SELLINGLUMBER 345 



out of a cement or concrete silo. The acid from the ensilage 



formed a chemical combination with the lime or material the silo 



was made of from the product that was put into the silo, and he 



lost the cow a very valuable cow." Well now, these things can 



be dropped incidentally because they are true. There is lots of 



it being done, just lots of it that is true. Well, incidentally I will 



say that this part of my subject was verified the other day by 



going onto a farm eight miles from Denver, kept by the man who 



owns the Shirley Hotel, owned by Colonel Dodge. I went out to Teaching a 



see Colonel Dodge, and there was a great big silo that had fallen About^los 



down. He said, "I don't know what is the matter with that silo. 



It has fallen down. And I am furnishing the city with milk." I 



said, "You ought not to have had a concrete silo. You ought not 



to have had it in the first place." And he said, "I bought it when 



I bought the farm." I then told him that a concrete silo wasn't 



good for dairy cows. I asked him a great many questions and 



then I told him, so that he felt I was getting a great deal of in- 



formation from him, which I was. I think every salesman should 



have enough knowledge of any subject connected with his busi- 



ness so that he can talk to his customer of it, so that he can ask 



intelligent questions, and if he has that knowledge he can so ask 



them that he will bring results largely his own way. 



I don't think that I should say very much more. I 

 want to hear what is going to be said in the general talk which 

 you are to have here today among yourselves. I believe very 

 much in good salesmanship. I think it takes the best men. Now, 

 some may be good salesmen, but maybe you ought to be selling 

 millinery goods. (Laughter) There is quite a difference be- 

 tween a salesman that sells millinery goods or boots and shoes, a Man to Sell 

 and one that sells lumber. It takes a man to sell lumber. So Lumber" 

 far as I know you are all men. (Laughter). But I have seen 

 the other kind. I think I have been pretty successful in selecting 

 men who are equal to the emergency. I have one salesman here 

 I won't call his name, because it would make him too notorious 

 the same as I didn't call the name of the other gentleman who 

 asked me the questions this morning but I have one gentleman 

 here who prides himself being equal to most any occasion and 

 adapting himself to the customer. His adaptability is such that 

 when he first began in my employ he had been a lifelong Repub- 



