As most of you know I exhibited at the Global Sources Electronics show from 11-14th of April with my brand “Mandarin-Gear” and I went to source at the HKTDC Electronics show on 15th of April.
Here is a re-cap and lessons learned from the shows.
Global Sources show (exhibiting part)
- When you exhibit, make sure you get a corner booth or a booth in the middle of the hall where people pass by.
- Create some buzz on your booth and show enough of your products or just the packaging, play some music if the venue allows it and have some banners that quickly show what your booth is all about.
- Make sure you have friendly and approachable people ready to explain what your product is all about at your booth.
- Ask your friends to come visit you. It gives the booth a crowded feeling and people will want to know what’s going on.
- Have enough marketing material ready (catalogues, business cards etc.)
- Know your products and make sure any assistants or other people at your booth know everything as well. Be prepared for questions that are unusual. Study your products that you are displaying and make sure that you fully understand them.
- Take notes and follow up immediately after the fair. Buyers tend to forget who they have visited.
- Take photos with people that visit you at your booth and send it to them afterwards. Create a relationships. A fair is not just about sales it is more than anything else a networking event.
Hong Kong electronics show (sourcing part)
Prepare an introduction for yourself before you go sourcing at a trade fair.
This comes across as more professional and people will be more willing to invest time and resources into you if they feel they deal with someone professional who knows how to do business properly.
You are more likely to build a good relationship if you leave a good first impression. Here is an example how you could introduce yourself:
Hi, I am Manuel and I am the Managing Director of Mandarin-Gear Limited in Hong Kong. I run a Sourcing & Buying office for many large retailers worldwide such as COMPANY X, COMPANY Y. My customers are looking for product “X” and I am interested in discussing more details or to receive a quotation based on my customers requirements.
After the introduction ask questions and once you are satisfied ask him to provide a quotation based on your requirements. Hand him your business card and MAKE SURE that he wrote down everything you discussed.
- Prepare an introduction of yourself and / or your company
- Bring name cards, your own catalogue (in case you have one), comfortable shoes and a trolley to carry all the collected catalogues.
- Pre-register online often saves you money and time
- Look at freely available maps to find out where the products you are looking for are located before you start walking around. Plan your way through the fair systematically. This is especially important for bigger trade shows.
- Take photos of products that you are interested in.
Prepare and ask the suppliers questions such as:
What is your MOQ (minimum order quantity)?
What certificates can you provide?
Who are your customers?
What are your top-selling items?
What is your factory standard?
- Make notes for yourself and follow up after the fair
- Don’t waste your time with suppliers that: cant speak proper English, are not interested in discussing deals or have no idea about certifications & quality standards. Save yourself the trouble from the start.
Set yourself goals and targets when going to an exhibition. Remind yourself why you go there and be prepared with supporting material.
On a personal note, I wanted to give you guys the other side of Hong Kong/China. I went hiking yesterday and as you can see its not all factories & skyscrapers here. Check out the photos below.
Happy sourcing & have a great week everyone,