Exhibit Training Solutions for Show Managers and Event Planners

When it comes to training, there is no such thing as one size fits all. To be effective training must respond to your unique needs - your environment, budget and exhibit situation.

That's why we have developed a variety of training tools to suit your resources and training requirements...

Customized Workshops

All of our workshops are fast-paced, interactive, motivational and fun; they give your exhibitors a unique opportunity to learn new skills and how to apply them. We customize each workshop to suit your show and industry and your exhibitors level of experience.

Your investment in your exhibitors can last from one hour to one of our intensive one-day programs or start from scratch and create your own customized workshop.

Here is a list of our workshops with brief descriptions. Choose one or combine workshops into a full day training program

Trade Shows in a Time of Economic Uncertainty (3 hours)

Trade shows have always been a staple for many government departments and not-for-profit agencies and associations. These face-to-face communication opportunities help governments reach out to clients and citizens in a number of ways; when marketing a social program, educating Canadians about services or participating at an international trade fair. In its industry census, The Centre for Exhibition Industry Research reported that Government and not-for-profit ranked number one of all the sectors who use exhibits. Governments are no longer the poor cousin in the trade show arena. Instead they are leaders in the use of this face-to-face marketing tool. In the current economic climate, participating in a trade show is more of a challenge than ever. What it means for the government and not-for-profit exhibitor is an unparallel opportunity to step back and look at the big picture and determine the relevance of the exhibit program. During this workshop, you will have the opportunity to learn from industry expert, Barry Siskind's unique perspective as well as from your colleagues through peer-to-peer small group discussions. You will come away with:

Answers to the eight key questions you need to focus on to ride out these difficult times
Strategies for reducing costs without jeopardizing the integrity of your show presence
Formulas for measuring and evaluating real results
Share and learn techniques from peers

Double Your Show Results (1 - 3 hours)

Many exhibitors fail to produce the results they had hoped for. Why? The three barriers to show success; time, fatigue and attitude. This workshop will help your booth staff deal quickly and effectively with large numbers of people on the show floor. They will learn how to:

Develop instant rapport
Integrate the secrets of working the booth
Master the skills of approach, qualify and disengage at the booth
Pick up tips that make your presence unique
Become a “stage four boother”

Become a "Stage Four" Boother (1 - 3 hours)

Working a booth is different from doing business anywhere else. No matter how proficient your booth staff may be in the field when it comes to working an exhibit, they need guidance in translating their existing skills into techniques that work at a show. Understanding the four stages of boothing will ensure that your booth staff can make the right adjustments so they are prepared to work most effectively in the unique environment of trade shows. Your booth staff will learn how to:

Develop rapport
Approach strangers
Gather information
Present information
Disengage
Handle brochures, draws, premiums and other exhibiting tools
Follow up and report

Exhibit Measurement and Evaluation (1 - 3 hours)

Exhibitors need methods of measuring the results of their exhibit program. Yet a recent study shows that 76% of these same exhibitors do not measure results. Many simply throw up their hands and say, “We don’t sell anything at a show,” or “We are only trying to create awareness,” or “We don’t know how to measure.” This last statement rings true. Here your booth staff will learn to :

Develop a step-by-step method for measuring and evaluating their exhibit results

Successful Exhibiting (4 hours)

This four-hour training program is specifically designed to develop exhibitor’s booth skills. It is our most comprehensive exhibitor-training program. It provides booth staff with an excellent opportunity to learn new skills and obtain reinforcement materials to use before each show they attend. The program provides booth personnel with the skills and techniques to help them develop a professional approach at trade shows. There is ample time to support each learning principle with group discussions and role-playing exercises. The program also has a train-the- trainer module (see below). Your staff will learn how to:

Set show objectives
Approach
Qualify
Take ACTION in six crucial areas
Disengage
Follow up
Practice good boothmanship

Successful exhibiting uses a number of learning methodologies to help participants get the full value from the workshop experience. These include:

Pre - workshop assignment
Small group work
Trainer-led questions and answer sessions
Video-based role modeling
Paper-based exercises
Role - play with feedback
Job aid "The Exhibit Planner"

Program materials include a Participant's Manual with a pre-workshop assignment and content summaries and exercises designed to help participants improve their booth skills. Participants also receive a personalized show planner, a 60-minute CD and a copy of Barry’s book Powerful Exhibit Marketing

Effective Booth Presentations (3 - 6 hours)

Making the right presentation in a booth involves dealing with the challenges of time and interruptions. A booth presentation should whet the visitor’s appetite and give your boothers a chance to set up an appointment to deliver the full story after the show ends. During this workshop booth staff will learn how to:

Say the most in the limited time available
Determine the visitors’ key issues
Develop a meaningful presentation
Integrate features and benefits
Uncover secrets of effective face-to-face presentations
Assimilate technology into the presentation
Leave the visitor wanting more

Working the Show from Both Sides of the Aisle (3 - 6 hours)

Opportunities can crop up in the strangest places. There are plenty of people to meet at your booth, but there are also countless opportunities to meet people throughout the show. A well-balanced approach to exhibiting takes working both sides of the aisle into your strategic planning. Your booth staff will learn how to:

Master the booth skills of approach, qualify and disengage
Learn the subtle skill distinctions between working the booth and working the rest of the show
Acquire the networking skills including:
- Approach strangers
- Make meaningful social conversation
- Gather contact information
- Disengage
Uncover surprising places to network at the show

Maximizing Your Trade Show return (1/2 day)

It takes more to succeed at a trade show than showing up. Never before has the need for a provable return on investment been greater

Each year Governmnet and not-for-profit exhibitors invest a considerable amount of their resources in exhibitions, conferences, trade shows and other live events. THey attend shows in Canada and abroad. ng advantage of every untapped opportunity at your booth and on the show floor? All too often the answer is no which directly affects the return you should expect on your show investment.

Don't miss this fast moving, no nonsense workshop to learn strategies that will improve your show presence.

In the booth

Learn how to motivate, invigorate and activate your exhibit program

Showcase your department
Establish measurable focused and realistic objectives
Refresh your branding with your booth presentation
Develop new relationships with potential clients
Work your booth at a level four proficiency
Build qualified leads for future business

For more information on how you can bring one of our workshops to your area or department, please contact Barbara Siskind.

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