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Paul Leinenbach
International Real Estate Sales thru U.S. Domestic Trade Shows!
Clearly the specialized AIREEC Expo supports such activities, but, do large U.S. industrialized exhibits support international real estate sales? Specifically, can you identify and meet with qualified foreign prospects to preview luxury second home investments? The answer is yes!
The presentation will examine what characteristics of domestic trade shows allow such activities, and what tools and skills are necessary accomplish it?
First look at the definition of a good international prospect.
The Initial Criteria:
• Mid to top level management in a successful foreign firm
• Sufficient disposable income – for personal purchases
• Has ongoing business activity in the United States
• Is familiar with American culture and recreational opportunities
• Aware of potential benefits of owning US luxury real estate. Both for personal use and company sales-promotion efforts
• The candidate plans to travel to the United States
• Young enough to enjoy life, old enough to appreciate fixed assets
This is a definition of a good prospect. What additional information would make him into an ideal prospect?
Key Additional Information:
• The candidate’s name & title, and the company’s name & activities
• When the candidate is coming to America
• What event will he or she attend (thus the city and dates)
• And most important, the candidate’s e-mail address and cell-phone number
This combination defines an “ideal prospect”.
And there are thousands of such qualified candidates at each major domestic trade show. You only have to select the “right” candidates and begin a targeted approach before the show to alert them of the opportunities to investigate quality American real estate at your booth and off-site “hospitality lounge”.
We will discuss this approach, including the techniques to accomplish your objectives. These are the tools and techniques contained in the PowerExporting™ manual.
Speaker Profile
Currently, Dr. Leinenbach is President of PowerExporting, a small research/publication company focusing on global opportunities for small companies at U.S. domestic trade shows.
His second book is due out shortly. These are the only publications, public or private, addressing how exhibitors can benefit from the globalization of U.S. domestic exhibitions.
He has had an extensive career in overseas and domestic trade promotion; both with emphasis on the Asia/Pacific Region and small company export activities thru domestic trade shows.
Asia/Pacific Region: He has served 22 years in planning, implementing and managing international business activities in Asia as a senior officer in the Department of State and the US &Foreign Commercial Service. Foreign Commercial Service, Director of: Asia/Pacific Regional Trade Promotion Office, US Trade Center Japan, and Southern Calif. District Office.
Small Company Export Activities: He has spent the last 21 years in University teaching (Loyola Marymount University as business faculty and Director, International Business Center), consulting, and conducting research on export opportunities at US domestic exhibitions. His research includes three of the four research studies that have been conducted on domestic trade show exporting to date.
Additionally, he developed and managed a joint Federal /Private sector grant to the State of California and the Export Managers’ Association of Southern California based on his Ph.D. dissertation on domestic trade show exporting. This Commerce Department MDCP grant trained California exhibitors in 15 domestic International Buyer Program (IBP) exhibits.
Comments on Dr. Leinenbach’s first book, PowerExporting™: “…The PowerExporting™ program lays out a roadmap, a training program that describes proven techniques...to help firms find and qualify foreign distributors and buyers…This …guide represents a significant achievement in the literature of business. As the only publication addressing how to benefit from the presence of foreign attendees at domestic trade shows, it should be a core training manual for all company staff and government officials assigned to manage and staff exhibitions…..” James Boney, Director, International Buyers Program, U. S. Dept. of Commerce (Retired).
“PowerExporting™ also serves as a “how-to-manual” for exhibitors in U.S. Dept. of Commerce’s IBP Exhibits…It is the only publication, public or private, showing exhibitors how to take advantage of the increasing presence of foreign attendees at U.S. domestic exhibitions.” Vance Baugham, President, Los Angeles World Trade Center Association.
Education:
US Int’l University, San Diego, CA. Ph.D. Dissertation: “Exporting Through Domestic Exhibits”. NYU Graduate School of Business Administration, New York. MBA, (International Finance). London School of Economics & Political Science, London, England. MSc., (Eco.Development). Hofstra University, Hempstead, NY, BS, (Economics & Business).
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