OUR CLIENT New Jersey based high-tech network services provider
The company boasts an impressive list of national retail clients with thousands of stores under contract. They desired to grow the company but were finding it difficult to get the attention of large retail prospects.
Our client was scheduled to exhibit at a prominent industry tradeshow at the Jacob K. Javits Convention Center in New York city. They wanted to showcase their services for industry leaders. Their exhibit would be seen by a large group of technology decision makers with several of their valuable existing customers also in attendance. Company sales representatives and corporate executives were to staff the exhibit booth for the three day show.
THE GOAL
u Reinforce the relationship with their existing customers in attendance
u Meet with and introduce their technical services to as many qualified
prospects as possible
u Capitalize on their successful relationships with blue chip clients.
RESTRICTIONS Legal constraints prevented the company from
identifying their highly recognizable existing clients in
any marketing promotions.
THE STRATEGIC SOLUTION After several meetings with the CEO and key executives, SDA designed an exhibition booth and interactive handout literature that drew a constant flow of attendee traffic at the three day exhibition.
To overcome our client's legal restrictions, SDA designed:
THEME Just ask us, "Who are your clients!”
Once in face-to-face contact with their prospect, the company representatives were permitted to verbally reveal their impressive client list. After the initial engagement, booth visitors were given a clipboard brochure and a logo imprinted pen which SDA designed to be consistent with the exhibit graphics and theme. The brochure content included paragraphs about each well-known customer's technology requirements and the long-term solutions our client provided them. The brochure did not reveal the client company name. It did, however, provide a defined space to facilitate the prospect filling in the blank with the prominent client company name once verbally revealed.
With the right tools the sales representatives could easily engage each attendee and quickly deliver the message so important to the prospect --- the impressive existing customer list and the technical services provided.
To add additional prospect interactivity SDA also designed a business card drop-box podium in which an attendee could enter to win a state-of-the-art personal radio device. The feature promoted booth attendance while collecting valuable contact data for follow-up marketing.
The tradeshow exhibition, in concert with the marketing support tools... the corporate booth graphics, interactive brochures, giveaways and executive presence ... drew exceptional results. Our client blazed the trail and closed new business with several new, highly profitable accounts.
GOAL Met!
STRATEGIC DESIGN ASSOCIATES REMAINS THEIR
CEO'S ON-CALL MARKETING DEPARTMENT.
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