Product Description

If you ever work a trade show, or are in charge of staffers who do... YOU NEED THIS BOOK! Trade shows can and should be great sales and marketing tools for corporations today. But like any other tools, they have to be approached carefully and intelligently. The problem is that too many exhibitors and exhibit staffers don’t take the time to do their homework when preparing for a show. Sure, they put together a great looking exhibit and jam it with lots of products. Sure, they take thousands of brochures and catalogs to give out to “prospects.” Sure, they have preshow meetings to teach staffers about what products are on display, what their work shifts are, where the bosses will be hanging out, and where everybody will be having dinner. But the hard fact is that most corporations rely on the “experience” of their staffers to ultimately achieve success. They rely on staffers to already know how to work a show. They rely on staffers to know how to approach attendees, initiate conversations, determine the quality of the interaction, identify top prospects, capture contact information, and establish a mutually agreed-to, post-show follow-up action step. ...and too often that reliance would be sadly misguided.

Product Details

• Amazon Sales Rank: #1702699 in Books
• Published on: 2006-01-12
• Binding: Paperback
• 96 pages

About the Author
“Steve Miller is the absolute best on strategic thinking and problem solving for the trade show industry. His expertise in every phase of conducting a trade show -- strategy, tactics, and operations -- should be tapped by all trade show producers and exhibitors.” ---Bill Harley, Outdoor Power Equipment Institute “Steve Miller is not your typical consultant. The results are always positive and beneficial. Steve is very dedicated to his clients, that’s why so many of them bring him back time and time again.” ---Jim Carney, National Truck Equipment Association “Steve is THE beacon of wisdom in the trade show industry! It’s too bad that more people (especially show organizers and exhibitors) don’t heed his message... ” ---Jason McGraw, International Communications Industries Assn. Steve is first and foremost Kelly's dad, and Kay's first husband. He works with many of Tradeshow's Top 200 Expositions as well as Fortune 100 corporations. Here's what some of his clients say about him: “In an industry that actively seems to discourage change, Miller’s voice is one that shouts for change and relevance. His comments make me and should make others uncomfortable...that is the essence of change!” ---Peter Eelman, Association for Manufacturing Technology

Customer Reviews

Don't waste your time reading this book unless your are an idiot .
Mr. Miller uses every sales cliche in the book but he's obviously not well educated about the inner workings of the consumer packaged goods and mass markets business. If you sell products to Wal-Mart, Target, Walgreen's, CVS, and Kroger; and if you work the shows like NACDS and ECRM; stop wasting your time reading this irrelevent book.