SELLINGLUMBER 247 



factory to the retailers with possibly a few exceptions. No mention 

 is made in the rules as to wet or green or crooked lumber in the 

 common grade. These features should be covered in some manner, 

 as the mills invariably make allowances for these defects and there 

 should be some standard rules governing the shipment of wet, green 

 or crooked stock. 



Orders should be loaded in accordance with the original. Such 

 an occurrence as loading long on one length to make up shortage 

 on another is very aggravating to the consignee. He orders in 

 accordance with his wants and probably has some of the stock sold 

 on bill. Also omitting an item entirely, though it be small, may Q rders 

 prove embarrassing and expensive to the customer. The privilege Should Be 

 of loading ten to twenty feet lengths on inch stock should not be Qj lle |j as 

 abused as it is at the present time. A fair assortment of the various 

 lengths should be loaded, instead of cramming the order on the 

 undesirable lengths as is quite common practice. 



The sale of lumber is effected through the medium of one, two 

 or a combination of three principals, i. e., service, quality and price. 

 The salesman by soliciting only such orders as are desirable to the 

 mill, makes quick service possible. The mill has no good reasoit 

 for shipping other than high quality and quality embraces not only 

 the right kind of lumber but the manner in which it is loaded. Good 

 service and good quality pave the way for a good price. 



Co-operation a Salesman 



Should Have From the 



General Office 



By W. L. Henry 



Chicago Lumber & Coal Company 



Springfield, 111. 



Section 37 of the grading rules says : ''No arbitrary rules 

 for the inspection of lumber can be maintained with satisfaction. 

 The variations from any given rule are numerous and suggested 

 by practical common sense, so nothing more definite than the gen- 

 eral features of different grades should be attempted by rules of 

 inspection." 



