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  • 6 top tips on how to make the most of your trade show stand | Competitive Advantage
    importantly be able to convey what s new They will also want to know how your products compare or differ from your competitors So it is important your stand team between them has strong technical knowledge Equally it is important your staff focus on the right visitors the potential customer and politely move on window shoppers They need to be able to establish which visitors are serious about doing business with you by asking open questions to gauge interest learn of timelines and budgets and who if not the visitor is the key decision maker Capture information You put a lot of time effort and a sizeable slice of your budget into attending the show so it is important you focus on getting the lead handling process correct Ensure you have what you need on the stand to capture the data needed whether this be a light pen or simple pen and paper or business card drop box Think about what information you wish to record simply contact details to grow your database and or more in depth information for potential sales Allow stand staff to take ownership of a lead Categorise your leads so they can be prioritised On a regular basis not least at the end of each day collate your leads and act on the hot ones perhaps passing to office based staff to act on immediately Keep it fresh The exhibition hall can be a draining place so it is important to keep your staff motivated Nominate a team leader draft a staff rota with regular breaks factored in Advise your staff to wear comfortable footwear provide drinking water and keep your team informed of the progress towards achieving targets The provision of chocolates or a small treat from the local café for the team also keeps up energy levels And if staying away book your staff into the same hotel and plan evening meals together to help foster that team spirit But beware of the late night drinking sessions with the consequent drained and exhausted image that it presents the following day Maintain a buzz Pre and post show promotion is a great way to get more bang for your buck Leading up to the show make use of the channels provided by the organisers such as promotion on their website and in their emails or negotiate some bespoke activity as part of your exhibition package Look at listings in trade publications that are publishing exhibition previews Ensure you mention your show attendance in your own company newsletter and on your website but don t stop there Nowadays the use of social media sites such as Facebook Twitter LinkedIn can generate conversations prior to the exhibition hall opening and so increase footfall to your stand It is also a great way for your stand team to get involved and have participation in the run up to the trade show Consider continuing promotion through these channels during the show making your exhibition stand more interactive Other

    Original URL path: http://www.cadvantage.co.uk/6-top-tips-on-how-to-make-the-most-of-your-trade-show-stand/ (2016-02-12)
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  • Making People Your USP | Competitive Advantage
    Here the new owners have looked at the traditional sales team and decided that they all need to be changed While this group may not be the most dynamic they have masses of experience and enthusiasm More important they have been delivering strong sales in difficult market conditions Hopefully the team can be retained and I m sure that some sales training can help to lift their performance yet further In recessionary times it is very easy for companies to shed people that don t fit I agree that sometimes it is the only option But people buy from people and in the construction industry what clients and customers want is to talk to problem solvers someone with technical competence and experience who adopts a soft selling approach Far better to keep people with high levels of expertise and work at making them better through training and support systems such as CRM and social media than to bring in new people who may be good as salesmen but will take years to acquire the technical skills and expertise of your business Our people make companies what they are Yes the culture of an organisation may need to be changed and in some cases it is very difficult to break with established practices take the public sector as an example But when companies engage with their people they generally see performance in all aspects of the business change for the better And now is a key time for you to be investing in your people because as the market recovers people like my venture capitalist will be trying to recruit the best of your staff So make sure your people are fully supported by feeding them sales leads which have been properly qualified give then the right sales tools and the

    Original URL path: http://www.cadvantage.co.uk/making-people-your-usp/ (2016-02-12)
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  • Specification selling without the salesman | Competitive Advantage
    employ gatekeepers to deflect all of these enquiries Any communication is lost in a sea of similar letters emails and phone calls To be successful a different approach is needed I recommend the following approach Review the market to identify the top players in your target sectors It s likely that the pareto principal will apply with a small percentage of companies responsible for a large value of projects Analysis of project activity will identify the top clients architects and contractors that you should be contacting Review the list you will probably have existing relationships with some of these companies These are targets for further development Use established contacts to build your network within the organisation Next you need to research the companies you don t know to identify who the key decision makers are There will be contact names in the project database but not necessarily the right ones Using a professional telemarketing company to qualify is worthwhile and far more cost effective than expecting the external sales team to do this Start listening Think about the types of LinkedIn groups search Twitter for whom to follow and use Google Alert to pick up conversations Try to build an online network to which you can contribute advice This is not about selling it s about becoming a trusted advisor and building a network of contacts Then apply a communications strategy Blogs on technical articles will build a following Some direct marketing can be used but don t expect much response Invitations to seminars and offers of CPD are likely to be most productive If you build relationships in this way you will know the main players and when they do have a project they may contact you or at least be more receptive to an approach allowing your sales

