An insider reveqls How to shop the Expo

ment, tell them a range of time you delayed billing or a rebate as a result. should be there.

* Free Food cnd Ddnk ot Exhibitor

BY AlAlt Wtfl(SrRot

II here's more to the National Building Products Expo than simply attending. In fact, preparation is vital if the Expo is to be productive for you. The following tips should ensure success:

* Moke o Top l0 Lisl of People lo See ot lhe Expo - Planning who to visit (see exhibitor list on p. Expo 12) is advised. A brief list of 10 companies helps you focus on a select few products your business needs. However, be cautious about making appointments in advance. They can be intemrptions to a productive show. You may not know how much time you'll need to devote to a certain activity or who you'll run into until you get to the Expo. If you must make an appoint-

* Wear Comforloble Walking Shoes, Hospilolity Suites - Ask your favorite Dress Cosuolly rnd Ccry a Small Bocfocck Expo exhibitors about their evening - It may seem simple, but amazingly hospitality suites. This is a great way it is often overlooked. Exhibitors at to get to know them better while the Expo don't expect visitors to be drinkinganddiningattheirexpense. clad in three-piece suits and wing tips. * Conslder Crowdt - The first two After several days on their feet, they days are the busiest. The advantage understand the importance of dressing here is that upper level executiu"s *ill comfortably. Also, carry a Ue ii ttreir booths during small backpack or shoulder Nole componies these days. Converselyl briefcase for literature and ftol offel crowds ari typically thinnlr ff more than you arrived with. required to man their bins throughout the Expo. Detailed

* Use the Expo Dhectory - lhey moy give booths until 5 p.m. The adDirectories are availablc at yOU ideOS. vantage here is contacts can the registration area and in '-- -----spend more time with you.

* look for 0pporfunities - Striking descriptions of each exhibitor and up conversations with people in aisles their products are listed alphabetical- or at concession counters can be a ly. Also, note companies that offer great way to create contacts - and products similar to yours; they may business. Be friendly. Introduce give you ideas. vourself and look for a common inter-

* Inquire oboul Show specicls - ",tt' Expo badges often give good often, exhibitors orr", ,tr[* giu"- clues' such as hometown and type of aways and discounrs. s"-;i; tpJ"i"L business' And wear your badge on include spiffs, additionai'dit;;;;it, your right lapel, making it more visiExpo priiing, freight air"ou"tr-""d ble when shaking hands' delayed billing on orders. Many of * Bfng lots of Buslness Cods - Even these show specials are liEted in the though all Expo attendees will be Official Directory and Buybr's Guide. issued an impression card (like a credBut always ask exhibitors about it card) with their name and company

"unadvertised deals."

* Request Co.op Billing - If your store is a co-op member (Cotter, Servistar, HW[, etc.) and you are placing an order at the show, ask the exhibitor to bill the order through your co-op. You might just get a better price, information, it is a good idea to bring lots of business cards. This provides more time to discuss products and services instead of taking up time writing down your company information in case the exhibitor did not rent an Expo card imprinter machine or if you see them outside of their Expo booth.

* lUloke Noles oboul ConloctsTaking a personal approach with new contacts can be very successful. After leaving a contact, be sure to collect their business card and make notes for two reasons: one, so you don't forget who that person is and what was said, and two, when you follow up on that conversation, you can make a good impression by reiterating what was said at the Expo.