SlideShare una empresa de Scribd logo
1 de 36
Descargar para leer sin conexión
Skoda Minotti Speaker Series Presents:

        Trade Show Marketing Strategies:
     How to Find Qualified Leads in the Crowd
                             John F. Kallmeyer
                         Director, Visual Marketing




Skoda Minotti Speaker Series
#SMSS
BACKGROUND
 Visual Marketing
           Environmental Branding
           Corporate Décor
           Retail Branding
           Themed Environments
           Trade Shows, Events




Skoda Minotti Speaker Series
  3/14/2013
#SMSS                                   2
Trade Show
                                  INTRODUCTION
                               Marketing

 The Trade Show Marketing
 Environment
         Crowded
         Hectic
         Fast-Paced

         Usually some place FUN!!




Skoda Minotti Speaker Series
  3/14/2013
#SMSS                                 3
Trade Show
                                    INTRODUCTION
                                 Marketing

Benefits of Trade Show
Marketing
           Targeted Audience
           Captive Audience
           Buyers/Influencers
           Motivated Audience




92%                       Of Trade Show Attendees Go To
                          FIND NEW PRODUCTS/SUPPLIERS
                                            - Skyline Displays and EXPO magazine




Skoda Minotti Speaker Series
  3/14/2013
#SMSS                                          4
Trade Show
                                     INTRODUCTION
                                  Marketing

 Importance of Planning
         Pre-Show Strategy
         At-Show Strategy
         Post-Show Strategy




20%                       Of Marketing Budgets Spent on
                          Trade Shows & Special Events
                                               - Skyline Displays and EXPO magazine




Skoda Minotti Speaker Series
  3/14/2013
#SMSS                                          5
Pre-
                                                       PLANNING
                                                    Show

Show Selection – Finding the Right Venue

         Trade Associations
         On-Line Resources
              Trade Show News Network – TSNN.com
              TradeShowFinder.net
         National vs. Regional Shows
                American Association of Museums – AAM
                Ohio Museum Association – OMA
                Midwest Museum Association – MMA
                Great Plains Museum Association - GMA
         The Exhibitor Prospectus



Skoda Minotti Speaker Series
#SMSS
Pre-
                                                      PLANNING
                                                   Show

The Exhibitor Prospectus




       HIMSS – Healthcare Information Management
               Systems Society


Skoda Minotti Speaker Series
#SMSS
Pre-
                                  PLANNING
                               Show
 Establish a Show
 Budget




 Source:
 Center for Exhibition
 Industry Research



Skoda Minotti Speaker Series
#SMSS
Pre-
                                  PLANNING
                               Show
 Establish a Show Budget
 Booth & Show Services



 Exhibit & Graphics


 Marketing & PR

 Project Management

 Staffing & Travel




Skoda Minotti Speaker Series
#SMSS
Pre-
                                             PLANNING
                                          Show
 Establish Show-Specific Goals & Objectives

         Increase Brand Awareness
         Generate New Business Leads
         Strengthen/Create Industry
          Relationships
         Meetings with Current Clients
         Feeds Return on Investment


                                              ROI
Skoda Minotti Speaker Series
#SMSS
Pre-
                                            PLANNING
                                         Show

Show-Specific Message

         Appeal Directly to Attendees
         Align with Show Goals &
          Objectives
                                            CORE
         Identify with the Hottest         MSG
          Industry Trends
         Say More with Less




Skoda Minotti Speaker Series
#SMSS
Pre-
                                               PLANNING
                                            Show

Show-Specific Communications
      Trade Publications
           Advertising
           Editorial Content
      Pre-Show Campaigns
           Direct Mail or Email
           Promotional Items                 SHOW
      Electronic Media                       GOALS
           E-mail, Website, Social Media
      Public Relations
           Press Releases




Skoda Minotti Speaker Series
#SMSS
Pre-
                                    PLANNING
                                 Show

Show-Specific Communications
      Trade Publications
           Advertising
           Editorial Content
           Pre- and Post-Show




                                   GlobalShop
                                    Pre-Show
                                      Issue




Skoda Minotti Speaker Series
#SMSS
Pre-
                                        PLANNING
                                     Show
                                                Promo
Show-Specific Communications
     Pre-Show Campaigns
          Direct Mail, Promotions
          Pre-Show Attendee List


      Display




                                       Mailer




Skoda Minotti Speaker Series
#SMSS
Pre-
                                        PLANNING
                                     Show

