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Original poster

Has anyone attended a Trade Fair? Advice needed...

35 replies

bettythebuilder · 13/03/2006 10:48

Help!
I'm due to exhibit at my first trade fair in a couple of weeks time,and although I've researched this on the internet, I still have lots of questions and I'm getting rather nervous about it.
Has anyone been to a trade fair, either as a buyer or an exhibitor?
My main concern is that I'm not sure if deals are actually done at the fair, ie if someone likes my product they will order some, or will buyers just have a look, take a leaflet and then decide when back at the office?
If so, how do I go about getting peoples details so I can chase them up without hassling people?
Any advice would be much appreciated.

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Carmenere · 13/03/2006 10:57

People will definitely want to make orders there and then but also some will just take info. Get everyones business cards and have plenty of your own to hand out. Make sure you have an order book and take all orders really carefully. What is your product?

LIZS · 13/03/2006 11:00

It is a long time since I last went to one but think it can be a bit of both. Sometimes buyers are looking for ideas and innovations , sometimes to make orders on those which seem really good and are perhaps limited in intial supply. You may get several representatives from the smae retailer , some will be authorised to buy, others to just look.

Certainly be prepared to fill out order details on the spot. Are you doing the stall alone. If you have help it may be better to have one person collectigng detaisl for future mail shots and contacts, and another , within a more enclosed area, doing the negotiations. Perhaps the first can take down details and make appointments for later if it gets busy.

Good luck

Original poster
bettythebuilder · 13/03/2006 11:15

Thanks both for your speedy replies.
I only have the one product, (and therefore a v small stand!)\link{http:chiggs.co.uk\here it is}
I do sell to some shops, mainly card and gift, but I'm hoping to get into Baby shops, as this is a nursery fair.
One of my worries is that there are loads of big companies there, and then little old me, and they might laugh at me!
I'll be doing the fair with dh, some help from my Mum, and any friends who can spare an hour - it lasts 3 days!

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Original poster
bettythebuilder · 13/03/2006 11:20

Ooh... link not working.
\link{http://www.chiggs.co.uk\try again}

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LIZS · 13/03/2006 11:20

the link doesn't work. Sad. Don't underestimate yourself though.

LIZS · 13/03/2006 11:24

see it now ! Quite specialised so I would say yes expect them to order on the day.

Original poster
bettythebuilder · 13/03/2006 11:26

Ah, right. Lots of preprinted order forms, then, so I can fill in details. (Hopefully!)

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Gloworm · 13/03/2006 11:36

i have been to loads as a buyer.

have lots of info ready to give to interested people. leaflets/web address/biz cards.

Take a list of everyones name/address/phone/email/business and contact them in a few weeks. Have a small box to take their biz czrd and a notebook to take their details if they dont have a card. make sure you get the name of the person you are talking to (in case they are part of a large organisation with lots of staff).
We talk to so many people and discover so many new ideas that it is usually a lot to take in, if a company phones me a week later it definatly helps to jog my memory.

over them a glass of water/dish of nibbles?

be very very polite to everyone (sound like common sense but you would be surprised at how rude some people can be!), and try not to judge on appearance.

some stalls to special deals on the day.
some dont. some only do special offers if you order AND PAY at the fair.

some people place orders on the day.
many take info and place order later (we sometimes find we have such a lot to see that we dont want to waste precious time filling out an order.

might think of more later.

oh yeah, one company we deal with run a competition for everyone who orders and pays at the fair. we one a weekend away!

Gloworm · 13/03/2006 11:38

some companies give out free samples.
I guess you would only give them to people who seemed genuinly interested though.

juliab · 13/03/2006 11:46

Hi Bettythebuilder
I also suggest you keep an eye out for any journalists - there are often ones from Pregnancy & Birth/Mother & Baby at the nursery fairs. Give them samples to take away.
If they don't turn up, send them samples at work.
If they like, you could get some great free publicity.

zippitippitoes · 13/03/2006 11:47

I second gloworm's points really, especially about being polite nothing more annopying as a buyer to feel you are being treated differently from other customers...

have your fulfillment in place so that you don't lose orders by being unable to deliver in time

know what minimum order you want, what carriage paid order quantity is and carriage costs

you only have one product so there isn't much for potential customers to browse so there is a risk that your stand will look quiet which is always a bit of a hurdle for both the customer and yourself, so you might need some thing extra to break the ice/make it feel welcoming

be enthusiastic even when you are feeling fed up

follow up your leads as people may otherwise forget you and if they still don't buy try to get some feedback (though it's hard)

Original poster
bettythebuilder · 13/03/2006 11:47

Thanks,Gloworm, v helpful.
The rules and regs of the venue are frightening, and include no food whatsoever that is not supplied by the in house caterers ( and that includes your own water, juice, bowls of nuts, etc) and as you can imagine the prices for these are sky high!
They also say that no samples are to be taken out of the venue, which I thought was a bit weird.
I like the idea of a box for business cards, if we are both busy there would be a chance someone could pop a card in there, and I could follow it up later.

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Original poster
bettythebuilder · 13/03/2006 11:49

Thanks also jd and ztt (good grief, I'm a slow typer! 2 posts while I composed mine!)

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Original poster
bettythebuilder · 13/03/2006 11:51

soz, jB
There seems to be a press office at the venue, would it be worth putting a letter or some leaflets in there, in case mags etc make that their first port of call?

