Are Digital and Face-to-Face Marketing Frenemies?


by Caroline Meyers

Think about the last time you went a trade show, conference or networking event. There was a hubbub of noise and conversation. You are there to learn, meet, listen and, if you are booth staff, greet and teach.

Imagine that you are approached by someone, or maybe are seated next to someone, and you exchange mutual hellos. A couple of incidental questions and you both find a topic of common interest. You know this because your conversational partner has emoted more energy, maybe turned a little on her seat, stepped a little into your personal space.

Your conversation is enjoyable. Maybe you learn something or are able to engage her with your company’s brand message. You both smile and shake hands. Exchange business cards (which have their own personality) and part.

There are so many nonverbal cues in this scenario that you can sense and use to…

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IAEE Awards Spotlight on Al Lomas, CMP, CMM, CFE, CEM: 2016 Bob Dallmeyer Educator of the Year Award Winner

By Mary Tucker, IAEE Sr. PR/Communications Manager

Al Lomas, CMP, CMM, CFE, CEM with Certified Consulting Service has a longstanding relationship with IAEE’s CEM Learning Program, which has benefitted greatly from his contributions over the years. He serves as an outstanding international ambassador to the CEM Learning Program, with a very strong presence abroad. Al’s dedication to enhancing IAEE’s international presence is well-known among industry members and CEM students alike, with many CEM graduates praising him for his commitment to the program.

Al is also a regular contributor to the CEM Faculty Training program at Expo! Expo! and, of course, teaches various courses throughout the U.S. on a regular basis. He has also contributed his expertise for updates to the CEM course materials. Al’s dedication and commitment to furthering IAEE’s education objectives earned him the IAEE Bob Dallmeyer Educator of the Year Award in 2016. Here, he talks with IAEE about teaching domestically versus abroad and his approach to facilitating the IAEE CEM Learning Program.

2017.03.22 Award Spotlight_Lomas
Awards presentation during the Networking Luncheon at Expo! Expo! IAEE’s Annual Meeting & Exhibition 2016 in Anaheim, CA. From left to right: Representing the IAEE Awards Committee, Randy Bauler, CEM; Al Lomas, CMP, CMM, CFE, CEM; and IAEE President and CEO David DuBois, CMP, CAE, FASAE, CTA.

IAEE: You have facilitated IAEE’s CEM Learning Program in Azerbaijan, Canada, China, India, Mexico, Korea and the U.S. What do you enjoy most about teaching classes across various borders?

AL: It is important to recognize that when teaching in the USA or in another country, one has a responsibility to three different entities; the CEM candidate, the licensee and IAEE. IAEE has placed its confidence in me to present the course while the licensee has paid thousands of dollars for my airfare, meals and lodging. Failure to communicate the content and the concept of the body of knowledge is not an option. In preparation for my new assignments, I spend weeks in preparation. The majority of the preparation for an international assignment begins with the research for a better understanding of how expositions are produced in those countries.

To me, preparing for the class is the most enjoyable part of any course. I prepare by researching the licensee, the top five expo centers, the class roster and reading about the top 10 shows in that country. The execution of the class is also fun – and the most exhausting portion of the course – as it is being taught in the student’s second language.

Another fun challenge is learning the customs of the culture; from business card etiquette, bowing when introduced and never making a student feel uncomfortable by asking a student a direct question to which they may not know the answer.


IAEE: These are all very different regions with very different cultures. What similarities do you come across in your students and what differences really stand out to you from region to region?

AL: The students around the world are similar to the U.S. audience in the respect that they are all are adult learners, and hungry for education and the knowledge of best practices. All students want to succeed, advance their careers and be more valuable to their sponsoring organizations. The fear or apprehension of the unknown and being tested regardless of borders is the same from country to country. In other countries, especially in Asia, the students are very focused. They read the modules in advance of the class and study during their breaks and lunch.

The challenge for me is that, in international classes, the mix of students may include a significant number of educators (professors and Ph.D.s) from colleges or universities where the majority of their exhibition industry experience is more in theory than in practical experience. The questions, understanding and thought process of educators is very different from those students working events on a daily basis. The common mix of an international class will include educators, venue suppliers, organizers and hotel managers, but mostly project managers with substantial experience.

And, though all speak English, not all are fluent as it is their second language. I must choose my words wisely, talk slowly and completely forget using metaphors. It is sometimes difficult to understand verbal responses from the table group representative when reporting their conclusions of a case study.

