With more than seveny-five years of experience, we at GLM have been asked a lot of questions. Before we get into the guide, we thought it would be helpful to start with answers to the MOST FREQUENTLY ASKED QUESTIONS.
1) WHAT IS A TRADE SHOW?
A temporary, organized event established to allow buyer and seller to come together to display and view the latest merchandise introductions. It is an environment which allows for face-to-face commerce where buyers can actually see, touch, hear, smell and taste the products being offered. It is immediate and personal, educational and sociable.
Trade Shows:
- Provide attendees (buyers) with a wide selection of competitive information/merchandise in a concentrated location and period of time.
- Provide tools for planning, ideas, concepts, visual displays, and trend predicting.
- Allow for actual examination of the products.
- Allow buyers to meet manufacturing company executives and the team behind the product.
- Provide educational seminars.
- Are networking opportunities.
2) WHAT IS AN EXHIBITOR?
An exhibitor can be referred to as a manufacturer, manufacturer’s representative ("rep", for short), or importer.
A manufacturer is the actual producer of the product.
A manufacturer’s representative ("rep") is an individual sales person/group hired to represent the manufacturer of the product, thus is a middleman. A "rep" generally represents and sells for several manufacturers and is usually paid on straight commission.
An importer is an individual/organization that sells product produced outside the country. This product can be manufactured by the individual/organization or by a second party.
3) HOW DO YOU ESTABLISH CREDIT?
Being a new store, you will probably not have the necessary established credit to be able to write an order on the Net 30 Terms (paid within 30 days). You will probably be requested to write a check for the full amount or a percentage of the order. You will be better protected by asking for what is referred to as proforma order or accepting your merchandise be shipped C.O.D. (Collect on Delivery). Ask each exhibitor with whom you place an order how many COD orders need to be placed before being considered for terms. Be sure you make note of that on the first order.
4) CAN I PURCHASE PRODUCTS AT THE SHOW AND TAKE IT WITH ME?
Trade shows do not allow you to purchase and take product off of the show floor. The proper procedure is to place an order with an exhibitor and for the product to be delivered to you after the show. Should you need a product/s by a special date or sooner than the usual delivery time, be sure to notify the exhibitor.