SELLING LUMBER 



277 



tured. The branding of timbers is a step in the right direction and 

 should be insisted upon by every architect. 



And I can assure you gentlemen that the architects who are 

 handling mill-constructed buildings today are introducing long 

 leaf yellow pine in their specifications. (Applause). 



One difficulty that the builder and the architect have had to 

 contend with in the past is the promise often made by the lumber 

 salesman that his mill will deliver the necessary material in a speci- 

 fied time, furnishing to the builder the lower portions of the struc- 

 ture and then completing his order by supplying the material for 

 the various floors as the building progresses. 



The inability of the lumber manufacturer to keep his promise 

 often does more than words can tell to decrease the volume of mill 

 construction and this sliding decrease in mill construction should 

 be stopped. And you gentlemen are the ones who can stop it by 

 being honest with the architect and yourselves by telling him that 

 you will furnish roof boards first and the first story and basement 

 columns last, so that he will write his specifications Chinese fashion, 

 namely, backward. 



Leaving all jokes aside, I hope you have come to a realization 

 of the situation, and that you will soon modify your method of 

 procedure to meet with the requirements of all concerned in refer- 

 ence to building construction lumber. 



Finally, if we cannot all specialize, I believe that the man with 

 reasonable ability, who can apply himself to the situation, will win 

 out in the long run and will have honors conferred upon him as a 

 successful business man in his chosen line. 



Best Finishes for Yellow 

 Pine for Interior Use 



By R. H. Brooks 



Manager, Arkansas Soft Pine Bureau 



Little Rock, Ark. 



A very considerable percentage of you gentlemen cover the 

 Northern and Eastern territory where all Southern Pine is com- 

 monly referred to by architects and laymen as "Georgia Pine." You 



Empty Prom- 

 ises of 

 Prompt 

 Delivery 



The Man 

 Who Applies 

 Himself 

 Will Win 



