Preparatory stage
You should define our goals and objectives, the target audience. Try to think wider and cover the full range of opportunities. For example, if you are an exhibitor, you don't have to confine yourself only to sales - you can also successfully establish relations with other companies, act as a speaker or moderator of a business program, build a participant-participant relationship, etc.
! IMPORTANT: do not go to the exhibition alone. To get the most out of each employee, they should focus on their tasks.
Talking about Asian expos, the right decision would be to set up several individual or group meetings with your current partners in advance, and book meeting rooms. Do not forget that personal communication and companionship are at the heart of the business culture of most Asian countries. The exhibition is an excellent occasion to remind yourself and strengthen these relationships.
To increase sales or attract investment in the project, it is advisable to organize your own section or presentation within the framework of a business forum. Large Asian exhibitions, as a rule, have state support - this means that representatives of relevant government agencies, public organizations (in Asia they are of significant importance) and the largest players in the industry will gather at the site. Own promotional event will make it easy to gather this audience and present your potential.
As a rule, international exhibitions are held on large areas, divided into thematic zones. Request an expo center card and a list of participating companies. Make a detailed schedule. Do not try to cover everything in one day, break your meetings and events of the business program into blocks / topics.
Contact the exhibition manager and discuss all organizational issues. Go over your presentation materials.
During the exhibition
Follow your plan and don't be afraid to meet new people. Come to the stands you are interested in, ask questions, set up preliminary meetings. We have already written several times that it is better to go even to the initial negotiations in Asia on a personal recommendation or through mutual acquaintances, if you do not have such opportunities, Asian exhibitions are an excellent tool. One way or another, you are meeting in person, the partner sees you, evaluates you, and, if you are of mutual interest, they will probably agree to a more formal meeting where you can discuss all issues in more detail.
Get involved in discussions during the business program, introduce yourself and exchange business cards with other participants, try to reach as many people as possible. If you are a speaker, do not run away from the venue immediately after your speech. Among the audience there are many who want to talk with you after the event.
Often, exhibitions are not limited only to the exposition and the forum part. The organizers are trying to diversify the program with cultural events, tours and visiting enterprises. The latter can be very useful for building relationships with Asian partners.
Work with results
The exhibition at the exhibition doesn't end. Upon its completion, it is necessary to summarize its general results, to analyze the effectiveness of its stand, performances, and communication. Errors are determined from the data received and then recommendations are developed for participation in subsequent exhibitions.
Upon the fact of productive work, you will have a large number of useful contacts (potential customers, partners, suppliers, etc.) that will need to be divided into groups and worked out. It is necessary to maintain the received contacts systematically and efficiently, especially if we are talking about an Asian audience - to the best of their mental and cultural characteristics, they perceive information 3-4 times, so do not be shy to remind and come back with new offers every time. Only with persistence and patience can you achieve the result.
Properly developing your participation program without losing sight of the many technical and organizational aspects is not such an easy task. Don't expect the very first expo to bring you incredible results. If you don't want to lose time and money, turn to professionals who have experience in developing individual plans and also understand the specifics of Asian countries.
The RAUIE has extensive experience in organizing work at exhibitions in Asian countries. The Union is a partner and representative of many Chinese, Vietnamese and Indian expos, which allows the development of individual participation programs on special conditions.
You can contact:
Maxim Kuznetsov - vice-president of the RAUIE
WeChat: maximkuznetsov
Gao Muyang - deputy Head of trade and economic development Department
WeChat ID: Sauron_1863