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Showing posts with label Stall. Show all posts
Showing posts with label Stall. Show all posts

11/17/17

Why Didn’t That Attendee Stop 
In My Trade Show Booth?


1.Your booth looked too boring

trade show displays anvidisegno new york attendee problems


2. Your benefit was not clear

trade show displays anvidisegno new york attendee problems


3. He doesn’t know you can solve his problems.

trade show displays anvidisegno new york attendee problems


4. Your booth staffers didn’t appeal to him

trade show displays anvidisegno new york attendee problems


5. Your booth staff didn’t attempt to engage him.

trade show displays anvidisegno new york attendee problems


6. Your booth space lacks activity.

trade show displays anvidisegno new york attendee problems


7. He wasn’t invited

trade show displays anvidisegno new york attendee problems


8. He already has an appointment.

trade show displays anvidisegno new york attendee problems

You’ve got a tremendous investment, not only in money, but also time and hopefully training in marketing your business at trade shows. Don’t get in the way of your own success!

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Let us create your next custom trade show exhibit with the message that will integrate your purpose and goals to achieve results for the next season in your marketing program.



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6/5/14

Getting Your Booth Experience Just Right

Getting Your Booth Experience Just Right 
 
I attended a show recently in Las Vegas, and I was amazed with the exhibits on the show floor.  Some, however, were just a little off.  Take heed of these common trip-ups around your next booth experience.

A design that is too feminine or masculine.  This is a delicate balancing act.  You want a booth design that appeals to both, so you want to work with elements that add both into the mix.  Think about the colors you choose and the types of materials that are in the booth, including furniture choices.  And having both feminine and masculine elements in your design will give a great balance and uniqueness to your booth.
 
A demo that is too easy or too complicated.  This too is about balance, but more of a balance of time.  The use of your demo is to engage and excite your attendee.  If your demo is too easy, they could easily skip the demo or be done and out of the booth before you know it.  A demo that is too complicated, on the other hand, can cause confusion or even frustration and leave the attendee with a bad experience from your booth.  Have just enough elements in your demo so that there is a bit of thinking required and some good engagement for your attendee.

Staff that are too laid back or too eager.  I saw both of these scenarios at the show.  On one side, you may have staff who are sitting, looking at their cell phones and looking completely bored.  On the other side, you may have staff who are almost on top of attendees as they pass by the booth, trying to get them in.  You need to have staff be aware and alert, looking for opportunities for engagement, but without overpowering the attendee.  This is about being aware of the attendee and the body language, versus either waiting for the attendee to ask for assistance or trying to get everyone in the booth.  This is also where strong sales skills come into play, and why staff choices are so critical for the success of the booth.

About Autor:
Lisa Apolinski is a writer, blogger, and digital strategist, having founded her own
consulting company

6/2/14

3 Rules to Set for Trade Show Booth Staffers

Great article about staff in an exhibition, by Lew Hoff

»Unlike most other forms of marketing, exhibiting at a trade show gives businesses the invaluable opportunity to have face-to-face interactions with prospects. Exhibitors need to develop their
event plan with this unique advantage in mind.


If booth staffers are highly skilled and well-trained, they could be able to develop key business relationships and build strong lead capture lists. To maximize the chances of those outcomes, exhibitors should establish these three ground rules for their trade show staff members:

1) Don’t let staff member’s text

Mobile devices can be excellent trade show tools. Exhibitors that use mobile trade show apps make their lead generation processes much simpler and better organized. However, staff managers should make sure that booth staffers are using their phones for trade show purposes, not personal ones. As EventSpeak recently pointed out, booth staffers who are glued to their smartphones or tablets during the conference often come off as disinterested and rude. If attendees see staff member’s texting, they may decide to pass on that exhibit and move on to one with more engaging booth staffers.

2) Stay energetic at all times

Staff members should strive to remain highly enthusiastic throughout the event. By the end of the trade show, booth staffers may be exhausted from hours of standing around on the floor. This is when staff managers should encourage them to stay energetic.

One helpful way to keep booth staffers lively is to have them engaged in games or activities with attendees. Not only will this make things more exciting for booth staffers, it will give attendees a more memorable experience.

