Session 6b: Tradeshows

5/10/2018

Session 6b: Tradeshows

Session 6b:

Tradeshows

Finding export sales at international trade events

Session 5: Approaching the Market

Dimitris Kloussiadis & Bob Erwin University of Georgia, SBDC International Trade Center

1 Export- is operated by the US Export Assistance Center, in Atlanta, a collaborative partnership including the SBDC International Trade Center of the University of Georgia, and the US Commercial Service. The SBDC program is funded by the University of Georgia and the U.S. Small Business Administration. SBA's funding is not an endorsement of

any products, opinions, or services. All SBA funded programs are extended to the public on a nondiscriminatory basis. Photo: USA Pavilion, Shanghai Expo 2010.

Session 6b: Tradeshows

Photo:

1

Session 6b: Tradeshows

5/10/2018

Sales Overseas representation New product Customer contact Market intelligence

Session 6b: Tradeshows

Photo: A U.S. Marine Corps M-1A1 Abrams main battle tank,

Photo:

? Don't just show up! ? Develop a task timeline

and stick to it

? Research the market ? Avoid frustration ? Maximize ROI

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Session 6b: Tradeshows

5/10/2018

Existing customers

Past attendees and exhibitors

Trade association membership lists

Online directories

Photo: SIAL 2014 PAVILLON USA, usda-france.fr, ambssador Rivkin and Ms Tolson visitng the USA pavilion

Session 6b: Tradeshows

Photo: All over web.

Call

highest priority customers

Priority Customers

everyone

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Session 6b: Tradeshows

Say you value their business New product or pricing Hospitality suite Map makes you easy to find

(multi-lingual is even better)

Photo: , and - View Map to the U.S. Embassy American Center Korea Booth (# C 41),

Session 6b: Tradeshows

Meet were and when convenient for them: Booth Their hotel Restaurant or bar Hospitality suite

Photo: Smartfilm.

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Session 6b: Tradeshows

Be a little Press release Advertise in show directory Advance ship trade literature

Session 6b: Tradeshows

Customer inquiry forms Key talking points Invite customers into booth Dress code Comfortable shoes

Photo:

Photo: Original artwork

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