Tauno Uibu
Sales Manager at Lotus Timber
Through the Estonian Chamber of Commerce and Industry and Enterprise Europe Network, Lotus Timber was contacted this year by a Lithuanian company looking for a long-term supplier of timber products. The initial contact quickly led to the first order, and further orders are already under way.
This is a good example of how Lotus Timber finds new business opportunities. In 15 years, the company has grown from a provider of wood pressure treatment services into one of Estonia’s leading planing companies. Most of the company’s production is exported, and Lotus Timber products now reach more than 30 countries.
From pressure treatment to planing and further processing
Lotus Timber started 15 years ago by providing wood pressure treatment services. Over the years, planing and further wood processing were added, and the range of products and services expanded accordingly.
Today, the company produces planed timber profiles, interior and exterior cladding boards, and decking from high-quality Nordic softwood. In addition to planing, the company offers wood cross-cutting, pressure treatment and painting.
As most of the company’s production is exported, it is important to understand that every market is different. Expectations regarding quality, dimensions, further processing and deliveries vary, as do communication styles, decision-making processes and business cultures. Success therefore depends not only on the product and price, but also on how well a company understands the specific market and customer. We have developed our production and work processes so that, alongside larger standard volumes, we are also able to provide more specific solutions and quickly adapt to different needs.
Focus on the entire value chain
In the coming years, the focus will be on improving efficiency throughout the entire value chain, from sourcing raw materials and production to further processing, logistics and sales. At the same time, we will continue investing in production and technology and increasing sales through both existing customers and new business opportunities. It is equally important to be prepared to adapt quickly to changing circumstances and, when necessary, adjust our operations.
The right contact at the right time
The cooperation that began with the Lithuanian company clearly shows that not all new customers come through trade fairs or direct sales. Sometimes a good contact reaches a company through a cooperation network instead.
The Lithuanian contact facilitated by the Chamber was a good match for Lotus Timber’s capabilities and has now developed into an ongoing customer relationship. For us, this is a good example of why it is worth keeping as many different channels as possible open when looking for new customers.
Tauno Uibu
Sales Manager at Lotus Timber
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