Learn how your company's performance at SPIE Optics + Photonics 2013 stacks up against others in the industry. We've compiled results for lead generation, follow-up methods, and more.
2. Q1: What type of business are you?
Respondents represent these market segments:
Engineering services
Imaging systems / products
Lasers
Capital equipment
Electro-mechanical
Optical components manufacturer
Opto-mechanical
Optical coating
Aerospace / Space
3. Q2: How did you participate in O+P?
Respondents who exhibited used 10-ft booths & Tabletop displays. Several
didn’t exhibit, opting to walk the show and/or attend tech conferences only.
50.0%
0.0%0.0%
20.0%
30.0%
10-ft booth
20-ft booth
Island
Tabletop
I didn't exhibit
4. Q3: Total Lead Generation
How many total leads did your company generate this year?
Several respondents commented on less
foot traffic but the right audience: "We only
need one, and I think I just met him."
The average total leads per 10 foot booth
area = 27 [DSS=25, PW = 42]
30.0%
20.0%
40.0%
0.0%
10.0% <15
16-25
26-35
36-50
51-75
5. Q4: Number Of Qualified Leads
How many qualified (warm/hot) leads did your company generate this year?
On average, 1 in 2.5 total leads were qualified.
This compares favorably to DSS and PW, which
both had a 1 in 3 qualified to total leads average.
60.0%
40.0%
0.0%
<10
10-25
26-50
6. Q5: Year-to-Year Lead Change
How do this year’s leads compare with 2012?
Even though qualified leads to total leads was
better than DSS & PW, the majority of
respondents who exhibited in 2012 and 2013
experienced weaker and/or fewer leads this year.
0.0%
33.3%
0.0%
33.3%
0.0%
11.1%
11.1%
More leads
Better quality leads
Both more & better leads
Fewer leads
Weaker leads
Both fewer & weaker leads
NA--We didn't exhibit last year
7. Q6: Tracking Success
What metrics do you track for tradeshow success? (multiple
responses allowed):
Total leads & qualified leads are the most common metric
respondents measure tradeshow success. For those who do
not track leads, we suggest reading this related blog post to
learn lead follow-up best practices.
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
8. Q7: Best Performing Show
What is your best performing show? (multiple responses allowed):
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
Most respondents attend or exhibit at more than one show.
Respondents overwhelmingly consider Photonics West the
best show for lead generation.
10. Q10: Follow-up Methods
What does follow-up look like in your company? Do you . . .
(multiple responses allowed):
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
100.0%
Connect w/ all
leads on
LinkedIn/social
media
Add to database
for email
newsletter/nurture
campaigns
Add to CRM (like
Salesforce)
Email Call 1x Call multiple times Send
card/literature
11. Download our Tradeshow Guide to Identify
Ways to Boost your Tradeshow ROI
http://www.launchsolutions.com/tradeshow-
marketing-guide
Editor's Notes
10 foot booths are the norm. Several respondents walked the show only. For companies who have not exhibited at a particular show, we typically recommend they walk the show for the first year to assess fit. Even if walking only, targeted business opportunities can be had with pre-planning and scheduling meetings with key exhibitors for example.
Average 40 leads per 10’ boothAverage 38 leads per 6’ tabletopAverage 38 leads per 20’ boothAverage 175 leads per island (assume same space as two 20’)Normalized to 10’ booth area = 41.8
Q8 32% of respondents indicate prep is poor or needs work (68% good or excellent)Q9 34% of respondents indicate follow-up is poor or needs work (66% good or excellent)
Other comments: I only connect with hot leads on Linked In. I only link to people I personally know.depends on type of lead