Show Our Support: Karen Miller



Our IAEE DC Chapter Member, Past IAEEDC Chair, and friend, Karen Miller and her family had a serious house fire that has left them in much need of some love and support. In an effort to show her how much we love and support them, we have set up a Go Fund Me account

Please share this link with our other chapter members and industry friends to help Karen out.


10608191_696899360403664_6132905363406084028_ophoto 2


IAEE DC YP Happy Hour

Our first 2016 IAEE DC Chapter Young Professionals DC Chapter happy hour is this Wednesday @ Iron Horse Taproom in Chinatown DC.  Please invite along Young Professionals in your organization! Come meet peers and network with other DC area IAEE YP’s!


Date: Wednesday March 16, 2016 @ 5 – 8pm
Address: Iron Horse Taproom – 507 7th Street NW Washington DC (Chinatown)
Questions? Alex Land 202.286.8965 or


RSVP Here:

An Alternative To Exhibitor Roi: Roo (Return On Opportunity)

Rob Hamlin, Director of Exhibition Solutions, Ungerboeck Systems International

What is ROO?

Using a traditional model of calculating and measuring ROI is not always an effective approach for determining the value that a given event provides for an exhibitor, mostly because it is difficult to point at a given sale and clearly say that it was the direct and sole result of a meeting at that event.

An exhibitor’s prospects are typically touched again and again by a variety of marketing efforts, any or all of which may all have contributed to that final sale.

Yet, at the same time, exhibiting companies today are asking for more and more support in justifying their spend at your event. So what are the alternatives and how can we satisfy their needs?

We like the concept of ROO, or: “Return On Opportunity”.  ROO is an approach for determining an exhibitors’ potential opportunity available at a given event and can be used to gauge value and budget for their participation.


How is ROO Calculated?

There are a number of opinions on how to best do this, and ultimately it comes down to an exhibitor’s own ideas of what’s important, but three elements are critical to any calculation:

  1. An understanding of an exhibitors’ needs and goals on the part of the event provider, and specifically, the event sales team.
  2. That detailed (as detailed as possible) information about the attendees is available to the exhibitors.
  3. That exhibitors have tools for capturing and measuring connections and engagement at an event. This is the “proof” part.

With these three elements most exhibitors can build out a strong justification for attending a given event, as well as determining how much they will spend.


How do We Provide This for Exhibitors?

Number 1 – An Understanding of an Exhibitors’ Real Needs and Goals. This is perhaps the most critical piece because it goes to their subjective “feelings” about an event.  If they are able to say to themselves “These people really understand my needs – They understand me” then you’ve got an exhibitor for life.  (Well almost – you still need to deliver value!)

A few things involving your salespeople and the sales systems they use are essential here:

  • Willingness on the part of your sales team to, in the first place, ask the questions that are required to truly understand the exhibitors’ needs;
  • A great CRM (Customer Relationship Management) system that understands events, tracks all of this information, and can manage one exhibitor over several engagements, and;
  • Willingness on the part of your sales team to use this information in their sales process.


Number 2 – Making Detailed Attendee / Prospect Information Available to Exhibitors. This is a tough one in some respects because we’re historically inclined to keep that information private.  We want to protect our attendee database, and we fear that the information could actually be perceived negatively.

It’s a tough call, but many would argue that this level of transparency will become the “new norm” as both exhibitors and attendees look for their best value propositions.


Number 3 – Tools for Capturing and Measuring Engagement.  This is a bright spot in the equation.  New technologies for capturing a prospect’s information, tracking their behaviors and preferences on the event floor, and understanding an attendee’s own goals and preferences, are all getting cheaper and better.

Again, a CRM is critical here for managing and accessing key contact information, and check out all the new tools, especially blue-tooth badging, for tracking attendee behavior.


Wrap Up

So, ROO is a pretty simple equation but perhaps a better approach than ROI when we’re looking to quantify value for exhibitors.  And even if you’re not using that term, I think we can all agree that providing the pieces described above will help drive sales and retention on the exhibitor side.


