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Table of ContentsBenefiting From Trade Shows Whether You Attend Or Not.....................................................................................4About The Authors of this Report............................................................................................................................. 4Getting Started: What is a Trade Show?....................................................................................................................6Registering for a Trade Show.................................................................................................................................... 6What is OFFPRICE?................................................................................................................................................. 8What is the ABC Kid’s Expo?................................................................................................................................. 23What is the Seattle Gift Show?................................................................................................................................34What Happens After You've Registered?................................................................................................................................................................................. 43You'll need a Resale Certificate...............................................................................................................................47How to get a Business Credit Card......................................................................................................................... 47Attending The Show (Or Not!)................................................................................................................................51Going to the Show? Do's and Don'ts....................................................................................................................... 66After The Show....................................................................................................................................................... 68

How to Research (Whether You Attend or Not)......................................................................................................68Battling Amazon?................................................................................................................................................................................. 72Using a Scanner To Research.................................................................................................................................. 73Products to Stay Away From................................................................................................................................... 73Financial Requirements........................................................................................................................................... 76Gaining Exclusivity................................................................................................................................................. 77Nightmare Order......................................................................................................................................................77Conclusions............................................................................................................................................................. 78BONUS INTERVIEW:............................................................................................................................................80Helpful Terminology............................................................................................................................................... 81


Benefiting From Trade Shows Whether You Attend Or Not

Attending trade shows is a great way to find inventory to sell for high profit margins on eBay and Amazon. The vendors at trade shows are actively seeking people like YOU to help them sell more of their deeply discounted inventory. There is a secret though, that few inventory seekers know. The secret is that you can still reap almost all of the benefits of having attended a trade show WITHOUT SHOWING UP! We've been doing just that for a long time now and for the first time I'm sharing our system.

About The Authors of this Report

Jim Peterson's story:

My wife started selling on eBay about 10 years ago. We were both working for the Federal Government at the time. She was selling very few products online initially. I remember fantasizing with her and saying that if we could sell just one product per day and make a $5.00 profit per item we could pay our power bill for the month. How small that goal seems now in retrospect.

After going to trade shows we gradually increased the number of products we were selling. About 7 years ago she started selling on Amazon and about 1 year after that she started using Amazon FBA (Fulfillment by Amazon). Our business really took off at that time and she decided to quit her government job and devote all of her time to the online business. She was pregnant with our second child at the time so the timing was good. The business kept growing from there!

We sell almost exclusively on Amazon now. With Amazon FBA we don't have to fulfill the orders or deal with returns. We learned from the ProvenAmazonCourse.com course how to let Amazon do all of the “hard work” for us and we found ourselves with more free time making more money than we'd ever planned on making.

I took an early retirement from my government job in July of 2011 and joined my wife full time in the online business. In 2011, our first partial year of working the business together, we had a little over $650,000 in sales on Amazon and we've grown from there steadily. Currently, our sales are double what they were at this time last year. We will definitely surpass $1,000,000 in sales for this year. We have over 5000 listings on Amazon right now and plan to add 100’s more next year. Last December our gross sales for the single month were in excess of $145,000. This December we are looking to double that. We already have double the amount of inventory for holiday items in our inventory. We bought a ton of holiday inventory at closeout prices right after Christmas last year. My wife and I are now both stay at home parents and our children are in private schools. We have the ability to take first class nice vacations every year and we do. We treat this just like a


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real job and put a lot of effort into it though. When you work for yourself from home it is easy to get up some mornings and say “Let’s go to the movies” or do something other than work. And the beauty of it is that you can do that SOMETIMES. But if you discipline yourself to treat it like a real job it really pays off. My wife and I have done this all on our own so far. We have not yet hired any help, but Jim Cockrum (the co-author/editor of this book) insists we should do so to take our biz to the next level. We still work strictly out of our home and do not have an office. We have no overhead expenses. Our garage is usually full (see pictures at the end of the book) and we rent a large storage shed as well for a few bucks per month. At some point we may have to hire some help, but that’s OK. It means our business is doing that much better and will grow even faster.

I feel like I am bragging in saying these things, but I need you to know what is possible for you if you learn and put the effort in. Jim Cockrum has the best tools and advice for learning and if you want individual attention he has by far the best coaching staff as well. The staff is made up of students like me who have succeeded wildly – they pay successful students to help coach those needing it!

