Faire Definitely Can’t Do That Increase your sales rep value by attending the full conference.

by Allison White, Sugar B Sales

It’s that time again! ASTRA’s Marketplace & Academy is almost here and we’re ready to see everything that’s new while we’re in Columbus, Ohio.

For sales reps who make the trip, it’s absolutely worthwhile to take advantage of the full conference and attend the educational sessions, no matter if they’re tailored to retailers or manufacturers. Why are they important? Because as a sales rep these days, you need to always bring value to your customers. Being on top of the latest sales and marketing apps, knowing what themes and items are trending, and proving that working with a local rep is better than ordering on Faire at midnight, are just a few ways to do that – and ASTRA is here to help you.

The best sessions offered at recent Marketplace & Academy shows have been marketing and social media. These sessions are valuable for all attendees because both are ever-evolving with new apps, trends, and algorithms. As reps, we need to stay in touch with how our retailers are utilizing social media, and also implement ways to use it ourselves, whether it’s to showcase new products, offer sales training videos on our Facebook or Instagram, or highlight trends seen at shows or in local stores.

Believe it or not, a big part of a sales rep’s job is to always know what’s trending or what the hottest new item is in their line package. Sometimes trends are easy to spot (puzzles, fidget spinners), but sometimes they’re nuanced (if you don’t know what an Axolotl is, you will after M&A!). Keeping up with the newest trendy amphibian or categories that are having strong growth is the knowledge that retailers want from their reps. By attending the sessions and walking the show floor, reps can scout out what those new trends are and share with the retailers who didn’t attend or just might’ve missed them. It’s the insights of national and local trends that make reps valuable to any retailer.

For reps, their goal is to always bring value to the relationships with their retailers and manufacturers. To the retailers, it’s knowing what’s selling, what hasn’t sold, and what they can mark up for some extra margin after getting a hot special. To the manufac- turers, it’s feedback about products, what’s turning quickly, and what specials or deals entice the retailers most.

Can Faire do all that? Best sellers, sure. But it can’t tell a retailer which stuffed animal sold out twice in a row at a store two towns over. It can’t let a store know that if they’re not carrying plush right now, they’re leaving money on the table. Local reps do all that and more.

Also, more rep agencies are utilizing online ordering platforms, and Marketplace & Academy could be a great time to sit with your retailers and show them the ropes on it!

Finally, the amount of networking that a rep can do during the full conference at Marketplace & Academy can’t be over- stated. Relationship building is the pivotal ingredient for a rep’s business, and making contacts at a show with other retailers, reps, and industry peers is incredibly important. The next business card you take or hand out could be a golden opportunity!

So don’t waste the upcoming opportunity to take advantage of all that the full conference of Marketplace & Academy has to offer. Attend the sessions, network at the parties and lunch hours, walk the entire show and make notes about the latest trends.

And don’t forget to please the social media algorithms with a silly video or two, because Faire definitely can’t do that!