TRADE SHOW MARKETING TIPS

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Nora Stanley
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1 TRADE SHOW MARKETING TIPS BEFORE THE SHOW: Complete the Pawn Expo Exhibitor Checklist to ensure you are prepared for the show. Review the Exhibitor Services Manual from GES to arrange shipments and order booth related items. It contains information to help keep you stress free at the show. Prepare 3-6 engaging questions to ask customers. Determine your main message. Make it a single, memorable statement. Set measurable goals for the show. Pack a supply box with things like scissors, tape, paper clips, business cards, and other supplies. Visit your booth like an attendee would, and note your impression/experience. DURING THE SHOW: Establish a dress code for your staff - avoid things like shorts and flip flops. If they look professional, they will act it, and better represent your company. Have open body language. People can read attitude and closed body language. Stand in your booth, don t sit. Always greet people with a genuine smile and show enthusiasm for your product/service. Keep your booth neat and clean. Store excess materials under the draped table or behind the curtain. Set up your booth so people can enter it. Don t just sit behind the table. Have a prize drawing or contest to get people to your booth. This gives you an opportunity to gather names for your database. Give away a promotional item that they can use at the show such as luggage tags, hand sanitizer, customized notepads, or other items. Offer food or beverage in your booth (must be purchased through hotel). Do not chew gum or eat at your booth. Breath mints are always a good idea. Remember to ask questions instead of just giving a sales pitch. Try the 80/20 rule 80% listening, 20% talking. Those who listen more tend to have greater success. Staff your booth at all times. Appeal to people s 5 senses: sight, touch, smell, sound, and taste. Host a demonstration of your product/service in your booth. Make notes in the lead retrieval app (if you purchased lead retrieval services) or on business cards about prospects to remember them better, and be able to give more personalized follow up. Do not close early. AFTER THE SHOW: Follow up in a timely manner with personalized correspondence. Prioritize your follow up by category - hot leads, strong prospects, possible customers. Thank attendees during your follow up correspondence. Exhibitor Planning Guide Page 1 of 7 NPA 6/17

2 PRE-SHOW EXHIBITOR CHECKLIST PRE-SHOW EXHIBITOR CHECKLIST: Use this checklist to assist you in preparing for Pawn Expo Submit Booth Application and Contract Consider Pawn Expo 2018 sponsorship opportunities (available only to exhibitors) Make hotel reservations Pawn Expo/NPA rate available until June 15, 2018 (earlier is better!) Book airline tickets and/or arrange transportation to Las Vegas Submit certificate of insurance Due no later than June 1, 2018 Submit exhibitor badge form (onsite staff names) Due no later than June 8, 2018 Review Trade Show Marketing Tips & FAQs to assist in booth preparation Review Exhibitor Services Manual and place orders for material shipments, lead retrieval, etc. Use these spaces to add your own to-do items and make notes: Notes: Exhibitor Planning Guide Page 2 of 7 NPA 6/17

3 FREQUENTLY ASKED QUESTIONS What are the dates for Pawn Expo 2018? July 10-12, Where is Pawn Expo 2018? Pawn Expo 2018 will be held at The Mirage Hotel and Casino in Las Vegas, NV. All convention activities will take place at the hotel. When is setup and breakdown? Setup Hours: Tuesday, July 10 12:00 pm 6:00 pm and Wednesday, July 11 8:00 am 12:00 pm Breakdown Hours: Thursday, July 12 1:00 pm 6:00 pm All booth setup must be complete by 12:00 pm on Wednesday, July 11. Early breakdown is not permitted. Penalties, up to loss of booth for future year(s), will be applied to any exhibitor who breaks down early. Exhibitors are not permitted to be in the exhibit hall outside of the setup and breakdown hours, other than when the trade show is open. This will be strictly enforced for security purposes. What if I need additional time to setup or breakdown? If you require setup or breakdown time outside of the posted hours, you must make arrangements in advance with Show Management. What are the trade show hours? Wednesday, July 11 12:30 pm 5:30 pm Thursday, July 12 9:00 am 1:00 pm When the trade show is open, there are no other convention events scheduled at the same time, except the exhibitor theater, which is on the trade show floor. That means that there are no events competing with the trade show, giving attendees dedicated time to visit your booths. Don t forget that your booth must be staffed at all times and early breakdown is not permitted. Any exhibitor that breaks down and/or leaves early will be penalized. What sponsorship opportunities are available? Only exhibitors are allowed to take advantage of the exclusive sponsorship opportunities for Pawn Expo. Please visit the sponsor page at PawnExpo.com for current opportunities. What are the insurance requirements for exhibitors? All property of the exhibitor is understood to remain under its custody and control in transit, to and from, or within the confines of the Exhibit area. NPA and the exposition facility do not maintain insurance covering the exhibitors property. Exhibitor shall carry Commercial General Liability in the amount of $1,000,000 combined single limit. The policy shall name the National Pawnbrokers Association (NPA) as additional insured and such coverage shall be primary as respects to any insurance coverage carried by NPA or Exhibit Facility. Certificates of Insurance must be sent to NPA no later than June 1, Exhibitor Planning Guide Page 3 of 7 NPA 6/17

