One of the biggest months of the year for PMV trade shows has arrived. Since Tuesday and until Saturday, the international construction community will descend upon Las Vegas for CONEXPO-CON/AGG 2014, where 2,400 exhibitors will be showcasing products and services from across the industry. There will be no time to catch your breath, however, as from 9-12 March The Big 5 Saudi 2014 will host attendees from across the GCC region and beyond. Now is the perfect time, therefore, to check out PMV’s top tips for trade show exhibitors.
Tip 1 – Set measurable targets before you go
Trade shows provide excellent opportunities for networking, but it’s important to know from the outset exactly what you want to achieve by exhibiting at an event. Set measurable targets before you attend the show and use these criteria to measure whether or not it was a successful exercise.
Tip 2 – Size isn’t the most important factor
Remember that an exhibition should be about you and your company, and not about your competitors. As such, your strategy should be to achieve your targets and not to outdo everybody else in attendance. Choose your stand according to your requirements. In the majority of cases, a prime location is preferable to a large plot. There is no need to book out half of the show floor if you’re selling bolts rather than bulldozers.
Tip 3 – Do your homework
Identify your target market before you attend the event. The opportunity to network spontaneously might form a large part of a trade show’s appeal, but it’s also important to arrange meetings with prospective partners beforehand. One of the most significant benefits offered by PMV trade shows is their ability to attract the industry’s top figures. Even so, it’s up to you to ensure that the right people visit your stand.
Tip 4 – Presentation is paramount
You might have the best products and services in the PMV industry, but unless you present them effectively, how is anybody going to know? It’s called an exhibition for a reason; this is an opportunity for you to communicate to the market exactly what you have to offer. However, it’s also important not to get carried away with the hard sell. Try to focus on how your products and services can benefit individual customers. Listen to what visitors have to say, and then identify the ways in which your company can meet their specific requirements.
Tip 5 – stay flexible
As an exhibitor, it’s vital that you have clearly defined show strategy, but this does not mean that you should be afraid to adapt your strategy. You need to be able to effectively gauge the priorities of your customer base. Keep your ears open and monitor which of your products or services is attracting the greatest levels of attention.
Tip 6 – Smile
From an attendee’s perspective, your exhibition stand is your company’s shop window. First impressions are not limited to products; they extend to the attitude conveyed by you and your team. Think tactically when selecting staff members to attend an event. Product knowledge is essential, but you should also choose representatives with good social skills. Be sure to greet your last visitor with the same enthusiasm as you did your first. New business can come along when you least expect it.
How to … Get the most out of a trade show
Exhibitors must set out success criteria before attending trade shows
One of the biggest months of the year for PMV trade shows has arrived. Since Tuesday and until Saturday, the international construction community will descend upon Las Vegas for CONEXPO-CON/AGG 2014, where 2,400 exhibitors will be showcasing products and services from across the industry. There will be no time to catch your breath, however, as from 9-12 March The Big 5 Saudi 2014 will host attendees from across the GCC region and beyond. Now is the perfect time, therefore, to check out PMV’s top tips for trade show exhibitors.
Tip 1 – Set measurable targets before you go
Trade shows provide excellent opportunities for networking, but it’s important to know from the outset exactly what you want to achieve by exhibiting at an event. Set measurable targets before you attend the show and use these criteria to measure whether or not it was a successful exercise.
Tip 2 – Size isn’t the most important factor
Remember that an exhibition should be about you and your company, and not about your competitors. As such, your strategy should be to achieve your targets and not to outdo everybody else in attendance. Choose your stand according to your requirements. In the majority of cases, a prime location is preferable to a large plot. There is no need to book out half of the show floor if you’re selling bolts rather than bulldozers.
Tip 3 – Do your homework
Identify your target market before you attend the event. The opportunity to network spontaneously might form a large part of a trade show’s appeal, but it’s also important to arrange meetings with prospective partners beforehand. One of the most significant benefits offered by PMV trade shows is their ability to attract the industry’s top figures. Even so, it’s up to you to ensure that the right people visit your stand.
Tip 4 – Presentation is paramount
You might have the best products and services in the PMV industry, but unless you present them effectively, how is anybody going to know? It’s called an exhibition for a reason; this is an opportunity for you to communicate to the market exactly what you have to offer. However, it’s also important not to get carried away with the hard sell. Try to focus on how your products and services can benefit individual customers. Listen to what visitors have to say, and then identify the ways in which your company can meet their specific requirements.
Tip 5 – stay flexible
As an exhibitor, it’s vital that you have clearly defined show strategy, but this does not mean that you should be afraid to adapt your strategy. You need to be able to effectively gauge the priorities of your customer base. Keep your ears open and monitor which of your products or services is attracting the greatest levels of attention.
Tip 6 – Smile
From an attendee’s perspective, your exhibition stand is your company’s shop window. First impressions are not limited to products; they extend to the attitude conveyed by you and your team. Think tactically when selecting staff members to attend an event. Product knowledge is essential, but you should also choose representatives with good social skills. Be sure to greet your last visitor with the same enthusiasm as you did your first. New business can come along when you least expect it.