Author: Dave Lutz


What Meeting Planners Want From Their CSM

It was arrival day for PCMA’s Convening Leaders Annual Conference. Most of the hotel and CVB sales folks were entertaining clients and watching the NFL playoffs. Meanwhile, their Convention Services Managers (CSM) were working hard to discover new ways to deliver value to customers. Some things never change! The Event The event? Association for Convention … [Read more…]

Virtual Event Strategies for 2011

This post is written by Dave Lutz. I’m a believer in Hybrid Events and the benefits of extending reach through that strategy. Associations that go down the hybrid road, and make it financially attractive, are putting their profession ahead of profit. AND they will reap long-term benefits. Why I Am Not There On Pure Virtual Events … [Read more…]

Virtual Trade Show Business Plans

Tradeshow organizers and exhibitors are leveraging virtual technologies for their benefit. Virtual events are helping them reduce costs, increase lead generation, improve ROI for the exhibitor and attract future buyers. At IAEE’s 2010 Expo! Expo! Nicole Buraglio and I presented a sesson on Virtual Trade Show Business Plans. We explored several business and go-to-market strategies for leveraging … [Read more…]

Five Tips To Improve Your Tradeshow Exhibitor Communications

Recently, I’ve been doing a bit of research and consulting on exhibitor communications. While I’ve lived in and around shows for many years, in the past my focus has been more on revenue, lead management and ROI, and not so much on the service, hand holding and communication of confirmed exhibitors. Most tradeshows have at … [Read more…]

Four Ways To Flip Your Tradeshow Buying And Selling Model

“People don’t like to be sold, but they love to buy!” Jeff Gitomer. That’s one of my favorite truth quotes, from Gitomer, a speaker, sales trainer and author of The Sales Bible, Little Red Book of Selling and many others. This truth is playing out in the way buyers are changing how they attack and … [Read more…]

How The Billboard Effect Influences Your Tradeshow

About a year ago, I learned about a term used in the hotel industry known as “The Billboard Effect.” Defining The Billboard Effect Chris Anderson Ph.D., assistant professor at Cornell University, conducted a study on the impact of hotel reservations for hotels with or without a presence on Expedia. During the study, four hotels were … [Read more…]

Priority Points, On-Site Booth Sales And The NFL Draft

A couple of weeks ago, Kevin Johnstone, director of Tradeshows at the National Association of Music Manufacturers, started a LinkedIn discussion about priority point programs and on-site booth sales. Tom Corcoran, Owner of Corcoran Expositions, Inc. , added my favorite reply to the thread. “Two benefits to holding your space pick for next year on,-site, … [Read more…]