4 FREQUENTLY ASKED QUESTIONS How do I obtain the required insurance coverage? If you already carry commercial general liability coverage, you can request a certificate from your insurance provider with the above specifications. If you do not carry commercial general liability coverage, and wish to participate in the Exhibitor Insurance Program, coverage starts at $ Complete information is available at PawnExpo.com/exhibitor-resources/ How do I obtain an attendee list? A pre-show and post-show attendee list containing mailing addresses (no addresses or phone numbers) will be provided to exhibitors via . The pre-show list will be sent the week following the close of early bird registration and the post-show list will be sent following Pawn Expo. Will there be security at the show? Will there be a secure room? NPA will provide general security services at all times during the trade show and throughout the night. An overnight secure room will be available to exhibitors for items such as jewelry if you wish to use it. Information about secure room hours and procedures will be ed to you directly. If you require special security services for your booth, please refer to the order form in the Exhibitor Services Manual. Do I need to register myself and/or staff to gain access to the show floor? Yes, you must register each member of your staff who will be on the show floor prior to the show, by June 8, For each 10 x 10 booth, two complimentary full convention registrations will be issued. These are to be used by eligible booth personnel only. No children under 16 are permitted. Please complete the Exhibitor Badge Form on the Exhibitor Resources page at PawnExpo.com to register staff. What if I have more staff coming? Can they register, and how much does it cost? All staff must be registered prior to the show. Exhibitors may register additional staff for the trade show only at a rate of $150 per additional staff member. If they wish to attend the Welcome and/or Closing Reception, individual tickets may be purchased. Please complete the Exhibitor Badge Form on the Exhibitor Resources page at PawnExpo.com to register additional booth staff. What is the difference between the full convention registration and trade show only registration for my staff? Any of your staff that use the full convention registrations have access to all convention events (education sessions, networking events, trade show), unless otherwise noted as Pawnbroker Only events. If you are not an NPA Industry Partner member, you do not have access to any Member Only events. Any of your staff that is registered as trade show only have access to only the trade show and no other events. Can my staff attend the education sessions and networking events? Any of your staff that are full convention registrants may attend all convention events, unless otherwise noted as Pawnbroker Only events. If you are not an NPA Industry Partner member, you do not have access to any Member Only events. Staff that is registered as trade show only may purchase individual tickets to the Welcome and Closing Receptions if they wish to attend. These are the only two events they may purchase individual tickets for. Exhibitor Planning Guide Page 4 of 7 NPA 6/17

5 FREQUENTLY ASKED QUESTIONS How much do hotel rooms cost, and how do I make my room reservation? NPA Room Rate - $ per night, plus $22.00 resort fee per night. The rate is available until Friday, June 15, 2018, but may sell out earlier. Reservations may be made online or by calling in. The reservations phone number and the link to make hotel reservations online are at PawnExpo.com under Hotel & Travel. Be sure to mention Pawn Expo/NPA to get the discounted rate if you call in. Please note that NPA does NOT use any housing companies for reservations. All reservations should be made directly with the hotel. Please review our Poaching Advisory under Hotel & Travel. Where do I find information about material handling, electricity, lead retrieval, and other items for my booth? Please refer to the Exhibitor Services Manual for this information. It will be ed directly to you and will then be available at PawnExpo.com under Exhibitor Resources. May I offer food and beverage in my booth? Yes, you may offer food and beverage in your booth. All items MUST be purchased through the hotel. Please refer to the Exhibitor Services Manual or contact us at PawnExpo@NationalPawnbrokers.org for more information. Are meals provided for my staff during trade show hours on Wednesday and Thursday? There will be a trade show reception on Wednesday and a trade show breakfast on Thursday. Exhibitors may participate in these events as long as their booths are staffed. What is included with my booth? Each 10 x 10 booth comes with an 8 foot high back drape and 36 inch side dividers. Also provided: one (1) 6 foot draped table, two (2) chairs and one (1) waste paper basket per 10 x 10 space. Exhibitor Planning Guide Page 5 of 7 NPA 6/17

