262 SELLING LUMBER 



How Salesmen Can Co- 

 operate with the Association 



By Ben S. Woodhead 



President, Beaumont Lumber Company 

 Beaumont, Texas 



I am not here today to explain or justify the principle of co- 

 operation, for the very essence of that principle is so well under- 

 stood that such a course would take unnecessary effort and time. 

 Co-operation needs no defense or explanation ; and it is a safe 

 assumption that you thoroughly comprehend its principles and 

 value. The positions you hold and your natural intelligence indi- 

 cate your ability to participate in our proposed co-operation, and 

 the mere fact that you are now here listening to addresses made 

 on this and related subjects, conclusively shows your willing- 

 ness to act your individual part in this great work. 



It is no reflection on your own qualities for it to be deemed 

 advisable to have some suggestions made, as to how a salesman 

 . R may best further the work of the Association through the means 



Awakening of co-operation ; for, sad to say, it is only recently that the manu- 

 MTnufacturers ^ acturers an< ^ dealers themselves have awakened to the benefits 

 to be gained through working in harmony. Indeed, I might say 

 that it is only within the last two years that really vigorous, in- 

 telligent and systematic work has been undertaken along this line. 



While the work of the Southern Pine Association is designed 

 primarily to benefit directly the manufacturing end of the yellow 

 pine lumber business, it must be constantly borne in mind that 

 this cannot be done properly without giving due consideration to 

 the interests of every factor in the business. These factors in- 

 clude the buyer of lumber, the user thereof and the individual 

 welfare of all who are engaged in its manufacture, sale and use. 

 You can see, therefore, that our interest is very broad and far- 

 reaching; that interest follows the manufactured pine through its 

 final use in construction, and lasts through the long years it is in 

 use, even unto final chemical dissolution into other elements. 



The work of trade associations is indorsed and approved to- 

 day by all clear thinking business men, and but recently the Fed- 

 eral Trade Commission has spoken in admirable terms of the 



