WEBVTT 00:00:02.329 --> 00:00:05.150 Welcome to the Promo Playbook, the podcast where 00:00:05.150 --> 00:00:07.650 suppliers come to win in the promotional products 00:00:07.650 --> 00:00:10.849 industry. We're your hosts, Lisa Faustik and 00:00:10.849 --> 00:00:13.910 Adrienne Barker, bringing you insider insights, 00:00:14.470 --> 00:00:17.170 expert strategies, and no fluff advice to help 00:00:17.170 --> 00:00:20.449 suppliers navigate the promo channel like pros. 00:00:21.210 --> 00:00:24.170 From marketing to distributors to mastering software 00:00:24.170 --> 00:00:27.370 onboarding, we cover it all. Whether you're new 00:00:27.370 --> 00:00:30.149 to the industry or ready to scale up, this is 00:00:30.149 --> 00:00:33.280 your playbook for success. Let's get started. 00:00:34.899 --> 00:00:37.500 Hey, everybody. Welcome back to this episode 00:00:37.500 --> 00:00:40.399 of the promo playbook. We're so excited today 00:00:40.399 --> 00:00:45.039 to be talking about PPAI, PPAI Expo, one of the 00:00:45.039 --> 00:00:47.380 biggest industry shows of the year coming up 00:00:47.380 --> 00:00:51.640 in January. So I'm here with my co -hosts, Adrian 00:00:51.640 --> 00:00:55.179 Barker and Kim Ballerine, both show veterans. 00:00:55.799 --> 00:00:59.299 And we're going to dive into a supplier viewpoint 00:00:59.299 --> 00:01:02.340 and a distributor viewpoint of how to get the 00:01:02.340 --> 00:01:05.719 most out of the PPAI show. So we're going to 00:01:05.719 --> 00:01:09.819 start with a few housekeeping tips. One is to 00:01:09.819 --> 00:01:12.840 choose a hotel that's somewhat close to the venue. 00:01:13.540 --> 00:01:15.959 You want to be able to Uber there conveniently, 00:01:16.219 --> 00:01:19.769 walk. Don't stay too far off the strip. Just 00:01:19.769 --> 00:01:22.549 be able to get to the hotel quickly and efficiently. 00:01:24.090 --> 00:01:29.469 Follow the social media for the show. PPAI Expo 00:01:29.469 --> 00:01:33.430 has its own social media and its own hashtags, 00:01:33.569 --> 00:01:36.069 so make sure you're dialed into that so you can 00:01:36.069 --> 00:01:39.209 follow along with all of the events that get 00:01:39.209 --> 00:01:42.579 announced. There are a number of free events 00:01:42.579 --> 00:01:44.879 that you'll be able to attend. We do encourage 00:01:44.879 --> 00:01:46.959 you to attend those and we'll do a little bit 00:01:46.959 --> 00:01:49.819 deeper dive into what some of those are in a 00:01:49.819 --> 00:01:53.400 little bit. Make sure you have good shoes, take 00:01:53.400 --> 00:01:56.920 care of your feet, super important. Business 00:01:56.920 --> 00:01:59.980 cards, make sure you have some water and snacks 00:01:59.980 --> 00:02:04.269 available. There is a shuttle service between 00:02:04.269 --> 00:02:06.609 some of the hotels. So when you are looking to 00:02:06.609 --> 00:02:08.969 book your hotel, you may want to consider that 00:02:08.969 --> 00:02:12.569 depending on what your budget is. And those are 00:02:12.569 --> 00:02:15.289 sort of some of the basic things to be thinking 00:02:15.289 --> 00:02:18.849 about as you book your time at the show. Pay 00:02:18.849 --> 00:02:21.030 attention to the education because when you're 00:02:21.030 --> 00:02:22.990 booking your flight, you want to make sure that 00:02:22.990 --> 00:02:26.229 you arrive in time to attend as much of the education 00:02:26.229 --> 00:02:30.599 as you can. covered the basics. Adrienne, Kim, 00:02:30.879 --> 00:02:33.139 anything I missed there in terms of a layout 00:02:33.139 --> 00:02:37.719 of basic things to be thinking about? So I'll 00:02:37.719 --> 00:02:39.840 go as a distributor when I was a distributor 00:02:39.840 --> 00:02:43.189 for many years. I never brought a rolling cart 00:02:43.189 --> 00:02:45.310 because I always cared about other people's toes 00:02:45.310 --> 00:02:47.569 for some reason, probably because I've gotten 00:02:47.569 --> 00:02:50.270 them run over so many times. So figure out what 00:02:50.270 --> 00:02:52.310 you're going to use. How are you going to carry 00:02:52.310 --> 00:02:54.530 it around? There's a lot of bags that'll be handed 00:02:54.530 --> 00:02:56.969 out for distributors that can be very heavy. 00:02:57.349 --> 00:02:59.009 So just, you know, and then think about your 00:02:59.009 --> 00:03:02.050 fellow attendees. For suppliers, because I have 00:03:02.050 --> 00:03:06.550 the chance to attend as a supplier rep, I actually 00:03:06.550 --> 00:03:10.599 love having a bag. And in that bag i wanna have 00:03:10.599 --> 00:03:12.819 my mints i wanna have my pad of paper i wanna 00:03:12.819 --> 00:03:14.939 have my pen i wanna have any small giveaways 00:03:14.939 --> 00:03:17.580 i'm going to give i want my business card so 00:03:17.580 --> 00:03:20.400 and i see a lot of suppliers don't rep so do 00:03:20.400 --> 00:03:22.020 this so they're always like reaching down or 00:03:22.020 --> 00:03:24.819 having to grab things why not put it together 00:03:24.819 --> 00:03:26.759 and that way all you have to do is go in your 00:03:26.759 --> 00:03:29.539 handy bag have it be one of your company bags 00:03:29.539 --> 00:03:31.569 or your favorite bag. But if you're selling bags, 00:03:31.750 --> 00:03:34.050 it should be your bag. And then it just makes 00:03:34.050 --> 00:03:36.370 it easier for you. Your water bottle should be 00:03:36.370 --> 00:03:39.689 there. And I always like lipstick or a lip gloss 00:03:39.689 --> 00:03:42.409 for us females. Well, for anyone. Anyone can 00:03:42.409 --> 00:03:44.789 wear lipstick, like anyone. So if you're human, 00:03:45.189 --> 00:03:46.810 put some lip balm in there. That's it for me. 00:03:46.990 --> 00:03:49.030 OK, cool, cool. Thanks for those insights. How 00:03:49.030 --> 00:03:52.090 about you, Kim? Anything to add? Yeah, start 00:03:52.090 --> 00:03:55.990 off well rested. Like before you get on the plane, 00:03:56.490 --> 00:03:58.870 like don't go on a bender and be like, I get 00:03:58.870 --> 00:04:01.169 to go to Vegas tomorrow. I'm going to stay up 00:04:01.169 --> 00:04:03.789 because it's exhausting. Like get your beauty 00:04:03.789 --> 00:04:06.990 sleep multiple days in advance. Get your email 00:04:06.990 --> 00:04:09.710 in a good shape. Don't think like, oh, I'm going 00:04:09.710 --> 00:04:11.610 to work the whole time on the plane and I'll 00:04:11.610 --> 00:04:14.389 have plenty of time. Nope. Go with your house 00:04:14.389 --> 00:04:17.670 and order a good night's sleep. Be hydrated before 00:04:17.670 --> 00:04:20.910 you get there because it is a grueling five. 00:04:21.329 --> 00:04:23.089 dates, you know, four to five days, depending 00:04:23.089 --> 00:04:25.930 on how long you're going to be there. So that's 00:04:25.930 --> 00:04:29.490 sort of my, you know, my newbie advice to people. 