Analysis Of Decision Making Process For Enterprises To Participate In Exhibition

The exhibition industry often receives information and telephone calls from all kinds of exhibitions. Choosing a good exhibition that helps the sales and image of enterprise products becomes a problem that business decision-makers should consider.

To sum up, the decision of an enterprise to participate in an exhibition depends on several aspects of decision-making analysis.

First, set goals.

All kinds of enterprises should set goals for exhibitors according to the specific conditions of enterprises and products.

1. maintain or establish the image of participating enterprises.

Exhibitors are both time-saving and labor-saving for enterprises to establish their image.

For new enterprises, exhibitors can help enterprises establish customer relationship in a short time, enter the market and be accepted by the same industry.

For old enterprises, more attention should be paid to participating in some influential professional exhibitions so as to communicate with customers regularly.

2. increase understanding of the market.

Especially for professional exhibitions, it is easy for exhibitors to understand the development of other enterprises, product status, and even technology secrets.

In addition, to understand the needs and potential of the market in communication with the audience.

These understanding is more important than daily market research.

3. advertising products and services.

The exhibition is a three-dimensional advertisement, providing an opportunity for exhibitors to fully display their products, so that customers can enhance their understanding of products and services so that customers can accept them.

4. sales and turnover.

Although the exhibition is short, in order to facilitate customers to communicate directly with merchants, most exhibitors hope to reach some agreements or intentions at the exhibition and make them the biggest harvest in the exhibition.

Two. Decision analysis

After setting the target, enterprises can screen all kinds of exhibitions in order to make the best choice.

Exhibitions are often divided into

The organizers of the exhibition are the soul of the exhibition. Excellent organizers mean that the exhibition is half successful.

Three, do a good job of budgeting.

It is very important for exhibitors to do well in the exhibition budget. If the calculation is correct and continuous, then trade fairs will be a good investment for small businesses.

The items that need to be kept in mind when making budgets are: booth space, construction and demolition, special advertising gifts, pportation costs, audio-visual equipment, electricity expenditure, telephone service, subsidiary materials, personnel costs, advertising, air tickets and hotel accommodation.

When the cost is determined, a job sheet should be prepared to analyze the economic situation: what is the return on investment?

The return is equal to the total sales divided by the total expenditure of the exhibition.

What is the cost per sales leader?

This is equal to the total expenditure of the exhibition divided by the number of sales leaders.

Four. Send out invitations.

In order to succeed in the exhibition, some invitations should be sent out.

Pay attention to your booth and some new service items and new product information, and share these new service items and new products with your customers or potential customers.

Of course, you can make good use of the special invitation for exhibitors.

One reason why people decide to attend a trade show is that they have received invitations from exhibitors or their sales agents.

Share information with potential customers who are really interested, instead of sending large numbers of invitations to people who are interested in your new product or service.

It has been suggested that 25% of the exhibition fund should be spent on invitations.

A market analysis company has conducted a number of surveys of trade fairs. It is thought that the invitation should be made before the exhibition is launched.

For example, "this year's exhibition is very unusual for our company. Please come to visit us."

This is an opportunity to test the market with your new plans and new products.

What is the best time to introduce your products and services to millions of people in the shortest time?

Trade fairs are the best time.

Five. Three major minefields of participating enterprises

Enterprises should avoid stepping into several "minefields" before participating in the exhibition.

1. pursue low exhibition fees.

The first consideration of some enterprises is the exhibition of low booth fees. However, the booth fees of organizers include pre exhibition publicity, construction, information and other services. The low booth fee will often be greatly reduced in service.

2. one-sided pursuit of the scale of the exhibition.

Some exhibitions are huge and omniscient, but "broad" is not "profound".

Exhibitors and spectators are more complicated than others. It is difficult for enterprises to achieve the desired results.

Therefore, enterprises should first consider professional trade exhibitions.

3., eager to achieve sales performance.

The exhibition is different from the fair. Even the "Canton Fair" will last for more than ten days. It is unlikely to sign the intention or cooperation contract in a very short time.

The exhibition is actually a more direct, more intimate and three-dimensional advertising campaign. Its effect is not necessarily immediate. It is not very realistic to do business in a short time.

Therefore, exhibitors should pay attention to whether they can fully display enterprises and products during the exhibition period, establish enterprise image in the same industry, contact new and old customers, and tap the market potential.

In short, enterprises that are prepared to attend exhibitions can understand the exhibition by sponsoring or undertaking the introduction, information, past publications and related newspapers and magazines, so as to consider comprehensively and make more appropriate choices.