Question

Topic: Other

Making A Trade Show Fun For Customer Service Team?

Posted by Anonymous on 12/10/2007 at 1:42 PM ET 250 Points
Hi Everyone!

In January, our company holds one it's kick off meeting where we choose 12-13 vendors who products we are going to feature/push throughout the year (I work for an industrial supplier). Our outside sales reps, customer service and purchasing teams all attend the meeting.

The meeting format is featured presentations from 2-3 vendors in the morning, followed by a mini-trade show, lunch and individual planning sessions in the afternoon.

The trade show is meant to feature products and the planning session is where the vendor reps and outside sales person and their customer service person to set goals and figure out which customers would benefit from the product.

Now, here is the problem. During the trade show last year, the outside sales team took it very seriously and made good use of the time. A majority of the customer service team, however, did not. They rushed through the booths and spent the rest of the time gossiping.

I need to come up with some ways to get them interested, engaged and excited about the trade show (and whole day really). One thing I've come up with is to have each vendor submit a question and then make a "trade show quiz" which would force everyone to actually look at the booths/products for the answer. Then completed and correct quizzes will be submitted for a drawing for gift certificates, etc. The other idea I had is to request the vendors have more hands on demonstrations. Besides that, I'm tapped out. Any suggestions?

Thanks in advance,
Nadia
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RESPONSES

  • Posted by michael on 12/10/2007 at 4:35 PM Member
    Nadia,

    Those questions-followed-by-quizzes has worked well for us. You might want to increase the number of questions...but not making them too difficult.

    If your company values training, make certain this is considered part of the ongoing training...not just a diversion...and that the CS reps know it.

    Michael

  • Posted by Tracey on 12/10/2007 at 8:48 PM Member
    I like the quiz idea. I think it would be best to get back to the basics: show the CS reps that this show helps them with their goals.

    First, find out what their priorities are from their manager. Write up a brief communication addressing their priorities and how this vendor show fits in -- or better yet, give them something more concrete like a promo item that illustrates your point.

    Focus on getting buy-in from the top. Show them that this vendor show is an asset, not another duty. Hope that helps!
  • Posted by Jay Hamilton-Roth on 12/10/2007 at 9:40 PM Accepted
    Remember the Groucho Marx show, "You Bet Your Life"? Each show featured a secret word, that when spoken by the guest, rewarded them with cash.

    Before the trade show, have each vendor pick a word (or phrase) that's their secret word. The vendor should pick a word that involves the benefit or problem that the vendor's product solves. Now the game is that each team goes through the booths, and has to engage each vendor with an actual conversation to help figure out the secret word. If, after 5 minutes, the word doesn't come up, they still get the prize ticket. The point is, they have to think smart about the product to discern the benefit/problem or they have to converse (and possibly not be able to visit all the booths).

    The team that collects the most prize tickets wins a tangible prize: cash, iPods, dinner gift certificates, bottles of wine, etc.

    A quiz tends to be too focused: I ask the vendor for their answer, and go to the next vendor.
  • Posted by Harry Hallman on 12/11/2007 at 6:53 AM Member
    Jay's suggestion is great. You could also print a "passport" where each person gets it stamped by a participating vendor after hearing a presentation. You could also ask some questions on the "passport” or incorporate Jays idea. The passports can then be placed in a tub and winners picked from the bunch. Winning passport must have all ideas signed and questions answered.

    This adds an element of chance as well as education. It also gives them something to guide them through the show. Also, it will help you avoid having people sharing their secret words without visiting the booth.
  • Posted on 12/17/2007 at 9:15 AM Author
    As always, thanks for the great advice and ideas.
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