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The comment about not sending technical manuals to a trade show because
the competition makes off with them is a good observation. However, what
I have found, having done trade shows AND docs (and other things) for
various companies is that most serious companies want to see evidence
that there really are usable manuals before they make a purchase
decision. For that reason, the companies I've worked for have included a
set of manuals with the display material to be available just for
verification, not for perusal.
A problem with that, however, is that many salespeople are so eager to do
whatever it takes to land a prospect as a bona fide customer that they
don't filter out the competitors, and sometimes the manuals disappear and
wind up in the wrong hands. More than once I've seen "eyes only" copies
of a competitor's manuals that somehow made it off the show floor into
the hands of someone else.
Elna Tymes
Los Trancos Systems
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