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Stories this week: 
- World Market Center team members earn CEM designations
- World Market Center breaks ground on new parking garage
- Great Wolf Lodge splashes into Mason, Ohio just in time for the Holidays
- Newest upscale hotel offers a true Hawaiian experience
- Indian Packaging and Food Processing Trade Fairs close to positive results
- Lacking New Year's resolve at work?
- SIGGRAPH 2007 announces new IP marketplace for inventors and product developers
- Macworld Conference & Expo 2007
- Hottest wireless technologies connect at 2007 International CES
- Nimlok hires director of human resources
- Roger Cohen joins SmithBucklin as president of Regional Airline Association
- Seven ways to blow your trade show budget
- Avoid the presentation trap
- GES National Service Center enhances its service with exhibitor relationship software
- New Orleans Metropolitan Convention and Visitors Bureau issues state of the city update
MARKET SHOW NEWS
World Market Center team members earn
CEM designations
LAS VEGAS — World Market Center takes great pride in the expertise of its executives and encourages continuing education and skills advancement.
Harvey Dondero, World Market Center CEO, today announced that Nith Sisombath, Operations Manager, Pedro Garcia, Exhibits Manager, and Jessica Ranftl, Operations Manager, have all received their Certified Exposition Manager (CEM) designations.
Amy Dutton, program manager for the Dallas based International Association for Exhibitions & Events said the CEM program is a nine part learning program comprised of nine courses and nine exams. “The CEM program provides practical education that will help our candidates excel in their careers,” Dutton said.
The CEM Learning Program is the cutting-edge educational opportunity designed for exhibition industry professionals to succeed. The CEM curriculum focuses on direct application to daily challenges faced in the exhibitions and events industries. CEM certifications are awarded by the Dallas-based International Association for Exhibitions & Events after candidates complete extensive coursework and testing.
“We are extremely proud of the members of our operations team for earning this prestigious designation,” Dondero said. “The CEM training helps executives work more effectively with all aspects of our industry by broadening their overall knowledge base in specific areas. CEMs also gain a heightened knowledge that helps them respond to customers, vendors and daily challenges.”
World Market Center is an integrated home and hospitality contract furnishings showroom and convention complex in Las Vegas. When fully built, at 12 million square feet in 8 buildings, World Market Center will be the largest trade show complex in the World. The 12 million square foot campus will be complete by 2013 and will showcase furniture, decorative accessories, lighting, area rugs, home textile and related segments, as well as a Design Center (LVDC) open year-round to the trade.
The second building will open in January 2007; officials are now leasing the third building to a broad cross-section of the home furnishings industry. For more information on Las Vegas Market, and to find out about leasing or exhibiting opportunities, visit the website or call 888-WMC-SHOW (962-7469).
World Market Center breaks ground on
new parking garage
LAS VEGAS – World Market Center recently broke ground on the latest addition to the home furnishings complex – the first phase of a $60 million, seven-story parking garage on 5.91 acres with 175,000 square feet on each level. The garage is expected to be completed in June of 2008 with the first phase accommodating 3,600 vehicles.
Robert Holgate, Director of Forward Planning for World Market Center, said the parking garage will be immediately north of the third building, which is currently under construction. The garage site plan allows for up to 15 levels.
 “The parking garage will help us accommodate our growth as new phases and new buildings come on line,” Holgate said, adding that World Market Center designed the garage with convenience and accessibility in mind. “The parking garage is located in the heart of World Market Center’s campus with easy accessibility to all of the buildings through temperature-controlled walkways and common areas. We are designing the structure to accommodate the additional growth and have received site development approvals and the current plan check review process is underway with the City of Las Vegas.”
PENTA Building Group is the general contractor for the parking garage as well as Building C, which World Market Center broke ground on in September 2006 and is also scheduled to open in 2008. Prior to the completion of the parking garage, World Market Center has a license agreement for 25 acres to be used for parking through December of 2008 along with an additional 16.9 acres nearby for staging.
World Market Center is an integrated home and hospitality contract furnishings showroom and convention complex in Las Vegas. When fully built, at 12 million square feet in 8 buildings, World Market Center will be the largest trade show complex in the World. The 12 million square foot campus will be complete by 2013 and will showcase furniture, decorative accessories, lighting, area rugs, home textile and related segments, as well as the Las Vegas Design Center (LVDC) open year-round to the trade.