Show-Specific Communications
     Pre-Show Campaigns
          Direct Mail, Promotions




Skoda Minotti Speaker Series
#SMSS
Pre-
                                      PLANNING
                                   Show
Show-Specific Communications

   Electronic Media Promotion
        Custom email signatures




Skoda Minotti Speaker Series
#SMSS
Pre-
                                     PLANNING
                                  Show
Show-Specific Communications
   Electronic Media Promotion
        Update Website Banners




Skoda Minotti Speaker Series
#SMSS
Pre-
                                         PLANNING
                                      Show
Show-Specific Communications
      Electronic Media Promotion
           Social Media - LinkedIn




Skoda Minotti Speaker Series
#SMSS
Pre-
                                        PLANNING
                                     Show
Show-Specific Communications
      Electronic Media Promotion
           Social Media - Twitter




Skoda Minotti Speaker Series
#SMSS
Pre-
                                          PLANNING
                                       Show
Show-Specific Communications
      Public Relations
          Well-Timed Press Releases




Skoda Minotti Speaker Series
#SMSS
Pre-
                                           PLANNING
                                        Show

Exhibit Design
• Selecting the Right Exhibit
      • Booth size and budget
         considerations
      • Logistical considerations –
        shipping, material
        handling, installation, disma
        ntling
      • Adaptability for other
         shows/markets served




Skoda Minotti Speaker Series
#SMSS
Pre-
                                     PLANNING
                                  Show

Exhibit Design
• Table Tops & Banner Stands
      • Event Sponsorships
      • Career/Recruiting Fairs
      • Networking Events
      • Small Regional Shows




Skoda Minotti Speaker Series
#SMSS
Pre-
                                        PLANNING
                                     Show

                               Exhibit Design
                               • Portable/Pop-Up Displays
                                     • 10’ - 20’ In-Line Booths
                                     • Quick/Easy Set-Up
                                     • Budget Friendly
                                     • Large Messaging




Skoda Minotti Speaker Series
#SMSS
Pre-
                                          PLANNING
                                       Show

Exhibit Design
                                               10’
• Modular/Custom-Modular Systems
    • Pre-fabricated Components
    • Multiple Design Configurations
    • Audio/Visual Integration
    • Easily Adaptable Graphics
    • Customizable

                               20’




Skoda Minotti Speaker Series
#SMSS
Pre-
                                             PLANNING
                                          Show
Exhibit Design
• Rental Furniture/Fixtures
     • Less than making or purchasing
     • Saves on shipping costs
     • Adaptable for your brand/message




Skoda Minotti Speaker Series
#SMSS
Pre-
                                  PLANNING
                               Show
Exhibit Design
• Hanging Signs
     • Greater Visibility
     • Consider Install Cost
     • Island Displays Only




Skoda Minotti Speaker Series
#SMSS
Pre-
                                                     PLANNING
                                                  Show
Graphic Design
• Effective Graphic Design
      • Clearly communicate targeted message
      • Clearly communicate your brand
      • Adaptability for other shows/markets served




Skoda Minotti Speaker Series
#SMSS
Pre-
                                                         PLANNING
                                                      Show
Graphic Design
• Flexible Graphic Design
      • Clearly communicate targeted message
      • Clearly communicate your brand
      • Adaptability for other shows/markets served


                               harness the POWER of
                                 better
                               the DATA platform
                               PATIENT OUTCOMES
                                 BIG DATA for your
                                 for HEALTHCARE
                                   powered by our
                                     TESTING &
                                      ENTERPRISE
                               BIGEVALUATIONS
                                    DATA PLATFORM
                                      MANAGEMENT




Skoda Minotti Speaker Series
#SMSS
At-
                                       STRATEGY
                                    Show
Staff Selection & Training
• Staff based on attendees and
  show goals
• Staff training consistent with
  target message
• Established selling process


           Hunters/Pre-Qualifiers

           Informers/Qualifiers

           Presenters/Closers



Skoda Minotti Speaker Series
#SMSS
At-
                                                            STRATEGY
                                                         Show
 Lead Collection & Management                               Swap 2.5
  • Badge Scanners/Lead Retrieval
  • Lead Management

     • Integrates with show registration database
     • Captures leads-per-salesperson and in aggregate
     • Sales staff can view their leads on smartphones
     • Take notes within each lead
     • Answer qualifying questions
     • Export a list of leads in multiple formats
     • Works in off-line mode: not dependent upon
       continuous cellular connectivity
     • Background syncing occurs automatically




