NOW Hesells Carlouds

The Story of How One Dealer Sarted in a Small W"y and Buik Up a BigBusiness on BaISAM-WOOL

R. F. A. ANDREE, Manager of the Edward Hines Lumber Company yard at Melrose Park, Illinois, placed an order for a'car of BAL SAM-WOOL on April 7th.

The order was shipped from Cloquet the same day it was received.

Before the car arrived it was sold out. Other orders rygre, placed. \Mithin 25 daye this yard ordered 90,(M) feet.

An unusual instancerperhaps, yet indicating one fact very clearly-BALSAM-WOOL sells. 'What's more, Mr. Andree reports that BALSAM-WOOL helps sell lumber and other materidls and in no small way either.

If you haveb,een under the lmpression that it is too early in the insulation game to sell BALSAM,WOOL in your localitli you will find this case interesting.

Mr. Andree placed his trhl orderof 7500 feet of BALSAM-WOOL in the fall oI 1923. Outsiders told him that he was experimenting. They pointed out to him that a good share of building in his neighborhood was speculative. And whoever heard of a speculative builder using insulation, they asked.

Mr. Andree took off his coat and started to work. Being of a practical turn of mind the firet thing he did was to take a dose of his own medicine. He conducted a little experiment by lining the roof of his own home.

He displayed BALSAM-WOOL in his ofrce. Mailed out literature and samples. Talked BALSAM-WOOL to every prospect, carpenter, contractor and builder. He used the phone, the mails, and he made personal calls.Inquiries began coming in. Carpenters and contractors began tryin$ out BALSAM-WOOL in a small way.

By the time spring arrived Mr. Andree discov. ered that the BALSAM-WOOL lining in his roof had sa'ved him 5% tons of hard coal in one of the most severe of winters. Then he opened up in a big way" He had proved to himself that it was part of

Justbecatsehouses atebeingbuilt fot sale is no reasonushy they shouliln't be insuloted., says Mr. Andrce. AniI to Fooe th4t it is being done in his locality he sends olong a photngtaph shoredng setser two.family ilwell. ings und,a constraction tor which he supplieil the BALSAM,WOOL his duty to the people in his community to sell them better homes, greater comfort, lifetime fuel savingin other vyords, BALSAM-WOOL insulation.

And from that day on sales started in earnest. To. day contractors are reporting that 80% of the new building in this locality is being insulated. ***

The Wood Conversion Company is eager to help every live lumber dealer make money in the insulation business. They don't ask you to buy a. carload at first. A trial order of 5000 or 10,000 feet and a little honest effort will start you offright.Today, right now while you are reading this announcement is the time to send in your trial order or request for prices and information.

Weyerhaeuser Sales Company

Geneml

Branch Ofices

ST. PAUL CHICAGO BALTIMORB NEWYORK

2@4 University Ave. 2O8 S. La Salle St. 81il Lexington Bldg 2O Btoadway inxilotion. These houses are campletely insuLatzil itt the sid.e anlls anil toof with BALSAM.WOOL P. E.Wolf is the oumai, John A.Chiarc, the orchitrrct; and Ftank P. Cantore, the con;tl:actarr.

The Veyahaerset Sales Cqnpany h the combined selling oryankatiotr of the follot ing Weyethausa Mills and Dht:tibuting Plants: GloquctlmbcrCo.. Cloquct,Miu Hubirdl.unbc.Co. Sandpoint,I&ho fhcNortbcmluobcrCo.CloqucgMim. Edward Rudcd3cTimbcr Co. Ccud'Alre,Idaho lohmrVcntworth Co. Cloqet, Mim. Bomn Feny Lubcr Co. Boren Ferry, Idrho \Zod Conwnioa Co. Cloguct,Mim. SmeutoicFs[!LmbcrCo.SnoqualrieFllb,W.rh. PodetclrlumbcrCa.. PotLtchrldsho WeyerhrcurTimbcrCl.. . ErcrcttrVirh. EobePercacLubcrCr.. Boirc,Idaho WcyerhrcurTimbcrC-. .' Baltimrc,Md. TbonprcnY.dr'lc . .. St.Pul,Miu.

A Few Extracts fro*

Mr. Andree's Letter

Mr. F. A. Andree

'611 THEN BAISAM.WOOL wae first introduced in this V V market,we placed an order for ?5OO feet. Our 6rst thought w-as to get it before the- public. More eepecially our immediate cuetomers.,We built a rack largeinougir toaccommodate a 32'roll and placed it on -displayin our ofrce. We mailed all the aviilable literature to our cuetome-reradvertieedin I'r local paper, ueed the phone and made persg"al,c-allr. It wasn'ilohg before in{uiriee began coming iri aid ealee made. .**

"One very 6ne thing about BALSAM,WOOL le that each job attractE the attention of three or four rnore ownere ald am happyto state qfiit the mlee resietance is becodring less every day. T'he ccintractors and carpenters DeciolDrng re66 oay. t ne @nttactorr ancl carDenters arevery enthusiastic over BAI-SAM.WOOL,being eaey uE ycry cuqurdus ovcr ItAtltAff^. W u\JL, befng toapplyreaving quitea coneiderable amount of time and '.'labor on each job, over otli-€r materials of this narure. ;. ,,. *,,' I ward about taking on new buildine specialties. As a re. sult rrrany epecialty manufactureri liave ofiered their goods to retailers in other linee andthis has created a lot of competition for us. For my part I am goinq to es, tablish ouryard as local insulatioh headquariersll tke those additioiral profits. Another thin-s I like about BALSAM.WOOL is that ids made of wood. Beine a lumberman heart and soul I like to sell wood productlD

"Asy_ou- know,Ihawe placgd orden in the laet 25 days r 9O.OOOfeet. I eetinate about a durffcr million fcer for 9O,OOO.feet. a quarter -illion feet of businctc on your product thic year.