Exhibitions are the #1 source for attendees who make the final decisions! |
| Exhibitions |
90% |
| Direct Sales and Field Sales |
75% |
| Public Relations |
75% |
| Internet |
63% |
| Direct Mail |
58% |
| Trade Publication and Journal Advertising |
55% |
| Telemarketing |
50% |
| |
|
| Exhibitions are most effective for each of the following objectives: |
| Promote Brand Image and Visibility |
22% |
| Take Orders for Products and Services |
20% |
| Promote Awareness of Company and Capabilities |
19% |
| General Sales Leads |
15% |
| Introduce New Products and Services |
13% |
| Enter New Markets and Regions |
11% |
| |
|
| Exhibitions are used more in the selling process than any other marketing tool. |
| Exhibitions |
87% |
| Direct Sales and Field Sales |
78% |
| Trade Publication and Journal Advertising |
70% |
| Public Relations |
55% |
| Internet |
46% |
| Direct Mail |
41% |
| Telemarketing |
28% |
| Other |
6% |
| Power buyers walk the aisle of exhibitions at closing time |
| 68% |
of salespeople surveyed indicate that they meet a quality prospect during the last half-hour of the exhibit day. |
| 21% |
of the exhibiting companies obtained a sale from the lead taken in the last half-hour of the exhibit day. |
| 6% |
of the booth staff did not meet a good prospect in the last half-hour |
| 5% |
of booth staff met with an attendee who was revisiting the exhibit for a second or third time during the last half-hour |
| |
|
| AT ANY GIVEN SHOW, EXHIBITION ATTENDEES, |
| 60% |
attended for two or more years |
| 40% |
are attending for the first time |
| 86% |
have "buying power" |
| 50% |
want to see "What's New" in products and services |
| |
|
| ATTENDEES USUALLY FEEL THAT, |
| 42% |
of exhibit salespeople don't understand their needs |
| 28% |
could not find the salesperson to assist them |
| 16% |
don't trust the salesperson |
| |
|
| TRADE SHOW EXHIBITORS: |
| 54% |
fail to set objectives for exhibition participation |
| 46% |
set objectives, but half follow through on them |
