Podcasts about exhibitorlive

EXHIBITORLIVE 2025 brought together some of the smartest minds in event marketing—and we captured their thoughts straight from the show floor.Matt wasn't there, but Coty Adams (Director of Marketing) and Mollie Stahl (Senior Account Executive) at Rockway Exhibits + Events were. And in this special compilation, you'll hear direct insights from event pros on what's shaping the industry now: AI, sustainability, CTSM education, workforce development, event design trends, and why this community still matters more than ever.✅ Real perspectives from first-timers and 25-year veterans✅ What's changing in booth design, material usage, and sustainability✅ Why education, community, and creativity are fueling the future of eventsHit play and catch the pulse of what's next in face-to-face events—live from San Antonio.--------------------- Connect With Us:Matt Kleinrock: https://www.linkedin.com/in/matt-kleinrock-9613b22b/ Coty Adams: https://www.linkedin.com/in/cotykadams/Mollie Stahl: https://www.linkedin.com/in/molliestahl/ Our Company: https://rockwayexhibits.com/  

Event marketing thrives on connections and creativity. We're all about learning and adapting, especially post-COVID. But with lower attendance and tighter budgets, making an impact has become tougher. That's why connecting with peers and sharing innovative ideas is more important than ever.Matt Kleinrock, CEO of Rockway Exhibits + Events, sat down with Tara Jones during EXHIBITORLIVE 2024. Tara is a seasoned event professional, and in this episode, she shares her journey of reconnecting with the industry.What you'll learn:✅ Creative ways to make a big impression with small booths and tight budgets.✅ How to build relationships that drive new ideas and knowledge sharing.✅ Navigating the challenges of event marketing with fewer resourcesHit play and learn from Tara's journey!

We are fresh off the floor at EXHIBITORLIVE, and want to share the experience with those of you that couldn't make it, plus relive a little of the magic with those of you that were there.But we don't want to do it alone!That's why when we ran into Mandy Glenwright on the floor… and she made it real clear that she was doing well thought out, tactical reckon on everything happening… we decided to invite her to share her takeaways and make this an open town hall!Join us we review:✅ What the number one thing we heard Event Marketers have been asked to do this year, and how we think they should approach it✅ Mandy's biggest takeaways from the classes and show floor✅ How ExhibitorLIVE changed their format this year, and whether we think it benefited the attendees or exhibitors✅ Hopefully, YOUR takeaways from the show!Town Hall means instead of webinar, we'll be on a Zoom call, able to see everyone's faces, and if you raise your hand, we can bring you on screen to give your biggest takeaway.Don't miss the chance to learn from your fellow Event Marketers as they share their takeaways on the show!Connect with Mandy: https://www.linkedin.com/in/mandy-glenwright/ On her LinkedIn: Connect with Me:On my LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/ On my Company: https://rockwayexhibits.com/

Event spaces and budgets greatly differ, and achieving a significant impact is a universal challenge for marketers and organizers, requiring creativity and strategic insight, especially in the face of limited resources or small booths. But traditional methods of sponsorships and booth design often don't deliver, leaving many questioning how to distinguish themselves in a competitive event landscape without overspending.That's why this week's episode of “Event Marketing: Redefined” features a conversation with Kodi Morton, a seasoned marketing and events specialist at Bruker Scientific with over 16 years at Bruker Corporation. Kodi shares valuable insights from her EXHIBITORLIVE sessions, including:✅ Aligning sponsorships with your brand's messaging and objectives.✅ Strategies for making small booths memorable.✅ The benefits of the Certified Trade Show Marketer (CTSM) program for education and networking.Don't let booth size or budget constraints curb your event's success. Tune in to learn how turning limitations into strengths can give you an edge in the competitive event marketing landscape!Connect with Kodi:On her LinkedIn: https://www.linkedin.com/in/kodi-morton-97820613a/ Connect with Me:On my LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/ On my Company: https://rockwayexhibits.com/

It's the week of EXHIBITORLIVE, and we did something fun on a Sunday night!In this special episode of “Event Marketing: Redefined,” Matt Kleinrock, CEO of Rockway Exhibits + Events, sits down with Andrew Smallwood, Chief Customer Officer at Second Nature, to discuss the groundbreaking strategies that have led his team to win Partner of the Year six times.Amidst a sea of competitors, Andrew's approach to events as vital sales and marketing strategies, rather than just costs, has set a new standard. But the challenge of standing out in a crowded field required innovative tactics, from VIP experiences to unique branding moves like their signature purple suits.That's why through creativity, deep customer engagement, and strategic risk-taking, Andrew shares how they've not only captivated their ideal clients but also fostered a culture of excellence that others strive to emulate.Listen to learn:✅ How to create VIP experiences that transform clients into brand champions.✅ Strategies for building deep, meaningful relationships with clients beyond the event floor.✅ The importance of brand differentiation and how unique, bold choices make a lasting impression.Whether you're looking to elevate your current strategies or seeking inspiration to overhaul your event marketing approach, this episode is your gateway to becoming an industry standout!Connect with Andrew:On his LinkedIn: https://www.linkedin.com/in/andrewrsmallwood/ Connect with Me:On my LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/ On my Company: https://rockwayexhibits.com/

Caitlyn Correia joined Trade Show Talk to share her experience as President of BlueHive Group, a private, family-owned corporation that serves as the parent company for BlueHive Exhibits, Continental Woodcraft, Trigon Creative and Lime I&D Services. She's held the position of president since 2021, but she got her start in the industry a number of years ago. She talked about growing up in the industry, as the third generation of a professional trade show family. Under her leadership, BlueHive is set to have its best year yet, serving 150 clients at 1,000 events across the globe in 2024. Last summer, the company expanded its operations by opening a facility in Las Vegas. As we prepare to head to the ExhibitorLIVE in Nashville, Correira gave us a sneak peek into BlueHive's presence at the trade show.  Our guest As the third generation of a professional trade show family, Caitlyn Correia has been in the industry all her life. Caitlyn was first exposed to the exhibit industry at age four when her father started bringing her to work at the family-owned business and continued to learn about and work in the family company during summer vacations as she grew.  After graduating from Endicott College with a BS in Sports Management and an MBA, Caitlyn recognized her passions for working with people and brands and for bringing conceptual ideas and design to life with tangible experiences and event settings, and officially joined the BlueHive Group in a professional manner.  During her years at BlueHive, Caitlyn has held a position in almost every department of the company; from the shop where exhibits and event structures are built, to accounting, account management and client services, and marketing. These roles submerged her in the day-to-day operations of the trade show world and the marketing industry, readying her for her current role as President of BlueHive Group and affiliate brand BlueHive Exhibits. As President, Caitlyn oversees the daily operations of the entire BlueHive Group organization and affiliate brands. Along with the CEO, it's her responsibility to ensure BlueHive Group is following its mission, policies, and procedures, keeping BlueHive relevant, competitive, corporately responsible and financially responsible, as well as supporting innovation and growth in BlueHive Group services and capabilities. Caitlyn is renowned for her keen attention to detail, flexibility to work with different aspects of the company and exceptional interpersonal skills. Her infectious smile is a mainstay of the Hive. Her LinkedIn bio can be found here.   Podcast Host: Danica Tormohlen An award-winning journalist who has covered the trade show industry since 1994, Danica Tormohlen is VP of Content for Informa Connect. In her role, she oversees editorial for Trade Show News Network, Corporate Event News and Exhibit News Now. These leading media brands publish websites, newsletters, social media channels, video, podcasts and online and in-person programming for the trade show, corporate event and exhibition industries. Tormohlen currently serves as a board member for Women in Exhibitions Network North America chapter. She has been a speaker and moderator at major industry events, including the TSNN Awards, IMEX, IAEE, SISO, UFI, ESCA and Large Show Roundtable — to name a few.   Thank you to our sponsor!  What if you could prove your event is working with hard facts and learn how to make it even better? With Zenus's Ethical Vision AI, you can protect your budget and have detailed reporting. Learn how that's all possible at Zenus.AI   

As you've probably heard, we used this podcast as the main activation for our booth at ExhibitorLIVE last year, and we had some incredible results. It went SO well that ExhibitorLIVE invited us back to teach event marketers how we did it.But we know that not everyone in our community will have the chance to be there, so we're going to give you a sneak preview to the training!Matt Kleinrock, CEO of Rockway Exhibits + Events, will once again be joined by Pablo Gonzalez, our show producer who led the activation last year, to teach you:✅ What your company needs to think about before podcast in a trade show booth can even begin to make sense✅ How to execute it properly- from booth design to running the show to getting the right guests on it✅ Who the stakeholders you need buy in from are, and how to get them onboard to execute this thing successfullyThis will be our dress rehearsal before the big event in Nashville, and would LOVE your feedback to make this as impactful for a room of event marketers as possible.Join us LIVE, let us know what you think, and walk away with everything you'll need to run this play, yourself!Connect with Pablo:On his LinkedIn: https://www.linkedin.com/in/pablo-gonzalez-4333b42/ Connect with Me:On my LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/ On my Company: https://rockwayexhibits.com/

In the dynamic world of event management, two key roles play a vital part in creating memorable experiences: the event planner and the event marketer. While both positions work towards achieving successful events, they differ in their primary responsibilities and challenges. So, what sets these roles apart? And for the few who navigate both, what does that entail?After having Beyanka Soleymanian on one of our ExhibitorLIVE 2023 specials, we just had to bring her back for a chat about what it's really like juggling two roles in the event world – being both a planner and a marketer.Beyanka, currently the Marketing Manager at Nureva Inc., boasts an impressive 17-year career in event marketing. With her undeniable skills and unique talents, she has mastered the art of breathing life into events and making sure attendees remember them for a long time to come.She rejoins Matt for a fun conversation on:- Biggest distinctions between an event marketer and an event planner- Mindset shifts and insider tips on both fronts- The often-overlooked third element of the job- Strategies for pitching to leadership- How color psychology and lighting can influence immersive experiencesWhether you're deep into event planning, diving headfirst into event marketing, or wearing both hats, give this episode a listen for some valuable insights from a seasoned event professional like Beyanka.Connect with Beyanka:On her LinkedIn: https://www.linkedin.com/in/beyanka/ Connect with Me:On my LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/  On my Company: https://rockwayexhibits.com/   

Welcome to Event Marketing Redefined, where we explore the latest strategies and insights to help you succeed in the world of trade shows and event marketing. In this episode, we're diving deep into the power of LinkedIn and how it can transform your trade show presence.Our special guest, JD Gerstein, founder of Owlish Communications and a pioneer LinkedIn strategist, shares his expertise on leveraging LinkedIn for trade shows and brand experiences. Whether you're an executive, business owner, entrepreneur, or part of a high-performing sales team, JD's insights are invaluable.Discover how to craft a compelling LinkedIn profile that resonates with your ideal clients and prospects. JD reveals the secrets to using LinkedIn not just as a networking tool, but as a content creation and engagement platform. Learn why building relationships on LinkedIn is crucial for your trade show success and how to avoid the common pitfalls.Join us on this journey to LinkedIn mastery and take your trade show presence to new heights. JD Gerstein's advice and actionable tips will leave you inspired and ready to make LinkedIn a cornerstone of your event marketing strategy.Tune in now to elevate your trade show game with LinkedIn mastery!Connect with show host Matt: On LinkedInConnect with JD: On LinkedIn

In this special episode, we're thrilled to have Christina Piedlow, President & CEO at TPG Trade Show & Event Marketing.  Join your host, Matt Kleinrock, in an engaging discussion to dive deep into the art and science of creating unforgettable brand experiences in the dynamic world of trade shows.Discover proven strategies and innovative approaches that can transform your trade show presence from ordinary to extraordinary. Explore the importance of pre-event planning, interactive booth designs, and engaging content development that captivates your target audience. Learn from real-world examples and success stories that demonstrate the impact of immersive experiences on brand perception and ROI.Whether you're an event marketer, business owner, or simply curious about the future of trade show marketing, this video offers invaluable insights and practical tips to help you craft memorable brand experiences that leave a lasting impression.Join us on this journey to unlock the secrets of designing immersive brand experiences and stay ahead in the competitive world of trade shows. Don't miss out—hit that play button and elevate your trade show game today!Connect with show host Matt: On LinkedInConnect with Christina: On LinkedIn

Join us for an illuminating discussion as we delve into the art of elevating trade show value with the dynamic insights of industry veteran, Clare Conway. This session unveils powerful strategies to transform your trade show experience into a high-impact engagement platform. Discover how to conquer challenges such as lead retrieval, lead generation, and ROI tracking, while aligning sales and marketing efforts for maximum impact. Clare Conway's expertise shines as she shares her vision for the future of trade shows, integrating technology, interactive experiences, and innovative sponsorship options. Tune in to gain actionable insights that will revolutionize your event marketing approach, all in the company of one of the industry's leading voices. Don't miss this opportunity to redefinetrade show success.Connect with show host Matt: On LinkedInConnect with Clare: On LinkedIn

Dive into the dynamic world of event marketing as Matt Kleinrock engages in a captivating conversation with Danica Tormohlen, the driving force behind Exhibitor News Network. Danica brings her 25 years of industry expertise to the forefront, offering a fresh perspective on the ever-evolving landscape of trade show booths and brand experiences. Join us as we explore the latest trends, industry challenges, and innovative strategies that are shaping the future of event marketing. From cutting-edge design trends to navigating budget constraints and the powerful resurgence of in-person events, Danica provides invaluable insights that shed light on the path forward for exhibitors and event marketers. Tune in for an engaging discussion that reimagines the way we approach event marketing and discover how Exhibitor News Network is paving the way for a new era of success.Connect with show host Matt: On LinkedInConnect with Danica: On LinkedIn

Join Matt Kleinrock as he sits down with industry veteran and CEO of Exploring Inc., Dave Walens, in this captivating interview. Discover the latest trends in the event marketing industry, including the resurgence of in-person events, the power of immersive experiences, and the evolving role of design. Get insights into how Walens' company, ID3 Group, is redefining brand experiences through custom-themed environments, innovative technology, and a forward-thinking approach. Find out how technology, AI, and a creative workforce are shaping the future of event marketing, and learn about the importance of thinking bigger to stay ahead in this dynamic industry. If you're an event marketer looking to elevate your brand experiences and drive results, this conversation is a must-watch.Connect with show host Matt: On LinkedInConnect with Dave: On LinkedIn

