Survey Results: Issues and Trends in Exhibit Space and Sponsorship Sales
Organizers Report Increased Space and Sponsorship Sales; 83% Offering Incentives
More than half cited the need to grow attendance as the leading challenge in selling space.
Exhibit Surveys, Inc., the leading provider of research, measurement, and consulting services exclusively for the exhibition and event industry, and Lippman Connects, producer of exclusive events for exhibition and convention professionals, today announced the results of their second annual Issues and Trends in Exhibit Space and Sponsorship Sales study. According to the survey of event organizer executives, growth in both exhibit space and sponsorships sales appears healthy. Improvements in the economy and support by industries represented by the events were cited as the primary reasons for growth in both areas.
· A healthy 63% of respondents reported an increase in exhibit space sales for their most recent events. Changes to the sales strategy, including the adoption of a more consultative relationship with exhibitors, along with an increase in personal outreach to exhibitors, were credited for the increase in sales. More than half cited the need to grow attendance as the leading challenge in selling space.
· Half saw an increase in sponsorship sales for their most recent events. Demonstrating the ROI value of sponsorships to potential sponsors was the most significant sales challenge.
· Most (83%) organizers offer incentives in their effort to grow sales. USPS lists of attendees, discounted sponsorships, and discounted advertising are offered most frequently. However, organizers consider attendee email address lists, crediting some of the drayage cost, and discounted exhibit space to be the most effective.
· 40% of organizers did not feel the need for sales training. For those wanting to train their staff, most are interested in training on the use of audience demographics and event data in the sales process, followed by training on consultative selling techniques.
The full results of the study were released today at the Lippman Connects Exhibit Sales Roundtable in Washington, DC.
About Exhibit Surveys
Exhibit Surveys, Inc. has specialized exclusively in conducting research, measurement and strategic consulting for the exhibition and event marketing industry for 51 years. The award-winning company has conducted primary research on more than 5,000 exhibitions and events and over 10,000 individual exhibits in all major segments of commerce on six continents. Its clients represent all segments of the event industry, including exhibition organizers, exhibitors, private event organizers, suppliers, CVBs and convention facilities. For more information, follow Exhibit Surveys on Facebook, Twitter, join our LinkedIn Exhibitors Group or LinkedIn Show Organizers Group, visit www.exhibitsurveys.com or call 1.800.224.3170 . To download free white papers, go to www.exhibitsurveys.com/whitepapers.
About Lippman Connects
Lippman Connects produces and facilitates exclusive events for exhibition and convention industry professionals. The annual Exhibition and Convention Executives Forum (ECEF), as well as the Attendee Acquisition Roundtables, Large Show Roundtables and Exhibit Sales Roundtables offer attendees the opportunity to network, discuss challenges, and share best practices with peers and select industry experts. Sam Lippman also provides executive-level consulting and facilitating for the exhibition and convention industry. (www.LippmanConnects.com)
Exhibit Surveys, Inc. and the Exhibit Surveys logo are trademarks and Be a Knowbody is a registered trademark of Exhibit Surveys, Inc. in the United States and other counties. All company and/or product names may be trade names, trademarks and/or registered trademarks of the respective owners with which they are associated.
- Contact Information
- Marilyn Kroner
- Kroner Communications
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