Tip 1 – First find out which companies are attending by getting a list of attendees from ICSC.

Tip 2 – Begin setting appointments with target retailers and developers weeks and even months before the convention. Don’t delay, as many schedules of company representatives fill up quickly. This important tip alone can make ICSC a win for your community.

Tip 3 – Understand that this show is less about making deals and more about building relationships. Attending one time begins the process, but to have any degree of success a minimum commitment of attending for three years should be considered.

Tip 4 – The goal of your first meeting is to introduce your community as a store location. To gain interest you first must be able to profile the customers in your trade area and its demand density.

Tip 5 – Once you get the prospect’s interest, you may be asked additional questions about your community. Be able to successfully describe available sites, buildings and shopping centers plus infrastructure capabilities, incentive packages and other relevant location factors. Remember, this is a trade show and elaborate, lengthy visual and audio presentations are difficult to manage.

Tip 6 – Don’t forget to meet with representatives of stores that are already in your community. They may be considering relocating, remodeling (or even closing) and a goodwill visit is always appropriate to tell them how much you appreciate them.

Tip 7 – Many of the sessions are informative and worth while attending. Review the convention agenda and plan to attend those presentations that will give you an insight into retail locations trends and operations.

Tip 8 – Be flexible. The convention center is very large, so some meetings don’t happen during the scheduled timeframe. Make sure you have each appointment’s contact information to try and reschedule during the show.

Tip 9- Dress is business casual. Wear comfortable shoes and carry enough marketing materials to make presentations, but plan to leave only your business card with prospects. Be prepared to forward any collateral materials to their office.

Tip 10- Observe how other communities are effectively marketing themselves to the retail industry.

* ICSC does not collaborate with Buxton or endorse Buxton’s promotional materials regarding their annual convention.