Marketing/Promotions sponsored by the Dallas Convention and Visitors Bureau
In
this section, you’ll find articles related to: exhibitor retention,
training, prospecting, contracts, spending, budgets, sales, costs,
sponsorships, booth assignments, priority point systems, international
exhibitors, exhibitor advisory committees, lead management, exhibitor
manuals, exhibitor newsletters, booth/drayage package plans, etc.
April 2008
March 2008
March 2008
February 2008
January 2008
January 2008
October 2007
September 2007
September 2007
March 2007
March 2007
Nearly 50 percent of Pulvermedia’s VON attendance comes from co-op marketing campaigns
November/December 2006
Revenue will increase from 14 percent of total show revenues in 2005 to 17 percent in 2006
September 2006
Exhibitors we talked to say many shows aren’t easy
to work. Here are 10 ways to improve your relationship with exhibitors
and enhance customer service.
Pushed by increasingly sophisticated marketers,
show organizers are getting the point that delivering measurable value
is essential to growth in attendees, exhibitors and marketplace
relevance. While most welcome a new transparency in ROI metrics, these
do come at a price for both show organizer and exhibitor. Just how
useful are the measures relative to their costs?
June 2006
Show organizers spend $156 per exhibitor on sales promotion
March 2006
Penton finds that IT pros are willing to pay for technical training at SQL Server roadshows
February 2006
Four steps for attracting new exhibitors and boosting booth space sales
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
Five steps for planning and using post-show research to help improve your next event
November/December 2005
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
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
Nearly half of shows offer a new product showcase,
according a recent EXPOweb poll. Whether you’re looking to launch a new
products section or enhance your existing one, here are some tips on
how to set parameters, promote and sell it, and handle operational
issues.
September 2005
Exhibitor advisory board prompts ISH North America to change show rotation cycle
July/August 2005
Strategic research is critical to the success of
your event, but it can also be expensive. Here are 5 common research
objectives and 4 cost-effective techniques.
July/August 2005
Associations rely on built-in constituencies to
support their annual conventions and trade shows. But decisions to
attend are no longer automatic for members and vendors. Find out
how market intelligence fuels changes — from modest to extreme — for
three association shows.
July/August 2005
Five steps for planning, organizing and managing show contests
June 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
CMP Media launches an awards program, leveraging the value of its VARBusiness magazine and XChange Tech Innovators Conference
May 2005
Five steps for creating, customizing, pricing and selling sponsorships
May 2005
E.J. Krause covers drayage fees at Expo Manufactura, increasing attendance and space rentals
May 2005
E-newsletters are a popular marketing tool, but
can you produce an electronic newsletter that’s not only opened but
also welcomed by your attendees and exhibitors? Here are a few pointers
to make your e-newsletters more successful.
April 2005
Reed Exhibitions’ Exhibitor University teaches customers how to set and meet objectives
April 2005
March 2005
Booth sales pros reveal the secrets of their biggest sales
March 2005
Utilizing matchmaking services to help the right
buyers meet the right exhibitors has been a growing trend, especially
in the last year. Many shows are bringing home the ROI of their events
by ensuring exhibitors meet their top prospects. Here’s how it’s done.
March 2005
H2 Events owns 50 percent of the Centurion Show with 98 exhibiting companies owning the other 50 percent
January 2005
Today’s corporate exhibit manager is MORE about STRATEGY, LESS about LOGISTICS, and ALL about BRANDING
June 2004
The co-location trend is accelerating, in part,
due to diminishing participation in shows by both attendees and
exhibitors. For FMI and many other show organizers, co-location brings
synergy to events with overlapping markets, increasing buyers for
exhibitors and enhancing education and product awareness for attendees.
November/December 2004
If worded properly, exhibitor contracts can improve cash flow and make the operation of an event more efficient. Here’s how.
November/December 2004
E-mail might still be your best bet for retention, but attracting new customers will take a new mix of tools and messages.
October 2004
Penton’s online trade show produces steady stream of leads for a handful of exhibitors
October 2004
SmartEvent calculates the potential connections among Supercomm participants
October 2004
What you need to know about designing your floor
plan, including tips and tools on booth assignments, safety
considerations, floor plan design software and traffic flow
September 2004
With so many similarities between publishing and
trade shows, show managers who’ve made the switch may have the edge.
