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FORESTRY 418
COURSE TITLE: Marketing of Forest Products
INSTRUCTOR: John E. Phelps
A. Catalog Description:
The role of marketing in the forest industries; review of economic principles;
product policy, planning the product line, pricing, marketing channels,
marketing programs, marketing organization, and marketing research as
influences on the marketing of lumber, wood products, pulp, and paper.
Taught in alternate years.
B. Prerequisite: FOR 411 or consent of instructor
C. Objectives:
The objective of this course is to introduce the student to the fundamentals of
marketing forest products. A case study approach will be used, where
appropriate, to augment marketing principles.
General approach
Lectures will cover material in the text and from additional readings. In addition, students will be required to research a selected forest products industry and present their findings during an in-class presentation.
D. Topic Outline:
What is Marketing?
Historical Development of Forest Products Marketing
Markets - Defining and finding target markets
Products - types, life cycle, positioning, etc.
Distribution - channels, trends
Pricing - objectives, strategies
Promotion
Supply and Demand
Competition
Trends in the Forest Products Industry
Major industry segments - building products, pulp and paper,
hardwood lumber and secondary products
International Marketing - Exporting, markets
E. Textbook:
Sinclair, Steven A. 1992. Forest Products Marketing. McGraw-Hill.
(Required Text).
Additional reading:
Beierlein, J. G. and M. W. Woolverton. 1991.
Agribusiness Marketing: The Management Perspective. Prentics Hall,
Englewood Cliffs, NJ.
and Evans, C. 1990. A guide to exporting solid wood products. USDA
Foreign Agricultural Service. AG Handbook No. 62. Available in the reading
room.
F. Grading system:
Two one-hour exams - 100 points each
Final exam - 150 points
Grading scale:
90 to 100 - A
80 to 89 - B
70 to 79 - C
60 to 69 - D
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