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Handbook International Timber Trade 2006 ir. R.G. Wijers/ ir. J. Raggers (external use)
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Handbook International Timber Trade
(Specialisation year 3 and 4)
Larenstein University of Professional Education Major International Timber
Trade
Ir. R.G. Wijers
Ir. J. Raggers
Velp, January 2007
Description and organisation of the
Major International Timber Trade

Contents:
1. Introduction
2. Job profile description
3. Overview of themes and credits (ECTS)
4. Theme marketing of wood products (year 3, term 1, 2)
5. Theme timber trade and wood science (year 3, term 2)
5.1 Introduction in timber trade
5.2 Wood science and technology
6. Theme timber and timber trade (year 3, term 3)
6.1 Organisation and commerce
6.2 Timber trade and technology
6.3 Wood quality and grading
6.4 Engineered wood products
6.5 Utilisation of timber
6.6 Logistics
7. Module description of practical training (year 3, term 4)
8. Module description of practical training (year 4, term 1)
9. Theme policies and business development (year 4, term 2)
7.1 Certification and illegal harvesting
7.2 Business developments
10. Module description of thesis (year 4, term 3 and 4)
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1. Introduction
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Wood is a unique material with unique properties. Not only is it much in demand for its usefulness and
its beauty, it is also the ultimately renewable resource – no small advantage in a world whose
population is still growing fast. Wood also represents a trade of enormous international scope and
complexity. In fact, the flow of wood products is so great that it represents the world’s second largest
flow of goods – one that involves long and complicated processes of transport, processing and
manufacturing. Taken together, these factors represent a wealth of exciting international career
opportunities in a sector that is in urgent need of skilled young people.
This document describes the job opportunities and in brief the modules of the two-year international
Bachelor course which is integrated within a four-year programme in Forest and Nature Management
taught to Dutch students. It can also be attended as a top-up programme, or as part of another
European Bachelor course. The objectives and topics of every course component and also information
about the study material is given.
In 2002, this education programme was initiated by Larenstein University of Professional Education
and the forest- and timber industry of the Netherlands. Recent developments concerning the
globalisation of the world markets and the age distribution of the professionals with in the Dutch
timber and forestry sector, (a high percentage of workers on management level are above 45 years of
age) results in a need of well oriented international professionals.
2. Job profile description
2.1 General characteristics of the profession
Students who have successfully completed the programme International Timber Trade are working in
the fields of purchasing/ selling and production of wood or wood based materials and the consultancy
in certified wood products.
Characterisation of companies for graduates:
• Large and semi large timber trade companies focused on the international market.
• Multinationals trading worldwide in timber products
• National and international timber producing companies
• Research and consultancy company in the field of certified timber
Possible job-positions
In the table shown below you can see the professional groups with the starting position:
Professional group Starting position
• Purchasing Assistant purchaser
• Quality control Quality controller
• Product manufacturing Product developer
• Sales Salesman, assistant sales manager
account manager
• Certification Assistant project manager

After a number of years graduates can develop in different ways to
become specialists or generalists. Job opportunities are sales
managers, purchasers, account managers or head of departments or companies.
Recent developments
At this moment there are a number of developments going on. A few of them are:
• Globalisation of markets of timber and timber products;
• Growing competition and cost-consciousness, decrease of margins (profit);
• Focus on efficiency in logistics, stock management, “just in time” (JIT) delivery;
• Increase in scale of companies;
• Continuing developments in ICT
• Certification of forests and chains because of growing awareness of the public.
These developments ask for graduates who can develop themselves in a rapid way and have the skills
to learn quickly. This means that graduates have to educate themselves also after graduation.
The study International Timber Trade has been constructed in such a way that it tries to familiarize
students with the most recent developments and provide them with skills to be able to handel the
tasks they have to fulfil after graduation.
2.2 Typical characteristics of the graduate
General
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Graduates in International Timber Trade are going to work in the field of purchasing, selling, marketing
and consultation of wood and wood based products. International Timber Traders have a broad
background and distinguishes themselves in a thorough knowledge of timber and trade.
He or she:
• has the skills to work in multi disciplinary teams.
• is able to manage a project and give support.
• works cost-consciously and is able to control costs.
• works pro-active and is able to seize opportunities.
Overview of roles:
• Purchaser
• Seller
• Communication adviser
• Account manager
• Project manager
• Controller/Inspector
• Adviser
• Entrepreneur

