Trade Shows...How to get the most from your attendance.
Have you ever opened your credit card statement after a trip to a Trade Show or Convention and wondered if it was really worth it? The cost of airfare, hotel room, meals and registration add up quickly. However, with a little planning and organization it is possible to get your money's worth.

Plan, Research, Execute and Act
These four basic steps will help you get the most out of your next trip. Plan your trip thoroughly and well in advance - this will keep the costs as low as possible. Research the problems that your business would like to address, and think about the Products and/or Services that could help your situation. Create a plan to visit with the Exhibitors that can provide you with solutions. Execute your plan at the show, while also taking advantage of educational and networking opportunities. Finally, act on your findings upon your return to the office.

Note: Be sure to visit the Show's website before beginning this process, it can be a valuable tool and often times will contain a planning feature to assist you.

1. Plan - Several months before the show
   • Register to attend the show.
     • Most Trade Shows have Early-Bird discounts, every penny saved counts. Register for Educational / Training Sessions that you could benefit from.
   • Make your travel arrangements.
     • Purchase your airfare and hotel well in advance, the savings can be significant compared to last minute prices.
     • If possible, coordinate your travel with co-workers or colleagues so that you can share taxi expenses to/from the airport - you could shave another few dollars of the cost of your trip.
2. Research - At least a week before the show
   • Write down a list of Products and/or Services that your business is in need of. The items that could have the greatest impact on your business should be at the top of your list. Keep your list manageable within the amount of time that you will be at the show.
   • Download an Exhibitor list from the Trade Show's website. Try to find a list that includes a brief summary of each company's offerings. Read through the descriptions and highlight the Exhibitors that offer the Products and/or Services that you are interested in.
   • Download the Floorplan of the Exhibit Hall and locate the Exhibitors that you highlighted in the previous step. Highlight their locations on the Floorplan - this will become your map as you maneuver through the show.
3. Execute - At the show
   • Don't forget to attend the Educational/Training Sessions.
   • Keep a notepad with you to jot down questions and thoughts as they come to you.
   • Refer to the checklist that you created in step 2 when you set down for a break, this will help you manage the speed at which you move through the show.
   • Once you hit the Show Floor use your map of highlighted exhibitors to move methodically through the Exhibits. Allow yourself a little extra time during the last day to re-visit with anyone who you need additional time with.
   • Most Trade Shows have at least one social event, such as an Opening Reception or a Cocktail Hour. Take advantage of these events to visit with suppliers, and maybe even competitors. Perhaps you can learn something that you wouldn't have otherwise discovered on the Trade Show Floor.
4. Act - Within a couple days of returning to the office
   • Block off several hours within a couple days of returning to the office so you can go through your notes, brochures and business cards while your memory is still fresh.
   • Refer to your notes from the show, and decide which Exhibitors that you would consider doing business with.
   • Get the ball rolling! Request quotes or additional information from the Exhibitors that you feel will provide with the best Value for your business.

Can it cost more NOT to attend a show?
In tangible dollars probably not. But with proper planning and execution the intangible value of attending a show could far exceed the dollars that show up on that credit card statement. Consider just a few of these values that you can receive by attending:

• Keep up to date with changes within the Industry
• See new products that might improve how you operate your business
• Network with industry peers
• Evaluate many potential suppliers at once
• Meet face-to-face with suppliers and even your competitors - who knows, maybe they will share something with you that could improve how you do business!
• Strengthen Relationships with existing business partners

Upcoming Trade Shows (by Industry):

Liquid Waste/Vaccum:
Pumper and Cleaner Environmental Expo
February 24 - 27, 2010
Louisville, KY
www.pumpershow.com

PSAI Convention & Trade - Portable Sanitation Association International
November 10 - 13, 2010
Daytona Beach, FL
www.psai.org

Refined Fuels:
WPMA National Convention & Expo
February 16 - 18, 2010
Las Vegas, NV
www.wpma.com/national-convention

PACE - Petroleum and Convenience Store Exposition of Mid-America
February 19 - 20, 2010
Branson, MO
www.paceshow.com

NPCA 2010 Convention and Trade Show (Nebraska Petroleum Marketers & Convenience Store Association)
March 16 - 17, 2010
LaVista, NE
www.npcainc.com

AREE - Atlantic Region Energy Expo
April 27 - 29, 2010
Atlantic City, NJ
www.areetradeshow.com

M-PACT - Midwest Petroleum and Convenience Trade Show
April 28 - 30, 2010
Indianapolis, IN
www.m-pact.org

Oklahoma Super Trade Show - Oklahoma Petroleum Marketers and Convenience Store Association
July 28, 2010
Oklahoma City, OK
www.oklahomasupertradeshow.com

POC - Pacific Oil Conference
September 20 - 22, 2010
Reno, NV
www.petroshow.com

Propane:
NPGA Southeastern Convention & International Propane Expo - National Propane Gas Association
April 10 - 12. 2010
Atlanta, GA
www.npgaexpo.com

Midwest Propane Gas Convention & Trade Show
April 29 - May 1, 2010
Indianapolis, IN
www.midwestpropanegasconvention.com

Western Propane Trade Show & Convention - Western Propane Gas Association
May 13 - 15, 2010
Reno, NV
www.westernpga.org

Mid-States Propane Convention & Trade Show
June 16 - 18, 2010
Overland Park, KS
www.pmak.org