SELLINGLUMBER 331 



territory, but to inform him fully as to the Southern Pine Asso- 

 ciation's activities in promoting and increasing the use of Southern 

 Yellow Pine. The offer of the Association service was made to 

 the dealers through the retail lumber trade journals, and this was 

 followed up by sending to some twenty thousand dealers a booklet 

 specially prepared for them and entitled "The Dealers' Handbook 

 of Southern Yellow Pine." This booklet gave a summary of what 

 the Association was doing in a publicity way, mentioning the va- 

 riety and character of publications used for display advertising, 

 enumerating the various pieces of literature issued and distributed 

 to the consumer, and telling what this literature contained of an portantAid 

 educational character. Through this booklet the Association of- to Salesmen 

 fered the dealer a free service of electrotyped advertisements, com- 

 plete with his firm name, for his use in advertising in his local 

 newspaper ; free plans and lumber bills for dwellings and numerous 

 farm buildings, including barns, bins, hog houses, sheds, garages, 

 poultry houses and smaller structures ; free folders and circulars 

 suggesting special uses for Southern Yellow Pine on the farm and 

 in the home, these to be supplied in any quantity and to be dis- 

 tributed to his trade by the dealer. The handbook also contained 

 a number of form letters for the dealer's use, to be copied and 

 sent out in circular form to his trade. 



About 400 retail dealers have taken advantage of the offer of 

 free advertising cuts for use in their local papers. The first of 

 these cuts was in a series of twelve, and many of the dealers used 

 all of them, some repeating them one or more times. Twenty-five 

 states were represented in the use of cuts by dealers. Of the 

 house and farm plans 120,000 have been distributed, and of the fold- 

 ers and circulars dealers have ordered and sent to their trade more 

 than 160,000. This literature for dealer distribution has recently 

 been added to by the publication of a booklet of thirty-two pages, 

 entitled "A Hundred Handy Helps," which contains, as its name 

 implies, one hundred suggestions, illustrated, for home-made con- Used Cuts 

 veniences and labor saving devices that any farmer may make of 

 Southern Yellow Pine. This booklet, bearing the dealer's name 

 on the front cover and his own advertisement on the back, is sup- 

 plied at cost, which in quantities amounts to something less than 

 6 cents each. Numerous dealers already have signified their de- 

 sire to obtain and distribute large quantities of these. The litera- 

 ture of this character will be added to from time to time, the series 



