Package Selling

By l"cA Sawp

An Arkcnstrs lumber de<rler, ncrmed C. A. Stuck hcrs gone to severql ol the lumber conventions in the North, Ecrst cnrd West this winter, tclking interestingly cbout "Pcckcge Selling." He cdvocqtes selling the building mcrtericls AF' TEB it hcs been translated into q building, cr building addition, or cr building function by cr live lumber deqler who hcnrdles the trctrsdction, and controls the fincrncing cnd the building. He sells cr turn-key iob. And he tells qbout it well. Here crre some oI the scrge observations and remtrrks lrom Mr. Stuck's speech:

"We decrlers down in Arkcnrscs have nbout the scsne conditions you lolks hcrve out here. We hcve the lellows thcrt truck in lumber once in cr while. We hqve the decrler down the hack, blegs his heqrt, been there three yecrrs, thought he'd eet the town on fire, lound out the town wcs mcrde ol asbeslos, so pulled out. Went bcck lor rrore m<rtches, I guess."

"[ mcke c price on cn extrc room, The prospect scys "Well I'm not going to do thcrt right now, I hcrven't the money." I scry "Okey." Bless my soul, in sixty dcrys she's driving q new 8uick. There went my pcckcrge. I didn't lollow it up. Too mcrny don't work hcnd enough. We mcke cr price cnd lorget it. We need <r lollow-up system."

"Buy cr ccrlendcrr. Mcuk it up lor cr certcdn dcy. On that dqy, go see her."

"We need to go out qnd sell. Every iob should sell lour more. When you put on c new rool your sqlesmcn ought to ccrll on every house in the block <rnd see iI he ccrn't sell them <r rool. Crecrtion oI prospects-crecrtive selling."

"Convert the contrcctor to the p<rckcge selling idec. How's the best wcy? Go out cmd sell your iob mcking sure you have mcrde the proper estirncrtes. Then ccll him in crnd scry 'Listen, Bill, one oI our sclesnren wenl out and sold cr iob cnd I need somebody to do the work. I wcnt you to contrcct the lcbor lor me.' I don t scry 'Whcrt is your best cqih price?' II I do he'll ask me whqt is the lecst I'll tcke when he comes to buy something lrom me. I don't know cr single contrcctor who doesn't like to get business thcrt wcry."

"We don't try hcrd enough. w"'". "], o ro, ol METALLIC lumber deqlers. They hcve SILVEB in their hcir qnd GOLD in their teeth, cnrd LEAD in their pcnts. They don't work qt it hcrrd ;nouS*h."

"\ilfhen thct ccrpenter finishes with thcrt work, he gets pcrid. I don't know ol cr better wcry to convert him than by giving him c good iob cnd pcying him when it is done."

"I crm oI the opinion thct the next ten yecrs cre going to wipe out the decrler who doesn't do some sort ol crecrtive selling."

Lumber Delivered by Plane

Redwood Sales Company, San Francisco, selling organization for Dolbeer & Carson Lumber Co., Holmes Eureka Lumber Co. and Hobbs Wall Lumber Co., recently had an interesting letter from E. H. Mauk & Sons, wholesale lumber dealers, Toledo, Ohio. This was signed by E. H. Mauk and reads as follows:

"It may interest you to know that last week the East Clinton Lumber & Coal Co., Port Clinton, Ohio, were asked to furnish 1000 feet of 1x6 "Sequoia Brand" Redwood Drop Siding for a house being built at Put-in Bay, which is an island in'Lake Erie.

"On account of ice conditions it could not be delivered by boat so it was l.oaded on a Ford tri-motor plane and in a few minutes it was on the job. This is the first instance I know of lumber being delivered by plane,"

Mill To Start Near Ukiah

Ukiah Pine & Lumber Co. will start operation of a mill on a site on the Eel River about 40 miles from Ukiah as soon as weather permits operations in the woods.

C. H. Mimnaugh of Portland, Ore., is general manager and superintendent of the mill, which will cut Pine and Fir. The Ridgeway Resort will be used as headquarters by the lumber firm.

C. C. Lowe and C. H. Wheeler, Oregon lumbermen, are principals in the company, which has sufficient timber for a l5-year cut.

Lumber Group Urges Labor Law Revision

Members of the Independent Lumber Dealers of Southern California, Inc., have petitioned Southern California's Assemblymen and Senators to support certain labor legislation pending in Sacramento.

The bills, according to Charles A. McKeand, secretary, would make collective bargaining agreements enforceable at law, prevent interference from any source with the selforganization of employes, prohibit secondary boycotts and forbid making labor union membership or non-membership a condition of employment. Numbers of the Senate bills are 975, 976, 974 and 877; Assembly bills are numbered 1557, 1559, 1560 and 1666.

Defiance Lumber Company Joins

Tacoma Lumber Sales

Defiance Lumber Company, Tacoma, has joined the group selling organization of Tacoma Lumber Sales, Los Angeles, which is now acting as their selling agents in Southern California.

This mill is freighting its lumber to Southern California on the steamer Whitnev Olson.

Will Open Yard In Burbank

Glick Brothers Lumber Company, Los Angeles, are putting in a new lumber yard at Burbank and Victory Boulevards, Burbank. Construction of the office and shed buildings are now under way.

According to cr Recent Dealer Survey

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