Join us for an insightful conversation with Jaclyn Gilio, a Marketing Events Specialist from VertexOne, as we explore the world of event marketing redefined. We dive into Jaclyn's journey as a CTSM candidate, her quest to find a new exhibit house for VertexOne, and her pursuit of innovative ways to showcase and amplify their software.   Discover the importance of creative engagement, driving qualified leads, and the exciting trend of immersive booth experiences. Learn how return on experience (ROX) takes center stage in Jaclyn's strategy, making events memorable and impactful for attendees.   Gain valuable tips on networking, event planning, and creating memorable booth experiences that leave a lasting impression on your audience. Tune in to explore the future of events and the power of making connections beyond the trade show floor. Don't miss this engaging episode filled with practical insights from an event marketing expert!Connect with show host Matt: On LinkedInConnect with Jaclyn: On LinkedIn

Join us for a captivating conversation with Tiana Magdamo, a seasoned event marketer, as she shares her insights and experiences in the ever-evolving world of event marketing. In this interview, we explore the significance of experiential marketing, its role in creating brand experiences that transcend traditional metrics, and the power of forging genuine connections with audiences. Discover the strategies and secrets behind executing successful trade show booths, captivating audiences, and leveraging technology while preserving the essential human element in an increasingly tech-driven landscape. Whether you're an event marketing enthusiast or a seasoned professional, this interview will inspire you to rethink your approach to event marketing and redefine your strategies for an impactful and engaging future. So tune in to gain valuable insights that will help you stay ahead in the dynamic world of event marketing.Connect with show host Matt: On LinkedInConnect with Tiana: On LinkedIn

Join me, Matt Kleinrock, as I delve into the world of event marketing redefined with Nicole Maves, a seasoned Trade Show & Event Specialist, during our exciting coverage of Exhibitor Live. In this engaging conversation, Nicole shares her experiences and valuable insights on the latest trends, challenges, and strategies in the trade show industry. Discover how she navigates international shows, deals with freight challenges, and leverages technology, including social media, to make events successful. Don't miss out on this informative discussion that offers practical advice for both seasoned professionals and budding event marketers.Connect with show host Matt: On LinkedInConnect with Nicole: On LinkedIn

Join me, Matt Kleinrock, as I sit down with the incredible Jessica Sibila, the Executive Director of The Exhibitor Advocate, in a riveting conversation. Together, we dive deep into the world of trade shows and the pivotal role of amplifying exhibitor voices. We explore the critical need for collaboration among exhibitors, show organizers, and suppliers to drive real change in the industry.Get ready to discover the innovative solutions we discuss to address rising costs, enhance communication, and unlock unparalleled value for exhibitors and event marketers alike. Jessica shares practical resources and tools offered by The Exhibitor Advocate, empowering exhibitors to navigate challenges and achieve resounding success in this dynamic marketing channel.Don't miss out on this enlightening conversation as we uncover the power and potential of exhibitors in shaping the future of trade shows.Connect with show host Matt: On LinkedInConnect with Jessica: On LinkedIn

One of the biggest reasons we heard event marketers were coming to ExhibitorLIVE is the CTSM program they offer to level up your career.Marsha Bivins was one of those vent marketers, and she joined us to share a bunch of really practical takeaways from what she's learning, and what she's planning to implement.Connect with show host Matt: On LinkedInConnect with Marsha: On LinkedIn

Discover how Popshap, a leading interactive solution provider, is transforming trade show booths and brand experiences with its cutting-edge Digital Interactive Touchscreen Kiosks. In this episode of Event Marketing: Redefined, Matt Kleinrock interviews Eitan Magid, CEO of Popshap, as they discuss the trending use of interactive screens, software customization, ROI tracking, and the importance of engaging attendees in the digital age. If you're an event marketer looking to enhance your company's presence and attract high-value leads, this episode is a must-watch.Connect with show host Matt: On LinkedInConnect with Eitan: On LinkedIn

Jennifer Ramczyk was like so many of your buyers- a one person team at a trade show looking to get educated on what is happening in the industry, trying to find new ideas, and hopefully make a few connections to add to her network… all while needing to come home with a compelling reason for why she should return to ExhibitorLIVE with her boss.Understanding that mindset will help you as an event marketer, and you'll also get some ideas for why you may or may not want to bring your team to ExhibitorLIVE next year.Connect with show host Matt: On LinkedInConnect with Jennifer: On LinkedIn

The beauty of trade shows is the “watering hole effect”- being able to rub shoulders with prospects, clients, experts, and even competitors.This is why when I ran into Jason Weddle, CEO of  Hamilton, I asked him to come onto the podcast to talk about:The evolution of talent in the exhibit industryNew trends being done internationally by our best clientThe changing value proposition of shows and exhibit housesAnd much more!It's great to talk to a season veteran growing another great team.  We are all part of the exhibit ecosystem and bring value to each other.Enjoy!Connect with show host Matt: On LinkedInConnect with Jason: On LinkedIn

Kodi Morton came to ExhibitorLIVE to learn from their CTSM program and find community with her people, event marketers.Lucky for us, we found HER!This was a great conversation with a real event pro on the show floor talking about the formation of an event marketer, the trends on the show floor, and the "path to promotion town".We need more of these conversations!For the best trade show booth strategy in the business- intentional design, great customer service, and no more sleepless nights- go to Rockway Exhibits + EventsConnect with show host Matt: On LinkedInConnect with Kodi: On LinkedIn

We met Ryan Schefke the moment we registered for our show.More accurately, we met his software, Captello, because they provided the engagement platform for ExhibitorLIVE.As luck would have it, they also happened to be exhibiting right next to Hotel Rockway, so we struck up a conversation, and realized immediately that Ryan needed to come on the show.This is an interesting conversation about:the next generation of engagement on the show floorcapturing data without interrupting conversationsknowing your customerwith Ryan who is an extremely knowledgeable and like-able guy!Connect with show host Matt: On LinkedInConnect with Ryan: On LinkedInFor the best trade show booth strategy in the business- intentional design, great customer service, and no more sleepless nights- go to Rockway Exhibits + Events

Hannah Parsley is a Jill of all trades as the Marketing Communications Manager at ZwitterCo.She came to ExhibitorLIVE looking for ideas about how to be more sustainable within her event marketing strategies, shared great insights into how to go about doing that.We also talked:- Pre-show marketing- Aligning sales and marketing- The importance of a mentor for your career- and much more!This was a great conversation with the type of event marketer we love to have on the show!Connect with Hannah on LinkedInConnect with Matt on LinkedIn

Beyanka Soleymanian joined us for a mixer on the night before ExhibitorLIVE started, and it was clear she had learned a thing or two about event marketing throughout her career.She's done everything from music festivals to experiential audio exhibits, and we knew we were lucky to get her to come share some stories about it live from the trade show floor.We got into:- the high risk/high reward factor of demo-ing an audio product at your booth- how to measure brand awareness generated at shows- the importance of the senses when creating an experience- much more!Spend some time listening to Beyanka, then go connect with her on LinkedIn so you can start building your network of talented event marketers.

We went to ExhibitorLIVE - the trade show about the trade show industry- set up a our podcast at the Rockway Exhibits + Events booth and interviewed some of the top thought leaders in our industry. We'll be releasing all our conversations in a special series on the show.  This is  Matt Kleinrock, the CEO of Rockway Exhibits and Events, on day 1 talking about what he's looking forward to on the show, plus:- his vision for elevating the role of event marketers- addressing their challenges- providing solutions. Gain valuable insights into the future trends and shifts in the event marketing landscape. Don't miss these engaging conversations with the brightest minds in the trade show industry at Exhibitor Live 2023.Connect with Matt:On his LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/ On his Company: https://rockwayexhibits.com/

Rama Beerfas, CTSM, MAS - is the Strategic Memorability Specialist at Lev Promotions where she specializes in branded products for trade show and event marketing. Her goal is to recommend products that are relevant to clients' branding, goals and target market while melding with the client's overall marketing message and tactics. She calls this creating strategic memorability™.We Discuss:Why you shouldn't choose products just because they're hot/new/cool/trending.What is strategic memorability(TM)?Top tips and tricks for using promo itemsRama's Top Tips & Takeaways:Share your realistic budget and quantity needs when asking for product suggestions.If you're choosing your branded products from a catalog or website, without thought to your target market, DON'T!Find a promotional product consultant that will ask questions above quantity and budget and make suggestions based on your specific needs.Branded products are an effective marketing tool that should be part of your holistic marketing messaging and strategies. If they don't integrate into your branding and messaging, they don't make sense and they don't have the marketing impact you want. Special Offers from Rama!We offer a complimentary 15 minute phone or Zoom consultation to discuss basic information on the considerations for your branded product needs. We'll be in Booth 1109 at ExhibitorLive in Louisville in April. Go to our website levpromotions.com and click on the ExhibitorLive 2023 menu link for a special show offer and a registration link that includes a complimentary exhibit floor pass.Connect with Rama:rama@levpromotions.comwww.levpromotions.com858-205-1398https://www.linkedin.com/company/lev-promotionshttps://www.facebook.com/LevPromotions

Mark speaks with Don and Mike about the newest changes with Exhibitor Media Group, Exhibitor Magazine and ExhibitorLive. TheDonAndMikeShow.net and ExhibitCityNews.com

Jim Wurm from EACA joins Don and Mike in The Foundation Room at Mandalay Bay during ExhibitorLive week to talk about the industry thus far... Bob Ryley, SVP of BD at GES and 2022 President of ESCA co hosts the opening of this week's show and Don and Mike wraps everything up at the end as we enter July 4th weekend! TheDonAndMikeShow.net and ExhibitCityNews.com

Don and Mike interview Dasher Lowe for EDPA Engage at Area 15 prior to ExhibitorLive 2022 kicking off in a hot as Hades Las Vegas! Then The Show moved to The Foundation Room on top of Mandalay Bay for The Employco USA, EACA, ExhibitCityNews.com and Don and Mike Show sponsored reception which was heavily attended for great networking! TheDonAndMikeShow.net and ExhibitCityNews.com

Mike speaks with Jay Kuker, Manager of Project Management for Impact XM on several topics for today's exhibition industry, Don finishes a day of EDPA Golf outing in Las Vegas and party at ECN, a new poll is out this week for the show and everyone getting ready for EDPA Engage, ExhibitorLive, ESCA and more! TheDonAndMikeShow.net and ExhibitCityNews.com

Omnichannel expert Shawn Garrity from Circle gives updates on the changes within Trade Shows so far in 2022, Don chats with Chicago Carpenter Manny Chico on the comeback for Chicago shows, Mask mandates overturned, ExhibitorLive moving to Kentucky in '23 and more! TheDonAndMikeShow.net and ExhibitCityNews.com

A week after ExhibitorLive in Las Vegas, I caught up with Ken Newman of Magnet Productions to get his take on the show. It was his first time at the show, so he may have seen things in a different way than people who'd been there several times before. https://tradeshowpresenter.net TradeshowGuy's main online hub: https://tradeshowguy.net​​​​​​​​​​ Check out TradeshowGuy Blog at https://tradeshowguyblog.com​​​​​​​​​​ https://tradeshowguyexhibits.com​​​​​... http://tradeshowexhibitbuyerskit.com​... https://tradeshowsuccessbook.com​​​​​... - get your free copy of my book! New book: https://tradeshowsuperheroes.com​​​​​... Tim's Amazon Author Page: https://www.amazon.com/-/e/B00CHQ99XO​​

Summary of Exhibit City Live Open House, EDPA Las Vegas Chapter Membership Party, ExhibitorLive 2021 and More! TheDonAndMikeShow.net and ExhibitCityNews.com

EDPA Executive Director Dasher Lowe talks to Don and Mike at The Randy Smith Memorial about the event and also the upcoming EDPA Access in Florida as well as Liz Nacron, Michael Vallone and Noelle Webster talk about the newly formed Future Leaders Committee for EDPA and their goals for their group. TheDonAndMikeShow.net and ExhibitCityNews.com

Dasher speaks to the cancellation of ExhibitorLive, the plans moving forward and what the association is working on to assist in the recovery

The exhibit industry has evolved to have more women in it however there is still gender pay gaps, and many of us feel alone which is why we need the Women in Exhibitions group.  Katina Rigall Zipay and Jen LaBruzza share how they first got involved with Women in Exhibitions and how the organization has evolved to offer mentoring and an in-person networking breakfast March 31st during the ExhibitorLive2020 show.  Find out the benefits of being involved with an organization that helps support women of all sides of the industry, supplier and client alike. Here is what you will learn in this episode: 1. Women who support women in their career.  The WIE group offers the opportunity to share best practices and more importantly take action. 2. In-Person Networking.  If you are going to be at ExhibitorLive be sure to come to the event-there will be a panel, networking and the opportunity to be on this podcast! 3. Get involved in an organization making a difference. This is your time to take action, make change and learn about the real wage gap that still exists, increasing your network and improving your management savvy. I hope you will join us at this event and discover how when we come together we can make a real difference together. If you would like to learn more about how to empower women in our industry, reach out to me, I would love to help you! Register for this breakfast event and have a chance to be featured on this podcast! Join the Women in Exhibitions LinkedIn Group! Thanks to Katina and Jen for sharing their stories and encouraging women in our industry to believe in ourselves and know we are a community together! Credits: Special thanks to Christy Haussler and team podcast for editing this podcast!

