RVE Autumn06 Vendor Orientation 08 31 06 archive

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Vendor Orientation & Self Scheduling System Demo

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Your Presenters… Casey Hughes Business Development. Gartner Vision Events RetailVision Europe Autumn 2006 VENDOR ORIENTATION August 29, 2006 Khadijah Moncrieffe Event Planner Gartner Vision Events Jason A. Dube Technology Manager Gartner Vision Events

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Have you participated in a RetailVision Europe Event before? Yes 12% My company has, but not me personally 37% No, this is the first for me and my company 50% We’d like to know…

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Briefly run through the Event Agenda & Logistics Boardroom Logistics Best Practices: Boardroom Presentations & Follow-up Retailer Central: Logistics and Stand Rules Self Scheduling System LIVE Demo Networking Opportunities Education Update Helpful tips from your Account Managers and of course… … lots of INTERACTION with YOU! Today’s Agenda

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www.retailvision.com/europe Log In Agenda Downloads

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Let the Event Begin! Tuesday, 19 September 10.30 - 20:00 Registration Sponsored by 10:30 - 18:00 Retailer Central Set up 19:00 – 20:00 Insight Session 20:00 – 22:00 Welcome Reception

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Day 2 Wednesday, 20 September 07:15 – 08:15 Breakfast - in La Caravelle 08:30 – 08:50 European Premiere Presentation* 09:00 – 12:50 Private Boardroom Appointments 09:00 – 12:50 RetailVision University - ChannelViews 13:00 – 14:00 Event Luncheon 14:00 – 19:00 Retailer Central 20:00 Shuttle Bus to Vienna City Centre 23:00 & 01:00 Return Shuttle Bus to Hotel * Retailers & Distributors only

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Day 3 Thursday, 21 September 07:15 – 08:45 Breakfast – in La Caravelle 08:30 – 08:50 European Premiere Presentation* 09:00 – 12:50 Private Boardroom Appointments 09:00 – 12:50 RetailVision University - PowerViews 13:00 – 14:00 Event Luncheon 14:00 – 17:00 Retailer Central 20:30 – 21:00 Gala Cocktail Reception 21:00 – 00:00 Best of RetailVision Awards – Banquet & Entertainment * Retailers & Distributors only

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Day 3 (continued) Thursday, 21 September 17:00 Breakdown Retailer Central Breakdown will start promptly Any empty boxes put aside will be returned to your stand You are responsible for making your own return shipping arrangements with your shipping company Please have your international account number and contact telephone number with you. Goods must leave the Pyramide no later than Friday 22 September.

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Day 4 Friday, 22 september 07:30 – 10:30 Breakfast DEPARTURES

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Event location Austria Trend Eventhotel Pyramide

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Boardroom Logistics What is included in your Boardroom? InFocus Projector (beamer) Screen Flip chart (on request) Speakers Power for notebooks – EU 2 pin Questionnaires

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Boardroom Layout

Support with Passion: 

Support with Passion Group Leader: Gartner Vision Event Staff member is there for you! Please ask for their assistance!!! Remember…be 15 minutes early and have a questionnaire prepared for feedback.

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Retailer Central: Your Stand Banner Stand Display Table Display Area One to One Meeting Area x1 Pop Up Stand or x1 LCD Screen (mounted) A B D C C

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We hope to hear your voice!

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Secrets to Winning in the Boardroom

How can you prepare a quality PPT?: 

How can you prepare a quality PPT? It’s SIMPLE: 3 slides won the “Best Presentation” award… Your audience will want to know (and quickly): Who you are What product and/or service you offer Retail Why you’re worth carrying in their stores or websites What you can & will do to drive sales

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How much will they remember? How much of the information you present to your audience, do you think will be retained? Less than 5% 6%-15% 16%-25% 26%-40% More than 41%

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How much will they remember? FACT: According to the National Institute of Listening… We retain about 25% of what a speaker says! - Some studies indicate as low as 15%. Average audiences are not absorbing 75% of what you say!

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Steps to your Boardroom Presentations

PREPARE for your Boardroom! : 

PREPARE for your Boardroom! Prepare your presentation material Consider the environment of delivery Distribute detailed information via CD-ROM or USB Drive Prepare your “customized” Questionnaire beforehand Use it to capture your audience… Ideas Feedback Info needs Contacts (and follow-up preferences) Prepare your Team Brief before (during and after) Those at the event and those not

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Steps to your Boardroom Presentations

Have a Strategy for Partnerships! : 

Have a Strategy for Partnerships! KNOW your Audience Use Self-scheduling System Research (web) once you know your Boardroom assignments Organize your customer strategy A, B, and C Level company targets Align your team and continually brief ea other Create a “Report Card” to track commitments Relationships are built on TRUST Engage your audience in conversation

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Steps to your Boardroom Presentations

Make it FUN (and Meaningful)! : 

Make it FUN (and Meaningful)! Emotion = Motion Express enthusiasm for your company, products and relationships Answer the question “Why NOW?” Integrate your Questionnaire to your “Conversation” Include Polling Questions and “complete the blanks” Game Card with drawing/prize Tear-off bottom portion to redeem at Meeting Place for prize?

