Presenting SmartSource

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We are a technology company providing short term solutions for trade shows, meetings, conventions, and other events. Our services include sound, video, lighting, staging, computers, office equipment, …

We are a technology company providing short term solutions for trade shows, meetings, conventions, and other events. Our services include sound, video, lighting, staging, computers, office equipment, just to name a few.

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  • Mr. /Ms. Customer I appreciate the time you are giving me today. My objective is to do the following: Ground you on who we are and what we do. We continue to expand our product offerings and services along with adding new branches. Understand your key needs and challenges for both today and over the next 12 to18 months. Only by understanding your needs can we be a better partner for you. Determine where our organization can connect with yours to provide a world class experience for your clients. Having said that… When you think about SmartSource, I would like you to remember these 2 things. Number One-We rent Technology Solutions. We invest in our partners success: Our products ,services, branch network and people are second to none. We use technology to make your experience successful Two-We have been a leader in the Short Term Technology Rental Market Place for over 25 years. Our success spans PC, IT and AV requirements in all types of Venues and show types.
  • Over the last 25 years we have built an organization dedicated to being a leader in the short term technology rental industry. We get up every morning and push ourselves to innovate and develop better ways to provide value to our partners and clients. These improvements are driven by you our clients. Hit the key bullet points and ask the audience if they knew this about SmartSource. i.e. Did You Know we have 24 locations,. Start a conversation with the person or people you are in front of. Always use the We Rent Technology Solutions where appropriate. We want to burn in this brand awareness. Our purpose is have them see us as a partner and not a commodity box mover. Note: if you have a recent, personal example of where we have improved a product or process…use it here to reinforce the message.
  • As Rent a PC you probably would not think of us as the 13 th largest AV supplier. As an example we were recently recognized as a leading provider by Rental & Staging magazine for AV. We are not Rent a PC. We are SmartSource.
  • We have been building this network system for 25 years. We have the most comprehensive Branch Network to serve the Trade Show ,Corporate Events and key local markets today… and we will continue to grow and improve it. Were you aware of our Total Network? As you think about your particular needs …does this provide value for you and your organization? We have invested in the brick and mortar, the products/services and the local people. If you are speaking to a local Convention Center-make the point that we are in their city and will become a great partner for their client who goes to the next city to keep a great experience going. Leaders working with Leaders locally and around the country.
  • Certainly the last couple of years have jolted every player in the economy and particularly in the Trade show and Corporate Meetings Industry. We at SmartSource were affected but we have used it to continue to expand (cite the Rentsys and New Orleans acquisition) and improve our operations and services for this industry. What do you see and feel as the key challenges to success for your company and for you in your role? Ask open ended questions to keep them talking about their their world and their needs. Ask what the implications are for their role and company. S-situation questions P-problem questions…feed back that you understand that problem, this leads to implied needs that allow you to ask implication questions like… “ so if this problem persists, what happens to xyz and then abc. The Implication question allows the problem to become clearer and more significant . You then ask the Need pay off questions that land you both at explicit needs. SPIN model of selling
  • As a Technology Company our goal is to simplify the process for delivering excellence to your customer or client Our inventory of technology and knowledge of where and how to use it will help make your clients experience POP! I have a few testimonials I can share later in our discussion. We completely align with your goals and objectives. We use technology to save you time and money. Specifically our people, and systems platform make the pre and post operational steps run smoothly and reduce the labor required to plan, order and track/worry about delivery and set up. Consider us your General Technology Contractor. We are the go to partner for your success.
  • Mr./Ms. Customer I want you to understand that we can fulfill the majority of your requirements when it comes to AV. In this day and age everything is going digital in AV. With the convergence of IT and AV the requirements for deployment plays to our history in the IT/PC world. We understand the difference between a General Session and a break out session and the AV requirements. There is a break point here. We are expert in exhibitor technology services and the technology used in meetings. We are better structured to deliver these services than a travelling Production Company. You need to understand the distinctions between a General Session requirement and the requirements for break out sessions and trade show floor needs. Do your homework on the client and the show before walking in. Pick out one or two areas that may be the most important to your audiences needs. Go deeper based on where their concerns are. Become a trusted advisor by bringing in best practices you have seen or been involved with. People are typically looking for guidance and the “new/new” use of technology that gets better results.
