Global Business to Business Marketplace - Elijah Logan Longview Texas

Most latest and significantly useful way of trade prevailing in market is Global B2b Marketplace. It is a trade portal through which buyers and suppliers of various goods and services come together in a virtual trade show. These trade shows are conducted as either regular trade shows or online trade shows.

The companies today jointly are coming with this concept of fusing at a common place for the convenience of each other. The primary focus is to facilitate trade at various levels i.e.
• Manufacturing level
• Import level
• Export level
• Wholesale level

It is a two way process in which the buyers will find the worlds most reputable suppliers and vice versa at one common ground.

Buyers Consideration: Every buyer is in search of supplier who has the capability and the facility to meet his procurement needs. To fulfill these criteria each one is struggling globally. But with the coming of this new concept of trading, it is a blessing to find varied range of suppliers under one roof. The suppliers who match ones consideration can be contacted directly.
In case of online trade shows an email can be triggered when new goods or services listing appears. Benefits of buying including detailed company profile, product information, List of industry association, multiple quotations, etc.

Suppliers Consideration: B2B Marketplace acts like a hub for various suppliers to promote their products by providing detailed information about their offering through catalogs. The more of the displayed visibility translates increased awareness about the company and the potential for entry in untapped markets which inurns increases the sale pattern. It appears like an opportunity for suppliers to get noticed by global buyers through enhanced exposure.

Companies through out the world get themselves registered for such shows. They are required to provide complete information about themselves starting from true name, postal address, phone, fax, e mail address, registration content etc.

Key Points

• Suppliers can provide world class products to their customers at good prices and one can find manufacturers and suppliers that one can trust to deliver best quality at the best price on time.
• It is very cost effective way to connect with the whole lot of trading units throughout the world.
• One may find thousands of credible suppliers to compete for ones business. This makes the quality and price comparison easier and much simpler across the range of suppliers in seconds.
• It is the most appreciable and quickest key to global trade.

Elijah Logan Longview Texas @EliloganTx

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Conference or Exposition? Why Show Formats Should Influence Setting Trade Show Objectives

Longview Texas' own Elijah Logan
@EliLoganTx

Last week’s post covered who should be setting trade show objectives and when they should be set. An additional factor that should influence your trade show objectives is the format of the show and how the corresponding focus affects the amount of face-time you’ll get with attendees and new ways to spend it.

For the most part, industry events break down into two formats:

Conference series with a trade show attached
Trade shows/ expositions

How the show format factors into setting your trade show objectives:

Trade shows and expositions are focused solely on trade, the debut of new products and facilitating networking between industry professionals. Since attendees of these types of shows do not observe a conference schedule, your booth staff will have time to focus on qualifying serious buyers.
When it comes to exhibiting in trade shows that are attached to conferences, knowing the conference schedule and how it affects attendee traffic will help you set realistic objectives. Your goals will be based on educated projections of how much face time you’ll actually be spending with attendees.

What to consider if you’re exhibiting in a trade show/ exposition:

Are you qualifying attendees based on what stage of the buying process they’re in? According to Exhibit Surveys, 49% of tradeshow attendees surveyed planned to purchase in the next 12 months and 66% rate their booth visits as very or extremely valuable in comparing and evaluating offerings for future purchases.
Both of these statistics confirm that attendees of trade shows and expositions are actively engaged in one part or another of the buying process. But as an exhibitor, do you know which stage?
Potential customers who are in different stages require different types of information to progress through the initial stages and reach a buying decision. Discovering which stages they’re in and tailoring your sales message to them is the key to establishing a relationship early and winning the bid.
How to sell to customers in each stage:
According to A Guide to Understanding the B2B Buying Process, by the Inbound Sales Network:
«Communication during the ‘Awareness Stages’ should introduce your prospects to industry trends that point to developing issues and the business value of adopting change. This early consultative approach is crucial: Forrester Research reports that 65% of vendors that create the buying vision during this early stage get the deal.
Communication during the ‘Evaluation Stages’ should:

Find your unique point of view which can challenge prospect’s assumptions and create more demand

Create clear points of differentiation between you and your key competitors

Communication during the ‘Decision Stages’ should highlight customer success stories and demonstrate how your customers have achieved „successful project implementation and business value.“

What to consider if you’re exhibiting in a trade show attached to a conference:
Is the exhibit hall completely closed to attendees during conference sessions? If so, take the opportunity to find exhibiting companies with whom you can do business and set appointments with them, outside of the venue, during the time the show floor is closed. This way, you’re networking and gaining exposure with qualified leads while attendees are unavailable.

