Make the Most of Your Show Season

1 Set brief appointments with key vendors. Be sure to include vendors that haven’t sent a sales rep to your office in the last six months. (But ask yourself this: If a “key vendor” hasn’t sent a rep to your office for six months, how important are they to your business, and are you important to their business?) 2 Review jewelry publications, and then schedule additional appointments. Examine recent issues of jewelry trade magazines and note two or three products that catch your eye. Then set appointments with the vendors. To avoid running from one end of the show floor to the other, note the times and booth locations of your prescheduled “key” appointments and schedule these extra meetings accordingly. 3 Keep chitchat to a minimum. Too often, show hours become a place to socialize. Focus on seeing, in person, new and important changes in the products that your rep was una

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