B-to-B Events

Indeed, it was the year’s greatest case study. An amalgam of every hot trend, activated by every new event marketing strategy—all with the power to drive $1 billion in sales (and that’s just for starters).

It isn’t often that a b-to-b tour gives rise to one that connects with consumers, too. As a matter of fact, it’s quite unusual, says Julie Garlikov, vp-marketing at Torani, the Italian coffee syrup brand. But that’s exactly what happened last year when Torani took to the road with its bottles, cups and blenders, hitting independent coffee houses along the West Coast that use the syrup in their coffees and a few of the distributors who service the accounts.

As part of a strategy to reinforce its “ION Delivers” campaign, the network erected a pop-up mobile mailroom during TV’s Upfront Week 2012 on the streets of New York City outside of advertising agency offices.

Every conversation in the event marketing industry eventually comes around to technology. You want to know what tools are out there to make your jobs easier, make your programs more successful and most crucially, make your target consumers love you the most. We have heard your clarion calls for help and now, with this monthly series, EM’s own Ken Briodagh will collect and codify the hottest, newest, most interesting, best (and sometimes worst) technological doohickeys available to you.

The world of b-to-b marketing is getting a much-needed upgrade thanks to a few enterprising brands that are recognizing that the same people who “conduct business” on the trade show floor are also consumers who enjoy a little fun and excitement, too. As a result, some exhibitors are taking cues from consumer events to enliven their shows and increase the effectiveness of their b-to-b programs.