Skoda Minotti Speaker Series
#SMSS
At-
                                                     STRATEGY
                                                  Show
 At-Show Promotion
 • Event Sponsorships
        • Great for brand awareness, but costly
        • Hard to measure value, ROI
 • Speaking Engagements
        • Typically one year in advance of show
        • Establishes industry credibility
 • In-Booth Events
        • Presentations/Product Demos
        • Cocktail Receptions
        • Entertainment/Comic Relief




Skoda Minotti Speaker Series
#SMSS
At-
                                                  STRATEGY
                                               Show
 At-Show Promotion

 • Hand-outs & Literature
       • Keep it light and simple
       • QR codes + mobile-optimized website
 • Promotional Products
       • Fun, useful, lasting
       • Popular item raffles




Skoda Minotti Speaker Series
#SMSS
Post-Show
                                         STRATEGY
Post-Show Communications
• Update website banner – Thank You!
       • Feedback form
       • Request info/appointment
• Post-show mailings                       Thank You for Visiting

       • Post-show attendee list                  We had a GREAT SHOW this
                                               year…thanks to all who made it.
       • Consistent message                If you missed us, please drop us a note
                                                to schedule an ON-LINE DEMO.
• Post-show press release/
   e-newsletter
       • Re-emphasize product
          launch
       • Re-state special offers




Skoda Minotti Speaker Series
#SMSS
Post-Show
                                       STRATEGY
Lead Follow-up
• Determine who will follow-up/how
• Set a follow up schedule

 Post-Show Evaluation/ROI
 • Quickly determine show value
       • Review and classify leads
       • Finalize budget
       • Determine cost -per-lead
       • Project potential revenue
 • Commit to next event



Skoda Minotti Speaker Series
#SMSS
Q&A

Skoda Minotti Speaker Series
#SMSS
John F. Kallmeyer
                   Director, Visual Marketing
                Skoda Minotti Strategic Marketing

                        Ph: 440-449-6800
              Email: jkallmeyer@skodaminotti.com

                www.skodaminottimarketing.com




Skoda Minotti Speaker Series
#SMSS

Más contenido relacionado

Similar a Trade Show Marketing Strategies: How to Find Qualified Leads in the Crowd

Smart io t_sponsorship_opportunitues_2016
Smart io t_sponsorship_opportunitues_2016Smart io t_sponsorship_opportunitues_2016
Smart io t_sponsorship_opportunitues_2016Dean O'Reilly
 
ODDEE&TNDM credential 2022
ODDEE&TNDM credential 2022ODDEE&TNDM credential 2022
ODDEE&TNDM credential 2022IvanBazar1
 
AgencyONE_Presentation
AgencyONE_PresentationAgencyONE_Presentation
AgencyONE_PresentationValentin Tatar
 
“Great Creative Drives Great Results” by Joachim Ravoth
 “Great Creative Drives Great Results” by Joachim Ravoth “Great Creative Drives Great Results” by Joachim Ravoth
“Great Creative Drives Great Results” by Joachim RavothJoachim Ravoth
 
Synergy Integrated Marcom - Integrated Marketing Services
Synergy Integrated Marcom - Integrated Marketing ServicesSynergy Integrated Marcom - Integrated Marketing Services
Synergy Integrated Marcom - Integrated Marketing ServicesSynergy-MarCom
 
Kme 13386248648833-phpapp02-120602031724-phpapp02
Kme 13386248648833-phpapp02-120602031724-phpapp02Kme 13386248648833-phpapp02-120602031724-phpapp02
Kme 13386248648833-phpapp02-120602031724-phpapp02Josta Sekgota
 
SDL Rich Media based Campaign Management
SDL Rich Media based Campaign ManagementSDL Rich Media based Campaign Management
SDL Rich Media based Campaign Managementwmaagdenberg
 
Digital marketing spot on, a valuefirst group company-sandeep masurkar
Digital marketing spot on, a valuefirst group company-sandeep masurkarDigital marketing spot on, a valuefirst group company-sandeep masurkar
Digital marketing spot on, a valuefirst group company-sandeep masurkarsandeepmasurkar
 
Brand Building with the Currency of Music: Interview with: Roddy Campbell
Brand Building with the Currency of Music: Interview with: Roddy CampbellBrand Building with the Currency of Music: Interview with: Roddy Campbell
Brand Building with the Currency of Music: Interview with: Roddy CampbellMarketing Network marcus evans
 
Loca 2020-introduction
Loca 2020-introductionLoca 2020-introduction
Loca 2020-introductionFeigl
 
