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October 2019
Table of Contents
EXHIBITOR Q & A
Evaluating Exhibit Design
How can I objectively evaluate our exhibit design to determine how best to redesign or revamp our footprint?
ASK DAN
Self-Sabotage
I don't always offer my ideas in meetings because I question if they're any good. How do I stop sabotaging myself?
EXHIBITING 101
To the Last Detail
Essential shipping and logistics points to ensure the safe, on-budget, and timely arrival of your freight.
AMMUNITION
Ideas That Work
Home Turf, Supersize Me, Magic Carpet, A Shining Example, and more.
PRODUCTS
New Tools
EZ LED Screen, iLeads Anywhere app, and more.
VENUES
San Jose McEnery Convention Center
Tips to help you exhibit at the San Jose McEnery Convention Center.
FIXING SNAFUS
A Series of Unfortunate Events
We needed to make sure we had a contingency plan in case the trade show gods tipped over any more dominoes.
ARCHIVE
Follow the Money
1964: American Express erects the Money Tree at the New York World's Fair.
SIZZLE AWARDS
EXHIBITOR Magazine's 22nd Annual Sizzle Awards
Recognizing the world's best trade show exhibit promotions.
Travel Guides
Derse Inc. incorporates a Moroccan-style spice bazaar into its promotional campaign and nets 130 qualified leads.
Hill's Multipart Product Launch
Hill's Pet Nutrition collars 1,554 on-site sign-ups and 2 million media impressions.
Face-to-Farm Marketing
Using a live feed, the Organic Valley brand puts attendees face to face with remote, rural farmers.
Tasteful Planning
Exhibitus Inc. uses an integrated campaign that pays for itself more than six times over.
How GE Appliances Redesigned its Engagement Strategy
GE Appliances develops an engaging in-booth activity that increases leads by nearly 20 percent.

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exhibitor q&a
Ask Dan
Q.
I don't always offer my ideas in meetings because I question if they're any good. How do I stop sabotaging myself?

A.
"One important key to success is self-confidence," said tennis legend Arthur Ashe. "An important key to self-confidence is preparation." Ashe, the winner of three Grand Slam titles, was exactly right. One of the best ways to demolish doubt and construct confidence in your professional abilities is through preparation. With sufficient groundwork, you'll be able to express yourself better and more competently in meetings.

To begin this process, first read and study as much as you can on the topics that might be presented in those meetings. Second, while you're studying, create a running list of the smartest and most effective takeaways from your research. Next, make a goal of bringing up at least two or three of those ideas when appropriate in your meetings. Last, note how often you inject these items into your meetings along with any positive remarks and reactions they generate.

Within a few meetings, you should see the number of positive responses start to pile up. That encouraging feedback will in turn fuel your confidence. With that spike in confidence, you'll be more motivated to contribute. Essentially, you'll be creating a recurring loop where preparation, response, and confidence each bolster the others nonstop. Offering your ideas will feel risky at first, but in the end, you'll stop sabotaging and instead start strengthening yourself.E



Dan Lumpkin, organizational psychologist, is the president of management-consulting company Lumpkin & Associates in Fairhope, AL. Need answers? Email your career-related questions to askdan@exhibitormagazine.com.
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