12 killer tactics for a successful trade show

1. 12 Killer Tactics for Trade Show Success
A live webinar by

2. 12 Killer Tactics for Trade Show Success
Pre-show At-show Post-show

3. About Udi Ledergor
 Four-time VP Marketing
 Planned and managed
hundreds of trade shows
around the globe
 Author of the #1 Amazon Best
Seller, The 50 Secrets of Trade
Show Success
bit.ly/showsecrets

4. Pre-Show

5. Look out
for our
specials!
Let’s meet!
See our
new XYZ at
the show!
Generate Buzz

6. Devise Compelling
SalesCampaigns
1.
Define
2.
Implement
3.
Promote
Success criteria
Products
Promotions
Target retailers
Pricing & special offers
Digital & printed
collateral
Booth staff training
Pre-show
promotions

7. Booth Design

8. Bold Colors

9. Do the Opposite

10. Use Little Text

11. Minimalistic
Graphics

12. At show
At-Show

13. “Hunters”
Customer acquisition
outside the booth
A-Team
“Customer Champs”
Order takers
inside the booth

14. Differentiate Your In-booth Experience

15. Engage
Customers
outside booth
Ask &
listen
to customer
needs &
preferences
Quickly
zero in
on relevant
products
Offer new
customer
introductory
pricing
New Customer Acquisition

16. Flawless Order Taking
• Save Time
• e-Catalog curated for the show
• Promotions set in advance
• Barcode scanning for fast product ordering
• Be prepared for limited wi-fi
• Impress
• In-stock indicators
• Supportive information
• Immediate order confirmation by email &
hard copy
• Eliminate Errors
• Eliminate paper work
• Immediate order confirmation  processing

17. Configure your catalogs,
promotions, pricing, workflows
Interactive, sales-driven
e-catalog

18. Complete view of your
customers
Simple ordering, with B2C-like
shopping cart, even when offline

19. Post show
Post-Show

20. Continually
e-ngage your customers
Remind them
about the gift
you gave
them
Give them
another gift
like a coupon
or limited-
time offer
Collect
qualifying
information
which will
help you
segment
Keep in touch
with timely,
relevant
offers
1 2 3 4

21. Follow-up
missed meetings
 Send link to
online catalog on
B2B e-Commerce site
 For existing customers, send
limited-time quote based
on past orders and show
promotions

22. Analyze showresults– key metrics
New Vs.
Existing
Customers
TotalSales
by
Customer
TotalSales
by
Product
TotalSales
by Rep
Average
Order Size
Sales
Campaign
Effectiveness

23. Calculating YourTrade Show ROI
At-Show Sales
+ Future Sales Originated at Show
- Investment in Show
= Trade Show ROI

24. Pre-
show
At-
show
Post-
show
1. Generate buzz
2. Schedule meetings in advance
3. Devise compelling sales campaigns
4. Design an awesome booth
2. Your A-Team: “hunters” and “order takers”
3. A differentiated in-booth experience
4. Customer acquisition clockwork
5. Flawless order taking
2. Ongoing e-ngagement
3. Follow-up missed meetings
4. Analyze show results
5. Calculate ROI

25. • Mobile order taking, CRM,
merchandising, and B2B e-
Commerce
• Mobile-first: 100% offline
• Integration to ALL leading
ERP and Accounting
systems
• 1000+ customers – brands
and wholesalers

26. ©2015 Pepperi Ltd. All rights reserved. StrictlyConfidential
Do you want to improve your trade showperformance?
Increase your overall B2B sales?
26
Want to see how you can easily implement,manage,
measure and control sales campaigns?
https://www.pepperi.com/request-a-demo/

27. Thank You!www.pepperi.com
To Contact Pepperi
info@pepperi.com