Another major difference is that in the U.S., we teach utilizing more experiential methods while abroad the lecture method is more acceptable with a smaller amount of experiential teaching.

IAEE: You’ve been teaching CEM courses for over a decade. How would you compare your teaching experience now to when you began?

AL: Years ago, the accepted process of teaching CEM courses was to provide lectures mirroring the PowerPoint and the content of the module. Approximately six years ago, a decision by the CEM Commission and IAEE education staff was made to make our classes more student-centered than teacher-centered, and to begin using proven alternate methods of adult instruction based on experiential teaching methods. Though this was nothing new to the teaching world, it was different to the CEM Learning Program. After some serious faculty training, we tested it and the instructors adopted the new method of training. Each instructor is given the latitude of deciding how much experiential teaching (learning from each other vs. learning from the teacher) to use.

I continue using a mix of lecture and experiential teaching with no specific formula. Each of my class presentations is tailored to the subject, the country, the audience mix, the job titles, the experience in the room and strategically decide how to proceed for that one day.

Many will say I am “old school” and responsible for killing many trees, but my many handouts and quizzes are essential to my method of instruction. I teach by reinforcement: you read the term in the module, you hear the term verbally, you see the term on the screen, the term appears on the quiz and then someone verbally answers the question. Repeat, repeat, repeat and then you put the terms into practice in a group exercise, but only after the concept has been explained and understood. Anyone can explain a term, but not everyone’s explanation can be understood.

Success is measured by the evaluations at the end of the day and I am only as good as my last student evaluation.

CEM Course

Check out the list of upcoming CEM Courses here

IAEE: What is your favorite CEM module to teach and why?

AL: Security, Risk and Crisis Management is my favorite module to teach. In teaching this module my 32 years of venue, concert, special event, meeting, sports and exhibition experience become part of the class experience. I share my experiences after the students have shared theirs.

My intention is to make sure the student knows that it is the responsibility of each employee of the organization to be involved with attendee safety, the threat of crime and loss of property. We think about crisis, threat analysis, mitigation and decision-making all day from start to finish. I realize that all the terminology associated with contracts and insurance in the module can be very boring, so I spice it up with role playing, quizzes, crossword puzzles and multiple real-life crisis incidents. Time really flies by when you’re having fun!

IAEE: You are known among your students as a very colorful, high energy instructor. What approach do you take in keeping teaching fresh and interesting for you as the facilitator of the course?

AL: I never teach two classes the same, even when it is the same topic and the same module I taught last month. I enjoy teaching and preparing for each course by rereading the materials, tweaking the PPT, and developing new and fresh scenarios for the table groups to work on during the day.

Learning should be fun and should relate to real practical experiences of the people in the room. I play music before class, the tables are laced with canisters of Play Doh and pipe cleaners for the purpose of creating the “Art of the Show” for the day. The atmosphere is relaxed, yet structured, for optimum learning by allowing the candidates to feel my passion for the CEM Learning Program.

The most important piece of information of my class is not the module or PPT, but the class roster. I study the roster, compare job categories (organizer vs. supplier), years of experience and the number of candidates from the same companies. The candidates are strategically placed at different table groups specifically for the purpose of interaction. The dynamics of the class is hampered if I have five people from the same organization and they all sit at the same table. I observe eye contact, body language and attempt to engage those who may be distracted by phone calls, business emergencies or family concerns. Most of all, I solicit early morning feedback (formative evaluations) to make sure the audience agrees with my agenda.

The adult learners in the room usually walk in with three objectives: 1) they want to pass the exam at the end of the day; 2) understand the concept of the topic; and 3) have takeaways they can put into practice the first day they get back to work. It is my responsibility to meet those objectives and to make it a pleasant experience for the CEM candidate. At the start if each class, I make a mental note of how I felt when I was sitting in my first CEM class and proceed with that thought throughout the day, and try to keep things loose.

As I see it and mentioned before, I am only as good as my last evaluation. The CEM candidate or their employer paid several hundred dollars for the course, travel and lodging, and deserve the best IAEE can offer so I attempt to provide a solid performance while making it a pleasant experience for the student.

IAEE: What advice would you give someone considering earning their CEM designation?