3) Stick to a plan

Exhibitors should have an event checklist planned for every trade show that outlines specific objectives for booth staffers. Whether exhibitors want sales orders, qualified leads or increased product awareness, they should be sure that staff members stick to a focused strategy and meet their benchmarks.«

For more useful exhibitor info, download, the 7 Deadly Sins of Tradeshow Exhibiting (And How to Avoid Them).

About Autor: Lew Hoff 
President at Bartizan, Lew has spent the last 40-plus years focusing on bringing buyers and sellers together, face-to-face.

4/10/14

CEIR Report Indicates Attendees Spend Nearly $45 Billion, Exhibitors Close to $25 Billion at Events

Attendees spend an estimated $44.8 billion and exhibitors spend an estimated $24.5 billion at events, according research compiled by the Center for Exhibition Industry Research.

This research documents the substantial contribution business-to-business exhibitions make to the U.S. economy through attendee and exhibitor direct spending.

For the first time, CEIR commissioned PricewaterhouseCoopers to quantify attendee and exhibitor direct spend estimates based on data compiled as a part of an interim update of The Economic Significance of Meetings to the U.S. Economy Study. This data, along with other CEIR data, were used to compute the estimates published in these two documents.
The reports, Attendee Direct Spending Estimate and Exhibitor Direct Spending Estimate, analyzed the potential, direct spend of attendees and exhibitors at exhibitions, as well as revealed direct spending at exhibitions of any size positively impacts the economy.

The findings are based on the more than 11,000 exhibitions that CEIR tracks from 3,000 net square feet and have at least 10 exhibiting companies to the largest exhibitions in the U.S.
“These direct spend estimates clearly communicate the power of business-to-business exhibition industry in making a substantial contribution to the U.S. economy,” said CEIR CEO Brian Casey.
 
He added, “Direct spending fuels business for exhibition organizers and suppliers as well as the travel and tourism industries. All this commerce helps local, regional and U.S. economies, which translates into job retention and job creation.”
Click on the following links to access each corresponding report: SM40.14 Attendee Direct Spending Estimate and SM41.14 Exhibitor Direct Spending Estimate. IAEE members can access the CEIR library and reports at no cost.

4/8/14

11 Tips for International Exhibiting

Performing a show in another country on a project of great complexity, but that market is where are the best oportunities to grow your business.

So here are 11 tips, provided by Senior Account Executive Leslie Hopkins and Project Manager Julie Comfort of Skyline Houston, and Director of Development Philip Foust of Skyline Exhibits and Events, who have traveled around the world with their clients:

1.    When exhibiting abroad, you need more of everything: more time, more money, and more planning.
2.    It may sound obvious, but take the time to research before you go – about the country, the city, the people, and the show regulations.
3.    Learn about cultural differences, which transfer to how local attendees do trade shows differently.  What is considered polite and “politically correct” changes from country to country.
4.    Different cultures need different common phrases, even when you are communicating in English.  When emailing outside of the United States, it’s better to write “can you please?” instead of “will you please …”


5.    You have to remain flexible, even more so than domestically.
6.    Have cash in pocket!!  You find out that in some places you can’t use credit cards, but have to pay in cash, such as in Rome, where you pay cash to get electric.  Have cash for emergencies.
7.    You must let go of your usual expectations.  For example, there are no plug-in extension cords in Brazil– instead they wrap raw wire with tape!
8.    The exhibition venues can be so different – such as halls in the Middle East not having enough air conditioning.
9.    Getting a trade show exhibit through customs can be daunting.  Better to rent locally if you have a trusted source in country.
10.    Contact your cell phone carrier in advance and ask if you can use your phone overseas, and ask for one month international services.  But ask how much the calls, data, and texts will cost so there are no surprises.
11.    If your products or equipment are heavy and you need to ship them to the show, plan far ahead so you can ship earlier and cheaper by boat.  And yes, international shipping is harder.

The world is very large and there are many opportunities on the planet, so do not hesitate, take the risk there are big markets waiting for you.

4/3/14

Attract Traffic To Your Booth - Trade Show Exhibit

How do you can attract more traffic to your booth at your next event?, Here we give you some tips to help you achieve the attention of your target.

