Selling At Expos And Trade Shows

[pullman39]

Hi everyone, I was looking around at the prices of booths at expos/trade shows and they are pretty expensive. So I was wondering if anyone has ever sold any products at these events like rods, lures, knives, etc. If so how well did they sell? and what was it that you sold? Obviously you don't need to say the name of the company because of forum rules. However I am just curious of how well people do at these things. Thanks!

[S Hovanec]

I've only worked at the International Custom Rod Building Expo. Pretty much all that is there is rod building components. Everyone there seems to make out pretty well. It does seem that people are looking for deals tho. No one wants to pay retail at a show when they can pay retail the rest of the year for the same stuff.

[Jig Man]

One of my friends goes to trade show with ammo, cammo, knives, sunglasses, etc.  He has been took some of my baits with him over the winter.  He does pretty well with his stuff but the crowd at those shows don't buy much fishing stuff.

[primetime]

I sell tackle at a few flea markets and have tried expos in the past, but I always felt like people just wanted free samples, were in a rush to see other booths or setups much nicer than yours (It is tough to compete with the big boys for that stuff) but you can move alot of stuff if you have low pricing, and do a good job of having something unique to get a crowd around you....People all want deals so be preparred to negotiate, and the goal should not to make money that day (If you can pay for the table or booth that is a win) and If you don't spend alot of money on marketing it will not be worth it unless you are the big fish in a small pond, not the other way around, and key is having personality & good help as you need to have a spot that people want to stay at and then they feel obligated to buy if you can make them laugh etc.) If you have something cool, people will gather around your table and that creates a frenzy if busy, so be prepared to have drawings/Raffles but that gets numbers and have one every half hour. Lots of ,give aways, marketing items and accessories, but also make sure you have something nobody else will have and you are the only one and the expert on all things fishing......I just stick with the flea markets on weekends and a Monday and I can honestly say that Knives are super tough unless that is your passion...Everyone sells knives, and I see so many booths at flea markets fail since they try to just sell imported items withouth a theme or passion, or anything to grab peoples attention and display is everything......

 

Sound on a Tv and footage of backyard fishing does the trick as most people have no idea that the pond in their development probably is loaded with bass and most likely a fish in the 7-10lb range if not dozens.  Most people  think freshwater fishing is for little fish, light "freshwater lures and reels", yet get excited to show me a picture of a 5lb gator trout.....I don't care if you are a diehard saltwater angler only, but if you know you can catch 3-5lb fish in your backyard on artificialls and it actually requires heavier gear, It is an easy sell.  It is also a Plus to let them know that the largest Snook & Tarpon are in alot of our ponds anyhow, and 10lb bass are common in FLorida ponds, although most people catch 10's on every trip, they are just 19" 4lb bass to us...But teach someone something and they will come back if given right info and a good deal they can't get eslewhere so I would just advise to pick your expos careful and maybe start at a small place like a car show, Harley convention, concert etc....

 

It helps if you are a good public speaker and not afraid of rejection....You need to pull people in and you do have to give stuff away as that is what marketing is about, but as long as you get emails, phone numbers and can contact them again it is worth it if you have a lot of items to sell. It is all about online anyway and it is going to increase.....

 

hope that helps, but if you belive in your idea, love what you are selling, truly helping people by providing a service or item that is truly a great value you will be happy and do well.....

[pullman39]

Thanks everyone the responses have been great so far! You guys have been very helpful.

[00 mod]

Biggest tip I can give you for flea markets and expos, is to bring your dog.  EVERYONE wants to come in and pet your dog, and half the battle is getting them into your booth!
 

Jeff

[Delaware Valley Tackle]

Ya you need a hook for sure. I go to some of these and see the staff sitting in a lawn chair looking at a magazine or B.S.ing with other vendors with little or no regard for the visitors, makes me shake my head and wonder "why bother?"

[Amarley]

I hosted an expo in Southern Kentucky and worked on a few others. I had my own hunting and fishing gear website at one point as well. Take these tips for what they're worth:

 

1. Sell something different- you don't want to be the guy selling turkey calls at the NWTF convention. It's a race to the bottom. It's all about who's cheapest when you're competing with 50 other guys selling turkey calls.

2. Have a show special- come ready to move some volume. There's a reason infomercials are so successful.

3. Have a demonstration or video of your product- people like to see things in action

4. Think about trends in the market- think about what's hot, and then sell something complimentary to it. Some ideas 1) unique go pro mounts and go pro accessories, 2) iPad holders or other items that are trending in GPS technology for boaters and save big $$$ over $2000 units, 3) search the internet for some unique lure companies like Siebert Jigs and ask to represent their products. Put packages or "show specials" together. This way the people in attendance aren't pricing you against the guy next door or Bass Pro in their minds.

 

Shows are about impulse buys and trends. Bargain bins full of trick worms may get you some sales, but will be hard to make that booth rent back. The most successful booth I've ever seen was the Can Cooker that is now at Cabelas. It appealed to men and women and was totally different from anything at those shows. They killed it for a while!