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May 2007 Edition

Exceptional Marketing:
Xerox Targets Frugal Customers…
With A Goat

Xerox recently launched a new integrated advertising campaign in North America that pokes fun at office life, while conveying the message that Xerox provides affordable color for the office.

The playful style of the campaign includes TV, print and interactive, and is targeted toward businesses of all sizes. The Affordable Color campaign emphasizes that any business can afford Xerox color, and this campaign delivers that message with both credibility and fun.
A funny thing happened to Xerox.

Its name became synonymous with photocopies as its brand became largely irrelevant to those making copies. Frugal Color, Y&R’s site for Xerox, is part of a campaign to make the Xerox brand relevant again by recasting it as an edgy outsider poking fun at corporate culture. Thanks to some high production values and good writing the recasting effort works.

In Choose Wisely, you are presented with four video dilemmas and it’s your job to pick the office worker who will have the best solution: the suckup manager, the lazy staff member or the clever IT worker. The predictability of the IT worker always being right might have worn thin had the video not been genuinely funny.

The Explore Frugality section contains some well thought out digital tchotchkes. I particularly liked the Mad Libs style fill in the blanks Conference Report and the Coffee Run PDFs. They were downloads that I could actually see people downloading and using, and they were clearly branded Xerox. I also enjoyed the Acronymanator, which takes any ten letter word (yes ANY, try it) and turns it into a vacuous business acronym (e.g., Streamlined Proprietary Aggressive Matrix.)

With the dollars being spent on online media, the level of effort put into this creative (and the related viral video at Extreme Offices), campaigns like this should be the norm for big brands, not the exception.

Avoid Luggage Hassles

To minimize the hassles of your airport experience, try using a luggage delivery service.

These services will pick up your bags from your home or office and deliver them directly to your destination hotel, and vice versa. You definitely pay for the convenience, but remember to factor in the airline charges for extra or oversize luggage when weighing your options.

Here are some Web sites for luggage delivery services:

usxpluggageexpress.com
sportsexpress.com
virtualbellhop.com
skycapinternational.com

Choreograph Your Exhibit Space

A smooth-running exhibit begins with a well-prepared booth staff.

To help your people shine, create an exhibit map. Imagine the exhibit as a stage and your staffers as dancers-Sema meets “Swan Lake.” (You don’t have to go so far as to imagine everyone in tights.) Your job, as the choreographer, is to assure that they all know how and where to deliver their best performances on that stage. Pinpoint where various activities will take place.

For instance:
• Where are the qualifying areas?
• Where will you take leads for more in-depth information?
• Where are the demo areas?
• If staffers will handle more than one demo area, how and when should they transition?

Provide your people with a well-choreographed exhibit map and you’ll help them blossom into trade show prima donnas.


Touch-Up Tip

When filling or replenishing your exhibit-supply box, include duct tape and felt-tip markers in the same color as your exhibit.

If your exhibit requires last-minute touch ups or repairs on the show floor, matching tape and markers will be less visible.

Xtreme Showing

To demonstrate its machinery attachments, gantries, and motorized hoists, Kenco Corp. turned its 20-by-80-foot exhibit into a construction zone at the CONEXPO-CON/AGG in Las Vegas. Kenco lured attendees to its exhibit with the hum of its motorized equipment, which lifted various props within the crumbling, 15-foot-tall structure.

Attendees viewed the moving demo through large holes in the walls, which were made of plastic foam painted to look like concrete and brick. The demo contributed to an increase in leads by 400 percent compared to the previous show.

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