Trade Show TalesBlog

Archive for September, 2017

What Motivates Trade Show B2B Buyers to Buy

September 29th, 2017 COMMENTS

Buyer-Trends

Jane Thompson at ThompsonKerr Displays sent an email broadcast with the subject line Know Your Buyers’ Traits. That title intrigued me. Let’s face it, we all want a picture window into how exhibit buyers research, plan, and decide on their trade show purchases.

She referred to the article How to Align Your Trade Show Marketing Strategy with Today’s B2B Buyer Traits at www.customerthink.com. It’s a short article that focuses on four buyer traits and how to align your strategy with those traits:

  1. They Research Online
  2. They Crave Personalization
  3. They’re Social
  4. They Don’t Make the Buying Decision Alone

I encourage you to take five minutes and read it. And then share. This paragraph in particular is worth sharing to every potential exhibit buyer and their staff.

Those exhibiting at trade shows need to understand the prospects are most likely informed about the basic functions and qualities of your products or services before they approach your booth. They no longer need to interact with a salesperson to learn about the high-level information. Use your time at the trade show booth as a chance to build a relationship with the prospect and offer value-add insights that may be more difficult to exhibit online.

–Mel White
mel@classicexhibits.com
http://www.linkedin.com/in/melmwhite

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Classic Exhibits Inc. designs and manufacturers portable, modular, and custom-hybrid exhibit solutions. Classic Exhibits products are represented by an extensive distributor network in North America and in select International markets. For more information, contact us at 866-652-2100 or www.classicexhibits.com.

Top 15 Essential Exhibit Design Questions

September 22nd, 2017 COMMENTS

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The best exhibit designs make an emotional connection.

So how do you create a design the client loves without multiple meetings and revisions?

Get the designer and the decision-maker to talk to one another. It works! It’s why the designers at Classic want to be on phone calls with our distributors and their clients. We are happy to be introduced as YOUR DESIGNER. In fact, we are your designers so there’s no need to pretend! If for logistical reasons it’s not possible to have a designer participate in a discovery call with the client, the next best thing is to Answer These 15 Questions (in no particular order).

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15 Essential Exhibit Design Questions

1. Does your company have branding guidelines/logo or graphic files/website address? Can you share these files?

2. What size is the exhibit? Do you plan to reconfigure the exhibit for other shows? If so, what sizes?  Knowing this will guide both the design and the choice of materials.

3. What is the budget? This is essential. Still undecided about an exact budget? The next best option is a workable budget range. No exhibitor wants to be surprised with a beautiful booth outside their budget or underwhelmed by a booth designed for a lower budget.

4. Do you want to purchase or rent? Or a combination of both? This assists the designer in choosing material and designing to a specific budget.

5. What physical properties does the exhibit need to have? For example, workstations, counters, slatwall, semi-private or private conference area, monitors, storage, etc? This information allows the designer to create a functional trade show design.

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6. What type of display have you used in the past? Are you looking for something similar or different? What did you like or not like about the previous booth?

7. Are there any materials or construction methods you prefer? Are you looking for something similar or different? Many experienced exhibitors have a strong attraction or aversion to specific materials.

8. Are there any unusual dimensional restrictions? Can you provide show regulations? Some shows have unusual restrictions for the height of the booth or setbacks from the aisle.

9. Do you show product(s)? What are the dimensions and specifications? How do you prefer to show the products? Display cases, counter top, shelves, hooks, etc.?

10. Does the display need to be portable or modular? Does it need to ship via FedEx or UPS or are you OK with packing in custom crates? This will guide our use of materials.

11. Who will assemble the display:  show labor or your own team? We have great solutions for both scenarios.

12. Do you have any images of design elements you like? Even if these “inspiration images” are not trade show related, they are very helpful. For example, architectural elements, finishes, colors, natural elements, retail environments, etc.

13. Design Due Date? Typically, designs are completed within a few business days. However, every project and every client has their own timeline. We do our best to accommodate requested timelines.

14. Show Opening Date? So very important! Creating the design and them building it depends on the time frame. Designers can make material selections which will go a long way toward meeting a three-week vs. a three-month window.

And My Personal Favorite:

15. Are there any descriptive words you use to describe your company? What do you want visitors to your booth to “feel” about your company? From “opulent” to “bad-ass,” we have heard some interesting descriptors, and this gives the designer the insight to craft a personalized, experiential space.

Are there any other questions on your “must ask” list? I’d love to hear them if you do! Leave me a comment or connect with me at Katina@classicexhibits.com.

Brainstorming with Clients on a Whiteboard Bistro Table

September 12th, 2017 2 COMMENTS

Purpose1Band

Purpose1, a Classic Exhibits distributor in Harrisburg, PA, recently purchased an MOD-1432 Bistro Charging Table for their showroom. Although most charging stations are branded with a graphic, they chose a whiteboard laminate counter top. Why? I’ll let Dan Liberatore, the president of Purpose1, explain:

Many can relate to a napkin sketch as the start of an idea. Even better, what if you could write or sketch that idea directly on a table? Whiteboard tables are the newest fixtures in our Harrisburg PA facility. Our first showroom visitor was able to share their ideas quickly and effectively, certainly a plus for all involved in the brainstorming discussion.

The Purpose1 team is in the business of ideas so we took the table to a show this month. Our exhibit space was an open 8’ x 8’ corner booth, perfect for placing of the table upfront and adjacent to both aisles. Attendees stopped in their tracks to comment ‘Wow, that is so cool!’ and ‘Where did you get that? I want one for my house.’

We invited attendees to sign or leave a message on the whiteboard top. Some even brought back others to share in the experience. Our round bistro height table really stood out in a sea of square skirted tables, thanks in part to the RGB remote-controlled perimeter LED illumination. In addition, these tables are powered with USB ports for device charging, all wired into a single plug, allowing easy assembly of the 3-piece, less than 60-pound table in about 5 minutes.”

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“Bottom line, engagement is key, especially at a trade show. Before engagement, it’s the job of your display to draw a passerby into your booth space. In my experience, clean presentation of space and lighting are two commonly overlooked attributes of display design, particularly in 10’ x 10’ booth spaces. Professional display designers are here to help you stand out from the ‘white noise’ at an event!

See the Incharg Gallery in Exhibit Design Search for over 25 charging station designs.

–Mel White
mel@classicexhibits.com
http://www.linkedin.com/in/melmwhite

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Classic Exhibits Inc. designs and manufacturers portable, modular, and custom-hybrid exhibit solutions. Classic Exhibits products are represented by an extensive distributor network in North America and in select International markets. For more information, contact us at 866-652-2100 or www.classicexhibits.com.