And now for something completely different

IMG_0170RETOUCHEDDennis M Sharland, CEM

I have been attending IAEE’s ExpoExpo for 10 years now and every year I have been fortunate enough to be able to take in the entirety of the event. It’s always been somewhat leisurely. I could show up the day it opens or the day before, get my badge and attendee bag and then proceed to have more choices what to do than I knew what to do with. Everything was available to me; all of the educational sessions, all of the networking functions, all of the vendor hospitality functions. The plethora of quality options is one of the aspects of ExpoExpo that I have always thoroughly enjoyed.

This year though was different. A perfect storm of circumstances including preparing for a trip to China to teach two CEM classes made it such that I would only have one day at Expo Expo. Oh, and to top it off myself and three colleagues were actually trying to shop for a registration company while we were there so we had several prearranged appointments to keep as well. So, how do you do what is normally a full three day event in just one jam-packed day ?

Prioritization. If I was going to not only survive the day but make the most of it I was going to absolutely have to prioritize. What is most important this time around ?

Obviously the number one priority is the appointments with the registration companies. Four appointments at 20-40 minutes each… This was the easy one.

So what’s to be next ? Should I spend the time in the exhibit hall, seeing what new, cool and innovative products our industry partners have brought or should I try and squeeze in a class ?

The initial part of the decision was made for me in that the pre-booked appointments with perspective registration companies were not back to back to back. This allowed me some blocks of time between appointments where I could eventually make my way all the way through the exhibit hall, albeit in a somewhat disjointed fashion; an aisle here, two and a half aisles there. While I was able to traverse the entirety of the hall, it felt rushed and I don’t feel like I really saw all that was available.

By the time I was through making my way up and down the aisles it was almost time for the hall to close. I would have been through a little earlier but I was fortunate enough to keep running into those people that you hope you will run into at ExpoExpo; former colleagues, and those you’ve taken classes or done business with. This is one of my favorite parts of ExpoExpo, reconnecting with those you haven’t seen in six weeks or six months or since the last iteration of ExpoExpo. For me, the networking and social interaction is just as important as the first rate educational opportunities that ExpoExpo has to offer. Who’s moved up ? Who’s looking to move on ? Who’s just moved across the country for a new adventure? And sadly sometimes it’s ‘who’s no longer with us ?’.

The hall is now closed, so what’s next ? It’s about an hour and a half to two hours until the earliest of the exhibitor hospitality functions start and there are classes starting in 15 minutes. Three options for classes to consider: “Convention Center and Hotel Contracts” ? (been there, done that)  “Exhibitions Mean Business – What IAEE is Doing to Support Your Industry” and “Wi-Fi Expectations, Bandwidth, and Regulations”. While I ponder these options I spy some friends sitting on what appear to be some very comfy couches in the registration area. I sit (my feet required a much needed rest – did I mention I started my day two hours before the exhibit hall opened doing a site visit next door at the Hyatt  and had been on the move ever sense?) and visit with my friends exchanging ‘how-have-you-beens ?’ and ‘what-exhibitor-parties-are-you-going-tos ?’ . Before I know it forty minutes has passed and the classes have started and I’m not one to walk into a class that late. All is not lost as in the midst of sitting and visiting I make some new acquaintances and I am invited to come along to another hospitality event that wasn’t on my radar. Perfect! What could be better than a refreshing adult beverage with some new friends ?

Before too long it’s time to part company with my new friends and make my way to the one and only exhibitor party I have committed to and that is one being thrown by my general service contractor. While part of me really wants to hop in the car and start the 63 mile drive to Virginia (I’m tired and still need to finish packing for a weeklong adventure in China) the rest of me really wants to go since I know there will be people there that I don’t see near often enough. Some I’ve only known a couple years but have become very fond of in that short time. Some I have known my entire trade show career and I am fortunate to still see them once or twice a year and there are some who while I do see them fairly regularly, have become like family whose company I will enjoy whenever I can.

So, ExpoExpo in one day… Is it possible ? Well, kind of; you would most likely lose out on one or more of the aspects that make ExpoExpo so worthwhile like the education or the exhibits or the networking. Would I recommend it ? Nope; not even if you paid me.