00:04:29.910 --> 00:04:31.689 Excellent, excellent. And I just want to, Lisa, 00:04:31.829 --> 00:04:33.449 go ahead, Lisa, sorry, I'm interrupt. I have 00:04:33.449 --> 00:04:35.170 a hand up if you're not, if you're just listening 00:04:35.170 --> 00:04:37.879 to this. That was killer advice, Kim. That was 00:04:37.879 --> 00:04:41.220 amazing advice, and it did make me think, distributors, 00:04:41.399 --> 00:04:44.360 you should absolutely be reaching out to your 00:04:44.360 --> 00:04:47.519 connections to say, I'm attending the show, and 00:04:47.519 --> 00:04:50.040 is there any projects on the table for next year? 00:04:50.379 --> 00:04:53.240 Actually, I used to, as a distributor, I would 00:04:53.240 --> 00:04:56.100 call, I would send an email, call, make sure 00:04:56.100 --> 00:04:57.639 they got it, let them know I'm doing the show, 00:04:57.680 --> 00:05:00.199 and set up the appointment for when I return, 00:05:00.540 --> 00:05:03.300 so that I already had a meeting for when I return 00:05:03.300 --> 00:05:07.029 from PAPAI to show product. And for suppliers 00:05:07.029 --> 00:05:09.930 you're gonna want to have a full email campaign 00:05:09.930 --> 00:05:12.670 to reach out because the distributors are gonna 00:05:12.670 --> 00:05:15.430 get inundated and You got to somehow make sure 00:05:15.430 --> 00:05:19.329 that you stand out in the crowd of emails And 00:05:19.329 --> 00:05:21.569 bring people in and the last thing is if you 00:05:21.569 --> 00:05:23.689 are a supplier plan something really fun, right? 00:05:23.769 --> 00:05:25.589 Because I know so many people that will hang 00:05:25.589 --> 00:05:28.370 around like pretty much all day for the free 00:05:28.370 --> 00:05:37.089 whatever it may be Yeah, so all great stuff. 00:05:37.569 --> 00:05:41.050 Just back to our idea of what you should bring, 00:05:41.449 --> 00:05:43.910 a couple other things that sparked while I was 00:05:43.910 --> 00:05:47.009 listening to you guys was a phone charger. Make 00:05:47.009 --> 00:05:49.290 sure you have your charger with you on the show 00:05:49.290 --> 00:05:54.149 floor. And dial into the show app. There is an 00:05:54.149 --> 00:05:57.029 app that goes with the show that allows you to 00:05:57.029 --> 00:06:01.069 plan your walking of the show. So I think that's 00:06:01.069 --> 00:06:04.939 important. So I want to rewind just a little 00:06:04.939 --> 00:06:08.500 bit to the day before the show's education. So 00:06:08.500 --> 00:06:11.620 everybody, suppliers and distributors, you know, 00:06:11.699 --> 00:06:14.779 I'm a lifelong learner. I like to learn everything. 00:06:15.220 --> 00:06:17.399 So some suppliers will say, well, I'm not going 00:06:17.399 --> 00:06:19.639 to go to the education because it's geared to 00:06:19.639 --> 00:06:22.639 distributors. Well, I would say, don't you want 00:06:22.639 --> 00:06:24.720 to know what your distributor's life is like 00:06:24.720 --> 00:06:27.459 so you know how to pitch to them, present to 00:06:27.459 --> 00:06:30.519 them, to be a good partner to them. So if you 00:06:30.519 --> 00:06:33.500 have the bandwidth and the opportunity, try to 00:06:33.500 --> 00:06:36.560 attend as many of the educational events as you 00:06:36.560 --> 00:06:40.420 can. And by the way, as a supplier, what great 00:06:40.420 --> 00:06:43.259 networking, you're going to be sitting next to 00:06:43.259 --> 00:06:45.939 distributors who may not even know your brand, 00:06:46.819 --> 00:06:49.439 get them to come to your booth, have a pocketful 00:06:49.439 --> 00:06:53.149 of business cards at the education. Set yourself 00:06:53.149 --> 00:06:55.910 apart by being one of the only suppliers in the 00:06:55.910 --> 00:06:58.350 room with a room full of distributors who are 00:06:58.350 --> 00:07:01.430 there, dedicated, curious, and eager to learn. 00:07:02.029 --> 00:07:05.370 In terms of education, don't devalue it. It's 00:07:05.370 --> 00:07:08.350 great stuff and an awesome opportunity for networking. 00:07:09.910 --> 00:07:17.160 I'm glad my co -hosts like that advice. To wrap 00:07:17.160 --> 00:07:19.819 up education, Adrian, have you attended, and 00:07:19.819 --> 00:07:22.079 I know you've been a speaker at Industry Education. 00:07:22.199 --> 00:07:24.420 Do you want to just offer your insight on the 00:07:24.420 --> 00:07:27.180 quality of the education? Well, first I will 00:07:27.180 --> 00:07:31.500 say I'm a proud MASer. I, MAS is we represent 00:07:31.500 --> 00:07:34.079 2 % of the industry and you got to go to those, 00:07:34.379 --> 00:07:37.420 you got to go, you got to go, you got to make 00:07:37.420 --> 00:07:40.180 sure you hand in your form, fill it out when 00:07:40.180 --> 00:07:42.300 you're there, and that's actually really good 00:07:42.300 --> 00:07:45.850 information anyways for future speakers. I like 00:07:45.850 --> 00:07:49.490 going, grab the pad, you're gonna promote, promo, 00:07:49.910 --> 00:07:53.620 trade show, grab the pad and pad. Walk in. Personally, 00:07:53.860 --> 00:07:55.980 I like sitting in the front row. I am that geek 00:07:55.980 --> 00:07:59.019 because I want to be able to pay as much attention 00:07:59.019 --> 00:08:01.279 and I like seeing like, you know, like internal, 00:08:01.579 --> 00:08:03.160 like externally what's happening between the 00:08:03.160 --> 00:08:05.699 speakers and stuff. So, but yeah, if you get, 00:08:05.920 --> 00:08:08.779 start going, see, go onto PPA and see what you 00:08:08.779 --> 00:08:11.540 have for certifications. Maybe you have enough 00:08:11.540 --> 00:08:14.439 to become a CAS, work towards your MAS, work 00:08:14.439 --> 00:08:18.899 for your MAS plus, right? Like, so. Go for that 00:08:18.899 --> 00:08:21.379 of mine, too. I'd like to see us have more certified 00:08:21.379 --> 00:08:24.779 professionals in our industry because I think 00:08:24.779 --> 00:08:27.279 we need to raise our entire industry and continue 00:08:27.279 --> 00:08:30.079 raising it up. So that's my thought. Awesome. 00:08:30.180 --> 00:08:32.299 Great insight, Adrienne. How about you, Kim? 00:08:33.500 --> 00:08:36.259 I have not had the opportunity to go to any of 00:08:36.259 --> 00:08:38.940 the sessions just from a schedule standpoint. 