Believe in yourself and the process. You CAN do it. There are a lot more resources out there for you to tap into than when we first started so you should be able to get to where I am in a shorter period of time. We've learned a ton from the ProvenAmazonCourse.com course and that's where you should start if you haven't already done so (after reading this book). As part of your purchase of the “PAC” course you'll get free access to a huge membership site called MySilentTeam.com. That site has a very active discussion forum where we talk about all sorts of online business issues including selling on Amazon. It's important to note that I am one of 15 paid moderators on MySilentTeam.com and the team and I are always available to answer questions you might have about Amazon, eBay, or any other online business building issue.

Jim PetersonProvenAmazonCourse.com success storyMySilentTeam.com discussion forum moderator

Co-Author Jim Cockrum's Story:

Jim's blog and free newsletter (JimCockrum.com) are among the most read in the world for serious eBay/Amazon sellers as well as thousands of other online entrepreneurs of all types around the world. Jim provided editing and some additional content to this book.




Getting Started: What is a Trade Show?

A trade show is an exhibition organized so that companies in a specific industry can showcase and demonstrate their latest products, services, study activities of rivals and examine recent market trends and opportunities. There are hundreds of trade shows conducted every year worldwide and we'll be showing you how to find them and how to find profitable inventory there...without attending! The exhibitors use trade shows to showcase their existing products and to introduce new products. It is a good opportunity for online sellers to acquire new products and stay way ahead of the competition. The exhibitors are eager to sell their products and to acquire new wholesale accounts (that's you!) A list of popular trade shows is provided toward the end of this report.

Registering for a Trade Show

The first thing you need to do is to find the trade show. There are a few ways of doing this. Keep in mind that each trade show caters to a particular niche. For example, when you go to the ABC KIDS EXPO, (a great trade show by the way), you are not going to find pet products or consumer electronics. So you want to search for the trade shows which showcase the niche in which you are doing your online selling. Obviously, you could be selling in many different categories in which case you would search for the shows separately.

The first most obvious way to search for the shows is to “Google” the type of show you are looking for. For instance, “Pet Products Trade Shows”. You will definitely get some leads to shows this way. Another great way to find a trade show in your niche is to ask your existing suppliers if you already have some.

I have a supplier I have been using for about a year and I asked my sales rep which trade shows they would be attending. She told me of three trade shows in this particular niche. Another time I called to place an order with a sales rep and was told she was out of town at a trade show. When she returned I called and asked her where she had been. She told me about the trade show that I'd never heard of. At that time I started a conversation with her about trade shows and learned of several others that she had attended or would be attending. They are happy to supply this information. This is great information and will enable you to hook up with many new suppliers. I have also found trade shows on company websites. Go to a company’s website for products in your niche. It does not matter whether you sell their products or not. Many times they will have a tab indicating upcoming trade shows they will be attending. A good place to search for trade shows online is www.TSNN.com. There are a number of ways to use this site to find trade shows. You can search using Events name/keyword, by industry, time frame and location. We also have a fairly extensive list of shows toward the end of this report.

Once you have identified a trade show in your niche, you will need to register. This is usually a simple process that can all be done online. I have yet to be turned down registering for a trade


http://www.TSNN.com/

show. Most trade shows require some sort of documentation. Don’t let this scare you. I always register as a “retailer”. After all, you are a retailer: you buy wholesale and sell retail. If you register as an online store and they will want your URL or website address. I don’t have that so I register as a “retailer”.

Let's start by covering some of the “little things” that could cause a snag in the registration process or in your confidence when registering for a trade show.

Usually you will have to provide your resale certificate number (more on that in a couple of pages) and your government issued ID (driver’s license). Sometimes when registering you'll be asked to bring along some invoices from suppliers. This should not be a problem but if you are so new that you do not yet have any invoices be advised that I have NEVER actually had to provide invoices when registering at the show even though I had them if they had asked. Of course, if you register but don’t go to the show, this will never be an issue!

You might be asked for a business card if you actually attend. Even if you don’t go to the show you should have business cards made. We get ours at Vista Print. They are very cheap and come in handy.

