294 



SELLING LUMBER 



The 



Importance 

 of Good 

 Health 



The Motive 

 Power That 

 Moves Us 



Wlhat Do 

 You Know 

 of the Wood, 

 Yellow Pine? 



How About 

 Competitive 

 Woods? 



"Health." I do not know of any vocation in which health is so 

 vitally essential as that of the traveling salesman. Unless you are 

 feeling good you are working under a most serious handicap. 

 Good health is essential to a cheerful disposition, it is a stimu- 

 lus to enthusiasm, it is the fountain, source of energy and indus- 

 try, and you all know how important these things are to a travel- 

 ing salesman. Beside this, no man can have the best use of his 

 mental faculties unless he has good health. Unless you have good 

 health you are sure to have a "grouch," business will be "on the 

 bum," and you will likely blame your customers, your goods or 

 your house for losing the business, instead of blaming yourself. 



Is your, health 100 per cent perfect? 



2. Energy or Industry. 



Energy or industry is the antithesis of laziness, it is the mo- 

 tive power which keeps us moving. 



It is the faculty which makes us forget time and distance and 

 fatigue and .sleep. It is the power which runs the machinery of 

 our brain and converts our ideas or raw material into the finished 

 products, or results. Industry is ambitious, is never satisfied, 

 it works overtime and is the tutor of Genius. What is your per- 

 centage in energy and industry? 



j. Knowledge of Yellow Pine as a Wood. 

 Do you know the various kinds of yellow pine, and where 

 they grow, and the difference in quality, density, strength, weight 

 and specific values of each? Do you know the difference between 

 long and short leaf, loblolly, old field, coarse and smooth grain 

 and the various other distinctions in the wood and the causes of 

 such differences? Do you know the merits, usages and limita- 

 tions of Yellow Pine as a wood, and know wherein that certain 

 classes of the woods are suitable for certain purposes and for other 

 purposes they are totally unfit? Do you know the probable visible 

 world's supply of Yellow Pine, and where it is located? What 

 percentage of knowledge do you possess on these questions? 



4. Knowledge of Other Competitive Woods. 

 What do you know about other woods which come actively 

 in competition with Yellow Pine? Do you know the merits and 

 limitations of these other woods as 'compared with Yellow Pine? 

 Do you know what these other woods are, where they grow, what 

 they are best suited for, and what they are worth on the market 



