SELLING LUMBER 



339 



every consideration of economy, adaptability and service, naturally 

 recommended the use of timbers. 



Is it then any wonder that the Density Rule should strongly 

 appeal to the engineers and architects? The simple, effective and 

 accurate standard of measurements of strength, by which the de 

 signer of a structure may protect himself from future criticism, 

 because of failures due to material lacking in the qualities they 

 were reasonably expected to possess, must be a source of gratifi- 

 cation indeed, to him. 



It must, however, be borne in mind that the Density Rule is a 

 measurement of strength only, and has no reference to durability. 

 Where durability is of gravest importance consideration should be 

 given to the heart contents of the material used. 



In closing these few remarks I wish to say to you gentle 

 men, as salesmen, a great responsibility rests upon you and a great 

 field of endeavor lies before you. Acquaint yourselves with the 

 product you are handling and let v our efforts be to supply your 

 customers with the material best suited to their needs. Select 

 structural material as recommended by the Southern Pine Associa- 

 tion is intended for use where greatest strength is required. In 

 specifying material the advantages connected with the use of com- 

 mercial grades should be considered and the commercial grades 

 adhered to as long as it is certain that material selected under 

 such rules will meet the requirements. 



Density Rule 

 Measures 

 Strength Only 



