I attended the NHS in Vegas in 2009. I had some top notch business cards to hand out, (have at least 250, no less). Have a sheet of paper that you can staple any business cards to, that you recieve, and jot down pertinant notes for who to contact after the show. Go to the show if you have a specific intent and define that intent. Are you looking for licensees, manufacturers, sales reps, distributors, retailers? Have at least one (2-3 is better) other people with you to handle any people that want to talk. You take all the ones that your helpers think you should be talking to directly. Get people to stop and talk, keep them there as long as possible and have a punch line to ask people as they walk past. Don’t let them go past without taking that flashy business card.

If there is a preview area for new products, get a spot in that area. I had my main booth, and about 3 sq ft in the new product world. In that area, was a product display, a marketing placard, and a map to the main booth. Critical in my opinion is to get as much attention to the main booth.

We had an excellent show, especially compared to the dismal attitude of the other booths. Get people that are fun to be with, exciting, people persons, and that KNOW your product. BIG signage elevated up high is also key.

In the end though, the money would have been better spent had I been ready to take orders. LARGE orders. If a major retailer (we had about 8) stops and is interested in sales, then be ready to take orders and fulfill them.

If I were to make a suggestion, depending on your readyness, go to the show as a guest. See what you are going to compete against for visibility and appeal. I don’t think that a single product display and a banquet table will garner you the attention you hope it will without doing a great booth and great people to help.

And a final note, as a company, we could not “sell” outside our specific booth area. I would have at least one person walking the floor quietly handing out business cards to potential business associates rather than them expecting them to find you.

John-

I have been to a few trade shows as well and agree with pretty much all that has been said thus far. Sometimes you can really connect with people and get some great feedback, as it’s kind of neutral ground. Both you and they are out of your element at a trade show and sometimes they open up alot easier with real feedback. One of the pitfalls I found was the spoilers…basically people from the competition who see you have a large crowd and come over with a lot of loaded questions. Make sure you anticipate and prepare for that situation beforehand if you can. If you can tactifully answer or deflect the bullets they throw your way… you and your company look that much better. Basically- expect the unexpected.

Another thing to consider is the INPEX show…if you ever show at that venue, Jay Leno and the Tonight Show crew pop in from time to time and have given priceless air time to some inventors I know. All good comments in this thread from everyone!

Hi John,

I thought that you may get a kick out of the story on EN’s video portion of the website of Carlton Calvin, he designed a scorpion slammer for the Pogs and Slammers game that was popular a few years back. He went to a local toy show and a distributor went up to him and said if he didn’t get any other deals, that the distributor would buy 300,000 scorpion slammers at $2/piece. He had a deal that day and that quick! Exciting for him at that time I would think.

I would like you to know that considering that your family is there, maybe the cost is no problem and it would be a good idea for you.

For me in my circumstances, I might put the same amount, say your $2000, into submissions here at EN or even try filing for a PPA under the new law and seeing it through, but you know I can only say what I would do in my own circumstances if and this is a big IF, if nothing happened to change my plans. Plans do change and not entirely by our own doing. So if this makes any sense to you, it may really depend on individual circumstances. Because I don’t have family in the area like you do, this may influence me in a different direction than you regarding participation in the show.

Regardless, you never really know, and it is good that you are trying, either way you go, to better yourself. It is also great that you would like different perspectives from people, I can just say from my point of view what I would do, you know… So I might take the same $2000 and try to submit 100 new ideas here at EN to get a licensing deal. Either case there are risks and one doesn’t know the payoff. Best to you and whatever you decide! Say a prayer too, that often gives good direction.

Hi John I have taken products to cologne big show and earls court London all worth the experience and got some pay back. Did some stage work and loved the experience . It helps when you can talk a glass eye to sleep. I have products going to Canada next year i really should be their not just the distributors’ have the passion and product knowledge they cannot get over night.

Thanks for the replys Roger and Julie…… I appreciate the info and hope others can learn from it also. I didnt mention that I have done the huge Barrett-Jackson auto auction a couple times during there week long dog and pony show. I was selling another manufacturers product for them and while I covered the cost of the booth for 7 days ($4000.00) I it was a great experience and highly profitable so everything you said Roger is right one. Mind you BJ’s was different as I delt with mostly retail and really dont want to do that again but thinking forward making sure I have enough time to seek out certain companies/buyers does make sense. I learned long ago from doing other car show events you so so so need to have a fill in and something to keep your throat wet.

Again I would love to hear anyone elses experiences.

John, Some shows have a special area for Entrepreneurs (inventors, etc.) and the booths are a lot less expensive: maybe check into this. As Roger mentioned, if you are alone, it can be very difficult; however, some shows will ‘rent’ someone to you to stand-in while you are on a break. My advice is to have a chair but try not to use it – maybe take a stool with you so you won’t look like you’re sitting down.

I did a huge AARP show a few years ago and would never do it again: even though my booth was fine for a smaller show, it got swallowed up by all the professionals who had huge banners and logos and big displays. That show cost me a bundle and was two days of feeling really inferior.

John, as you said it can be worth it if you find a couple of buyers. I have been to a number of trade shows so my questions are geared towards what I have learned from observing others and setting up a booth myself.

Do you have a shelf ready product?
Are you looking to be the maker and seller of the product or are you hoping to find a license deal?
If you are wanting to be the maker of the product can you fufill orders if you get them and quickly?
Do you have a lot of flyers, business cards or other promotional items to give away?
Are going to be the only one there at the event? it will be hard for you to leave the booth to seek out other buyers on the vent floor, so you will be relying on people finding you.
Do you have HOOK to draw people to your booth?
Will you be demonstrating the product or have a video on a loop people can watch?
Does your booth include power or is that extra?

Things to make sure you have:
1.Extension cords
2. extra pens and Paper pads to write contact info on.
3. A folder, pouch whatever you want that can hold all the business cards. Make sure you write notes on the back of the card or mark the ones you need to return calls to as soon as you get back.
4. Laptop or other device to add email addresses, phone numbers,etc
5. Gum, hard candy, drink. You need to keep your throat wet because you will be talking a lot over 5 days and will go horse by the end of the week.
6. Try and get the directory of the event showing who will be there during the week and their location. Make a list of them as potential targets to talk to so you know who you want to approach before you get to the event.
7. Using your list see if you can set up meetings before the event with people to meet when you arrive at the event.
8. Remember that these people are trying to cram as much sales time as they can in the week. Have your pitch down to a short sweet 30 seconds. The longer you hold them up the less they will be interested.
9. Don’t load buyers down with items they have to carry around the event all day. Or have to pack and try and get on the plane. Offer to ship it to their office when you get back. This gets you their contact info and helps them remember you when they get back.