A Guide to Exporting

Solid Wood Products

United States

Department of

Agriculture

Foreign Agricultural

Service

Forest and Fishery

Products Division

Agricultural Handbook

No. 662

Revised

January 2002
A Guide to Exporting

Solid Wood Products

United States

Department of

Agriculture

Foreign Agricultural

Service

Forest and Fishery

Products Division

Agricultural Handbook

No. 662

Revised

January 2002
Copies of this directory can be purchased from the National

Information Service (NTIS), Tel. (703) 487-4650.

Technical

The U.S. Department of Agriculture (USDA) prohibits discrimination in all its

programs and activities on the basis of race, color, national origin, gender,

religion, age, disability, political beliefs, sexual orientation, and marital or family

status. (Not all prohibited bases apply to all programs.) Persons with

disabilities who require alternative means for communication of program

information (Braille, large print, audiotape, etc.) should contact USDA‘s

TARGET Center at (202) 720-2600 (voice and TDD).

To file a complaint of discrimination, write USDA, Director, Office of Civil

Rights, Room 326-W, Whitten Building, 14th and Independence Avenue, SW,

Washington, DC 20250-9410, or call (202) 720-5964 (voice and TDD). USDA

is an equal opportunity provider and employer.

Ordering Information

Corrections If your telephone/FAX number, address, or title has changed since this edition

of the “Export Guide” was prepared, please let us know by sending corrections

to:

U.S. Department of Agriculture

Foreign Agricultural Service

Forest & Fishery Products Division

Export Guide Changes

Ag Stop No. 1047\Attn: Rachel Hodgetts

Washington, DC 20250-1047
Abstract

The first edition of this guide was published in 1986 by William G. Westman,

who acknowledged work done by David R. Schumann and Ralph T. Monahan,

USDA Forest Service, in The Lumberman’s Guide to Exporting. The first

revision of the guide was done in 1990 by Cynthia Evans, who acknowledged

work done by USDA’s Agricultural Marketing Service in its publication Export

Handbook for U.S. Agricultural Products. The second revision was made in

1996 by Karen Dawkins and Curt Alt. This version of the guide was revised by

Rachel Hodgetts, Justina Torry, and Lincoln Flake. We would like to thank Paul

Warfield for his help revising the financing section.

Many of the terms and definitions used in this book were taken from Terms of

the Trade, a reference book published by Random Lengths. Thanks also go to the State and Federal agencies, cooperators, and others mentioned in the

guide who provided information and assistance.

The material in this publication was prepared solely for the purpose of

assisting U.S. firms interested in exporting U.S. solid wood products.

References to private publications and firms do not imply endorsement by the

Foreign Agricultural Service or the U.S. Department of Agriculture.

Acknowledgments

This guide is intended to help U.S. wood products producers examine and

prepare for export markets by providing them with a brief overview of the

necessary steps in developing a successful export marketing strategy. It

details how to obtain accurate, up-to-date export market information so that the

production, scheduling, and shipping of U.S. wood products can be done

profitably. It also refers and links to numerous other information sources of

interest to export-minded wood organizations.

Keywords: Wood products, export markets, exporting, market information,

export financing, shipper’s export declaration, shipping documentation,

business organization, market development cooperators, trade servicing.
Page

Introduction ....................................................................................................... 1

Exporting Wood Products: Advantages and Risks ............................................ 2

Trade Servicing: The Key to Success ........................................................ 3

Supply Considerations ...................................................................................... 4

Deciding What To Sell Overseas ............................................................... 4

Deciding Where To Sell Overseas ............................................................. 4

Pricing Products for Export ....................................................................... 4

Table 1: Elements of Pricing Goods for Export .......................................... 5

Certified Wood........................................................................................... 6

Definition ........................................................................................... 6

Where Is the Demand for Certified Wood?........................................ 6

Competing Certification Schemes ..................................................... 6

Adequate Supply of Certified Wood? ................................................ 8

Financing Exports ............................................................................................. 9

Payment Options for Export Shipments .................................................... 9

Cash in Advance ............................................................................... 9

Documentary Letter of Credit ............................................................ 9

Documentary Collection .................................................................. 11

Open Account .................................................................................. 12

Additional Methods of Payment ............................................................... 12

Standby Letter of Credit................................................................... 12

Credit Card ...................................................................................... 12

Consignment ................................................................................... 12

Countertrade and Barter ................................................................. 13

Mixed Methods ................................................................................ 13

Currency of Payment ............................................................................... 13

Exporters Checklist for Reviewing a Letter of Credit ............................... 13

Common Discrepancies Which Can Lead to Nonpayment ..................... 14

General ............................................................................................ 14

Draft ................................................................................................. 14

Transport Documents ...................................................................... 14

Insurance ......................................................................................... 15

Deadlines ........................................................................................ 15

Options for Financing Export Operations ................................................ 15

Payment and Finance Terms ........................................................... 15

Commercial Banks .......................................................................... 15

Export Management and Trading Companies ................................. 16

Private Trade Finance Companies................................................... 16

Factoring Houses ............................................................................ 16

Foreign Credit Insurance Association.............................................. 16

Export-Import Bank of the United States......................................... 17

Lending Programs ................................................................... 17

Guarantee Program ................................................................. 17

Working Capital Guarantee Program....................................... 17

Export Credit Insurance ........................................................... 17

Overseas Private Investment Corporation ....................................... 17

Contents

i
Small Business Administration ................................................................ 18

SBA Export Express ........................................................................ 18

Export Working Capital Program ..................................................... 18

International Trade Loan Program ................................................... 18

7(a) Regular Business Loan Program ............................................. 19

Small Business Investment Companies .......................................... 19

U.S. Export Assistance Centers ...................................................... 19

U.S. Trade and Development Agency ...................................................... 20

Export Shipping............................................................................................... 21 Freight Forwarders .......................................................................... 21

Carriers............................................................................................ 21

Terminals ........................................................................................ 22

Packaging and Shipping .................................................................. 22

Treatment of Coniferous Packing Material ....................................... 22

Export Documentation ..................................................................... 23

Shipper Export Declarations............................................................ 23

Forms ...................................................................................... 23

When SEDs Are Required ....................................................... 23

Number of SED Copies Required............................................ 24

Preparation .............................................................................. 24

Requirement for Separate SEDs ............................................. 24

Presentation ............................................................................ 24

Corrections .............................................................................. 25

Retention of Shipping Documents ........................................... 25

Exemptions .............................................................................. 25

Administrative Provisions......................................................... 26

Regulations.............................................................................. 26

Table 2: Shipping Documents Required in Exporting ..................... 27

Reference Schedules ...................................................................... 28

Exporting Checklist.......................................................................... 28

Business Organization of Firms Involved in Exporting .................................... 30

“In House”................................................................................................ 30

Export Management Companies............................................................. 30

Export Trading Companies ...................................................................... 30

Export Merchants .................................................................................... 31

Export Market Information and Assistance ..................................................... 32

U.S. Department of Agriculture................................................................ 32 Foreign Agricultural Service ............................................................ 32

Overseas Offices ............................................................................. 32

Annual Reports................................................................................ 33

Circulars .......................................................................................... 33

AgExport Connections Office .......................................................... 34

Agricultural Marketing Service......................................................... 35

Animal and Plant Health Inspection Service ................................... 36 Forest Service ................................................................................. 36

U.S. Department of Commerce ............................................................... 38

National Trade Data Bank ................................................................ 38

International Trade Administration ................................................... 38

ii
Office of the United States Trade Representative ................................... 40

State Departments of Agriculture and State Export Agencies ................ 40

Private Market Information Sources ........................................................ 40

U.S. Wood Exporter Chart ....................................................................... 42

USDA Export Programs .................................................................................. 43

Foreign Market Development Program ................................................... 43

Market Access Program .......................................................................... 43

Export Credit Guarantee Program (GSM-102) ........................................ 43

Emerging Markets Program .................................................................... 44

Quality Samples Program ....................................................................... 44

Section 108 Program............................................................................... 44

Supplier Credit Guarantee Program ........................................................ 45

USDA Market Development Cooperators ................................................ 45

American Hardwood Export Council ............................................... 46

The Engineered Wood Association (APA) ....................................... 47

Southern Pine Council..................................................................... 47

Softwood Export Council ................................................................. 47

APPENDIX I Key Publications on Exporting ............................................. 49

APPENDIX II Samples of Shipper’s Export Declaration and APHIS

Phytosanitary Certificate...................................................... 51

APPENDIX III Addresses of State Foresters .............................................. 55

APPENDIX IV Desk Offices of International Trade Administration,

U.S. Department of Commerce............................................ 58

APPENDIX V U.S.and Foreign Commercial Service District Offices ......... 60

APPENDIX VI Small Business Administration District Offices .................... 65

APPENDIX VII Glossary of Forest Products and Exporting Terms .............. 68

APPENDIX VIII Forest Products Volume Conversion Units .......................... 75

APPENDIX IX Forest Products Shipping Weights and Volumes ................. 82

APPENDIX X U.S. Wood Products Industry and FAS Contacts ................. 86

APPENDIX XI State Level Contacts for Wood Exporters ............................ 89

iii
1

World exports in solid wood products continue to rise steadily and surpassed

$60 billion for the first time in 1999. During the past 20 years, the United States

has become increasingly active in world wood products trade. In the 1980’s,

partly in response to the U.S. recession in 1981-82, U.S. companies began to

consider foreign countries as long-term markets. As a result, U.S. exports of solid

wood products increased from $3.7 billion in 1980 to a high of $7.3 billion in

1995. However, due to harvest restrictions on public lands, the strong dollar, and

a booming domestic economy, the United States became the world’s largest

importer of solid wood products in second half of the 1990’s. From 1980 through

2000 the share of softwood logs as a percentage of the value of U.S. solid wood

exports dropped from 40 percent to 15 percent. Lumber, plywood, and a wide

variety of value-added products now assume a much greater importance in our

diversified portfolio of export products. It is clear that trade in solid wood products

has become very important to the U.S. forest sector, and it is likely to become

even more so.

Firms servicing the export market can complement, expand, and diversify their

outlets for forest products. The export market will continue to provide greater

income, new jobs, and increased profitability for U.S. wood producers. A stronger

forest products industry will lead to new investments in forest management, thus

assuring a continuous supply of wood and fiber for the United States and its

customers overseas.

A genuine commitment to exporting begins with a long-term attitude towards

overseas markets. To be successful, producers must create and follow a foreign

market strategy that is integral to their overall business plan. Developing longstanding working relationships with foreign importers will require maintaining

commitments to them even when their markets are weak. A scattered, “in-andout” approach may lead to a few unsustained sales. It is far better to gauge one’s

competitiveness in selected overseas markets early on, understand the

requirements of key importers, and then develop long-term relationships that help

solve the supply problems and quality concerns of these key accounts.

Introduction
2

The decision to enter the export market requires the producer to commit

sufficient managerial, economic, and financial resources to the task. Each

company must weigh the advantages and disadvantages of exporting to

determine if projected profits, possible losses, and inherent risks justify

management’s commitment to exporting.

The advantages of exporting wood products include: new marketing and

financial opportunities (which allow the firm to grow financially and

corporately), diversification of risk, and increased financial leverage and credit.

In addition, revenue derived from export sales permits spreading fixed costs

over a greater number of production units. Wider margins may therefore be

realized on higher valued products.

Producing for foreign markets can also have its downside. Tailoring wood

products to foreign standards and specifications requires skilled personnel for

production and shipping operations. Also, manufacturing goods to foreign

specifications sometimes requires a change in the production process that

may be incompatible with existing high-speed, high-volume manufacturing

practices. Therefore, production costs per unit may be higher if new machinery

and personnel are required. If wood products designed and produced to

foreign specifications need to be sold on the domestic U.S. market, they may

require additional processing such as resawing, planing, or sanding.

Common mistakes made by companies entering the export market are:

❑ Failing to obtain qualified export counseling (inability to understand market

demand).

❑ Failing to develop an international marketing plan (inability to focus on best

way to serve new markets).

❑ Insufficient commitment by top management to overcome the initial

difficulties and financial requirements of exporting.

❑ Insufficient care in selecting overseas agents or distributors.

❑ Filling orders from around the world (the shotgun approach) instead of

establishing a basis for profitable operations and orderly growth by actively

seeking customers in targeted areas.

❑ Neglecting the export business when the U.S. market booms.

❑ Failing to treat international customers on an equal basis with domestic

counterparts.

❑ Failing to understand or respect foreign cultural differences relating to

business practices and product usage.

❑ Unwillingness to modify products to meet the regulations or cultural

preferences of other countries.

Exporting Wood Products: Advantages and Risks
3

❑ Failing to print service, sales, and warranty messages in locally understood

languages.

❑ Failing to consider the use of an export management company or other

marketing intermediary knowledgeable in foreign distribution channels.

❑ Failing to consider licensing or joint-venture agreements.

Success in exporting hinges on an exporter’s willingness to allocate sufficient

resources to research foreign demand, and to develop contacts. The exporter

must also be able to produce, market, ship, and sell wood products overseas.

This is called trade servicing.

Trade servicing involves identifying key importers, distributers, and buyers, and

most of all maintaining good relationships with them. This is particularly

significant given the traditional U.S. wood exporter’s reputation overseas as an

occasional supplier, selling only when supplies permit. The most effective

producers are those which have stayed in the export market in good times as

well as bad. Being reliable sometimes means sacrificing short-term gains for

long-term market development opportunities.

There is no substitute for a good working relationship with the overseas buyer.

These good long-term relationships are best established through a series of

quality interactions. They usually require face to face contact in the early

stages. For example, after meeting a wood products buyer at an overseas

trade show and making a few shipments, invite the buyer to visit your facility in

order to strengthen the relationship. Increasing your business will ultimately

depend on providing solutions to your buyer’s problems, and this will require a

full understanding of their needs.

Trade Servicing:

The Key to Success
4

Supply Considerations

Deciding What To Sell

Overseas

Pricing Products for

Export

Deciding Where To Sell

Overseas

When considering which products to export, firms should conduct a thorough

analysis of potential markets as well as their own capabilities. Items to be

considered include: Current production, access to timber resources (species,

quality, and quantity) and processing facilities, transportation, proximity to

ports, and willingness to cut special orders or schedule the mill to cut or

produce for export markets. Success in the export market may involve adapting

production facilities to produce to foreign grades and specifications.

It is imperative that firms interested in exporting take time to research the

markets where they’re interested in selling their products. By building a

knowledge base about different countries, the new exporter will be able to

pinpoint those countries that are most suited to the products they produce.

Once a slate of target countries has been chosen, become knowledgeable

about those countries and develop a consistent pattern of trade contacts with

importers in those countries. Nurturing a commitment to marketing in one or

two countries before branching out can help determine a firm’s strengths,

weaknesses, and limitations in serving export markets. Once the exporters

develop expertise, they may feel confident enough to test new markets and

products and to diversify their market portfolio.

Table 1 on page 5 outlines the elements of a price quote for each stage

through which products move as they pass from the mill to the port of

destination overseas. The quote basis used, such as free-on-board (f.o.b.)

vessel or cost, insurance, and freight (c.i.f.) named port overseas, will depend

on the arrangement negotiated with the importer. A price quote that more

closely reflects the cost of goods delivered to the importer’s yard has a much

better chance of being negotiated and accepted than a quote based on

delivery to the U.S. port prior to export.

Quotes should include information on shipping arrangements and dates,

payment terms, and total weights and/or volume (in metric). The actual price

quote will be influenced by foreign import demand, freight rates, insurance

costs, domestic supplies, and proximity to exporting facilities and ports.

Quotes based solely on domestic U.S. prices plus additional transportation,

handling, and insurance costs may not be acceptable in international trade.

This depends on the negotiations between the U.S. exporter and the foreign

buyer. Current benchmark or average prices for specific species and grades of

forest products in international trade may be obtained from the publications

and newsletters outlined in this handbook.

In the United States, forest products are bought and sold according to weight

and/or volume designations such as 1,000 board feet, 1,000 square feet. In

foreign countries, common volume units in the wood trade are cubic meters,

square meters, and metric tons.

The exporter must be familiar with converting U.S. volume measurements to

the metric system. An on-line forest products volume conversion program is

given in appendix VIII. Shipping weights and volumes for a number of products

and species are shown in appendix IX.
5

Table 1: Elements of Pricing Goods for Export

DDP

delivered

duty

paid

DDU

delivered

duty

unpaid

DEQ

delivered

ex quay

DES

delivered

ex ship

DAF

delivered

at frontier

CIP

carriage

insurance

paid to

CPT

carriage

paid to

CIF

cost

insurance

& freight

CFR

cost

freight

FOB

free

on

board

FAS

free

alongside

ship

FCA

free

carrier

EXW

ex-works

Terms of

Sale

Obligations

and

Charges

Warehouse S SSS SSS SSSS SS

Services

Export

Packing

S SSS SSS SSSS SS

Forwarder B SSS SSS SSSS SS

Fees

Loading at B SSS SSS SSSS SS

Point of

Origin

Inland B ESS SSS SSSS SS

Freight

Port B ESS SSS SSSS SS

Receiving

Charges

Export B SSS SSS SSSS SS

Clearance

Ocean/Air B BBB SSS SSSS SS

Freight

Marine

Insurance

B BBB BSS SSSS SS

Charges in B BBB BBB BBBS SS

Foreign

Port

Customs B BBB BBB BBBB BS

Clearance

Customs B BBB BBB BBBB BS

Duties

B: Buyer Pays S: Seller Pays E: Either May Pay Source: First National Bank

Delivery B BBB BBB BBBB SS

Charges to

Final
6

Certified Wood Definition

In theory, informed consumers demand products which come from well

managed forests but are unable to distinguish them from wood products

originating in poorly managed forests. Certification allows consumers to make

this distinction. The objective of certification is the improvement and

documentation of forest management practices. It can be an important marketbased tool to encourage and create incentives for sustainable forest

management.

Where Is the Demand for Certified Wood?

The global market for certified forest products has remained small. Although

trade statistics do not distinguish between certified and noncertified wood,

most analysts agree that certified wood products represent only a tiny fraction

of the market.

Nonetheless, in certain industry segments, certified wood sells. This is

especially true in more developed countries where environmental awareness is

significant. However, retailers, not consumers, have become the drivers of

demand. For example, some retailers have announced that they will only sell

wood from sustainable sources, and some retailers in Northern Europe have

begun forming buyers’ groups with a commitment to purchase certified forest

products whenever possible. Faced with the prospect of environmental groups

picketing and creating negative publicity, some retail chains have decided that

they must make a commitment to buy certified wood products.

Competing Certification Schemes

The ability to set up viable certification systems varies widely, as the cost of

certification presents a greater burden for small forest owners. To avoid the

imposition of unacceptable certification requirements, forest product producers

have created their own certification and certification-like mechanisms. Today,

several certification schemes are competing for support and recognition.

The Forest Stewardship Council (FSC) certification is perhaps the best known

certification scheme. It has strong support from environmental groups. Created

in 1993, FSC has been a driving force behind the movement towards

certification and has been the most aggressive in marketing itself. In response

to various industry complaints about the specifics of FSC, and in order to

respond to varying regional needs, national and regional certification

mechanisms have also evolved. The best known of these is the Pan European

Forest Certification (PEFC) scheme. The PEFC is different from FSC in that it

relies largely on recognition of national certification schemes in Europe and

has stronger support from European industry.

In the United States, the Sustainable Forestry Initiative Program (SFI) has

been created to promote sustainable forest management. Like PEFC, SFI gets

its strongest support from the forest products industry. There are 157 member

companies and licensees representing 84 percent of paper production, 50

percent of solid wood production, and 90 percent of industrial timberland in the
7

Different Certification Schemes:

United States. The American Tree Farm System, which was the first

certification scheme in North America, has a mutual recognition agreement

with SFI.

There are many national and international forest certification schemes at

various stages of development. FSC supporters argue that theirs should be the

only certification scheme and that many of the industry-promoted mechanisms

are merely confusing the public by labeling the status quo. The International

Forest Industry Roundtable (IFIR) has proposed development of an

internationally accepted mutual recognition framework to link the different

sustainable forestry management (SFM) standards and certification systems.

The eventual goal would be to develop a single SFM trademark encompassing

all credible certification approaches.

When getting involved in exporting, you should consider how certification may

affect you. If you are not certified this may be a problem in certain markets. If

you are currently certified, will your certification be recognized in your target

country?

If you are exploring certification, you first must determine which certification

system will meet your company’s needs. Forest certification systems share the

common goal of assuring the public that participating companies and

landowners are committed to good forest stewardship. To distinguish among

the initiatives, consider the following factors:

• Geographic coverage (i.e. global, regional or national)

• Standards used

• Existence of on-product labels

• Use of independent, third-party certification organizations

• Forest industry and/or environmental group support

Canadian Standards Association

(CSA)

Sustainable Forestry Initiative (SFI)

Lembaga Ekolabel Indonesia (LEU)

Malaysia’s National Timber

Certification Council (NTCC)

Pan European Forest Certification

(PEFC)

Forest Stewardship Council (FSC)

International Organization for

Standardization (ISO)

GLOBAL REGIONAL NATIONAL
8

Adequate Supply of Certified Wood?

Many retailers have been frustrated with the lack of available certified wood

once they have committed to its purchase. For example, the environmental

coordinator for B&Q, a large do-it- yourself chain in the United Kingdom,

complained recently that it is having difficulty finding adequate supplies of FSC

certified wood. As a result, B&Q has now decided to accept wood certified by

Norway’s Living Forests Scheme, as well as the FSC Finnish Forest

Certification Council. Other retailers have also been forced to broaden their

approach, choosing to recognize any credible certification scheme in order to

meet commitments.

To learn more about certification visit:

• The United Nations Economic Commission for Europe Timber Committee at

http://www.unece.org

• The International Tropical Timber Organization at http://www.itto.or.jp

• The Forest Stewardship Council at http://www.fscoax.org

• The Pan European Forest Certification at http://www.pefc.org

• The American Forest & Paper Association at http://www.afandpa.org

• The Confederation of European Paper Industries at http://www.cepi.org/

htdocs/press/index.htm.
9

Once the seller has determined the risks that his or her company can afford to

take, it’s time to evaluate the risks associated with the more common methods

of payment. Listed below are the four most popular options used for receiving

payment for exported goods. Ranked in order of seller’s risk from the most

secure to the least secure, they are: Cash in advance, Documentary letter of

credit, Documentary collection, and Open account.

When deciding which of these options is best for your sale, remember that

every transaction involves two commodities: the product and the money.

Because of the intense competition for export markets, being able to offer

attractive payment terms to a buyer is often necessary to make a sale.

Cash in Advance

Full payment, cash in advance is considered the safest method of collecting

payment for the seller. The buyer bears all the risk in the sale because

payment is received before the shipment is made. The percentage of trade

conducted requiring full payment, cash in advance is very low. Typically only

sellers of products in high demand or products custom manufactured for the

buyer are able to demand full payment, cash in advance terms. However, some

sellers can obtain a down payment for the goods via cash in advance.

Cash in advance to a U.S. seller is typically in U.S. dollars. Cash in advance

can take the form of a wire transfer or payment by check. An international wire

transfer is the preferred method, because it allows for the funds to be available

once they are received. Most wire transfers can be completed in 2 to 3 days.

Fees for wire transfers do add up and typically are deducted from the

proceeds. Exact and complete routing instructions are very important.

Collecting payment using a check drawn on the buyer’s bank is a less

attractive option than wire transfer because it can result in delays of several

weeks until final receipt of funds. Avoid accepting checks issued by foreign

companies or individuals. If the buyer pays by check, made payable in U.S.

dollars and drawn on a U.S. bank, the collection process is the same as for any

U.S. check. With any check, there is a risk that it may be returned due to

insufficient funds in the buyer’s account.

