A critical component in planning Expo Jamaica is the preparation of exhibitors, which organisers emphasise is a top priority.

In response to a question from the Jamaica Observer about the preparation of exhibitors for an event of such scale, the chairman of the organising committee for Expo Jamaica 2023 noted that leading up to the trade show the organisers have a number of meetings to provide training in areas such as booth presentation, pitching, dress code, exchange of business cards and follow-ups.

“We don’t assume because, you see, we’re presenting a First World show so their interaction with everybody has to be First World. We want them [buyers] to leave with a strong impression,” he outlined.

According to Ricardo Durrant, investment and export promotion manager at Jamaica Promotions Corporation (Jampro), this level of preparation has resulted in a number of deal flows coming from the trade show. In previous stagings of the event, deal flows average a 3:1 ratio of buyers to exhibitors. Expo Jamaica 2018 had over 200 exhibitors.

He stopped short, though, from giving a dollar figure on deal flows, pointing out that companies prefer to keep this information close to their chest. Still, the export manager admits that companies reach out for sample orders.

Quizzed about how Jamaica tackles the label of a “sample market”, he stated that this was through educating exhibitors on how to interact with buyers and understanding logistics and inventory management.

“We are working with them to find out who they are targeting and so, if they are targeting the Caribbean we may be able to fill those orders,” he told Caribbean Business Report.

Orders from the region can range between a pallet to an entire container. However, when faced with orders from large distributors in the US, UK and Canada, companies may have to handle high-volume orders that may range from one container to several.

In this regard, Durrant, who also oversees Jampro’s capacity building programme Export Max III, said the agency has the responsibility to “dissuade” exhibitors from entering those deals if they don’t have the ability to fulfil those orders. Moreover, he advises exhibitors that it may be prudent to have a discussion about fulfilling large orders in a couple of years.

“But if you have the capacity, we’ll definitely put you in front of those clients,” he said.

As part of the “education” process the Expo Jamaica organisers said exhibitors can identify if they have the capacity to meet demand through conversation. Additionally, Durrant also challenges them to think about how they plan to replenish their inventory after large shipments.