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Hauppauge Industrial Association HIA 21st Annual Business Trade Show & Conference May 21, 2009
“Thriving & Surviving in 2009”
Get out from behind your desk & showcase your company in front of thousands of potential customers by exhibiting at
Long Island's Largest Business to Business Trade Show

The Professional Speakers Bureau, Inc. Presents a MEGA-NETWORKING EVENT June 11th Networking for business people and professionals that affords you the opportunity to introduce yourself to ALL attendees Please Bring Plenty of Business Cards 
WHEN: Thursday, June 11 8:00-9:00 AM Breakfast & Opportunity to introduce yourself to ALL attendees (Check-in starts @ 7:30 am) 9:00-10:00 AM- Speaker and Networking (Optional-Networking continues 'til 10:30 am)
WHERE: Long Island Conservatory 1125 Willis Avenue Albertson, N.Y. 11507 516-625-3455 ( .5 miles south of N. State Pkwy & LIE, white building with a blue awning, across from Rite Aid) This event will prove to be a Sensational Networking Opportunity!

Wednesday May 27, 2009 & Networking Night - Madison Steak House - 670 Motor Parkway Hauppauge, NY 11788

Javitz Center –New York City 

May 16, 2009 - May 19, 2009 - International Contemporary Furniture Fair 
May 17, 2009 - May 19, 2009 Surtex 
May 17, 2009 - May 20, 2009 National Stationery Show 
May 19, 2009 - May 20, 2009 
The Supply Side  
May 28, 2009 - May 31, 2009 
Book Expo America

2 - 6 Jun 2009 
COMPUTEX TAIPEI Taipei World Trade Center Taipei, Taiwan

8 - 12 Jun 2009 
8th China International Consumer Goods Fair International Conference and Exhibition Center, Ningbo, China

10 - 12 Jun 2009 
OPTO Taiwan 2009, Taipei World Trade Center Exhibition Hall 1 Taipei, Taiwan

14 - 16 Jun 2009
China Sourcing Fair: Electronics, Dubai International Convention & Exhibition Centre Dubai, U.A.E.

14 - 16 Jun 2009 
China Sourcing Fair: Fashion Accessories, Dubai International Convention & Exhibition Centre Dubai, U.A.E.

14 - 16 Jun 2009 
China Sourcing Fair: Gifts & Premiums Dubai International Convention & Exhibition Centre Dubai, U.A.E.

14 - 16 Jun 2009 
China Sourcing Fair: Home Products Dubai International Convention & Exhibition Centre Dubai, U.A.E.

14 - 16 Jun 2009 India Sourcing Fair: Home Products Dubai International Convention & Exhibition Centre Dubai, U.A.E. 

May  2009
Question From The Booth

My company does trade shows in either a 20 x 20 or a 40 x 40 foot booth. We usually have either six or eight booth staff. My question is this. ‘How do I stop the booth personnel when it is slow all converging on some unsuspecting attendee who happens to stop by our booth to ask a question. What usually happens is, when the attendee see 3 or 4 staff personnel coming over, he or she usually says, thanks anyways its not important” When I told this to our booth manager he said he expects everyone to be on their toes and ready to answer questions. He said the following. “The more staff personnel that responds, that just shows the attendees that we are a here, and want to do business” What is your response to this?

Mark C. Sr. Sales Associate
Chicago, IL

Dear Mark: 
One thing that you can say, the Booth Manager is doing his job and keeping everyone “on stage” which is good. When an attendee comes to your booth and wants to ask a question he or she may or may not want an audience. I believe that questions should be handled “one or one”. Besides, when another attendee comes by and everyone is either talking or listening to someone else’s question, that person may just walk away because there was no one available to answer his or her question. I tell my clients that when you are doing booth duty, your responsibility is to get that attendee in to your booth, qualified and then disengage and be ready for the next attendee. A trade show is a marketing tool and used correctly can generate a lot of QUALIFIED business opportunities for you.

To continued trade show success,
John Hill, Trade Show Coach
 - Business Consultant

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May 2009

To My Clients, Friends, Associates, 
and Future Clients:

On April 24, 2009 ExecuLeaders held their 35th breakfast at Carlyle on the Green, Bethpage State Park. Dr. Dan Schaefer was the guest speaker who spoke about Golf & the Mind Game Strategies. It was very interesting and informative. ExecuLeaders is one of the best facilitated Networking on Long Island with its focus on Sales and Marketing. 

On April 30, 2009 I was the guest Speaker for International Career Day at Smithtown High School. Over 70 students were in attendance who are interested in pursuing a career in international business. It is a wonderful experience and a pleasure to listen to the plans of our leaders of tomorrow. I have been involved with the Smithtown School/ Industry Partnership under the leadership of Mary Pat Grafstein, School/ Industry Partnership Coordinator for over four years. There were many companies who participate in this event, and I am sure that they came away with that same feeling, that it was a very rewarding and worthwhile experience. If you ever have the opportunity to attend a meeting of the Smithtown School/ Industry Partnership I am sure you will be as impressed. 

The latest statistic on the Trade Show Industry states that Exhibitors and Attendees is off by 30%, but the Exhibitors who are there are doing very well, because that people who are in attendance are there to do business. 

In the April 2009 Issue of Exhibitors Magazine they show Trade Show Trends are very informative and I thought you would find that interesting as well. 

  • Net Buying Influence states that 81% of the attendees on average have the power to recommend or make final purchasing decisions. 

  • Total Buying Plans shows that 52% number of attendees in all shows who plans to buy within 12 months.