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zippitippitoes · 13/03/2006 11:52

some people do a draw for business cards to encourage people to leave them

the shows usually run competitions for exhibitors and if you get picked that means you get showcased somewhere or can have your best new product stickers out

buyers from big chains and mail order companies are tough negotiators, so keep cool

Gloworm · 13/03/2006 11:52

dont forget pad and paper...lots of small buyers will not have biz cards!

try to make your display as eye-catching as possible, the backround etc, not just the table of cards.

if you are talking to someone, and another person is waiting to talk to you....say somethimg like "I'll be with you in a minute" and smile...they are much less likely to feel ignored and walk away!

Original poster
bettythebuilder · 13/03/2006 11:53

I'm good at smiling when fed up as I used to be Cabin Crew, so have had lots of practice!

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Original poster
bettythebuilder · 13/03/2006 11:54

have to get dd from nursery now, thanks so far for the help

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Original poster
bettythebuilder · 13/03/2006 20:11

Back after a busy day!
Thanks so much for all the info - I have shown dh the thread and I think he may be starting to realise why I spend so much time on here!(ie he sat there nodding sagely, as I do myself most evenings)
Yet another question, if someone can help me... the Press Office - what is that exactly? Could I leave a press release with them? And if so, what info should this contain?
Tia

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juliab · 14/03/2006 13:01

Hi BettytheB
The press office is probably just a little room where journos can hang out - and maybe use their laptops/have coffee - and pick up press releases/info about products. Some journos religiously pick up everything; some prefer to wander around the fair and find their own ideas - depends on what publication they're working for and how detailed an article they need to write.
I would do a release to be left there: keep it short and sweet, with a picture of your product on it. Make it clear who it's for, how you use it and where you can get it from. Also include your stand number/contact phone number/email. AND (very important, this) an offer to send samples/images on request.
Hope that helps!

Original poster
bettythebuilder · 15/03/2006 11:05

Thanks, Juliab.
I will write a press release and make sure there are always copies in the press room.
I have contacted our local paper in the hope that if it's a slow news week they might be interested, especially as the trade fair is here in our local town (the main reason I signed up for it, really!)

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Charlene1 · 24/03/2006 22:35

Hi, good luck with your stand. I have been to loads as a buyer/nosey person. Basically, lots of people like to collect info to take away and read at home. The best one was Crufts - I needed a fold out wheelie bag for samples, leaflets, shopping etc. I was always interested in people making things on the stands - some ignored you and carried on, some showed you how things were made etc. Free sweets are good attractions and prize draws etc. Doesn't have to be expensive.
I have also set up as an exhibitor at a Jobs fair, when I worked for a company that did recruitment, web design and training. There were 2 of us, trying to talk to everyone, people got fed up waiting, some didn't want to give details etc. so we gave them forms to take away with an incentive like "return this if interested in jobs/websites/booking training etc. and we'll put you in a draw for a meal for 2 at local restaurant etc." I also printed 10% off vouchers specially so I could evaluate how successful the day was. We dressed up in silly costumes to gain attention. We weren't allowed to go round giving out leaflets, but a quick wander to other stalls proved useful networking in terms of suppliers and customer contacts.
We had young students who didn't want us ringing them and hassling them after the event, so, the incentives was the only hope we had of returning the form - although some weren't interested in the prize. We also set up a database/spreadsheet thingy saying things like " how many leaflets were taken, definite prospects, actual customers, definite follow ups to do, estimate of how many people not interested and why, feedback positive and negative, costs involved compared to business gained.
Oh, definitely wear comfy shoes - I didn't and regretted it all day! It was also terrible trying to eat/drink/go toilet as we were swamped with people. Helluva shock at your first show. Some stalls didn't get much interest as they had crap displays, miserable staff
If you're actually selling on the day, I would say find out in advance how many people are likely to come to fair and why they're coming.
Then you can estimate how much stock to take. Could you make your product there so you don't have to sit around if it gets a lull?

I had to attend a trade show once to "spy" on competitors in another job and get samples and info on them, and you wouldn't believe how many people stood around looking bored and off putting. It was totally different to a show that lets the public in. Basically, if yours is trade only, I'd say the people attending are there because they have to be, so they will probably order after the show, and either monopolise you or ignore you and just grab a leaflet. Defintiely collect their business cards etc for yourself if poss.
Hth.
Let us know how you get on.

Detta · 25/03/2006 20:18

Haven't read the entire thread, so maybe someone has already suggested this. When I helped a friend at the NEC baby show, she was selling only one product, and was finding it difficult to attract people. We decided that what we should have had were balloons, with the name of the product/company on them. Not only do they advertise for you, but also attract people to your stall (everyone's after freebies at these things!). Also, many of these places get very hot, so a supply of those small battery operated hand fans would be quite good to sell, help to get a bit of cash back for your pitch?

Original poster
bettythebuilder · 28/03/2006 23:08

I've just spent the last 3 days at the trade fair, and I would like to thank everyone for their advice and ideas.
Crickey! It was really hard work, but I took all advice and always had a smile, didn't judge by appearances, and had much more confidence, largely due to advice received here - I didn't feel as if I was venturing into the complete unknown, iyswim!
Charlene1 and Detta, thank you both for your advice - I did check the thread on the last couple of nights, altho didn't have time to reply,as I had to print more leaflets and work on an improved display!
Although I didn't take many definite orders at the trade fair, I have learned an enormous amount over the last 3 days, 'networked' a lot, and had so many positive comments and feedback that I feel that it has been all very worthwhile. We also had a lot interest from various magazines, etc,so I'm very hopeful of future publicity.
Thank you all for your advice and help, It's much appreciated.

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Charlene1 · 30/03/2006 00:19

Hi, glad it went ok for you, and I hope you get loads of business as a result!