Trade show services
Team One Exhibits builds custom trade show displays. They needed a system that reaches the right exhibitors at the right time.
THE WORK
001
HOW TWO YEARS OF SHOWS ADDED UP
Targeting
Exhibitors approached in the weeks they were choosing a vendor, not after the show opened
Qualified Leads
330
Result
Long buying cycles, so conversations opened months before a decision was made
Meetings
18
Proposals
High-ticket displays, so a contract going out is a serious step, not a formality
Contracts Sent
5
Outcome
Both closed at the time of reporting, $124,990 from exhibitors who plan a year ahead
Closed Deals
2
THE CLIENT
002
WHAT CHANGED
003
(the angle)
01
Planning windows
Most outreach lands when a show is announced or once the floor is already open. The vendor decision happens months earlier, so that is where the sends went.
(the data)
02
Built custom lists
Event organizers sell the same exhibitor list to everyone working the show. Building it in-house cost setup time and upkeep, and it bought targeting nobody else had.
(the takeaway)
03
Year 2 started ahead
Trade shows repeat annually. The second year opened with the calendar already built, so the effort went into outreach rather than into finding the shows again.
HOW IT RAN
004
The parts that did the work
The show calendar
Every relevant show tracked with its dates and its planning window
In-house exhibitor data
Exhibitor lists compiled directly rather than bought from the organizers
Timed sends
Sequences scheduled against each planning window, not the show date
Theirs to run
The calendar and the data behind it sit with Team One, updated each season
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