1. Collaborate 17 Tradeshow Webinar – Exhibitor Marketing Strategies
IOUG, OAUG, Quest
@questusergroup
#C17LV

2. Webinar Agenda General Information Planning Social Media
In Bound Marketing
Strategies and Quick Tips

3. Webinar Housekeeping Items
All attendees will be on mute for the duration of today’s call.
If you have any technical issues or questions, please type those in the Q&A box in your control panel.
Your questions will be answered at the end of the webinar.
Webinar will be recorded and available through each user group’s conference website.

4. COLLABORATE Tradeshow Team Introduction
IOUG – Cate Hunter ǀ
OAUG – Marci Nessing ǀ
Quest – Julie Lewis ǀ

5. Full Conference Schedule & User Group Information
IOUG
- collaborate.ioug.org
OAUG
- collaborate.oaug.org
Quest -

6. COLLABORATE 17 Dates and Location
Conference Dates: April 2-6, 2017
(Sunday-Thursday)
Exhibitor Showcase Dates: April 3-5, 2017
(Monday-Wednesday)
Mandalay Bay Resort & Casino
Las Vegas, Nevada USA

7. General Information

8. Map of Mandalay Bay South Convention Center, Level 1
Exhibitor Showcase –
Bayside B & C

9. Exhibitor Showcase Schedule
Move-In
Move-Out
Sunday, April 2, 2017
8:00 a.m. - 5:00 p.m.
Monday April 3, 2017
8:30 a.m. - 2:00 p.m.
All exhibits must be fully installed by: Monday, April 3, at 2:00 pm
Wednesday, April 5, 2017
4:15 p.m. - 8:00 p.m.
Thursday, April 6, 2017
8:00 a.m. - 12:00 p.m. 9

10. Exhibitor Showcase Hours
Monday April 3, 2017
5:15 p.m. - 8:00 p.m.
Tuesday April 4, 2017
9:30 a.m. - 4:15 p.m.
5:15 p.m. - 7:00 p.m.
Wednesday April 5, 2017
10:45 a.m. - 4:15 p.m.

11. Special Events in the Exhibitor Showcase
Monday April 3, 2017
Welcome Reception: 5:15 p.m. - 8:00 p.m.
Tuesday April 4, 2017
Dedicated Hours: Noon – 1:30 p.m.
Happy Hour: 5:15 p.m. - 7:00 p.m.
Wednesday April 5, 2017

12. Lunch Time
Be mindful that during lunch hours you will have an increase of traffic to your booths, so plan to have extra staff or try and eat (EARLIER). Stagger staff lunches if possible.
Lunch Hours:
Monday, April 3 – Noon – 1:15 pm: Bayside B
Tuesday, April 5 – Noon – 1 pm
Wednesday, April 5 – Noon – 1 pm

13. Please Avoid Everyone loves balloons, but please no helium!
Outside food or beverage, including alcohol, is not allowed to be distributed on Mandalay Bay property without prior approvals and agreements.
If you did not order electricity or internet capabilities for your booth  space, you are not allowed to “borrow” your neighbors.
Remember COLLABORATE only utilizes specific third party vendors for you’re A/V needs, scanners, furniture, electricity and internet.
You can find these vendors located in the Freeman Exhibitor Kit.

14. A Reminder About Bag Drop
Exhibitors may choose to pay and have their sponsored items included in the bag which would go to COLLABORATE attendees
Bag drop items cannot be something we have offered as an exclusive sponsorship
Notebooks
Pens
Backpacks
Water bottles

15. Planning

16. Keep in Mind Who’s attending? Thousands of potential buyers
Your company’s best people and products
Your competitors’ best people and products
Many of your existing customers
You’ll have a unique opportunity to interact with each of these groups

17. A quantifiable goal might be something like:
A Tip From the Coach
The biggest mistake I see companies, large and small, make when approaching their trade shows, is not setting quantifiable goals for the show.” – Susan Friedmann, AKA The Trade Show Coach
You say you want to pick up leads at the show? Great. How many leads? How many demos will those leads generate? How many sales will those demos close? How many dollars will those sales generate and by when?
A quantifiable goal might be something like:
“We want to pick up 100 leads, which generate 50 demos, leading to 10 sales with a combined value of $5 million within six months of the show”

