Trade Show Displays, Exhibits & Booths

Experience

2007-02-10T20:46:00.000-08:00

New site detailing life experiences, both shared and personal.

Leading Trade Show Exhibit Trends Create A Profound Experience for Attendees

2006-08-03T13:28:00.000-07:00

By: Mat Kelley

Trade shows have traditionally served as an opportunity for industry leaders to showcase their latest products and innovations. Competing companies have always clamored for the attention of potential customers by sticking to the benefits sales model, showcasing how their product can solve a common problem.

But current trends are creating a different climate at trade shows these days. With competition for the customer’s attention stronger than ever, exhibitors are no longer fixated on separating themselves from their competitors by focusing on a particular product and simply talking about solutions and benefits. Which leads us to the first, and probably most profound, trend in trade show exhibiting.

Experiential Exhibits:
Product pitches and demos are “out” – at least they are no longer the centerpiece of a trade show exhibit. Instead of the literal, one-on-one, “we’re better because . . .” spiel, the challenge has become creating an experience for the potential customer that leaves them in awe, or at least makes a strong enough impression that they forget about the competition. While the trade show booth is a temporary fixture, the idea is to create a space that has a feeling of permanence and keeps the customer engaged. So engaged, in fact, that the customer has a memorable experience, and associates that experience with your product – eliminating the need for the hard sell, and creating a smooth landing for the soft sell.

Each element of these “experiential exhibits” is crucial and must be carefully selected to effectively execute a cutting-edge, yet warm and inviting, space. Any sort of “edutainment” feature anchored in technology, such as interactive computer games that test knowledge or popular television game shows as a template for a game featuring facts and information about your company or industry, are a must-have. Making this part of your trade show booth space gives you an opportunity to make your booth more of an interactive space.

Materials:
There are many different types of materials that can be used and are used to make trade show displays. But because of it’s versatility and low cost in comparison to other materials, fabric is one of the trendiest materials to use for your booth. Metal and wood are used less frequently because of their weight, bulkiness and inflexibility.

You can use fabric in a subtle way, almost like a canvas, to create a backdrop for the theme of your space. And often, the light, airy nature of the fabrics used for today’s exhibits create a light, airy feeling for your trade show display. But more often, you will find fabric being used for the banner stands, such as the Allure tensioned fabric banner displays that have recently hit the market. These high-quality banners are quickly set up (about two minutes with no tools needed) and easy to put together, convenient to travel with (even on an airplane,) economical to ship, and, shelves can be added to the banners for a more sophisticated look. These advantages, along with the long life and durability of the Allure banners, makes them slightly more expensive than typical banner stands. But the extra money is worth it - these banners create such a strong presence that they can be used by themselves or combined with a pop-up or custom booth to really make your space “pop.”

Lighting:
Whether you are going for a more traditional trade show booth or the cutting-edge experiential, lighting is crucial in creating the mood for your space. Because of this, custom lighting is becoming more mainstream.

Using filtered or wash lights creates a mood that drastically contrasts with a trade show display that uses spotlights. But ambience is not the only reason custom lighting has become more popular. You can also use lighting – however dramatic or subdued – to bring attention to featured products.

The Final Touches
Today’s trade show visitors are limited on time and bombarded with a flurry of sales and marketing gimmicks. To “stand out in the crowd,” here are some additional trends that have emerged in recent years.

Booth Details – Once you have gotten a visitor’s attention and they have entered your space, you must give them a good reason to stick around for more than a couple of seconds. This is the time for you to immerse the customer with your brand. Visitors want to see how your product or service will benefit them – so show them. Testimonials are an easy way to achieve this, in addition to marketing materials featuring people using your product, as well as the standard product demonstration. And because presentation is everything, additional pieces in your booth, such as literature racks, are a good way to keep your space organized while attractively displaying your marketing materials without overwhelming prospects with too much information.

Time is of the Essence – With the demands of today’s busy work schedules, most visitors do not have an entire day to spend at a trade show. Their time at the event is valuable, so you must be able to get their attention and quickly and easily explain what your company offers. Some of these visitors will come to the trade show as a team, and the team will include decision-makers who evaluate you, in comparison with the competition.

Get the Word Out – This is a trend that has been around for awhile, but one that is often overlooked. Prior to the event, let your clients and potential customers know that you are participating in a trade show – use every promotional opportunity to mention it, use direct mail, email and other traditional marketing avenues to drive more traffic to your exhibit.

Implement these marketing strategies and your trade show exhibit will create a buzz about your company and deliver a memorable experience for clients and potential customers that will make your follow-up sales success inevitable.

About the Author
Mat Kelly is the president of ExhibitDEAL, the Original Exhibit Wholesaler specializing in trade show exhibits from large custom displays to portable trade show displays - on the web at http://www.exhibitdeal.com/

Trade Show Sins

2006-08-03T10:11:00.000-07:00

Some good advice I came across on the bad habits and lack of prep that can lead to a wasted trade show experience.

The Seven Deadly Sins of Tradeshows

Do you know the Seven Deadly Sins? I’m not talking about pride, envy, lust, and all the rest that you may be familiar with. While those are important, chances are they won’t crop up at the average tradeshow. Instead, there’s another set of sins – seven deadly sins – associated with exhibiting. If you commit one or more of these, you can count on a dreaded result: exhibiting that is ineffective, counter-productive, and a monumental waste of time and money!

Are you guilty? Is your exhibiting in mortal peril? Check the list and see:

Sin #1: Neglect

Failing to set exhibiting goals is one of the most deadly tradeshow sins. Having goals delineates your purpose for exhibiting. This is the essence of the whole exhibit. Knowing what you want to accomplish at a show will help plan every other aspect – your theme, the booth layout and display, graphics, and more. Exhibiting goals should complement your corporate marketing objectives and help in accomplishing them.

Sin #2: Illiteracy

You may be able to read the exhibitor manual – but are you? The exhibitor manual is your complete reference guide to every aspect of the show and your key to saving money. Everything you need to know about the show is in those pages: show schedules, contractor information, registration, service order forms, electrical service, floor plans and exhibit specifications, shipping and freight services, housing information, advertising and promotion. Remember that the floor price for show services is normally 10-20% higher so signing up early will always give you a significant savings.

Sin #3: Pride

It’s good to be proud of your staff. After all, you’ve taken a tremendous amount of time recruiting, interviewing, and hiring good people to work for your organization. But at tradeshows, more often than not, those valued employees are sent to work unprepared. Enormous time, energy and money are put into organizing show participation. However, the people chosen to represent the entire image of the organization are often left to fend for themselves. They are just told to show up. That’s both arrogant and unwise. Your people are your ambassadors and should be briefed beforehand – why you are exhibiting; what you are exhibiting and what you expect from them. Exhibit staff training is essential for a unified and professional image.

Sin #4:Being Inhospitable

Attendees at a tradeshow are your guests. Even if it’s just for a few minutes, the attendees are visiting your company. They are in your trade show booth , talking to your staff. It is your job to be a gracious host. To do this, you must focus on the attendee’s needs. Do this by asking open-ended, probing questions, designed to elicit information about the attendee’s real needs and interests. Avoid missing qualifying information and potential valuable leads.

Sin #5: Busywork

Idle hands may be the devil’s playground, but being busy to no effect is hardly a good idea. Staff members, who are unsure of what to do in the booth environment or feel uncomfortable talking to strangers, end up handing out literature or giveaway items just to keep occupied. Literature acts as a barrier to conversation. It is vital that people chosen to represent the organization enjoy interacting with strangers and know what is expected of them in the booth environment.

Sin #6: Ignorance

Being unfamiliar with demonstrations is tantamount to shooting yourself in the foot. What’s the point of hauling your snazzy new piece of equipment across the country to a tradeshow if no one knows how to operate it? This often happens when the sales staff is sent along to represent a high-tech or complex piece of machinery. Communicate with your team members before the show and ensure that demonstrators know what is being presented, are familiar with the equipment and how to conduct the assigned demonstrations.

Sin #7: Laziness

The work doesn’t stop when the show is over. Ignoring lead follow-up and post-show evaluation are deadly sins that happen after the show. Sadly, show leads often take second place to other management activities that occur after being out of the office for several days. The longer leads are left unattended, the colder they become. Prior to the show, establish how leads will be handled, set timelines for follow-up and make sales representatives accountable for leads given to them. Post show evaluation allows you to improve future performances. Investing the time with your staff immediately after each show isn’t a luxury – it’s an imperative!

Develop a Business-Event Marketing Strategy

2006-07-06T06:55:00.000-07:00

Very informative article by Ruth Stevens at Marketing Profs.
by Ruth P. Stevens

Business events are at their most powerful when they are part of an integrated go-to-market strategy. Integration sounds logical, but how do you actually pull it off?

First, you have to have control—or at least influence—over all the elements of the marketing mix. Then, you must develop a sound strategic approach to business event planning. Among the most productive strategies are those based on the following:

The customer's buying process
Quarterly (or periodic) sales objectives
Target audience

Business Event Planning Based on the Customer's Buying Process

Fortunately for marketers, most business buyers follow a fairly well-defined process as they evaluate options and make purchase decisions. In some companies, the process is so well defined that it is codified, and prospects will share with you the exact steps they must go through to buy. The more marketers understand the buying process of their prospects, the more efficient they can become with their selling processes. The secret is to map the selling activity to the prospect's buying process stage.

