Table of Contents
Part l: Marketing & Sales
Customer-Driven Marketing / The Marketing Process / Direct vs. Broker Selling / The Art of Persuasion / Exporting / Retailing / The Role of Goodwill / Niche Marketing / Market Research & Long Term Forecasting
Part ll: Financial Management
Cost Control & the Income Statement / Cash Flow Management / The Balance Statement / The Budget / Investment Analysis / The Production-Grade Trade-off / Tax Strategies / Who is Your Financial Advisor?
Part lll: Operations Management
Successful Log Buying / Production Practices / Downtime Management / Hardwood Grade and White Pine Grade Production Rules of Thumb / TheGreenchain Grader / Inventory Management & Control
Part lV: Personnel Management
Success Through Your Workforce / Recruiting Techniques & Interviewing Skills / Training and Communication / Performance Appraisals / Incentive and Profit Sharing Plans / Labor Laws
Part V: Other Key Issues & Tools for Managers
Time Management / Long-Term Planning / Using Outside Professional Services / The Value-Added Dilemma / Effective Decision-Making / There’s Strength in Numbers / Conducting & Managing Staff Meetings / Support Education & Training / Environmental Considerations / The U.S. Economy and You
