EBQ enabled the EDC to meet with businesses that were potentially interested in partnering with the city, optimizing ROI from their trade show attendance.

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About Converse

The Converse Economic Development Corporation (EDC) is a Type B Corporation under the laws of the State of Texas with a Board of Directors appointed by the Converse City Council. The Converse EDC was created in 2000 by voter referendum to create, attract, retain and expand business opportunities for Converse and its residents. Converse is home to more than 18,000 residents and over 200 diverse businesses.

Industry: Public Sector, Economic Development

Location: Converse, TX

Solution: Data, Appointment Setting


The Challenge

Kat Lindquist, Business Retention & Marketing Manager for the Converse EDC, wanted to get the most out of their attendance at the 2016 ICSC RECon trade show. Part of Converse’s strategy for the show was to set appointments in advance with companies that might be interested in opening a location in Converse or partnering with the city.

However, the list of attendees numbered over 25,000 and did not include any contact information for each. Finding phone numbers and email addresses for the participants, calling on the list, and setting up any significant volume of appointments before the show would be a time-consuming task impossible for any one person.

The Solution: Lead Generation Department at EBQ

Ms. Lindquist visited EBQ’s booth at the 2016 SXSW Trade Show and knew she had found a solution. EBQ could build out the trade show attendee list and set valuable appointments for the City of Converse EDC within the retail, restaurant, and hospitality verticals without Converse EDC sacrificing internal resources.

She set up a call with one of EBQ’s Success Managers shortly after SXSW, and EBQ was able to send out the contract for a one-month lead generation campaign the same day. Two days later, the project kicked off, and EBQ was hard at work.

The Results

As part of the lead generation campaign, an EBQ data specialist built out the ICSC RECon attendee list, and found full contact information for prospects at relevant companies. EBQ then dialed into the list, setting over 25 appointments with qualified businesses in Converse EDC’s target verticals. As a result, the City of Converse EDC optimized their ROI from attendance at ICSC RECon.

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