An additional factor to consider is that advance payment may create a cash

flow problem and increases the risk to the buyer. As the seller, you have the

buyer’s money, but have not shipped the goods. The buyer is at risk that you

will be unable to ship the goods as contracted. If another producer is willing to

extend credit, the buyer may go elsewhere.

Documentary Letter of Credit

A documentary letter of credit (L/C) is a commitment from the issuing bank to

pay the seller as beneficiary, a specified amount provided certain terms and

conditions of the letter of credit are met. All L/C’s are irrevocable, which means

that once the L/C is established it cannot be revoked or changed without the

consent of all parties, unless they specifically state that they are revocable.

Financing Exports

Payment Options for

Export Shipments
10

The L/C more evenly distributes risk between the seller and buyer. The seller is

assured of payment when the conditions of the L/C are met and the buyer is

assured that the conditions specified are documented and shipment of the

goods has been made. It is a common method of payment, especially when

the seller/buyer relationship is a new one.

The L/C is, however, not without drawbacks. If discrepancies exist in the

documents required by the L/C that cannot be corrected by the seller, the

buyer has the option to approve the discrepancies and pay for the shipment,

usually at a discount, or to reject the shipment. If the shipment is rejected, the

seller retains title to the goods.

A rejected shipment means that the seller must quickly locate a new buyer,

renegotiate with the buyer, usually at a lower price, or pay for the shipment to

be returned. Costs of a L/C add to the price of the product and can tie up the

buyer’s working capital or credit line.

A word of advice: Sellers should always have their banker and freight forwarder

carefully scrutinize the L/C. They can help you determine if the L/C is legitimate

and if the terms and conditions specified can be met. Bankers and forwarders

can also help to prepare documents and reduce the chance of discrepancies.

There are four parties formally involved in the collection of payment using a

L/C:

Buyer or applicant

Applicant’s bank or issuing bank

Beneficiary’s bank (which can act as an advising bank or confirming bank)

Seller or beneficiary

A L/C is either confirmed or advised by the beneficiary’s bank. When a L/C is

confirmed, the beneficiary’s bank (the confirming bank) accepts the credit risk

(commercial risk) of the issuing bank as well as the country risk (political risk).

Under an unconfirmed, or advised L/C, the beneficiary’s bank acts to review

the documents specified in the L/C but does not pay on those documents

(negotiate the documents). An advising bank passes the documents to the

issuing bank who in turn reviews the documents, determines if they are

acceptable (negotiates the documents) and pays the beneficiary by forwarding

funds to the advising bank.

It is preferable to get the letter of credit confirmed by a U.S. bank because the

U. S. bank accepts the responsibility to pay and the seller receives payment as

soon as the documents are presented. This also guarantees the seller that

payment terms and conditions of the letter have been met.

Another thing to consider about a letter of credit is whether or not it is

transferable. In a case where the seller is acting as a broker for or shipper of

the goods, and the seller does not wish to take title to the goods, the letter of

credit could be transferred to a secondary beneficiary. This allows the bank

named in the letter of credit to transfer all or part of the beneficiary’s rights

under the letter of credit to a secondary beneficiary.
11

For more information on L/Cs, consult the Uniform Customs and Practices for

Documentary Credits, International Chamber of Commerce (ICC) publication

No. 500 or an international banker who can provide you with further guidance.

Documentary Collection

A documentary collection is a method of payment whereby the seller uses a

bank as an agent in obtaining payment from the buyer. A documentary

collection most often consists of a collection instruction, financial documents

used for obtaining payment for money, and commercial documents (invoices,

bills of lading, quality certificates, etc.). The collection instruction provides

complete and precise instructions to the banks including contact points for

seller and buyer, their respective banks, amounts and currencies to be

collected, a list of documents enclosed, the terms and conditions upon which

payment or acceptance is to be obtained, charges to be collected, interest to

be collected, if applicable, the method of payment, and instructions in case of

non-payment. To collect payment from a foreign buyer using a documentary

collection, the seller sends collection instructions, a draft or other demand for

payment, and the related commercial document set through bank channels to

the buyer’s bank. The buyer’s bank releases the documents to the buyer upon

receipt of payment or promise of payment. The banks involved in facilitating

this collection process have no responsibility to pay the seller should the buyer

default. Documentary collection carries the risk that the buyer will walk away

from the sale either because they cannot pay for the goods, the market price

has dropped, or they cannot sell the goods locally. If this occurs, it is the

burden of the seller to locate a new buyer or pay for return shipment.

Documentary collections are best considered when shipping by ocean freight.

This is because the ocean bill of lading (B/L) is a negotiable document and

acts as title to the goods. The steamship company will not release the

shipment from the port unless the buyer has the original B/L, which the buyer

cannot obtain unless they agree to pay the bank. In the case of air shipments,

the B/L is not a negotiable document, does not act as title to the goods, and

the benefit of using a documentary collection can be lost.

For more information on Documentary Collections, consult the Uniform Rules

for Collections, International Chamber of Commerce (ICC) publication no. 522

or an international banker who can provide you with further guidance.

Drafts—A draft (or bill of exchange) is a written order by one party directing a second party to pay to the order of a third party. Drafts are negotiable

instruments easily transferable from one party to another. There are two types

of drafts: sight drafts and time drafts.

Sight Drafts—In the case of a sight draft, once the goods have been shipped, the seller signs the original bill of lading and delivers it to the bank along with

the sight draft, invoices, and other supporting documents required by the buyer

and destination country, to be forwarded to the buyer’s bank. The buyer’s bank

then notifies the buyer that it has received the documents. When the buyer

pays the sight draft, the bank releases the bill of lading, passing title of the

goods to the buyer.
12

Date or Time Drafts—A time draft requires payment within a certain time after the buyer accepts the draft and receives the goods. By signing and writing

“accepted” on the draft, the buyer is expected to pay within the stated time

period. A buyer can delay payment by delaying acceptance of the draft or

refusing to pay at maturity. In most countries, an accepted time draft is stronger

evidence of debt than an unpaid invoice.

Open Account

Under an open account transaction, the seller agrees to provide the goods to

the buyer who agrees to make payment at a specified future date. Payment by

the buyer is typically made by wire transfer or check. Open account is a highrisk method of payment for the seller. The seller must be confident that the

buyer is well established, has a long and favorable payment record, has good

credit, and is able to convert currency into U.S. dollars. Collection on

delinquent payments under open account may be difficult and costly if the

obligation of the buyer to pay the seller is not well documented. Even when

well documented, collection on delinquent open account sales usually requires

legal action in the buyer’s country.

Standby Letter of Credit

Like the letter of credit, the standby letter of credit is a commitment or promise

from the buyer’s bank to pay the seller only if another business transaction

specified in the standby letter of credit is not performed. For example, if the

buyer and seller have agreed to an open account sale and the buyer defaults,

the seller could present a sight draft and a written statement to the bank

certifying that the buyer has failed to make payment on the shipment secured

by the standby letter of credit and collects payment from the buyer’s bank.

Standby letters of credit are also frequently used as performance security such

as when a seller is bidding on an international tender by a state trading

company. In this case, the buyer may require the seller to open a standby letter

of credit and if the seller is unable to perform the export sale contract, the

buyer can draw on the value of the standby L/C as a penalty.

Credit Card

U.S. exporters who sell directly to the consumer may select credit cards as a

viable method of payment. The rules governing credit card transactions differ

from domestic use to international use. Exporters should check with their credit

card companies for specific rules on international use of credit cards.

Consignment

Under consignment, the foreign distributor sells goods on behalf of the

exporter, and the goods are available on a deferred basis. The exporter does

not receive payment until the distributor sells the goods and transfers title of

the goods. The exporter usually assumes the political and commercial risk for

the goods until the payment is received.

Additional Methods

of Payment
13

If the foreign distributor is unable to sell the goods, the exporter must pay for

the return shipment or dispose of the remaining goods themselves. This

method of payment is extremely risky for the exporter and is generally not used

by U.S. companies.

Countertrade and Barter

Countertrade or barter may be necessary when selling to companies that

cannot obtain convertible currency. In countertrade, the “buyer” agrees to

undertake specified initiatives that compensate and benefit the “seller.” Barter

is the exchange of goods or services between two parties without using

currency. These two methods of payment should be considered only in

exceptional circumstances when extreme creativity is needed by an

experienced exporter to complete the sale.

Mixed Methods

The payment options discussed in this section are not mutually exclusive. It is

possible, and frequently practiced, that a seller will use a combination of

payment methods. For example: the seller may require 50 percent of the

payment as cash in advance using a wire transfer and the remaining 50

percent documentary collections using a sight draft.

The simplest currency of payment for U.S. exporters is U.S. dollars. When

quoting prices and requiring payment in U.S. dollars, exporters are placing the

burden and risk of foreign currency conversion on the buyer. On the other

hand, some U.S. exporters that are knowledgeable about foreign exchange

may find it profitable to accept payment in other currencies. However, the

exporter then assumes the foreign exchange risk. Hedging against foreign

exchange risk is possible for many currencies, but the exporter’s portfolio of

foreign exchange risk exposure should be reviewed with a foreign exchange

specialist.

Currency of Payment

Exporter’s Checklist

for Reviewing a Letter

of Credit

 1. ______ Ask for a sample letter of credit to review.

 2. ______ Has the credit been confirmed, if requested?

 3. ______ Is the type of credit (revolving, transferable, etc.) as agreed?

 4. ______ Is the amount of the credit sufficient to cover all costs permitted by

the terms of the contract? Are the Incoterms (standard terms used

in trade) correct? Have the terms “about” or “approximately” been

included?

 5. ______ Is the credit available with your bank, freely negotiable, or

available with any bank, or is it restricted to the issuing bank or

any other designated bank?

 6. ______ Are the descriptions of the goods and unit prices, if any, in

accordance with the sale contract? Have the terms “about” or

“approximately” been included, if requested?
14

 7. ______ Are transshipment and partial shipments allowed, if necessary?

 8. ______ Are the points of dispatch/taking in charge/loading on board of the

goods, as the case may be, and of discharge/final destination as

agreed?

 9. ______ Do the shipping and expiry dates allow sufficient time for

processing the order, shipment, and presenting the documents to

the bank? Does the period for presentation of documents after

issuance of the transport document also allow sufficient time?

10. ______ Are the provisions for insurance in accordance with Incoterms?

11. ______ Can the necessary documents be obtained in the form required

and in the time frame allowed by the credit?

12. ______ Have any unacceptable conditions been added to the credit

without your approval such as an inspection certificate to be

provided by the buyer?

Source: Firstar Bank

General

• Documents inconsistent with each other

• Description of goods on invoice differs from that in the credit

• Marks and numbers differ between the documents

• Absence of documents called for in the credit

• Incorrect names and addresses

Draft (Bill of Exchange)

• Amount does not match invoice

• Drawn on wrong party

• Not endorsed correctly

• Drawn payable on an indeterminable date

Transport Documents

• Shipment made between ports other than those stated in the letter of credit

• Signature on bill of lading does not specify on whose behalf it was signed

• Required number of originals not presented

Commercial Letter

of Credit: Common

Discrepancies Which

Can Lead to

Nonpayment
15

• Bill of lading does not evidence whether freight is prepaid or collect

• No evidence of goods actually “shipped on board”

• Bill of lading incorrectly consigned

• “To order” bills of lading not endorsed

Insurance

• Insurance document presented of a type other than that required by the

credit

• Shipment is under insured

• Insurance not effective for the date in the transport documents

• Insurance policy incorrectly endorsed

Deadlines

• Late shipment

• Late presentation of documents

• Credit expired

Payment and Finance Terms

In addition to defining the terms of payment, provisions should be included for

late payments, partial payments, and remedies for nonpayment. The terms of

payment should consider the use of letters of credit.

There are many sources of financial assistance and insurance available to U.S.

exporters in addition their own working capital or their bank line of credit. A

variety of programs are available from USDA to help exporters insure or extend

credit for their sale. See pages 43-45 for a description of these. A few other

options are described below.

Commercial Banks

Commercial banks can assist you in financing export transactions. They can

also help process letters of credit, drafts, and other types of payments. Banks

make export loans backed by U.S. Government export loan guarantees.

Because many banks have international departments or correspondent banks

in foreign countries, they can be a valuable asset in helping you export. When

selecting a bank to handle your export transactions, it is important to identify a

bank that is willing to serve your needs.

Options for Financing

Export Operations
16

Export Management and Trading Companies

Both Export Management Companies (EMCs) and Export Trading Companies

(ETCs) may be a source of financing on a limited basis, usually for a

negotiated fee. They provide a range of services, including international market

research and overseas marketing, legal insurance, product design,

transportation, and warehousing. For more information, refer to the chapter in

this guide called “Business Organization for Firms Involved in Exporting.”

One helpful publication, the Export Trading Company Guidebook, is available

from the U.S. Government Printing Office, Tel. (202) 512-1800.

Private Trade Finance Companies

Private trade finance companies utilize a variety of financing techniques in

return for fees, commissions, participation in the transactions, or combinations

thereof. International trade associations, such as a District Export Council, can

assist you in locating a private trade finance company in your area.

Factoring Houses

Factoring houses purchase accounts receivable and assume full risk and

responsibility for their collection. The buyer is notified and pays the factoring

house directly. These organizations, many of which are subsidiaries of banks,

charge a percentage for their services.

Foreign Credit Insurance Association (FCIA)

The Foreign Credit Insurance Association (FCIA) is a private entity serving the

international marketplace. The Association writes a wide range of credit

insurance and political risk coverages for experienced exporters. Great

American Insurance Company, the Association’s principal, is a large, privately

held, multiline insurer founded in 1872.

FCIA offers a wide variety of policies for short-term sales (up to 180 days,

exceptionally 360 days) and political risk insurance (policy periods up to 2

years). Both multibuyer and single buyer policies are available and there are no

restrictions on content or sourcing of insured products. Multibuyer coverages

include flexible premium options and short claim waiting periods.

The widely used Multi-Buyer Export Policy is generally written to cover

shipments during a 1-year period and insures a reasonable spread on an

exporter’s sales. It enables the exporter to make quick credit decisions, so as

to provide faster service to overseas buyers. The exporter can obtain financing

and offer competitive credit terms, such as tenure, to attract and retain buyers.

The program is available around the globe, even in high-risk markets.

Coverage is generally 95 percent for political and commercial risk, and the

policy has a deductible similar to other forms of insurance.
17

For additional information, contact the FCIA Management Co. at 40 Rector

Street, 11th Floor, New York, NY 10006. Tel. (212) 306-5000, Fax. (212) 306-

5218; Internet: http://www.fcia.com, or your insurance broker.

Export-Import Bank of the United States

The Export-Import Bank of the United States (Ex-Im Bank) is a U.S.

government agency that facilitates the export financing of primarily U.S. capital

goods and services. Ex-Im Bank also helps U.S. exporters compete against

foreign governments’ subsidized financing in overseas markets. Ex-Im Bank

offers four major export finance support programs: loans, guarantees, working

capital guarantees, and export credit insurance.

Lending Programs — Ex-Im Bank’s loans provide competitive, fixed-interestrate financing for U.S. export sales of capital equipment and services. Ex-Im

Bank extends loans to foreign buyers of U.S. exports at low, fixed-interest rates

according to the Organization for Economic Cooperation and Development

(OECD) arrangement.

Guarantee Program — Ex-Im Bank guarantees provide repayment protection for private sector loans to creditworthy foreign buyers of U.S. goods and

services. The guarantees provide coverage for both political and commercial

risks.

Working Capital Guarantee Program — Ex-Im Bank also offers guarantees to lenders to support pre-export financial needs. The Working Capital

Guarantee Program can help small and medium-sized exporters obtain the

financing they need to produce and market goods for sale abroad.

Export Credit Insurance — Ex-Im Bank’s export credit insurance program offers insurance policies to protect U.S. exporters and banks against the

political and commercial risk of nonpayment by foreign debtors. Special

policies exist for small and environmental businesses.

Inquiries should be directed to Ex-Im Bank Business Development Group, 811

Vermont Avenue, NW, Washington, DC 20571

Tel. (800) 565-EXIM, Fax (202) 565-3380, between 7:30 am and 5pm; Internet:

http://www.exim.gov.

Overseas Private Investment Corporation (OPIC)

OPIC is a U.S. Government corporation that promotes U.S. investment in less

developed countries. OPIC’s finance program is oriented towards medium- to

long-term investments that involve significant developmental benefits. The

program provides insurance coverage for U.S. investments against

expropriation, inconvertibility of local currency, or losses resulting from war,

revolution, or civil disorders. OPIC does not handle export financing directly,

but may assist in financing complementary projects, such as a distribution yard

for U.S. wood products. Insurance on letters of credit may also be obtained in

the absence of FCIA or other commercial insurance. The insurance covers 90

percent of the investment plus attributable earnings. For additional information,
18

contact OPIC, 1100 New York Ave., NW, Twelfth Floor, Washington, DC 20527

Tel. (202) 336-8799 for automated information, (202) 336-8700 for automated

fax information, (202) 336-8400 for general inquiries; Internet: http://

www.opic.gov.

Small Business Administration

The U.S. Small Business Administration (SBA) was created in 1953 as an

independent agency of the Federal Government to aid, counsel, assist, and

protect the interests of small business concerns, to preserve free competitive

enterprise, and to maintain and strengthen the overall economy of our Nation.

Small business is critical to our economy, to building America’s future, and to

helping the United States compete in today’s global marketplace.

SBA works in cooperation with other Federal agencies and public- and privatesector groups to encourage small business exports and to assist small

businesses seeking to export. SBA’s outreach efforts include sponsoring or

supporting export training conferences and developing “how to” and marketspecific publications for exporters. SBA directs and coordinates ongoing export

initiatives, such as the Export Legal Assistance Network (ELAN). SBA also

offers a program called E-TAP (Export Technical Assistance Partnership),

which focuses on a small group of export ready companies and gives them

assistance in order to successfully get started.

SBA Export Express — SBA’s new Export Express loan program helps small businesses by allowing lenders to use streamlined and expedited loan review

and approval procedures to process SBA guaranteed export loans of up to

$150,000. Loan proceeds may be used for most business purposes, including:

market development activities such as participation in a foreign trade mission;

transaction-specific financing; general lines of credit for export purposes; and

term loans for permanent working capital and fixed-asset financing.

Export Working Capital Program (EWCP) – In order to help small businesses export, SBA has developed the new Export Working Capital

Program (EWCP). This program provides eligible small businesses with shortterm, transaction-specific financing. Small businesses may use this program

for pre-export financing of labor and materials, financing receivables generated

from these sales, and/or standby letters of credit used as performance bonds

or payment guarantees to foreign buyers. The EWCP provides repayment

guarantees of 90 percent or $1 million (whichever is less) to commercial

lenders and offers exporters preliminary commitments (PCs) that encourage

lenders to provide credit. To be eligible, the small business concern must have

been in operation, though not necessarily exporting, for at least 12 months.

The EWCP offers a simplified application form. Interest rates and fees are

negotiable between the lender and the small business exporter.

International Trade Loan Program (ITL) — This program helps small businesses that are engaged or preparing to engage in international trade, as

well as small businesses adversely affected by competition from imports. SBA

can guarantee up to $1.25 million, less the amount of SBA’s guarantee portion

of other loans outstanding, to the borrower under SBA’s regular lending
19

program. Loans are made by lending institutions with the SBA guaranteeing a

portion of the loan. The applicant must establish either that the loan proceeds

will significantly expand existing export markets or develop new export

markets, or that the small business is adversely affected by import competition.

Proceeds may be used for working capital and/or facilities or equipment.

Maturities of loans for facilities or equipment may extend to the 25-year

maximum.

7(a) Regular Business Loan Program — The SBA 7(a) Loan Guaranty program can fund the varied long-term needs of small businesses where

necessary financing is unavailable on reasonable terms through normal

lending channels. The program promotes small business formation and growth.

SBA guarantees long-term loans to qualified firms. SBA’s basic guaranty

program makes loans available for many business purposes, such as real

estate, expansion, equipment purchases, working capital, or inventory. Private

lenders, usually banks, make loans which are guaranteed up to 75 percent of

the loan by SBA. The borrower makes loan payments to the lender. SBA can

guarantee up to $1 million.

Small Business Investment Companies (SBICs) – SBICs exist to provide equity capital, long-term loans, and management assistance to qualifying small

businesses. They are privately owned and operated companies that use their

own capital and funds borrowed from the SBA to provide financing to small

businesses in the form of equity securities and long-term loans. SBICs invest

in a broad range of industries. SBICs may invest in export trading companies

provided all other eligibility requirements are met. For further information

regarding the SBIC program, contact the Investment Division, U.S. Small

Business Administration, 409 Third St. SW, Washington, DC 20416; Tel. (202)

205-6510; Fax (202) 205-6013; Internet: http://www.sba.gov/inv.

U.S. Export Assistance Centers (USEACs) – USEACs offer a full range of Federal export programs and services under one roof. Clients receive

assistance by professionals from the SBA, Department of Commerce, Ex-Im

Bank, and other public and private organizations. It’s a partnership that makes

it easier for you to get the help you need to compete and succeed in the global

marketplace. Each USEAC, located in cities nationwide, is ready to meet your

business needs with: export marketing and trade finance assistance at

convenient one-stop locations, customized counseling that best suits your

company’s experience and commitment to exporting, and customer service

that uses the latest technology to bring export assistance to your doorstep. For

a list of USEACs, please see appendix V.

For more information, SBA has offices located throughout the United States

and its territories. For the one nearest you, please see appendix VI or look

under “U.S. Government” in your telephone directory. You may also call the

Small Business Answer Desk at (800) 8-ASK-SBA. To fax, dial (704) 344-6769.

For the hearing impaired, the TDD number is (704) 344-6640; Internet: http://

www.sba.gov.
20

In addition, there are 58 Small Business Development Centers (SBDCs) in

1,000 service locations and over 370 Service Corps of Retired Executives

(SCORE) offices to help you start and/or strengthen your own business.

U.S. Trade and Development Agency (TDA)

The U.S. Trade and Development Agency (TDA) provides funding for feasibility

studies of public and private sector projects in developing and middle-income

nations that lead to the export of U.S. products and services. Helping U.S.

businesses win contracts to implement major overseas infrastructure projects

is one of TDA’s main objectives. TDA funds studies on a variety of projects

including energy and power, transportation, healthcare, mining & minerals

development, telecommunications, agribusiness and environmental services.

For additional information on country eligibility, developmental priorities, and

U.S. goods procurement requirements, contact the U.S. Trade and

Development Agency, 1621 North Kent Street, Suite 200, Arlington, VA 22209,

Tel. (703) 875-4357; Fax (703) 875-4009; Internet: http://www.tda.gov.
21

The development of a successful export strategy must encompass a thorough

knowledge of shipping procedures, documents required, and methods. The

mechanics of shipping include: (1) attention to packaging, including banding of

bundles, grade stamping, labeling, and color coding; (2) proper documentation;

(3) scheduling the best shipping routes and carriers; and (4) an understanding

of U.S. and foreign customs, regulations, tariff rates, and plant health or

phytosanitary requirements.

The details of export shipping are often handled by a “freight forwarder,” who

acts as an exporter’s agent when shipping goods overseas. Freight forwarders

are licensed by the Federal Maritime Administration to facilitate the movement

of goods from U.S. ports. They may advise the exporter regarding freight costs,

port charges, consular fees, documentation fees, insurance, and handling

costs. In addition to assuring that the goods arrive overseas in good condition,

they review the letter of credit and other necessary documentation and may

prepare the ocean bill of lading. After shipment, the forwarder will send all

documents to the paying bank to confirm the export of the commodity.

