reosons to (relvisit the frqders Mqrket

N/iAy-!l J": " ;11. il i' : i; L ! years ago with a simple premise: gather under one roof as many suppliers and distributors as possible. Plus. promise a minimum investment to visit, but a maximum payoff.

In that short time. the show has become arguably the industry's premier event. Last year, the NAWLA Traders Market drew 1,936 lumber traders and 217 exhibiting companies. This year, attendance should top 2,000 and exhibit space remains sold out.

But, for the trader who's already been to the Traders Market, does the show merit a return visit? And, for the first-timer, what is all the fuss about?

/ I. Keeping It Personal

The lumber industry is built on personal relationships, and the Traders Market is designed with this in mind. "It's important to see the people you do business with face to face and to get to meet with them in a casual business atmosphere," said Dusty Hammack, Arrowhead Lumber Sales, Oklahoma City, Ok. "But it's nice to get to know them aside from that. Going to dinner or golfing with them helps solidify relationships and establish new ones."

This year, NAWLA has slightly tweaked the show's format to provide more time for private contacts. "The attendees were telling us that they needed more opportunities for oneon-one conversations with potential network partners, so we made two significant changes," explained both the wholesale and the mil1 level."

"Nothing's standing still," said Tom Tomjack, North Pacific Group, Portland, Or. "Among manufacturers, there's a turnover in exhibitors each year of about 7 to 8Vo. So, you won't always see the same faces."

J. Perrect Timing

Traders Market committee chairman Ted Roberts, Roberts & Dybdahl, Inc., Des Moines, Ia. "One, we have redesigned the concession area with smaller, more intimate tables for private meetings. Number two, we have set aside Saturday morning for prearranged meetings rather than educational sessions."

n Z. Faces Change

A high percentage of Traders Market attendees return every year, but there are always new faces, especially since the show continues to grow. Turnover at companies is another factor. "It's important to return every year," Hammack said. "Salespeople constantly change at

Although the inaugural Traders Market was scheduled in the fall, in part, to distance it from NAWLA's annual meeting each spring, the timing has proven fortuitous. James Epperson, Jr., Epperson Lumber Sales, Statesville, N.C., said, "The Traders Market is positioned at the end of the buying season, so buyers can learn about upcoming new products as they are beginning to plan for next year, and maybe strike a deal to find a new product to kick off the next sales year."

rr,'.:, New Products

The popular Traders Markets provides the ideal backdrop for mills to showcase their latest wares for wholesalers. "Exhibitors are often differentiating their lines, with new products or different approaches to products," NorPac's Tomjack said. "Since last year, for example, Roseburg has introduced an I-joist line."

"It's a good place to see new products," agreedGarey Keltner,

Lumberman's Wholesale. Nashville, Tn. "Say rve go to see Canfor or Potlatch. We've seen the mill already, so we're basically there to see the people and the products. If we visited all our mills in the West. South and Noftheast, that would be 100,000 miles a year. casy."

Hot. Hot. Hot

Trade show patronage is a vicious cycle. at times constructive, at other times destructive. Falling attendance discourages exhibitors from returning. and in turn having fewer exhibits fur- ther drives down attendance. Similarly. everyone wants to exhibit at a heavily attended show, and everyone wants to attend a show packed with quality exhibits. Consequently. the Traders Market continues to benefit frclm declines at other trade shows.

"lt's the Cadillac," said Ray Haroldson, Cascade Empire. Portland, Or. "There's no better, larger gathering of buyers and sellers in the industry. It stands to reason you should be there."

"It looks like the Traders Market is the event," added Doyal Marks,