Paul McCaffray, executive vice president and COO of CompuSystems, shows exhibitors how to promote themselves to potential buyers before, during and after the SEMA Show.

The SEMA Show Exhibitor Summit took place in May and offered participants valuable information, techniques and skills designed to guarantee a profitable and successful SEMA Show experience. The Summit featured key staff and trade show industry experts leading a series of programs created to ensure exhibitors get the most out of the industry’s annual trade event.

Weren’t able to attend the Summit? Not a problem. The valuable educational seminars were recorded and will be presented here in SEMA eNews.

This week’s SEMA Exhibitor Summit installment is based on the “Converting Leads to Sales” seminar led by Paul McCaffray, executive vice president and COO of CompuSystems, a registration service provider.

Click here to watch the video presentation in its entirety.

A different seminar will be highlighted each week in SEMA eNews. To view other Summit videos, click here.

CompuSystems’ job is to provide exhibitors with an opportunity to promote themselves to potential buyers before the 2010 SEMA Show, produce a credential that is easy to read and enable exhibitors and potential buyers to follow up with each other after the Show.

The Show registration process officially launches the connection between buyers and sellers. Via CompuSystems’ TrafficMax application, exhibitors can download a selected portion of the registration file before, during and after the Show and then select the date range for when buyers registered so they don’t attempt to reach out to the same group of people. According to McCaffray, for exhibitors who market themselves to prospective attendees year after year, 10% of the leads they take are from people they’ve marketed to before. Exhibitors can also narrow their selections geographically in the event they only operate in a particular region or state. This service provides exhibitors an opportunity to tell their story to Show attendees beforehand.

The SEMA Show badge serves two purposes: to provide identification and serve as an electronic business card. The two-dimensional barcode includes all personal information, including visitor profile information, so when exhibitors obtain a sales lead, they will know as much information about the potential buyer beyond the information commonly displayed on a business card. After each lead’s badge is scanned using a mobile or desktop device for a qualified sales lead, the data is recorded electronically on an embedded USB drive.

CompuLEAD Pro provides software prior to the Show where exhibitors can set up an extensive, customized survey and questionnaire unique to them. The device comes with a cable and plugs into a computer’s USB port. After scanning the badge, it provides a survey with questions exhibitors may want to ask visitors. A new iPhone application uses General Packet Radio Service (GPRS) to grab information from the Internet and transfer to your phone via CompuSystems’ BuyerConnect portal.

In 2011, a PDA-style mobile device will be able to scan the badge and put the information in real-time into the BuyerConnect portal and allow exhibitors to perform a survey on potential buyers. Every potential buyer who visits a booth with a lead-recording device during the Show will receive a corresponding BuyerConnect e-mail as a reminder of where they visited so they can also follow up with exhibitors. This enables the exhibitor-visitor interaction to continue even after the Show ends.

Click here to watch the video presentation in its entirety.

Paul McCaffray, executive vice president and COO of CompuSystems, shows exhibitors how to promote themselves to potential buyers before, during and after the SEMA Show.

The SEMA Show Exhibitor Summit took place in May and offered participants valuable information, techniques and skills designed to guarantee a profitable and successful SEMA Show experience. The Summit featured key staff and trade show industry experts leading a series of programs created to ensure exhibitors get the most out of the industry’s annual trade event.

Weren’t able to attend the Summit? Not a problem. The valuable educational seminars were recorded and will be presented here in SEMA eNews.

This week’s SEMA Exhibitor Summit installment is based on the “Converting Leads to Sales” seminar led by Paul McCaffray, executive vice president and COO of CompuSystems, a registration service provider.

Click here to watch the video presentation in its entirety.

A different seminar will be highlighted each week in SEMA eNews. To view other Summit videos, click here.

CompuSystems’ job is to provide exhibitors with an opportunity to promote themselves to potential buyers before the 2010 SEMA Show, produce a credential that is easy to read and enable exhibitors and potential buyers to follow up with each other after the Show.

The Show registration process officially launches the connection between buyers and sellers. Via CompuSystems’ TrafficMax application, exhibitors can download a selected portion of the registration file before, during and after the Show and then select the date range for when buyers registered so they don’t attempt to reach out to the same group of people. According to McCaffray, for exhibitors who market themselves to prospective attendees year after year, 10% of the leads they take are from people they’ve marketed to before. Exhibitors can also narrow their selections geographically in the event they only operate in a particular region or state. This service provides exhibitors an opportunity to tell their story to Show attendees beforehand.

The SEMA Show badge serves two purposes: to provide identification and serve as an electronic business card. The two-dimensional barcode includes all personal information, including visitor profile information, so when exhibitors obtain a sales lead, they will know as much information about the potential buyer beyond the information commonly displayed on a business card. After each lead’s badge is scanned using a mobile or desktop device for a qualified sales lead, the data is recorded electronically on an embedded USB drive.

