Trade Show TalesBlog

Archive for 2014

The Power of Responsive Communication

December 1st, 2014 COMMENTS

Communication_problem

Sharing . . . .

You either get it or you don’t. We live in a world where we expect people and companies to respond IMMEDIATELY. That doesn’t mean the problem has to be solved NOW or the question answered ASAP, but it does mean that it has to be acknowledged.

Kent Lewis, President and Founder of Anvil Media, an integrated marketing agency specializing in search and social media, wrote a great post about communication. In his post, Impact Marketing: Winning Customers with Quick Wits, he states:

“How many companies have you chosen because they were the first (or only) one to return your initial call? This has been the case for my plumbing, roofing and moving vendor selection. On one hand, many invest in decent visibility . . .  yet they drop the ball when you actually reach out. Similarly, once I’ve chosen a company to provide services, there are times when a simple response would resolve a question, concern or complaint.”

Kent shares four terrific anecdotes about good and poor communication, including one where M&M’s were left on his dashboard after a repair. The stories alone are worth the read.

He makes the following recommendations:

Communication“So what does all this mean for you? In case you didn’t take away sufficiently actionable insights from the above anecdotes, here are a few parting tips:

  • Build responsiveness into your culture: focus on providing timely communications throughout the customer journey (from new business to customer service).
  • Ensure quality, not just quantity, in your timely responses. Provide training and incentives to your team to ensure the interactions are positive and productive.
  • Take good notes. Build a dossier on each of your prospects or clients and add any useful insights like birthdays, anniversaries, pet and children names, etc. Use that information to create a closer connection to your customers with timely emails, cards or gifts.
  • Empower the team. Create a process and train your team to problem-solve independently and resolve issues as they see fit (within guidelines). The Four Hour Work Week outlines this concept well, as do any stories about Zappos customer service.”

I would love to hear your thoughts.

–Mel White
http://www.linkedin.com/in/melmwhite
mel@classicexhibits.com

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Based in Portland, Oregon, Classic Exhibits Inc. designs and manufacturers portable, modular, and custom-hybrid exhibit solutions. Classic Exhibits products are represented by an extensive distributor network in North America and in select International markets. For more information, contact us at 866-652-2100 or www.classicexhibits.com.

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Holiday Events 2014 Kickoff: Word on the Street — November 23rd thru November 27th

November 30th, 2014 COMMENTS
Kevin Carty, VP Classic Exhibits

Kevin Carty, VP Classic Exhibits

A Belated Happy Thanksgiving!

Hopefully by now you are enjoying your 6th, 7th or maybe even 8th serving of turkey and ham with all the fixings! With lots of dessert.

Probably the best part of all is those leftovers. This morning I had pumpkin pie for breakfast! I love this time of year.

On Monday, we start the final month of 2014. December promises to be a strong finish to an already amazing year in our industry. And December also means the Annual EDPA ACCESS Meeting. Classic of course will be there.

The event will be held at the beautiful Innsbruck Golf Resort in Florida, starting on Wednesday, December 3. And as mentioned, Classic will be there. We have a stunning 10 x 20 inline. Just look for the “Invisible Inc.” graphic and the On the Move Furniture.

Jim Shelman, Jen LaBruzza, and Reid Sherwood will be there to represent the company proudly. Mel White and I are unable to attend this year due to a conflicting schedules.

ACCESS is foundational one this year — the 60th Anniversary for EDPA! So you can expect many great sessions and special events, as well as most of the past Presidents in attendance. It’s sure to be an excellent educational event as always. I hope you can attend and I look forward to hearing from you about ACCESS. As  proud member of the Board of Directors of EDPA, and longtime believer in all the good that EDPA has done for our great industry, I am certainly going to miss this anniversary year.

Back to talking turkey… I hope and trust you all had a safe and enjoyable holiday with your families. I know I did. Certainly a ton to be thankful for in life and in business.

Be well. Look for a comprehensive EDPA ACCESS followup blog next week after Jim, Jen, and Reid return.

–Kevin
http://twitter.com/kevin_carty
http://www.linkedin.com/pub/kevin-carty/3/800/32a

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Attend EXHIBITORLIVE 2015 … FREE!

