This past week, our team did something that we’ve never done before: back-to-back trade shows. It was a fast-paced week of hustling, networking, and selling the ETE Reman brand, all set against the bright lights of the Las Vegas strip.

First up was the ATRA Powertrain Expo. Even though the expo floor was split from the APRA International Big R Show this year, we saw a steady amount of traffic, talked reman benefits with new prospects, and got a chance to reconnect with a few of our favorite customers. It was a great show for us, and an especially good warm up for what came next.
Having been a few years since we last exhibited at AAPEX, we were more than a little excited to tackle this whale of a show again. With 1,000+ exhibitors and more than 60,000 attendees, AAPEX represents a large chunk of the $395 billion global motor vehicle aftermarket. Kind of a big deal? You could say that. Fortunately, we had the opportunity to be surrounded by the remanufacturing industry’s best with a booth in the MERA Remanufacturing Section. Being outlined in green carpet didn’t hurt our visibility, either.
These two shows served to nicely wrap up our 2012 “trade show season.” In total, we participated in 22 shows this year.
As with the culmination of most things, the end of our expo-ing for the year was a natural place to reflect.  Sure, we learned and made adjustments along the way. But I see a much bigger lesson when I look at the whole picture.
 

It takes more than just showing up to make an impact.
It takes more than just showing up to create an unshakeable first impression.
It takes more than just showing up to separate you from the competition.
It takes more than just showing up to close the sale.
 
So what kinds of things does it take? Consider this:
–       Do you know your current promotions inside & out, and how they affect your customer’s wallet?
–       Have you studied up on order history trends and availability over the last 60 days?
–       Have there been any recent product, claim, or warranty issues? Were they resolved well?
–       Does your customer need something you don’t provide, but would buy from you exclusively if you did?
 
Before the next time that you’re face to face with your most loyal customer or your newest account (whether at a trade show, at a meeting at their office, or over a cup of coffee) think about the amount of effort you put towards more than just being physically present.

Every superhero has a support staff – and Captain Reman’s team is no exception. Formerly “The Woman Behind the Curtain,” Jennifer’s got a brand new title, a brand new Reman University article, and even a brand new cape. What do you think? Leave a comment below!