The Power of Partnership

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ABCs of Exhibiting Tips for New Exhibitors and
Tricks for Old Pros
The Power of Partnership
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ABCs of Exhibiting Tips for New Exhibitors and
Tricks for Old Pros
Featuring Diane Vidoni, Director, Conference
Trade Show Operations, IAAPA Alan Ramsay,
President / CEO, CLM Entertainment, Inc. Tim
Timco, Vice President - Sales Marketing,
Worldwide Ticketcraft
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Agenda

• A-Z at a glance
• These slides are posted online at
  http//www.iaapa.org/education/elearn/elearning.as
  p
• Show Prep I Advance Planning
• Show Prep II Preparing for On-site Success
• Tips from Experienced IAAPA exhibitors

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Ordering early saves over 30 across the board
SAMPLE
Keep this online checklist handy to help track
key IAAPA deadlines.
Take advantage of early discounts and avoid
penalties.
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Be a Good Neighbor
Remember to keep your products, brochures,
signs, characters, etc. inside your booth space.
Help make this a positive, fun event for
everyone buyers will notice the good energy!
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• Know the building regulations to avoid any
  surprises on-site!

SAMPLE
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Think everything is taken care of? Check again!
Making sure materials are packed and orders are
placed will save you time and money on-site in
Las Vegas!
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Never plan a tradeshow without the Exhibitor
Services Guide
Find all the links you need on the IAAPA website!
More on this important topic later!
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Consolidate! Ship to the Warehouse. Know Local
Labor regulations. These can save you money
and headaches. Well cover these more in-depth a
little later.
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Strive to incorporate just one or two (or more!)
green practices!
Become Carbon Neutral
Print Less Print Green
Reduce waste and support a great cause Donate
extra products samples to Give Kids The World!
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• Happy, smiling exhibitors are more approachable!
• You will encounter potential buyers throughout
  the week in the expo hall, in hotels, and on
  the Las Vegas Strip.
• Participate in the numerous IAAPA events and
  programs.
• Create more chances for people to get to know you
  and remember your name when they are ready to
  make their next purchase.
• Have fun and others will gravitate towards you!

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DEADLINE APPROACHING August 21st All exhibitors
must provide IAAPA with a copy of their
Certificate of Insurance by August 21,
2009. Check the details in the IAAPA Rules and
Regulations.
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New this year - just for our exhibitors!
Dedicated Show Floor hours when there are no
Educational Seminars or other IAAPA events
planned that could compete for your buyers
attention!
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• Your booth reflects your preparedness!
• Build the exhibit around the product
• Make your exhibit easy to understand and visually
  engaging
• Be sure your company name contact info are
  prominently visible and easy to distribute
• Know your Product
• Demonstrate your product/services strengths
  best features
• Show product applications
• Give samples if possible
• Know your Competition
• Is my product unique to this market?
• Are my competitors exhibiting?

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Many exhibitors import leads directly into a
sales-contact database with a computerized
lead-retrieval system.
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Get Buyers Looking for You at Expo!
Have you developed a pre-show marketing strategy?
If not, you may be missing out on opportunities
to drive potential business to your booth.
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Remember, many deals are made on the golf course
and in the buffet line!
View Special Events
View Exclusive Tours
View the complete Program the Personal Planner
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Trade Show Vendor Tours Have category-specific
buyers escorted right to your booth! View the
2009 Tour categories, register to Participate,
and learn more online.
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If you have exciting news, hold a press
conference, develop press kits, and work with
IAAPAs Press Room to share press releases
regarding new products. During Expo, the Press
office will be located in Room S230A in the Las
Vegas Convention Center To contact Press Office
staff prior to Nov 14, call 1 703-299-5127 or
e-mail pressoffice_at_IAAPA.org.
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Have you outlined an approach to rate the
quality of the leads you obtain at expo?
Significantly increase your Return on Investment
(ROI) by allocating resources for the right
prospects.
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Better safe than sorry.
Plan your interactive exhibit or ride carefully
and remember that it must pass daily on-site
safety checks.
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Get your company noticed off the tradeshow
floor! Sponsors receive many additional
benefits, and their company gets significantly
more exposure.
Learn about this years opportunities.
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• DOs
• Be enthusiastic, confident, industrious.
• Be aware of your body language, be carefully
  groomed.
• Keep the booth neat, clean, organized.
• Work with all prospects know how to demonstrate
  products.

• DONTs
• Don't eat/drink in the booth.
• Dont wander away
• Dont be overly aggressive or negative.
• Dont underestimate your visitors.
• Dont sit with your back to the aisle.
• Dont read or use your cell phone at your booth.

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Even our seasoned IAAPA exhibitors need to take
careful note of the differences that this will
mean in Las Vegas.
More on this important topic shortly!
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• Invite your key customers and prospects to 'be
  your guest' at IAAPA Attractions Expo 2009
• Did you know that as an exhibitor you are
  entitled to VIP invitations that allow your
  guests to pre-register for FREE?
• Request your invitations today!

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Las Vegas may be about fun, but great business
also happens there.
Las Vegas generates strong worldwide attendance
for conferences and trade shows on average,
attendance increases 18 when conventions rotate
into Las Vegas.
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eXclusive Housing Rates through IAAPA Room Blocks
Travel Planners, the official IAAPA housing
provider, has negotiated exclusive low rates for
this event and rooms are going fast.
Book now to secure your first-choice
accommodations
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• IAAPA Introduces new software kiosks to help
  customers and prospects find you.
• This is FREE and every paid exhibitor is
  included with no extra registration or effort
  needed! It will be launched shortly before expo.
• Coming up, well give you a sneak-peak and
  youll instantly understand why we expect it to
  be a huge hit among exhibitors and the buyers who
  want to visit you!

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Say no to suitcasing! Suitcasing means
attempting to promote a company, product, or
service at IAAPA Attractions Expo or associated
events without purchasing an exhibitor
booth. IAAPA does not tolerate this practice and
appreciates your support in reporting any
violations to the IAAPA Show Office.
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Next Up

• Show Prep I Advance Planning
• Show Prep II Preparing for On-site Success
• Tips from Experienced IAAPA exhibitors

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Keep the IAAPA checklist handy to help track key
show deadlines
SAMPLE
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• Never plan a tradeshow with out it!
• This Exhibitor Services Guide helps you maximize
  your efforts by consolidating critical
  information from many sources into one
  easy-to-read manual.
• This Guide contains all the forms and necessary
  information you need to plan for your exhibit at
  IAAPA Attractions Expo 2009!

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• Consolidating shipments into minimal shipping
  boxes/containers and bundling your items into 1
  or 2 complete shipments will save you money and
  time.
• Shipping to the advance warehouse, although
  slightly more expensive, will provide advance
  confirmation of your freight arrival, and freight
  will be waiting for you at the convention center
  when you arrive.
• Get confirmation of your freights arrival!
• Teamsters Union Local 631 has jurisdiction via a
  labor agreement with FREEMAN for the loading and
  unloading of all trucks.
• Exhibitors may hand carry materials provided
  they do not use material handling equipment to
  assist them.

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Teamsters Union Local 631 has jurisdiction via
a labor agreement with FREEMAN for the erection,
touch-up, dismantling and, repair of all exhibits
when this work is done by persons other than your
full-time company personnel. 
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• Make the most of your marketing dollars!
• Sponsors receive benefits such as attendee
  lists, the ability to distribute materials at
  events, lobby and booth signage, recognition on
  the IAAPA web site, complimentary tickets to
  events, and acknowledgment in the On-Site Show
  Program.
• Choose to sponsor an exclusive reception or
  function, education sessions, the Kickoff Event,
  an awards program, or one of many other
  opportunities!
• Review all of this years sponsorship
  opportunities online.

