Integer Research: Market Data on DEF Conference - 2016By Stuart Copeland

Parrhesia Consultancy Ltd

07/10/2016

What is DEF?

Diesel exhaust fluid (DEF) is an aqueous urea solution made with 32.5% urea and 67.5% deionized water. It is standardised as AUS 32 (aqueous urea solution) in ISO 22241. DEF is used as a consumable in selective catalytic reduction (SCR) in order to lower NOx concentration in the diesel exhaust emissions from diesel engines.

Outline Gatekeepers Market Research to target Conference Ticket Sales through understanding:

financials, stats, contacts, and news/journal reading

USPs Multi Channel Communication (Telephone, email, linkedin, and F2F)

Gatekeepers In sales to negotiate past gatekeeper “Build up rapport and speak like an ADULT not

PARENT OR CHILD” (Berne, Games People Play, 1979) Ensure you have a name and department of prospect customer to get past the “no

names policy” If at first you don’t succeed say you have had prior contact and reason with the

gatekeeper that it will benefit the company and the individual concerned

Have something to talk about through research. Dr Daniel Carder has written a number of articles on the topic and is an expert in the

field. Sound bites from his articles in Environmental Science and Technology Journal in 2012 and 2015: “Reducing emissions/air pollution” “Diesel motor exhaust gas causes damage to environment and opportunities” “Research into Atmospheric Nitrogen Oxide” “Ideas on technology for diesel particulate filters” “Developments in catalytic reduction” “Dynamometer”

UK SIC and US SIC: Motor Vehicle and Petroleum and Technology Companies where trends in profit making have increased in last year.

250 UK SIC and US SIC: Motor Vehicle and Petroleum and Technology Companies for cold calling.

250 UK SIC and US SIC: Motor Vehicle and Petroleum and Technology Companies… Contd...

USPs Opportunity to learn about latest industry technologies and developments in the field Forum to influence debate and direction of future policy making on emissions

reduction Networking: To advance interests and research/development projects of your

Company Aims and Objectives which can be found in: a) listed in Annual Report 2015, and b) Corporate Plan 2016 of target company

For those companies operating at highest profit in last year and expected through financials to operate at highest profit this financial year. Then incentive to spend profits on conference tickets as an investment in their company to reduce tax liability.

Multi-Channel Communication Research and connect with people on linkedin Go to the library and use databases to find contacts Pick up the phone and make every call count if no sale then get a referral Send email follow up to call Whatsapp if you build up a good rapport Direct the customers to Integer Website and Facebook page If in London or South East then arrange a drop in to see clients if it seals the deal on

bulk conference ticket purchases