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JamesinLA
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I'm actually interested in studying the tradeshow market. Can anyone give me any sources: books, dvds, lecture notes, etc. Thanks a million (I hope).

Jim
Oh, my friend we're older but no wiser, for in our hearts the dreams are still the same...
TheDean
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Certainly ANYTHING by Joel Bauer (Proof? see: http://www.InfoTainer.com) and I would start with his latest bookstore book (Around $25. bucks or so.) "How To Persuade People Who Don't Want To Be Persuaded, and Get What You Want Every Time!" - - In my opinion, misleading title, just as "Winning Through intimidation" really had nothing to do with intimidating others to win... but a GREAT BOOK none the less!

Then the advanced Persuasion stuff from Joel as well as the stuff from Anton Zelman, both up into the thousands, but who cares when they show you haw to make hundreds of thousands and millions of dollars in return! – But, to each there own.

Certainly there are a whole plethora of 'NON' magic marketing and tradeshow books (Available from the bookstore or library as well.) and then some here who actually have real-live experience who can help and guide you as well...

That should get ya' started!

I am at your service and In HIS Service,
Deano
<><
Dean Hankey, *M.D. - The Dean of Success Solutions!
Serving & Supporting YOU and Your Success!
"Book More Shows... Make More Money... SERVE MORE PEOPLE! - Not Necessarily In That Order…"

(*Marketing Doctor) Smile
icentertainment
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I wsould first suggest just going to trade shows and get a feel to the different types of stands- Take a pen and note pad and investigate the market. ALso pick up the Exhibitors list when you go- this will give you the companies that are exhibiting- this helps in Marketing later

This way you'll have a more realistic Idea of whether you can work the industry and also instead of reading why you should be working the trade show- you'll be able to see it.

Once you think you can work the stands- look at Bauer's materials the book is good- his DVD Hustle Hustle has a small tiny amount on trade shows- You may want to check out L&L DVD---aaaaah I have forgotten his name eddie Tullock I think as this has some nice salsy tricks

Trade Shows are a whole new ball game- it is different to performing stage or close up- it is a a lot of work
LeeDillingham
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As far as income is concerned, I would say that trade shows are 90% of my business. They are very very hard work. Imagine working for eight straight hours on your feet. However, trade shows are not a whole new ball game. Magicians have been working these events since the 50's.

Eddie Tullock's video is the best I have seen on this subject. Additionally, read C.W. Stanford's book, How to Work Trade Shows as a Business. It is still in print. Also, Jim Snack's Success in Magic course has an entire trade show section.

I got into the business by just going to trade shows in Vegas and talking to the people in the booths that were not getting much traffic. I explained what I did and gave them a business card. Eventually, the phone started ringing.
icentertainment
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It is a whole new ball game compared to doing a 1 hour cocktail party or a 45 minute stage show
JamesinLA
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Thanks, guys! I heard the trick was breaking into the market. I've got street performing experience which I thought would be of help in working trade shows: learning to draw a crowd and keep them etc. I'll get hte books and dvds. Also really like the idea of going to the shows to meet the exhibtors. Great tip.

Jim
Oh, my friend we're older but no wiser, for in our hearts the dreams are still the same...
Dannydoyle
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Quote:
On 2006-09-13 13:09, LeeDillingham wrote:
As far as income is concerned, I would say that trade shows are 90% of my business. They are very very hard work. Imagine working for eight straight hours on your feet. However, trade shows are not a whole new ball game. Magicians have been working these events since the 50's.

Eddie Tullock's video is the best I have seen on this subject. Additionally, read C.W. Stanford's book, How to Work Trade Shows as a Business. It is still in print. Also, Jim Snack's Success in Magic course has an entire trade show section.

I got into the business by just going to trade shows in Vegas and talking to the people in the booths that were not getting much traffic. I explained what I did and gave them a business card. Eventually, the phone started ringing.



Trade shows are indeed very hard work. To say nothing of the time of prep needed if you want to do what the title of this thread implies.

