O N L I N E

Tips for Attendees

January 2002

By Gary Thill
Contributing Writer

OPhoto courtesy Atlantic City Convention & Visitors Authority ther than sore feet, the hardest thing for trade show attendees to avoid may be getting lost, both figuratively and literally. Because trade shows are so big — the Atlantic City show covers 1.4 million square feet — experts say the sheer size can be overwhelming, not to mention all the exhibitors competing for your attention. Without proper preparation, your trade show experience can end up being nothing more than one big wrong turn. Here’s how to keep moving in the right direction:

Stay focused: Before you even set foot on the trade show floor, determine why you are going, and then stay focused on that objective, says Steve Miller, best-selling author of How to Get the Most Out of Trade Shows. That can be hard to do at trade shows, which feature an overload of games, floor shows and other eye candy. Miller’s best advice: “Keep your eye on the prize.”

Use navigational tools: One of the most time-consuming parts of a show is simply figuring out how to get from point A to point B. Fortunately, the Atlantic City Pool & Spa Show offers a number of tools to help showgoers find their way around, says Joel Caesar, show manager and executive director of the Northeast Spa & Pool Association-National Spa & Pool Institute affiliate. Along with its online information, the show offers pocket-sized directories that list exhibitors by name, booth number and type of product. Also throughout the show floor, “You Are Here” maps help orient showgoers.

Visit the info booth: The info booth at the show offers a handy electronic product and services locator. “A person can simply say, ‘I want to find all the companies that sell this kind of widget,’ and the computer will generate the list,” Caesar says.

Seminars: Often at trade shows, attendees are there for the seminars as much as the exhibits. To get the most bang for your buck, consider grabbing the handouts from seminars you can’t attend. Many presenters put all the pertinent information in the handouts for busy showgoers. And don’t be afraid to leave a seminar that isn’t what you thought it would be in favor of another down the hall. It’s better to see half of two seminars than one that wasn’t worth your time.

Beware hospitality suites: The hospitality suite — a room that companies set up to woo new and existing clients, often complete with bars and snacks — can be a good networking opportunity, but it also can be the siren call of trade shows, warns Miller. “Don’t convince yourself that going to a bunch of hospitality suites is going to help you in your business,” he says. If you do go, be very conservative about how much you drink and how late you stay out.

Taking breaks: Trade shows are physically and mentally demanding, says Caesar. So remember to take a break throughout the day beyond breakfast, lunch and dinner. Sometimes it helps just to get outside for a few moments and breathe some fresh air before you get back to the floor. “You need to schedule breaks and give yourself time to recharge,” says Miller.

Ask for help: Even though Caesar and his crew try to make it as easy as possible for attendees, it’s easy to get lost in a room that’s 1.4 million square feet in size. When in doubt, ask. Look for uniformed show workers or guards at the doors.

Bring extra business cards: If there’s one thing you don’t want to happen at a trade show, it’s to run out of business cards. The cards are your entree to others at the show and make an invaluable networking and contact tool. Pack an extra box, just in case. They’re easy to bring back.

Follow-up: Sometimes the responsibility for follow-up falls into the lap of the booth visitor. “Because exhibitors are so bad at follow-up, you may have to be the adult in the relationship,” says Miller. If you really want to do business with a company, make sure you get the necessary contact information you’ll need to follow up — just in case they don’t.




Gary Thill is a free-lance writer based in Portland, Ore.

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