56 SELLINGLUMBER 



bummest lot of stuff he ever saw, and that it was not near up to 

 grade, and that he wanted you to step out and see it and pass on 

 the grades? I am sure you have. Were you then prepared to 

 show him that he was absolutely wrong and to point out the fact 

 that it was in reality above grade, instead of under grade? Could 

 you quote the grading rules to him from memory and show him 

 by the inspection of each stick or board that it was up to grade, 

 and that your firm or mill did not rob him? In fact, do you 

 actually know all about knots, their size, form and quality and 

 how many different kinds there are? Do you know all about 

 pitch and sap and wane and stains and checks, splits, grains, etc., 

 of Grading an( ^ how many of each of these defects are allowable in each 

 Rules grade and kind of yellow pine lumber according to the length of 



the piece? If you can tell each of these things you are entitled 

 to 100 per cent, and should get a special prize for efficiency be- 

 sides. In grading yourself on the grading rule you must grade 

 yourself by the rules, and not by the appearances of the lumber. 

 You can probably make a correct guess as to the proper grade of 

 a piece of lumber by appearances, but we cannot always tell the 

 grade of efficiency of a lumber man by appearances. What per 

 cent are you efficient in the knowledge of grades? 



Mr. Woodhead : Well, as the gentleman has expressed this 

 question, I would have to take a pretty low efficiency, because I 

 can't quote those rules from memory. 



The Chairman : We will strike that out. 



Mr. Woodhead : The first part of that proposition, going out 

 on the yard, I am an expert at that. I have been doing that a 

 long time; and I claim on grading rules, 75 per cent. 



The Chairman: What shall we give him, gentlemen? 



A Voice : That is right. 



Mr. Woodhead: I can grade everything except flooring and 

 ceiling. I can grade some of that, but I am not good on it. 



A Voice: Let Mr. Rhodes grade him on that. 



The Chairman : Mr. Rhodes didn't hear the question, gen- 

 tlemen, and we haven't time to read it. I will give him 75 I will 

 raise it ten, and make it 85. (Applause.) 



Mr. Dionne (reading) : "Eight Market conditions, prices, 

 etc." The lumber salesman should not only know the prices of 

 every item on his list of standard cutting at the mills ready for 

 shipment, but he should be able to quote promptly, without re- 



