Talking Stick - November/December 2013 - 17

but this is a short-sighted assumption.
Although you may not be the person
in charge of purchasing today,
you could be the one in charge of
purchasing in the future. Once that
time comes, do you want to be in
catch-up mode or ahead of the curve?
The desire to learn more about the
products and services available for
your institution does not need to be
connected to your job title; instead,
being interested in and willing to learn
about other areas of your profession
adds great credit to your overall
professional development. Heather
Edwards, director of residence and
student life at Mississippi Gulf Coast
Community College in Perkinston,
emphasizes the value of this proactive
approach: "After going from a
position of not making purchasing
decisions to being the only person
making purchasing decisions for my
department, I realized the importance
of having made contacts with vendors
even before I was in a position to
really utilize those contacts."

The key to success is building
relationships with vendors that
involve a two-way flow of information:
They are aware of what services and
products your institution needs,
and you are aware of how they can
meet those needs. As one exhibitor
expressed it, "What we do is not
rocket science. It is about building
relationships." Vendors who take the
time to connect with all delegates
in the exhibit hall area, regardless
of their title, are the ones who are
noticed and remembered. Daniel
Sheets, assistant director of facilities at
Florida State University in Tallahassee,
says, "Remember, much of the vendor
process is about relationships, which
may pay you dividends in the future.
By establishing a relationship with a
company, they are able to get to know
what you might need on your campus
and often are willing to go the extra
mile to assist you." Use your time at
a conference to educate yourself on
products and build relationships for
the future. Don't just visit the vendors
that you already know; some of the

best relationships can develop with
companies that are not presently
vendors with your institution.
The exhibit hall can be quite
daunting for introverts, but the
benefits of creating relationships
with vendors easily outweigh the
initial discomfort, as Scott Royce,
associate director of housing and
residence life at the University of
Alabama in Huntsville, explains.
"I am generally a shy person (ISTJ
- introverted, sensing, thinking,
judging), with introvert typically off
the grid. However, attending the
conference and spending time in
the exhibit hall has helped me to
continue the relationship with sales
staff and build upon relationships that
were at one point phone and email
correspondence." Exhibits are usually
set up long enough so that people
who dislike large crowds can easily
schedule a quieter and more relaxed
time to visit the hall. It's also helpful to
create a plan ahead of time so you can
be sure to visit the exhibitors you are

Conference Connections
Easy tips for
connecting with
vendors in the
exhibit hall
at your next
conference:

Walk the exhibit hall with someone who is already experienced with the exhibit hall and vendors.
Start by seeking out companies that are currently used on your campus. This is an easy icebreaker as your
institution already does business with these vendors.
Challenge yourself to identify the names of at least three new companies that you can take back to your campus for
discussion.
Attend at least one program session provided by a company or about a company or product.
Keep an open mind! Don't allow one negative story to impact your total perception of working with vendors and
visiting the exhibit hall.
As you walk the area, learn about the various products, services, and industry vocabulary.
End your time by thanking the vendors for attending the conference, and offer a special thank you to those who
served as a conference sponsor.
November + December 2013

Talking Stick - November/December 2013

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