1. Buyers & Booth Traffic Exhibitor Training Webinar September 7, 2016

2. AGENDA Primary Traffic-Building Tools & Show Features Networking Events Marketing Kit Materials Critical Dates Q&A 2

3. PRIMARY TRAFFIC – BUILDING TOOLS

4. PRIMARY TOOLS & SHOW FEATURES Scholarship Program Training Time WHAT’S HOT! WHAT’S COOL!® 2

5. SCHOLARSHIP PROGRAM Scholarship Program provides consultants, dealers, operators and service agents, $500 scholarships and free registration, to offset travel expenses related to the show. All applicants verifying their attendance with a photo ID at a designated spot on the NAFEM show floor from 11 a.m. – 2 p.m., Sat., Feb. 11, will receive a $500 Visa gift card … … right on the spot! 2

6. SCHOLARSHIP PROGRAM (continued) Process Indicate “Yes, I want to apply for a show scholarship” during attendee online registration Agree to the program terms and conditions Apply by the January 31 registration deadline Verify attendance by displaying a photo ID and scanning his/her badge at a designated location on the NAFEM show floor from 11 a.m. – 2 p.m., Sat., Feb. 11 2

7. SCHOLARSHIP PROGRAM (continued) Restrictions Scholarship distribution ends at 2 p.m., Sat., Feb. 11 Scholarships will not be awarded Thurs., Feb. 9; Fri., Feb. 10; before 11 a.m. on Saturday, or any time after the show ends Scholarships will be awarded to individuals only; the individual recipient must be present Multiple scholarships, representing multiple individuals from buying groups, companies or dealers, may not be bundled Exhibitors, manufacturers, manufacturers’ reps, students, suppliers and buyers participating in the Hosted Operator Program are not eligible for the Scholarship Program Visit www.thenafemshow.org/about-the-show/scholarship/www.thenafemshow.org/about-the-show/scholarship/ 2

8. TRAINING TIME Dedicated time to conduct product training for consultants, dealers, manufacturers’ reps and service agents Customers are typically not on the show floor; training is the primary focus Schedule Friday, Feb. 10, 8 - 9 a.m. Saturday, Feb. 11, 8 - 9 a.m. 2

9. TRAINING TIME (continued) Automatic Access Channel: buying groups, consultants, dealers, service agents Operator Access Request access for operators as needed, email: thenafemshow@nafem.org thenafemshow@nafem.org Remember Booth personnel and manufacturer’s reps have show floor access at 7 a.m. all show days 2

10. TRAINING TIME (continued) Three Uses New Product Launch/Training New Rep Product Training Basic DSR Product Training Messages May Differ New Rep & Basic DSR Training – company information, product line overview, and competitive advantages New Products – specific attributes, features, benefits and trend applications 2

11. TRAINING TIME (continued) Establish the Message Leverage subject matter experts Make presentations brief Emphasize 3-4 key points Test/reinforce key point retention with incentives Dedicate time for hands on exploration 2

12. TRAINING TIME (continued) Rely on Your Reps to contact key customers Organize and schedule groups through electronic registration to send appointment reminders Limit Group Size One presenter = 10 visitors Prepare Your Script Involve “subject matter” experts to contribute 2

13. WHAT’S HOT! WHAT’S COOL!® Hands-on display of products that “help operators do their jobs better” One, central, show floor location All exhibitors may submit one, new, evolutionary or concept product to appear in the gallery by answering the question: “How does this product help the operator do their job better?”

14. WHAT’S HOT! WHAT’S COOL!® (continued) Application process opens Thursday, Sept. 15 Application is located on the Exhibitor Dashboard Booth contacts will receive an email Sept. 15 with a link and login information Due date: Friday, Oct. 14 Notifications: Monday, Nov. 14

15. NETWORKING EVENTS

16. Kick-Off Party: Start the show off in high spirits with good food and drinks, great company and a killer cover band: Wednesday, Feb. 8 Hilton Orlando 6:30 – 8:30 p.m. Tickets $30 each After-Show Party: End the show on a high note with dinner and drinks with colleagues followed by a big-name performance that could be our biggest act yet! Saturday, Feb. 11 Orange County Convention Center 7:00 – 11:00 p.m. Tickets: Early bird (through Jan. 15): $125 each Standard (after Jan. 15): $150 each Table of 10 (through Jan. 15): $1,000 each Table of 10 (after Jan. 15): $1,500 2

17. Meeting/Function Space NAFEM reserves the right to control all meeting rooms in the Orange County Convention Center and hotels participating in The NAFEM Show. No private functions may be scheduled during show hours: Thursday, Feb. 99 a.m. – 5 p.m. Friday, Feb. 109 a.m – 5 p.m. Saturday, Feb. 119 a.m.. – 3 p.m. To reserve space: Download and fill out the meeting/function space request form or fill out the online form located on your exhibitor dash board which you receive access to on Sept. 15.meeting/function space request form 2

18. EXHIBITOR MARKETING

19. PROMOTIONAL MATERIALS Spread the word Exhibitor marketing is a crucial part of the success of The NAFEM Show. These promotional materials – available through the exhibitor dashboard – are designed to help you promote your presence at the show and encourage your customers and prospects to attend. Show logo Email signature E-flyer attachment Website badges Customizable postcard Social media posts and images If you have questions about any of the materials, contact us at thenafemshow@nafem.org. 2 A Quick Reference Guide is also available for download and includes best practices, tips and tricks for all components listed above – plus more. If you have questions about any of the materials, contact us at thenafemshow@nafem.org.

20. ONLINE CONTENT & SOCIAL MEDIA thenafemshow.org: show website containing pertinent show information, registration links and our News & Insights content hub featuring industry-related posts including: Trend articles Buying guides Case studies Follow The NAFEM Show social media channels and share content as it’s published to your customers. Facebook /thenafemshow Twitter @thenafemshow #thenafemshow LinkedIn /company/north-american-association-of-food-equipment-manufacturers 2

21. CRITICAL DATES

22. Sept. 15 Exhibitor Registration opens online Exhibitor Services Manual available online WHAT’S HOT! WHAT’S COOL!® submission form available online Ongoing Exhibitor education webinar series www.thenafemshow.org 2

23. CRITICAL DATES (continued) Oct. 28 Final exhibit space balance due NAFEM keeps 30% of total booth fee for all reductions or cancellations occurring after space selection After Oct. 28 full balance due on any reduced or cancelled booths 2

24. QUESTIONS?

25. Oct. 5 Exhibitor Dashboard Tools, 1 p.m. Central Nov. 17 Exhibitor Dashboard Tools – Mobile App Focus, 1 p.m. Central Dec. 1 Buyers & Booth Traffic (Encore!), 1 p.m. Central Jan. 12 Exhibitor Checklist, 1 p.m. Central UPCOMING WEBINARS

26. THANK YOU