SALESMANSHIP 



578 AMERICAN FORESTRY 



Forests and because in certain sections lumber in shapes, sizes and lengths 



timber pays a major portion of the ready for the ultimate user, Much 



taxes and public improvements. These lumber is cut before being put to final 



reasons, together with a realization of use, so the time shall come when cutting 



the public's constant need for a timber will be accomplished at the mill where 



supply, will lead to more equitable the waste can be utilized, freight saved 



taxation, better support of fire protec- and delivery made in the sizes desired 



tion laws, the establishment of a per- with economy to all concerned, 



manent National Forest policy and the Knocked-down houses, barns, garages, 



enactment of constructive legislation. chicken houses, and even baby cradles 



are cut-up possibilities. Shelves, iron- 

 ing boards, knocked-down boxes, and 



Hand in hand with publicity must go packages of short boards of assorted 



stimulation and satisfaction of demand sizes for the boy carpenter will be 



by efficient salesmanship. Modern stocked by merchants equipped to 



business has shown that salesmanship deliver such packages with other goods, 



is more than order-taking. It involves Improved roads and auto truck service 



a thorough knowledge of the product to will revolutionize delivery from lumber 



be sold and methods of manufacturing; yards. 



a study of markets; possibilities of The modern methods which must be 



development ; the production of material practised by manufacturers' salesmen 



to fit those possibilities; and the easy will make demands upon distributing 



acquisition of that product by the agencies. They will call for develop- 



consumer at the lowest price consistent ment along the progressive lines that 



with sustained, reasonable profits. The some lumber retailers and many dis- 



manufacturer should definitely classify tributors of other merchandise are 



and perhaps even brand building mater- following. More retailers will carry 



ials for the benefit and protection of the ample stock, comb the field for business, 



user, grade to fit common and technical and advise buyers intelligently and 



uses, and cut to fit ultimate uses accord- honestly in selecting material. They 



ing to plans. Salesmen will assist will depend upon intensified effort, 



consumers with information, plans and large volume and reasonable profit, 



instructions; cooperate through dis- rather than upon mediocre effort, limited 



tributing agencies with helpful personal volume, high prices and speculation, 



service, and make good all material There should be fewer yards, larger and 



that fails owing to mechanical imper- better equipped, with competent selling 



fections, carrying honesty of purpose forces. Railroads will cooperate with 



to the user. distributors by giving in-transit rates, 



As an example of well-directed selling under which lumber may be re-shipped 



effort, suppose that each of the 6,200,000 from central distributing points at 



farms of this country should consume low cost. 

 1 ,000 feet more lumber per annum than 

 it is now using : the entire cut of Oregon 



and Washington would be absorbed. Research work, fostered by the manu- 



Suppose that every farm upon which facturer, will assist materially in market 



animal food is wasted would erect a extension. There should be engineering 



silo : the lumber consumed would require research, dealing with structural prob- 



one-half of the entire cut of the United lems, wood blocks, wood pipe and silos; 



States for one year. Suppose wooden chemical research developing the uses 



blocks were used as they deserve to be of such products as wood pulp, wood 



used on the streets and country roads flour, ethyl alcohol, tanning materials, 



of the United States: the increased use distillates, producer gas and similar 



of lumber would be beyond compre- products, as well as the further develop- 



hension, and every foot used would mean ment of fire-proofing paints and other 



economy to the user. coverings. There should be research by 



Up to the present time lumber makers business economists to find and empha- 



have made little effort to deliver size old and new uses for lumber, by- 



RESEARCH WORK 



