Sales

4 Ways to Build Your Industry’s BIG Show

Retail's BIG Show

Several years ago, somebody gave the National Retail Federation’s (NRF) Annual Convention & Expo the nickname of “Retail’s Big Show” and it stuck. It’s exactly the kind of branding you like to see develop spontaneously around your show if you want everyone in the retail world to view it as the center of an industry. The name did stick and […]

2 Keys to Sales Success at ABC Kids Expo: Inventors and International

ABC Kids Expo

As a leading event in the juvenile products industry that has been growing rapidly for more than 10 years, ABC Kids Expo seemed hard-pressed to find a way to grow further and faster, according to All Baby & Child Corp. President Larry Schur. “We knew the market in the United States was pretty well tapped out,” Schur says, “and there […]

Farmfest’s Ticket to Show Growth? Technology

Farmfest

In 2012, IDEAg Farmfest already had nearly 1 million net square feet both inside and outside, so growing the show very much seemed like it would be difficult. However, not so much, according to IDEAg Senior Director of Expositions Raymond Bianchi. “First of all, a large percentage of the increase is just the nature of agriculture,” Bianchi says. “It’s just […]

PROCESS EXPO’s Virtuous Circle: Engineering Attendee Growth, Which in Turn Produces More Exhibitors

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  It was a “chicken-or-egg” situation. That’s the way Andy Drennan saw it. Drennan, the senior vice president of the Food Processing Suppliers Association, says his PROCESS EXPO grew its showfloor by 35 percent and its revenue by 25 percent because of the circular dynamic that exists between exhibitors and attendees: Attendees will come to an event, he says, if it’s […]

ISC West Broke Showfloor Records This Year. Here’s Why.

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Reed Exhibitions’ ISC West broke a few records when it was held April 2-4 at the Sands Expo Convention Center in Las Vegas: Attendance was the highest in the event’s history and the showfloor maxed out every available square foot in the Sands and Venetian. How did the security industry event team manage to squeeze so much growth out of […]

CEIR Study: Education Is No. 1 Reason Execs Attend Shows

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More than anything else, your highest-level attendees are at your show to take advantage of educational opportunities, according a recent study on attendee preferences conducted by the Center for Exhibition Industry Research. The same goes for attendees at all levels, across every industry—but that’s about the only thing attendees with different job titles seem to agree on. “Learning” was the […]

How You Can Convert Raw Data to Boost Sales

Show data can come from your past events or purchased databases. The trick to leveraging all of that information is developing a strategy, according to Joe Colangelo, founder and CEO of Bear Analytics.  ”We get a lot of interest in marketing data. One way to augment this is by using the information you have—the transactional data,” he says.  For registration, […]

How Reed Created a System to Train and Nurture New Talent

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With an eye on the company’s future, Reed Exhibitions is looking at a new way to bring in youth and talent: it’s recruiting a class of entry-level salespeople and spending six months training them. Those who make the cut will be plugged into gaps throughout the organization, smoothing over transitions and making sure the right people are in the right […]

Enterprise Connect Leveraged an Event into a 365-Day Community—And Vice Versa

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UBM Tech’s Enterprise Connect Orlando attracted 175 exhibitors in March, a 9-percent increase over the year before. Eric Krapf believes the reason for the success is self-evident in his title: He’s co-chair of Enterprise Connect and editor of No Jitter, an online publication that keeps those in the enterprise communications world connected throughout the year. Krapf says the links between […]

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