For a list of the typical steps a business buyer goes through, see table 1. Of course, these steps vary by industry and by company size. In the second column of the table is a list of the seller's objectives at each stage. Notice how those objectives vary as the prospect's needs and activities evolve.

Table 1: Marketing Objectives at Each Stage
of the Buying Process

Customer's Buying Process Stage	Marketer's Objectives
Identify need	Arouse interest
Research solutions	Be known to the research team
Develop short list	Be selected for short list
Request proposals/quotes	Submit winning proposal
Review proposals/quotes	Create preference
Negotiate	Preserve margins
Select vendor	Win!
Install and use	Satisfy and support usage
Upgrade	Up-sell, cross-sell

The successful marketer will analyze the buying stages for each account, or customer segment, and understand who is involved at each stage. The marketer will then craft strategies to help the prospect move to the next stage—preferably toward a purchase from the seller rather than the competition.

Trade Show Planning

2006-06-16T07:20:00.000-07:00

Exhibiting at trade shows, expos, conventions, fairs and other exhibitions gives you a unique sales opportunity that can also help you generate new leads, find suppliers, check out the competition, do some networking, and get publicity. In short, you can achieve at one trade show what it would take you weeks or months to do if you stayed home. And it may even save you money - according to the Center for Exhibit Industry Research, it costs 62% less to close a lead generated from a trade show than one originated in the field.

But to accomplish all of the above you must plan carefully. That means choosing the correct show, setting clear objectives, creating an effective exhibition, and promoting your presence. All this, before you even get to the show! Click on the subjects below to learn more about getting the most out of your trade show experience.

	Choosing the Correct Show
	Setting Clear Objectives
	Creating an Effective Exhibit
	Promoting Your Presence
	Planning Your Follow-up Strategy

Choosing the Correct Show

With more than 10,000 trade shows held in the United States annually, picking the one that will net you the greatest benefit for your investment of time and money can be daunting.

Begin your search by looking for trade shows that fit your product or service. You can find these out by looking in directories such as "The Tradeshow & Convention Guide" (BPI Communications) and "The Tradeshow Week Data Book" (Reed Reference), both of which list trade shows across the U.S., as well as various show data. On the Web, you can try one of the trade show search sites such as Trade Show News Network.

Trade Show Central
Trade Show News Network

Another resource for finding out about shows is your industry's trade association, since many shows and conventions are sponsored by industry groups. Your local Chamber of Commerce or Convention Bureau may also be able to help you find out about smaller local shows.

Here are some additional tips to help you make the right choice:

Don't just choose by the numbers
Big trade show crowds can actually be a waste of time if they don't include people who are buyers or prospective customers for your product or service. Look closely at statistics of past years’ shows to help you evaluate whether attendees fit your customer profile. The show manager should be able to provide you with this data.

Ask your customers for help
Talk to your customers to find out what trade shows they attend, since shows that meet their needs will likely be attended by other prospects. You can also speak with your competitors to find out what shows they've found most useful.

Check it out ahead of time

The best way to evaluate a show is to take a first-hand look. Before you sign up, go to the show as an attendee. Is the show active and exciting? Are the people walking the show floor potential customers? Who are the other exhibitors and where would your product/service fit in the mix? Talk to people and keep your eyes open.

Evaluate it carefully
Once you've got a list of show possibilities, ask these questions to determine if the show is the right one for your purposes:

Is it big enough to draw a cross-section of prospects and vendors - but not so large that you'll be competing against the giants in your industry?

Is it in the right place, geographically, to attract your customers - whether they are local, regional, national, or global?

Is it scheduled at a time when you can service the new business you’ll attract and follow up on leads?

Are the show's promoters reliable and does the management have a proven track record of success?

Don't wait until the last minute
Some popular shows fill up fast. If you wait too long, you could find yourself on a waiting list. Plus, the earlier you sign up for a show, the more choices you'll have regarding finding a good location for your booth.

Setting Clear Objectives
To get the most out of the time, money and energy you invest in exhibiting at a trade show, it's vital that you decide what your purpose is for being there and set measurable goals. Everything you do before, during, and after the show should be evaluated in terms of whether it contributes toward reaching these goals.

Possible goals for trade shows
Here are some reasons businesses exhibit at trade shows. Your goals may include several of these, or others that are important to your small business:

write sales orders
research the competition
spot trends
generate leads for future sales
build your mailing list with quality names
find better or cheaper suppliers
build rapport with current customers
get press
generate excitement around a new product
increase company's visibility within the industry

Be sure to staff your booth adequately and smartly
You can't do it alone. No matter what your goal, you will need at least one person to "spot" you when you leave the booth to take a break or to check out the competition. A good rule of thumb is to have two staffers for every 100 square feet of exhibit space. Your staff should be well-groomed, well-trained, friendly and knowledgeable. They should understand your goals and know their role in reaching them. If you don't have employees on the payroll, hire relatives, friends, or part-timers.

Focus your message
Pick just two or three key ideas that you want to get across at the show and train yourself and your staff to "stay on message". Design your graphics, pre-show promotion, literature and show directory advertising around your message.

Create a budget
Once you know which show you're going to and what your goals are, draw up a budget. Without a budget, costs can quickly spiral out of control (last-minute impulse purchases to jazz up your booth, for example) and defeat your best laid plans. One rule of thumb is that your space costs should represent about a quarter of your total budget. So when you know what you'll be paying for space rental, multiply by four for a rough idea of your expenses, excluding personnel costs.

Creating an Effective Exhibit

Where your trade show booth is located and how your booth looks will have an impact on your trade show success. Use these tips to help you along.

Shoot for a high-traffic location
Be sure to look at a floor plan before you choose your site. Foot traffic is heaviest in certain areas of a typical trade show floor. Look for locations near entrances, food concessions, rest rooms, seminar rooms, or close to major exhibitors. Try to avoid dead-end aisles, loading docks, obstructing columns, or other low-traffic regions.

Consider sharing a booth
New exhibitors often get the least desirable locations. One way around that is to share a well-located booth with a colleague in a related business. Talk to your sales rep, or try to hook up with an established exhibitor whose products or services complement yours.

Elate the senses
Make sure people coming to your booth can experience your product or service. Let them touch, see, feel, hear or taste it. Are you selling decorative pillows? Display them in an appropriate setting and have samples that buyers can touch. Have you developed a new software package? Be sure to have multiple computer terminals available for attendees to try the package.

Keep it simple
Don't go overboard with trade show booth graphics. One large picture that can be seen from afar may have a greater impact than many small ones. A single catchy slogan that describes your business may say more than long blocks of text.

Gimmicks work
Gimmicks and give-aways can also drive traffic to your booth. Hold a contest; have a loud product demo; give away pieces of candy; hire a masseuse and offer free back rubs. Just make sure that the gimmick fits your company's image and the sensibilities of your clients.

Promoting Your Presence

Remember that the best trade show planning will fail if nobody knows you're there. The CEIR estimates that as many as three-quarters of show attendees know what exhibits they want to see before they get to the show. Strong pre-show promotion will let your customers and prospects know about your exhibit. These tips will help.

Work the phones
A month to 6 weeks before the show, start calling your top customers and prospects to set up meetings. Many people arrive at a show with a firm schedule and have little or no time for other booths, so it's important to get on that schedule as early as you can. Be sure to confirm all phone meetings a week or so before the show.

Send out mailings
The show's management will often let you purchase a mailing list of pre-registered attendees. Try a simple pre-show mailing focusing on one or two benefits of dropping by your booth. Be sure to include show contact information, including your booth number.

Use the press
Issue press releases to trade publications and local papers that will be covering the show. Your release should highlight something newsworthy about your exhibit - a new product introduction or a special demonstration, for example. You'll also want to prepare plenty of press kits for the show, and be sure to drop them by the press room so reporters can find them.

Look out for show publications
Advertising in publications that are distributed only at the show can be expensive and ineffective. These publications often have a narrow focus, and they get lost in the blizzard of paper that rains upon trade show attendees.

Planning Your Follow-up Strategy

The time to plan your follow-up strategy is before the show begins. That way, you can reach prospects with your follow-up message while the show is still fresh in their minds. Here are some things you should know about follow-up.

Make follow-up a priority
According to the Center for Exhibition Industry Research, 80% of show leads aren't followed up. Make following up on leads your number one priority after a show, taking precedence over just about everything else - including catching up on what you missed while you were out of the office.

Write your follow-up mailer before the show
Your post-show mailing can be as simple as a thank-you note or a brochure with a cover note. Write it and have it printed out before you leave for the show, so you can send the mailing immediately upon your return.

Qualify leads during the show
Rank your leads by level of importance and interest, and base your post-show efforts on these priorities. Phone your hottest prospects within a week after the show ends - the longer you let them sit, the staler they'll become. Send everyone else some kind of follow-up mailing.

Keep your promises
Be sure that you keep any promises you made at your booth. Have enough brochures and product sheets on hand before the show so you can send out requested information promptly.

How you think about trade shows

2006-06-06T10:43:00.000-07:00

Got An Attitude? About Trade Shows? How You Think About Them - Shows - 5 Simple Q&A
By Julia O'Connor

Got an attitude about trade show? Love ‘em, hate ‘em or tolerate ‘em, the way you think about trade shows – shows. In your demeanor, vocabulary, conversational tone – your general attitude. These are five important Q&A about attitude and training from clients like you.

1. Our Sales and Customer Service training center gives us sessions on how to sell and follow-up. What's so different about trade shows?

