Factors that influence the export success of forest products companies in the Pacific Northwest

While most North American firms reported a decline in export revenues from Japan over the period 1997 to 1998, some firms experienced increases. This anomaly prompted an investigation into why some firms were successful in increasing their exports while other firms were not. The primary objective of this study was to identify the key characteristics of successful exporters. The study was a census of firms involved in the export of wood building materials to Japan from the Pacific Northwest (Washington, Oregon, and British Columbia). A combination mail/fax survey was used to collect primary data. The survey was sent out to 173 exporters and 72 completed surveys were received, providing an overall response rate of 41.6 percent. The results of this research suggest that export success during the 1997 to 1998 economic recession in Japan was closely related to firm size, shortened distribution channels, product mix, having a company presence in Japan, and maintaining a close relationship with Japanese customers even during an economic downturn. [PUBLICATION ABSTRACT]