Saxonville Top 10 Small Wholesalers

Concentrating on what they do best has helped Saxonville USA become our number one Small Wholesaler. Serving NRLA members in the Northeast stretching from eastern Upstate New York. through the ski areas of the Adirondacks and Vermont, the Berk-shires and Boston metropolitan area all the way into Maine, Saxonville USA prides itself on its 72-hour delivery service.

"Customer service is our proudest achievement," explains Douglas Webb Jr., president. "Our people have the flexibility to make decisions on the spot, and the support behind them to executing that delivery immediately. We are doing everything we possibly can to gel the product out sooner."

Saxonville's dedication to just one product line is a distinct advantage in meeting this goal. "Our competitors get bogged down in broad product lines which can ere ale some iniemftice problems when ti \ ing in execute a delivery. We are so dedicated to plywood that we don't have that problem," Webb explains. "We don't have 2x 10's. we don't have pressure treated lumber, we don't have other items where markets fluctuate rapidly that would get in our wav and slow the operation down. Thai gives us much more flexibility."

This single-mindedness of purpose translates into many benefits for the customer. "We answer questions on the first phone call. The people who work for us are allowed to quote a price and make a decision as to when it is going to be delivered right then and there in the very first phone call," he says.

"Then we hack them up with solid performance. Everyone ensures that we will make that delivery on time. Being able to stock our product seven days a week allows us to achieve that 24-hour, 72-hour delivery goal at least 80 percent of the time. "As long as we deliver within that 72-hour time frame, we're going to get the order because we have it here, ready to go. There's no more discussion. We're competitive with carload pricing because of the style and the way we itu)-, . the merchandise. From the initial phone call to physically handling the merchandise, we are geared to product delivery."

Other aspects of their business philosophy also set Saxonville apart from other plywood wholesalers.

"Our sales reps work on a non-commissioned basis so they're committed to our level of service. We do whatever the customer asks us to do at the time that he's asking. If we have a full load great — but we're going to try to get there no matter what. We're going to buy and sell and do whatever it takes to meet that 72-hour timeframe.

Many of our competitors won't do that because there's a commission involved. When there is a commission involved orders get tossed around. If the markets are moving 20 percent and you won't get a good commission check you have to make the decision whether or not you' re going to sell. We don't want our people thinking' because I'11 have a lousy cornmission check, I don' t want to take that order,' when they should be looking at it from a pure traders point of view, saying 'That's the best deal I'm going to get for the next 6 weeks.' Our people know that's the case. Thev are taking the business, and it doesn't hurt them — because they have management support behind them, encouraging them to do so."

Customers know they can trust Saxonville. "Plywood and OSB goes up and down in price pretty quickly. Our customers try to get a feel from us. We are a pretty good read because we sell every day. We never have a real order file. We have that flexibility. Our sales reps know thev can run and gun with it because our own internal set-up allows them to do that. A non-commissioned basis leads to great success with customer service."

Saxonville employs from 25 to 28 full-time personnel at its three locations, and experiences very little turnover. Bonuses are based on hard work.

Webb credits his father Douglas Webb Sr. with being the guiding force that enabled the company to expand and prosper. "My father has a lot to do with the service style of the company. It was basically his creation. The 'non-commissioned committed to the delivery no matter what' approach was his philosophy. He always got the order and distinguished himself in repeat sales.

He also streamlined the product line, specializing in doing what we do best. He often says, You're put on this earth to trade plywood, so stay focused on it and it alone.' That is the major reason for our success. Advances in technology. like newer trucks and computers are just better tools that made it happen faster for us."

Established in 1956, the company was originally known as the Saxonville Wholesale Lumber Warehouse Co. The executive management staff includes Vice-President Doug Webb Sr., President Doug Webb Jr. and Treasurer Pamela Webb Gentile.

In 1991, the company merged with Nortth Pacific and became Saxonville USAIt currently has three locations:

570 Lafayette, Hampton, N.H. 03842-3347 and branch offices located at Rt. 11 & 12, Charlestown, N.H. 03603 and 27 UnionAve., Sudbury, Mass. 01776. Plans are underway to move the head-quarters to Charlestown. N.H. soon.