Vendor Events Tip: Don’t Do Cash & Carry!

Is it better to make a little bit of money or a whole lot of money?

Seems to me that I heard that on a recent TV commercial…..

The answer of course is that it is better to make a whole lot of money!

When you go to a vendor event there are times (Christmas season may be one) that a cash and carry situation is required but generally most vendor events allow you to decide how you manage your booth.

Cash And Carry Takes Too Much Time

Vendor event

Sandy Kreps, marketing her business at a vendor event. She is looking for the next stay at home Mom to join her Team!

The time it takes to do a cash and carry sale at a fair, festival or vendor event may allow the most important lead of the day to walk right by!

I do not recommend that you focus on selling at expos but rather put the focus on finding leads!

A new consultant or an ideal host could bring thousands if not 10’s of thousands of dollars into your business in the future. Cash and carry sales only give you income today.

Plus my experience with cash and carry is that you:

Carry it in…. and carry it out!

It is more work and has rarely paid off in my experiences!

Expo Events For Leads

The purpose of going to vendor events is for leads.

When you understand what a lead is your time will be more effective. A lead is far bigger than sales or bookings it is the open to all possibilities!

If you go for sales then you may be missing the next new consultant that would be paying your mortgage!


Case in point…. (not bragging here just making a point):

Had my upline been involved with selling product at the vendor event and allowed ME to walk by the table without talking to him he would have missed the one lead that ended up paying his mortgage for the next 7 years!

Deb Bixler and Doris Christopher
Deb with Pampered Chef founder Doris Christopher at the 20th Anniversary Celebration that took place her first year with the company.

This was an all expense paid trip to Chicago because she was one of the top 20 in the company for personal party plan sales.

This is not an exaggeration!

The commission overrides that my upline received on my personal sales exceeded his mortgage payment!

If he had been busy selling a wooden spoon what would he have missed out on!!!
vendor event
Think about it.

A lead is far more valuable than a sale!

All leaders in direct sales say that they are waiting for the ONE that will make a difference….

Did you ever think that the ‘one in a million’ person already passed by because you were too busy making a sale at a vendor event?

Cash ‘N Carry & Leads

If you want to attempt to do both cash and carry and find good leads then put some thought into how you set up and staff your booth.

Make sure that the cash and carry section does not prevent the flow of visitors. A big crowd looking at products is not conducive to qualifying leads.

You may also want to rotate team members through the sales and lead positions in a routinely changing time schedule so that everyone can benefit.

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    Shared by: Mandy Voyce:

    Unless they are shopping events I have been following this. However I have also learnt to keep a suitcase with common items people like to restock on. I don’t have them out to show but if someone asks I can take care of the sale fast (rounding to $5 to make change easy). Most events I attend are shopping events so it works for me. But I never try and make a sale unless someone asks for an item.

    Shared by: Joy Hampson:

    When I started with Pampered Chef one of the things that attracted me to the business was not upfront cost of inventory. So for me, I’ve never set up cash and carry at my events. Why sell a $4 spatula when I could book a party with hundreds in sales, future bookings, and potential recruits!! It’s a no brainer!!

    Shared by: Matthew:

    Words of wisdom Deb, as always.

    Thank you.


    Shared by: Amanda Huffaker:

    Hmmmm defenitly worth rethinking my strategy. .lol

    Shared by: kathy hill:

    Good points..I will be accessing the follow up blogs on lead generation.

    Shared by: Karla Jones:

    What a powerful story! I don\\\’t do cash and carry at events; my jewelry is there for display. I have always been taught that it is about lead generation. That being said, I also won\\\’t turn someone down if they want to purchase from my display.

    Shared by: Karla Jones:

    What a powerful story! I don’t do cash and carry at events; my jewelry is there for display. I have always been taught that it is about lead generation. That being said, I also won’t turn someone down if they want to purchase from my display.

    Shared by: Deb Bixler:

    Theresa, every radio show is broadcast for 2 weeks so find a time that works for you and tune in. Alternately, we post the first set on the blog usually the day after so now that you joined the RSS you will get those announcements.

    Shared by: Theresa Pyle:

    My first vendor events were this month! LOVED introducing Jamberry to so many people that had heard of it, but never seen it! Fun, Fun, Fun! Incredible tips in this article, and the article linked within, and the article linked into that one! Ya got me Deb! I also signed up for your RSS feed! I never manage to catch your radio show!

    Shared by: Deb Bixler:

    Yes – I agree Rebekah and when that is the case it is important to have one person handle the cash and carry and another person doing lead generation.

    Always have 2 people in the booth when cash and carry is a requirement and rotated positions! The value of the leads walking by should always be a priority. You can not catch them all so make a plan for rotating stations and don’t miss that ONE person everyone is always waiting for!

    Shared by: Rebekah Gienapp:

    I certainly understand your points Deb, but for some companies/types of products I think there’s a value in cash and carry (including for lead generation.) I’m with a children’s book company that is not very well known yet. People want to be able to look through the books (each of which is unique), and if their children are with them they want a book they can purchase on the spot. I make sure to bring up parties and the business opportunity in my conversations when it’s appropriate, as well as include information on my prize drawing slips.

    Shared by: Savannah Jessup:

    This is what I keep telling my team but for some reason they just don’t get it.

    Shared by: Jessica:

    Vendor Events are my fave!! I always do a prize drawing and if I have people purchase I always have them fill out a drawing slip while I’m checking them out. And then I check back in and say, now that you’re in love with the product- let’s have a girls’ night so that I can get you some more for FREE!

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