Additional information on freight forwarders may be obtained from port

authorities, the International Trade Administration, and banks, or by contacting

the National Customs Brokers and Forwarders Association of America at 1200

18th Street, N.W. #901 Washington, DC 20036, Tel. (202) 466-0222; Fax (202)

466-0226; Internet: http://www.ncbfaa.org/.

USDA’s Agricultural Marketing Service also helps exporters with problems

concerning the transportation of U.S. agricultural products, including forest

products through its Transportation and Marketing Division. For further

information contact USDA /AMS/TM, Room 4000, P.O. Box 96456 Washington,

DC 20090-6456, Tel. (202) 690-1300; Fax (202) 690-0338; Internet: http://

www.ams.usda.gov/.

Three types of ocean carriers ship products overseas. The first are conference

lines which consist of an association of ocean carriers providing common rates

and services. Individual conference carriers may take independent action and

offer shippers lower rates. Also, shippers may form associations to negotiate

lower rates with conferences.

The second type of carriers are the independents. Independent rates may be

higher than other carriers, but they may also be lower when in direct

competition with conference carriers. Both conference and independent

carriers operate on regular schedules and trade routes. Independent

proprietary carriers include major forest products companies with their own

transportation operations. These lines specialize in forest products and other

bulk commodity shipping.

The third type of carrier is the tramp vessel. These carriers generally handle

only bulk cargo and are not on regular schedules or trade routes. According to

the Western Wood Products Association, tramps’ economical rates make these

carriers a common means of shipping wood products.

Freight Forwarders

Export Shipping

Carriers
22

A booking contract is mandatory to reserve space for the cargo on a specified

vessel. You may not need to know this because most of the time a freight

forwarder can help with these details. In any case, the contract is binding

insofar as the carrier has the right to charge for reserved space that is not

used or to charge for canceled reservations without adequate notice.

Transporting lumber and other forest products through general cargo terminals

can be very expensive. Transportation costs can be significantly reduced by

using specialized forest products handling facilities at the ports of export and

destination, which will result in lower freight rates and landed costs.

The proper packaging of products is vitally important, particularly when

shipments are bound for ports with inadequate handling and storage facilities.

Lumber, plywood, and veneer bundles must be securely strapped and

protected from such hardships as rough handling, moisture, or weathering. In

many foreign ports, bundles may be stored uncovered while awaiting pickup or

delivery, making proper protection essential. Bundles should be clearly marked

according to foreign specifications and include the company logo or color

coding.

Wood products are shipped by a variety of methods including break bulk,

containers, flat racks, and lash barge. The most common methods are break

bulk for lumber and plywood shipments and containers for higher valued

shipments such as kiln-dried dimension stock, lumber clears, and veneer.

Freight containers are capable of holding approximately 4,000 board feet of

logs or 10,000-14,000 board feet of lumber, depending on the product and

moisture content. Maximum cargo weights are, however, limited by carriers to

comply with laws established to protect roads and bridges. A 40-foot container,

therefore, can only be loaded with about 46,000 pounds of forest products

when traveling over U.S. highways. Containers loaded at the port may have

higher cargo weights.

Any new and used coniferous solid wood packing material (SWPM) originating

from the United States, Canada, China, or Japan must meet certain

requirements designed to keep out the pinewood nematode. If these materials

are going to the EU, they must meet one of the following criteria:

• Heat treated or kiln-dried to a minimum core temperature of 56°C for at least

30 minutes in an approved chamber or kiln

• Pressure treated with an approved chemical in accordance with recognized

specification

• Fumigated with an approved chemical in accordance with recognized

specification

• Questions concerning SWPM should be directed to USDA/APHIS, Tel. (301)

734-5491. For a list of accredited inspection agencies, contact the American

Lumber Standards Committee, Tel. (301) 972-1700.

Terminals

Packaging and

Shipping

Treatment of

Coniferous Packing

Material
23

The documentation of exports is just as important as the goods you are

exporting. Faulty information or incomplete documentation can lead to delays

in transporting goods to their destination. Every shipment requires many

documents and every country varies as to the number and kind of documents

necessary for importing different goods. A freight forwarder, a specialist in the

area of exporting, can often provide advice and assistance regarding

documentation for shipping your goods. The Department of Commerce’s

district office closest to you or your forwarder can provide you with up-to-date

and specific information on export documentation.

Shipper Export Declarations (SEDs) are very important documents used not

only to identify cargo, but also to determine official U.S. export statistics. These trade statistics are used throughout the Government and by industry

organizations. The importance of accurate information on the export

declarations cannot be overstated.

Forms

The forms used for export declaration are: SED Form 7525 or

7525-V-Alternate (Continuation Sheet). These forms may be privately printed

or purchased from the U.S. Government Printing Office, Purchase Division,

North Capitol and H streets, NW, Washington, DC 20401, Tel. (202) 783-3238,

or from local Customs District Directors (See sample documents in Appendix

11). This form can also be downloaded from: http://www.census.gov/

foreign-trade/regulations/fonns/index.html. Additional information for

completing this form is also available through this site. Sample copies may also

be obtained from the Foreign Trade Division, Bureau of the Census,

Washington DC 20233, Tel. (301) 457-1086. Privately printed SEDs can be

very complicated due to the fact that they must conform in every respect to the

official forms. A free booklet outlining the correct way of filling out the Shipper’s

Export Declaration is available from the Foreign Trade Division.

The Bureau of the Census offers the Automated Report Program, through

which exporters, carriers, or freight forwarders may submit monthly reports by

computer (tape, disk, or direct transmission). For further information on this

program, contact the Automated Data Reporting Branch, Department of

Commerce, Foreign Trade Division, Bureau of the Census, Washington, DC

20233, Tel. (301) 457-2255; Fax (301) 457-2645; Internet: http://census.gov/

foreign-trade.

When SEDs are required

SEDs are required for nearly all shipments (see Exemptions section below)

from the United States, Puerto Rico, United States or Puerto Rican Foreign

Trade Zones (FTZ), and the U.S. Virgin Islands. SEDs are not required for

shipments from the United States or Puerto Rico to U.S. possessions, except

to the U.S. Virgin Islands, or from a U.S. possession to the United States or

Puerto Rico.

Export Documentation

Shipper Export

Declarations (SEDs)
24

Number of SED Copies Required

a) One copy for shipments to Canada, Puerto Rico, and the U.S. Virgin Islands;

b) One copy for exports through the U.S. Postal Service; and

c) Two copies for all other shipments.

Additional copies may be required for export control purposes by the

International Trade Administration, other Government agencies (when

authorized), customs directors, or the local postmaster.

Preparation

The SED must be prepared in English in a permanent medium (ink,

typewritten, etc.) with the original signed (a signature stamp is acceptable) by

the exporter or an authorized agent of the exporter. The agent must be

authorized by a power-of-attorney, or item #23 on form 725-V (an informal

power-of-attorney) must be completed. Use of the Automated Export System

(AES) to complete the SED on-line is increasing. The AES system can be

accessed via the U.S. customs website at http://www.customs.ustreas.gov/

impoexpo/imex-txt.html.

Requirement for separate SEDs

Separate SEDs are required for each shipment from one exporter to one

importer on a single carrier (including each rail car, container, or other vehicle).

However, customs directors may waive this requirement if multiple car

shipments are made under a single loading document and cleared

simultaneously. Also, merchandise requiring a validated export license cannot

be reported on the same SED with goods moving under a general export

license.

Presentation

a) Postal shipments-SEDs must be delivered to the postmaster when the

packages are mailed.

b) All other shipments-SEDs must be delivered to the exporting carrier before

exporting.

c) Exporting carriers are required to file SEDs and manifests with Customs.

d) Shipments from an interior point-SEDs may accompany the goods being

transported to the exporting carrier or the port of exportation, or they may be

delivered directly to the exporting carrier.

e) Shipments exempt from SED filing requirements-a reference to the

exemption must be noted on the bill of lading, air waybill, or other loading

document for verification that no SED is required.
25

Corrections

Corrections, amendments, or cancellations of data may be made directly on

the SED if it has not already been sent to the Bureau of the Census. If the SED

has been sent to the Bureau, any corrections, cancellations, or amendments

must be filed on a copy of the original SED marked “Correction Copy” and filed

with the customs director or the Postmaster where the declaration was

originally presented.

Retention of Shipping Documents

Three years is the usual length of time that the Bureau of the Census, U.S.

Customs Service, and the International Trade Administration require exporters

or their agents to produce copies of shipping documents.

Exemptions

a) Shipments (excluding postal shipments) that meet all of the following

requirements: the value of the goods under each Schedule B number or HS

code is $2,500 or less, a validated export license is not required, and the

goods are shipped to countries not prohibited by the Export Administration

Regulations.

b) Shipments through the U.S. Postal Service that do not require a validated

export license. These are: (1) when the goods are valued $500 or less, (2) if

either one of the parties is not a business concern, or (3) the shipment is not

for commercial consideration.

c) In-transit shipments not requiring a validated export license and leaving for a

foreign destination by means other than by ocean vessel.

d) Shipments from one point in the United States to another point by routes

passing through Canada or Mexico, and shipments from one point in

Canada or Mexico to another point by routes passing through the United

States.

When either all or part of the shipment does not require an SED, one of the

following statements must appear on the bill of lading, air waybill, or other

loading documents for carrier use.

1. “No SED required, Section 30.55(h), FTSR”

2. “No SED required- no individual Schedule B number valued over $2,500"

3. “Remainder of shipment valued $2,500 or less per individual Schedule B

number”
26

Administrative Provisions

SEDs and the information that is written on them are confidential and are

exempted from the Freedom of Information Act. SEDs are only for official

purposes authorized by the Secretary of Commerce in accordance with 13

U.S.C. Section 301. Neither Commerce nor the Census Bureau will give out the

information to anyone except the exporter or his or her agent.

Copies of the SEDs may be supplied to exporters or their agents when they

are needed to comply with official requirements, for instance authorization for

export, export control requirements, or USDA requirements for proof of export

in connection with subsidy payments. These copies will be stamped “Certified”

and are not for any other use and may not be reproduced in any form.

It is unlawful to knowingly make fake or misleading representations for

exportation. This is a violation of the Export Administration Act 50 U.S.C. App.

2410. It is also a violation of export control laws and regulations to be

connected in any way with an altered SED. Goods that have been, are being,

or for which there is probable cause to believe they are intended to be

exported in violation of the Export Administration Act are subject to seizure,

detention, condemnation, or sale under 22 U.S.C. section 401.

Regulations

Detailed information about the SED and its preparation is contained in the

Foreign Trade Statistics Regulations (FTSR - 15 CFR Part 30). Your local Small

Business Administration district office can also provide you with assistance. A

list of these offices can be found in Appendix VI. Copies of the FTSR may be

purchased from the Bureau of the Census, Washington, DC 20233, Tel. (301)

457-2238. Information concerning export laws and regulations of the

International Trade Administration is contained in the Export Administration

Regulations, which may be purchased from the Government Printing Office,

Tel. (202) 512-1800; Fax (202) 512-2250.
27

Documentation Prepared by

Export License — issued upon application Exporter

to the U.S. Department of Commerce.

Currently no export license is required for

exporting solid wood products with the

exception of Western red cedar.

Destination Control Statement — prevents Freight Forwarder

export to unauthorized destinations

Shipper’s Export Declaration — for compiling “

U.S. statistics/enforcing U.S. export controls

Banking Papers “

Letters of Transmittal — for items eligible for “

duty drawback

Notice of Exportation - for items eligible for “

duty drawback

Certificates of Origin — for items eligible for “

duty drawback

Export Packing List — itemizes products shipped “

Domestic Packing List — itemizes products Exporter

shipped

Insurance Certificate Freight Forwarder

Pro Forma Invoice — a formal price quotation Exporter

with a detailed account of individual costs

Letter of Credit — a promise to pay a specified Importer

amount of money upon receipt by the bank at

the buyer’s request in favor of the seller

Bill of Lading — a detailed description of the Freight Forwarder

cargo including destinations. Two types are

necessary, an inland and an ocean bill of

lading

Phytosanitary Certificate — a certificate stating APHIS

that the goods are free of disease and infestation

Table 2: Shipping Documents Required in Exporting

More detailed information about exporting documentation may be obtained from the international

departments of major banks, freight forwarders, or the United States Council of the International

Chamber of Commerce, 1212 Avenue of the Americas, New York, NY 10036.
28

Schedule B—Statistical Classification of Domestic and Foreign Commodities

from the United States. For sale by the Superintendent of Documents, U.S.

Government Printing Office, Washington, DC 20402 and local U.S. Customs

District Directors.

Schedule C—Classification of Country and Territory Designations for U.S.

Foreign Trade. Free from the Bureau of the Census, Washington, DC 20233.

Also included as part of Schedule B.

Schedule D—Classification of Customs Districts and Ports. Free from the

Bureau of the Census. Also included as part of Schedule B.

Schedule K—Classification of Foreign Ports by geographic trade area and

country. Also free from the Bureau of the Census.

Foreign Trade Statistics Regulations—For sale by the Bureau of the Census.

The following checklist is a general guide outlining the steps involved in

completing an export shipment under a confirmed letter of credit (L/C). The

actual procedure will vary according to the bank’s financing arrangements and

the services provided by the freight forwarders and steamship companies. The

price basis (f.o.b., f.a.s., c.i.f., etc.) and the terms of sale agreed upon between

the exporter and importer also will affect the procedures followed in exporting.

Check first with the international department of your bank and the freight

forwarder to determine all financing and documentation requirements and

procedures.

❑ U.S. exporter and foreign importer agree on the terms of the sale.

❑ Importer applies for a letter of credit (L/C) at the foreign bank.

❑ Foreign bank issues the L/C to the exporter’s bank.

❑ Importer sends a purchase order accompanied by a copy of the L/C to the

exporter.

❑ Exporter prepares the order for shipment, arranges for inland

transportation of the shipment to the port, and issues shipping instructions

to a freight forwarder.

❑ Exporter’s freight forwarder selects a suitable vessel, contacts the outbound

steamship line office, and books space on a particular vessel. The freight

forwarder also collects or prepares the exporting documents, including the

inland bill of lading, ocean bill of lading (B/L), and insurance and

phytosanitary certificates. (The exporter may arrange for marine insurance

through a private insurance company).

❑ Freight forwarder pays the bills due from the outbound steamship line and

transmits to the exporter the original ocean bill of lading, together with the

bill covering the inland freight, the stevedoring costs, and the freight

forwarder’s services.

Reference Schedules

Exporting Checklist
29

❑ Exporter prepares a “commercial set”—a negotiable bill of lading, a copy of

the L/C, an invoice, a bill for the freight forwarder’s charges, insurance

certificates, and, if necessary, a customs invoice. The exporter sends the

commercial set to the exporter’s bank.

❑ Upon receipt and acceptance of the commercial set, the bank pays the

exporter covering the shipper’s invoice in accordance with the L/C issued by

the importer’s bank. The bank transmits the commercial set and a debit

notice to the importer’s bank for payment.

❑ The exporter or freight forwarder sends a non-negotiable copy of the bill of

lading to the importer notifying that the cargo has been shipped.

❑ After the vessel has sailed, the outbound steamship line’s office sends the

manifest to the inbound steamship office, together with non-negotiable

copies of the bills of lading, arrival notice, delivery receipt, and container list.

❑ Outbound steamship office submits to the U.S. Customs one non-negotiable

copy of the ocean bill of lading with the shipper’s export declaration. This

must be accomplished within 4 working days of the vessel’s clearance from

the U.S. port.

❑ Depending on the terms of the sale and financing arrangements, the

exporter may be liable for the shipment after the vessel has sailed. Check

with the bank, freight forwarder, and insurance company to determine your

rights, responsibilities, and liabilities, as well as the proper procedures to

follow in completing the export sale.
30

The organization of a firm and how its wood products are sold overseas are

related to and depend on several factors including the size of the company,

productive capacity, types of wood products, degree of processing, previous

exporting experience, and business conditions overseas. “In house”

organization of the business involves direct selling of wood products by the

U.S. producer to the foreign importer. The producer is usually responsible for

shipping the product overseas.

Traditional and customary marketing and business practices in a foreign

country will dictate how the products will be sold. Depending on the country,

direct selling may involve working with foreign sales representatives, agents, or

distributors. For example, agents are very active in the wood products trade in

the United Kingdom and other European countries. In Japan, trading

companies are the primary contacts.

“In house” organization provides the company greater control over the export

marketing procedures for the firm’s products. In general, there are higher

startup costs and fewer economies of scale under this organizational structure

than with the others described below.

EMCs are generally small, closely held companies which represent wood

products manufacturers in export marketing. The EMC may represent a

number of small, unrelated companies and provide benefits (economies of

scale) relating to foreign sales, marketing missions, and scheduling or shipping

products for export. The EMC often retains the identity of the manufacturer

when dealing with foreign importers, whereas agents work under their own

names.

The largest domestic obstacles to exporting—lack of knowledge of foreign

marketing, limited credit facilities, and legal restrictions in cooperating with

other U.S. companies (antitrust violations)—may be overcome by forming an

export trading company (ETC). ETCs may assume the risks involved with

international trade by taking title to the products and assuming responsibility

for marketing and selling the products overseas.

One publication, the Export Trading Company Guidebook, is available for sale

from the U.S. Government Printing Office, Tel. (202) 512-1800. Additional

assistance may be obtained from the Office of Export Trading Company Affairs,

International Trade Administration, Herbert C. Hoover Building, 14th and

Constitution Ave., NW, Washington, DC 20230; Tel. (202) 482-5131; Fax (202)

482-1790; Internet: http://www.doc.export.com.

Business Organization of Firms Involved in Exporting

“In House”

Export Management

Companies (EMCs

or Agents)

Export Trading

Companies (ETCs)
31

Export Merchants

(EMs)

Similar to an ETC, an export merchant (EM) may take title to a producer’s

goods and be responsible for selling to the foreign importer. The advantages of

using an export merchant include:

1. Wood products are sold to an export merchant domestically. Producers do

not need to be familiar with foreign business practices—this is the

responsibility of the EM.

2. The EM may handle all intermediate processing and handling functions,

such as pressure treatments or kiln-drying of lumber prior to export.

3. The EM may serve as a “sorter” or distribution yard for lumber and other

products. This permits lumber to be regraded specifically for export and

specialty markets. Lower volume, high-quality products may become more

marketable as a result of using an EM.

4. EMs may become familiar with the operation of small lumber mills and wood

producers and may provide valuable assistance in producing wood products

for the export market.
32

Like any business venture, success in exporting wood products depends

heavily on the ability of the exporting company to stay in touch with important

changes in the target country. Current market information and a firm

understanding of the country’s business and social traditions can allow a firm

to respond quickly to changes in consumer demand and capitalize on

emerging opportunities. Without such information, it is quite difficult to run a

profitable export business. There are many sources for market information and

assistance available to U.S. companies interested in exporting.

Foreign Agricultural Service

The Foreign Agricultural Service (FAS) of the U.S. Department of Agriculture is

responsible for developing, maintaining, and expanding export markets for U.S.

agricultural commodities—including solid wood products. FAS provides foreign

market information; works to gain foreign market access for U.S. farm, food,

and forest products; and cooperates with U.S. nonprofit trade associations to

conduct market development activities overseas. The FAS provides companies

with a number of options for obtaining timely information on export markets.

Overseas Offices

FAS represents U.S. agriculture overseas through a network of agricultural

counselors, attaches, and trade officers in 93 foreign posts covering 129

countries. The staff supervises market development activities, reports to FAS in

Washington, DC, and alerts the U.S. trading community to foreign market

opportunities and competition.

Each U.S. agricultural counselor/attache office is in frequent contact with

foreign buyers and overseas representatives of U.S. firms and associations,

and helps U.S. agricultural exporters, associations, and allied groups establish

contacts with government officials and foreign traders. In addition, Agricultural

Trade Offices (ATOs) have been opened in Sao Paulo, Dubai, Guangzhou

(Canton), Hamburg, Hong Kong, Jakarta, Mexico City, Osaka, Riyadh,

Moscow, Seoul, Shanghai, Singapore, Taipei, and Tokyo. These trade offices

serve as a one-stop service center for U.S. exporters, nonresident private trade

groups, and others engaged in exporting and importing U.S. agricultural

commodities. You can review the FAS Post and ATO home pages at: http://

www.fas.usda.gov/fasposts.html. A directory of FAS Field Officers and

overseas contacts can also be obtained through the Internet at: http://

www.fas.usda.gov/scriptsw/fasfield/ovc_frm.asp.

Export Market Information and Assistance

U.S. Department

of Agriculture
33

Annual Reports

Annual reports on wood products production, marketing, and trade issues for

33 selected foreign markets are available on an annual subscription basis. The

markets are:

Australia France Poland

Austria Germany Romania

Belgium-Luxembourg Hungary Russia

Brazil Indonesia Spain

Burma Italy Sweden

Canada Japan Taiwan

Chile Korean Republic Thailand

China Malaysia UK

Cote D’Ivoire Mexico Vietnam

Denmark Netherlands

Egypt New Zealand

Finland Philippines

The annual reports are prepared by FAS agricultural counselors,

attaches, and trade officers overseas. To get current prices or place a

subscription order for the scheduled reports, voluntary reports, and report

updates contact the Reports Officer/FAS, USDA, Room 6078-South Building,

Washington, DC 20250-1000. Tel. (202) 720-0924; Fax (202) 720-7729.

Electronic Access—The annual reports are available electronically via the

Internet and Electronic Bulletin Board systems. In addition to the reports, there

are more than 3,000 articles covering a wide range of related topics available

from the electronic sources. They are available on the Internet at: http://

www.fas.usda.gov/ffpd/attache_reports.htm and at http://www.stat-usa.gov.

Circulars

FAS’ Forest and Fishery Products Division publishes five circulars a year that

offer a comprehensive overview of the world supply and demand situation for

wood products. The circulars, entitled Wood Products: International Trade and

Foreign Markets, include extensive data tables of U.S. exports of logs, lumber, plywood, veneer, and a variety of other solid wood products. Species data for

some products are included. In addition, key trade developments and voluntary

reports from FAS overseas posts are highlighted. Foreign wood products

production, supply, and distribution data are also provided. For information on

circular content, contact the FAS Forest and Fishery Products Division, Tel.

(202) 720-0638; Fax (202)720-8461.

For subscription information and current prices, contact U.S. Department of

Commerce, Technology Administration, National Technical Information Service,

Order Department, 5285 Port Royal Road, Springfield, VA 22161, Tel. (703)

605-6000; Fax (703) 605-6900; Internet: http://www.ntis.gov. You can read the

forest products circulars on the Internet at: http://www.fas.usda.gov/ffpd/

forestcirculars.htm. The reports remain “current” until the succeeding issue is

available. Older issues are available in the archives section of the home page.
34

We also make available selected cover articles and graphics from these

publications, in a separate section of the site. Reports are also available from

the Economic Bulletin Board at: www.Stat-USA, on the same schedule. For

more information, you may contact Stat-USA at (202) 482-1986.

The AgExport Connections Office

Through FAS services, agricultural exporters can keep abreast of foreign

market development opportunities with marketing research reports, trade

leads, product publicity, and listings of prospective foreign importers. FAS

serves as the liaison between U.S. companies and foreign importers seeking

U.S. wood and other agricultural products. FAS works to help U.S. producers

introduce products in new markets and further expand established markets.

