Category: Trade Show Organizer Event Strategies

Merging Two Conferences Into One

An association organizer was concerned that her staff was stretched to the breaking point trying to manage two annual events and was contemplated merging the two into one. She was interested in understanding the process for managing this change. Obviously, with so many factors at play, not to mention the potential for unintended consequences, I suggested that … Continue reading “Merging Two Conferences Into One”

Negotiating for Success

An association meeting planner who’s contract with a third-party exhibit management company was coming up for renewal asked me recently for advice on negotiating the new contract. The question prompted an interesting discussion. How you approach any negotiation of this kind should really be driven by your goals and objectives, and how you measure “success.” If the … Continue reading “Negotiating for Success”

Conducting an Exhibitor/Sponsor Focus Group

Anytime you can speak to customers, whether individually or as a group, you want to take advantage of it. With the (increasingly rare) exception of companies exhibiting at and/or sponsoring your events solely for the purpose of “supporting” your association, the decision to do business with you is just that – a business decision. The … Continue reading “Conducting an Exhibitor/Sponsor Focus Group”

Charging for “Enhanced” Exhibitor Listings – Yay or Nay?

This is a question lots of show organizers struggle with. With all the pressure most of us have to drive non-dues revenue, the tendency to monetize anything and everything is understandable (I recall back in the ’80s when a certain show starting selling advertising on the front cover of their show guide!). But I caution my clients … Continue reading “Charging for “Enhanced” Exhibitor Listings – Yay or Nay?”

“Grab and Go” Lunches – Driving Exhibit Hall Traffic or Just a Tease?

As show organizers, we all feel (or should feel) a tremendous responsibility for ensuring that our exhibitors receive value for the investment they make in our events.  Unfortunately, many of the strategies we employ to accomplish this not only fail but actually exacerbate the problem. Case in point: serving food in the exhibit hall. Sounds … Continue reading ““Grab and Go” Lunches – Driving Exhibit Hall Traffic or Just a Tease?”