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Best Practies: Unlikely collaborators |
April 2008
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Exhibit Engagement Study |
March 2008
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Cheat Sheet: Enhancing the Exhibitor Experience |
March 2008
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Marketwatch: The marketing disconnect |
February 2008
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Are We Losing Our Value? |
January 2008
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Best Practices: Granting total access |
January 2008
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Finding the Flow |
October 2007
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Marketwatch: International exhibitors |
September 2007
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Best Practices: Perfecting its partnering system |
September 2007
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Growing Globally: It can be done but is it worth it |
March 2007
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When No Means Yes |
March 2007
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Viral marketing |
| Nearly 50 percent of Pulvermedia’s VON attendance comes from co-op marketing campaigns |
November/December 2006
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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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How Easy Is It To Do Business With You? |
| Exhibitors we talked to say many shows aren’t easy to work. Here are 10 ways to improve your relationship with exhibitors and enhance customer service. |
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ROI: At what cost? |
| Pushed by increasingly sophisticated marketers, show organizers are getting the point that delivering measurable value is essential to growth in attendees, exhibitors and marketplace relevance. While most welcome a new transparency in ROI metrics, these do come at a price for both show organizer and exhibitor. Just how useful are the measures relative to their costs? |
June 2006
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Marketwatch: Exhibitor marketing |
| Show organizers spend $156 per exhibitor on sales promotion |
March 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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Step-by-Step: Selling to new exhibitors |
| Four steps for attracting new exhibitors and boosting booth space sales |
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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Step-by-Step: Post-show surveys |
| Five steps for planning and using post-show research to help improve your next event |
November/December 2005
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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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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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Cheat Sheet: New product pavilions |
| Nearly half of shows offer a new product showcase, according a recent EXPOweb poll. Whether you’re looking to launch a new products section or enhance your existing one, here are some tips on how to set parameters, promote and sell it, and handle operational issues. |
September 2005
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Best Practices: Biennial bombshell |
| Exhibitor advisory board prompts ISH North America to change show rotation cycle |
July/August 2005
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The ROI of Research |
| Strategic research is critical to the success of your event, but it can also be expensive. Here are 5 common research objectives and 4 cost-effective techniques. |
July/August 2005
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Association show makeovers |
| Associations rely on built-in constituencies to support their annual conventions and trade shows. But decisions to attend are no longer automatic for members and vendors. Find out how market intelligence fuels changes — from modest to extreme — for three association shows. |
July/August 2005
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Step-by-Step: Contests and competitions |
| Five steps for planning, organizing and managing show contests |
June 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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Best Practices: Big rewards |
| CMP Media launches an awards program, leveraging the value of its VARBusiness magazine and XChange Tech Innovators Conference |
May 2005
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Step-by-Step: Sponsorships |
| Five steps for creating, customizing, pricing and selling sponsorships |
May 2005
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Best Practices: No money down |
| E.J. Krause covers drayage fees at Expo Manufactura, increasing attendance and space rentals |
May 2005
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Cheat Sheet: E-newsletters |
| E-newsletters are a popular marketing tool, but can you produce an electronic newsletter that’s not only opened but also welcomed by your attendees and exhibitors? Here are a few pointers to make your e-newsletters more successful. |
April 2005
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Best Practices: Raising expectations |
| Reed Exhibitions’ Exhibitor University teaches customers how to set and meet objectives |
April 2005
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Marketwatch: Organizers spend $160 per exhibitor on promotion |
March 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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Cheat Sheet: Matchmaking services |
| Utilizing matchmaking services to help the right buyers meet the right exhibitors has been a growing trend, especially in the last year. Many shows are bringing home the ROI of their events by ensuring exhibitors meet their top prospects. Here’s how it’s done. |
March 2005
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Best Practices: Share of the cut |
| H2 Events owns 50 percent of the Centurion Show with 98 exhibiting companies owning the other 50 percent |
January 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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Co-location goes mainstream |
| The co-location trend is accelerating, in part, due to diminishing participation in shows by both attendees and exhibitors. For FMI and many other show organizers, co-location brings synergy to events with overlapping markets, increasing buyers for exhibitors and enhancing education and product awareness for attendees. |
November/December 2004
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Cheat Sheet: Exhibitor Contracts |
| If worded properly, exhibitor contracts can improve cash flow and make the operation of an event more efficient. Here’s how. |
November/December 2004
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Marketing: What works now |
| E-mail might still be your best bet for retention, but attracting new customers will take a new mix of tools and messages. |
October 2004
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Best Practices: Power generator |
| Penton’s online trade show produces steady stream of leads for a handful of exhibitors |
October 2004
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Best Practices: Personal portals |
| SmartEvent calculates the potential connections among Supercomm participants |
October 2004
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Cheat Sheet: Floorplans |
| What you need to know about designing your floor plan, including tips and tools on booth assignments, safety considerations, floor plan design software and traffic flow |
September 2004
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Trading Places |
| With so many similarities between publishing and trade shows, show managers who’ve made the switch may have the edge. They bring a unique B2B perspective from publishing that both complements and contrasts with trade shows. Find out what they know — and how to put these publishing strategies to work at your next show. |
May 2004
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Best Practices: Magical mystical tours |
| Guided tours take mystery out of technologies exhibited at Retail Systems |
May 2004
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Best Practices: Speed dating |
| Meet the Market gives exhibitors 8 minutes to court buyers in one-on-one meetings |
May 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: Privacy please |
| Booth space-demo suite combo gives exhibitors more privacy at Design Automation Conference |
April 2004
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Best Practices: Just married |
| Two associations replace their annual shows with a single, more profitable event |
March 2004
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Cheat Sheet: Exhibitor lead tracking |