Mass Comm Solutions, Event Management
Mass Comm Solutions, Event ManagementMass Comm Solutions, Event Management
Mass Comm Solutions, Event ManagementMassComm Solutions
 
Amodo - NOAH16 London
Amodo - NOAH16 LondonAmodo - NOAH16 London
Amodo - NOAH16 LondonNOAH Advisors
 
Amagi presentation smart advertising on tv
Amagi presentation smart advertising on tvAmagi presentation smart advertising on tv
Amagi presentation smart advertising on tvAjay Kumar Gupta
 
aQa PR & tourism marketing services
aQa PR & tourism marketing servicesaQa PR & tourism marketing services
aQa PR & tourism marketing servicesaQa 3.0
 

Similar a Trade Show Marketing Strategies: How to Find Qualified Leads in the Crowd (20)

Smart io t_sponsorship_opportunitues_2016
Smart io t_sponsorship_opportunitues_2016Smart io t_sponsorship_opportunitues_2016
Smart io t_sponsorship_opportunitues_2016
 
ODDEE&TNDM credential 2022
ODDEE&TNDM credential 2022ODDEE&TNDM credential 2022
ODDEE&TNDM credential 2022
 
AgencyONE_Presentation
AgencyONE_PresentationAgencyONE_Presentation
AgencyONE_Presentation
 
“Great Creative Drives Great Results” by Joachim Ravoth
 “Great Creative Drives Great Results” by Joachim Ravoth “Great Creative Drives Great Results” by Joachim Ravoth
“Great Creative Drives Great Results” by Joachim Ravoth
 
Synergy Integrated Marcom - Integrated Marketing Services
Synergy Integrated Marcom - Integrated Marketing ServicesSynergy Integrated Marcom - Integrated Marketing Services
Synergy Integrated Marcom - Integrated Marketing Services
 
Kme 13386248648833-phpapp02-120602031724-phpapp02
Kme 13386248648833-phpapp02-120602031724-phpapp02Kme 13386248648833-phpapp02-120602031724-phpapp02
Kme 13386248648833-phpapp02-120602031724-phpapp02
 
SDL Rich Media based Campaign Management
SDL Rich Media based Campaign ManagementSDL Rich Media based Campaign Management
SDL Rich Media based Campaign Management
 
Digital marketing spot on, a valuefirst group company-sandeep masurkar
Digital marketing spot on, a valuefirst group company-sandeep masurkarDigital marketing spot on, a valuefirst group company-sandeep masurkar
Digital marketing spot on, a valuefirst group company-sandeep masurkar
 
SHOPPING ADDA
SHOPPING ADDASHOPPING ADDA
SHOPPING ADDA
 
Brand Building with the Currency of Music: Interview with: Roddy Campbell
Brand Building with the Currency of Music: Interview with: Roddy CampbellBrand Building with the Currency of Music: Interview with: Roddy Campbell
Brand Building with the Currency of Music: Interview with: Roddy Campbell
 
Credentials
CredentialsCredentials
Credentials
 
Loca 2020-introduction
Loca 2020-introductionLoca 2020-introduction
Loca 2020-introduction
 
Mass Comm Solutions, Event Management
Mass Comm Solutions, Event ManagementMass Comm Solutions, Event Management
Mass Comm Solutions, Event Management
 
Amodo - NOAH16 London
Amodo - NOAH16 LondonAmodo - NOAH16 London
Amodo - NOAH16 London
 
Amagi presentation smart advertising on tv
Amagi presentation smart advertising on tvAmagi presentation smart advertising on tv
Amagi presentation smart advertising on tv
 
aQa PR & tourism marketing services
aQa PR & tourism marketing servicesaQa PR & tourism marketing services
aQa PR & tourism marketing services
 
Buzzoole. Rethink your concept of Influence.
Buzzoole. Rethink your concept of Influence.Buzzoole. Rethink your concept of Influence.
Buzzoole. Rethink your concept of Influence.
 
