the power of trade shows for agents · to make the best possible use of your available...

According to a Simmons Market Research Bureau survey of trade show attendees:• 91% rate trade shows as an “extremely useful” source

of purchasing information.

• 60% percent attend trade shows for “hands-on” product details.

• 91% percent actually purchase products or services at trade shows.

You only have six seconds to grab your prospect’s attention. We’ve designed the booth to be colorful and engaging. Make sure employees are well-rehearsed, relaxed and friendly.

The most important information you can gather from your show are leads. This information is the most valuable outcome of your trade show investment and should be treated as your number-one priority.

The Power of Trade Shows for Agents

Contents

2 About you and your show 3 Planning worksheet 4 Floor model displays 4 Table top displays 5-6 Custom backwall displays 7 Portable backwall display 8 Custom backwall 9 Tradeshow activation 10 Corporate backdrop 10 Other enhancements 11 How to reserve a booth 11 Vinyl banners

Maximize results by using these strategies for before, during and after the show:

Before the show

Prepare!• Choose your exhibit team carefully, selecting those personnel

with proven sales and communications skills.

• Establish a game plan well before the show; and train your team on how to run the exhibit, greet visitors and make effective presentations.

• Make sure your people know why you are at the show, what you are exhibiting and what specific objectives you expect them to meet.

• Check that your display and all materials will be ready at “show time.”

• Be sure your booth will be staffed and open during all show hours.

• Dress in a comfortable, conservative business-like way.

During the show

To make the best possible use of your available “selling” time at the show, consider these fundamental rules of show presentation:

• Prepare your display, staff and greetings to make a positive first impression.

• Be vigilant – keep the booth and hand-out materials tidy and easy to reach/read. Avoid leaving extra material cluttering the table tops in the booth. Keep extra materials under tables.

• Ask questions to determine a prospect’s interest in and need for your product.

• Spend 20% of your time talking and 80% of your time listening.

• Present the features, benefits and competitive advantages of your products in a clear and compelling way.

• Write down as much information as possible about each good prospect.

Supplies

Be sure to have on-hand plenty of general business supplies, including: lead forms, pens and paper, folders, calendars, appointment books and other basic items.

After the show

Lead management

If you do not currently use an effective “closed loop” lead-management system, consider these lead-tracking basics before you head out for a show:

• Think about how you will question and “qualify” a new customer prospect.

• If you do not already have one, create a detailed “Sales Lead Card” to gather information on the prospect, company, product requirements and purchase time frame.

• Determine which leads are your best leads and put them on a “fast track” sales program.

• Set up a system to forward detailed, high-quality sales materials to your best lead prospects.

• Create a system to track each and every lead until it is exhausted or sold.

Measurement and Analysis

By keeping track of all leads generated at a show and by analyzing the impact those leads have on your final sales, you can evaluate the effectiveness of your trade show strategies.

