Five Key Steps to Take Before Expo West

1. Create a Strategy
• Understand your target market and retail strategy. Identify whether your approach is local, regional, or national, and ensure your goals align with the right buyers.

2. Know Your Buyers
• Research the key buyers attending the show. Leverage tools like LinkedIn, retailer portals, and brokers to identify the right individuals to connect with.

3. Build Relationships Early
• Start engaging with buyers before the event through LinkedIn, brokers, or local events. Familiarity before the show can make all the difference.

4. Do Your Research
• Get to know the buyer’s preferences and needs. Make sure your product aligns with their review calendar, and show that you understand their market by visiting their store or researching their business.

5. Engage with Distributors
• Distributors like KeHe and UNFI play a significant role in influencing buying decisions. Build strong relationships with them—they can be just as crucial as the buyers themselves.

What to Do at Expo West

1. Make a Buyer List
• Identify and prioritize the buyers you want to meet. Reach out to them in advance with a personalized email and share your booth number to make it easy for them to find you.

2. Network with Everyone
• If you don’t know the buyer’s name, don’t hesitate to ask around. Approach anyone associated with their store or network for helpful leads—they may even pass your information along to the buyer.

3. Ask for Introductions
• Don’t be shy about asking others for help. Many people are willing to assist when they see you have a great product. Networking is key!

4. Approach Buyers Directly
• If you see a key buyer at a panel or walking by, don’t hesitate to wave them down and introduce yourself. Having your product in hand will make these interactions even more effective.

5. Engage Actively at Your Booth
• Be proactive about meeting potential buyers. Don’t just wait for them to come to you—make sure you introduce yourself and your product to everyone who passes by your booth.

How to Stay Healthy at Expo West

1. For Your Gut
• Pack digestive aids like Tums or Pepto-Bismol. Focus on meals rather than continuous snacking throughout the day. Hydrate regularly, and stock up on healthy meals to avoid relying on show-floor snacks.

2. For Your Feet
• Standing and walking all day can be exhausting. Consider swapping shoes midday, wearing compression socks, and booking a hotel close to the convention center to minimize walking.

3. For Your Voice
• With all the networking, your throat can get strained. Have throat lozenges or propolis spray on hand to soothe your voice. Also, staying hydrated is essential.

4. For Stress Relief
• Expo West can be overwhelming, so take short breaks when needed. Consider using adaptogenic drinks to calm your nerves, and find time to meditate or use a face mask after long days to relax.

5. Combat Fatigue
• Traveling can lead to jet lag, so try to arrive early and hydrate throughout the day. While coffee and energy drinks can keep you fueled, remember to take breaks whenever possible to recharge.
 

Bonus Tips from Ray Latif: Staying Healthy at Expo West

1. Cold-Pressed Juice
• Ray Latif recommends keeping organic, cold-pressed green juice in your hotel room to stay energized. Drink 16 oz. daily—split it between morning and evening.

2. Fresh Clothes
• Pack enough clothes for each day of the event. After the show, change into fresh clothes to feel rejuvenated and ready for the next day.

3. Take Time to Relax
• After the event, dedicate at least 15–20 minutes to unwind. Don’t do any work or check emails—just take time to recharge for the next day.