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Exhibitions Deliver!
- Exhibitions attract targeted buyers.
- Exhibitions attract decision makers.
- Exhibitions serve a variety of purposes for visitors.
- Exhibitions provide returns.
Ten Reasons to Exhibit
- Meet thousands of new buyers and develop a quality database
- Develop a personal and direct relationship with your clients
- Show your full product range in real life rather than a catalogue
- Let buyers use all five senses to gain a full appreciation of your product
- Get immediate feedback on your product range
- Overcome objections and accelerate the buying process
- Sell product at the show
- Raise your profile in the industry and add value to your brands
- Locate new agents and distributors for your products
- Launch a new product and generate media interest
Statistics
WHY TRADE SHOWS WORK…..
Meet the decision makers
- 83% of all visitors to a trade show have the authority to purchase or are a decisive influence in the purchasing decision of the company.
- 72% of trade show visitors intend to make a purchase either at the show or in the near future.
Exhibitions are effective because
- 54% of visitors come specifically to see new products and services
- 48% come for information
- 40% to keep up to date with technology
- 15% to make business contacts
Did you know?
- 46% of people planning to visit a trade show make the decision to attend more than 2 weeks before the show.
- 25% of visitors decided to attend the trade show because they had attended the same event before
- 82% of trade show visitors are aged over 25
- An average expenditure of 9% of companies’ marketing budgets was measured as returning 23% of business.
CONSUMER SHOWS
Did you know?
- 62% attend for information
- 34% look for new products and services
- 21% have attended the same event before
- 53% plan to attend before the show opens
- 82% of those from out of town or state have travelled specifically to visit the show
- 87% are aged over 25
Quick Tips
- Choose the right show. Often there are a number of options. Choose the show with a good record of attracting your kind of buyers.
- Book your stand early. You will have a better choice of stands, lots of time for planning and may be eligible for an early booking discount
- Promote your participation leading up to the event. Send out letters to all of your current and potential clients to let them know you will be at the show
- Design your stand so it looks professional and so your product is the most obvious feature. It is important that visitors know what you do.
- Search for qualified buyers at the show. Get your staff to be active in looking for the right people, qualifying their interest and recording their details
- Follow up straight after the show. The show is the first big step, but to get real results you need to contact all the buyers you met at the show.
Choosing A Show
- Use the EMPL website to establish what shows are being planned, in which State, and when.
- Obtain a list of exhibitors from the organiser, to determine whether the show covers your particular industry.
- Speak to companies who exhibited at the last show, to gauge how successful it was.
- Obtain an audited breakdown of show visitors from the organiser, to see if the visitors are your target audience.
- Discover how established the show is and has it grown in the last few years.
- If possible, first visit the show to assess its appearance, organisation and success.
- Ask the organiser for a list of current, confirmed exhibitors.
- If it is an inaugural show, check the credential and history of the organiser.
Booking A Stand
- Establish how much space you ideally require to display your products/services.
- Check whether this then fits within your budget.
- Select a stand with high traffic flow eg. near entrance, adjacent to kiosk, or on a corner.
- Ideally your stand should have more frontage than depth, for better traffic exposure.
- Ask who is on the adjacent stands. Do you wish to be next to competitors?
- Book early to obtain the widest choice of stands, and to gain an "early booking" discount.
- Sign and return the "Contract for Space" promptly, with deposit, to confirm your preferred site
- If you require special services eg. gas, air, water, ensure your preferred stand has these.
Ordering
- Read your exhibitors manual carefully. You will find all the information you need to make ordering things easy.
- After you have defined your objectives and designed your stand, establish a list of your requirements.
- Ask questions. Talk to the preferred suppliers if you are not sure, need clarification or ideas.
- Ask for written confirmation of the things you have ordered from your supplier.
- Ensure your stand coordinator brings a copy of your order to the show during set-up.
- Get in early. At least four weeks prior to the show. Last minute orders can incur late fees and delays during set-up or you may have to compromise due to shortage in supply.
- Use the official show contractor. They have been selected on their performance and will be there to help at the show if you need it.
- Keep it simple. Don't order too much for your floor space. As a rule, at least 50% of your floor space should be left for visitors.
Moving Things
- Where show stock is very valuable, insure it including during transit.
- If using outside carriers, book them four weeks in advance. Note many do not operate on weekends or holidays.
- Plan so that your product arrives after the construction of your stand has been completed.
- Ensure that fragile equipment/product is safely packaged.
- Use reputable freight forwarders, if product is coming from overseas. Seek recommendations from the organizer.
- Every item must be clearly labelled with your stand number and company name.
- Get a loading dock confirmation time from the organiser, to avoid your carrier waiting in queues.
- During move out, pack all your goods then move them out.
Do you know you can make the most of your exhibition, click here to know how. |
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