44 



SELLING LUMBER 



Mr. Thomp- 

 son "Sasses 

 Back" 



Salesmen 

 Can Set 

 the Public 

 Right 



I told them, I says: "Gentlemen, I have been sitting around 

 here and listening to what a fine looking bunch of men you are, 

 and how well you look, all today. Every speaker says how fine 

 you look." And I said: "You are not the* finest looking bunch 

 of men that I ever looked at. Down where I come from there 

 are a whole lot better looking fellows than you are; and I will 

 say this, too : Down there we couldn't get 300 men together if 

 there wasn't some grafting among them, and I don't think there 

 is any exception in this bunch." 



But I am going at this for, I believe, the first time I have 

 had an opportunity to look into the faces of a bunch of men that 

 represent the yellow pine industry represent it before the pub- 

 lic. Now, we fellows at the mill make the lumber, and you peo- 

 ple go out and represent us before the public. This is the first time 

 I have ever had the opportunity of looking into the faces of this 

 many of the representatives, and I am happy at the opportunity 

 to do it, because I think that you men can put us right, if you 

 will only have the patience to do it and you know we haven't been 

 always right before the public. We have been lambasted a good 

 deal, and some of you fellows have been ashamed to tell that you 

 were in the lumber business when you got out. I make these 

 few remarks because I don't want you to be ashamed to say that 

 you know something about silos; because my subject is the rea- 

 son for the sale of wooden silos ten reasons for the sales of 

 wooden silos, as compared with those built of other materials. 



(Mr. Thompson's paper will be found at page 389). 



The Chairman : The next number on the program is an ad- 

 dress on "Selling Factory and Industrial Trade," by Mr. C. W. 

 Myers, of the W. R. Pickering Lumber Company, Detroit, Michi- 

 gan. Mr. Myers is one of the very best known specialty salesmen 

 in the industry. (Applause). 



Mr. Myers : Mr. Chairman, I wish to give away my time 

 to the discussion of the question, asked by Mr. Austin and Mr. 

 Beebe. 



The Chairman : Mr. Myers's address will appear in the printed 

 record. 



(Mr. Myers's address will be found on page 310). 



The Chairman: Mr. Austin. 



Mr. Austin: One of our questions was, "What Is the Best 

 Disposition to Make of Short Lumber?" 



