SELLINGLUMBER 347 



farm ten years from now as is being used now. (Applause) They 

 have advertised and they have told the farmer in almanacs and 

 in newspapers and in every way that they could get that subject 

 before him, of concrete for this and concrete for that, and he is 

 using concrete for almost everything. I went to a farm the other 

 day. It looked to me like there wasn't a bit of wood there. I 

 know there will be, in about ten years, because that man has 

 built everything out of concrete. He has got fence posts all over 

 his farm of concrete. And some day there is going to be a break- 

 ing away from concrete on that farm, and a little later we are 

 going to come into our own. We are passing through this stage 

 of evolution, and if we will inform ourselves thoroughly, go to Cementfwill 

 schools like this and have training and reading at home, and keep up Decline 

 this good work and meet frequently with each other, you salesmen, 

 when you get together are going to have an easier time because the 

 manufacturer is going to stand by you. He is going to find out that 

 it is necessary for him to be very close to his salesmen. It is going 

 to be necessary for the manufacturer to go around more than he has 

 done, and get close to the customer that buys and close'to the 

 salesman that sells. 



(Prolonged applause.) 



Public Sentiment and the 

 Lumber Salesman 



By Gen. L. C. Boyle 



Special Counsel for the Southern Pine 



Association 

 Kansas City, Mo. 



Mr. Chairman and Gentlemen : One of two things have been 

 made quite clear to me today. I have an old gardener down in 

 Kansas City who works for me old John. John has a perpetual 

 bun on, and I wondered how he could stand it. I now understand 

 that if you want to preserve things you have got to keep them 

 ing ground in every state, gentlemen. We can't handle the stuff 

 soaked all the time, or not have them soaked at all. (Ap- 

 plause). That is the reason prohibition is gaining ground in 

 every state, gentlemen. We can't handle the stuff satisfactorily 



