SELLINGLUMBER 43 



good work that the sales managers are doing, and the salesmen, 

 in salesmanship, that we all ought to get together and work off 

 these short lengths in every sale that is made; that is to say, not 

 exceeding the percentage allowed by the rules of the Association. 

 Now, in these cases we don't always have the full percentage of 

 short lengths, but we do like to work those short lengths off when- 

 ever it is possible to do so ; and we have resolved not to take any 

 more orders that way; that is to say, unless they comply with 

 the Association rules. (Applause). 



The Chairman: Gentlemen, we are now an hour late start- 

 ing our program. First on the program is an address on "How 

 Best to Cover the Territory," by Mr. James H. Heyl of the East- 

 man-Gardiner Company, Columbus, Ohio. I beg to. introduce Mr. 

 Heyl. (Applause). 



Mr. Heyl : Mr. Chairman and Gentlemen : In this paper I Mr He 1 

 have confined myself to the most essential points. I have not on "How 

 tried to tell you all I think I know on this subject, because I think Cover the 

 you would get mighty tired before I got through. Territory" 



(Mr. Heyl's paper will be found on page 212). 



The Chairman : One of the principal ways or directions in 

 which the funds of the Association have been spent is in the direc- 

 tion of exploiting silos. Mr. J. Lewis Thompson, chairman of the 

 silo committee of the Southern Pine Association, is here, and will 

 address us on this subject. (Applause). 



Mr. Thompson : Mr. Chairman : I will say that this is the 

 first time that I have appeared on a theater stage. One time up 

 in New York Mr. Rodney Browne is here, and he will bear me 

 out in this I was standing there and was asked to address them, 

 but they cut me off in the middle of my talk, up there at the 

 Retail Lumber Dealers' Association, and let a lawyer come in and 

 take up where I had left off, and finally brought me back ; and 

 I told them that was the first time I had ever been called on for 

 an encore. I am not going to take up much time, because it on Silos 

 won't take me long to tell you what I know about silos. But I 

 want to tell you this : That up in New York I was introduced 

 as a "yellow pine lumber man, and thirty days late, as usual." 

 I didn't quite get the gist of the remark, because they had given 

 us written instructions. I got in there on time, all right, but it 

 seems that they put me on the program the day before I was to 

 appear there; and I told them, after I was introduced that way. 



