Approach for Trade Shows: 5 Key Steps


When you are relatively new to a pre-existing events team or program, it can be overwhelming to get a handle on all the different number of trade shows, show acronyms, venues, assets, internal and external partners, products, brands and sales professionals. Taking a “program approach” and organizing your shows and assets into tiers can help you stay focused, concentrate on your objectives, control spending and will probably help your peace of mind.

Step 1: Audit Your Show Calendar
Start by taking a 30,000-foot view of all trade shows that your company has attended over the past 3-4 years. It is important to look back over several years because some shows are only held every two or three years. Also, you may have attended a specific show in the past due to a product launch or acquisition but it is no longer on your current calendar, but if conditions change, it might be once again. These are just two common reasons for changes in the show calendar but there are MANY other reasons a company could modify their attendance at a show.

Step 2: Organize Shows into Tiers
With the comprehensive list of prior shows in hand, you can now start to organize them into similar categories or “tiers” usually aligned around size, scope and spend. Tier 1 shows – also sometimes called “strategic” or “major” shows – tend to be handled by or have Corporate Marketing involvement. These are typically larger island booths with multiple brands or products represented and an integrated marketing campaign driving activation. Install and dismantle for a Tier 1 show likely takes several days and significant man-hours with possible overtime. Tier 2 shows – sometimes referred to as “regional” shows, as the name suggests, can still be larger booth spaces but the attendee audience tends to be contained to a region or state. These shows are typically set-up by an install and dismantle team in a matter of hours. And finally, Tier 3 shows – commonly referred to as “local” or “sales” shows – are typically table top or inline booths that can be set up by a sales or marketing professional with very minimal effort.

Step 3: Identify Your Objectives
Identifying your objectives for each show may also help to organize your shows into the tiers or categories. You will also see commonality to the objectives that you have for each tier. Tier 1 shows tend to be about brand awareness and major corporate initiatives, product launches, etc. Tier 3 shows tend to be territory events managed by Sales for specific lead generation activities.

READ STEPS 4 & 5

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