Exhibitor Priority Points System that Rewards Loyalty September 29, 2016 by Dave Lutz Your Points System Should Influence Current Spend Decisions Like any storefront business, exhibitor booth selection is heavily influence by three factors: location, location, location. Most trade-show organizers use a priority-points system to help determine the order of booth-space selection for next year’s expo and their system has been in place for quite a while. Over … [Read more…] Filed Under: Business Model, Sponsorship & Exhibits Tagged With: , exhibit sales, Exhibitor marketing, exhibitors, loyalty, sponsor acquisition
Donna Kastner Promoted to Vice President July 7, 2014 by Dave Lutz I’m excited to announce that Donna Kastner has been promoted to VP, Expo/Sponsor Sales & Activation at Velvet Chainsaw Consulting! Donna’s contributions to our client consulting projects and innovation have grown steadily since joining our team two and a half years ago. Most notably, she’s led the charge for progressing our consulting muscles in the … [Read more…] Filed Under: Ramblings Tagged With: , exhibit, exhibit sales, promoted, sponsor, sponsor acquisition, sponsor activation
The Wrong Way To Approach Conference Sponsorship June 4, 2014 by Jeff Hurt Logos hanging from the ceiling at the tradeshow. Ads covering windows, elevator doors and escalator ramps. Symbols, signs and emblems stuck to the floor, carpet and wrapping columns. Logos on lanyards, room keys and conference bags. All of these are the traditional ways conferences approach sponsorship. And the majority of them have little value or … [Read more…] Filed Under: Sponsorship & Exhibits Tagged With: , sponsor acquisition, sponsors, sponsorship
Sponsorship: From Uninspiring To Really Mattering March 21, 2014 by Dave Lutz When attendees interact with your sponsors, do they feel marginalized or like they really matter? Are you forcing your sponsors’ messages on your conference attendees or helping sponsors offer insights that attendees may actually value? Remember That Last Event You Attended Think back to an event that you attended. Quick: Do you remember any of … [Read more…] Filed Under: Sponsorship & Exhibits Tagged With: , conference sponsorship, sponsor acquisition, sponsors
Proving Conference Emotional Marketing Sponsor Spend January 14, 2014 by Dave Lutz Exhibit-booth footprints are shrinking across nearly every industry. The Good News There is a silver lining though: the opportunity to develop fruitful strategic partnerships. Just be ready to prove why a sponsor’s dollars are well spent on your organization. The Bad News More companies are demonstrating their products and services via digital technology rather than … [Read more…] Filed Under: Sponsorship & Exhibits Tagged With: , conference revenues, conference sponsorship, expo revenues, expo sales, sponsor acquisition, sponsorship activation, sponsorship sales
Sponsorships Change Dramatically In Radical Ground-Breaking Revolutionary Conferences November 12, 2013 by Jeff Hurt Think about your conference attendees for a minute. And think about the lives they lead on a daily basis. Now think about the roles corporate brands want to play in their lives as conference sponsors. That’s a hard thing for a brand to accomplish at a conference or even in the real world. Consider Your … [Read more…] Filed Under: Sponsorship & Exhibits Tagged With: , conference revenues, conference sponsorship, expo revenues, expo sales, sponsor acquisition, sponsorship activation, sponsorship sales
The Sponsorship Whisperer Builds Trust With Each Encounter November 8, 2013 by Dave Lutz Horse whisperers move carefully, listen intently, and earn trust through each encounter, even with the most unruly of horses. And there’s a lot they can teach us about sponsorship sales. Many conferences struggle with flat or declining revenue from exhibitors and sponsors. For some, it’s because their attendees don’t have enough buying influence or authority. … [Read more…] Filed Under: Sponsorship & Exhibits Tagged With: , conference revenues, conference sponsorship, expo revenues, expo sales, sponsor acquisition, sponsorship activation, sponsorship sales
