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Jacque Patrice, owner of Specialty Timber Company, feels his business is threatened by a tough new competitor. And now Jacque must decide quickly about an offer that may save his business. Jacque Patrice has been a sales rep for lumber mills for about 20 years. He started selling in a clothing store but gave it... 顯示更多 Jacque Patrice, owner of Specialty Timber Company, feels his business is threatened by a tough new competitor. And now Jacque must decide quickly about an offer that may save his business.

Jacque Patrice has been a sales rep for lumber mills for about 20 years. He started selling in a clothing store but gave it up after two years to work in a lumberyard because the future looked much better in the building materials industry. After drifting from one job to another, Jacque finally settled down and worked his way up to manager of a large wholesale building materials distribution warehouse in Buffalo, New York. In 1990, he formed Specialty Timber Company and went into business for himself, selling carload lots of lumber to lumberyards in western New York and Pennsylvania.

Jacque works with five large lumber mills on the West Coast. They notify him when a carload of lumber is available to be shipped, specifying the grade, condition, and number of each size board in the shipment. Jacque isn’t the only person selling for these mills—but he is the only one in his area. He isn’t required to take any particular number of carloads per month—but once he tells a mill he wants a particular shipment, title passes to him and he has to sell it to someone. Jacque’s main function is to find a buyer, buy the lumber from the mills as it’s being shipped, and have the railroad divert the car to the buyer.
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