It goes without saying that the placement of your booth along with high impact large format digital graphics, quality trade show displays and knowledgeable staff are key to successfully attracting prospects. 

  Here some ideas:
  • Ice cold beverages
  • Great chotchkies; pencils, magnets, stress balls
  • Professional models, Presenters and Celebrites
  • Whack-a-mole game
  • Drawing for fabulous prizes (must be present to win)
  • Bowling alley (kid you not!)
  • Free Wi-Fi with computers
  • Video on a loop
  • Alcohol (seems like there might be a down side to this)
  • Chocolate fountain
  • Magician doing tricks
  • Chair massage
  • Remote-controlled robot offering candy
  • Live animals (love this one - as opposed to...)
  • Comfortable seating so people can "take a load off"
  • Automatic winning "lottery" tickets so people win something on the spot (perhaps one of the live animals?)
  • An activity - one company that sold essential oils allowed you to mix your own body scrub
  • Having a double layer of carpet (check out our trade show flooring options) is cushy to the feet and people just might stay longer
  • Something interactive: Touch screen Interactive Table, sign up, drop in business card, fill out survey, throw a ring on a bottle

2/12/14

Las Vegas Business Travelers Attendance Reaches 5-year High

The recessionary times are firmly in the rearview mirror in Las Vegas, with the most business travelers in the past five years having attended meetings and conventions in the city.

According to the 2013 year-end Las Vegas Convention & Visitors Authority’s Executive Summary, Las Vegas welcomed nearly 40 million visitors in 2013 and reached a five-year high in two key indicators for the meetings and convention industry:


• The meetings and convention industry reached a five-year high, with 5.1 million delegates attending a convention, trade show or meeting in 2013, reflecting a 3.3 percent increase, compared with last year's total of 4.9 million and the highest convention attendance since 2008.

• Las Vegas hosted 22,027 meetings, trade shows or conventions in 2013, up 1.9 percent from the 2012 total of 21,615. The 2013 total also is the highest number of meetings and conventions held in Las Vegas since 2008.

"We are encouraged to see positive signs of continued growth for Nevada's leading economic engine, particularly in the meetings and convention industry," said Rossi Ralenkotter, president and CEO of the LVCVA.

He added, "We will continue building on our momentum in the coming year, and we expect to welcome more visitors to Las Vegas than ever before when several much anticipated resorts and attractions debut in 2014."

Overall visitor volume last year also saw some positive numbers, with 39.67 million annual visitors, the second highest visitation total ever.

1/29/14

North American International Auto Show Charity Preview Draws 13,791 Attendees, Raises $4.8 Million

Glittering gowns, tuxes galore, flutes of champagne and massive exhibits filled with the latest cars were just a few of the many highlights at this year’s North American International Auto Show’s Charity Preview Jan. 17 at Detroit’s Cobo Center.

The event not only drew 13,791 attendees to a showfloor packed with the newest models from U.S. and overseas automobile manufacturers, but also $4.8 million was raised for nine area children’s charities.


  The 2014 Charity Preview results represent nearly a $1 million increase in funds raised, compared with 2013, and the highest amount raised since 2008.

"The evening was absolutely electric," said Bob Shuman, chairman, NAIAS 2014. "It was a sea of sequence and black, and the accessories were the smiles of 13,000-plus people celebrating our industry by giving back to the kids in our community."

Charities benefitting from the event include Boys and Girls Clubs of Southeastern Michigan, Boys and Girls Hope Detroit, The Children's Center, The Children's Hospital of Michigan Foundation, The Detroit Auto Dealers Association (DADA) Charitable Foundation Fund, a fund of the Community Foundation for Southeast Michigan, Detroit Institute of Children, Judson Center, March of Dimes Metro Detroit and Detroit PAL.

  Funds raised by the Charity Preview also are utilized for the DADA Charitable Foundation Fund.

Each year, charitable organizations from throughout the region submit proposals for grants from the DADA Charitable Fund to support worthy programs to improve and enhance the lives of children and youth, according to NAIAS officials.

Approximately 10 grants, typically ranging from $10,000 to $50,000, are awarded from the fund annually.

