SELLING LUMBER 



69 



WEDNESDAY, JUNE 28, 1916 FORENOON SESSION. 



Pursuant to previous adjournment, the school of salesman- 

 ship reconvened at the American theater on Wednesday, June 

 28, 1916. 



The meeting was called to order at 9 :30 o'clock a. m. by Harry 

 T. Kendall, chairman. 



The Chairman: Come to order, gentlemen. We are going 

 to vary a great deal from the printed program today. A number 

 of addresses on the program will be eliminated entirely, but all 

 will appear in the record. We are going to endeavor if you will 

 give us your full attention to devote the larger part of the after- 

 noon to discussion. In fact, we are going to have all the papers 

 or addresses delivered this morning. I am going to introduce 

 to you Mr. \V. M. Beebe, manager of the yellow pine department 

 of the Long-Bell Lumber Company of Kansas City, Mo., who 

 will address you briefly on the subject of "Selling Costs, Direct 

 and Indirect." (Applause). 



(iMr. Beebe's paper will be found on page 255).^ 



The Chairman: The next paper on the program this morn- 

 ing is "Co-operation From the Sawmill," an address by Mr. Charles 

 E. Martin of the Sabine Lumber Company, Cedar Rapids, Iowa. 

 Is Mr. Martin in the hall? (Mr. Martin comes forward and 

 mounts upon the stage). Mr. Martin! (Applause). 



Mr. Martin : Mr. Chairman, Fellow Salesmen and Gentle- 

 men : (Laughter). When I received the notice to address this 

 assembly I didn't let the chance pass. There are a great many 

 men better adapted to the subject than I am, but I don't overlook 

 anything like that. Cedar Rapids and the state of Iowa has pro- 

 duced some very prominent men Senator Cummins, and Stan- 

 ley Dodd, and, the Carey sisters, and Pat Crow, and myself. I am 

 about as prominent as any of them. 



When I received my subject I wasn't instructed very defi- 

 nitely, and it would appear that I might cover the whole business. 

 (Laughter). You will pardon me for the rather indefinite man- 

 ner in which I have treated this subject, because I didn't know 

 exactly what was expected of me. My wife wrote this thing, 

 and I will have to read it. (Laughter). 



(Mr. Martin's paper will be found on page 243). 



The Chairman: The National Lumber Manufacturers' Asso- 

 ciation is doing a great work for the industry, not only in handling 



Mr. Beebe 

 Talks on 

 Selling 

 Costs 



Mr. Martin on 

 Co-Operation 

 from the 

 Saw-Mill 



