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A point not to be overlooked by American exporters is that transportation charges both in the United States and across the ocean are paid on actual weight of the lumber by themselves and that when unseasoned stock it shipped it simply means that money is being paid out of their own pockets to railroads and steamship companies for carrying water. On an average through rate from mill to United Kingdom port of say, 50 cents per 100 pounds, it is a very simple calculation to estimate what this loss amounts to on a carload of green or insufficiently seasoned hardwood lumber. There is, however, one notable exception to the rule of shipping thoroughly seasoned hardwood lumber, namely, ash, which it has been found from experience gives the best satisfaction if shipped 30 days dry. )

Although the cost of ocean transportation is not affected by the dryness of softwood lumber, freight usually being paid on a measurement basis, many claims for discoloration arise through unseasoned stock being shipped, particularly on Sitka spruce and southern pine lumber, and as discoloration is considered a serious defect by the industries consuming these woods claims are usually very heavy.

It is suggested that American exporters might follow with advantage the practice of the north European softwood shippers of segregating any discolored stock that may develop in their yards and selling it separately.

Prior to the past year or two, this stock was frequently shipped mixed with the bright lumber, with the result that claims in such an event were usually settled by an "over-all" allowance; in other words, the value of the good stock was reduced as well as the discolored, it seldom being feasible to sort out the discolored stock on account of the heavy expense involved. In this connection it might be mentioned that, during the busy season in London, several months frequently elapse before cargoes are sorted and piled. Realizing this state of of affairs, steps were taken to remedy the situation, and since that time all discolored stock has been shipped on a separate bill of lading and sold at a reduction of from £2 to. £2 10s. per standard under "bright" stock, which has worked out satisfactorily to both shippers and importers.

SPECIFICATIONS

Unsuitable specifications have been a severe handicap to the sale of American softwoods in the United Kingdom, particularly in regard to Douglas fir. While the long lengths and large sizes in which this is shipped make it desirable for some purposes, for many others they simply are an item of expense to the consumer, who must go to considerable expense remanufacturing before it can be used.

Year by year the Scandinavian shippers are, to a greater extent, cutting to the specification requirements of the British market, the higher prices obtained and avoidance of accumulations of undesirable sizes more than recompensing them for the loss in outturn.

In this connection particular reference is made to the lengths, which usually come in multiples of 2 feet. Uneven foot lengths are highly desirable from the consumers' point of view and exporters who guarantee a fair percentage of them in a shipment would in most cases receive preference.

PROMPT SETTLEMENT OF CLAIMS

Prompt settlement of claims is always desirable, and few instances are recorded of anything being gained by delay. As a prominent London wood agent remarked recently to the writer: "Lumber upon which a claim has been made never improves but as the negotiations are prolonged gets steadily worse. As a result, in many cases what might have been settled for a small sum at its inception eventually becomes a heavy claim with acrimony on both sides; heavy cable bills are incurred for shippers' account, and possibly the custom of a large buyer lost."

DOUGLAS FIR FOR HOUSE BUILDING

It is rather curious that although Douglas fir has been well known in Great Britain for many years, little effort has been made to introduce it for ordinary building purposes, but each year between two and one-half and three billion feet of softwood lumber are imported largely for this purpose. There is practically no difference in the price at which the merchantable grade of Douglas fir and the north European softwoods used can be delivered at British ports, and it would appear as if an important outlet for American lumber was being overlooked. There are, however, two factors that must be considered by any exporters contemplating making a bid for this business-first, the specifications, and second, seasoning. As regards specifications, it must be admitted that, in order to make any headway at all, lumber cut full to the sizes required by the building industry, which are listed under the north European softwood section of this book, must be furnished. These, however, should be an advantage to the manufacturer rather than a handicap, as they cover such a wide range of sizes and lengths that the closest utilization of the log is effected. Very little lumber over 20 feet long is used for house building in Great Britain. It is not suggested here by what methods this stock should be cut by the American manufacturers, but with this large potential market available it would appear reasonable that methods that have been successfully used in other producing countries—i. e., the "gang" or "frame" saw-should be closely investigated to ascertain if they can not be applied in the United States also.