Since 1976, the NAIAS Charity Preview has raised more than $95 million for Southeast Michigan Children's Charities, more than $54 million of which was raised in the last 10 years alone.

Besides showing off the cars, the event also marked its 25th anniversary celebration with a concert featuring singer/songwriter Sheryl Crow and the new Grand Ballroom at Cobo was transformed into a nightclub with live bands, food and cocktails.

The charity preview marked the end of press and industry week at the show and doors opened the following morning to the 1 million attendees expected to check out the cars in the next two weeks.

1/24/14

Security and safety beyond the show floor

Security at a tradeshow or exhibition isn’t just required on the show floor. Loading docks and hallways also need watchful eyes as exhibitors and attendees pass through a convention center’s halls.
Headed by Lawrence Montoya, facility security at the Sands Expo and Convention Center (Sands Expo) in Las Vegas formed unique partnerships with show security, casino security and local law enforcement agencies.
Separate from Sands Expo’s security, show organizers hire outside security companies to manage the show floor itself. According to Montoya, working closely with other security teams who are regularly hired has helped to establish good relationships between them.

At 2.25 million square feet of exhibition and meeting space, the fifth largest convention center in the U.S. is also connected to two of the most well-known casinos on the Las Vegas Strip. Facility security must work in tandem not only with show security, but also with the heads of security at the Venetian and Palazzo resorts to handle crowds between properties.
Accessible directly from the resorts, casino and hotel guests, and exhibitors and attendees may cross paths in the convention center hallways. Working together, both facility and show security grant entry only to those with proper badges and/or wristbands.
Although rare, one major concern is the lending or selling of attendee badges and wristbands to unauthorized users. Under a Nevada statute, such unlawful admissions to exhibitions can lead to a felony charge or even arrest. Offenders are deemed as trespassing and could be arrested if they return to any Sands property under NRS 207.200.
In cases of emergency, guests may need to be evacuated from one property to another. For efficiency, Sands Expo, Venetian and Palazzo security would unify efforts to facilitate crowd control between properties.
When working with show security, show management is obligated to provide a plan of security to Montoya to ensure both teams work in partnership for the overall safety of exhibitors and attendees. Emergency procedures, including layout, equipment and contacts, are shared and discussed prior to opening day. Before opening the doors, Sands Expo electricians check wires and electrical devices, and test rigging and lighting; convention services vacuum and smooth carpet; and facility security check for unsafe hazards.
Security hired by show management need to abide by Sands Expo’s rules and regulations. Current business and Nevada licenses must be up to date, and guards are to be stationed at any doors used for entry and exit before, during and after the show.
With the exception of a few tradeshows, firearms are strictly prohibited on the show floor. Show management must seek prior approval to have armed security officers. At the annual SHOT show, the largest tradeshow for professionals in the shooting sports, hunting and law enforcement industries, armed guards are a necessity.

 At shows where exhibitors bring their own security to guard valuable products and trade secrets, security team members are even more stringent with their own set of rules and procedures.

Gun-carrying Las Vegas Metropolitan police officers also work with the Sands Expo for traffic control at larger, busier tradeshows. Located less than one block from the Las Vegas Strip and without a front entrance, surrounding streets at the facility can become congested with exhibitors, attendees, hotel and casino guests, tourists and employees from both the convention center and its adjoining resorts.

Show management may be required to hire police officers if occupying at least two exhibit halls and expecting more than 5,000 exhibitors and attendees. Police officers, who must be ordered in pairs, work a minimum of four hours to ease the flow of traffic entering, leaving and passing the facility.

Among other security and safety concerns, accidents and other incidents on the show floor are handled among facility and show security officers. Both security teams file reports, and Sands Expo security handles logistics, such as informing on-site medical staff and arranging transportation to a medical facility if needed.

While licensed security officers monitor the ongoings of the show floor during show hours, Montoya and his facility staff overlook all aspects of the building during move-in, show floor hours and move-out. Maintaining security around the clock includes safeguarding fire exits, perimeter doors, loading docks and ramps, and the front entry way to the facility.

