310 SELLING LUMBER 



gotten you to a town where you could have disposed of some of 

 your product to advantage without reducing the price? 



You frequently write and complain about grades and manu- 

 facture. Do you ever write and say that the last car shipped on 

 order No. 1000 was the best graded and best manufactured car 

 ever sent into your territory, and that your customer is very much 

 Varying pleased? All operating men are human, and a letter of this kind, 

 comm & f r m the field force, would be circulated throughout the 

 plant and would give all of your operating organization confidence 

 in themselves and would speed them on to greater efficiency in 

 their grading and manufacture. 



It's a great privilege to be connected in any way with the lum- 

 ber industry its been my good fortune to be associated with the 

 Trade Extension Department of both the National Lumber Man- 

 ufacturers' Association and with the Southern Pine Association, and 

 as the result of a few months' work we are fully convinced that in 

 order to reach the consumer most effectively, we must do it through 

 our selling organizations, made up as they are of men who, as a 

 general rule, are thorough-going, clean, square fighters for busi- 

 ness, and although there are a few clouds on the horizon of our in- 

 dustry at present, we can see into the future far enough to know the 

 result of the valiant fight being made. The lumber industry is 

 coming to be a real business. 



If you cannot sell lumber, boost paper products made from 

 sawmill waste. 



Selling Factory and Indus- 

 trial Trade 8C 



By C. W. Myers 



Representing W. R. Pickering Lumber Co. 

 Detroit, Mich. 



At the call of the Committee on Arrangements of the "School 

 of Salesmen" we are here to discuss and hear discussed practically 

 every branch of the industry which we represent. In my mind there 

 is no one department that represents as much to those who have 

 investments in the different organizations that we represent as the 

 Sales Department. In this connection, I am sure there no de- 