  • We are the best. This is our bread and butter. Our range and depth of product is unmatched.
  • Mr./Ms. Customer I want you to understand that we can fulfill the majority of your requirements when it comes to AV. In this day and age everything is going digital in AV. With the convergence of IT and AV the requirements for deployment plays to our history in the IT/PC world. We understand the difference between a General Session and a break out session and the AV requirements. There is a break point here. We are expert in exhibitor technology services and the technology used in meetings. We are better structured to deliver these services than a travelling Production Company. You need to understand the distinctions between a General Session requirement and the requirements for break out sessions and trade show floor needs. Do your homework on the client and the show before walking in. Pick out one or two areas that may be the most important to your audiences needs. Go deeper based on where their concerns are. Become a trusted advisor by bringing in best practices you have seen or been involved with. People are typically looking for guidance and the “new/new” use of technology that gets better results.
  • Mr./Ms. Customer I want you to understand that we can fulfill the majority of your requirements when it comes to AV. In this day and age everything is going digital in AV. With the convergence of IT and AV the requirements for deployment plays to our history in the IT/PC world. We understand the difference between a General Session and a break out session and the AV requirements. There is a break point here. We are expert in exhibitor technology services and the technology used in meetings. We are better structured to deliver these services than a travelling Production Company. You need to understand the distinctions between a General Session requirement and the requirements for break out sessions and trade show floor needs. Do your homework on the client and the show before walking in. Pick out one or two areas that may be the most important to your audiences needs. Go deeper based on where their concerns are. Become a trusted advisor by bringing in best practices you have seen or been involved with. People are typically looking for guidance and the “new/new” use of technology that gets better results.
  • Mr./Ms. Customer I want you to understand that we can fulfill the majority of your requirements when it comes to AV. In this day and age everything is going digital in AV. With the convergence of IT and AV the requirements for deployment plays to our history in the IT/PC world. We understand the difference between a General Session and a break out session and the AV requirements. There is a break point here. We are expert in exhibitor technology services and the technology used in meetings. We are better structured to deliver these services than a travelling Production Company. You need to understand the distinctions between a General Session requirement and the requirements for break out sessions and trade show floor needs. Do your homework on the client and the show before walking in. Pick out one or two areas that may be the most important to your audiences needs. Go deeper based on where their concerns are. Become a trusted advisor by bringing in best practices you have seen or been involved with. People are typically looking for guidance and the “new/new” use of technology that gets better results.
  • We are the best. This is our bread and butter. Our range and depth of product is unmatched.
  • We are the best. This is our bread and butter. Our range and depth of product is unmatched.
  • Our company understands what it requires to be a true partner in a difficult, dynamic business environment. We have continued to invest in critical bricks and mortar facilities to expand our reach and local market support. On the innovation front we are working hard internally to make our processes, knowledge, and equipment very simple and easy to access for our clients and partners. When it is all said and done…Our people make this organization succeed.
  • We are the best. This is our bread and butter. Our range and depth of product is unmatched.
  • We are the best. This is our bread and butter. Our range and depth of product is unmatched.
  • This is a pivot slide and it allows you to skim over each of the main products/services and give a short message around our Product Knowledge, Breadth of inventory, technical capability and the practical application of the variety oftechnology for convention, trade shows, corporate events, and local requirements. Use this slide to go deeper based on what you have uncovered or discussed in your meeting… prior to this slide. Eventually we will have hot links to deeper, more comprehensive info for each area. Use SPIN selling/Open ended questions to uncover knowledge and needs.
  • Mr./Ms. Customer I want you to understand that we can fulfill the majority of your requirements when it comes to AV. In this day and age everything is going digital in AV. With the convergence of IT and AV the requirements for deployment plays to our history in the IT/PC world. We understand the difference between a General Session and a break out session and the AV requirements. There is a break point here. We are expert in exhibitor technology services and the technology used in meetings. We are better structured to deliver these services than a travelling Production Company. You need to understand the distinctions between a General Session requirement and the requirements for break out sessions and trade show floor needs. Do your homework on the client and the show before walking in. Pick out one or two areas that may be the most important to your audiences needs. Go deeper based on where their concerns are. Become a trusted advisor by bringing in best practices you have seen or been involved with. People are typically looking for guidance and the “new/new” use of technology that gets better results.
