Best tradeshow marketing tips and case studies. Call 800-654-6946.
Best tradeshow marketing tips and case studies. Call 800-654-6946.

Client Relations

A Tribute to a True Pioneer: Bob Moore and a Partnership that Spanned Nearly Two Decades

With a heavy heart and deep respect, I reflect on my 18-year journey with Bob’s Red Mill, a trailblazing healthy food producer based in Portland. The recent passing of its venerable founder, Bob Moore, at the age of 94 marks the end of an era. This piece is a tribute to Bob and to a relationship that defined much of my professional life, starting in 2005 and continuing through thick and thin until today.

My story with Bob’s Red Mill began at the Natural Products Expo West in 2005. At that time, I was with Interpretive Exhibits in Salem, Oregon, and I recall approaching Robert Agnew, the VP of Business Development for Bob’s Red Mill, to tell him about our trade show exhibit design and fabrication services. Little did I know that this encounter would mark the beginning of a remarkable collaboration.

Several months later, Robert’s words, “Give me your pitch,” signaled the start of an exciting chapter. We presented several mock exhibit designs, and soon after, we were entrusted with producing a 20×20 island exhibit for Bob’s Red Mill. This project was the first of many, setting the stage for a long-standing partnership.

In 2010, when Interpretive Exhibits closed its doors, I embarked on a new venture, founding TradeshowGuy Exhibits. The first significant client to believe in my fledgling company was none other than Bob’s Red Mill. In 2012, they commissioned us to design and fabricate a 30×30 trade show booth. Working alongside designer Greg Garrett and exhibit fabricator Classic Exhibits, we built a booth that made its grand debut at the 2013 Natural Products Expo West Show.

I fondly recall the client walk-through at Classic Exhibits, where Bob Moore himself, along with his marketing team, reviewed our creation. Bob, with his characteristic smile, pulled me aside and said, “This is very impressive.” That moment, for me, was more than just a compliment; it was a validation of our hard work and creativity.

As the years passed, our partnership continued to flourish. Bob’s Red Mill hired us to design and build a smaller 20×20 island booth for some of their smaller show appearances, alongside numerous smaller trade show items like graphic back walls and banner stands.

The 30×30 booth, a testament to our collaborative efforts, was hailed as one of the industry’s ‘most iconic’ brand designs. It served faithfully for a decade before being retired in 2022, a symbol of durability and quality, much like the products and ethos of Bob’s Red Mill.

Bob Moore was more than just a client; he was a pioneer, a visionary, and in many ways, a mentor. His dedication to health, quality, and community was evident in every interaction and every product his company produced. As I reminisce about the past 18 years, I am filled with gratitude for the opportunity to have worked alongside such an inspiring figure and his incredible team. Bob’s legacy is not just in the stone-ground, whole grains he championed, but in the relationships he nurtured and the communities he built.

Here’s to Bob Moore, a true pioneer, whose impact will continue to be felt for generations to come.

Celebrating 22 Years of Success in the Trade Show Business: A Journey with TradeshowGuy Exhibits

It’s July, and it marks a milestone in the life of TradeshowGuy Exhibits and my career in the tradeshow world. This year marks 21 years since I moved from radio into the tradeshow world and sold my first project, a custom 20×20 tradeshow exhibit, to Kettle Foods. At the time, I had just been hired by Interpretive Exhibits in Salem and happened to have a good friend at Kettle, and they just happened to be on the lookout for a new tradeshow booth.

I was off and running. For the next nine years, I brought in numerous corporate, government, and nonprofit entities into the clientele at Interpretive Exhibits. Then in July 2011, the owner shut the company down. At that point, I had a choice: find another job or try to keep going on my own in the tradeshow world. It took a bit of effort, but with a handful of clients from the defunct company, I was able to make a go on my own.

A Diverse Clientele and Noteworthy Achievements:

Since then, TradeshowGuy Exhibits boasts an impressive roster of clients, including distinguished names like Bob’s Red Mill, Schmidt’s Naturals, Meduri Farms, Nancy’s Yogurt, Hyland’s Homeopathic, Wedderspoon Natural Honey, Dave’s Killer Bread, and Alpine Bread, Organixx, Safe Catch, and more. Our involvement with SoYoung, which received the prestigious Exhibitor’s Portable Modular Awards in the 10×10 category, exemplifies our commitment to crafting exceptional exhibits that stand out on the trade show floor.

