Trade Show TalesBlog

“Roll On Columbia, Roll On”: Word on the Street — Oct.5th thru Oct. 9th

October 10th, 2015 COMMENTS

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Woody Guthrie made “Roll On Columbia, Roll On” famous when he penned the American Folk classic song in 1941. The song was written to garner support among the locals for federal regulations on distributing  hydroelectric power via the Bonneville and Grand Coulee Dam on the Columbia River.

Interesting… but why are you telling us this Kevin?

BPA Visitor Center and Library

Earlier this year, Classic Exhibits was awarded the contract to build an Interpretive Visitor Center for the Bonneville Power Administration (BPA) in Portland. A local design firm brought us the project. This past Wednesday, we were delighted to attend the Grand Opening of the Interpretive Center.

When we were asked to assist on the RFP, we were honored. The BPA Visitor Center would be an important project for the BPA, the agency distributes most of the electricity in our backyard. We also knew, if we were to win the bid, that the project would be push us in a direction outside our comfort zone.

Our world is branding exhibits via structure and graphics, but an interpretive center combines structure, brand, and history. That’s no small task since the BPA’s history is deeply tied the economic and infrastructure growth of Oregon and Washington over the past 80 years.

Before

Before

Greg Garrett (Greg Garrett Design) embraced the project from the first meeting and created exactly what the client was looking for conceptually. And that was no small challenge, especially after we made the first site visit. You see, this was not a big open space with lots of room and high ceilings. No. It was located in a the BPA’s Library. Total space was no larger than 450 sq ft. And when we first saw it, it was filled with filing cabinets.

But as I said, Greg did an amazing job transforming their vision into a rendering. Next up was bringing the design and the client’s historical content to life. And there was a ton of content! Hundreds upon hundreds of photos, videos, and more quotes than you can imagine.

This is when our pros shined. Jim Ponomarenko, our Production Manager, and his team detailed and built the structures — the custom framing for the graphics, the counters, lightboxes, the kid’s kiosk, and the reception area. They did an amazing job as the photos show.

The next challenge and subsequent magic came from the creative minds of Glenna Martin and Tony Bennett, our Graphics Design Manager and Web Developer respectively. Glenna culled through the BPA database of images and quotes, working tirelessly with the project lead from BPA to create the large format graphics. And unlike traditional trade show graphics, these were text and image intensive, where placement, flow, quotes, and images had to create a dynamic, integrated story.

Tony then took the same images plus two historical DVDs with videos and created an interactive app for each section: the History Walls, the Geography Wall, and the Business Wall. And again did “an amazing job bringing all that context to life” in the words of one of the Contracting Officers from the BPA.

As you can probably glean from this post, my pride lies less in the project than it does in the folks who brought it to life — Greg Garrett, Glenna Martin, Tony Bennett, Jim Ponomarenko, and the entire Classic Exhibits manufacturing professionals.

Well Done Team!

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

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The More Perfect, Perfect 10 Hybrid Display

October 6th, 2015 COMMENTS

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Hold onto your dentures Grandma, we just made the Perfect 10 — More Perfect! The Perfect 10 and Perfect 20 feature the exclusive 100-Day Return Guarantee. If for any reason your client doesn’t like the Perfect 10 within the first 100 days, they can return it for a refund, minus graphics and shipping.

Wait… There’s MORE! ALL Perfect 10 Portable Hybrid Displays are ON SALE through November 27. Every. Single. One. There’s never been a portable display like the P10. No tools. Distinctive shape. Options galore. See the literature below or in the Perfect 10 Gallery in Exhibit Design Search.

P10_100_Day_Guarantee

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

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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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Three Clever Trade Show Infographics

September 29th, 2015 1 COMMENT

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I’m a sucker for a clever, creative, well-designed Infographic. It reminds me of my childhood browsing through over-sized books about history, science, geography, or sports where the graphics engage and educate.

I don’t have the patience or the talent to create infographics so when I find one that hits a bulls-eye about trade show marketing, I feel compelled to share. This week, I hit the jackpot and discovered three, all created by Megan Lemmons at Mostre Design/Advent Exhibits. My thanks to Megan for sharing with the Classic Exhibits Network. Enjoy!

Colour Color Colore

Colour Color Colore

 

 

Why You Should Have a Coffee Bar at Your Next Trade Show

Why You Should Have a Coffee Bar at your Next Trade Show

 

 

Five Easy Ways to Be the Star of Your Next Trade Show

5 Ways To Be the Star of your Next Trade Show 3

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

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

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.

Controlled Chaos: Word on the Street — Sept. 21st thru Sept. 25th

September 24th, 2015 COMMENTS

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Chaos vs. Controlled Chaos

If you have kids like me, you know the difference between “chaos” and “controlled chaos.” Here is how I explain it as a parent:  You know those big trampoline havens? The indoor trampoline park has quickly replaced Chuckie Cheese as THE place to have a birthday party.

Well, these trampoline parks are located in massive warehouses. But within those spaces are sections or what I call Kiddie Play Prisons, divided into areas with guards. Instead of wielding a gun, they are armed with a smile and a walkie-talkie to communicate with the other guards.

