Exhibit and Event Management

Show Selection Questions

How do you determine the "right" shows for you to attend? There are many things you need to consider when selecting where to exhibit. Here are 56 questions you need to ask yourself and show management:

Questions to Ask Yourself
1. What do you want to achieve by exhibiting?
2. Who is your target audience?
3. Which industries cater to your target audience?
4. At which shows do your major competitors exhibit?
5. Which shows do your customers need?
6. Which shows do your suppliers attend?
7. Which are your major industry shows?
8. What is your budget?

Questions to Ask About General Information
9. What are the official name, date and location of the event?
10. What is the name and address of the show organizer?
11. What is the nearest airport?
12. What transportation is available to the show site?
13. Which hotels are within easy access to the show site?

Questions to Ask Show Management About the Show
14. How long has the show been running?
15. What trends exist for the last three to five shows?
16. What is special/unique about the show that differentiates it from competing industry shows?
17. How do the attendance and exhibitor figures compare for the last three to five shows?
18. Has the show been growing or shrinking?
19. Is this a local, regional, national or international show?
20. How narrow-broad are the markets served?

21. What are the show hours?
22. What educational programs offered?
23. When are the programs held?
24. Do they conflict with show hours?
25. What is show management's marketing program for each show?
26. How far in advance of the show does the marketing program begin?
27. Where is the upcoming show located? (Approximately 57% of the attendees come from a 400-mile radius of the show site.)

28. Will the show attract visitors from areas of the country you do, or want to do, business with?
29. How convenient are the show dates?
30. Do they coincide with another major event, locally, regionally, or nationally?

Questions to Ask Show Management About Attendees
31. What are the show attendance figures for the last three to five shows?
32. Are the figures independently verified?
33. Are exhibit personnel, press, spouses, and other non-buyers included in the figures?
34. If so, what percentage do they represent?
35. What percentage of attendance is pre-registered?
36. What percentage of pre-registered attendees are "no-shows"?
37. What visitor profile information is available?
38. What industry segments do visitors represent?
39. What is the geographic visitor breakdown?
40. What percentage of visitors is from overseas?
41. What accommodations exist for overseas visitors?
42. What is the average amount of time visitors spend on the show floor?
43. Which other shows do attendees visit?
44. Are there any attendee admission restrictions?
45. Is the show open to the public?
46. Is there an on-site pressroom and how is it run?
47. Are there any other media relations activities?

Questions to Ask Show Management About Exhibitors
48. What types of companies currently exhibit at the show?
49. How many of these companies are industry leaders?
50. How many of these companies are your competitors?
51. What size booth space do your major competitors take?
52. Are exhibiting companies divided into product/service categories?
53. What after-hour events are organized so that exhibitors can meet attendees?
54. What on-site facilities are there for exhibitors?
55. What opportunities exist for exhibitors to e included in the educational programming?
56. What exhibitor sponsorship opportunities exist?

Bob Thomas, CME is Founder and President of Exhibit and Event Management - an exhibit management and consulting company based in Columbus Ohio . He is also Past Chairman of the Board of Directors for the Trade Show Exhibitors Association and has been managing trade show and marketing exhibits for more than 15 years.

Bob Thomas, CME

Exhibit and Event Management

3227 Mountview Road

Columbus OH 43221

614.538.9004

614.538.9019 fax

www.exhibitmanagement.com