1) The first thing you need to do is get a show directory. They are at the registration desks as soon as you walk into the show. This will help you quickly locate the items you are looking for.

2) Even though the show is categorized, you still need to shop the entire show. Be alert and be curious. The more familiar you are with products at a show, the more you will learn about pricing and quality. Some additional tips include:

• DON’T walk the Show with distracting people. (Your eye needs to be constantly focused on that "hidden jewel" in a very unlikely or obscure booth that 98% of buyers will miss.)

• Develop a strategy to make sure you cover all booths. If you have priority booths (those which are often crowded or those where you will make key purchases that will determine your remaining buying strategies) hit these first. Be organized in your looking, so as not to miss anything. Set up a methodical way of walking a floor and stick to it. If you feel strongly about an item, PLACE YOUR ORDER. It is often not possible to return to all locations and you don’t want to miss the opportunity to make a KEY BUY.

• Don’t pick up color brochures and literature unless you REALLY think you will use it. You can become loaded down very quickly and this material is quite costly for manufacturers to produce and shouldn’t be wasted. Take a brochure if you are interested in future ordering on a line, but read through it with a salesperson to make sure all vital information is clear to you (i.e. prices, minimum orders and where to send orders).

• If you ask an exhibitor to mail you a catalog or if the exhibitor says they will send you one, be sure to make a note of the company’s name, address, phone number and contact name, as well as a full description of the products in which you are interested. In case you do not receive the catalog, you still have all of the relevant information so you can follow up.

3) Make notes on those booths you want to return to for buying purposes. You can use your vendor information forms that you may have started to fill out prior to the show and have the vendor complete them or you may want to make your own notes. You should have a completed form from everyone with whom you do business. You should ask vendors certain questions:

• What are the minimums? Overall line minimum or item minimum?
• What are the delivery dates? As the product is ready or all at once?
• What are the payment terms?
• Are there any show specials? Sometimes a manufacturer will make allowances if orders are placed at the show.

All of your questions are important as they will directly affect your purchases and ultimately your business. Don’t feel intimidated because you are just important to the manufacturer as they are to you.

If you are interested in particular products, ask if they are in the catalog. If so, circle the item so that you can refer to it later. You will have already seen the exact size, color, etc. Then you can order it later by mail.

At the end of each day, review your notes. By using the product tracking form, (Form D) you can keep a running tally of products in which you are interested and their total cost, should you purchase them.