If you have not yet considered participation in the 2012 Global Buyers Mission in Whistler, think of this: What other opportunity would put you face-to-face with 200+ wood products buyers from currently registered markets like Australia, Belgium, Eastern Canada, China, Germany, India, Japan, Mexico, Netherlands, Pakistan, Russian Federation, Taiwan, United States, and Vietnam?
This is the only event of its kind, specifically developed to help Canadian wood products manufacturers connect with pre-qualified international buyers. It is also one of the most significant events for introducing specifiers like architects, designers, engineers, contractors and developers to our important wood products suppliers, through educational programs and exhibits.
There is still some space available and thanks to our partners and sponsors, at a surprisingly affordable rate, for those looking to expand their book of business into lucrative new markets. You don’t even have to sell abroad to build new business. There are plenty of US buyers and even those from eastern Canada looking for new suppliers.
However, we will be closing our space bookings by August 22nd, so you must call us by then to ensure your participation at what is certain to be your best business building event of the year!
For more information, please email me at firstname.lastname@example.org or call me at 604-882-7100.read more
By Roy Manion
This is a short, midsummer report and it is all about the GBM.
The Specifier Program at the GBM is coming along nicely. All the speakers and seminars for Thursday’s Wood First Forum are in place as is Saturday’s lunch & learn session which features Neil Godin. The entire program provides architects with 9 learning units, half of what is required for the entire year; a great incentive for the architects, so we are expecting a good turnout.
This year, we have developed a brochure for the Specifiers Program at the GBM / Wood First Forum. To access the agenda brochure, click here
Now we are focusing on finalizing the exhibitors who will be participating in the mini-seminar series on Friday afternoon. Everyone involved in the Mini-Seminar session will meet for lunch at Kypriaki Norte Restaurant near the Conference Centre then back to the Centre for the sessions.
This is a great opportunity for exhibitors to reach out to the Specifiers (Architects, Designers, and Contractors) who will come to exhibitor’s booths to receive an education on the nature of the exhibitors’ products. Invitations to the exhibitors to participate will be going out the next couple of days. Some exhibitors are not waiting for an invitation and have already signed up for the program.
Principles, John Lore and Evan Sadler, created Live Edge Design in 2006 through a shared vision and out of recognition for the complimentary nature of each other’s styles.
John Lore started with Pickle Ridge Rustic Carpentry which specialized in twig and log furniture (now celebrated in his Forest Lodge Collection). Evan Sadler was known for his fine reproduction styles under the guise of his original company Sadler Fine Furniture. Both discovered their passion for working with local woods, but each was working at the opposite end of the spectrum: John was creating furniture from willow twigs, alder branches and driftwood; Evan, highly polished furniture using solid wood and traditional joinery techniques. Recognizing the many ways their work complemented each other, they decided to form a new company to create the best of an emerging, unique West Coast style. Now sole owner, John Lore continues to stay on the Edge of Design while maintaining the ethical standards in which Live Edge is rooted.
Live Edge uses wood from trees that have been brought down by storms and salvages what is left behind by companies looking for dimensional lumber. Their products are primarily made from local Bigleaf Western Maple, sought after by wood turners and musical instrument makers for its extraordinary figure and beauty. They also work with other woods like Arbutus, Elm, Cottonwood, and Walnut.
Everything from the cutting, milling, drying, design and product creation is done in their workshop and studio on Vancouver Island, Canada. The entire ‘Tree to Table’ process can take close to a year. Since it’s hard to wait that long for a beautiful piece, Live Edge will match their library of wood to fit your unique project, bringing it to your home or business in less than 2 months.
Award winning Live Edge Design caters to a strong regional and North American market, as well as working with international clients. Among their many clients, they have created unique pieces for Starbucks, Joey’s, and the Hilton Hotel. One of their unique projects was the floating ceiling for the 2010 Olympics. Communities from across BC sent Live Edge Design samples of wood that were representative of their area. Live Edge then incorporated it into creating the Spirit of BC ceiling which still graces the internal skies of the 2010 Commerce Centre on Robson Street in Vancouver.
