2017 SDC Booth #21109

Big week, huge investment.

Goals:

x New product exposure

x Brand recognition and messaging

x Relationship building – representatives & customers

x Reinforcement of the complete System Solution approach

x Evolve perception from a lock company to full access system solution provider

Exhausting week for all. Your effort to make the most of this event is very much appreciated and critical.

x Please arrive on-time daily and minimize lunch to 30 minutes; coordinate with others as to spread out breaks.

x Day 1: Everyone arrive at booth 9:30AM for new product group training conducted by Mauricio x Those coming to show straight from the airport can check their bags at the convention center, or

bring to booth; we have plenty of storage space x Arrive extra early on your first day for time needed to obtain your ISC show badge. Arriving to the

back of convention center from Harrahs hotel is a maze to obtain your badge. I suggest cab ride to front door to save time and avoid the hassle when picking up your badge.

x Avoid email activity in the booth and try to catch up after show hours x Minimize smoke breaks and please do not request to leave show early

Don’t forget your badge and lanyard previously provided. Remove the ISC show badge and lanyard when you are in the SDC booth. Also, wear your SDC lapel pin if possible.

Booth Attire – No matching uniforms this year. Wear any style SDC shirt. Pair with complimentary color slacks and dress shoes. Tuck in shirt. If you choose to wear under t-shirt opt for V neck style so it is not as visible. Ladies feel free to wear pant, dress, or skirt. Remove hanging sunglasses.

Booth Layout Primary demo features the Low Energy Operator working demo. The single kiosk with product panels both sides will pose some obstacles with touring visitors. Because it will be less convenient to re- direct them to the product panel on the opposite side, especially when congested during busy times. We have a few areas for sit down and stand only socializing with reps/customers. The location of the social areas will help to keep the demo areas open for other visitors and provide a little privacy for meetings.

Booth Battle Stations- Primary Product Kiosk: Brent, Chris, Mary Low Energy Operator Mauricio Reception Counter: Tim IP Pro PLUS, Door Prop Counter, UR platform: Robert Perimeter Reconnaissance: Hunter, Olga

Quality customer engagement remains a priority. However at a tradeshow you need to have a quantity over quality consciousness. Use judgement to limit a 30 minute discussion with an individual that has limited overall value, while we neglect 10 other potential opportunities. When you assess engagement with a high value prospect attempt to introduce them to the appropriate SDC Regional Sales Manager (Brent, Mary, Chris) if they are available.

iPADs will loop video of the specific product relative to the nearby panel display. Additional iPads will be located on the Low Energy Operator counter looping a feature set & installation video. Unfortunately, the iPads do not have access to the SDC website.

Many customers stop by and ask “what’s new” – perfect, have your elevator pitch ready.

Some prospects visit booth with a specific application in mind and have a single product question. The display lends itself to being able to show them multiple options to address their question. After inquiry is satisfied push to qualify about the other components that make up the complete system. Then transition them to the new product demo(s).

New Products-

Low Energy Operator – This is not necessarily the ideal audience for this product. However, there should be plenty of potential buyers/installers interested. Product benefit should not solely be based on ADA code compliance, introducing the concept of convenience warrants this type of product for many applications. Features – watch the new video Demo will include wireless bollard, ADA type push actuator(s), hand held wireless WRC transmitter, and presence sensor to demonstrate and represent the complete solution.

Door Prop Alarm - Influence thinking, upsell. Consider the investment made in product and labor for a simple one door system. All for what, if the door is propped open. Suggestive messaging could lead to interest. Full functioning demo will be availble.

IP Pro PLUS, new wiegand reader, and P-Tag credentials. Make every attempt to talk about the IP Pro and PLUS software with each visitor. Be sure to know the differences between Pro and Pro PLUS to be able to clearly define to attendees. Review demo prior to the show with Mauricio/Robert to expand your knowledge relative to hardware, software, price, and how to order questions. Encourage as many attendees as possible to take a close look at the IP Pro / PLUS demo. Ok to pass off to Robert.