  • We are the best. This is our bread and butter. Our range and depth of product is unmatched.
  • This is a great tool for any meeting, event or show. It is dynamic, simple and cost effective. You can update, change or modify it on the fly. It will also help you track where the users are spending time etc.. For the attendee it makes life a lot easier. You can choose where and how you get info. For exhibitors this is both a big GREEN opportunity as well as a significant cost savings from printing Tradeshow booth content, shipping it in, displaying and then potentially throwing out the inventory when the show is torn down.
  • Similar to our discussion on the digital document library, it is a convenient way for everyone to engage with the meeting or event. It is eye catching and presents a good, cutting edge look. For the show manager it also provides a potential sponsorship opportunity and some cost avoidance
  • Help your clients navigate a show or meeting with a sophisticated and very effective tool. Digital Signage is the way to display information and to make your customer’s navigation of your meeting ….easier.
  • You can really make an impression with a Video wall. It makes a statement about you as well as providing valuable information. Creates an attendee experience. Remember you only have 8 seconds to capture a person’s attention… Tell your story in a BIG way.
  • Getting and measuring a good return on your investment at any show or event is more crucial today than in any time in the past. Gathering the Demographic data is crucial for Exhibitors. Capturing warm leads that convert into sales is a primary reason for attending in the first place. Our Solutions are easy to set up, use and return. Drive your Return with Lead Retrieval technology.
  • Here are just a few of the many testimonials we gather from clients who are thrilled with how we make them and their events…better, more effective and lower cost
  • This testimonial was pulled from a magazine and demonstrates our focus on the customer…even when it is not our original customer!!
  • At this page you want to hit the high notes. Summarize their challenges and needs/pain points. Connect our capabilities back the needs. Reinforce our National footprint and with the 24 location branch network. Use the testimonials and case studies to highlight our excellence in Trade Shows and Corporate events. We know Tradeshow. Talk about our focus on making SSR simple, and easy to use by developing better processes and systems that help THEM. Declare that We Are a Leader in the industry and you should Partner with us. Ask for the order …how do we move forward together.

Transcript

  • 1.  
  • 2. WHO IS SMART SOURCE ?
      • We are National. The Largest Technology Rental Provider in the U.S.
      • 24 Company Owned Branch Locations
      • Full Service Audio Visual and Digital Technology Provider
      • 25+ Years in the Event, Trade Show, and Corporate Markets
      • Official in Over 300 Trade Shows Per Year
      • Providing support for well over 5,000 events each year
      • A unique range of AV, IT, and specialty technology products
  • 3. SMART SOURCE RANKED 13 TH IN AV INDUSTRY TOP 40 COMPANIES
  • 4. We provide our clients the most comprehensive range of offices in the Technology Rental Industry Anaheim · Atlanta · Boston · Chicago · College Station · Dallas · Eugene · Ft. Lauderdale Houston · Las Vegas · Long Island · Los Angeles · New Jersey · New Orleans · New York · Orlando Philadelphia · Phoenix · St. Louis · San Diego · San Francisco · Seattle · Washington, DC
  • 5. WE UNDERSTAND YOUR CHALLENGES
    • Reduced Budgets, Tight Timeframes
    • Limited Knowledge of New Technology for Events… and How to Use It
    • Reduced Staffing
    • Managing Different Suppliers
    • Creating the WOW and Keeping Your Clients Engaged
    HOW CAN WE HELP/WORK WITH EACH OTHER?
  • 6. WE ARE A TECHNOLOGY COMPANY
      • We Use Technology to Save You Time and Money
        • Planning-Ordering-Delivery
        • Local-Regional-National Set-Up
      • We Provide Technology that Helps to Bring the Client’s Brand to Life
        • Simple to Complex Computer/AV Products
        • Specialty Technology like Video Walls, Digital Signage
    WE SIMPLIFY THE PROCESS FOR YOU AND YOUR CUSTOMERS.
