The Do’s & Don’ts of International Tradeshows. Agenda Reed Exhibitions – Introduction Strategic Partnerships How to prepare for an International Tradeshow.

The Do’s & Don’ts of International TradeshowsThe Do’s & Don’ts of International Tradeshows

AgendaAgenda

• Reed Exhibitions – Introduction• Strategic Partnerships• How to prepare for an International

Tradeshow• What to expect at an event• How to follow up after an event• Resources

IntroductionIntroduction

• Size and scope– The world’s leading events organizer, with over 3,000 employees in 33 offices

serving 44 industries worldwide.

• Events– RX organizes over 500 events in 42 countries. A market reach of over 7 million.

Industries & EventsIndustries & Events

– Aerospace & aviation– Automobiles– Broadcasting– Building & Construction– Electronics– Energy, Oil & Gas– Engineering– Environment – Food Service & Hospitality– Gifts– Healthcare– Interior design

– IT & telecoms– Jewelry– Life Science & Pharmaceuticals– Machinery– Manufacturing– Medical– Printing & Graphics – Property & Real Estate– Security & Safety– Sports & Recreation– Travel

International Sales Group helps:International Sales Group helps:

• U.S. based group of industry specialists• Choose the right Reed event globally• Find the best route to market • Secure financial support for client

participation • Overcome language barriers • Organize your participation• Avoid local misunderstandings • Deal with any problems onsite

Reed Exhibitions International Sales Group (ISG) USA operates in partnership with U.S. based Government Bodies and Trade Associations to support global growth.

U.S. Commercial Service & Reed ExhibitionsU.S. Commercial Service & Reed Exhibitions

Why are we partners? Why are we partners?

•Goals align perfectly•We help SME’s to develop and increase exports•We educate U.S. firms on new markets and industries

- Webinars – Seminars – Competitive events•We develop pavilions and create special packages to support U.S. firms•We are partners, helping build international export successes

Local Support, Global ConnectionsLocal Support, Global Connections

Exhibiting abroad is one of the quickest and most cost-effective ways to reach new export customers and rapidly grow your business.

Trade shows deliver:

– Safe and structured environment to explore markets

– Cost-effective market entry

– Targeted, qualified contacts

– Face time with potential customers/business partners

– Resources to make market entry turn key and stress free

Budgets & ROI for Exhibiting ClientsBudgets & ROI for Exhibiting Clients

Budgeting for expansion

• Is crucial, not only does it take a monetary investment you must also invest time – you should plan to invest 3 years in any new market, but especially Asian markets, to fully benefit from expansion

What are our primary cost areas?

• Not too different from domestic shows - space, travel, shipping, T&E

ROI - What do you base your return on?

• New relationships, new leads, brand presence and exposure, competitive advantage, sales opportunities

Your Stand: How it WorksYour Stand: How it Works

• Overseas shows typically provide “stand builds” – Turn-key, cost effective options to building up your space– Built up space typically includes:

Shell Scheme (no pipe & drape) Carpet Name board Electricity Lighting Furniture

Stand Etiquette Stand Etiquette

• Good Welcoming Professional Adequate staffing Knowledgeable Alert Interested Energized Friendly

• Bad Dress

unprofessionally Unattended stand Chat with each other Look bored Use a cell phone Sit down Eat at the stand

Post Show Follow UpPost Show Follow Up

• Follow up is directly related to your ROI

– Did you know, almost 50% of exhibitors do not follow up with prospects they meet at shows?

• Have a follow up plan or telephone, email, or client visits. • Utilization of U.S. Commercial Service programs

– There are multiple follow up tools provided by trade shows• Database access• eNewsletters• Banner ads

ResourcesResources

• ATA Carnet Information– www.MerchandisePassport.org

• Currency Converter – http://www.xe.com/

• World Time Zones– http://www.timeanddate.com/worldclock/

• Passport/Visa– http://www.us.cibt.com/home.aspx?Login=57392

• Required travel documents– http://www.state.gov/travelandbusiness/

• Calendar of Events– http://www.reedexpo.com

QuestionsQuestions

Kelley BradyExport Development Manager

P: 203 840 5893E: [email protected]