MERCHANDISING EXOTIC HARDWOODS

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100 feet in 8/4. Fivequarter stock is resawn and sold 3/8" thick.

Welty reports that short lengths of Hawaiian koa are his best sellers among the exotics. These pieces are priced individually.

A more specialized means for merchandising exotics has been developed by a crafts shop in Covina, a suburb northeast of Los Angeles. Paul Loomis of Paul's Hardwood and Stained Glass pushes exotic woods for framing stained glass. From his small inventory of exotics, some of which is priced per lineal inch, he also sells to wood carvers and jewelry makers.

Loomis also stocks exotics such as rosewood, zebrawood and elm burl in membrane-backe d Pliantwood veneers. "Exotics are not a great part of the dollar volume here," he explains, "but I wouldn't give them up." clear lumber that has been well manufactured. A new dealer should initially invest in these, according to experienced dealers.

Exotic wood dealers all mention that their woods must be freshly surfaced so that customers can see their bright colors. Often inventories of exotic woods need resurfacing or sanding after they have been displayed for several months.

When a dealer re-manufacturers exotics into small blocks remnants naturally develop. These remnants can be sold by weight from a well-marked remnant bin near the regular exotic display, according to experienced dealers. The price per pound should be clearly marked on the bin and a scale hung above or beside it.

Dealers also mentioned the difficultv of merch'andising cocobola and ebony, two exotics that are sawn fiom particularly small logs into boards that are neither edged nor trimmed. These woods often contain defects in the center and wane on the edges.

Other exotics, such as zebrawood, purpleheart, padauk and bubinga are more easily merchandised, however, because they are available in wide,

Wholesalers who supply exotic hardwoods are prepared to give effective product meetings to sales people in a lumber yard that has just begun to inventory exotics.The simplbst, most complete guide to tropical hardwoods is the Fine Hardwoods Selectorama, available from The Fine Hardwoods Association, 666 No. Lake Shore Dr., Suite 1730, Chicago, Il., 60611. It is also available from local hardwood distributors.