Blogs

Oct 07, 2016

As someone who grew up in the 60s and 70s, I consumed a lot of sugar. I mean A LOT. Kool-Aid, popsicles, Shasta pop, ice cream, breakfast cereal, and every Hostess snack from Twinkies to Ding Dongs (perhaps the best product name ever!). Sugar and salt (S&S) balanced an endless dinner-time diet of casseroles and salads with mayonnaise. It was a great childhood.

The sugar feeding frenzy wouldn’t have been complete without packaged cookies. My mother called the shots when it came to cookies, which meant she bought store or off-brand cookies most of the time. But occasionally, she… more

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Oct 07, 2016

From seasoned event organizers to novice marketers, everyone measures event ROI differently. Organizers and meeting planners are often looking to better understand the big picture and are searching for ways to prove ROI while improving their programs.

But each organization has unique goals and objectives. And an event measurement strategy should be as unique as the event itself.

There are, however, certain universal aspects that should be part of every trade show or event measurement plan to ensure a healthy, vibrant, successful program year after year. Instead of looking at… more

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Oct 01, 2016

For years, trade show giveaways have been used to foster goodwill and generate leads with potential clients and prospects. However, since giveaways have become commonplace at shows, do they still have the same impact they once did? How can a reboot to your giveaway strategy impact your show presence and fully capitalize on the benefits of exhibiting?

Here are a few things to consider when refreshing your trade show giveaway strategy:

Tell Your Brand Story. A giveaway without a connection to your brand will just get lost in the shuffle. Even the coolest… more

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Oct 01, 2016

“Price is what you pay. Value is what you get.” - Warren Buffett

What is the price of exhibit space for your show? Pricing is both an art and a science, and in the process one has to take into consideration a variety of factors. First and foremost in developing a pricing strategy is to scope out the competition. Then one has to take into consideration all the factors that go into both the budget for the show and also the budgets of the respective exhibitors.

In the past, I have always been weary of dramatic price increases and have… more

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Sep 24, 2016

A few years ago, a veteran sales consultant, who has walked hundreds of trade shows over the years, shared this top 10 list of do’s and don’ts for sales representatives on the trade show floor.  

1.     Fishbowls that overflow are just a slow “no” waiting to happen.

2.     You’ll never make a significant sale selling to “Seemore, the info gatherer.”

3.     If your prospect can’t convince you that they have a problem and are committed to fixing it, don’t waste your time at the show or after.

4.… more

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Sep 24, 2016

Whether or not your brand has established eco goals or objectives, there’s a lot of value for the planet, for your brand and for your prospects and customers in going green at trade shows. Here are 5 tips and eco-friendly ideas to use at your next trade show.

1. Stand Out with a Full-Color Custom Reusable Bag. Design “THE” bag everyone wants to grab at the show. I have seen this done many times before. If you work with the right people and make use of the many ways that you can use a custom reusable bag for marketing, your brand can offer an eco-friendly “gift” that will… more

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Sep 16, 2016
Healthy growth

The U.S. remains the world’s biggest exhibition market, valued at $12.8bn in 2015.

In a year when many of the exhibitions markets experienced a slowdown or decline due to macroeconomic difficulties (e.g. Brazil, Russia, Turkey) or security issues (France), the US outperformed the global exhibitions market and registered a healthy 3.5% year-on-year growth in 2014/15, driven by both price and space sold:

-          US booth space prices have increased on par with other mature markets driven by… more

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Sep 16, 2016

Hotels and airlines know their repeat customers and recognize them for their loyalty. I’m a million-mile flier and my card says it. Customers like recognition for their commitment to a brand and it makes them feel valued. Do you know your repeat customers, your alumni attendees, and do you demonstrate the fact that you value their loyalty?

Why are your alumni attendees so important to your event? Your alumni are far more than just repeat customers and event attendees. They are your brand ambassadors, biggest supporters, and in many cases their word-of-mouth promotion of your event… more

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Sep 10, 2016

We live in a world of instant gratification, where consumers want targeted information, and they want it fast.

This trend permeates almost every aspect of our lives. Consider our social media accounts – Facebook displays ads in users’ news feeds based on their recent Google searches, and recommendations on who to follow constantly pop up on Twitter.

We consume personalized content on a daily basis (even if we don’t realize it), so it comes as no surprise that the trend is also coming into play at live events. People increasingly expect the events they attend to include… more

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Sep 10, 2016

The hot topic these days is utilizing storytelling for connecting with our audience and prospects. Most of us in the events industry have heard a lot about storytelling, but may not understand the how or the why specifically for sales. Many times, in sales, we tend to take the traditional route of showcasing the features and benefits of a package. That is not always helpful in getting a prospective client to form a strong connection with what we are offering. Let’s take the leap, break the mold and incorporate storytelling in our narrative to sell a bit differently. Here’s why.

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