How Small Exhibits Can Cut Through The Noise At Trade Shows

Contrary to popular belief, your success at a trade show has less to do with the size of your exhibit and more to do with whether or not you can make the most of your participation. Are you able to select the right tools, the ones that can attract the visitors and keep them engaged for long? How good you are at identifying your targets, i.e. the audience and the business objectives for the show? Because if you do know the drill, you can in fact make a mark, without letting the size of your exhibit stand in your way.

Nailing A Trade Show Irrespective Of Exhibit’s Size

Get Your Facts Straight

1. Start off with a little introspection. The more you know about your own company, the better are your chances of slaying the competition. What have been some of your biggest challenges, what is that differentiates you from the competition, are your market aspirations realistic, and if yes, have you been achieving what you aspire for? It’s also imperative for you to zero in on your customers (or attendees for the show) and have a clear understanding of what they want.

2. Move on to numbers. Will the show you are about to participate in help you reach out to the demographics of your choice? How many of the attendees would actually have the purchasing power?

– If you have already participated in the show in the past, did you get the results you were aiming for? How many leads did you generate? Were there any press mentions, and if so, how many?

– Do you have a record of the time spent with the attendees?

– Did you actually save money by participating in the show? Would in-field sales calls have cost you more?

– What about brand image augmentation? Was there any progress there?

3. Cost-analysis can go a long way in determining whether or not the show would be a success for you.

– Determine how your budget is being allocated

– Do you think you could better meet the objectives by adjusting the said allocations? If yes, do get the management to take notice.

The idea is to ensure that the show is the right platform for you to be at, to begin with.

Treat Each Show Differently

Understand what each show can help you achieve and what kind of an attendee makeup they have. For instance, if a show is attended by the who’s who of the industry, you may have to cut corners and give up on other promotional activities, and rather focus on getting the key players to visit your exhibit. If the show has not really helped you with brand awareness in the past, you may reconsider your budget, and channelize your energies towards awareness-building activities.

Remember that every show is different, in terms of the attendees it draws, the costs it warrants, and the benefits it is supposed to deliver. Therefore, it’s important that your budget allocation changes in line with the show you are planning to exhibit at. Also, you must make up for the lack of adequate space. Consider establishing a speaker program or opting for some off-floor activities – anything and everything that ensures your exhibit doesn’t go unnoticed.

Here’s What You Should Know About FIDAE 2018

FIDAE, being the most important aerospace, defense and security exhibition in Latin America, is always bustling with activity. 2018, of course, would be no exception.

Key Focal Areas At FIDAE 2018

Civil Aviation – Commercial

By providing the world’s leading exponents with a suitable platform to showcase their advancements and the newest technologies, FIDAE has been playing quite an instrumental role in bringing the civil aviation / commercial sector to the fore. 2018 would witness some of the leading companies using the opportunity to meet & greet top executives from all over the world – executives with the decision-making power!


FIDAE is where companies from across the globe come together and showcase their advancements in land, air and naval defence. With key representatives of the armed forces and important delegations, national as well as international, attending the 2018 Edition, just like they always do, defence would certainly get the attention it deserves.

Homeland Security

With the issue of the internal security of nations taking the center stage worldwide and not just in the region, the sector has risen to prominence, and rightly so. FIDAE 2018 would be attended by the police forces and armies of various countries, and whether they are here as exhibitors or delgations, they’d all have a common objective – finding demand and supply in one place.

Aircraft Maintenance

Companies that undertake aircraft maintenance could take full advantage of FIDAE 2018 by showcasing their technological advancements to those who matter, i.e. important executives from all over the world, who are likely to attend the show.

Equipment & Airport Services / Airport Infrastructure

The global air transport is growing, so much so that it has now put a spotlight on airport infrastructure, creating or rather underlining the need for its improvement. FIDAE, being the important platform that it is, addresses the said need by laying the foundation for commercial ties, giving those involved the opportunity to fulfil their objectives.  

Space Technology

Looking forward to establish a commercial relationship with world powers in the area of space technology? FIDAE 2018 is where you need to be. Countries engaged in space projects consider FIDAE to be the go-to trade show, and that’s because it is here that they get to explore the commercial opportunities in the region – opportunities that open the door to future business.

Air Show At FIDAE 2018

FIDAE 2018 has something for everyone, including families. During the weekend, the families can go and check out the highly coveted, one-of-a-kind Air Show, where they would be witnessing a host of land and air attractions. Do acrobatic squadrons, skydiving and aircrafts pique your interest? If that’s a yes, you have to be here.

When all is said and done, there’s no reason for you to not to be at FIDAE 2018, The International Air and Space Fair, which has grown to become the main business platform of the region.  3-8 April 2018: mark the dates!

Things To Look Forward To At Farnborough International Airshow 2018!

The Farnborough International Airshow needs no introduction. Not many other shows bring together the most diverse range of exhibitors from core sectors of the aerospace industry, making the FIA stand out, and rightly so. That being said, there’s more to this airshow than meets the eye. With key global influencers, thought leadership and knowledge exchange, what the exhibitors always get is the best value and experience for their business. 2018 will be no different.

Here’s What The Farnborough International Airshow Has In Store For You

Aerospace 4.0: Been looking for a platform to showcase advanced digital technologies to the world? Look no more. The dedicated Aerospace 4.0. Zone at FIA 2018 is where you need to be. Whether you are contemplating exhibiting cloud computing or would rather put autonomous robots up for display, here’s where you would get your chance to bring the evolution of the aerospace industry to the fore.

