w.a lugnt Get the most out of a show

By Roger Hnnsberger

What will be the most valuable item you bring back from the Home Center Show's Building, Remodeling & Decor Products Expo in Dallas, Tx., this year?

If you answered CONTACTS, you are on your way to your most productive show. Products, ideas and new sources for existing lines are all important, but contacts within the indusky have lasting impact.

To ensure you make the greatest number of these vital contacts, remember to: Be Frlendly - InEoduce yornself !o as many people as possible. Ask what they do, tell them what you do.

Look for Opportunltles - Waiting in line, as any cruise ship passenger will tell you, is a great way to meet people. In the aisles, at the concession counters, at the hotel, scan badges and strike up conversations. Perhaps you know something about tbeir home city to break the ice. This can lead in naturally to a common interestbusiness.

Ask For Help - If you're having trouble locating a display, ask another exhibitor, then give him a chance to show you his line. You may find more than just directions. You may get a personal inhoduction to a new source.

Offer Your Help - Sharing your own contacts, knowledge and experience is tbe cement of a beneficial relationship.

Show an Interest - Ask about the pncducts and service, of course, but don't forget the person behind the badge. In our close knit indusky, it's amazing how often you may meet them again in a professional capacity.

A llttle advlce on badges - don't fall into the VIP trap of only giving your time to those with manager and upper level executive ti0es. I once spent a couple of hours with a young man in Boston, Ma., whose badge read National Account Representative. As I was leaving, he introduced himself as the son of the Chaimran of the Board and that company became my first major consulting client.

Hunsberger, a 20 year building products industry veteran, consultant and author, attends trad.e slwws freqwntly.