It’s been a whirlwind around here lately, with planning for two conventions and a monster opening month for 2010.  Doing all of it leaves little time for talking about all that we’re doing!

We had our best January ever, with the combo of January-February shaping up to the be the best two month period in our history, outside of a national convention.

Helping out our February numbers has been our trip to the South Carolina Funeral Directors Association Expo, held in Columbia on Tuesday, February 2nd and Wednesday, February 3rd.

The EXPO, which featured a wide range of vendors, attracted a great crowd of funeral directors from South Carolina and a few from neighboring states.  I even saw Bill Wappner, current NFDA President and one of our customers from Ohio.

We entered the show with a goal to sell 20 cot covers.  Our goals, which help us measure success during and after the show, are based upon our expenses for the event and the expected turnout.  I normally budget $50 per cover sold toward the cost of attending.

While I initially planned on spending about $1000 to attend the EXPO, our final numbers look like this:

BOOTH:  $600
FUEL:  $75
MEALS:  $130
OTHER:  $50
——————-
TOTAL:  $855

By my $50 standard, we needed to sell 17 covers to pay for the show.

Any wonder, then, that we sold 17?

Now, I don’t count sales by our wholesale customers, even if they are generated at the show, but one of the companies that retails our product did sell two covers to a customer. 

So we fell short of our goal, but we were still able to pay for the show with sales.

Here’s a list of the conventions we’ve attended, which includes the costs for each and the goals we set because of those costs.  You’ll see that the two conventions where we missed out goals by a wide margin were two years of the Kentucky show.  Also, the last three convention are in the future, so the expenses are only educated guesses at this point.

CONVENTION DATE BOOTH HOTEL TRAVEL MEALS PROMO MISC. TOTAL GOAL ACTUAL
Kentucky FDA 6/25/2008 $570 $490 $420 $240 $90 $187 $1,997 40 32
NFDA 10/12/2008 $4,800 $280 $100 $300 $100 $100 $5,680 114 153
Georgia Expo 3/1/2009 $550 $248 $110 $165 $50 $50 $1,173 23 22
Ohio FDA 5/25/2009 $650 $360 $325 $200 $50 $100 $1,685 34 46
IFDF 6/12/2009 $0 $102 $40 $65 $25 $35 $267 5 11
Kentucky FDA 6/24/2009 $570 $500 $300 $360 $50 $150 $1,930 39 15
NFDA 10/22/2009 $2,500 $550 $800 $300 $150 $600 $4,900 98 113
SCFDA 2/2/2010 $600 $0 $75 $130 $0 $50 $855 17 17
Georgia Expo 3/1/2010 $500 $250 $70 $70 $0 $60 $950 19  
Ohio FDA 4/27/2010 $625 $360 $175 $125 $50 $60 $1,395 28  
IFDF 6/10/2010 $300 $0 $25 $50 $0 $50 $425 9  

Since our biggest non-booth expense for most of our conventions is lodging, finding a place to stay in our host cities is a nice benefit that saves serious money.

In South Carolina, I was fortunate enough to have family living in Columbia.  For the IFDF’s 2010 show, I’ll stay with my sister in Tampa.  I may be able to save money on the Ohio convention, if I can convince my good friend Albert to let me crash on his couch.

No matter how the next few conventions shake out, we expect to be able to continue getting close to our goals (or exceeding them) because of the great response we’re getting to our quilted cot covers

Of course, I’ll continue to closely monitor our progress and adjust accordingly.  Stay tuned!

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