Exhibitor Success & ROI Center

Click here to listen to the webinar recording from 23 July 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

Click here to listen to the webinar recording from 26 June 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
   

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

Speakers:

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 16 May 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

Target Audience: Experienced exhibiting companies, companies with large booths

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.