Partnership has to be one of the most over-used words in business today...and nowhere more so than in the business of buying and selling between suppliers and retailers. Lots of companies on both sides of that equation talk a good game but often that’s all it is...just talk.
The same holds true when it comes to partnerships between the folks who run market centers and trade shows and those who exhibit and attend these events. Often times, the landlord-tenant/visitor relationship is more about profits than people.
As a family-owned business that has been doing this for more than half a century, the Dallas Market Center sees things a little differently. Sure, we are a business that needs to make a profit and return on the investment made by our owners. That’s just the way things work.
But we believe we have a different way to look at how to make that profit. And it comes back to that word again: partnership. Perhaps more than at any time since I’ve been working at DMC – if you see me I’ll tell you how long but you have to promise not to do the math on how old I am – the ability of a company to work with others in the field for the mutual benefit of each has become critical for success.
It's why DMC partners up with a whole lot of associations and industry groups to work together to create more compelling industry events and shows. The list is long, but during my tenure it includes the American Lighting Association (ALA), the American Equestrian Trade Association (AETA), the American Flower Importers Association (AFIA) the Juvenile Products Manufacturers Association (JPMA), the Western & English Sales Association (WESA), Boutique Hub, the Gift & Home Trade Association (GHTA), Fashion Group International (FGI) and the Accessory Resources Team (ART).
That’s a lot of abbreviations – and there are more, too – but you get the point. We believe working with these organizations produces a better environment for buyers and sellers to work together to be more successful. That’s a fundamental distinction between how we look at the business versus how some others might. And it’s why over the past few years we’ve had some of the best-attended shows with our fullest occupancy rates in our entire 66-year history.
One of the most successful partnerships with our buyers and exhibitors was how we approached the pandemic. We listened to our customers and their appeals to not cancel markets. We partnered with those that wanted to have markets and we produced markets safely and allowed retailers and brands to participate if they wished, or pass. Our goal was to take into consideration the individual needs of our retailers and brands during these difficult times and be a good partner.
Our partnership culture heightens our sensitivities and concern for our customers –our value proposition, support, and commitment to these customers, both buyer and seller, is based upon knowing what their needs are. And if you are not their partner, you will not understand their needs.
I like to think it’s one more way we can be good partners.
Cindy Morris,
CEO, Dallas Market Center