Attendee should leave with an impression that SDC has locking solutions for most applications. Including the associated components to support the complete system. A booklet with application solution flyers will be on-hand to reference and share with prospects. These tools provide a visual representation of the complete solution and helps to solicit additional products.

LR100 remains a high demand product. We need to qualify opportunities for the other components at every opportunity.

Ask4More! – Compatibility Ensured System

Reply to their specific reason/question for visiting, then transition dialog to qualify what other brands they are using for the other components. Sell the benefits of SDC products and coordination convenience of SDC as one brand, one source supplier. Secondary Talking Points New website! Emphasize and speak to SDC as a low power solution provider. From network edge to security edge, SDC provides a bridge to low power, code compliant electronic access control of door openings.

Updated Condensed Brochure, New Catalog & New Product Literature-

Offer and push all attendees to walk away with condensed brochure. The new bound full catalogs and price lists will be located through-out the booth to reference and one of the monitors will have the digital “flip” catalog. Product datasheets for the Low Energy Operator and IP Pro will be on-hand for prospects to take.

There will be a small refrigerator inside the booth with water and various sodas. This is for staff, reps and customers. Offer freely to anyone. Please conceal your drinks to avoid cluttering the display. Avoid leaving your can/bottles on counters.

In addition, there will be snacks, advil, eye drops, and mints for staff use. There will be ample storage in the booth for purses, bags, and briefcases. Please do not leave out on counters or floor space.

Lead Retrieval- be vigilant, everyone who stops by the booth should get scanned. Everyone should test how to operate before show opens. Our normal stationary units with paper for hand written notes is no longer an available option. We will have (2) wireless-paperless iPods that you can quickly type in notes to the scanned lead. Make it easier for the SDC rep follow up to schedule a meeting by including notes about the product of interest when you scan their badge. Without, it is not considered a qualified lead and reduces chances of getting in front of someone to further sell SDC. There will be quick reference qualifiers to assign lead.

Important not to wander thru the booth with these hand held devices as it will create difficulty for others who need to scan. We will dedicate a “home base” location for each one.

Please value assess the customer requesting full bound catalogs and indicate what catalog to specifically send them. We don’t need to be overly restrictive about the full bound catalog, however, please understand that there is a significant cost savings if the prospect does not warrant it.

SDC REPRESENTATIVES –

Every rep needs a demo on the Low Energy Operator, Door Prop Alarms, and the IP Pro / PLUS. Including discussion about talking point goals outlined above. Encourage them to bring or send over their customers to visit the SDC booth. Important: We will have a printed log to track what reps stop by to truly engage and receive new product demo, and would like to know which reps just breeze by. Also, try to note which representatives bring customers.

The pre-show email blast will go out to staff, reps and customers. This will include a brief video about the Low Energy Operator feature set. It will also include a comparison chart and encourage visits to SDC booth for demo.

Familiarize yourself with its content so you are ready to answer questions from visitors it may prompt to stop by booth.

Post show mailing will be prepared in advance to help facilitate timely delivery. Post show eBlast will include an installation video for the operator.

Hotel Check Out- If you check out over the room phone and/or TV option be sure to request email receipt. If you are scheduled to be at the show, and intend to check out at the front desk you will need to coordinate extra time to avoid being late.

Enjoy yourself- Many of our representatives and customers really enjoy the SDC staff. Ask them to spend some time after show hours for a drink or dinner.

Strengthen your relationships.

Thursday night - The intent of this event is to bridge relationships representatives have with customers to include SDC staff. This limited space event will provide an excellent network environment to engage with both the customers and reps. Our goal should be to spread out and conquer. RSM’s should zone in on customers from their region. Other SDC staff should not nestle in with one customer for the night, instead rotate around the golf bays to get time with multiple people. Bypass opportunity to golf if we max out attendance to allow customers and reps a chance to swing the clubs. Including SDC staff we are expecting around 30 people and will decide soon if we extend budget for 40 people.