SUPPLIERS CASINOS RESORTS MUSEUMS ZOOS AQUARIUMS THEME PARKS AMUSEMENT PARKS FECS WATERPARKS ATTRACTIONS

1. SUPPLIERS CASINOS RESORTS MUSEUMS ZOOS AQUARIUMS THEME PARKS AMUSEMENT PARKS FECS WATERPARKS ATTRACTIONS CONFERENCES EXPOS ADVOCACY INFORMATION SAFETY SUPPORT SOLUTIONS NETWORKING TRAINING PUBLICATIONS SURVEYS You & IAAPA ABCs of Exhibiting: Tips for New Exhibitors and Tricks for Old Pros The Power of Partnership

2. INTERNATIONAL ASSOCIATION OF AMUSEMENT PARKS AND ATTRACTIONS WEBINAR DISCLAIMER IAAPA makes no representations or warranties about the accuracy or suitability of any information in the webinars and related materials; all such content is provided on an “as is” basis.  IAAPA HEREBY DISCLAIMS ALL WARRANTIES REGARDING THE CONTENTS OF THESE MATERIALS, INCLUDING WITHOUT LIMITATION ALL WARRANTIES OF TITLE, NON-INFRINGEMENT, MERCHANTABILITY, AND FITNESS FOR A PARTICULAR PURPOSE.  IAAPA hereby disclaims all liability for any claims, losses, or damages in connection with use or application of these materials.  IAAPA does not guarantee, warrant, or endorse the products or services of any firm, organization, or person. The information contained in these webinars and related materials has been prepared, compiled, or provided by IAAPA as a service to its members and is not intended to constitute legal advice or the rendering of legal, consulting, or other professional services of any kind. Users of these materials should not in any manner rely upon or construe the information or resource materials in these materials as legal, or other professional advice and should not act or fail to act based upon the information in these materials without seeking the services of a competent legal or other professional.

3. ABCs of Exhibiting: Tips for New Exhibitors and Tricks for Old Pros Featuring: Diane Vidoni, Director, Conference & Trade Show Operations, IAAPA Alan Ramsay, President / CEO, CLM Entertainment, Inc. Tim Timco, Vice President - Sales & Marketing, Worldwide Ticketcraft

4. Agenda • A-Z at a glance • These slides are posted online at: http://www.iaapa.org/education/elearn/elearning.asp • Show Prep I: Advance Planning • Show Prep II: Preparing for On-site Success • Tips from Experienced IAAPA exhibitors

5. Advance Order Discounts Ordering early saves over 30% across the board SAMPLE Keep this online checklist handy to help track key IAAPA deadlines. Take advantage of early discounts and avoid penalties.

6. Booth Etiquette Be a Good Neighbor Remember to keep your products, brochures, signs, characters, etc. inside your booth space. Help make this a positive, fun event for everyone – buyers will notice the good energy!

7. Convention Center Rules and Regulations Know the building regulations to avoid any surprises on-site! SAMPLE

8. Double Check! Think everything is taken care of? Check again! Making sure materials are packed and orders are placed will save you time and money on-site in Las Vegas!

9. Exhibitor Services Guide Never plan a tradeshow without the Exhibitor Services Guide Find all the links you need on the IAAPA website! More on this important topic later!

10. Freight, Material Handling, & Drayage Consolidate! Ship to the Warehouse. Know Local Labor regulations. These can save you money – and headaches. We’ll cover these more in-depth a little later.

11. Going Green Strive to incorporate just one or two (or more!) “green” practices! Become Carbon Neutral Print Less & Print Green Reduce waste and support a great cause: Donate extra products & samples to Give Kids The World!

12. Have Fun! • Happy, smiling exhibitors are more approachable! • You will encounter potential buyers throughout the week – in the expo hall, in hotels, and on the Las Vegas Strip. • Participate in the numerous IAAPA events and programs. • Create more chances for people to get to know you and remember your name when they are ready to make their next purchase. • Have fun and others will gravitate towards you!

13. Insurance Requirements DEADLINE APPROACHING: August 21st All exhibitors must provide IAAPA with a copy of their Certificate of Insurance by August 21, 2009. Check the details in the IAAPA Rules and Regulations.

14. Just for You! New this year - just for our exhibitors! Dedicated Show Floor hours when there are no Educational Seminars or other IAAPA events planned that could compete for your buyers’ attention!

15. Know Your Exhibit • Your booth reflects your preparedness! • Build the exhibit around the product • Make your exhibit easy to understand and visually engaging • Be sure your company name & contact info are prominently visible and easy to distribute • Know your Product • Demonstrate your product/service’s strengths & best features • Show product applications • Give samples if possible • Know your Competition • Is my product unique to this market? • Are my competitors exhibiting?

