306 



SELLING LUMBER 



The Meaning 

 of Trade 

 Extension 



The Industry 

 Dependent 

 on Sales 

 Department 



Boost Lath, 

 Shingles and 

 Box Shocks 



Preparedness, a policy in which we are in full accord, one of the 

 terms in daily use may not be out of place. On you, gentlemen, 

 who represent our great industry on the firing line, to a very large 

 extent, depends its success. While for years I have regretted the 

 fact that it has never been my privilege to be a salesman, however, 

 with your permission I would like to make some suggestions, that, 

 from the standpoint of trade extension, appeal to me as of some 

 importance. 



Trade extension means confidence in your product, successful 

 operation, conservation of waste, satisfied customers, boosters in 

 your sales organization, new uses for Southern Pine, objection to 

 destructive competition, happy, contented stockholders, owners and 

 employees. 



Confidence in your product is the first essential and a thor- 

 ough knowledge of what it can be used for to the buyer's advantage 

 is necessary for the successful salesman, and in order to bring the 

 further use of your product into prominence at this time, I would 

 suggest that we all, the salesmen particularly, send up to the secre- 

 tary during the day or not later than tomorrow the name of some 

 important article manufactured in your territory which in your 

 judgment might be made out of Southern pine. These suggestions 

 will lead to a discussion that is sure to be of much value to the 

 Association. 



The successful operation of the Southern Pine industry de- 

 pends to a very large extent on the sales manager and his assistants 

 in the field. If the sales manager keeps in touch with the operat- 

 ing end of the business and knows from time to time just the quality 

 and size of the timber that is being operated in and keeps his 

 assistants thoroughly posted so they will know the kind of special 

 timber to sell, it would aid very much in the success of the busi- 

 ness. 



The conservation of waste is one of the most important things 

 in connection with the whole industry. Your success as well as 

 the success of your employer is involved in this. By utilization of 

 waste I refer particularly to the manufacture and sale of lath, the 

 manufacture and sale of shingles, and the manufacture and sale of 

 box shooks. Now perhaps the firm or company with which some 

 of you are connected does not manufacture any of these articles, but 

 that should not make any difference in your boosting the sale o,f 

 these particular items, and you ought to consider it one of your 

 most important duties to keep the Southern Pine Association thor- 