About you and your show

2

Estimated Cost Actual Cost

1. Space[ ] Booth $ ________ $ ________

[ ] Hotel Suite $ ________ $ ________

2. Display[ ] Graphics $ ________ $ ________

[ ] Products for display $ ________ $ ________

[ ] Booth rental $ ________ $ ________

[ ] Literature holders $ ________ $ ________

[ ] Easels $ ________ $ ________

[ ] Toolkit $ ________ $ ________

[ ] Lighting Fixtures $ ________ $ ________

3. Furnishings at Booth[ ] Tables $ ________ $ ________

[ ] Chairs $ ________ $ ________

[ ] Coat racks $ ________ $ ________

[ ] Floor covering $ ________ $ ________

[ ] Floral arrangements $ ________ $ ________

[ ] Computer rental $ ________ $ ________

[ ] Imprinter rental $ ________ $ ________

[ ] Audiovisual equipment $ ________ $ ________

4. Show Services[ ] Set-up/tear-down labor $ ________ $ ________

[ ] Electricity $ ________ $ ________

[ ] Phone, fax $ ________ $ ________

[ ] Photos of display $ ________ $ ________

[ ] Security $ ________ $ ________

[ ] FedEx $ ________ $ ________

5. Shipping and Storage[ ] Freight $ ________ $ ________

[ ] Drayage $ ________ $ ________

[ ] Exhibit storage $ ________ $ ________

Estimated Cost Actual Cost

6. Advertising and Promotion[ ] Pre-show promotion $ ________ $ ________

[ ] On-site promotion $ ________ $ ________

[ ] Post-show promotion $ ________ $ ________

[ ] Direct mail $ ________ $ ________

[ ] Special badges $ ________ $ ________

[ ] Special uniforms $ ________ $ ________

[ ] Handouts, giveaways $ ________ $ ________

[ ] Special show literature $ ________ $ ________

[ ] Telemarketing $ ________ $ ________

7. Personnel[ ] Travel reservations $ ________ $ ________

[ ] Hotel reservations $ ________ $ ________

[ ] Registrations at show $ ________ $ ________

[ ] Meals $ ________ $ ________

[ ] Out-of-pocket expenses $ ________ $ ________

8. Special Activities[ ] Client entertainment $ ________ $ ________

[ ] Receptions $ ________ $ ________

[ ] Sales meetings $ ________ $ ________

[ ] Speakers, training $ ________ $ ________

9. Other[ ] ___________________ $ ________ $ ________

[ ] ___________________ $ ________ $ ________

[ ] ___________________ $ ________ $ ________

[ ] ___________________ $ ________ $ ________

Total Show Budget $ ________ $ ________

Planning worksheet

3

Rental Fee: $230.23 per display plus shipping; invoice will be directed to requester for payment.

Dimensions: Each panel = 33.25" wide x 79" high; Fits 10' x 10' booth space.

Features: Three free-standing window-shade type panels, complete with graphics and all necessary hardware; packs in one 50# case with wheels.

Floor model display (Corporate)

Rental Fee: $230.23 per display plus shipping and handling; invoice will be directed to requester for payment.

Rental Process: See procedures on page 11; agents must reserve exhibits though their Travelers field representative.

Dimensions: Each panel = 33.25"W x 50.75"H; Fits on 6' table (table not included).

Features: Two free-standing window-shade type panels, complete with graphics and all necessary hardware; packs in one 40# case with wheels.

Table top displays

4

Custom backwall displays – V110 x 20' – 2 variations

Estimated Cost to Rent:

Setup and prepare display for show usage $630.00Dismantle and repack for shipping $315.00Round trip handling $240.00Project coordination $375.0024" x 36" lightbox graphic (from provided artwork) $165.00Optional wall graphic (front lit – as shown above) 38" Tall x 56" wide $365.00Optional wall graphic (front lit – as shown above) 38" Tall x 26" wide $185.00

Costs do not include shipping to show, labor at showsite (if applicable), show services (electrical, cleaning, material handling, carpet). These costs are additional fees and can be estimated on a per show basis.

Option 1• Illuminated logo• (3) lightboxes – 24" wide x 36" tall each• (2) desks with locking cabinets• Storage closet• Ability to hang plasma monitor• Ships with (2) stools and (1) café table• Ships in (5) crates – Total weight 2,200 lbs.

Option 2• Illuminated logo• Front lit graphics • (1) 38" tall x 26" wide• (1) 38" tall x 56" wide• (2) desks with locking cabinets• Storage closet• Ability to hang plasma monitor• Ships with (2) stools and (1) café table• Ships in (5) crates – Total weight 2,200 lbs.

TV

TV

5

Custom backwall displays10 x 10' – 2 variations

Option 1• Front lit vinyl logo• (1 or 2) light box graphic – 24" tall x 36"wide each• Storage closet• Area to hang plasma (or put another graphic)• Can use (1) or (2) of the cabinets• Can ship with (2) stools and (1) café table• Ships in (4) crates – approx. weight 1500 lbs.

Option 2• Front lit vinyl logo• (1) large front-lit graphic – 38" tall x 52" wide• Storage closet• Area to hang plasma (or put another graphic)• Can use (1) or (2) of the cabinets• Can ship with (2) stools and (1) café table• Ships in (4) crates – approx. weight 1500 lbs.

TV

TV


Setup and prepare display for show usage $420.00Dismantle and repack for shipping $210.00 Round trip handling $165.00 Project coordination $275.00 24" x 36" lightbox graphic (from provided artwork) $165.00 each Optional wall graphic (front lit – as shown above) 38" tall x 52" wide $300.00 Costs do not include shipping to show, labor at showsite (if applicable), show services (electrical, cleaning, material handling, carpet). These costs are additional fees and can be estimated on a per show basis.

6

Portable backwall display – V210 x 20' and 10 x 10'

Option 1 – 10 x 20'• Custom wooden header and lighting• 42" monitor is included and hangs on backwall• 2 knock down pedestals podiums are included• Ships in (2) skids – Total weight 1,000 lbs.

Option 2 – 10 x 10'• Custom wooden header and lighting• 1 knock down pedestal podium is included• Ships in (1) skids – Total weight 750 lbs.


Setup and preparation of display for show usage $330.00 Dismantle and pack for shipping $195.00 Round trip handling $125.00 Project coordination $275.00 Costs do not include shipping to show, labor at showsite (if applicable), show services (electrical, cleaning, material handling, carpet). These costs are additional fees and can be estimated on a per show basis.