Trade shows mean business, on every level. Meet Randal Acker, president of Exhibitor Media Group, the engine behind tradeshow industry's most comprehensive training event ExhibitorLIVE, asking, "What will trade shows look like in the next 5 years?" The rise of face-to-face marketing has created a space for professionals to hone their events around attendee attraction, engagement, and to a growing extent, measuring booth ROI. ExhibitorLIVE offers over 170 in-depth sessions and workshops on all aspects of face-to-face marketing and management.As the pacesetter and standard in the exhibitor industry, Randal candidly talks with Host Stephanie Chavez about his core commitments to ensure EL attendees walk out with deliverables they can take back to work and use immediately. Attendees who want to improve their event performance need an education, not a sales pitch. There is a measurable science to the whole thing!Stephanie and Randal discuss the Certified Trade Show Marketer Program (CTSM) accredited by the Northern Illinois University. According to their 2019 survey,90% of attendees sad they had confidence in better results after attending CTSM training offered by Exhibitor Media Group.70% said training improved and elaborated their execution plan and caused them to be an expert in this arena. Stephanie recently earned her CTSM after completing 23 required courses and proving the application of those lessons, an additional 3-hour exam. Only 10% of enrolled candidates get this certification and are qualified to use it. Now she teaches booth ROI regularly as a value add for local businesses at The Trade Group at their Carrollton, TX, location. Understanding face-to-face marketing on this level gives C-Suites the advantage of an internal tradeshow expert sitting at the table. Get YOUR training, go to ExhibitorOnline.com to get started today. Exhibitions mean business, register for the spring ExhibitorLIVE and change the course of your event strategy forever! To work with Stephanie and her fabulous team at The Trade Group, call 800-343-2005 today. Connect with The Trade Group on Instagram, Twitter, LinkedIn, Facebook, and YouTube.Tricks of the Trade is sponsored by:The Trade GroupAbacus 3 972-323-6353Event Architecture 972-323-9433For guest or advertising information, contact Stephanie at 817-262-8168.Enjoy the OBBM Network business talk show format on 24/7 OBBM Radio, or subscribe to the OBBM Network Podcast on Apple Podcasts or Google Play Music. Download the Offbeat Business app for iOS and Android to get it all in the palm of your hand, and get OBBM Network TV programs on Roku and Fire TV! Call 214-714-0495 to learn more.Support the show (https://offbeatbusiness.com/discountmembership/#join)

"If we don't give a voice to this, who will?" Randy Acker asked on this panel at HCEAConnect about Exhibitions Day.  Have you ever considered how you can impact the $97 Billion Exhibitions Industry?  Trade Shows in the U.S. represent more business than the meat industry, the gaming industry and so many more industries and yet until 6 years ago, congress didn't know how vital it is to our national economy.  Legislation that impacts how many attendees come to shows, and who is able to attend from abroad would have been made without understanding trade shows.  Thanks to IAEE and the 120 people who attended Exhibitions Day, important legislation was passed that will help the trade show industry. Find out in this panel discussion with Cathy Breden, COO, IAEE and CEIR, Randy Acker, President, Exhibitor Media Group and Diane Benson, Strategic Event Marketing Manager and Diamond Level CTSM share the key initiatives that were presented this year at Exhibitions Day and why it is so vital to our trade show industry for companies and marketers to be heard on capitol hill.  Natalie Benamou moderated the panel of industry experts on the importance of making an impact for the trade show industry. If you have been looking to increase visibility within your organization and be an industry influencer, Exhibitions Day is a great experience.  This is your time to take action.  As always, if you have any questions about the topics discussed in this episode or would like to learn more about how you can get involved, reach out to me at Rock Your Trade Show. Special thanks to HCEAConnect for the opportunity to have this panel and to Cathy Breden, Randy Acker and Diane Benson for sharing their insights. Credits: As always, thanks to Christy Haussler at Team Podcast for editing this episode.

What does Joy look like for you?  Heading into the holidays this time of year can be especially hard for some people and as part of a work-life balance episode, I thought I would share some things that might help you not only discover how to find positivity every day but also what you can do to harness this feeling and apply tips to your everyday life. Recently, this topic came up in a conversation about how joy is power.  Think about that for a moment.  When we feel joy, it is hard for negativity to take hold and bring us down.  Applying this to our working life first, when we smile and feel good the effect seeps into every aspect of our day.  Conversely if we are feeling frustrated, small things can make us self-doubt and feel less than about ourselves.  I started this podcast to help empower marketers-specifically women in our industry who are looking for more-opportunities, expanding your network, gaining visibility with leaders in your organization, getting promoted and finding confidence.  Here is a real-world situation: Imagine you are in a meeting, and there is an opportunity to voice your idea but a colleague seizes the moment and you miss out.  Our body language and demeanor can quickly give away how we are feeling inside-and naturally it is more the opposite of joy-anxiety, sadness, self-doubt can start whispering in you ear.  The next time the opportunity comes your way-it may be easier to just say nothing instead of subjecting yourself to those feelings. Now-take that same scenario and close your eyes.  As you enter the room-you have a smile on your face.  It actually makes you stand a little taller and you feel confident.  While others are speaking, you smile in appreciation of their comments.  And when it is your turn to express that idea, you feel confident and without hesitation.  If the colleague mentioned earlier tries to cut you off, you maintain that smile and ask that you are afforded the chance to finish your idea. Same situation-but the outcome will be vastly different.  In the second one- you find that you are in control-because you have chosen your own joy.  No matter how awesome your workplace is, there will always be at some point a situation that can pop the happiness bubble and move you from feeling on top of the world to not so great. Now you may start to say-yes but I have reasons for not feeling happy at this moment.  I am sure this can be true.  But if any of us want to advance our careers, change perceptions or improve our health-we need to tap into joy, hold on to it, and the next part is super important-send it back out into the world. For busy marketers, it is easy to get lost in the tasks of it all and miss the chance to hone the joy effect in your daily practice.  Don’t get me wrong-I don’t always feel joyful.  But I have observed that this idea of happiness has a direct correlation to success and to achieve it, we need tools to stay on track.  And once we express this joy at work, it will spill over into our personal lives.  There are traps that can cause us to not find our joy. And many physical and physiological things that can also impact how we are able to process positivity.  So, what can we do to stay on track and gear up for the last two months of the year if you are listening to this episode when it releases it is the beginning of November.  Depending on where you live, the weather has turned colder, there is less sun and it can also impact how we feel. 10 Ways to Add Joy and Build Your Personal Power Get enough sleep. One of the first physical ways we can lose our happiness is when we are simply over-tired.  Roll back the bedtime commitment and get 7 hours minimally of sleep.  Think about when you are exhausted how easy it is to feel short and frustrated-and when you feel rested.  You may say-everyone knows now that sleep is one of the number ways to maintain health-but are you getting enough?  Most of us get less than 7 hours, or it is intermittent.  I have a sleep hack to share-the app AAPTIV actually has sleep meditations. I use it almost every night either going to sleep or when I can’t sleep. Express gratitude. Every day, I write 5 things I am grateful for in my Start today Journal.  Rachel Hollis has these journals-link in the show notes and I can honestly say it is not only a dream maker but the gratitude fills up the cup.  Rachel suggests the things we write should be small-it can be someone opening the door for you when your arms are full to giving up a seat on public transit when you were tired. Be thoughtful. My favorite quote is by Maya Angelou-People will forget what you say, they will forget what you do, but they will never forget how you made them feel.  I personally get way more joy out of giving than receiving.  It is something I try to incorporate always to help lift others up.  Especially if I am having a difficult day-I try to do something for someone-either a stranger or it can be someone I know. Start the morning fresh. Resist starting your day on your phone. I know.  This is one I have to work at-and am not always good at.  But in a previous episode 15, I talked about productivity.  When we feel less productive, it has a direct impact on how we feel-and less joyful. Just say no. It is so tempting to say yes when someone asks for help.  I am very guilty of over extending and wanting to do things beyond time constraints.  I now say “Does this give me joy?” Make your self-care a priority. Rachel Hollis has a 5 to Thrive strategy that is very effective.  I encourage anyone listening to try it and see how it goes: Drink at least half of your body weight in water Work out at least 30 minutes every day Get up 30 minutes early Give up one food for 30 days-sugar for example or something you know isn’t serving you. Express gratitude every day Check out The Hollisco.com for these and many more tips like #last90days Make sure you are balanced. This is just for our women listeners-but if you are feeling out of sorts it could be hormones, low vitamin D, Thyroid or other things that happen to us and if untreated can lead to more serious illness.  When we don’t feel our best it definitely impacts how we express ourselves at home and work. Do one thing every day that makes you smile. It can be looking at YouTube and laughing at a funny video.  I will share with you here a video about what it is like to be on a conference call-link in the show notes.  Makes me laugh every time. Take time out in the day to breath fully. We hold our breath and it can have adverse effects on how we feel. Smile even when you don’t feel like it. Walking into a tense meeting, your inclination may be to shrink down, sit with your legs crossed and shoulders down.  Smile, visualize joy, imagine you are in a place that makes you feel happy and express yourself to others in this light. As with every episode, if you found this information helpful, reach out to me.  I love hearing from you and am honored to help you in your journey. Favorite Resources for this episode:  Start Today Journal, Strive for Five, Girl Stop Apologizing, #Last90days are all Rachel Hollis products and books that can be found at The Hollis Co and look at her Rise conferences she has one coming up this week called Rise Business. Credits: As always, a big thanks to Christy Haussler at Team Podcast for editing this episode.    

Have you been thinking about expanding your career and make a bold move to become an entrepreneur?  Anne Trompeter shares how she transitioned from working as a Creative Director to Principal and the steps that she took to own a company.  Think about how you can make an impact by taking your passion, make a plan and bring your vision to life.  Anne shares how she is a mentor, helps connect people and so much more.  Listen to this super charged interview and discover how you can make your next bold move, accelerate your career and take things in your marketing plan to a new level. How to amplify your career with these power tips: Mentorship: Look for people who can contribute to your career. Pay it Forward-Mentors are important because they believe in you and give you feedback and honest feedback-you have this-go do it. We all need confidence and it is a big part of mentorship which offers you perspective. Business mentors help you find the right people in areas where you feel unsure and they can help to make you more knowledgeable. Mentors can help you backfill the gaps that you have. Mentors have connections that can help you in your career. Find people who have qualities that you aspire to and ask them to mentor you-remember to be very specific on what it is you need from them. We are the five people that we surround ourselves with-find the right people who can help lift you up. Networking: Join professional organizations and be an active participant. Participate in committees that help you make connections and aid you in ways you don’t even know were possible. Be engaged while at an event and be the person in the front row. Spend as little time as possible speaking, listen to the other person more than you talk. After meeting people at an event, step into the hallway and make notes about your conversation. Meaningful connections happen when you are an active listener - it helps bridge differences. “A trick I use sometimes-walking around with a colleague when I meet people for the first time…it can feel more conversational and comfortable for the person we are talking with”-Anne Trompeter New Trend Mindset DIY ideas from marketers who have great suggestions and want to bring several together to execute as one cohesive message.  Conglomerates- Big companies buying other companies creates a lot of disruption and opportunities. The challenge is to make huge stories or brand concepts into one simplified message and integrate it all together.   If you have any questions about the topics we covered in this episode-reach out to me at Rock Your Trade Show, I love hearing from you! Favorite Resource ExhibitorLive is a tried and true resource-Awesome and unique way to bring things together in a unique world-find your species. Thanks to Anne Trompeter for sharing her insights and inspiring Rock Your Trade Show listeners!  Visit Live Marketingto find Anne Trompeter. Credits: As always thanks to Christy Haussler and Team Podcast for editing this episode.      

Have you ever paused to think about how face-to-face marketing, when done right, is like a well-orchestrated Broadway show? Julie Harrison shares how she started her career in the performing arts in musical theater and even worked for The Disney Company before transitioning into healthcare as a Meetings and Convention Planner.  Find out in this live interview how she uses her creative skills to deliver experiences today at HCP events, Symposia and on the trade show floor.  Julie and I met up at the HCEAConnect conference and like her colleague Kristen Leikwold, she also works with Dawn Will.  This is the second of a three - part series about being part of an incredible team and the last interview is with Dawn Will who shares her secrets to leadership.  It turned out for Julie, who worked with Dawn in a previous role at Pfizer, that maintaining connections opened doors to her current role. Listen and learn how being a newcomer to a meeting like HCEAConnect can benefit you if you are in healthcare marketing.  4 Ways HCEAConnect Creates Opportunities Making Connections-at HCEAConnect, meeting with every industry type, corporate, association and suppliers is very beneficial. Learning New Ideas-and having a way to apply what you learn can impact your trade show program. Building Teams- Regeneron sent a group of 8 people from a team of 10 to experience the conference together. Julie shared how it was great to be able to experience the information with colleagues. Meeting Face-to-Face- Instead of relying on emails and other ways to connect, seeing people in person really helps create shared experiences that establish bonds beyond the event. Julie’s advice: There is always a plan B.  When the scanners didn’t work at a recent trade show, the sales reps collected business cards so that they could follow up.  If you are wondering how to get involved with an organization and aren’t sure where to start-reach out to me I am here to help and I love hearing from you!   Credits-Thanks to Christy Haussler from Team Podcastfor editing this episode.  

Have you been thinking about making a career move but aren’t sure where to start?  Kristen Leikwold not only changed jobs from working at association management company for HCEA, to becoming a meetings and convention planner for a corporation, she also moved to a new city.  In this interview, Kristen shares how networking and making great connections gave her the opportunity to find a position at Regeneron Pharmaceuticals.  Whether you are in a corporate role, work at an association or are on the agency side of trade shows, the insights and advice in this episode will definitely help you on your career journey.  This is the first of three interviews about a team at Regeneron Pharmaceuticals and their Director, Dawn Will who has created an incredible culture and positive culture for personal growth. 4 Steps to Making a Successful Career Move Get involved and make connections. Kristen shares how HCEA helps people network and the power of the connections you make by belonging to an organization like this one can lead to career opportunities. Find the right fit. If you are planning to make a change, review the role and more importantly the people you will work with to ensure you will be able to succeed. Ask about the onboarding process. Kristen explains why having a mentor is so important if you are trying something completely new.  In this case, her boss helps her to understand the role and discover everything she needs to do her job. Step outside of your comfort zone. We talk a lot about this idea on the show, and in this case, Kristen took on a role she hadn’t known before and found she feels rewarded and very happy. In her past, Kristen worked at Disney and it helped her learn customer service and how to put a smile on-for the entire day and offer a personal touch.   When someone feels you are listening to them and knows that you understand and are listening, it makes a big difference.  Kristen shares how talking with thousands of people in a day at Disney, she always found a way to connect, even if there was a language barrier, by offering a smile, it made it work out. If you are on the fence about attending an event, Kristen describes how HCEAConnect is an association that has so much to give.  Even if it is getting that one business card or making a connection with the one person who will help you when you need it, there is nothing else like it.  If you have plans to attend an industry event like ExhibitorLive, there is a special track for healthcare exhibitors called HCEAInnovate.  It is a half day workshop where you will learn something specifically tailored to you.   Kristen’s Advice: Get involved with an association there is so much to learn, it is the perfect place to make connections, network and you may even find your next career opportunity. If you have questions and want to reach Kristen directly, you can email her.  What is your biggest problem with your career or trade show program?  Reach out to me, at Rock Your Trade Show  I  am here to help provide insights, advice and connections so you can rock your next show.  Credits: As always, a big thanks to Christy Hausslerat Team Podcast for editing this episode.

