International Marketing Practices

Preface There has been never a better opportunity for small to medium sized forest products firms to expand into international markets. Social media and improved distribution methods now allow smaller companies to compete directly with larger firms in the global marketplace. Improving standards of living in Asia, Eastern Europe, and Latin America have increased disposable income, which can improve demand for U.S. forest products. Whether you are a manufacturer of primary wood products and want to expand your markets, or if you manufacture specialty secondary handcrafted wood products, markets for your products are growing around the world. The purpose of this guide is to provide small and medium sized forest products businesses with easy-to-use information on how to systematically evaluate factors critical to a successful overseas operation and outline an applicable marketing strategy to enter international markets. Acknowledgments The authors would like to acknowledge the Department of Sustainable Biomaterials at Virginia Tech and the Department of Bioproducts and Biosystems Engineering at the University of Minnesota. Final editorial contributions were done by Helen Thompson at Virginia Tech. The work upon which this publication is based was funded in whole or in part through a grant awarded by the Wood Education and Resource Center, Eastern Region State and Private Forestry, Forest Service, U.S. Department of Agriculture, award number: 16-DG-11420004-227. The U.S. Department of Agriculture (USDA) prohibits discrimination in all its programs and activities on the basis of race, color, national origin, age, disability, and where applicable, sex, marital status, familial status, parental status, religion, sexual orientation, genetic information, political beliefs, reprisal, or because all or part of an individual’s income is derived from any public assistance program. (Not all prohibited bases apply to all programs). Persons with disabilities who require alternative means for communication of program information (Braille, large print, audiotape, etc.) should contact USDA's TARGET Center at (202) 720 - 2600 (voice and TDD). To file a complaint of discrimination, write to USDA, Director, Office of Civil Rights, 1400 Independence Avenue, S.W., Washington, DC 20250-9410, or call (800) 795-3272 (voice) or (202) 720-6382 (TDD). USDA is an equal opportunity provider and employer. Front cover photo credits: Anna Pitti (live-edge boards), timltv/Shutterstock.com (product), EvrenKalinbacak/Shutterstock.com (ship), pcruciatti/Shutterstock.com (trade show). Back cover photo credits: Maria Fernanda Laguarda-Mallo (tree), Robert Smith. Cover design: Maria Fernanda Laguarda-Mallo. Robert Smith