WELLCARE Blog for Business

Local and international trade shows are the main sources of business opportunities for buyers and manufacturers.

With so many different products around every corner, attending exhibitions can be overwhelming even for some experienced buyers. However, with enough knowledge and industry know-hows before, during, and after the exhibition, you should be able to get more results from your exhibition trips.

Here are some tips that may help you get better results at trade shows and exhibitions:

Preparation before the exhibition

The manufacturers spent time setting up their booths to showcase their merchandises as well as possible. What's stopping you from spending some preparation time to ensure your trip goes as smooth as possible?

1. Do your research beforehand

Company and product info are, for the most part, very transparent. Start doing some research on the exhibition’s official website to get a good idea of some of the products that catch your attention as well as compare different products.

For products that you are really interested in, go to the manufacturers’ websites to find company info and product detail.

2. Make an appointment

Once you’ve decided who to visit, try to reach them and make appointments with them beforehand. It’s a good idea to let them know when you will be showing up at their booths. Some manufacturers will prepare extra information for potential buyers who make appointments to better showcase their products.

If possible, requesting your appointment on the first or second day is recommended. You will leave a greater impression and the decision makers will usually be there in person on the first 2 days.

Conversation on the show floor

If you’ve done your research and narrowed down your targets, it won’t be as overwhelming when you arrive at the exhibition.

As you are searching for the ideal manufacturer to be your business partners, the manufacturers are searching for the right distributors to work with as well.

Remember that the relationship between the buyer and the manufacturer is totally mutual. Both parties are looking for a win-win situation. Here are some things to keep in mind when you are on the show floor:

1.First Impression is very important

Make sure you look “professional” as you walk into an exhibition. Be considerate of your appearance, gesture, attitude, and mannerism.

Looking professional gives people the impression that you are serious about what you do, as opposed to looking casual and appearing to be just poking around.

2. Share your market insights

Try to have quality conversations with manufacturers. Take the first step to build a trusting, mutually beneficial business relationship.

Providing valuable business information and insights is the key to winning manufacturers’ support.

If you let them know how you plan to take advantage of the first round business opportunity whenever you see a great product, more often than not, they will share valuable product/business information that no body else gets to know.

3. Leave your company’s contact info

For manufacturers that you are really interested in, you should give them your company information. If necessary, briefly introduce your company’s other related products to help them get to know you and your company better.

These are very helpful information to give your potential business partners:

• Your company website
• Your company’s catalog
• A legit contact person’s contact info
• Your company’s brief introduction PPT

Follow up after exhibition

Take the initiative to send emails

If a particular product interests you, you should email and contact the manufacturer to discuss more about the product after the exhibition. In the email, let them know which product you are interested in and try to ask for a sample/demo of the product for evaluation.

These are just some of the things you can do to help you get more success at building a mutually beneficial business relationship with manufacturers. For the full exhibition guide for purchasing buyers, please download our free Ebook: