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ATTENTION 2009 EXHIBITORS - Click here for the 2009 Exhibitor Application
Click here to register now!
Buyer Relations
Your show is about seeing your customers and the focus of this
initiative is to provide programs that support the farmers' businesses
and assure their continued attendance to the Show. The goal is
a more relevant and well attended event.
Northlands Farm and Ranch is timed to bring you and
your customers together at this peak buying time.
Exhibitor Benefits:
- Connect with your customers face-to-face
- Build your sales network
- Over 35,000 qualified attendees
Exhibitor Applications:
[pdf files]
Floorplans for 2008:
[updated Feb 27, pdf files]
 Hall A , Hall B, Hall C, Outdoor
Is there a scheduled move-in?
Yes
There is a scheduled move-in time for exhibitors. All exhibitors will
be notified of their move-in time prior to the show.
Move In: March 24 & 25, 8 a.m. - 10 p.m.
Move Out: 5 p.m., March 29 - Midnight, March 30
Will there be forklifts available?
Yes
Show Management will have 5,000 and 8,000 lb. forklifts on hand during
move-in and move-out periods at no charge to exhibitors. However,
if you require the use of heavy-duty unloading equipment for your
display or the use of the above forklifts for an extended period of
time (more than 15 minutes), it is your responsibility to make arrangements
with GES Canada. All costs beyond basic are the responsibility of
the exhibitor. Please refer to your exhibitor manual for more details.
To contact GES Canada please call Lorrie Sloboda or Chris Weder
at 780.467.7767 ext 304.
Will there be a pressure washer available?
Yes
The pressure washer will be located by the outdoor exhibition slide.
Costs are payable directly to Mobil Sky wASH.
LINK EXCHANGE
Copy & Paste the following code into your website where you would
like the link to appear.
The link will display as seen below.
http://www.farmandranchshow.com
EXHIBITOR INFORMATION
Call today for booth space availability - Call 1.877.471.7472
EXHIBITING TIPS
Giveaways
Do you have a cool new promotioanl item used to brand
your companies' names and logos? Bring them to the show! They
can function as a great reminder of your company's message and
a "thank you" to your clients if you choose carefully and consider
your audience. If you are not so cautious, they can be a waste
of money.
The main reason that premiums exist is to remind clients of your
company, product and message. A logo, your name, and maybe a catchy
slogan are all nice things to include. Just as important are contact
details. If a client uses your combination calculator-clock-radio
at her desk everyday, make sure she sees your phone number and
web site address. When she finally decides to order, she needs
to know where to call.
Keep it appropriate
to your audience (target
market) A negative impression can be far more harmful than no
impression at all.
Quality is as important as value
You want to get a good bargain, and buying bulk or out-of-season
items ahead of time can save you a load of cash. Caution - If
you hand out promos that break easily or don't perform what they
are designed to do, what does that say to potential clients about
the quality of your company and its products?
Don't give it all away
Be careful that your reps aren't handing out promos indiscriminately
to everyone that walks past your booth. Promos can be a great
tool for pre-screening and thanking prospects, but if everyone
gets one you will waste most of your time wading through crowds
of people that just want whatever cool goody you're giving away
and have no interest in your product at all. Reward customers
who listen to presentations, talk to reps, take surveys, or participate
in a demo. It is also a good idea to have a special premium for
VIPs and major customers.
Post Show Follow Up
Show marketing doesn't end when the booth is packed up and you're
on the flight home. If everything has gone well, you'll most likely
have pages of customer contact info, piles of business cards and
a show list of attendees. These are all valuable resources, and
to make your show truly successful, follow up after the event
is a must. Most companies will at least have the sales team call
on the names they have collected, but keep in mind that during
the weeks after the show customers will be receiving calls from
numerous exhibitors. They may not remember your company by name,
and without the immediacy of the show, what attracted them to
your product or service may not seem so apparent anymore.
Consider some of these options when following up with
clients:
Targeted, themed mailings
Successful exhibiting usually relies on an identifiable theme
for your exhibit. Color schemes, images, slogans and ideas are
a common thread tying together your booth, signs, advertising
and literature. Post-show mailings should use these same themes,
essentially becoming an extension of your exhibit. It is also
beneficial to include a picture of your booth somewhere on the
mailing. Reminding your clients visually of your exhibit will
bring back the immediacy and excitement they felt at the show,
and strengthen the relationship they feel with your company.
Attendee discounts
Many companies promote discounts
to attendees before and during the show. After the show it is
just as important to remind customers of any courtesy discounts
or specials offered to show attendees. If they weren't aware of
the promotion during the show, it will be a pleasant surprise,
and either way may serve as deciding factor if they are comparing
your products or services against a competitor's. It may also
be worth considering offering the same discount to any clients
that attendees refer within a set period after the show to increase
exposure.
Make the show a part of your corporate site
This
advice applies to pre-show, post-show and during the show as well.
Consider integrating information about the show into your web
site or creating a specific page or section devoted to the show.
Make this information, including the page address, a part of all
your mailings and literature. Include updates about the show,
show news, photos, and product information. Consider having one
or several of your show staff post a blog, or periodic live update
on show events, news and anecdotes. This will not only make the
show experience more lasting and concrete for clients, it also
offers a way to use the show to reach clients that cannot attend
in person.
Track show response
Recording details as to attendee response after the show is invaluable.
Not only should you keep track of new clients who ordered during
and after the show, but existing clients that are ordering due
to information from the show, the responses of attendees that
don't order, and general response to your show presence. This
is all necessary to measuring trade show ROI. Consider mailing
out a post-show survey or offering one on your corporate web site.
You might ask:
- What clients liked and didn't like about your exhibit and presentation
- What they would have liked to have seen or been offered
- What other exhibits they visited
- Overall show impressions
- How many and which shows they attend each year
- Whether they will be considering attending this show next year
- Consider offering a small premium or discount to those that
complete the survey as a thank you. Not all clients will respond,
but those that do will provide information that will be important
when planning future show strategy.
Stats to contemplate...
- 85% of your tradeshow success is based on the performance of
your staff.
- Set performance objectives for your staff, and inform them
of what is expected. Validate
their time, effort and performance with incentives or recognition.
- Make sales staff aware of booth etiquette, i.e. no eating or
drinking, no sitting, no cell
phones in booth, no talking amongst themselves, etc.
- Booth staff must be; enthusiastic, observant, and have excellent
product knowledge.
- Make sure your staff is excited to be at the show and enthusiastic
about your products/services.
- Play a proactive role: make eye contact, start conversations,
greet, engage and draw attendees into your booth.
- CEIR reports that 76% of all attendees have an agenda to see
specific companies when attending trade shows, and 84% of attendees
have buying authority.
- Every attendee that passes your booth is a potential customer.
- Exhibitors that make themselves unapproachable by being on
the phone, involved in conversation with fellow booth mates, etc
are missing potential sales.
- Aim to send attendees more information within 48 hours.
- Keep each conversation short; qualify and obtain company information;
follow-up leads as soon as possible.
- Store literature with product and contact information in an
accessible place to assist in the selling process, and for attendees
to pick up because:
The number of people that
visitors share
information with after attending a show
36% of attendees share information with ......1 to 3 people
35% of attendees share information with ......4 to 6 people
9% of attendees share information with ......7
to 10 people
20% of attendees share information with ......11 + people
Tips on Qualifying Attendees
- Establish the visitor's; name, organization, position, decision
making, ability, influence, competitive situation, etc.
- Establish the company's location - are they within your selling,
distribution area?
- Establish the level of interest or need for your products/services.
- What created the interest or need?
- Establish time and budget restrictions.
- Anticipate, ask and answer questions.
- Record all information with chosen lead method.
Goal: 2 - 3 qualified leads an hour per booth staff
Plan a Sales Strategy Using These Guidelines
- Be pro-active, engage in conversation - Ask general open-ended
questions.
- Gather Information - determine: buying potential, decision
making ability, budgets, time frames, needs, etc.
- Ensure that your presentation is effective, concise and organized
- information about specific products and services needs to be
5 to 7 minutes in length.
- Disengage - Shake hands, thank them for their time, finish
the sale, but remain polite and professional. If you choose, offer
a small gift as a thank you.
Follow-Up
The success of a follow-up is dependent upon the quality of the
information that was recorded on the "lead sheet". A lead
sheet should be developed to suit the needs of your organization.
A follow-up should be completed within 10 days of the show.
70% of exhibiting companies never
follow-up
12 Winning Strategies for Successful
Exhibiting at Trade Shows
by Dr. Allen Konopack, President of Incomm
Center for Trade Show Research in Chicago
1. Start with a goal
Each booth staffer can plan to talk with 10 people per hour.
Work from there and estimate how many turn into leads, then
prospects, then into orders. A 24-hour show should give each
person 240 contacts with 10-20% as excellent prospects. 2. Pre-show promotion is a must
33% of attendees visit an exhibit because they received an
invitation or promotional mailing. Mail invitations 12 weeks
prior to the show date.
3. Think of your booth backdrop as a billboard
Use bright colours. More important than your company name
or product is a sign with a benefit.
Example: "5 Ways to Sell More in Europe."
4. Staff your booth with your most knowledgeable,
enthusiastic personnel.
Research has identified that as much as 60% of the buyer's
decision is based upon the quality of assistance received
at an exhibit.
5. Greet people with a handshake
Only 8% of exhibitors do this, and 71% of trade show attendees
say they felt they received more personal attention from salespeople
who greeted them this way.
6. Don't ask, "May I help you?"
Instead, try: "Thanks for stopping by. What prompted
your interest in our exhibit?" Open-ended questions start
the flow of conversation.
7. Take notes when talking to your guests
Always think of visitors to your booth as guests. Taking notes
shows you are genuinely interested.
8. Arrive early and stay late
The last hour of the days is the "Golden Hour of Opportunity"
because when other exhibitors are closing, the savvy exhibitor
will meet with the serious buyers who have procrastinated
in making a decision.
9. Use handouts sparingly, and think small
Attendees do not want to carry a lot of bulky materials. The
smaller one-page brochures are more likely to be taken back
to the office.
10. Showcase a new product with a sign.
The word "NEW" will attract your viewer.
11. Watch your body language
Don't stand with your hands in your pockets or with your arms
folded. Always hold something in your hands.
12. Review your best leads within two
hours and make detailed notes
Sixty-six per cent of what you hear is forgotten in one day.
Add the notes to the best leads to improve your follow-up
after the show.
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call: 1.877.471.7472
