Avionics News April 2012 - 61

reasons not to exhibit at one show or another. “If all you’re trying to do is get your name out there, it’s not efficient,” Stevens said. Exhibiting shouldn’t be a tradition, either, and going because you have always had a booth isn’t a savvy strategy. Neither is going because you want to sneak away for a vacation in a particular city. And, forget about going just because your competitors will be there. Instead, your choice of show should be determined by whether or not your customers attend. Not only should they be there, but present in sufficient numbers that allow you to expect a reasonable return. It goes beyond just needing big crowds, because
AVIONICNEWSFEB11 4/21/11 8:18 PM

there’s a difference between attendees and prospects. Know your target market, since each show usually caters to a unique operator category. Ideally, you want the vast majority of attendees to be your people. The point is to put some strategic thinking into your goals and objectives for a particular show, said Susan Friedmann, publisher of TheTradeshowCoach.com and author of Meeting and Event Planning for Dummies. Start with the end in mind, she said, as in the kind of leads you want, how many you can expect and what you want them to turn into, such as panel installs, radio upgrades or repairs. Use that goal to craft your message and tactics. To set some expectations, use back-ofPage 1

the-envelope math. It’s not unreasonable to expect one person to have three or four productive conversations every hour, so multiply that by the number of hours you occupy the booth, then the number of staffers on duty, and you will get a bestcase scenario. Since this isn’t a perfect world, figure on about half of that. “That will at least give you a gauge,” Friedmann said. Plan Ahead Consider, though, that visitors won’t fall over themselves to find you, especially at bigger shows. Instead, your success
Continued on following page

PARTS AND SERVICES YOU CAN TRUST... EVERY STEP OF THE WAY!
EXCHANGES • SALES • REPAIR • OVERHAULS
Flight, Navigation and Engine Instruments • Transmitters • NAV/COM • Radar Inverters • Control Heads • Actuators • Fuel Controls • Governors • Grimes Lighting

Extensive Inventory of Rotor/Fixed Wing Spares

TEL: 305-251-7200 • FAX: 305-251-2300 12181 S.W. 129TH CT., MIA, FL 33186 email: sales@aviation-instrument.com www.aviation-instrument.com

IN HOUSE CONSIGNMENTS FROM:

