1. Restaurant.org/Show #NRAShow How to Get the Most Leads from NRA Show Brian Moon VP Convention Sales & Allied Membership April 17, 2014 1

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6. Todays Agenda 1.Staffing Your Exhibit Space 2.Planning an Effective Exhibit Space 3.Creating Goals 4.Questions 6

7. Restaurant.org/Show #NRAShow Center for Exhibition Industry Research Tradeshow Average Field Sales Average Cost per lead: $212.00Cost per lead: $308.00 Cost per sale: $708.00Cost per sale: $1,140.00 For the past 10 years, 81-83% of attendees have buying power Average attendee spends 9+ hours on tradeshow floor 86% of attendees will be new prospects 7

8. Restaurant.org/Show #NRAShow Staffing Your Exhibit Space 8

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14. Restaurant.org/Show #NRAShow Staffing Your Exhibit Space: Recruit the Best! 14

15. Restaurant.org/Show #NRAShow Planning an Effective Exhibit 15

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28. Restaurant.org/Show #NRAShow Why am I attending NRA Show? Learn about new products Learn about new solutions How can you, your company, your products help my restaurant / foodservice operation? 28

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31. Restaurant.org/Show #NRAShow Qualify Attendees Keep track of time and attention Develop introductory and qualifying questions Find out if he/she is the decision maker or a purchasing influencer 31

32. Restaurant.org/Show #NRAShow Planning an Effective Exhibit: In-booth engagement starts with your staff Use social media pre-NRA Show Consider in-booth contest Qualify attendees 32

33. Restaurant.org/Show #NRAShow Creating Goals 33

34. Restaurant.org/Show #NRAShow Sample goals at NRA Show How many attendees do you want to stop by your exhibit space? Collect X leads from business cards or badge scans Collect feedback from X number of attendees Are you focusing on promotion or launching a new product? Make X amount of sales 34

35. Restaurant.org/Show #NRAShow Center for Exhibition Industry Research Tradeshow Average Field Sales Average Cost per lead: $212.00Cost per lead: $308.00 Cost per sale: $708.00Cost per sale: $1,140.00 For the past 10 years, 81-83% of attendees have buying power Average attendee spends 9+ hours on tradeshow floor 86% of attendees will be new prospects 35

36. Restaurant.org/Show #NRAShow Follow up, Follow up, Follow up Be memorable; continue the conversation Create mailing and e-mail lists Follow-up phone calls Use social media 36

37. Restaurant.org/Show #NRAShow Creating Goals: Plan and create measurable goals Follow up 37

38. Restaurant.org/Show #NRAShow Questions? @NRAShowSalesGuy 38