a forest product export seminar
VICKSBURG CONVENTION CENTER Vicksburg, Mississippi October 30–31, 2012
hosted by
®
Tuesday, October 30 Noon Registration
Session 1: Introduction to Exporting 1 p.m. Welcome 1:10 p.m. Growing Importance of Trade to the Timber Industry 1:35 p.m. Developing Market Entry Strategies and Resources to Assist 2 p.m. Key Export Markets and Products 2:50 p.m. Break
Agenda at a Glance
Session 2: Developing Your Export Toolbox 3:20 p.m. 4:05 p.m. 4:55 p.m. 5:25 p.m. 5:30 p.m.
CONTINUING EDUCATION CREDITS Mississippi Professional Logger Manager Credits Category I CLE Session 1 is 2 hours Session 2 is 2 hours Session 3 is 2 hours Session 4 is 1.5 hours Arkansas Pro Logger Continuing Logger Education Credits Total 6 hours of CLE credit Society of American Foresters Continuing Forester Education Credits 4 hours, Category 1 3.5 hours, Category 2
Assessing Your Export Readiness Export Financing Role of a Broker/Exporter Introduction of All Brokers Networking Reception/Dinner
Wednesday, October 31 7:30 a.m.
Early Riser: Market Update
Session 3: Marketing Distribution
8:10 a.m. Pricing Strategies and Supply Chain Management 9:15 a.m. Port Partners in the Supply Chain 10 a.m. Break
Session 4: Certification and Culture
10:30 a.m. Export Certification of Forest Products 11:15 a.m. Understanding International Business Cultures Noon Adjourn
Tuesday In Depth Session 1: Introduction to Exporting Session 1 will detail the timber industry’s need to engage in the export market. As a developed economy, U.S. forest products consumption will grow much slower than in the rest of the world. With more than 95 percent of the world’s consumers living outside the U.S., demand for wood products will grow much faster beyond our borders, which is why it is essential for producers to take advantage of the growing international markets. There are a number of resources available to producers to help them gather vital market information. The Department of Agriculture and Commerce have offices across the globe with specialists whose job it is to help U.S. companies develop business relationships in foreign markets. Additionally, the USDA will spend close to $10 million to help promote forest products overseas through industry trade associations. This session will conclude with presentations from regional directors in the top U.S. export markets.
Welcome
State Farm Bureau Presidents
Growing Importance of Trade to the Timber Industry
Matt King, Arkansas Farm Bureau, Agricultural Economist In 2011, the U.S. exported a record $7.75 billion in forest products, which is up close to $3 billion in the past 10 years. As exports have grown, so has the
number of markets we ship to. Twenty-five years ago, close to half our exports went to Japan, today only 10 percent go there. We have seen the effect that free trade agreements have on the market as Canada has grown from a $1 billion market in 1992 to more than $2.2 billion today. As we move forward, exports will continue to grow in their importance to the timber industry. U.S. companies will have to become more aware of how trade agreements treat their products and ensure improved market access in every agreement.
Developing Market Entry Strategies and Resources to Assist
Richard Kleiner, Southern Forest Products Association, Director, International Market Development Do you want to meet export customers, but don’t know where to begin? Kleiner will explain travel and promotional services offered to Southern Yellow Pine exporters in SFPA’s role as a forest products commodity cooperator with the USDA Foreign Agricultural Service.
Key Export Markets and Products
In this section, we will hear presentations from representatives of U.S. trade associations who promote U.S. forest products in most major markets around the world. Representatives from Europe, Asia, the Caribbean and Latin America will discuss opportunities that exist in their respective regions. Additionally, they will provide insight into dealing with buyers in those markets and give an inside look at potential barriers.
Break
Session 2: Developing Your Export Toolbox This session is designed to give the participant a starting point. Before one can begin exporting, one has to examine their business and see if they are in a position to export. Do I have the supply? Can I meet foreign specifications? Do I have a banker that understands the capital requirements to get started? Once you have determined you can export, the next step is to determine how to export. For most businesses, the best way to get involved in the export market is to go through a broker. A broker arranges the sale of goods between the domestic supplier and the international buyer. They have contacts all over the world seeking to buy products, and they help with logistics, financing, certification and more. A broker is almost a necessity for a new seller entering the international market.
Assessing Your Export Readiness
Anthony Cambas, OSU Center for International Trade and Development, International Trade Specialist Individuals and companies at the Forest Product Export Seminar have already demonstrated an interest in exporting by being in attendance. The next step is to assess export readiness. This lecture will present a simple method for determining whether or not a company is ready to export. In the case that a company is found to be not yet ready to export, some steps for becoming export ready will be discussed. In the case of firms being determined to be export ready, various next steps for actually beginning to export successfully will be discussed.
Export Financing
Glenn Sigler, Regions Bank, Vice President, Global Trade Finance One of the most important, yet difficult-to-navigate aspects of exporting is obtaining working capital to finance your business and ensuring you are paid by your foreign buyers. Increased needs for extended payment terms from international clients often complicate these issues. An experienced trade banker plays an important role in overcoming the complexities of financing and payment for international sales in addition to finding solutions to provide working capital to support export growth.
Role of a Broker/Exporter
W. Garner Robinson, Robinson Lumber Company, Vice President, Strategy & Finance Exporting forest products is not as simple as finding a foreign customer. From phytosanitary certificates to international claims to foreign letters of credit, this
presentation will cover the pitfalls of the export business and highlight the role of a trusted and experienced partner. Brokers can help navigate global opportunities, and exporters can develop or access markets for pine and hardwood forest products, while handling credit risk, which in many export markets includes extending payment terms of up to 90 days or more.
