How to Sell to FECs in 2021

Planning To Buy

%

45

%

Get ready to sell because
operators are

tradeshows
are cancelled

37%

16%

16%

How to Sell to Family Entertainment Centers in 2021 & Beyond

But how will you connect with them when

We are adding new games now.
We want to be on the front
foot when people return.

,,

Multi-unit Amusement Restaurant
Operator in Ottawa, Canada

plan to purchase equipment over the next 12 months.

say their budget has increased
or stayed the same since
the beginning of 2020.

Research
potential
purchases

65

Make
purchases

Make a
purchasing
decision

69%

of operators say tradeshows are part of the purchasing process

FINANCING AND PLANNING SURVEY RESULTS Firestone Financial October 2020

but 59%

do not plan to attend any
in-person events in 2020 or 2021.

The Old Methods Don’t Work

It takes an
average of

to actually connect with a buyer.

18 calls

Only
24%

of sales emails are opened.

Increased Engagment Is
What Drives Sales Now

Topo Sales Development Technology Report, 2018

how covid-19 has changed b2b sales forever

Rosetta Consulting Customer Engagement Study

mckinsey and co. october 2020

Engagement Statistics from the

5x

more likely to choose
your brand

6x

more likely to try your new product as soon as available

77%

more likely to upgrade or purchase additional services from you

4x

more
likely to refer
you to
colleagues

How Do You Engage
Customers in 2021?

Customers Want to Engage Over Video

Virtual Orlando Social Crawl November 2020

Engaged customers are

2x

69%

of customers
prefer video
to phone for meeting with
vendors/suppliers

Revenue from
sales made
via video is up

Why?

Ease of scheduling
Savings on travel expenses
Safety

The New Social Convention for
Family Entertaiment Centers

Use the

to

and Help You

Power of Video

Increase Engagement

Sell More

Embed Selling to FECs

,,

Everyone was fully engaged until the last minute.

Bepin Jose,
CEO Semnox

average attendee
rating

9.4/10

63%

had at least
one private
video meeting

77%

engaged with at
least one booth
for 4+ minutes

21%

made a new
connection
and exchanged
contact details

,,

46% of Attendees
visited our Booth.

Jeremy Pond, Vrsenal,
after launching their
Star Wars VR game
on ShowUp in October 2020

Keys to Success When
Exhibiting at Virtual Events

In-person
Trade
Show
Activity

Equivalent Virtual
Event Activity

Entertainment
and Giveaways

Have fun, engaging, and rewarding activities programmed for your booth to attract traffic.

Product Showroom

Have a decent video setup where you can actually demo your product, answer questions live on camera, and engage with interested potential customers.

Keynotes and Panels

Run some kind of thought leadership program in your booth. Could be special guest keynotes, or a panel of your customers.

VIP Event

Just because it’s virtual doesn’t mean you cannot entertain your best prospects and customers.
Wine tasting, professional comedian or even a live band.

Digital Retargeting

Also called remarketing, this is where anyone who engaged with you at the show sees your ads everywhere they
go on the web.

SWAG

DEMOS

THOUGHT
LEADERSHIP

DINNER
& DRINKS

FOLLOW UP

,,

Employ All 5 Strategies At Your Next Virtual Event

It Was Way More Like a
Trade Show Than I Expected.

Tabor Carlton,
LAI Games

Engage more customers
and build your pipeline for 2021.
Exhibit at ShowUp Feb 1-3

Download the Exhibitor Guide

www.showup.events