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David DuBois, CMP, CAE, FASAE, CTAPresident & CEO, IAEE
Marketing Trends for the Exhibition Industry
Understanding marketing trends empowers you to make better informed decisions.
Why is this important?
A Near Future Look at the Exhibition Industry
Marketing Trends Takeaways
Marketing Trends1What Attendees and Exhibitors Want
Exhibitors and attendees are investors and consumers
Exhibitors: Invest in time, space, design, decoration and talent
Attendees: Consume content, entertainment and hospitality
Attendee Common Needs and Wants
7
Attendee Common Needs
Shop69%
Learn66%
Most Urgent Shopping Needs
• New technology 5.54• New product intros 5.33
Show me what’s NEW!
• Interact with new products 5.31Let me interact w/ new products
• Talk w/ industry experts 5.51• Questions answered ‘on the spot’ 5.26
I want to talk
• Idea generation, 5.24• Solutions to problems, 5.12• Brand comparison, 5.14• Info for upcoming purchase, 5.07
Help me process
Scale of 1 to 7 where 1=Very unimportant and 7=Very Important
Importance in Purchase ProcessPre-purchase
• Awareness building 81%
• Evaluate & compare 75%
• Narrowing choices 63%
Post-purchase
• Maintaining relationship 63%
Percentage=attendees assigning ‘Very Important’ or ‘Extremely Important to in-person face-to-face interaction at exhibitions
Most Urgent Learning Needs
Industry trend insights – what’s hot?
• Industry insights 5.51
I want to connect F2F! • Professional networking 5.30
I want to excel in my job • Better job performance 5.30
I want to grow personally • Personal development 5.18
Scale of 1 to 7 where 1=Very unimportant and 7=Very Important
SHOW ME WHAT’S NEW
NEW PRODUCT INTERACTION
LET ME INTERACT WITH NEW PRODUCTS
QUESTIONS ANSWERED
I WANT TO TALK
HELP ME PROCESS
INDUSTRY TREND INSIGHTS
CONNECT FACE-TO-FACE
EXCEL IN MY JOB
GROW PERSONALLY
Interaction on Exhibit Floor
62% of Deciders
Touch, feel, smell
Most Popular F2F Settings at Exhibits
Theater Style Presentation with Some Entertainment
Theater Style Presentation without Entertainment
Small Group Demonstration with Exhibit Personnel
Provide Product or Service Information
One-on-One Demonstration with Exhibit Personnel
Face-to-Face Conversation with Exhibit Personnel
0% 10% 20% 30% 40% 50% 60% 70% 80%
10%
10%
17%
19%
69%
76%
% of Attendees, N=9,215
Most Important Factors When Deciding to Attend for First Time
• Value for money 5.37• Reputation of event 5.33• Quality of speakers 5.24
Convince me you’re worth the
attending
• Network with other colleagues 5.17F2F
Opportunities?
• Info for current decisions/issues 5.14• Focused on industry sector 5.08
Relates to my industry & current
needs?
• Current technology update 5.04• Broad range of products/services 4.98• Unique demos, 4.88
Satisfy my shopping needs?
• Convenient location 4.93
Good location?
Scouts:Unique Demos, Info for Current Issues/Decisions, and Technology Update
Popular Resources Relied UponWhen Deciding to Attend
• Email from colleague 69%• Word of mouth 67%• Personal invite from exhibitor 58%
Personal Sources
• Industry publications 63%• Industry association membership 61%• Exhibitor email 57%
Known/Trusted Sources
• Exhibition organizer email 61%• Exhibition organizer website 60%• Exhibition organizer direct mail 52%
Exhibition Organizer
• Internet search 53%Digital
Social media is NOT top
ranked, 31 % or subscribed text,
29%
Corporate Event Marketers
Key Strategic Elements of Event Planning and Management
Event Strategy: Alignment w/
Business Objectives
Event Selection and Investment
Optimize Tactical Drivers of ROI/ROO
Lead Gen and Follow-up
Measure: Assess and Improve
Exhibit Surveys, Inc.
2013 Marketing Budgets Increasing/Event Budgets Decreasing
29
Source: BtoB Magazine’s 2010 to 2013 Outlook surveys.