  • 7. AUDIO VISUAL - BACKGROUND
    • One of New York’s top five corporate AV companies
    • Company founded as ACE AV in 1956
    • Range of experience from small dinner meetings to large events
    • National network of equipment (floating inventory)
    • Technicians at all skill levels
    • Prompt professional service
      • Account Executive on call
      • Our own delivery fleet
  • 8. VENUES
    • The Flatotel
    • The Strand Hotel
    • Museum of American Finance
    • New York Athletic Club
    • The River Club
    • The Harmonie Club
    • The Central Park Boat House
    • The Lotus Club
    • The New York Road Runner's Club
  • 9. YOUR ACCOUNT EXECUTIVE
    • Our experience makes the process easy …
      • Account Executive – 25 years of experience
        • AE bring experience to bear in making sure that the correct equipment choices are made and all contingencies are covered
        • Available via cell/email even on off hours
        • Quick turnaround of paperwork
  • 10. OUR EQUIPMENT
    • Our Equipment
      • Tested PRIOR to delivery – EVERYTIME
      • Kept “up to date”
      • Nationwide standardization of equipment ensures the ability to provide the same equipment no matter the size of the order
  • 11. OUR TECHNICIANS
    • Our Technicians
      • Highly experienced
      • Wide array of skills & specializations
      • We make use of NYC’s talent pool of engineers and designers
  • 12. THE PROCESS
    • Client contacts Account Exec
      • AE will determine ACTUAL need making sure nothing is missed
        • Where, When, What, How ….
        • May suggest alternatives or options
        • 3 Alternate AE contacts would be provided should the AE be unavailable
    • Quote reviewed by Branch Manager
    • Account Exec returns Quote
    • Once Quote is approved, the reservation is made
    • Operations preps equipment
    • Dispatch loads trucks and delivers
      • The entire process can happen in as little as 1 hour
  • 13. THE SCOPE
    • 4 Local offices
    • More than 75 Employees locally
      • More than 20 Operation & Technical Staff
    • Depth of equipment unmatched through national floating inventory
    • More than 12 delivery vehicles locally
    ALL OF WHICH WILL ENSURE YOU GET WHAT YOU WANT WHEN YOU NEED IT
  • 14. INVESTMENT AND INNOVATION
      • We Have Constructed a Nationwide Standard of Service with 24 Company Owned Branches
      • Our Operations Use Data & Process Analysis to Drive Improvement on Key Customer Requirements Like: Equipment Availability, On Time Delivery, and Order Completeness
        • A Single Enterprise System Provides Quick Access to Our Inventory.
      • Our Range of Services Allows Clients to Stage Unique, Brand Building Events, Training Sessions, and Presentations
      • In New York, we have a unique business- the largest technology provider, and one of the biggest and oldest Professional AV Companies
      • 25+ YEARS OF INVESTMENT.
      • WE ARE DEDICATED TO GETTING BETTER .
  • 15. You cannot manage what you cannot measure. - Peter Drucker
  • 16. WE ENSURE OUR QUALITY
    • We consistently monitor our internal and external performances through quantifiable metrics to improve customer service
    • Entire Department devoted to examining our operation
    • Collect and measures data on such items as;
      • Number of Operations Personnel
      • "Operations" costs as a % of Fulfillment Revenues
      • "Operations" costs by Branch Groups
      • "Variable Cost Analysis"   Fulfillment Revenues per Operations
      • Outsourced Technical Help as a % of Fulfillment
      • Cross Rentals
      • Lost Inventory
      • Overtime
      • Variable Operations Costs as a % of Fulfillment
      • Total Service Calls Taken
      • Calls relating to QC Issues
      • National Call Center vs. Service Log Entries
  • 17.  
  • 18. THE RESULTS
    • Using the quantifiable metrics we can ….
      • Find areas in operation in need of improvement
      • Measure our performance against National Standards
      • WE GET BETTER EVERY DAY
  • 19. Audio Visual Support Computer Rentals Digital Document Library Digital Signage Friendlyway Kiosks Video Walls Lead Retrieval Attendee Tracking Audience Response Systems Onsite Registration Equipment OUR PRODUCTS AND SERVICES
  • 20. AUDIO VISUAL SUPPORT
    • General Session AV up to 5,000 Attendees
    • Simple to Complex AV Solutions
    • Set Design, Staging, Lighting, Draping
    • Projection, Sound, Video Mixing
    • Show Floor Services include Exhibit Level AV Rentals & Support
    THE BREADTH OF INVENTORY, OPERATIONAL KNOWLEDGE AND THE NATIONAL NETWORK TO EXECUTE ON A LOCAL LEVEL
  • 21. COMPUTER RENTALS
    • Brand Name PC and Apple Desktops and Laptops
    • Plasma and LCD Touch Screen Displays, LCD Projectors
    • Printers, Copiers, Fax Machines, Scanners and Peripherals
    • Rentals for Any Time Frame…One Day to Multiple Month Engagements
    • 24 National Locations: Locally Configured, Delivered, and Supported
    THE LARGEST SHORT TERM PC RENTAL PROVIDER IN THE U.S.