AL: The most important decision regarding earning your CEM is the decision to seek the designation. Some people enjoy the online course study, while others will only do face-to-face CEM classes. In face-to-face classes you have interaction with the other candidates; networking opportunities; and, at the end of the day, your course is finished. Plan your CEM Day or CEM Week so that you can devote your time to the task at hand and not having to leave the room every 15 minutes to answer calls from work.


Register for CEM Week LA on 17-21 April here!

You will benefit from earning this premier designation by increasing your confidence, becoming more valuable at work and wind up possessing one more desirable trait than your competition, should you decide to seek new employment in the future.

IAEE: When you won this award, you mentioned how moved you were to receive an award bearing Bob Dallmeyer’s name. How did Bob impact your experience in the industry and what makes this award so special to you?

AL: Bob Dallmeyer was the consummate professional, mentor to many, an icon in the exhibitions industry and generous with his time to others.  He was respected for his understanding of the exhibitions industry worldwide. He was known as a man of high integrity, leadership, honesty and character. As an educator, he was known as a great presenter and teacher of the CEM Learning Program. All any of us in this industry can do is to follow his example. When Bob walked into a room most knew who he was and, if not, soon wanted to meet him. In his presence when talking with you, he made you feel you were the most important person in the room. I miss him; and as an individual, he was just one great guy!

IAEE is accepting nominations for the 2017 Bob Dallmeyer Educator of the Year Award! Click here to learn more about the IAEE Individual Awards and submit your nominations today!

Effective Marketing Appeals to Emotions


by Silvia Pellegrini

The most difficult things to sell ALWAYS end up being products and services people actually  need–the kinds of products and services they feel are almost forced upon them.

When we have to make a logical purchase, like car insurance to protect ourselves and our financial future, for example, we aren’t at all excited about having to do so–even when we know, deep down on a logical level, that it’s the smartest thing for us to do.

There’s just no real appeal in logic, and that’s why the world’s most successful marketing campaigns appeal to our emotions, as opposed to laying out a clear-cut and concise view of why we “need” to buy whatever it is we’re peddling.

Emotions ALWAYS trump logic

When you get right down to it, human beings are tremendously emotional creatures, and the emotional part of our brains–our “lizard brain”–is much older and much more…

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The Most Important Career Advice Nobody Talks About

Originally published by Lindsey Pollak 14 March 2017

Have you seen the documentary 20 Feet from Stardom? I recently watched it (a little late, I know), and I was struck by several insights applicable to success in any industry. (Pro tip: You can “rent” it from Amazon for just 99 cents!)

The movie won the 2014 Academy Award for Best Documentary Feature, and it explores the world of backup singers, the entertainers who sing and dance just out of the spotlight. They are arguably some of the most talented singers in the world, yet they haven’t broken out to become household names like Sting, Sheryl Crow and Stevie Wonder, also interviewed in the film.

Some of them may still break out, and some never will. The movie spends a lot of time pondering the question of what makes some people superstars and not others. Clearly, it’s not just talent.

On that topic, Sting shared an observation near the end of the film that has really stuck with me:

“There’s this idea that you go on American Idol and become a star, but that means you’ve bypassed the spiritual work that you have to do to get here. If you bypass that, then your success will be wafer thin.”

In his opinion, sometimes it’s not solely your innate talent, but also the internal, personal development work (what he calls the “spiritual work”) that makes you not just successful but able to handle that success. I don’t think we talk enough about this — working on yourself and not just working on your work.


It’s a common refrain from younger professionals, “I’m good at my job, so why can’t I get promoted?”

You may want to be promoted after a few months of work. Are you capable of doing some or most of the work that bigger job will require? Maybe you are. But I believe that time has value in and of itself.

As you wait and learn and gather new skills and understandings and confidence and resilience, big changes happen that you might not even realize. And many of those changes aren’t directly related to your job IQ. You’re acquiring maturity and self-knowledge, gravitas and a comfort level that will give you more career success in the long run. You are building a solid foundation that will support you for the rest of your career.


There’s no question we live in an instant gratification society, and that certainly comes into play with the desire for an immediate promotion. But when I look at the people I most admire, I see they’ve amassed deep knowledge that only grows thanks to time and experience.

