Coker Exhibition Systems Ltd

Exhibition Facts and statistics

● 88% of trade show visitors are personally involved in buying your products or services at the show
● 60% of the most successful companies were the ones that mailed their prospective customers before the exhibition
● Less than 20% of companies do not track the (ROI) return for investment for exhibition stands
● You have 2-5 seconds to get attention make sure your pop up display stand or banner stands have the required impact.
● Most visitors arrive at the show with a fixed agenda this makes your graphics and lighting key to the success of your exhibition stand
● 30% of visitors never see sales reps except at exhibitions!
● Communication and perception of your stand starts at 10 metres away. Make sure your banner stands or back ground pop up displays stands are doing the job.
● Think about the use of expensive literature 65% is discarded after the exhibition, give literature to quality visitors or offer to mail.
86% of marketers said face to face marketing is important to their company
● 80% of leads generated at exhibitions are never contacted, its true to say that you are likely to be busier than normal after the exhibition but this statistic must surely be considered.

Coker Exhibition Resource

Checklist

The decision to exhibit has been made, the exhibition stand has been designed and ordered, real objectives have been agreed and flexible post show activity has been planned, do not now make the mistake of not utilising the effectiveness that the exhibition will present.

This checklist summarises some of the key points of maximising your presence:

Exhibition Objectives set and understood by all

● Target audience identified and invited
● Has a risk assesment been considered for errection of the exhibition stand? Download PDF
● Do we need a method statement? Download PDF
● Personal responsibilities and targets identified
● Where are the products/services/literature racks displayed
● Details of competitions/incentives/give ways
● Banner Stand location 
● Duty schedule for trained and briefed staff - Brief them in advance of the show.  Hold briefing meetings for ten minutes before show opens. Run through objectives, questions and housekeeping rules. Use professional people to introduce clients to technical staff who may not be as good as front of stand staff.  ● Use competitions and incentives to maintain motivation. 
● Stand manager(s) appointed
● Where is the show press office?
● Where are the organisers and contractors office?
● Where are the extra literature supplies?
● Accommodation/transport/catering arrangement
● Dress code - When looking at dress code decide on a "uniform" so stand staff are easily recognisable  this can be as simple as all wearing polo shirts or the same coloured tie
● Know how to open the conversation and conduct the meeting using intelligent open and closed questions. Think, your customers will be looking around at your display graphics banner stands and pop up display stands. 
● Health and Safety issues understood
● Remember the needs and motivation of visitors
● Recognise how your behaviour has an affect on visitors behaviour - think about things like body language, stand cleanliness
● Know how to politely deal with time wasters