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Consulter Check – Trust is Good, Control is Better!

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After the trade show is known to be before the trade show. If the trade show is going well, everyone is proud of his or her performance. If the trade show is going quite disappointing, everyone is blaming the trade show. Service quality is always the most important point especially if there are barely visitors. Point of the story: Service quality of the trade show team correlates according to our scientific studies in a negative way with the amount of visitors. The more visitors, the much better for the trade show visitor.


Exhibitors often rely on quantitative key performance indicators: Leads and volume of sale. According to the “Emnid-Study” only one-third of all trade show visitors is approached by the exhibitor actively. Just 5 % of all trade show visitors are content with the quality of the conversations they had. That is why we want to have a closer view on trade show contact.

The BMB cares a lot to find the right and fitting qualified visitor for each trade show who is going to check the requested booth. Elaborate selections assure the right fit: Vita-check, psychology test and personal interviews.

Those qualified visitors do not have the intention to collect brochures or gifts. No, they are purchaser, experts or even chief executives who have an occupational interest in addition to the quality check.

Those qualified visitors are briefed in the run-up to the consulter check. They are grading the conversation with a consulter in a detailed way and writing a report about their experiences right afterwards. The BMB is evaluating this report which is then available for the company.

Goals

  • Control of consulter quality, activation, kindness, motivation among other things
  • Analyses of subjects: Appearance, competence and effect
  • New system of identification numbers for distribution
  • Comparison with other exhibitors/competitors
  • Potential support with personal customer contact; booth optimization

Procedure

  1. Preliminary discussion: Evaluation of target groups
  2. Briefing, recruitment of qualified visitors, personal training and a psychological assessment test before realization
  3. Realization of tests, data survey
  4. Plausibility test of data, business cards, following interviews with testers
  5. Processing of data, analyses
  6. outcome presentation and references for management

USP & Reason Why

  • Cheaper and more representative than quantitative surveys
  • Sectoral and overlapping experiences with trade show checks, national and international
  • Approved standard items or rather individual test criterions

Costumer

AEG, BASF, Fischer, Nikon, Trumpf etc.

Links

  • Kick off
  • Daily Check
  • Coaching
  • Consulter interview
  • Analyses of other exhibitors and competition

Contact Person

Dipl. Kaufm. Oliver Schülke
FON: +49-212-221 439-0 MAIL: This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
 
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