    Original URL path: http://www.cadvantage.co.uk/specification-selling-without-the-salesman/ (2016-02-12)
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  • Using Social Media | Competitive Advantage
    Posted on December 1 2011 updated on April 15 2014 by cadvantage Leave a comment Tweet In his recent presentation at the AIS Conference 2011 Chris Ashworth looks at how aspects of social media have developed and how they are being used by the construction industry This was a presentation done in conjunction with Su Butcher Using social media View more presentations from Competitive Advantage Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer Post navigation Previous Next Leave a Reply Cancel Reply Your email address will not be published Required fields are marked Name Email Website You may use these HTML tags and attributes a href title abbr title acronym title b blockquote cite cite code del datetime em i q cite s strike strong Learn more about Building Information Modelling Communicating with the industry Construction market activity Effective specification strategies Marketing in construction Sustainability Understanding the construction industry Understanding your customer n Select by type n Blog News Article Report eBook Youtube Video Book Review Slideshare Infographic Event Twitter Chat Construction Sales Marketing eNews Get the latest in Construction Sales Marketing news straight to your inbox once a month

    Original URL path: http://www.cadvantage.co.uk/using-social-media/ (2016-02-12)
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  • CONSTRUCTION RESEARCH | Competitive Advantage | Page 5
    target population Careful consideration should be given to the selection criteria so that Construction industry knowledge hub Understanding your customer How to create a winning marketing strategy for 2013 Posted on December 3 2012 updated on January 18 2016 by Helen Leave a comment Reduce the uncertainty of the future through research and forecasting Of course there is no crystal ball to tell us about everything that will happen but you can reduce the uncertainty of the future through research and forecasting Taking forecasting first there are a few industry forecasts which are published on a regular basis and Communicating with the industry Construction industry knowledge hub Marketing in construction Communicating with Specialist Contractors an Interview with Stefan Hay Posted on August 14 2012 updated on January 4 2016 by cadvantage Leave a comment When specification selling there is the tendency to focus on just the Architect or Engineer forgetting about the Contractor The Contractor or Specialist Contractor are often overlooked and can present a missed opportunity in influencing the specification of your product When specification selling on a D B or PFI project don t just focus on the Architect Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer Communicating with Architects an interview with Su Butcher Posted on August 14 2012 updated on January 4 2016 by cadvantage Leave a comment The architect is probably the most important member of the design team distilling the requirements and advice of the other members Often though they are time poor and consequently hard to get hold of So how do you introduce your products You need to find a way of getting the architect s attention and then reassuring Communicating with the industry Construction industry knowledge hub Effective specification strategies Marketing in construction Understanding the construction industry Understanding your customer Don t Ignore BIM Posted on May 10 2012 updated on January 18 2016 by cadvantage Leave a comment BIM Building Information Modelling is now competing with Sustainability as the hot topic for the construction industry since the government announcement that it will be required on all public sector projects over 5 million from 2016 onwards This programme of implementation is already underway with the Ministry of Justice and NHS now requiring it on Building Information Modelling Construction industry knowledge hub Understanding the construction industry April Construction Market Overview Posted on April 18 2012 updated on January 18 2016 by Helen Leave a comment Since my last report the main event has been the budget plenty has been said elsewhere so I will settle for a brief summary Most was leaked ahead of the main announcement so no surprises and it looks like we will avoid double dip recession although the Chancellors expectations are optimistic compared with other Construction market activity Making sense of the construction industry a marketer s guide Posted on April 16 2012 updated on January 4 2016 by cadvantage Leave a comment If you are a Marketer

    Original URL path: http://www.cadvantage.co.uk/tag/construction-research/page/5/ (2016-02-12)
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  • MARKETING IN CONSTRUCTION | Competitive Advantage | Page 5
    about us Case studies knowledge hub Knowledge hub Useful links Events Competitive Advantage MARKETING IN CONSTRUCTION Knowledge hub home MARKETING IN CONSTRUCTION Using Benefits to Demonstrate Value Posted on February 28 2012 updated on January 18 2016 by Chris Ashworth Leave a comment Any salesman must be able to demonstrate value if they are to sell a premium product If your product is commodity then price will be the major issue and you will not need a specification salesman Architects and engineers do not want to be sold to and they will not deal with salesmen if they Effective specification strategies Post navigation Newer posts Learn more about Building Information Modelling Communicating with the industry Construction market activity Effective specification strategies Marketing in construction Sustainability Understanding the construction industry Understanding your customer n Select by type n Blog News Article Report eBook Youtube Video Book Review Slideshare Infographic Event Twitter Chat Construction Sales Marketing eNews Get the latest in Construction Sales Marketing news straight to your inbox once a month REGISTER NOW Construction reports eBooks webinars and course bookings BROWSE Tell us how we can help We are happy to talk through your construction sales and marketing challenges CONTACT US