FAS’ agricultural counselors, attaches, and trade officers transmit market

information, trade, and economic statistics electronically to FAS offices in

Washington, DC. U.S. companies can take advantage of the following export

services:

1. Trade Leads are inquiries submitted by foreign buyers for specific products.

They are transmitted electronically to the AgExport Connections Office by

FAS trade officers in nearly 50 countries. Trade Leads may be accessed

through the following means:

a) Internet — Trade Leads are available on a daily basis through the FAS Home Page. You can access new Trade Leads each day or search for

previous Trade Leads by country, product, or date. In addition to Trade

Leads, the Homepage contains information on USDA/FAS programs and

services, as well as trade statistics and foreign market reports. The

Internet address is: http://www.fas.usda.gov/scripts/agexport/

TradeLeadQuery.asp.

Trade Leads are also available on other private and public bulletin boards.

Contact your state agriculture department, trade office or Chamber of

Commerce to determine if this service is available locally.

b) Fax polling — Another way to receive trade leads is by fax. Just poll the AgExport fax system each week using your own fax machine. The

information is free. You pay only for the cost of the call. The number to call

to poll the machine with information on wood products is (202) 720-8980.

Instructions on how to poll for trade leads are available by calling (202)

690-3416.

c) Newspapers, trade journals, newsletters — Trade Leads may also appear in newsletters or trade journals published by private firms or State and

local government offices. Check with your State agriculture department,

trade office, or Chamber of Commerce for further information.

2. Foreign Buyer Lists are drawn from a database that includes more than

30,000 foreign buyers of food, farm, and forest products in nearly 70

countries. The lists provide important details on each firm such as contact
35

person, address, telephone, fax, and type of product(s) imported. Please

note that you may order these lists by product for a specific country. The

current charge for each list is $15.

For further information on foreign buyers lists, please contact: AgExport

Connections USDA/FAS/AGX, Ag Stop 1052, Washington, DC 20250-1052,

Tel: (202) 690-3416 Fax (202) 690-4374

3. The U.S. Supplier List database is one of the fastest and most efficient ways

for a foreign buyer of U.S. food, farm, fish, and forest products to contact you

directly. This searchable database is designed to help small to medium-sized

U.S. exporters make contact with export agents, trading companies,

importers, and foreign buyers and create an opportunity to sell their

products in overseas markets. We encourage you to register your company

for free. Online registration is available at: http://www.fas.usda.gov/agexport/

ussuppinfo.html. To receive a U.S. Supplier List, the current charge is $15

each. For further information on U.S. Suppliers Lists, please contact Ag

Export Connections, USDA/FAS/AGX, AG Box 1052, Washington, DC

20250-1052. Tel:(202) 690-3421; Fax (202) 690-4374.

4. Buyer Alert is a biweekly newsletter distributed by USDA’s overseas offices

that can introduce your forest products to foreign buyers around the world.

Buyer Alert helps U.S. exports reach more than 15,000 importers in nearly

60 countries. Each announcement in the newsletter provides a product

description, offer terms, and information about your company.

To receive a free copy of the AgExport Action Kit, which contains detailed

information on the above services and other USDA programs, contact

AgExport Connections, AgBox 1052, AGX/FAS/USDA, Washington, DC 20250-

1052. Tel. (202) 720-7103; Fax (202) 690-4374.

Publications, reports, and other information provided by FAS can be reached

through the World Wide Web at the following URL: http://www.fas.usda.gov.

Agricultural Marketing Service

The Shipper and Exporter Assistance Program (SEA) area of USDA’s

Agricultural Marketing Service (AMS) provides the following services:

❑ Technical Assistance—SEA publishes export handbooks, directories, and

market reports; sponsors export seminars; and participates in technical

exchanges with other countries.

❑ Policy Analysis—SEA analyzes such topics as the future transportation

needs of the U.S. agricultural export community and the impact of transport

regulations on agricultural shippers.

❑ Special Reports—SEA produces special reports on moving U.S. products to

emerging markets. Special reports also cover issues such as packaging

refrigeration, and shipping costs of agricultural exports.
36

For further information contact the USDA Agricultural Marketing Service/

Shipper and Exporter Assistance at (202) 690-1304, Internet address: http://

www.ams.usda.gov/tmd/tmdsea.htm.

Animal and Plant Health Inspection Service

USDA’s Animal and Plant Health Inspection Service (APHIS) actively

participates in international programs to protect against the spread of plant and

animal pests and diseases. Many foreign countries require that shipments of

unprocessed wood products be accompanied by phytosanitary (plant health)

certificates. These certificates are issued by APHIS at the request of the

shipper, certifying that the products conform to foreign quarantine import

requirements.

For example, the European Union (EU) requires a phytosanitary certificate for

U.S. shipments of oak veneer logs certifying that the logs have been fumigated

with methyl bromide according to approved EU treatment schedules and

procedures.

Inspections and certifications are handled by Federal officers and State

government cooperators and are not normally valid if conducted more than 14

days prior to the export of the commodity. The exporter must make an

application for an inspection and make the commodity available for physical

inspection.

Certification is recognized by foreign plant protection services and by regional

plant protection organizations. Phytosanitary certificates are not issued to

satisfy letters of credit or other commercial contract terms and are not

certifications of grade or quality. Foreign country phytosanitary requirements

and certifications may be obtained by contacting: USDA/APHIS at port of

export, or for general information, contact APHIS, Plant Protection and

Quarantine (PPQ) at USDA/APHIS/PPQ, 4700 River Road, Suite 4C03,

Riverdale, MD 20737, Tel. (301) 734-8537; Fax (301) 734-5007; Homepage:

http://www.aphis.usda.gov/ppq.

Forest Service

The Forest Service conducts research and analysis of the U.S. timber supply,

demand, and wood products trade. Forest Service experiment stations and the

Forest Products Laboratory (FPL) can provide useful information and research

on exporting.

The Forest Products Laboratory conducts wood utilization research and

development to provide the science and technology needed to maintain and

extend forest resources primarily within the United States, but also

internationally. Research is conducted in the areas of wood science, solid

wood processing and end-use performance, composites, pulping and

papermaking, timber demand and assessment for wood-based materials,

wood identification, fire and durability performance, and biotechnology related

to wood processing and protection. FPL programs help promote sustainable

forest management by maximizing the benefits derived from timber resources
37

through increased efficiency of conversion and use, recycling, increasing

durability in end use applications, and overcoming environmental impacts

associated with the conversion, processing, use and reuse of wood and woodbased materials. Contact: USDA Forest Service, Forest Products Laboratory,

One Gifford Pinchot Drive, Madison, WI 53705-2398. Tel. (608) 231-9200; Fax

(608) 231-9592; Homepage: http://www.fpl.fs.fed.us.

The North Central Research Station conducts research on genetic and silvicultural systems for sustainable, intensive forestry through the

development of plant materials and production strategies necessary to deploy

intensively managed tree plantations for multiple uses. The station’s Forestry

Science Laboratory also conducts timber harvest modeling research that

permits forest managers to simulate timber removals in a spatial context that

allows evaluation of habitat and biodiversity effects of forest alternatives.

Contact: Project Leader, Forestry Sciences Laboratory, 5985 Highway K,

Rhinelander, WI 54501. Tel. (715) 362-1115; Fax (715) 362-1166.

Additionally, the station’s Hardwood and Tree Improvement Division conducts

research and technology development to improve the genetic quality and

regeneration success of hardwood species, including identification of the

genetic structure of desirable traits in natural populations, advanced

techniques for mass propagation of planting stock, and development and

demonstration of improved planting techniques. Contact: Director, Hardwood

Tree Improvement and Regeneration Center, 1159 Forestry Building, Purdue

University, West Lafayette, IN 47907-1159. Tel. (765) 496-6016; Fax (765)496-

2422

The station also conducts research to determine the mechanisms of tree

resistance to insects and the effects of various environmental stresses on treeinsect interactions. Life history information developed through this research

has been used to modify U.S. and Canadian federal quarantines for insect

pests. Contact: Project Leader, 1407 Harrison Road, Michigan State University,

East Lansing, MI 48823. Tel. (517) 355-7740; Fax (517) 355-5121

The Northeastern Area, State and Private Forestry, provides technical support and financial assistance to improve management of non-Federal land,

including developing and expanding both domestic and international markets.

Field office locations and web site addresses for the Northeastern Area’s three

field offices are:

(1) 1992 Folwell Avenue; St. Paul, MN 55108. Tel. (651) 649-5243; Fax (651)

649-5238; Homepage: http://willow.ncfes.umn.edu

(2) 180 Canfield St., Morgantown, WV 26505. Tel. (304) 285-1541; Fax (304)

285-1505; Homewpage: http://www.fs.fed.us/na/morgantown

(3) 271 Mast Rd., Durham, NH 03824. Tel. (603) 868-7692; Fax (603) 868-

7604; Homepage: http://www.fs.fed.us/na/durham
38

The Northeastern Research Station conducts research on hardwood supply and demand and solid wood fiber substitution trends in major industrial and

consumer markets in the United States and overseas. In addition, research is

ongoing at the Princeton laboratory to improve manufacturing efficiency and

market acceptance of lower grades and less utilized species. Contact: Project

Leader, USDA Forest Service, Forestry Sciences Laboratory, 241 Mercer

Springs Road, Princeton, WV 24070. Tel. (304) 431-2700; Fax (304) 431-2772;

E-mail: bhansen/ne_pr@fs.fed.us.

The Pacific Northwest Forest and Range Experiment Station handles

macroeconomic modeling of U.S. markets of wood products. Contact: USFS/

PNWFRES, 1221 SW Yamhill, P.O. Box 3890, Portland, OR 97208. Tel.(503)

808-2002; Fax (503) 808-2033.

The Rocky Mountain Research Station conducts research with emphasis on the Rocky Mountains, Great Basin, and the Southwest. For information contact:

Rocky Mountain Research Station Public Affairs, Natural Resources Research

Center, 2150 Centre Ave., Building A, Fort Collins, CO 80526. Tel. (970) 295-

5920; Fax (970) 295-5959.

The Southern Research Station conducts forestry research that emphasizes measuring and monitoring forest resources; understanding ecosystem

structure, function, and processes; managing resources for sustained and

enhanced productivity; and protecting environmental quality in Southern

forests. Contact: Station Director, USDA Forest Service, Southern Research

Station, P.O. Box 2680 Asheville, NC 28801. Tel (828) 257-4300; Homepage:

http://www.srs.fs.fed.us.

National Trade Data Bank

The Department of Commerce offers the National Trade Data Bank (NTDB) for

sale on CD-ROM. The NTDB, the U.S. Government’s most comprehensive

source of world trade data, is a trade library of more than 200,000 documents.

Topics on the NTDB range from export opportunities by industry, country, and

product to demographic, political, and socioeconomic conditions in hundreds of

countries. The NTDB can also be accessed through the Internet address at

http://www.stat-usa.gov. For subscription information and current prices contact

STAT-USA at (202) 482-1986.

International Trade Administration

The International Trade Administration (ITA) of the U.S. Department of

Commerce provides a wide range of services and programs to assist U.S.

firms in developing export markets. The best point of contact for U.S. firms is

their local Department of Commerce Export Assistance Center, of which there

are 105 across the United States (See appendix V). These offices are run by

the division of ITA known as the U.S. Commercial Service. Assistance is also

available overseas through 157 commercial offices located in 84 countries

which are part of this same network. They are located in embassies and

consulates in countries comprising more than 95 percent of the world market

for U.S. products.

U.S. Department of

Commerce
39

For information about a specific country, contact the appropriate country desk

officer at the ITA. A list of ITA desk offices and Foreign Commercial Service

District Offices can be found on the Internet at http://www1.usatrade.gov/

website/website.nsf.

Some of the services provided by the International Trade Administration, ITA,

are listed below:

❑ “Export Programs Guide: A Business Guide to Federal Export Assistance,” is

a booklet that is published annually. It contains valuable information about

government programs that help U.S. companies export their goods around

the world. A free copy can be ordered by calling the U.S. Trade Information

Center at 1-800-872-8723.

❑ International Partner Search (IPS) is handled through the export assistance

centers. U.S. commercial officers overseas locate interested and qualified

representatives on behalf of a U.S. firm. The commercial officer prepares a

report identifying up to five pre-screened prospects that have examined the

U.S. firm’s product literature and have expressed interest in representing the

company. There is a charge per market or specific area.

❑ The Trade Opportunity Program (TOP) provides daily worldwide trade leads

from overseas buyers seeking to purchase U.S. products or represent U.S.

companies. TOPs are available electronically via the Economic Bulletin

Board and Internet at www.stat-usa.gov. For subscription information and

current prices, contact STAT-USA at (202) 482-1986.

❑ Industry Sector Analysis (ISA) offer succinct international market information

on specific industries that can help determine potential, market size, and

competitors. They are available through the Internet at http://

www.usatrade.gov.

❑ International Company Profiles (ICP) provide background information on

individual overseas firms, giving information about each firm’s reputation,

creditworthiness, and its overall reliability and suitability as a trade contact

for U.S. exporters. ICPs are designed to help U.S. firms locate and evaluate

prospective customers overseas. Information includes: name, address, key

contact, number of employees, type of business, general reputation in trade

and financial circles, year established, sales territory, and products handled.

Contact your local Export Assistance Center for details and cost.

❑ Commercial News, USA (CNUSA) assists U.S. companies in advertising the

availability of new U.S. products in overseas markets and provides a method

for testing new markets. Under CNUSA, descriptions of the products are

published in the monthly publication Commercial News USA. For more

information visit http://www.cnewsusa.com.

❑ The Infrastructure Division assists U.S. companies seeking business in

connection with large-scale infrastructure projects around the world. They

track foreign infrastructure projects throughout their development from the

initial feasibility stages through master-planning, engineering design,

construction, and startup. They have a database where these projects can
40

be searched. Contact them at Tel. (202) 482-4642, Fax (202) 482-3954;

Internet: http://www.ita.doc.gov/td/infrastructure.

❑ The Office of Forest Products and Domestic Construction offers various

reports on foreign and domestic developments, and is active in export

services. Contact: Tel. (202) 482-0375; Fax (202) 377-0382; Internet: http://

www.ita.doc.gov/td/forestprod.

❑ The Office of Trade Finance (OTF) offers counseling and advice on counter

trade. Contact: OTF, ITA, U.S. Dept. of Commerce, Rm 4004, Washington,

DC 20230, Tel. (202) 482-3050; Internet: http://www.ita.doc.gov/td/efm.

The Office of the U.S. Trade Representative (USTR) is an agency of the

Executive Office of the President. It is responsible for directing all formal U.S.

trade negotiations and for formulating U.S. trade policy. It works closely with

USDA and other agencies in this effort. It represents the United States in

formal tariff and nontariff negotiations.

Individual exporters rarely have direct contact with this office unless they wish

to file a complaint about unfairly subsidized overseas competition or other

trade practices. USTR may be reached at 600 17th Street NW, Washington,

DC 20508. Tel. (202) 395-3230; Internet: http://www.ustr.gov.

State departments of agriculture and related agencies cooperate with USDA in

promoting and marketing U.S. foods and other agricultural products abroad.

Many of these State departments of agriculture now have full-time international

marketing specialists. Also, some State foresters have a trade specialist on

their staff. The 2000 Roster of State Foresters is shown in Appendix III. State

level contacts, many of whom work at these State departments of agriculture,

are listed in Appendix XI.

The State departments of agriculture provide assistance to new-to-export and

established exporting firms. In addition, they assist FAS in arranging itineraries

and appointments for foreign buyers, agriculturalists, and government officials.

A variety of private credit-reporting, financial, and market-servicing firms target

their services to the U.S. exporter. Generally, these companies provide weekly

or monthly reports by world areas with special reports targeted to specific

countries. Market research and studies outlining short-term trends in

international markets and financing also are available. The companies listed

below provide many of these services and represent a small sample of firms

providing this information. The following information was provided by the

companies. Citation in this publication does not represent an endorsement by

the U.S. Department of Agriculture or any other U.S. Government agency.

Additionally, no guarantees of commercial performance or reliability are

intended nor intent of discrimination implied.

Office of the United

States Trade

Representative

State Departments of

Agriculture and State

Export Agencies

Private Market

Information Sources
41

Dun & Bradstreet — Offers a number of publications about international

marketing, exporting, and foreign corporations and companies. Dun &

Bradstreet’s “Exporters’ Encyclopedia” includes information on export shipping

documentation, export market profiles, financing, laws and regulations,

communications, and transportation for over 200 countries. D&B’s

“International Risk and Payment Review” presents the D&B Country Risk

Indicator to show the relative strengths of 120 countries. “D&BWorldBase(r)”,

an online database, provides access to over 64 million companies, as well as a

listing of their officers and subsidiaries/affiliates worldwide. Other publications

and CD-ROMS available from Dun & Bradstreet include: “D&B Principal

International Business, “Who Owns Whom” (identifies parent companies, their

subsidiaries and associates), “D&B Europa,” “D&B Asia/Pacific Key

Enterprises,” “D&B Canadian Key Business,” “D&B Key British Enterprises.”

Contact: Dun & Bradstreet, Business Reference Solutions, 3 Sylvan Way,

Parsippany, NJ 07054. Tel. (800) 526-0651; Internet: http://www.dnb.com.

The Economist Intelligence Unit (EIU) — The EIU is the business-to-business

arm of The Economist Group, publisher of The Economist. They provide country intelligence and analysis of worldwide market trends and business

strategies. They have a global network of over 500 analysts which assesses

and forecasts political, economic, and business conditions in 195 countries.

For information contact: The Economist Intelligence Unit, 111 West 57th St.,

New York, NY 10019. Tel. (212) 554-0600; (800) 938-4685; Fax (212) 586-

1181; Internet: http://www.eiu.com or http://www.eiu.onlinestore.com.

The Gale Group — A resource for researchers who want to know more about

any company or industry. Their Business and Company Resource Center

provides a variety of global business information including case studies,

competitive intelligence, and investment publications. For further information:

The Gale Group, 362 Lakeside Dr., Foster City, CA 94404. Tel. 650-378-5000;

Fax 800-414-5043; Internet: http://www.galegroup.com.
42

U.S. WOOD EXPORTER

(How can one obtain information about foreign exchange markets?)

Local & State Levels

• State Departments of

Agriculture & Commerce

• Local Trade Associations

• U.S. Department of Commerce District Offices

• Small Business Administration Regional Offices

• Chambers of Commerce

• Universities

U.S. National Level

• USDA Foreign Agricultural

Service (FAS)

• Wood Cooperators:

– American Forest & Paper

Association (AFPA)

– APA-The Engineered

Wood Association (APA)

– Southern Pine Council

(SPC)

– American Hardwood

Export Council (AHEC)

– Softwood Export Council

(SEC)

• USDA Animal and Plant

Health Inspection Service

(APHIS)

Overseas Offices

• FAS Attaches

• Wood Cooperator Representatives

• US & Foreign Commercial

Service

⇒

⇒

⇒

1. Is my company ready to

export?

2. Do you provide any training or

seminars for companies just

starting or for those with a

modest amount of export

experience?

3. What products from my State

are currently successful in

overseas markets?

4. Are any other companies from

my area actively exporting my

products in country A?

5. Are there any local or State

funds available to assist my

company’s efforts?

6. How can I join an upcoming

industry or State delegation’s

travel to country B?

7. Where can I find a good

banker or freight forwarder?

8. Where can I get help with

export financing?

9. Where can I get help writing

my business plan?

1. What are the trends in purchases from our major overseas markets?

2. Where can I find specific

country information? Do you

have any reports about market

situation in country C?

3. Where can I get information on

regulations, certification, and

tariffs?

4. Can the Federal Government

provide any assistance?

5. Are there any upcoming

international trade shows that

might be worthwhile? Do any

cooperators offer beneficial

sign up terms for overseas

trade shows?

6. What benefits might my company gain by joining an industry association which focuses

on exporting?

7. How do I find buyer information

or trade leads for my exporting

business?

1. I’m traveling to Country A next

month. Can you meet with me

or suggest any companies to

meet with?

2. My product is stuck in port B

due to a problem with documentation. What can I do?

3. We have established a distribution system in country C. Do

you have any promotional

activities that we can participate in to expand our export

sales?

4. Who are our main competitors

in country A?

5. How is this commodity sold

and packaged for retail sale?

6. Would you please comment on

the probability of acceptance

for my product in your market?

7. Are there any political issues

or holidays in country B that I

should be aware of?
43

The Foreign Agricultural Service (FAS) administers several programs that

promote or assist exporters of U.S. solid wood products. Two of these

programs, the Foreign Market Development (FMD) program and Market

Access Program (MAP) are conducted via cooperative agreements with the

American Forest & Paper Association (AF&PA). The Export Credit Guarantee

Program (GSM-102) is available to private U.S. commodity suppliers.

The goal of the Foreign Market Development Program, also known as the

cooperator program, is to develop, maintain, and expand longterm export

markets for U.S. agricultural products. Created 45 years ago, the program

fosters a trade promotion partnership between USDA and U.S. agricultural

producers and processors who are represented by nonprofit commodity or

trade associations called cooperators. Under this partnership, USDA and the

cooperators pool their technical and financial resources to conduct market

development activities outside the United States.

Participants in the program include approximately 40 groups representing

specific U.S. commodity sectors, including solid wood products. FAS has a

cooperative agreement with AF&PA, which has the responsibility for

coordinating all of the wood products export market development programs

being undertaken with FAS. In turn, AF&PA member trade associations

conduct market development activities in cooperation with FAS. Jointly

financed export promotional activities include trade servicing, technical training

and educational programs, seminars, demonstrations, international trade

exhibits, and trade missions to and from the United States. This program is not

available to individual companies. More information can be found by contacting

the Forest and Fishery Products Division at 14th & Independence Avenue,

S.W., Washington, DC 20250-1047. Tel. (202) 720-0638; Fax (202) 720-8461;

Internet: http://www.fas.usda.gov/mos/programs/fmd.html

The Market Access Program (MAP), authorized in 1996, uses funds from

USDA’s Commodity Credit Corporation (CCC) to help U.S. producers,

exporters, and other trade organizations finance promotional activities for U.S.

agricultural products. The MAP encourages the development, maintenance,

and expansion of commercial export markets for agricultural commodities

including solid wood products. Activities financed include consumer

promotions, market research, technical assistance, and trade servicing.

Additional information on these programs can be found at http://

www.fas.usda.gov/mos/programs/mapprog.html and http://www.fas.usda.gov/

mos/programs/fmd.html or by contacting the Forest and Fishery Products

Division at 14th & Independence Avenue, S.W., Washington, DC 20250-1047.

Tel. (202) 720-0638; Fax (202) 720-8461; Internet: http://www.fas.usda.gov/

ffpd.

The Export Credit Guarantee (GSM-102) program, administered by FAS, is

designed to facilitate export financing of agricultural commodities or products.

Credit terms range up to 3 years for many products and 720 days for wood

products. With each transaction, the buyer must open a U.S. dollar

denominated letter of credit on an approved foreign bank. The U.S. exporter

USDA Export Programs

Foreign Market

Development Program

Market Access

Program

Export Credit

Guarantee Program

(GSM-102)
44

pays a fee and receives a payment guarantee from the CCC that will cover 98

percent of the principal and approximately 50% of the interest owed to the U.S.

bank in the event that the foreign bank defaults.

Usually, the exporter assigns the payment guarantee to the U.S. bank financing

the export sale. Thus, the foreign buyer may purchase agricultural commodities

on deferred payment terms, and the exporter may nevertheless receives

payment upon presentation of commercial documents to the U.S. bank. The

U.S. bank financing the sale is protected by the CCC’s guarantee in the event

the foreign bank defaults under the letter of credit or related obligation. By

transferring the risk of loss from U.S. exporters to the U.S. Government, the

program helps to facilitate exports and permits exporters to meet competition

from other countries.

