up front and tell them.

After the show:

15. Before going to the “party” or going to bed, take time to organize the information you gathered. Make notes and prioritize so you don’t forget!
15.5 Have fun, but make the time away from your business profitable!

If you take the time to do the appropriate planning prior to the show, your overall experience once you arrive will be enhanced. Be straight up with vendors and wear your name badge properly. This way the vendors know who you are and can ask you good questions, such as “If I could improve your sales by 33 percent this month would it be worth 15 minutes of your time to find out how?”

Be open to learn. Sales tr

15.5 Ways to Attend a Trade Show

Many professionals in all areas of business travel great lengths to attend trade shows, but don’t take away what they should. Learn how to make that time away from the office worthwhile.

I was prompted to write this article after attending and exhibiting at various auto related trade shows. While my experiences have been different at each show, the observations I have to share will apply to any show you attend. I’ve noticed that many folks attending shows are not prepared to be there.

Some appear to come to shows just to kick back and enjoy the extra curricular activities. There are others who come with a game plan and appointments to see various vendors and providers. My goal is to give you a practical strategy to attend any auto related trade show and have fun, learn more and gain benefits for you personally and the company or dealership you represent.

Prior to the Show:

1. Develop a written list of personal and dealership/company goals that you wish to accomplish at the show.
2. Develop a written plan of who you want to see at the show. If possible, schedule appointments with them in advance.
3. Look at a list of vendors attending the show to consider their products and/or services. For those of interest, do some advance research via the web or phone.
4. In addition to your current vendors, consider their competitors to see if you are getting all that is available from that type of supplier.
5. Get a map of the local area to plan for meals and entertainment. Call in advance to make reservations where appropriate.
6. If entertaining customers at the show, go to www.foodnetwork.com to see what restaurants in the area are special and handle various gatherings.
7. If more than one person from your company attending, have a meeting prior to leaving in order to develop a strategy for covering the show.
8. Pack a digital recorder, PDA or notebook to make quick notes for yourself and enhance your follow up.
9. Show “stuff” gets heavy. Consider bring an expandable brief case that on wheels.
10. Pack plenty of business cards and a pair of comfortable walking shoes.

While at the Show:

11. Prioritize your route around the trade show floor.
12. Don’t take information you don’t need, but do take information you are interested in. Consider having the information shipped to you to keep the weight of your bag down.
13. Ask vendors intelligent questions. Focus on how they can help increase your sales or profits, save you time or make you more efficient. How are they different from competitive solutions?
14. If you are not interested in the vendor’s product and just want the free “rubber hammer”, trinket or whatever, be up front and tell them.

After the show:

15. Before going to the “party” or going to bed, take time to organize the information you gathered. Make notes and prioritize so you don’t forget!
15.5 Have fun, but make the time away from your business profitable!

If you take the time to do the appropriate planning prior to the show, your overall experience once you arrive will be enhanced. Be straight up with vendors and wear your name badge properly. This way the vendors know who you are and can ask you good questions, such as “If I could improve your sales by 33 percent this month would it be worth 15 minutes of your time to find out how?”

Be open to learn. Sales tr

various vendors and providers. My goal is to give you a practical strategy to attend any auto related trade show and have fun, learn more and gain benefits for you personally and the company or dealership you represent.

Prior to the Show:

1. Develop a written list of personal and dealership/company goals that you wish to accomplish at the show.
2. Develop a written plan of who you want to see at the show. If possible, schedule appointments with them in advance.
3. Look at a list of vendors attending the show to consider their products and/or services. For those of interest, do some advance research via the web or phone.
4. In addition to your current vendors, consider their competitors to see if you are getting all that is available from that type of supplier.
5. Get a map of the local area to plan for meals and entertainment. Call in advance to make reservations where appropriate.
6. If entertaining customers at the show, go to www.foodnetwork.com to see what restaurants in the area are special and handle various gatherings.
7. If more than one person from your company attending, have a meeting prior to leaving in order to develop a strategy for covering the show.
8. Pack a digital recorder, PDA or notebook to make quick notes for yourself and enhance your follow up.
9. Show “stuff” gets heavy. Consider bring an expandable brief case that on wheels.
10. Pack plenty of business cards and a pair of comfortable walking shoes.

