64 



SELLING LUMBER 



Initiative and 

 Originality 



Economy 

 and Profits 



when you call and sorry when you leave, the kind that makes 

 your customers save their orders for you, the kind that creates 

 enthusiasm, good cheer, smiles, and makes a man forget his trou- 

 bles. This is the personality that wins. This is the personality 

 which counts 100 per cent in efficiency. What per cent have you? 



Mr. Woodhead: I refer that to the audience. 



A Voice: One hundred. 



Mr. Woodhead: Don't give me more than I am entitled to. 

 Let's be honest about it. 



A Voice: Give him 90. 



The Chairman: We will make it 75. 



Mr. Dionne (reading) : "19. Initiative and originality." The 

 man who waits to be told to do everything, who works by the 

 rule and clock, who never does more or less than the routine du- 

 ties prescribed for him, will never rise above his present position. 

 Few men are ever paid for anything more than what they earn; 

 therefore, the man who is not increasing his earning capacity is 

 seldom increasing his earnings. To increase your earnings is to 

 develop your capacity for work and make the work bring re- 

 sults. This requires initiative and sometimes originality. The 

 most successful men in business are generally the ones who created 

 their own positions; that is, they developed the jobs they had 

 from comparatively insignificant to executive positions. The man 

 who cannot improve his job, create new responsibilities, broaden 

 its scope, increase its results and improve its efficiency is not the 

 man the modern business men tie to. Business men of today are 

 on the alert for men with ideas, men with initiative, men with 

 originality, men who can develop the positions which they hold 

 to the maximum of efficiency. 



This is especially true with reference to traveling salesmen. 

 Sales managers want salesmen with initiative, with originality. 

 Without it you will never progress. Have you got it? If so, what 

 per cent. 



Mr. Woodhead: I don't think I have got them both in equal 

 measure. I would claim 80 per cent on initiative, and about 60 

 on originality. 



The Chairman: That makes 70. How about 70, gentlemen? 



A Voice: Give it to him. 



Mr. Dionne (reading) : "20. Economy and profits." By 

 economy, as it relates to a traveling salesman, I mean the ability 

 to sell at the minimum cost. 



