Onsite Lead Management Optimization

SUCCESS STORY
Onsite Lead Management
Optimization
The key to increasing revenue
and ensuring exhibitor satisfaction.
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“The lead management tools offered by CDS gave our exhibitors flexible,
high-quality solutions that brought them stronger results than ever before.”
- Michelle Edmonson, AMT Exhibitions Operations Director
IMTS
2012
THE ASSOCIATION:
AMT—The Association For
Manufacturing Technology
AMT represents and promotes U.S.-based
manufacturing technology and its members—
those who design, build, sell and service the
THE CHALLENGE
• Exhibiting companies require a constant stream
of leads for marketing and sales opportunities to
validate the cost of exhibiting.
• Show managers need a reliable and effective way
to capture and provide exhibitors with qualified
ROI data from the event.
continuously evolving technology that lies at
the heart of manufacturing.
www.amtonline.org
THE SOLUTION
THE EVENT:
CDS provided the IMTS 2012 event with the CDS
X•Press Connect, an advanced lead retrieval and
management system that increased the number of
qualified leads collected by exhibitors and provided
show management with accurate ROI data.
IMTS—International
Manufacturing Technology Show
IMTS is an every other year, six-day event that
takes place in September at McCormick Place
in Chicago. For 2012, show management
reported the strongest attendance in more
than a decade.
www.imts.com
Exhibitors used the CDS X•Press Connect app on
their own smart phone or tablet or the CDS X•Press
Connect Plus handheld device that includes the app.
These two lead retrieval solutions provided them
with increased speed and the flexibility to scan leads
anywhere and anytime. This not only increased the
number of leads they were able to capture, but also
increased the quality of those leads since the app
includes the ability to add notes, qualify leads and
conduct surveys. The follow-up features of the app,
including the instant appointment and email
functions, provided another tool to assist exhibitors
in converting a qualified lead into a customer.
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SUCCESS!
The ultimate measure of success:
51 sec
decrease
in scan and
qualification time
The X•Press Connect cut scan
times by more than half for the
exhibitor Royal Master Grinders,
which allowed for more time
spent with each prospect. The
average time shown includes
answering all demographic
questions for each lead.
45 sec
2012 Average Time
96 sec
2010 Average Time
Royal Master
Grinders, an
IMTS exhibitor since 1968,
experienced
its most
successful
event in the history of the company. During
IMTS, Royal Master Grinders closed three
orders and planned to close at least four more in the
30 days post-event. “We were busy and we gathered highquality leads,” says John Memmelaar, Jr., Vice President.
John requires his staff to answer every qualifying question
regarding each lead. With the CDS X•Press Connect app, the
process was much cleaner and
more efficient.
John also uses a great feature in
the app that enables
his team to set up a template and send an email
follow-up to each scanned lead. Industry research
indicates that 50% of tradeshow leads are not
followed-up and this feature instantly makes
each exhibitor who uses it more successful.
246%
increase
in mobile lead
retrieval sales
IMTS 2012 vs. 2010
“Royal Master Grinders used Convention Data Services’ newest product, the [CDS] X•Press Connect app, on
our iPads at IMTS 2012. The functionality enabled us to qualify and follow-up on leads in a precise manner that
helped us grow our sales. We look forward to working with CDS two years from now at the next IMTS event
and expanding our capabilities even further,” says John Memmelaar, Jr., Vice President of Royal Master Grinders.
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By The Numbers
All the indicators tracked for the IMTS event showed significant
improvement between the 2010 and 2012 events.
Increase In Lead Retrieval Rentals
The introduction of new, aggressively priced mobile lead
retrieval options increased equipment rentals by over 65%.
With a new and more user-friendly solution, exhibitors opted to
increase the number of sales people equipped to collect leads.
2394
1419
2012 Total Rentals
Increase In Mobile Sales
Lead Retrieval apps were available at both the 2010 and 2012
IMTS events. There was a significant increase in the number of
mobile licenses sold in 2012.
1368
395
2012 Mobile Sales
2010 Mobile Sales
There was a notable increase in the number of leads collected
by all exhibitors from 2010 to 2012.
392,212
324,151
2010 Mobile Sales
Used at Events Nationwide
The CDS X•Press Connect app and other CDS lead retrieval
devices are used at events nationwide. Here are what some
exhibitors are saying about their experience.
“I had the pleasure of using the [CDS] X•Press Connect
Plus... and was incredibly impressed with the entire
experience. The device is easily the most modern unit
I have used and outperforms any of the other scanning
systems. The ease of use for the system and the ability to
review real-time analytics and notes was most helpful
throughout the show.“
“I recently used your iPhone/iPad application for my lead
collection at IMTS, and it was so simple to use. My booth
staff loved it. It made the collection of our leads so easy
and the ability to manage them live was awesome.
Also, I feel it really made a great impression on the
prospects we were chatting with as well as our existing
customers who dropped by the booth. In all my years as
a Trade Show Manager, this was by far the best system I
have ever used.”
Louis Shulman, CME
Senior Events Coordinator, Olympus NDT
Increase In Leads Collected
2012 Average Time
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Molly Mason
Vice President of Marketing, Bacterin
2010 Total Rentals
2012 Average Time
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2012 Total Leads Collected
2010 Total Leads Collected
“We used your iPhone app at Neuroscience 2012 and it
worked fantastic! It is so easy and convenient to scan
badges on the show floor. We hope all shows moving
forward will have this application available.”
Janet Wenner
Administrative Services Manager, Nikon Instruments Inc.
The CDS X•Press Connect is a full-featured mobile application for smart phones
and tablets that works on both the Apple and Android operating systems. The
app not only includes all of the standard features and functionality of
traditional lead retrieval devices, it also offers unique and enhanced functionality, flexibility and speed. Exhibitors can scan or type the badge ID to retrieve
complete lead details in real-time, add notes, answer qualifiers, conduct surveys,
rate leads, schedule appointments and review all the leads captured at the
event. The CDS X•Press Connect is offered by the leader in event registration
and lead management—Convention Data Services.
Learn more about the CDS
X•Press Connect and all CDS lead
retrieval products and services.