As a speaker, I’m often asked if I get nervous on stage. The truth is, I’m really not, and here’s why: I have studied my craft for almost two decades. I know my content deeply. I have been challenged on virtually all of my ideas and opinions. I have experienced a multitude of challenges, mistakes, criticisms, snafus and successes. And I can’t really point to one single moment or experience when I thought, “I’m not nervous!” It took a long time and evolved along with my business. For me, there has been no such thing as overnight success.

There’s a story I love in the book Art and Fear about quality vs. quantity. One group is given clay and told to make the best pot possible, while the second group is told to make as many pots as they can. In the end, the group that made the most pots ended up with the best ones as well.

I believe that a quantity of time working can matter just as much as the quality of your work.


So why do we all want to rocket straight to the top?

For the first 10 years of my career, no one was paying attention to my progression. They might have asked how it was going, and I’d give a pat answer, but I didn’t have the pressure of others checking my pace on LinkedIn and measuring my progress building clients and audiences. I’m sort of grateful I started my business before social media really took off.

These days, it’s harder to toil away and bide your time, because it seems like everyone’s watching.

Sure, there are those who become highly accomplished CEOs at age 28, and that’s great, but the vast majority of us don’t. And I believe, in retrospect, that those who spent the time developing themselves will agree that it was worth it.

The Supremes – and their back-up singers – know that “You Can’t Hurry Love.” I don’t think you can hurry career success either.

SOURCE: The Most Important Career Advice Nobody Talks About

25 Quarters and… Stopping: Consistent Tradeshow Industry Growth Comes to an End


by Michael Hart

You had to figure it was going to end sooner or later: After 25 consecutive quarters, tradeshow industry performance experienced a decline at the end of 2016, according to the most recent CEIR quarterly report.

The year-over-year decline was a modest 0.4 percent in the fourth quarter of 2016. The decline in real revenue looks a bit more serious: 1.8 percent less than a year earlier.

Everything ends sooner or later. Still, when you move past the top-line numbers of the CEIR Index report of tradeshow performance, you might start thinking it isn’t just “one of those things.”

For the total year – not just the fourth quarter – growth in the tradeshow industry was modest at best. The 2016 total index grew 1.2 percent over 2015, compared to 3.3-percent growth in 2015 over the year before.

Net square footage growth for the year, at 1.8…

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IAEE Awards Spotlight on Bob Hancock: 2016 Merit Award Winner

By Mary Tucker, IAEE Sr. PR/Communications Manager

Bob Hancock is General Manager, Atlanta with onPeak | GES. He was nominated by the IAEE Southeastern Chapter for his tireless support and participation of the chapter’s activities. He served honorably as Chairperson of the chapter’s Sponsorship, Educational Conference and Industry Relations committees in addition to serving as Secretary, Treasurer, Vice Chairperson, Chairperson, Immediate Past Chairperson and Co-Chair of the 25th Annual Southeastern Classic.

Register for the 26th Annual Southeastern Classic in Myrtle Beach, SC on 26-28 July, 2017!

Bob’s focus on engaging young professionals led to the creation of two YP positions on the chapter board. He was also instrumental in bringing YP meet-ups to the chapter with incredible success. Bob’s work with chapter sponsors increased sponsorship revenue and satisfaction levels. His community outreach on behalf of the chapter allowed for generous donations to local charity American Cancer Society Hope Lodge. Bob is considered a great asset by chapter leaders, as reflected in his selection in 2016 for the IAEE Merit Award. Here, Bob shares with IAEE great advice he received and continues to pay forward, as well as the achievements he is most proud of with the IAEE Southeastern Chapter.

2017.03.08 Award Spotlight_Hancock
Awards presentation during the Networking Luncheon at Expo! Expo! IAEE’s Annual Meeting & Exhibition 2016 in Anaheim, CA. From left to right: Representing the IAEE Awards Committee, Randy Bauler, CEM; Bob Hancock; and IAEE President and CEO David DuBois, CMP, CAE, FASAE, CTA.

IAEE: You were commended for being incredibly active in your local chapter by serving on various committees, and playing a key role in many of its activities and events. What do you enjoy most about being a part of the chapter’s leadership?

BOB: I love working with my peers on the Board. This is the best group of people to work with; they are goal focused, hands-on and genuinely enjoy each other. Being on the Board doesn’t feel like work at all, which is a testament to the relationships that have been created. We truly believe that we have the best chapter and continue to work together to keep pushing it to the next level.

