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Invite Your Clients and Prospects to Free Training

April 15th, 2014 Mel White COMMENTS

On April 29, Classic Exhibits will host the “Countdown to Trade Show Success” webinar with trade show marketing expert Marlys Arnold. You have the opportunity to invite your clients and prospects to participate for free, compliments of Classic.

During the webinar, Marlys will feature Classic Exhibits designs and encourage those attending to contact their exhibit house for more design ideas. Here is some suggested promotional wording, along with a link to the webinar registration page:

Countdown to Trade Show Success

Want to maximize opportunities for strategic promotions and lead management for your next show? In this exhibitor webinar, you’ll discover simple steps you can take to significantly increase the return on your exhibiting investment and help guarantee success.

  • Create a buzz prior to the show
  • Design an exhibit that attracts attendees
  • Educate staff on techniques to gather the most qualified leads
  • Avoid the most common booth behavior mistakes

The Exhibit Marketers Café presents “Countdown to Trade Show Success,” a free webinar for exhibitors on April 29. Trade show marketing expert and author, Marlys Arnold, will be sharing simple steps you can take to significantly increase the return on your exhibiting investment and help guarantee success.

To reserve your FREE SEAT at the webinar, go to:

http://bit.ly/Classicwebinar

Register now so you don’t miss the chance to learn practical and useful tips from exhibit marketing expert and author Marlys Arnold.

Should you have any questions, contact marnold@imagespecialist.com or mel@classicexhibits.com.

–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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RFP Certification Program: Word on the Street — April 7th thru April 11th

April 11th, 2014 Mel White 2 COMMENTS

Kevin Carty, VP Classic Exhibits

Happy Spring! Hope your first full week of April was a good one. We are as busy as ever at Classic and continue to be very thankful for all the new opportunities.

I wanted to take this week’s blog post to share what I think is one of the BEST PROGRAMS ever developed for the exhibit industry — RFP Certification. It’s proudly brought to you from the Exhibit Designers and Producer Association, an association that Classic Exhibits Inc. is a member and an association that I serve as a Board member.

EDPA RFP Certification Program

Gwen Hill from ExhibitForce and her team of dedicated committee members spent countless hours, days, and months developing a program to answer a “call to action” from the Corporate Exhibitor Community.

The EDPA RFP Certification program seeks to verify that certain items are in existence and that industry standards and best practices are met and adhered to, based on various benchmarks. Research conducted in 2012 with the assistance of Exhibit Surveys to Corporate Exhibitors proved there “was unanimous enthusiasm for the concept of an EDPA ‘Good Housekeeping Seal’ that would prescreen exhibit house vendors on the basis of business integrity and operational practices and capabilities. Such a certification would even be a consideration in RFP and RFQ processes.” In response, the EDPA RFP Certification Program has been developed!

EDPA members in good standing are eligible to apply for certification. If the criteria are satisfied, member companies are certified by IComply, a division of BPA Worldwide (all data submitted is kept CONFIDENTIAL). The certification provides written assurance that the company meets the standards and practices approved by the EDPA. To achieve certification, the member company submits formal documentation along with the application. Once a member receives the EDPA RFP Certification, renewal will be required annually to maintain their status in the EDPA RFP Certification Directory.

The EDPA RFP Certification assures others that the member company adheres to industry standards and best practices. If desired, prior to sending a RFP, corporations can access certified members through the EDPA RFP Certification Directory.

Benefits

So, what does this mean for you as Classic Distributor? As a manufacturer that DOES NOT sell direct to the Corporate Exhibitor (end users), Classic Exhibits would not qualify to be certified. But, Classic Exhibits Distributors do qualify as the direct sales entity serving the Corporate Exhibitor community. And here are some stats we’ve learned from the EDPA ACCESS meeting in December 2013 and the most recent EXHIBITOR 2014 meeting

  • Average cost for RFP response is $6,300
  • Average RFPs cost is $252,700
  • Wasted average is $42,962
  • Even RFIs cost $3,343
  • 29% of Fortune 500 clients require RFPs, and
  • 52% of procurement for Fortune 500 are part of selection process

Now, we have all been a part of the RFP process. We know that even the “least involved/complex” RFP processes still can involve providing the same information over and over throughout the year to many opportunities you are asked to bid on. The Certification Program solves that problem in large part. For members that qualify and achieve certification, that data about your company that the Corporate Exhibitor client is looking for is captured, culled, and vetted. Meaning that your Certification is your “Good Housekeeping Stamp of Approval” at the beginning of the process. Saving time for the Corporate Exhibitor as well. Providing them with the ability to KNOW that the clients bidding on their project/program already meet the core qualifications they are seeking. Therefore allowing everyone involved to fast-track the process essentially and get to the meaty stuff! Designing and bidding on the client’s desired project/program.

