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The Art of Trade Show Selling: How to Increase Sales at Trade Shows, Conferences and Exhibitions

The Art of Trade Show Selling: How to Increase Sales at Trade Shows, Conference, and Exhibitions

Trade show selling, like every other type of sales, is as much an art as it is a science.  This particular sales arena merges cold selling with a consumer base that is in search of answers to their problems.  If the proper research was done to determine which show(s) to attend, half of the battle is already behind you, and that is being relevant.  It is a near guarantee that a good portion of the attendees at an industry based show are already in search of your product or similar solutions, which makes the sales process easier than a typical cold selling situation.  The proceeding pointers when used together will help increase engagement, booth traffic, staff morale and ultimately sales.

1 – Determine Your Goals Before Trying to Solve Others’

What does your company want to gain from exhibiting?  Is it leads, meetings, branding, etc.  This should be determined before even booking a space at the show.  Clear goals set by management will translate into a common understanding and purpose for the trade show staff.  When a company determines what it wants to gain, and communicates this purpose to its trade show team, it becomes much easier to make these goals a reality.  Conversely, if there are no set expectations, how are the representatives supposed to know what to shoot for?  Set clear goals and objectives, communicate them, and you will see an improvement in morale and follow through.

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Top 5 Fall Trade Shows of 2015

Top 5 – Fall Trade Shows & Events of 2015

Fall is rapidly approaching, and with the changing season comes a new round of top trade shows.  The fall season is jam-packed with quality contenders for our Top 5 spots, and although it was very difficult to decide on only five, we’ve managed to compile the list below.  If you feel we have missed any shows that should be included, or would like to propose your personal rankings, please do so in the comments section below.  We would love to hear your thoughts!

5) SEMA Show – Las Vegas (November 3rd – 6th)

SEMA Show 2015

Are you an automotive fanatic, industry professional or interested bystander?  Then you cannot afford to miss the SEMA SHOW.  The SEMA Show is the premiere event for automotive specialty products, and will take place at the Las Vegas Convention Center in Las Vegas, NV.  Auto-enthusiasts will find themselves in an alternate reality with educational seminars, product demonstrations, special events, networking opportunities, the NEW SEMA Battle of the Builders Competition, SEMA Awards and much more.

According to the official SEMA Show website, “The 2014 SEMA SHOW drew more than 60,000 domestic and international buyers.  The displays are segmented into 12 sections, and a New Products Showcase featured nearly 2,000 newly introduced parts, tools, and components.”  The exhibition floor houses an astounding 2,300+ exhibitors with over one-million square feet of exhibition space.

  • 87% of attendees rated the quality of education seminars as excellent or good
  • 92% of attendees rated their show experience as excellent or good
  • 77% said they are more likely to buy from a company that exhibited vs. one that did not
  • 95% rated the quality and variety of exhibitors as excellent or good

SEMA Show Registration

SEMA Show Floor Plan

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Art Caruso Appointed Senior Vice President of Business Development

Metro Exhibits, LLC is pleased to announce that Art Caruso has joined the organization as the Senior Vice President of Business Development.  In this role, Art will be primarily responsible for finding new growth channels for the organization through sales and marketing initiatives.  Art will be based in Metro Exhibits’ Pine Brook, NJ headquarters.

“Mr. Caruso comes to Metro Exhibits with many years of successful sales and business development experience; and we are delighted to have him on board with us”, says Ray Zamloot, Managing Director.

Art is a graduate of the New Jersey Institute of Technology and currently resides in Secaucus, NJ with his wife and two children.

About Metro Exhibits, LLC:

Metro Exhibits, LLC is a tradeshow marketing organization that provides turnkey tradeshow services including custom and rental exhibits, exhibit graphic design, digital media coordination, project management, graphics, shipping and installation and dismantle services.  In addition, Metro Exhibits offers full warehousing and fulfillment.  With facilities and redundant inventory in Northern New Jersey, Orlando, Las Vegas and Atlanta, Metro Exhibits is positioned to offer these full capabilities with a high level of efficiency and customer service in all of the major convention areas throughout the United States.  Our experienced staff of project managers, account managers, fabrication engineers, and management bring over 90 years of tradeshow experience.

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Trade Show Meeting Room

Trade Show Tips: Types of Trade Show Meeting Rooms

Meeting rooms are a very common feature in most trade show exhibits 200 square feet and larger.  For this reason, it may be beneficial to put some thought behind what type of meeting room may have the most impact for your company at your next event.  There are four different options: Private Meeting Rooms, Semi-Private Meeting Rooms, Open Meeting Rooms, or No Meeting Room.  Here we weigh the pros and cons of each to help you make the most informed decision when selecting your meeting room type.

Private Meeting Room

Private meetings rooms are the only true option for “closed door” level meetings.  If there are issues of grand importance to be discussed, a private meeting room is always the safest bet.

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Trade Show Exhibit Staffing

Training Your Exhibition Staff: Best Practices & Behaviors

The Purpose of Trade Show Training:

Trade Show staff training is a vital piece of exhibiting success, and yet is commonly overlooked.  It is particularly important to stress this to first time exhibitors, because there is a lot to coordinate, and training is one of the first to fall by the wayside.  You have three options at an event: (Hint. Three is the wrong choice)

1)Employee Training

2)Temporary Staffing

3)Untrained Staffing

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