Best tradeshow marketing tips and case studies. Call 800-654-6946.
Best tradeshow marketing tips and case studies. Call 800-654-6946.

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Sweet Details and Strong Crowds: Wedderspoon’s Expo West Presence

There’s a particular kind of energy that surrounds a brand when it’s ready to reintroduce itself—not tentatively, but with clarity and confidence. That was very much the case with Wedderspoon this past fall and winter as we partnered on their latest trade show presence.

Interestingly, this wasn’t our first time working together on a “new” booth. About a year prior, we had collaborated on a fresh exhibit that marked an important step forward. But as often happens, that earlier effort was part of a larger evolution. Behind the scenes, Wedderspoon was continuing to refine its identity—dialing in its messaging, sharpening its visual language, and ultimately completing a full rebrand that was ready for a broader debut.

Wedderspoon’s 10×40 at Natural Products Expo West 2026

This latest booth became the platform for that reveal.

From the outset, the objective was clear: create a space that felt as vibrant and intentional as the brand itself. The updated design leaned into Wedderspoon’s natural roots while presenting them through a more modern, confident lens. Clean lines, layered textures, and a cohesive visual story helped unify the space, allowing the product—and the brand behind it—to take center stage without distraction.

Of course, a well-designed booth is only part of the equation. Execution is where ideas are tested, and in this case, everything came together seamlessly. From early planning through installation on the show floor, the process reflected a strong alignment between teams and a shared commitment to getting the details right.

That alignment showed up in a big way at Natural Products Expo West 2026.

Held at the Anaheim Convention Center, Expo West is never short on energy—or competition for attention. Yet throughout the run of the show, the Wedderspoon booth consistently drew strong crowds. Attendees weren’t just passing through—they were stopping, engaging, and spending time in the space. The combination of bold visual elements and thoughtful detailing created an environment that invited curiosity and rewarded it.

It’s always rewarding to see a booth perform well in a high-traffic environment, but what stood out just as much was the response from the Wedderspoon team itself. From top to bottom, there was a clear sense of satisfaction—not just with how the booth looked, but with how it functioned and supported their goals on the floor. That kind of feedback carries weight, especially for a brand stepping confidently into a new chapter.

Projects like this are never the result of a single effort, and this one benefited from an exceptional group of collaborators. Thoughtfull Design, based in New Zealand, led the design and detailing, helping bring the rebrand to life in a physical space. Classic Exhibits handled the build of the primary structure, delivering a strong and reliable foundation. Matchless Builds out of Portland added a layer of personality and craftsmanship with the custom lollipops—both large and small—along with the cherries and honeycomb plinths that gave the booth its distinctive character. And Spinning Designs created the prize wheel, adding an interactive element that drew people in and kept the energy high.

The result was a booth that didn’t just showcase a rebrand—it embodied it. And as the images throughout this post illustrate, it’s often the combination of big ideas and carefully executed details that turns a space into an experience.

How to Be Your Own Marketing Department In the Trade Show Business

by Emma Grace Brown

Trade show marketers are often expected to do it all — strategy, booth design, lead capture, follow-up campaigns, and brand storytelling. If you don’t have a large in-house team, you are the marketing department. The good news? Marketing isn’t magic. It’s a system built on channels, messaging, and measurable outcomes.

This guide breaks down how to think like your own marketing team — and act like one.

A Quick Orientation

If you remember nothing else, remember this:

  • Channels are the places your audience encounters you.
  • Messaging is how you communicate your value in those places.
  • Effectiveness is measured by what changes after your marketing runs.

That’s it. Everything else is refinement.

What Are “Marketing Channels”?

In marketing terms, a channel is the medium you use to reach your audience. It’s the pathway between your brand and your customer.

For trade show marketers, channels can be both online and offline:

  • Email campaigns
  • LinkedIn posts and direct outreach
  • Industry newsletters
  • Paid search ads
  • Event sponsorships
  • Cold calls
  • Community bulletin boards in coffee shops
  • Posters on telephone poles
  • Billboards near convention centers

Yes — even a flyer on a corkboard is a marketing channel. If it reaches a potential attendee, sponsor, or exhibitor, it counts.

How to Figure Out Which Channel to Focus On

Start with three questions:

  1. Where does your audience already pay attention?
    Trade show buyers may live in email inboxes and LinkedIn groups. Local event attendees may notice physical signage.
  2. What’s your budget and capacity?
    If you’re a solo marketer, running five social platforms and a podcast may be unrealistic.
  3. What action do you want? Booth bookings? Ticket sales? Sponsorship inquiries? Different channels drive different outcomes.

