Windfall for Event Organizers

Event organizers can expect a windfall as companies boost their spending on face-to-face, according to Reuters.

The windfall comes at the expense of publishers reliant for revenues on companies' ad dollars.

"Organizers of conferences and trade shows are benefiting from a shift in the way marketing budgets are allocated, with companies spending less on advertising and more on events," write reporters Esha Vaish and Noor Zainab Hussain.

Research firm Outsell pegs the spend for B2B events by US companies this year at $28 billion, a 4% increase over 2016. US companies will spend $35 billion on ads this year, a 6% decrease.

"While the battle between traditional and online media outlets has grabbed headlines, companies are often skeptical that advertising with either translates into sales," write Vaish and Hussain. "Hence the shift towards events."

While conferences' and trade shows' prospects are closely linked to the economic health of the industries they serve, the shift of marketers' dollars to events offsets revenue losses due to other factors, such as government-imposed travel bans.

Getting Inside Attendees' Heads

B2B CMOs have struggled to measure events with the same precision they measure digital.

Mobile apps could change that.

Not only do they let exhibit marketers engage attendees and personalize events for them, many mobile apps can be used to track face-to-face engagement, and further nurture customers and prospects.

One example: Showcase XD.

This simple iPad app lets tradeshow attendees explore an exhibiting company's products—through videos, demos, photos, drawings, and other content—while visiting the company's booth.

Meantime, the app is gathering and sending the company "digital brain scans" of the attendee that reveal his or her actual interest in the products.

The company can use the analytics after the show to decide, among other things, what marketing automation score to assign the attendee.

One company isn't waiting for the show to end.

IBM uses mobile apps to track attendees' interests and harnesses Watson to make product and activity recommendations—such as downloading a trial code—on the spot, by comparing attendees' pre-show interests with the products they engage with at the exhibit.

While no one can guarantee a CMO ROI before an event, keeping tabs on attendees' interactions though a mobile app—and using the analytics to feed the company's marketing automation or CRM system—can produce real results.

Blaming the Weather

You can fool some of the people all the time, and all the people some of the time, but you can’t fool all of the people all of the time.

— Abraham Lincoln

Fyre Festival fooled a lot of people.

So do a lot of events.

But you can't fool all of the people all of the time.

Serial scammer Billy McFarland, who The New York Times called, "Gatsby run through an Instagram filter," when confronted with accusations of fraud, blamed Fyre Festival's epic failure on the weather.

“I cannot emphasize enough how sorry I am that we fell short of our goal," he said in a statement in May.

How hauntingly similar that sounds to the statements made by many association-show producers after their events fail to attract buyers.

"We're disappointed by the attendance, but the industry's facing a cyclical downturn."

"Yes, we're disappointed by the attendance, but terrorism has deterred many travelers."

"Sure, we're disappointed by the attendance, but everyone knows the US economy's soft."

"We're deeply disappointed by the attendance. The weather is to blame."

Truth be told, you may never be able to draw enough buyers to satisfy exhibitors.

But are you even trying?

• Do you assume (pray) attendees will just come?
• Do you depend on email to promote your event?
• Do you neglect to issue newsworthy product announcements before your event?
• Do you believe your primary job is to sell booths?
• Do you think of exhibitors as the "wallets" who underwrite your conference?

Too many association-show producers "working hard" with "producing results."

Producing results today means innovating. Do you:

• Add novelty and value to every aspect of your show, year after year?
• Respect the fact exhibitors need results—and help them?
• Organize your event to maximize exhibitors' face-time with prospects?
• Lead your industry by applying new marketing tactics and technologies?
• Copy concepts from industry-leading shows like CES and NAB Show?
• Know more than your attendees and exhibitors about your industry's path forward

Or, when attendance flags, do you—like the organizer of Fyre Festival—keep calm and blame the weather?

NOTE: Billy McFarland was arrested yesterday and charged with wire fraud.

How to Acquire High-Value Attendees

Trade Show News Network asked five marketers how they'd go about attracting "high-value" attendees―influencers―to an event. They advised:

First, identify the influencers. Use markers like travel distance, length of stay, team size, job function, budget, track record, and social media footprint. While spend would be the most telling sign, it's impossible to determine, except anecdotally.

Target young guns. They're the next-gen buyers who assure an event's vibrancy and longevity. They may not display the signs of veteran influencers, but they're critical to your event's success.

Package and promote personalized perks. Provide free or reduced registration, airport transportation, express entry, care packages, onsite concierge services, private meetups, exclusive lounges, free tickets to local attractions, etc. Use big data to personalize influencers' pre- and at-show experiences, but never make anyone feel "stalked."

Have great events. Offer the right mix of exhibitors and convenient show hours. Use event tech to help influencers and exhibitors connect on site, and don't get hung up on appearing "democratic." Break a few rules to make influencers feel appreciated.

Show your appreciation. Send a gift after the event, and celebrate influencers' presence in your blog and other digital properties. Ask exhibitors to do the same. Influencers will return to your event―and draw others, as well.

