Will 2012 be the year you start exporting?

Copy of Slides

With the North American housing market continuing to limp along with starts returning to the one million mark in 2015, some in the lumber industry are turning to both traditional and new overseas markets. These markets are both short term and long term and vary with the world and regional economies. Current housing starts in Japan will reach 850,000 in 2011 and more than 450,000 single family unite will be wood frame, about equal to US production. China is coming down from a superheated 2011 buying spree, but over the long term should continue to be a large user of softwood products. Other markets are also adjusting to the local economies.

Craig will address the following key questions:

1. What international markets are likely to be long term buyers of NA wood?
2. What kinds of softwood lumber products are used in international markets?
3. Why you have to think outside the box if you really want to succeed in overseas markets?

For more information on the Softwood Export Council, please visit www.softwood.org

About the Presenter

Craig Larsen
President – Softwood Export Council

Craig Larsen has served in his current position, President of the Softwood Export Council, since the organization was founded in 1998. Prior to the SEC Mr. Larsen was the Director of the International Marketing Department for the Western Wood Products Association. He returned to the WWPA after spending seven years in the forest products industry developing products and markets for engineered wood in the early 1990s. He was a member of the WWPA staff for 13 years from the mid-1970s through the 1980s. He spent a decade in the Association’s Field Services department, servicing Western lumber markets in the Pacific Northwest, Eastern seaboard and the Midwest. He transferred to WWPA’s Export Marketing department where he spent three years directing and expanding the programs. Before joining WWPA, Mr. Larsen spent three years with a Pacific Northwest architectural and specialty wood products manufacturer. He is a native of Oregon, and a graduate of Oregon State University, where he specialized in marketing and engineering.

When the Housing Market Calls, Will the Lumber Supply Be Able to Answer?

Forest2Market estimates that a housing recovery will gradually take shape over 2012 and 2013, with starts returning to the one million mark in 2014. As this recovery gears up, the structural changes that have occurred throughout building products markets since the beginning of the housing bubble collapse will affect North American lumber production capacity and supply. Focusing on the US Pacific Northwest/Western Canada and on the US South, Forest2Market President and CEO Pete Stewart will look these changes: the short-term and permanent closures of mills during the recession, the adoption of “small log” technology by many mills, and the overhang of large log inventory in forests.

Stewart will address the following key questions:

1. How sharply has capacity been reduced by short-term and permanent closures? How much will the capacity that has been permanently removed from the system impact lumber supply?
2. How will timberland owner decisions about harvest timing affect longer term supply of lumber? When the housing market recovers, what logs will be readily available for lumber production?
3. How will mill adoption of small log technology affect lumber supply as demand returns to the market?

For more information on Forest2Market, please visit www.forest2market.com or read our blog at http://blog.forest2market.com

About the Presenter

Pete Stewart
President & CEO, Forest2Market

Pete Stewart has 20 years of experience in the forest and wood products industries. He is the founder of Forest2Market, which offers a variety of data and market profile information services as well as supply chain expertise to forest and wood products industries. Stewart directed the development of Forest2Market’s proprietary databases, which contain transaction-level data from actual timber, lumber and fiber sales in major markets in North America. Because he continues to oversee these databases, Stewart’s analyses of emerging trends and cutting-edge practices in the forest and wood products industries are grounded in true market conditions. Pete’s areas of expertise include:

• Supply and demand drivers in the North American forest and wood products industries
• The benchmarking, indexing and pricing of wood raw materials and end products
• The cost structure of North American forest and wood products industries
• Standards and codification methodologies to bring out efficiencies in fragmented and volatile markets

Social Media Tools for the Wood Products Industry

Social media is overtaking (and replacing!) traditional marketing communications for all industries. The Wood and Forest Products Industry cannot afford not to participate in it. Learn how online applications can be a strategic part of your company’s overall marketing plan and identity. Learn how these tools can also help your employees network, share expertise, identify sales leads, and eventually close sales.

John McIsaac, Principal for McIsaac Communications in Portland, Oregon, will offer an overview of online applications – LinkedIn, Facebook, Twitter, Google+, Blogs and e-newsletters – and how each tool could benefit your company’s bottom line. The benefits and drawbacks of each will also be addressed. Specific in-industry examples of how social media can work for wood products manufacturers, distributors and wholesalers will be examined.

