What fence contractors want from dealers

[I'ATURALLY, rhe rehiler's price

Il is a big concern among fence conEactors because they must be able to submit competitive bids to earn projects and still make a profit. But, just like the lumber yard, the confactor has to offer more than just the lowest price to stay in business.

And contractors who specialize in wood fences were not shy in revealing what lumber yards and home centers could do to e:rn their business.

A major compliaint is the quality of wood offered. "During the winter months, you get some wood that looks like it's been siring on a rail car for a while," said redwood and cedar Conhactor A.

'Ov€rall, my suppliers are consistent " he added. "They offer a construction heart that's pretty decen! but you have to pick through the wood to find ir. I'd like to just Ake a load and forklift it right on the truck, but I did that once and had to take tfuee-quarters of it back."

"I only buy prime wood, A-1 prime tight knot. I don't want any knots coming out of it or anything," said Contractor B. "And with Home Depot, Home Base, you can forget about that. They've got good stuff, but you have to dig through giant piles to get to it. I'd pay a litrle more if they could separate iL"

Bad quality combined with worse service lost one retailer this conractor's business forever. He explained, "I got a lift from one company and half of it was rotten and they wouldn't take it back. I won't buy posts from them anymore."

For Conracbr C, excellent service isn't necessary but dependability is an absolute musL 'They all deliver, but if they can't manage it in the time we need it, why bother?'shc said.

"We used to go to places like Builders Square, but we just didn't get the service," Contractor D recalled. "Plus, it's another middle man and tley've got to make their profit, too."

Like many of the other larger fence contractors, he's now buying his wood products mill direct. "We buy

Story at a Glance Quality and convenience top priorities in serving fencb contractors ... working

with contractors many now buying direct from mills.

right," he said. "We're basically just paying the local lumber and plywood company for housing it. We tell them what grade we want, forecast the quantity for the next number of months, and buy by the truck and trailer loads, mill direct."

"We buy retail only if we have tq only if somebody wants some real oddball stufl" added Contractor C. Contractor D likes his lumber supplier because he can do for him what others can't. "We buy construction corlmon #1 redwood and two faced #1 cedar board, specially made for us. We're the only ones I lnow that are able to provide it. It costs us a liUle more but it's worth it to be able to install a fence that looks good from both sides."

Plus, said D, the yard "is a familyowned operation, and they service us real well."

Still, business from many other fence contractors is there for the taking. Contractor A explained: 'I'd like a new place to buy, someplace where I can buy wholesale in greater quantity. But I haven't found that place yet. I wonder if such a place exists."

Added C: "We're loyal to whoever has the best price and the best product."