MYS Case Study: International Woodworking Fair Atlanta

Streamlining the Sales Cycle with Salesforce Integration

IWF Atlanta, the International Woodworking Fair is one of the largest trade shows in the woodworking and furniture production industry. 

Held biennially in Atlanta, Georgia, IWF brings together tens of thousands of manufacturers, suppliers, buyers, and industry professionals from around the globe to experience cutting-edge machinery, materials, and technology.

Map Your Show has been IWF Atlanta's technology partner since 2016, powering five consecutive show cycles and growing deeper into the show’s operations with every event.

Overview

IWF Atlanta first partnered with MYS to bring the show floor and exhibitor experience online. Today, MYS is the infrastructure IWF Atlanta depends on to plan, sell, and run its show across 5 consecutive cycles.

IWF runs its entire exhibitor and attendee-facing operation on the MYS Platform, from floor plan management, exhibitor resources, and speaker and session management, to attendee discovery, planning, and on-site navigation.  

MYS Sales Pro powers the full booth and sponsorship sales process, giving exhibitors and sponsors a seamless way to find, select, and purchase space as well as sponsorship packages directly from the live floor plan.  

The Challenge

The IWF team uses Salesforce to track contacts, account history, manage pipeline as well as exhibitor relationships and follow-up tasks. 

While many of these processes are completed in Salesforce, IWF's team struggled with manual tasks for booth sales that sat outside Salesforce and required data re-entry for every transaction to keep records up-to-date. The result was a sales process with inefficiencies and room for human error.

IWF needed a booth sales process powered by technology to replace manual booth sales processes. The technology solution needed to connect back to Salesforce to ensure data could flow in without manual re-entry.

This case study outlines how MYS solved both sides of that problem, taking over the operational side of booth sales with a platform purpose-built for it, and automatically translating everything back into Salesforce.

Implementation and Success 

• Faster, Efficient Booth Sales Process 

  Exhibitors don’t have to wait for the IWF sales team to check availability, confirm space, or chase a contract. They access the live floor plan, select their space, sign their contract, and complete payment in one uninterrupted flow, compressing a process that can span days of back-and-forth communications into a single self-serve transaction.
  
  

• Sponsorship Revenue Built Into the Transaction

  With sponsorship packages and digital advertising embedded directly into the booth application flow, upsell opportunities are presented at the moment of highest intent, when an exhibitor is already buying. As a result, IWF captures revenue that previously required a separate conversation.
  
  

• Salesforce Stays Current Without Anyone Maintaining It

  Every booth sale, signed contract, payment, and sponsorship purchase flows automatically from MYS into the right Salesforce record. The information in both systems is accurate without the need for manual entry or verification.
  
  

• The Sales Team Saves Time 

  With MYS handling the operational side of every booth transaction, the IWF sales team stopped manually coordinating the process and communications for each transaction. Time previously spent on manual coordination, contract management, and data entry can now be redirected to the exhibitor conversations that actually drive renewal and growth.

• Enhanced Renewal Conversations

  With five cycles of booth history, contract dates, payment status, and exhibitor data in Salesforce, reps walk into every renewal conversation fully informed. The two-year gap between shows no longer means starting from scratch.
  
  

• The Whole Team Worked From One Data Set

  Because MYS pushes data into existing Salesforce records rather than creating new ones, every team member, from sales reps to managers, sees the same complete picture. Continuity across cycles no longer depends on background information and history from the sales reps.
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Results

About Map Your Show

Map Your Show is your trade show operating system. For 20 years, our technology has been trusted by the world's leading trade show and event organizers. MYS offers the technology solutions you need to power your event: building an expo floor plan, helping exhibitors stay on top of their deadlines, navigating attendees through the event with a mobile app, and selling booths and advertising. Our technology powers trade shows, conferences and events so that organizers can focus on what matters most: delivering a successful event.

For more information about Map Your Show and its services, please visit www.mapyourshow.com or contact us below.