Live Edge will be featured on CTV and Shaw. Stay tuned to their facebook page for updates: www.facebook.com/liveedgedesign.
For more information on the company, visit liveedgedesign.ca
BC Wood will be ramping up its’ presence at the Interior Design Show West (IDS West) this coming fall September 27-30th. In an effort to bring more attention to the growing strength of wood design and manufacturing in BC, BC Wood has partnered with the show organizers of IDS West to create a high profile “Design BC” pavilion. The pavilion will showcase BC Wood members and their products, everything from custom furniture and architectural millwork, to design-inspired finished products such as kitchen cabinets, doors, flooring and paneling. The objective will be to feature the individual companies, drawing more traffic to the centrally located space. BC Wood is currently working with the IDWS West show organizers to develop promotional strategies that will highlight the companies participating in the “Design BC” pavilion and promote the strength of the growing design sector in BC.
A total of 1800 square feet of exhibition space has been set aside for the “Design BC” pavilion, with BC Wood covering a portion of the hard costs for this sector wide display. If you plan to participate in the IDS West show this year, please contact me to see how we can save you money and ensure you higher visibility through the “Design BC” pavilion. Call 604-882-7100 or email me at email@example.com
You are invited to participate in a special networking event to kick-off the 2012 GBM, on Wednesday, September 5th.
As part of our Extended Mission Program, incoming international buyers will be participating in a private Sunset Dinner & Harbour Cruise aboard the MV Harbour Princess, departing Coal Harbour Vancouver at 6:30 PM on Wednesday, September 5th. This special “pre-event” Global Buyers Mission evening is with our participating International buyers from Japan, China, Korea, Taiwan, India, Pakistan, Mexico, and Vietnam.
Due to the popularity of the event, we are opening registration early for all our industry members in BC. Please be advised that space is limited.
This is an excellent opportunity to meet the pre-qualified buyers, particularly if you are not already participating in the GBM in Whistler.
Click here for the registration form to guarantee your space on the Cruise!read more
I am pleased to announce that, effective immediately, Jim Ivanoff will assume the position of Director – Asia Pacific Region with BC Wood. Jim’s broader role within BC Wood will include the responsibility for the day to day operations of BC Wood in the Asia Pacific Region with specific focus on Japan, China, and South Korea. Providing support for its members in these Asian markets is a critical component of BC Wood’s mission and we will maintain our current staffing in Japan, China, and South Korea to carry out this mission. BC Wood’s representatives in these markets will continue their efforts on behalf of our members with an added level of coordination and direction from Jim in Tokyo.
As most of you know, Jim has been valuable asset to BC Wood and its members in Japan since he joined the BC Wood team nine years ago. Jim’s new role and responsibilities will help to integrate BC Wood’s program across the Asian markets and provide even better services for our members going forward. Please do not hesitate to contact Jim at Ivanoff@canadawood.jp for any additional information on BC Wood’s programs in Asia this year.read more
BC Wood Specialties Group 2012 Annual General Meeting
9:30 – 10:15 AM, Thursday, September 6th, 2012
Whistler Conference Centre
BC Wood will be holding its’ 2012 Annual General Meeting on Thursday, September 6th at 9:30 AM at the Whistler Conference Centre in Whistler, British Columbia. All BC Wood members are encouraged to attend.
To register or for more information, please contact me directly at firstname.lastname@example.org or by phone at 604-882-7100 (toll free 1-877-422-9663).
We look forward to seeing you in scenic Whistler, BC for BC Wood’s Annual General Meeting on September 6th, 2011.read more
Vanport Canada, a subsidiary of Vanport International, is an independent marketer of softwood lumber into Asia. The company was established in 1997 in Vancouver, B.C. by Don McGregor as a lumber exporter, representing many B.C. sawmills and selling primarily into Japan.
