SELLING LUMBER 



177 



tect's first duty is to educate the architects to specify lumber and 

 timbers properly, keeping in mind standard grading rules, and then 

 to insist that the lumber dealers fill the specifications strictly as 

 specified. 



Few architects really know lumber and therefore are unable 

 to properly inspect or identify the timbers or lumber which they 

 have called for, and the lumber man knows this. 



However, here is where I expect and ask the lumber salesman 

 to help. Many salesmen are called upon to figure bills of lumber 

 by the local dealers if the lumber salesman would ascertain from 

 the dealer what the lumber is to be used for, and advise him as 

 to the proper grade to be used, and see that he buys only that kind, 

 then you are helping to save lumber from the disgrace of wrong 

 usage, and sure failure to the purpose intended. This is what I 

 mean by honest lumber, right lumber in the right place. 



We know that it is possible to get timbers that will meet all 

 possible requirements and will give satisfactory service. I believe 

 the lumber man wants us to get it, and I believe he is going to 

 see that we get it. You have the goods and can deliver them, and 

 we can get together and work out 'our problems. 



The average lumber dealer is wholly unacquainted with the 

 botanical species of timbers and lumbers. He has not the technical 

 knowledge that is necessary for the recommendation of proper 

 materials. Your Southern Pine Association has actively co-operated 

 with the United States Forest Service, and the American Society 

 for Testing Materials, for the purpose of finding some such method 

 for distinguishing the various classes of pine for structural pur- 

 poses, and has devised a method called the "Density Rule," which 

 provides two classes of pines, Dense Southern Yellow Pine and 

 Sound Southern Yellow Pine, and to quote from their pamphlet 



"Dense Southern Pine includes the best pieces of what has 

 hitherto been known as long leaf pine, and excludes the occasional 

 pieces of inferior quality for structural purposes. It also includes 

 those pieces of short leaf pine, Cuban pine and loblolly pine, which, 

 because of their density and strength, are in every way equal to 

 the high grade of long leaf pine." 



Now the idea I am trying to get at is this: If, when fill- 

 ing an order for timbers and heavy pieces the dealer will say on 

 his order blank, or the salesman will ascertain and note the pur- 



How the 

 Salesman 

 Can Help 



Lumber 

 Dealers 

 Don't Know 

 Species 



