Exhibitor Success & ROI Center

August 20, 2025

1 p.m. – 2 p.m. ET

In a highly competitive market, can competitors also be collaborators? At IAAPA, we believe manufacturers and suppliers have the ability to work collectively to create mutually beneficial improvements for each other’s business. Most operators do not use an individual vendor for specific operations, so how can we build a community and work together to grow our network, knowledge, and drive business? Join us for the IAAPA Live Chat, Competition & Collaboration: How Manufacturers and Suppliers Can Work Together, to discuss and learn how you can contribute and benefit from this revolutionary venture. 

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September 10, 2025

1 p.m. – 2 p.m. ET

Following last year’s success, IAAPA is continuing with our IAAPA Expo Insider Secrets webinar series. Join us on Wednesday, Sept. 10 at 1 p.m. for this year’s installment, Even More Essential Tips for Exhibitors. We’ll introduce exhibitors to our newly designed Exhibitor Services Guide and provide a refresh on our official contractors. We’ll also highlight available marketing tools and expo sustainability efforts for both IAAPA and exhibitors. Exhibitors will also have the opportunity to learn more about IAAPA’s mobile app to maximize value and become an expert user. The finale will feature two experienced IAAPA exhibitors sharing their expertise and knowledge guiding you through preparing for IAAPA Expo. This webinar is essential for new exhibitors and advantageous to seasoned exhibitors seeking to gain indispensable advice to improve your overall exhibiting experience.

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Click here to listen to the webinar recording from August 15, 2024.

Are you a new exhibitor or new to IAAPA Expo? Do you want to know the insider secrets to help prepare for a successful expo? Are you interested in gaining valuable insight straight from IAAPA, our partners, and veteran exhibitors? Then you need to participate in this live webinar event, IAAPA Expo Insider Secrets: Essential Tips for Exhibitors. This exhibitor success webinar is essential for new exhibitors and advantageous to seasoned exhibitors seeking to gain indispensable advice to improve your overall exhibiting experience.

Topics include:

• Navigating the components of the Exhibitor Services Guide and the forms required of all exhibitors.

• The new "cubic content" booth guidelines and how it impacts you. 

• Knowing IAAPA Expo's official contractors. 

• Introduction to marketing tools provided by IAAPA. 

• An overview of GES services. 

• Navigating the IAAPA Expo Expresso site. 

• What you need to know about material handling and shipping, advance warehouse vs. direct to show site shipments, POV's, the hand carry policy, and per pound material handling pricing. 

• Introduction to the new lead retrieval and exhibitor registration systems.

• Exhibitor tips from the experts to guide you from pre-show planning through on-site success.

• Q & A

Speakers:

Lane Vento, Director, Expo Operations, North America, IAAPA
Representing IAAPA, Lane will guide you through the components of the Exhibitor Services Guide and the forms required of all exhibitors, breakdown the new "cubic content" booth guidelines, make sure you know IAAPA Expo's official contractors, and introduce you to marketing tools provided by IAAPA to make the most of your exhibiting experience.

Michael McChrystal, Director of Exhibitor Success, GES
Representing IAAPA Expo's new general services contractor, GES, Michael will deliver an overview of GES services, tips for navigating their IAAPA Expo Expresso site, answer questions on material handling and shipping, and more to guide you through a successful exhibiting experience.

James Kelley, Vice President, Registration, MCI
Representing IAAPA Expo's new registration and lead retrieval provider, MCI, James will provide a summary of the lead retrieval options available to help maximize your ROI and tips to navigate the exhibitor registration process.

Emily R. Popovich, ICAE, Chief of Sales and Business Development, L3DFX Design and Fabrication
Emily is an industry veteran, a current Manufacturers & Suppliers Committee member, and former Space Allocation Committee member. She is going into her 18th IAAPA Expo with experience both behind the scenes and managing the show on staff, as well as on the exhibiting side as a fellow member supplier in more recent years. She will share her expertise and knowledge guiding you through the preparation of exhibiting, what to expect during Expo, where you need to be and be seen while negotiating the size and uniqueness of IAAPA Expo, and will answer any questions you may have for her to ensure your exhibiting success.

