1. Marketing toSite SelectorsOctober 18, 20122012 Ady Voltedge Wisconsin Economic Development1Association 10/18/12

2. Todays GoalsShare what weve learned in working directlywith site selectors, the companies theyrepresent, and the EDOs who are trying tomarket to them 2012 Ady Voltedge Wisconsin Economic Development 2 Association 10/18/12 3. About Ady Voltedge2012 Ady Voltedge Wisconsin Economic Development3Association 10/18/12 4. Some of Our Clients2012 Ady Voltedge Wisconsin Economic Development4Association 10/18/12 5. Communicating with Site Selectors 2012 Ady Voltedge Wisconsin Economic Development 5 Association 10/18/12 6. Inbound: Site Selector Mindset Client not EDO Sound recommendationwith tight timeline Big picture to mundanedetails2012 Ady Voltedge Wisconsin Economic Development6Association 10/18/12 7. Who Are These Guys? Twenty-six are members of the Site SelectorsGuild 2012 Ady Voltedge Wisconsin Economic Development 7 Association 10/18/12 8. Who Are These Guys? ~200 also regularly work onsite selectionprojects, perhaps not as themajority of their business ~2,000 are commercialrealtors, lawyers, and otherswho do some site selectionprojects (part-timers) Companies themselves 2012 Ady Voltedge Wisconsin Economic Development 8 Association 10/18/12 9. Inbound: Site Selection Process InteractionStep Implication to EDO with EDO1. Company objectives. NoneConsider key reasons for relocating.2. Countries and NoneRegional, state, MSA connections.Multiple States3. States and/or Website Have to find your website via searchRegions within a State terms; must have first-pass information (community profile) and second pass information (by TI).4. Short ListOn-Site Visit Responsiveness, understanding the prospect, differentiating, mitigating weaknesses.5. Final PersonalFollow-through, documentation,Recommendation Contact ongoing contact through relocation. 2012 Ady Voltedge Wisconsin Economic Development 9 Association 10/18/12 10. How Do They Like to Be Reached? it depends2012 Ady Voltedge Wisconsin Economic Development10Association 10/18/12 11. How Do They NOT Like to Be Reached? One small community at a time As part of communications that go to multiplestakeholders Without a clear message Without organized information delivered in atime-effective manner Without knowing who you are or what regionyou represent 2012 Ady Voltedge Wisconsin Economic Development 11 Association 10/18/12 12. Lessons for Inbound Communications Be prepared. Do your research. Respond promptly. Stick to the schedule. Stop talking. Listen. 2012 Ady Voltedge Wisconsin Economic Development 12 Association 10/18/12 13. Value of Outbound Communications2012 Ady Voltedge Wisconsin Economic Development13Association 10/18/12 14. Fam Tours2012 Ady Voltedge Wisconsin Economic Development14Association 10/18/12 15. 2012 Ady Voltedge Wisconsin Economic Development15Association 10/18/12 16. 2012 Ady Voltedge Wisconsin Economic Development16Association 10/18/12 17. 2012 Ady Voltedge Wisconsin Economic Development17Association 10/18/12 18. Personal Visits Larger region more impactful, limit to 2-3 people Research the site selector, industries, specialties, etc. Present a structured overview of your region Offer to bring in lunch Offer to pay for consultants time Leave-behinds 2012 Ady Voltedge Wisconsin Economic Development 18 Association 10/18/12 19. Email or Print Newsletters 2012 Ady Voltedge Wisconsin Economic Development 19 Association 10/18/12 20. 2012 Ady Voltedge Wisconsin Economic Development20Association 10/18/12 21. 2012 Ady Voltedge Wisconsin Economic Development21Association 10/18/12 22. 2012 Ady Voltedge Wisconsin Economic Development22Association 10/18/12 23. 2012 Ady Voltedge Wisconsin Economic Development23Association 10/18/12 24. 2012 Ady Voltedge Wisconsin Economic Development24Association 10/18/12 25. 2012 Ady Voltedge Wisconsin Economic Development25Association 10/18/12 26. 2012 Ady Voltedge Wisconsin Economic Development26Association 10/18/12 27. 2012 Ady Voltedge Wisconsin Economic Development27Association 10/18/12 28. Direct Marketing2012 Ady Voltedge Wisconsin Economic Development28Association 10/18/12 29. 2012 Ady Voltedge Wisconsin Economic Development29Association 10/18/12 30. 2012 Ady Voltedge Wisconsin Economic Development30Association 10/18/12 31. 2012 Ady Voltedge Wisconsin Economic Development31Association 10/18/12 32. Advertising2012 Ady Voltedge Wisconsin Economic Development32Association 10/18/12 33. Websites2012 Ady Voltedge Wisconsin Economic Development33Association 10/18/12 34. Questions?Janet L. AdyAdy Voltedge608.663.9218jady@adyvoltedge.com 2012 Ady Voltedge Wisconsin Economic Development 34 Association 10/18/12