1. TRADESHOWS: ETIQUETTE AND ETHICS A Gilmer Institute of Learning Presentation

2. INTRODUCTION AND OBJECTIVES

3. TRADE SHOW TRENDS  TRADITIONAL TRADESHOW  APPOINTMENT BASED TRADESHOW  REVERSE TRADESHOW  HOSTED BUYER TRADESHOWS

4. SGMP’S UNIQUENESS  GIFT GUIDELINES STRICTER FOR GOVERNMENT EMPLOYEES  MANY PLANNERS ARE LIMITED IN LOCATIONS FOR MEETINGS  PLANNERS ARE OFTEN PLANNING MEETINGS AS OTHER DUTIES AS ASSIGNED

5. EXPECTATIONS AT SGMP’S NATIONAL EDUCATION CONFERENCE  WHAT DO PLANNERS EXPECT FROM THE TRADE SHOW?  WHAT DO SUPPLIERS EXPECT FROM THE TRADE SHOW?

6. THE FUN BEGINS…  PLANNER NIGHTMARE  SUPPLIER NIGHTMARE  GROUP DISCUSSION  UNCOMFORTABLE SITUATIONS  HOW TO TURN THEM INTO POSITIVES

7. ETHICAL CONSIDERATIONS AT TRADE SHOWS  WHAT ARE YOUR AGENCY’S GUIDELINES?  WHAT ARE THE RULES FOR GIFTS AND GIVEAWAYS?  WHAT TO DO IF YOU CAN’T PLAN WHERE THE SUPPLIER REPRESENTS?  HOW SHOULD SUPPLIERS APPROACH PLANNERS WHO CAN’T USE THEIR FACILITY?  SHOULD A PLANNER VISIT EVERY BOOTH REGARDLESS OF BUSINESS POTENTIAL?  RANDOM DRAWINGS

8. HELPFUL TIPS  NOT ALL BUSINESS IS CONDUCTED ON THE TRADESHOW FLOOR  STRATEGIES FOR ENCOURAGING PLANNERS TO VISIT SUPPLIERS  SUPPLIER AND PLANNER ETIQUETTE  NATIONAL BRANDS VERSUS SINGLE PROPERTIES  RFPs  COLLATERAL  GIVEAWAYS

9. CONCLUSION Thank you for participating in today’s workshop. You have earned one educational contact hour. Original content developed by Lynette Schick, CMP and Brett Sterenson for the Gilmer Institute of Learning, March 2012.