  • Hours Spent Visiting Exhibits show attendees spent average in all shows 8.1 hours and 2.3 days

  • To Make a good impression Exhibitors spent $165.00 per attendee who entered their exhibits in 2008

  • Exhibitor cost to be face to face with an attendee was $271.00

To read the rest the complete story: click here

Don’t miss the HIA’s Annual Business Trade Show 7 conference – May 21, 2009

To continued trade show success,
John Hill, Trade Show Coach - Business Consultant


Guest Columnist:
I was contacted by PIEmatrix because a friend of mine thought it would be an excellent tool for people in the trade show industry to use. After looking at the product it has many more applications that just trade show organization. I have had the opportunity to speak with some of the people at PIEmatrix. I am sure you will be impressed with not only the use of the product but the people as well.

Bad recession, good opportunity

by Paul Dandurand, CEO and Founder of PIEmatrix

As I write this, banks are begging for more bail-out funds and NPR news is still saying this recession may be worse than the Great Depression. 

Okay, now what? 

I say let’s be proactive. This is a great time to focus on staying out of trouble, being more efficient, and going after new opportunities. Here are a few thoughts on how to leverage processes.

Stay out of trouble

Before we can focus on anything, the top priority is to stay out of trouble. That can mean anything from tying to find out who knows what to staying out of jail. For example, a very short-term issue many will experience is the after effects from layoffs. Knowledge has gone out the door. To stop any further loss, now is the time to get everyone to document their processes. (By the way, don’t reduce your audit staff before you capture regulation or compliance processes that could keep top executives out of jail.)

Be more efficient

Not only should we capture everyone’s knowledge, we should take advantage of this knowledge along with new thinking to become more efficient. This can mean doing more with less. When sales were booming, we were all too busy with market growth and throwing away money wasn’t such an issue. In this economy the phone is not ringing off the hook and we no longer have money to toss, so now is the time to look at efficiency focus projects. We first need to encapsulate current practices, track success, and then quickly evolve those steps into new best practices that generate efficiencies.

Go after new opportunities

New opportunities could be developing smarter marketing campaigns, new sales techniques, or even enhancing our process on business proposal submissions. Our competitors are most likely hunched down with their heads in the sand. They too are cutting back, laying off, and not advertising. Many are dropping new product development and other initiatives that would normally do harm to our own businesses. So, let them! What ever we do will be much easier to stand out in this economy. While everyone is crying, we can be scheming! 

Again, think about establishing new processes systematically, because if it’s systematic, it can be easily executed, governed, and enhanced. Which processes will be based on top priorities? If we are losing sales in this economy, it’s not the sales team’s fault; it’s the process no longer working. This means we need to try new approaches and do so quickly. If our processes are defined, then changing them on a dime will be easier. We will also be able to justify the changes.

Our three-tiered approach is not only important to help us with the economy crisis, but it will also be critical when the economy starts to pick up. If our processes are systematic and executable, just think of the power we will all have coming out of the gate. When our competitors are just popping up their heads to look around we’ll be miles down the road capturing new growth and doing so with much less baggage!


Important Note on Execution - Use technology

A better way to define and execute processes systematically is with technology. Paul Dandurand is CEO of PIEmatrix, which has produced a great technology for process management.

PIEmatrix is an Enterprise 2.0 web application that was built from the ground up to bring process methodology to the front line team members for execution in project formats. It is easy to use to build enterprise best practices as templates. More importantly, companies can use it to execute their processes as projects in real-time. It’s very simple to use by all team members and process stakeholders. PIEmatrix makes this easy with their unique visual “pie” and “matrix” model. 

Having processes defined is one start, but we all need to execute and govern these processes. To learn more about PIEmatrix, please go to and visit Paul’s blog at


I have gotten more than a few calls regarding eBay. Asking if they could buy used trade shows booths on eBay. Since I did not know much about this site I went to an expert who is a member of one of my networking groups, Mr. Frank A. Renna who owns and operates Auction Wave of Sayville, NY 
(F) 631-563-6301. 
I was so impressed about what he said I thought my readers would be interested as well. 

AuctionWave is a premier eBay drop off store located in Sayville, New York specializing in helping businesses and consumers sell items that are no longer serving them. Not only will this help get rid of excess stock, inventory, and items sitting around at home collecting dust, it will enable the client to make money and not have to do any work for it. 

Our Services Include: Complete Auction Listing Service, Onsite Auction Service, Product Pickup, Business Liquidation, Business to Business Sales, Consumer Sale



Preps | Servers | Bartenders | Valet


About John Hill & Associates

John A. Hill, Founder and CEO. Trade Show Coach, Business Advisor and Marketing and Sales Specialist. With over 30 years of experience developing and managing businesses, John’s roles have included National Sales Manager, VP of Sales, Director of Marketing, EVP and COO. 
He was also elected and served as President & CEO of three public companies. John provides his expertise in addressing and solving management and marketing issues to organizations worldwide. He is a recognized expert in the area of strategic
management, specializing in the maximization of trade show use as a vital element of marketing strategy.


Important note: The Tips from the Booth is not a commercial publication but primarily for my Clients, Subscribers, Prospects, Suspects and anyone interested in trade shows. I am not compensated in any way by the providers of the products or services mentioned in this Newsletter (except for John A. Hill & Associates, Inc. (H & A) They are recommended because I know them, or have used them personally, believe them to be the best or think they will be helpful to my readers. If you haven’t done so, please add to your address book.