Over the years, Vanport Canada has developed a niche in providing customized, knowledgeable, and professional service to its myriad of customers. They have extended their operations beyond simple exports into a whole range of lumber-related activities and now use the expertise of their staff to manage numerous custom cut programs for their customers, mainly for the traditional home market in Japan. All Vanport Canada staff speak at least two languages, primarily English, Japanese, and Chinese.
This FSC certified exporter distributes Douglas Fir, Hemlock, and Sitka Spruce from British Columbia’s coastal regions to both domestic and international markets including Japan, China, and other Asian countries. They are currently seeing a growth in their exports to India, Vietnam, Thailand, and Malaysia.
The North Vancouver-based company also has extensive experience working with First Nations groups in North America. One of their projects included assisting a First Nations Group in setting up a sawmill, designing cut specifications optimized for target markets, and training the mill employees and management staff in operations.
Vanport Canada also regularly recruits forest industry trainees from Asia to educate and assist in company operations.
What does a trade show on the skids, mathematical equations, and NHL players loving Kelowna have in common? Read below to find out.
I was in San Francisco last week for the Pacific Coast Builders Conference (PCBC). The city was abuzz, with restaurants, car rentals, and hotels at near capacity, so I was excited hoping that the show was turning the corner after being on life support the last five years. Well, like most things, my excitement soon turned as I realized all the buzz was for the Google app conference that was happening at the same time as PCBC. In fact, Google has taken over occupying three of the four massive building that make up the conference center. As late as 2005, PCBC filled these four buildings with the latest in construction and building products supplies, now PCBC is confined to ¾ of the south hall.
That being said, PCBC this year had all the excitement of a party in a kitchen because the small size of the place seemed much busier than it actually was. Show organizers listed some 5000+ attendees at this year’s event, which provided a good venue for networking between builders, architects, and suppliers from the Northern California market. It’s too early to tell what the change in location to San Diego will do to attendance next year, but suffice it to say, the show could not survive another year in San Francisco.
Last year, I did a quick survey of members to see how their “Bid-to-Close Ratio” and see how the downturn had effected their bottom line. As discussed, the ratio last year was skewed, with members bidding on a high number of projects, but closing with far less frequency than in the past. Most blamed the market conditions at the time, as buyers were checking prices with alternative suppliers, and manufacturers were said to be “giving jobs away” just to stay in business. This time, it seems that the bid-to-close ratio is beginning to return to normal, especially with higher value manufacturers in the millwork and engineered wood products sectors. One manufacturer that I spoke commented that while they are signing more contracts, delays on project start dates have impacted the ratio. The bid-to-close ratio is a benchmark for the overall health of the industry and having this ratio gradually return to historic averages is, I believe, reflective of an improving residential and light commercial construction sector.
Finally, on the celebrity front, it seems that we have a few members who like to rub elbows with the rich, famous, and powerful. For example, Kelowna based BC Wood member, Norelco Cabinets, has developed a niche market building custom kitchens, high-end cabinetry, and millwork for NHL hockey players including Wade Redden, Jerome Iginla, and most recently that ginger-haired grinder from Philadelphia, Scott Hartnall. It turns out that Kelowna has become a hotbed for NHL players to live and train during the summer months and a fraternity of players have built homes on Okanagan Lake over the past few years.
Also hobnobbing with the rich and famous is Judson Beaumont of Straight Line Designs. His use of beetle kill pine in recent projects creating one of kind furniture and wall panelling attracted the attention of the Minister of Tourism and Trade, the Hon Pat Bell who stopped by his shop in Vancouver this past week to view some of Jud’s latest designs. It seems that Jud has become a favorite of Victoria’s political elite as he also was commissioned to build a beetle pebble wall a few years back for former premier Gordon Campbell.
We are very excited to announce that BC Hydro has signed up to support the GBM as a sponsor, as well as HSBC taking a higher profile role as another one of our Corporate Sponsors. The Department of Foreign Affairs and International Trade (DFAIT) has also recognized the value of the program for international market development and has significantly increased their contribution to support the GBM this year.
