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

Exhibit Marketing – the Option of Choice (1 - 2 hours)

Trade shows, corporate events, consumer shows, private shows and special events all have one thing in common: they are face-to-face marketing. In an age where technology is doing everything it can to stifle human interaction, participating in a well chosen event brings you face to face with the people you most want to meet. Your booth staff will:

Learn why face-to-face marketing still makes sense
Unearth the 10 biggest mistakes marketers make
Cultivate a face-to face marketing plan that produces measurable results.

Visit a show for results (1 - 2 hours)

Shows are big, noisy and filled with possibilities. Walking a show can be overwhelming, and visitors often complain about falling victim to information overload. There is simply too much for visitors to absorb in the short time they have. However, one visit is all that most people usually have.

This workshop offers eight tips to help your delegates make the show easy and profitable to walk. This is an excellent workshop for your trade show attendees.
Your visitors will discover how to walk your show and get the results by learning how to:

Set focused objectives
Carry out research
Work with the show program
Prepare questions
Gather Competitive Intelligence
Develop a walking plan
Avoid overload

Plan for Success (1 - 3 hours)

Planning a show consists of two distinct parts: strategies and tactics. Tactics are typically referred to as “show logistics” and include such things as move in, move out, electrical and show services. Strategy refers to techniques that lead your exhibit program to produce measurable results. Strategy is what this workshop is all about. It’s an opportunity to examine all the elements of pre-show planning and learn to:

Examine exhibit objectives
Create a winning booth
- The theme
- Booth graphics
Create a dynamic promotional plan
- Brochures and catalogues
- Invitations
- Premiums
Organize the show logistics
Establish a unique presence
Develop a follow-up program

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 exhibitors 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 exhibitors 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 exhibitors can make the right adjustments so they are prepared to work most effectively in the unique environment of trade shows.
Your exhibitors 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

The Secrets of Working the Booth (1 - 3 hours)

Working an exhibit is different from working anywhere else. There are distractions everywhere, and yet your show is one of the most effective ways to generate leads, Introduce a program or initiative, recruit, and reinforce your brand. Your exhibitors will learn how to:

Discover the six steps to qualifying visitors
Make the most of give away items
Determine a strategy for collateral
Develop a formal contact recording system
Establish your exhibiting do’s and don’ts

Working the show from both sides of the Aisle (1 - 3 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 exhibitors 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 .

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. Your exhibitors will learn to :

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

Five Sure- Fire Ways to Make your Next Show a Success (1 - 3 hours)

Plan, promote, implement, follow up and evaluate are some of the keys to doubling your show results. Whether your exhibitors are looking to increase sales, obtain quality leads or gain exposure, let us help your exhibitors uncover five key challenges and build a workshop focused on them.

By focusing on your top five challenges, your entire exhibit program gains the potential of surpassing your objectives. Together we select the five keys, depending on your particular challenges. Here are some examples of key issues that you may want to consider:

Why are we still exhibiting?
What do we get from our exhibit program?
Is our exhibit program worth the time, energy and resources?
What’s in it for our staff?
Which products should we bring?
What are the key criteria in choosing a show or event?
How many brochures should I bring?
What's the best way to distribute promotional products?
When is the best time to follow up?
Other?... (You give us your questions and we will create a workshop that focuses on the answers.)

Making Contact, The Art of Building and Maintaining a Business Network (1 - 6 hours)

Business opportunities crop up in the strangest places. While new business results from direct contacts such as sales calls, presentations and cold calls, opportunities also exist at social gatherings, business lunches, seminars, trade shows, formal networking events, even the locker room of your health club. Networking is a difficult process for the experienced networker. Without guidance, novices can become overwhelmed. To do the job properly, you need a bag full of skills. Your staff will learn how to:

Understand the objective
Analyse the event
Develop positive ways of engaging in conversation
Make the right impression
Gather information
Disengage
Following up

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 client’s appetite and give them a chance to set up an appointment to deliver the full story after the show ends. During this workshop front-line 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

Turn Show Leads into Opportunities (3 - 6 hours)

Research has proven that the majority of leads gathered at a show are mishandled. From the exhibitor’s point of view, this is the result of questionable lead quality, lack of follow-up resources and a failure to plan. Visitors on the other hand, are frustrated: one of their top-ten pet peeves is that exhibitors make promises and don’t follow up.

Whether your department participates in shows to gather leads for future follow-up, or simply to reinforce the brand, follow-up is crucial. During this strategy building workshop, your booth staff will develop a follow-up initiative that realistically works with their strengths and weaknesses. They will learn how to :

Understand the corporate culture of follow-up
Find the resources
Create high-quality contacts
Orchestrate a follow-up strategy into your overall show plan
Assign responsibilities
Work with lead management
Manage the process
Measure success

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

« go to the top