American Specialty Toy Retailing Association

astra academy

On-Demand Webinars for Exhibitor Success

Do you want more exhibiting success and better ROI?  ASTRA can help you get it!

ASTRA has partnered with Jefferson Davis of Competitive Edge to bring you complimentary education! These webinars will provide you with the tools to add value, expand your exhibiting know-how, and improve your company's exhibiting performance and ROI for ASTRA's 2018 Marketplace & Academy. 

Fellow exhibitors who watched said:
“I've been in charge of our tradeshow booth for the last 8 years at a variety of shows, and I learned new things and was reminded of what was important. In addition, as I was listening I found myself thinking of new ideas to market our booth and writing them on sticky notes which are now stuck all over my desk!”

“We learned some very important pre-marketing strategies that will hopefully help generate lots of customers and sales. Great information on PRE show marketing.”

"This will get you thinking coherently and strategically about your tradeshow strategies."

  • Improving Trade Show Lead Management for More Post-Show Sales (Topic: Managing Your Leads)

    Recorded On: 05/17/2016

    Exhibit Survey’s Trade Show Trend study reveals an alarming disconnect between exhibitor lead capture and attendee satisfaction with exhibitor follow-up. Failure to effectively manage leads negatively impacts your company’s brand in the marketplace and may be quietly costing your company hundreds of thousands of dollars in unrealized sales revenue. Register for this highly-informative live webinar to learn insider secrets and best practices for quickly improving lead capture and follow-up practices to achieve better ROI for your company.

    Topic: Managing Your Leads

    Exhibit Survey's Trade Show Trend study reveals an alarming disconnect between exhibitor lead capture and attendee satisfaction with exhibitor follow-up. Failure to effectively manage leads negatively impacts your company's brand in the marketplace and may be quietly costing your company hundreds of thousands of dollars in unrealized sales revenue.

    Register for this highly-informative live webinar to learn insider secrets and best practices for quickly improving lead capture and follow-up practices to achieve better ROI for your company.

    Topics Include:
    • Exhibitor lead management challenge: shocking statistics on what is really happening with tradeshow leads
    • Formulas for calculating lead cost and revenue opportunity
    • Four phases of a “closed-loop" lead management process
    • Clearly defining what is and what isn't a lead
    • Mathematical formula for setting specific lead goals
    • Determining the best lead information to capture
    • How to get your sales team and/or distributors to support your lead management process
    • The four generations of lead capture devices and how to choose which generation is best for you
    • How to customize your lead capture device to get more quality information
    • Overview of ASTRA Marketplace's lead capture systems
    • How to create an easy-to-apply lead grading system
    • The critical roles of a lead captain
    • Strategies for improving lead routing, follow-up and building accountability from sales and distribution channels to follow-up and report on lead progress and conversion
    • Q&A

    Session includes a custom participant planning workbook.

    Jefferson Davis

    Competitive Edge

    Since 1985, Jefferson Davis has executed over 200 tradeshows and is continually researching the exhibiting strategies and best practices of highly successful companies.

    He's President of Competitive Edge, a Charlotte, NC based exhibit marketing consulting and training firm.

    Since 1991, he's helped his exhibiting clients turn their exhibiting investments from "expensive appearances" into "profitable investments." His clients have realized over $500 million dollars in combined results from tradeshows.

  • Driving Qualified Booth Traffic: How to Attract Enough of the Right Buyers to Your Booth (Topic: Promoting Your Exhibit)

    Competition for attendee’s time in the exhibit hall is fierce. The battle is won in the days and weeks leading up to show time. Today, no exhibitor of any size can afford to just show up and hope the right attendees find their exhibit. Effectively pre-marketing your exhibit is a “must do” to get your fair share of qualified booth traffic. In this all new exhibitor webinar, preeminent tradeshow expert, Jefferson Davis of Competitive Edge, will walk you through an eight-step pre-show marketing planning process that will put your company “in the mind” and “on the agenda” of enough of the right ASTRA Marketplace & Academy attendees.

    Competition for attendee’s time in the exhibit hall is fierce.  The battle is won in the days and weeks leading up to show time. Today, no exhibitor of any size can afford to just show up and hope the right attendees find their exhibit. Effectively pre-marketing your exhibit is a “must do” to get your fair share of qualified booth traffic.

    In this all new exhibitor webinar, preeminent tradeshow expert, Jefferson Davis of Competitive Edge, will walk you through an eight-step pre-show marketing planning process that will put your company “in the mind” and “on the agenda” of enough of the right ASTRA Marketplace & Academy attendees.

