4 replies to this topic

[Lainie]

Hi everyone.

Well I attended my first trade show, a SAGE regional show on Friday in Buffalo, NY. I had been limited on going to shows due to money. This show was a great opportunity for me.

I learned many new things, and also walked away with some questions you veterans could possibly help me with.

Firstly, what is the "Line Rep". Are they an advantage for us, or is it still better to deal directly with the supplier?

Secondly, I brought up a number of times that I was not happy with the print I was seeing on products. Are samples generally QC rejects, or is quality printing this hard to find. An example was I spoke with one line rep and told her there was pinholing, and obviously a second hit was misaligned. She was really put off by this. To me, I explained, these products are being purchased FOR their printing. Why would that not be the best it can be? Am I being too anal?

Lastly, I walked away with many catalogues and samples. When presenting to clients do you use the supplied catalogues, or as I have been doing prepare your own specialized catalogue for each client?

I geuss that's` enough for now. I beleive I have changed my mind on trade shows, they do seem to be important to me now. The SAGE show, though small was a great opportunity to those of us opperating grass roots businesses.

Thanks for your input!
Lainie

[DBeavers]

Lainie,

Welcome to the wonderful world of the travelling expos. I try to attend at least 3 or 4 of the smaller tradeshows every year - NSA, SAGE, ASI's Advantages, and Southern Showcase. I don't mind driving 2 to 4 hours to attend a half day show, as I prefer them to the larger regional shows held in Dallas, Chicago, Orlando, Long Beach, Las Vegas, etc.

The smaller shows allow me more time with a few reps, while still allowing me to visit every booth. At the larger shows, there are too many distributors and salespeople, so the reps have less time per visitor.

As for your question about "line reps". If you are referring to "Multi-line reps", yes they can be important to you. Many larger companies can afford to have a number of employees and dedicated agents to cover the major markets. Some will only have one or two in-house employees to cover the country, so will hire multi-line reps to call on distributors and set-up displays for them at the travelling venues they can't cover on their own.

I look forward to seeing Art Bauknect, Larry Krause, and other multi-line reps each winter for the Southern Showcase. They bring almost the same things to the table as their supplier employee does, and often more knowledge about their specific region. Many of these reps were distributors in a former life, so understand the business from "our" side of the table.

I haven't experienced the inferior samples you mentioned. Many suppliers will print extra run-offs of great looking imprints to put their best foot forward. I'd be hesitant to do business with a supplier who displayed customer or inspector rejects, or worse a supplier or rep who didn't see the defects.

Know that you know the value of these shows, where your only expense is the travel, make sure to bookmark the different show homepages -

www.nsaShowcase.com

www.SAGEshowcase.com

http://www.asishow.com/AdvRoadshow/Index.html

The regional PPAIs will host at least one expo each year, usually open to members and non-members. You might want to check with others in your region about upcoming events.

In the future, you may want to download the list of exhibitors who will be at the show, so you can plan in advance to discuss product lines, case histories, or even request quotes for pending orders.

Glad you finally discovered one of the more beneficial and enjoyable diversions of this industry.

Dennis

[CBuerki]

Obviously you caught the multi-line rep off guard. I bet that next time she sets out samples for distributors to look at up close they'll be letter-perfect. I, too, favor the local shows, like the NSA. A couple of years ago I stopped going to the ASI show in Las Vegas for my own selfish reasons. They're very expensive and a lot of time and talent goes into those shows, but since my participation in the industry is small by comparison I can really get better support from the local events. I also go out of my way to support the suppliers who come into my territory as well. Good luck in your endeavors.

Chuck

[biggerfish]

DBeavers said:

Know that you know the value of these shows, where your only expense is the travel, make sure to bookmark the different show homepages

Don't forget about the Industry Calendar here on DistributorTalk.com, there's a link right up there on top of every page.

You can even set reminders to alert yourself about dates that are important to you.

Lainie, there's another show in Buffalo on April 3rd: http://www.distribut...ay=2006-4-3&c=1

[Tigerpaw]

Lainie...
Congratulations on attending your first show.

-- I have little to add to your experience other than the fine comments offered above.

-- Please know, this industry is an on-going learning process. As you attend other shows and see products provided by various suppliers, you'll soon discern which suppliers meet your standards, and which do not.
The same is true with the relationships you create and foster while attending shows and dealing with suppliers, their multi-line reps, and their in-house staff. --With some folks you may hit it off, with others you may not.

In large part, however you experience this industry.. is up to you.

All best wishes.. Tom