I would second anything you can get by Eddie Tullock. Unfortunatly he was usually too busy making more money than God, to actually put too much together. Eddie was a master at it as far as he used so little to do so much.
Danny Doyle
<BR>Semper Occultus
<BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell
LeeDillingham
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I had the privilege to see Eddie perform once at a trade show. He worked for at least an hour with nothing more than a deck of cards.
JamesinLA
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Is it vital to do the product intergration or is just building and holding a crowd more important. I guess both is better. How extensive does the product intergration have to be? Off the top of my head, I guess one would have boiler plate routines that you can plug a given product info into here and there. Is that about right? Thanks.

Jim
Oh, my friend we're older but no wiser, for in our hearts the dreams are still the same...
LeeDillingham
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Every body has their own way of doing it. Many clients will give you a script that they want you to "sort of" stick to. I do several tricks that incorporate the clients logo and message.

For example, I always do Presto Printo. I will take the clients logo and put it on some of the blank cards using the iron-on t-shirt method. I also use balls with logo and contact info as my final loads in cups and balls. These are given away.

In most cases, I discuss with the client what a qualified lead is beforehand. As I am performing, I ask probing questions to find out if a spectator is a lead or not. If he is, I introduce him to the sales staff person.
Dannydoyle
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My job has always been to draw the crowd, let the sales staff deal with the product.

It can be done both ways. IF you don't know enough about the product, or it is to forced or hokey, it is a bad idea. Don Alan used to tell me that company execs. were not hip. They are now. It matters.

The way I sell trade shows is simply to tell the company that their sales staff will sell to a certain percentage of people. Let's say that is 4% just for a number.That number is as high as they can get it. The way to increase sales is for MORE people to come through the booth. Same percentage but more sales.

NO product integration, but using the company name never hurts.

This is only my approach. Nobody tell me how wrong I am, I realise it is not for everyone.

Lee, Eddie was simply a master. I learned more working with and near him than in the rest of my time in magic.
Danny Doyle
<BR>Semper Occultus
<BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell
JamesinLA
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Very valuble information, gentlemen. Thank you. Any other tips in the breaking in aspect of the market? I have been told that that is one of the bigger obsticals. Thank you again.

Jim
Oh, my friend we're older but no wiser, for in our hearts the dreams are still the same...
Dannydoyle
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Get the info suggested, then be hard working dilligent and patient.
Danny Doyle
<BR>Semper Occultus
<BR>In a time of universal deceit, telling the truth is a revolutionary act....George Orwell
SeaDawg
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As with all things, time spent in preparation is seldom wasted....

Practice harder thne you play....

As time spent in reconiassance is seldom wasted.... ( Know your battlefield).


The trade show market is very mush the same.

Seadawg
Crazy people take the psycho-path thru the forest...
Flec
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Ive just got back from the IBM convention in eastbourne, uk. they had a very good lecture on trade show magic from Seth Kramer.

I bought his book "A Modern Trade Show Handbook" and I must say it was money well spent. and at that, a very reasonable price. we're talkin £20, about $30.

I have never performed a trade show, but it is a route I would like to go down, and already within a few days, this book has helped me in the right direction.

He details everything...getting the first client, networking, use of microphones, custom props, giveaways, your business card and brochure, videos, contracts, rates of pay, tradeshow buzwords, the day before the show, do's and don't's in performing, building and keeping a crowd, and the list goes on. A4 size, with nearly 100 pages. links to a website awell with extra resources.


perhaps you could check him out? the other guys were calling it "the bible" of trade show magic, and its a pretty recent publication aswell.

http://www.sethkramerproductions.com/index.htm


ive also been watching "crowdpuller" from peter wardell, and "corporate close up" by martin sanderson. both dvd's are very high quality....and while they only touch on the subject of trade shows, the points are well made.
corpmagi
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Hi Flec:

