Think
exhibiting at this year’s West Coast Franchise Expo (WCFE) is all about the
franchisor? Think again says Harold L. Kestenbaum, Of
Counsel to Ruskin Moscou Faltischek, P.C. As an exclusive practitioner of
franchise distribution and licensing law, Kestenbaum makes the trek from
Meanwhile, Barbara Yelmene, vice president of
business development at Franchise Update Media Group,
uses the expo to both strengthen existing relationships with clients and build
new ones for the future.
The bottom line? Exhibiting as a supplier can
yield just as many bountiful leads as a franchisor may find throughout the
duration of the expo. We checked in with Kestenbaum and Yelmene to see what
keeps them coming back to the WCFE each year.
Harold L. Kestenbaum
As a returning exhibitor
to the WCFE, are you specifically targeting West Coast clients?
I
would definitely like to find more franchisor clients on the West Coast.
Revenue for us was up 6 percent in the first quarter of 2010; that bodes well
for growth. This year, I would like to come away with dozens of new clients. I
have picked up many new clients at the WCFE in the past—both attendees and exhibitors.
Why should a supplier
exhibit at the expo?
It’s
a great place to network and pick up business. You may not always close every
deal at the show, but just being there gives you the exposure.
What advice would you give to a supplier
exhibiting for the first time?
Be
patient and make sure you remain active at your booth and engage people. I
would like to come away with a dozen new clients this year, and I am hoping to
reach my goal.
Barbara Yelmene
Tell us a little about your concept?
Franchise
Update Media Group is a multi-media company that has been around for 22 years.
We work with franchisees, franchisors and suppliers in the franchise industry
to help our clients build their brand awareness, generate qualified leads and
close sales.
How long have you been exhibiting as a supplier at the WCFE?
We’ve
been exhibiting for more than 10 years. Not only do we get to strengthen
existing relationships with clients at these trade shows, but we also have the
opportunity to build new relationships.
What advice would you give to new exhibitors?
Fully
dedicate yourself to the experience. You want to engage and network with as
many people as possible.
Visit Ruskin Moscou
Faltischek, P.C. at booth 237A and Franchise Update Media Group at booth 741 during
the WCFE, Nov. 5-7,
