INDEX 473 



Page 



Architect Wants Details of Species 271 



Architect, Wise, Avoids "Gome-Backs" 175 



Architects, Why They "Sidestep" Lumber Salesmen 271 



Are you Loyal to Your Firm ? 300 



Are You 100 Per Cent Honest? 299 



Area, An, Choosing for Measurement 336 



Arguments About Grades, How Are You In 296 



Arguments Supporting Reasons for Wooden Silos 391 



Articles, Special, Boosting the Industry 332 



Association Affairs, How They Are Managed 115 



Association Asset, The Salesman an 263 



Association Figures on Sawmill Costs 188 



Association Grades, Urge Use of 316 



Association, Help the, With Data 77 



Association, How Best to Help the 264 



Association Interests in Brief 123 



Association Inspection Service 116 



Association Literature, Ammunition in , 265 



Association Man, Every Yellow Pine Manufacturer Should Be 366 



Association Methods, The Greatest Good Through 366 



Association Practices Preparedness. ., 195 



Association Publications, List of 471 



Association Publicity as a Lumber Salesman, Address by W. J. 



Ferry 327 



Association Publicity Service 120 



Association Rules Should Be the Standard 38 



Association Service, The Meaning of 267 



Association Support Urged by Retailers 117 



Association, The Southern Pine, Purpose of Organizing 12 



Association, What It Is Trying to Do 354 



Association Work Is for All 157 



Associations, Trade, Promote Efficiency 123 



Atmosphere Grows Clearer, The 271 



Attendance, at School of Salesmanship Classified as to Firms Rep- 

 resented 403 



Attendance, List of 394 



Attendance, List of, as to Firms Represented 403 



Attendance, Roll of, at the School of Salesmanship .- 394 



Average Cost of Selling Lumber 259 



Average Timber and the Density Rule 101 



Awakening, A Recent, Among Manufacturers 262 



B 



Backing Up Salesmen's Promises , 251 



Barrett, D. M., Address by 161 



Be Confident, But Not Vain 300' 



Be Ready to Answer Questions 375 



Beebe, W. M., Address, Selling Cost, Direct and Indirect 255 



Benefit, Work for the Retailer's 334 



Benzol and Turpentine, Use of 380 



Best Finishes for Southern Yellow Pine, Address by R. H. Brooks. . . 277 



Best Utilization of Selling Energies 155 



Better Grades, Encourage the Use of 376 



Better If Competitor Could Have Field 209 



Big Possibilities in Wood Block Interiors 383 



Bitting, Dr. W. C., Invocation by 6 



Block Floors, More Wood Used in 389 



Blocks in Stock, Every Lumber Yard Should Carry 388 



Blocks, Wood, for Interior Floors, by A. H. Noyes + 383 