If you’re promoting a niche manufacturing expo, LinkedIn and industry newsletters may outperform Instagram. If you’re running a consumer-facing event, billboards and community boards might generate more buzz than a cold email.

Messaging: What It Is and How to Get It Right

Messaging is the way you communicate your value — what you say, how you say it, and why it matters to your specific audience.

Good messaging answers:

  • Who is this for?
  • What problem does it solve?
  • Why should they care now?

For trade show marketers, messaging must align with both customer niche and channel.

Example: Same Event, Different Messaging

ChannelAudience FocusMessaging Angle
LinkedIn PostIndustry professionals“Connect with 500+ vetted buyers in 2 days.”
Email to Past ExhibitorsReturning vendors“Secure your booth before early pricing ends.”
Billboard Near VenueLocal businesses“Grow your network at the region’s largest expo.”
Community Coffee ShopSmall local entrepreneurs“Showcase your brand to thousands this spring.”

The core event is the same. The messaging shifts to match the context and the reader.

How to Develop Strong Messaging

  1. Define your customer niche clearly (e.g., B2B tech suppliers, local artisans, franchise owners).
  2. Identify their primary pain point.
  3. Match tone and urgency to the channel.

A cold email can be direct and ROI-focused. A bulletin board flyer needs to be simple and bold. A LinkedIn post can use industry language.

Messaging that ignores channel context feels off — and ineffective.

A Practical How-To: Building Your Mini Marketing Plan

If you’re operating solo, use this simple checklist:

Your DIY Marketing Department Checklist

  • ☐ Define one primary goal (e.g., 200 qualified booth leads).
  • ☐ Identify 2–3 high-probability marketing channels.
  • ☐ Write one core value proposition.
  • ☐ Adapt that message to each channel.
  • ☐ Set a simple metric for each effort (clicks, replies, sign-ups).
  • ☐ Review results after 30 days.

This structure prevents scattered effort. Marketing works best when it’s focused.

How Can You Tell If Your Marketing Worked?

Marketing effectiveness comes down to outcomes.

At its most basic level, ask:

  • Did more people visit your booth?
  • Did registrations increase?
  • Did inquiries go up?
  • Did revenue grow?

For trade show marketers, common performance indicators include:

  • Number of pre-registered attendees
  • Cost per lead
  • Exhibitor retention rate
  • Post-event survey responses
  • Engagement rates on promotional emails

If you ran a LinkedIn campaign and saw no increase in site traffic or sign-ups, that channel or message may need refinement. If billboards near the venue correlate with a spike in walk-ins, that’s a signal.

Marketing is iterative. Measure → adjust → test again.

Continuing Your Education in Business and Marketing

If you want to sharpen your strategic thinking, going back to school can be a powerful step. Earning a degree in marketing, business, communications, or management helps you understand core principles like positioning, budgeting, and performance analysis. Many professionals choose an online degree in business to develop these skills while continuing to run their events or marketing operations. Flexible online programs make it possible to apply what you’re learning in real time — directly to your trade show strategy.

A Helpful Resource for Trade Show Marketers

The Center for Exhibition Industry Research (CEIR) publishes data-driven insights about trade show performance, attendee behavior, and industry benchmarks. Their research can help you set realistic goals and evaluate effectiveness.

Using industry benchmarks adds context to your own results and strengthens your marketing decisions.

Frequently Asked Questions

What’s the difference between a marketing channel and messaging?

A channel is where your message appears. Messaging is what you say and how you say it within that channel.

How many channels should I focus on?

If you’re managing marketing alone, start with 2–3 channels that best reach your core audience. Depth beats breadth.

Do offline channels still matter for trade shows?

Absolutely. Billboards, venue signage, local boards, and even telephone pole posters can drive awareness — especially for regional events.

How quickly should I expect results?

Some channels (paid ads, email) can show results quickly. Others (content marketing, partnerships) build momentum over time.

Being your own marketing department isn’t about doing everything. It’s about doing the right things consistently. Choose channels your audience already trusts. Craft messaging that speaks directly to their needs. Measure what happens next. Refine. Repeat.

Celebrating 22 Years of Success in the Trade Show Business: A Journey with TradeshowGuy Exhibits

It’s July, and it marks a milestone in the life of TradeshowGuy Exhibits and my career in the tradeshow world. This year marks 21 years since I moved from radio into the tradeshow world and sold my first project, a custom 20×20 tradeshow exhibit, to Kettle Foods. At the time, I had just been hired by Interpretive Exhibits in Salem and happened to have a good friend at Kettle, and they just happened to be on the lookout for a new tradeshow booth.

