A Jeopardy inspired game from #ExpoExpo 2016 features lots of tips on bringing in more international exhibitors & visitors - and taking your exhibition offshore.

1. Jo-Anne Kelleway, CEO, InfoSalons GroupJo-Anne Kelleway, CEO, InfoSalons Group
Claudia Maurer, CEM vice president,Claudia Maurer, CEM vice president,
Strategic Accounts, IMN SolutionsStrategic Accounts, IMN Solutions
Stephanie Selesnick, CEM, president,Stephanie Selesnick, CEM, president,
International Trade Information, IncInternational Trade Information, Inc ..
DealingDealing
with Stakeholderswith Stakeholders
on a Global Basison a Global Basis
Jo-Anne: @JKInfosalons
Claudia: @ClaudiaMaurer
Stephanie: @StephSelesnick
Thursday, December 8, 2016

2. International Stakeholder JeopardyInternational Stakeholder Jeopardy
$100
Govt Assns Cultural
Growing
Shows
Misc
$200
$300
$400 $400
$300
$200
$100
$400
$300
$200
$100
$400
$300
$200
$100
$400
$300
$200
$100
Final JeopardyFinal Jeopardy

3. Government - $100Government - $100
 What is the US government agency that is setWhat is the US government agency that is set
up to help export and sell US products andup to help export and sell US products and
services abroad?services abroad?
 The US Department of Commerce. Some USThe US Department of Commerce. Some US
States and regions also have ExportStates and regions also have Export
Promotional Agencies that may or may notPromotional Agencies that may or may not
subsidize. The IBP (International Buyersubsidize. The IBP (International Buyer
Program) is under this agency.Program) is under this agency.

4. Government - $200Government - $200
 What is the function of non-US governmentWhat is the function of non-US government
export agencies?export agencies?
 To help their own companies sell offshore.To help their own companies sell offshore.
Examples include ProMexico, JETRO, TAITRA.Examples include ProMexico, JETRO, TAITRA.

5. Government - $300Government - $300
 What is the name of the government department
that grants licenses for trade shows & helps
introduce you to local suppliers/venues
throughout China?
 CCPIT

6. Government - $400Government - $400
 What is the name of the government department
that grants licenses for trade shows in UAE?
 DTCM.DTCM. You also need to make sure your event
is DTCM compliant for data & attendee tax.

7. Associations - $100Associations - $100
 Name some of the best Exhibition Industry
Associations who can assist US organizers meet
locally-based organizers throughout the world.
 IAEE, UFI and SISO

8. Associations - $200Associations - $200
 In China, are associations set up by not-for profitIn China, are associations set up by not-for profit
organizations, or are they government owned?organizations, or are they government owned?
 Government owned

9. Associations - $300Associations - $300
 What are non-governmental organizationsWhat are non-governmental organizations
called?called?
 NGO’s. This includes all tradeNGO’s. This includes all trade
associations.associations.

10. Associations - $400Associations - $400
 In Germany, who offers The Foreign Trade Fair
Participation Program along with the Federal
Ministry for Economic Affairs and Energy (BMWi)
and the Federal Ministry of Food and Agriculture
(BMEL)?
 AUMA (The German Exhibition Industry
Association). They can help subsidize pavilions
too.

11. Cultural - $100Cultural - $100
 What is the number one thing U.S. organizersWhat is the number one thing U.S. organizers
should have when building relations with foreignshould have when building relations with foreign
organizationsorganizations??
 Patience. Just because you meet withPatience. Just because you meet with
someone doesn’t mean you got the deal!someone doesn’t mean you got the deal!

12. Cultural - $200Cultural - $200
 What coffee breaks are called in Asia and theWhat coffee breaks are called in Asia and the
Middle East?Middle East?
 Tea BreaksTea Breaks

13. Cultural - $300Cultural - $300
 What do many international exhibitions hold thatWhat do many international exhibitions hold that
most in the US do not? They may include Headsmost in the US do not? They may include Heads
of State and other government, association andof State and other government, association and
industry dignitaries.industry dignitaries.
 Formal Opening CeremoniesFormal Opening Ceremonies

14. Cultural - $400Cultural - $400
 What word may not mean what you think itWhat word may not mean what you think it
means in many countries around the world?means in many countries around the world?
 Yes. Many times it is anYes. Many times it is an
acknowledgement that you have beenacknowledgement that you have been
heard, not reached an accord.heard, not reached an accord.

15. Growing Shows - $100Growing Shows - $100
 What is one of the keys to success to taking
your event abroad?
 Having a local partner

16. Growing Shows - $200Growing Shows - $200
 Who can you use to recruit a country pavilion in
your show?
 International Sales Consultants, In-International Sales Consultants, In-
Country Agents, Other AssociationsCountry Agents, Other Associations

17. Growing Shows - $300Growing Shows - $300
 What stakeholder group is one of the least used,What stakeholder group is one of the least used,
but best resource for growing your expo’sbut best resource for growing your expo’s
international visitors and exhibitors?international visitors and exhibitors?
 Exhibitors. They are involved on a day-Exhibitors. They are involved on a day-
to-day basis with colleagues, clients,to-day basis with colleagues, clients,
competitors and local trade press.competitors and local trade press.

18. Growing Shows - $400Growing Shows - $400
 What are 3 ways you can find and develop
international media relations?
1. Use tools like BusinessWire, Cision or Google to find
trade media in your target countries
2. Involve your most important stakeholders (i.e. partner
associations, exhibitors) to see what int’l outlets they use
3. Go to local industry events, trade shows to meet with
regional media – personal touch is important!

19. MISCELLANEOUS - $100MISCELLANEOUS - $100
 How many times zones are there in China, a
country the width of USA?
 One.

20. MISCELLANEOUS - $200MISCELLANEOUS - $200
 Which continent has more languages thanWhich continent has more languages than
nations?nations?
 Europe (100+ languages including regional
variations, with 44 countries)

21. MISCELLANEOUS - $300MISCELLANEOUS - $300
 What two countries must never have pavilionsWhat two countries must never have pavilions
next to each other in exhibitions?next to each other in exhibitions?
 China and TaiwanChina and Taiwan

22. MISCELLANEOUS - $400MISCELLANEOUS - $400
 What countries fit by size (geographically) into
the continent of Africa?
 USA 9.8M km2
(3.78M m2)
 + China 9.6M km2
(3.7M m2)
 + Australia 7.7M km2
(2.97M m2)
 + Middle East 3.2M km2
(1.24M m2)
 = Africa 30.5M km2
(11.78M m2)

23. Final JeopardyFinal Jeopardy
 How many countries are there in the world?How many countries are there in the world?
 196 if you include Taiwan. 195 if you196 if you include Taiwan. 195 if you
don’t.don’t.

24. Jo-Anne Kelleway, CEO, InfoSalons GroupJo-Anne Kelleway, CEO, InfoSalons Group
Joanne.Kelleway@infosalons.com.auJoanne.Kelleway@infosalons.com.au
Claudia Maurer, CEM vice president, StrategicClaudia Maurer, CEM vice president, Strategic
Accounts, IMN Solutions cmaurer@imnsolutions.comAccounts, IMN Solutions cmaurer@imnsolutions.com
StephanieStephanie Selesnick, CEM, president,Selesnick, CEM, president,
International Trade Information, Inc.International Trade Information, Inc.
Stephanie@intltradeinfo.comStephanie@intltradeinfo.com
Dealing withDealing with
StakeholdersStakeholders
on a Globalon a Global
BasisBasis
Thursday, December 8, 2016