Marketing/Promotions sponsored by the Dallas Convention and Visitors Bureau
In
this section, you’ll find articles related to: sales calls,
presentations, sponsorships, overcoming objections, prospecting, etc.
March 2008
February 2008
January 2008
September 2007
September 2007
April 2007
March 2007
Revenue will increase from 14 percent of total show revenues in 2005 to 17 percent in 2006
September 2006
Four steps for attracting new exhibitors and boosting booth space sales
February 2006
Penton finds that IT pros are willing to pay for technical training at SQL Server roadshows
February 2006
Show organizers predict a doubt-digit increase for booth sales in 2006
February 2006
Case Study: MediaLive’s customized program for Cisco at Interop succeeds in pushing customers along the sales pipeline
January 2006
Selling marketing solutions instead of media
products can increase your revenue, deepen your relationship with
exhibitors, and help your customers reach their marketing and sales
goals. So why aren’t more media organizations doing it?
November/December 2005
Once viewed as a cost-cutting measure, outsourcing
part or all of your show management has proven to be smart strategy for
some associations that have taken advantage of expert knowledge while
allowing staff to stay focused on organizational objectives. Find out
why outsourcing vs. staffing up works for these associations.
November/December 2005
How to develop compensation plans, set sales goals and measure the effectiveness of your team
November/December 2005
Revenue will increase slightly from 2005 to 2006
October 2005
New, affordable electronic tools track, weigh and
analyze variable data points to give event marketers a quantification
on value delivered for their marketing spend. Will your show survive
the analysis?
October 2005
Fierce competition and the drive for new products
and ideas have made marketing far more important to corporate success
than it was five years ago. Today, 47 percent of Fortune 1000 companies
employ a chief marketing officer. Where do shows fit in their marketing
mix?
June 2005
Five steps for creating, customizing, pricing and selling sponsorships
May 2005
Booth sales pros reveal the secrets of their biggest sales
March 2005
February 2005
Today’s corporate exhibit manager is MORE about STRATEGY, LESS about LOGISTICS, and ALL about BRANDING
June 2004
From advertising agencies to I&D houses,
everyone wants a piece of the event marketing action. They're
evaluating the options and counseling your customers. They may even be
your competitors.
April 2004
U.S. DOC-certified Outreach 2004 builds international coalition to explore partnerships
April 2004
From advertising agencies to I&D houses,
everyone wants a piece of the event marketing action. They're
evaluating the options and counseling your customers. They may even be
your competitors.
April 2004
Bringing sales in house and packaging booth space
with magazine advertising has cut Allured’s sales compensation expense
by 4 percent and nearly doubled booth sales
November/December 2003
5 newcomers to the industry apply unconventional
wisdom to producing shows. Find out how these leaders extended their
brands, redefined their target audiences and formed strategic
partnerships to grow their shows.
November/ December 2003
An inside look at how IT powerhouse Microsoft plans, evaluates, executes and acts on its show strategy
April 2003
Why exhibitor cost-cutting has to move beyond rhetoric and into reality
March 2003
Convincing exhibitors to invest in your show at a time when spending is taboo and profit margins are razor thin
June 2002
25 tips to help your show make or save money
September 2001
Five showmanagers address today’s most challenging sales issues
November/December 2000
Re-engineering your show floor design to reflect market needs
October 1998
Target marketing propels a campaign to land international exhibitors for U.S. shows
June 1997
March 1997
U.S. Department Of Commerce programs unite international buyers and sellers
November/December 1996
How to sell people the way they want to be sold
November/December 1996
How to hand it over to a qualified contractor
September 1996
Something's missing from their marketing pitch
June 1996
Do show organizers have the courage to invite scrutiny by third-party auditors, then reveal their results
May 1996
Event marketing takes sales beyond the booth
April 1996
Where to look and how to dig for those exhibitor sales nuggets
February 1996
Few can sell overseas exhibitors faster than reliable, reputable international agents. Get the facts before making a move.
September 1995
Designing a compensation plan that motivates salespeople to meet and exceed their targets
July/August 1995
How to capture and capitalize on information power
June 1995
Use these tips and techniques to capture attention, build interest and convince prospects to take your calls
May 1995
Quantitative and strategic goals fit together to create a clear picture of potential revenues
February 1995
The more repeat exhibitors you have, the lower
your costs and the stronger your show. Here are eight ways to draw
exhibitors back year after year.
January 1995
Creative techniques for increasing revenues and decreasing expenses
May/June 1993
Big business for corporations and expositions
March/April 1993
Arm yourself with the tools to turn resistors into exhibitors
January/February 1993
How to find the right people and train them for success
November/December 1992
Creating awareness and credibility
July/August 1992
What can trade and consumer show managers learn from one another?
May/June 1992
An overview of the factors influencing exposition space rates
May/June 1992
Both science and art
May/June 1991
Part 2: Making the call
January/February 1991
September/October 1990
Layouts that do more then just maximize space
July/August 1990
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