Selling and Marketing Wood Products for Small and Traditional Producers

Transcription

1 Selling and Marketing Wood Products for Small and Traditional Producers by Daniel Cassens Professor of Wood Products Purdue University 2016, 1 Daniel L. Cassens, 5038 Morehouse Rd., West Lafayette, IN 47906

2 Different Ways to Look at Lumber Markets Seasoning Level Market Categories Types of Suppliers Green lumber Air-dried lumber Kiln-dried lumber Hardwood grade lumber Industrial lumber General construction Misc. Large and small sawmills Wholesalers Concentration yards Distribution yards Retail outlets

3 Green Lumber Quick turn over Heavy Shrinks and warps Low strength Will mold, stain and decay Insect vulnerable Limited markets Low value

4 Green Lumber Uses Sell to Other Mills Custom Drying Farm Lumber Timbers Railroad Ties Truck & Trailer Flooring Dunnage Bows Bridges Posts & Corner Posts Fence Boards Pallets & Crates Tobacco Stakes Guard Rails

5 Lighter Higher strength Air-Dried Lumber Will not mold, stain or decay Some shrinking, warping, and checking has occurred Value somewhat increased Seasoning time - one to several months Insect vulnerable Limited markets

6 Air-Dried Lumber Uses Unheated Buildings Recreational Uses Country Crafts Bending Stock Wagon Tongues Parks Utility Trailer Decking Sofa Frames Woodworkers Boat Builders Farm Uses

7 Light Highest strength Kiln-Dried Lumber Will not mold, stain or decay Shrinking, warping, and checking have occurred Highest value Many high-valued applications Increased cost of drying Increased seasoning time Will regain moisture May still be insect vulnerable

8 Kiln-Dried Lumber Uses Manufactured Products Furniture Cabinets Millwork Molding Reproductions Specialty Uses Country Crafts Plaques & Trophies Custom Woodworkers Signs

9 Major Domestic Market Categories Hardwood Grade Lumber Wholesale quantities Types of Buyers - End manufacturers Retail - Larger mills - Concentration yards Types of Buyers - Custom manufacturers - Institutions - Contractors - Weekend woodworkers - Hobbyists Buy Local

10 Major Domestic Market Categories Industrial Lumber Pallets and Crates Blocking Timbers Railroad ties Truck and trailer flooring Types of Buyers - Manufacturing plants

11 Major Domestic Market Categories General Construction Lumber Framing lumber Post and beam Farm lumber Types of Buyers - Farmers - Contractors - Recreational properties - Rustic applications

12 Major Domestic Market Categories Miscellaneous Bending stock Sofa frames Boat builders Signs Urban Wood Slabs

13 Types of Suppliers Large End User Concentration Yard Small End User Distribution Yard Wholesaler Large Sawmill Small Sawmill

14 Softwood Lumber Distribution for Dimension, Boards and Timbers End Users Lumber Yards Wholesalers Distribution Centers Remanufacturing Centers Treaters Major Softwood Mills

15 Locating Markets Business Necessities Cell or IPhone Computer Web site Printed receipt with disclaimer

16 Locating Markets Listings Seller locates buyers Advertising Buyer locates the seller Activities Web Sites

17 Locating Markets Seller Locates Buyers Phone Book Industrial Directories State Forester and Government Listings Trade Journals & Other Publications Builder Associations, Park Boards Woodworking Clubs, Turners, Carvers Digital Opportunities

18 Locating Markets Buyer Locates Seller Newspaper Road Signs Adopt-a-Spot Digital

19 Ebay store Craigslist Locating Markets WoodPlanet.com Etsy.com WoodWeb.com YouTube Forestry Forum Google Adwords Web Listings Local lumber or custom sawing listings

20 Locating Markets Other Digital Opportunities Search Engine Optimization Facebook Twitter Mass Webinar's Your own web site

21 Locating Markets Activities Trade Shows Forestry Field Days Your Own Demonstration Flea Markets Farm Markets County Fairs Auctions Local News Stories

22 Locating Markets Partnering Can someone help you sell lumber? - Farm Stores - Lumber yards - Farm Elevators - Large Sawmills - Craft Shops

23 Locating Markets Seven Steps to a Sale Greeting Probing Presentation Agreements Objections Negotiations Close

24 Opportunities General Capabilities of Large and Small Hardwood Sawmills, by Marketing Factors

25 Other Resources pr_id=162&_userreference=7463deb87d52cee75011b0d5

26 Other Resources guide_na-tp-02-07cd.pdf

27 Other Resources