Trade show success rule # 3 – create an eye-catching exhibit

How often I’ve walked through trade shows with booth after booth of lackluster displays punctuated by a few intimidatingly expensive two-floor exhibits. I wonder why a company spends the money for a booth just to display their cheaply produced literature on a plain table. Even the few people who pick up the literature will most likely discard it when they get back to their room or office.

An attractive display need not break the bank – and can be reused at future trade shows. A nice three panel folding backdrop can be had for around $200. For another $200 or so a free-lance commercial artist can produce some eye-grabbing design. Add samples of your work, or sample products, and well-designed and printed literature and the booth will be visible, memorable, and stand out from 90% of the other exhibits.

So, how am I taking my own advice for the October AIO show in Columbus? I designed a black felt backdrop with graphics showing our lighting products at work. The backdrop itself is lighted with our own lighting products. The table-top will be covered with matching black felt. On the table will be three displays, each with a different lamp at work. I think the whole exhibit will be attention-grabbing and should set us apart from other displays. Most important, it should help us reach our goal of having 80% of the attendees visit our booth. And the total cost is less than $1,000.

Will Limkemann
Siqua Group Limited

Trade Show Strategies

It has been over twenty years since I last exhibited at convention trade show. For many years my software company would display our wares at annual conventions in the United States and Europe. During those prosperous years (for the business) we did little advance planning for the events, and our follow-up was hap-hazard and weak. Our only significant goal was to leave the show with sufficient orders in our pockets to cover our costs of being there – a goal we generally met.

As I’ve grown older and wiser I have come to realize how much more effective we could have been by implementing strategies for the shows. These strategies should have included:

• A mission statement describing the reasons for exhibiting at each show
• A detailed budget
• Notification of significant potential customers of our intent to exhibit along with a booth number
• Attention-grabbing booth design
• Goals for specific people we wanted to reach at the show
• Goals for number of good leads we wanted to garner from the show
• Goals for percentage of leads we wanted to convert to sales after the show
• Tactics for attracting maximum traffic to our booth
• Follow-up strategy

After a twenty year hiatus I’ll once again be exhibiting at trade shows starting with the American Institute of Organbuilders convention to be held in Columbus in mid-October. My manufacturing company, Wolcraft, will be exhibiting lamps of particular interest to those attending the show. In days and weeks ahead I’ll report not only on the strategies for this show but will also report on the results. Stay tuned.

Will Limkemann
Siqua Group Limited

Customer input

I often wonder just how many businesses really listen to their customers.

A business owner I know has just introduced a new product line. It’s innovative and the products are nicely designed and he has started to nationally promote the product. Orders are coming in and customers like the products.

An interesting thing has happend. Customers and prospects alike have started to provide unsolicited ideas for wonderful improvements and extensions to the product line. One customer suggested exhibiting at a national trade show for the purpose of not only selling but to solicit critiques.

Imagine the valuable information this owner will collect by getting comments from the hundreds of people who will go by his booth. Most businesses who exhibit at a trade show do so solely for the purpose of building product/company awareness and selling their offerings. It could be that they are missing great opportunities for input into new products and product improvements by not soliciting input from people who stop by their booths. What an interesting idea.

From customer input already received, the business owner has already extended his product line. Just think of the potential of great ideas that can result from asking questions of potential customers at the show.

Will Limkemann
www.siqualtd.com

Trade shows

I attended the Home Improvement show at the Cleveland IX center yesterday, and was reminded of many shows over the past years in which I exhibited. It’s always interesting to pass by booths and read the body language of the various personnel. Some are standing, smiling, eagerly awaiting opportunities to talk with prospective customers. Others appear totally bored with expressions that indicate they would rather be getting root canals than manning a show booth. Some are engrossed in conversations with other exhibitors. Yet others are on their cell phones or reading the paper.

It got me to thinking about the value of exhibiting at trade shows. It can be a fabulous sales opportunity or sunken cost. Whenever I signed up as an exhibitor, my goal was to walk away from the show with orders equalling at least three times the cost of the show, meals, accommodation, and travel. Anything less I considered to be a failure. This goal did not include additional business resulting from follow-up after the show.

If you are preparing to exhibit in 2009, here are some things that should form part of your strategy.

1. Know in advance exactly why you will be exhibiting and write down your expectations from each show you plan to attend.

2. Prepare a detailed budget including all the fees, the cost of preparing your exhibit including material and labor, shipping costs, travel related expenses, entertainment expenses, and the cost of otherwise lost time for all personnel involved.

3. Double check well in advance that you have prepared the exhbit and all the material you will need at the show. Will you need power, internet connection, or special services? Contract for these well in advance.

4. Create a schedule for who will be manning the booth for every hour the exhibit floor is open.

5. Train all personnel who will be manning the booth, making sure they know to dress appropriately, know your product inside and out, and that they will be fully engaged in conversing with attendees.

6. I have found that putting literature out for people to pick up and walk away with is a waste of money. Most such literature gets thrown away without having been read. Have literature available that you can individually hand out to anyone who expresses a real interest in your goods.

7. Do someting unique to attract people to your booth. Give aways are popular, as are drawings. They work especially well when they relate to your target customers and/or your merchandise. Be creative.

8. Engage in conversation with as many people as possible. Show an interest in them. When you get their contact information ask for permission to follow up with them.

9. Prepare a follow-up strategy. Here is where most companies fall down. They collect dozens or hundreds of cards but have no real plan for follow-up – what a waste! Immediately at the end of the show, send a letter with appropriate literature. I have known some businesses that daily send contact information back to their offices and have office personnel send mailings while the show is still in progress. Within two weeks follow up letters with well-planned phone calls.

10. Do a post-mortem to evaluate how closely the show came to meeting your expectations, and use the information for help in planning the next show.

It’s amazing how fruitful trade shows can be when doing the right stuff.