  • 22. DIGITAL DOCUMENT LIBRARY
    • Provide a Digital Library of Critical Information Onsite for Attendees to Access via… USB Download, E-mail to Self, or Print On Demand
      • A Green Substitute for Most Paper… brochures, presentations etc…
      • Save Thousands of Dollars in Printing and Shipping
      • Flexible, Custom User Interface…Multiple Language Support
      • Download Key Activity Data, Survey Results & Full Reports
    FAST DYNAMIC WAY FOR SHOW CLIENTS TO GET WHAT THEY NEED AND GO
  • 23. FRIENDLYWAY KIOSKS HIGH IMPACT WAY TO REACH YOUR CUSTOMERS
    • A simple, familiar “Friendly Way” for Attendees to Quickly Get the Information They Need.
      • Touch Screen Technology
      • Interactive, Configured and Internet Ready
      • A Branding or Sponsorship Opportunity
  • 24. DIGITAL SIGNAGE A POWERFUL AND DYNAMIC WAY TO COMMUNICATE
    • Digital Signage is the Most Effective Way to Inform, Engage and Motivate Your Attendees
      • Interactive Exhibitor Map
      • Event/Session or Room Agenda
      • Message & Flight Departure Boards
      • Go Green and Save Money
  • 25. VIDEO WALLS A POWERFUL AND DYNAMIC WAY TO COMMUNICATE
    • Tell Your Story in a Big Way…
      • Grab an Audience with a Wall of Images
      • Cutting edge Electronics and Systems:
        • Deliver a Powerful Punch
      • A Flexible Platform to Customize Your Message
      • Replace a Static Sign with Dynamic Video
  • 26. LEAD RETRIEVAL AND ATTENDEE TRACKING TRACK EXHIBITOR ATTENDANCE AND PARTICIPATION AT EVENTS & CONFERENCES
    • Capture, Display, Print and Download Attendee Info in Seconds.
      • Convert Quality Leads into Sales
      • Customize to Collect Specific Demographic or Products Data etc…
      • Easily Organize the Info for Import into Databases for Follow-Up
      • Flexible Solutions: Desk Top to Hand Held + Customizable Software
  • 27. TESTIMONIALS We estimate that Smart Source saved our association 20% on our expenses for our key tradeshows and member conferences. They were honest and transparent in their approach. Historically we would bring our own staff and equipment. Now we use SmartSource to provide the equipment and services. As an added benefit, they teach the association leaders where and how to use technology so we meet our members needs. — Emily DeYoung, CASE-Council for Advancement & Support of Education
  • 28. TESTIMONIALS
      • — Courtney Smith, QuadraMed
    Our marketing budget has been slashed and we are expected to deliver the same or better value in our Trade Shows and conferences. Smart Source has become a virtual member of our department. They understand our needs for each show or conference and deliver great value. We view them as a partner…not a vendor. “
  • 29. TESTIMONIALS
    • — Amanda Dawson, Morrow Technologies Corporation
    “ … The Smart Source reps had replacement monitors in my booth in mere minutes. Better yet, they went to work with my labor crew to get the monitors mounted and hooked up in the proper spots… Headaches at HITEC… Smart Source steps up in an emergency See the Full Article Online at: http://www.exhibitor online. com/exhibitormagazine/apr10/plan-b-exhibit-booth-help .asp
  • 30. WHY SMART SOURCE ?
      • We sub-rent less – More discountable equipment
        • National network of warehouses and equipment
      • Quick efficient processes
        • AE available at all times
        • AE’s experience makes sure all aspects are addressed
        • Process ENSURES accuracy
      • Logistics and Staff to handle orders of ANY size
      • Diversity of Products and Services
      • Through measurable standards, we constantly improve our operation
    HOW DO WE MOVE FORWARD?