Suz-Anne Kinney of Forest2Market will address how to develop a social media strategy and the various challenges and pitfalls with implementing and monitoring online applications. Issues such as maintaining company oversight, establishing parameters for participants, and acquiring the necessary resources (time, money and staff) will be addressed. As the key team leader for Forest2Market’s social media strategy, Suz-Anne will offer tips and suggestions for making the process for your company much, much easier.

For more information on McIsaac Communications, please visit http://www.linkedin.com/in/mcisaaccommunications

About the Moderator and Presenters

Professor Chris Knowles works with the Oregon Wood Innovation Center (OWIC) at Oregon State University where his role is to help improve the competitiveness of the Oregon forest products industry. The function of OWIC is to be the key link to innovation related resources for people in the forest products industry. Chris’ main focus is on providing professionals in the forest products industry with technical assistance, especially in the area of marketing. Chris’ current research is in the area of green building with a focus on material selection, purchasing, and specification.

John McIsaac, Principal of McIsaac Communications LLC, has 20+ years of experience in communications strategy and media relations for entrepreneurs, emerging brands and sustainable industries. McIsaac has longstanding contacts with some of the most respected mainstream business, environmental and architectural/design media in the nation, including the LA Times, New York Times, Sacramento Bee, Environmental Building News, Newsweek, Architectural Record, Eco-Structure, Metropolis, Dwell, Sunset, Financial Times, NPR and HGTV, among many others.

Before starting his own consultancy, McIsaac spent five years as director of communications for Columbia Forest Products, the nation’s largest ($1 billion+) producer of decorative hardwood plywood and one of the country’s highest-profile sustainable manufacturers Currently he works with a client base of entrepreneurs, educators and sustainable product manufacturers in California, Oregon and Washington.

As Communications Manager at Forest2Market, Suz-Anne Kinney is responsible for corporate communications and publications. Her most recent project entailed the development and implementation of Forest2Market’s social media strategy. She is responsible for Forest2Market’s blog, F2M Market Watch, and two newsletters—Forest2Market, a newsletter for traditional forest and wood products industries and Forest2Fuel, a bioenergy newsletter.

Prior to joining Forest2Market, Kinney managed research and publications functions at a financial services training company and taught at several universities in Ohio and North Carolina. She has a B.A. and an M.A. in English from Ohio University, and an Associate’s degree in Legal Assisting.

Housing Outlook Revised: Status Quo Through 2013

Last May during a NAWLA webinar, Dr. Michaelis reviewed the history of the current housing cycle and prospects for the industry through 2012. Although a modest improvement in housing starts was expected, product prices were expected to remain near cash cost levels through 2012, given the low operating rates in both lumber and structural panels. Although exports to China were seen to be of some help to the Canadian lumber producers and timber owners of the Northwest, the volumes were just not enough to move the overall market.

Since then, RISI has developed a new housing outlook. Also the economic recovery appears to be stalled. The session will take a close look at the logic of the housing outlook and the implications for key wood products market. The presentation will make clear that current conditions might now stretch into 2013.

Some of the key questions addressed will include:

• When will the inventory problem in the housing market be corrected and allow for a sustained recovery in production (housing starts)?
• What does the falling ownership rate mean for the outlook of single family starts—crucial to the lumber, OSB and engineered lumber demand??
• Does the recent slow-down in GDP growth suggest push out the potential recovery in housing starts and remodeling expenditures?
• Can we expect the China demand to be sustained beyond 2012???
• Again, when will we see a sustained improvement in product prices?

For further information on RISI, please visit www.risiinfo.com

About the Presenter

Lynn O. Michaelis, Ph.D.
Executive Adviser/Senior Economist, RISI;
President, Strategic Economic Analysis, LLC

At RISI, Lynn has led the annual update of the housing forecast and participates with client consultations on wood products, timber and containerboard outlooks. As Executive Adviser and Senior Economist with RISI, Lynn brings new ways to help executives think about the future, using the data and forecasts developed by RISI. He likewise serves as an adjunct professor at the University of Washington and is a Past President of National Association of Business Economists (NABE).

