Diesel exhaust fluid (DEF) is an aqueous urea solution that is used to lower NOx emissions from diesel engines. It works by selective catalytic reduction. Dr. Daniel Carder is an expert in this area who has published several articles discussing reductions in air pollution and developments in emissions control technologies like catalytic converters. Selling conference tickets involves understanding the target companies' financials, sales stats, contacts, and news to get past gatekeepers, build rapport with prospects, and provide opportunities for learning, influencing policy, and networking towards companies' objectives.

1. By Stuart Copeland
Parrhesia Consultancy Ltd
07/10/2016

2.  Diesel exhaust fluid (DEF) is an aqueous urea solution made with 32.5% urea and
67.5% deionized water. It is standardised as AUS 32 (aqueous urea solution) in ISO
22241. DEF is used as a consumable in selective catalytic reduction (SCR) in order to
lower NOx concentration in the diesel exhaust emissions from diesel engines.

3.  Gatekeepers
 Market Research to target Conference Ticket Sales through understanding:
 financials,
 stats,
 contacts, and
 news/journal reading
 USPs
 Multi Channel Communication (Telephone, email, linkedin, and F2F)

4.  In sales to negotiate past gatekeeper “Build up rapport and speak like an ADULT not
PARENT OR CHILD” (Berne, Games People Play, 1979)
 Ensure you have a name and department of prospect customer to get past the “no
names policy”
 If at first you don’t succeed say you have had prior contact and reason with the
gatekeeper that it will benefit the company and the individual concerned

5.  Dr Daniel Carder has written a number of articles on the topic and is an expert in the
field. Sound bites from his articles in Environmental Science and Technology Journal
in 2012 and 2015:
 “Reducing emissions/air pollution”
 “Diesel motor exhaust gas causes damage to environment and opportunities”
 “Research into Atmospheric Nitrogen Oxide”
 “Ideas on technology for diesel particulate filters”
 “Developments in catalytic reduction”
 “Dynamometer”

9.  Opportunity to learn about latest industry technologies and developments in the field
 Forum to influence debate and direction of future policy making on emissions
reduction
 Networking: To advance interests and research/development projects of your
Company Aims and Objectives which can be found in:
 a) listed in Annual Report 2015, and
 b) Corporate Plan 2016 of target company
 For those companies operating at highest profit in last year and expected through
financials to operate at highest profit this financial year. Then incentive to spend profits
on conference tickets as an investment in their company to reduce tax liability.

10.  Research and connect with people on linkedin
 Go to the library and use databases to find contacts
 Pick up the phone and make every call count if no sale then get a referral
 Send email follow up to call
 Whatsapp if you build up a good rapport
 Direct the customers to Integer Website and Facebook page
 If in London or South East then arrange a drop in to see clients if it seals the deal on
bulk conference ticket purchases