ECRM’s 10- and 20-minute EPPS meetings – those private meetings in which buyers and sellers meet during ECRM events – can be a bit intimidating for a supplier, regardless of how much experience they have in the industry. There is a lot of ground to cover, and a limited time in which to cover it.

As a veteran attendee of more than 30 events, I’ve participated in a couple of ECRM’s new attendee panels, and from the questions posed to the panel participants, it’s obvious that the challenge for many new (and seasoned) vendors is not really a matter of time – after all, 10 face to face, uninterrupted minutes of a retailer’s time is a lot more than you would get at a traditional tradeshow booth -- rather, it’s a matter of focus.

Get to the point!
In other words, you need to get to the relevant points, and, most importantly, stick to those points. Even going off on a slight tangent can throw off the entire meeting and leave some bases uncovered. Give’em a memorable opening and product overview that will leave a lasting impression and a leave-behind that stands out (and preferably digital – remember, buyers can have 70 - 80 meetings at an ECRM show.) After that, the key is to gather as much relevant information as possible so that your follow up will also impress them!

To help new vendors get the most out of their meetings, I’ve created a checklist of key points and questions that should be covered during your time with the retailer. Not all are relevant for each situation, and there are many more questions, but they should help to determine if a follow up meeting is needed, and if so, give you the critical information for that impressive follow, up meeting.