202 SELLINGLUMBER 



As applied to present day salesmanship, the point to be em- 

 phasized is that wood may have merits or limitations, according 

 to the way it is selected and used. The merits may easily become 

 drawbacks if proper consideration is not given to the^ character of 

 Of Import- t h e material. For example, the consumer should never be allowed 

 Salesmen of to buy a wood which quickly decays for use in a place where con- 

 Wood, ditions are favorable to decay. In buildings where strength is re- 

 quired, in posts and beams, strong wood should be used. At the 

 same time, there are places for the inferior woods and lower grades, 

 and the big duty of every man who represents the lumber industry 

 is to help teach the consumer what these proper uses are. 



Another phase of present day use of wood is to treat it so 

 that it will serve successfully some of the purposes for which it 

 may not be fully adapted in its natural state. Creosoting, as every 

 one knows, prevents the rotting of wood ; fire retardent com- 

 pounds keep it from burning where such protection is necessary ; 

 proper seasoning does much to prevent checking and warping, and 

 is also helpful in preventing decay; while proper painting and 

 finishing help make woods useful and beautiful. 



As a last analysis, the merits and limitations of wood are 

 relative terms. A merit may be turned into a limitation, or a 

 limitation may become a merit if full knowledge is applied and 

 proper judgment used. It is frequently said, and with much 

 truth, that the lumbermen know less about their product than the 

 Salesmen men wno se ^ other materials. If this is strictly true, it should be 



Should Know corrected, since the people who produce wood should know about 



All About ' . S u 



Their ** m order to teach the consumers who are not expected to know 



Product. the details. A good lumber salesman will master all of the points 



relating to the merits and limitations of the product he sells. He 

 should not only know all about wood, but why he knows it. If 

 a consumer points out limitations the salesman should be able to 

 tell him how to turn them into merits. At the same time he should 

 be reasonable and not advocate wood for all purposes. 



The slogan of "Wood Where Best" can be safely followed in 

 all cases. It is unwise to recommend wood where it is not safe and 

 economical. We would not build skyscrapers of wood because it 

 would not be safe or permanent. The same reasoning can be car- 

 ried down the line to the details of smaller structures. A concrete 

 foundation is recommended under creosoted wood block; stone or 

 concrete foundations are put under barns and homes; brick ex- 



