The next time you are at a trade show, stop someone who has a customer badge and ask, "Why are you at this particular show"? We bet the answer will be: "My supplier invited me". In the media mix of advertising, direct mail , e-mails, faxes, etc., the single most effective manner of getting a customer to a show is a simple call that begins with, "Hi Bob. We're exhibiting at PROCESS EXPO in October and we'd love to see you there".

FPSA is investing an unprecedented amount of resources to promote PROCESS EXPO this year. You will see over 40 pages of 4-color ads in the trade press (that doesn't include over a hundred from our partner PACK EXPO); we will have over 90,000 hits of direct mail and e-mails to key customers; we will have numerous "buttons" and "e-ads" in the trade electronic media; we will have attended about a dozen customer shows promoting PROCESS EXPO. Yet, we are humbled by knowing that your phone call or e-mail will trump these efforts when it comes to delivering the customer to the show.

The evidence to support our belief in the strength of a supplier's invitation is beyond dispute. Every year there are surveys in all industry sectors that confirm that the most effective means of attracting customers to a trade event is the supplier's invitation. Further documentation proves that the exhibitors that work at inviting their customers to the show have a dramatic increase of leads over those who simply show up without extending invitations to their customers. Promotion of PROCESS EXPO to attract your customers and prospects is a two-pronged effort: we build awareness; and, you close the deal.

In past shows, we have sent exhibitors free post-cards to announce their participation at PROCESS EXPO and invite their customers and prospects. Unfortunately, less than 20% actually used the post-cards. Some, we know, send out their own direct mail pieces. But many, sadly, do nothing. This year we're going to fix that. We’re going to make it easier and we are going to provide incentives for the company and individuals who participate.

First, instead of a post-card which you would have to mail, we will deliver an attractive PDF which you can e-mail to your customers. It will contain a unique code identifying you as the sole source of the invitation and providing the customer a free registration. All visitors who register and attend the show using an exhibitor supplied invitation will be entered in a pool. From this pool we will draw a name and that customer will win an I-Phone.  But wait that's not all. The exhibitor whose code was used in the registration also wins…THREE TIMES. One, our exhibit contact person will win an identical prize to the customer; the company will receive $1,000 to distribute among the sales people who were involved in sending out the PDF invitations; and, the company will receive a full registration and a guest registration (worth about a thousand dollars) to the 2008 Annual Conference in Bonita Springs, Florida.

If getting you customer to the show is not incentive enough, we feel that this additional "icing on the cake" should get everyone to take the time and forward the invitation to your key accounts. You can expect to receive your "PDF Invitation" by mid-July to begin its distribution to your customers and prospects. Together we will make the 2007 PROCESS EXPO the most successful show ever…for you.

George Melnykovich

President and COO

Steve Schlegel

President and CEO