Mike Whincup, ICAE, Vice President, Galaxy Multi Rides
Mike is a highly experienced IAAPA exhibitor and industry stalwarts. A current Manufacturers and Suppliers Committee member and former Space Allocation Committee member, he is heading into his 20th IAAPA Expo. He will share his expertise and knowledge guiding you through the preparation and exhibiting, what to expect during the expo, where you need to be and be seen whilst navigating the vast size and uniqueness of IAAPA Expo, and answer any questions you have for ensuring your exhibiting success.

Click here to listen to the webinar recording from July 23, 2024.

Download the participant workbook here.

IAAPA research has pinpointed lead generation as the #1 reason companies exhibit at our Expos. Given that many companies operate with extended sales cycles, the ability to capture high-quality leads and nurture them effectively over time significantly impacts exhibiting ROI. This newly curated webinar is laser-focused on providing invaluable insights and strategies to swiftly enhance lead quality and position you for heightened post-show sales conversion.

Topics include:

• Exhibitor lead management challenge: shocking statistics on what is really happening with tradeshow leads
• Formulas for calculating lead cost and revenue opportunity
• Four phases of a “closed-loop” lead management process
• Clearly defining what is and what isn’t a lead
• Mathematical formula for setting specific lead goals
• Determining the best lead information to capture
• How to get your sales team/distributors to support your lead management process
• How to customize your lead capture device to get more quality information
• Overview of IAAPA lead capture systems
• How to create an easy-to-apply lead grading system
• The critical roles of a lead captain
• Strategies for improving lead routing, lead follow-up and building accountability for follow-up and reporting.
• Q&A

Speaker:

Jefferson Davis, Competitive Edge
The company was founded in 1991 in San Bruno, CA by Jefferson Davis. From 1985 through 1990, Jefferson exhibited at over 200 tradeshows. In 1988, he began an intensive study on how to make tradeshows more productive and profitable by assembling the complete body of accessible exhibiting knowledge that existed. In 1991, he wrote his first seminar “The Seven Secrets of Successful Tradeshow Selling” and marketed it to tradeshow organizers as a way to help exhibitors get better results.

Since 1991, Competitive Edge has become the most prolific and successful exhibitor educational and training firm in North America. Competitive Edge’s exhibitor educational programs have been delivered to over 270 association and for-profit show organizers, including over 50 of the TSNN Top 250 Tradeshows.

Click here to listen to the webinar recording from June 26,  2024.

Download the participant workbook here.

IAAPA is dedicated to ensuring that all exhibiting companies have a positive and productive experience at our Expos. Given the size and uniqueness of our events, it's essential for new exhibitors to grasp the intricacies and prioritize where to focus their efforts in the months leading up to the shows.

In this required webinar for new exhibitors (open to anyone else seeking valuable insights also), renowned tradeshow productivity expert, Jefferson Davis will provide crucial information and guide exhibitors through the necessary steps to ensure a successful debut at IAAPA Expos.

Topics include:

• Important things to know now about IAAPA Expos
• Your exhibitor support team
• Who attends, why they attend, and how you can effectively engage with the audience
• What tradeshows are really about
• Calculating your Exhibit Interaction Capacity and setting goals
• 8 strategic factors that guarantee a successful exhibit program
• Tradeshow money management - where the dollar goes and how to save money
• 5 things your exhibit must do to be effective
• Simple and easy to apply formulas to measure performance, value and ROI
• Q&A

Speaker:

Jefferson Davis, Competitive Edge
The company was founded in 1991 in San Bruno, CA by Jefferson Davis. From 1985 through 1990, Jefferson exhibited at over 200 tradeshows. In 1988, he began an intensive study on how to make tradeshows more productive and profitable by assembling the complete body of accessible exhibiting knowledge that existed. In 1991, he wrote his first seminar “The Seven Secrets of Successful Tradeshow Selling” and marketed it to tradeshow organizers as a way to help exhibitors get better results.

