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Vancouver, BC (October 31, 2014) - [THE PORTABLES EXHIBIT SYSTEMS LTD. DBA XIBITA], the national leader in custom and portable tradeshow exhibits and graphic environments, announces the acquisition of the specific assets of PacBlue Digital Imaging Inc.- large format division. This acquisition solidifies Xibita’s position as the leading producer of large format graphics in Western Canada. The resulting increase in production capabilities will allow Xibita to continue growing its graphic product lines. 

Under the terms of the agreement between PacBlue and Xibita, Xibita acquired assets of PacBlue's large format print division and PacBlue’s brand identity. Xibita will retain the employees of PacBlue's large format division. These employees possess local expertise that will be integrated into Xibita's national organization and will allow Xibita to increase its graphic product offering across Canada. 

"Xibita chose PacBlue due to its similar culture of innovation and expertise and looks forward to exceeding the expectations of its clients. We will be able to offer PacBlue’s clients a host of POS and display products while at the same time more than doubling our capacity to address the needs of Xibita’s clients. Xibita is now truly a one-stop-shop for all visual marketing needs.

www.xibita.com / www.theportables.com 


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Posted By The Portables

Trading Spaces: Decorating & Accessorizing Your Booth

Thursday, June 5, 2014 10:10:30 AM America/Los_Angeles

How you accessorize your space can attract – or put off – target customers. Rather than show all your company offerings, the real secret is to "tease" the audience. Provide just enough information at first glance to draw attendees into your booth to find out more. The tips below can help you make the most out of your exhibit space, regardless of its size.

Rule #1 – Less is More
Booths overflowing with products, demonstrations and information are not only overwhelming but also intimidating. Use tradeshows to highlight your latest and greatest rather than display every product. By attending focused shows, you should be able to emphasize the products that best appeal to specific audiences. 

Rule #2 – Plants and Demos
Replace booth clutter with plants and a few well-placed product demonstrations to create a more welcoming environment. Plants add a homey touch that invites people to stay a while, ask a few questions, and learn more about your products. 

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Posted By The Portables

Location, Location, Location: Choosing the Best Location on the Trade Show Floor

Sunday, June 1, 2014 10:21:17 AM America/Los_Angeles

We all know bigger is better, but what about when you can’t afford to get bigger? Fortunately, a limited budget doesn’t have to limit your success at a trade show. Follow the simple tips below to ensure your share of attendee traffic, whatever the size of your exhibit.Read More
Posted By The Portables

Know Your Customers ...Increase Your Sales

Friday, May 30, 2014 10:23:59 AM America/Los_Angeles

Marketing departments are routinely challenged to come up with new campaigns that will attract buyers to the company’s offering. Unfortunately, we sometimes get caught up in creating clever slogans and witty text, and lose sight of the most important thing in the buying process. The customer. Do you know who purchases your products or services? Can you identify that person by job title? Do you know what, or who, influences their purchase decisions? Do you know which of the more than 13,000 trade shows that take place in North America each year they attend?Read More
Posted By The Portables

Staffing For Success: Who Are The Best People To Represent You On The Show Floor?

Wednesday, May 28, 2014 10:26:24 AM America/Los_Angeles

Your booth staff will affect your results at a trade show more than any other aspect of your exhibit marketing program. In fact, according to a study published by the Trade Show Exhibitor’s Association, the performance of booth staff accounts for a whopping 85% of an exhibitor’s success. Above all else, your company’s representatives should be well-informed about your products and services. The Center for Exhibition Industry Research (CEIR) says that 94% of trade show visitors are looking for KNOWLEDGEABLE booth workers. Remember that most attendees have done some homework before leaving their office. By the time a qualified prospect enters your booth space, chances are good that they already know something about your company and your offering. Hence, they’ll be looking for detailed information about your products and services relative their organization’s often very specific requirements.Read More
Posted By The Portables

Working The Floor: Five Steps To Better Booth Interaction

Monday, May 26, 2014 10:33:06 AM America/Los_Angeles

How many leads did your staff bring back to the office after your last trade show? Were your sales people able to initiate the sales cycle by booking appointments with these prospects? By training your booth staff to treat trade show interactions as what I call “speed networking”, you can significantly increase your return on investment. 

Speed networking is designed to make your staff more productive. This form of networking should not be confused with that practiced at business networking functions, where the main purpose is meet people. Trade shows are not about meeting people; they are about collectingqualified leads. 

The ideal speed networking interaction should last five to seven minutes, during which your staff must engage and qualify a prospect, present a solution, plan follow-up and disengage. Use this five-step approach to collect more and better quality leads at your next trade show. 

