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12/19/2012
1
How To Get The Most Of Your
EXPO ExperienceLaura Forbes, MAS
Mark Jenkins, MAS
Who are the presenters?
Laura Forbes, MAS
b k iZebra Marketing
Mark Jenkins, MAS
Pioneer Balloon Company
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What we will cover today…• The physical challenges of EXPO
• Develop a plan to work this trade show efficiently and effectivelyy y
•Show etiquette…BEST Practices!
• What you can expect from a supplier when you visit their booth
What we will cover today…• What you can really accomplish at the show
• What to do at the END of the show
• What to do when you get back from the show ‐‐‐how to use what you got at the show!
Who are you?y
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Average Time Distributors Have Been In Business
10% Less than 2 years33% 2 to 10 years28% 10 to 20 years29% 20+ years
Average Time Distributors Have Been In Business
43% Less than 10 years43% Less than 10 years57% More than 10 years
The SIZE of EXPO
• 2 Levels of the Mandalay Bayy y• Over 3300 Booths• Over 1,000,000 square feet utilized• Ranked in the top 50 trade shows nationally
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The Physical Challenge that IS EXPO!
• Drink LOTS of water‐‐‐other beverages do not provide the same hydration• Take your vitamins‐‐‐eat healthy‐‐‐start with a good breakfast• Get a good night’s sleep• Dress for comfort‐‐‐wear comfortable shoes that have already been broken in….
Don’t sacrifice professionalism f ffor comfort.
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You want to be taken seriouslybe taken seriously.
The Physical Challenge that IS Expo!...
• Plan to use an ergonomic or wheeled bag• Take advantage of package valet 14 locations• Take advantage of package valet‐‐‐14 locations throughout the show floor• DO NOT FOLLOW THE CROWD!‐‐‐ start in the MIDDLE of the show floor• Start as early as possible in the morning
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Exhibit HoursWednesday 10:00 to 5:30
Thursday 10:00 to 5:30
Friday 10:00 to 3:00
The Physical Challenge that IS EXPO!...
• Take advantage of lighter show traffic at the end of the day and on Fridayof the day and on Friday
• Plan educational or booth presentations to give your body a break during the day
Develop a plan to work this trade show efficiently and effectively• Check your badge‐‐‐is your contact info correct??• Keep badge clearly visible/accessible• Carry business cards to the trade show and all events• Have your shipping number ready for sample/materials ordered
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Develop a plan to work this trade show efficiently and effectively
• Look at the floor plan in advance and pdevise your PLAN OF ATTACK
• Make a list of suppliers you want to see
PlanIT Tool• Expo PlanIt‐‐‐ is available to all registered attendees Attendees will login with theirattendees. Attendees will login with their UPIC login and password
• Search using keywords for products or exhibitors
PlanIT Tool
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PlanIT Tool• Plan your show from who to see and when using the calendar feature
• Send pictures of any product from the Product Pavilions from their phone or computer during the show
PlanIT Tool• Make notes on any product or company th t b h d l tthat can be searched on later
i.e. “Client Mary Beth” could be noted on multiple items
for later search
Develop a plan to work this trade show efficiently and effectively
• When possible, make appointments with selected suppliers
• Keep a notebook, mini‐recorder, digital camera, or mini‐video recorder handy
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Develop a plan to work this trade show efficiently and effectively
• You cannot physically stop and visit every booth
Pick and chooseDivide and conquer
Mandalay Bay Breakdown1st Floor
R i iRegistrationSupplier Booths
Decorating Equipment
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Mandalay Bay Breakdown1st Floor
R i iRegistrationSupplier Booths
Decorating EquipmentPPAI Booths
Mandalay Bay Breakdown2nd Floor
S li B hSupplier Booths
•Brand name consumer merchandise•Incentive Suppliers & Specialists
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Mandalay Bay Breakdown2nd Floor
Supplier BoothsSupplier Booths
Business ServicesProduct Pavilions
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What do YOU want to accomplish at
EXPO?EXPO?