    Topics Include:

    • The four strategic pillars of a successful exhibit program
    • How tradeshow attendee behaviors have changed
    • The critical importance of pre-marketing your exhibit
    • Calculating your Exhibit Interaction Capacity
    • Creating Your Ideal Visitor Profile
    • Building Ideal Visitor Lists and using show attendee lists
    • Integrating multiple marketing media for maximum response
    • Overview of ASTRA Marketplace & Academy exhibitor marketing opportunities
    • A sample marketing program for small, medium/large exhibitors
    • Q&A


  • Tradeshow Success Made Easy: Practical Strategies to Address the Three Links of the Tradeshow Success Chain (Topic: Planning for Success)

    Recorded On: 04/04/2014

    Tradeshows are one of your most effective sales and marketing media, when done properly! Join tradeshow expert Jefferson Davis of Competitive Edge as he shares the critical actions necessary to succeed at tradeshows.

    Topic: Planning for Success

    Tradeshows are one of your most effective sales and marketing media, when done properly!  Join tradeshow expert Jefferson Davis of Competitive Edge as he shares the critical actions necessary to succeed at tradeshows.

    Topics include:                      

    • Why tradeshows are one of your most effective sales and marketing media
    • Three links of the tradeshow success chain: Pre, At, Post     
    • Pre-show success strategies
    • At-show success strategies
    • Post-show success strategies

    Jefferson Davis

    Competitive Edge

    Since 1985, Jefferson Davis has executed over 200 tradeshows and is continually researching the exhibiting strategies and best practices of highly successful companies.

    He's President of Competitive Edge, a Charlotte, NC based exhibit marketing consulting and training firm.

    Since 1991, he's helped his exhibiting clients turn their exhibiting investments from "expensive appearances" into "profitable investments." His clients have realized over $500 million dollars in combined results from tradeshows.

  • 7 Expert Observations That Can Help ASTRA Exhibitors Improve Results (Topic: Booth Design & Visitor Experience)

    This webinar shines a spotlight on 7 specific opportunities for quickly improving your exhibit's visibility, communication, attraction power, and ultimately results. Watch tradeshow expert, Jefferson Davis of Competitive Edge, as he shares the critical actions necessary to improve your exhibit.

    Topic: Booth Design & Visitor Experience

    “Sometimes a small tweak to your exhibit can make a big and fast improvement in your performance and results” says America’s leading tradeshow expert, Jefferson Davis.  

    You will not want to miss this ALL NEW educational webinar combining 30 years of experience, evaluation of over 16,000 exhibits in action at over 100 shows, including the last two years at ASTRA.  Jefferson spotlights seven specific opportunities for quickly improving your exhibit’s visibility, communication, attraction power, and ultimately results.  You’ll see photos of exhibits in action and walk away with practical ideas you can use to improve your upcoming ASTRA exhibit.

    Session includes a custom participant workbook.



  • Secrets of the Aisles: Interaction Skills Every Booth Staffer Needs to Know (Topic: Preparing & Training Your Staff)

    This webinar shares information on the skills every booth staffer needs to know and master for visitors on the show floor. Watch tradeshow expert, Jefferson Davis of Competitive Edge, as he shares the critical actions necessary to improve your exhibit.

    Topic: Preparing & Training Your Staff

    “No matter cool your products are, the single most important factor influencing your exhibiting results is your booth staff.  It’s what they do or don’t do in that short window of opportunity with buyers that makes the difference.” says America’s leading tradeshow expert, Jefferson Davis.

    86% of booth staffers have never received a single hour of skills training in how to manage visitor interactions in the challenging tradeshow environment. This forces them to make behavioral and communication errors that reduce booth traffic, limit the quality and quantity of leads, and negatively impact ROI.

    Attend this information rich session with by America's leading exhibit staff trainer to gain perspectives and practical practices that will make your booth staff a competitive advantage.

    Topics include:

    • Tradeshows are about face and next
    • How the exhibiting environment is different and why you must adapt your  behaviors and communication skills
    • What attendees want and expect from booth staffers
    • 10 biggest mistake booth staffers make
    • 10 attributes of an effective staffer and a free tool to assess your staff’s strengths and weaknesses
    • Tips for preparing your staff before the show – role play exercises, hand offs, disengaging
    • Developing and training your staff on using a tradeshow Visitor Interaction Process
    • Best practices for:
      • Closing sales orders (show specials and risk reversal) and taking better lead
      • Developing and delivering 60 second product messages
      • Presenting your quick company story
      • Guiding and qualifying conversations with skillful questioning
      • Getting into and out of interactions
  • ASTRA's Marketplace & Academy New Exhibitor Web-Briefing: How to Have a Positive and Profitable Exhibiting Experience

    In just 45 minutes, without leaving your desk, ASTRA staff and America’s leading exhibiting productivity expert, Jefferson Davis of Competitive Edge, will share important information, spotlight resources available to you and discuss specifically what your company can do to get maximum return from every dollar and hour you invest in ASTRA Marketplace & Academy, and answer any questions you may have. Register for this highly informative live webinar to take a photographic journey delivering dozens of tactics to improve your exhibit visibility and effectiveness.

    Topic: Planning for Success

    ASTRA wants to make sure all NEW exhibiting companies have a positive and productive experience.  As part of our new exhibitor on-boarding program, we require all new exhibiting companies to participate in a special web-briefing to prepare for the show.

