Exhibit Information:

Living Well Marketplace

Liberty Hall & Heritage Room at The Factory at Franklin, 230 Franklin Rd, Franklin, TN

Vendor Move In: Saturday, March 10, 2012 from 7am -11:30am

Show Hours: 12pm – 6pm 

Vendor Move Out: Saturday, March 10, 2012 from 6pm – 10pm

LWM_floorplan_FINAL

Exhibitor Packet | Plan Your Exhibit Experience

Consumer shows are the only advertising medium where customers can see, touch, taste, smell and hear your product, or learn about your service, before they make their decision to buy. The Living Well Sustainable Marketplace is unlike traditional advertising and marketing. We bring your customers and prospects right to you. And, the show delivers a festive atmosphere, conducive to conversations and sales.

We are dedicated to making each of our shows both exciting and successful. And, we want to be sure you are fully prepared to take advantage of all the show offers. You will be competing with hundreds of other exhibitors for the attention of show guests, so it is important that you stand out in a positive way. We believe this Exhibitor Handbook will help. Here are the steps you should take:

1. Plan ahead for show time success.

Planning is required in order for you to be successful.

2. Establish your reason(s) for exhibiting:

To make sales
Meet new customers
Introduce new services
Create an image
Increase your exposure
Demonstrate
Conduct research
Direct traffic to your store or website

3. Write out your objectives.

How much? How many? What type?

4. Set your budget and determine how you will spend it.

Here are some key elements to consider when preparing your budget:

Space Rental
Exhibit Expenses (décor, electricity, phone, internet)
Shipping and Storage
Personnel
Advertising and Promotion
Travel and Entertainment

5. Keep your exhibit design simple.

Create a theme. Your theme should:

Clearly communicate your message and leave no question about what you are selling or promoting
Be consistent with your ads and slogans
Make your exhibit space memorable

6. Design a single focal point, using easy to read signage and clean graphics.

7. Create an exhibit that makes visitors feel comfortable.

Invite them into your space and let them see, touch, taste or hear your product.

8. Remove physical barriers.

Invite guests to cross the threshold into your space.

9. Engage show guests.

If you can demonstrate your product, do it. Add an activity or demonstration to draw attention to your space and attract show guests.

10. Your staff is the most important part of your exhibit.

Guests make judgments about your company and product based on your staff. Remember, people buy from people.

Carefully select and train exhibit space personnel.
Share your goals and teach them how to build relationships with your potential customers.
Educate them about your product or service so that they can effectively communicate with show guests on your behalf.
Prepare them for success.

You staff should exhibit the following characteristics:

Positive Attitude
Dependability
Accountability
Team Player
Outgoing
Energetic
Good Listener
Effective Questioner
Knowledgeable about your Product or Service
Concise Communicator
Closing Mentality

Tips on Engaging the Customer:

Reach Out - What can you say to grab a guest’s attention?
React and Respond - What can you say to get a conversation going? Avoid “yes” or “no” questions that stall conversation. Ask open ended questions to keep the conversation ?owing.
Relate to Visitors - Find something in common with your visitors.
Demonstrate – Think of ways to present the features of your product or service in just a few minutes.

11.Capture contact information.

Conduct a Register to Win promotion that drives traffic to your exhibit space, and allows you to create an effective database for followup sales.

12.Follow-up on all the leads immediately after the show.

Thank them for stopping by or invite them to an upcoming event at your location. There are three easy ways to followup:

Email them in a timely manner
Mail a personal letter, thank you or invitation
Make a personal call to followup on appointments

Money & Time: Tips for Saving Both

  1. Pay attention to advance rate deadlines for utilities and decorator products. Order early and SAVE.
  2. Bring your own floor covering, tables, décor, masking tape, staple gun or anything you need to create and enhance your exhibit.
  3. Bring your own cart or dolly. Carts are available through the decorator, but to use them you will need to hire their personnel. If you bring your own cart, make sure it is clearly labeled with your information.
  4. Print enough handouts. Quick prints at show time are costly.
  5. Make sure your credit card / check cashing system is up and running. Tell your providers you will be operating from a temporary new location to avoid confirmation delays.
  6. Consider renting a cash register if you plan to sell on site. The rental company will program for taxes and other add-ons, saving you time and hassle.
  7. Decide how much start-up change you will need, and order the denominations in advance from your bank.
  8. Bring a small broom or vacuum cleaner to clean your exhibit space. The decorator charges for vacuuming and will not lend equipment.
  9. Make sure your exhibit personnel list includes cell phone numbers, email addresses and other information you may need for reporting purposes.
  10. If using part timers, send them a form in advance requesting social security numbers, mailing addresses, directions to the show, your exhibit space number, and how you will be listed as an exhibitor.

Living Well Events, LLC