These changes recognize the value of the GBM program and the new business it brings to Canadian wood products manufacturers. We have also seen a dramatic increase from our exhibitors, in requesting we invite their targeted buyers from many different markets. Plus, we have just completed a strategic, targeted direct mail campaign to US buyers, which we believe, along with the efforts of the WRCLA, will bring us a substantial increase in American buyers, builders, developers and distributors.
If you have not yet signed up to participate, please call me at 604-882-7100 or toll free at 1-877-422-9663. There is still some booth space available and this is the best, most cost-effective opportunity for you to meet buyers from all over the world that might want to buy your wood.
A significant number of buyers from China, India and Pakistan have already signed up to meet our manufacturers. Will you be there?
New for you? click the link to check out last year’s event: http://youtu.be/B0fS5puvTQA
We will be back at the beautiful Whistler Conference Centre and have negotiated unbeatable hotel rates for you in Whistler Village.
You will not want to miss this opportunity to showcase your products to over 250 pre-qualified international buyers and North American Architects, Designers & Engineers!
Proposed Program Schedule
Thursday – September 6th
Association Business & In-market Representatives Meetings
Evening Welcome Event at the spectacular Roundhouse Lodge at the Peak of Whistler Mountain for all participants
Friday – September 7th
Afternoon WRCLA/EA Sponsored Golf Tournament; Architects in-booth presentations; or Whistler free time
Gala Evening Event at Westin Resort
Saturday – September 8th
Exhibit space is limited and will be available on a first-come / first-served basis. If you haven’t already registered, contact us for your online registration link at email@example.com or call Randi at 604-882-7100.read more
Thursday- Saturday, September 6-8th, 2012
Whistler Conference Centre, Whistler, BC
It’s the time of year when BC Wood ramps up the preparations for the up-coming GBM. What is different this year from the previous three or four is the early strong interest from US lumber wholesalers and building materials distributors. Maybe it is a result of some early advertising we did in US trade publications; the support from the Western Red Cedar Lumber Association in advising their members of the GBM has certainly had a positive impact; or maybe it is just the marked improvement that we have seen in the business climate and attitudes of the US buyers… all probably have combined to have a positive effect on the response we’ve received so far. Whatever the factors, this year we are looking forward to a strong GBM attendance from our friends and customers from south of the 49th.
If you have any questions about year’s GBM, please contact me, Brian Hawrysh, at 604-882-7100 or firstname.lastname@example.org.
All 2011/2012 BC Wood members received an email last week from me informing them of the new changes to our membership levels and added benefits, as well as a link to renew their membership through our online system. All of your information will be pre-populated so renewing your membership will only take a couple of minutes to do. Even if you plan on renewing by mailing us a cheque, please go into the system to confirm that all of your information is correct, as this is displayed on our Online Member Directory. If you did not receive this renewal email, please give me a call at 604-882-7100 and ask for Rumin, or email me at email@example.com.
Watch your inbox for a link to your Master Account Page, where you can view your account history; access the Value to Members program details, including discount codes for a number of service providers; and register for trade shows. If you have any questions about the changes to your membership, please feel free to contact me.read more
Above image: Marie Khouri
For the four-day duration of the Fair, May 19-22, 145,000 square feet of the Javits Center was abuzz with more than 26,000 interior designers, architects, retailers, designers, manufacturers, representatives, distributors, and developers. On Tuesday, May 21, the ICFF opened its doors to the general public, as well.
BC Wood’s talented contingent this year included: Mario Sabjlak, Brent Comber, Marie Khouri, vin de garde cellar systems, Diamond Stairs (new member), and John Ross Design. Judson Beaumont also put in a brief appearance as he happened to be doing an installation in New York during the show. He was kind enough to stay and help us with the teardown, too!