IAEE: You have served in every officer’s position on the executive committee. How did each contribute to your understanding of the inner workings of the chapter and do you have a favorite?

BOB: As Treasurer and Secretary, you learn how the chapter operates from a financial and operational standpoint. You see where finances can be increased, and expenses eliminated, to create a more streamlined organization.  As Vice Chair, you automatically oversee the annual educational conference, which is one of our signature annual events. This position allows you to work on a more national level in terms of speaker recruitment, as well as reaching out to our regional members to secure locations for the event. You get the chance to step outside of Atlanta and our community, while continuing to build those relationships that we as a chapter value.

By the time you make it to Chair, we like to joke that it is all downhill from here. You understand how the chapter operates, and your job is to basically steer the ship and make sure that all committees and leaders are working together to achieve the common goal. As Immediate Past Chair, you take on the role of advisor, in addition to spearheading the Nominating Committee for the next set of Board members. It’s a lot, but when it is your turn to be Chair, you have done your training and are well prepared to lead.

I enjoyed serving in all my positions, but I must say that my favorite was serving as Chair of the 2014 Classic in Savannah and Co-Chair of our 25th Annual Classic last year in Atlanta. The planning and execution of these events were hard work, but to see it payoff with record attendance and quality education was extremely gratifying.

IAEE: Your efforts to advocate for young professionals within your chapter has led to two YP seats on the chapter board as well as successful implementation of YP meet-ups and overall participation. What do you consider the most important benefit to engaging YPs?


BOB: YPs are the future, plain and simple. They have a voice and deserve to be heard. The best way for our chapter and its leadership to continue its success, is to get them engaged now. They have great ideas, are enthusiastic about learning the business, and are in tune with today’s trends which make them true assets to this industry. The Southeastern Chapter Board is all about the YPs and getting them ready for leadership. As industry veterans, it is our responsibility to mentor and train our YPs to be successful in this industry that we are all passionate about.

IAEE: As a chapter leader volunteer, did you have a mentor you looked to for guidance? If so, how did this person help shape your career?

BOB: I remember some advice from 20 years ago, from two industry veterans that I still carry with me today and share with young professionals. Simply put: the more engaged you are in any organization you belong, the more you will reap the benefits and feel the rewards in time. That was the most honest and factual piece of advice, as I still live it every day. Not only have I applied this to my volunteering but to my career as well.  I don’t believe that I would be where I am today if I was not engaged. By doing this, I have created relationships over the years that have proven to be one of the keys to a successful career in this industry that I love.

IAEE: Has your involvement on the chapter level led to involvement on the national level? If so, what appealed to you about spreading your wings?

BOB: My chapter level involvement has been the catalyst for me wanting to do more, and participating on the Chapter Leadership calls have given me new insight into the industry. The interaction and feedback that we gave each other on those calls allowed me to see what was taking place nationally and has continued to further my knowledge. Again, going back to that advice 20 years ago, GET INVOLVED!

IAEE: How do you find balance with volunteering for the Southeastern Chapter and your day job?

BOB: After serving on the Executive Committee for the past 5 years, you learn how to balance and manage your time. Volunteering is not always a standard 9 to 5 workday (though neither is work sometimes!). There are evenings and weekends that come into play, but we are lucky enough that our chapter has an executive office that assists us with our duties.

IAEE: How do you hope your legacy to the chapter will be remembered?

BOB: Just because my term as an executive committee member is up, does not mean that I stop working. I hope that future leaders in the chapter follow in my footsteps and continue to take on new roles within IAEE. In the end, your level of involvement is what matters the most and what continues to strengthen our chapter. The foundation I set for the YPs of our industry will be the best legacy that I could leave. I hope in years to come the chapter continues to promote and support them, as they are our future.

 IAEE is accepting nominations for the 2017 Merit Award! Click here to learn more about the IAEE Individual Awards and submit your nominations today!

Introducing 2017’s Best Giveaways for Trade Shows – Canada

Originally posted by 4imprint

Top trade show promotional products.

Planning a booth (or two or more) at a trade show this year? Not sure what trade show giveaways will get and keep your customers talking for days and months after the show? With thousands of branded items available, it can be hard to figure out what the best giveaways for trade shows are. That’s why it’s important to familiarize yourself with the latest promotional product trends so you can make sure your name stands out in a vast sea of competition.

We’ve pulled together some unique promotional products trends. Use these to separate your trade show booth from everyone else.

