Characteristics and marketing methods of Kentucky hardwood lumber exporters

Case studies of 13 hardwood lumber exporters and 19 nonexporters in Kentucky were used to examine export marketing methods and disincentives to exporting. Results indicate that firm size is not a significant factor in successful foreign trade. The majority of exporters show a strong preference for maintaining direct control over their overseas trade activities, especially with respect to lumber shipment preparation. Full understanding of export markets, procedures, and customer desires, as well as a strong commitment to fulfilling them are essential elements of successful exporting.

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