ABSTRACT
This chapter presents an analysis of the characteristics of exporting and nonexporting hardwood lumber sawmills to determine the factors associated with successful exporting. Exporting mills had significantly larger rated lumber production capacities, operated more shifts, produced more lumber during the past year, and had more lumber in inventory than nonexporters. Information sought from the questionnaires included production and sales figures, mill equipment, past and present marketing experience, products manufactured, and other information concerning marketing and export practices. The questionnaire contained sections pertaining to mill characteristics, marketing practices, mill production factors, and product profile factors. Mill production factors played an important role in determining export success. Sales managers with exporting firms did have significantly more education, including degrees in forestry or business management. While sales managers of exporting firms also had completed more technical programs or had other training experience, t-test comparisons were not significantly different.
