Summary 



New Hampshire wood-using industries purchased nearly 56 million 

 board feet of lumber for use in manufacturing in 1960. Of this volume 32 

 percent was hardwoods, 24 percent western softwoods and the balance 

 eastern softwoods. Only 47 percent was actually purchased "in state." 

 While 65 percent was reported purchased directly from sawmill owners, 

 the latter, in New Hampshire, reported selling only 21 percent directly 

 to manufacturers. 



These industries use top grade lumber which New Hampshire's saw- 

 mill operators have not been producing. Sash and door and millwork in- 

 dustries use 98 percent western lumber because of the lack of quality in 

 volume of New Hampshire's production. Sawmill operators are selling 

 mainly air dried harwood lumber, but the wood-using industries buy 

 green hardwood lumber. Sawmill owners accumulate small amounts of 

 hardwoods due mainly to the emphasis placed on softwoods. The lumber 

 then sits in the yard until sufficient volume is accumulated for a sale. By 

 then it is usually air-dried. 



Sawmill operators cannot avoid buying small logs because all trees 

 have these, but they can avoid buying small trees. Large trees cost less to 

 produce in all operations from felling to sawing and are more likely to 

 contain high grade wood. 



Box and shook plants used 43 percent of the total lumber purchases 

 reported. They bought eastern, in-state softwoods. This represents a 

 market for low grade trees; however, it has been rapidly diminishing as 

 the largest box plants in New England are now out of business or heavily 

 curtailed in volume. Furniture, parts, and turning industries buy mainly 

 hardwoods but not from New Hampshire. 



These wood-using industries are usually small businesses although they 

 have been in operation a long time, an average of 27-60 years. Of the 53 

 plants surveyed only eight employed more than 100 people regularly; 

 the maximum number was 289 employees. Twenty-four plants had less 

 than 25 employees on their rolls regularly. Despite their small size they 

 represent a continual market for wood and lumber. 



These industries have purchasing staffs which regularly contact saw- 

 mill operators seeking wood suitable to their needs. They also purchase 

 lumber from those who try to sell to them. However, the sawmill owner 

 who does not have the time for one reason or another to expend on sales 

 efforts will find that three buyers are likely to visit him about purchasing 

 his yard or specific volumes. He can expect that the purchasers will set 

 the price two out of four times ; once will be by compromise and once his 

 price will be accepted. Prices will be by grade or will take grade into ac- 

 count and will generally be close to market quotations. Small industries 

 are more inclined to "shop around" than larger plants but are more 

 likely to accept the seller's prices. 



