What about "Market"?

There is no one aspect of promoting a product line that is the end-all.  Having your product represented by a showroom with sales representatives who are engaged with your product is definitely a plus but you cannot rest on that. Manufacturers (or wholesalers) need to offer tools, incentives and communication on a regular basis to be truly successful.


At the very minimum, your rep group needs a catalog, price list, and samples of your best sellers. This needs to be sent two weeks to a month prior to each major show to the showroom. Rep Group owners will work hard 6 weeks out before a show to freshen the displays and update the lines. Sending it late means that your new items will not get to be studied and learned as well as ones that come in on time.

Make a checklist and pull it out before each market. It is up to you to make sure these things are current. After all, this is your product line.

1. Good supply of catalogs in showroom?
2. New digital files for computer pricing?
3. Current product samples for floor displays
4. What about a Show Special?

The sales representative team usually arrives a few days prior to the start of a market. Ideally, they will spend this time studying your updates, offers and new products.  If your line is new they will ask questions that they feel will be asked of them. If you have a FAQ sheet to help them learn to sell you line with questions retailers may ask and the special features/qualities of your products, make sure they are armed with this information.

Paying a Market Showroom to display your line definitely can be a boost to your bottom line over time. Look at it as your sales staff who have a presence year-round for you. You pay Showroom Fees and you pay a percentage of sales. If both the showroom and the sales representative are always "armed" with fresh materials, you will get the best coverage possible.