Technology drives the biggest promotional products trends.

Promotional power banks.

When you look at technology, everything is about going mobile and going wireless. And with 73 percent of people owning a smartphone and 49 percent owning a tablet, it’s clear that mobile devices aren’t going away any time soon. On the contrary, they’re going everywhere!

One of the big trends at trade shows is charging stations for mobile devices, including phones and tablets. Even more convenient: Taking portable power with you in your pocket. Advertising Specialty Institute (ASI)® says that 60 percent of consumers would be more likely to do business with a company that gave them a portable power bank, and 87 percent would keep one because it’s useful. An ultra-portable option is the Fusion Power Bank, or for more power to go, give a Marco Power Bank to customers and clients.

The 2017 PPAI® Expo featured adhesive cell phone wallets that attach to smartphones, giving users a place to store important cards without having to carry a bulky wallet in their pocket or purse. Two of the best giveaways for trade shows that will “stick around” are the Silicone Smartphone Wallet and the Samara Smartphone Wallet Stand with Stylus, both of which keep your brand in mind every time a customer reaches for his or her phone.

Another popular item category is wearables, including fitness trackers and smartwatches. About 10 percent of people use a wearable device, according to Catalyst® Canada. But wearable adoption is growing rapidly, with ownership doubling in the past year. To help remind your customers to get moving and to remember you, hand them a Pedometer Watch.

Some of the best giveaways for trade shows go green and natural.

Environmentally friendly promotional products.

Logo’d soft-sided coolers are also a popular trade show promotional item, especially if it’s eco-friendly like the Therm-O-Tote Insulated Grocery Bag, which is made from 100 percent recycled materials. Or, prevent plastic water bottles from filling up the trash with reusable metal water bottles. The Carabiner Stainless Steel Water Bottle not only can be carried by hand, but also by the trendy carabiner and strap.

Choosing the Best Trade Show Giveaways

People keep promotional items because they’re useful.

It’s important to note that the most effective trade show giveaways are items that provide high-quality, long-term value to the customer and work with the rest of your marketing plan to deliver a cohesive strategy. ASI states that 82 percent of people keep promotional items because they’re useful. With a little creativity and thoughtfulness about your audience, you can find ones that are unique and cut through the clutter. No matter which of the year’s best trade show giveaways you choose, you’re sure to get noticed in 2017.

SOURCE: Introducing 2017’s Best Giveaways for Trade Shows – Canada

The Art of Giving and Receiving Feedback at Work

Originally published by Lindsey Pollak 24 February 2017

Do you wonder if you’re giving your employees feedback that can help them excel at their jobs — and feel more included? Chances are, we could all improve at giving feedback at work. In fact, one survey found that 64 percent of employees wanted their supervisor to check in with them at least every two weeks.

This desire for frequent, steady feedback has even been tied to the demise of the annual review. Who wants to look in the rearview mirror at what they did months ago when they could be improving today?

The articles below address the reality that not everyone appreciates feedback (ahem: criticism!) but there are ways you can make feedback at work more palatable — whether you’re on the giving or receiving end.

Share Positive Feedback in a Group to Extend its Power

“It’s probably not breaking news to most people that “one-on-one” was overwhelmingly considered the most effective way to give feedback. But that doesn’t mean it’s always the best. It’s important to match the right kind of feedback to the situation. For example, if an employee does an exemplary job on a big project, it may be more effective to give them feedback publicly, in front of their peers. … A few encouraging words of recognition for a job well done in front of peers can go a long way toward ensuring your employees feel their work is valued, which helps keep them engaged.” — Read more at Refresh Leadership.

Forget The Positive/Negative/Positive Structure: Here’s Why

“It’s easier for our brains to process and remember specifics than to handle conceptual ideas. Research has found that we remember concrete words like ‘chair’ better than abstract words like ‘comfort.’ As a result, if we hear a generic positive statement (‘It’s great! You’re great!’) followed by a list of specific things we should change, our brains will quickly discount that quick splash of praise and focus entirely on the negatives.” — Read more at Fast Company.

