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TRACK 1: PLANNING The Journey of a First-time Trade Show Exhibitor
Transcript of TRACK 1: PLANNING The Journey of a First-time Trade Show Exhibitor
Are Trade Shows Right for My Business?
Picking the Right Trade Show
What do trade shows provide for me?
What is a trade show?
Am I ready for trade shows?
Consider "walking the show."
Trade Show Progression
Ask Those in the Know
Know Your Target Audience
Major Exhibit Expenses
Build in a 10% Budget Buffer
Always Ask for a Discount
Large, National Shows:
Small, Regional Shows:
Opportunity to gather competitive intelligence
Chance to educate
about the industry
Forum to obtain customer feedback
Ready to sell wholesale!
Wholesale vs. Retail Pricing
What you charge for your products to be sold by the case
What brokers and distributors charge to market and deliver your product for you
What the retailer charges to sell your product to consumers
What the consumer pays for your product
Can you produce your product:
In large quantities
How far do I have to go for a profit?
Can you afford to wait 3-6 months?
Saturate your local wholesale market.
Grow your market at a steady, manageable pace.
Increase sales at a lower cost.
Work out your distribution kinks.
Perfect your booth design.
Hone your boothmanship skills.
Try before you buy.
Share the risk and expenses.
Broker / distributor pavilion
You've made it through the progression. Go forth and prosper!
I like it!
Interactive Workbook (Microsoft Excel):
*For a detailed budget, download the form:
Click here to download a blank Pricing Worksheet:
Download the manual at
You're done with Track 1: Planning!
If you're required to take the Quiz now, visit
If you're ready for Track 2: Pre-Show, then click here:
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If you need help getting ready, contact:
Small Business Development Center: http://sbdc.mt.gov
Food & Ag Development Center: http://agr.mt.gov/agr/Programs/Development/FADC