Everyone brought something new to the show this year and many have already been picked up and blogged through various media outlets. Check out Marie Khouri’s new La Chaise launched at ICFF and picked up by http://www.interiordesign.net/slideshow/2474-ICFF_Product_Highlights.php?photoId=392796&photoUrl=/photo/392/392796-Marie_Khouri_s_La_Chaise_made_out_of_plywood_.jpg
Diamond Stairs and vin de garde are on their way to LA to participate in Dwell Magazines showcase event at the end of the month, thanks to contacts made at the show in New York. Check out these great reviews: http://www.treehugger.com/interior-design/prefabricated-cantilevered-stairs-are-minimal.html and
More than 500 exhibitors from all points of the globe displayed contemporary furniture, seating, carpet and flooring, lighting, outdoor furniture, materials, wall coverings, accessories, textiles, kitchen, and bath for residential and commercial interiors. This remarkable throng of exhibitors created an unparalleled opportunity to view a broad yet highly focused selection of the world’s finest, most innovative, and original avant-garde home and contract products side-by-side, all under one roof.
Buyers and reps came from Argentina, Australia, Austria, Belgium, Bosnia, Canada, China, Colombia, Czech Republic, Denmark, El Salvador, Finland, France, Germany, India, Ireland, Italy, Japan, Latvia, Mexico, Netherlands, New Zealand, Norway, Poland, Portugal, Singapore, South Korea, Spain, Sweden, Switzerland, Taiwan, Turkey, United Kingdom, and U.S.
Along with BC Wood, making their yearly pilgrimage to the celebrated design hub were contingents from British European Design Group (BEDG) (our very good neighbours, incidentally), Ceramic Tiles of Italy, Furniture New York, The Furniture Society (U.S.), IDSA New York (Industrial Designers Society of America), Inside Norway, Interiors from Spain, JETRO (Japan External Trade Organization) and Portugal Brands.
Above image: Diamond Stars & Vin De Garde
Below image: Brent Comber
Above image: Brent Comber & John Ross
Below image: Mario Sabljak
A few comments, suggestions, and ideas that may be of interest to industry…
I have been working with a number of architects, builders, and distributors in the San Francisco market over the last few years and thought it would be a good idea to bring the readers up to speed on some of the projects that these firms have been working on.
Webcor is an award-winning general contractor specializing in a wide variety of project types-from large scale light commercial construction, to multi-unit residential and high-end interior commercial finishings. Webcor has been in the construction business for over 40 years and boasts a list of clients, such as Oracle, eBay, Lucasfilm, Starwood, and the W hotel group. They have made a name for themselves in the San Francisco market and have expanded to take advantage of the significant growth in the Silicon Valley high tech market. In fact, they were involved in the recent expansion of high tech stalwarts, eBay and Google.
I have a good contact with the designers and purchasing agents in the company and have focused on working with the interior carpentry and interior construction divisions in the firm. Webcor has a number of upcoming projects that will require both interior and exterior wood components and finished products. I will keep you informed on the opportunities that come from this contact.
Another key player in the building product sector in San Francisco and the Bay area is Beronio Lumber. This company is an industry legend in the Bay region as they celebrated their 100th year in business in 2011. They specialize in servicing the residential construction market and carry a wide range of interior and exterior building components and finishings. With a trip around their flagship store in the South Bay area, you soon notice a number of BC Wood members products profiled in their showroom.
Michael Cassasa is the main contact at Beronio and a recent discussion with him suggests that business is much better than it has been over the past few years and that whole bay area market that they service – from Marin County to Palo Alto – is showing significant growth. The fact that Beronio is busy is a good sign that the Northern California market is on a rebound after a number of years of limited growth.
A direct chance to connect with these and other companies that I work with will be available to members who attend the Global Buyer Mission this September in Whistler. Both firms listed above are expected to participate at the GBM and if you are interested in meeting with them please contact me at firstname.lastname@example.org or on my cell at 604-728-8786.read more
By Daryl Holmes
Organized for the 35th time, TURKEYBUILD Istanbul is dubbed the biggest inter-regional building gathering that covers Turkey, Balkans, former CIS countries, North Africa, and Middle East. The exhibition was held from May 2nd to 6th, 2012 at the Tüyap Fair Centre and Congress Center, which is made up of 81,000 sq. metres and consisting of 12 exhibition halls. Attendance at this show was very high with total attendees recorded at 110,000 guests.
