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Exhibit Engagement Study |
March 2008
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Marketwatch: The marketing disconnect |
February 2008
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Marketwatch: Sales compensation |
January 2008
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Marketwatch: International exhibitors |
September 2007
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Exhibit Sales 2.0 |
September 2007
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Best Practices: Revamping your sponsorship program |
April 2007
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When No Means Yes |
March 2007
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Marketwatch: Sponsorships |
| Revenue will increase from 14 percent of total show revenues in 2005 to 17 percent in 2006 |
September 2006
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Step-by-Step: Selling to new exhibitors |
| Four steps for attracting new exhibitors and boosting booth space sales |
February 2006
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Best Practices: Producing roadshows |
| Penton finds that IT pros are willing to pay for technical training at SQL Server roadshows |
February 2006
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Marketwatch: Revenue |
| Show organizers predict a doubt-digit increase for booth sales in 2006 |
February 2006
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Custom exhibitor programs |
| Case Study: MediaLive’s customized program for Cisco at Interop succeeds in pushing customers along the sales pipeline |
January 2006
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integrated sales |
| Selling marketing solutions instead of media products can increase your revenue, deepen your relationship with exhibitors, and help your customers reach their marketing and sales goals. So why aren’t more media organizations doing it? |
November/December 2005
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4 Outsourcing Strategies That Work |
| Once viewed as a cost-cutting measure, outsourcing part or all of your show management has proven to be smart strategy for some associations that have taken advantage of expert knowledge while allowing staff to stay focused on organizational objectives. Find out why outsourcing vs. staffing up works for these associations. |
November/December 2005
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Cheat Sheet: Sales compensation plans |
| How to develop compensation plans, set sales goals and measure the effectiveness of your team |
November/December 2005
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Marketwatch: Sponsorships |
| Revenue will increase slightly from 2005 to 2006 |
October 2005
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Event measurement by the numbers |
| New, affordable electronic tools track, weigh and analyze variable data points to give event marketers a quantification on value delivered for their marketing spend. Will your show survive the analysis? |
October 2005
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What do CMOs want? |
| Fierce competition and the drive for new products and ideas have made marketing far more important to corporate success than it was five years ago. Today, 47 percent of Fortune 1000 companies employ a chief marketing officer. Where do shows fit in their marketing mix? |
June 2005
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Step-by-Step: Sponsorships |
| Five steps for creating, customizing, pricing and selling sponsorships |
May 2005
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"How I closed the big one" |
| Booth sales pros reveal the secrets of their biggest sales |
March 2005
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Marketwatch: Show organizers predict banner year for revenue |
February 2005
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Not your father’s exhibitor |
| Today’s corporate exhibit manager is MORE about STRATEGY, LESS about LOGISTICS, and ALL about BRANDING |
June 2004
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The Opportunists |
| From advertising agencies to I&D houses, everyone wants a piece of the event marketing action. They're evaluating the options and counseling your customers. They may even be your competitors. |
April 2004
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Best Practices: Iraqi coup |
| U.S. DOC-certified Outreach 2004 builds international coalition to explore partnerships |
April 2004
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The Opportunists |
| From advertising agencies to I&D houses, everyone wants a piece of the event marketing action. They're evaluating the options and counseling your customers. They may even be your competitors. |
April 2004
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Sliding scale |
| Bringing sales in house and packaging booth space with magazine advertising has cut Allured’s sales compensation expense by 4 percent and nearly doubled booth sales |
November/December 2003
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The Innovators |
| 5 newcomers to the industry apply unconventional wisdom to producing shows. Find out how these leaders extended their brands, redefined their target audiences and formed strategic partnerships to grow their shows. |
November/ December 2003
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How the world’s #1 software company invests in shows |
| An inside look at how IT powerhouse Microsoft plans, evaluates, executes and acts on its show strategy |
April 2003
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Corporate spending won’t rebound soon |
| Why exhibitor cost-cutting has to move beyond rhetoric and into reality |
March 2003
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Making the sale |
| Convincing exhibitors to invest in your show at a time when spending is taboo and profit margins are razor thin |
June 2002
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Profitable Trade Show |
| 25 tips to help your show make or save money |
September 2001
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Hard sell |
| Five showmanagers address today’s most challenging sales issues |
November/December 2000
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Floor Plans with a Purpose |
| Re-engineering your show floor design to reflect market needs |
October 1998
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Raising Your Sales Overseas |
| Target marketing propels a campaign to land international exhibitors for U.S. shows |
June 1997
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Care and Maintenance of Show Sponsors |
March 1997
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Enlisting Government Support |
| U.S. Department Of Commerce programs unite international buyers and sellers |
November/December 1996
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Personality Power |
| How to sell people the way they want to be sold |
November/December 1996
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Outsourcing Booth Sales |
| How to hand it over to a qualified contractor |
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September 1996
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Ad Agency Allies? |
| Something's missing from their marketing pitch |
June 1996
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Deciphering Attendance Figures |
| Do show organizers have the courage to invite scrutiny by third-party auditors, then reveal their results |
May 1996
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Capturing Mind Share |
| Event marketing takes sales beyond the booth |
April 1996
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Profitable Prospecting |
| Where to look and how to dig for those exhibitor sales nuggets |
February 1996
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Agents Abroad |
| Few can sell overseas exhibitors faster than reliable, reputable international agents. Get the facts before making a move. |
September 1995
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All Fired Up |
| Designing a compensation plan that motivates salespeople to meet and exceed their targets |
July/August 1995
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Database Marketing |
| How to capture and capitalize on information power |
June 1995
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Sales Letters That Work |
| Use these tips and techniques to capture attention, build interest and convince prospects to take your calls |
May 1995
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Developing a Sales Plan |
| Quantitative and strategic goals fit together to create a clear picture of potential revenues |
February 1995
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Exhibitor Retention |
| The more repeat exhibitors you have, the lower your costs and the stronger your show. Here are eight ways to draw exhibitors back year after year. |
January 1995
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Enhancing Your Bottom Line |
| Creative techniques for increasing revenues and decreasing expenses |
May/June 1993
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Show Sponsorships |
| Big business for corporations and expositions |
March/April 1993
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Battling Sales Objections |
| Arm yourself with the tools to turn resistors into exhibitors |
January/February 1993
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Help Wanted |
| How to find the right people and train them for success |
November/December 1992
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Promoting New Shows |
| Creating awareness and credibility |
July/August 1992
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Trading Places |
| What can trade and consumer show managers learn from one another? |
May/June 1992
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Booth Pricing Practices |
| An overview of the factors influencing exposition space rates |
May/June 1992
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The Anatomy of a Sales CallBoth science and art |
| Both science and art |
May/June 1991
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Trade Show Telemarketing |
| Part 2: Making the call |
January/February 1991
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Attracting Show Sponsors |
September/October 1990
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Floorplan design |
| Layouts that do more then just maximize space |
July/August 1990
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