Shopping the shows

Make the most of your trip - plan beforehand!

Jennifer Iller

Published May 18, 2011
Shopping trade shows can be a strategic endeavor—or an inspirational stroll. But you’ll get more out of your trip if you have a plan. Albert D. Masila, managing director, retail services for AmericasMart Atlanta, offers these tips.

Before the show:
  • Survey your store inventory.
  • Create a purchase plan organized by product categories.
  • Estimate a budget.
  • Plan preferred delivery dates.
  • Pre-plan appointments using the online Market Planner on AmericasMart.com.
  • Put your credit information on a single sheet for new vendors and make multiple copies!
  • Make copies of your re-sale license or local sales tax number.
  • Last, but not least, gather a calculator and business cards.

At the show:
  • Go through each hallway to shop all appropriate floors for your merchandise categories.
  • Highlight showrooms not in your original visit list on the floor plan for a return visit.
  • Study floor plans of temporary display areas to determine categories to shop.
  • Remember, you are a purchasing agent for customers, not a selling agent for manufacturers.
  • Take time to establish a good relationship with your vendors and suppliers.

Before placing an order:
  • Always convert orders placed to retail to determine the real value of what you have ordered.
  • C.O.D. shipments are not recommended. Be prepared to present the necessary credit information to place an order.
  • Always ask about freight charges to accurately calculate the total cost of the order.
  • Alway include a shipping date on your order—never assume an order will be shipped unless the date has been confirmed.
  • Inquire about cancellation and back order policies.
  • Take all copies of all orders placed at the show and double-check ship dates and cancellation dates. Place all this info on your own calendar.
  • Finalize any open issues before leaving the show.
  • Remember, “Buy what sells” not “Sell what you buy!”

 

Take advantage of pre-planning tools

The New York International Gift Fair (NYIGF) is among the venues making it easier for buyers to shop the shows. They offer a new pre-show attendee webinar, a series of onsite orientations, an online New Buyer Handbook and 24/7 access to NYIGF’s exhibitor search and online catalog gallery.

“Preparation is key to a successful tradeshow experience, and these tools will help NYIGF attendees get the greatest return on their investment,” Dorothy Belshaw, NYIGF director said.

Advance registration is required for the webinar and onsite sessions, but registration is free. Registration is available online at www.nyigf.com/programs.

The “New Buyer Handbook” is another pre-planning tool available to NYIGF attendees. The free handbook is available at www.glmshows.com/press/newbuyer_press.shtml. It includes planning and shopping tips for tradeshows as well as a glossary of key trade terms.

 


Jennifer Iller is a freelance writer and editorial intern for Garden Center. Reach her at jiller@gie.net.
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