How to visit a tradeshow

According to study, 39% of attendees spend less than eight hours visiting a show. As with exhibiting, planning and preparation are essential to maximizing time on the trade show floor. The following 30 points will help simplify the process next time you find yourself playing visitor: Before the Show: 1. Know what you want to […]

Don’t Judge a Visitor by Their Appearance

 Can you determine if someone’s likely to be a good customer before they ever set foot in your stand? Does the cut of one’s suit, choice of hairstyle, or jewelry preferences indicate alikelihood to do business with your organization? Does a nervous twitch or a clammy handshake say anything about a person’s honesty?  Despite the […]

Wagging the Dog

Plan Ahead for What Happens After the Show It might seem a little backward. After all, why would you want to waste time and energy worrying now about things that won’t happen until the show closes?  Doesn’t it seem like putting the cart before the horse? It might seem that way, but the reality is thatpreparing […]

When Good Clients Go Bad

There is a seeming trend recently across the events industry to lay the blame for failed relationships directly at contractors feet, with a plethora of excuses being uttered from the management team exclaiming how bad a contractor they were, how they simply didn’t get what the contractor was offering or worse how they never liked […]

Winning or Whining — It’s Your Choice!

There are two types of Trade Show veterans — winners and whiners. Both are adamant in their positions. Winners see shows as a bastion of opportunity while the whiners see them as dull, boring and a waste of resources. Does one group know something the other doesn’t? Does one have an edge over the other? […]

Winnie the Pooh and You…at the Tradeshow?

At first glance, there’s no connection between Disney’s Winnie the Pooh and tradeshows.  The same is true of Piglet, Tigger, and the rest of the gang.  What could this cuddly group of childhood favourites possibly teach us about exhibiting? Surprisingly, quite a bit.  There are some very strong similarities between Winnie the Pooh and the […]

Why sales 101 no longer works

To me, it’s ironic that the world of strategic sales training has stayed prettymuch the same over the last 15 years, but for most companies, the sellingenvironment has changed dramatically. Consequently, salespeople are having towork harder to penetrate new accounts, while prospective customers are workingeven harder to keep salespeople at bay. Don’t blame the customer. […]

From the archive…but still relevant.

Who’s Counting By Murve J. Patterson As the subject of auditing rumbles on in the media industry, the question of event auditing continues to be a subject many organisers choose to ignore. Let’s face facts: If show organisers didn’t have a reputation for exaggerating their attendance figures, the question of whether trade shows should be […]

When is a trade show over?

When the last attendee has left the building? When the display is crated for storage? No. The answer is that it’s never really truly over. However, a critical part of winding down is your wrap-up meeting, or debriefing session where you summarize and evaluate how well you did at the event. Your post-show report should […]