Amp Your Trade Show ROI
with Exclusive New Selling Tools from ASI
Mary Upton, ASI Show
Vice President of Show Operations
Mary has nearly 40 years experience managing industry trade shows. Recognized as a trade show industry authority, Mary leads Exhibition Manager Training courses around the world.
Sharon Hosang, GES
ASI Show Account Mgr.
Sharon has 15 years experience in the trade show industry, serving in various capacities, incl. show planning/production as Acct Mgr for ASI Show.
Ray Mancari, Sabina
National Sales Manager
In his promotional products career of 20+ years, Ray has been on both the supplier side and the End User side of the promotional products business.
KristianLavereau, Showcare
V.P. of Business Development
Kristianis tasked with business growth for Showcarein the tradeshow & professional meetings sector in North
America, Europe and emerging markets like Dubai and Abu Dhabi.
Dan Townes, Shepenco/Shelbyville Pencil Company, President
Dan has been at the helm of Shepenco, a 75 year old 3rdgeneration family business, since 1994. Known for his candor and industry savvy, Dan was named to Counselor’s Power 50 List three years running.
ASI Show Exhibitor Exclusive!
Amp Your Trade Show ROI with Exclusive
New Selling Tools from ASI
Moderated by Michele Bell
GES National Servicenter
Collective efforts between ASI Show
and GES to minimize your trade show
expenses and maximize your
effectiveness
GES National Servicenter
® By centralizing the pre and post show services at the GES National Servicenter, our service representatives are able to manage the entire show experience throughout all criticalcustomer contact periods, making it a consistent experience for exhibitors.
- GES Servicenter®
•
Pre-show order entry and confirmations
•
Pre-show proactive advice and guidance
GES National Servicenter
®
Pre-Show Service Survey responses
•
Responses from 52,300 exhibitors (YTD)
•
95% of Exhibitors said the GES Servicenter
GES National Servicenter
®Exhibitor Benefits
• Provides consistent pre/post show process for exhibitors on all
shows
• Each GES National Servicenter® representative has visibility to
prior calls from exhibitors, “open” service request tickets and
GES’ commitment on prior service requests
• Any surveyed exhibitor who was not satisfied with GES’
customer service will be contacted by the GES National
Servicenter® management team immediately after completing
the survey and the issue will be resolved
• Discount deadline reminders
• Assistance in navigating the service manual and placing order
GES National Servicenter
®• The GES National Servicenter® is open during coast to coast business hours to assist you with all of your trade show exhibiting needs and can be contacted using one of the following methods with your specific inquiry.
• Online Chat - Online Chat session with one of our GES National Servicenter® representatives at
http://www.ges.com/contact_ges/ • Toll-Free Domestic: 1-800-475-2098 Fax: 1-866-329-1437 • Calling Internationally: 1-702-515-5970 Fax: 1-702-263-1520
Collective efforts between ASI Show and
GES to minimize your trade show expenses
and maximize your effectiveness
GES Service Executives
Service Executive Show Service
•
Survey responses from 10,400
exhibitors (YTD) on show site
•
91%
of Service Executives at show
site Met or Exceeded Expectations
GES Service Executives
Service Executives are assigned to specific
blocks of exhibitors on the show floor. They
provide proactive pre-show and show site
customer service. Coordination of freight,
labor rigging and all other GES services.
•
Verifying order completion
•
Proactively solving challenges
•
Reviewing preliminary invoices
GES Service Executives
Exhibitor Benefits
• Pre-show introduction and communication of contact information
• Welcome table tent or flyer with their picture (so they are easily identified) and direct cell number
• Follow-up thank you notes via email or personal note
• Service is brought to the exhibitor - in their exhibit!
• Trips to the GES Servicenter® are reduced
• Time is saved placing orders – expedited new orders
• Problem solving is proactive
• Reviewing orders and invoices provides immediate assistance with questions
Collective efforts between ASI Show and GES
to minimize your trade show expenses and
maximize your effectiveness
No Special Handling Fees on ASI Shows!
•
Allows exhibitors to better plan and budget
without any drayage surprises on their GES
invoice
•
ASI Material Handling order forms are
straight-forward and easy to understand
Collective efforts between ASI Show and GES
to minimize your trade show expenses and
maximize your effectiveness
No Overtime Charges for Inbound
Advance Warehouse Freight
(late to warehouse and other surcharges apply)
Allows exhibitors to better plan and budget
without any surprises regardless of when the
Advance Warehouse freight is delivered to show
site, exhibitors do not incur overtime surcharges.
Collective efforts between ASI Show and GES
to minimize your trade show expenses and
maximize your effectiveness
GES Logistics Caravan
• Expedited transportation between back-to-back ASI or other
industry related shows, saving valuable time and money.