New Advertising Media
New Advertising MediaNew Advertising Media
New Advertising Media
 
KREO DESIGN - Exhibition Design
KREO DESIGN - Exhibition DesignKREO DESIGN - Exhibition Design
KREO DESIGN - Exhibition Design
 
Mack Industries
Mack IndustriesMack Industries
Mack Industries
 

Más de Skoda Minotti

Navigating Tomorrow's Tax Landscape - 2020
Navigating Tomorrow's Tax Landscape - 2020Navigating Tomorrow's Tax Landscape - 2020
Navigating Tomorrow's Tax Landscape - 2020Skoda Minotti
 
Elevate 2019: Business Leader Slides
Elevate 2019: Business Leader SlidesElevate 2019: Business Leader Slides
Elevate 2019: Business Leader SlidesSkoda Minotti
 
Elevate 2019: Financial Professional Slides
Elevate 2019: Financial Professional SlidesElevate 2019: Financial Professional Slides
Elevate 2019: Financial Professional SlidesSkoda Minotti
 
Smart Manufacturing Workshop: An Interactive Improv Session
Smart Manufacturing Workshop: An Interactive Improv SessionSmart Manufacturing Workshop: An Interactive Improv Session
Smart Manufacturing Workshop: An Interactive Improv SessionSkoda Minotti
 
Navigating the Tax and Accounting Implications of Cryptocurrencies
Navigating the Tax and Accounting Implications of CryptocurrenciesNavigating the Tax and Accounting Implications of Cryptocurrencies
Navigating the Tax and Accounting Implications of CryptocurrenciesSkoda Minotti
 
Performance and Rewards
Performance and RewardsPerformance and Rewards
Performance and RewardsSkoda Minotti
 
Non-Qualified Deferred Compensation Programs for Private Companies
Non-Qualified Deferred Compensation Programs for Private CompaniesNon-Qualified Deferred Compensation Programs for Private Companies
Non-Qualified Deferred Compensation Programs for Private CompaniesSkoda Minotti
 
ABC Presents: Interviewing Skills
ABC Presents: Interviewing SkillsABC Presents: Interviewing Skills
ABC Presents: Interviewing SkillsSkoda Minotti
 
Valuation Issues in Developing and Executing Buy-Sell Agreements
Valuation Issues in Developing and Executing Buy-Sell AgreementsValuation Issues in Developing and Executing Buy-Sell Agreements
Valuation Issues in Developing and Executing Buy-Sell AgreementsSkoda Minotti
 
ABC Presents: Recruiting and Retaining Top Talent
ABC Presents: Recruiting and Retaining Top TalentABC Presents: Recruiting and Retaining Top Talent
ABC Presents: Recruiting and Retaining Top TalentSkoda Minotti
 
State and Local Tax Nexus Issues and the Impact on Mergers and Acquisitions
State and Local Tax Nexus Issues and the Impact on Mergers and AcquisitionsState and Local Tax Nexus Issues and the Impact on Mergers and Acquisitions
State and Local Tax Nexus Issues and the Impact on Mergers and AcquisitionsSkoda Minotti
 
Future-Proofing Your Business with Technology
Future-Proofing Your Business with TechnologyFuture-Proofing Your Business with Technology
Future-Proofing Your Business with TechnologySkoda Minotti
 
Manufacturing in Northeast Ohio: Where We Stand, Where We’re Headed
Manufacturing in Northeast Ohio: Where We Stand, Where We’re HeadedManufacturing in Northeast Ohio: Where We Stand, Where We’re Headed
Manufacturing in Northeast Ohio: Where We Stand, Where We’re HeadedSkoda Minotti
 
Recruiting and Retaining Top Talent
Recruiting and Retaining Top TalentRecruiting and Retaining Top Talent
Recruiting and Retaining Top TalentSkoda Minotti
 
New Ohio Cybersecurity Law Requirements
New Ohio Cybersecurity Law RequirementsNew Ohio Cybersecurity Law Requirements
New Ohio Cybersecurity Law RequirementsSkoda Minotti
 
Understanding Medicare
Understanding MedicareUnderstanding Medicare
Understanding MedicareSkoda Minotti
 
Five Digital Marketing Trends Your Company Needs to Know in 2019
Five Digital Marketing Trends Your Company Needs to Know in 2019Five Digital Marketing Trends Your Company Needs to Know in 2019
Five Digital Marketing Trends Your Company Needs to Know in 2019Skoda Minotti
 
Business Valuation Basics
Business Valuation BasicsBusiness Valuation Basics
Business Valuation BasicsSkoda Minotti
 
The Importance of State and Local Tax Nexus
The Importance of State and Local Tax NexusThe Importance of State and Local Tax Nexus
The Importance of State and Local Tax NexusSkoda Minotti
 

Más de Skoda Minotti (20)

Navigating Tomorrow's Tax Landscape - 2020
Navigating Tomorrow's Tax Landscape - 2020Navigating Tomorrow's Tax Landscape - 2020
Navigating Tomorrow's Tax Landscape - 2020
 