1. ENGAGE – Never allow your staff to hang out in the back of your exhibit, waiting for people to come into the booth. Move them forward and encourage them to make eye contact with people passing by. Booth staff should stand, rather than sit, ideally within two to three feet of the aisle. Attendees who are interested in your offering will slow down and examine your booth. This is the moment to engage them by asking a business-focused question. 

2. QUALIFY – Use the first minute you spend with an attendee to ensure that they are indeed a prospect. Develop a series of qualifying questions based on your company’s customer profile. Make sure your staff listens carefully to the answers so they can discern what information about your company will be most relevant to present, if they are successful in qualifying the prospect. If the attendee doesn’t qualify as a prospective buyer, your staff should disengage (see step 5 below) and move on to the next prospect.

3. PRESENT - Throw your generic “elevator pitch” out the window. Instead, customize your presentation to your prospect’s business. Provide them with a solution that addresses the concerns they have expressed in your qualifying discussion. Ideally, your booth staff should possess an extremely good knowledge of your products or services as well as the solutions you have delivered to customers. Case studies are an excellent tool to educate your prospect. The more you have at your fingertips, the better.

4. FOLLOW-UP – If you fail to plan any future interaction with the person you just spent four to six minutes educating, you’ve completely missed the boat. Discuss when and how the follow-up will take place, as well as who will be doing it, and be sure to follow through. Make notes so none of the details are forgotten. That way, if someone else is handling the follow-up, they’ll know exactly what to do and when.

5. DISENGAGE - Not surprisingly, disengaging is what people generally find most difficult about speed networking. A lot of us are not comfortable ending a conversation in business and worry that we are being rude. Remember that you are at the trade show to talk to as many qualified prospects as possible. Disengage by telling your visitor that you enjoyed your conversation and thanking them for stopping by your booth. This is far from rude. In fact, with a well-structured interaction, you’re more likely to send them away happy. 

Posted By The Portables

Boosting Your Return On Investment Through Smart Booth Selection

Saturday, May 24, 2014 10:35:37 AM America/Los_Angeles

As in buying in real estate, the guiding tenet in selecting booth space on the trade show floor is Location, Location, Location. We all know bigger is better, but what about when you can’t afford to get bigger? Fortunately, a limited budget doesn’t have to limit your success at a tradeshow. If you are shopping for a larger space, one measuring 20 feet by 20 feet or more, you’re definitely at an advantage. Because big spaces cost more, they are usually given preferential treatment when show management lays out the floor plan. The largest booths are placed in the highest traffic areas. The remaining space is divided into 10-foot by 10-foot blocks. These smaller spaces usually ring the outside of the exhibit hall and make up the majority of booths that will be available.Read More
Posted By The Portables

Less Is More: The Lowdown On Booth Layout

Thursday, May 22, 2014 10:36:53 AM America/Los_Angeles

Every time you exhibit on the trade show floor, people will judge your company based purely on the layout and design of your booth. Whether consciously or subconsciously, they’ll form a split second impression of your business – good, bad or indifferent – often from as far as 20 feet away. If you are planning to develop a new exhibit for your company, or revamp an existing one, I strongly recommend that you begin the process by taking a stroll around a trade show floor. Spend some time exploring your own perceptions of other company’s exhibits. Consider which booths you are most drawn to visit, and why you find them so inviting. Conversely, are there any booths you want to avoid? What is it that makes you want to steer clear?Read More
Posted By The Portables

How To Build A Better Exhibit, By Design

Tuesday, May 20, 2014 10:39:00 AM America/Los_Angeles

Here’s a helpful exercise for anyone who is in the process of developing a trade show exhibit. Next time you’re on a busy street corner, stop and look around you. Do a complete 360 degree turn. What captures your attention? Is it the bright lights, a particularly graphic billboard, or perhaps a clever slogan affixed to a store window? Each of these elements – lighting, graphic impact and marketing message – is key to attracting potential customers to your exhibit.

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Posted By The Portables

Tradeshow Security

Monday, May 12, 2014 10:49:00 AM America/Los_Angeles

The main purpose of attending a trade show is to highlight the work of your company to a new audience. While the temptation is to show “everything” you have, be careful to safeguard critical intellectual property in this open environment.

This is especially true when exhibiting outside of North America where the rules of conduct and ethics are quite different. Some of the tactics that you and your sales forces should be aware of are:

You may be approached by both overt and covert collectors of competitive information. Some will be the sales people from your competitor companies and still others may be friends of a competitor who have been asked to collect information on your company.

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Posted By Brian Keobke, CME

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