Are you a trade show event marketer?  If you have achieved something unique for your company in face-to-face marketing, now is the time to nominate yourself to be an EXHIBITOR Magazine All-Star!  Travis Stanton, EXHIBITOR Editor, shares insights in this interview about EXHIBITOR including the All-Star Awards, how to get nominated and how it can impact your career. All-Star Awards Overview The annual All-Star Awards celebrates corporate event planners who have contributed to their company’s trade show program by doing something that made a big impact.  Award winners have all not only overcome a challenge, they have the data to demonstrate measurable results. This is an incredible opportunity to shine a light on your own achievements or something a friend or colleague has done.  If you have never won an Exhibitor award and are a trade show exhibit manager or corporate event manager, this is the perfect award for you!   Not only will you be featured in EXHIBITOR Magazine, you also receive a free one-day pass to EXHIBITORLIVE 2020!   7 Insider Facts About the EXHIBITOR All-Star Awards: Criteria to Win:The committee is looking for industry leaders who have achieved measurable results. Any challenge you faced-including the idea that “we can do better” and implemented a solution. How to Evaluate Your Accomplishments:Take a look at what you have accomplished. Past Winners Include:Trade Show Exhibitors who worked to create a measurement procedure, innovative event apps, overcome corporate mergers to create more efficiencies with their program. How To Get Nominated:You can self-nominate or an agency can nominate a client, or have a colleague nominate you. Who Wins:Your program doesn’t have to be big to win.“Small companies to big budgets and everything in between have been past winners.  "Clever, DIY solutions that not only save money or increase leads can win”-Travis Stanton Being in the CTSM Program can help:You don’t have to be in the CTSM program but it might help you to think of your best practices that you have done to apply. How much does it cost:It is free to submit your awards entry. Favorite Resource:  Travis shared the best way to find inspiration-go check out trade shows outside of your industry.  You can look at local fairs, festivals, museums and other places if you aren’t able to travel to a show. You will be surprised how much you see can be applied to your program. You can find Travis on LinkedIn and at ExhibitorOnline and EXHIBITOR LinkedIn group.  Subscribe to the e-newsletter and the magazine for news in the industry. This is your time, if you have accomplished a measurable success for your trade show program.  Complete the online entry form and see where this will take you!  And if you have any questions about this episode, reach out to me, I love hearing from you! Editing Credits: As always, a big thanks to Christy Haussler with Team Podcast for editing this episode.

How consistent is your brand messaging in your trade show program? Whether you work for a large fortune 500 company or a startup organization, take a look at all of your trade show assets and ask yourself-are they consistent and what is the attendee experience?   If you are like most companies, you may be hitting it out of the park with the large exhibit experience but when it comes to the banner stand or portables the messaging changes and the experience varies from sales rep to sales rep.  If you want to really stand out-and help your company differentiate itself from the competition-doing an audit of all assets and attendee experiences will catapult you to the next level in ROI. Recently we helped a client take a siloed approach for their trade show program and create a unilateral brand experience from modular displays to large islands.  Why was this important?  At the end of the day-even if you have the biggest budget in the world (which I suspect you are chuckling right now) you need to show value and maybe yes maybe reduce costs.  And if you are nodding your head saying-yes! I need to reduce cost. Then instead of looking at the individual line item costs and asking-how can I fill in the blank-reduce drayage, shipping, labor, onsite expenses etc.-take a step back.  Better yet-go to the 30,000 feet level and ask-will being consistent across all areas of my program help reduce cost?  The answer may surprise you-yes- it will in big ways! This is your time to really make big strides, win friends in procurement, sales and even stakeholders.  Let’s reverse engineer how you can reduce costs, increase efficiencies-and better yet-and perhaps most importantly improve the attendee experience.  Ready?  Let’s get started. 10 Steps to Reducing Costs with a Consistent Brand Experience Audit your current assets-is there clear identification, consistent messaging (use of tag-lines, graphic imagery, corporate hierarchy)? Identify areas that are misaligned- include all levels of exhibit properties-do you have something that scales from banner stand to large island exhibit? Leverage existing assets-fill in the gaps with rental assets. A hybrid rental will allow you to continue a depreciation  schedule- if needed on assets purchased - while adding in key elements that will enhance the brand experience. Review budgets and look for hidden costs.  If you are a healthcare company or are in a regulated industry that requires multiple submissions for approval before a trade show-you understand the cost of those submissions.  From agency teams to internal reviews the total budget adds up quickly.  What if you had a template that everyone used and it reduced costs by 20-30% would that help your bottom line?  Of course, it would, but too often the focus is on drayage and things like agency content creation with new graphic templates and sizes, digital content that doesn’t follow a system or template all adds up.  Look at the largest areas of spend-it may surprise you that regulatory reviews that require changes before every show could be the biggest hidden cost. Conduct internal and external research. Find out from your internal stakeholders what they think of the brand experience and see if it is aligned with attendee impressions.  One key way to test theories on brand consistency is to conduct exit surveys of attendees.  This gives you candid information from the target audience and will help to validate the need to create a consistent brand. Establish architectural brand templates. Cost reductions can be found in standardizing the overall hierarchy and messaging across every size exhibit from portables to large islands. Create Efficiency and Cost Savings Analysis. Many companies have two budgets-a marketing budget that is applied to agencies and content creation and a trade show budget largely focused on logistics and execution.  Analyze the benefits and cost reductions/break even spend based on streamlining the brand messaging. Establish guidelines for every sized exhibit.  Starting with the smallest table tops to the largest displays. This process takes time, however the payoff is simplification and eficiencies in usage and reduced attendee confusion on brand experience. Include pre-show and post show data. Compare cost reductions, attendee experience and stakeholder feedback. Evaluate, report and adjust. Establishing a consistent message is a fluid process that requires flexibility, and adjustments.  For example, it may be discovered that part of the inconsistency in attendee experience pertains to sales rep engagement.  A targeted training program for modular displays and each incremental size of your program may help the create a consistent experience at every level of your trade show. These 10 tips will help you on your way to reducing costs and are the first steps to thinking outside of the box and generating value for your face-to-face marketing program.  Too often the first-place marketers go is slashing budgets with the intent that ultimately it will help the bottom line.  In truth, a reduced budget may or may not help the bottom line-although it does immediately lower the cost of execution it may not achieve the strategic goals for an organization. Instead of focusing on a number or a percentage reduction, using this methodology of finding hidden costs, you will be surprised at the overall cost savings available while retaining the integrity of the marketing and sales plan and establish a consistent corporate image. For more insights or if you have questions about the process of creating a consistent brand, reach out to me.  I love hearing from you and sharing tips on how this strategy can help you get promoted. As always thanks to Christy Haussler at Team Podcast for editing this episode.

Have you been wondering how to demonstrate value past the obvious metrics of your program so leadership, and more importantly your boss sees your contribution to the organization?  So often marketers are truly the unsung shero or hero of their trade show program.  When a trade show, event or program goes flawlessly, it is taken for granted that it is as we like to say at Exhibitus-Easy as Pie.  But you know how many moving parts there are-and want to share that without feeling like you are bragging right?  First-it isn’t showing off if you are successful at your job-it is giving your organization something they need a way to boost the bottom line. And yet-why is it that you might feel stuck, not able to get traction and recognition?  Here are some possible reasons and then 5 ways you can remove obstacles and break free to move up in your organization.  3 Common Pitfalls of Perception: Busy doesn’t mean efficient. In an interview with Jodi Devlin, who is now a CEO, she perceives constant work as evidence of not being able to get work done efficiently.  While it may be perceived that leaders appreciates hard work-are looking for streamlined processes.  Look for ways to reduce those late-night hours. Meeting job requirements isn’t reason enough for recognition. I once had a boss say that he was raised with the belief if you are doing your job that is meeting the baseline of your job-and doesn’t earn a promotion.  It is doing the exceptional over and above that gets recognition and not before you high vault above that bar. I don’t need help. If you are resistant relying on team members, or your partners for support because you believe it somehow shows your organization that you are mindful of budgets-guess again.  Going back to the first item on this list-using resources make sure you are using available resources to increase your efficiency so you can focus on ways to demonstrate the value you add to your organization. Not all of you fall into these traps of wanting to show value-and that is great!!  If you said this is not me-high five!  Now for the part that you we all need-how can we can we increase value and elevate our contribution within the organization. 5 Tips to Boost your Visibility and Get Promoted Link all goals and objectives for every program to the corporate goals. For example, in an interview with Marcia Deem, the Exhibitor Allstar winner-she had specific sales goals for the company and devised an innovative solution to reach those goals. Level up the conversation. Meet with finance, procurement and other areas and find out what they need to shine-helping others within the organization show results will not only boost impressions it also makes you more marketable for cross functional opportunities. Identify and Solve challenges. Every marketing program has challenges-whether it is budget reductions, lead management follow up, attendee targeting, there are always one or two areas that come up on post event internal surveys.  Look at trends and devise a solution.  Unsure how to do this?  Tap into your network and ask for advice.  If you aren’t yet a member of the Exhibitor Online community-join the LinkedIn group-or you can join our Rock Your Trade Show LinkedIn group and ask the experts in our private group for advice. Track successes and demonstrate to your boss. Many of you have one on one’s with your boss.  In those discussions make sure you always take examples of how you solved a challenge and stakeholder feedback.  Remind them of your initiatives and how they help improve key goals-efficiencies, value, increased sales whatever they are show that your program is aligning to the overarching goals and solving key challenges faced by stakeholders. Find your blue ocean and own it. Recently there was an article about the exhibit industry that stated there really aren’t any new trends to share.  It was an interesting observation but it also raised the need more than ever to look for a new innovation and set the trend.  If you aren’t familiar with “Blue Ocean Strategy” there is an excellent book that highlights how to stand out and create a market innovation in an unexpected way.  A favorite story from the book is about Cirque du Soleil.  That company changed the conversation and elevated the circus experience, moving away from animals and focusing on people.  The result-a hugely successful entertainment enterprise that commands high priced ticket sales in multiple cities.  That example has stuck with me and was a contributing influence for this podcast.  Before Rock Your Trade Show, there wasn’t a podcast that focused on empowering women marketers in the trade show industry.  Market research, interviews with onsite exhibit managers, directors and product managers showed that there was a need to help you specifically in your career.  What do you think would be your blue ocean-it doesn’t have to be a huge life altering change?  It can be something simple that relates to market share and how you are increasing the piece of the pie for your organization.  If you are a destination booth-meaning your brand is iconic and attendees will automatically come to you to see what’s new-think about how you could change the experience unexpectedly for your staff and attendees that fosters collaboration for example.  Even if you are a known brand-going into a new vertical may present you with being the unknown entity.  Perhaps you are trying out the waters in an inline whereas in the primary market you have a large island how can you create your blue ocean-that makes people talk about their experience and encourages them to talk about you?  For insights about how to do this-check out episode 59 with Glenda Brungardt. And if you are looking for help on any of the tips mentioned today, reach out to me, I love hearing from you and helping you achieve success with your trade show program and career.

Sometimes it can be hard to know how to go past cost per lead to demonstrate value you’re your face-to-face marketing program.  If you struggle with showing leadership value for your program-this episode will help you focus on key metrics and help you become a trade show shero or hero! In a recent interview with Melanie Neal, she said something that has stuck with me.  When Melanie receives a request for a new initiative she will ask the requester “What does the data tell us?”.  Melanie, who is a Vice President at a large healthcare is on to something, and so often we shy away from data and rely on other factors like competitive advantages or FOMO (fear of missing out) which in face-to-face marketing is more like fear of what competitors and clients will think. So how can we embrace data and start using it to our advantage? Here is a story to show why data is so important.  Our results division provides analysis and ROI modeling for trade shows.  In a recent project, Lynn Reves, our Marketing and Results Division Director shared that we are able to justify the spend for large trade show exhibit using ROI modeling that proves out the spend is paid for before leads are generated.  Sound good? Imagine, if you could go to leadership and say “we need to be at this show-here is the data to show why, and by the way we have metrics that demonstrate how this show pays for itself”!  It is easy to overlook, or under-value key metrics that help deliver this message.  Here are five things to consider for your program and how data evaluation will help you move the ROI justification needle.  5 Ways to Demonstrate Value with Data Define show goals and objectives to go beyond cost per lead. What does your company need to do to achieve sales results?  If you have a long sales cycle-it easy to rely on that timeline as a reason why it is hard to show ROI.  But don’t fall into that trap!  There are ways to move your sales and marketing initiatives forward even if it is a 6-18 month selling cycle. Establish milestones that demonstrate your face-to-face program helped sway the customer to “Yes”. Close the loop on post show follow up. Even if your company has the best CRM system in the world, if leads aren’t followed up on-and no action is taken, the value of the long-term solution for that customer is diminished to a faded memory.  This is one of the biggest challenges for trade show marketers and also one of the keys to success.  Align Sales and Marketing so that there is a common objective. Our free program assessment shows time and again that when sales and marketing making adjustments can be the key difference in achieving targeted goals.  When marketing and sales take the survey they can see visually on the results what they can do to improve together instead of in a silo. Focus on four key areas of measurement at your next show: new business, customer retention, value of promotion and communications, and cost avoidance. Each area has strategies that require actions to be made onsite exhibit staff. The first one-new business is obvious and the reason most companies attend a trade show.  Customer retention is often overlooked and it can lead to missed opportunities to grow the business you already have.  Add a value to your promotion (this can be sponsorship and advertising outreach for a show) and it will help bolster the data to show the exposure you are winning by attending.  Lastly-the cost avoidance is the one area that when truly implemented can in some cases pay for the entire conference.  If for example, you have a global company and senior leaders will be at the show-creating internal meetings instead of traveling separately to meet at a different time can really add up and the efficiency adds to the overall bottom line for the company. Go Beyond Cost Per lead. Measure these areas to really show results: Executive Participation Thought Leadership Press and PR impact Business development and competitive surveillance Return on Objectives Tech/Product Showcase Cost-cost index to measure cost savings Return on Investment-payback ratio   The last one on this list is the most valuable as it gives you the data you need to really measure the overall effectiveness of your program.    Now that you have gathered the data you need a strategy to share this information you are ready to share it with your boss and leadership.  Hopefully as you embarked on the data journey you discovered what is the most important measurement for your company.  For some organizations, it could be as simple of staying ahead of the competition.   Other companies have deeper strategic goals like increasing market share or increasing the sales prospect by expanding cross selling between products.  Whatever they are-they should be the cornerstone of your messaging. In preparation for your presentation to leadership, keep it simple.  Don’t rely a huge slide deck-but rather have one page that summarizes your findings.  Often your time with leadership is very short and the more concise you are, the increased chances of achieving your results.  Remember these three tips-prepare, share and end with a call to action.  Just like your sales reps on the show floor, ask for what it is you need to help you continue to be successful.  One of my guests, Christine DiDomenico shared that when she met with leadership she had three columns, must do, nice to do and out of the box initiatives.  If you prepare your call to action with this in mind it will help shape the conversation and you will achieve your results. How valued do you feel your trade show program is within your organization?  Do you feel like there is a disconnect between sales, marketing and leadership?  Check out our free online assessment and discover gaps and how you can align all stakeholders together. I hope you have found this information helpful, if I can be of any help to you as you demonstrate and validate your program, reach out to me at rockyourtradeshow.com/lets talk I love hearing from you! Credits: A special thanks to Christy Haussler from Team Podcast for editing this episode.