Elevate 2019: Business Leader Slides
Elevate 2019: Business Leader SlidesElevate 2019: Business Leader Slides
Elevate 2019: Business Leader Slides
 
Elevate 2019: Financial Professional Slides
Elevate 2019: Financial Professional SlidesElevate 2019: Financial Professional Slides
Elevate 2019: Financial Professional Slides
 
Smart Manufacturing Workshop: An Interactive Improv Session
Smart Manufacturing Workshop: An Interactive Improv SessionSmart Manufacturing Workshop: An Interactive Improv Session
Smart Manufacturing Workshop: An Interactive Improv Session
 
Managing Risk
Managing RiskManaging Risk
Managing Risk
 
Navigating the Tax and Accounting Implications of Cryptocurrencies
Navigating the Tax and Accounting Implications of CryptocurrenciesNavigating the Tax and Accounting Implications of Cryptocurrencies
Navigating the Tax and Accounting Implications of Cryptocurrencies
 
Performance and Rewards
Performance and RewardsPerformance and Rewards
Performance and Rewards
 
Non-Qualified Deferred Compensation Programs for Private Companies
Non-Qualified Deferred Compensation Programs for Private CompaniesNon-Qualified Deferred Compensation Programs for Private Companies
Non-Qualified Deferred Compensation Programs for Private Companies
 
ABC Presents: Interviewing Skills
ABC Presents: Interviewing SkillsABC Presents: Interviewing Skills
ABC Presents: Interviewing Skills
 
Valuation Issues in Developing and Executing Buy-Sell Agreements
Valuation Issues in Developing and Executing Buy-Sell AgreementsValuation Issues in Developing and Executing Buy-Sell Agreements
Valuation Issues in Developing and Executing Buy-Sell Agreements
 
ABC Presents: Recruiting and Retaining Top Talent
ABC Presents: Recruiting and Retaining Top TalentABC Presents: Recruiting and Retaining Top Talent
ABC Presents: Recruiting and Retaining Top Talent
 
State and Local Tax Nexus Issues and the Impact on Mergers and Acquisitions
State and Local Tax Nexus Issues and the Impact on Mergers and AcquisitionsState and Local Tax Nexus Issues and the Impact on Mergers and Acquisitions
State and Local Tax Nexus Issues and the Impact on Mergers and Acquisitions
 
Future-Proofing Your Business with Technology
Future-Proofing Your Business with TechnologyFuture-Proofing Your Business with Technology
Future-Proofing Your Business with Technology
 
Manufacturing in Northeast Ohio: Where We Stand, Where We’re Headed
Manufacturing in Northeast Ohio: Where We Stand, Where We’re HeadedManufacturing in Northeast Ohio: Where We Stand, Where We’re Headed
Manufacturing in Northeast Ohio: Where We Stand, Where We’re Headed
 
Recruiting and Retaining Top Talent
Recruiting and Retaining Top TalentRecruiting and Retaining Top Talent
Recruiting and Retaining Top Talent
 
New Ohio Cybersecurity Law Requirements
New Ohio Cybersecurity Law RequirementsNew Ohio Cybersecurity Law Requirements
New Ohio Cybersecurity Law Requirements
 
Understanding Medicare
Understanding MedicareUnderstanding Medicare
Understanding Medicare
 
Five Digital Marketing Trends Your Company Needs to Know in 2019
Five Digital Marketing Trends Your Company Needs to Know in 2019Five Digital Marketing Trends Your Company Needs to Know in 2019
Five Digital Marketing Trends Your Company Needs to Know in 2019
 
Business Valuation Basics
Business Valuation BasicsBusiness Valuation Basics
Business Valuation Basics
 
The Importance of State and Local Tax Nexus
The Importance of State and Local Tax NexusThe Importance of State and Local Tax Nexus
The Importance of State and Local Tax Nexus
 

Último

AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakEditores1
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxJemalSeid25
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...Khaled Al Awadi
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 

Último (20)

AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerak
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 

