Buhler Sortex are a leading global supplier of optical sorting solutions to...
They only needed the right stage.
In our first meeting with Tapflo, their Marketing Manager Nicole Herring was crystal clear:
PPMA 2018 is our last shot at an exhibition. If this doesn’t work, we’re redirecting our entire Marketing budget to other campaigns. We’re spending more than we ever did to make sure we do this right, but if it doesn’t work this will be our last show
At the time they were talking to Bruno Novais (our Senior Account Manager) and a couple of other exhibition companies. They said the same thing to all of them, but likely the others found it unnecessary to spend too much time on a “sinking ship” like this prospect.
Not us. Unlike the competitors, ADB saw that they needed some help and creative ideas.
In the following weeks, we proceeded to prepare great looking designs and amend them to their taste. In a collaborative effort, we came to a simple but highly effective stand design, showing 18 pumps produced or distributed by Tapflo in the UK.
About a month before PPMA we also provided Tapflo with an Exhibition Sales Training in order to make sure that their team would do everything right at the show. Strategies on how to prepare in the weeks prior, how to tackle the event once they were there, how to engage customers and how to follow-up in the days after were all discussed over a 2-hour training.
The end result was a massive success. Tapflo got hundreds of serious leads at the show and rebooked for the following year at more than twice the size of the stand. Now they’re confident that, with the right stand, at the right aisle, at their target show, there’s a lot of opportunities and money to be made from exhibitions. It does make it easier the fact that they have the best low energy pump in the market – this one sells itself and they showed it very effectively on the stand. Nicole’s take on exhibitions was very different after the event:
We had a few meetings with stand companies but ADB stuck out like a sore thumb with their attentiveness and customer service. Bruno made the whole process easy for us and listened carefully to our ideas and what we wanted to get from the show, and instead of just asking what we wanted and doing it, he brainstormed with us and made a real effort to ensure we were fully prepared in every way. We all went to the show optimistic but I was worried that all the hard work would go to waste, how wrong I was! We came back with hundreds of leads and a lot of interest in our Low Energy Pump demo. The clean, modern look of our stand, along with our working pump demo and the excellent exhibition training from ADB all contributed towards a great outcome.The only problem we have now is that the sales team are out at meetings all the time following up with people from the show!
For ADB this is a great success story, as we saw in this young team an enormous energy and potential to succeed. They only needed the right stage. The right conditions.
And it’s our job to create these.
Call us on 0117 951 3661 if you need to create the right conditions for your next show.