Does the trade show portion of the conference series remain open for attendees who have not paid to attend conferences? This is the most common type of conference series with a trade show attached. Although the show floor is not closed completely, attendee traffic tends to slow while conferences are in session.
When traffic slows, this is a prime opportunity to connect with other exhibitors who represent potential customers or partners. Again, knowing how to maximize these periods whereas an exhibitor, you’re competing with conference tracks for the attention of attendees is crucial to maximizing your investment. By networking with exhibitors, you’re interacting with potential customers regardless of the effect the conference has on the traffic flow.

Knowing the conference schedule will also help you plan the best times to conduct giveaways, announcements, product demonstrations and more. This way, promotions designed to draw a lot of traffic to your booth can happen when the conference schedule allows the maximum amount of attendees on the floor.

Does your business perform better at conferences with trade shows attached or trade shows and expositions focused solely on trade? Why? Share your story in the comments. Be sure to check out the blog at ElijahLogan.com, and connect at @EliLoganTx

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A Quickie on Banner Stand Exhibits - Elijah Logan Longview Texas

By Elijah Logan Longview Texas

Banner Stands are a high impact, inexpensive and attractive medium of advertisement. They are usually found at exhibitions, trade shows, retail stores – just about anywhere the potential customer can be attracted by high wattage graphics.

The attractive thing about banner stands is that they are portable, flexible and easy to set up. There are different kinds of banner stands like retractable or rollup, pole, telescopic and others. The technology that enables the high quality of graphics and photos has added to the beauty of banners.

While organizing banner stands for exhibitions, there are many choices to deliberate on. For a portable trade show, the choice is between a fully customized exhibition and a portable exhibit.

The general opinion is that a portable is much better than a customized banner stand. For one, portable systems cost a fraction of a custom built one. The exhibition center built by portable is ready in a jiffy compared to the custom built systems.

Another advantage is that you can handle and test the system before using. It is flexible and can be used again and again. Also, portable systems are ready to pack and easy to transport.

Choosing the right banner stand may be considered care fully. Banner Stands can be divided into indoor and outdoor. Indoor exhibition banner stands are used for retail exhibitions and trade show conferences, indoor events and sales promotion. This category can be further divided into retractable and pole banner stands. Pole stands are cheap and strong. Roll up or retractable are easy to set up, with safe casing for graphics, and are easily portable.

Outdoor exhibition banner stands are suitable for outside use. They are weather proof, wind resistant and need outdoor resistant graphics.

Exhibition selling and advertising can energize the dullest of products with colorful and attractive banner stands. Banner stands exhibits are crucial for attracting potential customers.

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Booth Staff for Your Next Trade Show - The Value of Technical Experts

Elijah Logan
@EliLoganTx

When most people think of trade show booth staff, they picture a gaggle of first-rate sales reps. They’re talkative, friendly, knowledgeable professionals who will connect with leads, discover the challenges they face in their businesses and mold product-centric solutions.

There’s no doubt that these folks should be in the booth. But they shouldn’t be alone.
The salesperson described above employs a particular set of techniques that have been successful in the past, but are becoming obsolete in modern business to business sales. These techniques were effective on purchasers who understood the problems their business faced, but didn’t know how to fix them. With endless amounts of product information available online, that’s not the case anymore.
This Corporate Executive Board study found that most B2B customers have completed 60% of a purchasing decision before they open dialogue with potential suppliers.
By that time, most customer have reached an understanding of their problem and, through research, have arrived at a solution. When they do begin speaking with a suppliers, they’re looking for the organization who can most efficiently and cost-effectively implement that solution.

This is where the importance of including technicians-turned-salespeople in your booth is evident. Legitimate purchasers are more likely to have detailed questions and these technicians-turned-salespeople are in a unique position to provide specialized information that paints a picture of fulfillment for potential clients’ existing, self-arrived solution.

Employing a focus on technical information shouldn’t stop at your booth. A study by Gelb Consulting shows that 56% of trade show attendees claim that purchasing decisions resulted from various factors, including the trade show booth. It makes sense if they’re among the 60% referred to above. Including technical sections on your website or publishing white papers in industry publications ensures that the information provided by the technical expert manning your trade show booth is consistent across marketing channels and widely available.

Not only will this technique drive sales and lead conversions from trade shows, it will position your company as an industry expert, which is exactly what savvy industrial buyers are looking for.