16. Lead Retrieval Many exhibitors import leads directly into a sales-contact database with a computerized lead-retrieval system.

17. Marketing & Pre-Show Promotion Get Buyers Looking for You at Expo! Have you developed a pre-show marketing strategy? If not, you may be missing out on opportunities to drive potential business to your booth.

18. Networking Remember, many deals are made on the golf course and in the buffet line! View Special Events View Exclusive Tours View the complete Program & the Personal Planner

19. On-Site Vendor Tours Trade Show Vendor Tours:Have category-specific buyers escorted right to your booth! View the 2009 Tour categories, register to Participate,and learn more online.

20. Press Room If you have exciting news, hold a press conference, develop press kits, and work with IAAPA’s Press Room to share press releases regarding new products. During Expo, the Press office will be located in Room# S230A in the Las Vegas Convention Center To contact Press Office staff prior to Nov 14, call +1 703-299-5127 or e-mail pressoffice@IAAPA.org.

21. Quality Leads Have you outlined an approach to rate the quality of the leads you obtain at expo? Significantly increase your Return on Investment (ROI) by allocating resources for the right prospects.

22. Ride Safety and Audience Participation Better safe than sorry. Plan your interactive exhibit or ride carefully and remember that it must pass daily on-site safety checks.

23. Sponsorship Opportunities Get your company noticed off the tradeshow floor! Sponsors receive many additional benefits, and their company gets significantly more exposure. Learn about this year’s opportunities.

24. Train Your Staff DOs • Be enthusiastic, confident, & industrious. • Be aware of your body language, be carefully groomed. • Keep the booth neat, clean, & organized. • Work with all prospects & know how to demonstrate products. DON’Ts • Don't eat/drink in the booth. • Don’t wander away… • Don’t be overly aggressive or negative. • Don’t underestimate your visitors. • Don’t sit with your back to the aisle. • Don’t read or use your cell phone at your booth.

25. Union Jurisdiction in Nevada Even our seasoned IAAPA exhibitors need to take careful note of the differences that this will mean in Las Vegas. More on this important topic shortly!

26. VIP Invitations Invite your key customers and prospects to 'be your guest' at IAAPA Attractions Expo 2009 Did you know that as an exhibitor you are entitled to VIP invitations that allow your guests to pre-register for FREE? Request your invitations today!

27. What Happens in Vegas…. Las Vegas may be about fun, but great business also happens there. Las Vegas generates strong worldwide attendance for conferences and trade shows – on average, attendance increases 18% when conventions rotate into Las Vegas.

28. eXclusive Housing Rates through IAAPA Room Blocks Travel Planners, the official IAAPA housing provider, has negotiated exclusive low rates for this event and rooms are going fast. Book now to secure your first-choice accommodations

29. You Are Here IAAPA Introduces new software & kiosks to help customers and prospects find you. This is FREE and every paid exhibitor is included with no extra registration or effort needed! It will be launched shortly before expo. Coming up, we’ll give you a sneak-peak and you’ll instantly understand why we expect it to be a huge hit among exhibitors and the buyers who want to visit you!

30. Zero Tolerance for Suitcasing Say no to suitcasing! Suitcasing means attempting to promote a company, product, or service at IAAPA Attractions Expo or associated events without purchasing an exhibitor booth. IAAPA does not tolerate this practice and appreciates your support in reporting any violations to the IAAPA Show Office.

31. Next Up… • Show Prep I: Advance Planning • Show Prep II: Preparing for On-site Success • Tips from Experienced IAAPA exhibitors

32. Advance Order Discounts Keep the IAAPA checklist handy to help track key show deadlines SAMPLE

33. Exhibitor Services Guide Never plan a tradeshow with out it! This Exhibitor Services Guidehelps you maximize your efforts by consolidating critical information from many sources into one easy-to-read manual. This Guide contains all the forms and necessary information you need to plan for your exhibit at IAAPA Attractions Expo 2009!

34. Freight, Material Handling, & Drayage • Consolidating shipments into minimal shipping boxes/containers and bundling your items into 1 or 2 complete shipments will save you money and time. • Shipping to the advance warehouse, although slightly more expensive, will provide advance confirmation of your freight arrival, and freight will be waiting for you at the convention center when you arrive. • Get confirmation of your freight’s arrival! • Teamsters Union Local #631 has jurisdiction via a labor agreement with FREEMAN for the loading and unloading of all trucks. • Exhibitors may “hand carry” materials provided they do not use material handling equipment to assist them.

