Live events are not cheap. Especially when food is involved. Live cooking demonstrations require both a time and financial investment by manufacturers' reps, from buying and prepping the ingredients to setting aside half of a working day for the event. So after all that investment, will the event be worth it when it’s over?
How much sales intel are you collecting before speaking with a lead? How is that information getting into your salespeople's hands? What are they doing with it?
Regardless of the industry, educating buyers is of utmost importance in moving them along in the buyer’s journey. In the foodservice industry, this practice of educating buyers is arguably more personal than any other industry.
TMC Digital Media's Founder and CEO, Erik MacPherson, gives us his perspective of the NRA Show 2017.