New Technology Super-Charges Markets
Wallace Hardware Debuts Virtual Market in Conjunction with November Show

Denver, Colorado (October 31, 2006) – In an effort to increase sales and profitability, many hardlines distributors are incorporating virtual trade shows as a component of the traditional dealer markets.

The Morristown, Tenn-based Wallace Hardware Co., Inc., a distributor member of the Denver-based PRO Group, Inc., is planning a virtual trade show component prior to the company's fall dealer market November 28-30, 2006 in Gatlinburg, Tenn.

According to Malcolm Lotzof, CEO for the Bannockburn, Ill-based InXpo, a producer of online trade show technology, Wallace Hardware was looking to make the pre-show order entry process more efficient. The virtual market through InXpo extends the promotional selling opportunity to the Wallace Hardware customer base.

"Wallace can also gain deeper account penetration by combining coupon, pool, and open stock items in one order," Lotzof said. Wallace Hardware normally prints more than 10 books per salesperson to distribute to 600 customers in preparation for their dealer market. The books are cumbersome and a huge print endeavor. "While they carry all of the 'coupon' and 'pool' items, they don't offer all of the open stock that Wallace has available with special line discounts and favorable dating during their dealer market promotional period."

"Wallace has contracted with InXpo to create a pre-order online selling event that will run the two weeks prior to their November dealer market. Retailers can place orders from the comfort of their home, store, or anywhere they can access an internet connection. The InXpo system even works over a dial up connection," Lotzof said.

Richard Snowden, senior vice president of Wallace Hardware, said, "The personal involvement and human interaction of a physical show is an important part of the Wallace culture. InXpo allows the use of updated technology to assist dealers at the time of ordering to review historical purchases for the corresponding time period."

"While retailers will be able to finalize orders online, those who travel to Gatlinburg to attend the Wallace show will receive special coupons, prizes and other incentives," Snowden said. Wallace Hardware and other distributors provided feedback on the InXpo system.

Brendan Sullivan, managing director of PRO Group, Inc., said that several PRO Group distributors are evaluating InXpo's services to enable pre-ordering before their physical shows, adapt road shows and conduct online dealer markets. Options available include chat sessions between retailers and vendors through virtual booths to enable cross-selling.

"InXpo is offering our distributors a tool to increase efficiency and market to retailers," Sullivan said. "The use of an Online Trade Show can reduce printing costs, expand participation and sales, and reduce the distributor's overall operating costs associated with the traditional road show. They potentially earn more business from existing customers and attract new customers to their company. It's a win for distributors, vendors, and dealers alike because there is now no barrier to attend a Market." He added, "InXpo has been extremely responsive to the needs of the PRO Group member distributors and retailers in creating a user friendly, extremely professional, and easy method of increasing sales and profitability in an online high-tech format."

InXpo does business in many distribution channels, including the convenience store field, food service and hardlines. Lotzof said that one reason InXpo's services have been so well received in the home improvement channel is due to reports distributors and vendors can receive on all orders placed, in real time during the virtual show, as well as in total prior to the physical Market. "This knowledge empowers the distributors and vendors with important information on the customers' buying habits and with opportunities to up sell during the physical trade show," he said.

PRO Group, Inc. is a multi-divisional, international merchandising and marketing organization with corporate headquarters in Denver, Colorado. Its operating units include PRO Hardware, GardenMaster, FARM♦MART and GOLDEN-LINK. The Company's purchasing power exceeds $3 billion through its 40 Member Distributors. www.pro-group.com

InXpo is the leader in producing and managing online shows, including trade shows, selling events, educational seminars, networking conferences and conventions. InXpo is headquartered in Bannockburn, Ill., and has been producing online trade shows for more than five years. InXpo's online shows improve the way organizations use events to do business by making it more affordable and convenient to participate. InXpo's online show solution includes all the technology and services that are required to deliver a successful online show. To learn more about InXpo, please visit www.inxpo.com

Media Contacts:
Brendan Sullivan, PRO Group, Inc.
303-792-3000
brendan.sullivan@pro-group.com
 
Ruth Furman, Publicist
702-255-8288
ruth@ruthfurman.com