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Australian Institute of Food Science and Technology Incorporated

Exhibiting Tips

Make appointments in advance and plan activities such as dinners, etc. outside of show hours to maximise the benefit of out of town attendees.
Plan regular demonstrations, competitions or activities that will entertain and motivate visitors.
Display and highlight new releases and design the stand around the products/services rather than trying to fit products into a design
Have detailed information on how to obtain your product or services nationwide.
Take time to select the right exhibition team and train them on the goals you have for the show. It is critical that your staff create a welcome atmosphere - not clustering with friends and other staff - nobody will approach a group of strangers - it is too intimidating.
Don't ignore visitors -if staff are too busy when someone approaches, they should try to acknowledge them or try to include them in the conversation. If conversing with other staff they should break it off immediately.
Rehearse qualifying lines for the staff to ensure the database you collect is strong and relevant.
Link existing advertising with your participation in the show. Announce your involvement in the show by including a brief message and your stand number on your fax header sheet, and mailouts. Promote incentives in all advance publicity and promotional materials and make prospects come to your stand for fulfillment.

Secure your Position

Prime positions at the show are often booked well in advance.

To make sure you get a preferred position, enquire about booking now »

Source

The research on this page is from a major study commissioned by the Exhibition and Event Association of Australia (EEAA) www.eeaa.com.au

EXHIBITIONS are the most direct form of marketing ever. They...

... bring your most active prospects and customers to you

... allow you to

demonstrate products
answer questions
overcome objections
meet your market face-to-face

... harness all five senses to drive home your messages

... further virtually all of your marketing goals at the same time:

long-term brand building
immediate sales
research the market
generate media coverage
launch new product
entertain loyal customers
collect high quality leads
educate prospects

Meet the Decision Makers

Fact
83% of all visitors to a trade show have the authority to purchase or are a decisive influence in the purchasing decision of the company.

Statistic
More than 72% of trade show visitors intend to make a purchase either immediately or in the near future.

Show off to a Captive Group of Potential Buyers

Fact
Visitors use trade shows to review products and services and make purchases. 71% of visitors spend a half-day or more at a trade show.

Statistic
23% of visitors spend multiple days at a trade show.

Time Spent at the Show

Percentage	Exhibit
		Every Day	Half Day
		More than 1 Day	1-2 hours
		All Day

Why are they Effective

Fact

54% of visitors come specifically to see new products and services.

Statistic
More than 46% of people planning to visit a trade show made the decision to attend more than 2 weeks before the show.

Why do they Come

Fact

The top 4 reasons for attending trade shows are:

54% to keep up to date with available products and services.
48% for information
40% to keep up to date with technology
15% to make business contacts.

Trade Shows are Good Value

Fact
Of exhibiting companies surveyed, the average expenditure on exhibitions was 9% of the marketing budget. However 23% of their business is attributed to exhibitions.

All Australian dmg world media trade events are subject to CAB Audit.