330 SELLING LUMBER 



brought important results in influencing municipal* authorities, 

 hospital and school boards and builders of industrial establishments 

 to adopt wood block pavements and floors. Of the two booklets 

 on pavements "What the Cities Say About Creosoted Wood 

 Block Pavements" and "Noise, the Nerve Wrecker" approxi- 

 mately 15,000 each have been distributed, the former going to 

 municipal authorities and the latter to hospitals, etc. "Floors of 

 Service," the third booklet of the creosoted wood block series, has 

 been used to take care of inquiries brought by advertisements in 

 factory and other industrial publications. Something like 10,000 

 of these booklets have been distributed to owners of manufactur- 

 ing plants, terminal companies, etc. 



Of the technical booklets issued for general distribution one 

 of the most valuable is that entitled "Directions for Finishing 

 Southern Yellow Pine." This was designed to correct the more 

 or less prevalent impression that Southern Yellow Pine will not 

 take and hold paint satisfactorily, and therefore is unsuitable for 

 fine exteriors and interior finish and trim. The specifications for 

 A Technical P a ^ n ^ n S"' enameling, staining and varnishing printed in this book- 

 Work on let were the joint product of the foremost painting experts in 

 Yellow n pine America, including the government authorities. They show not 

 only that Southern Yellow Pine is perfectly suited to the most 

 exacting uses for exteriors and interiors, but also give explicit 

 directions for finishing, including instructions for treating South- 

 ern Yellow Pine edge-grain floors. Aside from the pronounced 

 influence this booklet has exerted among home builders, it has 

 been an eye-opener to hundreds of retail lumber dealers, architects, 

 building contractors and painters who have been laboring under 

 the delusion that your product is "a hard wood to paint." The 

 "Directions for Finishing Southern Yellow Pine" is one of the 

 Association publications we would especially recommend to the pe- 

 rusal of you gentlemen, who doubtless frequently heaf that time- 

 worn knock on the material you are selling. 



Of all the publications prepared by the Association's Ad- 

 vertising Department mention of the most important from the 

 standpoint of the manufacturer's salesman has been left until the 

 last, partly because this material has to do with the third general 

 division of the Advertising Department's campaign the Co-opera- 

 tive Service for Retail Lumber Dealers. 



This service has been designed not only to assist the retail 

 dealer in his personal efforts to increase his lumber sales in his 



