Exhibitor Success & ROI Center

IAAPA’s Exhibitor Success & ROI Center is your FREE, on-demand, 24/7 exhibiting knowledge resource. You’ll find expert guidance to help you make sure every dollar and every hour you invest in exhibiting at IAAPA

supports your core business objectives and delivers measurable, financial value beyond cost.

Follow this proven-effective 5-step exhibitor success program to revitalize your exhibiting experience.

STEP 1. Download FREE Planning, Cost Control & Measurement Tools:

1. Tradeshow Planning & Productivity Management Tool
2. Exhibit Budgeting & Cost Control Tool
3. Exhibit & Financial Performance Metrics Tool

STEP 2. Complete 5 Strategic Planning Exercises at Target Timeframes:

1. Define Your Outcomes – 16 weeks prior
2. Identify & Attract Your Ideal Visitors – 12 weeks prior
3. Manage Your Visitor’s Experience – 10 weeks prior
4. Manage Your Leads – 8 weeks prior
5. Measure Your Performance & ROI - 6 weeks prior and update after show

STEP 3. Watch, Learn and Succeed With Live and On-Demand Webinars.

ON-DEMAND WEBINAR: IAAPA Expo Insider Secrets - Essential Tips for Exhibitors

Click here to view the recorded presentation from 15 August 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

This webinar will be presented in English and is FREE for all IAAPA members and nonmembers. However, registration is required.

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.

ON-DEMAND WEBINAR: Mastering Lead Quality and Post-Show Sales Conversion

Click here to listen to the webinar and recording as well as the participant book from 23 July 2024.

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

Session includes a custom participant planning workbook.

ON-DEMAND WEBINAR: New Exhibitors Guide to Success at IAAPA Expos

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

Session includes a custom participant planning workbook.

ON-DEMAND WEBINAR: Get Your Fair Share of Traffic and Improve Your ROI

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.

ON-DEMAND Webinar: Re-evaluate Your Exhibiting Program to Improve Your ROI

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

Session includes an electronic participant workbook.

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.

Stacey L. Mills, CMP, CEM
Head of Global Expo Operations

ON-DEMAND WEBINAR: Leveraging IAAPA Connect+ to Enhance Your Exhibiting Experience

Click here to watch the recorded webinar from Aug. 31.

Learn to leverage the tools within IAAPA Connect+, the official mobile app and digital platform for IAAPA Expos, to maximize your event experience. This webinar will guide you through the essential features of the app, equipping you with the tools you need to connect virtually with potential buyers, showcase your brand and customize your profile, export valuable data, and more. Plus, learn more about IAAPA’s new Hosted Buyer Program and the benefits to your business.

Webinar Topics Include:

Learn about IAAPA Connect+ and how it can enhance your Expo experience.
Get an overview of the mobile app.
Learn how to set up your personal profile, your company profile, and connect with attendees and potential buyers.
Learn to export data that will help you continue connecting with buyers all year long.
Hear about IAAPA’s new Hosted Buyer Program and the benefits for you.

Speakers:

Alice Mathu
Vice President Business Development and Partnerships
IAAPA

Andrea Di Benedetto
Team Lead North America
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STEP 4. READ & LEARN: Topical Articles Provide Additional Insights and Ideas:

Plan for Success:

Promote Your Participation:

Create an Effective Exhibit:

Prepare Your Staff:

Manage Your Leads:

Measure Your Performance & ROI:

STEP 5. ASK Our Team of Tradeshow Experts - Free Q&A

IAAPA has made special arrangements with tradeshow productivity expert, Jefferson Davis of Competitive Edge, to answer any exhibiting questions you have. This is a free service to get quick expert answers to your most pressing productivity questions and challenges. Submit your question now!