EMT #45 with Stephen Benedetti - Exhibiting Across Borders: What U.S. Marketers Can Learn from Europe

Event Marketer's Toolbox

In this episode of Event Marketer’s Toolbox, hosts Chris Dunn and Dana Esposito sit down with Stephen Benedetti, International Business Development Director at Heilmayer Messe Design in Munich, Germany, to discuss what it really takes for American exhibitors to succeed in Europe.

Stephen has lived and worked on both sides of the Atlantic, helping brands translate their trade show strategies for an entirely different landscape. From construction rules and costs to design philosophy and cultural nuances, this episode breaks down the why behind the differences — and how understanding them can make or break your next international activation.

1. Design philosophies are fundamentally different.
In the U.S., exhibitors design for efficiency, modularity, and speed. In Europe, design is an art form. Booths often use real materials — wood, glass, metal — with higher craftsmanship and integrated hospitality spaces. Stephen explains how these elements shift both expectations and execution.

2. Labor, rigging, and electrical costs operate on a different model.
Unlike in the U.S., where union rules dominate show floors, European venues take a more streamlined approach. “There are no electricians in the halls here,” Stephen notes, explaining how this flexibility can lead to more creative and cost-effective builds — if teams plan correctly.

3. Sustainability isn’t a selling point — it’s the standard.
European exhibitors approach sustainability as the default. Components are reused, rental systems are optimized, and the entire process focuses on longevity. Stephen highlights how this mindset not only reduces waste but often saves money over time.

4. Cultural fluency is key to success.
Language, communication style, and work culture all influence how international projects unfold. Stephen stresses the importance of trust and collaboration: “Give your local partners the freedom to work to their strengths. Don’t just send your design and say, ‘Build this like we did it in the States.’”

5. Experience and hospitality drive engagement.
Trade shows in Europe are as much about relationship-building as they are about sales. Exhibitors invest in welcoming lounges, espresso bars, and conversation spaces. It’s not just about attracting attention — it’s about creating connections.

Exhibiting internationally is more than just a logistical challenge — it’s a mindset shift.

This conversation with Stephen Benedetti pulls back the curtain on what makes European shows tick: deeper craftsmanship, flexible operations, and a genuine culture of sustainability and hospitality.

Whether you’re planning your first overseas activation or refining your global event strategy, this episode is packed with actionable insights to help you design smarter, build stronger, and connect deeper with audiences around the world.

👉🏼 Join us for more insightful discussions like this by tuning into 'Event Marketer's Toolbox,' where industry leaders share the tools, tactics, and trends driving success in the event world.

This Show is sponsored by Blue Hive

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1. Welcome & introductions (00:00:00)

2. Stephen’s journey: from the U.S. to Munich (00:05:39)

3. Key design and build differences between U.S. and Europe (00:10:39)

4. The truth about electrical, rigging and labor costs abroad (00:18:39)

5. Why raised floors and craftsmanship define European design (00:27:39)

6. Sustainability as a cultural standard (00:38:39)

7. Communication, culture and collaboration across borders (00:47:39)

8. Two golden rules for U.S. exhibitors in Europe (00:56:39)

9. Wrap-up and final insights (01:00:39)