Trade shows are a completely different environment. The time is compressed, the expectations are high (sometimes too high), you're constantly on stage meeting strangers and when you get back to the hotel room or the office, you have to follow-up leads as well as do your regular work. The more you know about this unique marketing opportunity, the more comfortable and successful you will be.

2. We're just going to a show to walk the aisles. Why do we need training?

Are you a good spy? What are you looking for? Do you know trade shows are the best source of market intelligence about your industry, new products, new processes, new suppliers, new partners, new reps, new employees and new competitors? Training can help you be more aware of your surroundings, focus on your targets and be open to new opportunities.

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Every good trade show needs a custom trade show display, check out ExhibitDeal.com for your trade show exhibits needs.
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3. Personally, I think trade shows are a boring, insufferable waste of my time when I could be doing some real selling. I'll bet training can't change my attitude!

You're right! So, stay home. Actually, you're probably an exceptional sales professional who hates the lack of control you feel at a show. TSTi has identified the five reasons you're uncomfortable, can help you prepare for shows and at least get you to grit your teeth, smile and produce for three days.

4. We usually just send one person and he always complains about how tired he is. What can training do for us?

Trade shows are hard work, but he's your responsibility. Get him in shape. Send a younger person. Get him some relief via a temp service - or ask a local client, rep, retiree or supplier to help staff the booth. If he's tired and shows it, he's pulling down the image of your entire company. Change it!

5. We really go to shows just to see old clients and keep up those relationships. What's training going to do for us?

While it's nice to be part of the old gang and keep up with personal and industry gossip, trade shows may be an expensive way to do it. Training will help you find new "old clients," look for relationships with new suppliers and, at a minimum, make you less insulated in your approach.

Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars. Contact her at 804-355-7800 or check the site http://www.TradeShowTraining.com

Corporate Branding and Trade Shows

2006-06-06T10:38:00.000-07:00

8 Tips for Trade Show Staff
By Julia O'Connor

Trade shows are part of the marketing mix and the appearance by your firm should be a continuum of your entire marketing including advertising, public relations and events.

While you may introduce a new product or showcase a service, many firms make mistakes by not connecting the overall corporate branding with the show. How can an exhibit staff person be up to speed on what the company is doing?

1. Make sure you have information about the trade show exhibit – what is in it, why it is there – before the show. Not the day before but as soon as you get your assignment. The exhibit manager has the responsibility to make sure the exhibit is on time and looks great - among many other duties. The marketing team decides the theme, products highlighted and rationale.

2. Read your company and division web sites. Sure, there are lots of pages but there are hidden nuggets in there that you may have forgotten or may be new to you. Here’s what you may not know – attendees who are serious about meeting with you – well, they will check your web site. Best to be as informed as your prospective clients are.

3. Read all the promotional materials that you will hand out. If an attendee has a question while at the booth, your answer will not be – DUH?

4. Know what is in all the demonstrations. Are there cues to expand on the demo? Clues as to how to lead a conversation? Listen carefully and make your life easier.

5. Read advertising in your trade publications. What does your firm promote versus your competitors? Can you explain the differences?

6. While reading the trades, look for articles and releases about your company. Check your online press release section or ask the PR department about releases sent before the show.

7. Understand the role of your firm if a sponsor of an event.

8. Ask. Ask. Ask until you get answers that satisfy you. Your goal is to make you the best representative for the company you can be.

Having an understanding of the broad marketing aspects before the show makes your firm well branded at event.

Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 11th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows.

Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars. Contact her at 804-355-7800 or check the site http://www.TradeShowTraining.com

Table Throws & Covers: Covering Your Bases.

2006-05-05T12:22:00.000-07:00

A table drape can be as simple as a blank table throw, or as flashy as a full color spectacle. Add a banner stand and you've got an instant, lightweight, and colorful exhibit display. A table can also help with storage and clutter issues that can be a problem with limited space issues.

With a logo or simply plain fabric, table covers make a big improvement in your appearance at trade shows, meetings and conferences.

We supply custom printed or blank covers for standard sized tables. Made from turdy twill fabric, they will last for many years.

Trade Show Marketing Truths

2006-05-05T12:05:00.000-07:00

We hear from many of our clients that the trade shows they attend seem expensive and don't yield results. When we investigate further, we usually find that trade shows are not being planned and managed adequately. Businesses are not researching the show prior to exhibiting, not promoting their exhibit in advance, not strategically planning their booth appearance and location, and not conducting the proper follow up on trade show leads. In fact, studies have shown that 79% of businesses fail to follow up on what leads they do get at a show.

If done properly, trade shows can yield some of the most highly qualified leads of any marketing activity. On average, it costs $233 to get in front of a prospect at a trade show, compared to $302 per prospect through a field sales call. Some studies have shown that buyers rank trade show information as a number one reason to buy, followed by articles and peer references.

The following are nine tips that will help you be more successful at trade shows.
1. Be selective about the trade shows you attend. Survey your customers or potential customers about the shows they visit and the publications they read. Often, publications sponsor the trade shows in an industry. Investigate each show by visiting its web site, calling the management company, and getting reports about past show attendance. Call other exhibitors and attendees and ask how they liked the show. Ideally, you should visit the show the year before you exhibit.

2. Plan for the trade show. Plan your promotion for before, during and after the show. Map out your exhibit and location ahead of time and note any changes that will have to be made to your booth. Create a budget for the show, and plan your staffing needs.

3. Create or update your trade show booth. You have three seconds to get your point across to trade show visitors. Make sure your trade show display graphics get the attention of trade show visitors. Create a catchy tagline that explains what you do and place it with your logo. Remember that with trade show booth graphics, less is more. Furthermore, booths with interchangeable graphics provide the most flexibility if your company attends several different shows.

4. Promote your exhibit before the show. Obtain a mailing list from the trade show management company or another source, and send an attention-getting mailer inviting people to visit your booth. If you sell high-ticket items, send an attention-getting package to highly qualified prospects. You can send the empty box for an expensive gift, telling the prospect to come to your booth to receive the gift (and then give it to them when they show up). You can send one of a pair or a part of a gift, and ask the prospect to come to the show to get the other part (one cuff link of the pair, the key to a briefcase). Post the show date and location on your web site so that visitors know you will be exhibiting.

5. Train your staff. Most companies send their new employees to trade shows because they're trying to avoid taking their top performers out of the field. What they don't realize is that the right trade shows yield some of the most qualified buyers. Make sure your staff is knowledgeable, rested, presentable and friendly. Brief them on any new developments with competitors companies or products.

6. Limit your spending on promotional items and handouts. 70% of promotional items and literature are thrown away by attendees after the show. Consider sending literature after the show as a follow-up instead of giving it away at the show. If you are going to give away promotional items, keep in mind that the most desired promo items are wearables (hats, t-shirts), followed by pens, mugs, calendars, and desk or office items. Ask visitors to leave their contact information before giving them one of your promo items.

7. Disengage yourself quickly from unqualified prospects. One of the biggest problems is getting rid of unqualified prospects in your booth. You can offer to give them a promotional item as a close to the conversation. Or, end the conversation by holding out your hand to shake theirs as you thank them for stopping by.

8. Follow up immediately on the trade show. If you know you'll be busy when you get back to your office, stuff packets of information ahead of time to send out. Use the automated lead system that most shows now provide so that you receive electronic copies of all contacts. This allows you to get materials out faster than if you had to enter all contact information manually. Don't stop with just one package of information in your follow up. Call, invite them to a seminar, webinar or demo of your product as well. Plan to send regular marketing updates to those who have visited your booth at a trade show: via email, snail mail and telephone.

9. Track results, so you can better plan for the next show. You need to track the total number of leads generated at a show, the number of qualified leads, the conversion rate of leads to sales, the number of sales generated by the show, the dollar amount of those sales, the cost per lead, and the total return on investment (ROI) on the show. Without this information, your decision about whether to return to the show the next year will be subjective and could be misinformed.

In summary, trade shows can yield great marketing results. You just need to find the right show, create a great exhibit that is staffed by your best salespeople, and promote it adequately before, during, and after.

Sources: Data & Strategies Group Exhibit Surveys, Center for Exhibition Industry Research, Promotional Products Association International.

Jennifer Beever is a marketing consultant and founder of New Incite Marketing Analysis and Design. New Incite is the outsource resource for growing businesses. The company provides marketing planning, implementation, results tracking and organizational development services for its clients.

How trade shows can help a small business.

2006-04-06T10:01:00.000-07:00

There are times when the home entrepreneur may crave a little one-on-one interaction with her customers. That's when she should consider taking her act on the road... to a trade show.

According to Business Week, trade shows and exhibitions are one of the most cost-effective marketing tools available. One recent survey showed that it costs half as much to close a sale made to an exhibition lead as to one obtained through all other means.

That's why the number of shows has exploded in the last decade, with attendance up to 123 million people and U.S. expenditures reaching $100 billion on them last year alone. As the exhibition industry proclaims, "There are some things you just can't dot.com."

If you need a trade show display for your next trade show, call ExhibitDeal at 1.866.577.DEAL

Trade shows provide a unique venue for people with common interests to connect with one another, live and in person. Attendees can learn from experts in their field at a fraction of the cost for a seminar or personal consultation. Exhibitions provide them with a one-stop shop to check out the latest innovations in their industry, compare products and make purchasing decisions. They are also a great place to view the product lines of competitors and network with others. These attractions give exhibitors a highly targeted market of prospects who have pre-screened themselves as interested buyers. It's a win-win for everyone involved.

