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"Identify your main competition and take a look at their product offerings," says Martinez. "Plan to meet with the vendors of those products. You want to mimic your competition by providing the same products or comparable alternatives from other vendors."

However, relying on fate that you and the other party will be available at the same time is not a good time management strategy.

"Call vendors ahead of time to schedule meetings," says Martinez. "Ensure all the right players are available at the same time, such as your vice president or director of sales, the vendor and its sales representative."

Showtime: executing your goals

Once you arrive at the show, executing the goals you've prepared should be your main objective.

Part of solidifying relationships with current vendors includes keeping all scheduled appointments and meetings. But when you meet is not nearly as important as where you meet. According to Schultz, the exhibitor's booth is the ideal meeting room.

"The meeting should occur at their booth because the products are right there," says Schultz. "One of the advantages of ISSA is that you can see products in a live setting, which can't be achieved through any phone meeting."

The second goal, seek new products and vendors, may be more difficult than it seems. You have to make a conscious effort to look for products out of your comfort zone that you aren't used to selling. Too many distributors get stuck in a product rut claiming, "My sales reps won't be able to sell that product." That's where having an open mind can make a huge difference.

"Go to each booth with an open mind and observe all the demonstrations they have to offer," says Schultz. "During each demonstration, the question running through your mind should be 'how can I better my customers with this tool?' 'What active role can my sales representatives take in developing this product in our market?' "

Not every product you see will be a home run, but if you can imagine the potential for each one, you will surely find a few that will meet the needs of your customers.

The final goal is achieved after the show is over, displays are packed up and all the exhibitors and attendees have gone home.

Following up: going beyond the show floor

Although ISSA's theme this year is "Bright Ideas," Schultz has a hunch that a majority of them won't happen Oct. 6-9, but rather after the show is over.

"I don't think there will be many eureka moments right on the show floor, but a number of influences will start to come together and inspire a thought," says Schultz. "Innovation doesn't end after the show is over; that's really where it starts."

To help the inspiration along, upon returning from the show, analyze your notes, product and company brochures and any educational or association information you picked up.

Also organize the business cards you accumulated throughout the show and begin making follow-up calls to the key players who could have a big impact on your business and profits over the next year.

Above all, Schultz says to maintain your new vigor for the industry.

"Feed off of the excitement you get from the show and take that home with you," says Schultz. "Reconnect with the people you met and continue building on what you learned."

The ISSA show gives distributors a rare opportunity to meet vendors face-to-face and get inspired by new innovations from others in the industry. Through preparation, meeting goals and following up, you'll be able to make the most of every opportunity you're presented with at the show.