SELLING LUMBER 



357 



present, hence prepared my paper, having in mind reaching them, 

 as really through them only, in many ways can progress be made, 

 ably assisted by you gentlemen. I am very much disappointed at 

 not seeing more manufacturers present, as I feel that many things 

 could be learned at this meeting, and also by their presence, 

 encourage this movement. 



When asked by Mr. Rhodes, secretary of your splendid 

 Association, to come here today and address the School of Sales- 

 manship, had I considered my personal business and the urgent 

 obligations that I had elsewhere, as it seems many have, I would 

 have felt warranted in saying "impossible." For the past month 

 I have hardly been at my office. Three weeks ago in Chicago, the 

 entire week was practically taken up with the deliberations of the 

 National Lumber Manufacturers' Association, following which 

 came a week with the National Republican Convention; then fol- 

 lowed by the meeting of the National Hardwood Association of 

 the United States. In each one of these I had a strong personal 

 interest and felt obligated to devote much of my time to them. 

 But I am very much interested in your Salesman's Association, 

 and I firmly believe in the ideas you are endeavoring to pro- 

 mulgate. It assuredly is an advanced step in scientific salesman- 

 ship, and if there is one thing that the Yellow Pine Association 

 needs today, it is such advancement, and I heartily concur in it. 



Moreover, I am here representing in a measure, the National 

 Lumber Manufacturers' Association, as one of its Board of Di- 

 rectors, to assist in any and every way possible, your organization, 

 the largest unit of the National Association. I have, too, a selfish 

 motive to serve as the interests that I represent are large holders 

 of yellow pine stumpage in Mississippi, and I feel that the move- 

 ment that is inaugurated here today will be a wonderful forward 

 step in bringing about enhanced stumpage values if this movement 

 is properly managed. These should have as their foundation, 

 first a reasonable value for stumpage which each year added there- 

 to the cost of interest and carrying charges plus the full operating 

 expenses, with reasonable depreciation per year on all plant ac- 

 counts, then 12 per cent for profit based on the selling values, 

 and, as the Government has gone on record in declaring a 12 

 per cent computation over and above these costs a reasonable 

 manufacturing profit. 



Salesmen's 

 School a Step 

 in Advance 



Expects 

 Enhanced 

 Stumpage 

 Values 