DESTINATIONS
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WOLF LODGE POSSE: Pictured turning the ceremonial water valve on the indoor waterpark to mark the opening of the new Great Wolf Lodge family destination resort in Mason, Ohio are (left to right): John Emery, Chief Executive Officer, Great Wolf Resorts, Inc.; Greg Scheid, vice president and general manager of Paramount's Kings Island; Jim Metzger, general manager of the Great Wolf Lodge; Kim Schaefer, chief operating officer, Great Wolf Resorts, Inc.; Shirley Bonekemper, executive director, Warren County Convention & Visitors Bureau; Wiley the Wolf; and Shannon Kelly, director of sales and marketing, Great Wolf Lodge. (Photo: Business Wire)
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Great Wolf Lodge splashes into Mason, Ohio
just in time for the Holidays
MASON, Ohio — (BUSINESS WIRE) Great Wolf Lodge, the highly-anticipated family destination resort located adjacent to Paramount’s Kings Island in Mason, Ohio, opened today as executives turned on the indoor waterpark’s “water valve” during a special celebration led by the area’s brightest stars – its children.
Members of the Columbia Elementary School Choir and Kings High School Marching Band entertained the crowd and regional Boy Scout and Brownie Troup representatives showed their enthusiasm for the $100 million-plus development. Additionally, 12-year-old Mason Idol, Taylor McMurry, kicked off the program singing the National Anthem and the nationally-acclaimed Firecrackers jump rope group performed during the festivities. Others participating in the ceremony, attended by more than 200 community members, media and VIPs, included: Congresswoman Jean Schmidt, Ohio’s 2nd District; Mayor Charlene Pelfrey, of the City of Mason; Shirley Bonekemper, executive director, Warren County Convention & Visitors Bureau; and Greg Scheid, vice president and general manager of Paramount’s Kings Island.
“The support of the local community has astounded us and we are thrilled to open our doors to provide our guests with the highest standards of customer service and amenities in the industry,” said Jim Metzger, general manager of Great Wolf Lodge. “We look forward to creating family traditions, one family at a time, here in Mason.”
It may be winter but its 84 degrees year-round in Mason, thanks to Great Wolf Lodge’s 79,000-square-foot Bear Track Landing, the resort’s signature indoor waterpark. Featuring six pools, 12 waterslides and Fort Mackenzie, a four-story treehouse waterfort, the state-of-the-art facility utilizes a whopping 380,000 gallons of water that splashes, sprays and drenches kids and parents alike.
Great Wolf Lodge is offering Grand Opening rates to all visitors with rates beginning at $189 per suite, per night, including waterpark passes(a). The offer is available from Jan. 2 – March 22, 2007, on stays from Sun.-Thurs. Rates from Dec. 22, 2006 – Jan. 1, 2007, and post-March 22, 2007, range from $299 - $519 per suite, per night, based upon suite categories and availability.
Additionally, Great Wolf Lodge is wowing area residents with its License to Howl offer, exclusive to those from the greater Cincinnati, Dayton and Northern Kentucky(b) areas. From now through Dec. 21, 2006, and Jan. 2-11, 2007, including weekends, local appreciation rates begin at $149 per suite, per night, denoting a savings of up to $150. For more information, please call toll-free 1.800.913.WOLF (9653) or visit online at www.greatwolf.com (promotion code: GRANDL). License to Howl rates will be validated upon check in with proof of residency. The offer is based on availability.
Great Wolf Lodge provides a comprehensive package of destination lodging amenities, including: 401 all-suite guest rooms; Camp Critter Bar & Grille, a themed family restaurant and bar; The Loose Moose Cottage, a gourmet buffet; Elements Spa featuring Aveda products; Cub Club children’s craft and activity room; an animated Great Clock Tower; Northern Lights Arcade with ticket redemption center; Iron Horse Fitness Room; Bear Claw Café and confectionery; a full-service Starbucks Coffee Shop; Buckhorn Exchange gift emporium; a meeting symposium, board room and 40,000 square-foot conference center (scheduled to open in spring 2007).