00:08:39.659 --> 00:08:43.110 On the supplier side, usually I'm helping. build 00:08:43.110 --> 00:08:46.230 the booth, set up the booth. They haven't had 00:08:46.230 --> 00:08:48.870 the opportunity to do that. But the one thing 00:08:48.870 --> 00:08:51.129 that does happen on Education Day, and I don't 00:08:51.129 --> 00:08:52.669 know if we'll cover it, I'm gonna throw it out 00:08:52.669 --> 00:08:56.289 now in this part, is the pitch. So that is in, 00:08:56.450 --> 00:08:59.429 that's a great event that happens on Education 00:08:59.429 --> 00:09:02.590 Day. And anyone who's not familiar with that, 00:09:02.750 --> 00:09:05.909 you're new to PVAI, it's basically like Shark 00:09:05.909 --> 00:09:11.580 Tank. It's very similar where companies literally 00:09:11.580 --> 00:09:15.980 pitch their new product, service, whatever. And 00:09:15.980 --> 00:09:18.700 some of them are brand new to the market. Some 00:09:18.700 --> 00:09:21.980 of them are veterans that have a great new idea. 00:09:22.600 --> 00:09:25.580 But where else, I mean, how else do you get really 00:09:25.580 --> 00:09:28.460 caught up in that fun energy and know what's 00:09:28.460 --> 00:09:30.399 on the cutting edge and what's coming and what 00:09:30.399 --> 00:09:33.919 some of those needs are than to be in a session 00:09:33.919 --> 00:09:38.340 that's geared all toward innovation. So I think 00:09:38.340 --> 00:09:41.759 that's a great a great one to attend. It is later 00:09:41.759 --> 00:09:44.639 in the day, so if you're lucky enough to get 00:09:44.639 --> 00:09:47.059 your booth set up, if you're a supplier, you 00:09:47.059 --> 00:09:50.240 can bolt on over there. I think it's like 3 .30 00:09:50.240 --> 00:09:54.039 or 4 .30, summer and then usually, but that's 00:09:54.039 --> 00:09:57.440 definitely one I would recommend attending. Great. 00:09:57.440 --> 00:10:00.120 Thanks for sharing that insight and another great 00:10:00.120 --> 00:10:03.679 networking opportunity. Attend, it's usually 00:10:03.679 --> 00:10:06.440 standing room only, get there a little bit early 00:10:06.440 --> 00:10:09.799 and you'll be able to see all the new innovation 00:10:09.799 --> 00:10:11.860 that's coming out in the industry. Well, not 00:10:11.860 --> 00:10:14.379 all, but specific things that have been chosen 00:10:14.379 --> 00:10:18.080 for the pitch. So thanks, Kim. Adrienne, I want 00:10:18.080 --> 00:10:20.720 to just reinforce what you said about earning 00:10:20.720 --> 00:10:25.159 your MAS, CAS, sign up, get those points, earn 00:10:25.159 --> 00:10:29.259 your certifications. I've been a speaker at a 00:10:29.259 --> 00:10:31.799 lot of industry events, and I know Adrienne has 00:10:31.799 --> 00:10:35.240 too. Don't be afraid to ask questions. Most speakers 00:10:35.240 --> 00:10:37.940 leave time at the end of the education to take 00:10:37.940 --> 00:10:40.980 questions from the audience. Don't be shy. You're 00:10:40.980 --> 00:10:43.320 there to learn. You're there to grow professionally. 00:10:43.960 --> 00:10:46.659 Take advantage of the speakers that are there. 00:10:47.139 --> 00:10:49.179 Introduce yourself to them at the end of the 00:10:49.179 --> 00:10:54.600 session. Kim, very real advice and insight on 00:10:54.600 --> 00:10:57.740 the life of a supplier. Oftentimes suppliers 00:10:57.980 --> 00:11:01.000 cannot get to the education. And that's been 00:11:01.000 --> 00:11:04.559 sort of a rubbing point in the industry for a 00:11:04.559 --> 00:11:08.039 long time, especially if you're a super small 00:11:08.039 --> 00:11:11.679 team. So, you know, that being said, if you can 00:11:11.679 --> 00:11:14.919 work with your other booth mates or find a way 00:11:14.919 --> 00:11:17.320 to at least get to one or two sessions that might 00:11:17.320 --> 00:11:21.220 be valuable, strongly encourage that. And just 00:11:21.220 --> 00:11:23.419 a fun thing, the past couple years there's been 00:11:23.419 --> 00:11:26.600 an education sponsor. So, you know, Hydropeak 00:11:26.600 --> 00:11:29.639 in the past three years has given out a bottle 00:11:29.639 --> 00:11:32.799 to every attendee of education, a free sample 00:11:32.799 --> 00:11:35.480 that became a collectible. I don't know who the 00:11:35.480 --> 00:11:38.519 sponsor will be this year, but it is fun to show 00:11:38.519 --> 00:11:41.679 up at education to see what that really cool 00:11:41.679 --> 00:11:44.919 item is going to be. So, lots of benefits for 00:11:44.919 --> 00:11:49.889 education. So let's dive into a little bit into 00:11:49.889 --> 00:11:53.090 the free events. So on top of education, there 00:11:53.090 --> 00:11:55.629 are other events that happen. There's a welcome 00:11:55.629 --> 00:11:59.309 in general session, which is valuable to attend. 00:12:00.149 --> 00:12:04.570 There is usually a DEI initiative meeting. There's 00:12:04.570 --> 00:12:09.169 a women in promo meetup. Product Pavilion opens 00:12:09.169 --> 00:12:12.899 early to see new product. There's a regional 00:12:12.899 --> 00:12:15.539 event where you can go and have free coffee and 00:12:15.539 --> 00:12:19.639 meet your regional folks. I want to mention that 00:12:19.639 --> 00:12:23.519 coffee is super expensive at PPAI on the show, 00:12:24.000 --> 00:12:28.220 around the show. So free coffee at the regional 00:12:28.220 --> 00:12:32.019 event is a really nice value. So not only do 00:12:32.019 --> 00:12:35.700 you get to meet amazing people, but you get to 00:12:35.700 --> 00:12:39.100 save yourself your $20 coffee spend that day. 00:12:40.029 --> 00:12:43.429 So just kind of a funny little side note. There's 00:12:43.429 --> 00:12:46.169 a technology meetup, which even if you're not 00:12:46.169 --> 00:12:48.929 the tech person at your company and for smaller 00:12:48.929 --> 00:12:51.629 suppliers and distributors, sometimes you're 00:12:51.629 --> 00:12:54.149 all right. You're doing everything. So you are 00:12:54.149 --> 00:12:57.500 the tech person. But the tech meetup isn't just 00:12:57.500 --> 00:13:01.340 for super high level CTOs. It's for everybody. 00:13:01.580 --> 00:13:05.460 So get connected there. There's emerging leadership 00:13:05.460 --> 00:13:09.679 meetup. And then there's a big expo party. We 00:13:09.679 --> 00:13:13.940 do want to dive into the idea of Don't be too 00:13:13.940 --> 00:13:16.899 hungover at the show I tend to pack liquid IV 00:13:16.899 --> 00:13:19.620 But you know the older I get the less likely 00:13:19.620 --> 00:13:23.740 I am to be hungover for the show floor So Adrian 00:13:23.740 --> 00:13:26.139 and Kim you want to chime in on that sort of 00:13:26.139 --> 00:13:29.980 management of your energy? Yeah, I mean that 00:13:29.980 --> 00:13:33.399 it goes back to the idea of don't go already 00:13:33.399 --> 00:13:39.419 tired and hungover or dehydrated because it all 00:13:39.419 --> 00:13:45.230 rolls into one and by night three. I mean, the 00:13:45.230 --> 00:13:48.970 energy, everyone is sort of feeling it at the 00:13:48.970 --> 00:13:52.950 show. Yeah, I suppliers and stuff like that. 00:13:52.950 --> 00:13:55.429 So if you are a supplier who continues to keep 00:13:55.429 --> 00:13:59.190 your energy and is like going, you will stand 00:13:59.190 --> 00:14:01.870 out just for having the breath of being able 00:14:01.870 --> 00:14:06.190 to survive the AI on day three. So I think that 00:14:06.190 --> 00:14:08.710 there's, you know, that seems sort of silly. 