So you've decided that this is an area you'd like to pursue in your marketing efforts...as long as you can find an exhibition that meets your needs.

Fortunately, you can look online to find calendars of trade shows, meetings and conventions occurring worldwide. Here is one example:

http://www.tsnn.com/

You should look for:

Dates: If you're a one-person shop, you may have to close operations for the period of time you'll be working the show.

Location: Local shows do not require additional travel expenses or overnight stays. If the show you wish to attend is highly desirable and more than a couple of hours away by car, you should factor in the cost of a hotel room, just in case.

Target Market: If you are selling cookware, you might be interested in taking a booth at the county fair, where you'll reach a wide audience of local attendees. However, it would be more cost-effective to look into exhibiting at a food festival, attracting people who are interested in how dishes are prepared.

Estimated Attendance: Important in evaluating the cost effectiveness of your participation, as well as estimating the number of handout materials you will need to bring.

Expenses: The cost of the booth is only a fraction of what you'll pay to participate. Read the exhibitor's agreement carefully before committing to the show: You may be responsible for additional fees, such as security and cleaning deposits, telephone lines and power supplies. You may also be required to obtain a rider to your business insurance policy covering any injuries that might occur at your booth.

Other expenses at your discretion include the cost of signage, handouts, door prizes (contributed to the show in exchange for additional booth promotion or given away at your booth to entice attendees to leave their contact information). You need to weigh all of these expenses against the potential benefits of new sales and leads.

One aspect of trade shows is the symbiotic relationship between the promoter, exhibitors and attendees. The better the quality of the exhibits and offerings, the more qualified participants will want to attend. Once you agree to be part of the show, you are now partners with the show promoter, who will include your business information in his marketing efforts -- thereby attracting more attendees and exhibitors, and giving you more bang for your marketing buck. In turn, you should do all you can to help increase attendance. Many show promoters will give exhibitors passes to give their customers, allowing them to attend for free or at a discount. Use these liberally. Add a line to your sig and your own marketing materials announcing your participation in the show.

The day of the show will be hectic:

* Have all your materials organized and ready to go at least 24 hours in advance. This is a great task to share with your kids, who can help with collating and gathering materials.

* Your set-up time prior to the show may be limited. Arrive promptly and note loading dock rules and parking regulations.

* Don't even think of working your booth alone! If you are a one-person shop, enlist a friend or family member (even your teenage kids) to help you work the booth -- you don't want to miss an important lead because you had to grab some lunch or use the rest room. A trade show is not a good place for your young children. Arrange for a spouse, family member or friend to watch them while you're working.

* Dress as you would for any business event, but keep in mind that you will be on your feet for eight hours or longer on floors that are hard enough to support a semi-truck. Wear comfortable shoes with good support (Rockports are better than athletic shoes and look nicer, too). Stash an extra pair under your booth's skirted table. Changing into fresh shoes midway through the day will alleviate foot fatigue.

Overall, smile and have fun. This is a rare opportunity to get out from behind your computer, have some "face time" with your customers, get feedback on your offerings, make some new friends and sell, sell, sell! (And what could be more fun than that?)

About the Author:

Donna Schwartz Mills, CMP is a veteran events planner awarded the Certified Meetings Professional designation by the Convention Liaison Council. She is now the webmaster/editor of the NOBOSS ParentPreneur Club, (http://www.parentpreneurclub.com), proud sponsors of WAHMFest 2000, Northern California (Helping Parents Stay Home with Their Families). Find out more about this event and other WAHMfests around the U.S. at http://www.wahmfest.org.

Exhibit Deal Adds New Trade Show Flooring

2006-03-28T10:51:00.000-08:00

ExhibitDEAL Adds New Trade Show Flooring Style to Its Product Offering
Soft Wood is cushioned like traditional trade show flooring and provides a professional-looking wood appearance.

SANTA MONICA, CA – DATE – ExhibitDEAL, the Original Exhibit Wholesaler, announces the addition of Soft Wood to their offering of trade show flooring products.
Soft Wood joins Soft Floor and Soft Carpet to offer customers more trade show flooring options. To learn more about these products, please visit: http://www.exhibitdeal.com/products-flooring.html.

Most flooring types available for trade shows are foam tiles and carpeting; Soft Wood trade show flooring combines the anti-fatigue properties of softer, foam-backed flooring with the high-end look of wood. Soft Wood tiles are durable and lightweight and provide cushioning for trade show exhibitors who are on their feet all day.

The Soft Wood interlocking tiles assemble quickly and are portable; they are 2’ x 2’ each and can be shipped via UPS or FedEx. Manufactured with high-density EVA matting, Soft Wood tiles are skid-proof and waterproof.

“Soft Wood was added to our trade show flooring products because it is the best wood flooring option we’ve seen,” says Mat Kelly, president of ExhibitDEAL. “It’s thick and resists cuts so it withstands the wear and tear of shipping and multiple uses. The feedback we have received on Soft Wood has been very positive.”

Trade show venues and conference centers will rent flooring for booths which can cost several hundred dollars. The benefit of renting from the facility is that the flooring doesn’t have to be shipped or transported to the show but the downside is that the flooring is only rented – for a few hundred dollars more flooring can be purchased and used at multiple shows saving money in the long run.

Kelly notes, “We strive to provide our customers with cost efficient trade show products that are high-quality, durable and portable; Soft Wood has all of these attributes and that is why we are excited to bring it to our customers.”

About ExhibitDEAL
ExhibitDEAL is The Original Exhibit Wholesaler offering trade show displays at nearly half the market rate. They offer portable trade show products such as pop-up displays, lightweight trade show flooring and retractable banner stands. More information on ExhibitDEAL’s trade show flooring can be found at http://www.exhibitdeal.com/products-flooring.html.

Contact:
Mat Kelly
http://www.exhibitdeal.com/
Phone: 866-577-3325

Press Contact:
Alyssa Duvall
http://www.bigoakinc.com/

Trade Show Exhibitor Advice: Making Sales and Lead Generation

2006-03-03T07:36:00.000-08:00

Making the most of your trade show
By Mat Kelly

If you are getting ready to set up a trade show booth for a show, then you are already being business-savvy and doing the smart thing. Trade shows are one of the best ways to market your products or services and advertise your business to interested buyers. Even for successful companies, trade shows can increase sales and public exposure dramatically. Trade show booths allow businesses to directly connect with the people that purchase their products or services.

Though the reasons for exhibiting at a trade show are obvious, simply setting up a trade show booth is not enough if you really want to make the most of your expense and time. Generating leads and making sales are your priorities and your trade show booth – both the physical space and the display – can help you do this. When you are displaying a trade show booth, you want to project just the right image for your company; one that makes potential clients want to learn more after their first glance. Although people’s eyes should be drawn to your trade show booth, it shouldn’t be because it is simply flashier or louder than the others. Flashy or loud may be good for sales if your business is video games or music, but if your business is selling gourmet foods to restaurants you probably don’t want to advertise your booth with a flashing neon light or loud ear-splitting rap music. Your trade show booth should reflect your company’s brand and market, while still offering just that little extra effect that makes it stand out. This may sound difficult, but it really isn’t. It just takes a little pre-trade show planning.

For the sake of keeping it simple, let’s say that your business is selling candles wholesale to retail outlets. You want your trade show booth to let people know immediately what your business is all about and understand immediately why your business is unique and worth looking into. Remember, depending on the trade show there may be other businesses that sell the same thing you do, so just simply stating your business name and what you do will not be enough. You don’t want to be obnoxious, though, so having a hundred lit candles placed all over your booth would be too much. Don’t overwhelm potential clients – it will turn people away. A better idea would be to display your best candles around the booth, unlit, and then have professional brochures placed next to each type of candle that you are advertising. Offer coupons for large discounts or money-back guarantees on a first bulk-purchase – this shows that you have complete confidence in your product. And consider a giveaway like a tealight or other small candle so attendees can take your product with them. This encourages them to use your product and to contact you if they are interested.

Remember that it is your expertise and professional demeanor that people will remember the most, despite all of your display magic. Though the day may prove to be long, remember to sound fresh and excited when talking to each prospective client. Every interaction is a chance to make sales and generate leads. Practice your sales techniques in front of a mirror if you think that will help. Ask friends and colleagues what they think of your sales pitches, and be willing to accept constructive criticism. Most of all, with each potential client, project confidence. If you can show that you really believe and are excited about your product, your enthusiasm will be contagious.

A trade show is a good venue to generate sales leads and establish new business contacts. Making a sales presentation is easy - you know your product and can speak to its features and benefits. You likely have several different presentations depending on the audience, length of time you have to speak and the product you are showcasing. Use these presentations while you are meeting with prospective clients at your trade show booth and you will feel confident that you are providing them with the pertinent information they need about your company and products. Think of a trade show as a place where you can make many sales presentations all day long to a targeted audience of people attending the trade show. This is the best way to exude confidence and make sales.

Using Banner Stands at Trade Shows

2006-03-03T07:28:00.000-08:00

Banner Stands Increase Trade Show Traffic
By Mat Kelly

Attending a trade show can be a very effective method of promoting your company and its products. And one of the most effective ways to optimize your trade show display and increase traffic to your booth is through the use of banner stands. 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.

