Sylvia Checks In On Trade Shows

Dear Mr. Spiers:

Who does the trade shows? The importer or the sales rep?
Is is probably ok for both to do the shows as long as they are not in the same market area?
I'll appreciate your clarification to that.

Regards,
Silvia


Sylvia,

The reps do the trade shows... you may attend the show if you like, but usually it is for research, not selling... to my mind you do not make money doing the selling... you make money doing the design, or more specifically bringing together the ideas of the market and the capability of the suppliers and turning it all into the product, with the help of first-rate designers. And you charge a premium price making more money doing less work.

If there is a show worth doing in another market area, then either your rep should do it, or get a rep in that new territory.

John

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