Choosing The Right Tradeshow(s)

Let’s face it, everybody has exhibited at a tradeshow and at the end of the show said, “I’ll never do this show again”. With the proliferation of trade shows these days, which show do you choose? Well, first of all you don’t just choose one show and let that be your agenda for the year; you plan your schedule strategically. I would suggest, depending on your industry, let’s take manufacturing for example, you choose no fewer than two shows per year and more, if warranted (more on that in a minute). Two shows, one in the spring and one in the fall, allows your organization the benefit from any sales cycles that may exist. More to the point it allows your sales force to interface with prospects and suspects, not to mention customers, which may only get perfunctory attention during the rest of the year. And, it provides excellent momentum for introduction of new products and services. More than two shows? Absolutely, if your organization has opportunities in sectors of large market categories.

But which shows? Here are some suggestions to consider: If the show is National, where can your space be positioned and what is the trend in...