Replies

1. 
   Jimma | Mar 03, 2007 11:54pm | #1

   Dave -- you may already be aware of this, but trade shows should be attended with very specific objectives in mind, like getting leads, or closing sales, or using the show as a springboard for other venues. For example, you really need some kind of handout or "takeaway" with your contact info on it which probably means making a brochure or the like. Also, there's a big difference in the kinds of people that attend different shows and the promoter or organizer should be pressed hard for every sort of benefit you can get, from publicity to the right location for your exhibit... you don't want to be by the restrooms or the snack stand, although the end of an isle is usually good. Often they can suggest a lot of ways to get the most out of attendees for their kind of show.You also will need better lighting than they'll include with your booth fee and it's always best to supplement your display items with some kind of attention-getting element like a gadget or model that that moves and gets looks (all the better if it relates to your work).This is all tradeshow 101 and I apologize for being basic with you, but there's no point in spending a lot of bucks on a show if you don't get the most out of it. If you want to pursue this more, email me. Jim

1. 
   thanksall | Mar 04, 2007 01:03am | #2

   Much thanks for the info. Jimma. Sounds like you have been through a few of the shows. Although I feel I have a truely unique concept---not just in the desings themselves but also the booth set-up, I also have to wonder if I have an over-inflated ideal of a shows worth.  I mean, I have been doing detailed work for a long time---I feel that my skills are there. I feel that the designs/concepts that I have are very viable. However, can I believe the testimonials of those who have attended shows and won awards or secured a years worth of business from one show? My gut tells me not. But I'm not looking for fame and fortune---just a very modest living with a dose of pride in my work.  Do you think the shows are a worthwhile avenue to pursue or do you have any other suggestions?

   I really appreciate your honest, straight-foward input.

    

   Thanks again,

    

   Dave

1. 
   EarlKelly | Mar 04, 2007 03:51am | #3

   Dave, Check out the Fine Furnishings Show in Providence, RI. Karla does a very good job promoting her Shows and Exhibitors. You may even be able to get a spot for this yrs show.EarlFurniture...the Art of a FurnitureMaker

2. 
   Jimma | Mar 04, 2007 04:12am | #4

   <<Do you think the shows are a worthwhile avenue to pursue or do you have any other suggestions?>>I'm going to sound like a lawyer here, but the answer is : "It depends". Some shows are very good selling shows and others are rubbernecking, freebie-seeking shows. You'll have to talk to the organizers about this, but I am aware of some woodworkers who count an annual trade show as their primary sales effort. You might start by adding up all the costs of the show and the logistics associated with it and then ask yourself if it's reasonable to expect to recoup those costs over the next year in sales or leads. Follow that with a realistic look at what you're going to take -- existing work, new spec work or borrowing past work from clients. You don't have to fill the booth with completed work; you could take a couple of very nice pieces and use photos to show other work. But you need to have SOMEthing that convinces the prospect who's intersted in your work that you are a great craftsman and then give them a brocure or let them look at a porftfolio of work. But you MUST get their contact info (have them register, or fill out a visitor form, or ask for permission to follow-up) and get your own contact info into their hands. (Some trade shows provide a registration system that does these things.) Are you interested in new commissions for custom work? Do you have inventory to sell? What is it you want from the show? How are you going to convert the person who steps into your booth into a sale, or are you going to get them to visit your shop? Plan on having only a few minutes to convert that person who steps into your booth into a prospect. And, should you have a very popular exhibit, plan how to take care of more than one person at a time. Dave, this is a very big subject. I couldn't possibly transfer enough info on this website to qualify as a tutorial, but I can tell you that if it's the right trade show it will be worthwhile to invest in it and you can decide for yourself if it will be worth it. See if you can talk to others who have been in this trade show and what happened. Good luck.

2. 
   alanplanesaw | Mar 04, 2007 04:39am | #5

   Thanksall,

   My wife traveled the big (minimum 50,000 people) craft show circuit in PA, NJ, upstate NY, MD, DE, VA, DC, a couple of other states on occasion.  She made thousands of picture frames, and framed, matted, cut glass, assembled, etc. Americana and Country type prints.  A niche market for these shows.  She did about 25 shows a year, mostly April to December.

   She was doing well, along with many others, until 2002.  Now, I realize there is a big difference between her shows and the shows you are talking about.  She would attend other shows, talk to vendors, read all the show directories, etc., etc., in order to pick what she believed would be the best shows for her products.

   She quit in 2006 because the market just wasn't there.  Many had quit before her in 2005.  Sales had come back some, but far from what they had been. 

   I say all this only to suggest you go to a number of shows this year.  Talk to vendors, but know that many will tell you they are doing well when they really are not.  Why they do it I don't know.  My wife learned who would talk truthfully with her and those who would not. 

   Learn as much as you can about the show promoter, how much they advertise, how old the show is, is it growing or declining, etc., etc.  Weather can kill attendance. 

   Best wishes for whatever you do.

   Alan - planesaw