify the lengths. 



A Voice: Does the term 10 to 20-foot lengths imply that 

 each length should be shipped 10, 12, 14, 16, 18 and 20? 



The Chairman: Personally, I think so. What do you 

 think of that? Does the specifications, 10 to 20-foot, mean 

 that some of every length be shipped? 



Mr. Burgoyne: We have just recently handled a large 

 shipment of 10 to 20-foot lengths, and in one case we were 

 requested by the customer to ship him all 12, 14 and 16 

 and we agreed to do that, notwithstanding that we had a lot 

 of 10, 18 and 20 that we were very anxious to unload. Conse- 

 quently we gave him a fair average of 12, 14 and 16, namely, 

 60 per cent. 



Mr. W T oodhead : I think that is the proper way to han- 

 dle an order like that. An order calling for 10 to 20-foot in 

 length might vary according to the destination. Some parts 

 of the country would prefer 18 and 20-foot lengths; and some 

 would prefer 12, 14 and 16. 



Mr. Nelson : The shipping clerk at the mill does not know 

 your customer, and may not be as familiar with his needs as 

 you. Why not put on the order, when you send it in,- what 

 you expect? If you leave it to the shipping clerk at the mill, 

 the chances are the shipping clerk is going to ship what he 

 has most of, and there is no use of leaving that open. If you 

 are going to put something over on your customer, put it over 

 when you are making the deal, and not afterward. 



Mr. Austin : I don't agree with Mr. Nelson, because I 

 believe that if it is left to the salesman it will mean, to a cer- 



What the 

 Term "10 to 

 20-Foot 

 Lengths" 

 Implies 



Shipping 

 Clerk or 

 Salesman 

 to Judge? 



