Issue link: https://read.dmtmag.com/i/255289
Dealer's Guide to CONEXPO 22 | www.cedmag.com | Construction Equipment Distribution | February 2014 $0/&910$0/"((*'1&07&37*&8."1r-"47&("4$0/7&/5*0/$&/5&3r-"47&("464" ."3$)mr".m1.56&4%":m'3*%":r".m1.4"563%": of key messages and selling points, however, is fair game. "In walking around a competitive booth I will get a good read on the fit and finish and quality," said the dealer sales rep. Engaging with customers at the show and asking them questions is another way dealers can gain competi- tive intelligence. "This is where you get a little more detail, a little more of the organic knowledge of what might impact your business in the territory," said Maxwell. Reviewing publications covering new products can also add to competitive knowledge. An all-new CONEXPO- CON/AGG digital media center looks to be a convenient way to keep track of new product introductions and special events. Glitman recommends attending education sessions, as they provide a good environment to ask specific ques- tions of speakers who are recognized authorities in their fields. One dealer with whom we spoke provides each staff member attending CONEXPO-CON/AGG with specific manufacturer assignments to cover. After the show, they will convene for a rundown on a sales conference call. The call will include "what I discovered, why that matters, and here is what we can do with that." Glitman says a formal reporting system is a key element of a success- ful competitive intelligence program. In the company's 2012 study of competitive tradeshow intelligence practices, less than half of respondents had a formal reporting process, but 86 percent of those who rated their competitive intelligence programs as "very effective" had one. Once you have collected all the information, then it's time to put it in a written report," said Glitman. "Cover the key information points – here is what we found and here is what we think it means." He believes it's impor- tant that the information be shared not only with senior management and sales reps but also with managers in other areas of the business who may be able to use the information. "Identify the next steps," said Glit- man, "and make sure the information is passed on to the OEM as well." ("Mastering the Mammoth CONEXPO-CON/AGG Show" continued from page 20) S W E N S O N S T R E E T IFPE (2nd Level) South Hall (2nd Level) Bridge Meeting Complex South Hall Lobby South Hall (1st Level) Silver Lot 3 Central Hall 3-4-5 Central Hall 2 Central Hall 1 Blue Lot Grand Lobby Silver Lot 2 D E S E R T I N N R O A D Silver Lot 1 Blue Lot C O N V E N T I O N C E N T E R D R I V E PA R A D I S E RO A D Las Vegas Hilton N O R T H R O A D North Hall Gold Lot Silver Lot 4 Platinum Lot Gold Hall Platinum Hall LVH Hotel Center i i i i i i P P Gold Lot Silver Lot 1-2 Silver Lot 4 Central Hall 1-2 Gold Hall North Hall LVH Hotel Center Attachments Earthmoving Machinery Lifting (Aerial & Cranes) Platinum Lot Central Hall 3-5 Platinum Hall LVH Hotel Center Aggregates Processing Asphalt Production & Paving Drilling Equipment Engines & Components Platinum Hall South Hall 3-4 IFPE 2014 (co-located event) Engines& Components Silver Lot 3-4 South Hall 1-2 South Hall 1-2 Lobby LVH Hotel Center Concrete Production & Paving Industry Services Information & Business Solutions Safety & Traffic Trenching & Shoring Trucking & Hauling Utility Equipment Information i Internet Kiosks Legend International Trade Center Registration Area IFPE Technical Conference CONEXPO-CON/AGG Education Program Show Store Food & Beverage Crane Rodeo Shuttle Bus Intrashow Shuttle Taxi AGC I.T. & Business Solution Pavilion NRMCA International Mixer Driver World Cup Innovations Theater Lift Safety Zone Tram Private Shuttle Drop-Off/Pick-Up P Booth Number Series Key Indoor Central Hall 1 C-30000 Central Hall 2 C-40000 Central Hall 3-5 C-50000 Gold Hall G-70000 Grand Lobby L-20000 LVH Center H-100-799 North Hall N-10000 South Hall 1-2 S-60000 South Hall 1 Lobby SL-60000 South Hall 3-4 S-80000 South Hall 3 Lobby SL-80000 Platinum Hall P-90000 Outdoor Gold Lot G-1000-2999 Platinum Lot P-7000-9999 Silver Lot 1-2 S-3000-4999 Silver Lot 3 S-5000-5999 Silver Lot 4 S-6000-6999