You may be asked for a business check. If you do not have a business checking account tell them that you pay for everything with a company credit card. That is almost always an accepted reply to that issue. We have a business checking account but I understand that starting out you may not have one.

They may also ask for a Business License. Do NOT let this scare you. I do not have a Business License and when asked, I provide my resale certificate and that always suffices. Remember, once you attend your first trade show (or register, but don’t attend) you will have the invoices from your first orders and then you can gain access to most all trade shows that “require” them. But again, I have NEVER had to provide these. Most trade shows that I have registered for mail the badges to you once you email or send them your resale certificate. Your badge is all you need for entry so once you get that you would not need to worry about invoices or other proof. Once you register for any given trade show, you will generally have an account with that particular show and you can quickly register the next year without all of the requirements. They have all your information on file. This seemingly intimidating process is actually easy stuff.

Once you are registered you will typically get logon instructions for the trade show’s website. This is where the good stuff is. Now that you are registered, you have more credibility with the exhibitors. The exhibitors are counting on the people that run the trade show to weed out the people that should not be there, so they'll all be assuming that you are 100% legit – which you are!

We'll spend the next 35 pages or so of this report stepping you through how to register for trade shows by showing you how we fill out the online forms that you'll be encountering.


Let's go step-by-step through the process of registering online for 3 upcoming trade shows that I like. I will take you from inception to the ultimate goal of actually being awarded and sent a badge to the show. We'll start with our first show...”OFFPRICE”

What is OFFPRICE?

The OFFPRICE Show serves the retail industry with dynamic order-writing trade shows that connect apparel retail buyers of all sizes with the leading off-price specialists in 20-70 percent below wholesale apparel, accessories, footwear and more. Retailers of all shapes and sizes from locations across the country and around the world all know the incredible values found throughout the show floor.

Go to www. offprices how.com and follow the steps below.


http://www.offpriceshow.com/



These admission eligibility guidelines are very important. They are what you will need to be allowed entrance to the show or to gain access to the vendors. I look at the list and pick the guidelines that are easiest for me to supply. Business cards and my resale certificate aka Tax Registration Certificate is what I can provide. Knowing that, I click on continue.


The next screen looks like this:

All information on this page is required but I do not have a retail license number, so I left it blank. They accepted this application without it. Notice that I did not check mark the Online Retailer. I chose to describe my business as “Other Retailer/Buyer” since I sell on Amazon. I then stated that I am interested in Infant and Juvenile Clothing. You can check mark the one that you feel best describes you and your business. This will not ever be questioned. They just want to know what is relevant to your company so vendors can solicit your business. You don’t want postcards and emails from companies that deal in Casino or Water Park stuff if you sell clothing .


This screen is self explanatory. Just fill it out. Click on continue.


This next screen is also self explanatory. They ask for this again so that the vendors that sell these items can solicit your business.


This screen is just reviewing your information. If it is all correct and you are satisfied, then click the “Submit My Application” button.


This screen shows that they have received your application and you will receive an email within 3-5 business days to let you know if they have accepted it. Notice the “Show History” arrow. Once you have a “history” of being accepted for this show (once), whether you attend or not, you will never have to go through this process again! Maybe you can attend in another year when your business is better or it is a better time for you to take the time and expense to actually go. That is a bonus. Just click on “Returning Attendee” and enter your given Registration Number and Password.


This is the same screen as the previous one but notice the arrow pointing to “Register” at the top. I was curious about it so I clicked on it. Here is what came up. I have never seen this before and it is very cool.


This trade show is offering a complimentary buyer tour to learn how to maximize time and shop the show. Plus, you can add lunch for just $6. This is really something that should be taken advantage of if you wind up attending a trade show. Even with all of my experience, I would take this tour.

The next screen is a description of the tour. I got this by clicking on the Buyer Tours that is underlined in the above screen.


Next, close the above window and the following screen will come up.


This screen lets you know that your registration is pending. Click on the save button. This is also your receipt for the tour and lunch. Since we are not actually going, I did not pay for the 2 lunches I signed up for in a previous screen. The next screen that comes up is just letting you know now that you are “Pre-registered”.

Click “logout” and you are finished. Go to your email account.


This is the email I received immediately after registering. Note the date. It was a Saturday evening. Check out the following email I received Monday morning!


