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(26) How to Plan & Exhibit Your Products &Services Effectively in World Markets
KUALA LUMPUR l 15-16 November 2007
To gain a foothold in global market, the best and most effective way is to participate in a reputable trade show. The question is how to find the right trade show and your target market. With proper guidance and knowledge, an exhibitor can reap tremendous benefits from his participation. In fact, exhibition creates a conducive selling environment where sellers and buyers convene to discuss and sign contracts. Trade Fact has shown that exhibition provides an excellent lead for companies searching for buyers, distributors and not forgetting publicity generated through the exhibition. This workshop will stimulate participants to be interactive in discussion, exercises and apply the skills that have been learned in group presentation of projects. There will be video viewing of exhibitions on the subjects taught. Participants will learn strategic planning and goal-setting to gain competitive advantage. WHO SHOULD ATTEND All Export Marketing Personnel and others who are responsible for international marketing for their companies and are keen to increase their sales in world markets. COURSE
SCHEDULE Note:
This schedule is a guide and may be modified depending on the group dynamics
and the needs of the participants.
Day
One Morning
Session (9.00-10.30am) ·
Overview of
Exhibitions Markets ·
Why Exhibitions
Sell? ·
Why Exhibitors
Failed? ·
Analysis of the
competition Coffee
Break (15 minutes) Morning
Session (10.45am–12.30pm) ·
Exhibition
Intelligence ·
Critical Success
Factors ·
Exhibition
Objectives and Goals ·
Exhibition for
non-sales reasons ·
Exhibiting for
sales and marketing reasons Lunch
Break (12.30–1.30pm) Afternoon
Session (1.30–3.00pm) ·
Show Mission ·
Using Objectives
to plan ·
Exercise on
“Goal Setting” ·
Exercise on other
marketing reasons Tea
Break (15 minutes) Afternoon
Session (3.15–4.30pm) ·
PLC ·
Marketing
strategies ·
Strategic planning
questionnaire ·
Exercise on target
market ·
Costing and
Budgeting Day
Two Morning
Session (9.00–10.30am) ·
Types
of Exhibitions ·
Fair
selection ·
Fair
evaluation ·
Audience
analysis · Exercise – how to calculate? Coffee
Break (15 minutes) Morning
Session (10.45am–12.30pm) ·
Who’s who in the
industry ·
Participation
procedure ·
Logistic ·
Security ·
Exhibit plan ·
Choosing and
Booking of Exhibit Space Lunch
Break (12.30–1.30pm) Afternoon
Session (1.30–3.00pm) ·
Design brief ·
Stand design
strategy ·
Exercise on
“Stand design strategy” ·
Promotion Strategy ·
Pre-show and
During-show ·
Exercise on
“Promotion” Tea
Break (15 minutes) Afternoon
Session (3.15–4.30pm) ·
Sales strategy
during show ·
Trade visitors ·
Demonstration
during shows ·
Pre-show and
during show briefing ·
How to talk to
visitors ·
Prospecting at the
booths ·
Closing skills ·
Appeal strategy ·
Exercise on
“Sales Strategies at Stand” ·
Leads Collection
and tracking ·
Post Show
Evaluation ·
Celebration ·
Q
and A COMPANIES WHICH HAVE BENEFITED FROM THIS COURSE INCLUDE... Amtek Engineering w American Bureau of Shipping w Agilis Communication Technology w Ahlstrom Pumps w Agio Counter Trade w AVK-SEG Far East w AMS Precision Engineering w Asia Polyurethane Mfg w AVX Kyocera w Asia Wide Trends w American Fine Wine w Amblin Design w Asia Pacific Breweries w Baldor Electric w Bizness Corporation Connections w Board of Commissioners of Currency w Chee Keng Investments w Champion Machine Tools w Coilcraft Industries w Commence Technologies w Casco Adhesives w Chiron Vision w C Melchers GMBH & Co w Castrol Singapore w Como Communication w CTW Terminal Transport w CS Tays Foods w Carrey Hill Productions w Comfort Driving Center w Digicourse Inc w Dou Yee Enterprise w Excel Machine Tools w Exim & Merchandise Enterprise w Ever Technologies