Asking your connections for help can make some of us hesitate or worse not act on our instincts at all out of fear they might say no to our request.  It comes down to being prepared so that we feel confident when we engage both our network as well as new connections we are at ease and comfortable in what we want to say.  Senior leaders on this show have shared how their network served them well when faced with a difficult choice or job transition.  And let’s face it.  Your circle of influence is there for you when you need them and ready for when you aren’t expecting it. If you want tips on how to be prepared for what to say-check out episode 08 with Robyn Sayles and episode 13 with Tara Lynn Foster.  This episode is going to go beyond the obvious statement that you need a personal network.  And it even past building your personal advisory board as described in episode 41 building your circle of influence.  This is what to do once you have people in your corner-one of the things people forget doing is asking their circle of influence to help them in powerful ways. Now I have a question for you-what would you do if…you will fill in the blank: You are standing in line at Starbucks and strike up a friendly conversation with someone-but it’s like the experience on a plane when you meet someone and then never see them again and walk away without sharing information, or you take the conversation further and offer to potentially help that person, become LinkedIn and start a new connection with that person. Maybe you are thinking-I don’t see anyone at Starbucks I would want to know-hey I get it.  Sometimes you want your quiet time without interruptions.  But, chance doesn’t happen.  Opportunities present themselves to you and when you see them-you need to seize that moment. This experience happened to me just this week.  I was in Florida and all week, I noticed this Empowering women conference around the hotel.  I saw women who looked like business owners, entrepreneurs and one thing they all shared was a confidence about them when they walked by or like this situation-standing at Starbucks. Standing next to a woman in line, we struck up a conversation and I asked: “Are you here for the women’s conference?”.  It turned out she was and after a few short moments, we realized that we shared a common passion for empowering women and I offered to make an introduction to one of my guests from this podcast whom I thought shared a common interest and would be helpful to her. Now-you may be thinking- “that never happens to me.”  But, I want to challenge you to step outside of your comfort zone and try to meet one person you didn’t know and offer to be of service to them. If you are feeling stuck-don’t work here are five tips to empower you to take action. 5 Ways Tips to Engage Your Connections Decide where you need help. Look at the details of your career and program-there areas of your job that you feel confident and know how to execute.  Then there are situations you aren’t sure how to handle-for example how to get executives to be more involved at your biggest show.  It may be in your organization that there are several layers between you and the President/CEO.  Navigating to that person can be a challenge.  Having a senior advocate in your arsenal will not only help give you access, but they can also help you create a plan and deliver a compelling story as to why the President’s participation will help close business.  Know what you need before you ask. Request introductions. If you need to engage a leader within your organization but don’t know them-ask someone you know to help-preferably a sponsor or senior advisor. Be of Service to Others. If you are looking to ask a leader for their help-know what is important to them before you ask.  For example, if increasing revenues at your face-to-face marketing is important-show how it will be mutually beneficial to collaborate together to have the President attend your next conference and interact with VIP attendees. Follow up on your ask. If you received help, and introduction or other advice, thank the person who provided the assistance.  Share the steps you took following your conversation. Share your success. Everyone feels good knowing they helped achieve results.  Be sure to not be shy, share how the steps you followed at their recommendation led to exceeding goals and objectives for your program.  The most important thing you can do right now is decide where you need help and who can provide you with the assistance you need.  Take action today and you will make steps to being noticed and promoted.  Please reach out to me with any questions at Rock Your Trade Show I love hearing from you!   Credits: Thank you to Christy Haussler at Team Podcast for editing this episode!

Updated Association news, Headlines from Events Industry, #EXHIBITORLIVE wrap up, Ace Awards, New website coming, 100th Episode of The Don and Mike Show ... much more! TheDonAndMikeShow@gmail.com and 1-833-366-2636 (TOLL-FREE 1-833-DON-ANDMIKE)

The Booth Mom Candy Adams talks to Don and Mike about the ongoing issues which keep her busy uncovering millions of dollars in mistakes and lost monies to clients ... Don and Mike wrap up EXHIBITORLIVE week and RIP Ed Mato ... you will be missed! 1-833-366-2636 or TheDonAndMikeShow@gmail.com to participate in the show!

Ace Award Winner Bill Muller speaks with Don about the award and ceremony coming up on Sunday, #ExhibitorLive kicks off Sunday and Snow on the Strip! TheDonAndMikeShow@gmail.com or 10833-366-2636 to participate in the show!

EXHIBITORLIVE 2019 final news, Updates from Associations and the latest news headlines affecting Trade Shows, Events, and Experiential! Call us Toll Free 1-833-366-2636 or 770-298-0695 to participate in the shows or email TheDonAndMikeShow@gmail.com!

Erik Waldman from the Georgia World Congress Center Authority discusses all things SuperBowl LIII in Atlanta this week! Don and Mike talk Superbowl, ExhibitorLive 2019, ACE Awards, Randy Smith and more!

Want to really differentiate your marketing program this year? Check out how Marcia Deem, CTSM recently won two big awards, MeetingsNet 2018 Changemakers award for Leaders, Innovators and Disruptors as well as the Exhibitor All Star Award and how it differentiated her marketing program.  Each award included doing something truly disruptive in the trade show industry and Marcia demonstrated innovation, taking risks and more importantly finding ways to think way outside the box.  Marcia taped into her creativity to win stakeholder buy-in, achieve measurable financial results and establish new customer evangelists at a new industry vertical show.  Discover how you can rock your trade show program and become an all-star like Marcia by implementing her strategies. 6 Power Tips To Stand Out and Win Buy-In Involve Leadership: Invite key executives within your organization to be speakers and stay involved in the event. Show Value: Marcia shares how she showed ROI for each event using a dashboard that was shared with decision makers within her organization. Leadership were so impressed with the results that they increased their participation from 2 to 70 shows. Create an Online Meeting Hub: Realizing that having information centrally located, Marcia created a single location where employees could gain access. Find a Cheerleader Who Will Encourage You. Marcia shared how Robyn Davis recommended she submit her name for the Exhibitor Magazine All Star award.  Having Robyn’s support made the difference and Marcia to reach out to her boss and write up their success story. Enter a New Market and Attract New Customers. Marcia shares her 3-part strategy to convert potential new prospects to become evangelists for her company in a new vertical by implementing an advisory panel of new customers, create buzz before, during and after the show. Become a Speaker at an Industry Conference. If you really want to differentiate yourself, try speaking at a conference-and it can be a panel like Marcia is going to do at ExhibitorLive in her Peer2Peer Improvement Panel. If you want to achieve results like Marcia mentions in this episode, check out our free Results Assessment or reach out to me, I love helping you achieve your goals! Favorite Resource: “You are a Badass How to stop doubting Your Greatness and start living your Awesome Life” by Jen Sincero. Marcia shared two favorite quotes from this book: “Because so often we say we are unqualified for something, what we are really saying is that we are too scared to try it, not that we can’t do it”-Jen Sincero Final words of inspiration “You need to go from wanting to change your life, to deciding to change your life”-Jen Sincero Special thanks as always to Christy Haussler at Team Podcast for editing this episode!

Mohegan Sun's John Washko and GameBuzz' Tom Clark joins Don and Mike this week to promote facilities and experiential outreach respectively. RIP Mary Ann Furnish, Trade Show Industry Veteran from California, EDPA Chapter meetings and ExhibitorLive 2019 and more on this week's show! TheDonAndMikeShow@gmail.com and Toll Free 1.833.366.2636 (1.833.DON.ANDMIKE)

Are you planning out your 2019 year?  If you are in the throes of planning goals and the path to achieve those goals think about this…You can 10x your success if you do this one thing.  Make a personal intention of creating your personal brand.  Don’t worry-if you are thinking “I have no idea how to do that-you are not alone!”  Today we are going on a personal journey together, using Roz Usheroff book “The Future of You: Creating Your Enduring Brand” as the blueprint. Before we embark on this project-remember we are striving for progress-so that when we look back we can think-yes!  I did that!  Don’t worry you got this. Conduct Your Own Personal Market Research. For marketers familiar with focus groups-understanding habits, experiences and perceptions directly impacts the way brands plan strategies.  It is no different for our personal branding-we need to first know where we are to go forward.  This is the hardest part of the process-don’t let it stop you.  Survey what you think is your perceived personal brand and then compare it against what the truth is.  Roz says something so true “Those who fail to learn from history are doomed to repeat it!”  Remember – knowledge is power.  Harness what others think and if you don’t feel the feedback is aligned with your own perception the good news is that we all have the chance to course correct any time we choose to do so.  Create Your Personal Mission Statement Just like a company who has a mission statement-yours will help remind yourself and express to colleagues, leaders, and your boss-this is what I aspire to be.  Roz identifies that “The mission statement helps you identify and articulate your beliefs and core values”.  Here are her tips to develop your mission statement: “Who? Describe yourself…talents, gifts, and attributes” “What? Outline your goals for the use of those talents” “How?  Describe the outcome, including the impact that you want to make and the impression you want to leave behind”. Find Ways to be Memorable For introverts-and I feel you-as an extroverted introvert-the thought of putting yourself “out there” can feel overwhelming.  But remember whether you intentionally or unintentionally want to express your personal brand-you are and will be expressing it…so why not create your personal brand the way You Want to Be Remembered?  Roz shares a quote from Seth Godin “Purple Cow: Transform Your Business by Being Remarkable”.  If you don’t know that book, I will have a link in the show notes-everyone needs to stand out like a purple cow!   Roz reminds us that “your personal brand is ‘the sum of every experience others have of you’”.  Think about how others experience you-if you are a marketer-do you pitch your idea for product promotion?  How was that experience for you-and more importantly how was it for your team, the target audience, your boss?  Did you make an impression and rock the meeting?  If people came up to you afterwards asking you for advice-you know that you made an impact. Ready to take your memorability to the next level?  It is so important to be visible.  Recently, I had someone suggest it is important to network across divisions.  If you work in a large corporation and the headquarters are not in your location or if the company you work in is very large-what steps do you do daily weekly to gain visibility. Roz shares many examples of people getting passed over for promotions even though they surpassed financial goals and expectations.  This is at the core of why having a strong personal brand is so important.  Don’t shy away from raising your hand to be seen-volunteer for opportunities that stretch your comfort zone and may not directly relate to your job. Ask yourself throughout the process-do people seek out my advice?  If yes then your visibility is memorable-double bonus points! One of my favorite questions Roz suggests you ask others to help establish your personal brand is “If you were going to open up your own company, what position would you offer me and why?” and then follow up with “What qualities do I possess that make you see me in that position?” You may be wondering, even after you receive their feedback-whether it is the right stuff to make you stand out, be both visible and memorable.  Here Roz offers an important lesson about finding your unique ability.  Often, we overlook our unique ability because it comes “easy to us”.  Do you think if something is too easy-it cannot be enough to make you stand out and be memorable?  Quite the opposite is true.  Consider finding what makes you unique by examining talents you have right now that which people ask you about the most.  Think about colleagues and co-workers who seek you out for help on projects.  Do you have a pattern of something that comes up over and over again?  Create that as your enduring differentiator and expand on it.  For example-personally I am passionate about helping empower women.  When I attend a conference or an event and see familiar faces, I am often approached and asked to grab coffee and help provide career insights.  In fact, this is the reason I started Rock Your Trade show and yet—I often overlook this unique ability because it is something in my DNA-I enjoy serving others and helping comes naturally.  I could overlook this or leverage it to create something that stands out.  Now think about a similar scenario for yourself…anything come to mind?  Use the first thing that pops up as the starting point to truly create something that will help you stand out. And if you really want to take being memorable-and increase your visibility even more-try adding in servant leadership. Why?  Because when we offer others our help with no expectation in return it will draw people unexpectedly towards your unique ability.  Roz highlights the key qualities of a servant leader “listening, empathy, healing, awareness, persuasion, conceptualization, foresight, stewardship, growth, and building community”.  We don’t have to use every single one of these to be a servant leader, but you should try to use at least 3 of these qualities on a regular basis and discover the rewards of helping others. We have up to now focused on learning about ourselves, what makes us unique and how we can be memorable and visible.  Now what?  It is time to become our own PR agency.  This doesn’t mean to brag about our accomplishments-which is often why many of us do the opposite and hide behind them.  In fact-many of us grew up with the notion that it is somehow “bad" to talk about a goal we achieved and so we should not acknowledge it.  How many of us have said when asked about reaching a milestone as “it was nothing”?  This doesn’t serve you in your career.  So how do we achieve recognition without seeming to brag about it?  Roz points to changing our definition of PR to be “the means by which you can share how your unique ability can assist those you seek to serve in terms of getting them to where they want to go.” This is where servant leadership can really help you to highlight your success.  How have you helped a colleague, leader, volunteer, client, mentor or even sponsor shine?  When you take an interest in helping someone else, there is gratitude expressed by the recipient and they are happy to share appreciate for your help.  Several years ago, I took a course called Courageous Confidence by Chalene Johnson.  One of the key things I learned was to keep a confidence file-whereby others who had shared their positive thoughts about something I did could be used to help me whenever I had doubts about an ability.  Your unique ability is something others really value-and sharing how it has helped others will help you to have the courage to keep using it. Still unsure where to go for inspiration-think about LinkedIn.  It is the perfect platform to recommend a colleague-not just click on the recommend a skill but really write a recommendation.  In turn, by helping others you will find that there is a reciprocal effect whereby colleagues and professional acquaintances are happy to take the light you shined on them and shine it back.  As Roz calls this “…true PR and personal branding is one of drawing attention to what others can achieve with your help and expertise.”  By helping others achieve success you will “become indispensable” and your personal brand will reflect who you truly are. Now that we have taken these 4 keys steps-it is time to take action.  After all, a plan without execution remains only a dream.  The last step-for you to truly make your brand known is to network.  For some of us, networking comes easier than to others.  Remember-it wasn’t always easy, like any skill it takes practice! You have your mission statement, and all the tools in your personal branding kit, it is time to create your elevator pitch.  I highly encourage you to listen to two episodes focused on elevator pitches-Episode 08 with Robyn Sayles-how to share your personal brand in 9 seconds and Episode 13 with Tara Lynn Foster-How Marketers Can Discover What Makes You Great.  Both will help you create your elevator pitch. Identify where you can share your story-at networking events, industry events, as a speaker and even guest commentator on a blog or industry publication. Visibility to who you are will help perpetuate your brand. As a final note about this book and Roz Usheroff, she is truly someone who exemplifies her personal brand.  I have had the honor of knowing her, speaking with her on a panel and she was a guest on this show.  One of the things she says in the closing of her emails is “Always Be Amazing”.  Her uplifting spirit and incredible dedication to serving others is an inspiration for all of us! At the beginning of this episode I said there would be a challenge at the end.  So here it is-create your personal brand-your mission statement and elevator pitch and share it with me.  I will be honored to feature them here and in the Rock Your Trade Show LinkedIn group.  And for your courage- you will be entered to win in our Exhibitus drawing for a full registration pass to ExhibitorLive 2019.  So don’t delay, include your personal brand as part of your goals for 2019.  As always, if I can help you in anyway as you start this journey, reach out to me at rockyourtradeshow.com/let’stalk I love hearing from you! Special thanks to Christy Haussler and Team Podcast for editing this episode

We’re fired up about some of the latest splashes in the trade show industry. Guy and Scott give you some of the best insights they learned from the President of the ExhibitorLive show. Learn more at www.Highway85Creative.com

This episode comes to you from the show floor at ExhibitorLive! Candy Adams (aka The Booth Mom) and John Rice from Trade Show News Network talk paying it forward, playing to your strengths, and the evolution they’ve both seen in the industry over their decades of experience.

