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(Continuedfrom page TM 8) purchase orders, there's more networking than order writing. "I don't think it's conducive to doing actual buying," says Boise Cascade's Catt. "There's too much going on, there are too many distractions. It's awful tough. It's kind of a grueling experience, to make them stand in that booth for as long as the Traders Market's going on."

Universal Forest Products, for example, does much of its program buying during activities such as a mill week, so the company usually doesn't initiate transactions at the show. The company will, however, work on changes, additions and lay the groundwork for future business.

Snavely Forest Products will have approximately 20 representatives at this year's market, including all of the company's general managers and about eight people from the local Dallas office. They'll use the show hours to meet new vendors they're not yet doing business with, then renew acquaintances with current suppliers, usually away frorn the booth setting.

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NAWLA doesn't call it a "show floor;" it's a "trading floor." Participants seem to prefer the less formal atmosphere. "I appreciate the absence of middle management," says Universal's Honholt. "The atmosphere allows buyers and sellers to behave the way they normally behave. It's wonderful."

There isn't a lineup of optional activities to distract attendees, just the market, a handful of educational programs and a nightly cocktail reception. "NAWLA has made a real effort to bring the buyers and sellers together," says Potlatch's Mai. "The whole design is to have people always around the grounds. It provides us with the opportunity to speak to a huge percentage of our accounts."

Jlow long Can lt losf?

As for the long-term future of the Traders Market, proponents remain optimistic, yet realistic. To accommodate more exhibitors, the show moves in 1999 to a larger facility, the Wyndham Anarole Hotel in Dallas. Snavely thinks the market can continue to grow, although, with nearly 200 suppliers and 1,500 buyers, "you've pretty much captured the essence of the industry. Our goal is that everyone who wants a booth can have one."

"I see continuing growth," says Marks. "It's sort of like which comes first: the chicken or the egg? If the suppliers are there, the buyers will be there, and if the buyers are there, the suppliers will be there."

But NAWLA knows bigger is not always better. Its biggest fear is that the show will become so "successful," that it will become less productive. "I see growth, but we're very cautious about making changes, because we don't want to ruin a good thing," Willamette's Killgore

(Continued on page TM 12)

California Cascade has grown into a powerful says. "We'll continue to fine-tune, but it will remain wood people talking wood."

All-Coast's Daryl Bond sees the increase perhaps not so much in the number of exhibitors, but in new products.

"The committee wants to keep it clean. It will always be a great contact session and remain the purchasing person's must-do event of the year," says Jim Epperson, Jr., Epperson Lumber Sales, Statesville, N.C. He also realizes that association membership drives a show's popularity and that, like the economy and the housing market, attendance can be cyclical. As such, he suspects that the Traders Market "will take on added dimensions in the future, such as adding more educational or training functions."

Recommends Simpson's Scott: "I think it will be fine if they don't go adding too many seminars. I think they can continue to be successful as long as they keep it a buying and selling show. If not, it could burn itself out. Keep it short and sweet."

Honholt, though, figures other activities, such as a golf tournament, are inevitable. "Eventually, you'll have one person who sees that as a way to get people's attention," he says.

NAWLA executive vice president and ceo Nick Kent says that "the key to the show's success has been and will continue to be that it was built by and is maintained by NAWLA wholesalers in cooperation with the association's manufacturer members. The cooperative spirit has been incredible." He shares the sentiment to keep the show's strong all-business flavor, tweaking it each year to keep it fresh and productive.

As for now, wholesalers and manufacturers are enjoying the ride. "It is exciting," says NAWLA president Boyd. "It's truly brought something to the table. This is truly worth our members' investment."

"Our sales guys here look forward to it," says Killgore. "It's like a reunion."

"On a scale of one to 10, it's an 11," Bond agrees. ..It gives you an opportunity to see a wide number of products you don't already handle that might allow you to make a profit on another commodity. Second, it's exciting to look at all the products in one location. It's tremendous. you'd have to see it for yourself. It would be like calling together all of the great chefs of the world to bring in their recipes hen we began making lumber over 91 years ago, houses were built with quality products like Double Beaded Ceiling, Wood Paneling and Vertical Grain Flooring. Those quality Southern Yellow Pine products never went out ofstyle and they are being rediscovered. We still make those products with the same commitment to quality that we've always had. Call us for your pattern stock, finish board and stepping needs.

Florida Building Material Association held its annual convention and buying show Sept. l5-19 in Orlando. Coverage appears in the next issue of Building Products Dige st.

Carolinas-Tennessee Building Material Association installed Rod McLeod, Espy Lumber Co., Hilton Head Island, S.C., as its new chairman of the board during its annual summer membership conference in Asheville, N.C.

New treasurer is Leonard Safrit, Safrit Building Supply, Beaufort, N.C.; lst vice chairman Bill Stewart. Stewart Lumber Co., Brentwood, Tn.; 2nd vice chairman Ron Brown, Brown's Builders SupPlY Inc., Rose Hill, N.C., and 3rd vice chairman Mac Lawton, Dixie Lumber Co., Easley, S.C., who also is new to the executive committee.

Directors include Wayne Carver, Kellogg Supply Co., Manteo, N.C.; John Fox, New Bern Building Supply, New Bern, N.C.: Scott Warren, Goldstonls Building Supply, Wake Forest, N.C.; David Perry, Goldsboro Builders Supply, Goldsboro, N.C.; Chip Parks, Parks Building Supply, Fayetteville, N.C.; Dick Walker. Tar Heel Lumber, Statesville, N.C.; Stephen Winger, Adams Building Supply, Hartswell, Ga.; Will Albrecht, Southern Lumber & Millwork, Charleston, S.C.; Mike Gilbert, South Florence Building Supply, Florence, S.C.; Greg Gregory, Builders Supply, Lancaster, S.C.; Glenn Hoy, Buck Lumber, Charleston, S.C.; Jerry Grainger, J.W. Jones Lumber. Moncks Comer, S.C.; Clay Wilson, Gleason Lumber & Supply, Gleason. Tn.: Eddie Crosslin, Crosslin Supply, Smyrna, Tn.; Jim Duggan, Robinson Building Center, Inc.,

Cleveland, Tn.; David L. Fisher, City Lumber Co., Jackson, Tn.; Mike Pardue, John W. Greeter Building Center, Monteagle, Tn., and Randall Jones, Jones Lumber Co., Henderson, Tn.

CTBMA will address "Managing the Contractor Delivery Process" during its fall area meetings Oct. 20 in Asheville; Oct. 21. Winston-Salem. N.C.: Oct.22, New Bern, N.C.; Nov. 17, Columbia, S.C.; Nov. 18, Fayetteville, N.C., and Nov. 19, Charleston, S.C.

CTBMA is also sponsoring yard, warehouse and delivery operations seminars Dec. 8 in Charlotte, N.C., and, along with the Kentucky Lumber & Building Material Dealers Association, Dec. 9 in Nashville. Tn.

Lumberments Association of Texas is staging Lee Resources customer service seminars Oct. 28 in Dallas and Oct. 29 in San Antonio.

Mid-America Lumbermens Association will hold a yard foreman seminar Jan. 7 in Oklahoma City, Ok., and basic esti mating seminars Jan. 14-15 in Little Rock, Ar.. and March l l-12 in Tulsa, Ok.

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