SELLING LUMBER 



53 



Mr. Dionne reading: "Four Knowledge of other com- 

 petitive woods." What do you know about other woods which 

 come actively in competition with yellow pine? Do you know 

 the merits and limitations of these other woods as compared with 

 yellow pine? Do you know what these other woods are, where 

 they grow, what they are best suited for, and what they are 

 worth on the market in your territory? In other words, what do 

 you know about cypress, fir, spruce, red cedar and white pine? 

 And do you know anything about those hardwoods which are com- 

 ing into competition with yellow pine, such as birch, maple, poplar, 

 oak and gum? 



What per cent are you efficient in your knowledge of the 

 merits and limitations of these woods? 



Mr. Woodhead: So far as they apply to my territory, why, 

 I think I can stand 25 per cent on that. 



Mr. Dionne : How much ? 



Mr. Woodhead: Twenty-five. That relates to hardwoods 

 which come into contact and competition with yellow pine in 

 Texas and the surrounding country where I sell pine. I know 

 nothing about cedar, for instance. I don't come in contact with 

 it. But these hard woods that are sold down there, I take 25 

 per cent. 



A Voice: Fifty. How much? 



The Chairman : Twenty-five. How much are you going to 

 grade yourself on that? 



Mr. Dionne (reading) : "Five Knowledge of other building 

 materials." Do you know what are the principal kinds of ma- 

 terials which are in active competition with yellow pine for build- 

 ing purposes? And do you know the merits and limitations of 

 these materials as compared with yellow pine? Do you know any- 

 thing about the structural strength of iron and steel and wherein 

 this product is better or inferior to yellow pine, and do you know 

 the difference in cost when used for certain purposes? Do you 

 know anything about cement, and brick and stone and tile and 

 plaster and wall coverings, prepared or patent roofingb, and other 

 materials which are used as substitutes or as curtailments of the 

 use of yellow pine? Do you know the price of these articles 

 in your territory, their value and limitations as competitive prod- 

 ucts? What is the percentage of your knowledge on this sub- 

 ject? 



A Low 

 Score on 

 Competitive 

 Woods 



Knowledge 

 of Substitutes 



