A selection of general topics for those working in the business events industry in Australia and abroad
7/9/2010 2:17:02 PM
melanietk
Posts: 54
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Toruk Makto wrote:
No- students are not your customer- and students who attend with their resume are going to get a really cold reception from me- WATCH OUT!
when they get a job, they are not in a position to make decisions.
While I'm still catching up with the rest of this thread, I would like to contradict you there. As I've said in other (earlier) threads, I will admit that most students (at least, in the beginning) see these shows as a free lunch with swag for grabs, but for the few dedicated students amongst us (as I was in the day) I beg to differ... Students CAN and WILL be your customers. Within 6 months of my graduation I was in a position of sourcing and recommending to my superiors suppliers for events, and oh boy, did I remember those that were callous, cold, and snobbish towards my 'student status' at the trade shows. I may not have been the one signing the cheques - at least at that stage - but I was the one who put forward the recommendations. Guess who didn't make the cut because they didn't make the time to sell their service to me, or were in some cases, extremely rude and made sure they were not interested in talking to me. Two years later and I WAS the one making the bookings, writing up contracts and paying the bills on behalf of my employer, and now, for my personal business. How much time has passed? A mere 5 years.
I have huge folders of assets and materials collected at these trade shows and use these for reference as much as I do the A-List Guide or other Event publication/guides, try to keep them updated as much as possible, and while at the time I may not have had direct business with them at the time, every event I work on has different requirements - that obscure supplier I met 3 years ago might now be exactly the thing I'm looking for.
I do agree with you however that going along with resumes is just poor form, but I also know the opening line on your first day of study: You probably wont get a job where you want, it's who you know, most established companies don't put (much) value in Event education and don't even think about being able to get a job without hundreds, if not a thousand or so, hours of internship or volunteer work behind you. There are more jobs available for young event professionals than there were a few years ago, but most of us in the industry know that the real stellar jobs are not as widely advertised as most other employment opportunities. We tend to employ from within, from recommendations or referrals, and newbies just don't really know where to look, or where to get that foot in the door.
I'll go back to reading the rest of the thread now.
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Toruk Makto - I will agree with you again about the impact of seminars at trade shows. My major trade show tour is a different sort of beast than those we are currently discussing (public vs industry). During the show (pre-show I'm exhibition coordinator and WH&S officer) I am in charge of our guest speakers, but am acutely aware of the impact these very popular seminars and subsequent public appearances (autograph signing etc) suck the punters away from the trade show itself (to address the other topic in the thread - giveaways are not par for the course of our traders, 99% are pure retail) and this is becoming a real issue for us in retaining the exhibitors and sponsors.
We work hard to position the seminars and appearances in areas that force the flow of patrons through the bulk of the trade show floor, where possible. Our limited access to venues that will allow this hinders the effort somewhat (budget, venue size and layout, etc). We wish we knew the magic formula that would see patrons visit and spend in the trade hall, and work closely in consultation with advisors and venue managers to help, but ultimately it is these special guest speakers that are drawing the bulk of the crowd to our shows in the first place, so it's sort of a catch 22.
edited by melanietk on 9/07/2010
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6/28/2010 9:31:17 AM
AB99
Posts: 9
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Hi again, no offence taken or given (i hope) but I still totally disagree... and to clarify, I was not talking about stands yelling "hey, free chocolates here!" (or making popcorn), and I haven't ever been to the kinds of shows where crowds of people are thronging into stands "for free food" or drinks. (The biggest queues I have seen were for those fun Photo-booths!).
Chocolates was just an example, and a simplistic one - which I now think is going way over the top as I'm sure my statement is an anathema for somone in your field. I was just trying to say, lighthheartedly, what works on me - a, I am a legitimate buyer, and b, if I am walking by and don't have an appointment with you, but you have a bowl of Lindts or I see that you are giving something cool to buyers with whom you speak, I will come and speak with you because of that, and we both may benefit. I have just come from an exhibition for the events industry and many of the buyers I met felt the same way. The only thing I see in the bins outside the expo are all the magazines and paper materials. (Cds and USBs are so much better for travelers than all that heavy paper!)
Apologies, Toruk Makto, I am only speaking as a buyer, and as an individual, and I know you are on the exhibitor side, but I am not attracted to a stand based on how it looks. Maybe others are; it's just me saying what works for me!
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6/15/2010 10:27:14 AM
AB99
Posts: 9
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Hi, wow! Interesting responses to my 'let me eat chocolate" bit! 
First, let me first note that I was being (at least partly) light-hearted in what I wrote about "bribing us"; and, the trade shows *I* am talking about are only the type I myself have been to - AIME, RSVP, etc. I haven't been to the huge international ones. Also, I am a buyer, not an exhibitor.
Also, apologies to those who can't afford chocolates or whatever, or even a business card draw for a prize, but I still say it is an effective way to get potential customers in to talk to you.
To qualify this all slightly, I have noticed that it is a common practice when the giveaways are a bit more expensive than candy - maybe the USBs, business card holders, massages, etc, and of course even more so the bottles of wine or overnight stays - that the customer IS 'checked out first' - ie, he or she is asked 'what's your role, what types of events do you organise, etc" - before being given the giftie. I organise lots of events so I guess I usually qualify as "gift-worthy". And frankly, it makes a difference, because it makes a positive impression - not to mention the giftie often has the venue or company's details on it for my future reference!
