198 SELLINGLUMBER 



uses have been abused badly and the consequence is many people 

 will not use lumber and we have, as stated before, a decrease of 

 nearly 10 per cent per capita in the past ten years. 



Yellow pine timbers are the best timbers in the world for 



building or structural purposes. This is fully acknowledged by 



all reputable engineers. Architects are willing to recommend them 



at all times, provided they can get the grades required. Yellow 



The World's P* ne ti m b ers show a greater strength than any other wood; they 



Best Struct- show greater durability if the manufacturer will ship according to 



ural Timbers gra( j es established for this purpose. That is what the "Density 



Rule" on timbers was for, and you, as salesmen of this product, 



must thoroughly learn the rule and establish it so as to market 



your product and increase its uses. 



We have five distinct grades of timber : 

 Heart Timbers, 

 No. 1 Common Timbers, 

 Square and Sound Timbers, 

 Merchantable Timbers, 

 Select Structural Material. 



I am not going to read you the rules of each grade. 

 It is just as much your business to be acquainted thoroughly 

 with these rules as it is mine or any other manufacturer. If you 

 do not know them, you had better get busy and learn them. If you 

 do know them you had better study them and find out more about 

 them. Each and every one of these grades will fill a suitable our- 

 pose in the building line. 



An inferior grade will not successfully take the place of a 

 superior grade if substituted. You should not and must not sell a 

 The Right grade of timber that will fail in its intended use. If you do this 

 Righ? Place, 6 ^ ou have hurt and you have helped to demoralize the industry and 

 to decrease the use of lumber on account of its failure. 

 So in closing, let me give you this advice : 

 First Learn the grades thoroughly. 

 Second Preach the use of wood, especially yellow pine. 

 Third Be honest with your employer, your customer and your 

 competitor. 



Fourth Establish and keep in operation a constant supply of 

 information between the sources of production and consumption. 



Fifth Utilize this information when you get it, so as to in- 

 crease the consumption, so to bring prosperity to the industry as a 

 whole, which will in the end bring more prosperity to you. 



