50 



SELLING LUMBER 



Mr. Wood- 



alternates be at the Planters' Hotel at 12 :45 tomorrow to take 

 lunch with me and the other members of the committee on Sales 

 and Distribution, and we will explain our proposition to you then 

 the chairmen and alternates. 



The Chairman : I want some one to suggest a salesman to 

 come on the platform to l>e examined to see what per cent efficient 

 he is. 



A Voice : Mr. Chairman ! 



The Chairman: Mr. Nelson. 



Mr. Nelson : I suggest that the less you have to mark him 

 down, the better. You want one that is good. The best one I 

 know of is Ben Woodhead. 



The Chairman: All right. Mr. Woodhead, come on the 

 stage. 



(Mr. Ben S. Woodhead comes on the stage and is given a 



head Submits seat beside a large chart.) 

 to the Effi- 

 ciency Test 



The Chairman : Without doubt the star paper read at the 

 Texas Retail Lumber Dealers' Association was an address on 

 Efficiency, delivered by Mr. R. J. Tolson, of William Cameron & 

 Company, of Waco, Texas.. While Mr. Tolson is practically 

 engaged in the auditing end of the lumber business, he has been 

 a close student of the lumber game, particularly along lines of 

 efficiency, not only in his own department of auditing, but in 

 retail and wholesale merchandising. I don't believe that there 

 is any one person who believes himself 100 per cent efficient. It 

 is also true that the average man is rather backward about analyz- 

 ing himself. But nevertheless, when such an examination takes 