Graphics:• Each 10' section graphic visual is 81 3/4" tall x 80 5/8" wide. For graphic design must build in

1" bleed all around. Each 10' section cost to rent is $1,200.00.

7

Custom backwall – V310 x 20'

Option 1 – 10 x 20'• Header logo• Center lightbox graphic – 38 3/8” wide x 73 15/16” tall• Side graphic – 42 5/8” x 47 3/4”• Area of monitor• Comes with 2 counters (as shown in next picture)


Setup and preparation of display for show usage $630.00 Dismantle and pack for shipping $315.00 Round trip handling $240.00 Project coordination $375.00

Graphic costs (from client provided artwork):

Center lightbox – 38 3/8” x 73 15/16” on clear Plexiglas $525.00

Side graphic – 42 5/8” x 47 3/4” $335.00


8

Option 2 – 10 x 20'• Center logo• Area for monitor• Low side rails• (2) counters (stools are not included)


Setup and preparation of display for show usage $630.00 Dismantle and pack for shipping $315.00 Round trip handling $240.00 Project coordination $375.00


Overview:

Miniature golf putting green will be utilized at tradeshows to engage with Travelers customers and ideal prospects.

Items Included:

• Putting Green

• Flag Pin

• Putter

• Pull-up Branded Display Banner (Quantity: 2)

• Transport Custom Cases (Quantity: 2)

– Putting green – Pull-up display banner

Putting Challenge Dimensions:

• Approximately 6.5" wide x 8' high

• Umbrella handle is 7" wide

• Hole 2" wide (length of two golf balls)

Materials:

• 250 aluminum bottom with 2 1/4" high .250 aluminum lip around edge

Total Weight:

• Approximately 300 pounds, including all Putting Green pieces and the transport case

• Ship case – 48 x 24 x 41


• $258.00 per usage


Tradeshow activation – Putting Challenge

Tradeshow activation – Putting Challenge signage(Retractable banner) x2

9

• Assembled unit size: 10' – 25" wide x 92.5" high x 13.75" deep

• Graphic visual area: 121" wide x 90.25" high

• Aluminum tube frame with bungee cords and rounded corners. Simply pull the pillowcase fabric graphic over the frame and zip.

• Ships in (1) case – 46 x 16 x 16 at 45 lbs.

• Estimated Cost to Rent: $230.23

Costs do not include shipping to show, labor at showsite (if applicable), show services (electrical, cleaning,material handling, carpet). These costs are additional fees and can be estimated on a per show basis.

Corporate 10’ backdrop

Floor Standing Kiosk $480.00 $860.00 – With graphics

Cost to Rent: $87.00

No Charge for Rental



Other enhancementsOther enhancements

• Custom Furniture (Includes 2 stools and 1 table) Ships in (1) crate: 275 lbs 47 x 39 x 40

• Fish Bowl

• Blue Ray/DVD Player



• iPad Kiosks

• Tablecloth (8')

• Promotional Item Holder Ships in (1) crate: 120 lbs 53 x 29 x 10

10

Banners are ideal for those events that may not call for an exhibit booth, but require some form of Travelers presence.

Features

Vinyl for use indoors or outdoors, with grommets for hanging.

Banners are available in the following sizes:

– 96"W x 24"H (only white banners are available in this size)

– 72"W x 36"H

For General Information: Please contact via email at: [email protected]

Reservation Confirmation Requesters will receive a reservation confirmation within 48 hours. (Due to a limited supply requests will be filled on a first-come basis.)

Rental and Shipping Charges Charges for rental, service options and shipping will be invoiced directly to the requester for processing and payment.

Responsibility for Equipment Damage The requester is responsible for returning the banner(s) in good condition via air shipment to the address at the bottom of the reservation form. Cost for repair or replacement of damaged materials will be charged to the requester.

Vinyl banners

96"

24"

72"

36"

72"

36"

travelers.com

The Travelers Indemnity Company and its property casualty affiliates. One Tower Square, Hartford, CT 06183

This material is for informational purposes only. All statements herein are subject to the provisions, exclusions and conditions of the applicable policy. For an actual description of all coverages, terms and conditions, refer to the insurance policy. Coverages are subject to individual insureds meeting our underwriting qualifications and to state availability.

© 2016 The Travelers Indemnity Company. All rights reserved. Travelers and the Travelers Umbrella logo are registered trademarks of The Travelers Indemnity Company in the U.S. and other countries. TCS-2871-Agent Rev. 11-16

Reservation Requests: All reservation requests must be submitted by a Travelers Field Office or Home Office employee. Agents or brokers interested in reserving booths or banners should contact their local Travelers representative.

How to reserve a booth or banner

the power of trade shows for agents · to make the best possible use of your available...

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