Another way to view this is to think about when, as a business manager or owner, you are asked by a client for terms within the accounting process. As a responsible business manager/owner, you would likely do the necessary credit check on the client’s business. And if that comes back good, then you grant them terms moving forward.

This is not too different from that. The EDPA RFP Certification assures the Corporate Exhibitor Client that a Distributor or Exhibit House is who they present themselves as, that they do in fact provide all the services they say do, and that they do in fact have locations at all the places they list on their website.

For many of you, I can imagine how powerful this could be for you and your business when going into a competitive bid situation, especially if you are coming to the table with your certification in hand when others may not have that level of pre-qualification. You would likely jump to the top of the list in the eyes of the potential client.

Having watched the program develop and seeing firsthand the level of detail, thought, and work put towards making this program what it is, I would strongly suggest that those distributors who frequently complete RFPs at least see if you qualify.

It will prove to be a significant leg up for you and your organization when being considered for new projects/programs in the future

Kudos again to Gwen Hill and her team putting this program together, one that I believe is a benefit to all of us in the Industry and certainly the clients we all proudly serve daily.

For more information, please contact Gwen Hill, EDPA VP of Education, by email at gwen.hill@exhibitforce.com or by phone at (713) 331-3325.

And…if you are not already an EDPA member, but are interested in learning more about EDPA. Call me anytime. I am happy to share with you why I think we need MORE distributors in the ranks of EDPA membership, and why I value Classic’s membership in EDPA so much.

Hope you all have a wonderful weekend with your families.

Be well.

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

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The Experts at the Table: Word on the Street — March 31st thru April 4th

April 5th, 2014 Mel White 1 COMMENT
Experts at the Table

Kevin Carty, VP Classic Exhibits

So, forgive me if you’ve seen this video after Seth Godin posted it. It quickly went viral. But, it’s just too good not to share in my weekly WOTS.

Have you ever been in this meeting before? And if you have, should I ask, “Have you ever been any of the ‘non-engineers’ depicted in this video?”

I HAVE! More than I like to admit. Our Designers, Project Managers, and Production Manager all are nodding their heads right now and yelling, “Yes He Has!”

Anyway, it’s a bit long. But it’s hilarious. And it points out the need to sometimes take a step back from those brilliant 2 am, sleep-deprived epiphanies and join the real world. 🙂

Hope you enjoy.

FYI — I have dreams that one day a red line can be drawn with a blue pen. Is that so wrong?

Be well.

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

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EXHIBITOR / GlobalShop 2014 Recap: Word on the Street — March 17 thru March 21st

March 22nd, 2014 Mel White 3 COMMENTS

Kevin Carty, VP Classic Exhibits

My nose is bleeding, my eyes are burning, and I am exhausted! Yep, you guessed it, I was in Vegas for the past week. 🙂

Like many of you, the Classic Team descended on Vegas starting last Friday for both EXHIBITOR Show and GlobalShop. Since we exhibited at both shows, let me break this into two blog posts starting with EXHIBITOR.

EXHIBITOR 2014 was nothing short of spectacular for Classic Exhibits, Classic Rental Solutions, ClassicMODUL, and Eco-Systems Sustainable. I know that sounds a little “sales-ish” to say spectacular, but it really was one of the best, if not THE BEST, EXHIBITOR in my nearly 20 years with Classic.

Our “Sweet Solutions” exhibit was well received and showed WHO we are and WHAT we do. The main structure was a Custom Rental Solutions, a design that was up for an award in the Design Awards this year.

New Products

We were also showing several new products.  The new OTM Furniture debuted at EXHIBITOR. We had the portable tables and chairs in our booth as well as three other exhibits. The response could only be compared to that of the iPad kiosks we debuted two years ago. The OTM Table and Chairs are going to be a big, big hit.

