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(Continued[rom 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 from 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 ofour accounts."

Jlow long Ccn It lost?

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 Anatole 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

(Continucd on page TM 12)

California grown 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 of style 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.

No Feudin' At Hatfield-McCoys

Chip and Conni McCoy's Ace Hardware store is located outside of Corning, Ca., a small village approximately 100 miles north of Sacramento. In addition to hardware, paint and lawn and garden supplies, the ll-yr.-old store stocks products geared toward the surrounding farming and rural towns, including Western clothing, saddle and tack, fencing and irrigationrelated items.

Thanks to steady sales at the 12,000 sq. ft. store, the couple recently purchased and converted an existing downtown Corning hardware store of similar size to target the urban market.

When it came time to pick a name for the new location, the McCoys chose one right out of American lore rather than risk customer confusion by designating the store "lv1cCoy's IL"

"Everyone's always kidded us about the Hatfields," Conni explained, "so we decided to call it Hatfields Ace Hardware."

According to Conni, the name has aroused a great deal of fussin', as customers have drawn lines and taken sides in an old fashioned hardware feudin'.

"Customers have said that they've been loyal to the McCoys for years and they are not about to cross over to the Hatfields," she claims, tongue firmly planted in cheek.

APA Readies Annual Event

"Customer Connections" is the theme of APA-The Engineered Wood Association's annual meeting Oct. 3lNov. 3 in Hilton Head. S.C.

The schedule includes Info Fair supplier exhibition; a presentation by Brian McDonald, asst. v.p., Union Pacific Railroad; "Maximizing Your Performance" workshop by Bob Moawad; a panel of builders sharing their views of the current housing industry, and a panel of building supply retailers discussing selling engineered wood products to contractors.

Hot Dog Man Passes Muster

The hot dog vendor at the Home Depot in Huntington Beach, Ca., who was prevented by the city from relocating along with the store, was granted a permit application to move to the new location (see Sept., p.25).

If the application is approved, Sylvester San Miguel would be permitted to operate his Jimmy's Hot Dog Stand on a one-year trial basis.