Receiving Negative Feedback at Work? Take Ownership

“If your boss remarks that you’ve regularly missed deadlines and have disrupted the workflow of others as a result, that’s something you need to own up to. And you need to make efforts to turn it around. … You might say, ‘Thank you for pointing this out. I’m aware that I’ve been behind schedule turning some things in, and I know it’s something I need to work on. Starting ASAP, I’m going to take a look at my calendar and to-do list and find a way to prioritize needs so that I don’t miss another deadline. And, if for some reason, I find I’m going to be late with something, I’ll communicate that as early as possible.’” — Read more at The Muse.

Sort out the Helpful Feedback So You Can Act On It

“If others criticize your ideas or performance, focus on the more relevant comments to narrow the criticism down. This will make it easier to address, and the conversation moves from what you did wrong to what you can do right.” — Read more at Fortune.

Even As a Supervisor, Sometimes You’re On the Receiving End

“For managers who want to avoid these pitfalls and foster a speaking up culture, the research suggests several takeaways. One important one is to actively embrace constructive conflict. Rather than waiting for employees to speak up – thus risking their own professional reputations – start a debate. A structured debate can force multiple perspectives out into the open. Another is to regulate your emotions. Whenever you feel threatened by something an employee says, think about whether you want to escalate a potential conflict further before you react. Don’t shy away from stating — in a direct and constructive way – your own point of view. But don’t let negative emotions come pouring out.” — Read more at Harvard Business Review.


Customer Satisfaction: Event Marketing’s Hot Metric

How do you build customer satisfaction? Read more to find out! By: @DaveBrull, VP Global Accounts at kubik.


by David Brull

Event marketing will never go away. In fact, it’s gaining importance to exhibitors, even with so many other distractions out there.

According to The State of Customer Marketing 2017, a survey of over 200 marketing leaders (primarily from B2B companies), companies identified three key areas for success in customer marketing efforts: relationship building, communication and customer satisfaction.

The third area, customer satisfaction, is fast becoming a key metric when exhibitors determine event marketing ROI.

The State of Customer Marketing 2017 suggests what we all already know: customer satisfaction matters! Organizations reporting moderate to significant revenue from customer marketing are two and a half times more likely to report high levels of customer satisfaction.  Not a surprise. But the question is, how do you build to that level of satisfaction?

The answer, in part: event marketing.

Whether it’s a trade show, an exhibitors’ private event, or a road show, events help drive people from prospect to customer, allowing…

View original post 148 more words

CEM Faculty Spotlight on Eric Hoffend, CEM

Eric Hoffend, CEM, is Vice President, Business Development for Freeman, which supports the power of face-to-face marketing by providing full-service resources for expositions, corporate events, conventions and exhibit programs across North America. Based in Las Vegas since 1998, he has direct responsibility for developing new business opportunities nationally and manages the sales team in Nevada. Eric received his CEM designation in 2009 and continues to be actively involved with IAEE, PCMA and, locally, with LVHA in Las Vegas.

IAEE sat down with Eric Hoffend, CEM to discuss how the exhibitions and events industry impacted his life and how he is involved in IAEE’s CEM Learning Program.

How long have your been in the industry?

I have been in the industry for 25 years.

How did you become involved in the industry?

I was born into the industry, wrapped in banjo cloth as a child. My grandfather was in the stage and rigging business, and my father on the official contractor side.

What are your responsibilities in your current role?

I manage a team of 90 business professionals at Freeman in the Nevada & Northwest region of the U.S.

What drives your involvement with IAEE and the CEM Learning Program?

Being an IAEE (formerly NAEM and IAEM) member for 25 years has been the foundation of my successful career. This is the best way to give back to an incredible industry; by sharing life experiences with face-to-face engagement.

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When did you become a member of the CEM faculty?

I joined the CEM Faculty in 2012.

What was your most memorable experience from teaching?

My most memorable experience from teaching is traveling to Seoul, South Korea, and managing the cultural differences while presenting to a group that probably only understood 70% of what I was saying.

What are a few of the benefits of teaching CEM?

Teaching CEM courses allows you to network, build your personal brand and improve your presentation skills.

How has the CEM designation helped you in your career?

The CEM designation has given me exposure outside my comfort zone at IAEE meetings. The CEM designation and the learning program help me understand and look at my customers’ challenges from a different perspective, making me a better resource for them.

CEM Salary Inforgraphic_Freeman

Do you have any advice for other CEMs who may want to start teaching?

I recommend reading the syllabus three times: 90 days, 60 days and 1 week out before teaching.  Practice presenting the material at least twice. Finally, have fun and make it original.