Working Paper No. German customers are very concerned about consistent dimensions, rapid delivery and consistency in pricing. Italians are particularly interested in long-term relationships with their suppliers, consistent supply, and close customer relations. U.S. lumber suppliers who wish to be more competitive in European markets must understand the European definition of quality.
Quality is much more than accurate grading.
Customers in European countries do hot have the same preferences as U.S. customers. There was a slight increase in the export of wood products from the United States to Europe during the 1980's. Approximately 41 percent of U.S. hardwood lumber exports and 22 percent of softwood lumber exports were shipped to the European Community in 1991. The trend at many-European manufacturers of furniture, cabinets, windows and doors is for fewer, closer wood suppliers. This results in more direct sales and reduced involvement of -intermediaries.