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Trade Shows


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Trade Shows

  1. 1. Powered by BizTradeShows Trade Shows
  2. 2. Trade Shows Increase In Sales Public Relations Market Research Promotion
  3. 3. 4 P's to Exhibiting Practice <ul><li>Planning – lays the foundation for exhibiting. </li></ul><ul><li>Promotion – communicates consistent message. </li></ul><ul><li>People - focuses on the team represent you at the event. </li></ul><ul><li>Productivity - includes after-show follow-up. </li></ul>Powered by BizTradeShows
  4. 4. 3 Basic Principles <ul><li>Know what results you want. </li></ul><ul><li>Set measurable goals. </li></ul><ul><li>Plan your strategy. </li></ul>Powered by BizTradeShows
  5. 5. Trade Show Planning Blueprint <ul><li>Understand where exhibitions fit into your overall Corporate Marketing Strategy. </li></ul><ul><li>Explore why you are exhibiting? </li></ul><ul><li>What does you company want to exhibit? </li></ul><ul><li>Who is your target audience? </li></ul><ul><li>What is your exhibiting budget? </li></ul>Powered by BizTradeShows
  6. 6. What do you want to achieve? <ul><li>Generate new leads </li></ul><ul><li>Write orders </li></ul><ul><li>Increase visibility and brand awareness </li></ul><ul><li>To showcase new products/services </li></ul><ul><li>Provide target audience/customer education </li></ul><ul><li>Recruit dealers or distributors </li></ul><ul><li>Conduct market research </li></ul><ul><li>Strengthen existing relationships </li></ul>Powered by BizTradeShows
  7. 7. Be a SMART Goal Setter <ul><li>Whatever your exhibiting goals are, they need to be written down. Always follow the SMART principle: </li></ul><ul><li>S - Specific </li></ul><ul><li>M - Measurable. </li></ul><ul><li>A - Attainable. </li></ul><ul><li>R - Realistic. </li></ul><ul><li>T - Time frame </li></ul>Powered by BizTradeShows
  8. 8. Understand Attendee's Goals… <ul><ul><li>Six Common Reasons Attendees Go to Shows: </li></ul></ul><ul><ul><li>1.See new products and services </li></ul></ul><ul><ul><li>2.Research specific information </li></ul></ul><ul><ul><li>3.Buy products and services </li></ul></ul><ul><ul><li>4.Network with industry peers </li></ul></ul><ul><ul><li>5.Attend educational workshops </li></ul></ul><ul><ul><li>6.Keep abreast of industry trends </li></ul></ul>Powered by BizTradeShows
  9. 9. Choosing the Right Show <ul><ul><li>1. How well does the exhibition fit your company’s marketing needs? </li></ul></ul><ul><ul><li>2. How convenient are the exhibition dates? </li></ul></ul><ul><ul><li>3. What other events are scheduled on those dates? </li></ul></ul><ul><ul><li>4. How convenient is the exhibition location? </li></ul></ul><ul><ul><li>5. What percentage of attendees fall into your company’s target market? </li></ul></ul><ul><ul><li>6. What percentage of attendees come from company’s major service areas? </li></ul></ul><ul><ul><li>7. What does show management do to promote the show? </li></ul></ul><ul><ul><li>8. What is the exhibition’s past success rate? </li></ul></ul><ul><ul><li>9. Which of your company’s competitors also exhibit at this exhibition? </li></ul></ul><ul><ul><li>10. What return on investment can your company expect from the exhibition? </li></ul></ul>
  10. 10. After the Show <ul><li>Measure Results </li></ul><ul><li>Publish a summary report after each event </li></ul><ul><li>List the goals achieved </li></ul><ul><li>List challenges faced </li></ul><ul><li>Staff presentation </li></ul><ul><li>Booth presentations </li></ul><ul><li>Brand presentation </li></ul><ul><li>Improvements/suggestions for future trade events </li></ul>Powered by BizTradeShows