346 



SELLING LUMBER 



(Himself 



A Leader 



55i Sell i ng 

 Short Lengths 



Wood Taber 

 nacles Only 



Sunday 7 



lican, but he adapted himself very quickly to the Democratic party, 

 took care of a campaign for a few months, and elected the man 

 we wanted to Congress. We couldn't elect a Republican, so we 

 elected a Democrat. And he ran that thing, and they didn't find 

 out he was a Republican for a year, when he voted again; but 

 they didn't have any kick coming, because he did them good 

 service. And so he adapted himself very much to the customer 

 in that way; he sympathizes with the customer. If the customer 

 is a Democrat, he doesn't have any trouble over that. There 

 is a great deal that might be said that is really good for the 

 Democrats. (Laughter and applause.) 



Now, he will sell short stuff. He manages to sell them, if 

 sixteen foot flooring is wanted, he manages to sell a great deal 

 of twelve and fourteen and ten. He really does, without any dis- 

 paraging insinuations against any of the twenty other good men 

 that I have here today but he does beat them all on short lengths. 

 I don't know how he does it, but he does it; and sometimes they 

 will beat him in perhaps some other things. There are no two men 

 w ^ ^ ave exact ty the same qualifications; and unless they have 



about all the qualifications, when a stranger comes into my 



.... . 



office and gives his experience and all, and then if he has a 



long nose and prominent chin, he will do, but a short nose and 

 retreating chin, I assign him to the millinery class. (Laughter.) 

 You have got to have some guide to go by. I am so glad that 

 you have those rules to go by now; and all I have to do when 

 a man applies to me for a position is to ask him about seven of 

 the most important of those questions. 



Now, Billy Sunday has been to our place. He won't have 

 anything to preach in excepting a wooden tabernacle. And he is 

 going to Boston next, and they were going to do something nice 

 for him. They were going to put up a great, big brick taber- 

 nacle ' and ^ Q S ^ he couldn't accept it ; he couldn't preach in it ; 

 the acoustic properties were such that he couldn't speak in it ; 

 and so the ^ are P uttin g up a wooden tabernacle for Billy Sunday 

 in Boston. There are so many things that wood will not permit 

 of having a substitute for, and we are learning them, and our 

 men are going to talk to customers on the uses of wood on the 

 farm and elsewhere. There will not be so much cement used on the 



