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LEVERAGING LINKAGES AT TRADE SHOWS

Monique Labat, ■ Land a big customer stay up-to-date on the latest checklist to have a successful labels, packaging
Monique Labat ■ Launch a new product trends in their industry. trade show: 8. Personal items: refillable water
Consulting (Pty) Ltd ■ Develop a mailing list of 1. Exhibition materials: ensure bottle, dry snacks, mints
hot leads Sales Process at Trade Shows you submit all necessary 9. Pre-Trade Show to boost
f you Having a well-defined sales exhibition stand requirement
manufacture ■ Find a key strategic partner to process in place requires sales to the organisers before the attendance: send invitations
Iautomotive reach a larger market representatives to be knowledgeable to your current clients and
accessories, ■ Enhance relationships with about what your company offers deadline customers and ask them
fast moving your existing customers and how it can benefit potential 2. Exhibition requirements: to share your pre-trade show
consumer Work with the organisers to customers. Sales reps should also banners, signage, product promotion
goods, ensure that the trade show has be prepared for questions about display holders, lighting, 10. Make appointments ahead
furniture, a history of inviting buyers pricing and delivery timelines. illustrations and graphic of time: invite potential clients
or steel interested in your products or Additionally, it’s important to have images, security for your laptop or customers for coffee at your
tanks then trade shows could be services. To find the right trade a strong branding presence at trade 3. Marketing material: electronic exhibition stand or at the
an excellent opportunity to grow show for your business, you need shows so that potential customers catalogues, digital order trade show coffee shop
your customer base. Business to to know: will remember your company after forms, e-brochures, sales Finally, always follow up with
Business (B2B) specialist firm the event is over. sheets, e-business cards and potential customers after a trade
Monique Labat Consulting has ■ The different types of trade giveaways show has ended in order to
worked with these industry shows Attracting Buyers to your Trade 4. Product samples and products: solidify any relationships that
sectors and many others including ■ What your company goals are Show Stand plan how you can best display
agro-processing, clothing/textiles, ■ Who your target market is Another way to leverage B2B your products and/or services were formed during the event. 
creative industries, renewable ■ Foot traffic numbers and reports linkages is by offering unique to gain maximum visitors to Keen to know more about participating in
energy and training/education from previous trade shows your exhibition stand trade shows locally and internationally to
sectors. products or services that are not 5. Share your exhibition stand secure new markets, new suppliers or new
Trade shows allow companies available from other companies clients contact Monique Labat Consulting
Trade shows reach a large to learn about the latest attending the show. This can number and location pin (Pty) Ltd
number of industry contacts, products and services help you stand out from the widely with your clients, E: monique@moniquelabat.com or
potential suppliers and most that are available in their competition and potentially win potential buyers and on social M: 0027 (0) 82 924 6349
importantly buyers in a few short industry. Secondly companies new business contracts. media platforms
days. Trade shows provide a participating in trade shows 6. Exhibition stand supplies:
venue for companies to showcase meet new suppliers and Checklist for Trade Show e-lead forms on tablet,
their products and services, and partners, which can help them Participation a customer relationship
they also offer opportunities for expand their business reach. Optimising your company’s management system to SCAN
networking and B2B linkages. Additionally, trade shows participation at a trade show or capture all visitors/potential QR CODE
offer opportunities to build exhibition takes preparation and buyers’ details
Benefits of Trade Shows and relationships with potential proper planning and ensures you 7. Exhibition stand supplies: TO SEE
Exhibitions
customers. Finally, attending leverage your time and financial stationery, including adhesive VIDEO
At the right trade show you can: trade shows can help businesses investment fully. Here is a quick tape, packing tape, shipping

DRAMA CLASSROOM HANDOVER ON MANDELA DAY

he staff of Cox Yeats interested in pursuing a career assisted in setting up.
Attorneys celebrated in dramatic arts.
The Cox Yeats interventions at
TMandela Day by attending The renovation involved the the school include the provision
the handover of a fully re- removal and replacement of of a library together with the
furbished drama classroom at the entire classroom floor, the donation of books for the library.
Amaoti No 3 Secondary School to construction of a spring form The firm has provided seating
the school educators.
stage along with the removal at tables for the learners so they
Cox Yeats Attorneys’ and replacement of roofing, the have somewhere to sit during
corporate social responsibility walls were skimmed and painted, break time or study periods. In
programme places a huge focus curtains were hung, and lighting addition, the following items have
on education, and encouraging and décor installed. been provided over the years:
learning and excellence. As The drama room project ■ Jerseys for the learners
it is a disadvantaged school in ensures that the classroom is fit ■ Mattresses for the matric
their community, Amaoti No for purpose and adds enormous learners who sleep over during
3 Secondary School, located value to bringing out the best exam time
in Amaoti, Phoenix, Durban
has been supported by the firm in the learners. It provides an ■ Blankets for the learners
for a number of years. Staff at ideal teaching environment for ■ Scientific calculators for the
Cox Yeats personally visit the passionate educators to find grade 10/11/12 learners
school often and have identified creative solutions to encourage ■ Laptops and computers to the
many areas where they could learning as well as promoting a school
add value to the teaching and sense of ownership and pride.
learning outcomes at the school. During the handover on ■ The provision of year end gifts
Learners should be given every Mandela Day the Cox Yeats staff to the matric top achievers at
opportunity to dream and Cox were treated to drama, dance the award’s ceremony each year
Yeats strives to make sure that and song performances by the ■ The provision of sandwiches to
these dreams materialise. learners. The firm also provided the matric learners – so they
meals for all the educators. have an afternoon meal each day
One such project is the drama
classroom project, which has Over the years, Cox Yeats has Cox Yeats firmly believes
been driven by a passion to seen how its efforts at the school that it is an enormous privilege
expand the range of learning have paid off. This positive effect to participate in projects
opportunities available to the is apparent in the increase in such as these that assist in
learners at the school. As many pass rates at the school, in the enabling learners to reach
of the young teens at Amaoti No development and enhancement their potential. 
3 Secondary School have gifts of the teaching of the English
in dance, music, poetry and art, language as well as in the new
the school can now offer the and improved syllabuses and
drama course to any learners courses which Cox Yeats has

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