I also disagree with the attitude of hoohaa, who wrote "This way you attract everyone- even all the students and the non customers" - students and non-customers are still often potential customers, even if "in future" or "indirectly"! And is the expense of giving a choccie to a few non-customers not worth getting more 'real' customers in because you have the chocs?
Seriously - I am usually very open to new locations and venues. And if I'm not necessarily heading to your stand, but you have a giveaway or a prize draw that attracts me, I then feel I should talk to you for a few minutes - and therefore I may learn about a place I didn't know about, and so consider it for an event. This has happened to me quite a few times - sometimes even with whole regions! I may not be looking to book with you this year or next at the time I walk through the trade show, but something may come up next week or next month, whatever - and I will remember you for when I am next looking for something in your area!
The other plus about a trade show is meeting the personnel - the exhibitors - the personal touch. Sending me your brochure in the mail (when you got my name from the mailing list hoohaa suggests you buy) is very unlikely to work - most of those get filed in the circular file.
Another note for exhibitors - when you select who will 'man' your stand, pick people who are confident, have personality, and are sincerely interested in selling what you have to sell. Nothing worse than, when I do want to talk to someone (chocolates or not), and they've been assigned to the stand but obviously just can't wait til 5 pm. They flip through the powerpoints giving the spiel with robotic phrases and no responsiveness to what I'm telling them about my event... I once ended up choosing a hotel for an event after being drawn to the stand primarily because the person at the stand was so engaging, funny, warm and interested - they gave me such a good impression.
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6/15/2010 9:43:38 AM
Sydneygirl
Posts: 12
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AB99. Not everyone that exhibits at a trade show has the budget to support giveaways.
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6/11/2010 5:41:16 PM
PeterGray
Posts: 4
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It's obvious from some of the responses that we're talking about different animals. The major trade shows (EIBTM, CIBTM, IMEX, AIME and so on) versus the smaller 'local' events such as RSVP, Australian Event Expo and so on. The former requires considerably commitment from buyers particularly when they have to travel to another country. The cost of exhibiting is not cheap either. I always make new contacts at such shows but would never commit to giving business to a supplier until I have seen and/or experienced their product or service. I think we owe this to our clients.
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6/11/2010 5:22:28 PM
AB99
Posts: 9
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Trade Shows are extremely effective ways to meet suppliers and get an idea of what's out there with venues, promotional items, caterers, AV and more. One can't always visit every place in person, so this is the next best thing. Nearly all of the venues I've booked have come through meetings at events such as AIME, RSVP, and others.
And a note to exhibitors - yes, bribe us! If you have neat giveaways (chocolate, USBs, massages, bottles of wine, something different), I will stop and talk to you! :-) And ALWAYS have a draw for some sort of prize - you get my business card that way and maybe I get a free stay at your venue, which then sells me on it even more!
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6/11/2010 3:05:31 PM
Macfiesty
Posts: 2
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I think tradeshows are fantastic! There's no better way to meet new clients than in person!!
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6/11/2010 2:58:32 PM
PeterGray
Posts: 4
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Not too long ago there were just three major C&I industry trade shows which covered the globe in terms of suppliers: IT&ME (Chicago), EIBTM (then run by Ray Bloom and Paul Flackett) in Geneva and AIME in Melbourne. Now there are at least 14 including the two about to be launched by IMEX and Reed in the USA. There has to come a point where some of these just have to go! The cost to suppliers - particularly hotels - to exhibit at all these events must be astronomical and simply can't continue particularly in a world which is still smarting from a financial crisis. The cost to buyers in terms of time out of the office - even assuming hosted buyer status is obtained - is also considerable and unless the number of shows is curtailed the result will inevitably be fewer attendees.
I have just returned from IMEX which is probably the largest and most comprehensive of the C&I trade shows and found it extremely valuable. It's ostensibly a European show (as is EIBTM) but it attracts a far wider range of exhibitors and buyers. A return to one show in each of the major areas of the world - Europe & Middle East, Asia & China, America and Australia/New Zealand/Pacific would mean greater attendance by both sellers and buyers. There will be sellers who would want to be present at each one and no doubt buyers who would attend each one but four is a far better bet than fourteen!
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6/11/2010 2:51:13 PM
Kim Simpson
Posts: 1
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I love them. I love exhibiting and I love going as a visitor. 
As an exhibitor I find quality buyers who are eager to get my information (especially in a past life when that meant getting FREE Hunter Valley Wine). The number of weeks I would spend prospecting compared to a trade show is one reason, another is that I get to work with industry colleagues who don't cross my path all the time.
As a visitor I love innovation and find most companies send their best to shows (well you can hope can't you). Most of the exhibitors also send their best staff who know their product well (again you don't always find this but it would work). Now I'm not interested in the bundles of flyers and brochures that used to pile up in the office, I want websites, enewsletters and other information sent to me to store electronically.
A basically I just like the fact that a group of people have gathered with a common purpose in one place. Whether its selling or buying they all have common interests.
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6/11/2010 1:50:34 PM
bfoster
Administrator
Posts: 62
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A suggestion from one of our forum participants this week... Do you value trade shows? Are you heading off to one soon? What makes you want to leave your warm office in the middle of winter and spend one, two, three, or more than four hours at a trade show? As an exhibitor or a visitor what's the attraction?
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