w Eco Industries w Environmental Engrg w Export Advertising Consultants w Future Enterprises w Fujikura Asia w First Cube w G C Pharmaceutical w Great Oriental Trading Co w General Electric Co. w Hin Hin Trading w Health Corporation of Singapore w Harvest OA Furniture w Inchcape Industrial w Intraco Technology w Informatics Holdings w Inko Brothers Hardware w Inter-Roller Engrg.w JCB Sales Asia Pacific w JTC International w Jetro Singapore w Jon Worldwide Consultants w Kobe Welding w Koon Ching International Trading w King Hall Builders & Designers w King Wai Industries w Kaba Security w Kinderland Educare Services w Kwang Hong Industries w Logitech Singapore w Lucent Technologies w Larry Jewelry w Laser Aim w L D Watson w Mayfran International w Mercedes-Benz Asia w Meissner+Wurst w Matsushita GreatWall Corporation w MBT (S) P/L w MHE-Demag w Markem w Microcast w Novo Quality Services w Nufarm Asia w Nemic-Lambda w Ngee Ann Polytechnic w NTUC Income Insurance Co-op w Nuova Sicon Electronics w Neles Controls w Nippercraft w NUS w Ohmeda w Primac w Protector Technologies w Pharmelite Trading w Ricoh Singapore w Reddy Pharmaceuticals w Rayco Rubber Mfg Co w REM w Risis w Singtel Mobile w Silk Technologies w Siang May w Spectra Exim w Singapore Precision Industries w Singapore Polytechnic w Sembawang Maritime w Si Consulting w Singa Plastic w Seager Enterprise w Singapore Technologies Logistics w Slet Traders w Southern Light Trading w SSA Management Consultants w Stamford Press w Semac w Singapore Technologies Aerospace w Singapore Technologies Shipbuilding & Engrg w Ssangyong Cement w Siemens Westinghouse Technical Services w Sloan Inc. of Asia w Spectris w Stoval Chip Card w Siemens Advanced Engrg w Singapore Productivity & Standards Board w Snap-On Tools w Stock Exchange of Singapore w Stuttgart Auto w T & T Industries w Tele Media International w The British Council w Tomgli Jewellery w Tangerine Engineering w Temasek Polytechnic w Teck Wah Paper Products w TGC Management Consultancy w TRI-M Technologies w Tomlinson Antique House w United Overseas Bank w U S Filter w Voles w Varta Batteries w Vivendi Asia Pacific w WKK Electronics w Waters Asia w Wing Siang Long w WorldTech Systems w WPS w W H Brennan & Co w Winkhaus Asia Pacific GMBH & Co w Yang Ah Kang & Sons w Yeo Hiap Seng w YHI Holdings w Yew Cheong Asia Pacific w Zimmer w YOUR EXPERT COURSE LEADER
He is also the author of the Bestseller – “Earnestly Speaking – How To Succeed In Public Speaking” Ernest was the adjunct lecturer at the Export Institute of Singapore and has also conducted courses and seminars in Indonesia, Malaysia, Thailand and Singapore. More than 300 corporations and institutions have benefited from his training. He is known as the father of toastmasters clubs in Singapore. He chartered the first community centre toastmasters club in 1988 and in 1992 started the world first Mandarin Toastmasters Club. He initiated the new PESA (Plain English Speaking Award) for students in 1997 and organized the World First Speech Marathon with 800 participants speaking for 36 hours continuously in May, 2000. Ernest is a practitioner of NLP and Certified Teacher of Entrepreneurship (from NFTE, New York). He has a BA (economics) from University of Sydney and MBA from Andrews University. COURSE FEESRM1,495 per person
TEAM DISCOUNT (For organisations sending 3 or more participants) RM1,295 per person
REGISTRATION DEADLINE1 week before each scheduled date. |
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75 High Street #05-01, Singapore 179435 236-2nd Floor, Campbell Shopping Complex,
Jalan Dang Wangi, 50100 Kuala Lumpur |
Ernest
Chen has over 20 years of marketing experience. He has managed
conference and exhibitions businesses and has participated in many trade
missions and international exhibitions.© APIMD 2007. All Rights Reserved.