2. PACK EXPO Exhibitor University A Grand Slam of Know-How Welcome! Exhibitor Portals: www.packexpo.com/exhibitorsonly Presenter: Merideth Newman, PMMI

3. Exhibitor Portals

4. Quick Links Exhibitor Services Manual Register Booth Personnel Exhibitor Updates

5. Exhibitor Dashboard

6. What makes up the percentage bar? Company Profile Products Press Releases Show Specials

7. Tasks

8. Update Company Profile

10. New for 2013 – Product Categories are tied to the COMPANY, rather than specific product. NO LIMIT!

11. Update Company Profile

13. Product Offerings

14. Ribbon Roll your cursor over the headlines in the ribbon for logistical & marketing tools to help plan your show!

15. In-Booth Education in Show Specials Populate information about your Scheduled Educational Presentations In the Show Specials area of the Exhibitor Portals.

16. Thank you! Contact the PACK EXPO Show Department at 703-243-8555 or expo@pmmi.orgexpo@pmmi.org

17. PACK EXPO Exhibitor University A Grand Slam of Know-How In-Booth Education Presenter: Barry Siskind

18. Build your brand with in-booth education with Barry Siskind

19. Agenda Building customer loyalty The role of education marketing Using education effectively PACK EXPO

20. What do they have in common?

29. What else do they have in common? They educate their customers

30. Reasons for attending - Attendees – Look for new products/vendors – 91% See and talk to current vendors/suppliers – 75% Look for specific products/vendors – 60% Network with vendors and colleagues – 66% Attend conference programs/sessions – 54% Discuss problems with vendors – 38% Make a purchase – 9% Source – CEIR – The Role and Value of Face to Face – Report # F05.03

31. The 54% E.D.U.C.A.T.E. Enthusiastic – about the opportunities that the right education will provide to them Daunted – in their search for meaningful information Understand – the value in the information they receive Choosey – about those people/organizations and brands they will listen to Attentive – to the lessons being taught Teachable – and open to new ideas Earnest – supporters of those who provide valuable information

32. The result of attending educational seminars 63% of respondents reported that their purchases increased as a result of attending a seminar 69% are likely to make additional purchases over the next 12 months 38% are directly involved in vendor evaluations 32% recommend purchases Source: CEIR AC29 – The role of seminars as an element of trade shows

33. Why should I trust your brand? Trust is earned Educate don’t demonstrate

34. Characteristics of a successful educational seminar High value content Presented to an audience with common interests Presenters must have good knowledge and excellent presentation skills Allow for audience interaction Demonstrations and hand-on opportunities are well received Source: CEIR AC29 – The role of seminars as an element of trade shows

35. Sampling is one traditional method of education marketing at a trade show But: sampling is not a universal solution

36. Education marketing for all exhibitors From: knowledge about the product To: making knowledge useable

37. Topic ideas Managing relationships with vendors Sourcing crossover technologies Pitfalls to avoid when upgrading equipment Trends in packaging Understanding the end customer Other

38. How to configure a booth for education

40. The golden rules for preparing an in-booth educational seminar Timing – how long? – how often? Content – tie the learning points subtly into the product or service AV – planning and checking Audience involvement Seating Promotion Booth staff involvement Rewards

41. Measure success Attendee feedback Number of attendees at each session Post-show comments on social media Other Use feedback and results to improve future shows.

42. Available at bookstores everywhere or contact Barry@siskindtraining.com

43. Q&A

44. PACK EXPO Exhibitor University A Grand Slam of Know-How Thank you for participating! Join us for the next in the Exhibitor University FREE webinar series: Pre-Game Production Wednesday, July 24th - 2:00pm EDT Register now at www.packexpo.com/exhibitoruniversitywww.packexpo.com/exhibitoruniversity Telephone: 888-222-0475 Attendee code: 5970405 Pre-Game Production Wednesday, July 24th - 2:00pm EDT Register now at www.packexpo.com/exhibitoruniversitywww.packexpo.com/exhibitoruniversity Telephone: 888-222-0475 Attendee code: 5970405