2.3 Overview of professional tasks
Level of occupation:
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Graduates have to fulfil a number of tasks. They are expected to fulfil the below mentioned tasks
within a period of one or two years after graduation.
Logistics/ organisation:
• Purchasing of wood products
• Order management
• Stock control
• Management of flow of incoming goods
Financial:
• Budget control
• Development of price lists and offers
• Administration of contracts
Marketing/sales:
• Sales of wood products
• Advice and feasibility study of client requests
• Maintenance of client relations and searching for destinations for products within client groups
• Acquisition of new clients and projects.
• Placing orders of clients to strategic deliverers
• Informing clients on price and market developments
• Market study on prices of wood products
• Searching for new deliverers, products and sources
• Gathering information, analysing and ordering the information to set up a business plan or
marketing plan
Quality control and product development:
• Product development
• Quality control
Policies and certification:
• Communicating environmental policies to employees and clients
• Bringing together supply and demand of certified wood products
• Counselling and offering guidance to companies who want to have COC certification
• Guidance of forest owners to FSC certification
• Informing and advising clients on the use of certified timber in orders

3. Overview of themes and credits (ECTS)
The competencies of the profession that graduates are going to work in are translated into
competencies of education. These competencies which consist of knowledge, skills and attitudes have
been the foundation of the two-year study programme. Each part of the study-programme is
necessary to prepare students for their future jobs.
The third year comprises one term of lectures and practicals at the University of Agricultural Sciences
(SLU) at Skinnskatteberg in Sweden and two terms of lectures and practicals at Larenstein’s premises
in Velp.
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After completing the first two terms the students will have a basic understanding of different aspects of
trade (especially softwood production and trade) and a basic knowledge of wood science. The third
term will go more deeply into valuating the chain of custody by processing, drying and distribution of
timber and timber products of especially hard woods.
The fourth term, which is spent doing practical work in the timber industry, represents the student’s
first opportunity to experience real working conditions within the sector.
The fourth year begins with a practical period again, followed by a training period on recent
developments in international business, certification and illegal logging at Larenstein in the
Netherlands. The third and fourth terms are spent on preparing a thesis on a professional, industry-
based subject.
Below you see a schedule of the study programme. In chapter 4 you can find more details about the
varoius modules.
Year 3:
Period Theme Code Credits
1,2 International course marketing
of wood products
ICM-M/1 23
2 Wood science and technology WOTE-M/1 7
3 Timber and timber trade TTR-M/1 15
4 Practical training period 1 STG1ITT-M/1 15
60
Year 4:
Period Theme Code Credits
1 Practical training period 2 STG1ITT-M/1 15
2 Policies and business
development
POL-M/1 15
3,4 Final thesis AOITT-M/1 30
60

4. Theme Marketing of Wood Products (Sweden)
(year 3, term 1, 2)
This theme gives basic theoretical knowledge regarding wood material, wood products, marketing and
selling of wood products at different stages of trade, as well as laws and agreements in wood trade.
Practising in co-operation with enterprises are included. After the course the students will have sound
knowledge of the relation between market demands and the different stages of production: forest-
industry- market. The course will be given in English and is also open for foreign students.
Objective and contents:
After the course the student should have knowledge of:
• Marketing of wood and wood products in a domestic and international perspective
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• The connection between market requirements and the different stages of production process;
Forestry – Industry – Market
• Legislation and agreements in woodtrade (incl. arbitration, contracts, negotiations and cultural
aspects)
• Wood properties relevant for the processing industry and the final wood usage (including
technical and aesthetic characteristics in comparison with alternative materials).
• Swedish wood from an ecological and environmental perspective. Certification of forest
management and wood processing.
• Sustainable forest management and environmentally adapted silviculture and harvesting.
5. Theme Timber Trade and Wood Science (year 3, term 2)
Description of objectives
After completing the courses of this theme the student should be able to:
• recognize important timber trade species
• understand important timber flows
• analyse the different actors (with their functions ) within the forestry – wood industry chain
• understand physical and mechanical characteristics of wood and its relation to end-uses
5.1 Introduction in timber trade
This introduction shows an overview of the timber business in different countries/continents.
Characteristics of different types of business will be discussed and also relations between forest
management and timber processing.
Topics of the course: structure of Dutch timber industry, softwood business in Western- Europe,
hardwood business in Western- Europe, forest management and timber processing in Surinam, forest
management and timber processing on the Solomon Isles, Forest management and timber processing
in Fiji Isles.