The following information summarizes the show and my market observations as they pertain to the value-added wood industry beginning with the core feedback that directly impacts you, the member.
BC Wood first attended Turkeybuild in the smaller market of Ankara in September, 2011 with the notion of returning for the signature event to be held in Istanbul. The valuable work undertaken in September set the stage for a very successful return to this market in early May. This show takes me back to the glory days of USA builder shows with the aisles full of qualified agents, buyers, architects, designers, developers, planners, and builders. In Turkey, industry continues to take firm steps forward. Turkey, which acts as an intercontinental bridge due to its geographical position, is an extremely important partner for BC manufacturers who wish to develop sales in this part of the world.
Where do the sales prospects lie?
At the show, four companies represented their products in the BC Wood booth space. We focused our display on products that we feel have the greatest competitive advantage in this area – Engineered Wood Products, Log Home and Timber Frame structures, PreBuilt Housing, and Remanufactured Products. Flooring and high-end furniture also received attention at this event.
During the show, we spoke to many qualified representatives of local companies who were interested in the distribution of products; these contacts were spread around Turkey and the surrounding countries. All member companies received wide spread interest in not only distribution of products, but also direct sales opportunities.
While most construction taking place in Turkey is with concrete and steel, the appetite for wood products was high. Timber and lumber comes into the country from neighbouring countries; however, the reputation of Canadian wood products as being high quality meant that we received many enquiries about project based developments and high-end building materials. So, in short, the increase in development taking place in this market indicates a growing demand for lumber and wood products overall. It was encouraging to speak to many project managers and resort developers who did not see Canada’s geographic proximity as a barrier to discussing business deals.
How do I access these opportunities?
Obtaining access to these opportunities is not easy and won’t happen overnight. The key, as always, is to get active in the market and to get connected to local industry partners. Securing strategic partnership agreements with local agents is of the utmost importance. Relying on your website and word-of-mouth will not get you access to this market. Also, once you have made contact in this area, the key is to commit to follow up, and the required amount of engagement needed to realise sales.
Either as an individual company or in partnership with BC Wood and other industry groups, you will have success showcasing your products and gaining profile in this competitive marketplace if you make the decision to invest some time in a market strategy that puts you and your products in the path of these key decision makers.
Does Turkeybuild Deliver?
This show is without a shadow of a doubt the premium show to attend in this market. This show draws attendees from all over the Middle East and the local Turkish market, as well as Russia, Ukraine, and other neighbouring markets. Follow the money – this notion is so prevalent in this marketplace and based upon our success at this show, members have already secured sales. The Europe market is mature and very competitive; however, niche areas of the world continue to show an increase in opportunity for BC’s value added industry. The Turkey marketplace falls into this category and it is my opinion that business to business sales opportunities will continue to grow in this area.
Upcoming events in the Europe market include Holzhaus, Moscow (Nov 9-13), and BAU, Germany (Jan 17-20, 2012). For more information contact Brian Hawrysh at email@example.com or email me at firstname.lastname@example.org more
BC Wood member Mandala Homes recently completed a pretty unique project. They just finished building BC’s first Energy Star qualified round house in Nelson, BC.
For 11 years, Mandala Homes has been designing and building pre-fabricated round and rectangular home packages in Nelson, BC and distributing all over the globe, with Canada and US being their main markets. Along with pre-fabricated home packages, they also sell decking, flooring, trim packages, pre-stained cedar siding, timber frame components and wood window & door packages. Mandala Homes, with their triple-bottom line business model, makes every business decision by taking into account the financial, social, and environmental impact.
Lars Chose (above picture), owner of Mandala Homes designed and built the first Energy Star Qualified house in BC. The 2,300 square feet home includes three bedrooms, two and a half bathrooms, a workshop, two outdoor rooms, and a storage room. The house is finished with Western Red Cedar siding and trim and fir post and beams, while the interior is finished with Western Red Cedar ceilings, cork flooring, ceramic tile, fir trim, Yolo and Natura no-VOC paints, and no-VOC finishes from EcoCrete and Vermont Natural.