The GSM-102 program is intended for cases where credit is necessary to

increase or maintain U.S. exports to a foreign market and where private

financial institutions would be unwilling to provide financing without the CCC’s

guarantee. The program is directed toward countries where the guarantees are

necessary to secure financing of the exports and where the CCC has a

reasonable expectation that the country and bank are creditworthy. For

additional information about the GSM-102 program contact: Director,

Operations Division, Export Credits, Box 1035-S, FAS/USDA, Washington, DC

20250-1035. Tel. (202) 720-6211; Internet: http://www.fas.usda.gov/excredits/

exp-cred-guar.html

The Emerging Markets Program is authorized by the Food, Agriculture,

Conservation, and Trade Act of 1990 (FACT Act), as amended by the Federal

Agriculture Improvement and Reform Act of 1996 (FAIR Act). Under the FAIR

Act, a program of technical assistance to promote U.S. agricultural exports is

authorized for emerging markets in all geographic regions. More information

can be found at: Tel. (202) 720-4327; Internet:

http://www.fas.usda.gov/mos/em-markets/em-markets.html

The Quality Samples Program (QSP) is a pilot program designed to encourage

the development and expansion of export markets for U.S. agricultural

commodities, under the authority of the Commodity Credit Corporation (CCC)

Charter Act, 15 U.S.C. 714c(f). QSP funds are used to assist U.S. entities in

providing samples to potential foreign importers to promote a better

understanding and appreciation for the high quality of U.S. agricultural

commodities. CCC will review all proposals it receives against the evaluation

criteria contained in the program announcement and award QSP funds on a

competitive basis. More information can be found on the Internet at: http://

www.fas.usda.gov/mos/programs/qsp.html

The Section 108 Program provides cost-sharing assistance in the form of

foreign currencies to the private sector for the development, maintenance, and

expansion of long-term export markets for U.S. agricultural products and

agricultural technical assistance in participating countries. The Foreign

Agricultural Service (FAS) strategically coordinates the activities approved in

this program with those approved in FAS’s Unified Export Strategy (UES)

Program.

Emerging Markets

Program

Quality Samples

Program

Section 108 Program
45

FAS administers the program through cooperative agreements that authorize

successful applicants to work closely with FAS and its overseas offices to

conduct these activities. Preference is given to nonprofit U.S. agricultural and

trade groups that represent an entire industry or are nationwide in membership

and scope.

The program allows all segments of U.S. agriculture, including those

associated with small-volume export commodities, to participate in efforts to

build export markets. The overseas promotions focus on generic U.S.

commodities, rather than individual brand-name products, and are targeted

toward long-term market development. More information can be found at Tel.

(202) 720-4327; Internet: http://www.fas.usda.gov/mos/108fact.htm.

Under the Supplier Credit Guarantee Program (SCGP), CCC guarantees a

portion of payments due from importers under short-term financing (up to 180

days) that exporters have extended directly to the importers for the purchase of

U.S. agricultural commodities and products. These direct credits must be

secured by promissory notes signed by the importers. Regulations for this

program are found in 7 CFR 1493, Subpart D. More information can be found

at http://www.fas.usda.gov/excredits/scgp.html

The activities of the principal associations participating in the Cooperator

Program for solid wood products are summarized below:

American Forest & Paper Association

AF&PA’s promotional philosophy is that as the umbrella organization for the

wood products industry, it has the responsibility of undertaking general

overseas promotion for all wood products. Once a presence for U.S. wood

products has been established, the thrust of further market development is

turned over to member associations. Individual companies and associations

are encouraged to follow up on AF&PA’s activities to try to establish overseas

customers.

AF&PA conducts activities on issues that impact a large number of industry

sectors and interests. Such issues include technical barriers to trade such as

building codes and standards, fire and structural standards, systems design

and application, test and certification standards, and phytosanitary issues.

Activities are held in China, the EU, Japan, Korea, Mexico, and Southeast Asia.

AF&PA also works in markets that are new to the U.S. wood products industry

and are not yet developed to the point where product-specific promotion is

warranted, except on a niche-by- niche basis. AF&PA has overseas offices in

China, Japan, Korea, Hong Kong, and Mexico.

AF&PA’s primary goal is to create market access for a wide range of valueadded forest products by working in concert with, or on behalf of, other U.S.

wood products associations on issues that affect a broad segment of the

industry, or in new markets where regional and product specific marketing is

not yet required. AF&PA works to enhance and support all other industry

strategies, and works as a coordinating and liaison agent for these programs

with FAS.

Supplier Credit

Guarantee Program

USDA Market

Development

Cooperators
46

For further information contact AF&PA, 1111 19th Street NW, Suite 800,

Washington, DC 20036. Tel. (202) 463-2700; Fax (202) 463-2785; Internet:

http://www.afandpa.org.

American Hardwood Export Council

The American Hardwood Export Council (AHEC) was created to serve the

global demand for American hardwood products. AHEC, an umbrella

association comprised of major U.S. hardwood product associations and

hardwood exporting companies, maintains offices in Europe, Hong Kong,

Japan, and Mexico. These offices provide technical literature and support to

the U.S. hardwood industry overseas. Services by AHEC in support of

exporting include:

❑ International market development programs

❑ Technical information and literature

❑ Promotional assistance and seminars

❑ Market intelligence

❑ Trade missions, fairs, and exhibitions

❑ Trade barrier reduction

❑ Overseas offices

❑ Source list of supplies for retailers and consumers

❑ AHEC membership directory

For further information contact AHEC, 1111 19th Street, NW, Suite 800,

Washington, DC 20036. Tel. (202) 463-2720; Fax (202) 463-2787; Internet:

http://www.ahec.org.
47

APA — The Engineered Wood Association

APA — The Engineered Wood Association, founded in 1933, represents

engineered wood producers who manufacture approximately 80 percent of the

structural panels (softwood plywood, oriented strand board) made in the

United States. The Association also represents 65 percent by volume of the

glued-laminated timber manufactured in the United States. APA - The

Engineered Wood Association represents 50 member companies located

throughout the United States and provides a variety of services for its

members. The objectives of these services are to:

❑ Increase product demand through domestic and international product

promotion and marketing

❑ Maintain product quality through a rigorous quality inspection and testing

program

❑ Research and develop new products and construction systems

For further information contact APA - The Engineered Wood Association, Box

11700, Tacoma, WA 98411-0700. Tel. (206) 565-6600; Fax (206) 565-7265;

Internet: http://www.apawood.org.

Southern Pine Council

The Southern Pine Council (SPC) is the promotional body for the Southern

pine lumber industry. It is jointly coordinated and supported by members of the

Southern Forest Products Association and the Southeastern Lumber

Manufacturers Association. SPC carries out a broad array of promotional and

technical programs on choosing and applying southern pine lumber throughout

the United States and in over 20 countries worldwide. It provides its members

with export assistance as well as market research, trade leads, and foreign

language literature. For more information, contact the Southern Pine Council

(SPC), P.O. Box 641700, Kenner, LA 70064-1700. Tel. (504) 443-4464; Fax

(504) 443-6612; Internet: www.southernpine.com.

Softwood Export Council

The SEC is a trade council of U.S. softwood grading agencies, industry trade

associations, State export promotional development agencies, and others

interested in promoting U.S. softwood internationally. The SEC coordinates

overseas market development activities for the U.S. softwood industry with the

Foreign Agricultural Service, and aids U.S. exports of softwood products by

providing information and assistance to agents, importers, designers, and

users of these products in other countries. Through trade association and

grading agency members, SEC represents softwood exporters of lumber,

veneer, mouldings and millwork, and component products. The SEC aids

American exports of softwood products by providing:

❑ Information assistance to agents, importers, designers, and users of

softwood products in other countries
48

❑ Market information and trade leads to U.S. softwood product producers

❑ Market research on emerging softwood products markets

❑ Trade missions and other forums for international market education

❑ Coordination of Foreign Market Development and Market Access Promotion

strategic plans and funding requests with the U.S. Foreign Agricultural

Service

❑ Coordination of overseas market development activities for the U.S. western

softwood industry

For further information contact SEC, 520 SW Sixth Avenue, Suite 810,

Portland, OR 97204-1514. Tel. (503) 248-0406, Fax (503) 248-0402; Internet:

www.softwood.org.

For a listing of the U.S. Wood Products Industry and FAS Contacts, please

refer to Appendix X.
49

Keeping up to date on foreign and domestic economic developments and

trends is essential to marketing wood products overseas. A variety of major

U.S. and foreign daily and weekly newspapers and magazines provide

information on economic conditions and trends. Listed below is a small sample

of the types of publications available from private and Government sources.

The following publications are available from the Superintendent of

Documents, U.S. Government Printing Office, Washington, DC 20402, Tel.

(202) 512-1800.

❑ Background Notes—Provides a survey of a nation’s people, geography,

economy, government, foreign policy, trade information (imports and

exports), official exchange rates, major trading partners, and the nation’s

membership in international organizations

❑ Key Officers of Foreign Service Posts—Pocket-sized with contacts in U.S.

embassies and consulates worldwide

❑ Export America—Provides information on overseas business opportunities,

country profile summaries, and other useful articles on foreign trade,

international business, and economics. Export America is published by the

Department of Commerce-International Trade Administration and is

available on the Internet at: http://www.trade.gov/exportamerica

❑ The World Factbook—Produced annually by the Directorate of Intelligence

of the Central Intelligence Agency. It provides statistical information on

foreign countries including population, land area, nationalities, religion,

languages, labor force, government, government leaders, political parties,

GNP, major industries, imports, exports, and exchange rates. This is

available from the Superintendent of Documents at P.O. Box 371954,

Pittsburg, PA 15250-7954. Tel. (202) 512-1800; Fax (202) 512-2250;

Website: http://www.odci.gov/cia/publications/factbook/docs/purchase.html

The following publications are available from American Forest and Paper

Association, 1111 19th St., NW, Suite 800, Washington, DC 20036. Tel. (202)

463-2700; Fax. 463-2785:

❑ International Trade Report—A bimonthly newsletter of the AF&PA on foreign

market opportunities and worldwide issues and developments affecting U.S.

wood products trade. Included are foreign market reviews, updates on U.S.

trade policy initiatives, summaries of pending U.S. legislation affecting trade,

references outlining export-related publications and information, and a listing

of upcoming meetings, seminars, and foreign wood products trade shows

❑ Trends in Trade: The United States in World Markets—Provides U.S. wood

products trade data and information on U.S. wood consumption and world

wood trade. A bibliography and glossary are also provided

APPENDIX I

Key Publications on Exporting
50

Other publications:

❑ FAS Commodity Circulars are reports on production, trade, and other

specialized export information for major commodity groups, including wood

products, issued at regular intervals during the year. The most recent ones

are available on the FAS website at: http://www.fas.usda.gov/currwmt.html

❑ AgExporter—Magazine issued monthly by FAS which features articles and

news items on market opportunities for U.S. agricultural products in foreign

markets. Topics covered regularly include overseas markets and buying

trends, new competitors and products, trade policy developments, and

overseas promotional activities. It is available by subscription from the

National Technical Information Service. Tel. (703) 605-6060.

It is also available free on the web at: http://www.fas.usda.gov/info/

agexporter/agexport.html

❑ Hardwood Market Report—Weekly reports on U.S. domestic hardwood

lumber prices. Contact: Hardwood Market Report, P.O. Box 241325, 755

Crossover Ln., Suite 228, Memphis, TN 38124-1325. Tel. (901) 767-9126;

Fax. (901) 767-7534

❑ Weekly Hardwood Review—Weekly reports on the U.S. hardwood

situation. Contact: Weekly Hardwood Review, P.O. Box 471307, Charlotte,

NC 28247-1307. Tel. (704) 543-4408

❑ Random Lengths Export Market Report—A biweekly report on world

markets for forest products. Included are recent trends in U.S. wood

products trade in major markets, price reports for selected products, and

other domestic and foreign market information. Contact: Random Lengths

Publications, Inc., P.O. Box 867, Eugene, OR 97440-0867. Tel. (503) 686-

9925

❑ Wood Technology—Magazine issued nine times a year by Miller Freeman,

Inc. It includes articles on wood products industries and trade for all major

wood markets and producing regions of the world. Contact: Miller Freeman,

Inc., 600 Harrison St., San Francisco, CA 94107, Tel. (415) 905-2200; Fax.

(415) 905-2630

❑ Ocean Liner Cargo Service Directory—A reference of available ocean liner

cargo services. It is free from the Agricultural Marketing Service, U.S.

Department of Agriculture, Washington, DC 20250, Tel. (202) 690-1304

❑ Foreign Commerce Handbook, U.S. Chamber of Commerce, Washington,

DC 20230, (202) 463-5460; Website: http://www.uschamber.com/

International/Publications

❑ Uniform Customs and Practices for Documentary Credits, United States

Council of the International Chamber of Commerce, 1212 Avenue of the

Americas, New York, NY 10036

❑ 2000 Export Programs Guide: A Business Guide to Federal Export

Assistance, available over the Internet at: tradeinfo.doc.gov (Export

Programs Guide). Hard copy versions of this publication are available free of charge from the Department of Commerce at 1-800-USA-TRADE
51

SED

an example of this form is available on line at:

http://www.census.gov/foreign-trade/regulations/forms/index.html

Phytosanitary Certificate

This form is available through the APHIS web site:

http://www.aphis.usda.gov/ppq/pim/exports/form_577.htm

APPENDIX II

Samples of Shipper’s Export Declaration and APHIS

Phytosanitary Certificate
52
53
54
55

ALABAMA

AL Forestry Commission

513 Madison Ave.

Montgomery, AL 36130

(334) 240-9304

FAX 240-9390

ALASKA

AK-DNR

Division of Forestry

State Forester’s Office

400 Willoughby Ave, 3rd Fl.

Juneau, AK 99801

907/ 465-3379

FAX 586-3113

AMERICAN SAMOA

American Samoa

Community College

P.O. Box 5319

Pago Pago, AS 96799

(684) 699-1394

FAX 699-4595

ARIZONA

State Land Department

1616 W. Adams

Phoenix, AZ 85007

(602) 542-2515

FAX 542-2590

ARKANSAS

AR Forestry Comm.

3821 W. Roosevelt Rd.

Little Rock, AR

72204-6396

501/296-1940

FAX 296-1949

CALIFORNIA

Department of Forestry

Resources Building

P.O. Box 944246

1416 9th St., Rm. 1505

Sacramento, CA 94244-2460

(916) 653-7772

FAX 653-4171

COLORADO

CO State Forest Service

CO State University

203 Forestry Building

Fort Collins, CO 80523

(303) 491-6303

FAX 491-7736

APPENDIX III

Addresses of State Foresters

HAWAII

Division of Forestry & Wildlife

1151 Punchbowl Street

Honolulu, HI 96813

(808) 587-0166

FAX 587-0160

IDAHO

ID Department of Lands

954 West Jefferson St.

P.O. Box 83720

Boise, ID 83720-0050

(208) 334-0200

FAX 334-2339

ILLINOIS

Division of Forest Resources

524 S. Second Street (62701)

P.O. Box 19225

Springfield, IL 62794-9225

(217) 782-2361

FAX 785-5517

INDIANA

Dept. of Nat. Resources

402 W. Washington St.

Room W-269

Indianapolis, IN 46204

(317) 232-4105

FAX 233-3863

IOWA

Dept. of Nat. Resources

Wallace Office Building

East 9th & Grand Ave.

Des Moines, IA 50319

(515) 281-8657

FAX 281-6794

KANSAS

Kansas Forest Service

2610 Claflin Road

Manhattan, KS 66502-2798

(913) 532-3300

FAX 532-3305

KENTUCKY

KY Division of Forestry

627 Comanche Trail

Frankfort, KY 40601

(502) 564-4496

FAX 564-6553

CONNECTICUT

DEP, Division of Forestry

79 Elm St., 6th Floor

Hartford, CT 06106

(860) 424-3630

FAX 424-4070

DELAWARE

Forestry Section

2320 S. DuPont Hwy.

Dover, DE 19901

(302) 739-4811

FAX 697-6287

DISTRICT OF COLUMBIA

Trees & Lands

District Government

2750 S. Capitol St., SE

Washington, DC 20032

(202) 727-5321

FAX 724-1406

FEDERATED STATES OF

MICRONESIA

FSM Dept. of Resources and

Development

P.O. Box 12, Capitol Postal Station

Palikir, Pohnpei

Federated States of Micronesia

96941

(691) 320-2646

FAX 320-5854

FLORIDA

Division of Forestry

3125 Conner Blvd.

Tallahassee, FL 32399-1650

(850)488-4274

FAX 488-0863

GEORGIA

GA Forestry Comm.

P.O. Box 819

Macon, GA

31202-0819

(912) 751-3480

FAX 751-3465

GUAM

Forestry & Soil Resources

Division

192 Dairy Road

Mangilao, Guam 96923

(671) 735-3949

FAX 734-0111
56

LOUISIANA

Office of Forestry

P.O. Box 1628

Baton Rouge, LA 70821

(504) 925-4500

FAX 922-1356

MAINE

ME Forest Service

State House, Sta. #22

Augusta, ME 04333

(207) 287-2791

FAX 287-8422

REPUBLIC OF THE MARSHALL

ISLANDS

Ministry of Resources and

Development

Coconut St.

P.O. Box 1727

Majuro, Repubic of the Marshall

Islands 96960

(692) 625-3206

FAX 625-3005

MARYLAND

Forest, Park, & Wildlife Service

Tawes State Office Bldg

580 Taylor Ave.

Annapolis, MD 21401

(410) 260-8531

FAX 974-5387

MASSACHUSETTS

DEM - Bureau of Forestry

P.O. Box 1433

Pittsfield, MA 01202

(413) 442-8928 x33

FAX 442-5860

MICHIGAN

Forest Management Div.

MI - Dept. of Natural Res.

Mason Bldg, 8th Floor

Box 30452

Lansing, MI 48909-7952

(517) 335-4225

FAX 373-2443

MINNESOTA

Division of Forestry

500 Lafayette Rd.

St. Paul, MN

55155-4044

(612) 296-4484

FAX 296-5954

MISSISSIPPI

MS Forestry Comm.

Suite 300, 301 Building

Jackson, MS 39201

(601) 359-1386

FAX 359-1349

MISSOURI

MO Dept. of Conservation

2901 W. Truman Blvd.

P.O. Box 180

Jefferson City, MO 65102

(314) 751-4115

FAX 526-6670

MONTANA

Dept. of State Lands

Forestry Division

2705 Spurgin Road

Missoula, MT 59801

(406) 542-4300

FAX 542-4217

NEBRASKA

Dept. of Forestry, Fish, & Wildlife

Rm. 101, Plant Industries Bldg.

Lincoln, NE 68583

(402) 472-2944

FAX 472-2964

NEVADA

Division of Forestry

123 W. Nye Lane

Suite 142

Carson City, NV 89710

(702) 687-4353

FAX 687-4244

NEW HAMPSHIRE

Div. of Forests & Lands

Box 1856

172 Pembroke Road

Concord, NH

03302-0856

(603) 271-2214

FAX 271-2629

NEW JERSEY

NJ Forest Service

CN 404, 501 E. State Street

Station Plaza #5

Trenton, NJ 08625

(609) 292-2520

FAX 984-0378

NEW MEXICO

Forestry and Resources

Conservation & Division

P.O. Box 1948

Sante Fe, NM

87504-1948

(505) 827-5830

FAX 827-3903

NEW YORK

Div. of Lands & Forests

50 Wolf Road

Albany, NY

12333-42505

(518) 457-2475

FAX 457-5438

NORTH CAROLINA

NC Div. of Forest Resources

P.O. Box 27687

Raleigh, NC

27611-7687

(919) 733-2162

FAX 715-4350

NORTH DAKOTA

ND Forest Service

First & Brander

Bottineu, ND 58318

(701) 228-2277

FAX 228-5448

OHIO

Division of Forestry

4383 Fountain Sq.

Columbus, OH 43224

(614) 265-6690

FAX 447-9231

OKLAHOMA

OK Dept. of Agriculture

Forestry Services

2800 N. Lincoln Blvd.

Oklahoma City, OK 73105

(405) 521-3864

FAX 521-4912

OREGON

OR Dept. of Forestry

2600 State Street

Salem, OR 97310

(503) 945-7211

FAX 945-7212
57

PENNSYLVANIA

Bureau of Forestry

P.O. Box 8552

Harrisburg, PA 17105

(717) 787-2703

FAX 783-5109

PUERTO RICO

Forest Service

Dept. of Nat. Resources

P.O. Box 5887

Puerta de Tierra

San Juan, PR 00906

(809) 724-3647

RHODE ISLAND

Div. of Forest Environment

1037 Hartford Pike

North Scituate, RI 02857

(401) 647-3367

FAX 647-3590

SOUTH CAROLINA

SC Forestry Comm.

P.O. Box 21707

Columbia, SC 29221

(803) 896-8800

FAX 798-8097

SOUTH DAKOTA

Division of Forestry

Foss Building

523 East Capitol Ave.

Pierre, SD 57501

(605) 773-4260

FAX 773-5926

TENNESSEE

TN Dept. of Agriculture

Division of Forestry

P.O. Box 40627

Melrose Station

Nashville, TN 37204

(615) 360-0722

FAX 360-0756

TEXAS

Texas Forest Service

College Station, TX 77843-2136

(409) 845-2601

FAX 845-5764

UTAH

Dept. Nat. Resources

3 Triad Center, Ste 425

Salt Lake City, UT 84180-1204

(801) 538-5555

FAX 533-4111

VERMONT

Dept. of Forests, Parks, &

Recreation

103 S. Main St., 10 South

Waterbury, VT 05676

(802) 241-3670

FAX 244-1481

VIRGIN ISLANDS

VI Forestry Program

King Field Post Office

Dept. of Agriculture

St. Croix, VI 00850

(809) 778-0097, Ext. 19

VIRGINIA

VA Dept. of Forestry

P.O. Box 3758

Charlottesville, VA 22903

(804) 977-6555

FAX 977-7749

WASHINGTON

Dept. of Nat. Resources

Box 47001

1111 Washington Street

Olympia, WA

98504-7001

(360) 902-1000

FAX 902-1775

WEST VIRGINIA

Forestry Division

1900 Kanawha Blvd. East

Charleston, WV

25305-0180

(304) 558-3446

FAX 588-0143

WISCONSIN

Dept. of Nat. Resources

P.O. Box 7921

Madison, WI 53707

(608) 266-0842

FAX 266-8576

WYOMING

WY State Forestry Div.