CompuLEAD Pro provides software prior to the Show where exhibitors can set up an extensive, customized survey and questionnaire unique to them. The device comes with a cable and plugs into a computer’s USB port. After scanning the badge, it provides a survey with questions exhibitors may want to ask visitors. A new iPhone application uses General Packet Radio Service (GPRS) to grab information from the Internet and transfer to your phone via CompuSystems’ BuyerConnect portal.

In 2011, a PDA-style mobile device will be able to scan the badge and put the information in real-time into the BuyerConnect portal and allow exhibitors to perform a survey on potential buyers. Every potential buyer who visits a booth with a lead-recording device during the Show will receive a corresponding BuyerConnect e-mail as a reminder of where they visited so they can also follow up with exhibitors. This enables the exhibitor-visitor interaction to continue even after the Show ends.

Click here to watch the video presentation in its entirety.

Several trends in China have converged to boost the market for turbochargers. The first is well-known—the market is growing like gangbusters. Light vehicle sales in the first five months of 2010 rose by 53% compared to the same period in 2009, according to J.D. Power and Associates. Perhaps less well-known, government policy is also boosting demand for turbochargers in China. Aiming to support demand for small cars, which are both more affordable and less polluting, the government has reduced the purchase tax on vehicles with engine displacement of 1.6L and below.

That is one factor creating demand for turbochargers, as drivers seek to get better performance out of small engines, said one SEMA member.

“The market for turbochargers is growing in China,” said Joe Toubes, spokesman for Honeywell Transportation Systems. “You can get all the performance of a six-cylinder in a four-cylinder, with improved fuel efficiency and emissions reduction.”

SEMA members can learn more about this growing market at the SEMA-CIAPE Business Development Conference in Beijing in late September. Participating SEMA members will be paired with relevant Chinese buyers in up to a dozen private, pre-scheduled meetings. One-on-one meetings with potential Chinese partners at this ground-breaking event will allow you to get to know them and the market. Tuner shops in China are also benefiting from the growing demand for turbochargers. Jason Wang, owner of Handwin Racing in eastern China, says his shop's turbocharger installation business has been doubling every year.

“All car owners need turbo kits; it does not matter if their cars are expensive or not. The most important thing is they need more power, more speed,” he said.

Other shop owners agreed that the turbocharger business has great potential in China, but they need help learning how to install the turbochargers, including adjusting the engine control unit. That’s the kind of help SEMA members can provide.

“About 70% of the cars come back with some sort of problem,” said Gu Changzhi, manager of Tom Motor Worke tuner shop in the frigid northeast China city of Harbin. “We need better technicians with some knowledge of how to tune the ECU.”

Nonetheless, he is optimistic. “Turbochargers are a new thing,” said Gu. “Some of the car owners do not know much about it and still want to have it installed. We still feel turbochargers have a bright future in China. People have a need for this.”

Wang agreed that the skill of the technician was the key to growing the business. “The most important factor is your technician, their tuning ability, their service and their after-sale support service,” he said. “When the feedback is good, they bring in more clients and more business.”

That business could be installing your product, if you are in Beijing in September. For more information, visit www.sema.org/china or contact lindas@sema.org.

Several trends in China have converged to boost the market for turbochargers. The first is well-known—the market is growing like gangbusters. Light vehicle sales in the first five months of 2010 rose by 53% compared to the same period in 2009, according to J.D. Power and Associates. Perhaps less well-known, government policy is also boosting demand for turbochargers in China. Aiming to support demand for small cars, which are both more affordable and less polluting, the government has reduced the purchase tax on vehicles with engine displacement of 1.6L and below.

That is one factor creating demand for turbochargers, as drivers seek to get better performance out of small engines, said one SEMA member.

“The market for turbochargers is growing in China,” said Joe Toubes, spokesman for Honeywell Transportation Systems. “You can get all the performance of a six-cylinder in a four-cylinder, with improved fuel efficiency and emissions reduction.”

SEMA members can learn more about this growing market at the SEMA-CIAPE Business Development Conference in Beijing in late September. Participating SEMA members will be paired with relevant Chinese buyers in up to a dozen private, pre-scheduled meetings. One-on-one meetings with potential Chinese partners at this ground-breaking event will allow you to get to know them and the market. Tuner shops in China are also benefiting from the growing demand for turbochargers. Jason Wang, owner of Handwin Racing in eastern China, says his shop's turbocharger installation business has been doubling every year.

“All car owners need turbo kits; it does not matter if their cars are expensive or not. The most important thing is they need more power, more speed,” he said.

Other shop owners agreed that the turbocharger business has great potential in China, but they need help learning how to install the turbochargers, including adjusting the engine control unit. That’s the kind of help SEMA members can provide.