00:14:09.240 --> 00:14:13.639 But it's really true. If you're dragging, you're 00:14:13.639 --> 00:14:15.799 not going to be able to pitch yourself. You're 00:14:15.799 --> 00:14:17.799 not going to be able to pitch your product. You're 00:14:17.799 --> 00:14:19.820 not going to give that great first impression. 00:14:20.659 --> 00:14:23.059 And so with every, you know, if you're a supplier, 00:14:23.360 --> 00:14:26.220 every distributor that goes by is a potential 00:14:26.220 --> 00:14:28.779 lost opportunity because you couldn't get it 00:14:28.779 --> 00:14:34.220 together. Right. So really try and I know you're 00:14:34.220 --> 00:14:38.100 in Vegas. It's tempting. Yeah. Have a drink, 00:14:38.279 --> 00:14:40.340 drink water. Have a drink, drink water, do whatever 00:14:40.340 --> 00:14:42.480 it is you think you need to do, get to bed early, 00:14:42.559 --> 00:14:45.220 take your ad -fill before you go to bed, get 00:14:45.220 --> 00:14:48.059 something to eat in the morning. But, you know, 00:14:48.159 --> 00:14:52.799 it sounds like, oh, whatever, these girls, these 00:14:52.799 --> 00:14:57.740 ladies, but it's true and you will feel it and 00:14:57.740 --> 00:15:01.639 you don't want to. Yeah, yeah. So, you know, 00:15:01.899 --> 00:15:03.980 veteran advice, guys, save your partying to the 00:15:03.980 --> 00:15:06.600 last day and then ride the plane home hungover. 00:15:07.120 --> 00:15:10.279 Adrian, so I'm going to give you advice, distributors. 00:15:10.480 --> 00:15:12.299 I'm going to give you advice from the heavens, 00:15:12.460 --> 00:15:14.919 from my father, Herb Barker. He would say to 00:15:14.919 --> 00:15:17.279 me, Adrian, first of all, he'd say, I don't understand. 00:15:17.919 --> 00:15:19.919 Your mom and I, we would go to the trade show. 00:15:20.200 --> 00:15:22.720 We would make great notes. We get a grinder, 00:15:22.720 --> 00:15:24.899 we go back upstairs to the hotel, and we would 00:15:24.899 --> 00:15:27.720 make our plans for the next day. We were strategic. 00:15:27.860 --> 00:15:30.860 We were smart. We really laid it out because 00:15:30.860 --> 00:15:33.620 we understood that there was a big expense, whether 00:15:33.620 --> 00:15:35.539 you're paying it for yourself, you're an owner 00:15:35.539 --> 00:15:38.379 of a company, or you're going on behalf of a 00:15:38.379 --> 00:15:41.840 distributor, that it is so important to really 00:15:42.169 --> 00:15:44.929 Think that way be strategic all the drinking 00:15:44.929 --> 00:15:47.590 and all of that but least give yourself an hour 00:15:47.590 --> 00:15:50.289 to say okay Here's what I did and he and look 00:15:50.289 --> 00:15:53.110 at that map What do I need to accomplish because 00:15:53.110 --> 00:15:55.190 you know what Lisa and Kim how many times have 00:15:55.190 --> 00:15:58.490 we heard someone say I went to the show? But 00:15:58.490 --> 00:15:59.850 don't ask me what's new, because I really don't 00:15:59.850 --> 00:16:02.629 remember. Or, oh, I stopped taking pictures. 00:16:02.669 --> 00:16:04.429 I don't even know who the supplier is. I want 00:16:04.429 --> 00:16:07.009 to sell it. Can someone help me? We have some 00:16:07.009 --> 00:16:09.409 Facebook groups. And you can see the people that 00:16:09.409 --> 00:16:12.090 go and understand and have learned and have been 00:16:12.090 --> 00:16:15.330 able to actually sell. And those that are, if 00:16:15.330 --> 00:16:17.789 you're distributing 10 of this show, what are 00:16:17.789 --> 00:16:19.230 you going to do the next day? So you've got three 00:16:19.230 --> 00:16:21.690 days. Be strategic. And then put your fun into 00:16:21.690 --> 00:16:23.730 it, right? I'm not saying don't go out to dinner, 00:16:23.950 --> 00:16:25.450 especially if the suppliers are taking you out 00:16:25.450 --> 00:16:29.720 to dinner. Oh, pro tip. because I did because 00:16:29.720 --> 00:16:31.899 of the industry I did go to the protocol school 00:16:31.899 --> 00:16:34.120 of Washington because I turned around and I was 00:16:34.120 --> 00:16:37.360 looking at distributors being taken out to eat 00:16:37.360 --> 00:16:39.860 by suppliers and you know maybe spending you 00:16:39.860 --> 00:16:42.779 know $15 a cocktail that's not a bad thing right 00:16:42.779 --> 00:16:44.940 but what if you get 10 of them like literally 00:16:44.940 --> 00:16:48.320 you know so I think that that it has to be said 00:16:48.320 --> 00:16:50.840 distributors just consider the suppliers have 00:16:50.840 --> 00:16:54.700 a budget recognize that budget and help them 00:16:54.700 --> 00:16:57.179 with their own budget, because you don't want 00:16:57.179 --> 00:16:59.279 to order the most expensive thing. It's just 00:16:59.279 --> 00:17:01.019 not the right thing to do. So a little etiquette 00:17:01.019 --> 00:17:03.620 tip from Adrienne. Thank you. Thank you, Adrienne. 00:17:03.779 --> 00:17:06.559 So I want to just spin out what you said about 00:17:06.559 --> 00:17:10.180 taking pictures. That is a key, key, key piece. 00:17:10.180 --> 00:17:12.559 Yeah, that's a good one. Take good pictures. 00:17:12.900 --> 00:17:15.000 Make sure that you remember, take a picture of 00:17:15.000 --> 00:17:17.240 the booth number, take a picture of the product, 00:17:17.299 --> 00:17:19.140 and if you like the person you're talking to, 00:17:19.319 --> 00:17:21.039 take their picture too, because they're going 00:17:21.039 --> 00:17:23.859 to become your best friend if you decide to move 00:17:23.859 --> 00:17:26.599 your business to that supplier or work with that 00:17:26.599 --> 00:17:32.309 supplier. So great pro tips there. Getting invited 00:17:32.309 --> 00:17:35.529 to dinners and things like that isn't so easy 00:17:35.529 --> 00:17:38.210 for smaller distributors and new people to the 00:17:38.210 --> 00:17:42.190 industry. You know, it's more of a thing for 00:17:42.190 --> 00:17:46.069 larger sales organizations and things like that. 00:17:46.289 --> 00:17:48.670 It doesn't mean you won't be invited to a dinner. 