avionics news

•

april

2012

61


http://www.TheTradeshowCoach.com http://www.aviation-instrument.com

Avionics News April 2012

Table of Contents for the Digital Edition of Avionics News April 2012

Point of Communication
AEA Now
The View from Washington
International News and Regulatory Updates
Datalink Weather
Member Profile
Where Are They Now?
Before & After
Phoebe Fairgrave Omlie
A Conversation With...
Aircraft Electrical Wiring
Meet the AEA Staff
Member Profile
The AEA Ambassador Program
Business Basics
Pro-to-col
Industry Profile
Theory & Practice
What's New
Marketplace Classifieds
Avionics News April 2012 - Cover1
Avionics News April 2012 - Cover2
Avionics News April 2012 - 1
Avionics News April 2012 - 2
Avionics News April 2012 - 3
Avionics News April 2012 - Point of Communication
Avionics News April 2012 - 5
Avionics News April 2012 - AEA Now
Avionics News April 2012 - 7
Avionics News April 2012 - 8
Avionics News April 2012 - 9
Avionics News April 2012 - 10
Avionics News April 2012 - 11
Avionics News April 2012 - 12
Avionics News April 2012 - 13
Avionics News April 2012 - 14
Avionics News April 2012 - 15
Avionics News April 2012 - The View from Washington
Avionics News April 2012 - 17
Avionics News April 2012 - International News and Regulatory Updates
Avionics News April 2012 - 19
Avionics News April 2012 - Datalink Weather
Avionics News April 2012 - 21
Avionics News April 2012 - 22
Avionics News April 2012 - 23
Avionics News April 2012 - Member Profile
Avionics News April 2012 - 25
Avionics News April 2012 - 26
Avionics News April 2012 - 27
Avionics News April 2012 - Where Are They Now?
Avionics News April 2012 - 29
Avionics News April 2012 - 30
Avionics News April 2012 - 31
Avionics News April 2012 - 32
Avionics News April 2012 - Before & After
Avionics News April 2012 - Phoebe Fairgrave Omlie
Avionics News April 2012 - 35
Avionics News April 2012 - 36
Avionics News April 2012 - 37
Avionics News April 2012 - A Conversation With...
Avionics News April 2012 - 39
Avionics News April 2012 - Aircraft Electrical Wiring
Avionics News April 2012 - 41
Avionics News April 2012 - 42
Avionics News April 2012 - 43
Avionics News April 2012 - 44
Avionics News April 2012 - 45
Avionics News April 2012 - Meet the AEA Staff
Avionics News April 2012 - 47
Avionics News April 2012 - 48
Avionics News April 2012 - 49
Avionics News April 2012 - Member Profile
Avionics News April 2012 - 51
Avionics News April 2012 - 52
Avionics News April 2012 - 53
Avionics News April 2012 - The AEA Ambassador Program
Avionics News April 2012 - 55
Avionics News April 2012 - 56
Avionics News April 2012 - 57
Avionics News April 2012 - 58
Avionics News April 2012 - 59
Avionics News April 2012 - Business Basics
Avionics News April 2012 - 61
Avionics News April 2012 - 62
Avionics News April 2012 - 63
Avionics News April 2012 - 64
Avionics News April 2012 - 65
Avionics News April 2012 - Pro-to-col
Avionics News April 2012 - 67
Avionics News April 2012 - 68
Avionics News April 2012 - 69
Avionics News April 2012 - Industry Profile
Avionics News April 2012 - 71
Avionics News April 2012 - 72
Avionics News April 2012 - 73
Avionics News April 2012 - Theory & Practice
Avionics News April 2012 - 75
Avionics News April 2012 - 76
Avionics News April 2012 - 77
Avionics News April 2012 - 78
Avionics News April 2012 - 79
Avionics News April 2012 - What's New
Avionics News April 2012 - 81
Avionics News April 2012 - 82
Avionics News April 2012 - 83
Avionics News April 2012 - 84
Avionics News April 2012 - 85
Avionics News April 2012 - Marketplace Classifieds
Avionics News April 2012 - 87
Avionics News April 2012 - 88
Avionics News April 2012 - Cover3
Avionics News April 2012 - Cover4
https://www.nxtbook.com/allen/avne/60-10
https://www.nxtbook.com/allen/avne/60-9
https://www.nxtbook.com/allen/avne/60-8
https://www.nxtbook.com/allen/avne/60-7
https://www.nxtbook.com/allen/avne/60-6
https://www.nxtbook.com/allen/avne/60-5
https://www.nxtbook.com/allen/avne/60-4
https://www.nxtbook.com/allen/avne/60-3
https://www.nxtbook.com/allen/avne/60-2
https://www.nxtbook.com/allen/avne/60-1
https://www.nxtbook.com/allen/avne/59-12
https://www.nxtbook.com/allen/avne/59-11
https://www.nxtbook.com/allen/avne/59-10
https://www.nxtbook.com/allen/avne/59-9
https://www.nxtbook.com/allen/avne/59-8
https://www.nxtbook.com/allen/avne/59-7
https://www.nxtbook.com/allen/avne/59-6
https://www.nxtbook.com/allen/avne/59-5
https://www.nxtbook.com/allen/avne/59-4
https://www.nxtbook.com/allen/avne/59-3
https://www.nxtbook.com/allen/avne/59-2
https://www.nxtbook.com/allen/avne/59-1
http://www.brightcopy.net/allen/avne/58-12
http://www.brightcopy.net/allen/avne/58-11
http://www.brightcopy.net/allen/avne/58-10
http://www.brightcopy.net/allen/avne/58-9
http://www.brightcopy.net/allen/avne/58-8
http://www.brightcopy.net/allen/avne/58-7
