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IMTS = Sales for Royal Master Grinders
Sep 19, 2012
Just ask Royal Master Grinders President John Memmelaar Jr. about IMTS 2012 and his face lights up. And he starts talking fast – really fast! At the close of the show on Saturday he could barely wait to get the company’s booth wrapped so that he and his team could head back to Oakland, N.J., to begin follow-up on the leads they gathered at IMTS.
It was the most successful run at IMTS ever for the company, which has been exhibiting since 1968. During IMTS, Royal Master Grinders closed three orders and expects to close at least four more in the next 30 days.
“We were busy and we gathered high-quality leads,” he says. How does he know the leads are high quality? “We ask one key question during our conversations that separate serious prospects from literature collectors. If a visitor to our booth only requests general information, that lead moves down on our follow-up list.”
John also studies the amount of time visitors spend in Royal Master Grinders’ booth. “This year 61% of our leads spent at least 20 minutes in our booth and I correlate time spent to quality,” he said.
John and his team also observed that customers came with very specific objectives and were looking for solutions right on the show floor. “We brought our full complement of mechanical, electrical, applications and sales engineers onsite so we could develop systems right on the show floor. We’re even visiting one of those customers this week to continue the project,” he said. He believes the key to success is having key people at IMTS to do projects.
“The close of IMTS doesn’t mean a hard stop for us,” John continues. “We will hit the road next week for what we call our ‘5-day, five-city trip’ during which all of our sales people will make visits to the companies we met at IMTS.”
And, the close of IMTS doesn’t even mean the end of the company’s IMTS booth. Visit www.Booth6646.com to learn their secret!