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Trade Fair Assignment

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All experts agree on the importance of having well-trained motivated staff during the trade fair. As the training of the employees is part of the phase before the fair starts, some of the experts mentioned this already as answer to the prior question. It is important that they are provided with the right tools and that they all feel “on-board”. Furthermore, the offering of incentives for well-performing employees can be a useful tool, recommends Christina Spindler. Roman Wolfensberger sees unmotivated staff as an avoidable pitfall by setting up precise timetables and responsibilities. This helps to reduce stress to a great extent. Km Schotze sees an important part of the staff training in giving them the ability to recognize key contacts. She …show more content…
They normally have a feedback-round with the board of directors and the entire sales team, reflecting the fair. However, they do not measure success and do not allocate enough resources in order to follow-up on all potential leads. He personally sees this a pitfall for Mammut, and aspires a change in the near future.

Prioritisation
What are in your opinion generally the biggest success factors of a trade fair appearance?
What are in your opinion generally the biggest pitfalls of a trade fair appearance?

As this two questions are considered to summarize and prioritize the content of the prior three questions the author provides here a short summary of the most mentioned success factors by all experts.

Overall it can be said that a good concept, thorough planning is seen as a major concern. Therefore detailed planning along with the definition of clear goals is seen as one of the most crucial success factors by all experts. This followed by the design of the stand and the training and behaviour of the staff.

The most often mentioned pitfall is the insufficient allocation of resources for the follow-up of the …show more content…
As the the fair is mainly business to business, expert talks can be hold in a more private surrounding, plus according to her, the closed design is nowadays also a trend in the trade fair industry. Crhistian Eggenberger recommends a more open design. If there should be still only one entrance, he at least recommends more holes in the wall, in order to give the passing visitors a chance to peek in. Kim Schotzes thinks that a too closed design is unappeleaning. She however points out the advantages by having only one entrance: It is easier to keep track of who is visiting your stand. This can also help to avoid espionage to a certain degree. Roman Wolfensberger agrees with her on that point. Overall it can be said, that there are more arguments supporting a closed design than such contracting

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