Rayonier Explores Forestry Career Paths: Discover the Role of a Timber Marketing Manager - Seite 2

Kevin and the other TMMs admit this is a demanding role, but they also relish the challenge of it.

"It's like a jigsaw puzzle," says Casey LaCasse, one of our Timber Marketing Managers based in Northeast Florida. "You have to put all these pieces together to make the sale work."

How Valuable is a Stand of Timber?

The value of a stand of timber depends on various factors. When determining value, Timber Marketing Managers assess the species composition, age, size and overall health of the forest stand.

"To sell timber, you need to have a strong understanding of the value of trees and what provides that value," says Casey.

Many of our TMMs have been in forestry for decades and they understand the factors that impact timber values, such as tree species.

At Rayonier, we grow several different species. In the U.S. South, we grow pines such as loblolly, slash and longleaf, which require 20 to 25 years to mature. In Washington State and Oregon, hemlocks, firs, and hardwoods require more growing time-sometimes 40 years or more.

"In the Pacific Northwest, we grow cedars and other hardwoods," says Kevin. "Some of our most valuable trees are export logs that we sell to local facilities to ship overseas."

TMMs lead teams of foresters that evaluate each stand of trees to determine pricing. In addition to species, these foresters analyze other factors that affect value, including height, diameter, straightness, and quality.

Foresters record specifications for each stand of trees and TMMs use this data to find the right buyer.

TMMs often negotiate directly with prospective buyers, especially if they know a particular buyer's needs. Other times, they use a bidding system in which they publish the data and buyers bid for the timber.

By understanding these factors, Timber Marketing Managers can ensure that the value of the timber is maximized.

The Value of Relationship Management in Timber Sales

Developing strong relationships is paramount for Timber Marketing Managers. TMMs engage in effective communication and negotiation to build trust and secure long-term partnerships with buyers, forestry teams, logging contractors, and other stakeholders in the wood product supply chain.

It's critical that TMMs understand the value of timber and keep their finger on the pulse of the log market, but selling timber doesn't come down to a simple math equation.

"The highest price doesn't always get the log," says Ian Thompson, another Senior Timber Marketing Manager on our Pacific Northwest team. "We have long-term relationships with our customers. I'm not going to pull wood away from one mill just because another customer we haven't worked with in years comes up with a big offer that will only last two months."