To be successful in Asia, you have to take a long-term view, build relationships and use the help of local partners and the B.C. and Canadian government to open doors, says B.C. forestry players active in Asian markets.
Prince George-based Sinclar Group has been selling lumber to Japan for more than three decades, having established a relationship with Mitsui Homes in the 1970s.
Sinclar Group president Greg Stewart told the eighth annual B.C. Natural Resource Forum on Wednesday that sometimes in discussions with Mitsui Homes, a rebuttal will be, "that's not how your grandfather would have done it."
While it can shake you a little, said Stewart, it points to the long-lasting relationship they have established, sticking with the Japanese market through the highs and lows.
The Sinclar Group's lumber -- produced in Prince George, Vanderhoof and Fort St. James -- is recognized as premium product in Japan, and that is satisfying, noted Stewart.
B.C.-based SPF Precut is active in shipping lumber to numerous Asian markets, including India, a market just opening up to B.C. wood.
Because China overshadows it, India is often overlooked as a market, noted SPF Precut official Mo Amir.
But with a growing population of 1.17 billion, and the fourth largest economy in the world, the country is also hungry for natural resources, he said.
He said customers like to build relationships and are loyal, but there can be challenges with logistics as India is on the opposite side of the world from British Columbia. The bureaucracy can also be tricky, but a positive is English is used as a business language, said Amir.
"India is a viable, emerging market," he said.
Fred Spinola, the general manager of Prince George-based Del Tech Manufacturing, said you have to recognize that you are working in a different culture in which they may do business slightly different than in North America.
Building personal relationships with the people you do business is important in Asian culture, he said.
For example, if you are invited to a pre-business dinner -- even if it is at the end of a long flight -- you must go, said Spinola.
The natural resources forum continues today at the Civic Centre.