6 PAWN EXPO 2018 CONVENTION RULES & REGULATIONS GOVERNING THE EXHIBIT (FROM BOOTH CONTRACT) 1. CONTRACT FOR SPACE - This application for an exhibit space, the formal notice of space assignment by National Pawnbrokers Association and full payment of rental charges for exhibit space together constitute a contract for the right to exhibit at the National Pawnbrokers Convention and Expo (the Exhibit ). The Exhibit is conducted under the direction of the National Pawnbrokers Association ( NPA ). 2. EXHIBITOR RESPONSIBILITIES All exhibitors are responsible for compliance with the applicable laws, statutes and regulations, including but not limited to those set forth in the Rules & Regulations Governing the Exhibit. 3. PAYMENT OF EXHIBIT SPACE CHARGES - A dollar amount specified on the contract is considered non-refundable payment for the exhibit space and must accompany the application. The balance is due on the date specified on the contract. If the balance due is not paid by that date, the association may resell the exhibit space without further notice to the exhibitor. Exhibitors who are given the opportunity to p re-select booth space in advance must have the contract and appropriate deposit in the association s office on the date specified in the contract. Final payment is due as specified on the contract. No refunds will be paid after the date specified in the contract. All monies paid shall be retained by NPA in the event the exhibitor fails to fulfill the contract or violate the contract or withdraws from the exhibit. 4. CANCELLATION, WITHDRAWAL OR DOWNSIZING OF EXHIBIT SPACE - In the event Exhibitor seeks to cancel this License, withdraw from the Exhibition, or downsize its space requirements for the Exhibition, Exhibitor may only do so by giving written notice to Management. The date of cancellation, withdrawal or downsize in space as applicable shall be the postmark date of the notice. If Exhibitor cancels, withdraws or downsizes space requirements, Exhibitor agrees to pay on demand to Management the amounts set forth on contract, applicable as liquidated damages and not as a penalty, and the parties agre e that such amounts constitute a reasonable provision for liquidated damages. In case of downsizing, in addition to the assessed liquidated damages, Exhibitor s booth location on the floor plan of the Exhibition may be moved. 5. THE OFFICIAL SERVICE CONTRACTOR - will be appointed by NPA. Each exhibiting company will receive complete information regarding drayage, equipment rental, special services and shipping information. Exhibitors service center will be maintained on the exhibit floor during move-in, show and move-out hours. 6. USE OF SPACE NPA reserves the right to decline and/or remove any exhibit or exhibitor at the sole discretion of NPA. In the event that NPA declines any exhibit or exhibitor prior to opening day of the convention, NPA wil l refund the deposit in full. In the event that NPA terminates and/or removes any exhibit or exhibitor after convention hours have begun, there will be no refund. All booth guidelines (height, width, use of space, etc.) will be regulated by the International Association of Exhibitions and Events Guidelines for Display Rules and Regulations. Sub -licensing/booth sharing will not be permitted with another exhibitor unless one is a subsidiary of the other. Exhibits must solely be used for the purpose of promoting Exhibitor s products or services and shall not be used for other business purposes. Rulings of the NPA in its sole discretion shall in all instances be final with regard to use of any exhibit space. 7. FLOOR PLAN ALTERATION Deletion of booth space for the purpose of creating an aisle space will require payment of 50% of 10 x 10 booth rate (each). 8. EXHIBIT BOOTH DESCRIPTION - Each booth comes with an 8 foot high back drape and 36 inch side dividers. Booth dimensions are 10 feet by 10 feet, unless otherwise specified. Also provided, one (1) 6 foot draped table, two (2) chairs and one (1) waste paper basket. 9. EXHIBITS MUST BE OPEN and staffed for all of the scheduled trade show hours. Failure to comply with this policy could result in forfeiture of booth space without refund, loss of booth selection priority points, and/or monetary penalty. 10. EXHIBIT AND CONVENTION REGISTRATION for each booth (10x10), two complimentary registrations will be issued. These passes are to be used by eligible booth personnel only. Exhibitors may purchase additional passes or a full convention registration. No children under 16 will be permitted. 11. LIABILITY - NPA shall not be responsible for any loss, damage, injury or theft that may occur to the exhibitor or to the exhibitor s employees or property from any cause whatsoever, prior, during or subsequent to the period covered by the exhibit contract. The exhibitor, on signing the contract expressly releases NPA and the exhibit facility as noted in the contract from, and agrees to indemnify same against any and all claims for such loss, damage or injury. The exhibitor agrees and acknowledges that its only remedy is a refund of deposit under the conditions set forth above. 12. SECURITY - NPA will provide security services at all times during the Exhibit and throughout the night. Exhibitor Planning Guide Page 6 of 7 NPA 6/17