Since 1991, Competitive Edge has become the most prolific and successful exhibitor educational and training firm in North America. Competitive Edge’s exhibitor educational programs have been delivered to over 270 association and for-profit show organizers, including over 50 of the TSNN Top 250 Tradeshows.
 

Click here to listen to the webinar recording from July 18, 2023.

Download the participant workbook here.

Don’t get lost in the crowd! Make sure each element of your exhibiting program is well-designed, well-executed, and will generate value and a return on your investment. You may not have a large budget, and you don’t haven’t to. Join tradeshow productivity expert, Jefferson Davis, to help you re-evaluate your exhibiting program to make changes and improvements designed to deliver better value and results!

Topics include:

• Why small does not have to mean second rate
• How to use formulas to set clearly defined exhibiting outcomes
• How to make your small booth standout in a large exhibit hall
• Why pre- and at show marketing are critical for smaller booths and how to improve the effectiveness of your marketing efforts
• How to increase your footprint and imprint by partnering with other exhibitors
• Keys to effectively designing a small booth
• How to turn your booth staff into a competitive advantage
• How to improve lead quality and sales conversion
• Target audience: First time exhibitors, companies that don't exhibit frequently, exhibitors with smaller booths and budgets.

Speaker:

Jefferson Davis, Competitive Edge
The company was founded in 1991 in San Bruno, CA by Jefferson Davis. From 1985 through 1990, Jefferson exhibited at over 200 tradeshows. In 1988, he began an intensive study on how to make tradeshows more productive and profitable by assembling the complete body of accessible exhibiting knowledge that existed. In 1991, he wrote his first seminar “The Seven Secrets of Successful Tradeshow Selling” and marketed it to tradeshow organizers as a way to help exhibitors get better results.

Since 1991, Competitive Edge has become the most prolific and successful exhibitor educational and training firm in North America. Competitive Edge’s exhibitor educational programs have been delivered to over 270 association and for-profit show organizers, including over 50 of the TSNN Top 250 Tradeshows.

Click here to listen to the webinar recording from May 16, 2023.

Are you ready to make strategic improvements to your exhibiting program to deliver a better value and a return on your investment? We know you invest a lot of time and money into exhibiting, and with increased costs and more pressures from senior leadership to improve your ROI, we invite you to join tradeshow productivity expert, Jefferson Davis, for a high impact session to help you re-evaluate your exhibiting program to deliver better results.  

Topics Include:

• Two outcomes senior management want from your exhibiting program
• How to align your exhibiting objectives with your corporate objectives
• Moving from reasons to well defined exhibiting outcomes
• Managing and benchmarking your exhibiting spend
• Defining your ideal visitor profile
• Guiding salespeople, dealers or distributors on helping generate high-quality booth traffic
• Getting more value from event sponsorships
• How to get more bang for your buck with your hanging signage
• The importance of exhibit navigation
• How to improve the impact of your in-booth presentations or demonstrations
• How to prepare your booth staff for peak performance
• Managing hospitality events for greater impact
• Improving lead quality and sales conversion
• How to measure exhibiting performance, value, and ROI… Even if you cannot close the loop on leads and trace sales back to your exhibiting program.
• Q&A with the IAAPA team and Mr. Davis

Speaker:

Jefferson Davis, Competitive Edge
The company was founded in 1991 in San Bruno, CA by Jefferson Davis. From 1985 through 1990, Jefferson exhibited at over 200 tradeshows. In 1988, he began an intensive study on how to make tradeshows more productive and profitable by assembling the complete body of accessible exhibiting knowledge that existed. In 1991, he wrote his first seminar “The Seven Secrets of Successful Tradeshow Selling” and marketed it to tradeshow organizers as a way to help exhibitors get better results.

Since 1991, Competitive Edge has become the most prolific and successful exhibitor educational and training firm in North America. Competitive Edge’s exhibitor educational programs have been delivered to over 270 association and for-profit show organizers, including over 50 of the TSNN Top 250 Tradeshows.