• Simple shipping processes make it easier to focus on the
show
• Single invoicing is available for furnishings, graphics, transportation, installation and dismantling service and electrical to avoid unnecessary paperwork.
• GES Logistics is also fully integrated with all other GES
services to provide a convenient and efficient show experience.
Emerging Trends in Trade Show Exhibits
A summary of recent trends in exhibiting from the
Incomm Center for Trade Show Research and Sales Planning
• Time limitations by attendees cause them to stay longer and get as much accomplished at the show as possible. As a result, they are doing less browsing and more targeted product evaluation.
• There has been an increase in buying teams at events compared to a single company representative. The buying teams are comprised of a number of decision makers from a single organization who strategically visit you and your competition’s tradeshow display booth – often multiple times – to fully evaluate the benefits of one product over another.
• Experiential exhibiting is another growing trend. Rather than aggressively selling products and their features to visitors, trade show display booth staff now find they are more effective serving as soft-sell consultants and engaging visitors with product
success stories and solutions. Research shows that buyers prefer this type of approach versus hard selling.
• An event’s success now is not only measured in new leads or sales generated,
but in building current customer relationships. Pre-show marketing and account
management help draw booth visits and special meetings with current customers that can yield incremental sales.
Lead Retrieval Key Facts
•
86% of exhibitors say “obtaining
leads”
is their primary objective
•
More than 70% of all tradeshow
leads never
receive any form of
Showcare’s Lead
Management Solutions
• Showcare provides a combination of hardware, software and services that makes it easy to capture, qualify,
report and follow-up on sales leads gathered in your booth at the ASI Shows.
• Our lead retrieval device enables exhibitors to capture and verify attendee data from the 2-D barcode located directly on the badge. This data can then be viewed, edited and sorted online using our www.showlead.com
portal.
• In addition, Showlead also offers attendees post event access to an online portal where they can view a list of exhibits they visited during the show so that they can proactively follow up with the exhibitor directly.
Why Showlead
Capture attendee information quickly
A simple scan of each attendee’s registration badge unlocks the valuable contact, demographic and buying behavior information that’s linked to every attendee’s badge.
Identify high potential leads
A number of customizable options such as demographic and sales qualification data fields, allow exhibitors to better qualify prospects faster.
Follow-up with prospects faster
Our online web portal allow exhibitors to quickly access, edit, filter, analyze and report on their leads right after the event resulting in a more effective follow-up.
Showlead
Benefits
• Reliability - The showlead system has been tested by thousands of exhibitors across hundreds of events and tradeshows.
• Flexibility - With our showlead unit, exhibitors can easily capture leads from anywhere in their booth.
• Reduced costs - Unlike other systems with showlead both the scanning device and the wireless printer are battery-operated so therefore require no additional power in the booth.
• Reduced return times- After the event, exhibitors can access their leads online, which means no wasted time standing in line to get their leads downloaded.
• Fully supported - Our onsite services team are always available on-site to manage exhibitor training and to provide technical support.
• Increased visibility - By using showlead each attendee will receive
personalized access to the BoothTracker system after the event. This system allows them to review all of the exhibitors they visited at the event, so they can further analyze their experience or proactively contact a prospective exhibitor.
Key Features of Showlead
• Compact, portable barcode scanner allows simple badge scanning • Graphic LCD display to verify scanned data
• Connects wirelessly to optional Bluetooth portable printer
• Built-in rechargeable lithium battery (no power required in the booth) • Up to 8,000 leads can be stored in the device
• Custom action codes (qualifers) can be easily added to the device • Real-time online reports
• Fully Integrated Email Marketing Solution
• Automatic listing on the attendee post-show BoothTracker site • Quick and easy online ordering
Capture valuable details about ASI Show
attendees
• Credit Connect risk level (i.e. low or high risk)
• Job function (i.e., president, manager or sales representatives) • If attendee is an authorized buyer
• Primary business (i.e., ad specialty, decorating, incentives or gifts) • How long the attendee has been an ASI member/active in the industry • Total promotional products sales volume
• Number of company sales reps
• Number of company independent contractors • If the company is family owned
The options
S
h
o
w
Showlead units provide features such as in booth printing and real-time
lead qualification
Take your leads with
you on a USB stick.
