The visitor records which have been written during the trade show contain numerous details about the customers. This information is the starting point of the reworking process.

• The visitors we have to contact now can be: Regular customers; Very Important Persons (VIPs; e.g. politicians, other representatives); media representatives; other visitors (e.g. representatives from universities, associations).
• The activities after the show can be:
  - Sending information material;
  - Preparing a tender;
  - Appointment with sales staff;
  - Invitation to enterprise;
  - To negotiate an order.
• Specialities see next slide