Page 64 - Sales Playbook (2)

SUPERION – Sales Playbook

Tradeshows

Superion attends on average approximately 80+ tradeshows and conferences annually. These shows range
from large national association events, to regional and even local tabletop meet and greets. With this in
mind, it is imperative that everyone understands the three primary reasons we attend tradeshows.

1. Brand Awareness – what we do, why we exist
2. Improve company presence to help influence existing deals. In a sense, the advertisement comes to
life for deals in the works or a reminder to existing customers
3. Increase face-to-face connections – the staff attending can meet potential prospects, existing
customers and partners/suppliers

Process
The Events Team (part of Marketing) is comprised of the following individuals:

– Jamie Pagels, CMP – Manager, Events
– Nikeisha Nickels – Sr. Events Specialist
– Kaitlyn M. Lynch – Events Specialist

This is the team that is responsible for strategizing, planning and executing on all tradeshows. When an
event has been vetted and approved by management, it is added to a master event calendar. These
individuals will notify those who are to participate in specific events via an Outlook calendar invite to block
time on your calendar. They will provide guidance on venues, preferred travel dates and times, etc. along
with an event summary. The event summary will contain the following information:

• Objective • Booth Attire (standard Superion issued shirt, etc.)
• Event Location • Travel Request
• Booth Number • Booth Property Description
• Schedule (Hours) • Additional Event Details
• Hotel Information • Shipping Information

• Lead Generation Information (and what to do onsite)

3/8/2018

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