Rebecca McFarland and David Pott of Ark Media join us at ExhibitorLive to discuss using data to tell stories, the sweet spot to change behavior, and improving collaboration. We also have a great discussion on the tendency to design around using new exciting technology, rather than really thinking about our goals and the story we want to tell and then how to incorporate technology into that journey.

This episode has us super excited about the next generation of designers coming into the industry! In this episode of the Creative Spaces Podcast a group of design students from Bemidji State University in Minnesota join us from ExhibitorLive to talk "Minnesota nice", the only exhibit design bachelor’s program in the country, and our old timers pass some wisdom down.

Soul Swag stops by our podcast show during ExhibitorLive to talk about their company and their charity in Nepal.

Don Colliver of Cirque to Work and Don Svehla of Exhibit City News join us for some clowning around from the show floor at ExhibitorLive. We discuss how technologies like Skype and virtual conferences have improved trade shows rather than replacing them, how experiences have become more important, and what it all boils down to: engagement.

Emma Bica of PeopleNet joins us from our booth on the last day of ExhibitorLive. Our Director of Operations Angelina is roped in to talk Minnesota lingo, how Emma helped Exhibitor bring social media education into the show, and bringing social media to older generations that aren’t as comfortable with it.

In this episode we're joined by the Program Director of Exhibitor CTSM on the show floor at ExhibitorLive. We also learn more on how Exhibitor chooses their topics for their sessions, stays on top of the trends, and the most important part of education; applying what you learned.

When is the right time to develop a new pitch?  For Jay Bonansinga, author of “The Walking Dead” books, film director and HCEAInnovate Session Speaker, it starts immediately with the idea.  In his 90 minute session, Jay immersed attendees in the creative process that started with picking an idea and then developing the plan to sell it to the audience.  So much goes on when developing ideas that will win over the audience and Jay shares secrets in this episode that will help you with your next pitch. In this episode you will learn key elements to include in your next presentation.  Whether you need to win over stakeholders, gain leadership support or win an RFP the ingredients for creating a pitch are the same. 6 Steps to Creating a Pitch Know your audience. Before you even come up with an idea-decide why your audience needs the solution you are going to pitch. Collaborate with others.  The best pitch happens when there is a creative brainstorming process where you share ideas and develop a strategy. Develop a clear marketing plan. When delivering your idea, it is important that you include all of the elements and keep it simple so the audience Tell a compelling story. In the pitch “competition” between the two groups at HCEAInnovate, one of the elements that helped the teams was communicating the solution via a story. Anticipate questions during and after the pitch. When developing the overall strategy, include possible objections, or barriers to the solution and be ready to offer alternative ideas. Ask for the Order. During a pitch, it is easy to get caught up in the details and omit the most important last step-asking the audience to choose your solution. This happened to both teams at HCEAInnovate in part because of the time limit and it was a helpful lesson to learn for all in the audience. In addition to discussing the pitch, Jay shares so many great insights on how he got started as a writer, the creative process, and more.  Be sure to listen to the end for insider information on where you can meet Jay at upcoming events.  If you missed Part 1 of this series, listen to Episode 60 for what it was like to participate in the pitch experience. Would you like help winning leadership buy-in for your trade show program?  Reach out to me, I would love to help! A Big Thank You to Jay Bonansinga for hosting the interview in his office!   Resources:  Jay Bonansinga    Series about how to do The Pitch on AMC Credits: Thanks as always to Christy Haussler at Team Podcast for editing this episode.  

Do you ever feel stuck trying to come up with a pitch?  This live interview with GE Healthcare’s Eva Streich and Faye Jermyn Faye offers firsthand insights into what it was like to be a participating attendee at HCEAInnovate. They describe why they joined a team in the session “The Art of the Healthcare Pitch” with Jay Bonansinga, author of the Walking Dead book series. Eva and Faye take us on the journey of coming up with all of the components to create a live pitch in only 10 minutes and so much more! Experience firsthand in this live interview what it was like to attend HCEAInnovate, finding their people and why they are both considering embarking on their CTSM certification through ExhibitorLive.  6 Key Elements to Doing a Group Pitch Establish roles quickly. When you have only 10 minutes to develop a pitch it is important to figure out who will be delivering each element. Determine personas for the product. Establish who will want to buy it and why. Identify the product benefits: Review how will the target personas benefit from using the product. Create a marketing strategy. Figure out the right marketing channels from print, t.v. to face-to-face marketing at trade shows. Invent a story to tell for the pitch. Imagine each persona and describe how their lives will be impacted by the product. Ask for the business. Even though you are in an imaginary scenario, remember to win you need to ask the group to choose your team. If you need help pitching your ideas for your trade show program, reach out to me, I would love to help. Be sure to catch Part 2 of the “Art of the Pitch” with author, director, Jay Bonansinga. Resources: HCEA ExhibitorLive  Credits: A big thanks as always to Christy Haussler at Team Podcast for editing this episode.    

Wishing you could attend all of the sessions at #ExhibitorLive?  This interview is with session speaker Glenda Brungardt, CTSM, Global Event Manager at HP.  Glenda shares amazing tips that span budgets, measurement to working with unions.  Glenda describes “...it’s no longer about a demo on the show floor, it’s about figuring out what is the customer experience like when they visit HP.”  She describes what it's like being a destination exhibit, hosting user conferences and being new to a market.  The key is to find time saving strategies that will help you focus on what really matters for your trade show program. 5 Tips to Advance Your Event Marketing Strategy Be true to your brand. Think about what is your brand solution, and what it is that you want the attendee to interact with so that you can have a conversation with that person. One size doesn’t fit all. The biggest thing you need to do is listen to stakeholders so you can come back with a solution that fits their unique need. Decisions need to be more than cost per lead. Look at other areas that show return it isn’t only about sales sometimes it is about exposure and how attendees experience your brand. Develop a system based on the history of your program. Streamline 80% of the tactical side of the event so the focus is on the 20% that creates an individual experience. Understand the union jurisdiction in the venue city.  Glenda teaches people what an “exhibitor bill of rights” can do and the benefit to organizations when they know the potential of what is in their power to do. Final thoughts: “You have love what you do, knowing you are o.k. with the travel schedule…and this is an industry that is all about relationships.”   Ready to take your program to the next level?  Reach out to me I would love to help.  For more interviews on #ExhibitorLive visit www.rockyourtradeshow.com Resources: HP uses this Smart Sheet Glenda can be contacted on LinkedIn. Credits: Thanks as always to Christy Haussler at Team Podcast for editing this episode.  

E Mail Marketing is the subject of the day with EDPA National Sales Manager Doug Rawady. Don and Mike recap ExhibitorLive 2018, Exhibit City News new website, and Daylight Savings Time is here again! Email TheDonAndMikeShow@gmail.com or call 1-833-36-2636 for feedback. Catch us on Facebook and LinkedIn on The Don And Mike Group pages!

Have you been thinking about how you can take your trade show event program to the next level?  Kimberly Kee, Event Marketer at Jeppesen, a Boeing company, shares insights from her CTSM sessions at #ExhibitorLive.  Find out how you can re-think your approach to budgeting, find ways to leverage your negotiated contracts to offer incentives for sales reps and more.  Kimberly provides stories about her personal experiences from being an exhibit manager, becoming a consultant and going back to corporate event management. If you missed going to ExhibitorLive, Kimberly describes the tips and tricks from her 5 sessions this year.  Listen to this interview and walk away with actions you can take today in your trade show event program. 4 Tips In This Episode: Leverage Contracts: Look at what you have negotiated for hotels and use the perks for your sales team. Evaluate Your Budget: Review how effective your participation is and if you are reaching the right target audience. Enhance Corporate Events: There are no set rules, re-imagine what your corporate experience can look like. Become A Speaker: Leading a session at #ExhibitorLive offers the unique opportunity of getting training and gain recognition in the industry and within your organization. Find more interviews like this on at www.rockyourtradehso.com and if you have a question or would like help with your trade show program, reach out to me at www.rockyourtradeshow.com/letstalk. Credits: A big thanks as always to Christy Haussler at Team Podcast for editing this episode.

Are you looking to learn about the latest trends in the trade show event industry?  In this special ExhibitorLive episode, Nancy Drapeau, Senior Research Director at Center for Exhibition Industry Research (CEIR) shares how her organization conducts objective research to provide trade show state of the industry and trends.  CEIR is a not for profit organization and offers over 100 reports including the CEIR index which includes 14 business sectors.  Listen and hear how they provide key insights on the value of face-to-face marketing for industry stakeholders including exhibitors, attendees, associations, organizers, and suppliers.  If you want know where the industry is going this interview is just for you! 8 Trade Show Industry Trends and Insights CEIR Industry Index: There is a correlation with how well the trade show industry is doing with the GDP and currently the industry is growing at a more moderate. Trade Shows Continue to Deliver: Companies still see the value for the chance to have face-to-face interactions. Marketing Spend Decisions: In 2017 among companies that exhibit, over 40% of marketing budgets are allocated to trade shows. Digital Channels: 68% of Exhibiting companies use 1 or more digital channels for their trade show strategy. Marketing Budgets Aren’t Growing: The budget spend on the trade show channel has remained constant even when exhibitors have been asked to do more with less marketing budgets. Top 2 Reasons Why Companies Exhibit: Sales Lead Generation and Branding remain the top activities why companies exhibit. New CEIR Engagement Study: Over 900 exhibitor responded to the study which looked at what organizers are offering and what exhibitors offering for engagement.  For example: At a large equipment show, one company created a 3D Excavator and did live demonstrations at the show. Engagement Gaps between Exhibitors vs. Organizers: Exhibitors see the value in new product showcases because decision makers go to see what is new.  Show organizers don’t always offer a new product showcase as an opportunity exhibitors. Face-to-Face Marketing: “People do business with People” Nancy Drapeau  CEIR ExhibitorLive Session R604: Nancy will be speaking session on Thursday, March 1st about how engagement starts before the event: pre-event, onsite and post show and what companies are doing that works. She will be discussion why attendees go and why companies going to trade shows. Session attendees will find out what to stop doing if there activities that aren’t delivering success at exhibiting.  During ExhibitorLive visit CEIR’s exhibit at 404 to find more information and trends. Resources: www.ceir.org and if anyone has a question for Nancy, reach out to her ndrapeau@ceir.org. If you would like to take your trade show program to the next level find more tips and advice at www.rockyourtradeshow.com and reach out to me, I would love to help you! Credits: A big thanks as always to Christy Haussler at Team Podcast for editing this episode!

Have you ever been so captivated by a great story that you lost track of time, and even your surroundings?  Park Howell, is the founder of The Business of Story, a Keynote speaker, TEDx speaker, and shares his wisdom after interviewing over 133 people on his podcast The Business of Story and helping brands tell their story through his company.   "When you can tell a very honest, true, personal story that reflects who you are as a business leader, a brand ambassador...it connects better than any "advertising" campaign you could possibly imagine.” Park Howell Park Howell’s Story Cycle Process-10 Steps to Creating a Story The Back Story-What problem have you fallen in love with that your brand solves? The Hero-Who are you solving the problem for? Stakes-What is it that the Hero wants? What do they stand to gain or lose? Disruption-Something has to Change. Why do they want this solution? Obstacles- Why doesn’t the hero already have this solution? The Mentor-How do you help the hero solve their problem? The Journey- Describe what the process is like when you help solve your hero’s problem. Victory-What is the first success milestone. How can you demonstrate success to your customer? Moral- How have you helped your hero? What do they experience with your solution? How do you connect the belief and values and connect them with what your customers want? Ritual-How do you make their story your story and build a brand ritual-how will they share your story with their world? All of the steps are important and Park recommends that step 9 is the most important.  Figure out what is the theme that will help your hero.  Focus on what success feels like as a customer, attendee interacting with your sales reps or in a presentation to an audience, what do they want to experience?  It is different for each hero-having this clear before you start will help you make it to the conclusion of the story. Resources: Get Park’s new e-book starting today! www.businessofstory.com.  There are free tools, a weekly podcast and other resources to help you create a brand story. Credits: Thanks so much to Christy Haussler with Team Podcast for editing this episode. Visit www.rockyourtradeshow.com for more insights, tips and advice from industry leaders.  If you would like to elevate your trade show program through story, reach out to me at www.rockyourtradeshow.com/letstalk

LED's in the Trade Show and Event World is the focus with Joe Bottone from Creative Display Services. How these are making an impact and furthering the branding effort. Also Don and Mike talk about Don's trip to Mexico City, ExhibitorLive Party with Exhibit City News and Willwork and ExhibitorLive next week!

