10 Things I Wish I Knew Before I Started Exhibiting

Welcome to the Webinar!

Skyline Exhibits

Sharing 10 Lessons Learned

• Expectations

• Design

• Budget

• Booth Staff

• Leads

Michael Thimmesch Director of Customer Engagement

Sofia Troutman Segment Manager

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links to:

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A Note About Note Taking

1. Just Showing Up is Not Enough

1. Just Showing Up is Not Enough

• You’ve only paid for

access

• You need to do your

share

• Staffing, promotions,

design, lead

management

2. Trade Shows May Appear Glamorous, but…

2. Trade Shows May Appear Glamorous, but…

• Multiple deadlines

• Hard work

• Envious colleagues

3. Double-Stuff Cookies, Not Your Exhibit

3. Double-Stuff Cookies, Not Your Exhibit

• Don’t tell the whole

story

• Design from attendees

perspective

3. Double-Stuff Cookies, Not Your Exhibit

• Don’t tell the whole

story

• Design from attendees

perspective

• Billboard, not bulletin

board

4. Design Is Fun, Lead Follow-Up Isn’t

• Meetings delay design

• Lead follow up gets

avoided

• Schedule follow up

5. Rookie Booth Staffers are Scared Silent

• Don’t know how

• Won’t admit fear

• Strangers are friends

• Role play staffing

• Steps to process

- Engage

- Qualify

- Present

- Close

6. Capture the Moment…with Lead Cards

• Preserve connection

• Better field sales

follow up

• Honor your promises

6. Capture the Moment…with Lead Cards

7. At the Show, Every Second Counts

• Maintain urgency

• Convey cost per

second

• Dealing with slow

times

7. At the Show, Every Second Counts

• Talking to each other

• Bragging

• Rotate staff

8. Don’t Make Crunch Time, Crunch Time

• Most display damage at

show closing

• Avoid race to leave

• Invest in durability

• Win race for leads

9. Poor Planning Will Blow Your Budget

9. Poor Planning Will Blow Your Budget

• Budget set without rush

charges

• Master the show book

• Plan time for marketing

decisions

• International shows 2X

10. You, Too, Can Master Trade Shows

10 Things I Wish I Knew Before I Started Exhibiting

1. Just showing up is not enough

2. Trade shows may appear glamorous, but…

3. Double stuff cookies, not your exhibit

4. Design is fun, lead follow-up isn’t

5. Rookie booth staffers are scared silent

6. Capture the moment, with lead cards

7. At the show, every second counts

8. Don’t make Crunch Time, Crunch Time

9. Poor planning will blow your budget

10. You, too, can master trade shows

Your presenter:

North America’s leading designer and builder of

custom modular exhibits and portable displays

Island Exhibits Modular Inline Exhibits Portable Displays

Your presenter:

Provider of free trade show education

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FREE BOOK:

Trade Show Tips For New Exhibitors

25 articles on many key areas of

trade show marketing covering:

• Logistics

• Booth staff selection

• Training and staffing

• Exhibit design

• Pre-show and at-show

promotions

• Lead management

• Measurement of your

program's results

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Q&A

10 Things I Wish I Knew Before I Started Exhibiting

Thanks for Attending!

More information:

Web: Skyline.com

Blog: SkylineTradeShowTips.com

Twitter: @SkylineExhibits