!!!!!Lorraine Bowen!Business Acumen & Export Management @ Showcase!Preparing for Showcase 2014

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!!This slideshow gives an overview of !What to expect!!What & how to prepare!!What to research!!How to do follow up post show!!!

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!Be clear about your

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How will you measure success at the show

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!

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!How to prepare in order to meet

your expectations

You will need to RESEARCH in advance!!!!

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Showcase & CCOI websites, competitors & their customers, other types of attendees, potential collaborators, target buyers, trends, the media, award/ profile building opportunities, delivery costs, currency rates…..

PREPARE

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Yourself as a business person

Packaging

helpers

Pricelists and brochures

Your USP

Perfect sample product range

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Your stand display Your set up toolkit

Your transportation

Your social media presence & strategy

BE SURE OF….

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Cash flow for production costs post show Your supply chain/ supplier relationships Your production capacity

WHAT TO BRING FOR SET UP

Help & supplies are far away & time is prescious!!! Do a dry run & cover all bases- nobody will lend you a ladder!!! (Keep a small diy kit on the stand

during the show)

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Bring it all just in case!

OTHER EXHIBITORS- a resource!!Sharing & supervising stands!Logistics!Sharing buyer information / contacts!Saving on shipping costs!Sharing or referring an agent or rep!

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SELLING!You can’t just know about

making you must know about

buying & selling!!

Don’t just tell…….Sell! 13

!NOT JUST A PRETTY FACE/ product Where is the story?!Where is the brand ?!Where is the full range?!Where is your ‘shop’?!Look like a shop to sell to a shop- talk a buyers visual language

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You are starting a relationship not just getting a sale

• No speed dating (aim for repeat orders) •  No blind dates (research who is attending)

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CUSTOMER SERVICE AT THE SHOW!Don’t judge a book by its cover- treat every enquiry with the same professionalism

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Samples of other opportunities that can emerge from Showcase- be a creative problem solver

Export: Is Ireland enough?!Just because you live here does not

mean this is your (only) market?

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!!Sales & promotional materials

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SALES PACK!Images of your products/designs ref by size and/or code!information about yourself/ business!Pricelist!http://www.ccoienterprise.ie/ideas/article/attending-trade-shows!ref: Article by Maebh Ring

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Pricelist/ order form!

the BIG little piece of you they get to take away must maintain brand quality!must relate to the product range on sale!!!!

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Price list as order form!leave space for!!! • Name of the trade buyer’s company • Name of the contact person • Office address / telephone / fax / email

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Pricelist / order form! Sizes, colour options etc Payment terms / methods Shipping costs/ breakage policy Currency options VAT number Retention of title statement

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Pricelist / order form Terms and conditions Credit reference A date Minimum order A note re the natural variations occuring in the work

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Pricelist / order form

Shop / delivery address / telephone / fax / email (if different) Delivery date agreed Payment method VAT Landed euro/ landed currency/ ex workshop prices- 3 priceslists. Price is king- in any language!!! Know that your price is right. 25

Taking orders • Do not take an order you cannot complete-

important to know when to say no

• Check them out • Confirm the order • Secure payment & shipping details

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!!Sample orders

•  Photograph how a sample order looks when merchandised

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Agents and distributors!!research them well!know their other brands!make sure they have bought into your brand story and need you!10-40% commission-scale depends on risk and investment!

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After the show!Follow up on enquiries straight away!Send any requested samples & info!!Listen, Listen &……. evaluate-what did you learn?!!Reflect on objectives- measure R.O.I!Meet your promises re product & service!Deliver on time!!!!Communicate: any issues re late/ incomplete delivery in advance!Stay in touch with other exhibitors for extra info, support & referrals

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