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To: May Tran who wrote (9479)	2/7/1999 1:28:00 PM
From: allen v.w.	Read Replies (2) \| Respond to of 40688

Hello all! I believe the lock up ends on 6/24/99. Here is some thoughts on trade shows from AIB-IBDG Digest. In posting #41, Debbie DeChamps of MountainMoon asked about international trade shows - whether she should buy exhibit space or circulate with brochures and business cards. A short answer which applies to both domestic and international shows: 1. You might be able to share space - check with your manufacturers, industry associations and the Departments of Commerce (state and federal) to see if trade pavilions will be available to you at the show. This can give you both presence and also time to walk the aisles. 2. Book the space.... Only if you are positive that your audience will be there - preferably by having attended the trade show the previous year. Make sure they know you will be there, which means lots of pre-show promotions and networking - AIB is a great example of online networking. Advertise in trade publications and the "official" show book. And don't try to do the show with just one person. (I BELIEVE PNLK IS DOING THIS!) 3. Walk the show ...Understand that exhibitors who paid for space will be upset (and may have you thrown out) if you actively sell while walking the aisles. Use your presence at the show to gather market intelligence about trends, players, and economics of the industry. It's important to know that while we rely on technology to move business, we build business by relationships - which means time and face-to-face trust. For any option, make certain you follow up - and continue to maintain contact - with both people who have expressed an interest in your products and people you collect in your market intelligence. Networking is research, selling is action and there's a time for both. Thanks to Ray for setting up a great group. Julia O'Connor, President Trade Show Training, Inc. PO Box 17155 Richmond VA 23226 USA www.tradeshowtraining.com ALLEN: email - julia@tradeshowtraining.com