1. Photonics West 2013
Show Lead Survey Results

2. Q1
Respondents represent a broad diversity of market segments:
 Glass manufacturers  Opto-mechanical
 Plastic manufacturers  Safety equipment manufacturers
 Instrumentation  Ceramics
 Engineering services  Optical coating
 Imaging systems
 Lasers
 Capital equipment
 Electro-mechanical
 Optical components manufacturer/assemblies

3. Q2: Method of Participation
How did you participate in Photonics West?
10-ft booth
20-ft booth
15.8%
Island / Tabletop
I didn't exhibit
10.5%
63.2%
10.5%

4. Q3: Total Lead Generation
How many total leads did your company generate this year?
0.0% <25
5.3%
26-50
51-100
101-150 (0.0%)
21.1% 26.3%
>151
47.4%
The average total leads per 10 foot booth
area = 42

5. Q4: Number Of Qualified Leads
How many qualified (warm/hot) leads did your company generate this year?
0.0% >10
5.3%
5.3% 11-25
5.3% 26-50
51-75
31.6% >75 (0.0%)
I don't know
52.5%
On average, 1 in 3 total leads were qualified.

6. Q5: Year-to-year Lead Change
How do this year’s leads compare with 2012?
0.0%
More leads (0.0%)
Better quality leads
10.5% Both more & better leads
Fewer leads
26.3% Weaker leads
Both fewer & weaker leads
26.3% I don't know
NA--We didn't exhibit last year
5.3%
5.3%
10.5% 15.8%
Among those who exhibited in 2012 and
2013, responses are evenly split. Half
experienced better quality and/or more leads &
half experienced weaker and/or fewer leads.

7. Q6: Tracking Methods
What metrics do you track for trade show success? (multiple responses allowed)
70.0%
60.0%
50.0%
40.0%
30.0%
20.0%
10.0%
0.0%
Total leads Qualified leads Resulting RFQs Resulting quotes Close rates Revenue We don't I don't know
track/measure
Total qualified leads is the most common success metric,
followed by total leads.

8. Q7: Best Performing Shows
What are your best performing shows? (multiple responses allowed)
Most respondents attend or exhibit at more than one show.
Respondents overwhelmingly consider Photonics West the
best show for lead generation.

9. Q8 & Q9: Trade Show Planning & Follow-up
Trade show planning (multiple responses allowed)
Excellent  Effectiveness
 Consistency
Good
Q8
Needs Work
Poor
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0%
Trade show follow-up (multiple responses allowed)
Excellent
 Effectiveness
 Consistency
Good
Q9
Needs Work
Poor
-10% 0% 10% 20% 30% 40% 50% 60%

10. Q10: Follow-up Methods
(multiple responses allowed)
What does follow-up look like in your company? Do you . . .
90.0% 84.2%
80.0%
68.4%
70.0%
57.9%
60.0%
50.0% 47.4%
40.0%
30.0% 26.3%
21.1%
20.0%
10.0% 5.3%
0.0%
Connect w/ all Add to database Add to CRM Email Call 1x Call multiple Send
leads on for email/nurture times card/literature
LinkedIn/social campaigns
media