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
2
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
3
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.
5/10/2018 4
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
5/10/2018 5
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