154 



SELLING LUMBER 



Salesmen 

 Should Work 

 Together 



lines, not only taking advantage of but creating the opportunities. 

 The consumption of our lumber is decreasing through the devel- 

 opment of the substitutes, many of which have not the merit 

 claimed. Keep close watch on every substitute being used for 

 wood, and wherever they fail be sure you are on the job and se- 

 cure the information and report it through your general office so 

 that it can be passed to the Association and distributed. Have pho- 

 tographs made wherever it is possible. 



Let us impress upon the retailers and consumers of Yellow 

 Pine throughout the entire country that while the Association is 

 organized and maintained by the subscribers, it is organized for 

 the purpose of benefiting the retailers and consumers of lumber, 

 and we want them to make use of it in any direction they think 

 will be beneficial to the industry and profitable to themselves. 



The object of the Association is to cause lumber to be used 

 for every purpose for which it is as good or better than anything 

 else; for it is their desire to see that the consumer gets the great- 

 est value for the money expended for Yellow Pine. Let us get 

 everybody interested in the Association and make sure that they 

 know its object and purpose. Let the salesmen calling on the trade 

 located in the small cities and towns, organize at central points 

 and divide up the territory among them so that every town where 

 there is a lumber yard will receive the proper attention and infor- 

 mation ; have the retailers get together with the contractors and 

 carpenters, in the evening, and give them a lecture with regard to 

 the objects and purposes of the Association and relative to the 

 merits of Yellow Pine ; show them how short lengths can be used i 

 to advantage. I think you will find the carpenters and contractors 

 in the small towns very willing listeners,, and all of the retailers, 

 when they find you are working for their interest, will give you 

 no trouble in securing a conference. If this matter is properly 

 presented I think we should soon have the entire territory covered. 

 Meetings of this character should, I think, be continued at least 

 once every six months, because when once we get things going 

 right there will be a lot of new things come up which we will want 

 to transmit to the retailers, contractors and carpenters. To make 

 it all the more attractive in the larger towns, you might arrange 

 to have talks at some moving picture house, and secure from the 

 Association a set of picture films, charts and other descriptive litera- 

 ture of any nature which could be used to advantage. This would 

 not only be of interest to the retailers, contractors arid carpenters, 



