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48 Results
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Contains 3 Component(s), Includes Credits Includes a Live Web Event on 08/12/2026 at 10:30 AM (CDT)
Exhibition organizations have evolved rapidly, and organizational structure is now a key driver of growth, profitability, and efficiency. Traditional team models are no longer enough for organizations looking to scale and improve sales performance. This session explores how exhibition organizers are building efficient, high-performing sales teams and structuring their businesses for stronger alignment across sales, operations, and marketing. Through practical examples, Matthias highlights current best practice in sales team design and company structure. Attendees will gain clear insight into what effective exhibition company structures look like today and how they support sustainable growth and profitability.
Exhibition organizations have evolved rapidly, and organizational structure is now a key driver of growth, profitability, and efficiency. Traditional team models are no longer enough for organizations looking to scale and improve sales performance. This session explores how exhibition organizers are building efficient, high-performing sales teams and structuring their businesses for stronger alignment across sales, operations, and marketing. Through practical examples, Matthias highlights current best practice in sales team design and company structure. Attendees will gain clear insight into what effective exhibition company structures look like today and how they support sustainable growth and profitability.
Learning Objectives:
- Build a business centered company structure
- Develop an agile sales team
- Establish a team in an international context
IAEE Webinars are FREE to members and available to non-members for $79.
Matthias Tesi Baur
CEO
MBB-Consulting Group
Matthias Tesi Baur is an experienced strategist and consultant in the international business sector with over 24 years of expertise in the global trade fair and B2B industry. His career includes leadership positions at industry giants such as Messe Frankfurt, Reed Exhibitions, and UBM/Informa. Baur is distinguished by his ability to establish innovative business platforms in key markets including the USA, UK, and Asia. As Global E-Business Director at Reed Exhibitions, he led pioneering projects in digital transformation and big data. At UBM/Informa, Baur was responsible for an extensive portfolio of trade fairs and conferences, building international teams and achieving growth in the high double-digit range. Since 2012, he has been leading the MBB-Consulting Group, which specializes in growth strategies, M&A, and management training in the B2B sector.
Upon completion of this session, participants will receive 0.75 clock hours which is eligible towards CEM recertification.
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Register
- Non-member - $79
- Member - Free!
- Freeman Member - Free!
- More Information
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Contains 5 Product(s)
Discover key strategies and insights at Expo! Expo! 2025 with these top five sessions covering essential topics for event professionals. Learn how to build competitive strength in a saturated market, navigate exhibitor and sponsor challenges, align leadership and sales for increased event revenue, explore innovative event design ideas, and tackle food waste prevention to promote sustainability. Equip yourself with the knowledge to elevate your event success and drive meaningful impact.
Discover key strategies and insights at Expo! Expo! 2025 with these top five sessions covering essential topics for event professionals. Learn how to build competitive strength in a saturated market, navigate exhibitor and sponsor challenges, align leadership and sales for increased event revenue, explore innovative event design ideas, and tackle food waste prevention to promote sustainability. Equip yourself with the knowledge to elevate your event success and drive meaningful impact. These top five sessions include content on marketing, sales, sponsorship, sustainability, and event design:
- Expo! Expo! 2025 Strategic Targeting: How To Build Competitive Strength In An Over Saturated Market
- Presenter: Sherron Washington, MA
- Expo! Expo! 2025 Navigating Exhibitor & Sponsor Challenges: Rules, Relationships & Results
- Presenters: Barbara Dunn, Angie Silberhorn, and Dan Corcoran
- Expo! Expo! 2025 Aligning Leadership & Sales: A C-Suite Strategy For Event Revenue
- Presenters: Brittany Shoul, Dan Cole, CEM, Jay Blakenship, Sean Soth
- Expo! Expo! 2025 Freshly Baked
- Presenters: Sara Taylor and Angela Strahan
- Expo! Expo! 2025 What A Waste: Food Waste Prevention For #Eventprofs
- Presenter: Jessie States, CMP, CMM
Expo! Expo! 2025 Navigating Exhibitor & Sponsor Challenges: Rules, Relationships & Results
Presenters:
- Barbara Dunn, Attorney & Owner, Barbara Dunn Law PLLC
- Angie Silberhorn, Event Director, Water Quality Association
- Dan Corcoran, Chief Operating Officer, Corcoran
Expo! Expo! 2025 Aligning Leadership & Sales: A C-Suite Strategy For Event Revenue
Presenters:- Brittany Shoul, SVP of Revenue Strategy & Operations, MCI USA,
- Dan Cole, CEM, Senior Director, Exposition Sales, AVIXA,
- Sean Soth, Leadership Advisory Board Chair, Professionals for Association Revenue
- Jay Blakenship, Senior Vice President, Revenue Strategy, MCI
Expo! Expo! 2025 Freshly Baked
Presenters:
- Sara Taylor, Senior Director of Conference Operations, Viticus Group
- Angela Strahan, Vice President of Creative Services & Strategy, Fern, an Nth Degree company
Expo! Expo! 2025 Strategic Targeting: How To Build Competitive Strength In An Over Saturated Market
Presenter:- Sherron Washington, MA, Founder and CEO, The P3 Solution
Expo! Expo! 2025 What A Waste: Food Waste Prevention For #Eventprofs
Presenter:
- Jessie States, CMP, CMM, Vice President, MPI Consulting
Upon completion of all five sessions, 8.25 clock hours will be eligible for CEM recertification.
