se_3_parallel session - trade show skills

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Improve your trade show skills

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Page 1: SE_3_Parallel Session - Trade show skills

Improve your trade show skills

Page 2: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

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

Page 3: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Shall we start?

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log.

com

Page 4: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Google? LinkedIn? Association website?Google? LinkedIn? Association website?

Page 5: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

International Congress of Pharmaceutical Sciences -FIP

Frequency: AnnualRotation area: World/InternationalAverage attendance: over 3000 paxDuration: 6 days

Page 6: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Congress of the International Orthoptic Association -IOA

Frequency: 4 YearsRotation area: World/InternationalAverage attendance: 650Duration: 3-4 days

Page 7: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

EWEA Congress

Frequency: AnnualRotation area: EuropeAverage attendance: 7500 paxDuration: 4 days

Page 8: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

That is called… Missed opportunity

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Page 9: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Key steps

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Page 10: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Select trade shows

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You invest:•MONEY•TIME•RESOURCES

CHECK SHOW’S WORTHINESS

GLOBAL SHOWS vs REGIONAL

Page 11: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Identify your goals

WHOM WOULD YOU WANT TO MEET?HOW WILL YOU ATTRACT BUYERS?

SET SPECIFIC MEASUREMENTS

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.com

Page 12: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Don't leave things until the last minute

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Page 13: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Use all online opportunities

Page 14: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Design – open & inviting stand

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DEVELOP A KEY MESSAGE

IS THERE A STORY BEHIND THE DESTINATION / PROJECT

Page 15: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

No Empty booths!

STAFF NEED TO KNOW BOOTH SCHEDULE (ROTATING)

Page 16: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Professional teamw

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THINK OF A UNIQUE IDENTITY FOR THE STAFF

NO HIDING BEHIND THE DESK

Page 17: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Experienced staff

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Page 18: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Be prepared for the meeting

HOW?

Page 19: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Check ICCA Database

Page 20: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Personal Appearance

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Page 21: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

How buyers may feel…

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Page 22: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

80/20 listen vs talk

Page 23: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Take notespa

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Page 24: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Simple ideas to attract audienceStand out of the crowd

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Page 25: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

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Simple ideas to attract audienceGdansk sunglasses – limited edition

Page 26: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Simple ideas to attract audienceCool & catchy

Page 27: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Simple ideas to attract audienceGenius in its simplicity

Page 28: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

= Media attention

Page 29: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Don’t miss networking possibilities

Page 30: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Post show…

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Page 31: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

80% of leads die at the show

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Page 32: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Quick response is another opportunity to make good impression

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Page 33: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Reports, statistics, database

Page 34: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Learn from them

Page 35: SE_3_Parallel Session - Trade show skills

ICCA Research, Sales and Marketing ProgrammeTwitter: #RSMP14

Working in groups

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