If you represent a community that is trying to attract retail
and restaurant development, don’t miss this chance to
hit the jackpot in Las Vegas. The International Council of
Shopping Centers (ICSC) convention in May will draw retail
and restaurant concepts of all types and sizes. This is your
opportunity to get your foot in the door so that these businesses
will come knocking at your door.
The annual ICSC convention is like no other event. In fact,
it is the only place under one roof where you can visit face-to-face
with so many prospects. Unlike at many trade shows, most ICSC
exhibitors and attendees are not there to show and observe
new products; instead, they are there to find locations for
their next store, restaurant or development.
Don’t show up at the convention unprepared and hoping
to get lucky. You are certain to return home empty-handed.
To get the most out of ICSC, you must prepare. Here’s
a list of seven steps for taking the risk out of your ICSC
trip and coming back a winner.
Step 1: This membership will help
you gain a better understanding of the retail industry.
Step 2. Go to ICSC.org
for registration forms and deadlines. Don’t put it off.
Advance registration ends April 28, 2006.
Step 3: While many retailers and restaurants will not have
booths on the floor, their top executives will be actively
working the show.
Step 4: (If you have a CommunityID study from
Buxton, you already have a list of great prospects.)
Step 5: Retailers begin making appointments as early
as March. Don’t go expecting to meet with them unless
you have a firm appointment scheduled.
Step 6: For instance,
you need an ample supply of business cards as well as site
plans, community profiles and conceptual design programs.
Step 7: The goal of your first
meeting is to establish a rapport and arrange a second appointment.
Invite the prospect to visit your community. Don’t leave
the meeting without a mutually agreed upon next step.
Be sure to stop by Buxton’s booth #419 Trade Expo at
the ICSC convention to learn how our CommunityID program can
pinpoint the retailers and restaurants that are right for
your community.
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What is the ICSC - Las Vegas show? - (continued) 
