About The Workshop

Marketing has been called the backbone of successful forest products companies. Yet many manufacturers struggle with the marketing concept. Those attending this workshop learn about the products of wood based industries, marketing as it relates to these products, and how to gain a competitive advantage in the industry. It is designed for new marketing and sales personnel or those wishing to brush-up on the industry.

Topics Covered

• Forest Products-An overview of the industry-its products, manufacturing practices, and current resource issues affecting the industry.
  
• Market Trends in the Industry-Economic trends, market history, and factors affecting change in the industry.
  
• Marketing Basics-The 4 P's of Marketing: Products, Pricing, Promotion and Place (Distribution).
  
• Personal Selling-Salesmanship, sales techniques, and basic marketing research.
  
• Marketing Strategy-Your competitive position, understanding your competitors and gaining an advantage by using the value chain.
  
• Marketing Research-Methods to identify what is happening in your markets.

 Who Should Attend

• New sales and marketing personnel
• Employees unfamiliar with the forest products industry
• Others interested in the basics of marketing and personal selling
• Economic development personnel and others wanting to know more about the forest products industry and marketing.

 Workshop Agenda

Tuesday, April 16

8:30 AM.........Registration Opens
9:00 AM.........Forest Products Overview

This session is optional. It is designed for individuals unfamiliar with forest industries and products.

12:00 N..........Lunch (provided)
1:00 PM.........What is Marketing?
1:30 PM.........Distribution, Pricing, Promotion, Strategy
3:30 PM.........Forest Certification

 

Wednesday, April 17

8:30 AM........Personal Selling
12:00 N.........Lunch (provided)
1:00 PM........Markets: International and Domestic
2:45 PM........Market Research
3:30 PM........Market Trends
4:00 PM........Course Ends

 Workshop Instructors

• Dr. Bob Smith, Associate Professor and Extension Specialist in Forest Products Marketing at Virginia Tech
  
• Dr. Robert Bush, Associate Professor in Forest Products Marketing at Virginia Tech
  
• Dr. Tom Hammett, Associate Professor in Forest Products Marketing at Virginia Tech

 Location and Lodging

The course is held at the Donaldson Brown Hotel and Conference Center located on the Virginia Tech campus. Lodging rooms are being held in the Hotel; however, you are responsible for making your own reservations by calling (540) 231-5156 or toll free 1-877-200-3360 by March 16, 2002. Mention the name of this course to receive the special lodging rate of $73 single or double occupancy.

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Virginia Tech does not discriminate against employees, students, or applicants on the basis of race, color, sex, sexual orientation, disability, age, veteran status, national origin, religion or political affiliation.Anyone having questions concerning discrimination should contact the Equal Opportunity/Affirmative Action Office. If you are a person with a disability and require any auxiliary aids, services, or other accommodations for this workshop, please discuss your accommodation needs with Wanda McAlexander at (540) 231-5242 or TDD 1 (800) 828-1120 by two weeks prior to the course.

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