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Register
- Member - $179
- Freeman Member - $179
- More Information
- Expo! Expo! 2025 Strategic Targeting: How To Build Competitive Strength In An Over Saturated Market
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Contains 3 Component(s), Includes Credits Recorded On: 12/09/2025Best of Expo! Expo! 2025
In today’s competitive event landscape, C-suite leaders can no longer afford to sit on the sidelines of the sales process. This session is crafted specifically for event and trade show organizers looking to turn executive leadership into an active sales asset. Learn how aligning your leadership and business development teams can drive greater sponsor, exhibitor, attendee engagement, and ultimately increase event revenue! We’ll explore the “5 Cs” of strategic executive involvement in the event sales process, with a focus on real-world application for high-value partnerships.
In today’s competitive event landscape, C-suite leaders can no longer afford to sit on the sidelines of the sales process. This session is crafted specifically for event and trade show organizers looking to turn executive leadership into an active sales asset. Learn how aligning your leadership and business development teams can drive greater sponsor, exhibitor, attendee engagement, and ultimately increase event revenue! We’ll explore the “5 Cs” of strategic executive involvement in the event sales process, with a focus on real-world application for high-value partnerships.
Learning Objectives:
- Establish cross-functional alignment between leadership and sales for key revenue-driving moments.
- Understand the 5 Cs of the collaboration process between sales and executive leadership.
- Walk away with actionable insights to elevate executive presence as a core part of event revenue.
This session is $49 exclusively for IAEE Members and is not available for non-members.
Brittany Shoul
SVP of Revenue Strategy & Operations
MCI USA
Brittany Shoul is SVP of Revenue Strategy & Operations at MCI USA, where she leads a sales team specializing in outsourced advertising, sponsorship, and exhibit sales for associations and event organizers. With nearly 20 years of experience driving non-dues revenue growth, Brittany partners with associations to create high-impact sales strategies that increase revenue, member value, and partner ROI. Brittany is a frequent speaker and contributor on topics including AI in business development, data-driven sales leadership, and designing value-driven sponsorship programs. Her insights have been featured in industry publications and podcasts, and she continues to shape the conversation around the future of association revenue.
Dan Cole, CEM
Senior Director, Exposition Sales
AVIXA
With over 35 years of professional sales and leadership experience, Dan Cole is a renowned executive, writer, and speaker known for his expertise in sales fundamentals and team success. Formerly Senior Vice President at the International SPY Museum, Dan now leads sales at AVIXA’s InfoComm show. His career includes executive roles at Hargrove, Inc., and he has over 16 years managing business development for CES and CTA. Starting in sales at Lanier Worldwide, Dan moved to National Trade Productions, Advanstar, and Yellowbrix. Awards include IAEE’s Outstanding Sales Executive and the International Business Awards’ Sales Executive honor. He serves on PAR’s Leadership Advisory Board and CEIR’s Research Council while shaping industry strategies and innovation.
Jay Blankenship
Senior Vice President, Revenue Strategy
MCI USA
Jay Blankenship is a seasoned professional with over two decades of experience in leadership and entrepreneurship. He has a proven track record of designing and executing successful sales and marketing strategies that drive revenue growth, delivers measurable marketing results, and enhance customer experiences. Currently serving as the Senior Vice President of Revenue Strategy & Operations, Enterprise for MCI USA, Jay leads all project-based work involving sales and revenue consulting. He also leads the enterprise sales team specializing in non-traditional non-dues revenue. Jay has extensive knowledge of the legal, oceanography, proAV, and energy sectors.
Prior to his current role, Jay held leadership positions with prominent mass media and event sponsorship organizations such as BridgeTower Media, BH Media Group, Media General, HiBu, and iHeartMedia. He oversaw integration with digital agencies as well as built revenue models for professional and consumer-based events. He has developed membership marketing programs and budgets for various nonprofit organizations, including co-founding his own nonprofit focused on educating young entrepreneurs.
