AvPorts improves its sales process with a multimedia presentation

Project Components

• Multimedia speaker support presentation
• Printed sales literature
• Graphic animation development
• Logo animation development
• "Leave-behind" sales kit including CD-ROM

The Client: AvPorts

AvPorts, formerly AMPORTS, specializes in the management of airports and seaports nationwide. AvPorts is the oldest airport operator in the world and one of the largest full service operators and managers of mission-critical airports, heliports and FBOs (Fixed Based Operations) in the United States.

Goals and Challenges: Portraying a professional, competent image

• For its business to expand, AvPorts needed to bid on management contracts and present a competent, professional image to potential clients. Sales presentations were designed by individual salespeople, which led to presentations of varying quality and styles. AvPorts wanted to develop a presentation that was both standardized, and would distinguish the company at sales meetings by showcasing their skills and expertise in a unique manner.
• AvPorts wanted sales materials that they could leave with potential clients. They wanted their post-sales materials to be as unique as their presentation and to provide clients with further material to review at their leisure.

The Project: Developing a sales presentation and a unique sales kit

To provide AvPorts with the consistency and distinction they sought in their sales presentations, we developed the following:

• A custom designed speaker support presentation - based on a script developed from prior sales meetings, we developed a slide show presentation including voice narration, ambient sounds such as the sound of air traffic and control tower conversations, and custom music.
• A cinematic introduction and conclusion - using the airport's actual engineering diagrams, we built a 3-D map of the airport. The animation began by showing the map unfurling and progressed through a series of camera sweeps to show buildings emerging from the map.
• 3-D animations - animations were interspersed throughout the presentation to show proposed construction over a period of time, to illustrate graphs and charts and to add general visual interest.
• A "leave-behind" sales kit - the kit contained a CD-ROM, full color print materials such as a print version of each slide and historical and other information about AvPorts, and business cards in a display folder.

The Benefits: A cohesive sales aid

• Save time and money. With their new sales kit, AvPorts didn't have to reproduce a presentation each time they needed to meet with a potential client. The presentation was designed to be customizable so that AvPorts could make simple modifications within the presentation to gear it towards a specific client. This feature allowed AvPorts to use the same presentation for multiple clients while still offering the ability to personalize for a specific client.
• Ensure consistency . By using standardized visuals, AvPorts could be assured that their sales presentations were consistent and high-quality. The risk that salespeople would create their own, substandard presentations was eliminated and proper logo usage and company presentation was ensured.