00:17:48.809 --> 00:17:52.990 It's just to set that expectation of how that 00:17:52.990 --> 00:17:57.029 sort of all happens. I want to talk a little 00:17:57.029 --> 00:17:59.670 bit about walking the show floor and being prepared 00:17:59.670 --> 00:18:02.900 to Adrian's point. You know, distributors want 00:18:02.900 --> 00:18:07.000 to go with a couple of agendas. One is to find 00:18:07.000 --> 00:18:10.519 things for specific clients and projects. And 00:18:10.519 --> 00:18:15.240 another is to uncover new partner, new vendor 00:18:15.240 --> 00:18:18.420 partnerships. So the show is kind of broken down 00:18:18.420 --> 00:18:21.640 into sections and there's first time exhibitors, 00:18:22.359 --> 00:18:26.539 there's business solution area, there's new products, 00:18:26.839 --> 00:18:31.170 there's Made in USA, sustainable products. there's 00:18:31.170 --> 00:18:35.009 a brand section, there's a section for decorators. 00:18:35.410 --> 00:18:39.109 So when you look at the floor plan and you're 00:18:39.109 --> 00:18:42.190 planning your strategy, maybe you do a couple 00:18:42.190 --> 00:18:45.009 of those sections before you enter what I call 00:18:45.009 --> 00:18:48.549 the gen pop, the general population of all of 00:18:48.549 --> 00:18:52.089 the suppliers. And what I used to like to do 00:18:52.089 --> 00:18:56.500 is mark my top suppliers on my walking map. and 00:18:56.500 --> 00:18:59.299 then identify my second tier of suppliers that 00:18:59.299 --> 00:19:03.079 I had to see that I was intrigued by for whatever 00:19:03.079 --> 00:19:06.460 reason I wanted to visit. And I would make a 00:19:06.460 --> 00:19:09.619 walking map. So I wasn't crisscrossing the show 00:19:09.619 --> 00:19:13.019 floor multiple times because the show floor is 00:19:13.019 --> 00:19:17.319 huge. And you will be walking 10 ,000, 15 ,000 00:19:17.319 --> 00:19:22.299 steps. at the show. So try to strategically plan 00:19:22.299 --> 00:19:25.799 back in sales training at Dale Carnegie, they 00:19:25.799 --> 00:19:28.359 used to say, don't be a star sales rep, like 00:19:28.359 --> 00:19:31.339 don't, you know, travel in a star pattern and 00:19:31.339 --> 00:19:34.119 add miles to your visits. Do the same thing at 00:19:34.119 --> 00:19:37.359 the show, be strategic, have a plan and save 00:19:37.359 --> 00:19:40.839 your feet some pain by creating a walking map. 00:19:42.539 --> 00:19:45.240 Anything to add on that, your strategy of walking 00:19:45.240 --> 00:19:48.619 the show? No, that's great. I love the star analogy. 00:19:49.880 --> 00:19:54.299 And have a bottle of water in your bag. Adrienne 00:19:54.299 --> 00:19:58.099 mentioned a rolling cart earlier. A lot of suppliers 00:19:58.099 --> 00:20:01.720 do still give out samples at the show. So if 00:20:01.720 --> 00:20:03.900 you think you're going to go with the strategy 00:20:03.900 --> 00:20:07.579 of collecting samples, Make sure you have a way 00:20:07.579 --> 00:20:10.940 to transport those samples. A lot of suppliers 00:20:10.940 --> 00:20:14.420 will also send samples after the show. So when 00:20:14.420 --> 00:20:16.440 you're meeting with your rep in the booth, make 00:20:16.440 --> 00:20:19.000 sure they get that note. If you're asking for 00:20:19.000 --> 00:20:21.099 a sample in the booth, make sure that they've 00:20:21.099 --> 00:20:23.900 taken that note in the app. And there are some 00:20:23.900 --> 00:20:26.640 on -site show services to help you, like you 00:20:26.640 --> 00:20:31.339 can ship FedEx back your samples. There will 00:20:31.339 --> 00:20:34.140 be water stations strategically placed around 00:20:34.140 --> 00:20:37.400 the show. So a refillable bottle stopped by the 00:20:37.400 --> 00:20:40.500 hydra peak booth. You can get a refillable bottle. 00:20:41.160 --> 00:20:43.900 There's a pints and promos area where you might 00:20:43.900 --> 00:20:47.619 want to stop and have a, you know, a cocktail 00:20:47.619 --> 00:20:50.380 or a beer. And that is a great meeting place. 00:20:50.480 --> 00:20:52.819 If you want to have a one -on -one meeting with 00:20:52.819 --> 00:20:55.920 somebody during the show. That's a great location 00:20:55.920 --> 00:20:58.799 to say, hey, I can meet you at 1215 at promos 00:20:58.799 --> 00:21:01.259 and pints because it's still on the show floor. 00:21:01.400 --> 00:21:04.700 It doesn't take you off campus. And it's an easy 00:21:04.700 --> 00:21:07.940 place to get together and meet. You can also 00:21:07.940 --> 00:21:11.059 book booth meetings. So keep that in mind. If 00:21:11.059 --> 00:21:13.599 you really want to talk to a rep at a booth, 00:21:13.640 --> 00:21:16.680 reach out to them in advance, get on their calendar. 00:21:17.279 --> 00:21:19.960 Many, many reps in the booths will be booking 00:21:19.960 --> 00:21:22.980 time with specific folks to walk them through 00:21:22.980 --> 00:21:25.640 the whole booth. And then you don't have to stand 00:21:25.640 --> 00:21:28.759 in line if it's a busy booth to wait for that 00:21:28.759 --> 00:21:31.700 rep's attention. And I would say be patient. 00:21:32.059 --> 00:21:34.259 Be patient with the reps. When it's a single 00:21:34.259 --> 00:21:38.269 rep in the supplier booth, Be kind. They want 00:21:38.269 --> 00:21:41.150 to talk to you. They know you're waiting. So 00:21:41.150 --> 00:21:43.930 just try to be patient and give that rep the 00:21:43.930 --> 00:21:47.289 grace to know that you're important to them, 00:21:47.410 --> 00:21:49.390 but they really want to finish up with the person 00:21:49.390 --> 00:21:51.690 they're speaking with, and they'll get to you 00:21:51.690 --> 00:21:55.150 as soon as they can. So other things at the show, 00:21:55.390 --> 00:21:58.390 there is a coffee lounge, a first aid station. 00:21:59.150 --> 00:22:02.710 There's a mother's room, a bag check. and there 00:22:02.710 --> 00:22:06.430 is a recharge area for your phones. So know that 00:22:06.430 --> 00:22:09.430 those services are available on the show floor. 00:22:11.029 --> 00:22:15.470 Any other comments there on services? I do have 00:22:15.470 --> 00:22:17.230 some pro tips. Not sure if they should be added 00:22:17.230 --> 00:22:19.769 here, but I'll just add them. You know what? 00:22:20.809 --> 00:22:23.690 Ask for cell phone numbers. Suppliers, ask for 00:22:23.690 --> 00:22:27.089 a cell phone number. Distributors, ask for, you're 00:22:27.089 --> 00:22:29.789 having a nice conversation. Or maybe just like, 00:22:30.109 --> 00:22:32.430 hey, Kim, who is my sales rep that I will be 00:22:32.430 --> 00:22:34.410 calling when I have an issue? Would you mind 00:22:34.410 --> 00:22:36.650 if I take their cell phone number down? I don't 00:22:36.650 --> 00:22:38.869 want to see any of you on any of these Facebook 00:22:38.869 --> 00:22:43.029 groups going, who is the rep for? You as a distributor 00:22:43.029 --> 00:22:45.250 should know who your reps are. That's very important. 