Pulse Legacy Archive July 2012 | Page 36

further by color-coding your map for priority purposes. This would serve not only as a quick reference, but also saves you time as you focus your energy on fulfilling your priority business first. Then, take the time (Segerberg suggests carving out a three-hour time slot) to peruse each aisle and visit booths to meet new vendors or see recommendations from colleagues. When approaching vendors, be outgo- ing, open to try new ideas or products and ask for help, if needed. Be s ure to introduce yourself to other association members as well as the ISPA Board members. “I find it essential if you are a first-time attendee to Conference to find someone experienced and [to] buddy up. You can learn a lot from watching a pro!” says Michael Tompkins, CEO of Miraval Resort & Spa in Tucson, Arizona. While on the Expo floor, stay focused. “It is easy to get distracted when running into friends. Have a [ready] answer in mind, such as ‘Let’s catch up at the lunch on the floor’ or ‘I’d love to talk with you [during] the energy break,” advises Segerberg. She also stresses the importance of being on time when keeping appointments with vendors. “If you cannot be there, contact the vendor either in person or via email.” A good rule-of-thumb is to avoid skipping certain booths. Sometimes, the smallest of booths can have the best products. Post-Conference Time at Conference flies by and before you know it, you’re traveling back to the office. So what’s next? Follow up with vendors of interest and set a time for a conference call or a visit to your property. Segerberg suggests sending out thank-you cards to vendors you have spent time with during Conference. This is not only a nice gesture but also opens the door for business partnerships down the road. If you do receive a Post-conference call from a vendor, remember to be polite, listen, and if a product interests you, trust your gut and buy. ■ TIPS FOR FIRST-TIME BUYERS ● ● ● Have a couple of generic questions ready, such as “What is new with ____”, or “What has been really popular or successful this year?” Keep your list of needs on hand to help you make decisions on the product. End the conversation with a review of next steps. FIND OUT FROM MIRAVAL’S MICHAEL TOMPKINS, who recently hired spa consultant Jane Segerberg to train his staff on Expo buying, the benefits of hiring an outside consultant. Visit digital Pulse experienceispa.com to read more. 34 PULSE ■ July 2012