Prior to working with RISI, Lynn served as Vice President of Marketing and Economic Research at Weyerhaeuser where he worked closely with Senior Management on strategy development. As a result, he was a participant in the annual strategic reviews of each business. Lynn was also seen as an effective communicator for the company: speaking on industry issues to both the investment community and to customers. The role also included market research and competitor analysis for these product lines: lumber, OSB, timberland, containerboard packaging and pulp products. The group provided annual reviews to business management to develop the annual strategic reviews. The group also worked closely with treasurer to provide annual cash flow estimates for the Board of Directors.

17 Surefire Ways to Jump Start Your Exhibiting Success at NAWLA Traders Market

It's Time To Kick Some Tradeshow Butt!

Why Put Up With Lackluster Results?

Do you know how much money your company will spend to participate in the NAWLA Traders Market in Las Vegas this year? How much money will you spend before the Traders Market to make sure you maximize the return on your trade show investment? NAWLA is presenting a FREE webinar on August 25, 2011 to help you get the most from your investment.

In this fast-moving, dynamic and powerful webinar, you’ll learn how to develop the critical-to-success skills necessary to make the most of your time at the Trader’s Market … and help pave the way for those all-important post-show sales calls.

Led by industry expert, Susan Friedmann,CSP, The Tradeshow Coach, you’ll discover valuable information, techniques and insider secrets to that will help you make the most your limited time on the Trader’s Market floor.. This session will be packed full of practical, easy-to-use information. You’ll end the session ready to put these potent strategies to use — and ready to start attracting more business at the Trader’s Market.

NAWLA provided a similar training session just before the 2004 Trader’s Market. Make sure all of your staff that will be Attending the Traders Market listen in on the valuable webinar where you’ll learn how to...

• Use the five key planning elements to lay a solid foundation for your exhibit marketing program
• Pinpoint with laser accuracy your best prospects … and make your booth their #1 destination.
• Develop pre- and post-show marketing tools that maximize your trade show investment.
• Choose giveaways that are memorable — but don’t break your budget
• Create a warm first impression that’s so welcoming visitors won’t want to leave your booth
• Instantly spot legitimate prospects among a sea of time-wasting tire kickers
• Make the first contact, using a low-key technique to start a productive dialogue
• Skillfully direct conversation to create and maintain a high-quality identity
• Develop dynamic, customer-focused booth staffers
• Qualify prospects who could benefit from your services
• Develop and learn to ask powerful questions that take prospects through the buying process.
• Master non-verbal communication and use it to make – not break – a potential sale
• Control your visitors’ attention using proven behavioral techniques
• Develop presentations that prospects will talk about for days
• Implement professional closing techniques that open the door for future “touches” with prospects
• Optimize traffic flow, you can maximize the number of qualified, interested prospects you meet.
• Diplomatically handle window-shoppers and snooping competitors
• Streamline and simplify the follow-up process and increase the chances of closing a sale after the show

And much more…

About the Presenter

Susan A. Friedmann, CSP(Certified Speaking Professional), is an internationally recognized expert and "how to" coach who has traveled the world helping companies put their best foot forward at tradeshows and events. Susan offers tradeshow training programs to increase results and focus on building better relationships with customers, prospects and advocates in the marketplace.

Susan is an exciting, dynamic speaker who delivers top-notch presentations designed to inform, excite and motivate groups of every size. A prolific author, Susan has written twelve books including "Meeting and Event Planning for Dummies," "Riches in Niches: How to Make it BIG in a small Market," made it to #1 in hot business books on Amazon.com, and her latest book, "The Complete Idiot’s Guide to Target Marketing." Many of Susan’s books have been translated into several languages, and her training materials are used worldwide. She has appeared on a variety of radio talk shows and as a guest expert on CNN's Financial Network and Bloomberg’s Small Business.

One of only 200 women to hold the National Speakers Association’s highest earned designation of Certified Speaking Professional (CSP), she has the proven platform experience, understands what is required, and knows how to deliver client satisfaction - every time. To learn more at The TradeShow Coach, please visit thetradeshowcoach.com

Real World Experience: An Overview of Trading Lumber in China
(Part 2 of the NAWLA Webinar Series on China)

There is no doubt. China needs more wood. During a recent NAWLA Webinar, experts from the International Wood Markets Group clearly demonstrated the rapid development of the Chinese wood market. Who will supply logs and lumber to China and how requires careful consideration by North American mills and wholesalers.

Join our panel of experts for Part 2 of NAWLA’s Webinar series on China as they offer not only a current update of the “wood situation,” but also recommendations on transportation and logistics when exporting to Asia.

