Case #1
Client: Let's just say no one is bigger or better at what they do -- inside.
Event: Windows 2000; or Microsoft's Vapor Ware Extravaganza
Date: March, 2000
Location: Moscone in SF

Need or Problem #1: Their presenters had a habit of showing up unprepared, and would launch into their demonstrations without any rehearsal. More often than not, these presentations were long, completely unfocused and just plain boooooring.
Need or Problem #2: Their typical untrained exhibit staff needed help. The client didn't want them to make visitors wait, didn't want them to stand in closed circles and talk with each other, eat hot dogs in two bites, wander off to buy the $8 Coke, etc.

The Hill Group solution: Provide both our Trade Show Presentation Program and our Trade Show Selling Skills Workshop. Follow up at the show with our During-the-Show Coaching Services.

Results #1: The presenters took their tasks more seriously, rehearsed their presentations more thoroughly, and made much more compelling presentations. They were more confident because they knew they got better. And, they ended up helping each other out during the show to make their second and third presentations even better.
Results #2: The staff really enjoyed the fun, fast-paced nature of our Trade Show Selling Skills Workshop. Our challenge is take a basic skill set for working in an exhibit booth and deliver it in an interesting, compelling way. No, we don't use drugs or Regis Philbin. Anyway, we received many compliments from first-timers and from trade show veterans. For the first day of the show, we worked in the booth with the staff to train those who missed the meeting (there are always some who think they don't need to be there), coach everyone at their own speed to get better at qualifying, dismissing, etc. And we ran our incentive program: Cold hard cash (actually $2 bills) was handed out for getting better.

Case #2
Client: One of the top five software companies in the world.

Need or Problem #1: The company wanted to create a core group of highly trained personnel to work at all of their trade shows throughout the year, sort of a SWAT team that could lead the masses at every major show.
Need or Problem #2: This group needed to be experts in both booth selling skills and trade show presentations and demonstrations.

The Hill Group solution: A series of half-day training programs at a variety of company locations. We present both our Trade Show Selling Skills Workshop and our for Trade Show Presentation Skills Workshop for employees that have signed up for the program.
Results: We're still being asked back. This is a voluntary program and word has gotten around about how good, useful and fun the training is, so attendance in the workshops is continually growing.
More Details: The event manager was able to get funding for this ongoing program after the performance of the first group of trained exhibit staff personnel got the attention of upper management. The program is so popular that going through the training doesn't automatically mean acceptance into the "Trade Show SWAT Team." Attendees must pass a presentation/demonstration test, and so far results have been great!

Stay tuned for more case studies, coming soon!