The basic function of a sales rep in our industry may sound simple: sell, sell, sell.
But there’s so much more planning that goes into a trade show or market. I call it the rule of 5 P’s — Proper Planning Prevents Poor Performance.
I feel so fortunate that I found my passion 30+ years ago, and I love our industry. And in case you’re wondering how much I love it, here’s a list of what I do to prepare for and tackle a market (and some advice for other reps):
- Email campaigns to make appointments
- Phone calls to make appointments
- Review all dealer information, i.e., attending members, up-to-date yearly volume, bestsellers, slots that need refreshed, new opportunities. Also, an overall review before you get to market, so planning market presentations are thorough and defined for your clients. You will stand out as a rep with a focused presentation for each dealer and increase product real estate.
- Contact and visit all prospective new clients to introduce yourself prior to 90 days before the next market. Buyers HATE last-minute reps trying to get appointments or FaceTime right before market.
- Always sort out your market wardrobe prior to a week before departure so you don’t over- or under-pack. Also check that you have dressed appropriately each day — shine your shoes before market!
- Always pick up the market magazines in case you need to unwind, and it helps to fall asleep without your mind racing about “tomorrow appointments.”
- Service SUV
- Detail SUV with Meguiars ceramic wax and Rain-X
- Apple Air Pods Pro fully charged
- iPad Pro fully charged
- Pack sanitizer and masks
- Send management appointment list
- Make reservations at restaurants
- Make plans with friends
- Sell, sell, sell
- Always plan six months ahead to “stash some cash.” You never know where you’ll end up and what you might need it for, but you will need it!
And some people think our job is easy! This is by no means a comprehensive list, but doing these things has worked well for me. I wish you all success in the new year!
