Tokyo Bic Sight Story
The information in this article stems from the coverage of the B2B event that took place at the Bic Sight Convention Center in Odaiwa, Tokyo, Japan. The professional matters shared here are drawn from experiences in both Japanese and international business operations. The guidance offered on various aspects related to trade exhibitions—including ROI, promotions, branding, campaigns, products, promotional materials, team deployment, and ICT—comes from MarConPra Science.
B2b trade events are less frequent but more intense. They take the sales process straight to the primary activity i.e. mutual transactions. As the event management industry is involved, the whole event becomes very professional as the organizers put in a lot of effort to satisfy the interests of both the parties i.e. exhibitors and visitors. Hence, my advice to exhibitors is to depute such company and 3rd party members at their booth, especially the company’s sales assistants, who have a clear focus on converting the visitor profiles into purchases and developing relationships through strategic conversations to sell the product.
Gaurav Sharma, Inventor and Founder, MarConPra.
B2b trade events have become less frequent, but when they do occur, they are marked by increased intensity. These events are concentrated on achieving tangible outcomes, primarily focusing on facilitating mutual transactions. Unlike other types of trade shows, B2b events are designed to directly engage participants in the sales process, creating a dynamic environment that prioritizes business over mere networking.
The involvement of the event management industry plays a crucial role in enhancing the professionalism of these trade events. Organizers invest significant effort to ensure that the interests of both exhibitors and visitors are well-represented and satisfied. This meticulous planning and execution contribute to a seamless experience where business objectives can be efficiently met.
For exhibitors, the strategic deployment of team members at their booths is essential for maximizing the event’s potential. It is crucial to select individuals who are not only knowledgeable about the products but also skilled in forging relationships with visitors. This includes both company representatives and third-party collaborators who can effectively communicate the value of the products.
A particular emphasis should be placed on the role of the company’s sales assistants. These individuals should be clear in their focus and understand that the profiles of visitors often hold the purchasing power. Therefore, their approach should be centered on converting interactions into sales by engaging in strategic conversations that build rapport and trust.
Ultimately, the success of participation in B2b trade events hinges on the ability to foster relationships. By understanding the needs and motivations of visitor profiles, exhibitors can tailor their sales strategies to better align with potential buyers, thereby enhancing the likelihood of successful transactions and long-term business partnerships.
Conclusion
Despite the decline in frequency, B2B trade events have gained intensity, focusing on tangible outcomes and direct sales processes. These events, enhanced by professional event management, prioritize business over networking. Success depends on strategic exhibitor participation, with knowledgeable representatives fostering relationships and converting interactions into sales. Understanding visitor needs and motivations allows exhibitors to tailor strategies, increasing the chances of successful transactions and lasting partnerships.
