This Just In
  • Tom Cindric joins Winsight as President, Exhibitions to oversee National Restaurant Show. Mary Pat Heftman now Vice Chairman of Winsight.
  • Emerald Expositions Events Inc. tapped former UBM exec, Sally Shankland, to serve as its President and CEO. Phil Evans continues as CFO.
  • The division of Informa PLC created by the combination of UBM and Informa has been renamed and rebranded as Informa Markets.
  • Trade Show Executive won three prestigious ASBPE “Azbee” Awards in Chicago. TSE is also a national finalist for Magazine of the Year Award.
  • Informa PLC launched Informa Ventures offering capital, access to markets, mentorship, and expertise to knowledge and information start-ups.
  • Freeman Vice Chair Carrie Freeman Parsons promoted to Chair replacing Don Freeman, who will become Chairman Emeritus in July.
  • Marketplace Events (MPE), producer of 66 consumer shows in North America, acquired the Arizona Bridal Shows from Townsquare Live Events LLC.
  • Nominations for 2019 Trailblazers Opens for Trade Show Executive’s Trailblazers program which recognizes the industry’s up-and-comers.
  • Informa Exhibitions reported a 6.7% jump in underlying revenues for 2018 even as it absorbed the blockbuster acquisition of UBM.

CEIR Releases Part Two of Marketing Insight Series

REGINA MCGEE
, SENIOR NEWS EDITOR
June 21, 2019
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DALLAS — What factors play into the decision whether to exhibit at a B2B exhibition? The Center for Exhibition Industry Research (CEIR) delivers some answers in Aligning Exhibit Sales for Success, the second in a new series of CEIR reports based on surveys of marketing executives in North American organizations.

"This short report evaluates who is apt to be involved in deciding to exhibit at an exhibition and how the decision-making process varies, contingent upon whether it is a new or repeat event," said CEIR Vice President of Research Nancy Drapeau. "It includes powerful data that makes the case of the value of using the face-to-face channel to achieve the most popular, important objectives for exhibiting.”

According to CEIR, the report includes:

  • Job titles of those involved in the decision to exhibit
  • Budgeting process for exhibiting
  • Departments handling logistics after the decision to exhibit is made
  • Value assigned to B2B exhibitions for achieving the most urgent marketing and sales objectives, which tie back to the three most popular important objectives for exhibiting: sales lead generation, branding efforts and relationship management

Scripts of relevant CEIR data for exhibit staff to utilize when making the case for the value of exhibiting to prospective exhibitors are also included in the report.

Aligning Exhibit Sales for Success is free to CEIR members and $29 for non-members. The report can be downloaded HERE.

The first report in CEIR’s 2019 Head of Marketing Insight Series provides an overview of marketing and sales approaches, most urgent objectives, and brand image of the B2B exhibition channel. The series includes three more reports to be released at intervals later this year. For additional information, visit ceir.org.

Reach Nancy Drapeau at (972) 687-9226 or ndrapeau@ceir.org.

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