Introduction of Brokers and Speakers
Participants will be introduced to all brokers in attendance, as well as other speakers scheduled to speak at the conference. These introductions will help one know who they need to connect with at the reception that has the potential to really help their business.
Closing Remarks/Adjourn Networking Reception
Sponsored by: Arkansas Forestry Association Mississippi Forestry Association Louisiana Forestry Association
Wednesday In Depth Early Riser: Market Update
Mike Dunn, LSU AgCenter, Professor, Department of Agricultural Economics and Agribusiness
Session 3: Marketing and Distribution Once you’re comfortable exporting through a broker you may want to try it on your own, but participating in the export market can be very complicated. Susan Hearn from Forest2Market will discuss how to price your product and manage your supply chain to ensure you meet international customers’ demand. As you can imagine, the logistics of international shipping are quite different from domestic shipping. Mark Troughton of the Georgia Ports Authority will discuss how U.S. companies can get their products into overseas markets and will detail the differences in FOB and CIF pricing and delivery.
Pricing Strategies and Supply Chain Management
Suzanne Hearn, Forest2Markets, Vice President, Marketing and Sales New markets for traditional forest products are rife with both opportunity and risk. Exporters unfamiliar with the complexities of the U.S. wood supply chain are seeking stable sources of supply and assurances their costs will be in line with the general market. Establishing both of these will reduce their market
risk. In this session, Suzanne Hearn will present the results of research conducted by Forest2Market on behalf of the Wood Supply Research Institute that describes the risk-reducing effects of dampened price volatility associated with long-term supply agreements and the advantages of such for both buyers and sellers.
Port Partners in the Supply Chain
Mark D. Troughton, Georgia Ports Authority, Global Accounts Executive This presentation will detail the ongoing updates to the Port of Savannah, the largest wood product exporting port in the U.S. Additionally, participants will learn about cargo flows through a port facility: containers, breakbulk and bulk. Moreover, they will learn the cargo terms used by port facilities and who the key partners are in the export supply chain. Finally, Troughton will discuss how trade shows and associations can help exporters navigate the logistical challenges related to exporting products.
Break
Session 4: Certification and Culture The final session makes sure you know the rules for exporting your product overseas. Many countries have a number of regulations in place to prevent the spread of insects and other pests into their countries. Once you’ve determined your product is ready to go, you have to find international clients and develop those relationships. Dealing with international clients can be quite different than domestic clients, so U.S. Commercial Services is going to provide participants resources to help when meeting foreign buyers.
Export Certification of Forest Products
Brannen Hardy, USDA/APHIS, Export Certification Specialist This presentation will state the benefits of the APHIS export certification program to exporters and then focus on the types of certificates available, user fees, as well as the steps to getting forest products certified. It will then provide information on PCIT (Phytosanitary Certificate Issuance and Tracking), the APHIS website, where applicants can apply for certificates, make payments for certificates and look up country-specific phytosanitary requirements.
Understanding International Business Cultures
Carol Moore Anderson, U.S. Department of Commerce Director, Mississippi U.S. Export Assistance Center When working in the global commercial environment, having an appreciation for cultural differences is one of the keys to international business success. Learn the importance of understanding the traditions and nuances of the cultures with which you wish to do business.
Adjourn
1: COMFORT SUITES Distance to Convention Center: 3.2 miles Rate: $89. Rate includes a hot, deluxe breakfast buffet. Amenities: 1 Room Suite, Partial Room Divider, Sofabed-2Person, Free HighSpeed Wireless, Spacious Work Desks, Flat-Screen Televisions, Microwave and Refrigerator, and Free USA Today
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2: HAMPTON INN AND SUITES Distance to Convention Center: 2.5 miles Rate: $99. Rate includes a hot, deluxe breakfast buffet. Amenities: Comfortable easy chair with ottoman, 26� color television, large work surface, Coffee Maker, Complimentary Hot Breakfast, Free High Speed Internet, Iron/Ironing Board 3: FAIRFIELD INN Distance to Convention Center: 2.9 Miles Rate: $75. Rate includes a hot, deluxe breakfast buffet. Amenities: Spacious guest rooms with free high speed Internet access, well-lit work desk, phone and data port, Free cable TV with HBO, Iron/Ironing Board, Microwaves and Refrigerators 4: DIAMOND JACK CASINO Distance to Convention Center: 2.5 miles Rate: $45.95 Standard. $65.95 Suite, River view 5: ALL Q Distance to Convention Center: 0.2 miles Rate: $59 Double and Kings
Registration Pricing: $150 Early Registration ends Monday, October 15. After October 15, registration will be $185. (Space permitting, participants can register at the door. However,Forest only CASH or CHECK will be accepted) Registration Form Product Export Seminar: Check All That Apply State Farm Bureau Member State Forestry Assoc. Member State Timber Prod. Assoc. Member
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For Questions: Call: (501) 228-1297 Email: matt.king@arfb.com
Return Form to: AR Farm Bureau C/O: Matt King P.O. Box 31 Little Rock, AR 72203 Fax: (501) 228-1856
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After Oct 15
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Form and full payment must be faxed or postmarked by October 15 to receive early registration discount. Preregistration closes October 26. On-site registration begins at 11:00 October 30 (based on availability).
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