Thanks for the kind words. Yes, the book is very recent. In fact, They were written in anticipation of my lecture in Eastbourne and were just published.
Bud Dietrich, author of The Trade Show Handbook (with Dick Jarrow), called these notes "the new trade show bible". I put a great deal of time and thought into these notes and I feel the information is quite valuable. They are available only through me at the present time. PM me for more information if you're interested. Seth Kramer
A Modern Trade Show Handbook
www.trafficstoppers.com/handbook
JamesinLA
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I've been doing my homework. I have two new questions:

1) I understand there are sales meetings that predate the trade show performances. This is where you get educated on the company, their message, what they want to accomplish in the upcoming event--how do you charge for your time for this meeting(s)? Also, do you charge for the time it takes to write any original material? Or is all this folded into the performance fee on show days?

2) Do you know of any sources of sample trade show patter? I want to get an idea of how it could work so I could then write my own.

Thanks.

Jim
Oh, my friend we're older but no wiser, for in our hearts the dreams are still the same...
LeeDillingham
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When I quote my price for a trade show, I state that this price includes two hours of prep work. In the contract, additional prep work will be an extra charge of $XX/hour. Of course, any additional work must be authorized by the client by phone or email.

I know of no good sources for trade show patter. It really not that difficult to write. The client will provide you with all of their marketing materials such as brochures, website, etc. Talk to them on the phone a couple of times about exactly what message you are trying to convey.

I just did the EMT trade show last week. My client told me that he was looking for private ambulance companies with over 10,000 calls a year. I developed a card trick where I asked these people to tell me how many thousands of call they had each year. It was sort like, the pick a number from 1 to 50 game.

It just takes a little creativity. Feel free to PM me and I will give you my phone number. I am actually in the process of writing a book on this very subject. The book should be done by the end of the year.
PaulGreen
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Hi everyone,

I, too, must commend Seth Kramer's new book, A Modern Trade Show Handbook. I have a few pages in it from me, but don't let that get in your way. I wish that I had had this type of book when I was breaking into the field. Seth does not hold back at all. He gives an immense amount of information that will make your entry into the industry that much easier.

Contact him at http://www.sethkramerproductions.com/index.htm

Regards,

Paul Green

PS I receive no financial consideration for this posting.
Bob Kohler
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Without a doubt Seth Kramer's "A Modern Trade Show Handbook" is the bomb. I wrote the forward for the book because I've been around Seth since my earliest days in magic. I've watched him grow into one of the busiest and most successful corporate specialists in the world today.

I just finished reading the book. I was blown away. Seth put the whole enchilada down of paper that will set anyone on the trade show path in the right direction. Each and every essential aspect of being a true trade show professional is covered in depth.

You can totally trust Seth's information. While most of you have never had the pleasure of watching him work a crowd consider a few facts.

1) Seth has worked 42 trade shows in one year. I've never heard of anybody's schedule even approach this number.
2) Seth keeps his clients for YEARS. This is the real bottom line. In today's corporate environment his ability to keep clients coming back for more is nothing less than astonishing! This is the Holy Grail because every time you finish a show and lose a client to quote Bob Sheets "you're functionally unemployed." This is probably the best secret in the book.
3) Seth lives in NY, but he's in Vegas so often working that many of the locals think he lives here. He shows up at the local meetings with me and when they find out he flew in to do yet another show in they're backyard that they could be doing they're stumped. At least now they can read the book and find out how Seth's been doing it.
4) Hen's not just working Vegas but all over the world. His schedule for 2007 is already filling up. Nice huh, to actually know how much money you're making in advance instead of worrying week to week.

Those who attended the IBM convention in England were very lucky to see Tim Conover, Shep Hyken and Seth. They were also lucky to get Seth's book at the convention price. Here's the only bad news. But it's not really bad news. "A Modern Trade Show Handbook" is now $50.00 and available only from Seth at:corpmagi@earthlink.net. It's the bargin of the year, easily worth $1500.00 (an average days trade show pay).

You'll know which friends were smart enough to follow through and get it. They'll be the ones with a new car, Italian suits and a big house.
www.bobkohlermagic.com

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