EDS preview
their existing channel network. Theymay be planning to introduce newproducts for their distributors to sell, or newstrategies and programs.
Howdoes EDSwork? Whether your EDS 'home' is a booth, a Euro-suite, a conference room, or a hotel suite, your company is being represented somake sure your environment projects the rightmessage about your brand. In a booth or Euro, be on your feet to welcome
guests, whether drop-ins or appointments.Take notes on action items and keep a record of everyone you've talked with. Qualify the people you're talking to so you don't appear busy when you're with someone you can't do business with, thereby discouraging a real prospect fromwaiting.
Sometimes you'll havemoremeetings than your space can
accommodate. Remember, the Industry Association Center has lounge facilities available, even for non-members. It is located adjacent to EDS registration in the 4th floor foyer.
Shows are about commerce—whether the deal ismade on site, or
the site visit is setting the stage for later, the ultimate goal is to sell. At EDS, the attendee is not looking for something to buy, but for something to sell. Branding is key so advertising in the ShowDaily and Directory, sponsorships and hospitality are allways to build brand.
Howdo you get an appointment at EDS? Ask for
it.Make a list ofwho youwant or need to see and call or emailwith a suggested time. Tell themwhat you'll have at EDS and what it canmean for them. Using the EDSmailing list of registered distributors is oneway to get appointments or drop-ins frompeople you don't know. Tell themwhat you'll have at EDS andwhat it can mean for them. Use your own contact list too and don'tworry about crosschecking
itwith the EDS list. Your invitationmay be the tipping point for someonewho hadn't previously registered. Use the EDSmeeting
The EDS environment is conducive to adding a personal element to every business relationship
facilitator service to announce that you are open to seeing new distributors,whether in specific regions or across the country. It's free and effective because it prequalifiesmutual interest. Use the EDS online scheduler to keep track of appointments and download to your PDA. Attend the speed networking session tomeetmany newpotential business partners in a rapid and efficient forum.
Howdo you prepare for appointments at EDS?
Every appointment needs an agenda. Ask the distributor or rep
you'remeetingwithwhat theywant to talk about and integrate your agendawith theirs. Have necessary support data on hand, including sales history,market share/competition, newproduct information, business plans and be prepared to discuss foreseeable problems and opportunities.
Here are some of the issues that are likely to be on any agenda. Be
prepared to answer themaswell as to ask them. • How's business? • What's affecting business in yourmarket area? • What are your forecasts for the year ahead?
• Howarewe doing? Howcanwe improve our service to you and your customers?
• Howhave you been impacted by themajor trends and issues in themarketplace?
• Globalization andmanufacturingmoving offshore • Impact of e-commerce and industry consolidation • Environmental pressures, technology advances—wireless and others Don't talk about your product, talk aboutwhat your product can
do for your visitor. Take notes, collect business cards and followup. The two basic elements thatmake EDS tick are newopportunities
and old friends and certainly the EDS environment is conducive to adding a personal element to every business relationship.
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