Where does Intel’s Events Program Manager find inspiration? For Victor Torregroza, the world is full of experiential marketing-but not where you might expect it.  Victor shares how he finds creative innovative ideas in nature, in open markets, at museums, and even in restaurants.  If you have ever wondered how a company like Intel plans, delivers, and measures and delights at their exhibits, this episode has the inside story and more!  Avoid FOMO (fear of missing out) and make sure to listen all the way to the end  for a first-hand account of what one of the biggest exhibitors at CES 2018 did to meet the challenge of total darkness during the black out at the show.  Discover how you can take attendee experience to a new level from an 8 x 10 to large exhibits.  “One of the first things, I learned in the exhibit industry…is volume and scale.  You are buying that entire volume of space for your brand, for your strategy, to delight people and to really own that space.” Victor Torregroza, Intel 5 Ways to Increase Attendee Interactions at Your Next Show Stay human with conversations. One of the things people can forget is to maintain eye contact.  Attendees traveled far and wide to be at the show, stay present when speaking with them. Ask leading questions that will start a conversation. “What are you hoping to get out of the show?” or “What is your manager hoping you will bring back from the show?” or “What solution will help you the most to win against your competition?” Listen first before telling your story. Before sharing any marketing messages, find out matters most to the attendee. Pause before expressing a solution. One of the most important aspects of listening and asking questions is pausing before offering a solution to the attendee’s pain point. Demonstrate empathy to the attendee during the conversation. Almost all attendees traveled to arrive at the event and left their personal lives behind.  Showing that you appreciate the effort made to learn information and a desire to connect on a personal level will go a long way to fostering positive attendee responses. Victor shares not only a unique way of experiencing the world, he also gives a detailed account of what it was like to experience total darkness at the brightest trade show-CES 2018.  Be sure to listen and find out what Intel did to help attendees and their staff during one of the most memorable experiences on the trade show floor.  Victor’s Favorite Resources: Epicurious - Since 1995, Epicurious has been the ultimate food resource for the home cook, with daily kitchen tips, fun cooking videos, and, oh yeah, over 33000 recipes. Nature Go outside and see what is around you. Find more inspirational tips, expert advice and ExhibitorLive interviews at www.rockyourtradeshow.com If you are listening before ExhibitorLive 2018 and want a free VIP pass, reach out to me.  See the photos discussed this episode.  Credits: A big thanks as always to Christy Haussler at Team Podcast for editing this episode!

Have you been asked to demonstrate ROI for your exhibit program and need data that is more than cost per lead to validate your program’s results? If you aren’t sure how to show leadership the value of your trade show program, you are not alone. In this episode, Lynn Reves, Director of the Results Division at Exhibitus shares measurement strategies you can start using today.  Four Ways You Can Achieve Measurable Results 1. Explore New Business Opportunities. Set your call to action strategy to be focused on the next step not the last step to converting a potential customer into a client. 2.  Focus on Client Retention. A hidden opportunity with face-to-face marketing is client retention.  Identify current customers and any that are at risk and include retaining clients as part of the value your trade program delivers. 3. Demonstrate the Value of Marketing Communications. Take advantage of speaking opportunities at a trade show and position the company as a thought leader.  Consider including elevating leadership's involvement with key customers and prospects. 4. Take Advantage of Cost Avoidance.  Look at ways to consolidate sales meetings at a national conference in lieu of a separate meeting.  Gathering global teams at a trade show reduces the cost of having a separate meeting in addition to the conference. There are many additional ways you can expand the value of your program and  win leadership support.  Get started with this free trade show program assessment survey at www.rockyourtradeshow.com/assessment.  Encourage stakeholders in marketing and sales to take the assessment.  Information gathered in the assessment is much richer if sales and marketing take the assessment.  Exhibitus offers a complimentary evaluation of the survey results. Want to learn more about ROI?  Visit Exhibitus in booth 1243, at the ExhibitorLive conference in Las Vegas February 25-March 1st.  You will be able to hear Lynn speak about an integrated measurement approach and so much more!  Receive a complimentary VIP pass by reaching out to me at www.rockyourtradeshow.com/letstalk Credits:  Thanks as always to Christy Haussler and Team Podcast for editing this episode.  

If you were given an unexpected 21% raise, would you ask for more?  The answer for most of us is we would be so surprised that the thought of asking for more wouldn’t cross our minds.  The reality is there is a high cost when we don't ask. This episode explores three examples of opportunities where women could have asked, and didn’t and the cost that resulted by not asking.  You may see a little of yourself in the real-life examples and that is o.k.!  It has happened to all of us… where we look back and think: “if I only I had asked!”  Here is a blueprint to creating a habit of asking and the rewards that will happen when you do it on a regular basis. 6 Steps to Creating an Asking Mindset Take A Look Back In Time. Think about the past five days.  Was there a situation where it didn’t even occur to you to ask for something?  Perhaps you knew there was something you wanted but didn’t ask?  Write down the details of the experience. Take Note of How You Felt. Regret is something that we all have but it is what we do to move forward that counts.  If you are feeling wistful that you should have asked-don’t worry you can change it next time! Create an Alternative Storyline. Now think about what could have happened if you did ask…and how it makes you feel.  Look Forward in Time. Think about the next 5 days.  Is there a meeting or opportunity in the where you may have the chance to step outside of your comfort zone and ask for something important to you? Anticipate Questions In Advance. Create a play book of things you might ask for in different scenarios.  Perhaps you want to have a one-on-one with a leader in your company.  Are you looking to get stakeholder buy-in and need support?  Imagine situations where the opportunity to ask will occur and practice what you would say to achieve a positive outcome. Make an Ask Success List. Each time you ask someone for something-keep a log on the outcomes.  Even if the answer to a question didn’t quite turn out the way you hoped, write it down.  Sometimes the hardest thing in making progress is taking the first step.  Taking action is so important.  Keep this list on your smartphone or someplace that is easily accessible.  Refer to the list when you have doubts and it will reinforce the positive habit of asking for what you want. This is your time. Don’t leave anything on the table-ask for it.  You are worth it! If you would like more insights about building courage, and asking for what you want, reach out to me at www.rockyourtradeshow.com/letstalk.  I would be honored to help you. Resource: Check out episode 30 on Negotiations and the steps you can take to get to yes.  For more advice, and insider marketing tips visit www.rockyourtradeshow.com  Credits: As always-a big thanks to Christy Haussler and Team Podcast for editing this episode!   

Have you ever wondered what inspires designers to develop face-to-face exhibit environments?  In this episode, Matt Beck, Design Director at Exhibitus shares a behind the scenes look at how he finds inspiration (it might surprise you!) and how to bring the unexpected and delight your target attendees.  Find out how to use Design Thinking to connect with your customers at your next trade show event. 4 Ways to Use Design Thinking In Your Trade Show Program Create the unexpected. Matt shares how creating the right design is like giving a gift to a loved one and seeing their excitement when they find exactly what they were looking for-and in the case of face-to-face marketing the gift is the experience they have when the solution to their problem is revealed to them in a trade show exhibit. Design Thinking is Simple. It all starts with empathy and starting with your target attendee to create a framework from the end goal to be beginning process that yields the optimal results. Early Collaboration is Key. Engage designers early-sometimes way early- in your process to really get the most out of the end result.  Designers are a resource and extension of your marketing team and can help turn potential customers into life-long fans if they have the opportunity to be integrated into the planning process. Find inspiration in small places. You don’t have to have a big exhibit space to yield wow results.  In fact, Matt shares how in smaller inline exhibits, there is optimal focus and it gives designers an opportunity to solve challenges in a restricted space  In addition to having a design thinking focus for his team, Matt is embarking on a second year of speaking at ExhibitorLive.   He shares how everyone has fear at some point of speaking publicaly. For many people having public speaking on your career resume is something that will help in ways beyond honing presentation skills.  It leads to great connections and inspiration and creative ideas. Design is only one component of the integrated marketing approach and to help you find the right solution, visit www.rockyourtradeshow.com/assement to take your free program assessment.  You will receive a report and a one on one review with Lynn Reeves, Director of the Results Division at Exhibitus.  The answers may surprise you and you can use the information right away in your program. If you would like to attract, connect and engage with your target attendee, reach out to me, I love to hear from you. Resources: The Fountain Head by Ayn Rand and Abstract on Netflix Credits: A big thanks to Christy Haussler from Team Podcast for editing this episode!    

Have you ever wanted to have your event program stand out in your organization? For some marketers being seen as a strategic part of an organization isn’t always easy. Finding the right person who can help you stand out and give you strategies to implement is sometimes all you need. This week’s Rock Your Trade Show interview is with NeKeta Argrow and she shares tips that will help you increase your visibility within your organization. NeKeta Argrow is an Event Marketing Architect who started in the technology industry handling their road show program at Microsoft and then made a pivot into the Healthcare Industry leading a team at a large medical device company. Her journey has had many key milestones including joining the HCEA Healthcare Convention & Exhibitor Association) board for three years. She leveraged that experience into becoming a speaker which has elevated her visibility as an industry expert. 8 Ways To Increase Your Visibility and Add Value To Your Trade Show Program Look for internal opportunities.NeKeta described how she was working for Microsoft doing their road shows and discovered a larger opportunity to be responsible for their launch program. Staying connecting internally will help you find new options for you to explore. Develop a rapport and network with stakeholders.One of the best ways to know what is important to the different areas that touch events is to meet with them regularly. Invite the marketing lead, or procurement director to coffee or lunch. Gaining insights into what is important to them will help you take things to a new level. Align areas to work together.It is really beneficial to implement a meeting timeline that brings all of the departments together involved in a specific event. By taking the lead in joining together the key stakeholders, you will elevate your visibility and credibility within the organization. Be patient, building trust can take time.Getting everyone on the same page and working together takes time. Set milestones for yourself that are attainable and work with realistic expectations on achieving results. Increase visibility by getting involved in industry related associations.Sometimes you have to go outside your organization to increase your value internally. NeKeta started her experience by first going to an event, meeting the organizers and volunteering. Eventually she was asked to serve on the HCEA (Healthcare Convention & Exhibitor Association) board which spanned 3 years. Getting involved in a volunteer role is one of the best and fastest ways to be viewed as a leader. Look for Speaking Opportunities. If you are like many people, the thought of speaking to an audience makes your heart beat faster and you can feel a cold sweat coming on. It is however, an important skill which will serve you well whether you are addressing an internal conference or a session at an outside event. Take it slow, you don’t have to be the Keynote presenter at your first speaking opportunity. Start by joining a panel like NeKeta did to gain experience. Find a Sponsor.“Men find sponsors. Women seek mentors”- quote shared by Neketa from ExhibitorLive.  While mentors help you with advice, a sponsor is the person who is going to make all the effort you did in tips 1-7 pay off with new career opportunities.  Your expertise can be transferred.Many skills are not industry specific and can be applied to new positions like Leading a Team, Managing Complex Programs, Creating ROI, are all areas that you can leverage in a new role. Whether you are fulfilled in your career or looking for your next great move, we all can benefit from the ideas NeKeta shared in this interview. You can learn more about NeKeta Argrow at her www.eventmarketingarchitect.com and follow her on twitter @eventmguru. I am excited that NeKeta has joined the Rock Your Trade Show LinkedIn group. You are invited to join the group and ask her questions about this episode or other ideas in the community! Credits: Podcast Editor Team Podcast-Thank you Christy Haussler

5 Steps to Boosting Attendee Engagement and Interaction at Your Next Show If you are a marketer and have been on the trade show floor, you know first-hand how it can be challenging to attract, engage and share your message with the right attendee.  In fact, the number one question asked about exhibiting is just that-“How do I get attendees to come into my booth and remember our message?” 5 Steps to Boost Engagement and Interaction at Your Next Show Identify your Ideal Customer Avatars (ICA) (there will be more than one). Determine what is most important to each ICA –you need a multi-tiered messaging strategy. Create a Story –people remember information when it is told in a story format. Include an unexpected experience-attendees retain information when they learned in an unusual way. Have a Call to Action (CTA) that will allow you to continue your conversation after the show At the ExhibitorLive show in Las Vegas, there was a lot of competition to reach the attendee.  The trade show floor was a noisy place with very engaging messaging and in that environment it can be hard to stand out.  So how do you stand out?  This is a case study that hopefully will give you ideas on what you can do to get better interactions with key customers at your next show. Attendee Journey:  This started with approaching the architecture of the exhibit.  When they came towards the booth, the structure looked like a museum gallery to fit our theme “The Art of Interaction”.  Attendees were curious about the suspended orange balls they saw and were asked “What do you think that looks like?” Having an opening question makes attendees feel comfortable and it’s the first step on your dance together.   Step One: Determine who is your ideal customer avatar? Establish your ideal customer avatar and create a profile for each personality that might be coming to the exhibit.  There will be more than one and you may not be able to speak with all of them.   Step Two: Find out what is most important to them. Determine what is most important to your “avatar” types.  Resist the temptation to have one overarching message and tailor your messaging to be specific for each personality you want to engage with at the booth.  Someone in purchasing has different concerns than a VP of Marketing for example.   Step Three: Create a memorable story. Now that you have your multi-level messaging, it’s time to create a story around it.  You can create several stories within an overarching theme so that each ideal customer avatar is receiving the information most important to them.   Step Four: Make the information delivery unexpected. People forget fast-the best way for them to remember your message is to have an engagement where they are physically doing something to learn the information.  Ideally you will have a combination of materials and not only one thing-like a touch screen.  Finding a surprising material or method to experience the message will be remembered longer.   Step Five: You need a call to action. What do you want to be the outcome after the show?  How would you like to stay connected with your ideal customer?  If you ask them to do something like sign up to receive a white paper for example, this continues your interaction beyond the last day of the show.   CAST STUDY: The Art of Interaction. Exhibitus created a customer journey that started in the aisle with visually seeing architecture that looked like an art gallery.    After attendees were asked about the mobile structure, they were invited to experience the art of targeting and engagement inside the booth.   There were four stations for engagement each allowing dialogue to understand what was the top challenges the attendee was faced with in their exhibit program.   Engagement Station 1: The Art of Targeting A touch screen interactive that looks like a Seurat painting and the attendee was asked to find the three attendee targets. The experience highlights how not all visitors are people you want your staff to engage with at your show and why it is so important to find the right attendee.   Engagement Station 2: The Art of Communication A gallery with three Picasso style paintings on the wall had conductive ink.  Projectors combined with computer programming created an unexpected interactive experience.   Engagement Station 3: The Art of Engagement This was a fun area where attendees could take a “selfie” photo with a Magritte style painting.  If the attendee tweeted their own photo out with #Exhibitusartofinteraction their name was added an additional time into a drawing for an Alexa.   Engagement Station 4: The Art of Sharing We believe the arts are very important to a child’s development and partnered with the Dreaming Zebra foundation.  A donation of art kits is being made for homeless children in Atlanta and attendees signed their name.  Attendees also received a colored sticker to show they made a donation to this charity.   Call to Action: Take the Free Trade Show Program Assessment Survey Attendees at the end of their journey received an adult coloring kit and a link to take a free assessment on their trade show program.  For every person who took the survey they received an additional name in the Alexa drawing.   Visit www.rockyourtradeshow.com/results to see photos of this experience. If you would like to learn more about how to create an experience like this one, or have an idea for a future show send me a note, I would love to hear from you.    

