It’s a proven formula: targeting and evaluating/prospecting a show in one long day. The latest example is the Heli-Expo Show in Houston.

This annual show moves between cities (including Dallas, Houston and several others). It takes up most of a multi-hall convention center, so Houston’s George Brown and the Dallas Convention Center fill up nicely. The hall is laid out clearly and fairly with the major anchor exhibitors (Bell Helicopter, Eurocopter and Sikorsky) evenly spaced at the right, left and center of the hall, with smaller exhibitors evenly patched in between them all. In other words, just because you bought a 10×10 in-line booth doesn’t mean you are relegated to the back and far corners of the hall. Read More...

Closing a show can be tough–but it can be fun and relatively painless, too. The Rule of Thumb that it takes half the time to tear down that it took to set it up really does work. If we hadn’t to have waited for crates we would have been finished in 3 hours (it took 6 hours to set the booth).

Things to remember on the down: Read More...

This report comes to you from the show floor of th AWMA show in the Vegas Hilton. I’m writing this from the “internet cafe” provided by US Smokeless Tobacco, a major exhibitor at the show. A common practice, it is a nice perk for show attendees.

Today will be consumed with finishing the show, collecting and shipping out leads, managing shipments and closing out bills. More details to come. Read More...

Here’s an additional note on choosing space: today the organizer called us in to choose our space for next year’s show. Our time to meet the sales person was set on our seniority in the show (a combination of how many years we had consecutively exhibited at the show, sizes we had purchased, position on the board, how much advertising space we had purchased in the association magazines). At the meeting, we were shown a floor plan with the spaces that already been sold in front of us marked out. We reviewed the plan and chose a space that maximized our place on the floor, took into consideration where we were in relation to competitors and partners and the size we could afford. We’ll get an invoice and pay 50% within 90 days.

This is a civilized way of choosing space. Some organizers put all of the exhibitors in the same room at the same time and call you in order, ala the NBA Draft. You wait your turn and watch as the prime spaces are picked off by the highest seniority exhibitors. Read More...

The booth went up today. The usual stuff happened: the crew showed up on time, the electricians took a too-long lunch, it was a mystery finding all of the graphics. But in the end, it all came together and looked really good. And like the photos and initial designs.

Tip #1: make sure you have all of the photos, drawings, crate lists and guides you can have in advance. It takes you less time when you are prepared. This seems like common sense, but you’d be surprised how many people don’t do this. Read More...

“The Real Deal Expo” is a buying show aimed at putting distributors, retailers, brokers and suppliers together. AWMA (American Wholesale Manufacturer’s Association) hosted this expo and conference annually in rotating cities.

With a show floor comprised of over 180 exhibitors selling candy, tobacco, health and beauty aids, general merchandise, technology and equipment, the main target appears to be convenience operators. Booth sizes range from 10×10 (the largest proportion) to 20×40 with a few 30×30s and 20×20s scattered in the mix. The largest exhibitors include Hershey, Cadbury Adams, Santa Fe Natural Tobacco, Altadis and Commonwealth Brands. Several technology companies are also included in the mix, including our client, Retalix, a provider of point-of-sale products and back office systems. Retalix has a 10×20 exhibit at this show. Read More...

The more you visit Vegas, the more you don’t recognize it. The Hilton has been remodeled and new towers added. The car rental process at the airport has been streamlined so you only catch one bus. Off to the hall soon to see how the AWMA show is shaping up.

I’m leaving tomorrow for the AWMA show in Las Vegas. I’ll report on what I see and hear. I’ll also report (and have an opinion) on what I think works and doesn’t in the way of staffing, design, location, show management and all Things Show.

More tomorrow. Read More...

The top three reasons for attending shows:

1. We’ve always gone.
2. It’s the top show in our market.
3. It’s the best place for us to reach our customers.

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Whether you are buying a 50-foot by 100-foot large exhibit for your B2B company or a 10×10 space for your first show, the principles are the same.

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