November 17th, 2014 COMMENTS

EXHIBITORLIVE

EXHIBITOR2015

Who said, “There’s no such thing as a free lunch”? Multiple people, according to the knowitalls at Google. Well, we disagree.

Attend EXHIBITORLIVE  FREE compliments of Classic Exhibits Inc. by entering code:

4044

While there, visit us at Booth #1645 where there’s always lots to see and good folks too. We may even throw in a bright red promotional pen. After all, what’s a trade show without some kitschy giveaways?

Go to www.exhibitorlive.com/VIP.

Cheers!

–Mel White
http://www.linkedin.com/in/melmwhite
mel@classicexhibits.com

**********************************************

Based in Portland, Oregon, Classic Exhibits Inc. designs and manufacturers portable, modular, and custom-hybrid exhibit solutions. Classic Exhibits products are represented by an extensive distributor network in North America and in select International markets. For more information, contact us at 866-652-2100 or www.classicexhibits.com.

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Creating a Game Plan for Victory: Word on the Street — November 10th thru November 14th

November 15th, 2014 COMMENTS
Kevin Carty, VP Classic Exhibits

Kevin Carty, VP Classic Exhibits

I Love College Football

It’s exciting. It’s fun. It’s often unpredictable. Whatever you think of the current debate about college athletics, I still believe that the college game has far less of the “show and glow” arrogance of pro athletes.

To me, the time and effort that goes into creating a winning game plan is amazing. Some teams have a clear defensive mindset, others are more offensive. Which approach creates the highest victory percentage is debatable.

But one thing is sure. No matter how great your defensive game plan, you still have to score at least a field goal to win, assuming you keep the other team scoreless. Yes, I know you can get a safety and win with only 2 points. But that’s rare.

Managing a business is no different. Recently Mel and I were asked, “Are you on the Offense or on the Defense as a business?” I said, “Defense,” and Mel said, Offense.” Honestly, we were both right, but it depended on our individual focuses over the past several months. There are many companies clearly on offense in some areas of their business, but reacting in others.

That’s not to belittle defense. Sometimes you find yourself with a good game plan, one that allows you to score when needed, one that is solid enough to defend the pass from the competition. That’s balance.

Game PlanHowever, the question sticks with me. Can you really be successful long-term as a growing business, if you are not on the offensive most of the time? Simply said, does it not stand to reason that we would all rather be playing a game with a comfortable lead as opposed to playing so safe that winning always depends on a 50-yard field goal as time runs out?

Talking is Easy

Talking about your plan is easy. Executing it is hard. Whether it’s group resistance to change, cash flow issues, technology implementation, communication snafus, or just feeling too darn busy to execute plans today that will not bear fruit for 3-6 months.

This is where your team comes into play. If your team is on board and each player has a clear idea of their role, and they do their part executing their roles, then you should be able to move the ball down the field. But as a manager, or as a management team, I would challenge you to ask these questions,

  • Are we playing offense?
  • Do we have a plan?
  • Does each player understand their role within the game plan?
  • Is there accountability to the team? And feedback?

For our business, this is something we are working very hard at right now. And it’s challenging. Good challenging . . . the kind that helps a team grow and move a business to a new level.

How about your business? Are you offensive or defensive minded? What challenges do you face when creating a long-term game plan for success?

I would love to hear your comments and feedback.

Be well and have a great weekend with your families.

–Kevin
http://twitter.com/kevin_carty
http://www.linkedin.com/pub/kevin-carty/3/800/32a

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Dumb Stuff People Do at Trade Shows

November 12th, 2014 1 COMMENT

It’s Maddening

DumbImage

People do really dumb stuff at trade shows. Consistently dumb stuff. Anyone who participates in trade shows could write a book on what they’ve seen over the years. Weak pre-show marketing and post-show follow-up could cover several hundred pages.

So, let’s ignore those and concentrate on the easy fixes, the ones you can change now. The ones you can implement before your next show in a month or two.

