SELLINGLUMBER 295 



in your territory? In other words, what do you know about 

 cypress, fir, spruce, red cedar and white pine? And do you know 

 anything about those hardwoods which are coming into competi- 

 tion with Yellow Pine, such as birch, maple, poplar, oak and gum? 

 What per cent are you efficient in your knowledge of the merit 

 and limitations of these woods? 



5. Knowledge of Other Building Materials. 

 Do you know what are the principal kinds of material which 

 are in active competition with Yellow Pine for building purposes? 

 And do you know the merits and limitations of these materials 

 as compared with Yellow Pine ? Do you know anything about the 

 structural strength of iron and steel and wherein this product is Do You 

 better or inferior to Yellow Pine? And do you know the differ- Know the 

 ence in costs when used for certain purposes? Do you know any- ValueTand 

 thing about cement, and brick, and stone, and tile, and plaster, Cost of 

 and wall coverings, prepared or patent roofings, and other ma- 

 terials which are used as substitutes or as curtailments of the use 

 of Yellow Pine? Do you know the price of these articles in your 

 territory, their value and limitations as competitive products ? What 

 is the percentage of your knowledge on this subject? 



6. Knowledge of the Methods and Cost of Manufacture. 



Do you know how lumber is manufactured? Do you know 

 the evolution of the log from the time it leaves the forest until 

 it reaches the finished product ready for shipment? Do you know 

 how many separate operations are required to convert a log into 

 boards or dimension or finish? Have you any idea of the cost 

 of each separate operation, and why it costs more to manufac- 

 ture one kind or dimension of lumber than another, and how the 

 cost is distributed to the several grades? Do you know why one what Do 

 length is worth more or less than another length of the same You Know 

 dimension ? Do you know anything about the percentage of grades Manufacture 

 which an average bunch of logs will develop in manufacture, and of Lumber? 

 the basis or rule by which the cost of one kind of Yellow Pine 

 lumber is placed at a higher price than another? Do you know 

 anything, about special cuttings in the manufacture of lumber, 

 why it costs more to fill an order for special cuttings and how to 

 figure that additional cost? Do you know the several com- 

 ponent parts of the cost of Yellow Pine lumber, the stumpage, 

 the logging, the hauling, the sawmill, the trucking, stacking, dry- 

 ing, planer and loading, as well as the overhead or fixed cost which 



