Not allocating sufficient time to exhibit
Many companies still make decisions to invest thousands of dollars in a major trade show and do not leave themselves sufficient time to plan and coordinate this effort. Under these conditions they end up making decisions in a panic, and managing in crisis. A company needs to investigate, discuss, plan, coordinate and commit to all the facets of a trade show if they expect to have a successful trade show experience. Considering that only 15% of the exhibitors at any trade show are successful, it is important that a company has sufficient time and that everyone within the organization is aware of the importance of this effort.
You cannot and should not consider doing a trade show and not giving yourself and other members of the company sufficient time to get their act together. What I mean by this is, if you have products to display, you need to get with manufacturing, production or engineering so that you can put on display the best possible product that really shows the true capabilities of your company. Just displaying any old thing that you had in the back room certainly does not give a positive message to either the company employees, or the attendees at the trade show that will be looking at equipment. How will the presentation of the company person in the booth go? “Well, this is not our latest equipment, this is what we had available.” What are you telling the prospect that has stopped to look at your products? This company has so much business, they really are not interested in new clients, or they really don’t care. What type of effort, and how does your company approach going to a trade show?