Case study
Giving 84 exhibitors numbers they would renew for
A trade exhibition organiser was losing sponsor renewals because exhibitors could not evidence return. We instrumented the floor and gave every stand its own scan data within 24 hours of close.
The challenge
What was actually wrong
Exhibitors were told footfall was strong but had nothing to take to their own finance teams. Renewal conversations were happening on anecdote, and three anchor exhibitors had already declined to rebook.
Approach
How we sized it
The problem was reporting, not footfall. We gave each stand a scanner and a portal, and — more importantly — agreed with the organiser what a 'lead' meant before the show, so the number meant the same thing to every exhibitor. Ambiguous definitions are what make this data unusable.
Deployment
What went on the floor
Badge scanning at 84 stands, dwell-time sampling at aisle level, and a per-exhibitor portal live during the show rather than after it. Final per-stand packs went out within 24 hours of close, while the show was still fresh in a finance director's mind.
Results
What we measured
Exhibitor stands instrumented
To per-stand reporting
Uplift in renewal conversations
More work
Other deployments
Let's build the room
Send us the date, the city and the headcount. We come back with sizing, staffing and a costed range.