tag:blogger.com,1999:blog-7517104417796899126Thu, 06 Nov 2025 11:49:09 +0000Lead Collectiontrade show ROITrade show LeadsAdviceLead Qualificationlead follow uptrade show follow uptrade showsFollow upLead ScannerTrade Show Lead ScannerImporting Trade Show Leads into CRMInternet ConnectionTradeshow Leadscalculating ROIefulfillmentllead follow-uptrade show lead follow-uptrade show literature fulfillmenttrade show technologyI've been working in the trade show industry for 13 years, specifically consulting with exhibitors to get more sales and meaningful contacts out of the leads they collect at trade shows. In this blog, my goal is to share ideas and techniques that we use to fix common problems face by most exhibitors.http://tradeshowleads.blogspot.com/noreply@blogger.com (Chris Tremblay)Blogger19125tag:blogger.com,1999:blog-7517104417796899126.post-3457033698310139756Thu, 24 Jan 2013 00:58:00 +00002013-01-31T16:53:46.400-08:00It is commonly believed that 80% of tradeshow leads receive no follow-up.  This often quoted statistic was created by CEIR (Center for Exhibition Industry Research) a while back and I think it still holds true today.  Most bloggers that talk about tradeshow lead follow-up will quote this to back their argument for going through a series of steps to improve your company's lead follow-up.http://tradeshowleads.blogspot.com/2013/01/lead-retrieval-scanners-set-exhibitors.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-4655802170060793779Fri, 24 Aug 2012 22:29:00 +00002012-08-24T15:33:34.794-07:00 We've recently acquired a few new customers that are using our FulfillLit system in their booths.  The main goal is to get a better handle on the tradeshow leads, improve follow-up and so on.  One of these companies has 10 shows that have badges where we can use the scanners, and another 30 where they collect business cards.  This presents a huge problem to anyone that wants to http://tradeshowleads.blogspot.com/2012/08/tradeshows-where-you-collect-business.htmlnoreply@blogger.com (Chris Tremblay)14tag:blogger.com,1999:blog-7517104417796899126.post-2072237846515146044Wed, 15 Feb 2012 01:44:00 +00002012-02-14T17:55:56.736-08:00For those that don't know, EXHIBITOR 2012 (www.exhibitorshow.com) is the main industry trade show for people that are involved with exhibiting at and organizing trade shows.  A trade show for trade show exhibitors.  We (Event Technologies) exhibit at this show every year.  And we always make a bunch of good connections and almost always walk away with a few new http://tradeshowleads.blogspot.com/2012/02/visit-us-at-exhibitor-2012-booth-1763.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-3528644850972461235Wed, 09 Feb 2011 21:11:00 +00002011-03-21T21:37:24.054-07:00efulfillmentlead follow-uptrade show lead follow-uptrade show literature fulfillmenttrade show technologyAre you looking for a way to save money at your trade shows? What if you didn't have to spend the money to print and ship collateral to each show? AND you were able to send requested information while you were talking to each prospect. Event Technologies Trade Show FulfillLit can save you money, and deliver requested collateral to each prospect immediately, while they are still http://tradeshowleads.blogspot.com/2011/02/efullfillment-intelligent-literature.htmlnoreply@blogger.com (Chris Tremblay)1tag:blogger.com,1999:blog-7517104417796899126.post-8542410785179808173Thu, 20 Jan 2011 20:05:00 +00002011-01-20T12:08:21.407-08:00trade show follow uptrade show ROIMost trade show planning covers the booth, staffing, and other details involved with the actual event.  Lead collection is typically an afterthought because every show offers a lead collection system that scans the show badge and saves the information on a memory stick.  Typically the leads are sent to sales in an excel file, and it's up to sales to execute a post trade show follow-up http://tradeshowleads.blogspot.com/2011/01/increase-show-revenue-without.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-9121817179668370006Tue, 18 Jan 2011 20:56:00 +00002011-01-18T12:56:34.357-08:00Importing Trade Show Leads into CRMTrade show LeadsThe trade show lead scanner is the easiest way to collect trade show leads. If you're using the trade show lead retrieval system, the data you get after the show is rarely in the right format you need to put it into your CRM system. So what do you have to do with the trade show leads to get them formatted correctly? Here are a few trade show strategies for reformatting your trade show lead data:http://tradeshowleads.blogspot.com/2011/01/importing-trade-show-leads-into-your.