EXPORT ASSISTANCE IN THE HARDWOOD LUMBER INDUSTRY - AN EXAMINATION OFAWARENESS, USE, AND PERCEIVED BENEFIT

Data from 354 small eastern hardwood lumber companies were analyzed to determine awareness, use, and the perceived benefit of 21 services pr ovided by export assistance and promotion programs. Awareness of the s ervices among all respondents ranged from a high of approximately 70 p ercent of respondents to a low of approximately 12 percent. Companies were most aware of services that sponsor seminars on the basics of exp orting, promote U.S. products overseas, and provide information on doi ng business in a foreign country. Use by exporters ranged from approxi mately 42 percent for a service that provides contacts with experience d exporters to less than 5 percent for a service that provides a toll- free number for export information. Reported potential use rates among respondents who were previously unaware of the service reached approx imately 84 percent for a service that provides general information on foreign buyers. Responding companies indicated the highest perceived b enefit from services that help to reduce the risks involved in export marketing. Services that guarantee payment by foreign buyers, provide credit information on foreign buyers, and transfer funds from foreign buyers were considered to be very beneficial.