There are a lot of trade shows these days. From major industry shows to buying group conferences to distributor expos, attending all of these events can get expensive. Efficient planning and strategy is required to get the most of these annual events.
Timothy McCarthy, managing member/owner of RMD, LLC, dba Hushmat, a newly appointed member of MERA’s board of trustees and guest columnist for Dealerscope has this advice:
“Take out that sheet of paper with the shows listed. Jot down the key manufacturers that you wish to visit at each show. It does not have to be only those that you carry in your store. It may be those that you wish to have to help you jettison into the future. Next, list categories of products that are weak in your operation or present significant opportunities for sales and profit growth (e.g., iPod integration or attachment selling). Match up the opportunities against the show resource list and plan to attend those shows with the most matches. Let’s call this the show wish list.