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...get 580 existing and potential customers

from all over Europe

- to sit down quietly

- listening to a Silcon DP300E product demonstration

- for 60 min. ????

And not paying them for it!

How did we...How did we...

- in

1998

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The Answer...The Answer...

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Target groups...Target groups...

•Facility Managers at large end-users

•Consulting & Specifying Engineers

•Power Specialists & High Power Partners

•APC employees

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Road Show Evaluation for 1998Road Show Evaluation for 1998

580 visitors over 22 weeks

9 countries in Europe visited

Potential Customers

30%

Existing Customers

70%

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What did we get…

Consultants26%

PS / HPP33% End User

41%

Segmentation of visitors 1998 Segmentation of visitors 1998

Direct registered orders:

1 x DP360E 2 x DP340E 5 x DP320E 6 x DP310E 10 x DP10E 2 x Service Bypass 1 x Service contract

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Objectives for the Objectives for the Silcon DP300E European Road ShowSilcon DP300E European Road Show

Generate high quality leads

Close pending projects

Train and motivate PS’s, HPP’s, Consulting Engineers and facility managers

Increase awareness of APC as high kVA vendor

Work with Consulting Engineers to make them recommend delta-conversion

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The European Tour 1999...The European Tour 1999...

Week Month Country Owner OK? Week Month Country Owner OK?

11 MAR Benelux Jack Hack OK 30 JULY

12 MAR Benelux Jack Hack OK 31 AUG

13 MAR/APR 32 AUG Sweden Jörgen Åkerberg ?14 APR 33 AUG

15 APR Spain Pedro Magalhaes OK 34 AUG

16 APR Portugal Pedro Magalhaes OK 35 AUG/SEP Italy ? ?17 APR/MAY Germany Beate Volk OK 36 SEP Germany Beate Volk OK18 MAY Czech Republic Michael Grundfest OK 37 SEP

19 MAY Slovakia Michael Grundfest OK 38 SEP Benelux Jack Hack OK20 MAY Poland Tomasz Starzec OK 39 SEP/OCT Benelux Jack Hack OK21 MAY Hungary Victor Biro OK 40 OCT Denmark Jan Brenz ?22 JUN Benelux Jack Hack OK 41 OCT Germany Beate Volk OK23 JUN France Jean-Claude Dhainaut OK 42 OCT Spain Pedro Magalhaes OK24 JUN Sweden Jörgen Åkerberg OK 43 OCT Spain Pedro Magalhaes OK25 JUN Germany Beate Volk (Deppe) OK 44 NOV Portugal Pedro Magalhaes OK26 JUN/JUL Denmark Jan Brenz ? 45 NOV Germany Beate Volk OK27 JULY ? 46 NOV Poland Tomasz Starzec OK28 JULY

29 July

Power Truck European Tour 1999

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Truck Specifications...Truck Specifications...

All logo’s and messaging up-dated to APC

IVECO Daily 3.5 tons

12m2 presentation room

2 m2 storeroom and technical installations

Ceiling height 2.3 m

Air condition / oilfired heater

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We provide...We provide...

Driver

Set-up of truck and product demo assistance at customer site

Silcon DP310E with 3-phase input

4 demo load types

NT Network + Workstation

Scope

Overhead projector

Whiteboard

Chairs for 6-8 people

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Your responsibility...Your responsibility...

Plan on target audience and activities

Teamwork between APC and PS’s and HPP’s

Invitations

Follow-up on invitations and meeting arrangements

Appointments at customer site

Sales presentation

Follow-up on leads and projects

Evaluation

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The Road Show Slogan...The Road Show Slogan...

Product demonstrationProduct demonstration

- on your location- on your location

makes life more easy...

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End of presentationEnd of presentation

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