Trade Shows

Summary

Tips When Exhibiting

- Start selling in the target area before you get to the show.
- Set sales goals - keep them specific and write them down.
- Know in advance the layout, activities, and schedule of the show.
- Arrive early.
- Assess show security.
- Have a game plan:

- Key elements of a presentation: 

a) Welcome;
b) Qualify your prospects;
c) Inform, Demonstrate, Sell;
d) Close;
e) Thanks.

- Dress, manner, and style will impact on your success
- Be a good listener.
- Be familiar with displayed products/services you are promoting.
- Determine the approach of handling giveaways/literature.
- Follow-up with prospects and fulfill all requests you're committed to.
- Evaluation - this will assist you in planning for your next show.

Buying Tips

- Research demographics of trading area.
- Know your customers' needs/wants prior to show.
- Establish a budget based on pre-determined sales categories.
- If possible, obtain an exhibitors list prior to the show to schedule your meetings.

NOTE:  Often associations provide space for displays at their annual conventions.  This can be an excellent outlet to introduce your new product(s) and service(s).

The following are some popular trade show related Web sites, which you may find useful:

The Ultimate Trade Show Resource: http://www2.tsnn.com
 
SourceCan: http://www.sourcecan.com/E/sb1410.cfm 
 
The Trade Group: http://www.tradegroup.com 

Tradeshow Week http://www.tradeshowweek.com
 
TradeshowBizCanada  http://www.businesseventsguide.com/default1.asp
 
Canadian Association of Exposition Management http://www.caem.ca

Related reading:

Exporting Fact Sheet - Know Before you Go - U.S
Exporting Fact Sheet - Travelling to Foreign Markets

Prepared by: Saskatchewan Regional Economic and Co-operative Development