Archive for November, 2007

Unhappy is as Unhappy Does - Dealing With the Unhappy Client

Nov 27th 2007Casey FitznerBooth Staffing

If you are a salesperson, you have most likely encountered this - the phone call that comes in from an unhappy customer. Not only does it create extra work for you, but it cuts into your selling time. You can and should see this as a tremendous sales opportunity and a chance for you to become a hero. What if they corner you at the next trade show and confront you in front of other the rest of your team, or worse - another perspective client.

Though it may be difficult to not butt-in, just listen and let your customer vent. Listening allows you to determine what they are really angry about. Determine what the customer is really asking for. If upper management needs to be addressed, this gives you an opportunity to set up a meeting and establish a relationship. Continue Reading »

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Effective Use of Banner Stands for Your Next Event

Nov 27th 2007Casey FitznerNew Products Announcement & Trade Show Tips

A banner stand for your trade show display draws attention to your booth and helps you deliver your message to prospective clients, current customers and business contacts at what is usually a highly competitive event. Your trade show display should stand out from the crowd, and a banner stand is a great way to make sure it does. Continue Reading »

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Trade Show “Chotchkies”

Nov 27th 2007Casey FitznerTrade Show Tips

Trade show giveaways and promotional products are a great way to help booth visitors and attendees remember you. Good use of giveaways can increase lead generation, as well as boost the number of relevant phone calls you receive after the show. Unfortunately, many companies miss the mark when it comes to the use of these things. You do not want your company to be remembered as the group who was more focused on their “chotckie” than on their products and services. In order for this to be of values, you must have a plan to distribute a targeted, memorable give-away to see ROI with promotional giveaways.

Your items should not only fit in with your overall trade show marketing, but should be well-branded. You need to select trade show giveaways that are unique, useful, and appropriate. Ideally, your company would give away products very similar to the ones that you sell, but for companies who sell more costly items, the giveaway should at least relate to what you sell in some way. For example, if your company sells golf clubs and high-end golf attire, you could give away golf balls. Make sure your company name, logo, and contact information are visible on the promotional giveaways you distribute.

You should also establish away to effectively track the success or failure of your promotional items. Many companies use giveaways to direct clients to a specific e-mail address, so that you can measure the response to your giveaways.  If you plan to give away big screen televisions for free at your next trade show, be prepared to be flooded with visitors.

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Creating a Winning Booth

Nov 17th 2007Alex TuckerTrade Show Tips

Your trade show exhibit is a unique marketing opportunity – the chance to make a first impression on prospective clients and convince them to visit the booth – and is a pivotal part of an effective, integrated marketing effort. But since the chance to grab a potential customer’s attention passes quickly for an exhibitor (three seconds if you are lucky), the right booth design is not only necessary, but critical for the trade show success. In addition, an exhibitor’s ROI is dependent upon the booth’s effectiveness. Exhibits can be designed to introduce new products, reinforce a brand, or generate market recognition of an established product or service. How can you as an exhibitor get the most out of an exhibit? Here are some guidelines for achieving the perfect blend of design and effective marketing message:
  • Design your booth so people can navigate easily without feeling crowded. Keep the atmosphere intimate, and remove any barriers between yourself and your audience.
  • Develop a realistic budget that allocates money where it is needed.
  • Keep the message simple so as not to overload visitors with too much information.
  • Have a clear objective, and make it specific.
  • Make your goals measurable in order to gauge the exhibit’s effectiveness after the show. Use signage and graphics to focus attendees’ attention on your message.
  • Address the needs of the shows target audience.
  • Consider offering a giveaway or promotional product that conveys your message and one that ties in with the exhibit’s theme.
  • Think integrated marketing; brand your exhibit through your marketing activities, via the Internet, etc.

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Shipping May Be Ripping You Off!

Nov 7th 2007Casey FitznerExhibit Services & Trade Show Tips

Shipping is one part going to trade shows you probably don’t think much about. But most exhibitors that ship freight make mistakes they’re not even aware of which could cost thousands of profit dollars every year. Are you one of those companies?

You’ve heard the phrase, “Use the right tool for the right job.” You may be able to get the job done, but there are usually ramifications for using the wrong tool. Freight has different characteristics than a letter or something that can fit in a “flat-rate” kind of box, so you have to use the right company to handle freight. The Service Team at Tradetec Skyline not only has access to hundreds of transport companies in their network; they have the know-how to match your freight and service level with the right one.

Not planning ahead with the shipment of your exhibit can cost you. The only way to eliminate mistakes before they happen is to plan ahead. Make sure you have an accurate weight for your item including any packaging material and pallet. If there is a discrepancy between the listed weight and the actual package, the transport company may reweigh your item and charge you the difference. If you have scheduled a pickup, make sure your shipment and its accompanying paperwork is ready to go. Do not overnight something unless it must be somewhere tomorrow; the price to expedite something is exponentially higher than regular rate.

If this is you or someone you know, the good news is that it’s never too late to change! Recognizing the facets of exhibiting that need to managed by you or your staff and rely on the experienced, professional team at Tradetec to manage the shipping and small details of getting your booth to the show and ready for you to exhibit.

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