The British building trade also requires its lumber shipped dry and bright, as a large part of it passes directly from the docks into consumption, so that for Douglas fir to compete for this business it would have to be seasoned before shipment.

A desirable feature about the softwood import trade is that buyers are used to making their contracts a long time ahead of delivery, frequently from four to six months, so that, provided they were interested in Douglas fir, it could be sold on the same terms of delivery, thus enabling the manufacturers to select logs suitable for the purpose.

END-MATCHED LUMBER

The introduction of end-matched softwood flooring in the United States in 1927 opened up new possibilities for trade in southern pine and Douglas fir.

Although these woods have been known for many years in Great Britain, neither of them has been imported as flooring except in the form of blocks. When strip flooring was desired it has usually been manufactured locally from imported timber or flitches.

It must be stated at the start that it is doubtful, even if end matched, a market can be developed for softwood flooring in regular lengths, but the application of this method of manufacture to short lengths, 6 feet and under, opens distinct possibilities for the use of standard American sizes.

Many economic changes have taken place in the United Kingdom since the war, one of the most noticeable being the difficulty of obtaining domestic help. This new condition has contributed largely to the disuse of the fully carpeted floor, mats and runners taking their place to a large extent. These, naturally, do not look well on a floor of north European pine or spruce, with the result that the average householder is now more interested than ever before in a wood floor that does not have to be entirely covered. In addition, builders of homes, either for residence or resale, are beginning to realize the added value obtained by the inclusion of attractive floors. In their efforts to develop the sale of short-length flooring in the British market it should be remembered by lumber exporters that American sizes and grades are totally unknown, so that full and complete details as to invoice and actual sizes, copies of grading rules, also fair average samples of what might be expected on shipments of each grade, should be forwarded to their agents in order that they may be submitted to prospective customers. It is also essential that continuity of supplies be assured if any sustained efforts are to be made to introduce it to the building trade, the complaint having been made in the past that when a market has been developed for an item out of the ordinary the supply has ceased and the efforts put forth on its behalf come to nothing.

Cost is naturally the prime consideration, but if short lengths of standard American flooring of either of the species named can be delivered at a price sufficiently under the cost of regular-length flooring made in domestic mills, the prospects are decidedly favorable to a fair amount of business being developed.

It must be emphasized, however, that there is no call for southern pine or Douglas fir flooring in short lengths at present, and any demand will have to be created as the result of considerable work on the part of the British agents of the American exporter, and immediate results must not be expected.

"BUY EMPIRE GOODS" CAMPAIGN

Lumber has not been overlooked in the campaign being conducted by the Empire Marketing Board to further the greater use of Empire products, attention having been drawn to Indian, Australian, and native woods for furniture, interior panels and finish of dwellings, railroad cars, steamer saloons and staterooms, and also to softwoods, particularly Douglas fir and spruce from Canada.

Speaking recently on the work of the Empire Marketing Board, the Secretary of State for Dominion Affairs and Secretary of State for the Colonies said: "We ought to focus our attention on Empire produce and Empire development. There is no doubt that a greater

proportion of our lumber requirements can be supplied from Empire sources, and the variety of our hardwoods deserve a better market than there is at present. It is essential, however, not only that the technical qualities of a particular timber be first class but, before it has any chance of competing with old favorites, the extent of available supplies must be made known, reliability of grading assured, and guaranties given regarding regularity of delivery. These are matters of ordinary business routine, but noncompliance with them in the past has frequently spoiled the market for Empire products.

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This speech by a cabinet minister shows the importance which this campaign has assumed in Great Britain.

In connection with this campaign it might be mentioned that there have recently been placarded, by the Empire Marketing Board, posters illustrating the various woods obtainable from Empire sources and urging the greater use of them.

