SUCCESS STORY

Onsite Lead Management Optimization

The key to increasing revenue

and ensuring exhibitor satisfaction.

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IMTS 2012

“The lead management tools offered by CDS gave our exhibitors flexible, high-quality solutions that brought them stronger results than ever before.”

THE ASSOCIATION: AMT—The Association For Manufacturing TechnologyAMT represents and promotes U.S.-based

manufacturing technology and its members—

those who design, build, sell and service the

continuously evolving technology that lies at

the heart of manufacturing.

www.amtonline.org

THE EVENT: IMTS—International Manufacturing Technology ShowIMTS 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

THE CHALLENGE• Exhibiting companies require a constant stream

of leads for marketing and sales opportunities to validate the cost of exhibiting.

• ShowmanagersneedareliableandeffectivewaytocaptureandprovideexhibitorswithqualifiedROI data from the event.

THE SOLUTIONCDS provided the IMTS 2012 event with the CDS X•Press Connect, an advanced lead retrieval and management system that increased the number of qualifiedleadscollectedbyexhibitorsandprovidedshow management with accurate ROI data.

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 withincreasedspeedandtheflexibilitytoscanleadsanywhere 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 inconvertingaqualifiedleadintoacustomer.

- Michelle Edmonson, AMT Exhibitions Operations Director

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SUCCESS!The ultimate measure of success:

Royal Master Grinders, an IMTS exhibi-tor 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 high- quality leads,” says John Memmelaar, Jr., Vice President.

Johnrequireshisstafftoanswereveryqualifyingquestion regarding each lead. With the CDS X•Press Connect app, the process was much cleaner and moreefficient. 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%increasein mobile lead retrieval salesIMTS 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.

51 secdecrease

in scan and qualification time

45 sec

96 sec

2012 Average Time

2010 Average 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.

- Michelle Edmonson, AMT Exhibitions Operations Director

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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 Average Time

2010 Mobile Sales

2012 Mobile Sales

Increase In Leads CollectedThere was a notable increase in the number of leads collected by all exhibitors from 2010 to 2012.

392,212

324,151

2012 Average Time

2010 Mobile Sales

2012 Total Leads Collected

2010 Total Leads Collected

Increase In Lead Retrieval RentalsThe 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

14192010 Total Rentals

2012 Total Rentals

By The Numbers All the indicators tracked for the IMTS event showed significant improvement between the 2010 and 2012 events.

“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.“

Molly MasonVice President of Marketing, Bacterin

“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, CMESenior Events Coordinator, Olympus NDT

“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 WennerAdministrative Services Manager, Nikon Instruments Inc.

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.

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 functional-

ity, 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.

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