SELLING LUMBER 59 



eyes and ears to get this knowledge and information; if you are 

 a good business man as well as a good salesman you might some- 

 times prefer not to sell this particular customer, as loose meth- 

 ods of conducting a retail lumber business are examples of in- 

 efficiency, and inefficiency is the forerunner of loss and failure. 



Therefore, what do you know about retail lumber merchan- 

 dizing? You may grade yourself accordingly. 



Mr. Woodhead: I want to say that I was in that business 

 two or three years, and I claim 60 per cent on it. 



A Voice: Seventy-five. 



The Chairman : We will give him 60. 



Mr. Woodhead : I think 60 is fair enough. I don't think 

 I am entitled to any more than that. I don't mean by that that 

 I actually ran the yard myself. I was part owner of five or six 

 yards, and directed them for two or three years and made money 

 out of them. 



Mr. Dionne: This question does not necessarily imply that 

 a man must have retail yard experience, any more than you would 

 have to go into the steel business in order to have knowledge 

 of what they ask there about other building material steel and 

 cement. It is what you know about it. 



A Voice: Seventy-five. 



The Chairman : All in favor of 60 hold up their hands. All 

 in favor of 75 hold up their hands. Sixty has it. 



Mr. Dionne (reading) : "11. Courtesy." Courtesy is per- 

 haps the finest accomplishment of a human being. It is the badge 

 of refinement ; it signifies consideration for others ; it bespeaks 

 unselfishness, it creates good will, it makes friends, it makes busi- The Value 

 ness, it makes money ! It costs nothing but produces more profit 

 than all the side lines in the world. It is a tremendous factor 

 for success in every business, and it is one of the chief essen- 

 tials of a lumber salesman. 



Are you courteous? If so, what per cent? 



A Voice : Without going any further, gentlemen he is easily 

 entitled to 100 per cent. (Applause). 



A Voice: I had the privilege of working for Mr. Woodhead 

 a number of years and I want to grade him 100 per cent. 



The Chairman : One hundred. 



A Voice: Make it 110. 



Mr. Dionne (reading) : "12. Truthfulness and honesty." 

 The day has passed when a man, firm or corporation could be dis- a nd Honesty 



