Archive for the ‘Overseas Trade Shows’ Category

The Trade Show Edge

Tuesday, March 18, 2008 Leave a comment

The Trade Show Edge eBook

The Trade Show Edge eBook has just been published . If you need to know how to attract and satisfy the trade show attendee with a compelling exhibit experience, then the Trade Show Edge is for you.  If you want productive results as a trade show exhibitor then you must have a trade show marketing plan. For further information, please visit:


Actions during and after the trade show

Monday, April 17, 2006 Leave a comment

Arrive early and stay late: The best arrival time is partially determined by the schedule of press conferences, exhibitor briefings, interviews with prospective representatives, etc. At the very minimum, allow sufficient time to make certain yout stand is in order and your equipment is working.

Keep your exhibit staffed: Empty booths sell nothing! Give visitors your full attention as they may well be your future customers. Keep your exhibit tidy. Give serious thought to security, both during the day and before leaving at night.

Take a look at other exhibitors: Whether competitors or suppliers of similar products, there is a lot you can learn from other exhibitors. Better display ideas, new product features and possible tie in arrangements are just a few benefits.

Select good overseas representatives: If possible, it's a good idea to line up a representative before the trade show. The representative can become familiar with your products and your organisation during the exhibition and, of course, will have an opportunity to meet and establish contact with prospective customers who visit your booth.

Quote price, delivery time and your terms: Many buyers prefer pricing to be on a 'delivered to them' basis including all duties, taxes and other charges. The delivery time in your quotation is tied to the terms of sale. The terms and methods used in shipping your products should be discussed with your freight forwarder. Other sales terms as warranty, repairs, replacements and packing may have to be modified to a foreign market.

Make use of business cards: You may receive many business cards during exhibitions. remember to have an adequate supply of your own cards for distribution. You might also devise a registration card for your booth. Make sure it's in their language.

 Use service representatives at the show: Often, companies that provide service to exporters and importers, such as air and ocean carriers, banks and freight forwarders, exhibit at or attend trade shows. Talk to them about your marketing needs.

Follow-up: Moer sales are recorded in the months following an exhibition thatn at the exhibition itself. The companies that get the best value for their exhibit dollar are those whose salespeople and representatives follow up on the best sales prospects as soon as possible.

Service your foreign customer: The quickest way to lose business is to fail to provide service. Once you make a sale, be prepared to provide complete service and fast delivery of spare parts. If you have a local representative, this person should agree to maintain a minimum parts stock and develop a service capacity.

Categories: Overseas Trade Shows

How to get the most from overseas trade shows

Monday, April 17, 2006 Leave a comment

An article on participating in overseas trade shows  
Before you exhibit overseas consider these valuable tips. For the most part, they are applicable whether you enter exhibitions alone or in co-operation with a government body.
Select a market with care: Study the market before you decide to enter an overseas trade show. You will find that most government agencies have publications and statistics that are helpful. Trade associations, chambers of commerce, foreign consulates also can assist you. For example, the Australian government trade commission Austrade for Australian exporters and information for companies wanting to do business with Australia is a good source to start with.

Decide your objectives: Why do you want to exhibit ? Are you looking for on-the-spot sales or new customers ? Do you want to introduce a new product or service ? Do you want to find representatives or distributors ? Are you interested in a joint venture or licensing arrangements ? Perhaps you want to exhibit in order to gain exposure or study the market. Whether you will be represented by one of your own sales people, a representative, or distributor, it is essential that you clearly establish and communicate to this individual your reasons for exhibiting and the results you expect during and after the trade show.

Learn all you can about the exhibition: If it is a trade fair, ask the organisers of the event for a catalogue of the previous event. Get the opinions of past exhibitors. Attendance figures are important and can indicate whether a trade show attracts local, national, or international business people. Make certain that no other fair is scheduled that may be better known or more appropriate for your products.

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Categories: Overseas Trade Shows