TSNN interviewed Marlys Arnold, ImageSpecialist; Terence Donnelly, Experient; Ravi Kiran, Dazzletoday; Megan Powers, EventCollab; Walter Winn, Feathr.

BONUS TIP: Reach out and touch influencers. Use pre-show telemarketing to cut through the digital clutter. And I don't mean placing cheesy robo-calls. Orchestrate a high-end, B2B outbound campaign, to assure influencers their time's well spent at your event. Consider both pre- and post-show "courtesy" calls.

Scrapes on a Plane

It's National Etiquette Week—the ideal time to start a midair brawl.

Will the surge in incivility on planes and in airports dampen meeting travel?

It doesn't take much to do so.

The SARS epidemic clobbered tradeshow attendance in the early 2000s. (I can recall vividly that the epidemic was the sole topic of discussion at UFI's 2003 summer meeting).

Unlike SARS, incivility is a uniquely American disease.

When it comes to air travel, it seems we have two modes: fight or flight.

But there are other options.

According to Expedia's 2017 Annual Airplane Etiquette Study, the 10 leading causes of scrapes on a plane are:

• Rear seat-kicking
• Inattentive parents
• Odiferous passengers
• Audio-insensitive passengers
• Intoxicated passengers
• Incessant chatting
• Queue jumping
• Seat reclining
• Armrest hogging
• Smelly food consumption

How do American passengers respond? According to the study:

• 62% alert flight attendants when provoked
• 33% endure the offense in silence
• 13% video-record the offender
• 10% confront the offender
• 5% complain on social media
• 3% shame the offender on social media

Content Precedes Connection

Before the web, organizing a successful B2B event was child's play, as easy as saying, "Hey, kids, let's put on a show!"

But content shock has made event organizing hard. 

Really hard.

If you want to attract a content-shocked audience today, you'd better get your own content right, says Ricardo Molina, cofounder of Bright Bull. 

"Marketing B2B brand events is basically impossible to do successfully unless you have this step done right," Molina says.

Your ability to identify content that connects can only come from one place, as Warwick Davies, owner of The Event Mechanic!, says: "Knowing what’s going on in your market from a DNA level."

"Imported" knowledge of your market won't cut it.

Scratch any failed B2B event and, under the skin, you'll likely find the organizer got the content wrong.

"Get your event content straight," Molina says. "Make sure it's the kind of stuff people want to hear about. Make sure you're offering something that's definitely going to drag them away from their desks and into a room with you."

Cashing in on Events

Bloomberg is doubling down on events, according to Politico.

The business media giant has hired veteran exec Stephen Colvin to expand its two-year-old global events division.

"As with many media companies striving to develop new revenue streams, events are becoming a more prominent component of Bloomberg's journalism lineup," says Politico's Joe Pompeo.

A spokesman for Bloomberg says the company is "well positioned to be the leading convener of business and financial events around the world."

Sponsorship revenue from Bloomberg's five events is up 30% from 2015.

When will associations cash in on events?

What's Driving the Growth of B2B Events?

What's driving the growth of so many B2B events?

NYU economist Dan Altman told event producers convened at last week's CEIR Predict he pins the growth to three factors:

• Governments keep spending more on healthcare
• Adults are going back to school to study
• New households are forming nationwide

Those economic engines are stoking five particular sectors of shows—the five most robust of the 14 sectors tracked by the CEIR Index:

• Medical and healthcare;
• Communications and IT;
• Education; 
• Raw materials and science; and
• Business services

Do immanent threats jeopardize the continued growth of these sectors?

Altman thinks so. He named 10 sources of worry:

• Economic stagnation in Spain and Italy
• Economic uncertainty in Germany
• Terrorism in France
• Brexit
• Economic stagnation in Japan
• Economic uncertainty in China
• Economic uncertainty in Brazil, Russia and India
• Uncertainty in US capital markets
• Uncertainty in US politics
• Ineffective Fed policy

Anybody have any aspirin?

Complaining isn't a Strategy

When the world changes around you and when it changes against you—what used to be a tail wind is now a head wind—you have to lean into that and figure out what to do because complaining isn't a strategy.

Jeff Bezos

A new survey by Sydney-based The Exhibit Company shows 91% of trade show exhibitors "struggle with leads." Respondents identified six component challenges:

• Attracting visitors to their booths
• Attracting the right ones
• Engaging them
• Qualifying them
• Tracking them
• Following up

While they grouse mightily, many exhibitors hold onto the very practices that assure failure. Most:

• Pick shows wrong for their products 
• Set no objectives, or unmeasurable ones
• Fail to promote their presence
• Mount unwelcoming exhibits
• Muddle their message
• Assign booth duty to novice salespeople
• Forget to turn the salespeople into a team
• Turn off or simply ignore passers-by
• Produce distracting stunts
• Make giveaways a focal point
• Annoy visitors with stupid questions
• Neglect to ask strategic questions
• Refuse to automate lead capture
• Dump leads on salespeople after the event
• Allow leads to go un-nurtured

Exhibitors who bungle their part are like the substance abuser. 