    Original URL path: http://www.cadvantage.co.uk/tag/marketing-in-construction-2/page/5/ (2016-02-12)
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  • new product development | Competitive Advantage
    knowledge hub Knowledge hub Useful links Events Competitive Advantage new product development Knowledge hub home new product development The Role of Research in New Product Development Posted on August 20 2014 updated on August 12 2014 by Chris Ashworth Leave a comment Now is the ideal time to be developing new products With continuing growth in construction activity and over recent years the drive for sustainability and energy efficiency there is a now a need for new product solutions The shortages of some key building materials also presents opportunity to introduce new building systems An effective New Product Development strategy Construction industry knowledge hub Marketing in construction Understanding your customer Learn more about Building Information Modelling Communicating with the industry Construction market activity Effective specification strategies Marketing in construction Sustainability Understanding the construction industry Understanding your customer n Select by type n Blog News Article Report eBook Youtube Video Book Review Slideshare Infographic Event Twitter Chat Construction Sales Marketing eNews Get the latest in Construction Sales Marketing news straight to your inbox once a month REGISTER NOW Construction reports eBooks webinars and course bookings BROWSE Tell us how we can help We are happy to talk through your construction sales

    Original URL path: http://www.cadvantage.co.uk/tag/new-product-development/ (2016-02-12)
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  • Building Product Manufacturers | Competitive Advantage | Page 5
    Love Construction campaign The article argued that in the same way people are saying what is great about construction time should be spent thinking about what is great about your Construction industry knowledge hub Understanding the construction industry Understanding your customer July Construction Market Overview Posted on July 17 2013 updated on April 9 2014 by Helen Leave a comment The ONS released its figures for Output in the Construction Industry May 2013 earlier this month these figures show that total volume of construction output in May 2013 was 4 8 lower than in May 2012 with zero growth since April 2013 The Construction Products Association s State of the Trade Survey 2013 Q2 shows that the sales Construction industry knowledge hub Construction market activity April Construction Market Overview Posted on April 19 2013 updated on April 9 2014 by Helen Leave a comment The ONS has released its Output in the Construction Industryfigures for February 2013 These show that the total volume of construction output increased by 5 5 from the previous month they also show that total output was 7 lower than February 2012 Also released was the ONS Economic Review March 2013 this shows that overall in 2012 the UK Construction industry knowledge hub Construction market activity Ecobuild Pick up the phone and keep the conversation going Posted on March 12 2013 updated on January 18 2016 by Helen Leave a comment In this day of social media and email Ecobuild was an opportunity to meet new and existing clients face to face So what now It is all too easy to return to our desks and hide behind our computer screens to be diverted by project deadlines and internal meetings In this blog I will be Communicating with the industry Construction industry knowledge hub Sample Size Calculators a review Posted on February 28 2013 updated on April 9 2014 by Helen Leave a comment In market research the purpose of selecting a sample rather than the whole of your target audience or target population is to reduce cost and simplify the process When selecting a sample size it is important it represents the whole of your target population Careful consideration should be given to the selection criteria so that Construction industry knowledge hub Understanding your customer Specification how to deliver an epic blockbuster Posted on February 12 2013 updated on January 4 2016 by Chris Ashworth 1 Comment Understanding forms of specification The Oxford English Dictionary defines a specification as A detailed description of the construction workmanship materials etc of work done or to be done prepared by an architect engineer etc However in practice it is much more complicated than this Think of your specification as a composition the information to be Communicating with the industry Construction industry knowledge hub Effective specification strategies Communicating with Architects an interview with Su Butcher Posted on August 14 2012 updated on January 4 2016 by cadvantage Leave a comment The architect is probably the most important member of

    Original URL path: http://www.cadvantage.co.uk/tag/building-product-manufacturers/page/5/ (2016-02-12)
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web-archive-uk.com, 2017-12-11