SELLING LUMBER 



243 



utilization of Southern pine waste, but that there is much which 

 you can do, particularly in the studying of markets for wooden 

 articles along the lines suggested above. I have tried to show that 

 the present as well as the future of Southern pine waste utiliza- 

 tion requires the combined brains, energy and direction not only 

 of you salesmen, but of technical workers and manufacturers 

 as . well. Whatever direction your energies might take, I believe 

 you should keep clearly in mind that from a purely individualistic 

 and selfish standpoint the object of all your efforts is to put waste 

 to an economical use, thus adding to the income derived from 

 the forest. This will help to keep the price of lumber at a level 

 where it can compete successfully with other materials, and to re- 

 tain the lumber industry on a profitable basis. But there is also 

 a broader and more patriotic object, namely, putting our great 

 natural resource, American timber, to its fullest and most com- 

 plete use. I am sure you will agree with me in that both objects 

 are well worthy of most intensive study and application. 



Co-operation 

 From the Saw Mill 



By C. E. MartiiT 



Sabine Lumber Company 

 Cedar Rapids, la. 



Perfect co-operation can be gained only through the employ- 

 ment of the highest efficiency applied to the three chief factors 

 governing the marketing of lumber, and these three factors should 

 be analyzed one by one. 



The General Sales Office. 



Inasmuch as the main action radiates from the sales office, 

 this is the first factor to be discussed. To begin with, the sales 

 manager should select for the road men that have natural sales 

 ability and horse sense; men in whom he can confide and from tion of 

 whom he should hold back nothing in the way of information. If *jj e Sale s 

 there is a threatened change in the market, either better or worse, 

 let him so advise the road man, who will discover the situation 

 sooner or later through his own resources. Forever talking high 



The Obliga- 