| Helping exhibitors become more successful at following up on leads generated at your show will give your event greater value in their future marketing plans. |
March 2004
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Best Practices: Let the games begin |
| Game show at ASR attracts more than 800 spectators and generates press coverage for eight sponsors |
February 2004
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Best Practices: Keep on truckin' |
| Conversion from closed to open event has grown NTEA show floor by 173 percent and attendance by 47 percent in five years |
January 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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Webcasting |
| Webcasting, especially live for the masses, is expensive and requires vast amounts of bandwidth. The truth is not every virtual attendee is willing to interrupt his day to attend a Web event. Webcasting isn’t dead, however. Here are some tips for using the medium today. |
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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Trade Show 2010 |
| 10 show strategies for the future, excerpted from Francis Friedman’s white paper on trends and challenges 2003-2010 |
October 2003
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Gamers get floored |
| E3 creates consumer Web site, extending the trade show’s reach to more than 200,000 video game enthusiasts over three days |
October 2003
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One neat package |
| Association creates its own general service contracting company to stabilize or reduce exhibit costs at PACK EXPO |
September 2003
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Exhibitor Picks |
| 10 cities exhibitors choose as their favorites for shows |
June 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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The Need for Audits |
| Exhibitors still look for independently verified statistics on a show |
February 2003
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Point and click |
| Creating exhibitor-friendly Web sites |
November/December 2002
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What exhibitors want |
| Putting together an award-winning exhibitor service manual |
October 2002
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Trimming expenses |
| Keep exhibitors committed by helping them budget wisely |
July/August 2002
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Examining exhibitors |
| Keep your show growing with an exhibitor analysis |
June 2002
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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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Handheld leads |
| Case study: IEC exhibitors use PDAs to retrieve barcode badge data |
March 2002
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Making the case |
| Maintaining corporate support for exhibiting at a show |
January 2002
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Beyond booth space |
| Operations teams use interactive floor plans to collaborate |
September 2001
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Piece by Piece |
| As economic expansion drives up drayage expenses,general service contractors and show managers put together solutions to control exhibitor costs |
April 2001
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Taking the lead |
| Internet-enabled exhibitor lead management solutions leverage registration data |
March 2001
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Who’s winning the marketing match? |
| Facing increased competition from magazines, direct mail, e-marketing and the Internet,exhibitions battle for marketing dollars |
March 2001
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Hard Sell |
| Five showmanagers address today’s most challenging sales issues |
November/December 2000
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How Much is Enough? |
| Don't raise rates at the expense of margins.Rate setting is an unusual white knuckle exercise.As much an art as it is a science.As much a game of chicken as it is a fiduciary responsibility.Change too little and you leave money on the table.Change too much and you kill the golden goose. |
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September 1999
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The Entertainment Economy |
| How Mega-media Forces Are Transforming Our Industry |
July 1999
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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 |
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June 1997
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Value-added ServicesT |
| The extra oomph that will lure your customers back time and again |
May 1997
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Producing U.S. Pavilions Overseas |
| Set up your best shot at going international |
April 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 |
November/December 1996
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Dealing with Exhibitor-Appointed Contractors |
| Unresolved issues can plague relationships between show managers and the EACs that work at their event |
October 1996
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Expo Etiquette for International Exhibitors |
| How to help international exhibitors feel more at home |
October 1996
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Show Management for the Year 2000 |
| Here's what it takes to get exhibitors to your event and on the show floor |
September 1996
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On-Site Cost Controls |
| Negotiating better prices for your exhibitors -- and for yourself |
September 1996
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Deciphering Attendance Figures |
| Do show organizers have the courage to invitescrutiny 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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The Expanding Show Universe |
| When industry trade shows don't pay off, corporations launch their own |
November/December 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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Preparing U.S. Exhibitors for Overseas Shows |
September 1994
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Making PR Pay Off |
| Think of public relations as a profit center |
April 1994
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Importing Exhibitors |
| Attracting the international set |
January 1994
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Partners in Promotion |
| Exhibitors and show managers join forces to promote attendance |
May/June 1993
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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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Helping Exhibitors Control Costs |
| Industry-wide efforts show promise |
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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Exhibitor Newsletters |
| Important tools for educating exhibitors |
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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Exhibitor Advisory Committees |
| Offering more than just advice |
March/April 1992
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Low Cost Attendance Promotions |
| Proven ideas for even the smallest budgets |
July/August 1991
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The Anatomy of a Sales Call |
| Both science and art |
May/June 1991
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Exhibitors Demand Change |
| Is anyone listening? |
May/June 1991
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Trade Show Telemarketing Part 2: Making the call |
January/February 1991
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Show Evaluation Techniques |
| Find out how well your show did, and why |
November/December 1990
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Trade Show Telemarketing |
| Part One: Organizing a professional telemarketing operation |
November/December 1990
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Winning the Name Game |
| Build and maintain great exhibitor prospect lists |
September/October 1990
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Who's On First? |
| An examination of booth assignment systems |
July/August 1990
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Floorplan design |
| Layouts that do more then just maximize space |
July/August 1990
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Exhibitor Training |
| Whose responsibility is it? |
March/April 1990
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Why Don't They Read the Manual? |
| User-friendly style creates best-selling exhibitor manuals |
March/April 1990
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