Are you a die-hard believer in solution sales? Or is the technique another casualty of the Information Age? Share it in the comments! Be sure to check out the blog at ElijahLogan.com, and connect at @EliLoganTx

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Reading Trade Shows Report - Elijah Logan Longview Texas

Trade Show Expert Elijah Logan of Longview Tx

Have you wondered how people work out the viability of major trade shows? How they calculate what is feasible and what is not? When it is feasible and when it is not? This is where Trade Show Reports enter the equation.

These reports are written by data analysts who forecast the future growth of the market. The information contained in the reports allows for the individualized planning of trade shows that anticipate the needs of invitees.

What information belongs in a Trade Show Report? Let us look at the following points:

Management associations coordinates (phone and address)
Location for trade shows and dates
Statistics of the show – how many square feet, how many stalls/booths, how many companies are expected
What industry segment(s) took part
Ranking of the events and shows separately and comparatively
Total market size estimate
Benchmarks
Forecasts of market vis-à-vis high ranking products

Data corresponding to the above points will be collected with the help of questionnaires, interviews, and personal discussions. The correct interpretation of data can create a report which will serve as a guide for successfully organizing the next trade show(s).

There are many other trade show reports which cover other aspects, such as:

Analysis of key industries
Possibility of the industry to hire
Whether revenue from exhibitions will rise or fall in the current year
Global, national and regional major growth strategies
Is the cyberspace killing the tradeshows – how much does it matter
Will investment be high in the current year
What growth percentage is expected in the presented this year

Trade show reports are mostly used as guides. But many times they are also used as a follow-up measure as well. There are reports which look particularly at the profile of the customers and try to organize the data captured to draw an accurate picture of the return on investment from the past trade shows, as well as forecast the future trends.

The trade shows reports are invaluable tools to understand how customer behavior, market growth, or recession rates indicate the industries which will grow best, and the demand of products.

For more trade show and marketing tips visit blog.ElijahLogan.com and connect @EliLoganTx

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Global Business to Business Marketplace - Elijah Logan Longview Texas

Most latest and significantly useful way of trade prevailing in market is Global B2b Marketplace. It is a trade portal through which buyers and suppliers of various goods and services come together in a virtual trade show. These trade shows are conducted as either regular trade shows or online trade shows.

The companies today jointly are coming with this concept of fusing at a common place for the convenience of each other. The primary focus is to facilitate trade at various levels i.e.
• Manufacturing level
• Import level
• Export level
• Wholesale level

It is a two way process in which the buyers will find the worlds most reputable suppliers and vice versa at one common ground.

Buyers Consideration: Every buyer is in search of supplier who has the capability and the facility to meet his procurement needs. To fulfill these criteria each one is struggling globally. But with the coming of this new concept of trading, it is a blessing to find varied range of suppliers under one roof. The suppliers who match ones consideration can be contacted directly.
In case of online trade shows an email can be triggered when new goods or services listing appears. Benefits of buying including detailed company profile, product information, List of industry association, multiple quotations, etc.

Suppliers Consideration: B2B Marketplace acts like a hub for various suppliers to promote their products by providing detailed information about their offering through catalogs. The more of the displayed visibility translates increased awareness about the company and the potential for entry in untapped markets which inurns increases the sale pattern. It appears like an opportunity for suppliers to get noticed by global buyers through enhanced exposure.

Companies through out the world get themselves registered for such shows. They are required to provide complete information about themselves starting from true name, postal address, phone, fax, e mail address, registration content etc.

Key Points

• Suppliers can provide world class products to their customers at good prices and one can find manufacturers and suppliers that one can trust to deliver best quality at the best price on time.
• It is very cost effective way to connect with the whole lot of trading units throughout the world.
• One may find thousands of credible suppliers to compete for ones business. This makes the quality and price comparison easier and much simpler across the range of suppliers in seconds.
• It is the most appreciable and quickest key to global trade.

Elijah Logan Longview Texas @EliloganTx

How Trade Shows Can Help Launch your Business in New Industries - Elijah Logan Longview Texas

Elijah Logan Longview Texas

Are you a small business looking to generate more sales leads? It may be time to get vertical.
According to this recommendation of contributor and Business Refinement, LLC founder Michael Kaleikini, the best way to break into a new vertical is to begin connecting with industry partners who can help you reach decision-makers directly.

One of the fastest and most cost-effective ways to do just that is to begin sponsoring or exhibiting in industry trade shows. Trade shows allow exhibiting companies to:

Gain face-time with prospects and industry professionals: This article from www.MarketingProfs.com shows that decision-makers value face-to-face communication more than any other form of communication for fluid decision-making and purchasing processes.