John Bae of LJ Resources will offer a first-hand overview of the current demand for logs and lumber in China, including an analysis of the various import regions and wood demand sectors. Nathan Hall of Navcor Transporation will address the logistical complexities North American companies might face when exporting to China and offer some concrete tips on avoiding the pitfalls. Kip Fotheringham of Welco Lumber will explore the known and foreseen impact of China on North American markets and pricing.

Participants will gain answers to the following questions:

• What is the current “wood situation” in China?: fibre deficit, wood consumption levels, lumber and log import regions, sectors of wood demand.
• What are the 8 upcoming trends to watch in China?
• What are the logistical challenges and pitfalls of conducting business with China?: Letters of Credit, Renegotiations, and break bulk shipping
• What are the implications of increased exporting to China on the North American lumber market?
• Is there a positive impact of increased exporting of Canadian logs U.S. lumber pricing, mills, and wholesalers?
• Can North American companies really afford not to conduct business with China despite the potential for low margins?

About the Moderator

Kip Fotheringham is the vice president, sales for Welco Lumber Corp. With over 20 years of experience in the industry, Kip is responsible for the development and marketing of Commodity products across both local and international markets. Kip currently holds a Director position on the Board of the BC Wholesale Lumber Assoc., and is a Regional Committee Chair for NAWLA.

About the Presenters

John Bae is the corporate development manager with LJ Resources Co. Ltd., Vancouver, British Columbia. LJ Resources is Vancouver, Canada based lumber trading firm marketing to China. John has 16 years marketing and trading experience to include 7 years in Canfor Wood Products Marketing, Asian export representative; 5 years in Siberian sawmill / marketing development (Rusfor International Ltd.); 2 years WRC and SPF Global trading at Trans-Pacific Trading Ltd.; and 2 years LJ Resources Co. Ltd. SPF trading to Asia. He is a graduate of the University of British Columbia (B.Sc.Forestry). To learn more about LJ Resources, please visit www.ljresources.com

Nathan Hall is president of Navcor Transportation. Nathan has spent 14 years in the transportation industry managing truck fleets, transload facilities, and marketing the services of the railroads. Among other products, his team at Navcor oversees the movement of more than 700 MMFBM of dimensional lumber including 800 container loads of export per month. With a head office in Vancouver, Nathan has a front row seat to the challenges facing BC lumber exporters. To learn more about Navcor, please visit www.navcor.com

The Bottom Line for Wood Product Prices in 2012: Flat-line or Up-and-away?

Presenter: Lynn Michaelis, Executive Advisor / Senior Economist, RISI

Date: Thursday, May 19, 2011

Time: 9:00 am PT / 10:00 am MT / 11:00 am CT / Noon ET
(60 minutes in length)

The wood products industry in North America experienced the worst year in decades in 2009. In 2010, prices for wood products exploded in the first quarter but fell back again given the very low final demand which has stretched into 2011. The boom in lumber exports to China gave a special boost to Spruce prices.

As we approach the end of the second quarter, many wonder what the next 12-18 months have in store for wholesalers and manufacturers of softwood lumber and structural panels. Will prices continue at recent levels? Will volatility continue to rock the market given a backdrop of low demand? Per Lynn Michaelis of RISI, it is highly unlikely that we will see sustained price improvement as will be illustrated in his presentation.

To support this short term “bottom line” message, Lynn will address the following questions:

• What are the revised housing outlook for single family and multi-family starts, given recent data on household formations and the rate of foreclosures? When will excesses of the bubble be fully corrected?
• Where are prices headed in 2012 for OSB, Panels and Lumber? When will we see a sustained price recovery that moves above cost break even levels?
• Will China continue to buy lumber and logs at recent levels? How much growth does RISI expect for this market?
• What are the potential rebuilding needs in Japan and the implications for the North American producers of lumber, logs and panels?

For further information on RISI, please visit www.risiinfo.com

About the Presenter

Lynn O. Michaelis, Ph.D.
Executive Adviser/Senior Economist, RISI;
President, Strategic Economic Analysis, LLC

At RISI, Lynn has led the annual update of the housing forecast and participates with client consultations on wood products, timber and containerboard outlooks. As Executive Adviser and Senior Economist with RISI, Lynn brings new ways to help executives think about the future, using the data and forecasts developed by RISI. He likewise serves as an adjunct professor at the University of Washington and is a Past President of National Association of Business Economists (NABE).

