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SambaSafety (Tradeshow Strategy (Celebrity Appearane (SambaSafety on your…
SambaSafety
Tradeshow Strategy
Sales Incentive
Event-specific promotions
Metric: schedule next meeting
With the right person
10 meetings booked pre-show
Staffing
Inside sales
Have to pre-set meetings
NAFA and Fleet
Get the lists late
Use last year's list
Pre-event email primer
Use customer database
Speaking Oppty
What's worked
Events built awareness
Didn't scale
Booth Property
Customize to the show
Customize Digital Messaging
Gamification
Augmented Reality
Google Glass
Go Pro - submit footage, ahead of time
Driver footage
Pre-Show Social Media
500 followers
Tie to Fleet Management
Twitter
RIMS, NAFA, Fleet Safety
NAPBS
Timing with CAB
March Compliance & Reg
Cloistered event/assoc event
Celebrity Appearane
SambaSafety on your pit crew
Milka Duno
Samba on your Pit Crew
Danica Patrick
Mayhem from Allstate ads
RIMS
One night reception
12-15,000 attendees
Speaking opportunity
Fleet Safety Conf
Smaller More Intimate
Dinner / Advisory Board Opportuntiy
SHRM - HR SHow
HR involved in Ent accounts
Send people for meetings
2-5 people what can we do
Look for the SAMBA guy
AM Soc Safety Engineers
CAB
Run by Product (Rich Lacey)
Sales hosts
Local
Timing: early Fall (SEPT)
Customers
REgulated (CDL Drivers)
Non-Regulated
Partner
Insurance Brokers
CNA
Co-marketing
Least Tapped
Fleet Companies
NAFA
Background Screeners
NAPBS
End customers
Combine
User Conference
Driver Safety Conference
Certification
Gender
70/30 at RIMS
99% Men at NAFA
NAPBS
Fleet Safety 90%
Risk: Driverless cars?
Targets
Safety
Risk
Fleet
HR /Screeners
GOAL: Sell to Pres/COO
Sales Priorities
Lead Gen
Go Deeper
Roles
Decision Maker
Build Relationships
Expanding Salesforce
Training
Experienced sales team
Need enablement
Engine working for them
Inside Sales SMB
Outsource SDR
Outside large ent - F2F before sale
Innovation Ideas
Marketing Priorities
LEAD GEN
Online media
Website as lead gen tool
Create content
Case Studies
White Papers
Revenue generating oppty
Customer focused
New features
Launch product
Evangelize via customers
Differentiated features
BRAND
Air coverage
Inquiry