This green prefab conserves energy with deep overhangs, LEDs and CFLs, an HRV, thick walls (R34), an insulated roof (R66), fiberglass-insulated dual-pane windows, skylights, solar tubes, an ICF foundation, and Energy Star appliances.
Welcome to the 9th annual Global Buyers Mission™ (GBM) – a three-day, invitation only networking/tradeshow event developed to bring together pre-qualified international buyers of wood products from around the world, with Canadian manufacturers of products that include finished materials, building supplies, and remanufacturing products. We will be back at the beautiful Whistler Conference Centre and have negotiated great hotel rates for you in Whistler Village.
Our buyer recruiting will bring buyers, distributors, contractors, builders, architects, and developers, all pre-qualified by our Canada Wood in-market representatives and Canadian Embassies from around the world. We have also expanded our Specifiers program to include direct in-booth presentations on Friday afternoon for manufacturers interested in meeting this important audience.
You will not want to miss this opportunity to showcase your products to over 200 pre-qualified international wood products buyers and important specifiers.
Exhibit space is limited and will be available on a first-come/first-served basis. If you haven’t already registered, contact us at email@example.com for your on-line access code, or call Randi at 604-882-7100 (toll free 1-877-422-9663).
Proposed Program Schedule
Thursday – September 6th
Association Business Meetings and Wood First Forum
Evening Welcome Reception at the spectacular Roundhouse Lodge at the peak of Whistler Mountain for all participants
Friday – September 7th
Afternoon WRCLA/EA Sponsored Golf Tournament; Specifiers in-booth presentations; or Whistler free time
Gala Evening Reception at the Westin Resort
Saturday – September 8th
Later this year in September, BC Wood will be coordinating a tandem of cost-shared trade shows for the Log and Timber Frame Home sector. Member companies are able to participate in the Log and Timber Home Show in Dallas, Texas on September 22-23rd and on the following weekend, Sept 28-29th, in Denver Colorado.
The Log & Timber Home Show – Dallas Texas – Sept 22-23, 2012
The Denver Log Home Show – Denver, Colorado – Sept 28-29, 2012
The first of the two shows scheduled for September is in Dallas. The Dallas region was identified by the industry advisory group for BC Wood’s Log and Timber Frame Home sector as a priority market for this year. The reason to focus our collective effort on Dallas was not because there were a lot of log and timber frame structures being built in Dallas, but, because there were a good number of people living in Dallas who had a desire to own a log or timber frame home and had the financial where-with-all to purchase one.
The attendees at previous Dallas shows had a very desirable demographic make-up with 85% of the attendees being couples 35+, higher education, higher income, and skewing to the outdoors. Further, 80% of the attendees plan to build their log or timber frame home within the next 3 years.
The majority of the homes built by Dallas residences were located in the surrounding states of Arkansas, New Mexico, and the Oklahoma panhandle. BC Wood will support its’ members in our first venture into what is expected to be a very lucrative market.
The second show where BC Wood will support its’ members participation is the show in Denver. Last year, six BC Wood members attended the Denver Log Home Show and expressed a strong desire to return this year. Over the years, many BC Wood members from the log and timber frame home sector have used the Denver show to establish a presence in this very strong market for recreational homes in the Rocky Mountain States region. As the economy in this region continues to build some momentum, I fully expect another strong level of participation from BC Wood’s members for the Dallas show.
Space is available for BC Wood members wanting to participate in these two up-coming shows. I would encourage any companies interested to contact me at BC Wood’s office at 604-882-7100 or at firstname.lastname@example.org.
By Daryl Holmes
Over 1400 exhibitors were present at this year’s show, which continues to grow in size and attendance. This show is a one-stop shop for anything and everything related to the sustainable construction and green building industry. The timber zone was much larger than last year indicating that the profile of timber use in construction is becoming more and more prominent in this marketplace. Many countries local to this market boasted large pavilions showcasing their products. BC manufacturers were represented in collaboration with a combined Canadian Pavilion which featured companies from all across Canada.
