48 



SELLING LUMBER 



The 



Salesmen's 

 Territorial 

 Organization 

 Outlined 



Work for 

 the Territorial 

 Organization 



Gentlemen, we have two numbers yet on the program that I 

 am very anxious to present to you. The first is the arrangement 

 for territorial organization, and the other is the efficiency examina- 

 tion. We are endeavoring now to locate Mr. Dionne, who has 

 agreed to read this paper. It will take about thirty minutes, and 

 we want the salesmen to select one of their number to come on 

 the stage and be examined. We will also ask each one of you 

 to take pencil and paper and sit down and make an analysis of 

 yourself, in what essentials of efficiency, in accordance with the 

 authoritative definition, you are deficient. Now, Mr. Dionne is 

 not here; and I will be exceedingly obliged if you will break up 

 the meeting and hold territorial meetings in the back of the hall. 

 I can guarantee that if you will remain in the hall for thirty or 

 thirty-five minutes we can give you some valuable hints along 

 the line of efficiency. Regarding the territorial organization, I 

 will say that I will read briefly the idea ; and I will ask one sales- 

 man from each state or territory'to come to the foot of the stairs 

 and get a banner; then go to the rear end of the hall and call 

 all the salesmen of that state or territory to him. The plan itself 

 I will read briefly. 



The plan that we propose, or rather, the plan that was tenta- 

 tively laid before the committee this noon was as follows : 



That the salesmen should investigate in their territorial or- 

 ganization : 



New uses for yellow pine; 



The failure of yellow pine to meet market conditions; 



Competition : 



(a) From concrete and steel; 



(b) From other wood substitutes ; 



(c) From other woods. 



The salesmen should endeavor to co-operate with all dis- 

 tributing channels by studying out a plan of educa- 

 tional campaign : 



(a) Through the architect; 



(b) Through the contractor; 



(c) Through the retailer; 



(d) Through any industry with which they come in 

 contact, concerning the problems and necessities both 

 of the manufacturer and the consumer. 



