E-advertising is often measured as a Cost Per Impression (CPI) or Cost Per Thousand Impressions (CPM). This is not a new technique, traditional marketers have been using something similar for ages. Whether you advertise on television, radio, magazines, newspapers or billboards you will often look to CPI as your justification for the cost.
For example if you know that your advertisement will be seen by one million people and you are quoted a CPM of $ 10.00 your total advertising cost will be $ 10,000. The CPI then divides this number by 1,000 so that a $10.00 CPM equates to a $ .01 CPI.
At a trade show we have a similar method of measurement called Visitor Intensity (VI). This measures the number of visitors you can expect over the life of the show. The calculation is simple enough, take the number of square feet of your exhibit and multiply it by the number of show hours and divide that by the cost. For example if you took 200 square feet for a trade show that was 18 hours long and your costs were $12,000, your Visitor Intensity ratio would be $3.33.
On first glance you might conclude that the intensity cost is higher than the CPI you are used to paying for – this can be explained easily when you look closely at your audience.
There are few additional benefits to using “intensity” to measure.
Think of Visitor Intensity as an excellent tool to add to your show planning arsenal. When you compare Visitor Intensity to cost per impression just make sure you are comparing apples to apples.
© 2010 by Barry Siskind. Barry Siskind is author of Powerful Exhibit marketing. He is also President of International Training and Management Company who offers a number of services to exhibitors including the creation and implementation of a mystery-shopping program. Contact Barry at barry@siskindtraining.com for more information.
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