Great Wolf Lodge is located just north of Cincinnati in Mason, Ohio adjacent to Kings Island at 2501 Great Wolf Drive. This is the second Great Wolf Lodge in Ohio. Great Wolf Lodge in Sandusky opened in 2001 as Ohio’s first indoor waterpark resort. For more information or to make a reservation, call toll-free 1.800.913.WOLF (9653), or visit online at www.greatwolf.com.
Newest upscale hotel offers a true Hawaiian experience, customized services and well-appointed
amenities for travelers
 MEMPHIS, Tenn. — (BUSINESS WIRE) Embassy Suites Hotels and Outrigger Enterprises Group today announced the opening of the Embassy Suites Hotel-Waikiki Beach Walk. The hotel is a part of the Waikiki Beach Walk retail and entertainment complex, located in the heart of Waikiki, on the island of Oahu.
Embassy Suites Hotels-Waikiki Beach Walk is owned by Outrigger Enterprises Group and is Hawaii’s first all-suite, upscale hotel. The 22-story, two-tower hotel is connected by a vast Grand Lanai with a true Hawaiian ‘sense of place.’ The hotel offers true Hawaiian hospitality in a modern, upscale setting. This new hotel caters to families looking for Hawaiian adventure, couples looking to share a romantic, Hawaiian sunset and friends looking for delicious meals, unique shopping and plenty of fun.
“The opening of this new hotel is an exciting event for the Embassy Suites Hotels brand,” said Jim Holthouser, senior vice president, Embassy Suites brand management. “We’re thrilled to have a hotel in our cache that caters toward the leisure traveler unlike any other hotel in our brand, but can also service the business traveler. This allows us to be really creative in our offerings and provide amenities, services and activities that will make Embassy Suites one of the best hotels on the island.
[READ MORE]
INTERNATIONAL NEWS
Indian Packaging and Food Processing Trade Fairs
close to positive results
CHICAGO — The recent staging of International PackTech India & International FoodTec India in Mumbai attracted 213 exhibitors from 21 countries and 7,189 visitors from 46 nations. Exhibitors showcased the latest machinery, materials, products and equipment on more than 80,700 square feet of exhibits pace. International PackTech India & International FoodTec India has become the most important platform for the packaging and food processing industry in India.
 International Packtech India was organized by Messe Düsseldorf and its Indian subsidiary CIDEX Trade Fairs Pvt. Ltd. – with the support of the Institute of Packaging Machinery Manufacturers of India (IPMMI), the Paper, Film & Foil Converters’ Association (PFFCA) and the School of Packaging/Packaging Technology Center (SIES). Overseas supporters were the German Food Processing & Packaging Machinery Association (VDMA) and interpack – the world’s leading trade fair for the packaging industry. Koelnmesse GmbH and its Indian subsidiary CIDEX Trade Fairs Pvt. Ltd. were the organizers of International FoodTec India 2006, with the Confederation of Indian Food Trade and Industry (CIFTI) and the German Agricultural Society (DLG) as co-organizers.
Exhibitors at International Packtech India were from 18 countries and special highlights were the country group exhibits from China, Germany, Italy, Singapore, Switzerland and Taiwan.
According to a survey, exhibitors were pleased with the visitor quality and the majority of both visitors and exhibitors were satisfied with their participation in the shows. Visitors came from all over India and abroad, confirming Mumbai’s status as India’s strategically most advanced trade fair destination.
For information on visiting or exhibiting at the next staging of International PackTech India, contact Messe Düsseldorf North America, 150 North Michigan Avenue, Suite 2920, Chicago, IL 60601. Telephone: (312) 781-5180; Fax: (312) 781-5188; E-mail: info@mdna.com. Or visit the web site http://www.mdna.com.
OFFICE COMMUNICATION TIPS
Lacking New Year’s resolve at work?
Poll Says 69 percent avoid accountability discussions with coworkers;
Expert provides tips for how to hold anyone accountable
 PROVO, Utah — (BUSINESS WIRE) What is it about the office that causes people to clam up at the first sign of authority or bite their tongues when a coworker misses a deadline? According to the 2006 Crucial Conversations Workplace Survey, 69 percent of respondents who avoid confronting coworkers are avoiding issues of accountability, and half say the reason for shying away from these discussions about behavior, expectations or performance is that they are afraid of a negative outcome—like making an enemy, enduring a miserable argument or getting canned.