IAEE DC Chapter February Luncheon

IAEE D.C. Chapter Luncheon

02/12/15 | Clarendon Ballroom | 3185 Wilson Blvd, Arlington, VA 22201

11:45 a.m. – 12:30 p.m. Networking Reception

12:30 p.m. – 2:00 p.m. Luncheon and Education Program

Topic: Attract More Attendees to Your Next Show  

Speaker/Title/Company: Margaret Core, Vice President, Industry Events, Food Marketing Institute and Sam Lippman, President, Lippman Connects

Description: During this interactive session, Margaret Core and Sam Lippman will share five ways to increase qualified buyers at your next show.  These proven techniques will come from:

  1. Margaret and Sam’s 50 years of event marketing experience;
  2. Data from the Attendee Acquisition Metrics and Practices Study produced by Exhibit Surveys and Lippman Connects; and,
  3. Best practices from Attendee Acquisition Roundtables.

Bring to this session your toughest marketing questions and best practices to share.


Are you new to IAEE DC Chapter Luncheons? Attend your first luncheon courtesy of the Chapter! We would like to offer you an opportunity to attend the upcoming IAEE DC Chapter lunch program on a complimentary basis. Through a generous offer from Freeman, the first five Show Organizer/Planner members to enter the Promo Code: ??????? when registering for the February luncheon will be registered free of charge. You may only use this offer once.

Contact Amanda Stanczyk ( to register for free today!





Important Dates:

Luncheon:                                    Friday, February 12, 2016

Pre-registration Deadline:          Wednesday, February 10, 2016 (5 p.m. EST)


Pre-register and save!


Pre-Registration Fees:

Chapter Members:          $40.00

Non-members:                $45.00

Onsite Registration Fees:

Chapter Members:          $50.00

Non-members:                $60.00

Please note:  There has been an increase in the onsite registration fees. The price for Chapter Members is now $50, and $60 for for Non-Members.

After the deadline, we will gladly register you onsite; however, please make every attempt to pre-register so the Chapter can provide correct guarantee numbers to the venue. We make every effort to accommodate all onsite registrants, but if the number exceeds the capacity of the venue, we won’t be able to accommodate additional onsite registrations.


Take the Orange line to Clarendonstop. At the top of the escalator, take a “u-turn” to the left and walk to the west 100 yards through Clarendon Park (in the median between Wilson & Clarendon Blvds). We’re across from the war monument.


From Route 66 going towards DC: 

Exit at Glebe Rd / Ballston. Exit ramp turns into N. Fairfax Dr. Travel about 1 mile, then take a left on Wilson Blvd. We’re at the next light at the intersection of Wilson and Washington Blvds on the left side.

From Route 395, traveling either north or south:

Exit at Washington Blvd (exit 8A) and head west on Washington Blvd. Travel approximately 2 miles to stoplight at Highland Ave, then take a right.  Wilson Blvd is your 2nd left directly after the Clarendon Metro Station.  We are located on the right after Hudson Street next door to Spider Kelly’s.

From DC 

Take Roosevelt Bridge towards VA. and IMMEDIATELY after the bridge exit on route 50 west (lazy right NOT hard right exit). Travel approximately 1 mile and make a slight right onto 10th Street N, then turn right on Washington Blvd. Take the 2nd right on to Highland Ave. Wilson Blvd is your 2nd left directly after the Clarendon Metro Station.  We are located on the right after Hudson Street next door to Spider Kelly’s.




Metered parking is available on the streets surrounding the Claredon Ballroom and there are several parking lots located within a couple of blocks of the venue.

Surviving Expo! Expo!

Carol-JohnsonCarol Johnson, Registration/Conference Specialist, National Trade Productions

I’ve only been in the tradeshow industry for about a year and a half and Expo! Expo! in Baltimore was my first opportunity to really get my feet wet at an industry conference. Being around a vast amount of industry professionals can be overwhelming. You can either sink, or put on your tradeshow fins and swim. At an event such as this, it can be very easy to get overlooked as a newbie but IAEE made it a very clear that we were also a priority. From my first impression, which was the First Timers Orientation and the General Session, I felt empowered to create my own journey. Not only at Expo! Expo!, but also in my professional career. I immediately began thinking how can I take advantage of this opportunity and make this most of all of the knowledge I was about to receive. At Expo! Expo! I realized that I have all of the tools that I need to succeed. All that I have to do now is go to work!