00:22:45.690 --> 00:22:47.970 Be thoughtful. I love that you said be patient. 00:22:48.190 --> 00:22:51.210 Be thoughtful. Don't go up to a booth and ever, 00:22:51.490 --> 00:22:54.890 ever complain about anything. I've seen distributors 00:22:54.890 --> 00:22:57.170 do it, trying to be tough guy and people around. 00:22:57.500 --> 00:22:59.940 totally will ruin your reputation. Those are 00:22:59.940 --> 00:23:03.319 the kind of reputations. Your reputation is going 00:23:03.319 --> 00:23:05.279 to be very important, right? How you make your 00:23:05.279 --> 00:23:10.000 first impression, how you communicate is so important. 00:23:11.220 --> 00:23:13.619 If I have never worked with a supplier before 00:23:13.619 --> 00:23:15.640 as a distributor, I never would be like, mail 00:23:15.640 --> 00:23:19.920 me a catalog because I recognize there's a cost 00:23:19.920 --> 00:23:22.819 to it. If I can take the flyer home or take the 00:23:22.819 --> 00:23:24.869 catalog home, There's been times where I'm like, 00:23:24.950 --> 00:23:26.430 let me take the Cadillac to the room and then 00:23:26.430 --> 00:23:29.309 I'll bring it the next day. Suppliers recognize 00:23:29.309 --> 00:23:31.509 that these distributors, they only got two arms. 00:23:31.650 --> 00:23:34.190 There's only two shoulders here. Try to help 00:23:34.190 --> 00:23:36.670 them choose. If you've seen me and you're like, 00:23:36.670 --> 00:23:39.569 oh, this is a good client, Adrian has been buying 00:23:39.569 --> 00:23:42.769 for years. Don't be like age when i got this 00:23:42.769 --> 00:23:45.630 great gift for you it's a three pack ceramic 00:23:45.630 --> 00:23:49.009 mug set with a full glass carafe i'll take it 00:23:49.009 --> 00:23:52.769 with you so save some of those things be thoughtful 00:23:52.769 --> 00:23:54.750 like you know what if you're talking to a client 00:23:54.750 --> 00:23:57.210 that's yours show them the product and say when 00:23:57.210 --> 00:24:00.549 you get home. It's gonna be waiting for you be 00:24:00.549 --> 00:24:03.230 smart like the biggest advice i can have to for 00:24:03.230 --> 00:24:06.359 suppliers stand out in the crowd. Do something 00:24:06.359 --> 00:24:09.119 different. Create excitement over a product. 00:24:09.140 --> 00:24:11.599 That's what you do, right? But don't just do 00:24:11.599 --> 00:24:13.519 the regular old. Really think about it. Get your 00:24:13.519 --> 00:24:15.740 group together. Really brainstorm what's going 00:24:15.740 --> 00:24:19.140 to make you stand out. And distributors, don't 00:24:19.140 --> 00:24:21.819 forget, you got to stand out too. You have to 00:24:21.819 --> 00:24:24.880 stand out even more because you know what? That 00:24:24.880 --> 00:24:27.599 relationship is so important. If you go and you 00:24:27.599 --> 00:24:29.299 think, yeah, I'm just going to look for items, 00:24:29.500 --> 00:24:32.539 I think you should stay home. If you say, I'm 00:24:32.539 --> 00:24:35.690 going to find new suppliers, that will have new 00:24:35.690 --> 00:24:38.890 products that I can use to help my clients be 00:24:38.890 --> 00:24:41.430 successful and grow their business, attend the 00:24:41.430 --> 00:24:44.589 show. That's a little tough words for me, but 00:24:44.589 --> 00:24:47.910 that mindset is going to be everything. Mm hmm. 00:24:48.230 --> 00:24:50.509 And so I think what I'm hearing, Adrienne, is 00:24:50.509 --> 00:24:53.329 it's a partnership, right? It's a true partnership 00:24:53.329 --> 00:24:56.750 like we're all there to elevate each other. And 00:24:56.750 --> 00:24:59.650 maybe that's sort of a Pollyanna ish viewpoint. 00:24:59.730 --> 00:25:02.289 But that's how I've always lived my promo life 00:25:02.289 --> 00:25:05.500 that We're friendly competitors. We take care 00:25:05.500 --> 00:25:09.240 of each other. The industry has survived so many 00:25:09.240 --> 00:25:12.079 crazy headwinds. We're in the middle of headwinds 00:25:12.079 --> 00:25:15.940 right now. Things are changing. Be open -minded. 00:25:16.259 --> 00:25:19.579 Be kind. Look for the connections. Find your 00:25:19.579 --> 00:25:23.500 people. It's a great community, really. Everybody 00:25:23.500 --> 00:25:27.160 in different ways has something amazing to offer. 00:25:27.339 --> 00:25:30.660 So come with an open mind, suppliers and distributors. 00:25:32.579 --> 00:25:35.880 The old way of doing things is changing. So even 00:25:35.880 --> 00:25:38.279 for our suppliers that have been around and been 00:25:38.279 --> 00:25:42.380 to the show for the past 50 years, try to think 00:25:42.380 --> 00:25:44.460 differently about the relationships and what 00:25:44.460 --> 00:25:46.799 you're delivering to your distributor network. 00:25:47.200 --> 00:25:51.779 It's an exciting time. So we are getting close 00:25:51.779 --> 00:25:54.440 to the end of our time, I think. So I want to 00:25:54.440 --> 00:25:57.019 switch gears a little bit to show follow -up. 00:25:58.390 --> 00:26:01.690 because as having been on the supplier side and 00:26:01.690 --> 00:26:05.210 the distributor side, as Adrian has too, one 00:26:05.210 --> 00:26:08.069 of the hardest parts is follow up, both for the 00:26:08.069 --> 00:26:11.130 distributor to process all of the information 00:26:11.130 --> 00:26:13.869 that they've taken in at the show. Even if you 00:26:13.869 --> 00:26:16.430 take good pictures, even if you take good notes, 00:26:16.710 --> 00:26:20.170 even if you've taken great samples, you're exhausted 00:26:20.170 --> 00:26:24.160 when you get home. So it's hard to get everything 00:26:24.160 --> 00:26:26.559 in your buckets, get everything lined up and 00:26:26.559 --> 00:26:29.319 do the follow up with your clients from the show. 00:26:29.700 --> 00:26:34.440 I mean, this is really a great bump in client 00:26:34.440 --> 00:26:38.220 contact and a way for you to reopen conversations 00:26:38.220 --> 00:26:40.700 with them. Hey, I've been to the biggest show 00:26:40.700 --> 00:26:43.359 in the industry. I'm super jazzed. I found some 00:26:43.359 --> 00:26:47.210 really cool things for you. So try to be gentle 00:26:47.210 --> 00:26:50.529 with yourself and remember to get through your 00:26:50.529 --> 00:26:54.250 ideas and try to get to your clients. Suppliers, 00:26:55.349 --> 00:26:58.269 much harder task for you. And if you're not a 00:26:58.269 --> 00:27:01.349 large supplier with a deep staff, it's really 00:27:01.349 --> 00:27:05.549 difficult to have effective, good follow up after 00:27:05.549 --> 00:27:10.779 any show. I don't have the right answer to that. 00:27:11.099 --> 00:27:14.619 I think the key is to do your best, get back 00:27:14.619 --> 00:27:18.799 to as many people as you can, show up, be present, 00:27:19.099 --> 00:27:23.960 use your email marketing. Any thoughts on show 00:27:23.960 --> 00:27:28.259 follow -up from the team, Kim? Yeah, I mean, 00:27:28.799 --> 00:27:32.640 I agree with you. It is the single most important 00:27:32.640 --> 00:27:37.460 thing. You will be meeting as a supplier lots 00:27:37.460 --> 00:27:40.359 of distributors. And if you promised to send 00:27:40.359 --> 00:27:44.460 that sample, make sure you send that sample. 