    In just 45 minutes, without leaving your desk, ASTRA staff and America’s leading exhibiting productivity expert, Jefferson Davis of Competitive Edge, will share important information, spotlight resources available to you and discuss specifically what your company can do to get maximum return from every dollar and hour you invest in ASTRA Marketplace & Academy, and answer any questions you may have.

    No matter how long you’ve exhibited at trade shows, we guarantee you will leave this web-briefing more informed, more focused, and better prepared with practical tools to exhibit successfully at ASTRA Marketplace & Academy.

    Topics Include:

    • About ASTRA Marketplace & Academy, your exhibitor support team, resources available to exhibitors
    • The New Exhibitor On-Boarding program:
    • Navigating the exhibitor service kit
    • Understanding Marketplace & Academy attendees’ interests and needs
    • ASTRA staff’s top tips for new exhibitors
    • The real power of exhibiting effectively
    • 3 links of the tradeshow success chain
    • Calculating the leads/sales opportunity for your company
    • 5 critical exhibiting success factors
    • 10 biggest mistakes new exhibitors make
    • Q&A
    • Strategically timed emails with 5 critical exhibiting success exercises
    • Overview Exhibitor Success & ROI Center
    • Overview 21 point Exhibiting Effectiveness Evaluation conducted by a tradeshow expert

    Session includes an electronic custom participant planning workbook.

    Jefferson Davis

    Competitive Edge

    Since 1985, Jefferson Davis has executed over 200 tradeshows and is continually researching the exhibiting strategies and best practices of highly successful companies.

    He's President of Competitive Edge, a Charlotte, NC based exhibit marketing consulting and training firm.

    Since 1991, he's helped his exhibiting clients turn their exhibiting investments from "expensive appearances" into "profitable investments." His clients have realized over $500 million dollars in combined results from tradeshows.

  • New Exhibitor Preparation with GES

    This informative, how-to webinar on preparing to exhibit at Marketplace & Academy is specifically designed with first-time exhibitors in mind. This webinar covers booth inclusions, how to order furnishings and services for your booth and options for shipping and material handling. Watch this recording for insider tips and tricks for making the most of your trade show experience.

    Topic: Planning for Success

    Watch this webinar for a complete rundown of everything you need to know as a new ASTRA exhibitor.

    This informative, how-to webinar on preparing to exhibit at Marketplace & Academy is specifically designed with first-time exhibitors in mind. This webinar covers booth inclusions, how to order furnishings and services for your booth and options for shipping and material handling. Watch this recording for insider tips and tricks for making the most of your trade show experience.

    Session includes a downloadable resource.

  • Inside Your Exhibiting Numbers: Budgeting, Managing Costs, Measuring & Reporting Exhibiting Performance, Value & ROI

    Attend this insightful and practical exhibiting webinar to go inside the tradeshow numbers game and learn why, what and how to measure to report exhibiting performance and ROI. A “must-attend” event for every exhibitor wanting to measure and improve results. Watch this recording for insider tips and tricks for making the most of your trade show experience.

    Topic: Planning for Success

    Many exhibit and marketing managers are facing increased pressure from senior management to control costs and measure exhibiting ROI.  And while everyone’s talking about ROI, very few are actually measuring it.           

    Attend this insightful and practical exhibiting webinar to go inside the tradeshow numbers game and learn why, what and how to measure to report exhibiting performance and ROI. A “must-attend” event for every exhibitor wanting to measure and improve results. 

    Topics include:

    • Tradeshows…Expensive Appearance or Profitable Investment?
    • Exhibiting ROI… can it really be measured?
    • Benefits of measuring
    • Tradeshow budgeting best practices
    • Where the tradeshow dollar goes
    • Money saving tips
    • Tradeshow performance metrics:
      • Exhibit Interaction Capacity/Utilization
      • Exhibit Attraction Efficiency
      • Staff Interaction Rate
      • CPI: Cost Per Interaction
      • CPL: Cost Per Lead
      • Lead Quantity and Quality
      • Potential Value of Leads
    • Determining Exhibiting ROI Targets
    • Formulas for measuring Hard and Soft Dollar Exhibiting ROI
    • Reporting exhibiting performance and financial results to management
    • Q&A

    Session includes a downloadable resource.

  • Exhibitor Orientation with ASTRA & GES

    Join us and our general service contractor, GES, for a complete rundown of everything you need to know to prepare for ASTRA's Marketplace. Watch this recording for insider tips and tricks for making the most of your trade show experience.

    Topic: Planning for Success

    Join us and our general service contractor, GES, for a complete rundown of everything you need to know to prepare for ASTRA's Marketplace.

    This webinar is great for all exhibitors from first-timers to veterans.  We'll cover all the need to know information including:

    • Booth inclusions and display rules
    • Shipping and material handling
    • Set-up logistics
    • Marketing and advertising opportunities and more

    No matter how long you’ve exhibited at trade shows, we guarantee you will leave this webinar more informed, more focused and better prepared to exhibit successfully at the ASTRA Marketplace & Academy.