How to do a Reverse Trade Show Presented by Holly Raphaelson, MBA, C.P.M., CPPO, FCPA, FCPM

Reverse Trade Show- HELP What is a Reverse Trade Show?  What are you trying to accomplish? Raise Money, Raise Awareness, Promote Social Goals, etc. How to do a Reverse Trade Show

Do you have Volunteer commitment?  Break it down for me now! Assign tasks to allow the work to be distributed, who’s responsible for what and when, here is an example…

How to do a Reverse Trade Show This is the structure for the Southeast Florida Chapter’s volunteer committee: Food, Directory, Vendor Registration, Agency Registration, Volunteers/Name Tags, Communications, Door Prizes, Website, Surveys

How to do a Reverse Trade Show  Succession- The Chairperson of the Reverse Trade Show Committee is the Vice-President of the Chapter, this ensures the person assuming the role can see first- hand how the show operates and determine how they would like to grow the event the following year.

How to do a Reverse Trade Show If you feed them, they will come.

How to do a Reverse Trade Show

How NIGP can help!  Free Registration A free pilot program is being provided by NIGP to take registrations, they take the payments and send you the list of attendees and one check at the end of the event.  Free Advertising NIGP will list your event on their website and on the Exhibit Connect which is sent to past NIGP Forum Exhibitors. How to do a Reverse Trade Show

 Where will you have the RTS? $ Budget & Location, Location, Location Near the airport, convention center or hotel? Is it big enough to accommodate your event? Wireless accessible for vendor registration? Does the hotel have a shuttle? Do you want entertainment, what will it be? How to do a Reverse Trade Show

 Negotiate for Free Meeting Space or Food A business might wish to get some free advertising at the event in exchange for providing food. The visitor’s center may help with deep discounts on hotels, food, entertainment and meeting spaces. Free public meeting space at a County/City site? How to do a Reverse Trade Show

 How much to charge? Now that you have the Contracts in place and you have an idea of expenses, at a minimum, try to cover costs with the registration fee. Do the entities attend for free? Keep in mind the local economy and small businesses. Advise that no-shows will be charged. How to do a Reverse Trade Show

 Thank and thank often!!! We place a large posterboard sign thanking our vendors by their names in front of the doors to the Ballroom. Thank them in person at the event. Volunteer committee members receive a plaque at the annual awards function. How to do a Reverse Trade Show

 Expanding the Reverse Trade Show The first year you should try to minimize costs and target the local vendors, the word will spread. Once the word gets out, you can expand it to a full day event with educational seminars, etc. Keep looking for opportunities to grow the event, pair it with a golf event or a buyer/seller dinner with local entertainment in future years. How to do a Reverse Trade Show

 Seminars Demonstrate your on-line vendor registration form, if available. Explain local vendor preferences, green buying initiatives and other social programs, if applicable. Teach vendors how to submit bids and respond to RFP’s or RFQ’s. An opportunity to earn NIGP’s Government Contractor Certificate. How to do a Reverse Trade Show

Q&A Chapter website: How to do a Reverse Trade Show