Trade Show Marketing Strategies: How to Find Qualified Leads in the Crowd

  • 1. Skoda Minotti Speaker Series Presents: Trade Show Marketing Strategies: How to Find Qualified Leads in the Crowd John F. Kallmeyer Director, Visual Marketing Skoda Minotti Speaker Series #SMSS
  • 2. BACKGROUND Visual Marketing  Environmental Branding  Corporate Décor  Retail Branding  Themed Environments  Trade Shows, Events Skoda Minotti Speaker Series 3/14/2013 #SMSS 2
  • 3. Trade Show INTRODUCTION Marketing The Trade Show Marketing Environment  Crowded  Hectic  Fast-Paced  Usually some place FUN!! Skoda Minotti Speaker Series 3/14/2013 #SMSS 3
  • 4. Trade Show INTRODUCTION Marketing Benefits of Trade Show Marketing  Targeted Audience  Captive Audience  Buyers/Influencers  Motivated Audience 92% Of Trade Show Attendees Go To FIND NEW PRODUCTS/SUPPLIERS - Skyline Displays and EXPO magazine Skoda Minotti Speaker Series 3/14/2013 #SMSS 4
  • 5. Trade Show INTRODUCTION Marketing Importance of Planning  Pre-Show Strategy  At-Show Strategy  Post-Show Strategy 20% Of Marketing Budgets Spent on Trade Shows & Special Events - Skyline Displays and EXPO magazine Skoda Minotti Speaker Series 3/14/2013 #SMSS 5
  • 6. Pre- PLANNING Show Show Selection – Finding the Right Venue  Trade Associations  On-Line Resources  Trade Show News Network – TSNN.com  TradeShowFinder.net  National vs. Regional Shows  American Association of Museums – AAM  Ohio Museum Association – OMA  Midwest Museum Association – MMA  Great Plains Museum Association - GMA  The Exhibitor Prospectus Skoda Minotti Speaker Series #SMSS
  • 7. Pre- PLANNING Show The Exhibitor Prospectus HIMSS – Healthcare Information Management Systems Society Skoda Minotti Speaker Series #SMSS
  • 8. Pre- PLANNING Show Establish a Show Budget Source: Center for Exhibition Industry Research Skoda Minotti Speaker Series #SMSS
  • 9. Pre- PLANNING Show Establish a Show Budget Booth & Show Services Exhibit & Graphics Marketing & PR Project Management Staffing & Travel Skoda Minotti Speaker Series #SMSS
  • 10. Pre- PLANNING Show Establish Show-Specific Goals & Objectives  Increase Brand Awareness  Generate New Business Leads  Strengthen/Create Industry Relationships  Meetings with Current Clients  Feeds Return on Investment ROI Skoda Minotti Speaker Series #SMSS
  • 11. Pre- PLANNING Show Show-Specific Message  Appeal Directly to Attendees  Align with Show Goals & Objectives CORE  Identify with the Hottest MSG Industry Trends  Say More with Less Skoda Minotti Speaker Series #SMSS
  • 12. Pre- PLANNING Show Show-Specific Communications  Trade Publications  Advertising  Editorial Content  Pre-Show Campaigns  Direct Mail or Email  Promotional Items SHOW  Electronic Media GOALS  E-mail, Website, Social Media  Public Relations  Press Releases Skoda Minotti Speaker Series #SMSS
  • 13. Pre- PLANNING Show Show-Specific Communications  Trade Publications  Advertising  Editorial Content  Pre- and Post-Show GlobalShop Pre-Show Issue Skoda Minotti Speaker Series #SMSS
  • 14. Pre- PLANNING Show Promo Show-Specific Communications  Pre-Show Campaigns  Direct Mail, Promotions  Pre-Show Attendee List Display Mailer Skoda Minotti Speaker Series #SMSS
  • 15. Pre- PLANNING Show Show-Specific Communications  Pre-Show Campaigns  Direct Mail, Promotions Skoda Minotti Speaker Series #SMSS
  • 16. Pre- PLANNING Show Show-Specific Communications  Electronic Media Promotion  Custom email signatures Skoda Minotti Speaker Series #SMSS
  • 17. Pre- PLANNING Show Show-Specific Communications  Electronic Media Promotion  Update Website Banners Skoda Minotti Speaker Series #SMSS
  • 18. Pre- PLANNING Show Show-Specific Communications  Electronic Media Promotion  Social Media - LinkedIn Skoda Minotti Speaker Series #SMSS
  • 19. Pre- PLANNING Show Show-Specific Communications  Electronic Media Promotion  Social Media - Twitter Skoda Minotti Speaker Series #SMSS
  • 20. Pre- PLANNING Show Show-Specific Communications  Public Relations  Well-Timed Press Releases Skoda Minotti Speaker Series #SMSS