The top four reasons for avoiding crucial conversations at work:
- 50 percent say they are afraid of a negative outcome.
- 16 percent say they don’t know how to start, hold, or finish the conversation.
- 10 percent say they can’t ever find a good time to talk.
- 10 percent say the other person won’t care about the problem.
What’s more, 93 percent said not having these sticky yet crucial discussions has negatively affected the quality of their work life. Rather than hold their bosses or coworkers accountable, most people resort to a host of unproductive tactics such as working around or avoiding the person, talking behind the person’s back, or acting out their frustrations in other ways.
Joseph Grenny, co-author of the New York Times bestseller Crucial Conversations, says learning skills for holding these discussions is the quickest way to boost your career.
“Employees looking to jump-start their careers in 2007 must learn how to hold others accountable,” says Grenny. “Those who are skilled at holding effective accountability discussions with coworkers, bosses, or direct reports are typically more influential and more valued within the organization.”
Grenny provides four tips for successfully holding anyone accountable:
[READ GRENNY’s FOUR TIPS]
SHOW NEWS
SIGGRAPH 2007 announces new IP marketplace
for inventors and product developers
CHICAGO — (BUSINESS WIRE) SIGGRAPH is introducing a new venue, Intellectual Property (IP) Marketplace, with the goal of simplifying the complicated process of matching parties for buying and selling of Intellectual Property as it pertains to the ever-expanding Computer Graphics (CG) and Human-Computer-Interaction (HCI) industries.
 “Until now, there has not been an effective mechanism to connect those who develop or own IP [Patents, blueprints, software, circuits, trademarks, copyrighted material, technical know-how, etc.] with those who want to exploit it commercially,” states Joe Marks, SIGGRAPH 2007 Conference Chair. “IP Marketplace is a cutting-edge, experimental program that will provide such a mechanism for the SIGGRAPH community.”
For a nominal matching fee, inventors and owners of such properties can list them for sale or license to the computer graphics community via the SIGGRAPH IP Marketplace. The IP listings will be made available via the SIGGRAPH 2007 conference web site to registered users. In addition, IP listings will be presented in poster format at SIGGRAPH 2007, 5-9 August, in San Diego, California. Potential buyers can peruse the listings and then contact sellers in person to arrange for a meeting during the SIGGRAPH conference. The terms of each transaction will be decided solely by the buyer and seller. Listings for patents will appear for one year online in the IP Marketplace and buyers will remain confidential.
[READ ENTIRE STORY]
Macworld Conference & Expo 2007
 FRAMINGHAM, Mass. — (BUSINESS WIRE) IDG World Expo, the leading producer of world-class tradeshows, conferences and events, has announced that the 2007 edition of Macworld Conference & Expo will feature top-notch education and advanced training for creative professionals through the Macworld Users Conference, Power Tools Conference, Digital Lifestyle Experiences, MacIT Conference, Market Symposiums, and several other show floor educational programs. At the conclusion of the event an estimated 5,000 or more attendees will have participated in Macworld training. Macworld Conference & Expo is scheduled to take place January 8-12, 2007 at San Francisco’s Moscone Center.
“Macworld is the premier event for Creative Professionals from all genres. We are the only show in the world that brings together photographers, videographers, musicians, fine artists, new media professionals and a myriad of other disciplines making it a Woodstock for Creative Professionals,” said Paul Kent, vice president, Macworld Conference & Expo. “By the end of the week we’ll have trained over 5000 artists on how to better use digital tools to enhance their work.”
[READ MORE]
SHOW NEWS
Hottest wireless technologies connect at
2007 International CES
CES debuts the latest content-on-the-go products and wireless innovations
ARLINGTON, Va. — The latest content-shifting products and emerging technologies in the wireless industry will connect once again at the 2007 International CES, with the latest advancements in mobile phones, PDAs, wireless notebooks, wireless distribution systems and more on display. Produced by the Consumer Electronics Association (CEA®), the 2007 International CES, the world's largest consumer technology tradeshow, returns to Las Vegas, January 8-11 to celebrate the show's 40th anniversary.
