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How our distributors help to keep Norbord at the forefront of the wood panel world - Musings from Norbord’s Distribution Sales Manager, Richard White

Today, a third of our sales are via distributors in the UK; a huge amount. We are, therefore, committed to looking after these friends and making sure our service levels are tip-top. People and relationships are crucial on both sides here.

The essence of Norbord’s distribution business is flexibility of supply; we provide solutions both regionally and nationally and understand the requirement to break bulk for the many micro-markets in the UK, Ireland and Europe.

Our job – and mine! – is to keep up with and, indeed, pioneer the trends in each one.  With more satellite distribution operations in the supply of building materials across the board (!), it is important we maximise our super-efficient, consistent communication and delivery service; we offer EDI backed up by a good logistical offer with back-office support. 

The key to any good relationship is being truly valuable to each other. We understand great customers and have a real desire to work hard to make sure we remain of value to them.  In this ever-changing world, flexibility in thinking is one of our most important skills. As the only UK manufacturer of the three core products of OSB, particleboard and MDF, we are set up to answer market demand quickly.

The subject of micro-markets comes into play with distributors; a definition which could mean different things. Examples are SIPS manufacturers, builders’ merchants, furniture manufacturers, construction product manufacturers, site hoarding and dry lining contractors – the list goes on.  The way to make our customers grow is to support them to ensure that they gain market share in their segments.  So Norbord’s flexibility in terms of support is crucial.

We are looking on the horizon of the next three to five years and we are shaping our business to integrate further; not the other way round. 

For further information, call 01786 812 921 or visit

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