4 minute read
Why Full Conference Matters for Sales Reps
Why Full Conference
at Marketplace & Academy Matters for Sales Reps
by Allison White, Sales Rep for Sugar B
It’s almost Marketplace & Academy time in Long Beach! I’m super excited to be attending my eighth ASTRA conference this year, and in my 11 years of being a sales rep, I’d say that’s a pretty good attendance record.
“Best New Dice Game of 2022”
— My Mother
The addictive game of strategy and chance.
How Low Can you Roll?
Come meet Mr. Doozy at Booth F12
Every year I look forward to going to the full Marketplace & Academy because it’s a time to see industry friends, network with new contacts, gain insights from retailers and manufacturers, and get educated about relevant trends and tools in our industry. What ASTRA provides during the full conference is greatly valuable and if you’re paying to attend, you should definitely take advantage of all they have to offer.
For sales reps, I find that attending just the trade show part of Marketplace & Academy isn’t the only thing to do. Of course we’re at the show to see midyear releases, catch up with our sales managers, and show our customers who attend what’s hot, but the full day of educational sessions that ASTRA offers are always worth checking out. There’s always a broad range of sessions to choose from, and even if they’re primarily retailer focused, most reps can always gain something from them.
Some of my favorite sessions in the past have focused on utilizing social media, because it’s an ever-changing landscape. Those sessions were valuable to learn some of the best practices for posting and how to boost engagement, and they were relevant for retailers, reps, and manufacturers.
Sometimes the sessions focus on a specific platform, like Instagram, but others cover many different platforms.
This year there will probably be a focused session on how to utilize live selling via Facebook, Instagram, or a store’s integrated Shopify app. Reps can educate themselves on live-selling and learn how to support their retailers who put them on.
Other great sessions that sales reps can usually gain insight from are merchandising/display discussions, and any panel discussions with retailers. Anytime retailers are sharing what makes their stores flow and function, reps should be listening and thinking about how they can use those insights to better service their customers. The sessions are also great to network with new people. If you’re a rep attending
FULL CONFERENCE FOR SALES REPS
the few rep sessions that ASTRA provides, you can connect with your peers and share what practices you’re using and what’s working.
Sometimes as reps, we’re just sending the same emails or pitching the same specials, and we need ways to change it up. By connecting with other reps in the industry, we can share new tips and tricks and hear what others are doing to keep their communications fresh. It’s incredibly important in our rep/retailer relationships to always bring the highest level of customer service, and reps keeping up with what’s working is the highest priority.
Lastly, sales reps can’t overlook the value of sitting in on a session that might be geared for manufacturers. It’s in those sessions that we can learn what some
manufacturers expect of their reps, how they’re wanting to work with retailers, or what industry channels their new products are performing in. After all, toys don’t just sell in toy stores! Learning what’s been working the past couple years for manufacturers can also give reps insight to approach retailers with new practices and products.
ASTRA sessions are valuable for all channels of our industry, and we can all network and learn from one another. In sharing stories of what’s working or not working, and keeping open channels of communication, we’re all going to keep our relationships strong and our industry healthy.
ASTRA’s Marketplace & Academy is more than just a tradeshow. It’s a community of business leaders who are dedicated to helping us all thrive.
And if you’re a sales rep who’s made it this far in my article, I’ve got a special deal for you: You can email Sue Warfield (swarfield@astratoy.org) and she’ll get you a special discount code for the full conference early-bird rate!
Jump on it and get to some awesome ASTRA sessions in Long Beach. You might just be surprised at what you learn.
