58 



SELLING LUMBER 



Retail 



Mr. Woodhead : Well, that is rather a narrower interpretation 

 than I had given myself. Thinking the matter over this morning, 

 I believe, as it is expressed there, I can claim 75 per cent. 



A Voice : Oh, 100 per cent. 



Mr. Dionne: You can do a little better than that, can't you? 



The Chairman : Gentlemen, what shall we credit him ? 



A Voice: Give him 100. 



The Chairman: All right, we will credit him 100. 



A Voice : You are not supposed to know all the rates. 



Mr. Dionne (reading) : "10. Retail merchandizing." I be- 

 lieve, as a rule, lumber salesmen fail to appreciate the immense 

 value of a knowledge of the retail lumber business, but in my 

 Merchandizing judgment such knowledge is inestimable. The more you can find 

 out,, learn or know about the retail end of the lumber game, the 

 better you will be prepared to play your cards to win. 



If you sell direct to the retail dealer and can show or demon- 

 strate to him that you are familiar with the demands or require- 

 ments of the trade, that you know about what would constitute 

 a fair stock or assortment of the various kinds and grades of 

 material, the purpose for which they are used and the general 

 methods of conducting a retail lumber yard, the closer will be 

 your relationship with him. Under these circumstances your cus- 

 tomer will have more respect for your business knowledge, and 

 then it will be easier to obtain his confidence. 



If you are familiar with the demands of the local trade 

 and know the usages for which the several kinds of lumber are 

 intended, you can frequently be of considerable assistance to a 

 retail lumberman in making up his order, and once you are called 

 upon by him to assist him in that, or in any capacity, you have 

 cemented his friendship and you have created what we call non- 

 competitive business. 



If you show a knowledge and familiarity with the retail end 

 of the business, your customer (provided he is the retail dealer) 

 will frequently call on you to assist him in landing a job in his 

 town or community, which means more business for you as well 

 as his yard. 



In addition to having a general knowledge of the retail lum- 

 ber business in your territory, you should have a specific knowledge 

 of how each of your customers conducts his particular or in- 

 dividual business. Of course you must use tact and use your 



How the 

 Salesman 

 Can Aid His 

 Customer 