Build professional relationships that will last the lifetime of your business: An EventView study reports that 62% of senior executives chose event marketing as the discipline that best accelerates and deepens relationships.

Close sales faster and spend less doing it: In addition to exhibiting being one of the most valuable assets for initiating long-lasting relationships, it’s one the most cost-effective methods of lead generation in business. A study published by the Center for Exhibition Industry Research (CEIR) shows that sales cycles that result from trade show leads close faster and cost less to close than outside sales leads; $550 and 1.4 sales calls compared to $997 and 3.6 sales calls, respectively.

Participation in trade shows provides businesses with a smooth transition into a new vertical, with the potential to achieve big results quickly.

Mark LaCour of modalpoint, a company that helps organizations sell their products to the oil and gas industry, has seen the power of trade shows first-hand. «After sponsoring a breakfast track at a trade show, I watched one of our clients go from zero dollars of revenue from the oil and gas industry to ten million dollars in twelve months.»

Has your organization expanded into another industry using trade shows? Share your insights. Want more information on B2B trade shows? Visit the blog at ElijahLogan.com and connect with me @EliLoganTx

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Working With Manufacturers’ Reps And Succeeding At Trade Shows

Elijah Logan

Manufacturer's reps represent importers, manufacturers, exporters, or any combination of the above. The companies they represent pay them a percentage, usually a percentage of the total order. The reps only get paid when they sell. The importance of reps has been diminished by the Internet era. More-and-more businesses are connecting with manufacturers through the Internet, eliminating the need for expensive reps.

Manufacturers’ reps usually represent many companies. They specialize in industries such as gift, building materials, cosmetics, etc. A good rep can help you identify the hottest products, industry trends, and fashionable companies. Through one rep you may be able to connect with many companies, saving you time and legwork.

Many reps are doing more than selling. Some reps may train you or your employees the use of the products they sell. They can help you become an expert about the product they sell. Treat them as a resource not just another sales person.

Trade shows offer multiple opportunities for you to spot upcoming trends, network with manufacturers, importers, and wholesalers. A trade show can be a great resource for finding the right products for your business. There is a trade show for every industry. If you haven’t found one for you’re your industry, you haven’t looked hard enough. New York, Los Angeles, Chicago, Las Vegas, are among the most popular destinations for trade shows.

The most effective ways to locate the right trade show for you is to check with professional associations, trade publications, and convention centers. Trade shows can connect you with hundreds, or thousands, of potential product sources. Attending a trade show gives you the opportunity to demonstrate you mean business. By being there, you establish yourself as a player in your industry. The attendees commit time and money to participate in trade shows that qualifies them as serious buyers. As you meet with key manufacturers you get a chance to compare prices. Being there in person, you have an opportunity to study product quality.

Be ready for sensory overload. Trade shows are fun, but they can be overwhelming. Prior to the show, make a plan and stick to it. Don’t wonder around aimless.

For more trade show and marketing tips visit blog.EliLogan.com and connect @EliLoganTx

Elijah Logan is a consultant and serial entrepreneur who partners with companies across the globe to effectively unlock relationships with clientele in numerous core industries. His expertise was developed through a series of B2B trade shows, effective content platforms, and automates sales and marketing adoptions.
He has developed, produced, and managed 1.4 million square feet of B2B trade show space, serving over 2600 exhibiting companies and attracting over 300,000 attendees from 42 states and 17 countries. These offering resulted in over 550 million dollars in community economic impact, and has generated over 16.4 billion dollars in revenue for his clients.
In the digital content market Elijah has developed over 300 digital properties delivering bleeding edge news, industry relevant communications, and educational marketplaces to facilitate client’s development of effective marketing strategies.

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Brand Consistency At Trade Shows - Elijah Logan Longview Texas

Longview Texas Based Elijah Logan

Corporations often need to exhibit at simultaneous trade shows in different locales and for different reasons. They often have two trade show exhibits in the same city at the same time. Going one step further, a company may even have two separate trade show exhibits at the same trade show.

Oracle is an example of a company exhibiting at two trade shows at the same time in the same city. Why does this happen?

Quite simply, each trade show appearance had a different objective. One trade show exhibit concentrated on new lead generation, while the other trade show display’s focus was on new product launches. Even though these trade shows differed, Oracle’s message needed to be consistent in presenting their corporate brand. Trade show visitors may have a different agenda for attending each trade show, but the corporate message must remain consistent and easily identified with the corporate DNA.