Each one of the bad habits is easy to kick, but the abuser's addicted to her self-pity.

Complaining isn't a strategy.

Government Communicators: Focus on Event Photography

Award-winning video producer Ann Ramsey contributed today's post. She is a senior producer at the US Department of Health & Human Services in Washington, DC.

Press conferences, roundtables, ceremonies, observances: these types of events are familiar material for the government communicator. Want to step up your game? Use photography. If you need great content—and who doesn't?—consider partnering with your staff photographer. The photos he or she shoots will be engaging visuals that you can turn into quality content.

But partnering with your staff photographer has more advantages than meet the eye:

History. Christopher Smith, staff photographer at the Department of Health & Human Services, has worked through many Administrations, knows the principals of the Department and their schedulers intimately, and can anticipate their photo requirements. Plus, he can locate past event photos going back many years. For commemorative projects, his image repository is a goldmine.

Economy. No licensing fees are required when you use your agency’s own photos, and no permissions are required to cover an open-press or a public event. Photography makes an effective complement to video; and if your budget doesn’t allow for video coverage, photography can work wonders all by itself. Professional photographers are available on a day-rate virtually anywhere, if you have none on staff. 

Authenticity. Stock photography is polished, inexpensive and convenient, yet has its limits. Viewers may "tune out" stock shots unconsciously as being promotional. When it comes to events, images of real faces and places have the edge over stock shots for authenticity—a priority for every government communicator. 

Quality. Professionals are equipped for the job. Lighting and special lenses can overcome obstacles such as dim rooms, cramped conditions, or far-off podiums. As important, professional photographers have been trained to tell a story or evoke a mood in one frame. Here are a couple examples:

For a group portrait at a conference, HHS staff photographer Christopher Smith brought a light-stand and wide-angle lens, and posed the subjects. The image of the group-members together, sporting their cause-related wristbands, evokes a sense of team spirit.

Equipment and know-how really make a difference. In a candid shot of HHS Secretary Burwell at a feedback session, our eye is drawn to her face by the photographer's use of selective focus and a long lens.

Staff photographers' role expanding

Traditionally, staff photographers cover any number of events, most often to provide visuals for the media and for archival purposes. But the role of the photographer is expanding with the new media formats in use today. Consider:

Social media. Many professional-grade digital cameras now have Wi-Fi connectivity, making immediacy an option. Well-composed photographs are eye-catchers for posts on Facebook, Twitter, Pinterest or other social media sites, whether in real time or afterwards. With photographs, your posts can be picked up by image-based search engines such as Google Images.

Electronic press releases, blogs and websites. A clear, relevant photograph helps hook audiences of your agency’s electronic press releases, blogs or Websites, where the event can be explained in detail. Putting a text caption or headline with the photo clarifies immediately what is being shown. 

Tools for partners and stakeholders. When sending pre-event announcements to partners and stakeholders, attach downloadable photographs for them to re-use as tools in helping you get the word out. If there are too many photos to attach, hyperlink email recipients to where the photos are stored (Flickr, Dropbox, an FTP site, etc.).

Ready to go to work? 

A professional photographer will reliably produce quality material, and be a godsend when you’re working out image selection, distribution and archiving. Here are some tips for effectively directing your staff photographer:

In advance: For smooth planning, inform the photographer of the advance team, event location, best arrival time, and any parking and security issues. Explain what the interior lighting is likely to be, and whether any exterior shots are needed. Provide the event rundown if possible, including any special access to VIPs or arrangements being made for the media. This helps your photographer set up for the shoot.

Before the event starts: Tell the photographer what your needs are. According to Christopher Smith, pros don’t need much detail. “I can plan what needs to be shot for most events," Christopher says. "What I really need to know is who the principals are, where and when the photos will be used, and whether anything special is going to happen at the event. For example, if the speaker is going to show a report or a plaque from the podium, and I know ahead of time, I can remind the presenter to hold it up for a few moments so I can get the perfect shot.”  For shooting format, Christopher finds the medium-resolution JPEG setting efficient for editing and storing.

At the event: Assist the photographer with any logistical matters. Help him or her to anticipate what comes next, and where. Indicate anything you would like covered that you may not have mentioned. After that, get out of the way. If you allow photographers to handle the shoot in their own way, you are likely to get the best material.

After the event: Give the photographer any details needed for assigning metadata. Specify what deliverables you need. A folder with a few selections? A Flickr download of the whole shoot? Some prints to distribute? Your digital media team will know how best to optimize photos for different social media platforms. If you are your own graphics department, here's a guide. Keeping file sizes small will ensure easy loading on line. Again, if you have no digital experts on hand, try using iPhoto, or access a free compression tool like Image Optimizer.

WAY after the event: Lest we forget, our friends at NARA in College Park will ultimately want to add our event photographs to the 8 million shots already archived. Keep your photos organized. It will save headaches later.

NOTE: This post first appeared in Federal Communicators Network.