{short description of image}
{short description of image}
HOME
MONTHLY COLUMNS
PubTalk
Dear Editor
Dealer Help Line
Bill Farquharson's
Audio Tip
Sales Corner
Marketing Tips
Career Opportunities

{short description of image}

OUR PARTNERS
Advertising Partners
Yellow Pages

{short description of image}


{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}


{short description of image}

OCTOBER 2012





Trade Shows -
Just Do It!
by: Bob Licari

Consumers and competitors alike frequent the Trade Shows to keep up on what everyone is doing. Advances in equipment and software technology provide a complete picture of the solutions available to the consumer. Trade Shows become like the mating rituals of Birds of Paradise, a lot of fast chatter, fancy outfits, and colors and of course, there is the "dance"! Manufacturers do their "dance" and put on their brightest colors to attract buyers and sellers.

What's in it for today's equipment dealership? Is it just for the chance to get a day out of the office or is there "Real Value" in attending Trade Shows?

How often can you slip into a crowd and listen in on the sales pitch of a competitor? His explanation of why "Theirs is Better" can give you and your salespeople unprecedented power over a sale if you have a viable product or service. By knowing facts your sales approach and strategy for your own product

lines can be better designed. A wise dealership will encourage their reps to attend the local shows. Give them some motivation; pay their parking when they bring you an official show parking receipt. By paying the parking in this way it forces them to get the proper receipt to turn in for reimbursement so you know they attended.

Without Trade Shows many reps would never get to see the competitor's equipment. What better class could you send them to? There are usually a number of excellent relevant trade and industry classes at these shows that offer a wealth of information that can make your sales teams sharp and well prepared.

As for advertising and exhibiting there is no better place to drop-your-hook, than a qualified state or local trade show. Exhibiting at local Trade Shows that have a track record can put your dealership and products on the "Map" of hundreds of

qualified buyers at the consumer level all at one time. The costs of the shows can be managed if planned and staged properly. In return they can generate income for your dealership for the entire year to come. If exhibiting at the show cannot work out, look for trade publications to run a small or mid-size ad. It is low cost and will give you exposure that will provide qualified leads and sales. Publications like the Trade Show Times (published by Fichera Publications is an excellent choice for reasonably, low-cost, high quality, trade show advertising that works. Contact them at (954) 971-4360.

DC

Author Bob Licari says this about his cave.... "It's not such a scary place if you have the right guidance. Come and let me lead and show you the way!" Bob has served the Mailing, Fulfillment and Packaging Industries for over 35 years. He can be reached at boblicari@devlexintl.com.

NEWS
Dealer News
Industry News
People in the News

{short description of image}

VISIT US
Graphics of the Americas
Graph Expo
SGIA

{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



Fichera Publications · 1919 N. State Rd. 7, Suite 202· Margate, FL 33063 · 800-327-8999· 954-971-4360· Fax: 954-971-4362 · email us


Site designed and maintained by DBS Marketing Services