While at the Show:

11. Prioritize your route around the trade show floor.
12. Don’t take information you don’t need, but do take information you are interested in. Consider having the information shipped to you to keep the weight of your bag down.
13. Ask vendors intelligent questions. Focus on how they can help increase your sales or profits, save you time or make you more efficient. How are they different from competitive solutions?
14. If you are not interested in the vendor’s product and just want the free “rubber hammer”, trinket or whatever, be up front and tell them.

After the show:

15. Before going to the “party” or going to bed, take time to organize the information you gathered. Make notes and prioritize so you don’t forget!
15.5 Have fun, but make the time away from your business profitable!

If you take the time to do the appropriate planning prior to the show, your overall experience once you arrive will be enhanced. Be straight up with vendors and wear your name badge properly. This way the vendors know who you are and can ask you good questions, such as “If I could improve your sales by 33 percent this month would it be worth 15 minutes of your time to find out how?”

Be open to learn. Sales tr

onsider their competitors to see if you are getting all that is available from that type of supplier.
5. Get a map of the local area to plan for meals and entertainment. Call in advance to make reservations where appropriate.
6. If entertaining customers at the show, go to www.foodnetwork.com to see what restaurants in the area are special and handle various gatherings.
7. If more than one person from your company attending, have a meeting prior to leaving in order to develop a strategy for covering the show.
8. Pack a digital recorder, PDA or notebook to make quick notes for yourself and enhance your follow up.
9. Show “stuff” gets heavy. Consider bring an expandable brief case that on wheels.
10. Pack plenty of business cards and a pair of comfortable walking shoes.

While at the Show:

11. Prioritize your route around the trade show floor.
12. Don’t take information you don’t need, but do take information you are interested in. Consider having the information shipped to you to keep the weight of your bag down.
13. Ask vendors intelligent questions. Focus on how they can help increase your sales or profits, save you time or make you more efficient. How are they different from competitive solutions?
14. If you are not interested in the vendor’s product and just want the free “rubber hammer”, trinket or whatever, be up front and tell them.

After the show:

15. Before going to the “party” or going to bed, take time to organize the information you gathered. Make notes and prioritize so you don’t forget!
15.5 Have fun, but make the time away from your business profitable!

If you take the time to do the appropriate planning prior to the show, your overall experience once you arrive will be enhanced. Be straight up with vendors and wear your name badge properly. This way the vendors know who you are and can ask you good questions, such as “If I could improve your sales by 33 percent this month would it be worth 15 minutes of your time to find out how?”

Be open to learn. Sales tr

dable brief case that on wheels.
10. Pack plenty of business cards and a pair of comfortable walking shoes.

While at the Show:

11. Prioritize your route around the trade show floor.
12. Don’t take information you don’t need, but do take information you are interested in. Consider having the information shipped to you to keep the weight of your bag down.
13. Ask vendors intelligent questions. Focus on how they can help increase your sales or profits, save you time or make you more efficient. How are they different from competitive solutions?
14. If you are not interested in the vendor’s product and just want the free “rubber hammer”, trinket or whatever, be up front and tell them.

After the show:

15. Before going to the “party” or going to bed, take time to organize the information you gathered. Make notes and prioritize so you don’t forget!
15.5 Have fun, but make the time away from your business profitable!

If you take the time to do the appropriate planning prior to the show, your overall experience once you arrive will be enhanced. Be straight up with vendors and wear your name badge properly. This way the vendors know who you are and can ask you good questions, such as “If I could improve your sales by 33 percent this month would it be worth 15 minutes of your time to find out how?”

Be open to learn. Sales tr

up front and tell them.

After the show:

15. Before going to the “party” or going to bed, take time to organize the information you gathered. Make notes and prioritize so you don’t forget!
15.5 Have fun, but make the time away from your business profitable!

If you take the time to do the appropriate planning prior to the show, your overall experience once you arrive will be enhanced. Be straight up with vendors and wear your name badge properly. This way the vendors know who you are and can ask you good questions, such as “If I could improve your sales by 33 percent this month would it be worth 15 minutes of your time to find out how?”

Be open to learn. Sales trainer, Jeffrey Gitomer calls that “resigning your position as General Manager of the Universe”. Attend your next show that way and you may find new information, a collection of resources or a new business partner that will take your and your business to the next level!