An Expert in the Field

I’ve been at the helm of TradeshowGuy Exhibits since the beginning. In an effort to show off my growing expertise and knowledge in the tradeshow industry, I was lucky to have been recognized by Exhibitor Magazine, a monthly publication devoted to trade show professionals. They featured me in a thought-provoking article titled “Trade Show Survival Guide.” The article focused on my book, “Tradeshow Success: 14 Proven Steps to Take Your Tradeshow Marketing to the Next Level,” which provided invaluable guidance to businesses seeking to maximize their impact at trade shows.

Building on the success of his first book, I published a follow-up gem in 2018 titled “Tradeshow Superheroes and Exhibiting Zombies: 66 Lists Making the Most of Your Tradeshow Marketing.” This publication offered practical advice and strategies to maximize every tradeshow opportunity.

Collaboration with Trusted Partners:

TradeshowGuy Exhibits owes much of its success to the unwavering support of trusted partners who have played pivotal roles in the company’s journey. Working hand in hand with Classic Exhibits for design and fabrication has allowed TradeshowGuy Exhibits to bring to life captivating and innovative exhibits that leave a lasting impression on attendees.

The partnership with Eagle Management for show labor ensures that each exhibit is flawlessly executed, allowing clients to focus on building connections and leaving a lasting impact on their audience. And with Scan Global Logistics managing shipping logistics, TradeshowGuy Exhibits can rest assured that their exhibits and materials arrive safely and on time, no matter where the event occurs.

I should also mention 3D exhibit designer Greg Garrett, who has provided us with several great designs, including the iconic Bob’s Red Mill 30×30 island booth that gave the company ten years of service before finally being retired last year.

Embracing the Future with Confidence:

As TradeshowGuy Exhibits celebrates 22 years in the trade show business, the future looks brighter than ever. With a proven track record of excellence and a commitment to innovation, the company is ready to embrace the challenges and opportunities that lie ahead. Their passion for creativity and dedication to client success will continue to be the driving force behind their accomplishments in the future.

A Heartfelt Thank You:

Finally, to our esteemed clients, partners, and all those who have been part of this incredible journey, TradeshowGuy Exhibits extends its heartfelt gratitude.

50 Essential Tradeshow Tips in 50 Minutes or Less (video replay)

Not a bad way to kick off June! I sat down with Mel White of Classic Exhibits, along with a few dozen viewers, for a presentation on tradeshow tips for newbies and wannabes. He invited me as part of their ongoing “Fast and Furious” webinar series, and I was grateful to be asked and glad to join. We nicknamed the presentation ‘From Tradeshow Stupid to Tradeshow Smart in 50 Minutes,’ but whatever you want to call it, I jammed a lot of stuff into the presentation. Take a look – hope you get something out of it, and thanks to Classic Exhibits for inviting me!

The Perfect Tradeshow Experience

Yes, we’ve heard it a hundred time: perfect is the enemy of good. But what would a perfect tradeshow experience really look like – if you could make it happen?

From your perspective – the exhibit tradeshow manager or staff member – it might look like something like this:

  • Fair prices for booth space rental, material handling, shipping and other show services such as installation/dismantle, cleaning, etc.
  • Getting a nearby hotel, within walking distance, at a good price.
  • Twice as many leads as you had planned for and/or more sales than you anticipated.
  • Tradeshow exhibit getting plenty of compliments from visitors, maybe even recognition from the show itself with some sort of award. Graphics looked terrific, booth was always clean and presentable.

All of that would be great, right? Maybe not perfect, but as close as you can get.

But let’s flip the script and ask the question: what would be a perfect tradeshow experience for your visitors? Yeah, the people that come to the show – and to your booth – to learn about new products and services and hopefully find the right one that suits them to a T.