I am very thankful for the scholarship that IAEE gave me and the opportunity to experience everything Expo! Expo! had to offer. It means a lot to be a part of an organization that is dedicated to investing in their members. For my fellow newbies, I compiled a short list of survival tips:

  1. For my fashionistas, wear comfortable shoes. Even though I work on very large tradeshows, for some reason all common sense left my brain when I decided to wear heels the day the exhibit hall opened. Bad idea…
  2. Go with a plan: Obviously don’t try and plan every second of the day but check out the exhibitor list and make a plan to see the companies that could benefit your next show. With all the of action that is happening on the show floor, it’s very easy to get distracted. If you go in with a plan, you can easily get yourself back on track.
  3. Forget about your diet: There is so much food and everything is good! Do yourself a favor and let yourself indulge a little. You can work it off when you get back home. 🙂
  4. Divide and Conquer: If you are going with several of your coworkers, discuss what sessions you are all interested in. There will probably be several sessions that you want to attend that are happening at the same time. Compare schedules and then divide and conquer. Just don’t forget to compare notes after the show.
  5. Go to everything: There are several Happy hours, Receptions, Meet and Greets, etc… You may get exhausted just looking at all of the options, but it is worth it to network and socialize with vendors, clients and colleagues in a relaxed setting.
  6. Be Inspired: You will witness several industry awards given to people that are just like you. Use their accomplishments as motivation for your career. The next year it could very well be YOU on that screen.
  7. Brings lots of business cards: Flood your purse, wallet, computer bag, notebook, jacket packet, boots J with business cards. Trust me you can never have enough at Expo! Expo! and you don’t want to be the person trying to jot down emails on pieces of scrap paper.

Good Luck!

New Chairman Welcome Letter

IAEE at Doubletree BethesdaWelcome! Thank you to the 2015 IAEE DC Chapter Board of Directors for completing a magnificent year. Through their diligence and hard work, the chapter and its members have been started down a path for great success. Let’s highlight some of the fantastic accomplishments of 2015.

The chapter brought on a Chapter Administrator to help facilitate the chapter needs. This greatly improved our efficiency and helped the board members focus on the long term vision of the Chapter and its members.

The Chapter introduced for the first time ever a digital version of Showbuzz. This helped cut costs for the chapter and reach our members in a more efficient manner. We are excited to continue with the digital version of Showbuzz and inform our members with great content.

The chapter held eight very successful lunches with intriguing sessions and speakers as well as multiple special events throughout the year. We hope and will continue upon these successes for 2016, bringing even more enticing sessions and speakers to our members.

We built upon our relationship with IAEE HQ, making it stronger and aligning our visions. Through this alignment we will help shape the future.

Last but not least, the DC Chapter brought back the IAEE DC/NY War on the Shore trophy because of our esteemed Past Chair’s, Andrew Ortale, 50’ par saving putt…or so goes the tall legend.

With all of these accomplishments, surely 2016 will be an even greater year.

The focus and core theme of 2016 for the DC Chapter will be on Unity. We must unify our members with the long term vision of the chapter as well as the main focus of IAEE. As the largest regional chapter of IAEE, it is up to us to help shift the industry into the future. I believe, by working together we can propel the events industry to be the industry everyone wants to be a part of.

It is essential for the chapter to gain more active volunteers in 2016. We will hold multiple calls for volunteers throughout the year and I urge each and every one of you to help out. We are stronger in numbers and through these numbers we can accomplish all that the board has set forth for 2016.

We will introduce, what we call, micro-events throughout the year. These micro-events will have various purposes to help connect our members. They will be small and catered to individual groups for specific purposes. Part of our unity theme, we will make sure not to leave anyone to the side. These events are meant to further the connections and relationships we make within this industry.

An exciting development that occurred in 2015 and will be enacted in 2016 is the addition of a Young Professional Director position on the board. Adding such a position will help unify young professionals and integrate them all with the DC Chapter members. Coming together and working together to help educate the future of our industry.

These and many more initiatives have been put in place for 2016. Myself and the 2016 Board of Directors are excited and eager to embark on this journey together. We will all work together, board members and volunteers, as members of this great chapter. We are the largest chapter. We will be the strongest and we will help shape the future of this great industry.

I thank all of you for your continued support and on behalf of the 2016 IAEE DC Chapter Board of Directors, we look forward to working with all of our members to make 2016 the year to remember.