How a Total Eclipse May Have Helped Make Total Store Expo a Success

The National Assn. of Chain Drug Stores shares a few major challenges with other trade associations serving consumer-facing industries: technologies disrupting the traditional brick-and-mortar store model, consolidation and fast-changing consumer preferences.

To say the least, as one trade association executive told me recently, “Our members are grouchy.”

And, when it comes to NACDS’s annual event, apparently getting grouchier. I compared attendance figures reported last year to TSNN on the Total Store Expo with similar figures reported by NACSD to Tradeshow Week eight years earlier: Attendance has declined by two-thirds, from a reported 4,129 in 2008 to 1,336 last year.

Attendance totals for this year’s Total Store Expo, of course, are still to be announced.

Nevertheless, it’s clear that the poor Total Store Expo is suffering the same fate as other association events: The perception it is less and less relevant in meeting the needs of its attendees and members.

One saving grace this year though: NACDS got lucky when it came to the idea that a productive event should create the all-important opportunity for attendees to engage with one another. An unintended (I think) addition to the conference schedule was a total eclipse of the sun, at least some of which could be viewed from San Diego.

Bright and early on the third morning of the annual event, attendees poured out of the San Diego Convention Center in their eclipse-friendly sunglasses to watch the once-in-a-lifetime event unfold in front of them over San Diego Bay.

My guess is there was as much chatter there on the sidewalk by the bay for a few minutes as there had been during all the hours the show floor was opened.

Who knows? Maybe a few new business partnerships were started amidst the chatter.

In a world in which creating opportunities for event attendees to engage with one another is the most important priority, sometimes an event organizer just gets lucky.

Michael Hart is an event consultant and conference content professional. He can be reached at michaelhart@michaelgenehart.com, @michaelgenehart or 323-441-9654.

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8 Ways an Association Event Organizer Can Serve an Industry in Decline

Not every association event organizer gets to run International CES for the consumer technology industry.

Some of us – and you know who you are – manage events for trade associations whose industries have seen better days, industries that have hit an economic rough patch.

Budgets for association member companies are tight, sponsors ignore your voice mails, event attendance drops off and everybody you talk to is grouchy. What’s more, traditionally the annual convention and trade show has been the association’s cash cow and suddenly your president and board are looking to you to do even more to cover the deficit created by declining membership and dues revenue.

And your association has bylaws that say there will be an event every year – no matter what. What’s a flailing association event organizer to do?

  1. Knock off the self-pity. This isn’t about you, it’s about your association and its industry. There may never be a time when your association’s members need a quality event more. Turn your meetings into clearinghouses where attendees can get the information they need to improve their businesses and provide them a venue to interact with each other.
  2. Make your association leaders understand. This is a new paradigm for them too. Association presidents and boards can easily turn a crisis into an opportunity to tell members that “everything will be all right,” when it’s just not true. You must make them understand that this is the time to redouble your efforts to help your membership.
  3. Abandon the annual meeting. Diversification and shifting consumer trends are hitting many industry associations. Maybe a series of smaller events that cater to unique interests will better serve your industry than a one-size-fits-all annual blow-out.
  4. Give your members research they can use. Commission a high-profile industry research company to compile a report on where the industry is headed and what they can do to get there in one piece. Then make the presentation of that report the highlight of your event.
  5. Let people talk to each other. One of the worst parts of an industry downtrend is the feeling that you’re going it alone. Your attendees need those networking events and roundtable discussions now more than ever.
  6. Ditch the motivational keynote speaker. Especially if they’re a hired gun who knows nothing about your business. Instead, recruit one of your highest-profile industry leaders, the CEO of one of your top companies, to talk honestly about the situation and provide some perspective.
  7. Don’t be afraid to cut expenses. Now is not the time for a golf tournament at a PGA course in Arizona or Florida. Even if your attendees can get their bosses to sign off on the expense, it won’t look good to their shareholders. Stick to the low-cost meeting alternatives and, if you can, give your members the steepest discounts you can.
  8. Turn the crisis into a positive. Your industry will survive, in one form or the other, and, if it perceives that you stuck with it through thick and thin, you’ll have their loyalty for life.

Michael Hart is a consultant and business writer who focuses on the events industry. He can be reached at michaelhart@michaelgenehart.com or 323-394-0902.

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Abandon the ‘Old Think’ in Attendee Marketing

In his CEIR blog post earlier this week, “At Last Penny-Pitching Catches Up With Association Organizers,” Bob James notes that event marketers on the for-profit side of the industry seem to know a few tricks their peers on the association side have not caught on to yet.

You can look at Bob’s post yourself for specifics, but he attributes the fact that the typical association has unique problems with event attendance to “old think” beliefs about why people go to the trouble of traveling to a show or conference: The associations are still counting on member loyalty.

Association members are true believers, they think, who wouldn’t dare miss their industry’s most important event of the year.

We live in an era in which consumers not only can scan a website to get the best price on just about anything, they can choose from multiple websites to do their scanning!

Value and convenience trump loyalty, and you deny that fact at your own peril.

You must make the case every single year that your event is the one place that a person can go to:

  • Get the information they need to improve their bottom line or boost their career – right now.
  • Learn about the newest products and services that will make the difference to their company.
  • Meet the people that will be their future partners.

I have said this before, but it bears repeating: If, at the conclusion of an event, an attendee can say, “I did not meet one person I didn’t already know or learn anything I hadn’t heard before,” they’re not coming back.

Michael Hart is a business consultant and writer who focuses on the events industry. He can be reached at michaelhart@michaelgenehart.com or @michaelgenehart.

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