35. Union Jurisdiction in Nevada Teamsters Union Local #631 has jurisdiction via a labor agreement with FREEMAN for the erection, touch-up, dismantling and, repair of all exhibits when this work is done by persons other than your full-time company personnel. 

36. Sponsorship! Make the most of your marketing dollars! Sponsors receive benefits such as attendee lists, the ability to distribute materials at events, lobby and booth signage, recognition on the IAAPA web site, complimentary tickets to events, and acknowledgment in the On-Site Show Program. Choose to sponsor an exclusive reception or function, education sessions, the Kickoff Event, an awards program, or one of many other opportunities! Review all of this year’s sponsorship opportunities online.

37. You Are Here NEW software & kiosks to help customers and prospects find you. • In the weeks before the show, watch for this new tool on the IAAPA website to help buyers plan their route through the show floor. • On site, look for these kiosks to help buyers get oriented and make a bee-line for your booth! • This is FREE and every paid exhibitor is included with no extra registration or effort needed!

38. Next Up… Show Prep II: Preparing for On-site Success Planning ahead for these topics will lead to a more pleasant & successful ON-SITE experience!

39. Convention Center Rules & Regulations Know the building regulations to avoid any surprises on-site! Some areas of note are: Animal Appearances, Balloon/Sticker policy, Exhibitor Appointed Contractor regulations, and more.

40. Insurance Requirements DEADLINE APPROACHING: August 21st All exhibitors must provide IAAPA with a copy of their Certificate of Insurance by August 21, 2009, indemnifying the Association and the Las Vegas Convention Center, and indicating required coverage in the amounts stipulated in the IAAPA Rules and Regulations.

41. Ride Safety & Audience Participation Inspections • What to Expect • Inspection Procedures / Documentation • Daily inspection by the Show Safety Inspectors & documentation required. • Dynamic Device Operators Training Class • Maintaining your status

42. Ride Safety & Audience Participation Inspections Maintaining your “Green Permit” status or adding participation status on-site: • Secure insurance with a $3 million general aggregate • Provide the Owner’s Manual and Safety Signage • Receive a green permit sticker from the Show Safety Inspector before permitting audience participation • Inspection by the Show Safety Inspectors and accompanying documentation required on each subsequent day.

43. Train Your Staff Train all staff members who are present about the Convention Center and IAAPA Rules and Regulations that apply to your exhibit and particularly related to your rides or audience participation.

44. Next Up… Tips from An Experienced IAAPA Exhibitor • Key topics to keep IAAPA Expos valuable, successful events year after year. • Marketing & Pre-Show Promotion • VIP Invitations • Quality Leads & Follow Through • Booth Etiquette • Have Fun!

45. Marketing and Pre-Show Promotion Get Buyers Looking for You at Expo! Promote your presence & booth # in any mailings, ads, and communications to clients & potential clients Promote your show presence on your web site and note you are exhibiting at IAAPA Attractions Expo in your email signature.

46. VIP Invitations Invite your key customers and prospects to 'be your guest' at Attractions Expo All Exhibitors receive “VIP Invitations” upon request. These may be used to invite your most important customers and prospects to attend IAAPA Attractions Expo 2009 as your guests. Persons registering with a VIP Invitation will receive free admission to the Trade Show when they register before November 6, 2009. Request your invitations today!

47. Quality Leads & Lead Follow Up Outline your approach in advance! • Identify qualified buyer criteria • Develop typical buyer profiles • Determine criteria of a “quality lead” • Ask the appropriate questions • Listen to the prospect’s needs & interests • Be sure to confirm that the prospect’s contact information is accurate before they leave your booth • Have a plan with follow up steps for after Expo. • Many exhibitors import leads directly into a sales-contact database with a computerized lead-retrieval system. • Don't be shy about scheduling a follow-up discussion.

48. Booth Etiquette Be a Good Neighbor • Remember to keep your products, brochures, signs, characters, etc inside your booth space. • Design your booth to allow for movement in and around your booth and products. • 20% of the space should be open for movement...do not conduct business in the aisles.

49. Have Fun Particularly if you’ve never been to IAAPA Attractions Expo or to Las Vegas plan to join in all the fun & opportunities this event creates! See you in Las Vegas!

50. THANK YOU! We hope this information will help you better prepare to exhibit at IAAPA Attractions Expo in Las Vegas, and help create an enjoyable, safe, and successful experience for everyone! These slides and hyperlinks are available on the IAAPA website. We also plan to post a recording of this session online.