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-3006026368916655285Tue, 02 Nov 2010 19:39:00 +00002010-11-02T14:04:10.308-07:00trade show follow upTrade Show Lead ScannerTrade show Leadstrade show ROIEvery trade show you exhibit at seems to have a different trade show lead collection system. How are you supposed to bring any consistency to the leads if the capabilities of the trade show lead scanner and demographic information you collect at each show is different? This is a good quesiton and the honest answer is without some extra effort, you can't. One way to avoid this problem altogether http://tradeshowleads.blogspot.com/2010/11/different-lead-system-at-every-trade.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-4285706553425255488Mon, 18 Oct 2010 20:06:00 +00002010-10-18T13:06:59.318-07:00The recent Exhibitor magazine article “The Myths of Lead Management” confirms what most everyone knows – 98% of exhibitors collect trade show leads. And while 70% have a follow-up plan in place, almost as many are less than enthusiastic with their results. Overall, the survey seems to say that exhibitors focused on trade show leads follow-up in greater numbers than was previously thought and mosthttp://tradeshowleads.blogspot.com/2010/10/small-changes-to-trade-show-follow-up.htmlnoreply@blogger.com (Chris Tremblay)1tag:blogger.com,1999:blog-7517104417796899126.post-2148665363772968256Thu, 07 Oct 2010 21:49:00 +00002010-10-07T14:49:08.138-07:00lead follow uptrade show follow uptrade show ROIby: Kevin Ehlers One of the easiest and cheapest trade show lead follow up methods is email. While some industries don't prefer to communicate via email (doctors, for example), almost everyone has embraced email as a primary form of business communication. When constructing the copy for your post show email, you need to keep a few things in mind. Here are a few trade show strategies for email http://tradeshowleads.blogspot.com/2010/10/trade-show-follow-up-email.htmlnoreply@blogger.com (Chris Tremblay)2tag:blogger.com,1999:blog-7517104417796899126.post-7294475506054432805Tue, 05 Oct 2010 18:42:00 +00002010-10-05T11:42:47.352-07:00lLead QualificationTrade Show Lead Scanner“So how many leads did we get?” This is normally the first question everyone asks when gauging the success of a trade show. Unfortunately, if you are looking to increase trade show sales this is the wrong question. The question should be, “how many leads did we get that are ready to buy something?” If you are giving away a trip to Hawaii, you will collect a ton of trade show leads. But how many http://tradeshowleads.blogspot.com/2010/10/quantity-vs-quality.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-1558861509746929271Mon, 04 Oct 2010 17:45:00 +00002010-10-05T11:25:47.199-07:00Lead CollectionLead QualificationLead ScannerTrade show LeadsI've noticed lately that trade shows are including less and less contact information on the attendee badges. Shows in the corporate sector are listening to their outspoken attendees and removing email addresses and phone numbers from the attendee badge. For other reasons, I can only guess at, contact info has become less complete, leaving out zip codes, and even company names at some shows. At http://tradeshowleads.blogspot.com/2010/10/ive-noticed-lately-that-trade-shows-are.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-7043294582835212893Fri, 01 Oct 2010 20:22:00 +00002010-10-01T13:22:56.126-07:00AdviceLead Collectionlead follow upTrade show LeadsI was recently reminded that there is a "secret" to a successful trade show lead management program. Last week, one of our customers exhibited at a show in Las Vegas. At this show, they had a huge booth, and typically collect between 300 and 400 leads. They are a multinational corporation, and just like every other exhibitor, they expect to collect a certain number of hot trade show leads, and tohttp://tradeshowleads.blogspot.com/2010/10/secret-to-trade-show-lead-collection.