 "As wireless technology continues to expand and consumers strive for greater connectivity, attendees at the 2007 International CES will experience the world's largest display of portable content devices and the hottest wireless technologies coming to market," said Karen Chupka, senior vice president, events and conferences, CEA. "With more than 360 wireless exhibitors, as well as wireless-specific conference sessions and TechZones, such as Bluetooth and Connected Home Entertainment, that feature the latest in wireless technologies and content-on-the-go products, the International CES is a one-stop shop for the hottest products and trends emerging on the wireless market."
The 2007 International CES represents all facets of the wireless ecosystem including mobile content creators, wireless device manufacturers and wireless accessories. Some of the major wireless players that will be exhibiting at the 2007 International CES include AT&T, Audiovox, CellStar, LG Electronics, Logitech Inc., Motorola, NetGear, Nokia and Samsung. For a complete list of wireless exhibitors visit the CES Exhibitor Directory at www.CESweb.org/attendees/directory/.
Top executives from leading wireless companies will be featured speakers at the 2007 show. Ed Zander, chairman of the board and CEO of Motorola, will discuss growth opportunities in the wireless industry during his CES keynote address slated for 9 a.m. Monday, January 8 at The Venetian's Palazzo Ballroom. Additionally, Olli-Pekka Kallasvuo, president and CEO, Nokia Corp., will deliver an Industry Insider address at 11 a.m. Monday, January 8 in the Las Vegas Hilton Theater.
This year's International CES will house more than 175 conference sessions, including more than 55 sessions focused on the wireless industry. CES attendees will hear from top industry professionals on key technologies and trends focused on the latest emerging developments in the wireless market.
Conference sessions with a focus on wireless technology include:
- Mobile Broadband and Content: learn about the latest product ideas, market analysis, sales strategies, partnership opportunities and manufacturing alliances in this exciting new consumer market.
- Profit Opportunities in Accessories: hear from savvy retailers on highly profitable and often-overlooked add-on opportunities in TV/video, portable media and other popular CE categories.
- Using Your Wireless Device on an Airplane: join leaders from the CE and airline industries as they discuss the future of electronic devices on airplanes, and the technology that will make these in-flight devices feasible.
The 2007 International CES features more than 20 TechZones focused on emerging developments and ground-breaking achievements, including the latest in wireless technology. The Anytime, Anywhere TechArena, located at the Sands/Venetian, focuses on content-shifting devices and technology and features several market-specific TechZones, including The Download, ExpressCard, IPTV and Podcasting TechZones. The Consumer VoIP TechZone showcases the latest in voice-over-broadband services, and CES attendees interested in state-of-the-art mobile devices will want to visit the Discover Wireless Mobility TechZone, sponsored by QUALCOMM and located in South Hall 3 of the LVCC.
The 2007 International CES will feature the hottest products from 2,700 exhibitors, covering more than 30 product categories including the latest in wireless, digital imaging, mobile electronics, home networking and more. For more news on the 2007 International CES including the latest TechZones, conference sessions and registration information, visit www.CESweb.org, the interactive source for all International CES information
PEOPLE MAKING NEWS
Nimlok hires director of human resources
NILES, Ill. — Simon Perutz, President of Nimlok Company, announced that the display and exhibit company hired Kelly Coyle as Director of Human Resources. In her position, Coyle will be responsible for overseeing all of Nimlok’s human resources initiatives and strategies ranging from employee recruitment to developing advanced sales training programs.
 “We strongly believe that Kelly’s extensive human resources experience will add significant new depth and impact to Nimlok’s management team,” Perutz said. “She will be working closely with our Nimlok partners on recruiting, training and developing Sales Consultants teams.”
Prior to joining Nimlok, Coyle served as Director, Human Resources for Tampico Beverage Company in Chicago from 2000-2005, then served as an independent human resources consultant, providing consulting to large and small businesses experiencing change management, policy upgrades, designs, and performance management and assessments.
Since its founding in 1970, Nimlok has grown to become a worldwide leader in the display and exhibit industry. With more than 200 authorized distributor partners in 56 countries worldwide, Nimlok delivers custom exhibit solutions, visual communication systems and a full range of trade show products and services. Manufacturing facilities are located in Chicago, Toronto, and the U.K.
Visit www.nimlok.com for additional information.