They bring a unique B2B perspective from publishing that both
complements and contrasts with trade shows. Find out what they know —
and how to put these publishing strategies to work at your next show.
May 2004
Guided tours take mystery out of technologies exhibited at Retail Systems
May 2004
Meet the Market gives exhibitors 8 minutes to court buyers in one-on-one meetings
May 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
Booth space-demo suite combo gives exhibitors more privacy at Design Automation Conference
April 2004
Two associations replace their annual shows with a single, more profitable event
March 2004
Helping exhibitors become more successful at
following up on leads generated at your show will give your event
greater value in their future marketing plans.
March 2004
Game show at ASR attracts more than 800 spectators and generates press coverage for eight sponsors
February 2004
Conversion from closed to open event has grown NTEA show floor by 173 percent and attendance by 47 percent in five years
January 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
Webcasting, especially live for the masses, is
expensive and requires vast amounts of bandwidth. The truth is not
every virtual attendee is willing to interrupt his day to attend a Web
event. Webcasting isn’t dead, however. Here are some tips for using the
medium today.
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
10 show strategies for the future, excerpted from Francis Friedman’s white paper on trends and challenges 2003-2010
October 2003
E3 creates consumer Web site, extending the trade show’s reach to more than 200,000 video game enthusiasts over three days
October 2003
Association creates its own general service contracting company to stabilize or reduce exhibit costs at PACK EXPO
September 2003
10 cities exhibitors choose as their favorites for shows
June 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
Exhibitors still look for independently verified statistics on a show
February 2003
Creating exhibitor-friendly Web sites
November/December 2002
Putting together an award-winning exhibitor service manual
October 2002
Keep exhibitors committed by helping them budget wisely
July/August 2002
Keep your show growing with an exhibitor analysis
June 2002
Convincing exhibitors to invest in your show at a time when spending is taboo and profit margins are razor thin
June 2002
Case study: IEC exhibitors use PDAs to retrieve barcode badge data
March 2002
Maintaining corporate support for exhibiting at a show
January 2002
Operations teams use interactive floor plans to collaborate
September 2001
As economic expansion drives up drayage
expenses,general service contractors and show managers put together
solutions to control exhibitor costs
April 2001
Internet-enabled exhibitor lead management solutions leverage registration data
March 2001
Facing increased competition from magazines, direct mail, e-marketing and the Internet,exhibitions battle for marketing dollars
March 2001
Five showmanagers address today’s most challenging sales issues
November/December 2000
Don't raise rates at the expense of margins.Rate
setting is an unusual white knuckle exercise.As much an art as it is a
science.As much a game of chicken as it is a fiduciary
responsibility.Change too little and you leave money on the
table.Change too much and you kill the golden goose.
September 1999
How Mega-media Forces Are Transforming Our Industry
July 1999
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
The extra oomph that will lure your customers back time and again
May 1997
Set up your best shot at going international
April 1997
March 1997
U.S. Department Of Commerce programs unite international buyers and
November/December 1996
Unresolved issues can plague relationships between show managers and the EACs that work at their event
October 1996
How to help international exhibitors feel more at home
October 1996
Here's what it takes to get exhibitors to your event and on the show floor
September 1996
Negotiating better prices for your exhibitors -- and for yourself
September 1996
Do show organizers have the courage to invitescrutiny 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
When industry trade shows don't pay off, corporations launch their own
November/December 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
September 1994
Think of public relations as a profit center
April 1994
Attracting the international set
January 1994
Exhibitors and show managers join forces to promote attendance
May/June 1993
Creative techniques for increasing revenues and decreasing expenses
May/June 1993
Big business for corporations and expositions
March/April 1993
Industry-wide efforts show promise
March/April 1993
Arm yourself with the tools to turn resistors into exhibitors
January/February 1993
Important tools for educating exhibitors
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
Offering more than just advice
March/April 1992
Proven ideas for even the smallest budgets
July/August 1991
Both science and art
May/June 1991
Is anyone listening?
May/June 1991
January/February 1991
Find out how well your show did, and why
November/December 1990
Part One: Organizing a professional telemarketing operation
