Cold Call or Perish: The Strategy of Increasing Revenue
I am thrilled to have Dan Cole back as a guest poster. Dan is easily one of the best sales trainers in the events business. His manner, style and his effectiveness enabled CES to reach the revenue height of which most of us can only dream. Dan and I both feel that Cold Calling makes all the […]
Seven Ways to Build Successful Staff at Your Events Company
Any one of you could probably have written this post, but I am going to offer my own thoughts given the strong affection I still have for DCI, the company at which I “cut my teeth” in the events business. DCI certainly had its faults, but after my ten years at The Event Mechanic! I […]
Joint Ventures for Fun & Profit – “Living the Dream” – Words of Wisdom from Sean Guerre!
Sean Guerre is back! He’s a person in the thick of the action as far as starting new events are concerned, and I was thrilled to start the first of a series of his thoughts on jumping ‘into the great unknown’ is concerned. Without further ado, here’s Sean! ————————————————————————————— A small media company like mine […]
How to Make an Impact with Attendee Acquisition Programs
Not only is Nicole Buraglio an old friend, but she is also the Managing Director of The Collective Group, which is a division of dmg events USA. The Collective Group works with senior marketing executives from Fortune 1000 companies to facilitate specialized private events specifically for CMOs, Heads of Digital Marketing and VPs of Consumer […]
What Do You Do When Your Customer Becomes Your Competitor?
Again I welcome back Michael Hart, the industry renown journalist and thought leader for his views on a recent twist on the competitive landscape in the events industry: ————————————————————————————————————– What would the message to any business be if its best customers became its strongest competitors? And this has been happening in the traditional tradeshow industry […]
You Need a Creative Guy in Your Organization or You Are in Trouble!
I came back from Expo! Expo! in December thinking that many event companies which either don’t: have a lot of money to acquire shows or hire ‘ringers’ to build new events are in trouble. Why? Because, there is hardly anything new being produced in our event ecosystem that isn’t a knockoff of an existing event, […]
Is the Trade Show a Dying Elephant? Only If WE Don’t Become CHALLENGERS – Insight from Lawrence Dvorchik
I met Lawrence Dvorchik around 2006 as his self service event overlapped one of my client’s events and I wanted to see if we could create some synergies by working together. Sadly nothing happened with that, but we remained in loose touch. As I got to know Lawrence better I realized his was a man […]
The Complex Sale – A Few Guidelines – Wisdom from Dan Cole
Dan Cole is easily one of the best sales trainers in the events business. His manner, style and his effectiveness enabled CES to reach the revenue height of which most of us can only dream. I have been delighted to have had a series of conversations with him focused on driving event revenues and one […]
An Interview with David Audrain: New Event Development, New Technologies and the Challenge of Millennials
EM: David, good to chat. Let’s talk about where the money is in the business, what’s your opinion about what’s happening with recent acquisitions? DA: There’s been a dearth of acquisitions in the past few years. We’re seeing some now, but there has been quite a backlog until recently. There’s been some interesting ones recently-like […]
One Trend That Won’t Get You to the Sweet Spot in 2015
As mentioned previously, I am looking forward to featuring other voices on Events Matter! in the next year. One of the writers I have followed for a while is Michael Hart, formerly of Expo Magazine and TradeshowWeek among a few other important industry media outlets. I saw him in Los Angeles last month and had […]