Prior to working with RISI, Lynn served as Vice President of Marketing and Economic Research at Weyerhaeuser where he worked closely with Senior Management on strategy development. As a result, he was a participant in the annual strategic reviews of each business. Lynn was also seen as an effective communicator for the company: speaking on industry issues to both the investment community and to customers. The role also included market research and competitor analysis for these product lines: lumber, OSB, timberland, containerboard packaging and pulp products. The group provided annual reviews to business management to develop the annual strategic reviews. The group also worked closely with treasurer to provide annual cash flow estimates for the Board of Directors.

NAWLA Complimentary Transportation Webinar

Date:
March 22, 2011 – Tuesday

Panelists:
Don Osterberg, Senior Vice President, Safety, Security and Driver Training, Schneider National, Inc. (Green Bay, WI)

Mike Card, President, Combined Transport (Central Point, Oregon)

Rob Abbott, Vice President of Safety Policy, American Trucking Associations (ATA)

Bob Costello, Chief Economist and Vice President, American Trucking Association (ATA)

Our panel of experts from the American Trucking Associations (ATA) and large and small transportation carriers will help us understand the implications of CSA , safety regulations, driver shortages and trucking capacities on your company’s bottom line. Owners, Presidents, Sales Managers with wholesalers and manufacturers will want to participate in conversations regarding the current transportation reality in the U.S.

The Panelists will address the following points:

• Why is the U.S. experiencing a shortage of drivers and trucking equipment?
• What is the impact of CSA on trucking carriers, trucking capacities, and their clients in the U.S.? What challenges do trucking carriers face with safety compliance? What are some of the regional differences?
• What is the affect of CSA on NAWLA members – wholesalers and manufacturers?
• What are the available online resources for NAWLA members to locate trucking companies and drivers, especially ones that are deficient in CSA scores?
• What is the potential liability to wholesalers and manufacturers who conduct business with CSA deficiencies?
• Why “cutting corners” on transportation costs and safety requirements is not a good idea for your company’s bottom line.

About the Panelists

Don Osterberg is senior vice president, safety, security and driver training with Schneider National, Inc., a premier provider of transportation, logistics and intermodal services. In this position, he is responsible for driver training, safety, recruiting and regulatory compliance. Previously, Osterberg served as vice president and general manager of Schneider Specialized Carriers, Inc., the company’s flatbed and specialty transportation division. Prior to his career with Schneider, Osterberg served as executive vice president and chief operating officer for Kaufman Supply Co., a subsidiary of WATSCO, Inc., the nation’s largest distributor of HVAC and after-market products to the manufactured housing industry.

Osterberg also served as an infantry officer in the U.S. Army, retiring at the rank of colonel. His military career included tours of duty in Europe, Southwest Asia and the Continental U.S. He served as the strategic advisor to the president of the United States and chairman of the Joint Chiefs of Staff while serving on the National Airborne Operations Center staff, battalion command of the Army’s airbase defense battalion and Chief Plans Officer for the 1st Infantry Division during Operation Desert Storm. In his final military assignment, Osterberg led a U.S. delegation that assisted Romania in drafting their National Military Strategy as a precondition for NATO accession.

For further information on Schneider International, Inc., please click here.

Michael Card is the president of Combined Transport, Inc., located in Central Point, OR. Combined Transport, Inc. was founded in 1980 by Mike’s father, Richard Card. The company has 350 trucks and hauls building materials, glass and heavy haul equipment on flatbeds and lowboys in all 48-states and Canada.

Combined Transport, Inc. is a member of the Arizona, California and Oregon Trucking Associations as well as the Specialized Carriers & Riggers Association and the American Trucking Associations. Mike is a past President of the Oregon Trucking Association. He is currently 2nd Vice Chairman of the ATA and has been Chairman of many committees including the Highway Policy Committee and the Insurance Task Force. As Chairman of the Insurance Task Force, Mike helped lead efforts on primary seat belts and anti-indemnity tort reforms.

For further information on Combined Transport, please click here.

Rob Abbott is vice president of safety policy for the American Trucking Associations (ATA), the largest national trade association for the trucking industry. As Vice President of Safety Policy, Abbott works proactively with ATA’s members and affiliated organizations to further develop and promote ATA’s progressive safety agenda. He also represents ATA before the Federal Motor Carrier Safety Administration and other organizations to advocate and protect the interests of the trucking industry on safety-related issues.

