Spring Training 2012Trade Show Tips & Trends

Exhibit Surveys Inc* 2011 data based on survey of U.S. Trade Shows

2011 9000 Business-to-Business

shows in U.S. 1.5million exhibiting

companies 60 million attendees

Attendees who anticipate buying within 12 months of show?

47%

How many first-timers attending show?

36%

Influence on buying plans?

35% said "more favorable"

"Net Buying Influence" *make or recommend

final purchasing decision

81%

Hours Spent Visiting Exhibits?

8.3 hours / 2.4 days

• Prospects PAY for the opportunity to meet face-to-face with you

• Catch up on industry news and education

• Show-and-tell complex technologies and sophisticated products

• Competition

• Leads!

• What else?

Benefits?

"Microsoft was made by

shows like CES..."

• Exhibit Design / Materials / Technology

• Flooring

• Lighting

• Interactive Media

• Social Media

• Lead Generation technologies

• Exhibit Rentals

• International Exhibit Opportunities

Large format FabricIt's EVERWHERE!

What's so great about fabric?

• Vibrant and seamless printing

• Cost effective to print, package, and ship to trade shows.

• Easy to assemble, saves on labor

• Durable, washable

• Organic shapes allows for creativity

Cool, Clean, Organic, Targeted

Trade Show Tip Buy a wastebasket!

• cost to purchase at Home Depot - $9.00

• Typical cost to rent from General Contractor (Freeman). $25-$35 per show

Trade Show Tip Don't ship small packages direct to

show site• Ship 20 lb box FedEx Overnight @ $100

• Freeman charges $53 "special handling" fee for package less than 30 lbs.

• Material handling charge @ $114 minimum charge per piece for special handling

• $100 + $53 + $114 = $267

• ship to hotel saves $167 (just 1 package!)

• Anything shipped via UPS, FedEx, Airborne Express, DHL is considered special handling

Trade Show Tip

• put multiple packages on skid to avoid special handling when shipping direct-to-show

Trade Show Tip

• Make deadline for ADVANCE PRICE on show orders

• Electric, carpet rental, lead generation, cleaning, floral, etc....

• 15% to 20%

Trade Show Tip• Ship to advance

warehouse • Cost is higher, but.....

• Saves on detention time

• Saves on over-time off-loading

• Easier to track

• everything in booth space when you get there

Trade Show Tip•Turn in bill of lading

at freight desk with carrier name

• Freight carrier cannot miss check- in!

• Designated show carrier is not your friend!

• Forced Freight?

Trade Show Tip• Put time in schedule to

follow up on leads.....

• Follow up on leads

• Value of lead is reduced after 1 week....

• Personal contacts are memorable and impressive

LOOK, IN THE AIR...

Look Down!

Trade Show Tip• Pre-show marketing

can extend the "life" of event

• Better chance of attendees finding you at show

• E-mail, snail mail, twitter, Facebook, phone, website, etc...

• Tell them where, when, why?

Interactive Media

www.youtube.com/watch?v=Z1cg6HMXx68&feature=fvsr?v=Z1cg6HMXx68&feature=fvsr

Samsung Transparent screen technology

www.youtube.com/watch?v=i5922LZ4u7s

Microsoft Surface Touch technology

Social MediaWhat do I do with it?

Take live video -Q & A -how to

-customer testimonials

Display live twitter feed using trade show hash

tags (i.e. #CES)

Or company hash tags (i.e. #XYZ Company)

Run polls and contests on

Facebook with prize for participation

Build trade show page on website to help with Pre-show

marketing

Tweet-ups for eats and drinks are great networking events

Take pictures -post to web -tweet 'em

-Facebook 'em

-pictures of city, venue, trade show floor

Lead Generation technology

iLeads

NewLeadsWww.newleads.com

WorldCard Mobile

Wizard Event Technologies

RFID Future Technology

RFID technologyWizard Event Tehnologies

Recommendation• Test it

• Simple for staff?

• How will you sync to your CRM?

• Attendee friendly?

• Solution is different for each exhibitor

Rental• LCD screens

• Furniture

• drape and rod

• Workstations / Counters

• Literature racks

• Exhibits! Exhibits! Exhibits!

Rental

TREND International Exhibiting

S.T.E.P.

Questionnaire Door Prize!

Thank YOU!!!!!!!