Jay earned his Bachelor’s degree in Media Studies with a concentration in Advertising and a minor in Graphic Design from Radford University. When he’s not working, he enjoys indulging his passion for cooking and spending time outdoors with his wife, two daughters, and three dogs.
Seth Soth
Leadership Advisory Board Chair
Professionals for Association Revenue
Sean Soth is the Leadership Advisory Board Chair of Professionals for Association Revenue, a member organization focused on improving association business development through community and resources. In his role as CEO of Hi-Fidelity Group, Sean helps association teams build and grow their non-dues portfolio, including expo, sponsorships, partnership and other initiative driven programs.
In 2011, Sean helped launch the Society for Clinical Research Sites and has continued to help grow the organization to nearly 13,000 members, reaching top pharma and life science organizations and delivering up to 7 conferences annually. As a recognized business development expert, Sean has led multiple sales portfolios in a variety of industries including life sciences, legal, government contracting, association management, training and development, and healthcare. Sean loves to learn about association business successes and would welcome a conversation on your favorite record or band of all time.
This session upon completion is eligible to earn 1 Clock hour towards CEM recertification.
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Register
- Member - $49
- Freeman Member - $49
- More Information
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Contains 3 Component(s), Includes Credits Recorded On: 12/09/2025Best of Expo! Expo! 2025
Exhibitors and sponsors play a critical role in the success of trade shows, yet managing these relationships presents unique challenges. From eligibility concerns to contract enforcement, off-site activities, and ever-evolving terms and conditions, organizers must strike a balance between maintaining integrity and preserving valuable business partnerships. Join veteran trade show organizer Angie Silberhorn and hospitality industry attorney Barbara Dunn as they share their expertise on building strong, sustainable relationships while effectively navigating industry rules and regulations.
Exhibitors and sponsors play a critical role in the success of trade shows, yet managing these relationships presents unique challenges. From eligibility concerns to contract enforcement, off-site activities, and ever-evolving terms and conditions, organizers must strike a balance between maintaining integrity and preserving valuable business partnerships. Join veteran trade show organizer Angie Silberhorn and hospitality industry attorney Barbara Dunn as they share their expertise on building strong, sustainable relationships while effectively navigating industry rules and regulations.
Learning Objectives:
- Best practices for confirming terms via contracts.
- Managing rule enforcement without damaging partnerships.
- Essential post-show follow-up tactics to strengthen future collaborations.
This session is $49 exclusively for IAEE Members and is not available for non-members.
Barbara Dunn, Esq.
Attorney & Owner
Barbara Dunn Law PLLC
Barbara Dunn is nationally known for her practice in the meetings and hospitality industry where she exclusively represents nonprofit and for-profit organizations which conduct, sponsor, or host meetings, conferences, trade shows, and special events. Her practical, no-nonsense approach makes her an effective advocate for her clients. Barbara has also been fortunate to work with many nonprofit organizations as they start operations, pursue federal tax exemptions, develop governing documents, train board members, and build their operations. Her depth of knowledge in these areas places her in a unique position to guide those organizations toward adopting best practices, successful strategic plans, and powerful member engagement. While at the law firm of Barnes & Thornburg LLP, Barbara was elected as a capital partner and proudly served as Co-Chair of the firm’s Associations & Foundations Practice Group. Barbara started her legal career with the law firm of Howe & Hutton Ltd., initially as a law clerk during law school, thereafter as an associate and finally a partner. Now, as the owner and principal of her own firm, Barbara can customize her practice to fit each client’s unique needs.
Angie Silberhorn, CMP
Event Director
Water Quality Association
With 35+ years in event strategy, Angie Silberhorn, CMP, drives innovative, revenue-boosting experiences. As Events Director at the Water Quality Association she leads the annual Convention & Expo, fostering industry connections. Known for her creativity and trusted leadership, Angie brings a well-rounded perspective from associations, pharmaceuticals, and teaching. She’s eager to share insights on navigating the evolving event landscape.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
This session upon completion is eligible to earn 1 Clock Hour towards CEM recertification.
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- Member - $49
- Freeman Member - $49
- More Information
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Contains 3 Component(s), Includes Credits Recorded On: 11/12/2025
El diseño del plano de planta es un componente clave para una estrategia de ventas exitosa en una feria, un aspecto que a menudo se pasa por alto. Más que un simple mapa, su plano de planta es una poderosa herramienta para generar ingresos que refleja la demanda, el crecimiento y el flujo de visitantes. ¿Qué dice su plano de planta sobre su feria? Únase al equipo de Corcoran para descubrir cómo un diseño inteligente del plano de planta puede optimizar sus ventas y establecer una base sólida para el crecimiento a corto y largo plazo. Aprenda consejos prácticos para crear un plano de planta que maximice los ingresos, desde el inventario y la ubicación de los stands hasta los factores que atraen visitantes y mucho más. Además, compartiremos ideas y mejores prácticas para aprovechar el diseño del plano de planta para la renovación de contratos y para gestionar el plano de planta en línea y captar la atención de los posibles expositores.