Load-in and load-out are managed by facility security and the decorating companies. Trucks are sent to the staging yard where security guides trucks one by one to ramps at the back of the exhibit halls.
The closing of a tradeshow is usually a cause for celebration, but for some, it spells trouble. Post-show parties, networking events and concerts can be another concern for facility security. According to Montoya, some partygoers occasionally need to be assisted away from the event or even back to their hotel if they become inebriated.

With show dates overlapping and multiple shows running simultaneously, facility security at the Sands Expo work tirelessly to keep tradeshows of all sizes safe and secure for exhibitors and attendees.

1/22/14

2014 International Home + Housewares Show Sells Out

Even though it’s still about two months away, the International Housewares Association’s 2014 International Home + Housewares Show, March 15-18 at Chicago’s McCormick Place, is completely sold out of exhibit space.

“This is the earliest the show has been sold out on exhibit space and is a sign of how important this world-class marketplace is to IHA member suppliers,” said Phil Brandl, IHA president and CEO.

He added, “We look forward to bringing the industry together at the premier housewares trade event.”

The show will host more than 2,100 exhibitors from around the world, including 400 new companies exhibiting for the first time.

Located between Discover Design and Tabletop in the Dine + Design Expos in the South Building will be Savor Home, where buyers will
find an entertaining destination centered around the celebrated Cooking heater.


Savor Home will be filled with design-inspired wine accessories, gourmet food products and home entertaining themes.

Other Show highlights include Discover Design, the destination for buyers seeking unique products from high-design, design-focused and innovative companies and the Hall of Global Innovation, featuring the Show’s special exhibits, including Pantone ColorWatch, Going Green, the 3rd annual IHA Innovation Awards, Global Innovation Awards (gia) and the IHA Student
Design Competition

There also will be the the Innovation Theater, with 20 presentations exploring the role of design, social media, consumer lifestyle trends and new platforms for product launches, as well as the standing-room only educational seminars led by IHA’s color expert Leatrice Eiseman and lifestyle guru Tom Mirabile.


1/15/14

What are the challenges for a successful exhibition stand in Europe?

Interview by Exhibit City News

Exhibiting in Europe is a completely different way of exhibiting than in the U.S. We spoke to Martin Buschkamp, project manager, Standex GmbH, from Wuppertal, Germany, whose firm was established in 1978 and now well-known in the exhibition industry.

ECN: What is the main difference, and what shell do Americans take care of, when they plan to exhibit in Germany, for example?
 Martin: One of the main points is that European exhibition stands are mostly custom-made and built on site by carpenters. Booths, which come out of a box like a “pop up” booth, are not usual; European clients like custom-made booths. They look like [they were built to last] forever. In Europe, there are no drayage costs as in the U.S.; you only have to pay for forklift trucks on an hourly basis, which is cheap comparing to U.S. drayage. This makes it easy to deliver custom-made booths to site and get them installed.

ECN: Can everyone install the booth on site?
Martin: That’s correct; you do not need to hire union crew members for installation and dismantling. This is all done by our own crew – no matter where we work – if it is Paris, Athens, Berlin, Madrid or Stockholm. We just need to make sure that our crew, who are all full time employees, are officially registered. This makes it way cheaper to get a booth installed and dismantled. Also [with] the electric connection and light fittings – all that will be done by our own crew.

ECN: Are there no health and safety regulations you need to observe?
Martin: There are a lot of health and safety regulations, which we all have to cover. Me and my colleagues spent many hours [preparing] health and safety documents covering all the different production steps on site. All these documents need to be approved by the show management – and that is what we take care of. We want to make sure our clients do have a nice and easy stay when they come over to Europe for a show!

ECN: Are these rules and regulations all the same in Europe?
Martin: No, even inside Germany these rules are changing. Europe is still many different countries with many different borders and rules. We need to cover all this during the planning of a setup in Milan, Italy, for example. Big differences are the main switch boards for the electric connections. Every country – we work with 400V and 230V – has different standard specifications for the fuse block. We do have different main switch boards for different countries available to make sure we fit the rules on site.