  • Immediate recognition by a booth staffer when you walk into the booth: a smile and a good opening question that engages them on a topic that is relatable to their specific situation regarding your product or service.
  • The visitor would feel like a welcome guest in your booth. After all, you’ve hired the best people and trained them well, so they know how to properly welcome visitors.
  • Good follow-up questions from the staffer. Perhaps even a product sample if appropriate.
  • Collection of contact information: no more and no less than what is needed for a timely follow-up.
  • Their visit to your booth was useful to them but didn’t end up being cut off or taking too long. After all, they have other booths they want to visit.
  • The follow-up was exactly as promised: on the day and time it was planned, and it happened like it was intended, whether an in-person visit, a phone call, an email, or a follow-up piece of mail with a sample or brochure or another promised piece.
  • Based on their visit, the prospect decided that your company was indeed exactly what they were looking for and feel that the business relationship is just starting and, assuming all continues to go well, will continue for years.

Now that you know what a perfect tradeshow experience might feel like from the attendees walking into your booth, what will it take to pull that off, again and again?

TradeshowGuy Monday Morning Coffee, September 13, 2021: Shep Hyken

It’s been only a few months since Shep Hyken appeared on TradeshowGuy Monday Morning Coffee, but with his new book out next week, I wanted to have him back to talk specifically about it. The book is called “”I’ll Be Back: How to Get Customers to Come Back Again and Again.” Find it at IllBeBackBook.com.

This week’s ONE GOOD THING: Football season is back! NFL and NCAA are both underway. And yes, both my teams won over the weekend. It’s a good thing.

The Fits and Starts of the Tradeshow World: Late July 2021 Edition

The on-again-off-again return to events is proceeding as you might expect: with unexpected twists and turns that are keeping everyone a little off-balance.

In the past week, I’ve seen the following:

  • A return to masking for the most populated counties in Nevada, which of course affects tradeshows and events in Las Vegas.
  • A noticeable and stressful challenge is still with us when it comes to shipping. A recent email from our main exhibit manufacturer Classic Exhibits to its distributors outlines freight size limitations. Many tradeshow exhibit crates are 98 – 103” long, but now many freight forwarders will not accept any shipments that are not skidded or crated, and will no longer accept any shipments that are over 96” L or 96” H.
A recent note from Classic Exhibits outlined some of the shipping challenges they’re seeing now.
  • A note just came in this afternoon from Freeman, which says that effective August 1st, Freeman will require anyone on their property or show site to wear a mask and practice social distancing. Freeman employees are also required to either show proof of vaccination or a negative COVID test within the previous 72 hours to be able to work.
  • A Facebook page I follow had a recent post where the HIMSS Show has been canceled, but at this point, it seems to be a rumor. The show’s main page doesn’t mention any cancellation, but there are details on how they’re now requiring masks (see the above story on Nevada’s return to mask mandates), even for fully vaccinated people.
  • Another one: we’re working with a client for a show in late October, and with the recent news of the past week, I point-blank asked if they were still planning to attend and move forward with a new booth project. Suffice it to say that they’re still in discussion about it and haven’t made a final decision yet (which has to be made within the next couple of weeks). Contrast that to just a couple of weeks ago where they were full speed ahead.

Yes, as Mink DeVille once sang, it’s a mixed up, shook up world (okay, they were singing about a mixed up, shook up girl, but hey, it’s about the same thing, right?)

All I can say is hang in there, in spite of the two-step-forward-one-step-back world we’re living in. We’ll make it through. I got faith in the world and in the industry.

TradeshowGuy Monday Morning Coffee, July 19, 2021: Jim Wurm

As the tradeshow world returns to something resembling normal, it does so in fits and starts and a few bumps along the way. In this week’s TradeshowGuy Monday Morning Coffee, Jim Wurm, Executive Director of the Exhibitor Appointed Contractor Association talks about those challenges:

Find the Exhibitor Appointed Contractor Association here.

This week’s ONE GOOD THING: Listen to Micky Dolenz’s new album “Dolenz Sings Nesmith” on Spotify.

TradeshowGuy Monday Morning Coffee, July 5, 2021: Andy Saks

One way to learn how tradeshows are progressing in this soon-to-come post-pandemic era is to walk the floor of a major show in Las Vegas and observe. If you can’t yet, the second-best thing is to talk to someone who did just that. And that’s what we’re doing on this week’s TradeshowGuy Monday Morning Coffee. I spoke with Andy Saks of Spark Presentations, who walked the floor at last month’s World of Concrete to find out how a big tradeshow in Las Vegas dealt with the relaxed safety protocols:

Find Spark Presentations here.

This week’s ONE GOOD THING: The last season of BOSCH on Prime Video.

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