El diseño del plano de planta es un componente clave para una estrategia de ventas exitosa en una feria, un aspecto que a menudo se pasa por alto. Más que un simple mapa, su plano de planta es una poderosa herramienta para generar ingresos que refleja la demanda, el crecimiento y el flujo de visitantes. ¿Qué dice su plano de planta sobre su feria? Únase al equipo de Corcoran para descubrir cómo un diseño inteligente del plano de planta puede optimizar sus ventas y establecer una base sólida para el crecimiento a corto y largo plazo. Aprenda consejos prácticos para crear un plano de planta que maximice los ingresos, desde el inventario y la ubicación de los stands hasta los factores que atraen visitantes y mucho más. Además, compartiremos ideas y mejores prácticas para aprovechar el diseño del plano de planta para la renovación de contratos y para gestionar el plano de planta en línea y captar la atención de los posibles expositores.
Objetivos de aprendizaje:
Reconocer el poder de utilizar su plano de planta como herramienta para generar ingresos.
Implementar cinco consejos inteligentes de diseño de planos de planta para aumentar las ventas de stands, mejorar la satisfacción de los expositores e impulsar el flujo de visitantes.
Compartir las mejores prácticas con su equipo de ventas para promocionar y mantener el plano de planta en línea y optimizar las ventas. Los seminarios web de IAEE son gratuitos para los miembros y están disponibles para los no miembros por $49. Se puede obtener 1 hora de crédito para la recertificación CEM.
Floor plan design is a key component of a successful expo sales strategy, one that often gets overlooked. More than just a map, your floor plan is a powerful revenue-generating tool that tells a story of demand, growth, and traffic. What does your floor plan say about your expo? Join the Corcoran team to discover how smart floor plan design can optimize your sales and establish a strong foundation for both short-term and long-term growth. Learn practical tips for crafting a floor plan for maximum revenue, from booth inventory and placement to traffic drivers and beyond. Plus, we’ll share insights and best practices for leveraging floor plan design for renewal sales and managing the online floor plan to capture the attention of prospective exhibitors.
Learning Objectives:
- Recognize the power associated with utilizing your floor plan as a revenue-generating tool.
- Implement five smart floor plan design tips to increase booth sales, boost exhibitor satisfaction, and drive traffic.
- Share best practices with your sales team for promoting and maintaining the online floor plan to optimize sales.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
Kyle Corcoran
Exhibit Manager
Corcoran
Kyle Corcoran joined Corcoran in 2018, overseeing several special projects in the areas of sales, show operations, systems implementation, and finance. As Exhibit Manager, he works closely with association clients to create and execute the exhibit sales marketing plan and manages all exhibitor communication and customer service. Kyle is a CPA who initially grew his career as a Manager in the Audit practice at KPMG. Before joining Corcoran, he served as the Director of Accounting at Resolution Media.
Descargue los materiales de la presentación para seguirla durante la sesión.
Para ver la sesión: Una vez que haya ingresado a la sesión virtual en vivo o bajo demanda, seleccione el botón CC para activar los subtítulos en españo.
Una vez que haya completado la sesión virtual a demanda: seleccione la encuesta de evaluación de la sesión en español.
Download the presentation materials in order to follow along during the session.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Spanish.
After you have completed the on-demand virtual session: select the session evaluation survey in Spanish.
Al finalizar, obtendrá 1 hora de reloj para la recertificación de CEM.
Upon completion, earn 1 Clock Hour towards CEM recertification.
