SELLINGLUMBER 255 



built. Now, you get your friends the dealers to reach out and 

 meet your firm half way. Advertising can't do everything. They 

 must meet you half way. Just tell your retailers about it on your 

 next trip around, and I will pay you fifty dollars if it don't work. 

 (Applause.) 



Selling Cost, Direct and In- 

 direct 



By W. M. Beebe 



Manager, Yellow Pine Department 



Long-Bell Lumber Company 

 Kansas City, Mo. 



First, we must consider some of the methods of selling and 

 their cost. The use of traveling salesmen is as old an institution 

 as the manufacturers themselves, and, aside from the directing head 

 located at the central office,, are the most important factor in the 

 distribution of lumber products. The buyer of lumber does not, 

 as does the buyer of clothing, millinery and similar goods, make 

 frequent trips to central markets or style centers, but waits for the 

 representative of some concern with lumber to sell to call on him, 

 and I think it is safe to say that 95 per cent of the lumber bought 

 is bought of the traveling salesman, or because of his efforts. There Importance 

 are very few examples of success where manufacturers manage to of Traveling 

 sell their product through the mail by lists, but I think you can 

 count on the fingers of one hand those who have been successful 

 in this method. I think a close analysis of the prices they received 

 would, in nearly every case, disclose the fact that selling through 

 salesmen would have been much more profitable, from the stand- 

 point of net results. Especially would this be true where the con- 

 cern so operating did not have access to knowledge of the market 

 obtained from concerns that sold through salesmen. 



The lumber buyer usually places his order where he can get 

 the best service and the best goods, at the lowest prices, but when 

 many competitors have the same price, quality and terms,, the 

 personality of the salesman is usually the determining factor in 

 the placing of the order. While I have heard manufacturers who 



