Marketing Research for Primary Processors of Northern Softwood Lumber

Retail lumberyards were contacted in 15 north central and northeastern states concerning their trade in softwood dimension lumber. Spruce-pine-fir holds the largest market share of any species group, and over 60 percent of the lumberyards believed the west coast produced softwood dimension lumber superior to products of local northern mills. Over 25 percent of stud sales were to walk-in customers who purchased them almost totally on the basis of appearance, straightness, and price. Lumberyards believed that large order customers were primarily influenced by straightness and kiln-dried versus air-dried when purchasing studs. Softwood dimension lumber and boards comprised about 55 percent of the average retail sales volume with hardwood boards, other wood-based products, and nonwood products accounting for the remaining 45 percent of total sales.

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