Getting the best buy on eommodity lumber

tory is a positive. When to buy, what to buy, how much to buy become an educated gamble.

"You always have to be thinking where the market is going," Curtissays. "You have to wake up in the middle of the night thinking about it. A real smart man who really is willing to work at it can get it down in five years."

For many retailers, the lumber wholesaler becomes an invaluable as- set. The wholesaler adds balance between the retailers and producers, keeping the customer informed of availability and finding him the best price for what he needs,

"We are always in the market," says wholesaler Buf6. "We specialize. So maybe we know a few things (the average retailer) doesn't."

Retailers can and should take advantage of that market awareness.

Buylng Concldcratlonr

Whon or&ring lumbcr, kccp in mind:

1. Qurntlty Lincal fcct, board measurc, numbet of piccce of &finitc aizc and lcngth. the board mcacurc dcpende on tho thiclnccs and width nomcnclaturc uscd (nominal or actual, pattern eize, ctc,).

2: Slzc Thiclncss in inchee (nominal end aclual if surfaced on faces), width in inclrce (nominal and actual if aurfacad onoftce) andlcogthinfeet (nominal avcragc, llmitlng ot eingle uniform length). Establistt limits on thc rango andnumbct of critical longthe includcd inrandon lengthascortmenteat tirne of purchase,

3. Grrdc Per nrlee of lumbe'r manufacruitfaosbciations. Somc gradecombinatiorr (B&Btr) ere officiel; pthcrr "' (Std&Bb) arc unofficial combinetions of gradcs subject to purchasc agrecmente. Gradcstampr indicate the quality at thg timo of*.grading. Impropct atmtgc, &ylngot l*ind. U mtt caueo {$ofdl belgtg!.!o ori'ginll gradirWqk: ,hg c rcrorrnina a gra4ed product to,a pattern may.al-so alter the giade. Pu'ichase speciflbations shoulilbe clear on acceptirig wofied liimber. To checktheprade, yfei to the grading rule by num' bcr edd pardgraph.

4, Specier Sornospeeiteaeegrouped fdfmarkbtifigl,contrenience, othep'are rl'trcdcdubdcrvoriqqE;nettles Be"qurc$e ,,,:.,: 0pc6hp or spoeiee group ieraccutaiely ' grldcleslyohow&qlpqrthaqeqtcqificitior$. - ' :

5. Pi$rct Boafda,,tirnh9,ry, siding, etc. Nomcnclahnc varies by rpecies, rogion anil grading assoclation. To cneuro it patchce the poduct, rsfct to gnding nrlc by numbcr and paragnph.

6. Serconiry Air dry, kiln dry, etc. ALSC dcfineo dry ooftwood lumbet at 19% c loeemoieturc content. Dcgrcas of drynese include air dry (AD), partlally air.dry (?AD), grecn (S-GRN) and 15% maximum (MC-15 or KD for couthotn ptno). If moietuo oontcnt is critical, iG lcvel and mcthod of dcterminotioa muet bo apccifiod.

7. Worting Rough, surfaccd ot psttorn stock. Spccify condition. If surfaced, liet ae.Sl4S, S1S1B, etc. If pattcmcd, inilicato pattdn number with rofetence to applicablc rulo* ' ',, &Grrdingnrlir Nameofagcncyand des uodct which podlct is greded;.:' product identiflcttion' paSc add Paragraph of gules, rulee' date ot ditioo. ' '

9. Mrrnrfqctugxp: Napoof manufacturcr, product traac nam". Sinoe,most lumber produets aro eold without iiferenco t'o the manufacturcr, any propdetrrynamce or qudity fcatulcs neoded must be cleady stipulated on purchase:,., agreemenL ,: . ,.....

10. Reinspectlon Pmchase dieputaor, over quality ot quantity may be rcsolved by rcirupecting the shipmeRt. Tirno lirirtts; liability, costs and complaint proccduies are described in rulgo of agency which graded the shiprnent.

Based on informatton in 'The Encyclopedia $ Wood' (Sterling, 1989)

D EING in business means troublefl shooting. Fromhandling customer complaints to dealing with employee concerns, troubleshooting is a skill worthy of perfection.

Opinion surveys confirm that the vast majority of customer attrition stems from a perception that patronage is not appreciated. This can result from a myriad of causes ranging from unresolved complaints and poor follow up on inquiries to slow service and poor employee attitudes.

The next time trouble enters your world, try these guidelines:

Rule #1. Verify it is a problem. You may buy into trouble before it becomes reality. Question your people in detail and separate facts from opinions before you start "thundering around " In many instances you will discover only an easily diffused misunderstanding or potential for a complaint.

Rule #2. Remain calm under fire. Persist in asking questionsuntil you are comfortable you know all issues surrounding the incident.

Rule #3. Do not over react. Calmly consider what you have learned, then act decisively in proportion to the seriousness of the problem. Do not automatically become defensive and never become obstinate. The situation needs to be resolved and the faster the better. Speed is important. Respond at the first sign of an intemtption of normal business.

Rule #4. Always set a positive tone.