What works at trade fairs? asked Mario Huggler, Head of Marketing & Sales at stand builder Expoformer. The recently published Switzerland-wide study, which Expoformer conducted together with three other trade fair professionals, provides an answer to this question. There are already studies in Germany and America that examine the impact of trade fairs, but comparable data has not yet been available for Switzerland. In the study, "trade fair" is used as a collective term for life events in the B2B sector. This includes traditional trade fairs such as Emex, but also congress trade fairs, in-house trade fairs, roadshows, online dialog communication, annual and general meetings, staged meetings and conferences as well as employee events. Public trade fairs were not included in the B2B study.
With an above-average response rate of 6.5%, the study can be considered representative. It is true that the initiators of the survey are all companies that are likely to have an interest in emphasizing the impact of trade fairs. This makes it necessary to take a critical look at the survey. However, the results are convincing - because they also reveal shortcomings and development potential among exhibitors and stand construction companies: "There is no doubt that savings are first made in exhibition services (36.61 %), then in the stand construction budget (35.07 %). This is not a new phenomenon for exhibition stand construction service providers, but it seems to be becoming more pronounced and means that they should plan to expand their business area in order to survive."
No trade fair without the pressThe study proves it: Trade fairs are among the winners in the distribution of marketing and communication budgets and remain important instruments in the marketing mix. The crisis and tight budgets aside, companies are not planning to reduce the number of trade fairs they attend in 2010, nor are they planning any significant cuts in their expenditure on trade fairs - in contrast to the cuts in their advertising budgets that have long since been decided.
The decisive factor for the success of a trade fair presence is the dovetailing with other marketing measures in the overall communication. The study shows that the most successful exhibitors are those who see trade fairs as sales platforms: they prepare their trade fair presence well and flank it with
media relations, public relations, traditional advertising and online communication. After the trade fair, they also carry out telephone and online marketing in order to capitalize on the contacts made. "If a trade fair is viewed as an isolated measure and not integrated into the overall sales process, the sales potential of trade fairs is not sufficiently exploited and there is a risk of failure," the publishers of the study point out.
The survey also revealed that exhibitors want to rationalize their trade fair appearances in the future. The demands on stand design are increasing, yet the processes involved in participating in a trade fair must become more efficient. This is guaranteed by simpler, standardized and modular stands. Exhibitors consider the location in the exhibition hall and the individuality of the stand, for example through customized stand elements, to be the most important contributors to trade fair success. There is a lot of catching up to do in terms of accompanying measures at the trade fair. For just over 70 percent of respondents, collecting business cards and creating contact forms is the most important lead medium. Only 48 percent of companies synchronize trade fair contacts with their customer database, and just 27 percent of exhibitors think of linking their trade fair presence with their website or using social media platforms such as Xing, Twitter or Facebook to support their trade fair presence.
Conclusion: Trade fairs are still very attractive sales platforms and their importance as multifunctional marketing instruments is undisputed. However, exhibiting companies have a lot of catching up to do when it comes to linking their communication measures with their presence at the trade fair stand. So there is a lot to do: companies need to realize that they also need a clearly defined target group, a clear message and well-trained staff for their trade fair presence; exhibition stand construction companies need to see themselves less as mere stand builders and more as "stand impact consultants". Material battles are no longer in demand.
Anne-Friederike Wilhelm
Facts & Figures of the study "What works at trade fairs?"
Companies contacted: 15,000
Study participants: 978
Age range: between 30 and 50 years
Response rate: 6.5 percent
The study can be downloaded free of charge from the publishers' websites: Expoformer.ch, Salce.com, Smartville.ch, Suisse-emex.ch. SuisseEmex'10 on August 25 will also offer a detailed presentation of the study results as well as additional keynote speeches.