- $350,000 saved per year
- $20,000 - $30,000 saved per show
Client
Kinetic Concepts, Inc.
Services
- Strategic Planning
- Design and Engineering
- Creative Development
- Interactive Production
- Carpentry
- Graphics Production
- Logistics & On-site Operations
- Warehousing
Project Background
Kinetic Concepts, Inc. (KCI) is a global supplier of medical devices, services, and solutions that improve quality of life for people with reduced mobility and age-related health challenges. They did not see the results they wanted from their trade show marketing program and were looking for an exhibit house with new ideas. CEI was contacted to be a part of their Request for Proposal process.
Challenge
KCI proposed this question, “How can we take our beds to a show without taking our beds?” The average cost for each bed was between $7,000 – $8,000 when you consider the additional space required, shipping, material handling and technical support. KCI would send two to six therapeutic beds, mattress replacement systems, and support surfaces to each of their approximately 15 shows per year. Having to pay for larger booth space to display their products, hindered KCI’s exhibit marketing budget.
Approach
Integrating digital sales tools optimize trade show costs and increase audience engagement. As interactive specialists, we saw the opportunity to create a digital solution that would allow KCI to tell a complex story while enabling a profound interactive experience for the audience.
Solution
Our interactive specialists designed and developed a custom 3D touchscreen presentation platform, called Interactive Virtual Navigation (IVN), to provide a realistic digital product experience that inspires customer engagement and educates audiences about products as they exist in the real world. The interactive experience allowed KCI’s audience to get ‘hands-on’ with their product from every angle, open and close compartments, review features and benefits, and view animations.
We also created an iPad app version of the IVN that KCI’s sales team could leverage beyond the show floor throughout the year at events and sales meetings, which significantly extended the usefulness of this tool.
Results
KCI couldn’t have been happier with the quality of visualization and even more excited by the drastic reduction in their trade show expenses. They ended up with an impressive presence on the show floor and saved approximately $20,000 to $30,000 per show by not having to send all of their real products. These savings added up to around $350,000 over a year.
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