se_3_parallel session - trade show skills
DESCRIPTION
TRANSCRIPT
Improve your trade show skills
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Goedemorgen
Marta Wiśniewska, Coordinator, Gdansk Convention Bureau, Poland
Jarno de Boer, Managing Director, CIMGlobal (Congrex Holland BV), the Netherlands
Carol van der Hoeff-KruijmerInternational Pharmaceutical Federation –FIP, the Netherlands
Karen McMain, President, International Orthoptic Association, Canada
Célia Galeotti-Wulf, Senior Event Manager – Logistics, European Wind Energy Association, Belgium
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Shall we start?
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Google? LinkedIn? Association website?Google? LinkedIn? Association website?
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International Congress of Pharmaceutical Sciences -FIP
Frequency: AnnualRotation area: World/InternationalAverage attendance: over 3000 paxDuration: 6 days
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Congress of the International Orthoptic Association -IOA
Frequency: 4 YearsRotation area: World/InternationalAverage attendance: 650Duration: 3-4 days
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EWEA Congress
Frequency: AnnualRotation area: EuropeAverage attendance: 7500 paxDuration: 4 days
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That is called… Missed opportunity
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Key steps
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Select trade shows
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You invest:•MONEY•TIME•RESOURCES
CHECK SHOW’S WORTHINESS
GLOBAL SHOWS vs REGIONAL
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Identify your goals
WHOM WOULD YOU WANT TO MEET?HOW WILL YOU ATTRACT BUYERS?
SET SPECIFIC MEASUREMENTS
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Don't leave things until the last minute
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Use all online opportunities
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Design – open & inviting stand
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DEVELOP A KEY MESSAGE
IS THERE A STORY BEHIND THE DESTINATION / PROJECT
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No Empty booths!
STAFF NEED TO KNOW BOOTH SCHEDULE (ROTATING)
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THINK OF A UNIQUE IDENTITY FOR THE STAFF
NO HIDING BEHIND THE DESK
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Experienced staff
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Be prepared for the meeting
HOW?
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Check ICCA Database
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Personal Appearance
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How buyers may feel…
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80/20 listen vs talk
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Take notespa
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Simple ideas to attract audienceStand out of the crowd
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Simple ideas to attract audienceGdansk sunglasses – limited edition
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Simple ideas to attract audienceCool & catchy
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Simple ideas to attract audienceGenius in its simplicity
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= Media attention
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Don’t miss networking possibilities
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Post show…
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80% of leads die at the show
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Quick response is another opportunity to make good impression
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Reports, statistics, database
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Learn from them
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Working in groups
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