Defense, Security & Sensing (DSS) 2013Show Lead Survey ResultsMay 2013
Q1: What type of business are you?Respondents represent a broad diversity of market segments: Glass manufacturers Plasti...
Q2: How did you participate at DSS?59%8%8%25%10-ft booth20-ft boothTabletopI didnt exhibit--Iwalked the show
Q3: How many total leads did your companygenerate this year?Several respondents commented onYOY decline in leads at DSS, h...
Q4: How many qualified (warm/hot) leadsdid your company generate this year?Like with Photonics West, 1 in 3 DSSleads were ...
Q5: How do this year’s leads comparewith 2012?For those who exhibitedat DSS in 2012 and2013, ALL experiencedweaker and/or ...
0%10%20%30%40%50%60%70%80%Total leads Qualified leads Resulting RFQs Resulting quotes Close rates Revenue We donttrack/mea...
Q7: What are your best performing shows?(multiple responses allowed)Results consistentwith Photonics Westsurvey.Overwhelmi...
Q8 & Q9: How effective is your company attrade show preparation and follow-up?(multiple responses allowed)0% 10% 20% 30% 4...
Q10: What does follow-up look like in yourcompany?(multiple responses allowed)0%10%20%30%40%50%60%70%80%90%100%Connect onL...
Q11: Rate your experience with currentprime and DOD contracts.0%10%20%30%40%50%60%70%80%90%100%Our contracts are impacted ...
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SPIE DSS 2013 Survey Results

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  • At DSS, most exhibited using 10 foot booths or walked the show. For companies who have not exhibited at a particular show, we often recommend they walk the show for the first year to assess fit. If walking only, targeted business opportunities can be had with pre-planning and scheduling meetings with key exhibitors for example.
  • SPIE DSS 2013 Survey Results

    1. 1. Defense, Security & Sensing (DSS) 2013Show Lead Survey ResultsMay 2013
    2. 2. Q1: What type of business are you?Respondents represent a broad diversity of market segments: Glass manufacturers Plastic manufacturers Imaging systems Lasers Capital equipment Optical components manufacturer/assemblies Precision machined components Plastic optical component manufacturer
    3. 3. Q2: How did you participate at DSS?59%8%8%25%10-ft booth20-ft boothTabletopI didnt exhibit--Iwalked the show
    4. 4. Q3: How many total leads did your companygenerate this year?Several respondents commented onYOY decline in leads at DSS, havinggenerated fewer than 25.The average total leads per 10 footbooth area = 25 [PW = 42]<2559%26-5033%51-1008%
    5. 5. Q4: How many qualified (warm/hot) leadsdid your company generate this year?Like with Photonics West, 1 in 3 DSSleads were qualified.<1083%10-2517%
    6. 6. Q5: How do this year’s leads comparewith 2012?For those who exhibitedat DSS in 2012 and2013, ALL experiencedweaker and/or fewerleads.0%0%0%17%8%33%42%More leadsBetter quality leadsBoth more & betterleadsFewer leadsWeaker leadsBoth fewer & weakerleadsNA--We didnt exhibitlast year
    7. 7. 0%10%20%30%40%50%60%70%80%Total leads Qualified leads Resulting RFQs Resulting quotes Close rates Revenue We donttrack/measureI dont knowDSSPhotonics WestQ6: What metrics do you track for tradeshow success?(multiple responses allowed)Total qualified leads remains the mostcommon metric for tradeshow success.
    8. 8. Q7: What are your best performing shows?(multiple responses allowed)Results consistentwith Photonics Westsurvey.Overwhelmingly, respondents considerPhotonics West thebest show for leadgeneration.0%10%20%30%40%50%60%70%80%90%Photonics WestDefense, Security & SensingLaser Munich Optifab MD&M WestMD&M East CLEO Optics + PhotonicsDSSPhotonics West
    9. 9. Q8 & Q9: How effective is your company attrade show preparation and follow-up?(multiple responses allowed)0% 10% 20% 30% 40% 50% 60% 70% 80%PoorNeeds WorkGoodExcellentEffectivenessConsistencyMost respondents say they aregood, effective, and consistent with trade showplanning and lead follow-up. Opportunities exist formessaging, graphics, booth etiquette, lead follow-up.
    10. 10. Q10: What does follow-up look like in yourcompany?(multiple responses allowed)0%10%20%30%40%50%60%70%80%90%100%Connect onLinkedIn/socialmediaAdd to database foremailnewsletter/nurturecampaignsAdd to CRM (likeSalesforce)Email Call 1x Call multiple times Sendcard/literatureDSSPhotonics WestTodays buyers don’t operateon a single channel. Multiplemethods of follow-up arerequired until you know yourprospects’ preferences.
    11. 11. Q11: Rate your experience with currentprime and DOD contracts.0%10%20%30%40%50%60%70%80%90%100%Our contracts are impacted by the sequester.We are experiencing reduced new orders.We are experiencing reduced volumes.There are less new DoD contract opportunities (leads) to pursue.Strongly AgreeAgreeDisagreeStrongly DisagreeSplit response on sequester impact. Mostexpressed low to moderate impact.

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