00:27:44.740 --> 00:27:48.240 Because even if you're not sure that they're 00:27:48.240 --> 00:27:52.359 100 % the right connection at this point in time, 00:27:52.799 --> 00:27:56.680 that can totally change in six months. Just like 00:27:56.680 --> 00:27:59.140 any other industry, people pop from place to 00:27:59.140 --> 00:28:02.200 place to place, they represent different clients, 00:28:02.519 --> 00:28:06.990 and it's so relationship -based. So being timely 00:28:06.990 --> 00:28:10.869 on the follow -up, sending email, taking any 00:28:10.869 --> 00:28:13.329 personal notes in those, where you're like, hey, 00:28:13.690 --> 00:28:15.809 how did Johnny end up doing at his hockey game? 00:28:15.930 --> 00:28:17.930 Sorry, you missed it while you were at the show. 00:28:18.789 --> 00:28:22.250 Wanted to follow up on X. All of that is super, 00:28:22.250 --> 00:28:26.089 super important. And not just one round, but 00:28:26.089 --> 00:28:29.609 have a round two. Give a reason and an excuse. 00:28:29.890 --> 00:28:32.170 Leave something out there. Ask a question, a 00:28:32.170 --> 00:28:35.599 follow -up. So six weeks after that, you're following 00:28:35.599 --> 00:28:39.240 up again. We're all busy and we're all human. 00:28:39.819 --> 00:28:41.859 And sometimes it takes us a couple knocks on 00:28:41.859 --> 00:28:45.319 the head before we're like, oh my gosh, I totally 00:28:45.319 --> 00:28:47.880 forgot to get back to Adrienne on this awesome 00:28:47.880 --> 00:28:52.000 thing she sent me. So give grace to the people 00:28:52.000 --> 00:28:55.339 you're sending, but also don't assume that, well, 00:28:55.339 --> 00:28:57.759 since they didn't respond to this email, I'm 00:28:57.759 --> 00:29:01.579 going to mark them off my list. Right. It is 00:29:01.579 --> 00:29:06.759 a continual loop and process. Great. I love that. 00:29:06.759 --> 00:29:09.579 Thank you for highlighting that, Kim. Adrienne, 00:29:09.640 --> 00:29:12.039 what are you thinking? I love that too, Kim. 00:29:12.160 --> 00:29:15.160 So that's awesome. So you have a standard order 00:29:15.160 --> 00:29:19.039 SOP, right? Have your process. Know who your 00:29:19.039 --> 00:29:23.720 clients are. If you are an eco company or eco 00:29:23.720 --> 00:29:26.099 supplier. You know, you really want to make sure 00:29:26.099 --> 00:29:28.400 your booth and everything is going to track the 00:29:28.400 --> 00:29:30.839 distributors that you want, right? So for instance, 00:29:30.839 --> 00:29:33.500 if you care about the environment, you may have 00:29:33.500 --> 00:29:35.460 items and everything that you're doing because 00:29:35.460 --> 00:29:37.059 you want to bring in the right people because 00:29:37.059 --> 00:29:38.480 you're not going to be able to talk. You're not 00:29:38.480 --> 00:29:41.220 it's like you're not going to be talking to 5000 00:29:41.220 --> 00:29:43.380 people, right? That's not going to be your goal 00:29:43.380 --> 00:29:46.380 just because there may be 5000 attendees does 00:29:46.380 --> 00:29:47.980 not mean that they're all going to stop at your 00:29:47.980 --> 00:29:49.759 booth. You've got to track them to your booth, 00:29:49.779 --> 00:29:51.960 whether it's your pre marketing and your after 00:29:51.960 --> 00:29:53.759 marketing. So we'll talk about the follow up. 00:29:54.519 --> 00:29:56.720 But I do think that part is really, really fair. 00:29:57.140 --> 00:29:59.119 So because I've had the chance to really kind 00:29:59.119 --> 00:30:02.000 of like do it through a smaller supplier, when 00:30:02.000 --> 00:30:04.420 you are getting the scanner and you're getting 00:30:04.420 --> 00:30:06.980 the the people that are coming in, right, you 00:30:06.980 --> 00:30:09.460 really, you know, if it's just two of you, you 00:30:09.460 --> 00:30:11.680 got to just be a little more thoughtful. So even 00:30:11.680 --> 00:30:14.740 in that case, maybe you go to the show as a supplier 00:30:14.740 --> 00:30:17.970 and say that we've talked to 100 people. and 00:30:17.970 --> 00:30:20.750 we get a hundred good names that's quality over 00:30:20.750 --> 00:30:23.069 quantity right how much can you really handle 00:30:23.069 --> 00:30:26.109 if you don't have a crm oh i'm gonna say it i'm 00:30:26.109 --> 00:30:28.670 gonna say it you shouldn't go to the show either 00:30:28.670 --> 00:30:30.410 like don't go to the show without a good crm 00:30:30.410 --> 00:30:33.130 that's crazy that that's that's that's okay so 00:30:33.130 --> 00:30:35.789 we're gonna say you have a good crm i saw one 00:30:35.789 --> 00:30:39.250 on bloom is on app sumo for 19 for life i mean 00:30:39.250 --> 00:30:42.750 really there's like no excuse okay so now you've 00:30:42.750 --> 00:30:48.490 got it Tag them correctly. So if you I will mention 00:30:48.490 --> 00:30:52.480 organic tea star. I did a eat the first ebook 00:30:52.480 --> 00:30:55.480 ever in our industry that wasn't just created 00:30:55.480 --> 00:30:57.799 for the end user. You can find it on Amazon, 00:30:57.839 --> 00:31:00.079 but that book is created for suppliers and distributors 00:31:00.079 --> 00:31:02.559 for anyone, right? And so everyone that came 00:31:02.559 --> 00:31:04.960 to the booth, you know, we tagged it, made sure 00:31:04.960 --> 00:31:07.440 they received the book, right? We need to get 00:31:07.440 --> 00:31:10.259 reviews from them, took a photo with them. Maybe 00:31:10.259 --> 00:31:12.359 you have your handing out a t -shirt, maybe you're 00:31:12.359 --> 00:31:14.480 handing something else out. Like you should even, 00:31:14.480 --> 00:31:16.220 and I hate to say this, but get to a point where 00:31:16.220 --> 00:31:18.799 if you have a catalog, you're so big and you 00:31:18.799 --> 00:31:21.599 have specific catalogs, make sure that you tag, 00:31:22.119 --> 00:31:24.799 Adrian was very interested in prom items. Kim 00:31:24.799 --> 00:31:26.920 was interested in cannabis items. I'm just kidding. 