In the fast paced world of commerce and business every person is pressed for time, this is especially true of senior executives and key decision makers in an organization. Being one of the premier exhibition companies in Dubai, our clients participate in many leading exhibitions in the region and further afield and we have the privilege of building their exhibition stands. Over a span of time we have observed that exhibitions have started playing a key role in the buying cycles of many companies. Another observation that we made was that top level managers’ priorities and that of middle and low level managers were quite different. In this blog we will share some of the vital information we have gathered over many exhibitions and how you as an exhibitor can take advantage of our experience to achieve your goals.
Exhibitions, the perfect shopping place
Since a few years, executives both senior and junior have realized that exhibitions are one of the perfect markets where they can shop for their companies, these purchases can range from supply of office stationary to important plant and machinery. These same shoppers have got on to the idea that exhibitions are also an important place to source for different services and meet people who can be their dealers and distributors and even trade partners. Another significant realization that executives have had over a period is that shopping for their companies at exhibitions is a major time saver and they can significantly reduce the time needed to source, compare, evaluate and buy.
Strategise where to participate
One factor that exhibitors need to keep in their minds while planning their annual exhibiting strategy is that they must attend only those exhibitions which cover their industry and that getting executives with buying power to attend these exhibitions needs to be planned for, keeping their various decision making levels in mind. Top level executives generally attend only those exhibitions that have been recommended to them by their peers and associates and where they have been invited. This gives them the advantage of having prior knowledge about the quality of the exhibition and whether their buying requirements will be fulfilled in that exhibition or not. Only when they are sure that a particular exhibition will help them to achieve what they want (which basically means getting the right products and services at a single platform) and save significant time in doing so do these top level executives bother to visit an exhibition. The reason for this is that they are always pressed for time and cannot afford to waste any of it just moving around in an exhibition without achieving anything. So while targeting top executives you must carefully choose only those exhibitions that are considered the crème de la crème of shows. Although participation costs of such exhibitions may be higher than other exhibitions you can be sure that you will get the key decision makers at your exhibition stand.
Exhibitions help save time
Companies nowadays give a lot of stress on efficient time management and like their executives to achieve more with less manpower. As one of the significant exhibition companies in Dubai, we have seen that mid and junior level executives look at exhibitions as an important place for direct face to face shopping experience and also attending exhibitions for shopping helps them to manage their time and resources much more efficiently. As lesser staff is available to vet and buy required products, exhibitions serve as the ideal hunting ground for these executives to buy without tapping into too much time and assets. At exhibitions they find themselves in a place where spending a day or two meeting people and observing exhibition stands stocked with products gives them a view of what is new in the market and getting products they require at many price points. Most of these mid and junior level executives know exactly what they require and many times find it difficult to find these products in the conventional markets. They know that many serious industry players will have their exhibition stands in the show and are confident that they can complete their shopping in a short span of time while at the same time have the opportunity to compare prices and quality. So while top executives are important, you as an exhibitor also need to pay attention to lower level executives who also play a significant role in the buying patterns of companies. These executives have significant spending budgets and are also major influencers in the buying process, so ignore them at your own peril.
A vital part of the corporate buying process
Exhibitions play an important part in the buying process of many large companies, so as an exhibitor if you are able to meet the demands of the market by offering goods and services that is needed then very few other means of sales can meet the great returns that you can get at exhibitions. The shopping patterns of top level executives may be different compared to the other levels of executives, but each one of these segments contributes greatly to your sales. Knowing how to engage the different levels of executives is vital for your success. Exhibitions go a long way towards helping these shoppers to save their time and this trend will only grow in the future. So if you can engage them with proper communication, that lets them know that you can not only meet their requirements but also save their time while doing so, you will comprehend how participating in exhibitions can help you to realize your targets.
An exhibition stand that gets the buyers
Expo Display helps you get the right attention on the exhibition floor with concepts and designs that bring forth your products and brand to the attention of executives shopping for their companies. Our exhibition stands are designed and built to help you get maximum exposure. As one of the leading exhibition companies in Dubai, we have been a preferred partner for clients in the Middle East and North Africa to build their exhibition stands in every significant exhibition in the MENA region and other important exhibition venues all over the world. We hope this blog will help you exhibit more efficiently in your future exhibitions so that you can exceed your sales targets.