Cargo Village: Whether you are a forwarding agent, an airline, a cargo handling company, or a charter broker, if you are a part of the air cargo supply chain, this is where you should be. That’s because you would get to showcase your capabilities and more importantly, could carry out demonstrations to increase visibility. There’ll be a conference program as well to better acquaint you with the future of cargo and cargo tech.

The Innovation Zone: What if you were to find a networking and knowledge transfer hub right at the heart of FIA 2018? Intriguing, right? Well, that’s exactly what the Innovation Zone is expected to be. If you are one of the research & technology and skills providers, looking forward to showcase the latest technological advances, you just can’t give the Innovation Zone a miss. The best part is that while you are here, you would also get the opportunity to rub shoulders with with businesses, government and academia from all over the globe.

Meet The Buyer Programme: As a supplier or an exhibitor, wouldn’t you want to meet face-to-face with targeted buyers? If so, this is the programme for you. After all, this is where you would meet with the global decision makers and develop business relations. Didn’t get the chance to make an appointment? Worry not! And did you know that more than 1600 meetings took place during FIA 2016? Now you do!

Live Product Demo Area & Spotlight Exhibitors: The Farnborough International Airshow 2018 will witness the introduction of the Live Product Demo Area, where cinematic footage, live demonstrations and specialist role play actors will come together to offer what could be called a unique selling platform to the targeted industry. The area would comprise three essential elements: video clips, a mock ‘air force command centre’, and guided tours for military delegations, invited guests and exhibition visitors, so that they get to watch the live demonstrations. And that’s not all. You could be one of the spotlight exhibitors at FIA 2018, provided you are thinking of debuting any of the revolutionary and groundbreaking technologies at the airshow.

Space, Civil, Military, Manufacturing Technology, Rotary and MRO – do they ring a bell? Because if they do, Farnborough International Airshow 2018 is the show for you. 16-22 July 2018: save the dates!

Tips To Close Tough Customers In Sales At Your Next Trade Show

Closing tough customers in sales could be a tough nut to crack, pun intended, but if you do find yourself up against such customers at a trade show, would you just give in? Or would you rather put up a brave front and snatch victory from the jaws of defeat? Take your pick!

Dealing With The Customers At A Trade Show

No two customers are alike. While some are a pleasure to deal with, others could give you a hard time. We have all come across customers who try to push us around or engage us in what seem like never-ending conversations. Not to mention the bullies – the worst kind! You can’t really get a sale out of them, or can you? It all depends on how good you are at turning the tables. This may help:

1. Do not succumb to pressure: Don’t let them get the better of you. If you speed up the meeting or try and adopt a different approach at the last minute because they are making you do so, there’s no way out. Stick to your script, and before you know, they’ll come around. And yes, it is okay to feel scared or get nervous, but the customers don’t have to find out, now do they? Well, they better not!

2. Don’t let the guard down: You may be dealing with the worst of the lot, but if they are at your trade show booth, talking to you, chances are that they are keen on buying whatever it is that you are selling. Now that’s what we call a silver lining. Don’t take anything personally, and just do what you are there for – close a sale. Keeping your emotions in check or the lack thereof could be the difference between success and failure.

3. Get them to talk about what they want: You have your elevator pitch ready and are waiting for the customers to arrive and bombard them with information, but what if they are simply not interested in listening to what you have to say? Just because they choose to walk in, doesn’t necessarily mean they are all ears. Some of them prefer to talk. Grab the opportunity. Get them to talk about their challenges and make them see your products or services as the perfect solutions.

4. Develop an understanding of their priorities: Are there any short term objectives that they want to accomplish? Is there a way to align your products to these objectives? If that’s a yes, the ball is in your court. Do what a good salesman does. Create an urgency and get them to commit.

5. Find out if they are serious: Some customers may commit just for the sake of it. Unless they are serious about resolving the challenges, they’ll be the first ones to bail out on you. Don’t get played.

Sometimes, it may help to rise to their tone. This is tricky though. They’d either back down or take offence and engage in an argument. Tread carefully. The idea is to get them to buy your products and not win a war of words!

Key Players From The French Marine Industry Showcase Maritime Security Solutions At DIMDEX 2018

The sixth edition of the Doha International Maritime Defence Exhibition & Conference, DIMDEX commenced on March 12, 2018 in full swing with exhibitors and visitors all over the place, seeking industry insights, solutions and procurement opportunities. DIMDEX, which has grown to become a leading show in the global maritime defence and security industry calendar, has attracted some of the key players from the French Marine Industry, among others.

XS Worldwide Paves The Way For Increased Brand Awareness

XS Worldwide, in partnership with IBOO Studio, has designed the pavilion for GICAN and the exhibits for iXblue, Lacroix, Zodiac Milpro and Sofresud, helping them showcase their extensive range of the latest solutions for the current maritime security challenges, and grab the opportunity to improve their prospects in the region. The designs, rendered by experts, are in tandem with the exhibitors’ individual requirements and have been strategically executed to bring their capabilities to the fore.


GICAN, the federator and supporter of the French Pavilion at DIMDEX 2018, is a professional organization that brings together the French industrialists from shipbuilding and maritime sectors. The organization aims to promote the development of the French maritime industry within the context of global economic “maritimization”.


The Doha International Maritime Defence Exhibition & Conference, DIMDEX, is where the naval, maritime and security industry comes together to network and explore business opportunities. DIMDEX attracts a large number of key decision makers, high-level delegations, thought-leaders, exhibitors and visitors, and provides the maritime and security community with access to cutting-edge military technology and the opportunity to build and strengthen relations with the key stakeholders.