Prior to re-joining ATA, Abbott was Vice President of Safety and Compliance for TransForce, Inc., a nationwide transportation staffing firm. He also served as Managing Director of TransForce’s DOT compliance services division, TransForce Services Group. In that capacity he advised Fortune 100 transportation companies on how to improve their compliance programs and safety management controls. During his tenure he was an active member of ATA, serving on ATA’s Safety Policy Committee and the ATA Safety Management Council’s Regulations Committee.

Bob Costello is the chief economist and vice president for the American Trucking Associations (ATA), the national trade association for the trucking industry. As Chief Economist, he manages all of ATA's collection, analysis and dissemination of trucking economic information. This includes several monthly trucking economic indicators, motor carrier financial and operating data, an annual freight transportation forecast, driver wage studies, weekly diesel fuel price and economic reports, and a yearly trucking almanac.

Bob also conducts economic analyses of proposed regulations and legislation affecting the trucking industry. Bob is often cited in the news media as an expert on trucking economics, including the Wall Street Journal, Business Week, CNBC, FOX Business Channel, and National Public Radio.

Bob has testified at congressional hearings on trucking issues. In March 2010, the U.S. Secretary of Transportation appointed Bob to the Advisory Council on Transportation Statistics (ACTS), which advises the Department’s Bureau of Transportation Statistics (BTS). Bob is a member of the National Association for Business Economics and has served on several research and project panels for the Transportation Research Board, which is part of the National Academies.

For further information on the American Trucking Associations (ATA), please click here.

The China Wood Products Market - How it Will Impact (Your) Business in North America

Moderator: Russ Hobbs, Lumber Marketing Manager, Plum Creek

Presenters: Russ Taylor, President, International WOOD MARKETS Group Gerry Van Leeuwen, Vice-President, International WOOD MARKETS Group

Presentation

The wood products industry and market in China continues to surge at an unprecedented rate. In the early 2000s, the initial thrust was low-cost Chinese exports of plywood and furniture to the U.S. and other world markets, followed later by doors, flooring, mouldings and other value-added products. Today, China’s demand for raw materials is so strong that log and lumber exports to China are impacting North American lumber markets and there could be a lot more of this yet to come!

This webinar will address how the Chinese industry and market developed so quickly, along with WOOD MARKETS’ unique perspective on what the future holds. Topics will include:

• How the Russian log export tax has created a huge opportunity for exporters to China
• How China’s new appetite for logs and lumber could create huge ripple effects on markets for west coast logs and lumber
• How the demand for west coast logs and lumber could impact the other regions of North America
• What‘s next for China as both a developed and emerging market, and how this will this will continue to impact your business in the North America as a distributor, importer, exporter or producer.

About the Presenters

Russell Taylor is an international wood products consultant, analyst and publisher. Mr. Taylor conducts wood products marketing analysis and business assessment/investment projects for numerous global industry clients and across North America. As a global wood products consultant, Mr. Taylor travels extensively throughout the world and conducts research and analysis to assist companies throughout North America and in many dynamic global regions, including Russia, China, Asia, and throughout the Southern Hemisphere and Europe. WOOD MARKETS has maintained an office in China since 2005 and conducts regular consulting work for clients in China as well as Russia.

Mr. Taylor has published over 200 articles, reports and presentations and leads International WOOD MARKETS Group in its various strategic market intelligence reports and forecasts for the wood products industry, including its monthly China Bulletin and its 2010 The China Book - a five-year forecast.

Mr. Taylor has a forestry degree (B.ScF) and an MBA from the University of B.C. (Vancouver) and is also a registered professional forester (RPF).

Gerry Van Leeuwen, Vice-President, International WOOD MARKETS Group, Vancouver

Mr. Van Leeuwen travels extensively to many global timber and wood products regions. He made dozens of lumber marketing trips to the U.S., Japan, and Europe to meet with key industry customers when he was GM of Whitewood at Interfor. Gerry has developed excellent strategic insight into key industry operating issues and can provide analysis and recommendations for operational and marketing elements for investment purposes, plant renovations/ upgrades, new construction, and the due diligence process.

