Table 11. Initiation of Purchases by Species Class 

 (Percentage) 



Table 12. Initiation of Purchases by Source 

 (Percentage) 



Sales Initiator 

 Source Buyer Seller Both 



Producer (sawmill) 60 20 20 



Market Intermediary 45 54 



Both 35 33 32 



from distant sources. Table 9 indicates how and where the wood-using in- 

 dustries of New Hampshire secured their raw material. With the ex- 

 ception of the box and shook industry, 82 percent of the lumber was pur- 

 chased out-of-state. Even the furniture industry, using mostly hardwoods 

 which are available in New Hampshire, purchased the bulk of its lum- 

 ber out-of-state. Similarly excluding the box industry, other industries 

 purchased 61 percent of their lumber requirements from market inter- 

 mediaries. This is partly explained because western lumber is generally 

 sold through wholesalers. The box and shook industry which at one time 

 used 60 percent of the lumber cut in New Hampshire is still a substantial 

 user of New Hampshire softwoods. 



As might be expected eastern softwoods are transported to the plants 

 entirely by truck. Hardwoods were also shipped by truck although six 

 plants reported transporting some by railroad. In contrast, western lum- 

 ber moved entirely by rail to these industries. It should be pointed out 

 that the distance of western softwoods from eastern markets makes rail 

 transportation imperative whereas rail transportation of hardwoods is 

 usually associated with Vermont or New York producing centers. The 

 ease of truck transportation should offer sawmill operators an opportuni- 

 ty to sell small volumes especially of hardwoods. However, the quality 

 requirements are high and the small volumes sawed produce little high 

 grade lumber unless from quality trees. 



Wood-using industries report that they initiate 48 percent of their pur- 

 chases thus choosing the source of supply. Thirty-six percent of their pur- 

 chases are seller initiated and 11 percent are by both. Out-of-state pur- 

 chases may be the result of selling efforts of those sawmill owners in con- 

 trast to the lack of such effort by New Hampshire mill owners. 



Eastern species purchases were initiated by buyers more than by 

 sellers. Western species were purchased as a result of sellers' efforts more 

 than the buyers'. The large western producers have sales people and do 

 aggressive selling. 



It is evident that the industries initiate the major portion of their lum- 

 ber purchases. This may be done to control the source of supply and 

 other related factors. Market intermediaries also initiate nearly half of 

 their purchases. Both reported about 250 lumber suppliers as being their 



11 



