National Hardwood Magazine - March 2017

Over 100 Attend Annual

Over 100 Attend Annual Winter Meeting Photos By Wayne Miller Green Bay, WI–The Lake States Lumber Association (LSLA) welcomed approximately 125 members and guests to their annual winter meeting, which was held this year at the Radisson® Hotel & Conference Center, located here. guest speakers who primarily addressed legislative and export issues that are relevant to the North American Hardwood lumber industry. For example, Tim Kassis, international sales manager for Kretz Lumber Co. Inc., located in Antigo, WI, spoke about developing customers in overseas markets. Topics of his presentation included: • Finding customers for your products • Developing long-term relationships with customers • Developing your own brand • Transportation and collaborating with forwarders • Payment terms, including telegraphic transfer or wire transfer, letter of credit and prepayment. Kassis, whose presentation followed one by Michael Snow, executive director of the American Hardwood Export Council (AHEC), acknowledged that AHEC provides its members with information about overseas markets and hosts pavilions at tradeshows around the world. These pavilions provide AHEC members an opportunity to display their products to an international market, which, he noted, is important. Kassis said the cost of participating in this is “extremely reasonable. These costs are offset by USDA tax money.” Kassis stressed the importance of learning the needs of your customers, overseas as well as domestically, and dedicating effort to developing 24 MARCH 2017 NATIONAL HARDWOOD MAGAZINE your company’s brand. He also encouraged attendees to cultivate long-term relationships with their overseas customers, and learn how to price lumber products in a manner that international customers will understand in regard to MBF (1,000 board feet) and pricing on M3 (cubic board meter). Kassis noted that clear communication with overseas customers is essential, so he encouraged the use of a translator as well as various forms of digital communication, such as Skype, WeChat and email. All manner of technology is becoming more evident in foreign manufacturing companies. Kassis cited the in China as labor costs rise in those areas. As manufacturing evolves in those companies, so do product presentations. Many foreign manufacturers now house Many of those products are made of North American wood species. Michael Snow, of AHEC, gave an address that preceded Kassis’ presentation, and he pointed out that Please turn to page 40 LSLA board of directors include: (Front row, from left): Larry Krueger, Krueger Lumber Co., Valders, WI; Margaret Minerick, Florence Hardwoods LLC, Florence,WI; Maryanne Dainsberg, LSLA Administrative Coordinator, Green Bay, WI; Jennifer Lu, WI Dept. of Agriculture, Madison, WI; and Rob Paradise, Devereaux Sawmill Inc., Pewamo, MI; (Back row, from left): Brady Francois, Snowbelt Hardwoods Inc., Hurley, WI; Dennis Gustafson, Besse Forest Products Group, Gladstone, MI; Gus Welter, Granite Valley Forest Products, Marathon City, WI; Butch Fisher, AJD Forest Products, Grayling, MI; and Pete Johnson, AAA Hardwoods, Weyauwega, WI

Jamie Cridelich, Endeavor Hardwoods, Lyndon Station, WI; Gus Welter, Granite Valley Forest Products, Marathon City, WI; Loren Voyer, Champlain Hardwoods Inc., Essex Junction, VT; Kerry Romsa, Granite Valley Forest Products; and Jake Clisch, Endeavor Hardwoods Shane Cook, Granite Valley Forest Products, Marathon City, WI; Sabina Dhungan, Wisconsin Dept. of Natural Resources (DNR), Madison, WI; Larry Krueger, Krueger Lumber Co., Valders, WI; and Brady Francois, Snowbelt Hardwoods Inc., Hurley, WI Joe Francois, Snowbelt Hardwoods Inc., Hurley, WI; and Shawn Huang, Johnson International Industries Inc., Kent, WA Scott Lilley, Granite Valley Forest Products, Marathon City, WI; Scott Shaver, R&R Insurance of Wisconsin, Waukesha, WI; Lowell Peterson, Rockland Flooring, Red Wing, MN; and Scott Bowe and Brian Zweifel, University of Wisconsin, Madison, WI David Goddard, Northern Capital Insurance Group, St. Germain, WI; Al Quinney, Menominee Tribal Enterprises, Neopit, WI; Scott Bowe, University of Wisconsin, Madison, WI; Pete Johnson, AAA Hardwoods Inc., Weyauwega, WI; and Michael Snow, American Hardwood Export Council, Washington, DC Aaron Ruotsala, Ottawa Forest Products, Ironwood, MI; Derik VanEpern, Ottawa Forest Products, Amasa, MI; and Bill O’Brion and John Yeshe, Weyerhaeuser, Escanaba, MI Butch Fisher, AJD Forest Products, Grayling, MI; Scott Everett, LSLA Michigan Legislative Consultant, Lansing, MI; Richard Krawze, Pine River Lumber Co. Ltd., Long Lake, WI; and Rob Paradise, Devereaux Sawmill Inc., Pewamo, WI Chuck and Gayle Baxter, Ottawa Forest Products, Ironwood, MI; and Charlie Becker, Weyerhaeuser, Escanaba, MI MARCH 2017 NATIONAL HARDWOOD MAGAZINE 25