How do I get the most out of my first trade show?

[Linda Barnes]

My company has purchased a booth at a regional trade show that features juried crafts and specialty foods produced by local entrepreneurs. The first day and a half are devoted to wholesale sales to retailers and the last day and a half are retail sales to the public. This is the first time I have participated in such a trade show. What can I do to make the most of the event? What sort of displays and collateral materials do I need?

[IMKENOBI]

Hi Linda,

For the most part, these trade shows can involve a lot of work, with sometimes little return; however, they can be very good for testing new products. Ask questions, offer tasting, take notes. You can also offer "specials" to insure onsite purchase.

Since it is also a show for retailers, make sure you have your picing in order. One price list for the retailers, another for the consumers.

Displays should be simple and cost-effective. Use oilcloth-like table covers. Have your catlog sheets availabel for the reailers and some sort of take away for the consumers that tells your story and shows them how they can order direct from you or lists local retailers where your product is available.

Does this help?

Best wishes for great profits!

Steve

[LindaTB]

Dear Steve,

I took your advice and had a wonderfully profitable show! A buyer with a chain of fresh and specialty food stores is picking up my product plus several gift basket companies. Having a list of stores where customers could purchase my product was a great idea especially since I sold out of my product before the show ended. Many, many thanks!