July 30th – August 1st, 2013 McCormick Place, Chicago, IL Copyright © HATCH Marketing & Consulting LLC, 2013 Presented by: Michael J. Hatch

2 Different Than Trade Shows ?

1. Appointment-based event 2. No standing around 3. Minimal exhibit expense 4. Only qualified buyers 5. Set appointment times 6. Every visitor is qualified 7. Saves Time for both buyers and seller 8. Saves costs Different than Trade Shows

1. Show organizer invites guest buyers How it Works:

1. Show organizer invites guest buyers 2. Buyers must qualify a) Business in-hand b) A certain $$$ amount How it Works:

1. Show organizer invites guest buyers 2. Buyers must qualify a) Business in-hand b) A certain $$$ amount 3. A near term buying requirement How it Works:

1. Show organizer invites guest buyers 2. Buyers must qualify a) Business in-hand b) A certain $$$ amount 3. A near term buying requirement 4. Buyer’s expenses are paid How it Works:

1. Show organizer invites guest buyers 2. Buyers must qualify a) Business in-hand b) A certain $$$ amount 3. A near term buying requirement 4. Buyer’s expenses are paid 5. Set appointment times with sellers How it Works:

1. International Pow Wow 2. AIBTM 3. E2MA Face-to-Face Connections 3 Examples:

10 35/40

1. International Pow Wow 3 Examples:

International Pow Wow

International Pow Wow

International Pow Wow

1. International Pow Wow 2. AIBTM / EIBTM 3 Examples:

Five Star Hosted Buyer Program

Exhibiting Exhibiting

How do I qualify ? How do I qualify ?

Appointments – Steps 1 & 2 Appointments – Steps 1 & 2

Appointments – Steps 3 & 4 Appointments – Steps 3 & 4

1. International Pow Wow 2. AIBTM 3. E2MA Face-to-Face Connections 3 Examples:

What is F2F ? What is F2F ?

How do I qualify ? How do I qualify ? 1. Complete Comprehensive Application 2. Must come with one or more RFPs or purchase projects

Face-to-Face (F2F) Face-to-Face (F2F)

Face-to-Face (F2F)

Face-to-Face (F2F)

Face-to-Face (F2F)

 Exhibits in an average of 41 trade shows annually Guest/Buyer Profile Guest/Buyer Profile

 Exhibits in an average of 41 trade shows annually  They produce and manage 6 of their own corporate events Guest/Buyer Profile Guest/Buyer Profile

 Exhibits in an average of 41 trade shows annually  They produce and manage 9 of their own corporate events  Have an annual budget of $1.3M, compared to $728K in 2012 Guest/Buyer Profile Guest/Buyer Profile

 Exhibits in an average of 41 trade shows annually  They produce and manage 6 of their own corporate events  Have an annual budget of $1.3M, compared to $728K in 2012  Purchases almost every conceivable type of exhibit, graphics, trade show and event product and services Guest/Buyer Profile Guest/Buyer Profile

Value Propositions for Buyers Value Propositions for Buyers 32  No budget-barriers to participate  Regional locations  Quicker, faster than trade shows  Save money  Only meet with qualified vendors and service providers

Value Propositions for Suppliers Value Propositions for Suppliers 33  Less expensive than trade shows  No 15/85 Rule: Meet only pre-qualified guest/buyers  Save money: $5K to $50K  Regional locations  Save time  Not will they purchase, but when.  Quick ROI

Q A & Michael J. Hatch Copyright © HATCH Marketing & Consulting LLC, 2012

July 30th – August 1st, 2013 McCormick Place, Chicago, IL Copyright © HATCH Marketing & Consulting LLC, 2013 Presented by: Michael J. Hatch