By Claire Foster

Originally published in the July/August 2018 issue of APCO’s PSC magazine.
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APCO International’s Annual Conference and Expo will arrive faster than you think. This year, the conference takes place in Las Vegas from August 5 to 8 at the Venetian-Palazzo Hotel’s Sands Expo Convention Center.

Whether it’s your first year attending the APCO conference or your first time on any exhibit floor, you need to be prepared for the event. EagleView has exhibited at the APCO annual conference several times, showcasing the many uses of our Pictometry® imagery for public safety agencies. Here are a few of the lessons we’ve learned over the years from our experience on the exhibit floor:

1. Know your way around the exhibit floor. Most, if not all, conferences will publish a map of the expo hall before the event begins. Pay attention to your location on the map to see how attendees may approach your booth. Take advantage of nearby displays. So much is happening on the exhibit floor that can drive traffic your way. Some exhibitors will bring K-9 units and vehicles to the show. If you happen to be near those booths, these can be great conversation starters with attendees.

2. Pay attention to the agenda. The agenda for APCO’s annual conference is set up to optimize vendors’ time on the exhibit floor. It includes plenty of opportunities for attendees to check out the exhibits and meet with new and current vendors. Whether exhibiting by yourself or in a group, the agenda can help you predict when attendees might visit your booth. Ensure your booth is properly staffed during these times.

3. Show up to attendee events. EagleView uses attendee events to interact with customers and prospects in a more casual environment. The event’s organizers always pick great locations for the event. Last year’s event was in Denver, and this year’s event takes place in Las Vegas. This location is sure to draw plenty of customers and prospects for you to meet with.

4. Consider becoming a sponsor. As a sponsor in 2017, EagleView attended the award ceremony and sponsors’ reception the show’s
organizers put on. You might think that just because the event is only for sponsors it won’t bring you any connections. However, this portion of the conference offers ample networking opportunities with APCO leadership and other industry partners. This is just one of the many added benefits of becoming a sponsor.

5. Develop a goal for the event. Sure, you probably already know how important this is, but it bears repeating. Make sure you are clear on why you are exhibiting at the conference and what you plan to get out of it. Some questions you might ask yourself and your team include:

• How many leads do we want to collect?
• What products or services do we want to feature at our booth?
• Will we interview any existing customers to create case studies or
  other content?
• How will we communicate with leads during and after the show?

You’ll also want to consider which segments of the public safety industry you want to reach. The good news is that the conference
attracts a wide variety of attendees, including personnel from 9-1-1 communications centers, and sheriff and fire departments,
among others.

No matter what goals you set, make sure your booth has all the resources you need. Be sure to schedule staff, bring any necessary
collateral, and demo your most in-demand solutions in order to meet—and exceed—your goals.

By being prepared ahead of time, you can ensure APCO International’s Annual Conference and Expo is a success for your
sales team.

Claire Foster is Senior Marketing Manager, EagleView.