Exports of U.S. Hardwood Products: Increasing Performance in Asia and Europe

Abstract

The U.S. hardwood industry has traditionally depended on the domestic demand to sustain levels of production above 14 billion board feet per year. Because of the collapse of the U.S. housing market in 2009 and the economic recession that followed, the industry moved its sight to the international markets, as an opportunity to replace some lost demand, and pursue long term growth. Previous research on international marketing of hardwood products indicates that, there is a growing concern among U.S. companies to understand the main competitiveness factors in key markets such as Asia and Europe. Finding opportunities to add value to U.S. hardwood exports has been the goal of this research project. A case study and survey research were carried out among importers and exporters, whereby it was found that aspects related to price, quality and service, are critical in achieving competitive advantage. This motivated a study in demand and pricing management, which found that these tasks may be subject to innovation through optimization approaches.