A mail survey of wood cabinet, furniture, dimension, and flooring manufacturers was undertaken across the US to assess the market potential for automated lumber grading technology in the secondary wood products industry. Two hundred and nine usable responses were received providing information related to the identification of adopters of scanning technology, the optimum benefit bundle to increase the marketable success of automated lumber grading technology, and the best methods of promotion to this industry.

The results indicate that potential adopters of automated lumber grading technology will most likely be larger companies both in terms of annual sales and number of employees. In addition, adopter companies will be more likely to market their products in international markets. Results show that dimension and flooring manufacturers perceive this technology as more beneficial to their industries than cabinet and furniture manufacturers.

Analysis showed that significant differences existed between the four industry sectors on various machine attributes. In addition, dimension and flooring manufacturers rated machine attributes higher than cabinet and furniture manufacturers where significant differences were detected. This indicates that dimension and flooring manufacturers place more importance on various machine attributes than cabinet and furniture manufacturers when considering the adoption of automated lumber grading technology. Optimal benefit bundles were characterized for each industry sector. While these benefit bundles differed among sectors, the differences where slight. Machine accuracy, simplicity of operation, technical support, and reduction in labor costs were important attributes to most sectors.

The best methods of promotion to the secondary wood products industry included trade shows, peer discussions, and plant visits. In addition, these three methods were most effective in promotion for the individual industry sectors as well. Advertisements, meetings and symposiums, scientific journals, and unsolicited sales literature were not rated as highly effective methods of promotion to the cabinet, furniture, dimension, and flooring industries.