Trade shows, vendor events, fairs and festivals
Why would you want to do these?
Visibility & exposure
New market penetration
Confidence in your product
Trade Shows – larger venues, $$$, multiple days, lots of people
Vendor Events – offices, corporate workplaces, 1-2 days, captive audience or open house format with other
Fairs – county, state – longer period, $$, mix of people
Festivals – 1-3 days, $ - $$, indoor/outdoor, sell/not sell
How do you find them?
Click on your state and you can see all the festivals for each month. The contact phone number is listed so
you can contact them.
Area businesses, such as AT&T, banks, Blue Cross Blue Shield (you need to be an employee or know an
employee there to get in), other insurance companies - their employee groups will sometimes do vendor fairs
once a quarter or twice a year.
Local radio stations - check their calendar of events for fairs/bazaars..
Local TV stations - check their calendar of events for fairs/bazaars.
School fall festivals, Church fall festivals.
Call a realtor that is having an open house. See if they will invite vendors to come set up and be there for the
open house to show your products and the people can look at the house. I did this and the realtor did not
charge us a fee.
Preparing for the Event
What does the organizer provide? Tables? Skirting? Tents? Indoor/Outdoor
Do you need a business license? Sales Tax license?
Set up in U to make it inviting for people – especially with an outside event, this gets them out of the sun.
Do signage that says Clearance or Sale and group by prices ($1, $2, $3, $4, $6, $8, $10, $12) Use bins
(TW’s deep and double deep containers or fabric bins, so it looks nice) for the lower price items. Group
others by tables (use colored clothes under all one price) For larger ticket items, have individual tent cards.
If you have space available, keep boxes labeled and take advantage of sales specials; then sort by price points
so you are ready at all times for a quick add on show.
Use a permanent catalog (plastic sleeves, binder) for people to look through. Give out business cards with
website and contact info, or mailers. Have catalogs, party packs and recruit packs for those interested or who
Have a box/bin with pens, markers, tape, scissors, order forms, stapler, etc.
Smile, and be engaging – no chairs or sitting down. Ask open ended questions…are you having fun today?
What have you seen/enjoyed (if at a fair/festival) Then, engage them about Tupperware. How do you like
our newest colors? How long has it been since you’ve seen TW? What’s your favorite piece, etc?
Step back and give them space to look around. Point out new items and share quick tips, if they seem
interested. Ask about their needs.
Offer to hold things for them as they look.
Suggest, “if you’re seeing lots of things you like, you might want to consider….it’s totally up to
you…..getting a few friends together and letting me spoil you rotten with free products.”
Avoid the “P” word – party scares some folks. Let them bring it up.
Suggest, “thinking about your schedule, we could go ahead and set a date and then I can give you an extra
gift…” Use your tiny treasures as a dating gift and then offer to “SUPER SIZE” it at the party (quick shake
keychain = quick shake at party, etc)
Have them fill out a lead slip or register for mailing list….make notes for yourself so you can be
personalized when you call back.
After the show, send an email or postcard (vistaprint) and thank them for stopping by.
Have a folder or system for filing leads and callbacks.
If you don’t follow up within a week, you’ve allowed them to get cold. Your investment up front is
compounded by your effort afterwards.