SELLINGLUMBER 77 



concrete man is selling his stuff, is because he is on the job. He 

 makes it his particular business to circulate around. He doesn't 

 make it his business to sell 500 sacks or so a day ; he goes around 

 and talks about it on the railroad train and everywhere else. He 

 knows about the questions of strength, and how to make tests. 

 I was on the train the other day and heard a man dilating learnedly 

 about rule B-162 of the American Society for Testing Materials. 

 How many of you know that there is such a thing as rule B-162? 

 A man told me last week, "I wish you would bring this yellow pine 

 material to New York." I would like to take 175 engineers, to talk 

 about this thing. This salesman I was telling you about, my friend 

 on the train, was talking about these specifications. He knew 

 all about the testing machine, how to make briquette tests, how long 

 it should be soaked in water, what the results signify. Where did 

 he get it ? He probably heard some engineer talking about strength, 

 and he wrote in to the home office. He didn't know the first thing 

 about it ; never heard of it ; and he wrote to his office and they sent Association 

 this pamphlet; and to hear that fellow talk about strength values, wlt Data 

 ct cetera, you would think he was the fellow that drew it up. The 

 Southern Pine Association has on its staff a number of men who 

 are devoting much time to digging into these points. If you on the 

 outside hear of some particular problem, don't let it go by. Write 

 it down on a piece of paper and send it in. Let's work together on 

 this. If you see a rotten sidewalk condition, examine it carefully, 

 examine carefully into the condition, why that is the case. If you 

 find some timber is broken, or doesn't serve its purpose, don't let 

 it go by, and say, "Oh, that is simply what Jones sold the fellow. 

 I will sell him something better." Examine the condition and write 

 into the office about it, either to your company, or to the Associa- 

 tion, and the first thing you know we will get together on things of 

 that sort, and you will be as implicitly confident of not only the 

 sentimental, but the practical application and value of your material, 

 which will make it a joy for the other man to buy. (Applause.) 



The Chairman : You may be sure that the United States gov- 

 ernment is seriously interested in the lumber business. They have 

 been making investigations for years along a great number of lines. 

 One of the principal lines of investigation has been the possibility 

 for the utilization of mill waste. Mr. Howard F. Weiss, Director of 

 the Forest Products Laboratory of the United States Forest Service, 



