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Road show rev 1.2
1
...get 580 existing and potential customers
from all over Europe
- to sit down quietly
- listening to a Silcon DP300E product demonstration
- for 60 min. ????
And not paying them for it!
How did we...How did we...
- in
1998
Road show rev 1.2
2
The Answer...The Answer...
Road show rev 1.2
3
Target groups...Target groups...
•Facility Managers at large end-users
•Consulting & Specifying Engineers
•Power Specialists & High Power Partners
•APC employees
Road show rev 1.2
4
Road Show Evaluation for 1998Road Show Evaluation for 1998
580 visitors over 22 weeks
9 countries in Europe visited
Potential Customers
30%
Existing Customers
70%
Road show rev 1.2
5
What did we get…
Consultants26%
PS / HPP33% End User
41%
Segmentation of visitors 1998 Segmentation of visitors 1998
Direct registered orders:
1 x DP360E 2 x DP340E 5 x DP320E 6 x DP310E 10 x DP10E 2 x Service Bypass 1 x Service contract
Road show rev 1.2
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Objectives for the Objectives for the Silcon DP300E European Road ShowSilcon DP300E European Road Show
Generate high quality leads
Close pending projects
Train and motivate PS’s, HPP’s, Consulting Engineers and facility managers
Increase awareness of APC as high kVA vendor
Work with Consulting Engineers to make them recommend delta-conversion
Road show rev 1.2
7
The European Tour 1999...The European Tour 1999...
Week Month Country Owner OK? Week Month Country Owner OK?
11 MAR Benelux Jack Hack OK 30 JULY
12 MAR Benelux Jack Hack OK 31 AUG
13 MAR/APR 32 AUG Sweden Jörgen Åkerberg ?14 APR 33 AUG
15 APR Spain Pedro Magalhaes OK 34 AUG
16 APR Portugal Pedro Magalhaes OK 35 AUG/SEP Italy ? ?17 APR/MAY Germany Beate Volk OK 36 SEP Germany Beate Volk OK18 MAY Czech Republic Michael Grundfest OK 37 SEP
19 MAY Slovakia Michael Grundfest OK 38 SEP Benelux Jack Hack OK20 MAY Poland Tomasz Starzec OK 39 SEP/OCT Benelux Jack Hack OK21 MAY Hungary Victor Biro OK 40 OCT Denmark Jan Brenz ?22 JUN Benelux Jack Hack OK 41 OCT Germany Beate Volk OK23 JUN France Jean-Claude Dhainaut OK 42 OCT Spain Pedro Magalhaes OK24 JUN Sweden Jörgen Åkerberg OK 43 OCT Spain Pedro Magalhaes OK25 JUN Germany Beate Volk (Deppe) OK 44 NOV Portugal Pedro Magalhaes OK26 JUN/JUL Denmark Jan Brenz ? 45 NOV Germany Beate Volk OK27 JULY ? 46 NOV Poland Tomasz Starzec OK28 JULY
29 July
Power Truck European Tour 1999
Road show rev 1.2
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Truck Specifications...Truck Specifications...
All logo’s and messaging up-dated to APC
IVECO Daily 3.5 tons
12m2 presentation room
2 m2 storeroom and technical installations
Ceiling height 2.3 m
Air condition / oilfired heater
Road show rev 1.2
9
We provide...We provide...
Driver
Set-up of truck and product demo assistance at customer site
Silcon DP310E with 3-phase input
4 demo load types
NT Network + Workstation
Scope
Overhead projector
Whiteboard
Chairs for 6-8 people
Road show rev 1.2
10
Your responsibility...Your responsibility...
Plan on target audience and activities
Teamwork between APC and PS’s and HPP’s
Invitations
Follow-up on invitations and meeting arrangements
Appointments at customer site
Sales presentation
Follow-up on leads and projects
Evaluation
Road show rev 1.2
11
The Road Show Slogan...The Road Show Slogan...
Product demonstrationProduct demonstration
- on your location- on your location
makes life more easy...
Road show rev 1.2
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End of presentationEnd of presentation
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