Pressure is also being brought to bear on official and semiofficial bodies to give preference to Empire woods, and British railroad tenders for Douglas fir now limit bids to the product of British Columbia. The lead given by the railroads is being followed by many large dock contractors, shipbuilders, and importers who_are now intimating that preference will be given to quotations for Dominion products.

As a result of these efforts, public and commercial opinion is being focused on Empire woods to a greater extent than ever before, and American woods are likely to meet increasing competition from them.

COMPETITION FROM CENTRAL EUROPE

During the past few years there has been increased competition from central Europe and Poland in the British hardwood market. Oak, ash, beech, and to some extent maple, are the principal species imported, but it is with the first two named that American lumber exporters are principally concerned, especially the Polish varieties. Early in the fall of 1927 it became apparent that exporters in Poland intended to make a strong bid for the British automobile trades' ash requirements and quoted low prices for desirable specifications of logs, with the result that up to the end of November many of the log orders had gone to that country instead of the United States as heretofore.

Not only for ash, however, is European competition increasing but in oak also, in that a greater percentage of square-edged lumber is now being manufactured. While logs cut through and through have their advantages from the consumers' point of view for certain purposes, such as matching of panels and the wider widths and longer lengths obtainable, they are largely offset by the fact that the entire contents of the log must be taken and that greater waste and expense are incurred in conversion. The fact that American hardwood lumber can be obtained square edged and graded has contributed very largely to its popularity, and continental manufacturers are rapidly realizing that if they are to extend their hardwood business in Great Britain they will have to follow American manufacturing methods. As a result a noticeable increase in the quantity of square-edged lumber imported from central Europe and Poland is now apparent.

Maple, of which considerable quantities are imported from the United States for the British piano industry, is now being imported from Yugoslavia, Hungary, and Czechoslovakia at a lower price than the American product, and while the quantity received so far is small it is of excellent texture and it is extremely probable that it will increase as time goes on.

American exporters of these species would do well to recognize this increasing competition from European sources and not blind themselves to the fact that it exists and is likely to increase as time

goes on.

LESSER KNOWN WOODS

With their appreciation in value, many American woods heretofore used in large quantities in the United Kingdom are being employed to a steadily decreasing extent, being replaced by less expensive woods. While it is doubtful if this business can ever be regained the changed values of the better known woods has opened up marketing possibilities in Great Britain for the lesser known commercial varieties, and provided the necessary steps are taken there is no reason why a demand for them should not be created. A perusal of the section of this publication on "Wood-consuming industries" will doubtless reveal the information that many species largely used in the United States in particular industries are not utilized in Great Britain although eminently suitable for the purpose.

The British however, as is well known, are an extremely conservative people. It is therefore suggested that, where an exporter believes there is an opportunity for developing a market for a certain species in which he is interested, a few thousand feet be included with one of his regular shipments and his agent be requested to give it to a large consumer free of charge, the only stipulation being that it will be given a fair trial. At the same time the agent should be furnished with as much information as possible, showing the suitability of the wood in question for the purposes for which it is offered.

After all, such woods as gum, magnolia, and tupelo are comparatively newcomers to the British market and the success with which they have met is an example to those wishing to sell species as little known to-day as these were a few years ago.

TECHNICAL AND INFORMATIVE LITERATURE

There is very little technical or informative literature on American woods available in the United Kingdom, and as a result a lack of knowledge pertaining to them is quite common even among those dealing in or using them.

Although it may hardly seem credible, in conversation with the writer a large consumer of American woods referred to "pitch pine" (the foreign name for southern pine) as coming from Sweden and Finland. This, after all, is natural; buyers obtaining their requirements from importers seldom trouble to ascertain the country of origin of the woods they use.

The most effective method of disseminating information about American woods would be by means of a booklet or brochure, confined to one species only including data on the sources of supply, methods of manufacture, description of the wood itself, and its principal uses;

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