Manufacturers: 5 Tips to Make the Most out of Open House or Counter Days

You only have one chance to make a first impression!
Yes, I realize that some of you have major market shares in your respective industries. Yes, most contractors should know who you are and what you make. Yes, most of us have competitors that are trying to take share away from us.
 
So what’s the point? You only have one chance to make a first impression! The point is that we all have to continuously be “up” and be promoting our product.
If a contractor walks into a distributor’s open house event or counter days and meets someone representing you that is less than enthusiastic about being there or knowledgable about your products, wouldn’t you say you might have a problem? 
I’ve asked Bill Via, President of CSV Marketing, to outline some tips on ways to not only make an impression on the contractors, but also on the distributors you sell through.
Here are 5 tips to help you set yourself apart at a counter day or open house event:

  1. Arrive early and be the last to leave. This says, I care more about your business than those that came late and left early.
  2. Take time during the slow periods to educate the distributor’s salespeople on the features and benefits of your offerings.
  3. 8′ Table cover with your company’s name $200. This creates a professional space and showcases your products. This is ideal for counter days and says to the customer, the products in this area are special.
  4. 10′ x 10′ Canopy $150. Space under the tent is always at a premium and often limits your ability to bring everything you want to show; bringing your own tent allows you to fill up your own space and most distributors love the fact that you’re a self sufficient.
  5. Demo Truck $15,000. Whether it’s a ½ ton van or a retired tool truck, pulling in with a completely self-contained marketing machine says that you’re willing to sell and market your products. The truck serves double duty when it’s time to do in-plant sales calls.

We all know that with open houses and counter days, degrees of success come with all kinds of variables, and regardless of attendance, you can make the difference. What are some things you demand from your Reps to make a lasting impression?

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