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Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
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Contains 3 Component(s), Includes Credits Recorded On: 11/12/2025
展位平面图设计是成功展会销售策略的关键组成部分，却常常被忽视。展位平面图不仅仅是一张地图，更是一个强大的创收工具，它能展现市场需求、增长情况和人流量。您的展位平面图能反映出展会的哪些信息？加入科克伦团队，探索如何通过巧妙的展位平面图设计优化销售，并为短期和长期增长奠定坚实的基础。我们将分享如何打造最大化收益的实用技巧，涵盖展位库存和位置、人流量来源等方方面面。此外，我们还将分享如何利用展位平面图设计促进续约销售，以及如何管理线上展位平面图以吸引潜在参展商的见解和最佳实践。
展位平面图设计是成功展会销售策略的关键组成部分，却常常被忽视。展位平面图不仅仅是一张地图，更是一个强大的创收工具，它能展现市场需求、增长情况和人流量。您的展位平面图能反映出展会的哪些信息？加入科克伦团队，探索如何通过巧妙的展位平面图设计优化销售，并为短期和长期增长奠定坚实的基础。我们将分享如何打造最大化收益的实用技巧，涵盖展位库存和位置、人流量来源等方方面面。此外，我们还将分享如何利用展位平面图设计促进续约销售，以及如何管理线上展位平面图以吸引潜在参展商的见解和最佳实践。
学习目标：
认识到展位平面图作为创收工具的强大作用。
运用五项巧妙的展位平面图设计技巧，提升展位销售额、提高参展商满意度并吸引人流。
与您的销售团队分享推广和维护线上展位平面图的最佳实践，以优化销售。
IAEE网络研讨会对会员免费，非会员需支付49美元。参加研讨会可获得1个学时，用于CEM再认证。
Floor plan design is a key component of a successful expo sales strategy, one that often gets overlooked. More than just a map, your floor plan is a powerful revenue-generating tool that tells a story of demand, growth, and traffic. What does your floor plan say about your expo? Join the Corcoran team to discover how smart floor plan design can optimize your sales and establish a strong foundation for both short-term and long-term growth. Learn practical tips for crafting a floor plan for maximum revenue, from booth inventory and placement to traffic drivers and beyond. Plus, we’ll share insights and best practices for leveraging floor plan design for renewal sales and managing the online floor plan to capture the attention of prospective exhibitors.
Learning Objectives:
- Recognize the power associated with utilizing your floor plan as a revenue-generating tool.
- Implement five smart floor plan design tips to increase booth sales, boost exhibitor satisfaction, and drive traffic.
- Share best practices with your sales team for promoting and maintaining the online floor plan to optimize sales.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
Kyle Corcoran
Exhibit Manager
Corcoran
Kyle Corcoran joined Corcoran in 2018, overseeing several special projects in the areas of sales, show operations, systems implementation, and finance. As Exhibit Manager, he works closely with association clients to create and execute the exhibit sales marketing plan and manages all exhibitor communication and customer service. Kyle is a CPA who initially grew his career as a Manager in the Audit practice at KPMG. Before joining Corcoran, he served as the Director of Accounting at Resolution Media.
完成此课程后，可获得 1 个学时，用于 CEM 再认证。
Upon completion, earn 1 Clock Hour towards CEM recertification.
请下载演示文稿资料，以便在会议期间同步跟随。
观看会议：进入直播或点播虚拟会议后，选择 CC 按钮即可查看西班牙语、中文或英语的字幕。
完成点播虚拟课程后：选择中文、西班牙文或英文的课程评估调查。
Download the presentation materials in order to follow along during the session.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Chinese.
After you have completed the on-demand virtual session: select the session evaluation survey in Chinese.
-
Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
-
Contains 3 Component(s), Includes Credits Recorded On: 11/12/2025
Floor plan design is a key component of a successful expo sales strategy, one that often gets overlooked. More than just a map, your floor plan is a powerful revenue-generating tool that tells a story of demand, growth, and traffic. What does your floor plan say about your expo? Join the Corcoran team to discover how smart floor plan design can optimize your sales and establish a strong foundation for both short-term and long-term growth.
Floor plan design is a key component of a successful expo sales strategy, one that often gets overlooked. More than just a map, your floor plan is a powerful revenue-generating tool that tells a story of demand, growth, and traffic. What does your floor plan say about your expo? Join the Corcoran team to discover how smart floor plan design can optimize your sales and establish a strong foundation for both short-term and long-term growth. Learn practical tips for crafting a floor plan for maximum revenue, from booth inventory and placement to traffic drivers and beyond. Plus, we’ll share insights and best practices for leveraging floor plan design for renewal sales and managing the online floor plan to capture the attention of prospective exhibitors.
Learning Objectives:
- Recognize the power associated with utilizing your floor plan as a revenue-generating tool.
- Implement five smart floor plan design tips to increase booth sales, boost exhibitor satisfaction, and drive traffic.
- Share best practices with your sales team for promoting and maintaining the online floor plan to optimize sales.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Dan Corcoran
Chief Operating Officer
Corcoran
As Chief Operating Officer, Dan oversees the day-to-day operations at Corcoran, including exhibit management, sales, and operations. He is responsible for setting company goals, strategic planning, and operational performance. Dan joined Corcoran in 2009 and, prior to his current role, held positions in accounting, exhibit sales, exhibit management, and sales management. Dan started his career as a civil engineer designing road, sewer, and water systems in the Chicago area.