2010 2011 2012 2013
Total Marketing Budget:
Increasing 39% 52% 41% 49%
Decreasing 13% 7% 11% 10%
Event Budgets:
Increasing 35% 44% 47% 41%
Decreasing 20% 11% 12% 15%
10%
6%
Strongest Competition for Budget from Online Marketing
30
Source: BtoB Magazine’s 2010 to 2013 Outlook surveys.
2010 2011 2012 2013
Increasing Online Budgets
73% 78% 74% 67%
Average Online Budget % 31% 35% 26% 31%
6%
Marketing Priorities of Marketers
31
Source: BtoB Magazine’s 2010 to 2013 Outlook surveys.
2010 2011 2012 2013
Demand Generation / Customer Acquisition
61% 69% 75% 69%
Brand Awareness 15% 19% 15% 18%
Customer Retention 16% 13% 10% 13%
8%3%3%
Organizers Must Prove Value
• Lead generation /fill funnel of opportunities
• Accelerate the sales process
Position exhibitions to align with marketer’s
top priority of demand gen and customer
acquisition
• Meet exhibitor needs – profile and qualityProve/substantiate quality of audience
• Hosted buyer• Access to buyers
Facilitate exhibitor meetings
• Registration company• Obtain full report to analyze effectiveness
Track lead activity
Provide information to exhibitors
Content Marketing
Definition: All marketing formats that involve the creation of sharing content for the purpose of engaging current and potential customers
Premise: delivery of high quality, relevant and valuable information
Benefits: retain attention / improve brand loyalty
72% of b2b marketers use content marketing strategy*
*Source: BtoB Magazine’s 2013 Outlook survey. **Source: http://en.wikipedia.org/wiki/Content_marketing
Most Effective Content Marketing Tactics for Users
White Papers
Research Reports
eNewsletters
Videos
Blogs
Webinars/Webcasts
Case Studies
In-Person Events
0% 20% 40% 60% 80% 100%
57%
57%
58%
58%
59%
61%
64%
67%
Believe It's Effective
34
Source: 2013 B2B Content Marketing Benchmarks, Budgets and Trends, Content Marketing Institute..
EventsRank 1st in effectiveness
Revenue Generation
Attendee Engagement
Cost Containment
DIGITAL PLAYBOOK
Revenue Generation
Attendee/Visitor Engagement
Containing Cost
84%
86%
81%
84%
Containing Cost
2 Takeaways
Takeaways
Networking is important for both attendees and exhibitors
Highlight / educate on industry trends Excel in job Personal growth
Product demonstrations Conversations with exhibitors – especially industry
experts
43
Organizer must demonstrate value in terms relevant to exhibitor CMO’s
Organizer must learn to become more consultative in their approach
Organizer must deliver more (better) tools and data to help exhibitors demonstrate strategic value of exhibitions versus low cost online options
Takeaway
44
Takeaway
• Competition for marketing budget increasing– Other event channels– Other marketing channels – Exhibiting in fewer shows
• Tradeshow and event mix strategies more sophisticated for major exhibitors
45
Takeaway
Exhibitors are being challenged internally Cost reduction - the “new normal” (procurement
more involved) Marketing strategies changing – demand
generation top priority
48
AttendeesValued Information
Personal InteractionCME
OrganizerROI
Organizational Goals
SuppliersROI
SponsorsROOROI
Event Ecosystem Growth Dependent Upon Delivering Value to all Constituents
(courtesy of Exhibit Surveys, Inc.)
Value to Exhibitors• qualified audience• exhibitor experience
Value to Organizer• revenue• attendance draw
Value to Attendees• highly valued content• networking opportunities• right mix of exhibitors• attendee experience
Value to Organizer• meet organizational goals• exhibitor satisfaction
Value to Exhibitors• Engage with exhibitors• Deliver ROO/ROI
Value to Attendees• Highly valued information• 1 to 1 engagement
The industry continues to rise to the challenge of re-inventing the exhibition experience.
New era of learning and engagement
Did you know? IAEE members have access to CEIR research as a benefit of
Membership?
Thank you!David DuBois, CMP, CAE, FASAE, CTA
President & CEO, IAEE+1 (972) 687-9204 / [email protected]