High quality products and reliability have been key factors in Martinson’s successful handling of the worldwide downturn in demand for sawn wood and glulam. For Kenneth Wallin, managing director of Martinson Trä, the task is to continue to build on that with Holmen Martinsons Timber Ltd, the joint sales company with Holmen AB for the British markets.
"We have a loyal customer base and a knowledgeable sales force," he said. "There is definitely potential for growth."
Like in most other countries, the market in Britain has suffered from the financial crisis. But while Mr Wallin doesn’t anticipate an immediate increase in demand, there are positives.
"Demand for wood is growing in the US, and we hope it can spread across the Atlantic like it has in the past," he said.
Martinson has been present on the British market for a long time. In fact, the company’s first products for export were beams for use in English coal mines.
"We have traditionally supplied the British Isles with high quality pine, but recently competitors have entered the market with lower quality products which has changed the market place," said Mr Wallin. "We’re hoping the joinery sector will come back strongly as its customers won’t settle for lower quality wood."
The UK was the largest export market for Martinson until North Africa and the Middle East surpassed it a few years ago. But even in those markets demand has dropped somewhat. However, Martinson has maintained a high level of production.
"We have had no problems finding customers for our products," said Mr Wallin. "The biggest challenge for us has been the prices.
"For some products, like our exports of glulam to Japan, the situation has improved recently, although prices are still at a low level compared to before the financial crisis."
Producing around 60,000m³ of glulam per year, the company is Sweden’s largest producer and boasts one of Europe’s most modern sawmills in Bygdsiljum in northern Sweden. The family-owned company is also the Nordic leader in wooden bridges and building systems using solid wooden frames.
"We are well-invested in our sawmills and our focus right now is continuing to invest in the competence of our staff and our own way of working with lean production," said Mr Wallin.
Martinson’s way of working with continuous improvements encapsulates all parts of the company, with a focus on producing and selling the company’s diverse product range efficiently.
"The fact that we operate on several different markets with different products develops both the company and us as people," said Mr Wallin. "We’re quite happy with our product range but always look to launch new exciting products when the time is right."
