Shaking up sales at Advanstar
Many would say you can’t systematize the trade show sale. But Joe Loggia’s implementation of standards, benchmarks, productivity and market penetration measurements reduced sales costs by $6 million and increased sales to new customers by $4.5 million. By Danica Tormohlen
March 2005
Booth sales pros reveal the secrets of their biggest sales
From selling a $25,000 sponsorship for seven U.S. events to brokering a global buy for five shows worldwide, five show producers pursue expansive programs with higher risks, but greater rewards. By Maxine Golding
March 2005
Gaming Destinations: A New Deal
As capital pours into established destinations and options for leisure gaming multiply, show organizers will soon see benefits. By Patricia D. Sherman
March 2005
Exclusive Series: Managing Hotel Shows
Just as in the late 1990s, today’s buyers of hotel shows face higher occupancy, rising prices and fewer concessions, particularly in cities in great demand. Here’s how site selection is changing in this less than hospitable environment. By Maxine Golding
From the Editor: Learning to love your Web site
March 2005
Marketwatch: Exhibit sales promotion
An EXPO and Exhibit Surveys Inc. survey reveals show organizers plan to spend an average of $84,000 on sales promotion to gain 525 exhibitors in 2005 — an average of $160 per exhibitor. By Danica Tormohlen
March 2005
Best Practices: Branding and redesigning AAPEX
Part of the Automotive Aftermarket Industry Week, AAPEX retains a consultant to design distinct look and feel, navigation and sponsorship opportunities. By Cathy Chatfield-Taylor
March 2005
Best Practices: From relationship-building to buying show
Promoting show-only specials and cash giveaways for orders written, the APRO Buying Show nets exhibitors $13.2 million in sales in its first year. By Cathy Chatfield-Taylor
March 2005
Step by Step: Hiring a marketing agency
Five steps for finding, vetting and hiring the best marketing firm to meet your show’s needs. By Dawn J. Grubb
March 2005
Cheat Sheet: Matchmaking services
Many shows are bringing home the ROI of their events by ensuring exhibitors meet their top prospects. Here’s how it’s done.By Linda C. Chandler
March 2005
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