the do’s & don’ts of international tradeshows. agenda reed exhibitions – introduction...
TRANSCRIPT
The Do’s & Don’ts of International TradeshowsThe Do’s & Don’ts of International Tradeshows
AgendaAgenda
• Reed Exhibitions – Introduction• Strategic Partnerships• How to prepare for an International
Tradeshow• What to expect at an event• How to follow up after an event• Resources
IntroductionIntroduction
• Size and scope– The world’s leading events organizer, with over 3,000 employees in 33 offices
serving 44 industries worldwide.
• Events– RX organizes over 500 events in 42 countries. A market reach of over 7 million.
Industries & EventsIndustries & Events
– Aerospace & aviation– Automobiles– Broadcasting– Building & Construction– Electronics– Energy, Oil & Gas– Engineering– Environment – Food Service & Hospitality– Gifts– Healthcare– Interior design
– IT & telecoms– Jewelry– Life Science & Pharmaceuticals– Machinery– Manufacturing– Medical– Printing & Graphics – Property & Real Estate– Security & Safety– Sports & Recreation– Travel
International Sales Group helps:International Sales Group helps:
• U.S. based group of industry specialists• Choose the right Reed event globally• Find the best route to market • Secure financial support for client
participation • Overcome language barriers • Organize your participation• Avoid local misunderstandings • Deal with any problems onsite
Reed Exhibitions International Sales Group (ISG) USA operates in partnership with U.S. based Government Bodies and Trade Associations to support global growth.
U.S. Commercial Service & Reed ExhibitionsU.S. Commercial Service & Reed Exhibitions
Why are we partners? Why are we partners?
•Goals align perfectly•We help SME’s to develop and increase exports•We educate U.S. firms on new markets and industries
- Webinars – Seminars – Competitive events•We develop pavilions and create special packages to support U.S. firms•We are partners, helping build international export successes
Local Support, Global ConnectionsLocal Support, Global Connections
Exhibiting abroad is one of the quickest and most cost-effective ways to reach new export customers and rapidly grow your business.
Trade shows deliver:
– Safe and structured environment to explore markets
– Cost-effective market entry
– Targeted, qualified contacts
– Face time with potential customers/business partners
– Resources to make market entry turn key and stress free
Budgets & ROI for Exhibiting ClientsBudgets & ROI for Exhibiting Clients
Budgeting for expansion
• Is crucial, not only does it take a monetary investment you must also invest time – you should plan to invest 3 years in any new market, but especially Asian markets, to fully benefit from expansion
What are our primary cost areas?
• Not too different from domestic shows - space, travel, shipping, T&E
ROI - What do you base your return on?
• New relationships, new leads, brand presence and exposure, competitive advantage, sales opportunities
Your Stand: How it WorksYour Stand: How it Works
• Overseas shows typically provide “stand builds” – Turn-key, cost effective options to building up your space– Built up space typically includes:
Shell Scheme (no pipe & drape) Carpet Name board Electricity Lighting Furniture
Stand Etiquette Stand Etiquette
• Good Welcoming Professional Adequate staffing Knowledgeable Alert Interested Energized Friendly
• Bad Dress
unprofessionally Unattended stand Chat with each other Look bored Use a cell phone Sit down Eat at the stand
Post Show Follow UpPost Show Follow Up
• Follow up is directly related to your ROI
– Did you know, almost 50% of exhibitors do not follow up with prospects they meet at shows?
• Have a follow up plan or telephone, email, or client visits. • Utilization of U.S. Commercial Service programs
– There are multiple follow up tools provided by trade shows• Database access• eNewsletters• Banner ads
ResourcesResources
• ATA Carnet Information– www.MerchandisePassport.org
• Currency Converter – http://www.xe.com/
• World Time Zones– http://www.timeanddate.com/worldclock/
• Passport/Visa– http://www.us.cibt.com/home.aspx?Login=57392
• Required travel documents– http://www.state.gov/travelandbusiness/
• Calendar of Events– http://www.reedexpo.com
