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B2B Exhibitions Build Brands

01 Dec 2011

According to a new study and presentation from The Centre for Exhibition Industry Research (CEIR), four out of 10 executives indicate they are participating in the same number of exhibitions today as they did several years ago. Looking out to the next several years, 60 per cent of executives say the number of exhibitions will hold to current levels, while 25 per cent expect them to increase.


The first released fact sheet, from The 2011 Changing Environment of Exhibitions Study, shows that marketing executives assign high value to using business-to-business exhibitions to achieve their most pressing marketing and sales objectives.


The top five, current high-priority Marketing objectives for companies are:


• Building or expanding brand awareness (83 per cent)
• New product or service promotions or launches (63 per cent)
• Reinforcing brand awareness (63 per cent)
• Promotions targeting specific business sectors (58 per cent)
• Existing product service promotions (45 per cent)


For executives identifying these objectives as high priority, 73 per cent or more rate exhibitions as highly valuable in helping their companies achieve these goals.


The top five, current high-priority Sales Objectives for companies are:


• Existing customer relationship management/engagement (73 per cent)
• Relationship management/engagement with key accounts (67 per cent)
• Relationship management/engagement with prospective customers (64 per cent)
• generating new sales orders with existing customers (57 per cent)
• Generating new sales leads in general (56 per cent)


For executives identifying these objectives collectively as high priority,


77 per cent or more rate exhibitions as highly valuable in helping their companies achieve these goals, with the exception of generating new sales orders with existing customers, where 57 per cent assign high value to using exhibitions to achieve this objective


Source: Mediapost



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