1/6/14

The Discovery Process – The Dos and Don’ts of Trade Show Booth Creation

The creation and selection of a new trade show booth is probably one of the hardest tasks faced by exhibitors. With so many booth options and considerations, not to mention staff opinions about the look and functionality, this is surely bound to result in meetings where you wonder why you did this to yourself in the first place.
Don’t despair just yet, here are some key dos and don’ts to keep in mind as you design your next trade show booth:


DO
  • Find an exhibit partner. Exhibiting companies have vast amounts of knowledge and experience at your disposal. Use them to help make sure you are avoiding common exhibiting mistakes.
  • List out SPECIFIC space requirements. Do you need closets or tables with storage? If so, how large should they be? Do they need internal shelving? Also, don’t be vague and say things like “technology.” Are you looking for stagnant monitors to play looping videos or interactive kiosks where attendees can interface with iPads while speaking to booth staffers? The ability to say exactly what you want or need in the booth can be very difficult, as the discovery process is overwhelming. Try to audit your last few events with your current booth and determine what things worked and didn’t work to determine your new booth requirements.
  • Make sure you are clear on how much of the booth should reconfigurable. Custom modular exhibits are a great way to use the same parts and components in different configurations to grow your booth from an inline to an island. Remember – It’s always best to configure your crating for whichever exhibiting solution you will use more. For example, if your inline 10 x 20 booth will get more of a work out than your 20 x 20 will, have your crating optimized for your 10 x 20.
  • Determine the “pain point” of your staffer. If you expect your booth staffers to set up the display, make sure everyone is aware of the time requirement to do so. With booth options ranging from the air-powered Skyline WindScape® Exhibit System (request a brochure here…it’s amazing!) to custom solutions, it is important to know what your staffers will be willing to setup on the show floor and set the right expectations.
  •  

DON’T
  • Take the exhibit as seen on the first concept rendering as the final design. Design is a fluid process, expect to make tweaks along the way. Sometimes the way something is shown in a rendering will be exactly what you want. Sometimes it will be off the mark. The more information you can give about what you don’t like will help your exhibit house in determining what changes to make to the design.
  • Get hung up on the one thing you didn’t see in the rendering or on the one thing that looks different at the show. Accessories like monitors, furniture, and flooring can all change right up until the show. Often in the rendering phase items like tables and chairs are inserted merely as placeholders for spatial awareness. Also, make sure you understand exactly what has been included in your exhibit pricing, no one likes a surprise on the price tag.
  • Judge a booth by its cover…or its budget. Ever go window shopping and think, “If only I had the money to afford that,” without ever stopping to ask the price? The same holds true with trade show booths. I’ve seen lots of amazing booth designs on every size budget because there are solutions for every budget! The ability to rent a display allows the freedom to own graphics but change hardware into new and exciting configurations. If you see something you like make sure to let your exhibit partner know that (photos are helpful!). Also, be honest about your budget. If your firm budget is $20K, but you would be more comfortable spending $15K tell your exhibit partner that. Keeping your budget a secret is a surefire way to end up disappointed. There is nothing worse than falling in love with a booth you can’t have because it was designed over budget.
There are lots of other considerations for trade show booths; these are just a few tips to get you along the path of selecting the correct booth solution. Happy Exhibiting!

About the Author: Clarissa is a Project Manager at Skyline Exhibits of Central Ohio and has over 8 years of trade show experience. As a Project Manager, Clarissa oversees Columbus trade show displays and Dayton trade show exhibits from signoff to final delivery, and arrangement of show services. Clarissa also helps coordinate local Skyline Seminars on various trade show marketing topics.

12/9/13

Increase Customer Interaction, (and save money!) at Your Next Trade Show with Digital Document Library