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Steps to your Boardroom Success

Ask for COMMITMENT! : 

Ask for COMMITMENT! Don’t be shy Seek their vote for awards Ask for further meetings at your booth Ask for follow-up… meeting, phone call, etc… Brief your Team immediately after (ea. Boardroom) Split up and meet more Review “Report Card” regularly (of commitments) Set goals and actions with each Retailer Meeting Follow-up IMMEDIATELY Brief all company associates responsible for follow-up & close

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What will YOU do in your Boardroom? What does your company plan to do in your boardroom presentations? (select all that apply) Present company & product information via a PPT Present “Retail Programs" via PPT Engage audience in "game-play" (esp. game, skit, etc.) Run a "Focus Group" to validate our offering Other

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Avoid “Death by PowerPoint” 40% find PowerPoint presentations annoying - not just ineffective, but actually annoying! Poor PowerPoint presentations can be very costly!

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Visual 55%! Audio 38% Text 7% Visuals make the best teachers!

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Use PowerPoint Effectively It should be a tool to facilitate conversation AVOID using it as a Presentation (DO use it as a graphics device!) Consider forms of interaction with your audience: Skits Games (e.g. Who wants to be a Millionaire?) Involve your audience – use integrated marketing material esp. Customized Questionnaire Increase retention of key message Build relationships & trust

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Presentations DO NOT have to be boring Hatch NEW ideas that are… FUN Memorable Relevant Engaging You!

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We hope to hear your voice!

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Read the Event Directory Follow Up (QUICKLY!) Never forget to… Gain Commitment

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Never forget to… “Turn Business Cards into BUSINESS!”

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Tips for turning “Business Cards into Business” During the event… Clarify right contacts; request evangelism Focus on Retail Programs & Consumer Awareness Split-up and Meet more Leverage EVERY opportunity for relationships Ask for COMMITMENT: awards, 1:1 meeting, follow-up After the event… Send “Thank You” cards (hand signed & addressed) Maybe a postcard from Dublin? Keep initial contact in “the loop” Nurture evangelism

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Self Scheduling System LIVE Demonstration Jason A. Dube Technology Manager Gartner Vision Events

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Self Scheduling System Logistics Schedule 1-1 meetings with Retailers & Distributors in REAL TIME! 15 outstanding meeting requests at a time 5 working days to respond to a meeting request View the status of your requests and scheduled meetings E-mail notification of meeting requests: simply click to accept, modify or cancel. Attendees highlighted in red reflect same product interest Meetings take place in Retailer Central

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New for Autumn 2006 Reinstate Timed Out Meetings Resend your meeting request that has expired with the exact same details as before from the View Request screen Requests                                                                                                                     

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Self Scheduling System LIVE Demonstration While Jason shares his desktop Maximize the browser window Open the Group Chat window (small) Ask questions at any time Press * 1 to un-mute your phone

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We hope to hear your voice!

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BE BRIEF… state purpose in 1st sentence Should entice (why should they meet w you?) Target the right people and companies Stimulate interest... WIIFM? Stress Opportunity & Urgency Personal (NOT canned or scripted) Demonstrate understanding of their business (and needs) Craft your meeting requests wisely

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Craft your meeting requests wisely AVOID … Lengthy meeting requests (15 – 20 min. max) Product/company pitch in request Telling them everything “Canned” scripted meeting requests CONSIDER … Travel time Between meetings (5 min. default) Split up and meet more

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Networking Opportunities Welcome Reception Lunches Free Evening Cocktail Reception RetailVision Gala Dinner

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Education Wednesday & Thursday NEW!! RetailVision University Retailer PowerViews™ ChannelViews™ Tuesday Insight Session

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We hope to hear your voice!

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Gemma Walker Thank You on Behalf of the RetailVision Team! Louise Bassett Pete Prentice Khadijah Moncrieffe Khadijah.moncrieffe@Gartner.com +44 (0) 1784 267 613 Wahida Bhatti Lilian Coram Liam McSherry Liam.mcsherry@gartner.com +44 (0) 1784 267 690