238 SELLING LUMBER 



(Mr. Weiss exhibited here kraft paper, paper twine and rope, 

 onion sacks, coffee bags, barrel tops, fiber rugs, silk cloth, silk 

 stockings, sausage cases, and a number of other articles made 

 from wood, (See report of his impromptu remarks in proceedings 

 of the convention, given elsewhere in this book.) 



Suggestions to Improve the Waste Problem. 



After this brief consideration of the importance of the waste 

 problem, the amount of waste now occurring, and the extent to 

 which it is being used, I wish to discuss with you certain sugges- 

 tions, which if made effective would, in my judgment, greatly in- 

 crease the returns now derived from the utilization of Southern 

 Pine waste. The problem is so big, reaching not only into the 

 field of salesmanship, but into manufacturing efficiency and science, 

 that you gentlemen cannot be held responsible for its solution, 

 How the but you can, undoubtedly, do much to assist in its solution. In 

 Can Help addition to your efforts it is absolutely necessary for both the 

 in Waste manufacturers of pine lumber and for technical workers to de- 

 vote much brains and money to it. Do not feel that I advocate 

 converting you lumber salesmen into drummers for babies' silk 

 stockings or ladies' dresses. You are too old for that. These 

 processes when finally established will require a specially trained 

 corps of salesmen ; for example, the products of the paper mills 

 will be sold by paper salesmen, but all of you will be working in 

 a common cause the increased utilization of wood. I believe that 

 your field lies in pushing a better utilization of wood along the 

 mechanical lines mentioned above. 



The specific suggestions to improve the utilization of South- 

 ern pine waste which I wish to consider with you are : First, an 

 intensive study should be made of the kinds, dimensions and qual- 

 ity of wood required by the various wood using industries. .As a 

 rule, salesmen of lumber are not sufficiently informed in regard to 

 the manner in which lumber is finally worked by the wood using 

 Learn Fac- industries, and I believe that many salesmen would strengthen 

 themselves if they studied the operation of various wood using fac- 

 tories and saw with their own eyes the manner in which boards are 

 cut and used. It is along this line that I believe you can be of great- 

 est assistance in the solution of the Southern Pine mill waste prob- 

 lem. You can by such study collect a fund of information in re- 

 gard to the dimensions and quality of wood required by the wood 

 using industries which, if reported to your Association or to your 



