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 Resources
At Creative Mobile, we know that
information is power, especially for a company's sales force. That's why we strive to be
your starting place for reliable, targeted information about tradeshow trends, research
and key resources.
We also know that good information comes from a variety of sources. So, we ask you, our
"experts in the field" to share your insights, favorite resources (Web and
print) and experiences with us and your colleagues world wide. If you know of Web sites or
print resources we should include in our list, please e-mail us at info@CreativeMobile.com. Every quarter, we will
send a small gift to a random winner from all submissions.
Tradeshow
Industry Statistics
Recent studies of tradeshow sales efforts show the following:
75-90% of tradeshow leads are never followed up. However, 65% of sales people rate
tradeshow leads higher than leads obtained by advertising. (Tradeshow Week, 8/24/98)
--MobileLead makes sales follow-up
strategic, easy and successful. Our fast response lead delivery, automated lead
distribution capabilities and automated electronic follow-up capabilities take the
drudgery out of tradeshow follow-up and help ensure that each prospect receives exactly
the right level of follow up.
Closing a sale that begins with contact at an exhibition is nearly half the cost of
closing a sale that doesn't have the exhibition advantage: $550 and 1.4 sales calls
compared with $997 and 3.6 sales calls. (CEIR Report SM17)
--Starting with complete, accurate
prospect information will only increase sales call success and decrease the time and money
spent on closing a sale. MobileLead is THE system that delivers accurate information,
anywhere in the world, to your entire sales force.
More than three out of four attendees find new suppliers and ask for price quotes, and
26 percent purchase products while at exhibitions. (CEIR 1999)
--With MobileLead, you will be
secure in knowing that the information you capture on the show floor is accurate and can
be used immediately by you and your entire sales force to close those hot leads.
Exhibiting companies allocate a greater share of their marketing dollars to exhibitions
(14%) than to business-to-business advertising (11.5%), direct mail (9%), public relations
(6.5%) and telemarketing (5%). Only direct field sales represent more of a company's
marketing budget (47%). (CEIR Report PE 2.1)
--MobileLead, Creative Mobile's
unique Internet-based tradeshow lead management solution, helps ensure that every dollar
of your tradeshow investment translates into sales, sales, sales. With MobileLead your
administrative costs are reduced, your contact-to-close ratio is improved and your lost
lead costs are virtually eliminated.
The average exhibitor will exhibit at 32 trade shows in 1999. (Tradeshow Week, 10/26/98)
--With MobileTrak and MobileLead,
you will be able to track your lead data across multiple shows, year in and year out.
Resources
on the Web
Here is a list of Internet sites that we think provide valuable information for tradeshow
managers, exhibitors and vendors.
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