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