http://www.brightcopy.net/allen/avne/58-6
http://www.brightcopy.net/allen/avne/58-5
http://www.brightcopy.net/allen/avne/58-4
http://www.brightcopy.net/allen/avne/58-3
http://www.brightcopy.net/allen/avne/58-2
http://www.brightcopy.net/allen/avne/58-1
http://www.brightcopy.net/allen/avne/57-12
http://www.brightcopy.net/allen/avne/57-11
http://www.brightcopy.net/allen/avne/57-10
http://www.brightcopy.net/allen/avne/57-9
http://www.brightcopy.net/allen/avne/57-8
http://www.brightcopy.net/allen/avne/57-7
http://www.brightcopy.net/allen/avne/57-6
http://www.brightcopy.net/allen/avne/57-5
http://www.brightcopy.net/allen/avne/57-4
http://www.brightcopy.net/allen/avne/57-3
http://www.brightcopy.net/allen/avne/57-2
http://www.brightcopy.net/allen/avne/57-1
http://www.brightcopy.net/allen/avne/56-12
http://www.brightcopy.net/allen/avne/56-11
http://www.brightcopy.net/allen/avne/56-10
http://www.brightcopy.net/allen/avne/56-9
http://www.brightcopy.net/allen/avne/56-8
http://www.brightcopy.net/allen/avne/56-7
http://www.brightcopy.net/allen/avne/56-6
http://www.brightcopy.net/allen/avne/56-5
http://www.brightcopy.net/allen/avne/56-4
http://www.brightcopy.net/allen/avne/56-3
http://www.brightcopy.net/allen/avne/56-2
http://www.brightcopy.net/allen/avne/56-1
http://www.brightcopy.net/allen/avne/55-12
http://www.brightcopy.net/allen/avne/55-11
http://www.brightcopy.net/allen/avne/55-10
http://www.brightcopy.net/allen/avne/55-9
http://www.brightcopy.net/allen/avne/55-8
http://www.brightcopy.net/allen/avne/55-7
http://www.brightcopy.net/allen/avne/55-6
http://www.brightcopy.net/allen/avne/55-5
http://www.brightcopy.net/allen/avne/55-4
http://www.brightcopy.net/allen/avne/55-3
http://www.brightcopy.net/allen/avne/55-02
http://www.brightcopy.net/allen/avne/55-01
http://www.brightcopy.net/allen/avne/54-12
http://www.brightcopy.net/allen/avne/54-11
http://www.brightcopy.net/allen/avne/54-10
http://www.brightcopy.net/allen/avne/54-9
http://www.brightcopy.net/allen/avne/54-8
http://www.brightcopy.net/allen/avne/54-7
http://www.brightcopy.net/allen/avne/54-6
http://www.brightcopy.net/allen/avne/54-5
http://www.brightcopy.net/allen/avne/54-4
http://www.brightcopy.net/allen/avne/54-3
http://www.brightcopy.net/allen/avne/54-2
http://www.brightcopy.net/allen/avne/54-1
http://www.brightcopy.net/allen/avne/53-12
http://www.brightcopy.net/allen/avne/53-11
http://www.brightcopy.net/allen/avne/53-10
http://www.brightcopy.net/allen/avne/53-9
http://www.brightcopy.net/allen/avne/53-8
http://www.brightcopy.net/allen/avne/53-7
http://www.brightcopy.net/allen/avne/53-6
http://www.brightcopy.net/allen/avne/53-5
http://www.brightcopy.net/allen/avne/53-4
http://www.brightcopy.net/allen/avne/53-3
http://www.brightcopy.net/allen/avne/53-2
http://www.brightcopy.net/allen/avne/53-1
http://www.brightcopy.net/allen/avne/52-12
http://www.brightcopy.net/allen/avne/52-11
http://www.brightcopy.net/allen/avne/52-10
http://www.brightcopy.net/allen/avne/52-9
http://www.brightcopy.net/allen/avne/52-8
https://www.nxtbook.com/allen/avne/52-7
https://www.nxtbook.com/allen/avne/52-6
https://www.nxtbook.com/allen/avne/52-5
https://www.nxtbook.com/allen/avne/52-4
https://www.nxtbook.com/allen/avne/52-3
https://www.nxtbook.com/allen/avne/52-2
https://www.nxtbook.com/allen/avne/52-1
https://www.nxtbook.com/allen/avne/51-12
https://www.nxtbook.com/allen/avne/51-11
https://www.nxtbook.com/allen/avne/51-10
https://www.nxtbook.com/allen/avne/51-9
https://www.nxtbook.com/allen/avne/51-8
https://www.nxtbook.com/allen/avne/51-7
https://www.nxtbook.com/allen/avne/51-6
https://www.nxtbook.com/allen/avne/51-5
https://www.nxtbook.com/allen/avne/51-4
https://www.nxtbook.com/allen/avne/51-3
https://www.nxtbook.com/allen/avne/51-2
https://www.nxtbook.com/allen/avne/51-1
https://www.nxtbook.com/allen/avne/50-12
https://www.nxtbook.com/allen/avne/50-11
https://www.nxtbook.com/allen/avne/50-10
https://www.nxtbook.com/allen/avne/50-9
https://www.nxtbook.com/allen/avne/50-8
https://www.nxtbook.com/allen/avne/50-7
https://www.nxtbook.com/allen/avne/50-6
https://www.nxtbook.com/allen/avne/50-5
https://www.nxtbook.com/allen/avne/50-4
https://www.nxtbook.com/allen/avne/50-3
https://www.nxtbook.com/allen/avne/50-2
https://www.nxtbook.com/allen/avne/50-1
https://www.nxtbook.com/allen/avne/49-12
https://www.nxtbook.com/allen/avne/49-11
https://www.nxtbook.com/allen/avne/49-10
https://www.nxtbook.com/allen/avne/49-9
https://www.nxtbook.com/allen/avne/49-8
https://www.nxtbook.com/allen/avne/49-7
https://www.nxtbook.com/allen/avne/49-6
https://www.nxtbook.com/allen/avne/49-5
https://www.nxtbook.com/allen/avne/49-4
https://www.nxtbook.com/allen/avne/49-3
https://www.nxtbook.com/allen/avne/49-2
https://www.nxtbook.com/allen/avne/49-1
https://www.nxtbook.com/allen/avne/48-12
https://www.nxtbook.com/allen/avne/48-11
https://www.nxtbookmedia.com