  • 21. Pre- PLANNING Show Exhibit Design • Selecting the Right Exhibit • Booth size and budget considerations • Logistical considerations – shipping, material handling, installation, disma ntling • Adaptability for other shows/markets served Skoda Minotti Speaker Series #SMSS
  • 22. Pre- PLANNING Show Exhibit Design • Table Tops & Banner Stands • Event Sponsorships • Career/Recruiting Fairs • Networking Events • Small Regional Shows Skoda Minotti Speaker Series #SMSS
  • 23. Pre- PLANNING Show Exhibit Design • Portable/Pop-Up Displays • 10’ - 20’ In-Line Booths • Quick/Easy Set-Up • Budget Friendly • Large Messaging Skoda Minotti Speaker Series #SMSS
  • 24. Pre- PLANNING Show Exhibit Design 10’ • Modular/Custom-Modular Systems • Pre-fabricated Components • Multiple Design Configurations • Audio/Visual Integration • Easily Adaptable Graphics • Customizable 20’ Skoda Minotti Speaker Series #SMSS
  • 25. Pre- PLANNING Show Exhibit Design • Rental Furniture/Fixtures • Less than making or purchasing • Saves on shipping costs • Adaptable for your brand/message Skoda Minotti Speaker Series #SMSS
  • 26. Pre- PLANNING Show Exhibit Design • Hanging Signs • Greater Visibility • Consider Install Cost • Island Displays Only Skoda Minotti Speaker Series #SMSS
  • 27. Pre- PLANNING Show Graphic Design • Effective Graphic Design • Clearly communicate targeted message • Clearly communicate your brand • Adaptability for other shows/markets served Skoda Minotti Speaker Series #SMSS
  • 28. Pre- PLANNING Show Graphic Design • Flexible Graphic Design • Clearly communicate targeted message • Clearly communicate your brand • Adaptability for other shows/markets served harness the POWER of better the DATA platform PATIENT OUTCOMES BIG DATA for your for HEALTHCARE powered by our TESTING & ENTERPRISE BIGEVALUATIONS DATA PLATFORM MANAGEMENT Skoda Minotti Speaker Series #SMSS
  • 29. At- STRATEGY Show Staff Selection & Training • Staff based on attendees and show goals • Staff training consistent with target message • Established selling process Hunters/Pre-Qualifiers Informers/Qualifiers Presenters/Closers Skoda Minotti Speaker Series #SMSS
  • 30. At- STRATEGY Show Lead Collection & Management Swap 2.5 • Badge Scanners/Lead Retrieval • Lead Management • Integrates with show registration database • Captures leads-per-salesperson and in aggregate • Sales staff can view their leads on smartphones • Take notes within each lead • Answer qualifying questions • Export a list of leads in multiple formats • Works in off-line mode: not dependent upon continuous cellular connectivity • Background syncing occurs automatically Skoda Minotti Speaker Series #SMSS
  • 31. At- STRATEGY Show At-Show Promotion • Event Sponsorships • Great for brand awareness, but costly • Hard to measure value, ROI • Speaking Engagements • Typically one year in advance of show • Establishes industry credibility • In-Booth Events • Presentations/Product Demos • Cocktail Receptions • Entertainment/Comic Relief Skoda Minotti Speaker Series #SMSS
  • 32. At- STRATEGY Show At-Show Promotion • Hand-outs & Literature • Keep it light and simple • QR codes + mobile-optimized website • Promotional Products • Fun, useful, lasting • Popular item raffles Skoda Minotti Speaker Series #SMSS
  • 33. Post-Show STRATEGY Post-Show Communications • Update website banner – Thank You! • Feedback form • Request info/appointment • Post-show mailings Thank You for Visiting • Post-show attendee list We had a GREAT SHOW this year…thanks to all who made it. • Consistent message If you missed us, please drop us a note to schedule an ON-LINE DEMO. • Post-show press release/ e-newsletter • Re-emphasize product launch • Re-state special offers Skoda Minotti Speaker Series #SMSS
  • 34. Post-Show STRATEGY Lead Follow-up • Determine who will follow-up/how • Set a follow up schedule Post-Show Evaluation/ROI • Quickly determine show value • Review and classify leads • Finalize budget • Determine cost -per-lead • Project potential revenue • Commit to next event Skoda Minotti Speaker Series #SMSS
  • 36. John F. Kallmeyer Director, Visual Marketing Skoda Minotti Strategic Marketing Ph: 440-449-6800 Email: jkallmeyer@skodaminotti.com www.skodaminottimarketing.com Skoda Minotti Speaker Series #SMSS