356 



SELLING LUMBER 



Salesmen in 

 the Front 



Mexico is one of service. Our mission to the Philippines was 

 one of service; our mission to Cuba was one of service. We 

 have the ideal of humanity well developed, but we must learn 

 to put our industries in a position where they can serve that great 

 ideal. 



My friends, you are men who are largely in the front of this 

 great movement. When you see things that are not right in 

 the industry, when you see things that ought to be corrected, tell 

 not only your house about it, but see that the Association knows 

 about it, because there are high-minded, clear-visioned, upstanding 

 men in this great industry. They want to do right, and they 

 want to teach the whole industry to do right. You are in a 

 position to serve, and you are not getting into the rut ; you are 

 out of the rut; you are on the high plane of a great future. 

 Bring this industry to the front where it belongs! And. my 

 friends, you can do it ! I thank you. (Loud and prolonged ap- 

 plause.) 



Lumber Salesmanship 



By Edward Hines 



Edward Hines Lumber Co. 



Chicago, 111. 



I rather hesitate, in trying to hold your attention, for I fear 

 the subject of salesmanship has been so fully covered, first by 

 that marvel and living example of scientific specialization on 

 salesmanship, Dr. Krebs, whose wonderful word picture so intelli- 

 Congressof g entl y> forcefully and eloquently painted, must be planted in your 

 "Home memory, not soon to be forgotten, and which contains so much 



for future thought and guidance for us all.. Then listening to 

 Mr. Barrett's able presentation of his ideas, it indeed takes 

 courage to attempt to follow two such able, entertaining profes- 

 sional speakers. I supposed this was to be a congress of home 

 talent, if indeed I am even safe in using this vxord, so at the start, 

 I ask your kind indulgence. 



In preparing my remarks, I had in mind seeing a much 

 larger percentage of the manufacturers and home sales managers 