1100 West 22nd St.

Cheyenne, WY 82002

(307) 777-7586

FAX 637-8726

NATL. ASSOC. OF STATE

FORESTERS

Hall of the States

444 North Capitol Street

Suite 540

Washington, DC 20001

(202) 624-5415

FAX 624-5407
58

APPENDIX IV

Desk Offices of the International Trade Administration

(ITA), U.S. Department of Commerce

Country Telephone

Afghanistan ....................... 482-2954

Albania .............................. 482-2465

Algeria ............................... 482-1860

Angola ............................... 482-4228

Anguilla ............................. 482-4464

Antigua .............................. 482-4464

Barbuda............................. 482-4464

Argentina ........................... 482-4464

Armenia ............................. 482-2655

ASEAN .............................. 482-2522

Autralia .............................. 482-4958

Austria ............................... 482-2434

Azerbaijan ......................... 482-4655

Bahamas ........................... 482-4464

Bahrain .............................. 482-1860

Balkan States .................... 482-2645

Bangladesh ....................... 482-2954

Barbados ........................... 482-4464

Belarus .............................. 482-4655

Belgium ............................. 482-6008

Belize ................................ 482-4464

Benin ................................. 482-5149

Bermuda............................ 482-4464

Bhutan ............................... 482-2955

Bolivia................................ 482-4464

Botswana........................... 482-4228

Brazil ................................. 482-4464

Brunei ................................ 482-3694

Bulgaria ............................. 482-2645

Burkina Faso ..................... 482-4388

Burma ............................... 482-3894

Burundi .............................. 482-4388

Cambodia .......................... 482-3877

Cameroon ......................... 482-5149

Canada.............................. 482-4464

Cape Verde ....................... 482-4388

Caribbean.......................... 482-1648

Cayman Is. ........................ 482-4464

Central African Republic ... 482-4388

Chad.................................. 482-4388

Chile .................................. 482-4464

Colombia ........................... 482-1659

Comoros............................ 482-5149

Congo................................ 482-5149

Costa Rica......................... 482-4464

The following is a listing of desk offices of the ITA, U.S. Department of

Commerce. The area code for all numbers listed is 202. Letters should be

addressed to: (Country) Desk Officer, U.S. Department of Commerce, Herbert

C. Hoover Building, Washington, DC 20230.

Country Telephone

Cote D’Ivoire ..................... 482-4388

Cuba.................................. 482-4464

Cyprus ............................... 482-2177

Czech Rep. ........................ 482-2645

Djibouti .............................. 482-4564

Denmark............................ 482-3254

Dominica ........................... 482-4464

Dominican Republic .......... 482-4464

East Caribbean ................. 482-4464

Ecuador ............................. 482-4464

Egypt ................................. 482-1860

El Salvador ........................ 482-4464

Equatorial Guinea ............. 482-4388

Eritrea................................ 482-4564

Estonia .............................. 482-4564

Ethiopia ............................. 482-4564

European Union ................ 482-5276

Finland .............................. 482-3254

France ............................... 482-6008

Gabon ............................... 482-5149

Gambia.............................. 482-4388

Georgia ............................. 482-4655

Germany ........................... 482-2435

Ghana ............................... 482-5149

Greece .............................. 482-2177

Grenada ............................ 482-4464

Guadeloupe....................... 482-4464

Guatemala......................... 482-4464

Guinea............................... 482-4388

Guinea Bissau ................... 482-4388

Guyana.............................. 482-4464

Haiti ................................... 482-4464

Honduras........................... 482-4464

Hong Kong ........................ 482-4681

Hungary ............................ 482-2645

Iceland............................... 482-3254

India .................................. 482-2954

Indonesia........................... 482-2522

Iran .................................... 482-1860

Iraq .................................... 482-1860

Ireland ............................... 482-3748

Israel ................................. 482-1860

Italy.................................... 482-0010

Jamaica ............................. 482-5680

Japan ................................ 482-2425
59

Country Telephone

Jordan ............................... 482-1860

Kazakhstan ....................... 482-4655

Kenya ................................ 482-4564

Korea ................................. 482-4390

Kuwait................................ 482-1860

Kyrgyz Rep ........................ 482-4655

Laos .................................. 482-4958

Latvia................................. 482-2645

Lebanon ............................ 482-1860

Lesotho ............................. 482-4228

Liberia ............................... 482-4388

Libya .................................. 482-1860

Lithuania............................ 482-2645

Luxembourg ...................... 482-6008

Macau ............................... 482-4681

Madagascar ...................... 482-4564

Malawi ............................... 482-4228

Malaysia ............................ 482-2522

Maldives ............................ 482-2954

Mali.................................... 482-4388

Malta ................................. 482-3945

Martinique ......................... 482-2524

Mauritania ......................... 482-4388

Mauritius............................ 482-4564

Mexico ............................... 482-4464

Moldova ............................. 482-4655

Mongolia............................ 482-4681

Montserrat ......................... 482-4464

Morocco ............................ 482-4464

Mozambique...................... 482-4228

Namibia ............................. 482-1860

Nepal ................................. 482-2954

Netherlands ....................... 482-6008

Netherlands Antilles .......... 482-4464

New Zealand ..................... 482-4958

Nicaragua .......................... 482-4464

Niger.................................. 482-4388

Nigeria ............................... 482-5149

Norway .............................. 482-4414

Oman ................................ 482-1860

Pacific Is. ........................... 482-4958

Pakistan............................. 482-2955

Panama ............................. 482-3025

Paraguay ........................... 482-4464

People’s Republic

 of China ......................... 482-4661

Peru ................................... 482-2521

Philippines ......................... 482-2522

Poland ............................... 482-2645

Portugal ............................. 482-4945

Country Telephone

Puerto Rico ....................... 482-4464

Qatar ................................. 482-1860

Romania ............................ 482-2645

Russia ............................... 482-4655

Rwanda ............................. 482-4388

Sao Tome and Principe ..... 482-4388

Saudi Arabia...................... 482-1860

Senegal ............................. 482-4388

Seychelles ......................... 482-4564

Sierra Leone...................... 482-4388

Singapore .......................... 482-4958

Slovak Republic................. 482-2645

Somalia ............................. 482-4564

South Africa....................... 482-5148

Spain ................................. 482-4945

Sri Lanka ........................... 482-2955

St. Kitts-Nevis .................... 482-4464

St. Lucia ............................ 482-4464

St. Martin ........................... 482-4464

St. Vincent- Grenadines .... 482-4464

Sudan ................................ 482-4564

Suriname ........................... 482-2527

Swaziland .......................... 482-4228

Sweden ............................. 482-4414

Switzerland........................ 482-2435

Syria .................................. 482-1860

Taiwan ............................... 482-4681

Tajikistan ........................... 482-4655

Tanzania ............................ 482-4228

Thailand ............................ 482-2522

Trinidad & Tobago.............. 482-2527

Tunisia ............................... 482-1860

Turkey ................................ 482-2177

Turkmenistan ..................... 482-4655

Turks & Caicos Islands ...... 482-4464

Uganda.............................. 482-4564

Ukraine .............................. 482-4655

U.A.E. ................................ 482-1860

U.K. ................................... 482-3748

Uruguay............................. 482-4464

Uzbekistan ........................ 482-4655

Venezuela ......................... 482-4464

Vietnam ............................. 482-3877

Virgin Islands.................... 482-4464

Yemen, Republic of ........... 482-1860

Zaire .................................. 482-4388

Zambia .............................. 482-4228

Zimbabwe.......................... 482-4228
60

ALABAMA

Medical Forum Bldg.

Room 707

950 22nd. St. North

Birmingham, AL 35203

(205) 731-1331

FAX 731-0076

ALASKA

550 West 7th Ave.

Suite 1700

Anchorage, AK 99051

(907) 271-6237

FAX 271-6242

ARIZONA

2901 N. Central Ave.

Tower One, Suite 970

Phoenix, AZ 85012

(602) 640-2513

FAX 640-2518

166 West Alameda

Tucson, AZ 85701

(520) 670-5540

FAX 791-5413

ARKANSAS

TCBY Tower Building

425 West Capitol Ave.

Suite 700

Little Rock, AR 72201

(501) 324-5794

FAX 324-7380

CALIFORNIA

390-B Fir Avenue

Clovis, CA 93611

(209) 325-1619

FAX 325-1647

11000 Wilshire Blvd.

Room 9200

Los Angeles, CA 90024

(310) 235-7104

FAX 235-7220

350 South Figueroa Street,

Suite 172

Los Angeles, CA 90071

(213) 894-8784

FAX 894-8789

APPENDIX V

U.S. and Foreign Commercial Service District Offices

(*) Denotes Trade Specialist at a Branch Office

(**) Denotes a U.S. Export Assistance Center

11150 Olympic Blvd., Suite 975

Los Angeles, CA 90064

(310) 235-7104

FAX 235-7220

c/o Monterey Institute of

International Studies

411 Pacific St., Suite 320,

Monterey, CA 93940

(831) 641-9850

FAX 641-9849

330 Ignacio Blvd

Suite 102

Novato, CA 94949

(415) 883-1966

FAX 883-2711

(**) One World Trade Center,

Suite 1670

Long Beach, CA 90831

(562) 980-4550

FAX 980-4561

530 Water Street

Suite 740

Oakland, CA 94607

(510) 273-7350

FAX 251-7352

2940 Inland Empire Blvd.,

Suite 121

Ontario, CA 91764

(909) 466-4134

FAX 466-4140

3300 Irvine Avenue

Suite 305

Newport Beach, CA 92660

(949) 660-1688

FAX 660-8039

5700 Ralston Street

Suite 310

Ventura County, CA 93003

(805) 676-1573

FAX 981-1892

917 7th Street

2nd Floor

Sacramento, CA 95814

(916) 498-5155

FAX 498-5923

6363 Greenwich Dr.

Suite 230

San Diego, CA 92122

(619) 557-5395

FAX 557-6175

280 Montgomery St.

14th Floor

San Francisco, CA 94104

(415) 705-2300

FAX 705-2297

(*) 5201 Great American Parkway

#456

Santa Clara, CA 95054

(408) 970-4610

FAX 970-4618

(**)101 Park Center Drive,

Suite 1001

San Jose, CA 95113

(408) 271-7300

FAX 271-7307

COLORADO

(**)1625 Broadway

Suite 680

Denver, CO 80202

(303) 844-6623

844-5651

CONNECTICUT

213 Court Street

Suite 903

Middletown, CT 06457-3346

(860) 638-6950

FAX 638-6970

DELAWARE

Served by the Philadelphia District

Office

DISTRICT OF COLUMBIA

Served by the Baltimore USEAC

FLORIDA

1130 Cleveland Street

Clearwater, FL 33755

(727) 441-1742

FAX 449-2889
61

200 E. Las Olas Blvd. Suite 1600

Ft. Lauderdale North, FL 33301

(954) 356-6640

FAX 356-6644

(**) 5600 Northwest 36th St.

Suite 617

Miami, FL 33166

(305) 526-7425

FAX 526-7434

(*) Bola Park Center

Suite 1270

200 E. Robinson St.

Orlando, FL 32801

(407) 648-6235

FAX 648-6756

The Capitol

Suite 2001

Tallahassee, FL 32399-0001

(850) 488-6469

FAX 487-3014

GEORGIA

(**)285 Peachtree Center Avenue,

NE

Suite 200

Atlanta, GA 30303-1229

(404) 657-1900

FAX 657-1970

6001 Chatham Center Drive,

Suite 100

Savannah, GA 31405

(912) 652-4204

FAX 652-4241

HAWAII

1001 Bishop St

Pacific Tower

Suite 1140

Honolulu, HI 96813

(808) 522-8040

FAX: 522-8045

IDAHO

(*) 700 West State St.

2nd Floor

Boise, ID 83720

(208) 334-3857

FAX 334-2783

ILLINOIS

(**) Xerox Center

55 West Monroe St.

Suite 2440

Chicago, IL 60603

(312) 353-8045

FAX 353-8120

610 Central Avenue

Suite 150

Highland Park IL 60035

(847) 681-8010

FAX: (847) 681-8012

922 N. Glenwood Ave.

Jobst Hall, Room 141

Peoria, IL 61606

(815) 987-8123

FAX 963-7943

(*) 515 N. Court St.

P.O. Box 1747

Rockford, IL 61103

(815) 987-8123

FAX 963-7943

INDIANA

Penwood One, Ste. 106

11406 N. Pennsylvania Street

Carmel, IN 46032

(317) 582-2300

FAX 582-2301

IOWA

601 Locust Street

Suite 100

Des Moines, IA 50309-3739

(515) 288-8614

FAX 288-1437

KANSAS

209 East William

Suite 300

Wichita, KS 67202-4001

(316) 269-6160

FAX 269-6111

KENTUCKY

601 W. Broadway

Room 634B

Louisville, KY 40202

(502) 582-5066

FAX 582-6573

2292 S. Highway 27

Suite 240

Somerset, KY 42501

(606) 677-6160

FAX 677-6161

LOUISIANA

(**)365 Canal Street

Suite 2150

New Orleans, LA 70130

(504) 589-6702

FAX 589-2337

7100 West Park Road

Shreveport, LA 71129

(318) 676-3064

FAX 676-3063

MAINE

c/o Maine International Trade

Center

511 Congress Street

Portland, ME 04101

(207) 541-7400

FAX 541-7420

MARYLAND

(**) World Trade Center

Suite 2432

401 East Pratt Street

Baltimore, MD 21202

(410) 962-4539

FAX 962-4529

MASSACHUSETTS

(**)164 Northern Ave.

World Trade Center

Suite 307

Boston, MA 02210

(617) 424-5990

FAX 424-5992

164 Northern Avenue

World Trade Center

Suite 307

Marlborough, MA 02210

(617) 424-5990

FAX 424-5992

MICHIGAN

(**) 211 W. Fort Street

Suite 2220

Detroit, MI 48226

(313) 226-3650

FAX 226-3657
62

425 S. Main Street

Suite 103

Ann Arbor 48104

(734) 741-2430

FAX 741-2432

301 W. Fulton St.

Suite 718-S

Grand Rapids, MI 49504

(616) 458-3564

FAX 458-3872

Oakland Pointe Office Building

250 Elizabeth Lake Road

Suite 1300 West

Pontiac, MI 48341

(248) 975-9600

FAX 975-9606

MINNESOTA

(**)45 South 7th St.

Suite 2240

Minneapolis, MN 55402

(612) 348-1638

FAX 348-1650

MISSISSIPPI

704 East Main St.

Raymond, MS 39154

(601) 857-0128

FAX 857-0026

MISSOURI

(**)8182 Maryland Ave.

Suite 303

St. Louis, MO 63105

(314) 425-3302

FAX 425-3381

2345 Grand

Suite 650

Kansas City, MO 64108

(816) 410-9201

FAX 410-9208

MONTANA

c/o Montana World

Trade Center

Gallagher Business Bldg.

Suite 257

Missoula, MT 59812

(406) 243-2098

FAX 243-5259

NEBRASKA

(*) 11135 “O” Street

Omaha, NE 68137

(402) 221-3664

FAX 221-3688

NEVADA

1755 East Plumb Lane

Suite 152

Reno, NV 89502

(702) 784-5203

FAX 784-5343

NEW HAMPSHIRE

17 New Hampshire Ave.

Portsmouth, New Hampshire

03801-2838

(603) 334-6074

FAX 334-6110

NEW JERSEY

(**) 3131 Princeton Pike,

Building #4, Suite 105

Trenton, NJ 08648

(609) 989-2100

FAX 989-2396

One Gateway Center

9th Floor

Newark, NJ 07102

(973) 645-4682

FAX 645-4783

NEW MEXICO

(*) c/o NM Dept. of Economic

Development

P.O. Box 20003

Santa Fe, NM 87504

(505) 827-0350

FAX 827-0263

NEW YORK

1304 Federal Building

111 West Huron St.

Buffalo, NY 14202

(716) 551-4191

FAX 551-5290

163 West 125th Street Suite 904

Harlem, NY 10027

(212) 860-6200

FAX 860-6203

1550 Franklin Avenue Room 207

Mineola, NY 11501

(516) 739-1765

FAX 739-3310

(**) temporary location U.S. Court House Room 3004

40 Foley Square

New York, NY

(212) 857-8910

FAX (212) 857-8920

707 Westchester Ave. Suite 209

White Plains, NY 10604

(914) 682-6712

FAX 682-6698

NORTH CAROLINA

(**)521 East Morehead Street

Suite 435

Charlotte, NC 28202

(704) 333-4886

FAX 332-2681

400 West Market Street

Suite 102

Greensboro, NC 27401

(336) 333-5345

FAX 333-5158

333 Fayetteville Mall St.

Suite 1150

Raleigh, NC 27601

(919) 961-5363

(919) 715-7373 x514/515

FAX 715-7777

NORTH DAKOTA

Served by the Minneapolis District

Office

OHIO

36 East 7th Street

Suite 2650

Cincinnati, OH 45202

(513) 684-2944

FAX 684-3227

(**)Bank One Center

600 Superior Ave., E.

Suite 700

Cleveland, OH 44114

(216) 522-4750

FAX 522-2235
63

Two Nationwide Plaza, Suite 1400

Columbus, OH 43215

(614) 365-9510

FAX 365-9598

300 Madison Avenue

Toledo, OH 43604

(419) 241-0683

FAX 241-0684

OKLAHOMA

301 Northwest 63rd Street,

Suite 330

Oklahoma City, OK 73116

(405) 608-5302

FAX 608-4211

700 N. Greenwood Avenue,

Suite 1400

Tulsa, OK 74106

(918) 581-7650

FAX 594-8413

OREGON

1445 Willamette Street Suite 13

Eugene, OR 9740-4003

(541) 465-6575

FAX 465-6704

(**)One World Trade Center

Suite 242

121 SW Salmon Street

Portland, OR 97204

(503) 326-3001

FAX 326-6351

PENNSYLVANIA

One Commerce Square

228 Walnut Street

Room 850

Harrisburg, PA 17108-1698

(717) 221-4510

FAX 221-4505

The Curtis Center

Suite 580 West

Independence Square W.

Philadelphia, PA 19106

(215) 597-6101

FAX 597-6123

(**)1 Independence Mall

Suite 1501

615 Chestnut Street

Philadelphia, PA 19106

(215) 597-6101

FAX 597-6123

2002 Federal Building

1000 Liberty Ave.

Pittsburgh, PA 15222

(412) 395-5050

FAX 395-4875

PUERTO RICO

525 F.D. Roosevelt Avenue,

Suite 905

San Juan, Puerto Rico 00918

(787) 766-5555

FAX 766-5692

RHODE ISLAND

One West Exchange St.

Providence, RI 02903

(401) 528-5104

FAX 528-5067

SOUTH CAROLINA

Strom Thurmond Federal Building

Suite 172

1835 Assembly Street

Columbia, SC 29201

(803) 765-5345

FAX 253-3614

5300 International Blvd.

Suite 201-C

Charleston, SC 29418

PHONE: (843) 760-3794

FAX: (843) 760-3798

Park Central Office Park Bldg. 1,

Ste. 109

555 N. Pleasantburg Drive

Greenville, SC 29607

PHONE: (864) 271-1976,

FAX: (864) 271-4171

SOUTH DAKOTA

Augustana College 2001 S.

Summit Avenue

Madsen Center

Room 152

Sioux Falls, SD 57197

(605) 330-4264

FAX 330-4266

TENNESSEE

Parkway Towers

Suite 114

404 James Robertson Parkway

Nashville, TN 37219

(615) 736-5161

FAX 736-2454

Buckman Hall

650 East Parkway South

Suite 348

Memphis, TN 38104

(901) 323-1543

FAX 320-9128

601 West Summit Hill Drive,

Suite 300

Knoxville, TN 7902-2011

(423) 545-4637

FAX 545-4435

TEXAS

(**) 2050 N. Stemmons Fwy.,

Suite 170

Dallas, TX 75342

(214) 767-0542

FAX 767-8240

(*) 1700 Congress

2nd Floor

Austin, TX 78701

(512) 916-5939

FAX 916-5940

711 Houston Street

Fort Worth, TX 76102

(817) 212-2673

FAX 978-0178

500 Dallas

Suite 1160

Houston, TX 77002

(713) 229-2578

FAX 229-2203

C/O City of San Antonio - IAD

203 S. St.Mary’s

Suite 360

San Antonio, TX 78205

(210) 228-9878

FAX 228-9874
64

UTAH

324 S. State Street

Suite 221

Salt Lake City, UT 84111

(801) 524-5116

FAX 524-5886

VERMONT

National Life Building

6th Floor

Montpelier, VT 05620-0501

(802) 828-4508

FAX 828-3258

VIRGINIA

1616 N. Ft. Myer Dr. Suite 1300

Arlington, VA 22209

(703) 524-2885

FAX 524-2649

400 North 8th Street

Suite 540

Richmond, VA 23240-0026

(804) 771-2246

FAX 771-2390

WASHINGTON

(**) 2001 6th Ave

Suite 650

Seattle, WA 98121

(206) 553-5615

FAX 553-7253

c/o Greater Spokane Chamber of

Commerce

801 W. Riverside Ave. Suite 400

Spokane, WA 99201

(509) 353-2625

FAX 353-2449

950 Pacific Avenue

Suite 410

Tacoma, WA 98402

(253) 593-6736

FAX 383-4676

WEST VIRGINIA

405 Capitol Street

Suite 807

Charleston, WV 25301

(304) 347-5123

FAX 347-5408

c/o Wheeling Jesuit University/

NTTC

316 Washington Avenue

Wheeling, WV 26003

(304) 243-5493

FAX 243-5494

WISCONSIN

517 E. Wisconsin Ave.

Room 596

Milwaukee, WI 63202

(414) 297-3473

FAX 297-3470

WYOMING

Served by the Denver District

Office

EASTERN REGIONAL OFFICE

World Trade Center

Suite 2450

401 E. Pratt St.

Baltimore, MD 21202

(410) 962-2805

FAX 962-2799

MID-EAST

REGIONAL OFFICE

36 E. 7th St., Ste 2025

Cincinnati, OH 45202

(513) 684-2947

FAX 684-3200

MID-WEST

REGIONAL OFFICE

8182 Maryland Ave.

Suite 1011

St. Louis, MO 63105

(314) 425-3300

FAX 425-3375

WESTERN REGIONAL OFFICE

250 Montgomery Street,

14th Floor

San Francisco, CA 94104

(415) 705-2310

FAX 705-2299

OFFICE OF DOMESTIC

OPERATIONS

14th & Constitution Ave., NW,

Room 3810

Washington, DC 20230

(202) 482-4767

FAX 482-0687
65

ALABAMA

2121 8th Avenue North Suite 200

Birmingham, AL 35203-2398

(205) 731-1344

ALASKA

222 W. 8th Avenue

Room 67

Anchorage, AK 99513-7559

(907) 745-7200

ARIZONA

2828 N. Central Ave.

Suite 800

Phoenix, AZ 85004-1093

(602) 640-2316

ARKANSAS

2120 Riverfront Dr.

Suite 100

Little Rock, AR 72202

(501) 324-5871

CALIFORNIA

2719 N. Air Fresno Dr.

Suite 200 Fresno, CA 93727-1547

(559) 487-5791

330 N Brand Blvd

Suite 1200

Glendale, CA 91203

(818) 552-3210

660 J Street Suite 215

Sacramento, CA 95814

(916) 498-6410

455 Market Street

6th Floor

San Francisco, CA 94105

(415) 744-6820

550 West C St.

Suite 550

San Diego, CA 92101

(619) 557-7250

200 W Santa Ana Blvd., Suite 700

Santa Ana, CA 92701

(714) 550-7420

COLORADO

721 19th Street

Suite 426

Denver, CO 80202

(303) 844-3984

APPENDIX Vl

Small Business Administration District Offices

CONNECTICUT

330 Main Street

Second Floor

Hartford, CT 06106

(860) 240-4700

DELAWARE

824 N Market Street

Suite 610

Wilmington DE 19801

(302) 573-6294

DISTRICT OF COLUMBIA

1110 Vermont Ave. NW Suite 900

Washington, DC 20005

(202) 606-4000

FLORIDA

7825 Baymeadows Way

Suite 100-B

Jacksonville, FL 32256-7504

(904) 443-1900

100 S Biscayne Blvd., 7th Floor

Miami, FL 33131

(305) 536-5521

GEORGIA

1720 Peachtree Road, NW

6th Floor

Atlanta, GA 30369

(404) 529-9865

GUAM

238 Archbishop F.C. Flores St.

Rom 508

Agana, GU 69610

(671) 472-7277

HAWAII

300 Ala Moana Blvd. Room 2235

Honolulu, Hl 96850-4981

(808) 541-2990

IDAHO

1020 Main Street

Suite 290

Boise, ID 83702-5745

(208) 334-1696

ILLINOIS

500 W. Madison

Room 1250

Chicago, IL 60661

(312) 353-4528

511 West Capital Ave., Suite 302

Springfield, IL 62704

(217) 492-4416

INDIANA

429 N. Pennsylvania St. Suite 100

Indianapolis, IN 46204-1873

(317) 226-7272

IOWA

The Latner Bldg.