18. A Note on Setting Goals Be sure to choose sales related objectives
Goals should be valuable and easy to track
When setting goals remember to be SMART!
S - Specific
M - Measurable
A - Attainable
R - Relevant
T – Time-Bound

19. Its Not Too Late, Come Up With a Plan!
Develop a trade show marketing plan that utilizes a mix of promotional methods to reach prospects.
Your plan should be divided into three sections:
Pre-Show Marketing, At-Show Marketing, and Post- Show Marketing.
Write a sales message that gets across the key points you want to communicate in 30 seconds or (preferably) less.
You and your staff will need to rehearse this message and use it confidently at your booth to maximize your effectiveness. 
Determine the literature and marketing materials you will need at the show - and begin design and printing work

20. Its Not Too Late, Come Up With a Plan!
By this point you should already have a few things in place:
Set specific objectives for your show
Number of product sales, leads generated, etc.
Order your giveaway or promotional items
Determine your exhibit design, layout and graphics needs.
Confirm delivery dates!!
Determine your staffing requirements, come up with a booth schedule and plan training sessions
Made arrangements to transport your display and other items to the show
Launch pre-show marketing initiatives

21. We Are Getting Close! Weeks Before the Show
Put together follow-up packets to send immediately following the show to your leads.
Continue pre-show marketing activities 
Schedule staff training and make sure everyone is on the same page with your tasks and goals
Finalize production of booth display, promotional items, and marketing materials – and confirm shipping dates. 
Schedule dinners or other meetings to be held at the show with prospects, distributors and/or customers.

22. We Are Getting Close! 1 Week BEFORE the Show
Finalize staff training
Confirm shipping and arrival dates for your display and promotional materials
Follow-Up Activities, 1 Day – 1 Week AFTER the Show
Analyze leads, send out the follow-up packets, and make appropriate contacts
Evaluate the success of the trade show compared with your plan

23. Social Media

24. Mobile App Have you purchased an upgraded listing in our mobile site?
Gold Mobile App Upgrade - $500.00
An event exclusive smartphone application loaded and interactive with all content and show floor information. This upgrade includes the opportunity for a company logo, unlimited word description and links to social media.

25. Why upgrade?
Upgraded Listing
Logo
Links
Articles
Photos

26. Basic Listing
To complete your basic listing you must enter your information to the link provided to you and it will be updated on your behalf.
There is no login to the site required.
To upgrade your listing please contact your sales representatives.

27. Before the Show
Building buzz in advance of your event is important to drive traffic to your booth, but knowing what your customers and prospects would like to learn about during the show is even more important. Use Facebook, LinkedIn, and your company blog to solicit information about what people would like to see and learn about at the show. Then, deliver!
76% of trade show attendees go there with an agenda in mind. 66% rate their booth visits as very or extremely valuable in evaluating or comparing offerings for future purchases. [Source: Skip Cox, Exhibit Surveys, Inc.]

28. Make The Most of Your Followers
Don’t hesitate to use the COLLABORATE Logo on your Social Media pages to let people know you will be at COLLABORATE!
Tag all of your related posts with #CLV17 so your followers can track your updates
Utilize Facebook and LinkedIn to show your followers what you will be showing in your booths
Tell them your booth and/or session ID numbers so they can easily find you
YouTube is a great, cheap way to give your followers and potential leads a visual of who you are
Record videos at the show to post afterwards

29. Give Them Something to Remember
Display something unique, funny, interesting—whatever it takes to get people into your booth as they walk by. Make it something they’ll want to share with the folks back at the office.
Displays must comply with the regulations outlined in the Exhibitor Kit.
You can the photo to them and tweet the pictures and a “Thanks for stopping by our booth #XXX” to your followers during the show. The more people see the photo, the more people who will want one of their very own and will stop by your booth.

