SELLING LUMBER 51 



place, the man who hopes to get ahead and make a success will 

 endeavor to improve himself in the direction in which he finds 

 himself deficient. Mr. Tclson's paper might suggest some points 

 to you that you might need to develop. We are exceedingly sorry 

 that Mr. Tolson cannot be with us ; but Mr. Dionne, secretary of 

 the Texas Lumber Dealers' Association, has agreed to read the 

 paper. I would suggest that those of you who care to conduct this 

 examination of yourselves take pencil and paper and score yourself 

 as Mr. Dionne investigates how deficient or efficient Mr. Woodhead 

 is. The twenty-three requisites are there on the chart. Mr. 

 Dionne. 



Mr. Dionne (reading) : Efficiency and the Lumber Sales- 

 man. What Per Cent Are You Efficient? By R. J. Tolson, Waco, 

 Texas. Mr. Chairman and Gentlemen: You have all heard the 

 oft-repeated saying that ''poets are born, not made." I am some- 

 what a believer in that theory, but I wish to qualify the statement 

 by saying that even though a man be born a poet he will never be 

 able to show his talent or genius until he has cultivated the finer 

 qualities of his mind and soul by education, study and thought. 



1. Health The first on the list is Health. If your health is 

 perfect you are entitled to 100 per cent in the percentage column 

 opposite "Health." I do not know of any vocation in which health 

 is so vitally essential as that of the traveling salesman. Unless 

 you are feeling good, you are working under a most serious handi- 

 cap. Good health is essential to a cheerful disposition, it is a stim- 

 ulus to enthusiasm, it is the fountain source of energy and industry, Health the 



" First on the 

 and you all know how important these things, are to a traveling List 



salesman. Beside this, no man can have the best use of his mental 

 faculties, unless he has good health. Unless you have good health 

 you are sure to have a grouch, business will be on the bum, and 

 you will likely blame your customers, your goods or your house for 

 losing the business instead of blaming yourself. Is your health 100 . 

 per cent perfect? 



Mr. Woodhead: I think it is 100 per cent. 



The Chairman: We will give the gentleman 100 per cent 

 (marking it down on the chart). (Applause). If you don't agree 

 with his answer, you have the privilege of saying so. 



Mr. Woodhead: I will take the liberty of saying that you 

 can't embarrass me if you vote against me. Just vote the way 

 you think. 