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-6746525883333201283Fri, 24 Sep 2010 15:09:00 +00002010-09-24T10:02:01.446-07:00Follow upLead Collectiontrade showsby: Fred Tremblay I have seen a number of discussion groups and blogs lately centered on the topics of lead retrieval and follow-up. When the subject includes lead retrieval I immediately assume the audience is trade show managers. Trade show managers execute the lead collection (by ordering the lead scanner), but this is where their responsibility typically stops. They are usually not missioned http://tradeshowleads.blogspot.com/2010/09/i-have-seen-number-of-discussion-groups.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-4264263226438472945Wed, 15 Sep 2010 17:34:00 +00002010-09-24T08:20:07.095-07:00lead follow uptrade showsMarketing says that the sales reps don't follow-up on the trade show leads. The sales reps say that the leads from the trade shows are unqualified, and their time is better spent on the leads they get from other sources. Probably, both marketing and sales are right. I think we can all agree that trade show leads are valuable. At any trade show, a certain percentage of the leads collected are "http://tradeshowleads.blogspot.com/2010/09/marketing-says-that-sales-reps-dont.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-3537424300317215931Mon, 09 Aug 2010 22:40:00 +00002010-09-24T08:16:43.358-07:00calculating ROIFollow uptrade show ROII talk to a lot of marketing people that are trying to figure out how much money their tradeshows are actually bringing in. A trade show manager that I spoke with the other day, was tasked with figuring out her companies trade shows’ Return on Investment (ROI). If she sent us the leads from her show, could we give her a number? She wanted a “Yes or No” answer. Unfortunately, it is not that simplehttp://tradeshowleads.blogspot.com/2010/08/calculating-trade-show-roi.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-2100519849437188900Wed, 04 Aug 2010 20:56:00 +00002010-09-24T08:21:23.048-07:00Internet Connectiontrade showsDo you use an Internet connection at your trade shows? If you are paying more than $299, then EventConnect can save you money. Typically the internet connection that you can rent for a trade show costs between $1000 and $3000. Event Technologies has put together a package that allows our customers to use the Verizon Broadband Wireless Network to provide internet access in your trade show booth. http://tradeshowleads.blogspot.com/2010/08/trade-show-internet-connection-for-299.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-9133756050659947818Tue, 03 Aug 2010 23:17:00 +00002010-09-24T09:37:53.821-07:00AdviceLead CollectionLead Scannertrade show ROIWe get a lot of calls from people asking if we have a replacement for the lead retrieval scanner they rent at the shows. Usually the goal is to reduce the cost of this rental at every show. I definitely understand this because $350 is a hefty charge for 3 to 5 day rental of a simple electronic device. Unfortunately, there is no direct replacement for the lead retrieval box that will work at everyhttp://tradeshowleads.blogspot.com/2010/08/trade-show-lead-collection-on-budget.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-6061607241882518866Wed, 28 Jul 2010 23:42:00 +00002010-10-04T10:26:53.209-07:00AdviceLead CollectionLead QualificationTradeshow LeadsI spend a good amount of time helping companies with trade show lead collection and trade show lead follow up. When I'm onsite, I sometimes ask a booth rep, "How was that lead?" and the answer is usually something like, "pretty good, she was interested in the XXX Widget." If you ask that rep, "Was she the decision maker, or does she have budget," they typically have no idea, because they never http://tradeshowleads.blogspot.com/2010/07/dont-sell-in-booth.htmlnoreply@blogger.com (Chris Tremblay)0tag:blogger.com,1999:blog-7517104417796899126.post-5913589683727980863Tue, 27 Jul 2010 22:10:00 +00002010-07-27T15:24:52.529-07:00If the sales people are not following up on the trade show leads, is there anything that the marketing department can do?Yes. The bottom line that sales people will call on a lead that they think will turn into a sale. Trade shows obviously generate sales ready leads, but they also generate a large quantity of leads that are not buyers yet. Marketing's job is to consistently deliver only the http://tradeshowleads.blogspot.com/2010/07/getting-your-sales-reps-to-follow-up-on.htmlnoreply@blogger.com (Chris Tremblay)1