Other questions to ask yourself as you develop your plan…• Do I have 1 to 3 preferred suppliers for
feach of my best selling categories?• Do I have clients that are looking for specific products, programs, or events?• Do I need to learn more about a specific type of product or decorating method?
Show etiquetteBEST practices
CELL PHONES t th !• CELL PHONES…put them away!• Step aside and outside of a booth to take
(or make) a call
• Don’t interrupt …EVERYONE is in a hurry
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Show etiquetteBEST practices
• Breath mints• Breath mints • Hand sanitizer
• Don’t leave bags or other personal items in the booth or aisle
What you can expect from a supplier when you visit their booth
What motivates a supplier at EXPO?
What a supplier wants to accomplish at EXPO
• Meet you• Show you new products y p• Raise awareness of their uniqueness• Distribute catalogs• Touch base with existing customers
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What a supplier wants to accomplish at EXPO
• Feedback on product lines• Promote samples and kits• Promote samples and kits• Check out their competition• Launch a new “brand”, line
What you can really accomplish at the show
• Learn about new product lines
Learn about new product lines
• What are your best sellers?What are your best sellers?
• Which market(s) do you see those placed most often and successfully?
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What you can really accomplish at the show
• Learn about new product lines• Build relationships
Build relationships• Make an impression
• Finally meet the people you’ve already• Finally meet the people you ve already contacted
• Ask for individual contact information
What you can really accomplish at the show
b d l• Learn about new product lines• Build relationships• Order literature and samples
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Order literature and samples• SCAN mode..order right quantities
• Be aware of catalog and sample fees
• You can ALWAYS order collateral materials after EXPO…online!
What you can really accomplish at the show
• Learn about new product lines• Build relationships• Order literature and samples• Develop a better understanding of PPAI and the benefits of your membership
Develop a better understanding of PPAI
• Visit the PPAI Booth and see what is offered
• Study the EXPO Schedule and fit in extra events and sessions
• Go to the Opening Session to get a feel for how the association and its volunteers work
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PPAI• Information
– Education– Trade Show– Publications
• Outreach/Industry Awareness• Outreach/Industry Awareness• Government Relations• Business Partners
– FedEx– SAGE
What you can really accomplish at the show
• Learn about new product lines• Build relationships• Build relationships• Order literature and samples• Develop a better understanding of PPAI and the benefits of your membership• Get educated on the basics or specific topics of interest
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Get educated on the basics or specific topics of interest• Review the Show Directory and select a few
classes of interest
• TAS/CAS/MAS/MAS+ Designations
• Visit the Education Desk‐‐‐Level 2 Lobby
What you can really accomplish at the show
• Learn about new product lines• Build relationshipsBuild relationships• Order literature and samples• Develop a better understanding of PPAI and the benefits of your membership• Get educated on the basics or specific topics of interest• Find solutions for specific clients and projects
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Find solutions for specific clients and projects
Share your clients’ story with suppliers
Event date?Budget?Target audience?
Find solutions for specific clients and projects
Ask for product suggestionsQuote?Order random samples?Virtual Sample follow‐up?Shoot a photo or video?
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What to do at the end of the show day‐‐‐EACH DAY…
• Review how much of your plan you’ve accomplished• Re‐group if necessary for next day
• If you are with a group, get together and share BEST idea of the day
What to do when you get back home from the show
How to use what you found at the show!
When you return home…
• Review and make up for any key suppliers you missedpp y
E‐mail catalog requests Check online for NEW products
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When you return home…
• Review your show notebook
E‐mail artwork and sample/catalog requests that required follow‐up
When you return home…• If you attended with a group, get together and discuss BEST OF SHOW
• SHARE with others in your organization
• FILE new literature and purge old
When you return home…• E‐mail your clients ideas from EXPO
• E‐mail your supplier reps and ask for y pp pmeetings/presentations on products and lines that impressed you the most
• Review your educational materials and make a plan on implementing and/or sharing your knowledge
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When you return home…
• Make a list of PPAI Services and make a plan on implementing to ensure you recover your EXPO costs ASAP
• Do a post‐mortem‐‐‐what to do at next EXPO!
HAVE A GREATGREATEXPO!
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