July 30th – August 1st, 2013 McCormick Place, Chicago, IL Sponsorships

2 We will cover the following topics in the session:  Types of sponsorships  Sponsorship options  Sponsorship value  Sponsorship benefits  Measurements  Best practices Overview

Categories and Options The two general categories: B2C and B2B  Sponsorship is big business.  Forecast expenditure for 2013 in North America is $19.9B.  A 5.5% increase over (Source: IEG Annual Survey) Sponsorship options are numerous and tiered according to exposure received.  Research the offering organization.  Partnerships versus conference or trade show focused.  Costs vary all over the lot.  From conference bags, pens and badges to bronze, silver and gold.  Budget and how the sponsorship fits into the marketing strategy will drive decision making. 3

Strategic Value of Sponsorships Sponsorships can deliver significant value :  Enhance visibility and image in the market place.  Identify your company as a major player.  Help build relationships with important industry organizations.  Can open up other opportunities.  Viewed positively by clients and prospects who belong to that organization and attend the conference or show.  Position you strongly against the competition 4

Sponsorship Benefits Sponsorships can offer some real benefits if viewed as a part of your organization’s marketing and event strategy:  Raise visibility and drive traffic to your exhibit booth.  Accumulate points that give you preference in selecting booth space.  Access to pre-conference registration lists that are only available to sponsors.  Comp registrations for the conference to be used by the exhibit staff or for clients and prospects.  More including possible preference for speaking engagements. 5

Measurements Calculating ROI is a challenge but there are a few options:  Measure impressions or the number of clients, prospects and industry leaders touched by the sponsorships.  Feedback from the team and executives attending.  Total up the hard dollar savings.  Questionnaire administered to those who visit your booth. 6

Sponsorship Best Practices Following are some of the more significant best practices:  Plan early as the best sponsorships for major conferences go fast.  If a new sponsorship for you, review the prospectus carefully for demographic information on the attendees.  Ask for the conference registration list from last year.  Consider the terms negotiable.  Be vigilant if the offer is coming from a private conference organizer and is their first conference.  Make sure your onsite team is fully briefed on the sponsorship and the rationale.  Leverage the sponsorship for additional benefits such as speaking engagements and comp conference registrations 7

July 30th – August 1st, 2013 McCormick Place, Chicago, IL Q and A Conclusion Contact Information: John Zeltin Ph