“About 70% of the cars come back with some sort of problem,” said Gu Changzhi, manager of Tom Motor Worke tuner shop in the frigid northeast China city of Harbin. “We need better technicians with some knowledge of how to tune the ECU.”

Nonetheless, he is optimistic. “Turbochargers are a new thing,” said Gu. “Some of the car owners do not know much about it and still want to have it installed. We still feel turbochargers have a bright future in China. People have a need for this.”

Wang agreed that the skill of the technician was the key to growing the business. “The most important factor is your technician, their tuning ability, their service and their after-sale support service,” he said. “When the feedback is good, they bring in more clients and more business.”

That business could be installing your product, if you are in Beijing in September. For more information, visit www.sema.org/china or contact lindas@sema.org.

Several trends in China have converged to boost the market for turbochargers. The first is well-known—the market is growing like gangbusters. Light vehicle sales in the first five months of 2010 rose by 53% compared to the same period in 2009, according to J.D. Power and Associates. Perhaps less well-known, government policy is also boosting demand for turbochargers in China. Aiming to support demand for small cars, which are both more affordable and less polluting, the government has reduced the purchase tax on vehicles with engine displacement of 1.6L and below.

That is one factor creating demand for turbochargers, as drivers seek to get better performance out of small engines, said one SEMA member.

“The market for turbochargers is growing in China,” said Joe Toubes, spokesman for Honeywell Transportation Systems. “You can get all the performance of a six-cylinder in a four-cylinder, with improved fuel efficiency and emissions reduction.”

SEMA members can learn more about this growing market at the SEMA-CIAPE Business Development Conference in Beijing in late September. Participating SEMA members will be paired with relevant Chinese buyers in up to a dozen private, pre-scheduled meetings. One-on-one meetings with potential Chinese partners at this ground-breaking event will allow you to get to know them and the market. Tuner shops in China are also benefiting from the growing demand for turbochargers. Jason Wang, owner of Handwin Racing in eastern China, says his shop's turbocharger installation business has been doubling every year.

“All car owners need turbo kits; it does not matter if their cars are expensive or not. The most important thing is they need more power, more speed,” he said.

Other shop owners agreed that the turbocharger business has great potential in China, but they need help learning how to install the turbochargers, including adjusting the engine control unit. That’s the kind of help SEMA members can provide.

“About 70% of the cars come back with some sort of problem,” said Gu Changzhi, manager of Tom Motor Worke tuner shop in the frigid northeast China city of Harbin. “We need better technicians with some knowledge of how to tune the ECU.”

Nonetheless, he is optimistic. “Turbochargers are a new thing,” said Gu. “Some of the car owners do not know much about it and still want to have it installed. We still feel turbochargers have a bright future in China. People have a need for this.”

Wang agreed that the skill of the technician was the key to growing the business. “The most important factor is your technician, their tuning ability, their service and their after-sale support service,” he said. “When the feedback is good, they bring in more clients and more business.”

That business could be installing your product, if you are in Beijing in September. For more information, visit www.sema.org/china or contact lindas@sema.org.

Several trends in China have converged to boost the market for turbochargers. The first is well-known—the market is growing like gangbusters. Light vehicle sales in the first five months of 2010 rose by 53% compared to the same period in 2009, according to J.D. Power and Associates. Perhaps less well-known, government policy is also boosting demand for turbochargers in China. Aiming to support demand for small cars, which are both more affordable and less polluting, the government has reduced the purchase tax on vehicles with engine displacement of 1.6L and below.

That is one factor creating demand for turbochargers, as drivers seek to get better performance out of small engines, said one SEMA member.

“The market for turbochargers is growing in China,” said Joe Toubes, spokesman for Honeywell Transportation Systems. “You can get all the performance of a six-cylinder in a four-cylinder, with improved fuel efficiency and emissions reduction.”

SEMA members can learn more about this growing market at the SEMA-CIAPE Business Development Conference in Beijing in late September. Participating SEMA members will be paired with relevant Chinese buyers in up to a dozen private, pre-scheduled meetings. One-on-one meetings with potential Chinese partners at this ground-breaking event will allow you to get to know them and the market. Tuner shops in China are also benefiting from the growing demand for turbochargers. Jason Wang, owner of Handwin Racing in eastern China, says his shop's turbocharger installation business has been doubling every year.

“All car owners need turbo kits; it does not matter if their cars are expensive or not. The most important thing is they need more power, more speed,” he said.

Other shop owners agreed that the turbocharger business has great potential in China, but they need help learning how to install the turbochargers, including adjusting the engine control unit. That’s the kind of help SEMA members can provide.

“About 70% of the cars come back with some sort of problem,” said Gu Changzhi, manager of Tom Motor Worke tuner shop in the frigid northeast China city of Harbin. “We need better technicians with some knowledge of how to tune the ECU.”

