Advertisement
 

About Dale

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency. Dale and HALO are committed to helping industry salespeople by openly sharing top producer sales secrets for professional betterment of our industry.
 

Kiwi's Coaching Corner

Paul  Kiewiet
How Much Do You Care?
Dec 18, 2014

If you don’t care enough to figure out their pain, why should they care about you? Are you tired of...



Lights, Camera, Promotion!

Brittany Hahn
New-fashioned Writing Instruments
Dec 17, 2014

Writing helps me remember things way better than typing does. In "Write It Down, Make It Happen," author Henriette Anne...



Not So Technically Speaking

Dale Denham
Top Blogs of 2014
Dec 16, 2014

I have thoroughly enjoyed receiving emails and seeing comments on my different blogs in 2014. Hopefully, I have delivered some...



Compliance Chat

Jeff Jacobs
For Apple, It May Not Be the Money
Dec 12, 2014

You’ve probably heard the buzz created when Apple's attorneys contacted promotional products distributors last week. The issue is aftermarket charging...



Jeff's Rant

Jeff Solomon, MAS
I Could Have Slept In Too
Dec 11, 2014

Sleeping in may not be the most refreshing thing I could do early on a Saturday morning. In my first commentary, I...



Selling Smarter

Rosalie Marcus
Year-end Tips to Increase Sales Now!
Dec 9, 2014

While some may be slacking off this time of year, savvy promotional products sales professionals know that it's not too...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
New Year's Revolutions
Dec 1, 2014

You’ve heard many times that the definition of insanity is to continue to do the same things and expect different...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Athletics and Business Intertwine to Show Life Lessons: Thoughts from an Athlete Parent
Nov 24, 2014

As I was growing up—and even to this day, I am very involved in athletics. As a high-schooler and through...



Beyond Words

Rebecca Kollmann, MAS+
Taming the Monster
Nov 17, 2014

Today, we’re going to look at something very small, but also very important. It’s unseen by many, lurking in the...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time II—Sales Goals Strike Back
Oct 29, 2014

For some people, setting sales goals is not a waste of time. It's all about perceptions, really—perceptions that empower and...



Guest Blogs

Guest Contributor
How Can a 3D Printer Make You Money?
Oct 24, 2014

One of the most difficult parts of getting the sale is showing the customer exactly what they want when they...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Be Dazzled

Elise Hacking Carr
Got Control Issues?
May 14, 2014

Does chaos define you? How you respond to certain situations says a lot about your character. Here are five quotes...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Achieve Trade Show Success in 2013

 

Heading to an industry show soon? Trade shows are an important part of our industry, and to get the best return on your time and monetary investment, we may have a few ideas to help.

First ... you need a plan. I know, you have heard this before, but it is true. Without a game plan for working the show all you will end up with is a ton of samples, a spinning head, and two sore feet.

There are many opinions on how to work a trade show, but we have found that many of our salespeople have achieved trade show success by following this simple two-step approach—first, know exactly where you want to go and who you want to see; next, know what you will ask or discuss when you arrive at each booth before leaving for the show.

Let's start by looking at the general categories available to you at each show: Vendor Exhibits, Professional Development Workshops, Keynote Luncheon Speakers, Awards Presentations, Dinners, Parties and even a Book Store.

Study these categories, select the ones you want to attend and mark the dates and times on your show map.

Before you arrive, obtain a map of the show floor, a handful of highlighters and the exhibitor list. Make a list of the vendors you plan to see first and highlight them in yellow, then mark the secondary vendors in a different color. Primary suppliers could be day one, and secondary day two. Use the booth numbers to plan the easiest route to see each in the order of their booth placement.

With your map in hand it will be very easy to work the show in an efficient manner. If you run out of time and can't stop at all the booths at least you will have stopped at the most important vendors that you wanted to see.

Another important step that many sales professionals follow is to have a separate sheet in a small binder for each supplier you are visiting with key questions you want to cover to jump-start your sales year. For small distributor owners, it could be 2013 pricing strategy, terms or perhaps sample policies. For other sales professionals, you might ask about spec sample policies, new marketing tools or which items in their line sold to what market in 2012. Having planned questions is professional and efficient!

An alternative tip is to use a digital voice recorder to record notes as you walk the show. Say the vendor name, ASI number, item number or description and move on. Even better, use the camera in your cell phone to visually document your most important "finds" or to immediately email the image to important clients.

One of your most important questions to answer is: Do I pick up samples and catalogs? Many sales people do not pick up anything at the show but they do order what they need and have it shipped back to their office.

Here is our question ... There are several large shows coming up including the industry's largest, PPAI Expo Las Vegas. Will it be a productive show that will help you earn more money or will you be a Trick-or-Treater and come home with bag after bag of samples that will never get used and probably be sitting in your office in July?

We hope you follow our previous recommendations and get more out of the show than sore feet.

Best of success!

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.

Companies Mentioned:

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments: