For years, consultants have asked organizers about their events, “Do exhibitors buy space at your show because they want to take orders from customers, or because they feel “they have to be there”?
Today, many perceptive organizers would say, “Neither.”
Now, the booth on the showfloor is rarely the first point of contact between a buyer and seller. It has never been the last, and that is even more the case recently because of the habits we are picking up as consumers.
Why, attendees are asking, should the experience I have when I buy something for myself be that different from the experience I have when I make a purchase for my company? Consumer retailing is leading the way when it comes to how marketers use events.
Look at what Nordstrom – legendary for its customer service, known as the Nordstrom Way – is doing with the store it opened Oct. 3 in West Hollywood, Calif. Called Nordstrom Local, it takes up about 3,000 square feet, much smaller than more traditional Nordstrom department stores that span closer to 140,000 sq. ft.
It has plenty of dressing rooms, but very little inventory on display. Personal stylists are onsite to help shoppers digitally create their own unique “look.” Orders are delivered to customers’ homes later in the day. They can return them any time to the brick-and-mortar store, or they can come back to meet with tailors who will be available to make alterations.
While at Nordstrom Local, shoppers can enjoy a glass of wine or a cup of espresso at the in-store bar.
A recent study on brand experience by Freeman demonstrates that, just as retailers are changing the ways they connect with customers, companies are looking to events to accomplish different goals as well.
Freeman’s report concludes the events that can offer sponsors and exhibitors brand experiences are more valuable than traditional buyer-meets-seller events.
After interviewing more than 1,000 marketing executives around the world, the study found that 58 percent of chief marketing officers look to events to increase their advocacy. In other words, they’re looking to meet influencers who can spread the word on their brand. Just under half of CMOs (48 percent) said they want to use events to demonstrate thought leadership.
Selling products on a showfloor, it would seem, is so very 1995-ish.
This is not to suggest that the conventional trade show turn itself into the equivalent of a trendy Southern California boutique. But it is clear that exhibitors and attendees expect more than they did 20 years ago.
How much are you prepared to disrupt your event to accommodate them?
Michael Hart is an event consultant and conference content professional. He can be reached at email@example.com, @michaelgenehart or 323-441-9654.No Fields Found.