Comments on: 22 Reasons To Exhibit At Trade Shows

By: 9 for '09: Top 9 Trade Show Tips of 2009

9 for '09: Top 9 Trade Show Tips of 2009 — Sat, 05 Dec 2009 22:44:52 +0000

[...] 22 Reasons To Exhibit At Trade Shows While trade shows are not easy, they are worth doing. Without succumbing to the temptation of a Google search, I came up with these 22 reasons to exhibit. There are ideas for Sales, Marketing, and Executive Management. Click here to read article > > [...]

By: 22 Reasons To Exhibit At Trade Shows « Expopedia

22 Reasons To Exhibit At Trade Shows « Expopedia — Thu, 03 Dec 2009 17:15:12 +0000

[...] 22 Reasons To Exhibit At Trade Shows By expopedia While trade shows are not easy, they are worth doing. Without succumbing to the temptation of a Google search, I came up with these 22 reasons to exhibit. Continue reading … [...]

By: Pete Bouchard

Pete Bouchard — Thu, 12 Nov 2009 00:19:00 +0000

On-line exhibition cannot replace convention center trade shows because it simply cannot accommodate the human portion of the equation. Using on-line means for educating prospects on offerings, delivering specifications and communicating “facts” makes sense and is well-received by most business people looking to maximize return on time invested in research for solutions they need.

Trade shows offer the emotional response (empathy for problems and enthusiasm for solutions) that humans factor into their buying decisions. You want to trust your vendor (“look ‘em in the eye”) to feel the assurance that the decision is right.

Combining on-line efforts with other marketing communication BEFORE the trade show can increase the effectiveness of the trade show face-to-face communication.

By: Mike Thimmesch

Mike Thimmesch — Thu, 29 Oct 2009 21:28:08 +0000

Thanks for sharing your genuine belief in the value of face-to-face nature of trade shows. You’re an ambassador for exhibitions!

By: Mike Thimmesch

Mike Thimmesch — Mon, 19 Oct 2009 02:14:17 +0000

Rahul,

You ask a great question, one that will be interesting to see as it gets answered by the market over the next several years. I think that online exhibitions are providing good value, which is why in this tight economy they are growing. Companies can get access to educational content and vendors, vendors get access to leads, all at a lower cost than live trade shows. However, attendees prefer to meet vendors in person and see real products when evaluating them for purchases, which they can only do at live trade shows. The question is whether or not the lower cost will win out over higher quality, or if online exhibitions will end up as an adjunct to live shows.

By: rahul

rahul — Fri, 16 Oct 2009 19:15:24 +0000

Thanks guys ,

I agree with all of you, we now looking for revolution in expo industry , through online exhibition, what do you think it will revolutionary step or not. Please tell me your view on it.

By: Mike Thimmesch

Mike Thimmesch — Fri, 16 Oct 2009 15:34:28 +0000

Thanks, Ed! I enjoyed reading your much more though-out list than mine. It seems that generating profitable sales leads has to do the heavy lifting of justifying most exhibitors’ trade show participation. Yet the value of all your other activities is very substantial, and would be costly to duplicate outside of the trade show. It would be good to start any trade show planning meeting with your list in hand.

By: Mike Thimmesch

Mike Thimmesch — Fri, 16 Oct 2009 15:16:13 +0000

Amit,

Exposing your products at the show is a good value for trade shows, but for most exhibitors, sales generated are more important. Using your example, if those 90 people purchasing your product end up buying 20 times more in dollars than what it cost to exhibit at the show, it would be a very successful event. Plus then you’ve also exposed the other 910 people to your product and have advanced the sales cycle with them.

By: Ed Jones

Ed Jones — Fri, 16 Oct 2009 15:11:27 +0000

Right you are! Trade Shows and events are exceptionally broad in terms of what can be accomplished for the host company. I teach a planning model related to what you are speaking of.

Trade shows, and customer events in general, produce two main accomplishments for the host company.

1) Business Development
This includes:
*Revenue Generation
Target Marketing
Prospect Development
*Revenue Retention
Customer Relationship Management
Growth on the Revenue Base
*Channel Management
*Supplier and Partner Management
Negotiation of more favorable terms
or arrangements
*Influencers and Regulators Management
Influence the conditions under
which business is conducted and
products are sold (associations,
standards bodies, etc.)
*Cost Savings through expense
avoidance activity at an event

2) Marketing Communications
*Press Management
*PR Activity
*Analyst Management
*Marcom Objectives
Brand Development and Reinforcement
Program Communications
Market Positioning
Product Launch
Loyalty
Community Development (social
networking)
Continuous Communications
Relationship Development
*Community Relations

These elements form the core of a robust planning structure that Skip Cox of Exhibit Surveys and I developed into an automated planning support and measurement tool. Information on that tool may be found on either of our websites.

Keep preaching the word that shows are about a lot more than leads and sales!

Ed Jones
President
Constellation Communication Corp.
ROI on Events, Event Measurement and Evaluation
http://www.constellationcc.com

By: Amit

Amit — Fri, 16 Oct 2009 04:41:36 +0000

Certainly it is a good platform for exposing your products but as far as potential customers are concerned, you will get very less. eg, 1000 leads visited your stall, 30% are actually potential customers in which only 30% (90) would purchase your product.