Updated August 2013 Lead-Gen Strategy Using Exhibit Leads & Sales Technology

Updated August 2013 Know Your Show Facts & Figures Evaluate Attendance & prior year stats before considering what you will do to drive traffic to the booth so your efforts are scaled properly. —Pre-Show blasts —Booth Events —Raffles —Meet the Editor Sessions (invited) —Author Signings —Social Media Campaigns The more you do, the more visitors you will need to engage with. You should plan on scanning every visitor, especially if they are participating in an event.

Updated August 2013 Consider your Objectives & Lead Targets —History is the best way to know what is sufficient in terms of number of systems and how you will use them. —If more than 100 leads (sales, comps, signups, engagements) are expected, two is a reasonable number. — : 3 — —Work with your EM to scale your efforts and see if you can use an IPAD POS with badge scanning. —Don’t make Targets unattainable – or set so many that people simple won’t be able to focus on them - Example —# of Engagements —# of list sign ups —# of evaluation copies

Updated August 2013 Equipment Options: What’s Available?  IPAD LRS: Anyone can load up the LRS lead collection system onto a department IPAD  IPAD LRS/POS: Your regional exhibit teams have dedicated IPAD LRS/POS systems you can borrow  Yoga LRS/POS systems: Full system used with badge scanning – Managed in NA by 3D Exhibits – cost to use  Content Interactive: Used to show content and acquire leads – not for selling or comps – some costs associated with using

Updated August 2013 System Quick Facts IPAD LRS / POS —Free to Use and can load multiple devices easily —Limited badge scanning, all manual entry —Available in NA, EMEA, Asia & ANZ YOGA LRS/POS —Badge Scanning/Business card reading —NA Only CONTENT INTERACTIVES —Visual Representation of LRS —Badge Scanning & Business Card Reading ALL SYSTEMS CAN BE USED TOGETHER AND TALK TO EACHOTHER

Updated August 2013 Which Sales System Should I pick? Choose the Lenovo POS system (with badge scanning) if you have budget and expect higher volumes of sales leads Choose the IPAD system if you don’t believe there will be badge scanning, you don’t expect high sales volume Content Interactive: Choose this when you wish to do more demos, have the budget for a lead system and hard line internet. Combine this with several sales systems when necessary

Updated August 2013 POS: Point Of Sale POS transaction paths: Available only on Full Yoga systems & IPAD POS systems held by Exhibits. (Security Requirements) The POS is the LRS system with added sales capability —Multiple Payment methods —Credit card & customer details encrypted —PCI Compliant —e-receipts sent upon transaction completion —Detailed reporting showing cash collected

Updated August 2013 What can I build into the LRS SYSTEM Show Campaigns? —List Building- & postal —Engagements: Raffles, contests, special features —Trial Access Offers – collect customers to send trial offers to post-event —Digital Journal Sample Requests —Ebook availability and pricing based on customer’s home region —Evaluation/Comp Requests: send digital or print copies for course evaluation —Digital Collateral: Send flyers, brochures, website links

Updated August 2013 Always Make Sure All Booth Staff Are In the Know —Communicate the Lead-Gen Strategy —Train Them To Engage! —Plan the lead collection strategy before each event — Who will scan —Who will qualify and hand off high value prospects —Who will help manage the line, —Who will hand out promos or even help with serving