What to say to a potential client

Most shops that I have spoken to already have a buyer they sell to. The key is to know what the prices in your area are. If they are selling to a yard most likely they are gettig alot less than what our buyers pay us. If thats the case then you should be able to offer them 20% more than what they currentley are getting and still make a nice profit when selling to a buyer here. I am starting to get a few scrappers in my area that were getting $1# for boards. Now they get $1.50 from me