Dear “C”Please give me resources for a trade show

intelligence program

圖資三 B96106002 江如意 圖資三 B96106025 詹念琪 圖資三 B96106029 歐怡安

What’s the problem

Intelligence

Intelligence“ The best way to put distance between you

and the crowd is

Bill Gates 《 Business at the Speed of Thought》

“How you gather, manage and use information will determine whether you

to do an outstanding job with information……. ”

win and lose.”

Selling the Intelligence Process Knowledge management Peripheral vision →many different terms

The key is that you are really “selling the intelligence process”.

Intelligence

EthicalSystematic

ManagementPlanning

Collection

AnalysisCommunication

Intelligence can help?

Why is the capability so important?

The Global intelligence Alliance(GIA) : Forces of globalization

Comprehensive system

Intelligence system

Peripheral Vision is greater Global senior managers

Series181% Say Yes

lacked sufficient capacity to detect, interpret ,act on signals

2/3 had been surprised

(Important, weak , ambiguous)

Early Warning System

managers

Series197% lack of EWS

What can we do?

Set up integrated intelligence capability

To avoid “surprise”

Proven Value2006 foundation studyIntelligence systems led to:

New or increased revenueNew product or servicesCost savings/avoidanceTime savings Profit increasesFinancial goals met

Key Intelligence Topics(KITs)

Company profiles

Competitive benchmarking

Early warning alerts

Market or industry trends

Customer or supplier profile

Technology assessment

Economic/political analysis

Executive profiles

Important

Intelligence

Trade Show

Trade Show

同性質的公司組織 推銷新產品或服務 增加銷售量 重大決策發表 聚集大量資訊

What makes it so good?

Exchange & Collect informationValidation information -everyone is there -verify the rumor was

straightforward & quickSupport KITs

The Power of Multiples

How many days is the average show?

3 days

The Power of Multiples

How many questions?

3 questions

How many people staff the average booth?

The Power of Multiples

3 people

How many times ?

The Power of Multiples

3 times

81

3 3×3×× 3

810

What the teams can accomplish for companies ?

Found venture partnersIdentified new marketsCreated new product and service opportunitiesObtained new market insightsPursued sales opportunitiesIdentified threatsObtained intelligence needed to make key decisions

Before going to a trade show

Be organizedMore people, more informationPre-event planningTraining

Careful ongoing planning

Assessment

Management

Communication

Intelligence Gathering

One day of a trade show intelligence program

9:00-10:00 Walk about to ID plan reasonableness

10:00-11:00 Development of new collection forms, plans, modification

11:00 Meeting with core team – new plans

11:00-17:00 Collection : show, sessions, meetings

17:00-19:00 Collation of days collection

19:00-21:00 Analyst meeting

21:00-22:00 Report prep, prepare next day plan

22:00-23:00 Report distribution

RecapIntelligence is important they need it and others are doing itTrade shows are a target rich environment for informationProperly organized a lot of information & valuable intelligence

Small is good!!

Q & A