Banners themselves are typically constructed with either fabric or vinyl. There are advantages and disadvantages to each type of material, so you should consider how you will use your banner stand before deciding between fabric and vinyl. Fabric banners are durable and long-lasting. Fabric doesn’t reflect light like vinyl, which can decrease your banner’s readability. Fabric banners also don’t bend or crease so they travel well. However, fabric banners are not easy to clean and can become dingy or faded with time. Vinyl banners are easy to wipe clean and allow for brighter colors and sharper image definition on them making them more eye-catching than fabric banners.

There are many aspects of banner stands that make your investment in one worthwhile. Banner stands can be designed with your company logo or graphics, and include the important information you want to convey to prospective clients. They can be used in conjunction with a trade show display or on their own to advertise a product, announce an event, or showcase information about your business. They can be used as an extension of your trade show booth at a show because they can be set up in other areas like the show lobby or at the end of an aisle. Additionally, banner stands are lightweight, portable, and easy to set up and take down.

Once you have invested in a banner stand, you will find many uses for this vital piece of equipment outside of trade show displays. Banner stands are reusable and long-lasting. You might consider setting up your custom banner stand in a shopping mall to draw customers into your store, in a hotel lobby to direct the flow of traffic, at a movie theater to advertise an upcoming film, at a sporting event to showcase team information, or wherever your audience is likely to be found. The benefits of a custom banner stand will last your business far beyond trade show displays, and with proper care can be used for several years of succinct, eye-catching advertisement for your business or company.

Please visit ExhibitDeal to help you create the perfect banner stand for your next trade show. ExhibitDEal also specializes in trade show displays and mural design.

Trade Show Display Financing Now Offered by ExhibitDEAL

2006-03-03T07:25:00.000-08:00

Financing program lets companies pay for their trade show display in installments allowing them to purchase the display they require.

SANTA MONICA, CA – Date – ExhibitDEAL, the Original Exhibit Wholesaler, is pleased to announce their new Trade Show Display Financing Program. A first in the trade show display industry, display financing was introduced by ExhibitDEAL to help businesses purchase the trade show display that meets their needs, not just their budget. Learn more at: http://www.exhibitdeal.com/financing.html

ExhibitDEAL set up the Financing Program to make it simple – after filling out the one-page application most customers find out if they qualify within 48 hours. Customers work with ExhibitDEAL’s leasing agent who understands the trade show business and the need to get the right display for a show.

ExhibitDEAL’s Financing Program grew out of a demand in the market for an alternative way to purchase a trade show display. Mat Kelly, president of ExhibitDEAL, explains, “Giving companies the option to pay for their trade show display in monthly installments, instead of all at once, allows them to get the display they want. Too often companies settle for a smaller display because of cost; our financing program helps them select the right display based on their requirements, not just price. And their cash flow isn’t tied up in a trade show display allowing them to invest in other areas.”

Financing is available on any of ExhibitDEAL’s trade show displays over $2,000 which includes many of their custom fabric and laminate displays and their larger pop-up displays. Payment terms are up to 36 months on approved credit.

About ExhibitDEAL
Founded in 2000, ExhibitDEAL is The Original Exhibit Wholesaler offering portable trade show displays at nearly half the market rate. Offering custom laminate displays, custom fabric displays and pop-ups, ExhibitDEAL’s wide range of options satisfy all your trade show needs. ExhibitDEAL can be found on the Internet at http://www.exhibitdeal.com/.

Contact:
Mat Kelly
http://www.exhibitdeal.com/
Phone: 866-577-3325

Press Contact:
Alyssa Duvall
http://www.bigoakinc.com/

# # #

Making Trade Shows Interesting

2006-02-25T11:58:00.000-08:00

Attending trade shows can be an effort in futility, imagine being a presenter at a trade show. Sometimes you need more than just a trade show display...

One of the hard parts about running a conference is figuring out a reasonable strategy for the trade show. Some conferences don’t have a trade show at all; if you can get the attendees to pay all the costs associated with an event, then that’s a worthwhile strategy.

From 2001 until late last year there was such a downturn in the high tech industry that vendors were having a hard time justifying the costs for booths and booth staff. The XML conference certainly noticed the downturn. It wasn’t all about the money, of course. As Tim said, a web site can function as a booth and doesn’t pack up and go home after a couple of days.

Except for, everyone now has a web site, many complete with blogs and RSS feeds and Flash demos of happy customers using the product to do marvellous things. If you know the names of the companies whose products you’re interested in, or the standard name of the type of product you’re looking for (so you can at least google for it), then you’re probably well served by the web. Always assuming that what you’re looking for is the slick, polished, demo information that most web sites specialise in. If you don’t know what types of products you might need, or you don’t know the names of relevant companies, then you have a harder time trying to find it. Or maybe you’re just suspicious of whether the products shown in the slick demos really can solve the issues you have.

I’m reminded of the scientific research community. When I was doing my PhD, you either had time to keep up with the related literature, or you had time to do your own research. You didn’t have time to do both. The way you found out about stuff that actually was relevant to what you were working on was to go to a conference or two a year, listen to the papers, and talk to people. Merely publishing your research in a recognised journal was not enough; you had to take the research to where they were going to be. I think we’re getting close to this with web sites, where one of the only ways for vendors who aren’t household names to be found is to go to a trade show and make it worthwhile for attendees to stop by their booths.

So what makes it worthwhile for attendees to stop by a booth? Part of the answer is for what they can’t get off the web. Eric Sink points out, amongst a lot of other interesting comments, that the big difference is face time. Time to put companies and products into perspective, compare them to the competition, maybe talk to some real developers. Time to see whether they can trust the vendor to fulfill the promises that vendors always make about ship dates, feature sets, and standards-compliance. And time to find out about that new style of product that they hadn’t known even existed before this week.

At the XML conference we’re doing our bit to help attendees get an experience they can’t get on the web. We’re emphasizing interoperability demos, and comparative product demos. We’re getting new vendors on to the show floor, and a lot of vendors this year are planning product launches at the conference. It looks like it’s going to be a good complement to the technical program, showing attendees another side to the innovations going on in XML-land.

Lauren Wood

Trade Show Display Rentals: A Good Idea!

2006-02-10T10:49:00.000-08:00

Trade shows can be a great way to win new business, make new contacts and unveil new products to the marketplace. Exhibiting at a trade show means you are going to need to a trade show display to attract attention and showcase your company and products. The benefits of renting a trade show display, instead of purchasing one, can be numerous for small businesses or start-ups attending their first trade show and large businesses looking to increase interest at their next show. Below are some of the reasons why renting a trade show display is a good idea.

Convenience
The convenience that provides, as opposed to buying one, can be one of the most important factors in one’s decision to rent. Renting a booth for your first few trade shows will allow you to get a feel for these shows and how much money you may be able to make by attending them. You don’t want to make a big investment in a trade show display only to find out that the trade show scene is not for you. Using a rental gives you the impact of having a customized trade show display and the convenience of not having to commit to a specific format.

Flexibility
Renting a trade show display also offers flexibility. Renting allows you to customize your display for every trade show that you attend. If you used a format that you did not care for, then for the next trade show choose a different format – the only thing you need to do is purchase the graphic panels for the new trade show display configuration.

Display rental also gives you the opportunity to experiment with the size of your trade show booth without worrying about making a big investment in a booth that may not suit your needs from one trade show to the next. You can also try out the different types of displays available, such as a pop-up displays, to see which one is easiest for you to set up and break down.

Basically, renting allows you to experiment with many different aspects of your trade show display, so that you can get a feel of what is right for you. Maybe, once you know what you want, you will then want to buy a trade show display of your own or maybe you will enjoy the flexibility of renting so much that you will continue with that option. Either way, renting, instead of making a big initial investment, will allow you to know for sure where your preferences lie.

Additional Options
Renting a trade show display may be the way to go if you are looking to augment your current trade show format. With add-ons such as literature racks and banner stands, a trade show booth can offer more visuals than just what is on the display itself. If you have a large booth space and you want to manage traffic or provide additional information, renting a display is a good choice. This can help you expand your trade show booth to create a larger, more dynamic selling environment. Plus, if you are rolling-out a new product and you don’t want to redo your main display you can feature the product on a rental display.

Cost-Effectiveness
If you are promoting a small business or start-up, then renting may be the best option for you since you may only attend a few shows a year. If you were to buy, the investment you would make would largely eat into whatever profits you earn for the year from the few shows that you do attend. Until you attend trade shows on a more regular basis, renting a trade show booth may be the most cost-effective way to go.

Considering all of these great benefits, it is easy to see why one would want to rent a trade show display, rather than purchasing one themselves. Whether you are an individual, small business, or a large company, renting a trade show display can offer you advantages that you would not otherwise have with your own display.

Trade Show Displays and Budgets

2006-02-09T19:32:00.000-08:00

Start planning well ahead. You already know this, right? Keep yourself as organized as possible right from the beginning -- even before you book your space. You know how carefully today's brides plan their weddings. Months, even years ahead, they start thinking about the church, the reception, the dresses, the flowers, the cake. And of course, the cost. Well, you're the bride. Grab your planning book and start writing down everything you must do to get yourself ready for a successful trade show season -- next year's.

Even before you decide to go into a show or two, you should have a hard look at the costs and expected returns. This is why you create a trade show budget. Whether you admit it or not, everything has a cost, and trade shows are no exception. Remember that your objective is to make sales, or at least generate opportunities to make sales. So you have to view your costs in that light. Everything should be done with an eye on its potential return.