I was off and running. For the next nine years, I brought in numerous corporate, government, and nonprofit entities into the clientele at Interpretive Exhibits. Then in July 2011, the owner shut the company down. At that point, I had a choice: find another job or try to keep going on my own in the tradeshow world. It took a bit of effort, but with a handful of clients from the defunct company, I was able to make a go on my own.

A Diverse Clientele and Noteworthy Achievements:

Since then, TradeshowGuy Exhibits boasts an impressive roster of clients, including distinguished names like Bob’s Red Mill, Schmidt’s Naturals, Meduri Farms, Nancy’s Yogurt, Hyland’s Homeopathic, Wedderspoon Natural Honey, Dave’s Killer Bread, and Alpine Bread, Organixx, Safe Catch, and more. Our involvement with SoYoung, which received the prestigious Exhibitor’s Portable Modular Awards in the 10×10 category, exemplifies our commitment to crafting exceptional exhibits that stand out on the trade show floor.

An Expert in the Field

I’ve been at the helm of TradeshowGuy Exhibits since the beginning. In an effort to show off my growing expertise and knowledge in the tradeshow industry, I was lucky to have been recognized by Exhibitor Magazine, a monthly publication devoted to trade show professionals. They featured me in a thought-provoking article titled “Trade Show Survival Guide.” The article focused on my book, “Tradeshow Success: 14 Proven Steps to Take Your Tradeshow Marketing to the Next Level,” which provided invaluable guidance to businesses seeking to maximize their impact at trade shows.

Building on the success of his first book, I published a follow-up gem in 2018 titled “Tradeshow Superheroes and Exhibiting Zombies: 66 Lists Making the Most of Your Tradeshow Marketing.” This publication offered practical advice and strategies to maximize every tradeshow opportunity.

Collaboration with Trusted Partners:

TradeshowGuy Exhibits owes much of its success to the unwavering support of trusted partners who have played pivotal roles in the company’s journey. Working hand in hand with Classic Exhibits for design and fabrication has allowed TradeshowGuy Exhibits to bring to life captivating and innovative exhibits that leave a lasting impression on attendees.

The partnership with Eagle Management for show labor ensures that each exhibit is flawlessly executed, allowing clients to focus on building connections and leaving a lasting impact on their audience. And with Scan Global Logistics managing shipping logistics, TradeshowGuy Exhibits can rest assured that their exhibits and materials arrive safely and on time, no matter where the event occurs.

I should also mention 3D exhibit designer Greg Garrett, who has provided us with several great designs, including the iconic Bob’s Red Mill 30×30 island booth that gave the company ten years of service before finally being retired last year.

Embracing the Future with Confidence:

As TradeshowGuy Exhibits celebrates 22 years in the trade show business, the future looks brighter than ever. With a proven track record of excellence and a commitment to innovation, the company is ready to embrace the challenges and opportunities that lie ahead. Their passion for creativity and dedication to client success will continue to be the driving force behind their accomplishments in the future.

A Heartfelt Thank You:

Finally, to our esteemed clients, partners, and all those who have been part of this incredible journey, TradeshowGuy Exhibits extends its heartfelt gratitude.

Shifting Sands

You’ve been there. Walking along on a solid path, maybe near a beach or in the forest. Suddenly, the ground shifts beneath your feet. What you thought was solid ground turns out to be rickety and unstable. Either you do a quick balance readjustment, or you stumble. Maybe you’ll even fall.

Two years into the pandemic (okay, we’re into the third year by now, but who’s counting, right?), and all of us are experiencing shifting ground beneath our feet to some extent. Labor shortages. Shipping price hikes and extended shipping times. Exhibit builders working to create stopgap products (hand sanitizer stands, plexiglass barriers, whatever) to keep people working.

Doing what I do best 🙂

We all tried a lot of things.

For the longest time, I kept cranking away at this blog. For a dozen years, starting in late 2008, I’ve posted here regularly, sometimes once a day, usually two or three times a week. In the beginning, there was a podcast that showed up on the blog, but it eventually faded. Starting in 2015 I began doing monthly live webinars (they’re archived here and there are a bunch of good interviews and topics). Then I morphed to doing weekly Monday morning live interviews, but that became a bit unwieldy without an actual producer who could book guests and get everything lined up. So, it went to a weekly interview/check-in. It was a great challenge, and I enjoyed it. Certainly, I learned a lot from the people I interviewed, whether it was old friends/colleagues in the biz, or new people that somehow connected with me. Good stuff.

