In other words, there are fewer tire kickers
heisting free pens and more decision-makers looking to buy.
While that was about 10% fewer attendees than the previous year, those who took the time to visit the show floor were serious users and not just tire kickers
, says Thomas C.
If the economy is to blame for keeping some attendees away, then it will more than likely sift out the tire kickers
But this year "we're seeing a lot of those tire kickers
becoming actual customers," he says.
This eliminates the time wasted by sales people sorting the ready-to-buy prospects from the tire kickers
Also, it discourages tire kickers
from getting the card just to get the premium, and then never using it.
The business people were left to wonder: How do we change tire kickers
into tire buyers?