Trade Show Survival Guide
How do you make the most of your trade show investment? Trade shows are resource-intensive. Pre-show research helps you walk away from the show with results. Get all the insights you need to:
GET YOUR COPYHow do you make the most of your trade show investment? Trade shows are resource-intensive. Pre-show research helps you walk away from the show with results. Get all the insights you need to:
GET YOUR COPYWe invited select sales executives to participate in our survey themed around data and personalization in wholesale selling. We found that most brands are using a blend of data and art to inform product development and create personalized assortments.
Do
Intelligently Sell. Ensure your reps have up-to-date product data on hand and understand what’s immediately available to sell and what promotions can be applied.
Don't
Brain dump. Rather than try to showcase all your inventory, propose unique product assortments catered to the retailer’s needs.
Do
Streamline Meetings. Eliminate back and forth. Create a process where organization becomes the main priority, minimizing the paper trail or digital tools.
Don't
Take bad notes. Detailed notes are worth their weight in gold. To follow up you will want to house your notes in a place that is accessible for later reference.
"Break down each day into tangible wins. For example, if your goal is to book $150K over three days, set and split a $50K/day target amongst your reps. Use average order value (AOV) to calculate how many appointments each rep needs to hit their numbers.“
"Send buyers who didn’t convert at the show personalized email campaigns with custom line sheets, easily clickable ordering capabilities, and engagement rate tracking (to see who opened, clicked, and purchased)."