5.2 Wood science and technology (WOTE)
This course is an introduction to the understanding of wood. Main
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emphases are on the relation between the structure of wood, its different physical-, mechanical
characteristics and the different end-uses.
Topics of the course: structure of trees, variation in trees, anatomy of hardwoods and softwoods,
determination of timber, ultra-structures, density of wood, moisture and wood, shrinking and swelling,
moisture content, equilibrium strength and durability.
6. Theme Timber and Timber Trade (year 3, term 3)
Objectives
After completing the courses of this theme the student should be able to:
• understand and analyse the chain of custody of timber and timber products
• how to create added value to timber and timber products within the chain of custody
• understand the relations between customer and suppliers
• write and present a business plan
• present him/herself as a sales man/woman
6.1 Organisation and commerce
The emphasis of this subject lies on the commercial aspects of the timber business and the
organisational structures of the companies involved in it. A number of visiting lecturers discuss the
organisational structure of the timber processing industry, the pricing of goods, and the terms of sale
and trade. Commercial skills are trained in practice. By the end of the course, students will be fully
conversant with the balance sheet produced by a typical timber company and have to present their
own business plan.
Topics of the course: purchasing, sales, cost price calculation, marketing and communication,
financing, investments, introduction of new products.
6.2 Timber trade and technology
The overall objective of this course component is to examine the timber trade against the process
whereby wood is transformed from lumber to semi-finished products. To do so, it focuses on the main
issues in primary wood processing: round wood, sawing, drying, and raw-material moulding.
Topics of the course: Creating added values to timber products by sawing, drying and distributing.
Why drying timber? Who’s drying timber? Internal or external drying, moisture in wood, drying factors,
kiln drying equipment, air drying defects, principles of sawing and moulding, practical organisation of
sawing, differences between sawing of softwoods and hardwoods.
6.3 Wood quality and grading
This course explains how the quality of sawn wood is described, and outlines different systems for
grading timber. The quality of hardwood and softwood is examined together with their determinants.

Topics of the course: Variation between boards, differences of
features between hardwoods and softwoods, quality of timber,
principles of classification, classification systems, customers and grading, quality of wood and end
uses, quality control.
6.4 Engineered wood products
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This course on manufactured wood products examines the structure, production, properties and uses
of wood-based panels such as; particleboard, fibreboard, plywood, veneers and massive laminated
panels.
Topics of the course: Wood based panels, laminated wood products, and modified wood products to
improve natural durability.
6.5 Utilisation of timber
In this course different uses of timber will be outlined. We discuss examples of interior – and exterior
end uses. Main question is: what are the different technical and commercial requirements of the timber
in relation to the different end uses? This course has been divided into two parts: excursions to wood
processing companies and lectures.
Topics of excursions: stairs, window frames production, structured building, door production,
production of bridges, production of parquet.
Topics of lectures: garden wood, bridges, window frames.
6.6 Logistics
Objectives
After completing the course the student is able to:
• understand the importance of logistics within timber trade
• calculate the costs of logistics in % of different end products
• recognise developments within the logistic processes
Topics: KPI, Supply chain management, demand and supply patterns, push and pull strategy.
7. Module description of practical training (year 3, term 4; year 4, term 1))
There are two practical training periods within the course International Timber Trade (two times 15
ECTS). A description of the practical training period is given in a separate document which can be
obtained on request.
Requirements for practical training
The work placement has to meet with the following general requirements:
• The traineeship should stretch 12 weeks.
• It should take place in the field of International Timber Trade.

• The practical training has to ultimately support the
accomplishment of the pre-determined learning objectives set by
the students.
• Those hosting the work placement should ensure proper co-ordination.
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• Those hosting the work placement should arrange housing for the trainee or act as a mediator in
finding a place to stay.
• Those hosting the work placement should arrange transportation that might be necessary to
carry out the assignment.
• The student is responsible for obtaining an adequate activity description.
The practical term should be an opportunity for the student to bring his theoretical knowledge into
practice. The curriculum describes the programme as one in which additional knowledge is obtained.
The student, during his work placement, has to both practise his knowledge and be given the
opportunity to increase his knowledge.
The knowledge and the skills, which should be acquired during the practical term include:
• Knowledge of the production technique of the organisation (where relevant).
• Knowledge of the different (wood) products produced by the organisation (knowledge of the
core business).
• Knowledge of the organisation and the management of the company.
• Knowledge of the logistic processes within the company.
• Learning to work independently on an assignment.
• Adaptive skills i.e. the ability to adapt to the organisation (professional attitude, jargon).
• Communicational skills i.e. maintaining professional relations with colleagues and customers.
To obtain the knowledge and skills as mentioned above, there are several requirements with respect to
the content, which should be met during the work placement:
• The trainee has to co-operate with the production process for a period no longer than 1 month.
• The work placement has to comprise a period of teamwork, as well as a period during which the
trainee has to work independently.
• The trainee has to work with the logistical process within the organisation and, where relevant,
with the logistical operating system.
• The trainee has to work independently on an assignment featuring commercial, marketing
and/or logistical aspects.
• The trainee needs to be in contact with suppliers and customers to acquire knowledge of the
technical terms used.
• The trainee has to be given the opportunity to get to know the organisation of the company.
• The trainee is given the opportunity to attend meetings and seminars.