Nonetheless, he is optimistic. “Turbochargers are a new thing,” said Gu. “Some of the car owners do not know much about it and still want to have it installed. We still feel turbochargers have a bright future in China. People have a need for this.”

Wang agreed that the skill of the technician was the key to growing the business. “The most important factor is your technician, their tuning ability, their service and their after-sale support service,” he said. “When the feedback is good, they bring in more clients and more business.”

That business could be installing your product, if you are in Beijing in September. For more information, visit www.sema.org/china or contact lindas@sema.org.

Several trends in China have converged to boost the market for turbochargers. The first is well-known—the market is growing like gangbusters. Light vehicle sales in the first five months of 2010 rose by 53% compared to the same period in 2009, according to J.D. Power and Associates. Perhaps less well-known, government policy is also boosting demand for turbochargers in China. Aiming to support demand for small cars, which are both more affordable and less polluting, the government has reduced the purchase tax on vehicles with engine displacement of 1.6L and below.

That is one factor creating demand for turbochargers, as drivers seek to get better performance out of small engines, said one SEMA member.

“The market for turbochargers is growing in China,” said Joe Toubes, spokesman for Honeywell Transportation Systems. “You can get all the performance of a six-cylinder in a four-cylinder, with improved fuel efficiency and emissions reduction.”

SEMA members can learn more about this growing market at the SEMA-CIAPE Business Development Conference in Beijing in late September. Participating SEMA members will be paired with relevant Chinese buyers in up to a dozen private, pre-scheduled meetings. One-on-one meetings with potential Chinese partners at this ground-breaking event will allow you to get to know them and the market. Tuner shops in China are also benefiting from the growing demand for turbochargers. Jason Wang, owner of Handwin Racing in eastern China, says his shop's turbocharger installation business has been doubling every year.

“All car owners need turbo kits; it does not matter if their cars are expensive or not. The most important thing is they need more power, more speed,” he said.

Other shop owners agreed that the turbocharger business has great potential in China, but they need help learning how to install the turbochargers, including adjusting the engine control unit. That’s the kind of help SEMA members can provide.

“About 70% of the cars come back with some sort of problem,” said Gu Changzhi, manager of Tom Motor Worke tuner shop in the frigid northeast China city of Harbin. “We need better technicians with some knowledge of how to tune the ECU.”

Nonetheless, he is optimistic. “Turbochargers are a new thing,” said Gu. “Some of the car owners do not know much about it and still want to have it installed. We still feel turbochargers have a bright future in China. People have a need for this.”

Wang agreed that the skill of the technician was the key to growing the business. “The most important factor is your technician, their tuning ability, their service and their after-sale support service,” he said. “When the feedback is good, they bring in more clients and more business.”

That business could be installing your product, if you are in Beijing in September. For more information, visit www.sema.org/china or contact lindas@sema.org.

Following are dates and locations for several upcoming SEMA-sponsored shows, webinars and activities. Click on an item for more details.

	Buyers use the information you include in the 2010 Show Directory and 2010 Show Pocket Guide for pre-Show planning when they are walking the floor.

Your 2010 Show Directory listing is one of the most important aspects of promoting your participation at the 2010 SEMA Show. The information you provide will be placed in the online floorplan, 2010 Show Directory and 2010 Show Pocket Guide. Buyers use this information in pre-Show planning, when they are walking the floor onsite and as a resource throughout the year after the Show.

The description provided in the floorplan is the same that was provided in the original Exhibit Space Rental Agreement. SEMA will soon send your company an e-mail with instructions on how to update your information online. The deadline to be included in the printed 2010 Show Directory, including any updates to your listing, is September 3.

Questions? Contact Marel Del Rio at MarelD@sema.org.

If you are interested in advertising in the 2010 Show Directory or 2010 Pocket Guide, please contact Motor Media at 818/248-4449

	Buyers use the information you include in the 2010 Show Directory and 2010 Show Pocket Guide for pre-Show planning when they are walking the floor.

Your 2010 Show Directory listing is one of the most important aspects of promoting your participation at the 2010 SEMA Show. The information you provide will be placed in the online floorplan, 2010 Show Directory and 2010 Show Pocket Guide. Buyers use this information in pre-Show planning, when they are walking the floor onsite and as a resource throughout the year after the Show.

The description provided in the floorplan is the same that was provided in the original Exhibit Space Rental Agreement. SEMA will soon send your company an e-mail with instructions on how to update your information online. The deadline to be included in the printed 2010 Show Directory, including any updates to your listing, is September 3.

Questions? Contact Marel Del Rio at MarelD@sema.org.

If you are interested in advertising in the 2010 Show Directory or 2010 Pocket Guide, please contact Motor Media at 818/248-4449