1. Wisconsin Delegation
Pre- Conference Briefing
BIO International Convention
McCormick Place, Chicago, IL
April 22-25, 2013

2. Agenda

3. Objective of 2013 Pavilion at BIO
To provide connecting opportunities to the Wisconsin
companies & to create awareness of assets using the
marketing assets of the “In Wisconsin” brand

4. Exhibition Hours
Monday, April 22
12:00 PM – 5:00 PM
Tuesday, April 23
10:00 AM – 6:30 PM
5:00 PM- 6:30 PM Exhibition hospitality receptions
Wednesday, April 24
10:00 AM – 5:00 PM
3:45 PM – 5:00 PM BIO Exhibition Power Hour
5:30 PM - 6:30 PM Business Forum Wine & Cheese Reception
Thursday, April 25
10:00 AM – 12:00 PM
10:00 AM – 11:00 AM BIO Exhibition Power Hour
11:00 AM - 12:00 PM BIO Partnering Town Hall

5. Exhibitor Booth Partnering Hours
Monday, April 22
12:00 PM – 5:00 PM (last meeting starts at 4:30 PM)
Tuesday, April 23
10:00 AM – 5:00 PM (last meeting starts at 4:30 PM)
Wednesday, April 24
10:00 AM – 5:00 PM (last meeting starts at 4:30 PM)
Thursday, April 25
10:00 AM – 12:00 PM (last meeting starts at 11:30 PM)

8. Booth in Brief
Internet access at each kiosk
Free wifi throughout convention center
Laptops and iPads
Video screens
Interactive Media Table
Lead retrieval
Standing meeting areas
Semi private meeting area with seats

17. Electronic Resources
Booth web page
www.inwisconsin.com/bioinwisconsin
• Set as home page on each device
• Contains links to
BioForward Wisconsin Bioscience Directory
UW Wisconsin Discovery Portal
Connect ED
PDF Document library
Video reels – standard and reception
• http://business.inwisconsin.com/

18. Partnering in the Pavilion
Check in
desk

19. Partnering in the Pavilion
7 physical spots ( EX-2011A through H)
“8” total meeting points in the online system
Printout or email schedules each day for use at check in desk
Record impromptu meetings afterwards (on schedule in at
check in desk)
Scan badges to easily gather contact information

20. 2013 Wisconsin Delegation

21. Sponsors
• Aurora
• Axcesor
• Centergy
• City of Fitchburg
• DDN
• Flugen
• Hall Render
• Intense Engineering
• Lucigen
• Marshfield Chamber
• Marshfield Clinic
• MGE
• Prevention Genetics
• Promega
• Quintessence
• SciLog
• Thrive
• URP
• UW
• WEDC
• WIST

22. Scholarship Companies
• AviMed Pharmaceuticals
• BB Pharma
• BloodCenter
• C56 Technologies
• Cellara
• Centrose
• dnastar
• GeneTel Laboratories
• Intuitive Biosciences
• Invivosciences
• ioGenetics
• Microscopy Innovations
• Neurosolis
• Peptimed
• PhysioGenix
• Primorigen Biosciences
• Scarab
• StableBody Technologies
• US Foods & Pharm /
Anavox

23. Pavilion Volunteers
Rachel Bolger Agilent
Tom Foti Aldevron
Cami Anderson BioForward
Katie Bolger BioForward
Kathy Collins BioForward
Brian Moeller BioForward
Bryan Renk BioForward
David Mann Cellular Dynamics
Peggy Sullivan Centergy
Joyce Frey City of Fitchburg
Mike Zimmerman City of Fitchburg
Pat Pieters Edstrom
Bob Hougard Findorff
Paul Radspinner Flugen
Kerri Phillips Forte
Jodi Hoeser Intense Engineering
Dave McCabe Intense Engineering
John Printen Life Tech
Bobbie Bradley Marshfield Chamber
Karen Olson Marshfield Chamber
Marsha Barwick Marshfield Clinic
Simon Lin Marshfield Clinic
Kristin Martinez Marshfield Clinic
Roy Radcliff Marshfield Clinic
Bryan Weichelt Marshfield Clinic
Pam Christenson MGE
Jim Mohrbacher MGE
Dave Cooper Nanomedix
Deven McGlenn Neoclone
Michael Infanger Verana
Sarah Bownds WEDC
Aaron Hagar WEDC
Lisa Johnson WEDC
Gail MacAskill WEDC
Mark Rhoda-Reis WEDC
Paul Fowler WIST

24. Staffing the Pavilion
First rule of staffing an exhibit, you gotta want to be there!
• Rested
• Alert (not distracted)
• Engaging
• Clean
• Staff in “staggered” shifts with appropriate break times.
• Dress alike, be identifiable, custom name badges or pin.
• Wear comfortable shoes! It matters.

25. Staffing the Pavilion
• Be approachable with a ready greeting.
• Open-ended conversation starters or questions
• Body language (face the aisle, don’t cross arms, don’t
lean or sit)
• Don’t talk amongst yourselves or clump in groups
• No eating or drinking in the booth.
• No cellphone or email in the booth.
• Don’t abandon your post (even when it’s slow)
• Don’t “socialize” with friends or customers (when it’s
busy).

26. Short and Sweet
Give the basic info on the show floor. If you tell your
prospects the whole story there is no reason to hear
more at a latter date.
• elevator statement
• value proposition
“Rule of threes”
• Three “Features”
• Three “Benefits”
• Three “Slogans”

27. Top Ten Epic Fails at a Tradeshow:
10 Not following-up with your leads in a timely manner
9 Not tracking leads
8 Not communicating with the booth staff (relay your key messages)
7 Booth staff that isn’t engaging with attendees
6 Spending too much time with the wrong prospects (not qualifying)
5 Trying to say TOO much on the tradeshow floor
(save selling for the follow-up)
4 Not saying enough
(Every prospect should understand your elevator statement)
3 Eating, drinking, sitting, yawning in the booth
2 Giving away gifts or info without scanning or engaging the prospect.
1 Not “showing up” in the first place.
(empty booth with pipe and drape + sign)

28. Official BIO Convention Resource
Page
http://convention.bio.org/resources
MyBIO Mobile
http://itunes.apple.com/us/app/mybio-2012/id525570133?ls=1&mt=8

29. Convention Center Guide PDF
http://www.advantageboston.com/bcec/bcec-planning-
guide.aspx
Convention Center Guide Mobile App
http://itunes.apple.com/us/app/mybcec-for-boston-
convention/id347104218?mt=8

30. Post- Convention Follow Up
Lead Follow Up
Post-convention survey
• Actions taken on last year’s results:
More cohesive design
More business engagement
Briefing info on participating companies
Post-convention WI delegation meeting