Handheld Showlead
Device
Showlead.com
Showlead.com
View a listing of all leads or
groups of leads
Drill-down and view
details of each lead
Showlead.com
View detailed demographic, geographic and follow-up reports with full drill-down and filtering capabilities
Showlead.com
Intuitive interface allows for easy manipulation of lead data
Showlead.com
View detailed reports and analytics online
Create stunning email campaigns using custom templates
BoothTracker
Each attendee receives an online listing of all the booths that they were scanned at using a Showlead device
“Reach Out”
Call Center Solution
The Need: Invite more attendees as VIP guests of the Exhibiting company and provide qualified lead delivery
The System: Showcare’s investment in a new, state-of-the-art IP-based telephony system and staff training
The Feature: Outbound call service (automated or live) with or
without celebrity voice to invite attendees to the event and a personal touch point post show as a sales
follow up (qualifying)
The Benefit: Increased Attendance (revenue preservation or
increase) and enhanced exhibiting results with lead follow up performed by Showcare (better exhibiting results = return/new business)
Collective efforts between ASI Show and
Showcare
to minimize your trade show
expenses and maximize your effectiveness
Showcare
Lead Management Exclusive!
Enhanced prospect PRE-QUALIFYING
•
additional details in the barcode only
retrievable with the Showcare
scanner!
Showcare
Lead Management Exclusive!
NEW!
Valuable details you will now receive about show attendees (Not available with any other provider)
• Credit Connect risk level (i.e., low or high risk)
• Job function (i.e., president, manager or sales representative)
• If attendee is an authorized buyer
• Primary business (i.e., ad specialty, decorating, incentives or
gifts)
• How long the attendee has been an ASI member/active in the
Showcare Lead Management Exclusive!
Plus, you will continue to get:
•
Total promotional products sales volume
•
Total company sales volume
•
Number of company sales reps
•
Number of company independent contractors
•
If the company is family owned
•
Additionally, you have the option of adding
9 New Initiatives from ASI to
create the best selling
environment for ASI Show
exhibitors in 2009
Initiative #1
Growing attendance
Orlando
and Dallas pre-registration
up 10%
–
Simplified rules for
distributor incentive
programs
In Orlando:
–
Tony Robbins Keynote
–
Value-priced hotels
–
Fashion show in Orlando
to hold attendees until
the end of
the first exhibition day
Initiative #2
Attracting the right distributors
Rather than just quantity, we’re using our internal
information to attract the right distributors…
-
Creditworthiness from ASI CreditConnect-
Salesperson affiliationsHosting 40 national and regional sales meetings at
ASI Shows.
Initiative #3
Delivering exclusive distributors
More than 90% of ASI Show attendees
in 2009 won’t participate in any other
industry event (including PPAI Expo)
and more salespeople from Top 40
companies will attend our shows than
any other collection.
Initiative #4
New information on the distributors you meet
–
ASI CreditConnect
risk level
(to help you assess creditworthiness)
–
Job function and title
–
How long the attendee’s firm
has been an
Initiative #5
More ways to interact with distributors
“24
×7 Networking”
Suppliers who exhibit at all five ASI Shows will
now receive complimentary tickets to the Gala
event at every show, giving you several more
hours to socialize and get to know your
Initiative #6
Easier to do business with ASI Show
• For 2009, we’ve simplified doing business with us and
created comprehensive marketing material with key
facts about every show to help you make exhibition decisions.
• All exhibitor manuals, show and education registration,
and hotel websites are open months earlier than ever
before
• We’re eliminating half the show-related deadlines
so you can keep things straight (and so can we!)
• We’re holding 2009 pricing for 2010 through
mid-February 2009, giving you more opportunities to make plans for 2010 without financial penalty.
Initiative #7
Relevant education for suppliers & distributors
• We’ve overhauled education, creating a special all-day session
to prepare new distributors to more effectively work with you
• Adding an invitation-only education track for people who do at
least $1 million a year in sales.
• Exclusively for suppliers, we’ve added ”Supplier
Clinics” designed to provide specific, actionable examples of
how to manage your business in a challenging and changing
environment. The sessions are free, and they’re scheduled
Initiative #8
Marketing opportunities that use technology
• We’re replacing the Show Daily paper with a HUGE video
display outside the exhibit hall of every show. This new
initiative will give you a low-cost way to advertise your products
and show specials via video, driving traffic and education in an
innovative, eye-catching way. (Your Show account executive
can provide details.)
• ASI Radio, our 30-minute weekly web-based industry show, will
be broadcast at every ASI Show in 2009, providing
an opportunity to reach distributors who are listening to the
show with your marketing message through sponsorships and, if your news is truly worthy, editorial coverage.
Initiative #9
New registration area
•
New individual branding for each of the five shows
•
Upgraded the
technology used in the registration area
– Pick up your credentials more quickly
– make last-minute changes yourself at kiosks and get onto
the floor quickly on setup day
– we’ve designed it to be faster with shorter lines so people