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• NEW software kiosks to help customers and
  prospects find you.
• In the weeks before the show, watch for this new
  tool on the IAAPA website to help buyers plan
  their route through the show floor.
• On site, look for these kiosks to help buyers get
  oriented and make a bee-line for your booth!
• This is FREE and every paid exhibitor is included
  with no extra registration or effort needed!

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Next Up
Show Prep II Preparing for On-site Success
Planning ahead for these topics will lead to a
more pleasant successful ON-SITE experience!
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Know the building regulations to avoid any
surprises on-site! Some areas of note are
Animal Appearances, Balloon/Sticker policy,
Exhibitor Appointed Contractor regulations, and
more.
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• DEADLINE APPROACHING August 21st
• All exhibitors must provide IAAPA with a copy of
  their Certificate of Insurance by August 21,
  2009, indemnifying the Association and the Las
  Vegas Convention Center, and indicating required
  coverage in the amounts stipulated in the IAAPA
  Rules and Regulations.

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• What to Expect
• Inspection Procedures / Documentation
• Daily inspection by the Show Safety Inspectors
  documentation required.
• Dynamic Device Operators Training Class
• Maintaining your status

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Ride Safety Audience Participation Inspections

• Maintaining your Green Permit status or adding
  participation status on-site
• Secure insurance with a 3 million general
  aggregate
• Provide the Owners Manual and Safety Signage
• Receive a green permit sticker from the Show
  Safety Inspector before permitting audience
  participation
• Inspection by the Show Safety Inspectors and
  accompanying documentation required on each
  subsequent day.

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Train all staff members who are present about
the Convention Center and IAAPA Rules and
Regulations that apply to your exhibit and
particularly related to your rides or audience
participation.
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Next Up Tips from An Experienced IAAPA Exhibitor

• Key topics to keep IAAPA Expos valuable,
  successful events year after year.
• Marketing Pre-Show Promotion
• VIP Invitations
• Quality Leads Follow Through
• Booth Etiquette
• Have Fun!

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• Get Buyers Looking for You at Expo!
• Promote your presence booth in any mailings,
  ads, and communications to clients potential
  clients
• Promote your show presence on your web site and
  note you are exhibiting at IAAPA Attractions Expo
  in your email signature.

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Invite your key customers and prospects to 'be
your guest' at Attractions Expo All Exhibitors
receive VIP Invitations upon request. These
may be used to invite your most important
customers and prospects to attend IAAPA
Attractions Expo 2009 as your guests. Persons
registering with a VIP Invitation will receive
free admission to the Trade Show when they
register before November 6, 2009. Request your
invitations today!
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• Outline your approach in advance!
• Identify qualified buyer criteria
• Develop typical buyer profiles
• Determine criteria of a quality lead
• Ask the appropriate questions
• Listen to the prospects needs interests
• Be sure to confirm that the prospects contact
  information is accurate before they leave your
  booth
• Have a plan with follow up steps for after Expo.
• Many exhibitors import leads directly into a
  sales-contact database with a computerized
  lead-retrieval system.
• Don't be shy about scheduling a follow-up
  discussion.

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• Be a Good Neighbor
• Remember to keep your products, brochures, signs,
  characters, etc inside your booth space.
• Design your booth to allow for movement in and
  around your booth and products.
• 20 of the space should be open for movement...do
  not conduct business in the aisles.

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Particularly if youve never been to IAAPA
Attractions Expo or to Las Vegas plan to join in
all the fun opportunities this event creates!
See you in Las Vegas!
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THANK YOU!
We hope this information will help you better
prepare to exhibit at IAAPA Attractions Expo in
Las Vegas, and help create an enjoyable, safe,
and successful experience for everyone! These
slides and hyperlinks are available on the IAAPA
website. We also plan to post a recording of this
session online.
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Questions?