Whether your trade show booth is a 10 x 10 pop up, or an 80 x 80 double decker, the objectives of the exhibitor are the same:
  • Represent your products and services in your booth while staying within budget
  • Differentiate yourself from your competitors to attract attendees
  • Manage leads and track product interest to help measure ROI
 The process has always been the same–scan the badge, hand out a flyer, and hope that sales follows up with a call when the leads are passed out a few weeks after the show.  As far as ROI, that was nearly impossible to measure!
Here are some facts about activity on the trade show floor:
  1. 70% of all literature handed out never leaves the trade show floor!
  2. Of the 30% that makes it off the floor and back to your customer, only 15% ever reaches the decision maker.
One way to achieve all of the aforementioned goals, while ensuring that your message does not end up in the recycle bin, is by using a Digital Document Library (DDL).  A DDL is a web-based software application designed to manage and deliver documents, videos, and other collateral while capturing lead information at the same time.  Here is the basic rundown of how it works:
A series of electronic files (video, pdf, jpeg, mpeg, cad… it can be any file type!) are loaded onto your DDL website, along with badge scanning software for your trade show.  A display device of some type is required in the booth.  Attendees can then pick and choose which of your offerings they are interested in, and then the attendee will receive an email instantly.  As the exhibitor, you will receive a report showing not only who stopped by the booth, but what products that attendee was interested in specifically.
Here are a few of the multiple benefits to the exhibitor:
  • The cost savings is immense.  You are no longer paying for the cost of printed collateral, drayage, waste, and shipping.  You also have extra square footage on the booth for displaying product that previously had to be reserved for storage of the extra literature.
  • You are not limited in how many products you can market at a show.  The document library system can handle hundreds of files, allowing you to display your entire product line, regardless of booth size.
  • Most back end reporting systems for DDL programs allow you to not only see who had what documents sent to them, but also if those documents were opened, or forwarded.  This positions you a step ahead in the follow up call after the show.
  • Other features of the reporting systems include the ability sort show activity by document, as well as time and date.  This allows you to see which of your products drew the most interest at the show, which marketing pieces were the strongest, and which times at the show had the most traffic in your booth.
The Digital Document Library is a great way to draw interest to your booth, get more information on your products and services into the hands of your customers, and get a quantifiable way to measure your return on investment!

About the Author: Brian Lockie of SmartSource Rentals is a 20-year veteran of the Audio Visual Industry. His experience in systems design, coupled with a deep understanding of the trade show and event industry, helps clients to effectively express their vision, resulting in maximum exposure and customer interaction.

11/20/13

New York’s Javits Center Renovation

New York’s Javits Center Completes 110,000 Square Foot Expansion, $465 Million Renovation

Renovations included the installation of a new 240,000 sq. ft. glass curtain wall and the construction of the largest green roof in the Northeast.

Billed as “the busiest convention center in the United States”, the Javits Center generated $1.4 billion of economic activity in FY 2012 for New York City and New York State.

“The Javits Center fuels the economic engines of New York City and New York State unlike any other facility, and with our renovation complete, we have more horsepower than ever before,” said Alan Steel, CEO of the New York Convention Center Operating Corporation, which owns and operates the facility.

He added, “The landmark renovation of the Javits Center exemplifies the importance of the building to New Yorkers and its business community, and we are happy to be an integral part of the upcoming development of the West Side neighborhood. I would like to thank Governor Cuomo and his staff, Empire State Development, the design and construction teams and our entire workforce for their commitment to ensuring our continued success.”
 

Also in FY 2012, the center hosted more than 140 events, including 16 shows on the 2012 TSNN Top 250 trade show list that ranks the largest shows by square footage in the United States.

“The Javits Center is a one-of-a-kind destination that brings the world's leading conventions and trade shows to New York, as well as millions of attendees who support hotels, restaurants and other businesses across the city and the state,” said Joseph E. Spinnato, Esq., CAE, president of the Hotel Association of New York City.

He added, “The unique renovation project has produced a more attractive, more customer-friendly facility, and we are thrilled with the results. We look forward to years of quality business at the new and much improved Javits Center.”

The $465 million renovation that began in 2009 included improvements such as the green roof and the installation energy-efficient glass, among other enhancements, that allowed the building to obtain Silver LEED certification from the U.S. Green Building Council.
 

Even with the added space, the center currently has some issues stemming from New York State Gov. Andrew M. Cuomo requesting to have the Progressive New York Boat Show dates moved later in January in an effort to boost attendance.

The move has disrupted several other existing shows in the January timeframe, though, and the matter still is not completely resolved.