Every aspect of trade show exhibit presence also must match up with company promotional materials, advertising, public relations, online marketing, website and direct mail. Companies lose identity when they dilute their image with mixed messages. Marketing pros say the golden rule is to stay true to your corporate message, reinforce the brand, and let everything else follow suit.

Event Marketer Magazine advises corporate marketers to be wary of delegating trade show activities to their product development staff. Product teams understandably tend to focus on products rather than the corporate message. This can seriously undermine the corporate image agenda.

So, in order to avoid mixed messages, pre show briefings with all the trade show staff team are essential. Then be sure to keep communication channels open and ongoing. Be on guard for any off the wall, wacky surprises that could distort your presentation. Also, have company monitors drop in at the trade show booths on the trade show exhibit hall to assure that the discipline of your corporate exhibiting goals is maintained.

As an example, Event Marketer Magazine sites the experience of DaimlerChrysler. With some 60 national auto shows, DaimlerChrysler works with its eight business units to develop trade show programs for these multi-market trade shows. They then send staffers from zone offices to check on the execution at the trade show. «Although we all have the objective of moving the metal, we also have to maintain the brand consistency,» says director of global event marketing Don Schmid. «That doesn’t always fit into what the dealers want to do.»

The DaimlerChrysler zone staffers leave a show after a few days, and dealers are often tempted to add additional makes and models to the exhibit space. «They might try and move in 15 percent more vehicles, which makes the space look like a parking lot,» says Schmid. «We have to be ready at all times to play sheriff.»

When exhibiting at a trade show, here are a few things to remember about corporate image reinforcement and brand consistency:

Understand the basic objectives of the design your corporate look.

Adhere to the parameters of the corporate image guidebook. All visuals must meet specific guidelines. Be aware not only of the physical specifications of visuals but also how to incorporate them for trade shows with multiple audiences and products. Stay true to your corporate colors and fonts and be conscious of how the name of the company is used.

Be consistent in your brand «mindset» –whether it be upscale, sophisticated, young or old. Not only with the way your trade show exhibit looks, but also with the dress style and comportment of your trade show booth staff.

Be sure everyone who represents your company is knowledgeable about all communication aspects of the company. Be able to articulate the brand in trade show booth graphics, sales pitches, promotional hand outs, email and web messages, even on business cards.

Many brands such as Yahoo! in Sunnyvale, Apple Computer Inc. in Cupertino, eBay in San Jose, Google in Mountain View, Hewlett-Packard in Palo Alto, Oracle in Redwood City, and Sun Microsystems of Santa Clara have distinctive logos and have a certain «personality» and feel about them.

Although they are all in the high tech industry, each of the brands is noted for their individual character. All have colorful and consistent images. Their brands are distinctive and successful, and their representatives have learned to speak with one voice.

Your company’s brand image will have a much great return on investment if you enforce these
basic disciplines.

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Plan Your Internet Marketing Process - Elijah Logan Longview Texas

Whether you are a one-map operation of a vast corporation (or any business operation that falls between the two), you need to plan your Internet marketing process if you are going to have any kind of benefit derived from your marketing efforts. The bigger a business grows the more elaborate and sophisticated the marketing tools become. The thing is that these tools can help anyone but unless you are on the larger side of the business pool, you probably cannot hire twenty people to analyze the global market and present a report telling you exactly where your business is, where the competitors are, what they are doing, what you need to do, how to do it, and how much it will cost for how long.

However, just because it sounds so intimidating does not mean that you can it without further thought. You do not need an army of marketing gurus in order to plan your Internet marketing process. All it needs a little common sense and business acumen, both of which can be acquired through education, training, and experience.

The best to go in case you are new to the whole Internet marketing game is to do what is known as «micro level planning». Micro planning is a good way to knowing exactly where you are and where you wish to go from here.

Here is how to plan your Internet marketing process using micro planning.

Being by asking yourself a simple question: Why are you marketing on the Internet anyway? Is it to increase public awareness, to increase sales, just to build a community, or all three? Then you should note down how much of your marketing efforts would be online and how much time you intend to spend on online marketing tasks.

There are many strategies to help you plan your Internet marketing process. Make a checklist of the ones that you would like to use including but not limited to Forums, eBooks, Newsletters, Contests, Banners, Articles, and Viral Marketing.

What type of analysis will your marketing be subjected to? What is the return on investment that you expect and how are you going to monitor it? What is your annual internet marketing budget and how will this be divided among the various marketing strategies that you have selected?

Timelines are equally important because they help you to set milestones. Without timelines you are in constant danger or falling behind or getting confused within your plan for Internet marketing. Keep a strict note for dates and time all projects.

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