SELLINGLUMBER 367 



retailer and large user of lumber then can select and reject; even 

 the small consumer has something to say; the manufacturer can 

 no longer make what he pleases; how he pleases, and give what 

 he pleases, but must consider carefully what the consumer wants; 

 he must cater to public sentiment, carefully watch the various sub- 

 stitutes that have been making inroads on his product, as well 

 as what competitors in other lines of lumber are doing. In this Dictates 

 day the retailer can no longer sell what he sees fit to, but must 

 sell what the consumer demands. The manufacturer must care- 

 fully consider the wants of the ultimate consumer, no matter how 

 small or large user of lumber he may be. In my judgment that 

 day has arrived in the lumber industry. 



It was my good fortune to commence traveling in the early 

 '80s, gradually covering the territory from Philadelphia to Denver ; 

 a large territory, most diversified; having experience first in the 

 territory largely in Colorado, Nebraska, Kansas, in the days when 

 lumber was in great demand, the country was settling up, and 

 lumber for building purposes was naturally wanted first. The 

 question of a little difference in thickness, widths, mixture of 

 white and Norway pine, difference in grade or dryness was not No Arguments 

 considered, nor was the price considered, but the question was About Grades 

 how quick could the lumber be furnished. In many cases lumber 

 was taken direct from the cars and hauled twenty to fifty miles 

 from the railroad to new towns and communities that were con- 

 stantly coming into existence. It was largely used for cheap 

 class of houses for temporary use, sheds, barns, fences, granaries, 

 etc. Almost anything that looked like lumber answered the pur- 

 pose. 



It was my pleasure at that time to sell to Mr. R. A. Long, 

 then in the retail yard game, who started in a very modest manner, 

 and it is with a great deal of pleasure and satisfaction to me, to 

 have seen him surmount the great difficulties he has, and stand R- A. Long 

 at the top rank of the yellow pine manufacturers of your Associa- Dealer Ct& 

 tion, and today, as then, always ready to devote his time, thought 

 and energy, as well as his purse, for the betterment and uplift of 

 not alone trade, but humanity. 



I also had the experience of visiting a different class of trade. 

 That of the consuming trade of the Eastern states, in New York, 

 Pennsylvania and Ohio, where the requirements were more par- 

 ticular, and users insisted upon obtaining all white pine when 