7 13. INSURANCE - All property of the exhibitor is understood to remain under its custody and control in transit, to and from, or within the confines of the Exhibit area. NPA and the exposition facility do not maintain insurance covering the exhibitors property. Exhibitor shall carry Commercial General Liability in the amount of $1,000,000 combined single limit. The policy shall name the National Pawnbrokers Association (NPA) as additional insured and such coverage shall be primary as respects to any insurance coverage carried by NPA or Exhibit Facility. Certificates of Insurance must be sent to NPA no later than June 1, FIRE REGULATIONS - All decorations must be flameproof and must stand a fire test as prescribed by applicable fire ordinances. 15. MEETINGS - Exhibitors shall not hold any meetings or events that conflict with Exhibit or Convention hours. Any requests to hold events or host hospitality suites outside of Exhibit or Convention hours must be submitted to Show Management in writing. Written approval from Show Management must be received in order to host the event or hospitality suite. 16. LAWS APPLICABLE - Exhibitor agrees to abide by the rules and regulations under the Hosting Hotel. 17. FORCE MAJEURE - In the event the exposition facility or any part of the Exhibit area thereof is unavailable, whether for the entire event, or a portion of the event as a result of fire, flood, tempest, or any other such cause, or as a result of governmental intervention, malicious damages, acts of war, strike, lock-out, labor dispute, riot or any other cause or agency over which NPA has no control, or should NPA decide that because of any such cause it is necessary to cancel, postpone, or re- site the Exhibit, or reduce the installation time. Exhibit time, or move-out time; NPA shall not be liable to indemnify or reimburse the exhibitor in respect of any damage or loss, direct or indirect, arising as a result thereof. 18. ADMISSION TO THE EXHIBIT AREA will be strictly controlled during the installation and dismantling periods. Security personnel will be present to admit only exhibitors who are wearing badges. 19. AMENDMENTS - Any and all matters not specifically covered by the preceding rules and regulations or contained in the exhibitor Service Order Manual, shall be subject to the decision of NPA. NPA shall have the full power to interpret, amend and enforce these rules and regulations provided any amendments, when made, are brought to the notice of exhibitors. Each exhibitor, for itself and its employees, agrees to abide by the foregoing rules and regulations and by any amendments or additions thereto in conformance with the preceding sentence. 20. SPECIAL SERVICES - Electricity, telephone and other activities, as well as other special services needed by individual exhibitors, are provided only when the exhibitor orders and agrees to pay for them specifically from the persons authorized to supply such services in conformity with the city insurance and other requirements. 21. HOTEL SUITES - Operation of hotel suites for sales or entertainment purposes is strictly prohibited during the open hours of exhibition. Any requests to hold events or host hospitality suites outside of Exhibit or Convention hours must be submitted to Show Management in writing. Written approval from Show Management must be received in order to host the event or hospitality suite. 22. SOUND LEVEL - Mechanical or electrical devices that produce sound must be operated so as not to disturb other exhibitors. Management reserves the right to determine the placement and acceptable sound level of all such devices. 23. RECEIPT OF GOODS AND EXHIBITS - All arriving goods and exhibits will be received at receiving areas designated by Management. All incoming goods and exhibits must be plainly marked and all charges prepaid. 24. FAILURE TO COMPLY WITH THESE RULES AND REGULATIONS will result in show management closing (or preventing setup of) your exhibit. 25. PHOTO AGREEMENT - Exhibitor may use pictures in any visual format of Exhibitor s booth and displays along with pictures or film in any visual format of those individuals in or in front of Exhibitor s booth or display only. Exhibitor may not use pictures or film in any visual format of any booth or exhibit, not the property of Exhibitor or the convention exhibit floor area or any other official convention event without the express written permission of the NPA. The NPA may take photographs or film the trade show and other areas of the convention. By participating in Pawn Expo, you authorize NPA, without limitation, the right to reproduce, copy, exhibit, publish or distribute any such film or photograph, and waive all rights or claims you may have against the NPA and/or any of its Affiliates, Subsidiaries, or Assignees. 26. SUITCASING Exhibitor is subject to the terms of the NPA Suitcasing Policy Statement, as follows: While all meeting attendees are invited to the trade show, any attendee who is observed soliciting b usiness in the aisles or other public spaces, in another company s booth or in violation of any portion of the Exhibition Policy, will be asked to leave immediately. Additional penalties may be applied. Report any violations you observe to show management. Show management recognizes that suitcasing may also take the form of commercial activity conducted from a hotel guest room or hospitality suite; a restaurant, club, or any other public place of assembly. For the purposes of this policy, suitcasing violations may occur at venues other than the trade show and other events. Show management must be informed of any hospitality suites, and express written consent from NPA must be received prior to the event. Exhibitor Planning Guide Page 7 of 7 NPA 6/17

earlnational Center for State Courts Court Technology Conference 2017 September 12-14, 2017 Salt Lake City, Utah RULES & REGULATIONS

earlnational Center for State Courts Court Technology Conference 2017 September 12-14, 2017 Salt Lake City, Utah RULES & REGULATIONS Confirmed CTC Exhibitors agree to abide by the following Rules & Regulations.