2. • Introductions
• Be Relevant
• Convert Attendees to Evangelists
• Delight Sponsors
• Questions
Agenda
3. • 36 years producing
exhibitions, conferences, forums, a
nd roundtables
• Produced International
CES, GRAPH EXPO, and PRINT
• Consults in strategic
planning, management, and
marketing
• Facilitates board meetings, user
groups, and attendee and exhibitor
focus groups
• Produce by-invitation events for the
exhibition industry
Sam Lippman
Founder and President
Lippman Connects
4. Sharing successful strategies
The platform to increase exhibit and
sponsorship sales
The meeting for large show managers
Find. Attract. Retain. Grow
5. Show Name Attendance Purpose
200 industry
executives annually
• Exclusively for independent and
association executives
• Focuses on increasing revenue and the
relevance of events
18 attendees
3 times a year
• Event marketers focus on ways to find,
attract, and retain quality attendees
• Tracks lifecycle of attendees
• Identifies new prospects and rebuilds lists
• Boosts conversion rates
18 attendees
3 times a year
• Exhibit sales and service managers share
sales technique
• Benchmarks exhibit pricing, space
assignment, and sponsorships
16 attendees
3 times a year
• Show managers with at least 125,000 net
square feet of exhibit space
• Exchanges best practices for large shows
Lippman Connects Events
7. Relevant
• After 36 years, now an overnight success
• I am my target audience
• Lippman Connects events lead by example
• Just say “no”
• Committed to building/protecting my brand
8. • Introduce new topics for the industry
• Highlight best practices and efficiency tools
Highlight Emerging Trends
13. Attendee Acquisition - IMC
• Attend and speak at events
• Articles and webinars
• Partner with Participating Publications
• Personal lunches, telephone calls and emails
• Engage Evangelists
• LinkedIn Contacts and Groups
• Video summary and testimonials
14. Attendee Acquisition - IMC
• Emails cross-promote other events
– 10 sent for ECEF
– 3 each sent for Large Show, Attendee Acquisition and
Exhibit Sales Roundtables
– 3 promoting Lippman Connects 2013 Calendar of
Events
– Personal emails from me
Total = 40 per year
15. Attendee Acquisition - Ads
• ECEF has 8 media partners – international,
national and regional
• Roundtables have 1 exclusive media partner
• Roundtables have regional print advertising
23. Personal Invitations
• Category exclusivity
• Waiting list for events and categories
• No offer/pricing online
• Encourage white papers/customers as speakers
• Build sponsor support before launch
24. Load the Deck
• 4 attendees for every 1 sponsor
• Roster with photos sent in advance
• Welcome Reception
• Assigned seating for lunch
• Personal call afterwards – “How to improve
ROI”
25. • Recognize sponsors before, during, and after
event
• Websites, emails, news releases and flyers
• Video screens, notebooks and signs
• From the stage
• Summary video and testimonials
Feel the Love
26. Sponsor Loyalty
2001: 13 sponsors
2012: 27 sponsors
Host cities booked
through 2015,
5 sponsors each
6 sponsors each 6 sponsors each
Re-up rate average:
78%
Re-up rate average:
85%
75% retention rate
since March 2011
100% retention rate
since January 2012
Sold out in two
categories
Exclusive sponsors
same for 12 editions
(since January 2010)