Roger Cohen joins SmithBucklin as president of
Regional Airline Association
CHICAGO — SmithBucklin, the world's largest association management company, announced today that Roger Cohen has joined the company as a Director serving as President of the Regional Airline Association (RAA), starting Dec. 18. In his new role, Cohen will work out of SmithBucklin's Washington, D.C., office to manage all aspects of RAA's operations, lead the SmithBucklin team and assume responsibility for meeting the strategic goals set by RAA's leadership.
Cohen's primary objective is to ensure the continuation of the growth and success that SmithBucklin has helped RAA achieve over the 28 years SmithBucklin has represented the association. Founded in 1975, RAA represents U.S. regional airlines, and the manufacturers of products and services that support the industry, before Congress, the Department of Transportation, the Federal Aviation Administration and other federal agencies. RAA also provides a wide array of technical and promotional services to regional airlines. The association's member airlines transport 97 percent of total regional airline industry passengers.
Cohen brings to SmithBucklin and RAA extensive experience as a trusted and committed advocate who has personally represented organizations and businesses in 35 state capitols, dozens of city halls and at numerous Federal agencies and in Congress.
"We are thrilled to welcome Roger aboard in his new role as president of RAA," said SmithBucklin President and COO Julie Silverstein. "Roger brings a wealth of diverse and high-level experience in both the airline industry and association management, which makes him an outstanding fit for RAA."
Paul Foley, chairman of the RAA board of directors and president and CEO of MAIR Holdings Inc., said, "We couldn't be more enthusiastic to have someone with Roger's background and experience taking the helm of our association at a time when the regional carriers continue to grow their share of the airline industry market. Roger is the right person to meet the demands of our industry and to be a proactive force on issues that are important to us in the legislative and regulatory arenas."
Prior to joining SmithBucklin, Cohen created and implemented the first-ever government affairs program for Teletrack, a subsidiary of the First Advantage Corporation, a leading risk mitigation and business solutions provider. He served as the company's "in house" government affairs specialist, advising senior management and representing Teletrack before Congress, state and local governments, public interest groups and consumer organizations.
Cohen is a past vice president, regional affairs, for the Aircraft Owners & Pilots Association and spent more than 15 years with the Air Transport Association (ATA), where he served as managing director/staff vice president, state and local government affairs.
Prior to his time at the ATA, Cohen was president of Pro Advocates Inc., a Southern California-based public affairs consulting firm that conducted corporate communications, government affairs and association management for clients including TWA, Avis, First Gray Line and Hakuhodo International. He also worked for 10 years at Trans World Airlines, where he held the titles of regional director, civic affairs, and regional manager, corporate communications.
Cohen holds a Bachelor of Science degree from Northwestern University in Evanston, Ill., where he was a McCormick Scholar recipient in urban affairs studies at the Medill School of Journalism.
TRADE SHOW EXPERTISE
Seven ways to blow your
trade show budget
By Julie O'Connor
JULIA SAYS ...
If Everything that Happens BEFORE the Show is Marketing,
If Everything that Happens AFTER the Show is Sales
Then What Happens AT the Show?
1. NEVER READ THE EXHIBITOR MANUAL ...
Yes, you pass it along to someone else to fill in and send out, but you don’t know what is in the package. Do you know the drayage rate, the electrician rules, the shipping time frame? If you don’t know, you are wasting your money because you do not know when you are paying fair value or being overcharged, when to complain legitimately, and when to shut up.
2. WAIT UNTIL YOU ARE THERE ...
It is called Floor Prices and these are your penalties for not thinking ahead. If it costs you $100 to contract before the show when you fill out the forms in the Exhibitor Manual, it may cost you $120-$200 when you walk onto the floor and then decide – oh geez, now I want carpet cleaning, extra electrical or another service.
3. DO IT YOURSELF ...
Think you can just build your exhibit yourself? Sorry the Fire Marshal says take it down. Note – fire codes are local to the exhibit city. Grab cute fabric, load the exhibit space with literature, etc.? See the Fire Marshal. Hang your own sign or lights? See the local unions or labor force. It will cost you floor prices – or taking down your whole exhibit if you don not know the rules of the show.
4. SEND THE WRONG STAFF ...
The wrong staff will send the wrong message. Trade shows are unique and unless there is a clear definition of your purpose at the show, and you have matched the staff to your expectations and the expectations of attendees, it can be a big waste of money.