We also introduced the SEGUE VK-1118 SuperNova Backlit Inline. The VK-1118 takes its cue from our very successful Visionary Designs iPhone and iPad inlines, two designs iconic to Classic Exhibits. The difference is the backlighting. While there were many lightboxes at EXHIBITOR, the VK-1118 and the 20 ft. VK-2959 are the only inlines on the market with storage, headers, standoff graphics, large monitor mounts, and accessory options. This is a game changer my friends. Inlines will never be the same going forward.

Across the show floor, we had a great presence of Classic designs. We built exhibits for PRG, EliteXpo, DS&L, Cort, Slim Furniture, and EXHIBITOR Magazine. In addition, there was a Sacagawea, a Magellan Miracle, and an eight year old Visionary Designs VK-1001 hybrid that looked brand new. We appreciate being a part of our key vendor partners look and presentation at EXHIBITOR. Thank you for trusting us with your brands once again.

The mood in the building was inspiring. There was a lot creativity, and a lot of new innovative products and services. As a whole, the industry should be very proud. Well done all. I felt a great sense of pride as I walked the show floor this year. In particular, there was more originality booth to booth and competitor to competitor. Which is not always the case.

There were a few lows, such as companies that would rather COPY than innovate through design. But I won’t dwell too much on that since a few four letter words come to mind that describe these iPad solutions copycats.

EDPA Portable/Modular/Hybrid Summit

On a personal note, I would like to thank everyone who attended the Annual EDPA Portable/Modular/Hybrid Summit on Tuesday afternoon. I really appreciate the insights by the audience. And a special thanks to the panelists — Greg Beach, Cindi Cody, Maureen Borzachello, Anita Mitzel, and Jocelyn Welles. Your perspectives we invaluable.

I do have a challenge to my fellow competitors in the Portable/Modular/Hybrid segment. So many of you weren’t there. Why? Your perspective and input matters to the growth of our segment, whether you are an F, N, S, O, L, or one of other letters of the alphabet. You had distributors at the meeting . . . but not many of you came. So, hopefully, when we hold our next meeting at EDPA ACCESS, you (and you know who you are) will participate. Special thanks to ExpoDisplays, Octanorm, Highmark, and Classic Exhibits for supporting and participating in the session. Yes, we are competitors, but we are also a community. Don’t let others chart your future and the tone of our segment.

Exhibit Design Awards

The Inaugural Exhibit Design Awards ceremony was held on Tuesday night, an event near and dear to my heart. I could do a blog on just that. What a great event! Special thanks to the entire team from EXHIBITOR Media Group. Especially Randy Acker and John Pavek. I personally appreciate that you took one company’s suggestion, truly listened to it, and then ran with it. I know this event will only grow to be bigger and better over the coming years. But for a first time event, you need to take a bow for a job very well done. Our industry is led by design on all levels, and to spend an evening celebrating the designs that are shaping the industry was a pure joy for me and the team from Classic. Finally, my congratulations to all the winners in all the categories. You have a reason to celebrate.

GlobalShop 2014

GlobalShop 2014 was happening right above EXHIBITOR this year. It ran from Tuesday thru Thursday. GlobalShop is a very different show for Classic. Those who came by to visit our booth can attest. We are a bit of an outlier in that world, but it is a market that continues to grow  for Classic. And we are seeing more and more distributors join us in that world.

The show was great, and since we do not sell direct, we focused on gathering leads for our distributors and finding new Retail Design partners. iPad Solutions, Charging Kiosks, SuperNova Lightboxes, and the new OTM Counter and Chairs were the stars.

That’s all I will say at this point on GlobalShop. Look for a separate blog. I think there are more and more opportunities for us all in that market.

Thanks

Overall, I want to say thanks to our entire team at Classic Exhibits. This past week provided huge challenges. Two shows to assemble/dismantle. Two booths to staff. Two clienteles to entertain (the easy part 🙂 ) .But as you can imagine, two of everything makes it more difficult at the shop/office. So to those who stayed back and manned the ships — THANK YOU!! We appreciate you covering for us all.

And to the staff that came to Vegas. Thanks again for making me so very proud to be a part of this great organization. We have a terrific family at Classic, and I hear from so many during the events that our “family” atmosphere really shines through at EXHIBITOR.

To all my industry friends and partners, all I can say is I wish we could spend more time together. A busy show means you get less and less time to spend with your partners at the show. But we all agree that’s a good sign for the industry. So let me say this — Our partners are a big part of the success we experience at Classic. Without you and your partnership, we would not be doing as well as we are. So thanks to you all.