Leah Woomer attended ExhibitorLive in 2016 and was thrilled to discover that she found a place where there were so many event marketers just like her.  She shares how she is the only person in her company who manages over 60 trade shows and internal events and what it feels like to be in a silo.  Many event planners and trade show managers find themselves as the sole person in their role.  Find out how Leah manages her role and finds a way to stay balanced while traveling in this latest episode of Rock Your Trade Show podcast! 5 Insider Tips For Every Event and Trade Show Marketer Career Development is key to advancement. If you are looking for a path forward, learning not only the tactics but best strategies will help you be seen as an expert.  It can make you better at what you do, from tactics to overall strategy, Leah highly recommends the CTSM program the Exhibitor Media group offers. Why you need to network and know how to find “your people”. Meeting others who are as passionate about the industry as you are “can feel magical”.  It is an opportunity to create a personal advisory circle of like-minded people who can help you when you need advice.  Even if you are an introvert it becomes much easier to meet others when there is a solidarity and shared common interests. Trade Shows and Events are at the hub of many companies success. Event planners and marketers interact with sales, marketing and financial in a company.  One of the biggest challenges working with multiple departments like finance, product development, sales and marketing is finding a way to help everyone achieve a common goal.    Finding balance while on the road is important to staying grounded.  Leah includes yoga while she travels and she is a certified yoga.  Check out Yoga Glo the next time you are on the road.  It can provide mental balance, and relieve stress when you have been going non-stop from dawn until night. Don’t let the fear of failure stop you. So many women hesitate to raise a hand for a new opportunity and yet many event and trade show planners feel as though they “fell” into the role.  Take what you learned from that first experience of trying something new and build on it going forward.  Remember “no one died of failure” and while in the moment you may not see the learning, in the end you will come out ahead.  Finding time to celebrate success can be hard when you do so many events.  Leah shares a very personal story of how she had a moment at their thought leadership conference and user conference.  She describes seeing all the things that were supposed to work together, interact seamlessly.  The team at the registration desk were welcoming attendees walking in; the Account Executives were greeting high value customers, executives on stage and she looked around and realized “I made all of this happen”.  Recognizing the impact it had for the company and see the tangible result of what you did is very rewarding.  Whether the impact you made includes changing graphics, putting up an exhibit, creating a successful sales forum, you can see a representation of the work you did.  Leah describes what it felt like and how it was an incredibly proud moment.  Leah did say to a colleague “Can you believe it- they all showed up they are all here”.   It is an incredible feeling and taking it all in is so important.  Enjoy those moments, you deserve it!  If you want to find more like-minded people, please join our LinkedIn group.  I would be so honored if you would consider sharing this with a friend or colleague.  If you want to learn more check out www.rockyourtradeshow.com Editing Credit Special thanks to Christy Hausser and www.teampodcast.com

This is the episode for exhibit managers, marketers and trade show industry insiders who want to differentiate yourselves, get promoted and be viewed as an industry expert.  Randy Acker, President and COO of Exhibitor Media Group shares an insider look at ExhibitorLive, the certification and speaking programs available and he gives real life examples about people whose lives were forever changed by Exhibitor Magazine and Exhibitor Media Group programs.  Here is what you will learn in this episode: 6 Ways to Differentiate Yourself and Your Trade Show Program Why You Should Invest In Continuing Education: Find out why the Exhibitor CTSM programs help you internally and with your trade show program results. How You Can Get Promoted: Attending ExhibitorLive and going to the programs there has helped marketers be viewed as industry experts. What Exceptional Event Programming Delivers: Unique 100% money back guarantee helps employers know they are getting value from ExhibitorLive, FastTrak and eTrak. Why Trust is So Important: Buyers don’t purchase an expensive piece of equipment over the internet.  Face-to-Face marketing is based on Trust and that can be established in a variety of in-person meetings including on the trade show floor. How Attendees Experience Value: ExhibitorLive requires all speakers to go through their speaker training. Industry Trends: Face-to-Face relationships, personal interactions is still a key component of all buying decisions.   Show Notes Introduction: Randy Acker is the President and COO of Exhibitor Media Group-Exhibitor Magazine, ExhibitorLive, FastTrak, eTrak and industry specific programs.  Exhibitor Online is the gold standard where marketers can gather information about what is happening in trade show events and meeting planning and apply the strategies shared to their jobs. 1:18 Welcome Randy Acker to the show. 1:37 How ExhibitorLive is so impactful and why is it beneficial to marketers We are an $80 billion dollar industry and higher education doesn’t offer much in the way of education. 2:12 Too many people learn by way of the “school of hard knocks” and that is a really hard way to learn. 2:20 Back in 1982 Lee Knight, Owner and Founder of Exhibitor Media Group, created a vehicle for people to learn about our industry. 2:38 There are so many stories to share and Randy’s favorite takes place a number of years ago.  A woman came up and said:  “You are Lee Knight” and he replied, “Why yes I the next thing she said was “You Saved My Life”.  She was able to figure out her job requirements from reading Exhibitor Magazine. 3:06 So many people share how Exhibitor Magazine helped them learn about the industry and their jobs from the content in their publication and programs. 3:28 Randy shares how there is nothing more rewarding as an educator than knowing that he has made a difference in people’s lives.   3:27 About 75% of the audience that goes to Exhibitor are women.  Natalie asks Randy: What are some of the challenges trade show marketers face and how does the certification program Exhibitor offers help them?  Randy confirms the majority of people doing events are women 35-40 years old. One of the biggest challenges since the recession of 2009 is that more and more people who manage a trade show program, are marketing generalists 4:30 Almost 90% of readers of Exhibitor Magazine are responsible for both trade shows and events.  Add in a downsized department and other responsibilities, dual roles and they are finding there is no one else helping them do what they do.  Supply side folks become a partner to help them. 5:06 The certification program started in 1993 through Northern Illinois University.  There are 600 candidates currently and about 4,000 people in the program. 5:23 Randy asks the question many marketers early in their career ask: “How do I elevate myself from an admin. to a creating a profession for myself?” 5:49 Students in the CTSM program build confidence, get promotions, learn self-discipline are viewed as an expert, know how to leverage best practices. And they bring this to their trade show programs. 6:21 For years people used to attend trade shows because competitors were there.  When marketers go through this program, they find that getting measureable results and more sales are the reason for being at a trade show. 6:40 The certification program includes 23 required courses and 5 electives.  The program gives a broad perspective for people in trade show marketing to leverage every aspect of their roles as marketers. 7:03 Continuing education is so important and the CTSM program has ROI to tie back to their role.  7:36 No matter what the experience level-senior people come away with something they didn’t know they didn’t know. 7:51 Articles for Exhibitor Magazine and programs are really focused on providing the best content. 8:27 Randy shares why it is so important to offer great content.  People in a downsized department who have dual roles of a marketing generalist and trade show manager have very limited time.  If they are making the commitment and if they take the time out of the office they make sure they get what they came for at the show. 8:32 Exhibitor Media Group has had a content strategists since 1987 to help formulate the educational sessions for the organization.  This person was a trade show manager and teacher, so creating a curriculum and quality control is something she does well.  This year for ExhibitorLive there are 169 educational sessions for 9:08 If you are selected to be a speaker for ExhibitorLive, you have to go through the speaker training.  Even if you are CEO who delivers over 100 presentations a year, you have to go through the speaker training program.  9:34 Randy shares why having high quality programs is so important. If people are using budget money, then the sessions need to meet the standard.  If the session doesn’t get high evaluation results, one of two things happen: 1. You are sent back for remedial training or you are not asked to come back. 10:01 Because of the Northern Illinois University (NIU) affiliation, they evaluate the programs for what are the learning components of a session. 10:28 What is the certification process like? In order to be certified, you have to take 23 classes, 5 electives and then prepare and take a 3 hour exam where you are locked in a room.  The experience is similar to the CPA exam. 10:41 The last item to do is you have to submit a portfolio of how you applied what you learned.  10:59 Whether you come to be certified or come for the education, Randy shares how their programs adhere to a high standard. 11:05 In fact, the standard is so high, there is a 100% money back guarantee, no questions asked. 11:22 The money back guarantee has a close connection to the heavily veted speaker process. 11:44 Founder Lee Knight in 1989 had a speaker who wasn’t able to attend.  Because Lee had been writing articles about the trade show industry since 1982 he thought he could teach the courses. 12:01 After the program was completed, Lee decided his delivery of the content didn’t meet the standards he expected for his attendees and he offered everyone who attended his two sessions their money back for those sessions. 12:14 This experience caused Lee Knight to make a commitment that it would never happen to attendees going forward 12:30 Each year, ExhibitorLive has over 1,200 attendees for the courses and they give less than 10 refunds. 12:40 The reason for the low refund rate is that it is all rooted back to heavily vetted speaker training and a commitment to quality. 12:55 The benefit of a refund policy: It makes a difference for some attendees to get their boss sign off because of the money back guarantee. 13:25 The takeaway for speakers and attendees at the program: “When you hear from your peers and get advice that is tangible to what you are doing it is very helpful to people who attend and give the sessions.” Randy said. 13:55 More and more of the people on the supplier side are being asked to be extensions of their clients marketing.  Supply side people are taking the courses as well. 14:46 There are exhibit managers who lose head count, sometimes have trouble landing a new position. Randy is asked what advice he has for people in transition. 15:14 The first thing to look at is how do you differentiate yourself for people. 15:25 There are 3rd generation graduates for the program and the benefit to them is that Fortune 100 job postings are requiring a CTSM certification as part of their job experience. 16:11 As you are in your role, one thing you have to do is to continually make your Results visible to your organization. 16:25 As part of creating your own personal brand, you need to set goals and ultimately measure your results so that you are viewed as an indispensable expert 16:51 You need to have engagement with people who do what you do. 17:03 Having a network is also so very important.  Surround yourself with people that do what you do, they understand what you do. 17:22 Attendees who experience ExhibitorLive, Fastrak, eTrak have been helped to be seen differently within their companies. 18:03 Natalie and Randy discuss why having a network, mentor and sponsor is so important for your career. 18:22 Randy shares that there are 4,000 candidates within the certification program and the 600 graduates are very connected getting together around the country. 18:43 Any candidate that comes into the certification program is assigned a mentor. 18:54 At ExhibitorLive there is peer-to-peer round table groups with beer and wine and snacks so attendees can get out of the formal classroom environment and network.  There are 50 topics to discuss and this creates the ability to create relationships at an intimate level. 19:30 There are a lot of life-long relationships created at the networking events. At ExhibitorLive, first time attendees are rounded up geographical so you can meet someone who might only be 20 minutes down the road.  Knowing someone close by allows the attendees to get together several times a year in person. 20:16  ExhibitorLive  also helps associations meet like the Healthcare Exhibitor Association (HCEA) who has a mini reception as well as industry associations like the Exhibit Designers and Producers Association (EDPA) get together. 21:07 Randy shares why he travels every month to meet with all layers of the industry. 21:24 Randy feels the best way to understand your customer, is to travel around and talk to all the different stake holders.  Randy visits 6-8 companies every month including both client side to suppliers. 22:07 Randy’s mentor told him that direct face-to-face contact is so important.  Randy reaches out to talk about their roles in the industry. 22:45 Since the recession of 2009, the industry changed.  Randy wants to make sure he gets out there to create a forum for conversations. 23:17 There are too many conversations happening in a vacuum and strategic players are sometimes left out of a dialogue. 23:58 Randy follows his passion to pay it forward.  He is adjunct Faculty at Bemidji State for the exhibit design program.  Exhibitus hired one of the graduates from Bemidji State. 24:49 One of Randy’s missions is to get more and more guest speakers for the design program to help students understand what the industry is all about. 25:25 The placement rate out of Bemidji State is almost 100% for students to land a position. 26:00 Randy shares face-to-face marketing trends coming in the next 2 years.  Technology plays a role including Virtual Reality (VR) or Augmented Reality (AR) creates an experience. 26:31 In the end, it all comes down to Trust.  Someone buying a new MRI machine- they aren’t do this virtually.  You are establishing relationships face-to-face.  It is about building relationships. 27:06 Face-to-face is the quickest route to trust. 27:20 It isn’t just about face-to-face show floor any longer.  Marketers are using their trade show expertise to create user group conferences.  They leverage all the tools and techniques from their own trade shows and create one that is proprietary to them. 28:48 Want to learn more? You can find Randy and the programs discussed in the program at Exhitoronline.com if you want to go to learn via the magazine, ExhibitorLive, one of the four regional events at Exhibitor FastTrak and if you can’t ever leave your desk they have that covered also with eTrak via Adobe Connect the same sessions from ExhibitorLive. 29:51 If you are going to the Exhibitor show, I would love to meet you!  Visit the Exhibitus booth 1261 and say hello! Find out more about Rock Your Trade Show podcasts at www.rockyourtradeshow.com   Randy Acker’s Background:  In addition to his leadership role at EXHIBITOR Media Group, Randy is an Adjunct Faculty in the exhibit design program at Bemidji State University.  A twenty year veteran of EXHIBITOR, Acker’s experience spans all aspects of EXHIBITOR Media Group’s sales and marketing programs, magazine and trade show promotion, operations, finance, strategic business development and industry relations. He is also active in numerous segments of the exhibition industry contributing the unique perspective he has on the industry by serving corporate marketers, exhibit builders, agencies, suppliers to the industry, venues, as well as show organizers.   The leader in trade show and corporate event marketing education, EXHIBITOR Media Group publishes the award-winning EXHIBITOR magazine - best practices in trade show marketing, and produces EXHIBITORLIVE, the trade show and corporate event industry's top-rated educational conference; EXHIBITORFastTrak regional accelerated learning conferences; EXHIBITOR eTrak live online educational sessions; and GRAVITY FREE, the world's only multidisciplinary design conference. EXHIBITOR is the founder and sponsor of CTSM (Certified Trade Show Marketer), the industry's only university-affiliated professional certification program. EXHIBITOR Online  is the trade show and event community's most comprehensive online resource.