How to Start your Trade Show Budget Planning

The normal starting point for your campaign is the trade show budget. If you work from a budget, you have an outside chance of keeping your costs under control. Of course there is a certain amount of hocus pocus involved in budgeting for things like trade show marketing -- especially if you've never seriously done it before and have no track record to go on. Still, you should give it your best shot. This is not rocket science, and any research or analysis you do will be better than just "winging it". Try using a "brainstorming" process similar to the following.

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Exhibit Deal, The Original Trade Show Exhibit Wholesaler is a click away. Award winning designs and brilliant graphics are waiting to help make your trade show a smashing success!
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First, ask yourself some BIG questions:

Question 1. Do I really believe I can recover my costs within a short enough period of time to make it "profitable" (make more than it costs)?

Answer 1. Like most promotion and advertising, until you've done it, you have little idea how successful it will be. First you will have to summarize all the costs, and then try to figure out how many sales you're likely to get from this sort of exposure.

Question 2. Do I have any idea which trade shows are more likely to be "profitable".

Answer 2. There are trade show directories and reports that can tell you about industry-specific shows. Usually they will tell you the number of attendees, and hopefully something about their buying habits. Find the relevant directories, and figure out some method of choosing between shows.

Question 3. Are there obvious ways to enhance my "Conversion Rate" -- the number of attendees who buy from me?

Answer 3. Yes, of course. Having an attractive, eye-catching trade show display is a good start. Getting a good location on the floor will help. Setting up your booth properly will help you "process" the attendees more efficiently. Having a lead-gathering system will help you do more profitable follow up. Giving out memorable hand-outs will enhance your chances of being recognized later on. Training your booth staff could make an important difference.

Ask yourself a few more questions like this to get yourself in the right frame of mind. Then you'll be ready to start preparing your trade show budget.

Let the Planning Begin - Selecting Appropriate Shows

Begin by assembling the following information (and anything else that seems relevant as you go along):

Find a trade show directory for your industry (online is the best source), or check out the major trade show venues or exhibition companies. They will put you on the right track very quickly.

Select the 10 most promising looking shows based on your "gut feeling" about their potential for your campaign.

Make a chart and list the five or six most relevant bits of information for each of your most promising venues:

- Location
- Date
- Number of attendees
- Geographic area served
- Target market (who will be attending)

Calculate Your Costs for Each Show

Now add some columns to your chart where you can list the costs that are specific to each show:

- Booth space cost
- Other space-related costs
- Travel costs to and from the show
- Things to rent or buy at the show (tables, power, etc.)
- Accommodation costs for booth staff
- Shipping costs for booth display(s) and materials
- Vehicle rentals required

Campaign Costs when Entering a Number of Shows

Now think about the actual "sales process" and make a list of what you will need in order to have a successful trade show experience. These will usually be things that will be used for several shows, so think of them as "campaign costs" that will be amortized over a number shows:

- Display booth design and production
- Product literature
- Hand outs
- Staff training
- Show promotion (free passes to clients, etc.)

If you estimate that your campaign costs will service 4 shows, then take these costs and add 25% of the total campaign costs to the cost of each show. That should give you a realistic estimate of the total cost of each show:

Cost to to Attend Show = Specific Show Costs + pro-rated Campaign Costs

Calculating Your Break Even Point

Now that you have a fairly clear idea of your costs, it should be possible to arrive at an accurate estimate of your Break Even Point for each show -- the number of sales you have to make to cover your costs.

For instance, let's say you calculate that your costs for Show A are $3,000 (including a pro-rated amount for the one-time costs such as the booth). And let's say you can relatively easily calculate your "gross profit" on each sale (gross sale amount minus out-of-pocket). For example, in the case of the wedding photographer let's say his gross profit margin is 50%, and the average sale is $1,000. That would give him a Gross Profit of $500 per sale.

In order to recover his $3,000 he will have to get 6 sales (6 x $500 Gross Profit on each sale)

Factors Affecting Conversion Rate

What are his chances of getting 6 sales from a specific show?

Well that depends. If our photographer goes to a wedding show with 1000 warm and willing blushing-brides-to-be battering down the doors of the show, then perhaps 6 is a conservative estimate. However, if the show has only 200 attendees, it might be much more difficult to get 6 sales.

But that also depends. A smaller show may have fewer exhibitors (less competition), will have a more intimate feel about it, will give you more time with each prospective client. And, of course it will cost considerably less than a bigger show -- so his break even sales point may be considerably less.

The same goes for much larger shows: more attendees (prospective sales), but higher costs, and much more (and more intense) competition. So the "conversion rate" (number of sales per 1000 attendees) will be lower. There will be more people, but they may be harder to sell.

Once you have a feeling for the idea of "conversion rate" you can start to see how other factors have an important bearing on it: the price of your service, the attractiveness of your presentation, the quality of your samples and handouts, and so on.

Every show and every product will have its "conversion rates", and the only way you can establish the numbers for your own business is to research, experiment, and constantly "tweak" your presentation.

It certainly wouldn't hurt to talk to friends and acquaintances who have trade show experience. Ask them about their own success rates. Ask them how many actual sales they get from a good show. Ask them which shows have been most successful for them, and how often they have broken even.

Putting it together...

The only way you can arrive at hard conclusions is by trying. That will allow you to establish a track record. If you think the numbers for a particular show almost add up, then take a stab. Go to a show or two, and when it is over do a careful analysis of your costs and returns. Then you can establish a reliable "Target Conversion Rate" -- a number you can seriously shoot for and expect to reach -- and then you're in business. Preparing a trade show budget for next year will be a piece of cake.

And of course, once you do commit to a show or two, your focus has to immediately shift to hitting (and smashing through) that Target Conversion Rate. Design a better display, have more impressive samples and portfolio books, fine tune your product, get some memorable handouts, memorize your sales pitch, take voice lessons, get a hair cut...

Author-Bio: Rick Hendershot is a marketing consultant, writer, and internet publisher. For quality trade show displays see http://www.tradeshow-display-experts.com

Trade Show Etiquette (Display your best foot forward)

2006-02-06T09:16:00.000-08:00

Wonderful article by Cynthia Lett on how to treat your future customers and partners when attending a trade show event. While some of these are ideas are simple (the best ones ususally are) we think you'll find something even an experienced trade show attender can find useful.

Exhibit Hall Etiquette

Attending and exhibiting at trade shows is all about building relationships, learning about new products and services and maybe negotiating a deal.

But everything starts with the relationship.

It is a fact that we like to do business with people we like. We are less willing to make a deal and write a check to a company represented by disrespectful, ignorant people.

You may say, "Well, of course! That is obvious." But if it were so obvious, why do so many people treat potential buyers and vendors so poorly?

The first impression we have of a company or product is the person who represents it. As a buyer, when you explore a booth on a trade show floor, you should notice how you are greeted? Is it with a smile? Did someone shake your hand? Were you even acknowledged?

How many times have you walked into a booth on a trade room floor and were ignored completely?

It's happened to me. When that happens, it is my cue to walk out quickly. If the booth attendant cannot be bothered to greet me appropriately, this is a company I cannot trust to meet my needs.

This is where knowing the proper etiquette and using it makes a huge difference between you and your competition.

A first impression is made within five seconds of meeting someone. We make a judgment about them and how we will interact based on their clothes, facial expressions, energy, confidence, personal power, perceived authority, posture, personal grooming, and most of all, by the way they treat us.

For five seconds, that's a lot of information being formulated. So you have to ask yourself, do you make that first impression a positive one? Or, do you leave the impression that the person is an imposition, a waste of your time and not worth making the effort.

To make first impressions powerful and positive, keep these tips in mind:

* Acknowledge the other person.

* Smile.

* Look the person in the eye.

* Extend your hand first to shake hands.

* Pump from the wrist, not the shoulder or the elbow.

* Make the handshake firm, not bone crushing. Don't give a "limp fish shake."

* Lean forward from the shoulder to put energy into your greeting.

* Introduce yourself by stating your first and last name and position.

* Whether you are the buyer or seller, always extend or accept a greeting--don't wander into a booth, grab a brochure or sample and run out without making a connection.

* Make the encounter worthwhile--even for the few moments you are there. Ask questions. Attempt to learn something about the product, service or buyer's needs.

* If the product is not of use to you or your company, thank the booth attendants and say goodbye without wasting their time. This shows respect for their business and their time. It will also leave a positive impression about you, because you never know when you may encounter them again.

* If you are the seller, qualify the lead by asking specific questions. Too many generalities waste time for both of you. Examples of good specific questions are, "Do you believe that our product would be helpful to you?" or "What prompted you to stop by our booth?" Remember, wasting someone else's time is a huge etiquette faux pas.

* Ask how you can follow up with them if you intend to do that. Don't ask, "May I have your card?" That is a demand for a gift, not a request for information. The reason we want someone's business card is to have information for follow-up. If you make the demand for a card, you may embarrass them if they don't have any to give. What you really are requesting is a way to follow up. Ask instead, "What is the best way to follow up with you?" or "Where may I send additional information?" This leaves a classier impression and respect for the other person.

* Understand the corporate culture. Is it informal? Does everyone use first names immediately? Or does it tend to be more formal? If so, don't forget to use an honorific (Mr., Ms., Dr., etc.).

* If someone else is occupying your attention when new guests come into your booth, at a break in the conversation, make an introduction and tell them that you will be with them momentarily. This gesture demonstrates several positives. You are acknowledging their presence, and you are making it easy for them to meet someone new.