00:31:27.099 --> 00:31:31.369 I don't know if that's true. That's a joke. Put 00:31:31.369 --> 00:31:32.609 that in your... It's too early in the morning 00:31:32.609 --> 00:31:37.890 for that. Because the problem is that suppliers, 00:31:38.250 --> 00:31:42.750 your follow -up is a shotgun effect. That's a 00:31:42.750 --> 00:31:44.970 problem because you're just trying to be... You 00:31:44.970 --> 00:31:47.690 don't have it. If I came to your booth specifically 00:31:47.690 --> 00:31:50.890 for water bottles and you're sending me, hey, 00:31:51.049 --> 00:31:53.250 bags, that's a good thing. But I want a personal 00:31:53.250 --> 00:31:54.730 one going, Adrienne, it's nice that you stopped 00:31:54.730 --> 00:31:57.450 by and you were looking at our bags. So try to 00:31:57.450 --> 00:32:01.240 look at the tagging before you go. And make sure 00:32:01.240 --> 00:32:04.400 the person, your CRM person is going to tag them 00:32:04.400 --> 00:32:06.900 correctly. Let them know that you spent all this 00:32:06.900 --> 00:32:09.839 money. You want those tags correctly in CRM. 00:32:09.880 --> 00:32:11.539 If you don't know what I'm talking about, that's 00:32:11.539 --> 00:32:14.640 cool. But if you are someone in marketing, you 00:32:14.640 --> 00:32:17.720 will understand what I mean. And so this is a 00:32:17.720 --> 00:32:21.220 cue for you to forward this podcast to your marketing 00:32:21.220 --> 00:32:24.099 team. Every distributor, every supplier, this 00:32:24.099 --> 00:32:26.319 podcast should be listened to by your entire 00:32:26.319 --> 00:32:30.640 team. That's at least I can. Thank you so much. 00:32:31.740 --> 00:32:35.420 I think some of the keys to our treat everyone 00:32:35.420 --> 00:32:38.339 on a level playing field that comes to your booth. 00:32:38.539 --> 00:32:40.500 You don't know who's in your booth. You could 00:32:40.500 --> 00:32:44.799 have the top buyer for a top 40 distributor in 00:32:44.799 --> 00:32:47.160 your booth and you might not even realize that. 00:32:47.779 --> 00:32:50.400 So everybody should be treated as if they are 00:32:50.400 --> 00:32:53.039 the best customer in the world because they are. 00:32:55.130 --> 00:32:59.269 Pre -show marketing, Adrian mentioned, invite 00:32:59.269 --> 00:33:02.170 people to your booth, do a few email blasts, 00:33:02.170 --> 00:33:04.170 letting people know you're gonna be at the show, 00:33:04.509 --> 00:33:08.150 post it on social media. Even if you're a small 00:33:08.150 --> 00:33:11.210 supplier, take a few small actions to let the 00:33:11.210 --> 00:33:13.289 community know you're going to be at the show. 00:33:13.900 --> 00:33:16.839 And then post -show marketing, if you're so small 00:33:16.839 --> 00:33:19.839 that you can't manage individual follow -up with 00:33:19.839 --> 00:33:23.980 everybody, have a post -show email campaign planned 00:33:23.980 --> 00:33:27.079 so that at least you're staying top of mind after 00:33:27.079 --> 00:33:31.000 the show. Great advice on a CRM, Adrienne. I 00:33:31.000 --> 00:33:33.680 know that's a big struggle for a lot of companies 00:33:33.680 --> 00:33:38.400 in promo still today. Don't have good CRMs, haven't 00:33:38.400 --> 00:33:42.359 invested. I mean, it is a process. We're aware 00:33:42.359 --> 00:33:46.650 of that. So it's a great show. We want everybody 00:33:46.650 --> 00:33:49.750 to be super successful and have a great time, 00:33:50.089 --> 00:33:54.930 not be too hung over, pack your liquid IV, good 00:33:54.930 --> 00:34:00.190 shoes, water, be rested, all the things, right? 00:34:00.289 --> 00:34:02.910 All the things that set you up for a great show. 00:34:03.609 --> 00:34:05.990 So we're excited to see you out there. Kim and 00:34:05.990 --> 00:34:09.550 I will be there. Adrian won't be with us this 00:34:09.550 --> 00:34:12.269 year, unfortunately, but she'll be there in spirit. 00:34:12.510 --> 00:34:15.449 If you have any questions about the show beforehand, 00:34:15.690 --> 00:34:21.489 let us know. The promo playbook also has a boot 00:34:21.489 --> 00:34:23.590 camp. Kim, do you want to talk about that a little 00:34:23.590 --> 00:34:28.409 bit? Sure. Yes, and I raised my hand for those 00:34:28.409 --> 00:34:30.849 of you who couldn't see us. Also, because if 00:34:30.849 --> 00:34:33.889 you're going to be at the show and you'd like 00:34:33.889 --> 00:34:38.329 to meet us famous celebs, DM us. and we'd love 00:34:38.329 --> 00:34:43.210 to grab a drink. Definitely. But yes, we have 00:34:43.210 --> 00:34:48.110 a great two -week boot camp that we can come 00:34:48.110 --> 00:34:50.710 in and help you evaluate your messaging, make 00:34:50.710 --> 00:34:54.429 sure you've got all your props up, a formal presentation. 00:34:54.829 --> 00:34:57.840 Yes, you actually need one. even if you only 00:34:57.840 --> 00:34:59.860 pull out once or twice. But more importantly, 00:35:00.179 --> 00:35:02.320 it's great for the follow up you're going to 00:35:02.320 --> 00:35:07.260 do after the show. We will work with you to identify 00:35:07.260 --> 00:35:10.059 exactly where you should go, different suppliers 00:35:10.059 --> 00:35:15.639 to meet with, events to attend, all the things 00:35:15.639 --> 00:35:19.019 that we, you know, a little deeper that we got 00:35:19.019 --> 00:35:21.440 into today. So if you're interested, definitely 00:35:21.440 --> 00:35:25.460 reach out to us through our LinkedIn page. Yeah, 00:35:25.460 --> 00:35:28.780 so thanks for mentioning meeting us. We'll meet 00:35:28.780 --> 00:35:32.579 you at iCandy. We might buy you a non -alcoholic 00:35:32.579 --> 00:35:34.840 beverage just because we don't want you to be 00:35:34.840 --> 00:35:38.340 hungover, but your choice. The more people we 00:35:38.340 --> 00:35:40.900 can meet and have fun with and dance with while 00:35:40.900 --> 00:35:43.019 we're out there, the better. We love to have 00:35:43.019 --> 00:35:46.500 a good time. So all that being said, we want 00:35:46.500 --> 00:35:50.219 you to go with the mindset of having fun. meeting 00:35:50.219 --> 00:35:52.860 cool people. I mean, I've met some of my best 00:35:52.860 --> 00:35:56.480 friends in my life, my professional career at 00:35:56.480 --> 00:36:00.119 PPAI that I still connect with today. So go with 00:36:00.119 --> 00:36:04.280 an open mind and just have a blast. Thanks everyone. 00:36:04.619 --> 00:36:09.800 Talk soon. Thanks for tuning into the promo playbook. 00:36:10.159 --> 00:36:13.159 If you found value in today's episode, be sure 00:36:13.159 --> 00:36:16.519 to subscribe and leave us a review. Got a topic 00:36:16.519 --> 00:36:19.079 you'd love us to cover? Connect with us on LinkedIn. 00:36:19.300 --> 00:36:23.039 We want to hear from you. Until next time, stay 00:36:23.039 --> 00:36:26.079 smart, stay strategic, and keep growing your 00:36:26.079 --> 00:36:27.059 supplier's success.