Get some rest now that you’re home and more importantly get some quality time your families this weekend. They and you deserve it.

Be well.

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

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Why EXHIBITOR Matters (But Should It?)

March 15th, 2014 Mel White 4 COMMENTS

Each year, I have to remind myself why participating in EXHIBITOR matters. That may seem odd. After all, EXHIBITOR spends a mountain of cash listing all the reasons to attend. Who am I to argue with them. They know their audience. But, I still have to ask myself why should I attend? I’ve already gone at least fifteen times.

I’ve worked for three display manufacturers, and there have been years when I’ve questioned whether we should attend, let alone exhibit. I’ve seen competitors skip a year or two with “seemingly” few repercussions. Why should we build an exhibit just for EXHIBITOR and spend considerable cash at a show where we know all the players.

Then I remind myself (or Kevin reminds me), why EXHIBITOR matters to Classic Exhibits:

1. Our Distributors. We are a distributor-driven company. That’s how we sell our products. Yes, Reid and Jen visit our distributors throughout the year, and we hold Shared Knowledge University twice a year. That said . . . There’s no other event that brings more Classic Distributors to one place than EXHIBITOR. It’s our chance to see, learn, and share stories with them. My only regret, and I know many of you will groan when I say this, but I wish the hall hours were longer and at least one day longer. There’s just not enough time during those three days to spend quality time with each distributor. Inevitably, I leave the show knowing that I short-changed myself by not spending enough time with Distributor A, B, C, or D.

2. Our Employees. We’re in the trade show business, but that doesn’t mean we attend trade shows regularly. We don’t. We’re designing, project managing, and building exhibits. Then it ships to a show, and we never see it again. More often than not, we never see it in its final state with the graphics, products, flooring, A/V, etc. We miss that feedback and that experience. Attending EXHIBITOR allows many of our employees to immerse themselves in a trade show about trade shows. They see how our solutions differ from other builders or service providers. They get the opportunity to meet distributors face-to-face, often for the first time after working with them for years.

3. Products/Trends. Classic Exhibits is in a constant state of R&D. It’s rare that a week goes by that we don’t create an innovative solution either by necessity or by design. If it’s really important, we devote a Design Monday to it or we send a dedicated email broadcast. But, we’re smart enough to realize that your days are information intense and expecting you to internalize each and every new innovation is impractical. EXHIBITOR allows us to focus on those new ideas or products that we want to share with our distributors. Year after year, distributors tell me that they attend EXHIBITOR for one main reason — to see what’s new. And each year, I make a point to ask them what they saw “new” in the exhibit hall. I can’t tell you how many times I’ve heard, “Except for what Classic is showing, I’ve only seen one or two interesting ideas.” Honestly, I’m always shocked by this. Why would any manufacturer, builder, or service provider come to EXHIBITOR without NEW?

The Before Photo . . . In Progress

4. The Industry. This will sound sanctimonious. I’ve had conversations with suppliers, partners, or competitors who have told me they are not participating in the show. I could understand that if our industry had multiple shows each year . . . but we don’t. We have one. Then they’ll tell me that EXHIBITOR never really paid off for them. It didn’t create any new sales or find new distributors or identify any new suppliers. Folks, that’s clearly BULLSHIT or better yet, it tells me they don’t understand trade show marketing. You can’t be in the business of trade shows and not participate in trade shows. You can’t! Whenever a supplier, certainly one of considerable size and focus in our industry, tells me that they not only don’t exhibit at EXHIBITOR but they also rarely attend, then they are unlikely to win my business.

5. Social. Despite the long hours and the pressure, it’s fun. I always meet new people and see old friends. I get to hear all the gossip and speculate on this year or next year. The food is good. The parties are always memorable in so many ways. It’s always a roller coast ride of emotions, sights and sounds, and at least one experience that makes me happy I don’t live in Las Vegas year round. Our personal and business lives are pressure-packed and EXHIBITOR is (for me) an annual perk. It is work, but it never seems like work.

If you are attending EXHIBITOR, I’ll see you there. Get my attention if it’s during show hours. If not, let’s make arrangements to have a drink or a meal before or after show hours. For anyone not attending, we’ll do our best to share photos from EXHIBITOR in the blog.

Happy travels.

–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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