Posted by

Barry Siskind

Community Manager

At the recent CONFEXPO conference in Lisbon, I heard industry guru Bob Dallmeyer tell the audience that it costs one Euro to keep an exhibitor and five to ten Euros to find a new one.

Customer retention is crucial to the success of any organizers bottom line. But I think simple solutions often get overlooked. Some events lose their perspective and forget, or become complacent, in their relations with the individual companies who keep coming back year after year.

The problem that I see is that these exhibitors become insatiable. When we increase our service, they expect it all the time. The more we give the more they want. Sound familiar. Well my perspective is that they should expect more from us. We are all part of the same business and when we both succeed then everyone is happy. When either of us fail, we have a problem.

I have found that sometimes the answer is in the little things, those extras that we give our exhibitors that they