Face 2 Face B2B Exhibition Sales/Orders

[Betelgeuse]

Morning All.


I hope the weather is just as good were you are as it is here!


We are gearing up for a major exhibition that will allow our business to expand exponentially with a new product that we have distributions right to. With the feedback and current sales to date for this product we expect to have orders placed at the exhibition that is over 2 days.

Now, my question is - How should I prepare for potential face 2 face sales?

We will only have 1 unit at the show to show retailers how this product works and performs. When a retailer wants to say purchase 1, 2 or 3 units or even more for instance what should be the best approach to this?

Should I have order forms, invoices, and account forms available? Or should I take contact details in the form of leads?

This is all new to be on this front. Any advice is considered as gold dust. Thank you!

 

[MOIC]

Order forms as a minimum.

A hardback note book to make notes on each "customer" who makes enquiries and to staple their business card.

Leaflets, business cards are a must.

Have an acrylic box for potential customers who are interested in your product to leave/drop their business card in, signed appropriately.

Have bottled water at hand for people who spend time on your stand and make enquiries.

Good luck

 

[billmccallum1957]

We will only have 1 unit at the show to show retailers how this product works and performs.

How many units have you got available for delivery? What is your timescale for order-despatch?

If someone is seriously interested in your product, these are the main issues you need to address.

Personally, I would never go to an exhibition without available stock to complete orders for those customers who want to buy straight away. A potential customer says "great product, I'll take three with me today", you say "sorry, you cant have them" - not a great start.

 

[Betelgeuse]

billmccallum1975...

We have units purchased in bulk in warehouses directly from the manufacturers.

Despatch in this industry is either next day delivery or a specified delivery date by the retailer. I know this industry extremely well and have worked in the industry for many years before my business venture. We sell thousands of products on behalf of other manufacturers and securing this distribution agreement was a first for the company as it was seen as a route for increased growth for the company is a short period of time.

I think you have misinterpreted my initial questions incorrectly. We have 1 unit, the rest in warehouses. This is a business to business event. We have already secured supplier of this product too many other large retailers. The show is to secure orders and sales, that doesn’t necessarily mean that these retailers etc. will have the space or means to take units away. Most of those who will be their will only have display unit(s) and no stock to shift.

Clients can buy straight away and delivery of those units will be sent either by next day delivery or by on a specific date. We have already outsold our first supply order and have had to place another.

The margin per unit to b2b is £315. We supply b2c at a margin of £1'139 - Something not to be sniffed at and not taken seriously hence why I went forward with this. This is our first b2b exhibition and was asking generic questions.

Thanks

 

[MBE1]

I would go prepared to take orders on the day, payments as well or account forms with delivery after you have carried out your standard checks. Never turn down an order if offered, in your place I would be attempting to take orders at the show as standard. Many people like to leave a show and deal later, partly not to make an instant decision and often due to their not being enough staff to deal with them in a timely manner at shows, which can be very exhausting for all concerned.

 

[lloydsolutions]

If the customer wants to place an order right away...take it right away. That is what selling is all about.

 

[Betelgeuse]

Hello everyone.

Thank you to all who has replied to my post. Much appreciated.

The show was a success. £100,000 of trade and end user sales confirmed and an exclusive new distribution agreement secured for a new patented product to the UK, Irish and European market.

A resounding success!

 

[lloydsolutions]

Congratulations!

 

[Betelgeuse]

Thank you very much @lloydsolutions.

 

[daniel thorne]

what was your product? where did you exhibit?