I received this email confirmation early Monday morning. My application was approved and I was given a confirmation number. My badge will be waiting at the show if I choose to go. If you don’t go, use the techniques that you will learn later in this book to research and get new products.


Let’s move to another trade show. Let’s walk through the registration process for the ABC Kid’s Expo. This is a harder show to get into if you don’t have a brick & mortar store. Though, within the past three years or so, they have started allowing internet sellers to attend. When they first started doing that, internet sellers were only allowed on certain days and their badges reflected the fact that they were internet sellers. I attended the show last year in Louisville, and I did not see any different badges. We have been going to this show for 7 years. Once you get approved the first time, you never have to go through the following process again. Let’s get started.

What is the ABC Kid’s Expo?

ABC Kids Expo (All Baby & Child), founded in March, 2003, is a partnership of juvenile industry manufacturers and retailers organized for the purpose of promoting the children's products industry.

The main objective and purpose of the corporation is to act as a business league that helps organize and put on trade shows to be held for the benefit of juvenile products manufacturers, specialty store retailers, distributors and manufacturers' representatives of juvenile products. With more than 750 exhibitors utilizing 3,000 booths in nearly one million square feet of exhibit space, it is currently the fastest growing trade show in the nation and ranks 38 out of the 100 largest trade shows in North America. (Source: Trade Show Executive 2012)

Go to www.the abcs how.com


http://www.theabcshow.com/



Select “buyers” to open the next window.

From this list, you will want to figure out which of these best represents your business and then you should click on the “(Show/Hide Details)”. Information will come up letting you know what documents you will need to submit in order to get approved.


If you select Independent Retailer, you must provide a photo of your store, which you won’t have so you will have to move on and find a different type of business. Note the yellow highlighted area at the top. If you register early, your badge will be mailed to you. I never go to a show without my badge in hand, unless they won’t mail them. At this particular show, there are show employees at every door checking all badges. They are very strict about this and you cannot get in without your badge.


In this screen, I am showing the details for an Internet based retailer and a Home based enterprise. We are both of those since we only sell on Amazon. What they want us to provide them if we register as an Internet retailer is pointed out with the green arrows. They require a link to a fully operational, existing website. That will not work unless you have a URL. We don’t, so let’s look at the Home-based Enterprises category and see if we can meet that criterion since we do sell directly from our home. (Note the first red arrow.) You will need your resale certificate (more on what that is and how to get one later in this book), Company ID, which can be a business card, and lastly, invoices showing purchases of juvenile products from at least 5 confirmed exhibitors. That sounds like a huge hurdle to overcome. In my experience, if you are not brand new at this, you should have 5 invoices from any type of products. Send those in instead. They will be accepted. Also, if you are new and don’t have invoices, complete the registration process and you will get an email telling you what to do next. At the bottom of that email is a name and phone number that you can call. Just let them know that you are just starting out and you do not have invoices but you can provide a resale certificate and business card. Ask


them what to do. He will most likely go in and approve your registration for you. I have called him many of times over the years for different issues related to registering and “mapping my show”, (you’ll learn this later) and he responds quickly and I have always had a positive outcome. Let’s move on.

Enter all of your information here and the name of everyone that will be attending with you if you are going to the show.


Next, click on your type of business. Check mark the box that states that this is your first time attending. For future years, you won’t have to check mark this box and you will be automatically approved. Also, check mark the box that allows promotional material to be sent. You will read more on why this is important to do later on in the book. Click on Submit Registration.


The “Thank you for registering page” will come up next. You are done until you get an email from them.


The following 2 diagrams are of the actual email received.


Here is the email I received acknowledging receipt of the registration. They are asking you to submit certain documentation. This is a generic email and does not know what category you registered in. So just submit what is required of your particular category. I would print out the attachment to this email and make a copy of my business card and invoices. Fax all of those along with your resale certificate to the fax number at the bottom of the email. You should hear back in a few days. If not, you can email Mike Mullen whose phone number and email are listed at the bottom as well. If you don’t have the invoices, then proceed as previously discussed by calling/emailing him. Good luck. Below is the email confirmation allowing entrance to the show. It also gives an access number so you can go in and map your show and gain access to all of the exhibitors. All of this will be explained later in the book.


Let’s get registered for one more show. How about the Seattle Gift Show?


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