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Training of Exhibition Staff
In order to get good exhibiting effect, staff must be trained, no matter they are full time or part time, including the senior staff. They must learn the purpose of the exhibition, master the working skill and set up cooperative and collective spirit.

The training of the staff should be one of the normal work, included the exhibition project. Formal training should be performed if condition allows, at least technical instruction given to the staff before the opening of the exhibition. Formal training includes training lessons or working instruction. The training time can be half a day to two days. Training place should be properly arranged. Assistant instrument should be applied, such as slide show,etc. In order to get better training result, the training should be formal and given enough attention by the sponsor.. The VIP should also join in the training lesson if he takes part in the exhibition work, for the sake of better effect.

The training content must be of system and the training material should be edited as a textbook. The exhibition association, exhibition research institutes and exhibition inquiry company in some European and American countries arrange special exhibition training. They have special exhibition teaching material and video tapes which can be used as reference. The training teaching material should be marked the level of secret. Training content and steps consist of three parts:

1. Introduction to the staff of the company, to the preparation of the exhibition and to the circumstances of the exhibition. The purpose of the introduction is to make the working staff learn the background, circumstances and condition of the exhibition. First of all, the trainers and the learners introduce themselves to each other---not only their names, work, but also their knowledge and experience. Secondly, introduction to the exhibition, including the exhibition itself and the displaying platform. Thirdly, introduction to the exhibition, including the name of the exhibition, the place, the date, the time of the opening, the plat and the position of the exhibition, then the entrance and exit, the offices, canteen, toilets. The introduction to the displaying platform should indicate the purpose, possible visitors, position, ordinal, and the arrangement of the platform. The introduction to the activities of the exhibition includes the press conference, the opening ceremony, activities of the exhibition day, and the reception of the VIP, etc. The introduction to the exhibits should provide detail of every exhibit---its function, data instruction and usage. The introduction to the market includes the sales volume, sales channel, sales price and customs.

2. Work Arrangement.
Assign the staff to the task of the displaying platform and put forward the demand and standard. Everyone should be made known about the purpose of the exhibition---reception of the visitors, trade negotiation, delivering advertising materials, communication, news and some other work. The staff should also learn the working time, the shift arrangement, the daily meeting and record management. The administrative management should be considered, including the lodging, meals, communication and the working schedule. The success of an exhibition results in a deal. Therefore, all the work should be carried on for this purpose.
Exhibition task is quite different from that in other circumstance, even the experienced salesman should be trained to obtain the skills of reception and sales on exhibiting platform.

Investigation on Market
The investigation on the market should be made before choosing the exhibition and products. The investigation is carried out on the displayed products and the deal. The investigation includes the market, transportation, pack, insurance, taxation, the rate of exchange and discount. Each market has its characteristics. Only understanding thoroughly of the market and preparing fully can the exhibition achieve success and lead to a successful deal.

The market situation should be learned, i.e. the market scale, consumption, import quantity, import value, consumptive value, source of products, increasing rate of consumption, geographic distribution of consumption, the constitution concerned, the latent force of market and developing tendency, market block, etc. It is necessary to think it over when exhibiting this kind of product if the market sets up the trade and non-trade block, because it is meaningless to do it unless you have a long-term plan. In addition, such factors as taxation, tax rate, trade scale, currency limitation,, other limitation and market distribution should also be taken into consideration.

The product must meet the demand of the market. Therefore, the quality, colour, style, size, appearance, design, function, technical specs, trade standard and transportation pack, consumption pack, protection against damage, instruction should be learned. The exhibitors should also learn the market demand and give the customers an explanation if it is difficult to change the product and pack in the light of market demand. They can provide product according to the market and customer demand so long as a deal comes into being.

The exhibitor must learn the competition situation so as to know whom you are competing with and make preparations for what needed, such as price. The competition situation that should be learned includes other suppliers---the names of home and abroad suppliers, supply quantity, the market possessive rate, advantage and disadvantage, trade mark and patent, the characteristics of the market leading product, the cause of the success of the market leading company, the increasing and reducing of the suppliers in the market, the market prices, etc.

Learning the sales channel is also important in the market investigation. First of all the sale situation should be learned, including the normal sale channel and process, the relative importance and advantage and disadvantage in different channel, the order quantity, the date of delivery, sales conditions, percentage of raising price, the demand of post-sale service. Then the ‘target merchant’, i.e. the probable buyer should be made clear: an import & export merchant, a manufacturer, a retailer or a wholesale dealer.

The exhibitor must learn the transportation condition---the transportation situation of the local market, the transportation route, manner and cost so as to calculate and decide the transportation cost, transportation time and the transportation items when considering the product price given.

The concrete items of investigation can be decided according to the exhibition and deal. The exhibitor can do the investigation themselves if they have any conditions. They can, however, make it carried out by the inquiry company or market investigation company.

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