* People who employ good etiquette act as a resource for others. Know who else is exhibiting and where they are located in case your new prospect would like to know.

* You are either a host or a guest in all situations. If you are the exhibitor, the host role is yours. Everyone who comes to your booth is coming to your office-away-from-the-office. Treat them with the respect you would use if they had made an appointment to meet you in the office. If you are a buyer, you are the guest. As a guest, you have certain duties as well. They include, being present in the conversation; being polite with your questions; making requests, not demands; not wasting anyone's time; and introducing yourself.

* Don't be a complainer. Do you like to hear about someone's aching feet or their hunger for lunch?

* Don't sit down. A person sitting is unapproachable at a show. If buyers want to learn about your product, and you are waiting for them in a chair, chances are they will walk on by and feel put off.

* Don't eat in the booth. If you are not in the position to share what you are eating with people who come into your booth, don't eat in front of them. (Also, chewing gum is a huge faux pas!).

* Be careful not to talk about a function you attended or plan to attend unless everyone at the show has been invited. Nothing makes people feel more uneasy than hearing about not being invited to an event. Along these lines, never make an invitation to one person if anyone else not invited could possibly hear.

* If you said "hello," you must say "goodbye." Don't disappear without closure of some sort.

* Shake hands to say "goodbye."

* Turn off your cell phone, unless you are on a break. If you must be in contact at all times, invest in a vibrating pager or cell phone. If either does go off in the company of others, ask if you may put the caller on hold until you can excuse yourself to a quiet, private location to talk. Don't carry on a conversation in front of anyone in your booth. That is a strong form of ignorance. It is the same as broadcasting your business on the front page of The Washington Post.

* If you don't know what to talk about to break the ice, consider what things you have in common. First, you are at a tradeshow, so ask if it meets their expectations. You had to travel, so ask how their trip was. You probably heard the general session opening speech, so ask their opinions about it. Compliment the guests in your booth on a positive aspect of their company. This could be the number of years they have been in business, their recent merger, their standing on the Fortune 500 list or a recent "win" they had in securing a big contract. Nothing makes someone pay attention to you in a positive way than being complimented.

* No gossiping. When it is slow in the booth, many salespeople revert to gossip to pass the time. This will kill your professional image quickly--even with your colleagues who are also participating.

* Brush up on your grammar. Poorly spoken English causes others to regard you as uneducated. Even a college degree doesn't count if you use the language improperly. Also remember, using swear words are taboo for a professional image. They also make others quite uncomfortable.

While this is a short list, the tips are important to cultivate proper behaviors at a trade show, or any business function.

Keep this in mind: Treat others with the respect, kindness and professionalism. If you do, you remain in good standing with your competition. You can really stand out if you master some of the suggestions.

Once you incorporate these behavior tips into your approach at a trade show, you will enjoy your relationship-building efforts and make each trade show a more effective use of your time and efforts and each business encounter more productive.

Cynthia Lett is director and CEO of The Lett Group, an international leader in etiquette and protocol training. The Lett Group teaches a seminar called Trade Show & Meetings Etiquette. To contact her, call +1 888 933 3883, or visit www.lettgroup.com.

Presenting at a trade show soon. Exhibit Deal can help with trade show display rentals or buy a wholesale trade show display.

Getting the Most from Attending a Trade Show

2006-01-20T19:08:00.000-08:00

Trade shows can be an excellent opportunity for you and your business, whether you are an entrepreneur or you’re representing the company you work for. Thousands of people set up trade show booths and trade show displays across the country at a huge variety of industry events. However, many people don’t know how to take advantage of the opportunities a trade show offers. Some plan on simply attending, setting up their trade show booth, and then staying there all day hoping to attract new business. Manning a trade show display is only part of the reason you should be attending a trade show. The other vendors at a trade show can provide you with a wealth of new information and contacts in your industry; all accessible in the same room on the same day—this is the unparalleled attraction of a trade show for your business.

If you plan to attend a trade show, make sure you are not the only person there representing your company, even if you are a small business owner with few employees or a sole proprietorship. You will need at least one person to staff your trade show booth, and another to walk the floor taking in the other trade show displays. If necessary, get your spouse or a good friend to come with you and give them a crash course on how to handle your trade show booth while you check out the other vendors – and only do so when it is slow so you don’t miss important business opportunities. When you make reservations for the hotel you will stay at during the show, try to find a room as close as possible to the actual location—preferably within walking distance. That way, you won’t have to bring anything with you to the venue other than the materials for your trade show display.

Before you attend a trade show, go over the list of vendors who plan to put up trade show booths. Make lists of the vendors you must see, the vendors you would like to see, and those you can live without seeing. You may even be able to schedule appointments with your top priority vendors. Research the companies and determine ahead of time what you would like to find out from each trade show display and what your goals are regarding each vendor: are they competition, or a potential contact? If they are a potential contact, how would they specifically benefit your company? Have questions ready to ask vendors to save yourself time walking the floor. Another good timesaving strategy is to obtain a map and a directory of the trade show when you arrive on location, before the show begins. Use the map to plan your route, and check your prioritized list of vendors against the directory to find out whether any vendors have been added or dropped out.

During the trade show, be active in your quest for information. Don’t feel bad about passing by trade show booths that don’t interest you. Like you, they are attending the trade show to generate new business, and they don’t want to waste time talking to someone who isn’t a potential customer. Visit your targeted trade show displays, engage in a dialogue with the vendors, and ask questions. If the trade show booth offers handouts, samples or other materials, take only those you actually want to find out more about. It can be difficult to tote a loose stack of glossy brochures, catalogues, and bulky product samples around a busy trade show floor. If possible, arm yourself with an empty briefcase or duffel bag to stow materials. Use your time wisely to gather intelligence on your competition and make new industry contacts that will benefit your company.

When the trade show ends, especially if it is a multiple-day event, take the time to make notes and organize the materials you gathered before you leave the event. If you need to mail reports, brochures or other materials to your colleagues, prepare the mailings right away while “who gets what” is still fresh in your mind. Make sure to store your trade show display safely so nothing is damaged and you can find everything you need the following day. When you return from the trade show, remember to follow up with the contacts you have made—and start preparing for next year’s trade show!

Find a Trade Show

2006-01-06T08:16:00.000-08:00

Looking for trade shows?

http://www.export.gov/tradeevents.html
Search for trade events by country, industry, state, date and event type. Listed events are officially supported and/or endorsed by the U.S. Dept. of Commerce.

http://www.tradeshowweek.com/
Weekly overview of trade shows, news, analysis of industry trends, and numerous articles.

http://www.franchise1.com/shows/
Franchise http://www.blogger.com/img/gl.link.gifTrade Shows

The Trade Show News Network
This site has been around for some time and has evolved to be mostly a search engine for the trade show industry including locating trade shows. Search filtering includes options to search by industry, state, country and more. Accessing detailed information though requires registration.

http://www.techweb.com/calendar
Techinical Trade Shows

Find public or business trade shows, fairs or events that interest you. You can plan to attend or register here to be an exhibitor. Find products you've been looking for...

If you need a trade show display, please visit http://www.exhibitdeal.com

Preparing for your next trade show

2005-12-30T15:39:00.000-08:00

Countdown to Success: Twelve Things to do Twelve Months in Advance

When a show�s a year away, it may seem like you have lots of time to get ready. Twelve months is not long, especially with all the pre-show planning...

By Susan Friedmann, 12/29/2005

When a show's a year away, it may seem like you have lots of time to get ready. But appearances can be deceiving. Twelve months is not long, especially with all the pre-show planning, training, and preparation you�ve got to do. Here is a checklist of sixteen vital items that need to be done approximately one year before you set up your exhibit:

1. Identify Where The Show Fits In Your Marketing Strategy

Every show has a purpose. Do you want to introduce a new product to a new market? Increase existing services in an existing market? Increase your visibility in a new geographical region? Reinforce existing customer relationships? Knowing what you want to achieve at any given show is vital to your success.

2. Decide Which Products To Focus On

Your company may produce dozens, even hundreds of different products. Obviously, you can�t showcase all these items at a trade show. Attendees would be overwhelmed. Instead, with one eye on your marketing strategy, select those products that need to take center stage. Remember that 70% of people attending shows are looking for something NEW!

3. Identify Your Target Audience

Ideally, every show would be attended solely by consumers desperate to buy your products and services. However, things don�t always work that way. Determine who the decision makers are in your industry, and exhibit at the shows they attend. You want to spend your time talking with the people who have the power to make purchasing decisions.

4. Identify Your Exhibit Objectives

Clearly explain to your booth staff what goals you expect them to meet during the show. Make these goals quantifiable. Examples could be number of leads generated, target sales figures, gathering marketing intelligence or educating your target audience.

5. Write an Exhibiting Plan

Writing out an exhibiting plan not only clearly delineates what needs to be done before, during and after the show, what your exhibit team need to do, and a timetable. Include every step of the show in the written plan, leaving nothing out. Re-reading this plan will allow you to identify any items you�ve overlooked.

6. Establish an Exhibiting Budget

An exhibiting budget should include every item needed for show participation. Beyond registration and space rental fees, include charges for show services and transportation. Add in the cost of your exhibit design, signage, graphic, and display materials as well as advertising, promotion and special activities. And, finally, don�t forget your exhibit team�s travel, accommodation and meal expenses.

