366 



SELLING LUMBER 



Every Manu- 

 facturer of 

 Yellow Pine 

 Should Be an 

 Association 

 Man 



The Greatest 

 Good Through 

 Association 

 Methods 



When the Sup- 

 ply Catches 

 the Demand 



bought your lumber for last fall and winter, and with no real 

 conditions to warrant you in lowering your prices a'nd placing 

 them in this unfortunate position. Verily, gentlemen, your situa- 

 tion needs a remedy a very drastic remedy. 



I am one who believes firmly in selling lumber through as- 

 sociation methods. Associations should be supported. Every man- 

 ufacturer of yellow pine should belong to your Association. They 

 should not alone be members, but they should give the Association 

 their active, financial, moral and personal support. They should 

 attend meetings ; take part in the discussions ; assist in doing com- 

 mittee work; encourage the chairmen of the various committees 

 by giving their time, thought and energy, that the entire industry 

 be represented through the Association. 



The greatest good to the greatest number can be accom- 

 plished only through association methods. The time has gone by 

 when individual interests can accomplish these things. Those who 

 criticize association work and say that it has not accomplished 

 "this or that and the other thing," are generally those who fail to 

 give their personal help to the officers or the committees of the 

 association. Before you can show a decided improvement in your 

 prices, the members of your Association must have uniformity 

 of manufacture, grading, planing-mill work, and establish the 

 knowledge in the trade that no matter which mill the lumber 

 comes from, it will be of the same general character in manu- 

 facture, planing-mill work, and grade. Upon this foundation, by 

 intelligent, honest co-operation you can acquire stability, stay the 

 extreme fluctuations of prices and can improve values, as well as 

 attain more pleasant and cordial relations both between yourselves 

 and your customers. 



As was said by Mr. Parlin of the Curtis Publishing Company, 

 in an address before the National Lumber Manufacturers' Asso- 

 ciation on June 1st, in any industry where the supply catches the 

 demand, radical changes take place in merchandising problems. 

 In some industries, and many of them, and that is particularly 

 true in ours, there has been a period when the demand was greater 

 than the supply. At such times the manufacturer made and 

 shipped what he pleased ; the retailer had to sell what he could 

 buy, and the customer necessarily was obliged to accept what he 

 could get from the retailer. But it is the history of industry, that 

 a day comes when the supply catches up with the demand. Tlie 



