Focus on product prep, product presentation and follow-up. And let us at National Product Placement lend our expertise to develop your trade show strategy and position your product for maximum attention
Smyrna, GA (PRWEB) November 10, 2010
For inventors and entrepreneurs trying to get their products placed on retailer shelves, trade shows are a highly effective way to show their product to multiple buyers representing national retailers, local shops and online marketplaces.
But it takes months of prep work that can start to feel like the production of a small Broadway show.
Enter National Product Placement.
“New product launches at a show require three basic steps to ensure a positive reception,” said Cesar Martinez who founded National Product Placement after more than 25 years representing national and international brands. “Focus on product prep, product presentation and follow-up. And let us at National Product Placement lend our expertise to develop your trade show strategy and position your product for maximum attention.”
Product prep begins with product knowledge. Although it sounds like a ‘Duh’ moment, knowing exactly the capabilities and benefits of a product, inside and out, is crucial. There is no quicker way to lose a buyer’s attention at a show than to go blank when asked a question regarding a product’s capabilities. The product should be in final form and the product packaging should be ready for review. It is important to make sure the retailer is on board with how the product will look on their shelf. Also, make sure that plenty of back-up products are available for the show. Whether for a giveaway, multiple location viewing or in case a product fails, having extras can save the day.
Retail product presentation is a great way to gain a target buyer’s attention as they walk into the exhibit. Giving the buyer an idea of how the product can look on the retail floor starts their imagination on the road to placement. If a product crosses different channels of distribution--warehouse clubs, mass merchants, department stores, etc.-- be prepared to have examples of what the product would look like in different types of retailers. Having computer-aided drawings (CAD) of different retail looks can be just as effective if space is an issue.
After the product is ‘staged’ be prepared to tell a story. Along with the product’s strengths and benefits be prepared to talk about the product testing results, focus group outcomes, launch strategies, marketing strategies and personal testimonials.
Have demos ready to go and make sure they are flawless. Assign one person to run the demo to be able to focus on answering the buyer’s questions and reiterating the product’s strengths. Take notes so you can follow-up with detailed information the buyer shared. Provide a sample or brochure as a takeway and be prepared to send more information to their office.
After the show is over, prioritize follow-up and get started right away. Some of the most successful product placement s have been made when follow-up started before the show was over. A buyer will always look favorably on quick, decisive action on what was discussed. Be willing to do what it takes to get them what they need to review the product back home. It may cost a little up front but making sure a buyer quickly gets what they need can mean the difference in getting on the shelf.
Now…curtain up and....ACTION!
For more tips on product placement, visit nationalproductplacement.com.
ABOUT NATIONAL PRODUCT PLACEMENT
National Product Placement is a management consulting organization founded and led by industry veteran Cesar Martinez. It specializes in helping small to mid-sized companies place their products in national retailers. National Product Placement looks at products for relevance and advises on packaging impact and shelf placement. The team of experienced marketers evaluates products for fixture presentation and will show inventors how to make the most compelling product pitch and gain placement. They will look at a business and analyze its capacity to compete at a national level. They take a critical look at competition, channel and pricing strategies to suggest negotiating techniques.
National Product Placement uses its inside knowledge of retailers and buyers to consult on all aspects of what it takes to successfully place a product on the shelves at department stores, big-box retailers, national discount chains and warehouse clubs.
For more information, visit nationalproductplacement.com or call Cesar Martinez at 678-793-6645.