CEM Learning Programs presented by IAEE (International Association of Exhibitions and Events)
8:00 a.m. – 5:00 p.m.
Register for a CEM learning program for $215 and come to the Springtime Expo for free! Attendance is limited to 40 persons per program so register early to guarantee your spot. Visit www.asaecenter.org/SpringtimeExpo to register.
Exhibition and Event Sales Fundamentals
Every event faces two common challenges: convincing attendees to come (or come again) and exhibitors to rent booth space (or rent again). And anyone who says that the process of selling to either group is easy, probably has never been a salesperson nor had selling responsibilities. Selling is tough. This module covers both the big picture issues like positioning an event in the marketplace, and the nuts and bolts of selling like contact data management, overcoming objections and closing a sale, and even provides some insights into motivation.
Selecting Service Contractors
An exhibition is only produced by mutual effort of multiple entities, many of which exist outside the sponsoring organization. A substantial portion of the exhibition or event organizer’s job is to shop the industry for services and products needed and to contract for their services. This module equips an event organizer to use standard business practices to manage this selection process, and to enter into binding agreements with each vendor. It also defines the role of various types of contractors, and the basics of labor relations. Finally, establishing beneficial working relationships and the elements of good vendor communications are explored.
Floor Plan Development
The floorplan is a selling tool used to attract a targeted exhibitor base to participate in a show, and so the development of a strategic and accurate floorplan will provide the basis on which booth/stand sales are made, will provide appropriate placement of exhibit booths or stands, specialty areas, and will also impact the logistics of moving the show in and out of the facility. This module covers the fundamentals in developing a floorplan and considerations taken by the exhibition/event manager throughout the process.