SELLING LUMBER 121 



Association maintains an engineering department to which is re- 

 ferred questions of technical character for scientific research. T^^e 

 deal chiefly with problems of construction, wood preservation, lire 

 proofing,, utilization of waste, improper uses of wood, tests of tim- 

 bers, dry kilning methods and creosoted block paving. The pub- 

 licity in behalf of creosoted wood block paving for streets and fac- Engineering 

 tory floors is followed up by the paving engineer and his repre- 

 sentatives. The Association issues specifications recommending the 

 methods of treating and laying wood block pavements. This serv- 

 ice is at your disposal any time you have any questions of a tech- 

 nical nature upon which you or your customers want information. 



The Association architect prepares plans of all types of struc- 

 tures for the use of the advertising department, as well as passing 

 upon questions submitted by those who respond to our advertising. 

 This service, in connection with the trade extension bureau of the 

 National Lumber Manufacturers' Association, keeps in touch with 

 the changes in the building codes of the various cities, and with pro- 

 posed ordinances seeking to restrict or eliminate the use of wood 

 under unfair competitive conditions. 



The engineering department has issued the Southern Pine Man- 

 ual, containing technical data for the use of architects and builders. 



Under the supervision of the committee on export sales, the As- 

 sociation maintains a European representative, who is now in charge 

 of an exhibit installed in the "Exposition of a Reconstructed City," p 

 in Paris, France. This is a very elaborate exhibit intended to show Work In 

 foreign purchasers the variety of purposes for which American Eur P e 

 Pitch Pine can be used, as well as its availability. A series of pub- 

 lications printed in foreign languages is being published. 



One of the most recently appointed committees is that of sales 

 and distribution, under whose auspices the school of salesmanship 

 is being held. While the Association has established the various 

 departments mentioned, it seemed highly desirable to bring about 

 the co-ordination of the sales representatives with this whole field 

 of activity. The salesman is the man on the firing line ; more than 

 that, he is the advance guard, in a position to report when, where 

 and what kind of shots should be fired in order to advance the 

 cause of Southern Yellow Pine and of wood generally, in the fight 

 in which we are all enlisted. 



You will observe from what I have stated that the Association 

 possesses much of the machinery necessary to keep Southern Pine 



