SELLINGLUMBER 267 



you ever notice paving advertisements in the local papers, or absorb 

 advance information in regard to proposed paving? If you do, why 

 not pave the way for wood block by talking about it? Advise your 

 firm of it. Write to the Association direct at New Orleans, giving 

 them all obtainable facts. 



Wood block paving and wooden silo material is the hope of 

 the lumber manufacturers, to take the place of the large sawed 

 railway tie business which has now practically disappeared. The 

 possibilities of these two articles for the consumption of yellow 

 pine are staggering in their immensity. 



And here is another thing. Do you know that it is to the 

 traveling representative that we have to look, almost exclusively, 

 for the introduction of short lengths into various channels? You 

 can add wonderfully to your earning power by learning how to 

 show a dealer where he can use these advantageously. Still another 

 effective method of promoting the trade extension work, which can 

 be very profitably pursued, is to examine carefully into the possi- sion Work for 

 bilities in each town you visit, for the further use of yellow pine. Salesmen 

 There is scarcely a factory that does not use wood for some pur- 

 pose, be it only for crating. The strength of yellow pine might 

 appeal to them, if they are not already using it. The local traction 

 companies frequently buy sawed ties and repair lumber direct from 

 the mills. Be inquisitive; digest the information. Load up! Be- 

 cause you cannot unload a wagon until it has first been loaded. 



There is many a buyer of yellow pine who buys, grades, uses 

 and handles it through every phase of the transaction, without ever 

 being really aware of what he owes to co-operative work of the 

 manufacturers in producing the rules, regulations and customs 

 under and by which he does business. Who made the grading 

 rules? Some dealers and buyers don't know. Some tell you that 

 the manufacturers did bad luck to 'em which is the reason they 

 are so unsatisfactory. If you are well informed you may now 

 retort courteously that the dealers and the manufacturers will 

 hereafter make the rules. Find out how this is being done, and 

 tell them. 



Do your friends among the dealers and buyers know that they 

 may have the use of the inspection department for their own 

 needs, in case of disputes with architects and inspectors? That The Meaning 

 they may have an expert engineer, with the compliments of the 

 Association, to advise with local people on street paving? That 

 they can get vexed questions of rates and traffic regulations 