 

http://www.tsnn.com 

 

11/18/13

11 New Rules of Trade Show Marketing

In the last decade there have been changes in technology and the economy have changed the rules in the event, these are the changes and how to adapt to them:

1. More Uncertainty: Economic uncertainty has lasted for years, and shows little signs of going away. This makes your top company executives reluctant to commit early to trade shows, and buy capital-intensive larger exhibits. You have to balance their need for financial flexibility by waiting longer to commit to shows and vendors, and yet still avoid more expensive rush charges. (I sincerely wish you luck walking that tightrope.) Rental exhibits help avoid capital expenses, too.

2. Measurement A Must: Gone are the days when you could end the show by saying to your boss, “We had a good show, didn’t we?” and that would be enough. Your trade show spending is being compared to more explicitly measurable electronic marketing mediums. So even if your trade show is producing greater results, if you don’t prove it with real numbers, such as ROI ratios or sales generated, it didn’t happen in the minds of your bosses, and your budget is in jeopardy. Here’s a free tool to help you measure your trade show results.

3. Trade Shows Stronger Than Some Expected: Trade shows are one of the winners in the marketing media wars. Along with electronic media, trade shows have retained a greater share of B2B marketing budgets than print and direct mail. That’s because trade shows still provide what all marketers want: face time with lots of real buyers in one place. So be sure to take full advantage of your face time at shows, because it’s harder to reach buyers elsewhere.

4. More Knowledgeable Buyers: Attendees now look up potential suppliers on the internet before the show, so they arrive already knowing about your products. If they visit you, it’s because they want to know if your product really does what you say it can, who your people are and how trustworthy your company is. You will need to provide more hospitality, have more space for longer meetings, and bring people who can answer detailed questions, but also deepen relationships.

5. Pre-Show Promotions Harder: Pre-show promotions with traditional media don’t bring in as many attendees as they used to. Your pre-show mailers get ignored, emails get deleted, calls get screened, and magazine ads are left unread. Buyers are just too busy before the show to pay much attention to your pre-show promotions. To get attendees into your booth, you have to do more at-show promotions, to grab their attention when they are focused on the show.

6. Social Media Rising: Social media is where people now spend their time. Fortunately, social media is not a replacement for trade shows, but is a great conduit to people who have tuned out of direct mail, email, ads, and phone calls. Social media can also help you extend the conversation that peaked at the show. Your activities in your booth (new products, product demonstrations, customer testimonials) are great content to share via social media after the show.

7. Which Promotions Work Now: Trade show attendees may walk the show floor, but it’s harder to get them out of the aisle and into your booth space. The internet has given them control of the buying process, so they don’t like to easily give it up at a show, either. So your promotions have to be better. To get them into your booth, you have to give them one of these three things: an exchange of value, an experience, or learning. Otherwise, they will keep walking.

8. Vertical Market Messages Love Flat Screens: In the old days, exhibitors would design their exhibit with a main message for the company overall, but swap out a portion of the exhibit graphics to customize their message for different industry trade shows. Now, with the price of large LED flat screen monitors about 25% of what they were when introduced (and lighter, too), exhibitors tailor their vertical market messages with pixels, not printed graphics.

9. Even Island Exhibits Are Lighter: While portable trade show displays have been the standard for decades, the high cost of shipping and especially drayage (up 488% from 1982 to 2010) have caused big-booth exhibitors to try to lighten their load, too. The improved style and flexibility of metal frame exhibit systems and the brilliant, sharp fabric graphics of today are taking over many trade shows.

10. Unqualified Leads Will Be Ignored: Your overworked sales force no longer has the time to work through a pile of business cards. Give them basically a list, and after several calls they will stop calling, if they start at all. You have to give them more qualifying information about each lead than just contact information, and you should only give them the qualified leads that are ready to talk to a sales person – or at least tell them which leads are the higher quality ones, so they can start there first.

11. Technology Everywhere: Technology has infiltrated trade show marketing. From iPads to enhance one-on-one interactive conversations and revolutionize lead management to flat screen integrated into exhibit designs to wireless internet hubs, and social media to entice booth visitors, technology is everywhere on the show floor. That means you have to know the difference between an HDMI and a VGA cable, a .csv and a .txt file, and a wireless or a hardwired internet connection. Because even in face-to-face marketing, technology boosts results.

About the Author: Mike Thimmesch is Skyline Exhibits' Director of Customer Engagement, with 25 years of Marketing and Trade Show Display Marketing experience.