Kyle Corcoran
Exhibit Manager
Corcoran
Kyle Corcoran joined Corcoran in 2018, overseeing several special projects in the areas of sales, show operations, systems implementation, and finance. As Exhibit Manager, he works closely with association clients to create and execute the exhibit sales marketing plan and manages all exhibitor communication and customer service. Kyle is a CPA who initially grew his career as a Manager in the Audit practice at KPMG. Before joining Corcoran, he served as the Director of Accounting at Resolution Media.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Spanish, Chinese, or English.
Para ver la sesión: Una vez que haya ingresado a la sesión virtual en vivo o bajo demanda, seleccione el botón CC para activar los subtítulos en español, chino o inglés.
观看会议：进入直播或点播虚拟会议后，选择 CC 按钮即可查看西班牙语、中文或英语的字幕。
Upon completion, earn 1 Clock Hour towards CEM recertification.
-
Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
-
Contains 3 Component(s), Includes Credits Recorded On: 10/21/2025
说实话，你参加展会可不是为了站在那里傻笑。你的目标是赢得胜利。在这场由国际知名培训师 Han Leenhouts 主讲的充满活力、注重实践的课程中，我们将帮助你提升展位表现，从平庸走向卓越。这无关花哨的噱头或原地不动，而是关于如何破解客户心理，提高每条潜在客户的收益（EPL），并学会像在自己的主场一样掌控全场。 Let’s face it, you don’t invest in trade shows to stand around and smile. You’re there to win. In this high-energy, hands-on session with internationally renowned trainer Han Leenhouts, we’ll take your booth performance from average to unforgettable. This isn’t about gimmicks or standing still, it’s about cracking the customer code, boosting your Earnings Per Lead (EPL), and learning to own the floor like it’s your main stage.
说实话，你参加展会可不是为了站在那里傻笑。你的目标是赢得胜利。在这场由国际知名培训师 Han Leenhouts 主讲的充满活力、注重实践的课程中，我们将帮助你提升展位表现，从平庸走向卓越。这无关花哨的噱头或原地不动，而是关于如何破解客户心理，提高每条潜在客户的收益（EPL），并学会像在自己的主场一样掌控全场。
凭借20多年丰富的展会实战经验，Han的培训方法务实、精辟，并以投资回报率为导向。无论您是展会新手，还是希望提升自身技能，您都将获得所需的工具、策略和思维模式，将参观者转化为价值，并将您的展位打造成销售平台。“胜利并非源于逃避。如果你懈怠，就会失败。在我们这个团队，我们绝不敷衍了事.
学习成果：
- 掌握吸引眼球的技巧，吸引参观者，展开有效的对话，并让他们意犹未尽——而不是像机器人一样机械地说话或照本宣科。
- 学会识别目标客户，快速筛选，并引导他们从“只是看看”到“让我们聊聊”。了解买家旅程，让每一分钟都物有所值。
- 运用经过实践检验的展位布局、信息传递和思维模式方面的技巧，提高每小时的销售额。告别无效时间，迎接真正有价值的成果。
IAEE网络研讨会会员免费，非会员费用为49美元。参加者可获得1个学时，用于CEM再认证。
Let’s face it, you don’t invest in trade shows to stand around and smile. You’re there to win. In this high-energy, hands-on session with internationally renowned trainer Han Leenhouts, we’ll take your booth performance from average to unforgettable. This isn’t about gimmicks or standing still, it’s about cracking the customer code, boosting your Earnings Per Lead (EPL), and learning to own the floor like it’s your main stage. Backed by 20+ years of real-world show-floor experience, Han’s approach is practical, sharp, and built for ROI. Whether you're new to the game or looking to sharpen your edge, you’ll leave with the tools, tactics, and mindset to turn visitors into value, and your booth into a sales platform. “Victory is not a result of avoidance. If you snooze, you lose. And on this team, we don't do half-jobs.”
Learning Outcomes:
- Master attention-grabbing techniques to pull people in, create real conversations, and leave them wanting more — without sounding like a robot or reading a script.
- Learn to spot the right visitors, qualify quickly, and learn how to lead them from “just looking” to “let’s talk.” Understand the buyer journey and make every minute count.
- Apply battle-tested tips on booth layout, messaging, and mindset to increase your Sales per Hour. Say goodbye to dead time and hello to results that matter.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Han Leenhouts
Founder and Author
Sales & Pepper
Han Leenhouts is the founder of Sales & Pepper, the global go-to training firm for trade show performance and sales impact. With over 20 years of experience and more than 1,000 companies trained across 37 countries, Han’s specialty is simple: turning exhibitors into performers. Formerly a stand builder himself, Han knows what works — and what doesn't — on the show floor. His unique approach blends behavioral psychology, bold storytelling, and a no-BS sales mindset to help teams move from just being there to dominating the room. Han is also the author of the bestsellers Peppertalk and Peppertalk 2.0 (over 24,000 copies sold combined), a sought-after speaker for global industry leaders like UFI, IFES, EDPA, AOE, and a virtual training expert since 2020. Authentic, high-energy, and deeply human, Han doesn’t just train, he activates! “You don’t have to be amazing to start. But you do have to start to become amazing.”
