184 SELLING LUMBER 



has done good work in this line, and has worked out model farm 

 houses. It means business for the lumber man; and the architect 

 is the one that is being looked to for the helping out of the solution 

 of the problem of the return to country living. In his skill and 

 sympathetic vision he is called upon to help achieve the sort of 

 homes that will truly make rural life really worth while. An 

 important role, therefore, will undoubtedly be played by him during 

 the next few years, in furthering to success the country life move- 

 ment. His mission is indeed a vital one, for when country homes 

 are made both convenient and 'satisfying, when architectural love- 

 liness is found not merely in the rare isolated dwelling, but in 

 whole groups and colonies of homes, country living will be in- 

 vested with a new charm. 



I believe that much good comes from the reading of your 

 trade papers. Much good has come to me from an occasional 

 reading of the lumber journals. I wish I had the time to read 

 more of them. I urge that all dealers read their papers, at least 

 take the covers off, and not leave them piled up in the office like 

 cord wood. The trade journal is the medium of exchange for ideas 

 in all trades. It is the strong influence for co-operation and pub- ( 

 licity. 



There is a vast difference in business thods of the present 



and those of our grandfathers. I have found some very good 



pointers in the lumber journals, and have found that the dealer did 



Lumber not even open up his paper, and he wondered how I knew what I 



Dealers knew. I think the lumber dealer is carrying too many side lines 



Itfany to be a good booster for lumber. He is hurting the lumber busi- 



Side Lines, ness largely by carrying the cheap substitutes that lead me to doubt 



as to his sincerity when he comes to talk lumber with me; but 



then that's his business. If I don't like his cheap materials, I don't 



have to use them, and I won't, take it from me. 



I believe the architect of today is a friend of honest lumber. 

 We are using other materials for additional fire protection. I 

 am a large user of steel and concrete and metals in my work. 

 I build re-inforced concrete factories, office buildings and houses. 

 I use metal doors and metal trim, and wood substitutes of all kinds, 

 Hazard" not because of any feeling against lumber, but to meet certain 

 conditions, and certain hazards. Now the strongest objection 

 against lumber in construction work is the fact that fire destroys 

 it, that it will burn under certain conditions, and yet a few dollars 

 wisely spent could protect it from fire hazard, and yet I hear no 