215 4th Ave. SE

Suite 200

Cedar Rapids, IA 52401-1806

(319) 362-6405

210 Walnut Street

Federal Bldg.

Room 749

Des Moines. IA 50309-2186

(515) 284-4422

INDIANA

429 North Penn. S.100

Indianapolis, IN 46204-1873

(317) 226-7272

KANSAS

110 E. English Street

Suite 510

Wichita, KS 67202

(316) 269-6616

KENTUCKY

600 Dr. Martin Luther King Jr. Pl.

Room 188

Louisville, KY 40202

(502) 582-5971

LOUISIANA

365 Canal Street

Suite 2250

New Orleans, LA 70130

(504) 589-6685

MAINE

Federal Building

40 Western Ave

Room 512

Augusta, ME 04330

(207) 622-8378
66

MARYLAND

10 South Howard Street, 6th Floor,

Suite 6220

Baltimore, MD 21201-2525

(410) 962-4392

MASSACHUSETTS

10 Causeway Street

Room 265

Boston, MA 02222-1093

(617) 565-5590

1441 Main Street

Suite 410

Springfield, MA 01103

(413) 785-0268

MICHIGAN

477 Michigan Avenue

Room 515

Detroit, Ml 48226

(313) 226-6075

MINNESOTA

100 North 6th Street

Butler Sq.

Suite 610-C

Minneapolis, MN 55403-1563

(612) 370-2324

MISSISSIPPI

101 West Capitol Street Suite 400

Jackson, MS 39201

(601) 965-4378

2909 13th Street

Suite 203

Gulfport, MS 39501

(228) 863-4449

MISSOURI

323 W. 8th Street

Suite 501

Kansas City, MO 64105-1500

(816) 374-6708

815 Olive Street

Room 242

St. Louis, MO 63101

(314) 539-6600

620 S. Glenstone

Suite 110

Springfield, MO 65802

(417) 864-7670

35 Pinelawn Rd.

Suite 3100

New York, NY 10278

(212) 264-4354

100 State St.

Suite 410

Rochester, NY 14614

(716) 263-6700

NORTH CAROLINA

200 N. College St.

Suite A2015

Charlotte, NC 28202-2173

(704) 344-6563

NORTH DAKOTA

657 2nd Avenue North

Room 219

Fargo, ND 58108-3086

(701) 239-5131

OHIO

1111 Superior Ave.

Suite 630

Cleveland, OH 44114-2507

(513) 684-2814

2 Nationwide Plaza

Suite 1400

Columbus, OH 43215-2592

(614) 469-6860

525 Vine St. Suite 870

Cincinnati, OH 45202

(513) 684-2614

OKLAHOMA

210 Park Ave.

Suite 1300

Oklahoma City, OK 73102

(405) 231-5521

OREGON

1515 SW 5th

Suite 1050

Portland, OR 97201

(503) 326-2682

PENNSYLVANIA

100 Chestnut St.

Suite 108

Harrisburg, PA 17101

(717) 782-3840

MONTANA

301 South Park

Room 334

Helena, MT 59626

(406) 441-1081

NEBRASKA

11145 Mill Valley

Omaha, NE 68154

(402) 221-4691

NEVADA

300 Las Vegas Blvd. S.

Suite 1100

Las Vegas, NV 89101

(702) 386-6611

NEW HAMPSHIRE

Stewart Nelson Plaza

143 Main Street

Concord, NH 03301

(603) 225-1400

NEW JERSEY

Two Gateway Center 15th Floor

Newark, NJ 07102

(973) 645-2434

NEW MEXICO

625 Silver Ave., SW

Suite 320

Albuquerque, NM 87102

(505) 346-7909

NEW YORK

26 Federal Plaza

Room 3100

New York, NY 10278

(212) 264-4354

401 S. Salina Street

5th Floor

Syracuse, NY 13202

(315) 471-9393

111 West Huron Street

Room 1311

Buffalo, NY 14202

(716) 551-4301

333 East Water St.

Elmira, NY 14901

(607) 734-8130
67

Rbt NC Nix Bldg

900 Market St.

5th Floor

Philadelphia, PA 19107

(215) 580-2722

Stegmarer Bldg.

7 N Wilkes Barre Blvd., Suite 407

Wilkes-Barre, PA 18702-5241

(570) 826-6497

1000 Liberty Ave.

Federal Bldg

Room 1128

Pittsburg, PA 15222

(412) 395-6560

PUERTO RICO

Citibank Towers Plaza

252 Ponce De Leon Plaza,

Suite 201

Hato Rey, PR 00918

(787) 766-5572

RHODE ISLAND

380 Westminister Street, 5th Floor

Providence, Rl 02903

(401) 528-4561

SOUTH CAROLINA

1835 Assembly Street

Room 358

Columbia, SC 29201

(803) 765-5377

SOUTH DAKOTA

110 S. Phillips

Suite 200

Sioux Falls, SD 57104

(605) 330-4231

TENNESSEE

50 Vantage Way

Suite 201

Nashville, TN

37228-1500

(615) 736-5881

TEXAS

606 N Carncahua

Suite 1200

Corpus Christi, TX 78476

(361) 888-3331

4300 Amon Carter Blvd. Suite 114

Ft. Worth, TX 76155

(817) 885-6500

222 East Van Buren

Suite 500

Harlingen, TX 78550-6855

(956) 427-8533

9301 Southwest Freeway

Suite 550

Houston, TX 77074-1591

(713) 773-6500

1205 Texas Ave.

Suite 408

Lubbock, TX 79401-2693

(806) 472-7462

727 E. Durango Blvd.

Suite A-527

San Antonio, TX 78206

(210) 472-5900

10737 Gateway West

Suite 320

El Paso, TX 79935

(915) 633-7001

UTAH

125 South State St.

Room 2231

Salt Lake City, UT 84138-1195

(801) 524-5804

VERMONT

87 State St. Rm 205

Montpelier, VT 05602

(802) 828-4422

VIRGIN ISLANDS

3800 Crown Bay

V.I. Maritime Bldg.

St. Thomas, VI 00802

(340) 774-8530

St. Croix Post of Duty

Sunny Isle Prof. Bldg

Suite 5 & 6

Christiansted, VI 00820

(340) 778-5350

VIRGINIA

400 North 8th Street

Suite 1150

Richmond, VA 23240

(804) 771-2400

WASHINGTON

1200 6th Ave.

Suite 1700

Seattle, WA 98101-1128

(206) 553-7310

801 W. Riverside Ave. Suite 200

Spokane, WA 99201

(509) 353-2810

WEST VIRGINIA

405 Capitol St.

Suite 412

Charleston, WV 25301

(304) 347-5220

320 W. Pike St.

Suite 330

Clarksburg,WV 26301

(304) 623-5631

WISCONSIN

740 Regent St.

Suite 100

Madison, WI 53715

(608) 264-5261

310 W. Wisconsin Ave., Room 400

Milwaukee, WI 53203

(414) 297-3941

WYOMING

100 East B Street

Room 4001

Casper, WY 82602-2839

(307) 261-6500
68

(1) A time draft (or bill of exchange) which the drawee (the payer) has

accepted and is unconditionally obligated to pay at maturity. The draft must be

presented first for acceptance—the drawee becomes the “acceptor”—then for

payment. The word “accepted” and the date and place of payment must be

written on the face of the draft. (2) The drawee’s act in receiving a draft and

thus entering into the obligation to pay its value at maturity. (3) Broadly

speaking, any agreement to purchase goods under specified terms.

A phrase referring to the side of a ship. Goods to be delivered “alongside” are

to be placed on the dock or within reach of the transport ship’s tackle so that

they can be loaded aboard the ship.

Sawn or hewn wood ranging from 3 x 3 inches (75 mm) to 16 x 16 inches (40.5

cm) and up to 28 feet long (8.5 m).

A document that establishes the terms of a contract between a shipper and a

transportation company under which freight is to be moved between specified

points for a specified charge. Usually prepared by the shipper on forms issued

by the carrier, it serves as a document of title, a contract of carriage, and a

receipt for goods.

Panels consisting of a wood strip core glued together and surfaced with

veneers having grain direction perpendicular to that of the core.

The basic unit of measurement for lumber. One board foot is equal to a 1 foot

wide x 1 foot long x 1 inch thick board.

Short logs to be sawn for lumber or used for veneer.

A warehouse authorized by Customs authorities for storage of goods on which

payment of duties is deferred until the goods are removed.

An arrangement with a steamship company for the acceptance and carriage of

freight.

A pricing term indicating that “cost and freight charges” are included in the

quoted price.

A pricing term indicating that “cost and insurance” charges are included in the

quoted price.

A pricing term indicating that “cost, insurance, freight” charges are included in

the quoted price.

A pricing term indicating that “cost, insurance, freight, and commission”

charges are included in the quoted price.

APPENDIX VII

Glossary of Forest Products and Exporting Terms

Acceptance:

Alongside:

Balk:

Bill of lading:

Blockboard:

Board foot:

Bolt:

Bonded warehouse:

Booking:

C. & F.:

C. & I.:

C.I.F.:

C.I.F. & C.:
69

A pricing term indicating that “cost, insurance, freight, and currency exchange”

charges are included in the quoted price.

Large sawn timbers to be processed further.

A lengthwise crack in wood across or through the annual growth rings caused

by rapid drying.

A letter of credit, issued by a foreign bank, with validity confirmed by a U.S.

bank. An exporter whose payment terms are a confirmed letter of credit is

assured of payment even if the foreign buyer or the foreign bank defaults. See

LETTER OF CREDIT.

Wood obtained from trees classified botanically as “gymnosperms” or

“softwoods” such as pines, spruces, and firs.

Delivery of merchandise from an exporter (the consignor) to an agent (the

consignee) under agreement that the agent sells the merchandise for the

account of the exporter. The consignor retains title to the goods until the

consignee has sold them. The consignee sells the goods for commission and

remits the net proceeds to the consignor.

A formal statement, made to the consul of a foreign country, describing goods

to be shipped.

A document, required by some foreign countries, describing a shipment of

goods and showing information such as the consignor, consignee, and value of

the shipment. Certified by a consular official of the foreign country, the invoice

is used by the country’s Customs officials to verify the value, quantity, and

nature of the shipment.

Measurement term used for pulpwood volume. One cord measures 4 x 4 x 8

feet = 128 cubic feet, stacked.

Trade in which the seller is required to accept goods or other instruments of

trade in partial or whole payment for its products.

An extra duty imposed by the Secretary of Commerce to offset export grants,

bounties, or subsidies paid to foreign suppliers in certain countries by the

government of those countries as an incentive to export.

Insurance designed to cover risks of nonpayment for delivered goods.

Compare MARINE INSURANCE.

Switch ties, lengths from 9-24 feet and 6 x 12 inches in size.

Wavy grained.

An individual or firm licensed to enter and clear goods through Customs.

C.I.F. & C.:

Cant:

Check:

Confirmed letter of

credit:

Coniferous

(softwoods):

Consignment:

Consular declaration:

Consular invoice:

Cord:

Countertrade:

Countervailing duty:

Credit risk insurance:

Crossing:

Curly grain:

Customhouse broker:
70

A board or plank usually 2-4 inches (50-100 mm) thick, 9 inches (23 cm) and

more wide, and 9 feet (2.75 m) or more long.

Excess time taken for loading or unloading a vessel. Demurrage refers only to

situations in which the charterer or shipper, rather than the vessel’s operator, is

at fault.

An unconditional order in writing from one person (the drawer) to another (the

drawee) directing the drawee to pay a specified amount to a named payee at a

fixed or determinable future date.

The individual or firm on whom a draft is drawn and who owes the indicated

amount. Compare DRAWER. Also see DRAFT.

The individual or firm that issues or signs a draft and thus stands to receive

payment of the indicated amount from the drawee. Compare DRAWEE. Also

see DRAFT.

A tax imposed on imports by the Customs authority of a country. Duties are

generally based on the value of the goods (ad valorem duties), but may be

based on some other factor such as weight or quantity (specific duties), or a

combination of value and other factors (compound duties).

An independent U.S. Government agency created to facilitate U.S. trade

relations primarily through providing financing, insurance, and feasibility

studies.

“Free Alongside (vessel)” a pricing term meaning the quoted price includes the

cost of delivering the goods alongside designated vessel.

“Free In” is a pricing term indicating that the charterer of a vessel is

responsible for the cost of loading goods onto the vessel.

“Free In and Out” is a pricing term indicating that the charterer of a vessel is

responsible for the cost of loading and unloading goods from the vessel.

A log sawn on two or more sides from which veneer is sliced.

“Free Out” is a pricing term indicating that the charterer of a vessel is

responsible for the cost of unloading goods from the vessel.

“Free On Board” is a pricing term indicating that the quoted price includes the

cost of loading the goods into transport vessels at the specified place.

A panel of wood or other ligneous materials that may or may not be bonded

with resins or other organic substances. This category includes hardboard,

medium density fiberboard, and insulation board.

An association of 50 insurance companies which operate in conjunction with

the EX-IM BANK to provide comprehensive insurance for exporters against

nonpayment. FCIA underwrites the commercial credit risks. EX-IM BANK

covers the political risk and any excessive commercial risks.

Deal:

Demurrage:

Draft (or bill of

exchange):

Drawee:

Drawer:

Duty:

Export-Import Bank

(Ex-Im Bank):

F.A.S.:

F.I.:

F.l.O.:

Flitch:

F.O.:

F.O.B.:

Fiberboard:

Foreign credit

insurance association

(FCIA):
71

An individual or firm that serves as the foreign representative of a domestic

supplier and seeks sales abroad for the supplier.

A port designated by the government of a country for entry of any

nonprohibited goods. Merchandise may be stored, displayed, used for

manufacturing, etc., within the zone and re-exported without duties being paid.

Duties are imposed on the merchandise (or items manufactured from the

merchandise) only when the goods pass from the zone into an area of the

country subject to Customs duties.

Any of various export licenses covering export commodities for which validated

export licenses are not required. No formal application or written authorization

is needed to ship under a general export license. Compare VALIDATED

EXPORT LICENSE.

A panel manufactured primarily from interfelted wood fibers consolidated under

heat and pressure. The interfiber bond is primarily achieved through the wood’s

natural lignin and interfelting bonding. Other materials may be added during

manufacture to improve certain properties. Hardboard density is greater than

0.5 g/cm3 (31 lbs/ft3) and is typically 0.65 - 0.95 g/cm3 (40 - 60 lbs/ft3).

Roundwood including sawlogs, veneer logs, pulpwood, pitprops, poles, pilings,

posts, and railroad ties or sleepers.

A bill of lading used in transporting goods overland to the exporter’s

international carrier. Although a through bill of lading can sometimes be used,

it is usually necessary to prepare both an inland bill of lading and an ocean bill

of lading for export shipments.

A document, issued by a bank under instructions from a buyer of goods,

authorizing the seller to draw a specified sum of money under specified terms,

usually the receipt by the bank of certain documents within a given time.

Wood sawn lengthwise from logs.

Broadly, insurance covering loss or damage of goods at sea. Marine insurance

will typically compensate the owner of merchandise for losses sustained from

fire, shipwreck, piracy, and various other causes, but it excludes losses which

can be legally recovered from the carrier. Compare CREDIT RISK

INSURANCE.

A panel product manufactured from wood fibers combined with a synthetic

resin or other suitable binder. The panels are manufactured by the application

of heat and pressure by a process in which the interfiber bond is created

primarily by the added binder. The typical density range for MDF is 31-50 lbs/

ft3 (0.5-0.8 g/cm3).

Wood obtained from trees classified botanically as “angiosperms” or

“hardwood” such as oak, maple, ash, and poplar.

Foreign Sales Agent:

Free trade zone:

General export

license:

Hardboard:

Industrial wood:

Inland bill of lading:

Letter of credit (L/C):

Lumber:

Marine insurance:

Medium density

fiberboard (MDF):

Nonconiferous

(hardwoods):
72

A bill of lading indicating that the exporter consigns a shipment to an

international carrier for transportation to a specified foreign market. Unlike the

inland type, the ocean bill of lading also serves as a collection document. If it is

a straight bill of lading, the foreign buyer can obtain the shipment from the

carrier by simply showing proof of identity. If a negotiable bill of lading is used,

the buyer must first pay for the goods, post a bond, or meet other conditions

agreeable to the seller. Compare INLAND BILL OF LADING, THROUGH BILL

OF LADING.

A variation of countertrade in which the seller is required to assist in or to

arrange for the marketing of locally produced goods.

Trade arrangement in which goods are shipped to a buyer without guarantee of

payment. The risk this method poses to the supplier makes it essential that the

buyer’s integrity be unquestionable.

Panels made of narrow strands of fiber oriented lengthwise and crosswise in

layers, with a resin binder. Depending on the resin used, OSB can be suitable

for interior or exterior applications.

A panel manufactured from wood particles or combinations of wood particles

and fibers, bonded together with synthetic resins under heat and pressure. The

inter-particle bond is created almost entirely by the synthetic resin. Thickness

ranges from 1/4-2" (6-50 mm) and density from 27-55 lbs/ ft3 (0.43 - 0.88 g/

cm3).

European measurement unit for softwood lumber volume equal to 165 cubic

feet, 1,980 board feet, or 4.672 cubic meters.

A certificate, issued by the USDA to satisfy import regulations of foreign

countries, indicating that the shipment has been inspected and is free from

harmful pests and plant diseases.

Long straight logs used for supporting docks, bridges, and buildings.

Round wood used as supports in mining operations which are 3-6 inches in

diameter and 3-1/2 feet or more in length.

Sheets of wood consisting of three or more veneer sheets of wood glued and

bonded by heat and pressure, with the grain in each sheet running

perpendicular to adjacent layers.

Roundwood used to support telephone, telegraph, and electrical transmission

wires or scaffolding.

An invoice provided by a supplier prior to the shipment of merchandise,

informing the buyer of the kinds and quantities of goods to be sent, their value,

and important specifications (weight, size, etc.)

Ocean bill of lading:

Offset:

Open account:

Oriented strand board

(OSB):

Particleboard:

Petrograd standard:

Phytosanitary

certificate:

Piling:

Pitprops:

Plywood:

Poles:

Pro forma invoice:
73

Wood used for pulping and producing wood chips or particles to manufacture

wood fiber-based panels. Actual solid wood content in the stacked wood

volume varies according to diameter, straightness, and method of piling. In

Europe, bolts are 3.3 feet (1 meter) long and 2 - 5 inches ( 5 - 12.5 cm) in

diameter.

Small coniferous logs measuring 1 1/2 - 3 inches (3 1/2 - 8 centimeters) in

diameter and 16 - 50 feet (5 - 15 meters) long. Rickers are generally used for

scaffolding.

Lumber 2 inches thick (50 mm), less than 8 inches wide (20 cm), and from 9

feet (2.75 m) long.

A separation along an annual ring (ring shake) or cracks radiating from the

heart (heart shake) caused by frost, wind, or felling.

Railroad ties.

Narrow pieces of wood—1 - 2 inches (2.5 - 5 cm) thick and 3 - 5 inches (8 -

12.5 cm) wide—used to manufacture barrels and casks.

A group of steamship operators that operate under agreed upon freight rates.

Surface measure:

A method of determining lumber and plywood area based on surface area—

thickness is not taken into account.

A form of trade in which title to similar or identical products from different

locations is traded to save transportation costs.

A form of countertrade in which the seller sells on credit and then transfers the

credit to a third party.

Maintaining and building good relationships with key people that you do

business with. Requires regular contact and communication.

A single bill of lading covering both the domestic and international carriage of

an export shipment. An air waybill, for instance, is essentially a through bill of

lading used for air shipments. Ocean shipments, on the other hand, usually

require two separate documents, an inland bill of lading for domestic carriage

and an ocean bill of lading for international carriage; through bills of lading,

therefore, cannot be used. Compare INLAND BILL OF LADING, OCEAN BILL

OF LADING.

A ship not operating on regular routes or schedules.

A document issued by the U.S. Government authorizing the export of

commodities for which written export authorization is required by law. Compare

GENERAL EXPORT LICENSE.

Thin sheets of wood of a specified thickness that are peeled, sliced, or sawn

from logs for use in plywood, paneling, and furniture.

Pulpwood:

Rickers:

Scantling:

Shake:

Sleepers:

Staves:

Steamship

conference:

Swap arrangements:

Switch arrangements:

Trade services:

Through bill of lading:

Tramp steamer:

Validated export

license:

Veneer sheets:
74

“With Average” is a marine insurance term meaning that a shipment is

protected from partial damage whenever the damage exceeds a certain

percentage.

Wood that has been mechanically and/or chemically processed for use in the

manufacture of paper, paperboard, or other cellulose products.

W.A.:

Woodpulp:
75

In North America, the most common way to describe a volume of round wood

is in terms of units of 1,000 board feet. The term “mbf” (thousand board feet) is

best understood as a volume of lumber, not round wood. However, there was a

desire to measure a volume of round wood in terms of the volume of lumber

which could be sawn from the round wood. This resulted in the development of

the unit of 1,000 bf for logs, which actually defines the amount of round wood

which would produce, after all sawing operations, 1,000 bf of lumber. This

approach required estimation of the yield of sawing operations. Naturally, such

estimates are difficult and never very accurate. Consequently, there exist many

log rules which claim to define the amount of round wood which would give

1,000 bf of lumber. Comparisons of actual cubic content of logs defined by

these various log rules indicate that there are differences which depend on the

assumptions made at the time the rules were proposed. Of the many log rules,

several which are considered more important are the International 1/4",

Scribner, and Doyle Log Rules. A conversion program is available on the

Internet at: http://search2.forestworld.com/converx/ cu_frame.html. The

following tables are from A. Binek, “Forest Products in Terms of Metric Units.”

APPENDIX VIII

Forest Products Volume Conversion Units
76
77
78
79
80
81
82

APPENDIX IX

Forest Products Shipping Weights and Volumes

Important Shipping Parameters

The cost of transportation is based on weight, volume, and stowage factor.

Weight

Wood products originate from living fibers and as such are more difficult to measure than other raw

materials.

The weight of wood depends on species and moisture content. It also depends to a lesser degree on rate

of growth, growing site, proportion of sapwood to heartwood, thickness of the bark, and stowing methods.

Bottom log usually are heavier than second- or third- cut logs.

To reduce damage through handling and season checking during transportation, veneer logs are often

delivered with the bark on.

Fresh-cut roundwood can be grouped into four density categories:

1. Very heavy; 65 lbs/ft3 & up = 1040 kg/m3 & up

2. Heavy; 55-64 lbs/ft3 = 880-1024 kg/m3

3. Moderate; 45-54 lbs/ft3 = 720-864 kg/m3

4. Light; 35-44 lbs/ft3 = 560-704 kg/m3

The weight of any given species depends very strongly on moisture content.

