In the second in our series of exhibitor success stories, we spoke to Duncan Simmons, Area Director at Metro Bank, and found out how conversations at Kent Vision LIVE led to the bank winning business with a seven-figure value.
Metro is a fast-growing challenger bank which believes strongly in the power of face-to-face communications with partners and customers. It has proved to be a strategy that works for them too, as they signed their one-millionth customer in 2017, on a day when all the traditional banks were shut.
When Duncan first visited Kent Vision Live back in 2014 he immediately saw how the event could support the bank’s approach as it headed towards the launch of its first store in the county. Soon after the event, Duncan booked a stand for the following year, and the bank has had a presence every year since.
“With the size of the audience at Kent Vision LIVE, when it comes to value for money it cannot be beaten“
“I saw Kent Vision LIVE as an opportunity to talk to businesses and consumers in the South East but also appreciate that a number of the visitors come from further afield, which supports our plans as we expand the bank.”
Duncan and the bank see the event as a valuable PR platform; to present the brand and messages while showcasing new store openings.
“We have some great conversations at the event. It allows us to initiate new relationships and strengthen existing ones.”
As an organisation, Metro Bank doesn’t work to sales targets, which is just one of the ways the company is successfully shaking up the status quo in the banking sector. It believes hard targets can drive the wrong behaviour in the bank’s colleagues and does not best serve its customer base. So, Duncan doesn’t set out with an objective to sign up a defined number of new customers at the event.
That’s not to say the team just turn up with no objectives and see what happens. The day is planned out very carefully in advance. All areas of the event—other exhibitors, the networking opportunities and the visitors—are divided up among the team to ensure they speak to as many people as possible. Then everyone involved reports back on the conversations they had and any outcomes after the event.
It’s from this planned approach that Duncan can say without doubt that Metro has gained business worth seven figures following a dialogue that began at Kent Vision LIVE.
“Of course, you don’t do business of that value in a single meeting or call, that’s why relationship building is so important to us. Kent Vision LIVE provides a great platform to enable us to initiate and develop those relationships.”
It is the event’s size, reach, and indeed its location, that makes Kent Vision LIVE the only event of its kind that Duncan brings Metro to.
“With the size of the audience at Kent Vision LIVE, when it comes to value for money it cannot be beaten. Plus its central location and easy access mean it attracts delegates from across the county, and further afield. For us, this is ideal as we continue the bank’s expansion.”