Mr. Van Leeuwen travels regularly to Europe, the Southern Hemisphere, China and Russia as well as the U.S. He has led 8 industry tours of Russia and China and is one of the leading experts in the development of the Russian wood products sector and on Russia-China trade.

Mr. Van Leeuwen has a degree (B. Com) from the University of B.C. (Vancouver).

Tools to Manage Credit in the New Reality

Presentation

After learning what credit managers are dealing with in the new economy, learn how NAWLA has partnered with Blue Book Services to give its members an edge with industry specific credit and finance information. Blue Book Services will present how its information, ratings, and reports can provide answers to many of the topics explored during the September Webinar on "Credit Management for the New Reality."

A leading credit, financial, and marketing information agency since 1901, Blue Book Services is now serving the lumber and forest products industry. Blue Book’s database is approaching 15,000 records of softwood & hardwood lumber companies in North America. Mills, secondary manufacturers, wholesalers, retailers, and industrial accounts are included. Credit profiles—enhanced by Equifax®--are included. Blue Book’s industry-specific service helps lumber companies to make informed, safe, and profitable credit decisions.

About the Presenters

Jim Bartelson

Jim Bartelson joined Blue Book Services in 1985 and presently serves as Executive Vice-President. Jim and his team are responsible for sales, service, and business/product development. Jim also currently serves on an advisory board focused on supply-chain and technology solutions. Jim earned a B.A. in Marketing/Psychology from North Central College, an M.B.A. from University of Illinois-Chicago, and successfully completed an Executive Development Program at Cornell University in 2008.

Mark Erickson

Mark Erickson joined Blue Book Services in 1990 and assumed the role of Vice President in 2000. Mark’s team is responsible for Blue Book's internal and external technology needs as well as all Blue Book print and electronic publications. In addition to his leadership roles at Blue Book Services, Mark has served on several produce industry association committees. Mark earned a B.A. in Business/Economics from Wheaton College and an M.B.A. from North Park University.

Kathi Orlowski

Kathi Orlowski joined Blue Book Services in 1997 and presently serves as a Business Analyst and Project Manager, working with many teams throughout the organization in varying roles. Kathi earned a B.A. in Business Administration with a focus in Marketing from Benedictine University.

Trade Credit 101 – A Credit Manager’s Perspective – What is the New Reality?

Moderator: Russ Hobbs, Lumber Marketing Manager, Plum Creek

Presenters:
Donna Kelman, Corporate Credit Manager, Tolko
Dai Trinh, Credit Manager, Canfor
Donna Bolender, Manager, Financial Services, Plum Creek

Presentation

Does closing the sale seem more difficult since the economic recession ? Ever wonder what credit managers are thinking as they evaluate credit for current and future customers? How is credit risk managed and why is it important to businesses today? Why does it seem that some customers get through the credit process with relative ease while others do not?

Help explain the current credit process and erase false perceptions by those seeking trade credit with this panel of three credit managers and active members with the National Forest Products Group of NACM. Owners, Presidents, Sales Managers and Traders will want to participate in discussions on trade credit during these difficult times as we move out of recession and into recovery. Now more than ever, effectively managing relationships among customers, sales and credit will result in the best business decisions.

About the Presenters

Donna Kelman

Donna Kelman is Corporate Credit Manager for the Tolko Group of Companies. She has spent over 20 years in the Credit field with the last 9 years in the lumber, panel and paper industry. Donna is a member of NACM and holds a designation in International Credit.

Tolko Industries Ltd. is a private, Canadian-owned forest products company. Tolko is a major producer and marketer of lumber, veneer, plywood, oriented strand board, and kraft papers, with manufacturing operations across Western Canada.

Donna Bolender, Plum Creek

Donna Bolender is a CPA with 20 years of financial management experience including auditing, budgeting, forecasting, operations management and financial reporting. Donna has been with Plum Creek since 2003 and was given the credit department to manage three years ago when Plum Creek’s Financial Shared Services Department was reorganized. Within a Shared Services model, her responsibilities at Plum Creek include corporate credit management for both manufactured and timber/log products, as well as oversight of the Accounts Payable department.

NAWLA
North American Wholesale Lumber Association
3601 Algonquin Road, Suite 400, Rolling Meadows, Illinois 60008
Telephone: 847-870-7470 Toll Free: 800-527-8258 Fax: 847-870-0201
E-mail: info@nawla.org