5. IGNORE PRE-SHOW PROMOTION ...
Yeah, you know YOU will be at the show but have you told anyone else? How about your clients, prospects, folks you met at last year’s show, folks you want to do business with? It is so much easier to attract attention before the event than after the show... so let them know you will be there and what you can do for them at the show, as well as after the show.
6. IGNORE PRESS POSSIBILITIES ...
Want folks to know about your company? The worst waster is waiting until the show opens and then deciding you want some publicity. Tell the press before the show opens. Have a press kit ready in the booth and the press area. Appoint one rep only who talks to the press. Hire a trade show press agent. Concentrate on your company and products. Don’t gossip.
7. MISUNDERSTAND THE SALES PROCESS ..
What good is it to go through the whole trade show process and not know WHY you are doing so? Whether you are in the booth, the manager at the home office, the attendee or the final decision-maker – the question for everyone is – why and how should I give information and how does this lead to bottom line results? What are the steps in your sales process – because a lead negates the cold call process – so sales should be faster and friendlier.
Enjoy Your Next Show!
Julia
EXHIBIT EXPERTISE
Avoid the presentation trap
By Barry Siskind
A common trap that booth staff makes is giving booth visitors too much information. They are already overloaded with information and don’t want more. Creating a presentation that whets their appetite and addresses issues that are relevant is the key.
Here is my mantra. Memorize it and before you make a show presentation run it through in your head and it will keep you focused.
“Tell them what they want to know not what they need to know.”
The difference between want and need is that the former is from your prospect’s point of view and the latter is from yours. So, put your needs aside for the moment and stay focused on the prospect. If you are not sure what they want to know about, ask. A simple question like, “What you looking to accomplish with this new product?” or, “What is the most important consideration from your perspective?”
This bit of advice is easy to say and difficult to do. Here are a few thoughts to help keep you on track…
[READ ENTIRE COLUMN]
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TRADE SHOW TECHNOLOGY
GES National Service Center enhances its service
with exhibitor relationship software
LAS VEGAS — GES Exposition Services, Inc., the national leader in exhibition and event services has invested in new exhibitor relationship software to keep the GES National Servicenter on the cutting edge.
 The exhibitor relationship software enables GES to provide superior service by capturing all calls in a database. This information allows GES to review the number of calls each show received as well as specific client information including the name of each exhibitor who contacted the GES National Servicenter, the number of times the exhibitor called, the specific reason for the inquiry and the final resolution.
GES uses this information to generate customized reports which it shares with the show organizer. This data alerts GES and the show organizer to any recurring questions and also provides valuable planning information for the upcoming exhibition and all future shows. To ensure that GES’ exhibitor service is the best in the industry, the company also provides continuous training of its employees. In addition, GES surveys up to 20,000 exhibitors annually, and the exhibitor relationship software also includes a new online survey tool, which will improve the exhibitors’ ability to provide feedback.
"GES is committed to excellence and innovation in the service we provide to our clients, and this exhibitor relationship software raises the bar once again," said Kevin Rabbitt, GES president and chief executive officer. “The one-stop service and advanced technology at the GES National Servicenter have been proven winners with our customers."
At over 10,000 square foot, the high-tech GES National Servicenter which opened in 2003, allows GES exhibitor service consultants to serve as a single point of contact. The consultants provide exhibitors with exhibition planning advice and service during all North American business hours. State-of-the-art phone systems and LED display boards provide immediate access to show information as well as valuable call volume information.
The success of the GES National Servicenter is evident by the increasing number of exhibitors who rely on GES’ consultants to plan their exhibiting experience. In an average month, the GES National Servicenter handles 30,000 calls and more than 2,000 emails. Combined with GES' on-site exhibitor service executives and customized show service plans, the GES National Servicenter completes the comprehensive service approach designed to enhance exhibitor value and ensure a positive and productive show experience.
Las Vegas-based GES Exposition Services, a subsidiary of Viad Corp and provides a wide range of services including exhibition planning and design, turnkey and custom exhibit rentals, material handling, staging, overhead sign rigging, temporary electrical equipment, signs and graphics manufacturing, installation and dismantling labor, carpet and furnishings, and transportation services. For more information, visit www.ges.com.
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