完成此项课程后，您将获得1个学时，可用于CEM资格证书的续期。
Upon completion, earn 1 Clock Hour towards CEM recertification.
请下载演示文稿资料，以便在会议期间同步跟随。
观看会议：进入直播或点播虚拟会议后，选择 CC 按钮即可查看西班牙语、中文或英语的字幕。
完成点播虚拟课程后：选择中文、西班牙文或英文的课程评估调查。
Download the presentation materials in order to follow along during the session.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Chinese.
After you have completed the on-demand virtual session: select the session evaluation survey in Chinese.
-
Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
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Contains 3 Component(s), Includes Credits Recorded On: 10/21/2025
Seamos sinceros, no inviertes en ferias comerciales para quedarte de brazos cruzados y sonreír. Estás ahí para ganar. En esta sesión dinámica y práctica con el reconocido formador internacional Han Leenhouts, llevaremos el rendimiento de tu stand de lo mediocre a lo inolvidable. No se trata de trucos ni de quedarse quieto, sino de descifrar las claves del cliente, aumentar tus ganancias por contacto (EPL) y aprender a dominar el espacio como si fuera tu propio escenario. Con más de 20 años de experiencia práctica en ferias comerciales, el enfoque de Han es práctico, eficaz y orientado al retorno de la inversión. Tanto si eres nuevo en el sector como si buscas perfeccionar tus habilidades, saldrás con las herramientas, las tácticas y la mentalidad necesarias para convertir a los visitantes en clientes valiosos y tu stand en una plataforma de ventas. “La victoria no se consigue evitando los desafíos. Si te duermes, pierdes. Y en este equipo, no hacemos las cosas a medias”.
Seamos sinceros, no inviertes en ferias comerciales para quedarte de brazos cruzados y sonreír. Estás ahí para ganar. En esta sesión dinámica y práctica con el reconocido formador internacional Han Leenhouts, llevaremos el rendimiento de tu stand de lo mediocre a lo inolvidable. No se trata de trucos ni de quedarse quieto, sino de descifrar las claves del cliente, aumentar tus ganancias por contacto (EPL) y aprender a dominar el espacio como si fuera tu propio escenario. Con más de 20 años de experiencia práctica en ferias comerciales, el enfoque de Han es práctico, eficaz y orientado al retorno de la inversión. Tanto si eres nuevo en el sector como si buscas perfeccionar tus habilidades, saldrás con las herramientas, las tácticas y la mentalidad necesarias para convertir a los visitantes en clientes valiosos y tu stand en una plataforma de ventas. “La victoria no se consigue evitando los desafíos. Si te duermes, pierdes. Y en este equipo, no hacemos las cosas a medias”.
Resultados del aprendizaje:
- Domine técnicas para captar la atención, generar conversaciones significativas y despertar el interés de los asistentes, sin sonar robótico ni leer un guion.
- Aprenda a identificar a los visitantes adecuados, a calificarlos rápidamente y a guiarlos desde la simple curiosidad hasta una conversación productiva. Comprenda el proceso de compra y aproveche al máximo cada minuto.
- Aplique consejos probados sobre el diseño del stand, la comunicación y la mentalidad adecuada para aumentar sus ventas por hora. Diga adiós al tiempo improductivo y obtenga resultados concretos.
Los seminarios web de IAEE son gratuitos para los miembros y tienen un costo de $49 para los no miembros. Permiten obtener 1 hora de crédito para la recertificación CEM.
Let’s face it, you don’t invest in trade shows to stand around and smile. You’re there to win. In this high-energy, hands-on session with internationally renowned trainer Han Leenhouts, we’ll take your booth performance from average to unforgettable. This isn’t about gimmicks or standing still, it’s about cracking the customer code, boosting your Earnings Per Lead (EPL), and learning to own the floor like it’s your main stage. Backed by 20+ years of real-world show-floor experience, Han’s approach is practical, sharp, and built for ROI. Whether you're new to the game or looking to sharpen your edge, you’ll leave with the tools, tactics, and mindset to turn visitors into value, and your booth into a sales platform. “Victory is not a result of avoidance. If you snooze, you lose. And on this team, we don't do half-jobs.”
Learning Outcomes:
- Master attention-grabbing techniques to pull people in, create real conversations, and leave them wanting more — without sounding like a robot or reading a script.
