Market Mania - Futon Show

Someday, I'll wonder what it was we did at those frantic trade shows! We planned. Booked space. Ordered electrical, filled in Tambra's forms, and sent our checks. Drew diagrams of how the space should look. Booked hotel rooms and flights. Packed brochures, business cards, clipboards, sales orders, invoices, pricelists, tools, a stapler, pens, and a Swiss Army knife.

New city. Taxi to the show site. A bored security guard slaps a badge on us, and we get to work.

"Hey, Robin, good to see you. Yes, I think our space is somewhere around here. What number are you?"

The hall is a mess. Boxes and futon frames and pallets are everywhere. Someone's radio is playing Taj Majal.

"Did you hear? They shipped all Bill's futon to his hotel instead of to the show! He had to cart it over by hand."

"My stuff hasn't arrived yet. They say it's in Philadelphia."

Bits of conversations whirl around your ears.

"Do you think Ron will ever get finished on time?"

"Don't know. I saw him in the restaurant just a few minutes ago with a glass of wine, he didn't look too worried."

"Hey, this blue futon cover is missing two buttons!"

"Here, take these off my shirt, I have a needle and thread."

Amazingly, by morning, a chaotic, hammering hall filled with cardboard boxes, ladders, electricians, and piles of bubble wrap & is transformed into a clean, organized display of futons, frames, and accessories. Carpeting has been vacuumed, and the people are at the registration booths, ready to write name badges and hand out show directories. Work clothes have replaced jeans. Fresh order forms are attached to clipboards. Tables polished, futons adjusted. Pens in hand, we take a deep breath. Ready.

"Tell me about your rugs," one customer asks.

"What sort of delivery times are we looking at?" another wants to know.

"How are your futon price points?"

"Who else do you sell to in Calgary?"

"Are these futons wool?"

"What's your top-end futon cover?"

"Does it come with a three-sided

zipper?"

"Which is your best seller?"

"Does this futon frame have a kicker?"

"Any discount for quantities?"

"Where do you ship out of?"

"What's your capacity?"

"You got a rep in my area?"

Another exhibitor wanders by with a futon cover sample. "For my bedroom," she explains, comparing the fabric to the rugs.

"Are you the one I talked to on the phone last week?"

"I remember these from last market. We're ready to write up an order."

"What sort of terms do you have?"

"Let's write down some numbers."

The buzz of conversation in the hall grows louder as we answer questions, explain differences in quality and price, discuss shipments and delivery times, grab a quick cup of Styrofoam coffee and a Danish wrapped in plastic.

"Albuquerque? You know John? I've always wanted to do business with him, he's such a nice guy."

"Yea, the whole front of the hall upstairs is Stewart's territory."

Have you seen the New West display? Pretty exclusive, I guess."

"I hear they're doing better these days."

"I'm getting a sandwich, can I get you something?"

"Absolutely. I'm starving. Thanks."

"Karen told us we need to talk to you about designs."

"Sure, I know Dave. He's working with you? Everyone in the futon business knows Dave!"

"Matt, how's your new futon store in Las Vegas doing?"

Customers begin to look the same. Names fade, badges are forgotten. Was he from Lexington? Louisville? Somewhere south. Don't they have a bunch of futon stores down in Florida? Feet hurt. Wish I had a drink of water...or a beer. Where's that order? Did I get his card? These guys are opening three new futon stores. Can we deliver in August? Sure. Do they pay well? Make a note to have them checked out on Monday. Three o'clock already? I'm sinking. Wish I was wearing sneakers. Wasn't that Futon Factory? Are they coming back? Jim told me to talk to them. Scan Design? Didn't they close about 30 futon stores a few years back? Yes, that's really one of the best designs we've ever had. Is C.O.D. okay? Good. Should go out next week.

A quarter to closing time. Guess that's it for the day. One of our reps brings in a new customer. Forty-five minutes after closing, we're still there choosing the right futon designs, working out terms. Signature on the sales order, shake hands. Glad you finally made the decision to go with the futon line, I think you'll be happy with it...look forward to doing business with you...

Can we get out of here now?

Pack it up. Are you going to Joe's tonight? He's putting on a reception, should be good. Which hotel are you staying at? I'm there, too. I'll walk you over. Who's interested in a cold beer? There's a great micro-brewery across the street, Lois was telling me about it. Want to join us? I'm ready! See if John and Katherine are interested. Shari, are you up for it? I'm exhausted! Let's go!