The following information summarizes the show and my market observations as they pertain to the value added wood industry beginning with the core feedback that directly impacts you the member.
Where do the sales prospects lie?
The timber zone at the show was visited by a wide spectrum of key industry members including architects, designers, developers, planners, and builders. Our display focused on showcasing Engineered Wood Products, Log Home and Timber Frame structures, PreBuilt Housing, and Remanufactured Products. While these products were of primary interest to the attendees who visited us, I also received interest in high-end millwork and high-end furniture products. Yes, distribution of some BC products is already mature and well established in the UK; however, it was interesting to speak with a number of industry professionals who were interested in dealing direct with the manufacturer to develop project based relationships and partnerships.
Attendees from all across the UK, Ireland, and Europe were present at the show and in particular geographic areas like Eastern Europe, the Emirates, and Middle East were well represented. I spoke to a number of project managers and resort developers who were interested in making contact with Canadian companies to discuss upcoming construction plans. On the local UK scene there remains an appetite for wood products and due to the focus of the show, there is no surprise that timber and timber products lead the pack as the first choice in construction. In this market, building industry professionals and consumers alike extol the virtues of Timber. The viewpoint in the UK is: Timber Products = Natural, Traditional, Sustainable, and Climate Friendly.
How do I access these opportunities?
Gaining access to these opportunities is not easy and by no means a short-term outcome. The key to having your products and services gain profile in this competitive marketplace is to invest in a market strategy that puts you and your products in the path of these key decision makers and sales opportunities. Resources in today’s marketplace are scarce and it is difficult for local BC manufacturers to reach every offshore market. However, there are cost effective solutions that enable you to maximize your financial resources. By participating in BC Wood programs, you will be able to gain first hand access and engagement in this marketplace. For those of you not able to travel to the market, the most crucial component of your market access strategy is to secure local representation on the ground in this market. Whether you choose to hire a local representative or to partner with your peers, the engagement of a local industry professional is essential to getting your products exposure to the key people in Europe. Based upon the feedback and results from this show, I cannot emphasize enough how important this is. Relying on your website, word of mouth, and repeat sales alone will not enable you to expand your scope of sales opportunities in this large geographic market.
Does EcoBuild Deliver?
Attendance at trade shows is a much talked about subject amongst you and your peers. As an industry member for many years I have attended many shows of which some have been well worthwhile and others, well, let’s just say they have not lived up to the hype of the show organizers. To assist you in your efforts to make well informed decisions on how to plan your marketing strategy, I offer some feedback on this show.
The show’s reputation as a signature event on the trade exhibition calendar was evident as we hosted visitors at the booth from all over Europe. London is a huge hub for development, design, and project planning. Along with qualified contacts from all over the UK and Ireland, attendees from France, Germany, Norway, Estonia, Ukraine, Belgium, The Netherlands, Latvia, Austria, Finland, Spain, and Italy showed interest in products from BC’s value-added manufacturers. As mentioned earlier, we spoke to professionals from UAE, Eastern Europe, and Middle East as well. We were busy at the show, the aisles were full and those whom we spoke to were predominantly qualified contacts. My goal at each show is to access the gate keepers and decision makers. These individuals were at this show and were not just kicking tires.
A bonus of this show is the fact it is a 3 day event which allows you, the member, to conduct pre and post show meetings and site visits with prospective clients, and only be away from home for 7 days. Would this be a show I would recommend? Yes. With the right amount of planning, industry partnership, and pre-show engagement in this market, you would gain valuable business to business sales opportunities; enough for sure, to gain a return on your investment.
Upcoming events in the Europe market include TurkeyBuild (May 2-6), Holzhaus, Moscow (Nov 9-13), and BAU, Germany (Jan 17-20, 2012). For more information, contact BC Wood or email me at email@example.com more