But in mid-summer 2021, I started to run out of gas. My energies shifted. My weekly interviews become bi-weekly, as did the newsletter. My creative energies were focused elsewhere (I’ve written first, second, and sometimes third drafts of five novels and I’m working on one of them to get it to the point where there’s a good chance a publisher might pick it up – fingers crossed).

Like many exhibit companies, we work with a small group of loyal clients. Some of them have decided to sit out 2021 and 2022. Others are going full speed ahead – we’re even working on a new custom 20×30 for one long-time client that’ll make its debut in March in Anaheim. As a business, TradeshowGuy Exhibits is having a good start to the year.

How important has blogging been to that success? The answer is all over the board. I can specifically point to a handful of projects in 2015 and 2016 that came as a direct result of clients finding the blog online and reaching out to me. But it’s not like pushing a button. You can’t publish a post and expect it to have any results. The readership of the blog was a little higher six or seven years ago, but it’s still consistent regardless of how often I post. Could it be better? Sure. Could it be worse? Of course.

Now, of course, if you were to check the dates of the last few posts, you’ll see that I haven’t posted anything here since November of last year. Every time I start to plan a post, I think, I’ve done that before. With around 1200 posts over a dozen years, yeah, I’ve covered a lot of tradeshow-related topics, most of them aimed at tradeshow managers for small to medium-sized companies. And I hate to repeat myself, although it’s not hard to take a topic and approach it from a different angle.

All this to say that this blog, while not on official hiatus, is certainly backing off from regular posts. The newsletter is also on a semi-unpredictable schedule. My work energy is focused on making sure clients are happy and taken care of. Creative energy is going into writing fiction and playing more music (I’m a drummer and guitarist).

Having said that, guest articles are always welcome (guidelines here). And if you know someone, or are someone, that would make a good guest for the TradeshowGuy Monday Morning Podcast, be sure to reach out.

And best wishes for 2022!

TradeshowGuy Monday Morning Coffee, February 1, 2021: Orvel Ray Wilson

Over a decade ago, I ran across Orvel Ray Wilson’s book (co-authored by Conrad Jay Levinson and Mark S A Smith) “Guerrilla Trade Show Selling” made a big impact on my knowledge of the tradeshow world. Years later, it still stands up. On this week’s TradeshowGuy Monday Morning Coffee, I sat down with Orvel and quizzed him about the tradeshow world, public speaking in a pandemic and more:

Find Orvel Ray Wilson at Guerrilla Group.

This week’s ONE GOOD THING is the new Foo Fighter’s album Medicine at Midnight, set for release later this week. Here’s their most recent single, “Waiting on a War.”

https://www.youtube.com/watch?v=CJd82T1_o1A

TradeshowGuy Monday Morning Coffee, November 23, 2020: Thanksgiving

It’s Thanksgiving Week here in the USA. It’s also Black Friday Week, which is of course, the natural progression of Black Friday into a whole week long thing, but that’s another story. Given that it’s Thanksgiving Week, I thought I’d do a short podcast/vlog on a handful of things I’m very thankful for.

This week’s ONE GOOD THING: Jeff Tweedy’s book “How to Write One Song.”


TradeshowGuy Monday Morning Coffee, November 16, 2020: Stephanie Selesnick

When it comes to exhibiting internationally, you probably couldn’t find many people more experienced than Stephanie Selesnick of International Trade Information. In this week’s TradeshowGuy Monday Morning Coffee, Stephanie and I talked about what it takes to exhibit overseas, what barriers exhibitors typically run into, how it’s going during the pandemic and more:

Find International Trade Information here.

This week’s ONE GOOD THING: Seth Godin’s new book “The Practice.

TradeshowGuy Monday Morning Coffee, November 9, 2020: Rich Kahn

CEO and co-founder of Anura, Rich Kahn, joins me on this week’s TradeshowGuy Monday Morning Coffee to talk about ad fraud. It’s one of the conversations where you keep learning stuff you didn’t previously know – which made it really worthwhile. I hope you find it the same way.

Find Anura.io here.

This week’s ONE GOOD THING: a new album coming in February from the Foo Fighters. They did a couple of songs over the weekend on Saturday Night Live. Here’s their new single:


TradeshowGuy Monday Morning Coffee, November 2, 2020: Podcast Sixpack

It was an idea that I cribbed from David Newman of Do It Marketing: grab six great podcasts (or vlogs) from the recent past, and re-post them. But I took it a step further by picking some good snippets from each of them and doing a new vlog/podcast. Take a look:

Here are links to the full shows – all worth watching:

This week’s ONE GOOD THING: the return of Pac-12 football.

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