SPIE Optics + Photonics 2013 Survey Results

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Learn how your company's performance at SPIE Optics + Photonics 2013 stacks up against others in the industry. We've compiled results for lead generation, follow-up methods, and more.

Learn how your company's performance at SPIE Optics + Photonics 2013 stacks up against others in the industry. We've compiled results for lead generation, follow-up methods, and more.

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  • 10 foot booths are the norm. Several respondents walked the show only. For companies who have not exhibited at a particular show, we typically recommend they walk the show for the first year to assess fit. Even if walking only, targeted business opportunities can be had with pre-planning and scheduling meetings with key exhibitors for example.
  • Average 40 leads per 10’ boothAverage 38 leads per 6’ tabletopAverage 38 leads per 20’ boothAverage 175 leads per island (assume same space as two 20’)Normalized to 10’ booth area = 41.8
  • Q8 32% of respondents indicate prep is poor or needs work (68% good or excellent)Q9 34% of respondents indicate follow-up is poor or needs work (66% good or excellent)
  • Other comments: I only connect with hot leads on Linked In. I only link to people I personally know.depends on type of lead

Transcript

  • 1. Optics + Photonics 2013 Show Lead Survey Results
  • 2. Q1: What type of business are you? Respondents represent these market segments:  Engineering services  Imaging systems / products  Lasers  Capital equipment  Electro-mechanical  Optical components manufacturer  Opto-mechanical  Optical coating  Aerospace / Space
  • 3. Q2: How did you participate in O+P? Respondents who exhibited used 10-ft booths & Tabletop displays. Several didn’t exhibit, opting to walk the show and/or attend tech conferences only. 50.0% 0.0%0.0% 20.0% 30.0% 10-ft booth 20-ft booth Island Tabletop I didn't exhibit
  • 4. Q3: Total Lead Generation How many total leads did your company generate this year? Several respondents commented on less foot traffic but the right audience: "We only need one, and I think I just met him." The average total leads per 10 foot booth area = 27 [DSS=25, PW = 42] 30.0% 20.0% 40.0% 0.0% 10.0% <15 16-25 26-35 36-50 51-75
  • 5. Q4: Number Of Qualified Leads How many qualified (warm/hot) leads did your company generate this year? On average, 1 in 2.5 total leads were qualified. This compares favorably to DSS and PW, which both had a 1 in 3 qualified to total leads average. 60.0% 40.0% 0.0% <10 10-25 26-50
  • 6. Q5: Year-to-Year Lead Change How do this year’s leads compare with 2012? Even though qualified leads to total leads was better than DSS & PW, the majority of respondents who exhibited in 2012 and 2013 experienced weaker and/or fewer leads this year. 0.0% 33.3% 0.0% 33.3% 0.0% 11.1% 11.1% More leads Better quality leads Both more & better leads Fewer leads Weaker leads Both fewer & weaker leads NA--We didn't exhibit last year
  • 7. Q6: Tracking Success What metrics do you track for tradeshow success? (multiple responses allowed): Total leads & qualified leads are the most common metric respondents measure tradeshow success. For those who do not track leads, we suggest reading this related blog post to learn lead follow-up best practices. 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0%
  • 8. Q7: Best Performing Show What is your best performing show? (multiple responses allowed): 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% Most respondents attend or exhibit at more than one show. Respondents overwhelmingly consider Photonics West the best show for lead generation.
  • 9. Q8 & Q9: Tradeshow Planning & Follow-up Q8 Q9 Tradeshow planning (multiple responses allowed): Tradeshow follow-up (multiple responses allowed): 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% Poor Needs Work Good Excellent Effectiveness Consistency 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% Poor Needs Work Good Excellent Effectiveness Consistency
  • 10. Q10: Follow-up Methods What does follow-up look like in your company? Do you . . . (multiple responses allowed): 0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% 100.0% Connect w/ all leads on LinkedIn/social media Add to database for email newsletter/nurture campaigns Add to CRM (like Salesforce) Email Call 1x Call multiple times Send card/literature
  • 11. Download our Tradeshow Guide to Identify Ways to Boost your Tradeshow ROI http://www.launchsolutions.com/tradeshow- marketing-guide