30. After the Show
Promote the videos you shot at the show of your presentations, demos, and product launches on YouTube and via links your website, LinkedIn profile, and Facebook
Do an blast to all those who indicated interest in attending the show but couldn’t attend for one reason or another.
Provide post-show incentives to get your Twitter followers and Facebook fans to recommend you to their colleagues and join the social networks you maintain.
Study your successes and your failures at the show and from the inbound marketing campaign you created for it.

31. In Bound Marketing

32. Did You Know?
Today, the exhibitions and events industry has an estimated value in excess of $100 billion with nearly 13,000 trade shows produced domestically and more than 20,000 trade shows held internationally. Approximately 3,000 of these events are public or consumer shows.
Exhibitions and events provide an invaluable platform for industries to come together and for people to conduct business.

33. Give the People What They Want
From the customer’s perspective, they are seeking information at a trade show
- The information they need to have enough confidence in doing business with your company
- They want to understand how your products work and how you can help them achieve their own goals
- They want reference points from existing customers who can provide testament to your trustworthiness

34. In Bound Methodology
Inbound marketing is an approach focused on attracting customers through content and interactions that are relevant and helpful — not interruptive!
This type of marketing is about creating and sharing content with the people who need it most
By creating content specifically designed to appeal to your dream customers, inbound attracts qualified prospects to your business and keeps them coming back for more
By publishing the right content in the right place at the right time, your marketing becomes relevant and helpful to your customers, not interruptive.

35. In Bound Marketing
With your competitors just down – or even across – the aisle from you, getting the biggest bang for your marketing buck demands nothing less than an all-out effort to drive traffic to your booth and capture top- quality leads by the bucketful.
Solidify the connection from your real world presence to your online marketing channels - this ensures you create buzz leading up to the event, maximizes the traffic to your booth, and keeps the relationship going as the event luster fades away and your prospects move down the funnel from leads to closed sales.

36. Strategies and Best Practices

37. C.A.S.E Remember C.A.S.E and you will have a successful booth:
C – attendees are at the show to COMPARE and evaluate products and services
A – ASK the visitors what they are looking for or what kind of information would be helpful to them
S – be able to SUMMARIZE your products benefits in a clear and concise manner
E – make sure that you are ENGAGING and give them a reason to continue your relationship

38. Be Engaging! For visitors who come right in: get right to business
For visitors who pause with some interest: ask what issues they came to learn about
For visitors who express little interest: try a social opener

39. TOP Commandments of a Successful Booth
In todays age of social media one person’s disgruntled voice can carry far and wide, make sure you are nice to everyone!
Be audacious and memorable… but smart… and relevant. 
You don’t have to pay for mermaids to swim in glass tanks in your booth to get people’s attention.
Be assertive and talk to everyone, and have your entire staff do the same.
Don’t sit down. Don’t leave drinks and food around the booth.
When you speak, don’t pitch your stuff. Grow your industry.
If your content and research is really good, people will flock to you.
Respond as fast as you can to all requests, and set appointments right at the show. 
Every rep should be typing or scanning in business cards or contacts at the show or at the latest in their hotel room that night.
TIP: set appointments during the show so you are on your prospects calendar.

40. Sponsorship Opportunities

41. IOUG Sponsorship Opportunities
Grab and Go
Provide an item of your choice to be passed out to all attendees entering the Exhibitor Showcase at the start of the show. Deadline is March 20th.
Wednesday Night Party Sponsor
Your logo together with IOUG logo on a designated area lounge at the party!
Contact Jim Conlon at or for more information.

42. OAUG Sponsorship Opportunities
Vendor Awareness Session
Reach a targeted audience of customers interested in your product by sponsoring a 60- minute sales session in a meeting room near the education sessions.
Contact Christine Hilgert at or
for more information.

43. Quest Sponsorship Opportunities
Vendor Awareness Sessions
Still available - Specifically for JDE or PeopleSoft exhibitors. If you did not get the content you want to present selected, here is another resource to getting your message out.
Several other sponsorships an opportunities to engage with the JDE and PSFT communities do still exist, contact Quest below for more information on how to activate your exhibit space with additional outreach and exposure!
Contact Austin DeMuth at or for more information.