216 SELLINGLUMBER 



would have filled the bill where they had bought sixteen and eight- 

 een foot stuff, and could have been sold to the dealer at a price 

 that would have netted him a good profit, and I could have moved 

 every foot. Had I been getting around every four weeks I would 

 have known all about this job long before the concrete piers were 

 half way up. 



Where one has a limited territory it should be an easy matter 

 for a salesman to make a list of, first, all the retail lumber yards, 

 with the names of the buyers. It is a well known fact that when 

 you walk into an office and ask to see a certain person you will 

 usually get to see him promptly, or be told when you can see him. 

 Not having the name of the buyer and no acquaintance in the office, 

 it will frequently happen that someone who knows nothing about 

 the matter, will tell you that the man you want to see is too busy, 

 and does not not need any lumber, for they heard him tell two or 

 three men this earlier in .the day. When I meet up with this kind 

 of talk, I frequently say, "I have made a special trip to see this 

 gentleman, we have had more or less correspondence, give him my 

 card and tell him I am holding down the chair till he can find 

 time to see me." This usually results in my getting an interview. 

 Next in order, list the planing mills, box factories, builders' supply 

 houses, etc. In addition to keeping this l ! ?t yourself, send your 

 house a copy. They might move you to more desirable territory, 

 and have occasion to put a new man in your place, and this will 

 enable him to take up the work intelligently and save him a lot of 

 time and trouble. 



These different concerns should be listed under the names 

 of the towns arranged in alphabetical order, with a cross index 

 showing the character of the business done by them. You will 

 find and should list certain yards that specialize in odds and ends 

 and the character of the stock they buy. And if you are unable 

 to find them it is quite possible to create them by keeping in mind 

 Records the fact that every piece of lumber about, a sawmill has a certain 

 value and a place where it is possible to use it. It would also be 

 a good plan to keep a complete record of your orders, showing 

 the price received for certain stock. The way the^ order was han- 

 dled by your mill as to promptness in shipping, quality of stock, 

 etc. If the mill delayed shipment, why? So you can give this 

 information to your customer and make him feel that you are 

 taking a personal interest in all business he turns over to you. 

 You can be sure that if your shipments are unreasonably delayed 



