FIFTH NATIONAL CONSERVATION CONGRESS 239 



manufacturing and sales departments. The most successful lumber manufacturer 

 is he who caters to the market demands and manufactures his lumber accordingly. 

 Too often manufacturers produce products and then call on their salesmen to 

 dispose of them. Not infrequently these products are not the ones which are 

 the most saleable, and consequently the price secured is not as great as it would 

 be if more attention was devoted to a study of market requirements and an 

 attempt then made to meet them. 



A lack of harmony between supply and demand, and insufficient coopera- 

 tion between the manufacturing and selling force, are factors that in the past 

 have kept prices down and still continue to do so. 



The sales manager should be a close student of markets and be able to 

 ■'sense" the requirements of that class of trade which will yield his employer the 

 greatest profit. He must also be on the alert for new uses and new outlets for 

 his product. He should also have an important part in dictating the form of 

 lumber into which the logs shall be manufactured, since he more than any one 

 else is in a position to know what can be sold to best advantage. At some plants 

 these conditions do exist, but there is a vast amount of lumber in every section 

 which is not made and marketed in accordance with the best practice. 



The establishment of new relations between the manufacturing and sales 

 departments of many plants may be somewhat difficult of accomplishment, due 

 to methods of organization, but it is one of the phases of work which must be 

 given greater consideration if the lumber industry reaches a high degree of 

 efficiency. 



Log and Lumber Measures. 



The sub-committee on lumbering, with the meager data at hand, does not 

 feel warranted in discussing the merits and faults of existing measures, judged 

 from the lumberman's viewpoint. It is a subject on which there is a wide range 

 of ideas, all of which should be weighed before judgment is passed on them. 



Forest Engineering. 

 This subject has not been investigated by the sub-committee on lumbering. 



RECOMMENDATIONS FOR FUTURE INVESTIGATIONS 



The Basis of Lumber Costs and Values. 



THE sub-committee has not attempted to investigate this subject, chiefly 

 because the limited time available did not permit an investigation which 

 would yield sufficient data on which to base a satisfactory report. The 

 importance of the subject is fully realized and the need for accurate data in 

 regard to it is urgently felt. A satisfactory report can not be prepared, however, 

 without the expenditure of a considerable sum of money for investigation pur- 

 poses a comprehensive report would require several years for preparation. 



Lumbering, although one of the first industries to be started in this country 

 and today ranking as one of the most important, is still undergoing a process of 

 development, and we are now in a period in which more important changes in 