Senior Management:  Bring them . . . but not all of them. Bring the President and the CEO, assuming they are personable and knowledgeable. Don’t bring them if they love to hear themselves talk. Don’t bring the CFO, the COO, or anyone who couldn’t charm a goldfish into a fishbowl. Clients want to talk to senior management. And their presence demonstrates that your company is serious about the show.

This rule obviously doesn’t apply if you do 80 shows a year. Pick the 3 or 4 most crucial and have the “chiefs” there. Tip:  It’s much easier to get a trade show marketing budget approved if senior management participates.

early_lowCome Late. Leave Early: Most shows allow you to enter the show hall several hours early. This gives you time to organize the booth and make any last minute changes. More importantly, it’s the ideal time to walk the show, see industry trends, and get a better sense of what your competitors are showing. If possible, bring a colleague. That way you can compare notes.

It’s also a great time to talk to the other early birds. There are fewer distractions, and you’re more likely to have casual and informative conversations. Staying late has similar advantages. Not surprisingly, tired exhibitors can be very revealing at the end of the day.

That said . . . adhere to the formal and informal rules of the trade show floor. Don’t do anything you wouldn’t want a competitor to do in your booth.

Ignore the Competition: Many companies are arrogant about their competitors. They see themselves as “the leaders,” so what could they possibly learn? The answer is — a lot. Even knowing that you are still the leader is valuable when targeting new markets and developing your marketing strategy.

And, unless your company prohibits it, don’t be afraid to introduce yourself. Friendliness is not a crime. You may be surprised at what you’ll discover, and a friendly competitor has been known to send business your direction if the client doesn’t fit their model. Tip:  Beware of the red herring. Sometimes competitors can be sneaky smart about their sales, trends, and products.

Ignore Customers

Ignore Your Customers: It happens. It’s human nature. We feel like we don’t have to spend as much time with existing customers since we know them. However, your customers come to trade shows to learn about new products, services, and companies. They also come to mingle with colleagues, meet new people, and share challenges. They want to feel valued.

If good customer says, “I was at the show, but —

a) You were so busy no one was available,

b) I was there but just never made it to your booth, or

c) I spoke to Bob (or Jane or Homer) and they said there’s nothing new happening”

Then, you have a problem. A correctable problem but a problem.

Ignore the Social Events: As much as we want to pretend otherwise, trade shows are business in a semi-social setting. The planned social events, such as an evening gala, new attendees meet-and-greet, award ceremonies, and receptions are still business functions. Make it worthwhile. It’s your chance to meet new people, chat with industry colleagues, bond with existing customers, and find new customers.

Can it be hard, especially if you are a wallflower? Yes . . . but . . . wallflowers have an advantage. They are great listeners, and in any large room, the ratio of talkers to listeners is about 95:1. Ask the right question (or often any question) and the rest of the night is on auto-pilot.

Tip:  For anyone under 30, Social Media ≠ Social Events. And yes, you do have to talk to people. You can’t just text them.

Sheldon_lowRely on Memory: Unless you’re Sheldon from The Big Bang Theory, your memory is flawed, hopelessly flawed. On Day 1, you will have little doubt that you can recall every single conversation. By Day 3, an important client will remind you that you spoke for 30 minutes about a critical new project on Day 1.

Whatever works for you, use it — paper, tablet, business cards with notes, digital recorder, etc. Yes, it’s better if everyone in the booth uses a similar system, but it’s even better if everyone takes notes that can be reconstructed at the end of the day or the end of the show. Tip:  Don’t let “Joe” leave the booth at the end of the day without emptying his pockets. Otherwise, those notes and business cards will be trash can casualties or unreadable smudges by next week.

Please share your “quick fixes.” View it as volunteer community service for the less fortunate who see neither the forest nor the trees when it comes to trade shows. Don’t make me stand on the corner ringing a bell for the clueless. They can be saved!

Cheers!

–Mel White
http://www.linkedin.com/in/melmwhite
mel@classicexhibits.com

**********************************************

Based in Portland, Oregon, Classic Exhibits Inc. designs and manufacturers portable, modular, and custom-hybrid exhibit solutions. Classic Exhibits products are represented by an extensive distributor network in North America and in select International markets. For more information, contact us at 866-652-2100 or www.classicexhibits.com.

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