SELLING LUMBER 



185 



one coming to its rescue. If I were a lumber man I would protect 

 my product from the abuse and condemnation of the substitute 

 materials. Timbers can be made fire retarding, wood shingles 

 can be properly laid, siding can be properly treated, and foundation 

 timber and posts can be preserved. 



The successful selling of any product does not end with 

 the sale. It is the follow-up business that counts. The lumber 

 man should show more faith in wood, more knowledge in his 

 product, and be more honest in his use of wood. He must apply 

 his knowledge in his yard. He must show his faith in his materials 

 by his application. He can't expect to compete with concrete for 

 certain uses, but he can build drives out of wood block. He can 

 build floors for his sheds out of wood blocks, and he doesn't have 

 to roof his sheds with paper roofing that puff and raise with the a s a User 

 wind. He doesn't have to pile his lumber so that it rots from end of Wood- 

 to end. He doesn't have to line his office with patent wall board 

 when his beaded wainscoting stock is waiting to be used. He doesn't 

 have to use iron gates when a neat ornamental wooden gate is 

 better looking, and more serviceable. He tells his customers that 

 paint is necessary to preserve wood, and his sheds have not been 

 painted for years, and then probably by some patent advertising 

 concern. 



The lumber man must believe in his materials. It is not hard 

 for me to believe in them, why should ft be for him? I am for 

 lumber, good honest lumber, placed in the position where it be- 

 longs, protected as it should be, treated as its beautiful grain calls 

 for. If you treat lumber right, it will treat you right for years 

 and years to come. 



I trust I have made myself clear as to what I consider fair 

 treatment for lumber. I have enjoyed my recent association with 

 the lumber fraternity, and have acquired considerable valuable 

 information through your pamphlets and reports. I did not realize 

 the vast amount of work that your Association has been doing in 

 technical lines, tests, etc. 



I believe that the work of your Association is one of the im- 

 portant movements of the hour, and I feel that I am only doing 

 my duty when I talk in favor of lumber. 



