05/07/2026
Whether it’s checking out the newest products on the market, connecting with reps or simply getting ideas for inventory, there’s plenty to see and do on a trade show floor. A lot is packed into just a few days, and the experience can be overwhelming. But there are a few ways that you can keep on task without burnout. A few retailers share how they navigate the show floor and get the most out of the event.
From Greta Perl of Alphabet Soup in Ithaca and Corning, NY:
“I’ve attended Astra’s show, Toy Fair and NETS in the past. I’ll probably go to NETS this year. I want to go to the Atlanta gift show at some point.
“I look for the products first – do they look like a good fit for my store? I also like when the people working in the booth are friendly and can chat or demo the products. Having a product open so I can try it is always an attraction. Also, especially for long shows, a chair, a bottle of water or a place I can set my bag down is really nice. A sample product can be nice too, depending on what kind of products you have. It doesn’t make sense for everyone. Also, please have your company name and booth number somewhere really clear and easy to find.
“If the show has a game and kit night, I always go. Getting to try things out, and see how other people react as well, is so helpful.
“Don’t let people trap you in conversations. If their product is not a good fit for your store, thank them and move on. And don’t let everyone hand you catalogs, or your bag gets way too heavy. Bring a lot of business cards and have people email you catalogs instead.”
From Scott Thorne of Castle Perilous Games and Books in Carbondale, IL:
“I attend the GAMA Trade Expo, ACD Expo, Astra and Alliance/Universal Trade show. I generally start at one side of the floor and work my way up and down the aisles. That way, I make sure I hit a lot of the smaller publishers who can’t afford the large booths. I likely already stock a lot of the products in the large booths, not so much in the small ones.
“One thing that puts me off is an exhibitor accosting me in the aisle to pull me in to their booth. Wait until I come to you. I look for booths with more than one person manning them, so that the booth person doesn’t have to divide their attention between me and another attendee. Having a display of your product out where I can see it, rather than behind a table, also helps.
“I encourage attendees to walk the floor quickly the first go-round to get an idea of what booths you want to go back, and look at it more detail. Find a floor map with booth locations. Bring business cards and have a working QR reader on your phone since many exhibitors have QR codes to their show specials.
“Be sure to get a good night’s sleep. You are there to have fun, but con crud is a real thing. I know of many retailers who come down sick after a show because they wear themselves out.”
From John Taylor of O.P. Taylor’s in Brevard, NC:
“We attend Atlanta January Market, New York Toy Fair, Atlanta July and Astra. We love to walk the aisles at a trade show, ask questions, see what ‘deals’ are available … though there never seems to be enough time to get it all done. I don’t like appointments with reps, as they take too much time.
“I suggest you keep moving on the show floor. If a new game company snags your attention, tell them they have 60 seconds to tell you how great their game or toy is. If they can’t explain it in 60 seconds, then you can’t sell it! If you have decent reps, they should show you the hot items they have. The idea of trade shows for me are to find that new and exciting toy.”
From Wes Dunlap of Timeless Toys in Harrisonburg, VA:
“I attend Toy Fair and Astra Marketplace & Academy. I typically take the first day and take a faster-paced walk through all the aisles. I might stop and take a quick look, but I generally keep moving. I make notes of places I want to visit later. I then go back the second day and finish my fast walk or start over at the beginning and do a slower look at booths that had something that caught my eye. The third day I continue the slow look at booths, or I might start over and do a fast walk one last time in case I missed something.
“I look at how products are displayed – new products that have the look of our store is going for. I think what attracts me the most is a combo of quality products that catch my eye and open booths. I almost always walk past vendors that have shut off walls, doors and “security” to get in. If a vendor has a booth that is very open and inviting, it makes me want to explore their product.
“Regarding trade shows I would say to not place orders at the show. You get caught up in the moment of excitement and order things you really don’t want or need. You tend to also over-spend budgets when you buy at shows. I had a mentor tell me that before I opened my store, and she was right.
“Have fun, don’t let a vendor catch you and take all your time. That can quickly stress you out, and having fun isn’t happening after that.”
From Megan Wyatt of Wit & Whimsy Toys in Granite Bay, CA:
“We always attend ToyFest and Astra. This year we attended the Vegas Toy Market, and we have started attending the Las Vegas gift shows.
“Navigating the floor depends a bit on the trade show. At the Las Vegas Marketplace, we usually meet with reps for most of the show and let them guide the way through their lines. But we also always try to take a little time on our own to explore and find new items/lines. At a show like Astra where everything is all in one giant room, we pick left or right and go up and down each aisle, stopping at any booth that piques our interest. We get as far as we can each day and pick up where we left off the next day.
“We look for our evergreen lines. We always want to stop and see what’s new with them. We also always have a list of lines that we don’t yet carry that we’ve heard some buzz about, and keep an eye out for them. Beyond that, things that attract us are colorful and inviting booths, booths with a little action or movement and certainly anything that is drawing a crowd or looks like people are laughing and having a good time.
“Wear good shoes, stay hydrated and make sure you take breaks. Trade shows can be really overwhelming. Make sure you identify your priorities beforehand and stick to them. Trust that you know your store well enough to identify vendors that don’t meet your store’s needs. Or let the vendor know that you’re on a time crunch, but you’d love a catalog to peruse when you’ve got some time back at the hotel or once you’re back at your store.”
