. Industries canadiennes forestières 1916. L'exploitation forestière ; les forêts et la foresterie ; Produits forestiers ; l'industrie de pâte de bois ; industries du bois. CANADA 34 Menuisier bûcheron et le 15 août, 1916 vous-même sur tout- à être connu sur l'utilisation de vos bois et vous trouverez l'acheteur si intéressé à ce que le bois va faire ce coût sera secondaire. Peut-être certains d'entre vous pensent que le concessionnaire moyen connaît la différence entre long et court-feuille jaune ou pin à pin blanc et la pruche, mais au-delà de ce que vous ne pouvez pas enseigner un vieux chien de nouveaux trucs. La réponse est, "l'essayer." lors d'une récente tournée de j

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. Canadian forest industries 1916. Lumbering; Forests and forestry; Forest products; Wood-pulp industry; Wood-using industries. 34 CANADA LUMBERMAN AND WOODWORKER August 15, 1916 yourself on everything- to be known about the use of your wood and you will find the buyer so interested in what the wood will do that cost will be secondary. Possibly some of you are thinking that the average dealer knows the difference between long and short leaf yellow pine or white pine and hemlock, but beyond that you cannot teach an old dog new tricks. The answer is, "Try it." During a recent tour of inspection by some fifty Northern retailers through the mills of the South those men saw and learned new things about wood which they have been selling for the past twenty-fiears years, and which they never dreamed existed. Now, about one dealer in every 2500 ever sees a mill stock, so why not take the mill stock to the dealer in the form of a complete line of honestly-selected representative samples? If necessary, carry a trunk to hold them. Show everything, from a strip of waney edging from which lath are made up to a piece of 8309, with a mahogany and white enamel combination finish on it. The inspection of such samples them- selves would get your customer's mind off that 50c per M less, which is worrying you so much, and will give you an excellent opportunity to pump him full of information about your plant, your timber, your dependable shipping department, and all the rest of it. The preparation of such a salesman's equipment would develop new ideas for presenting the stock as the plan was carried on, until the salesmen themselves can, on their own initiative and creative ability pull themselves out of the stock list—low price—rut and on to the higher plane of real salesmanship. Did you ever watch a $10, 000.00 a year shoe salesman in action? If not, make a point of doing so at the first opportunity. True, he has to show a range of styles, but to com- pare with that you

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