EDS preview
FirSt timEr FAQS
What is EDS? EDS is two events in one, both ofwhich have elements thatmake EDSmore than just a show. To get themost fromthis event, participants have to plan in advance to capitalize on its distinctive features.
EDS is an appointment-centered
meeting place. Planning for EDS should include contacting the people youwant to seewell in advance of your arrival in Las Vegas.Whether your purpose is to refresh an existing relationship or to create a new one, you should have a checklist ofwhat youwant to accomplish at eachmeeting. Planned objectives are the basic elements behind every successful EDSmeeting.
attend EDS fromall over theworld, including thosewho do business primarily in localmarkets, thosewho do business nationally and globally. Some distributors specialize in particular component categories, such as switches or batteries, and some specialize in particular customer categories, like lighting or security.
Manymanufacturers participating in EDS
Make connections outside the company’s meeting space to build on business relationship
EDS is amarketplace,where conversation and conference lead to
commerce. Everymeeting at EDS has to explore or confirma 'fit' between the products amanufacturer offers and themarkets a distributor or representative serves.
EDS is a resource center and a forum. The Industry Association
Center iswhere the three associations that bring you EDS put their resources at your disposal. As a forumwhere industry trends are explored, EDS provides both formal and informalmethods of learningwhat's new,what's happening,what's going to be happening andwhat itmeans to your company. Keynotes, seminars and networking events all explore the trends that shape the future.
Who attends EDS? Most of the peoplewearing exhibitor badges at EDS sell products theymanufacture, or havemanufactured for them, through the distributor channel. Theymay be at EDS to find newdistributors, or tomeetwith their established distributors, or to recruit manufacturers' representatives. Other companies offer products or services that the companies attending EDS use in their own businesses, such as software, internet services, or consultancy. Distributors of electronic components and related products
22 |March/April 2012
outsource their field sales to professional organizations that serve a clearly defined territory, do not take title to the goods they sell, and are compensated primarily through commissions on sales
results.Many also receive fees for providing special services and/or retainers for introducing 'missionary' product lines—newmarket entrieswithout
an existing customer base in the territory.
Why attend EDS? Distributor attendees are looking for newlines to carry, compatible with the needs of their distributor base, or for newproducts from their existing vendors. Be prepared to tell themwho uses your products and howthey differ fromsimilar and/or competitive products. They expect newvendors to have a programin place, including recommended inventories, selling prices, return policies, lead generation andmarketing support.
Representative attendees are at EDS to facilitate dialogue
between the distributors that they call on and themanufacturers whose products they bring tomarket. Theymay also be looking for newline opportunities and tomeetwith their current principals for reviewand planning. Representativeswho are looking for product lines,want to be sure that a newlinewill fitwellwith the other products they sell. Theywant exclusivity in their clearly defined territories. If you do not have an established customer base, expect themtowant to be paid fees for introducing yourmissionary line.
Manufacturer attendeesmay be looking for newdistributors, new representatives, or both. Theymay be at EDS only to interfacewith
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