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CEIR Releases Part Two of Marketing Insight Series


DALLAS — What factors play into the decision whether to exhibit at a B2B exhibition? The Center for Exhibition Industry Research (CEIR) delivers some answers in Aligning Exhibit Sales for Success, the second in a new series of CEIR reports based on surveys of marketing executives in North American organizations.

“This short report evaluates who is apt to be involved in deciding to exhibit at an exhibition and how the decision-making process varies, contingent upon whether it is a new or repeat event,” said CEIR Vice President of Research Nancy Drapeau. “It includes powerful data that makes the case of the value of using the face-to-face channel to achieve the most popular, important objectives for exhibiting.”

According to CEIR, the report includes:

  • Job titles of those involved in the decision to exhibit
  • Budgeting process for exhibiting
  • Departments handling logistics after the decision to exhibit is made
  • Value assigned to B2B exhibitions for achieving the most urgent marketing and sales objectives, which tie back to the three most popular important objectives for exhibiting: sales lead generation, branding efforts and relationship management

Scripts of relevant CEIR data for exhibit staff to utilize when making the case for the value of exhibiting to prospective exhibitors are also included in the report.

Aligning Exhibit Sales for Success is free to CEIR members and $29 for non-members. The report can be downloaded HERE.

The first report in CEIR’s 2019 Head of Marketing Insight Series provides an overview of marketing and sales approaches, most urgent objectives, and brand image of the B2B exhibition channel. The series includes three more reports to be released at intervals later this year. For additional information, visit

Reach Nancy Drapeau at (972) 687-9226 or

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