Weight Moisture Content

Fresh-cut roundwood 65 lbs/ft3 = (100%) Approx. 40-60%

After 6 months approx 56 lbs/ft3 = (86%) Approx. 30%

“Shipping dry” lumber 52 lbs/ft3 = (80%) Approx. 20%

“Kiln-dry” lumber for

 the production of flooring 48 lbs/ft3 = (74%) Approx. 10%

The production of

furniture parts 47 lbs/ft3 = (72%) Approx. 8%

* With no allowances for shrinkage of the wood.

This means, for example, that a very heavy species of wood in a “fresh-cut” state would weigh 65 lbs/ft3 =

1040 kg/m3. The same log would weigh approx. 56 lbs/ft3 = 897 kg/m3 after 6 months if left in round

state. For this species:

Shipping dry lumber would weigh approx. 52 lbs/ft3 = 833 kg/m3

Kiln-dry lumber for flooring would weigh approx. 48 lbs/ft3 = 769 kg/m3

Kiln-dry lumber for furniture parts would weigh approx. 47 lbs/ft3 = 753 kg/m3

The specific gravity is 1.0 at 4• C, at normal pressure. One cubic foot of water weighs 62.4 lbs.

The information presented here is printed with permission from Binek, A., Forest Products in Terms of

Metric Units.
83

Approximate shipping weight of logs and lumber of coniferous North American species

North American Species lb/ft3 kg/m3 kg/m3 t/cord t/Mbf t/Mbf

Fir Douglas (Oregon Pine) 47 750 600 1.810 2.980 1.430

Fir Balsam 39 625 500 1.350 2.500 1.200

Fir White 38 610 490 1.465 2.410 1.160

Fir Silver 40 640 510 1.540 2.540 1.210

Fir Grand 42 670 540 1.620 2.670 1.280

Hemlock Eastern 45 720 580 1.735 2.860 1.370

Hemlock Western 48 770 620 1.850 3.050 1.460

Larch Eastern 47 750 600 1.810 2.980 1.430

Larch Western 50 800 640 1.930 3.180 1.520

Pine Jack 44 700 560 1.700 2.800 1.340

Pine Pitch 50 800 640 1.930 3.180 1.520

Pine Ponderosa 42 670 510 1.620 2.670 1.210

Pine Red 44 700 560 1.700 2.800 1.340

Pine White Eastern 40 640 510 1.620 2.670 1.210

Pine White Western 42 670 540 1.620 2.670 1.280

Pine Sugar 42 670 540 1.620 2.670 1.280

Pine Southern Yellow Longleaf 55 880 700 2.120 3.490 1.650

 Shortleaf 50 800 640 1.930 3.180 1.520

 Slash 58 930 750 2.240 3.680 1.770

Spruce Black 45 720 580 1.735 2.860 1.370

Spruce Engelmann 38 610 490 1.465 2.410 1.160

Spruce Red 42 670 540 1.620 2.670 1.280

Spruce Sitka 40 640 510 1.540 2.540 1.210

Spruce White 40 640 510 1.540 2.540 1.210

Cedar Red 37 590 413 2.350 0.990

Cedar White 32 510 351 2.030 0.850

Redwood California 45 720 510 2.860 1.210

Note: m3a = 35.31 ft3 of logs, Mbf a = 140 ft3/3.96 m3 of logs

m3b = 35.31 ft3 of lumber, Mbf b = 83.33 ft3/2.36 m3 of lumber

cord: 90 ft3 = 2.55 m3 solid wood (a) Roundwood (b) Lumber
84

Weight Conversion Factors

Unit of weigh Equivalents

Pounds X 0.45359 = kg

lbs X 0.0004536 = t (metric ton)

X 0.0004464 = tn (long ton)

X 0.0005000 = shtn (short ton)

Kilograms X 2.2046 = lbs

kg X 0.001 = t (metric ton)

X 0.000984 = tn (long ton)

X 0.001102 = shtn (short ton)

Ton metric X 2204.622 = lbs

t X 1000 = kg

X 0.9842 = tn

X 1.1023 = shtn

Ton long X 2242 = lbs

tn X 1016.04 = kg

X 1.01604 = t

X 1.12 = tn

Ton short X 2000 = lbs

shtn X 907.184 = kg

X 0.907184 = t

X 0.892857 = tn

Equivalents for Weights and Volumes for Conventional Shipping Units

Weight Estimate Volume Assumed Specific Weight

Metric Tons Ft3 M3 lb/ft3 kg/m3

1 loading ton of round wood 40 1.132 55 883

1 loading ton of lumber 50 1.416 44 706

1 ton of plywood conif. 63 1.784 35 560

1 ton of plywood nonconif. 55 1.560 40 640

1 ton of plywood particleboard 55 1.560 40 640

1 ton of plywood hardboard 37 1.050 59 950

1 ton of plywood softboard 118 3.330 19 300
85

International Container Standards

Freight containers are a popular method of shipping lumber and wood products. These containers can be

packed and sealed at the manufacturer and not reopened until the product reaches the final customer.

During shipment, the products such as veneer logs, lumber, dimension stock, flooring, mouldings, panel

products, furniture, and veneer are protected from pilferage and the environment. These containers come

in standardized sizes and can be transported by ship, truck, and rail.

The majority of containers used today come in one of five lengths: 20 ft, 40 ft, 45 ft, 48 ft, or recently 53 ft.

Most containers are 8' wide and 8'-6" tall, although some containers, called high cube, are 9'-6" tall. In the

table below, the average internal dimensions and capacity for each type of container are shown. These

dimensions may vary from one model to another, and carriers should be consulted well in advance of

shipping for specifications, availability, and rates. Many carriers provide valuable assistance and

information on loading and operating their equipment.

At present, the 48-ft and 53-ft containers, which have an outside width of 8'-6", are used only in domestic

rail and truck transportation. This may change as new ocean vessels which are capable of handling the

wider containers are developed.

Maximum cargo weights are limited by carriers to comply with restrictions on particular transport and

handling equipment or limits enforced by Government agencies to protect roads and bridges. Due to low

product density or load limits, many loads do not utilize the maximum rated weight capacity of the

container. If the container is shipped to the port by rail, or loads at the port, more cargo may be loaded.

Some States provide overweight permits for highway travel.

Container type Interior Dimensions Capacity

Length Height Width Volume Weight

20 foot 19’4" 7’9" 7’8" 1186 ft3 41000 lb

40 foot 39’6" 7’10" 7’8" 2387 ft3 58867 lb

40 foot, high cube 39’6" 8’4" 7’8" 2548 ft3 60400 lb

45 foot, high cube 44’6" 8’10" 7’8" 3050 ft3 64250 lb

48 foot, high cube 47’6" 8’10" 8’2" 3450 ft3 56920 lb

53 foot, high cube 52’6" 8’10" 8’2" 3830 ft3 56920 lb

20 foot 589 cm 236 cm 234 cm 33.5 m3 18598 kg

40 foot 1204 cm 239 cm 234 cm 67.6 m3 26702 kg

40 foot, high cube 1204 cm 239 cm 234 cm 72.2 m3 27397 kg

45 foot, high cube 1356 cm 269 cm 234 cm 86.4 m3 29144 kg

48 foot, high cube 1448 cm 269 cm 249 cm 97.7 m3 26808 kg

53 foot, high cube 1600 cm 269 cm 249 cm 109 m3 25819 kg

Source: Example specifications from the Official Intermodal Equipment Register.
86

Country Industry Offices FAS Offices

China, People’s American Forest & Paper Association Office of Ag Affairs

Republic of Beijing Lufhansa Center Offices C615 US Embassy Beijing

50 Liangmaqio Road PSC 461 BOX 50

Chaoyang District FPO AP 96521-0002

Beijing, 1000016 PRC

PRC Tel. (011-86-10) 6532-3431

Tel. (011-86-10) 6463-8046 ext.5400

Fax (011-86-10) 6463-8047 Fax (011-86-10) 6532-3962

bjafpa@public2.east.cn.net

Germany APA-The Engineered Wood Association U.S. Agricultural Trade Office

Friedensallee 62 AmConGen Hamburg

22765 Hamburg Department of State

Germany Washington, DC 20521-5180

Tel. (011-49-40)44-1070 Tel. (011-852-2) 841-2350

Fax (011-49-40) 448-0894 Fax (011-852-2) 845-0943

apa-hamburg@apawood.org

Hong Kong American Hardwood Export Council Agricultural Trade Office

Room 528, West Wing U.S. Consulate, Hong Kong

New World Office Building PSC 464, Box 30

20 Salisbury Road FPO AP 96522-0002

Tsimshatsui Hong Kong

Hong Kong Tel. (011-852-2)841-2350

Tel. (011-852-2) 724-0228 Fax (011-852-2) 845-0943

Fax (011-852-2) 366-8931

afpa@netvigator.com

Osaka, Japan American Hardwood Export Council Agricultural Trade Office/Osaka

Nishi-tenman 2-11-5, Kita-ku, Osaka American Council General

American Consulate Building Unit 45004, Box 239

Postal Code 530-0047 APO AP 96337-5004

Japan Japan

Tel. (011- 81-6) 6-315-5101 Tel. (011-81-6) 315-5904

Fax (011-81-6) 6-315-5103 Fax (011-81-6) 315-5906

ahecoskt@gol.com

Tokyo, Japan American Forest & Paper Association Agricultural Trade Office/Tokyo

Tameike Tokyu Building, 8th Floor U.S. Embassy

1-1-14 Akasaka, Minato-ku Unit 45004, Box 241

Tokyo 107-0052 APO AP 96337-5004

Japan Japan

Tel. (011-81-3) 3589-1320 Tel. (011-81-3) 3224-5114

Fax (011-81-3) 3589-1560 Fax (011-81-3) 3582-6429

Appendix X

U.S. Wood Products Industry and FAS Contacts

FAS overseas directory on Internet at http://www.fas.usda.gov/scriptsw/fasfield/

ovc_frm.asp
87

Tokyo, Japan, cont'd APA-The Engineered Wood Association

(same address as listed above)

Tel. (011-81-3) 3589-0127

Fax (011-81-3) 3589-1560

apa-tokyo@apawood.org

American Softwoods

(same address as listed above)

Tel. (011-81-3) 3589-1320

Fax (011-81-3) 3589-1560

asjo@gol.com

Korea American Forest & Paper Association Agricultural Trade Office

Leema Building, Room 303 American Embassy-Seoul

146-1 Susong-dong, Chongo-ku APO AP 96205-0001

Unit 15550-0001 Korea

Seoul 110-140 Tel. (011-82-2) 397-4188

Korea Fax (011-82-2) 720-792

Tel. (011-82-2)722-3685 / 6

Fax (011-82-2)720-1898

afandpa@unitel.co.kr

American Hardwood Export Council

(address as listed above)

Tel. (011-82-2) 722-3685 / 6

Fax. (011-82-2) 720-1898

afandpa@unitel.co.kr

Mexico American Softwoods Agricultural Trade Office *

Mecma S.A. de C.V. American Embassy

KM 3.5 Caarr Coaltepec Las Trancas P.O. Box 3087

Coaltepec Vera ruz CP 91500 Laredo, TX 78044-3087

Mexico Tel. (011-52-5)202-0168/0121

Tel. (011-52-2) 816-3850 Fax (011-52-5)202-0528

Fax (011-52-5) 816-3850

mecma_sa@terra.com.mx

APA- The Engineered Wood Assn.

Oficina Agro Comercial de los E. U.A.

Corporativo Polanco

Jaime Balmes No.8–201

Col. Morales Polanco

11510 Mexico City

Mexico

Tel ( 011-52-5) 281-6087

Fax (011-52-5) 281-6089

philippe.mercado@apawood.org
88

Mexico, cont’d American Hardwood Export Council

(same address as listed above)

Tel. (011- 52-5) 282-0909 / 0918

Fax ( 011-52-5) 282-0919

luiszertuche@infosel.net.mx

American Forest & Paper Assn.

(same address as APA above)

Tel. (011-52-2) 282-2111

Spain (& Italy) American Softwoods American Embassy, Madrid

Venus 36 Pozuelo de Alarcon PSC 61, Box 20

28224, Madrid APO AE 09642

Spain Tel. (011-44-171) 499-9000

Tel. (011-34-91) 351-1449 Fax (011-44-171) 409-2019

Fax (011-34-91) 351-1449

americansoftwoods@jpcnet.com

United Kingdom American Hardwood Export Council American Embassy

3, St. Michael’s Alley PSC 801, Box 48

London EC3V 9DS FPO AE 09498-4048

England England

Tel. (011-44-207) 626-4111 Tel. (011-44-171) 499-9000

Fax (011- 44-207) 626-4222 Fax (011-44-171) 409-2019

david.venables@ahec.co.uk

APA - The Engineered Wood Assn.

MWB Business Exchange

Hinton Road

Bournemouth, Dorset BH1 2EF

England

Tel. (011-44-1202) 201007

Fax (011-44-1202) 201008

apa-bournemouth@apawood.org

http://www.apauk-ireland.org/

American Softwoods

25 Castle Street

High Wycombe, Bucks

HP13 6RU

England

Tel. (011-44-1494) 451000

Fax (011-44-1494) 451100

americansoftwoods@compuserve.com

* These offices are located in Mexico City and Monterrey.
89

Alabama

Alabama International Trade

Center

P.O. Box 870396

Tuscaloosa, AL 35487

Tel. (205) 348-6974

Fax (205) 348-6974

Robert@aitc.us.edu

Alaska

Development Specialist

Department of Agriculture

1800 Glenn Hwy.Suite12

Palmer, AL, 99645

Tel. (907) 745-7200EXT #6

Fax (907) 745-7112

douglas_warner@dnr.state.ak.us

Arizona

Arizona Dept. of Agriculture

International Program Manager

1688 West Adams

Phoenix, AZ 85007

Tel. (602) 362-3260

Fax (602) 542-0969

stephanie.turner@agric.state.az.us

Arkansas

State Plant Board, Marketing

No.1 Natural Resources Drive

P.O. Box 1069

Little Rock,AR 72203

Tel. (501) 225-1598

Fax (501) 225-3590

tim.ellison@uspb.state.ar.us

California

Dept. of Food & Agriculture

Ag Export Division

1220 N Street, Suite A280

Sacramento, CA 95814

Tel. (916) 654-0389

Fax (916) 653-2604

aepinfo@cdfa.ca.gov

Colorado

Colorado Dept. of Agriculture

International Marketing Specialist

700 Kipling Street Suite 4000

Lakewood, CO 80215-5894

Tel. (303) 239-4114

Fax (303) 239-4125

timlarsen@ag.state.co.us

Appendix XI - State Level Contacts for Wood Exporters

Connecticut

Connecticut Department of

Agriculture

Marketing Division

765 Asylum Ave.

Hartford, CT 06105

Tel. (860) 713-2550

Fax (860) 713-2516

ronald.olsen@po.state.ct.us

Delaware

Marketing Specialist

2320 South Dupont Hwy.

Dover, DE 19901

Tel. (302) 739-4811

Fax (302) 697-4463

melanie@dda.state.de.us

Florida

Florida Dept. of Agriculture

Division of Marketing &

Development

545 East Tallahassee St

Tallahassee, FL 32308-4981

Tel. (850) 488-4366

Fax (850) 922-2189

coxd@doacs.state.fl.us

Georgia

Georgia Forest Commission

P.O. Box 819

Macon, GA 31202

Tel. (912) 751-3521

Fax (912) 751-3523

jwells@gfc.state.ga.us

Hawaii

Dept. of Business, Economic

Development & Tourism

Product Trade Branch

P.O. Box 2359

Honolulu,HI 96804

Tel. (808) 587-2754

Fax (808) 587-3388

dnada@dbedt.hawaii.gov

Idaho

P.O. Box 790 (83701)

2270 Old Penitentiary Rd.

Boise, ID 83712

Tel. (208) 332-8530

Fax (208) 334-2878

mthompson@agri.state.id.us

Illinois

Illinois Dept. of Agriculture

State Fairgrounds, 8th and

Sangamon

P.O. Box 19281

Springfield, IL 62794

Tel. (217) 785-0115

Fax (217) 524-5960

tenglish@agr.state.il.us

Indiana

ISTA Center, Suite 414

150 West Market Street Suite 414

Indianapolis, IN 46204

Tel. (317) 232-8770

Fax (317) 232-1362

alelong@commerce.state.in.us

Iowa

Iowa Department of Economic

Development

200 East Grand Ave.

Des Moines, IA 50309

Tel. (515) 242-4742

Fax (515) 242-4918

international@ided.state.ia.us

Kansas

Department of Commerce

Agricultural Products

700 SW Harrison St. Suite 1300

Topeka, KS 66603

Tel. (785) 296-3174

Fax (785) 296-3776

jdudley@kdoch.state.ks.us

Kentucky

Kentucky Dept. of Agriculture

500 Mero St. 7th Floor

Frankfort, KY 40601

Tel. (502) 564-2133

Fax (502) 456-2133

John.Cotten@kyagr.com

Louisiana

Director of Forest Products

Marketing

Utilization and Development

P.O. Box 3334

Baton Rouge, LA 70806

Tel. (225) 922-1280

Fax (225) 922-1289

mike_b@idaf.state.la.us
90

Maine

International Trade Center

511 Congress Street

Portland, ME 04101

Tel. (207) 541-7400

Fax (207) 541-7420

merritt@mitc.com

Maryland

Maryland Department of

Agriculture

International Marketing Services

50 Harry S. Truman Pkwy

Annapolis, MD 21401

Tel. (410) 841-5777

Fax (410) 841-5987

storsjm@mda.state.md.us

Massachusetts

Program Coordinator

Division of Ag Development

251 Causeway St. Suite 500

Boston, MA 02114

Tel. (617) 626-1753

Fax (617) 626-1850

bonita.oehlke@state.ma.us

Michigan

International Marketing Specialist

Michigan Department of

Agriculture

611 W. Ottowa P.O. Box 30017

Lansing, MI 48909

Tel. (517) 373-1052

Fax (517) 335-7071

burkep@state.mi.us

Minnesota

Minnesota Trade Office

1000 Minnesota World Trade

Center

30 East 7 St., St. Paul, MN 55101

Tel. (651) 297-4222

Fax (651) 296-3555

mto@state.mn.us

Mississippi

Mississippi Department of

Agriculture and Commerce

P.O. Box 849

Jackson, MI 39205

Tel. (601) 359-6672

Fax (601) 359-3605

lcleveland@mississippi.org

Missouri

Department of Agriculture

International Marketing Programs

P.O. Box 630

Jefferson City, MO 65102

Tel. (573) 751-4338

Fax (573) 751-2868

John_Hensley@mail.mda.state.mo.us

Montana

Marketing Specialist

P.O. Box 200201

Helena, MT 59620

Tel. (406) 444-2402

Fax(406) 444-9442

agr@state.mt.us

Nebraska

Department of Agriculture

Promotion and Development

P.O. Box 94947

Lincoln, NE 68509

Tel. (402) 471-4876

Fax (402) 471-2759

stanjg@agr.state.ne.us

Nevada

Nevada Division of Agriculture

P.O. Box 11100

Reno, NV 89502

Tel. (775) 688-1182X239

Fax (775) 738-2639

bgrenowsky@agr.state.nv.us

New Hampshire

Dept. of Ag., Markets, & Food

P.O. Box 2042

Concord, NH 033302

Tel. (603) 271-3685

Fax (603) 271-1109

runcles@afr.state.nh.us

New Jersey

New Jersey Department of

Agriculture

Marketing Division

P.O. Box 330 John Fitch Plaza

Trenton, NJ 08625

Tel. (609) 292-3976

Fax (609) 984-2508

logan.brown@ag.state.nj.us

New Mexico

Director of Marketing

Marketing Division

MSC 5600, Box 30005

Las Cruces, NM 88003

Tel. (505) 646-4929

Fax (505) 646-3303

eavalos@nmda-bubba.nmsu.edu

New York

Department of Conservation

Forest Products Utilization

625 Broadway

Albany, NY 12233

Tel. (518) 402-9425

Fax (518) 402-9028

gw@dec.state.ny.us

North Carolina

International Trade Specialist

NC Dept. of Ag. & Consumer

Service

P.O. Box 27647

Raleigh, NC 27611

Tel. (919) 733-7912

Fax (919) 733-0999

charles.green@mcmail.net

North Dakota

Marketing Coordinator

Department of Agriculture

600 East Blvd. Ave. Dept 602

Bismark ND 58505

Tel. (701) 328-4759

Fax (701) 328-4567

sbornsen@state.nd.us

Ohio

Dept. of Ag, Int’l Trade Programs

8995 East Main St.

Reynoldsburg, OH 43068

Tel. (614) 728-4760

Fax (614) 644-5017

letson@odant.agri.state.oh.us

Oklahoma

International Marketing Specialist

Department of Agriculture

2800 North Lincoln

Oklahoma City, OK 73105

Tel. (405) 522-6192

Fax (405) 522-4855

barbara@oda.state.ok.us
91

Oregon

Department of Agriculture

Marketing Division

1207 NW Naito Pkwy. Suite 104

Portland, OR 97209

Tel. (503) 872-6600

Fax (503) 229-6601

agmarket@oda.state.or.us

Pennsylvania

Pennsylvania Hardwood

Development Council

2301 North Cameron St.

Harrisburg, PA 17110

Tel. (717) 772-3715

Fax (717) 705-0663

plyskava@state.pa.us

Rhode Island

RI Economic Development Corp.

One West Exchange St.

Providence, RI 02903

Tel. (401) 222-2106

Fax (401) 222-2106

BusinessFirst@riedc.com

South Carolina

Director of Marketing Promotion

Department of Agriculture

Wade Hampton State Office

P.O. Box 11280

Columbia, SC 29211

Fax (803) 734-2192

wmack@scda.state.sc.us

Sbta

Department of Agriculture

Marketing Division

523 East Capitol

Peirre, SD 57501

Tel. (605) 773-5436

Fax (605) 773-3481

jon.farris@state.sd.us

Tennessee

Tennessee Dept. of Agriculture

P.O. Box 40627 Melrose Station

Nashville, TN 37204

Tel. (615) 837-5160

Fax (615) 837-5194

jcpuckett@mail.state.tn.us

Texas

Director for International Marketing

Department of Agriculture

P.O. Box 12847

Austin, TX 78711

Tel. (512) 463-7636

Fax (512) 463-7843

Utah

Utah Dept. of Ag, Marketing

350 North Redwood Road

Salt Lake City, UT 84111

Tel. (801) 538-7108

Fax (801) 538-4949

email.rparker@email.state.ut.us

Vermont

Marketing Specialist

Vermont Department of Agriculture

116 State Street Drawer 20

Montpelier, VT 05620

Tel. (802) 828-3835

Fax (802) 828-3831

drusso@agr.state.vt

Virginia

Dept. of Ag & Consumer Services

1100 Bank Street, Room 907

Richmond, VA 23219

Tel. (804) 371-8991

Fax (804) 225-4434

jgreen@vdacs.state.va.us

Washington Department of Agriculture

International Marketing Division

P.O. Box 42560

Olympia, WA 98504

Tel. (360) 902-1915

Fax (360) 902-2089

lschumaker@agr.wa.gov

West Virginia West Virginia Development Office

Forest Products Industries

1900 Kanawha Blvd. East

Charleston, WV 25305

Tel. (304) 558-2234

Fax (304) 558-1957

jstopha@wvdo.org

Wisconsin

International Agribusiness Center

2811 Agricultural Drive,

P.O. Box 8911

Madison, WI 53708

Tel. (608) 224-5112

Fax (608) 224-5111

perry.brown@datep.state.wi.us

Wyoming Wyoming Dept. of Agriculture

2219 Carey Avenue

Cheyenne, WY 82002

Tel. (307) 777-6569

Fax (307) 777-6593

wbend@state.wy.us