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As I said in the previous post, I believe strongly in trade shows. Our first show in New York brought in about 200 new customers, and now our product is now in over 1000 retail stores around the world, which is mostly due to trade shows. In addition to attending the trade shows myself, I have 60 reps around the country who attend the trade shows in their territory. Although they get a percentage of the sales, it is more cost effective than constantly traveling around the country.

Your point about re-orders is very important. I never just want to sell my product to a store, I want to make sure the product sells AND that the store re-orders. Again, I think one of the most important things is developing a strong relationship with your existing customers. In this economy, you want to make sure that you keep your existing customers, even if another manufacturer decides to reduce their prices lower than yours. Again, this can be achieved by KNOWING & CARING ABOUT YOUR CUSTOMERS. If the owner of a store is getting married, make sure to send a card. Don't forget to send a card for the holidays. (If you already missed your holiday card deadline this year, send out NEW YEAR cards.) If you do not have a budget for cards, reach out to your customers via email. The most important thing is to stay in front of them so they think of you the next time they need an order, and they WANT to buy from you because they know that you care, and of course, that your product sells.