SELLINGLUMBER 245 



For the benefit of salesmen that have missed the sawmill 

 course, information should be compiled and placed before them 

 defining good and bad orders from the sawmill standpoint. This 

 might be effected through the illustration of various sample orders. 

 Even practical sawmill men through their anxiety to fill up the 

 order book, sometimes take on bad business and some suggestions 

 to jar their memory are not out of line. 



The salesmen should learn that yellow pine (except special 

 stock) is not cut to order, but is an accumulation regulated by the 

 character of the logs. Therefore orders have to be made to fit the pi t t h e 

 stock instead of stock made to fit the orders as is customary in Stock 

 other manufacturing lines. 



He should not promise quick shipment when he knows it will 

 embarrass the mill to fulfill his promise. These occasions are 

 often prompted by over-anxiety. Either influence the buyer to 

 change his specifications or let some other fellow have the order. 

 It may be just the kind of an order he is seeking. Salesmen should 

 refrain from occasionally trying to put something over on the mill, 

 he'll get it put over on him if he keeps on trying this stunt. 



Not all logs are 16 feet long. This is the general opinion of 

 several thousand carpenters and quite a number of salesmen, judg- Varied 



ing from the appearance of their orders. It will not be considered Lengths 



Appreciated 

 a crime by your sales manager to try and sell some of the other a t the Mill 



lengths. 



Quite often mills accumulate surplus stock in certain items 

 and special concessions are made to move it quickly. In such in- 

 stances, salesmen should by all means avoid including any other 

 item or items on which the mill is short, as such additions kill the 

 order completely. 



Try at all times to sell what the mill wants to move, rather 

 than exactly that for which the buyer inquires. Quite otten it is 

 an easy matter to make slight changes in an order, thereby im- 

 proving it immensely from a mill standpoint. Work for the mills, 

 they are responsible for your bread and butter. The buyer is well 

 able to take care of his end of the game. 



The Shipping Force. 



The sawmill proper carries only a general interest for the sales 

 force, except on special orders and the percentage of these is small 

 with the average country trade. Our real interest is in the planing 

 mill and the shipping platform. This department. is responsible 



