SELLING LUMBER 111 



Mr. Spencer : Would the same be true of No. 2 as No. 1, 

 because of the fact that they would both be used for the same 

 purpose ? 



Mr. Jones : No, I would not say so ; because No. 2 is a 

 cheaper grade and expected to be used in a cheaper building. 



A Voice : And throw parts of it away, too. 



Mr. Spencer: Do you mean to say that you will allow 

 waste in No. 2 lath? 



Mr. Jones : No, no ; you don't allow any waste in No. 2 

 lath. But he can throw part of his lath away. (Laughter.) 



Mr. Marshall : An order calling for 2x4, S & E ; mill sur- 

 faced four sides to the S & E standard. Can the customer com- 

 plain of the working, and can he be sustained? 



Mr. Jones : He cannot complain of the working and would 

 not be sustained, if it was surfaced four sides to the standard. 



Mr. Bower: I want to make a few remarks in regard to the 

 School of Salesmanship. 



The Chairman: Is the question to Mr. Jones? 



Mr. Bower : No ; but I thought this is about going to break 

 up here in a minute, and I just wanted to put this to the salesmen 

 while they are here. 



The Chairman: All right. 



Mr. Bower: I want to know, after the Southern Pine Asso- 

 ciation members have gone to the expense of having all these 

 salesmen come up here, whether or not there is going to be a 

 permanent organization; and, don't you think, or don't the sales- 

 men who are here in attendance think, that instead of going to 

 retail lumber dealers' associations in the future, that it would be to Gin 

 far better to go to a school of salesmanship once a year, and there- 

 by getting training, and not getting gin-headed at these retail lum- 

 ber dealers' conventions? (Applause.) 



The Chairman: Gentlemen, you have heard Mr. Bower's 

 suggestion. 



Mr. Bower: I personally would like to come up here once 

 a year instead of sticking around in Texas and attending retail 

 lumbermen's conventions and never picking up any business. 



Mr. Montgomery: Apropos of what Mr. Bower has to say, 

 I have a resolution I would like to offer. I think without ex- 

 ception all who have attended this School of Salesmanship will 

 agree that we have been greatly benefited and while it was not, 