KiddieprisonEach little “prison yard” is different. One is for dodgeball, one is for dunking a basketball off a trampoline, one is a huge foam pit. You get the picture. Regardless of what activity is happening in each area, the kids are pretty much allowed to loose their gourds while inside each space (or have fun as they would say).

But… outside each area, there is no running allowed, and there are tables for food, etc. Basically a place for parents to get away from the chaos.

To me, this represents the best in “Controlled Chaos.” It’s the illusion of “willy-nilly” behavior for the kids within a controlled environment. But imagine the same building without sectioned off areas, no guards manning their posts, and God forbid, no Parent Zones! Then you would have pure chaos in its truest form. No controls… and these places give your kids Mt. Dew (or Liquid Speed).

I joke… but in this crazy trade show and event business, we experience something similar during specific times of the year. This being one of them as we are in the thick of the BUSY season. And we all walk that fine line of managing the chaos.

Lead Times

Lead_timeFor Classic Exhibits and Classic Rental Solutions, managing lead times is a big part of our day. We post lead times in Exhibit Design Search in order to manage expectations for you, your clients, and us. And, as you know, we are fairly aggressive on our lead times, meaning they are often shorter than other manufacturers in our industry.

Most of the time, we beat our standard lead times by a day or two, which allows us to be flexible when you request shorter lead times. Typically, we don’t charge a rush fee. We believe that it doesn’t make sense if we don’t incur extra costs. We have always been very passionate about this because we know that karma will work in our favor. When we need you and your client to be flexible on a published lead time, you typically accommodated us.

Classic Exhibits_August_1As you may have heard from our Project Managers, we are currently running at standard lead times. We’re not behind, nor are we asking for additional days, but we are not able to produce your orders under our lead times. We understand that can be frustrating. Just today, a distributor said to me, “Why can’t you ship that 20 x 30 in 10 days? You were able to do it last May.” That’s true. We were. But in September and October (two of our busiest months), we handle nearly triple the volume we do in a month like May or June.

I am proud of our ability to manage chaos in the “controlled” variety. It’s been a hallmark of our operational success over the years.

We are in the heart of the “season” right now. We thank you for the business. Keep it coming. Please know that we will continue to be flexible, but during the busiest times, we have little choice but to hold to our standard production lead times.

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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The Sale That Got Away

September 10th, 2015 10 COMMENTS

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Many moons ago, I worked for a high-tech startup in Portland. You know the one. Free food. Massage appointments in the office every Thursday. Stock options. Beer and wine at brainstorming sessions. It was exciting. It was enticing. Best of all, I was going to be fabulously rich.

A year and a half into the gig, after chasing a large media conglomerate for months, I landed an appointment for our CTO and CEO to present the software. We needed the order. The startup was running on fumes and getting additional investor funding depended on a firm contract. Well, a week later, the startup cratered after burning through about $28 million (or so I was told).

From time to time, I wonder what would have happened if I had secured that appointment four weeks earlier. The software was a good fit, but we simply ran out of money. Knowing that… could I have done anything differently that would have changed the outcome?

SalespersonSales are funny that way. We are so conditioned by “sales success” that we tend to ignore “sales failure.” So we congratulate ourselves on what we did right to land the order — Not on what we did wrong that prevented us from getting it. We create excuses. We blame the situation or a person.

As an exhibit account executive who lost a sale, you may not have been able to change the decision. The client may have wanted to work with a vendor 20 miles away rather than 200 miles away. Or, you didn’t have exhibit storage services and your competitor did. As with most decisions or outcomes, it’s nearly always the little things, both said and unsaid, that matter.

Ask Yourself

#1. Homework. Have you done your homework? Have you studied their website? Have you read any recent business articles about the company regarding trends and new products? No one expects you to be an expert, but the moment a potential supplier says to me in my conference room, “What do you do?” I’ve already checked them off my list.

#2. Attention. Does your customer have your full attention with every email, every call, every meeting? In reality, you’re on a business date, hoping to get married and have a couple of kids. [OK, this may be a quickie instead.] Either way, you’ll be successful if you are fully present and not checking out the tall redhead with the plunging neckline that smells like sea breeze and cinnamon. Hmmm… what were we talking about?

#3. Questions. Are you asking the right questions? Seems obvious but asking the right questions means two things:  1. Shutting up and not talking about yourself, and 2. Doing your homework before the meeting and asking the right questions.

Taking Notes#4. Notes. Want to be a sales superstar at your next meeting? Take notes. Then use those notes to ask questions and clarify any points? Even if you think you understand, ask anyway so they know you understand their business and their objectives. You may be impressed by a server who takes your order without writing anything down. In a business meeting, winners tap and scribble. You can quote me on that.

#5. Tactful, Persistent, Professional. You can divide poor salespeople into two camps. Those who drive 50 miles an hour in the left-hand lane when the speed limit is 65 or those who take every corner way too fast. I’m always impressed by the salesperson who can read a person and know exactly how and how often to contact a client. They don’t rely on a formula. They ask, they learn, they persevere, and they are unfailingly polite. They are quite simply the tactful, persistent professional.

So ask yourself, “What could I have done better or different with the one that got away?” Was it really out of your hands or did you hand it to your competitor on a silver platter.

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

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

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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