Wisconsin DelegationPre- Conference Briefing

BIO International Convention

McCormick Place, Chicago, IL

April 22-25, 2013

Agenda

Objective of 2013 Pavilion at BIO

To provide connecting opportunities to the Wisconsin

companies & to create awareness of assets using the

marketing assets of the “In Wisconsin” brand

Exhibition HoursMonday, April 22

12:00 PM – 5:00 PM

Tuesday, April 23

10:00 AM – 6:30 PM

5:00 PM- 6:30 PM Exhibition hospitality receptions

Wednesday, April 24

10:00 AM – 5:00 PM

3:45 PM – 5:00 PM BIO Exhibition Power Hour

5:30 PM - 6:30 PM Business Forum Wine & Cheese Reception

Thursday, April 25

10:00 AM – 12:00 PM

10:00 AM – 11:00 AM BIO Exhibition Power Hour

11:00 AM - 12:00 PM BIO Partnering Town Hall

Exhibitor Booth Partnering Hours

Monday, April 22

12:00 PM – 5:00 PM (last meeting starts at 4:30 PM)

Tuesday, April 23

10:00 AM – 5:00 PM (last meeting starts at 4:30 PM)

Wednesday, April 24

10:00 AM – 5:00 PM (last meeting starts at 4:30 PM)

Thursday, April 25

10:00 AM – 12:00 PM (last meeting starts at 11:30 PM)

Booth in Brief

Internet access at each kiosk

Free wifi throughout convention center

Laptops and iPads

Video screens

Interactive Media Table

Lead retrieval

Standing meeting areas

Semi private meeting area with seats

Electronic Resources

Booth web page

www.inwisconsin.com/bioinwisconsin• Set as home page on each device• Contains links to

BioForward Wisconsin Bioscience Directory

UW Wisconsin Discovery Portal

Connect ED

PDF Document library

Video reels – standard and reception• http://business.inwisconsin.com/

Partnering in the Pavilion

Check in desk

Partnering in the Pavilion

7 physical spots ( EX-2011A through H)

“8” total meeting points in the online system

Printout or email schedules each day for use at check in desk

Record impromptu meetings afterwards (on schedule in at check in desk)

Scan badges to easily gather contact information

2013 Wisconsin Delegation

Sponsors

• Aurora• Axcesor• Centergy• City of Fitchburg• DDN• Flugen• Hall Render• Intense Engineering• Lucigen• Marshfield Chamber• Marshfield Clinic

• MGE• Prevention Genetics• Promega• Quintessence• SciLog• Thrive• URP• UW• WEDC• WIST

Scholarship Companies

• AviMed Pharmaceuticals • BB Pharma• BloodCenter• C56 Technologies• Cellara• Centrose• dnastar • GeneTel Laboratories• Intuitive Biosciences• Invivosciences• ioGenetics

• Microscopy Innovations• Neurosolis• Peptimed• PhysioGenix• Primorigen Biosciences• Scarab • StableBody Technologies• US Foods & Pharm /

Anavox

Pavilion Volunteers

Rachel Bolger Agilent Tom Foti AldevronCami Anderson BioForwardKatie Bolger BioForwardKathyCollins BioForwardBrian Moeller BioForwardBryan Renk BioForwardDavidMannCellular DynamicsPeggy Sullivan CentergyJoyce Frey City of FitchburgMike Zimmerman City of FitchburgPat Pieters Edstrom Bob Hougard FindorffPaul Radspinner FlugenKerri Phillips ForteJodi Hoeser Intense EngineeringDave McCabe Intense EngineeringJohn Printen Life Tech

Bobbie Bradley Marshfield ChamberKaren Olson Marshfield ChamberMarsha Barwick Marshfield ClinicSimon Lin Marshfield ClinicKristin Martinez Marshfield ClinicRoy Radcliff Marshfield ClinicBryan Weichelt Marshfield ClinicPam Christenson MGEJim Mohrbacher MGEDave Cooper NanomedixDeven McGlenn NeocloneMichael Infanger VeranaSarah Bownds WEDCAaron Hagar WEDCLisa Johnson WEDCGail MacAskill WEDCMark Rhoda-Reis WEDCPaul Fowler WIST

Staffing the Pavilion

First rule of staffing an exhibit, you gotta want to be there!• Rested• Alert (not distracted)• Engaging• Clean• Staff in “staggered” shifts with appropriate break times.• Dress alike, be identifiable, custom name badges or pin.• Wear comfortable shoes! It matters.

Staffing the Pavilion

• Be approachable with a ready greeting.• Open-ended conversation starters or questions• Body language (face the aisle, don’t cross arms, don’t

lean or sit)• Don’t talk amongst yourselves or clump in groups• No eating or drinking in the booth.• No cellphone or email in the booth.• Don’t abandon your post (even when it’s slow)• Don’t “socialize” with friends or customers (when it’s

busy).

Short and Sweet

Give the basic info on the show floor. If you tell your prospects the whole story there is no reason to hear more at a latter date.• elevator statement• value proposition

“Rule of threes”• Three “Features”• Three “Benefits”• Three “Slogans”

Top Ten Epic Fails at a Tradeshow:10 Not following-up with your leads in a timely manner

9 Not tracking leads

8 Not communicating with the booth staff (relay your key messages)

7 Booth staff that isn’t engaging with attendees

6 Spending too much time with the wrong prospects (not qualifying)

5 Trying to say TOO much on the tradeshow floor

(save selling for the follow-up)

4 Not saying enough

(Every prospect should understand your elevator statement)

3 Eating, drinking, sitting, yawning in the booth

2 Giving away gifts or info without scanning or engaging the prospect.

1 Not “showing up” in the first place.

(empty booth with pipe and drape + sign)

Official BIO Convention Resource Page

http://convention.bio.org/resources

MyBIO Mobilehttp://itunes.apple.com/us/app/mybio-2012/id525570133?ls=1&mt=8

Convention Center Guide PDF

http://www.advantageboston.com/bcec/bcec-planning-guide.aspx

Convention Center Guide Mobile Apphttp://itunes.apple.com/us/app/mybcec-for-boston-convention/id347104218?mt=8

Post- Convention Follow Up

Lead Follow Up

Post-convention survey• Actions taken on last year’s results:

More cohesive design

More business engagement

Briefing info on participating companies

Post-convention WI delegation meeting