8. Theme Policies and Business development (year 4, term 2)
8.1 Certification and illegal harvesting
Objectives
After taking the courses of this theme the student should be able to:
• understand the reasons for forest certification
• understand the way of working of different certification systems
• implement chain of custody certification within a wood trading company
• use certified products as a marketing tool
8.1.1 Forest and chain of custody certification systems
In the last decades the certification of forest and forest products has become an important issue
initiated by environmentalists and political groups. In this course different aspects of certification will
be discussed.
Topics of the course: Overview certification systems; the FSC certification system, the PEFC
certification system, role of Dutch government in forest certification, FSC certification examples in
practice.
8.1.2 Certification and the market
Timber trade and timber processing companies are not always enthusiastic about certified timber
products. Some of them foresee only difficulties. This course will discuss the acceptance of certified
products in the Dutch market.
Topics of the course: acceptance of FSC- timber in the Dutch market (business to business),
consumer behaviour.
8.2 Business development and management skills
8.2.1 Strategies of timber trade companies
In this part of the programme attention will be paid to the strategies of timber trading companies. A
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number of guest speakers from the work field will discuss with the students about different strategies
that companies have developed to survive in the timber trading business.
8.2.2 Module Management Game
Learning objectives
The learning objectives of Management Game have been derived from the final terms a graduate must
meet and comprise the following broad areas:
The graduate student:
• Is able on the basis of insight and research of financial, logistic and quality data of the game
company and on the basis of marketing objectives to form an opinion about the optimal
application of marketing instruments.
• Is able to present and defend this opinion verbally.

• Is able, to partly form an opinion on the basis of cost calculations,
information analysis and investment analysis, about the selection
of markets and market segments and is able to present and defend this opinion verbally.
• Is able to participate in and manage the process of analyzing and opinion forming in a team
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setting and is able to initiate, participate in and manage the process of decision making in a team
setting.
• In these processes the student will maintain a critical attitude with respect to him or her self in:
- taking risks
- working systematically and under time pressure
- flexibility
- sense of responsibility
Learning objectives specified
The management game aims to be an integration of marketing, finance and logistics in a simulated
environment. The management game is a game of competition for an unknown branch of industry, in
which five teams of three to four students, chosen randomly, will compete with each other. Every team
represents the management team of a company. In the weekly management team meetings, students
take decisions on the glorious or disastrous future existence of their company in competition with other
teams in the industry.
In order to support the process of decision-making various assignments will be made, in the course of
the programme. Starting point is an English Players Manual, offering a good introduction to the game
and at the same time giving you the opportunity to practise English business terms. The learning
environment is the boardroom of the management team.
10. Module description of thesis (year 4, term 3 and 4)
The thesis should contain at least one of the following elements: matters pertaining business
economics, marketing and/or markets, macro-economics or wood technology (how to produce).
Not accepted are the following subjects or directions:
- subjects within the field of wood biology and wood science
- subjects within the field of machine engineering
- subjects within the field of forestry and nature conservation only
Basic rule:
All subjects of the thesis are related to an existing wood industry, processor or trader in wood
products.
Overview of Categories:
Category 1: wood
processing
Category 2: wood grading
and product quality
- yield calculations of all types of wood-processing and
wood industry chain.
- cost calculations of different processing stages
- standards and classification of raw materials
- standards and classification of end products

Category 3: logistics and
transport
Category 4: wood policy and
certification
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- use of less known species
- stock management
- internal logistics
- problems concerning deliveries
- wood policy on national level related to timber trade
- certification related to timber trade
- timber trade and nature conservation
- timber supply