7. Reserve Your Booth Space

Prime real estate go fast! To get the booth space you want, remember to reserve early. Avoid �discounted� spaces in out of the way aisles or near the bathroom. The savings realized won�t balance out all the attendees who never get near your booth � or worse, who go by in a big hurry with other things on their mind!

8. Pay Deposits

Check in with the accounting department to make sure deposits are paid on time. This often-overlooked item can cause all kinds of headaches, not to mention high late-payment charges.

9. Ensure Booth Design Meets Objectives

There are no one-size-fits-all displays. Make sure your design meshes with your marketing plan, helping to support current objectives while maintaining your corporate image. Booth layout is vital. Make sure it contains all the needed elements, including a �quiet� place to talk with hot prospects.

10. Assess Your Current Exhibit

Give your current trade show exhibit a critical once-over. Does it still look sharp and engaging, or is it tired, faded, and worn? Signage and graphics sometimes travel around the globe several times in a year - and they don�t always look better for it. Check flooring material for wear and tear as well as your other displays.

11. Purchase New Items as Needed

Purchase new items as far in advance as possible. This way, if there are any mistakes, you�ll have time to make necessary corrections. Additionally, allowing yourself extra time gives you the room to negotiate for the best deals. As you replace worn items, make sure the old ones are disposed off � you wouldn�t want your booth staff setting up last year�s signage by mistake.

12. Order Show Services

Show services should be ordered in advance. These can include electricity, signage, audio/visual equipment, booth cleaning services, plants and flowers, telephone and computer hookups, waste removal, and furniture. You�ll be sure to get everything you need, and enjoy a substantial savings over those who wait for the last minute to order these items.

Written by Susan A. Friedmann,CSP, The Tradeshow Coach, Lake Placid, NY, author: "Meeting & Event Planning for Dummies," working with companies to improve their meeting and event success through coaching, consulting and training. For a free copy of "10 Common Mistakes Exhibitors Make", e-mail: article4@thetradeshowcoach.com; website: http://www.thetradeshowcoach.com

Trade Show Giveaways: What Free Promotion Works Best?

2005-12-28T15:36:00.000-08:00

You have your trade show exhibit ready to go, the trade show booth is set up, and your product is a winner. Now all you need are the customers. Standing room only, please. Right?

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Well, for most trade show exhibitors, attracting customers is just as important as the product they are selling. Enter trade show giveaways! Trade show giveaways are promotionals tools (items, handouts, marketing materials) designed to attract customers, promote business, and help market a product after the trade show exhibit is over. By using these strategies, the goal is to bring business to your trade show exhibit, then give the customer something to remember your product by. Hopefully, the promotional item will be a success and your customers will leave satisfied, happy, and gladly telling everyone they encounter about your fabulous product and great free trade show giveaways.

There are some choices to make when deciding what promotional tools to use. Ultimately, the goal is to choose the promotional method that will attract the most visitors to your trade show booth, and make your trade show exhibit a success. You will also need to determine the amount of marketing dollars you have to spend on your promotional materials. If you are unable to afford what you believe is the best promotional or marketing tool available, then you may have to settle for other items until your budget allows you to expand in this area. Many promotional tools are designed to be kept by the customer, and to remind the customer continually of your products and services. This is accomplished through items that have been customized with your company’s information and logo. Items such as free pens, notepads, balloons, magnets, and key chains are perfect examples.

Another great and effective trade show marketing strategy is to have a raffle where the entrants are required to either sign up at your trade show booth (using their contact information) or leave a business card (you can set up a bowl or container to collect the cards), and then after they have enjoyed the exhibits, they will return to your booth for the announcement of the prize winner. The wonderful benefits from using this technique is that you have a book full of contact information and a container full of business cards that you may use in the future to contact these potential customers.

Another great idea is to use an attention grabber to attract customers to your trade show booth. This includes ideas such as: setting up a massage chair (sit back and watch how long the line grows as customers wait for their free massage), or even setting up a free food giveaway. These are just a few things you can do to catch the eye of the customer. Things such as free massages and food will help bring the customer to your trade show booth, and and a free promotional item is something they can take home with them to remember your company’s name.

Above all else, it doesn’t matter how many trade show giveaways, free food, or raffles that you have if you don’t have a ready-made script and properly greet all of your potential clients. When you notice a customer looking at your display, immediately greet them with a smile and start a friendly conversation with them.
Your products, giveaways, and tickets are there to work for you, but you must be the one to work them. If you need to have assistants help you, then by all means do so. You should never enter into a trade show exhibit without adequate preparation and help.

Remember that the most important giveaway that you have to offer all of your customers is your genuine smile and friendly conversation.

Win Super Bowl Tickets from Trade Show Display Company

2005-12-28T15:30:00.000-08:00

Enter to win a pair of Super Bowl XL tickets by making a purchase from ExhibitDEAL.

SANTA MONICA, CA (PRWEB) December 15, 2005 –- ExhibitDEAL, the Original Exhibit Wholesaler, is pleased to announce they are giving away two tickets to Super Bowl XL. Enter to win by making a purchase from ExhibitDEAL between now and December 31, 2005. ExhibitDEAL can be found on the Web at: http://www.exhibitdeal.com/.

The Super Bowl ticket drawing will be held on January 2, 2006 and the winner will be announced that day. To be entered for the drawing you must make a purchase from ExhibitDEAL; there is no minimum purchase amount to qualify for entry into the drawing. Individuals can be entered into the drawing only once and only one entry per company will be accepted. To learn more about this exciting offer, please visit the ExhibitDEAL website: http://www.exhibitdeal.com/.

This season’s Super Bowl will be held Sunday, February 5, 2005 at Ford Field in Detroit, Michigan. This promises to be a great location as the 1.3 million square foot facility has 65,000 seats with excellent viewing of the field from any seat in the house. After Super Bowl seating is assigned the tickets will be sent to the winner – on or before January 15, 2006.

ExhibitDEAL is known for offering high-quality trade show displays at competitive prices and recently introduced their trade show display rental service. In 2006 ExhibitDEAL plans on holding other monthly drawings for amazing prizes to reward their loyal customer base and to introduce other trade show exhibitors to ExhibitDEAL’s outstanding line of products.

About ExhibitDEAL
Founded in 2000, ExhibitDEAL is The Original Exhibit Wholesaler offering portable trade show displays at nearly half the market rate. They specialize in trade show exhibits, booths and displays as well as banner stands, literature racks and portable tables. They offer a variety of styles and set ups – and build custom trade show displays. ExhibitDEAL can be found on the Internet at http://www.exhibitdeal.com/.

Contact:
Mat Kelly
http://www.exhibitdeal.com/
Phone: 866-577-3325

Trade Show Display Rentals from ExhibitDEAL Help Small Businesses

2005-11-24T11:48:00.000-08:00

Trade show display rentals help start-up and smaller businesses exhibit at trade shows without large cost commitments.

Santa Monica, CA (PRWEB via PR Web Direct) November 15, 2005 -- ExhibitDEAL, the Original Exhibit Wholesaler, introduces their newest service – trade show exhibit rentals. Developed as an alternative to purchasing, exhibit rentals provide a solution that meets the needs and budgets of new and small businesses and gives customers who already have a trade show booth a convenient way to add to it. To read more about the new rental service please visit, http://www.exhibitdeal.com/rental.html. A trade show exhibit rental is a viable option for first-time trade show participants.

It lets them experiment and decide what type of display is right for them. It is also ideal for a company that is interested in testing different sizes and options. Mat Kelly, president of ExhibitDEAL, discusses the benefits of renting, “It gives our customers flexibility. A company attending its first trade show might not know what size display they need or what information to include on the display; using a trade show exhibit rental lets them experiment without spending too much. And we’ve had some of our current customers choose a trade show display rental when they are looking to expand their trade show booth to create a larger, more dynamic selling environment.”

The new trade show display rental service includes detachable graphics giving each company the ability to customize their display. ExhibitDEAL ships the rental display to the trade show and afterwards the customer keeps the graphics and sends back the hardware to ExhibitDEAL. Renting also means there’s no hardware that needs to be stored. The 21-day rental package comes with an option to buy allowing customers to keep the hardware for their next trade show. “The ease and convenience of a pop-up display can be a surprise to people whose trade show display experiences have included hundreds of pounds of equipment.

Once they use a pop-up display and see how easy it is to transport and set up, they often decide to buy,” says Kelly. If a customer opts to purchase their rental booth the price is discounted.ExhibitDEAL chose to rollout the new service in late 2005 so companies could consider it for their spring trade shows. ExhibitDEAL has already received orders for rental displays and anticipates a healthy demand for rentals in 2006. Kelly explains, “Our 20-foot and 10-foot pop-up displays are very popular so we chose them for our rental services. In the future we may expand our rental service to include some of our other lines.”

Additional information on the new rental service is available at: http://www.exhibitdeal.com/rental.html.About ExhibitDEALFounded in 2000, ExhibitDEAL is The Original Exhibit Wholesaler offering portable trade show displays at nearly half the market rate. We specialize in trade show exhibits, booths and displays as well as banner stands, literature racks and portable tables. We offer a variety of styles and set ups – and we build custom trade show displays. ExhibitDEAL is the only company in the industry – the only one out of 400 – that offers a 100% money-back guarantee. ExhibitDEAL can be found on the Internet at http://www.exhibitdeal.com/.

Contact:
Mat Kellyhttp://www.exhibitdeal.com/
Phone: 866-577-3325

Press Release
Contact:Alyssa Duvall
804-741-6776
http://www.bigoakinc.com/