More Selling Thoughrs

You hear a lot about the absolute necessity for "teamwork" among salesmen representing the s:Ime concern. This is no knock on teamwork, but did you know that durinq the ye4rs long ago when the immortal Ty Cobb and the mighty Sam Crawford played baseball for Detroit and that team was enjoyi,ng its greatest period of glory, those two men played side by side in the infield AND NEVER SPOKE TO EACH OTHER?

Proving, no doubt, that exceptions are the things that lend strength to the rule of average. We just mention that in passing. It seems thought-provoking tha,t such a thing could be.

Adam Smith in his great book, "The Wealth of Nations," says that "all wealth comes frorn labor applied to land." That was long ago. Today we say instead that "all wealth comes frorn good merchandising applied to good goods."

"One half the battle is to catch the Speaker's eye," Tom Reed used to say. He was Speaker of the House for a generation. There's a sound thought for sarlesmen. To get the attention of the right guy before someone else does makes many a sale.

The successful salesman is always a booster.

Too many salesme,n ,.ainit J"rr,r"." in the wrong place.

The most successful salesman is not necessarilv the brain- iest one, or the best looking, or the best dressed. He is the smiling, patient personality who knows all about the stuff he sells and still believes in it; who likes his firm and believes in it, and who is overloaded with that irreplaceable thing called sticktoitiveness.

New Edirion Western Pine Groding Rules Announced

A completely new eclition of the \\''estern Pir-re Association Standard Grading Rules has been published and n ill become effective Ntay 15. The new printing incorporates into the n.rain body all supplemental rules adopted by the group since the iast edition was made effective January 1, 1953. The rules set the standards for the grading of above B billion board feet of lumber annually-more than a quarter of the nation's softrvood production.

The nerv rules reduce 2x6 dimension (width only) from 5 5/8 inches to 5l inches in accordar-rce "vith American Lumber Standards, provide a standard for finger-jointing and add trl.o new patterns-edge-veeing one side each of 2inch shiplap and 2-inch center matched (surfaced tr,vo sides) lumber. The book measures 3lx6l inches and contains 158 pages. A marginal index provides easv reference to rules for each of the 10 important species n-ranufactured by mills in the Western Pine Region.

Copies are available al 25 cents each from the \\restern Pine Associatior.r, Yeon Building, Portland .1, Oregon.

Go on, try this test yourself! Put a drop of ink on a piece of Upson wall board and on any other fiber panel you choose.

See how the Upson surface holds the ink. There's almost no soaking in or "drinhing". But note how the ink soaks into the other board.

And it's the same with paint. Why pay money to paint the inside of a board? When you sell Upson wall boards, your customers save $5 to $10 per M on paint costs.

Upson wall boards have two different surfaces, one side softly pebbled, the other side smooth. Both paint beautifully.

Upson wall boards are rugged, super strong. Superior fiber quality assures clean, smooth sawed or cut edges. Also, edges sandpaper to glass-like finish. No wasted material.

Sell the finest wall boards money can buy Upson Yra", Y4" and /g'! Upson offers a stable price, good profit, plus repeat sales. Upson wall boards are manufactured by The Upson Company, backed with forty-six years of experience in the fiber board field exclusively! The Upson Company, Lockport, New Yprk.

94% wood fibers laminated for great