- Learn to spot the right visitors, qualify quickly, and learn how to lead them from “just looking” to “let’s talk.” Understand the buyer journey and make every minute count.
- Apply battle-tested tips on booth layout, messaging, and mindset to increase your Sales per Hour. Say goodbye to dead time and hello to results that matter.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Han Leenhouts
Founder and Author
Sales & Pepper
Han Leenhouts is the founder of Sales & Pepper, the global go-to training firm for trade show performance and sales impact. With over 20 years of experience and more than 1,000 companies trained across 37 countries, Han’s specialty is simple: turning exhibitors into performers. Formerly a stand builder himself, Han knows what works — and what doesn't — on the show floor. His unique approach blends behavioral psychology, bold storytelling, and a no-BS sales mindset to help teams move from just being there to dominating the room. Han is also the author of the bestsellers Peppertalk and Peppertalk 2.0 (over 24,000 copies sold combined), a sought-after speaker for global industry leaders like UFI, IFES, EDPA, AOE, and a virtual training expert since 2020. Authentic, high-energy, and deeply human, Han doesn’t just train, he activates! “You don’t have to be amazing to start. But you do have to start to become amazing.”
Al finalizar, obtendrá 1 hora de formación válida para la recertificación CEM.
Upon completion, earn 1 Clock Hour towards CEM recertification.
Descargue los materiales de la presentación para seguirla durante la sesión.
Para ver la sesión: Una vez que haya ingresado a la sesión virtual en vivo o bajo demanda, seleccione el botón CC para activar los subtítulos en españo.
Una vez que haya completado la sesión virtual a demanda: seleccione la encuesta de evaluación de la sesión en español.
Download the presentation materials in order to follow along during the session.
To view the session: Once you have entered the live or on-demand virtual session, select the CC button for the closed captions in Spanish.
After you have completed the on-demand virtual session: select the session evaluation survey in Spanish.
-
Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
-
Contains 3 Component(s), Includes Credits Recorded On: 10/21/2025
Let’s face it, you don’t invest in trade shows to stand around and smile. You’re there to win. In this high-energy, hands-on session with internationally renowned trainer Han Leenhouts, we’ll take your booth performance from average to unforgettable. This isn’t about gimmicks or standing still, it’s about cracking the customer code, boosting your Earnings Per Lead (EPL), and learning to own the floor like it’s your main stage.
Let’s face it, you don’t invest in trade shows to stand around and smile. You’re there to win. In this high-energy, hands-on session with internationally renowned trainer Han Leenhouts, we’ll take your booth performance from average to unforgettable. This isn’t about gimmicks or standing still, it’s about cracking the customer code, boosting your Earnings Per Lead (EPL), and learning to own the floor like it’s your main stage. Backed by 20+ years of real-world show-floor experience, Han’s approach is practical, sharp, and built for ROI. Whether you're new to the game or looking to sharpen your edge, you’ll leave with the tools, tactics, and mindset to turn visitors into value, and your booth into a sales platform. “Victory is not a result of avoidance. If you snooze, you lose. And on this team, we don't do half-jobs.”
Learning Outcomes:
- Master attention-grabbing techniques to pull people in, create real conversations, and leave them wanting more — without sounding like a robot or reading a script.
- Learn to spot the right visitors, qualify quickly, and learn how to lead them from “just looking” to “let’s talk.” Understand the buyer journey and make every minute count.
- Apply battle-tested tips on booth layout, messaging, and mindset to increase your Sales per Hour. Say goodbye to dead time and hello to results that matter.
IAEE webinars are free to members and available to non-members for $49. Eligible to earn 1 Clock Hour towards CEM recertification.
Han Leenhouts
Founder and Author
Sales & Pepper
Han Leenhouts is the founder of Sales & Pepper, the global go-to training firm for trade show performance and sales impact. With over 20 years of experience and more than 1,000 companies trained across 37 countries, Han’s specialty is simple: turning exhibitors into performers. Formerly a stand builder himself, Han knows what works — and what doesn't — on the show floor. His unique approach blends behavioral psychology, bold storytelling, and a no-BS sales mindset to help teams move from just being there to dominating the room. Han is also the author of the bestsellers Peppertalk and Peppertalk 2.0 (over 24,000 copies sold combined), a sought-after speaker for global industry leaders like UFI, IFES, EDPA, AOE, and a virtual training expert since 2020. Authentic, high-energy, and deeply human, Han doesn’t just train, he activates! “You don’t have to be amazing to start. But you do have to start to become amazing.”
Upon completion, earn 1 Clock Hour towards CEM recertification.
-
Register
- Non-member - $49
- Member - Free!
- Freeman Member - Free!
- More Information
