By Sue DiFranco
Copyright © 2001 Sue DiFranco/Fun Facts Publishing  

Attending a show as a buyer? Take along this guide to help you prepare...

Pack The Essentials.
  Bring a large bottle or thermos of water, along with some healthy snacks (For the most part, trade show food and drink are notoriously expensive, as well as lacking in nutrition. You need to keep your energy up to tackle the trade show beast!)
  Your most comfortable shoes are also required, along with some good foot pads
  Paper and pens to take notes
  Tons of business cards ­ take more than you think you'll need
  Highlighter pen
  Labels with your contact information, so you won't have to write it every time you sign up for a mailing list, enter a raffle, etc.
  Comfortable large bag to carry brochures and other giveaway goodies. Some shows don't allow you to bring large suitcases on to the floor, so always check regulations first.

Make a New Plan, Stan. You should have received a floor map and exhibitor list when you registered for the show. Take some time to go over it and decide what exhibitors are must-see, maybe-see, and no-see. Plan your strategy now so you won't be overwhelmed. If you don't have a chance to do this beforehand, be sure and take some time when you first arrive at the show to map out your itinerary. A great time to do this is the day before the show actually opens.

What's New? Manufacturers typically use trade shows to debut their newest products. Because diehard scrappers are always looking for the latest thing, use your judgement to decide what items will have your customers lined up around the block. Visit the area of the show reserved for new exhibitors and/or new products. You might discover a recently launched company who hasn't had time and/or money to take out an ad in the scrapbook magazines yet.

We're All In This Together. Many attendees hold a steady "trade show gaze," never in the line of potential eye contact. Don¹t be afraid to meet someone's eyes, or even say a quick "hello," as you're passing by. If you're not interested in the company and continue walking, chances are they won't leap out of the booth and tackle you with a hard sell. In another small way to be courteous, if you don't think you¹ll be ordering from a company, don't take their information "to be nice." If the catalog is only going to be tossed into the nearest trashcan, it's a lot nicer to let them give it to someone who will use it. (If you've ever designed your own brochure or direct mail piece, you *know* how much it can add up.)

Listen and Learn. There is no better place to learn about the industry than at a trade show! Where else can you find leading vendors, new vendors, scrapbook magazine staff, and storeowners from around the world? Visit the magazine booths and ask what they think of the show, and what they have planned for future issues. Take the time to go to breakfasts, after-show parties, and seminars, and talk to people. Ask them what they think is the most exciting thing they've seen at the show. Ask them where they see the industry going. Compare notes on how business is in your town compared to theirs. Take advantage of this time to learn as much as you can to help better your own business.

Just Ask. Exhibitors are there for only one reason: *you.* Don't be afraid to ask for what you want. If you'd prefer to have them send their brochure after the show, let them know. If you'd like to know more about their company, ask for a media kit. Ask what show specials they're offering. Also, ask if they're willing to sell their floor samples at the end of the show for a discounted price.

Take a "You"-Turn. Let's face it, trade shows are downright *exhausting.* Prepare by packing some bubble bath and candles, maybe even a portable foot massager. Take time at night to relax and unwind, especially if you¹ll be back at the show the next day. You want to be well rested and energized for Day Two!