Getting the best buy on commodity 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," Curtis says. "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.

Buying Consideratione

When ordering lumber, keep in mind: l. Quantity Lineal feet, board measure, number of pieces of definite size and length. The board measure depends on the thickness and width nomenclature used (nominal ot actual, pattern size, etc,).

2. Size Thickness in incbes (nominal and aetual if surfaced on faces), width in inches (nominal and actual if surfacedonedges) and lengthinfeet (nominal ayerage, limiting or single uniform length). Establish limits on the range and numbet of critical lengths included in random length assortments at time of purchaso.

3. Grade Per rulee of lumber manufachrring associations. Some grade combinations (B&Bh) are official; othen (Std&Bt) are unofficial combinations of gades subject to purchase agreements. Glradestampo indicate the quality at the time of grading. Imptopet storage, drying or handling may cause it to fall below the original grade Working or rerunning a graded product to a pattern may also alter the grade. Purchase specifications should be clear on accepting worked lumbet. To check the grade, refer to the gradingrule by number and paragraph.

4. Spccies Somespecies are $ouped for marketing convenicncc, others are traded under various names. Be sure the species or species group is accurately and clearly shown on purchase specifications.

5. Product Boards, timbers, siding,

EING in business means troubleshooting. From handling 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 urnesolved 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 itbecomes 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 questions until you are comfortable you know all issues surrounding the incident.

Rule #3. Do not over react. Calmly consider what you have leamed, 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 intemrption of normal business,

Rule #4. Always set a positive tone.

Story at a Glance

Rules for keeping your cool when problems and tempers flare. . . positiveapproaches for solving business problems.