Posts Tagged ‘Classic Rental Solutions’
Our “Shared Success” Values
November 4th, 2015
COMMENTS
Stuck in the 90’s? Mullets, Trapper Keepers, Pagers, and Rentals
June 4th, 2015
3 COMMENTS
Recently, what I thought would be a simple, straight-forward conversation left me scratching my head. I was meeting with exhibit industry colleagues, and the topic turned to rentals. Admittedly, rentals shouldn’t be puzzling. Rentals have exploded at a rate 3 to 4 times faster than exhibit purchases since the recession. It’s a hot topic. What surprised me was the perception and the language used to define the exhibit rental landscape.
You would think the sales numbers would prompt a new approach. Yet, many industry professionals are still using assumptions that are — frankly — antiquated. What do I mean by that? Allow me to share the conversation.
“How often are customers asking you to design and quote a rental exhibit?”
Colleague 1: “Not often. It comes up if there’s a budget challenge, and the client is looking for alternatives. I’ll mention it then, but it’s not the first place I go.”
Colleague 2: “My experience is very different. I would say 30-50% of my conversations are about rentals and there’s a reason. After we talk about what they want to achieve with their exhibit marketing program, I’ll ask them, ‘Are you considering a purchase or a rental?’”
Colleague 1: “Why would you head in that direction? I don’t understand that logic.”
Colleague 2: “6-10 years ago, I wouldn’t have. The rental options were limited, but that’s changed depending on the exhibit house or manufacturer. Now most exhibitors can rent a design-centric inline or island that achieves their objectives at a cost anywhere from 30-50% less than a purchase depending on how many times they reuse the graphics. The exhibitor has to do their homework since some exhibit houses and general contractors will show rentals, but their designs are stale, can’t be customized, and are often dinged up and dirty.”
“How do you talk about costs when it comes to rentals?”
Colleague 1: “I use the 3 to 1 formula. If the customer plans to rent more than three times, then they should purchase it.”
Colleague 2: “I don’t mean to be rude, but we should finally bury that formula. It made sense when customers were purchasing simple portables like pop-ups or folding panel systems, or buying a fully custom exhibit. Anymore, my customers want to personalize the display and the message for each show. They are laser-focused on their current marketing goals and how to achieve it. In so many industries, the market moves too fast to repeat the same message year-after-year. Rentals, and hybrid rentals in particular, are ideal structures for this flexibility.”
Colleague 1: “You’ve given me an idea. Let me use a car analogy. When looking for a car, your choice used to be buying a new or used one. Now, you can buy or lease a car. The dealer welcomes either one. It’s simply a matter of what makes more sense to the customer’s lifestyle and pocketbook.”
Colleague 2: “Excellent analogy. So many exhibitors no longer want to own an exhibit. They don’t have a place to store or preview it. For others, their budgets are restricted so a well-defined monthly or annual expense makes more sense. Many, however, simply want the flexibility to change the design and graphics and not owning the display makes that easier.”
Do you have customers that rent and own an exhibit?
Colleague 2: I would say that’s the norm. They may own smaller properties, such as banner stands and inexpensive 10 ft. displays. They may also own a customized island. The other islands or inlines are often rentals. Or I’m seeing a blending where customers own an inline that perfectly reflects their branding, but they rent the counters, kiosks, charging stations, etc.
Colleague 1: I’ve been encountering something similar now that you mention it. I have companies coming to me for multiple counters, kiosks, or tablet stands for an event. They need stations for each product or customer/company interaction. Traditional event or show furniture doesn’t make sense.
Colleague 2: You’re right. There are suppliers that will rent 40 pedestals or 14 large monitor stands that are modular, attractive, and cost-effective. It would be silly for the client to purchase them. They want something professional, but they don’t want to own them after the event.
As you can see by the conversation, exhibit rental properties have changed, and customers are demanding displays that fit their budget, their objectives, and their branding requirements. This requires that exhibit professionals understand how to present rentals and that exhibitors are more aware of rentals as an option. Still have questions? Feel free to send me an email or give me a call.
–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.
[subscribe2]
Recently, what I thought would be a simple, straight-forward conversation left me scratching my head. I was meeting with exhibit industry colleagues, and the topic turned to rentals. Admittedly, rentals shouldn’t be puzzling. Rentals have exploded at a rate 3 to 4 times faster than exhibit purchases since the recession. It’s a hot topic. What surprised me was the perception and the language used to define the exhibit rental landscape.
You would think the sales numbers would prompt a new approach. Yet, many industry professionals are still using assumptions that are — frankly — antiquated. What do I mean by that? Allow me to share the conversation.
“How often are customers asking you to design and quote a rental exhibit?”
Colleague 1: “Not often. It comes up if there’s a budget challenge, and the client is looking for alternatives. I’ll mention it then, but it’s not the first place I go.”
Colleague 2: “My experience is very different. I would say 30-50% of my conversations are about rentals and there’s a reason. After we talk about what they want to achieve with their exhibit marketing program, I’ll ask them, ‘Are you considering a purchase or a rental?’”
Colleague 1: “Why would you head in that direction? I don’t understand that logic.”
Colleague 2: “6-10 years ago, I wouldn’t have. The rental options were limited, but that’s changed depending on the exhibit house or manufacturer. Now most exhibitors can rent a design-centric inline or island that achieves their objectives at a cost anywhere from 30-50% less than a purchase depending on how many times they reuse the graphics. The exhibitor has to do their homework since some exhibit houses and general contractors will show rentals, but their designs are stale, can’t be customized, and are often dinged up and dirty.”
“How do you talk about costs when it comes to rentals?”
Colleague 1: “I use the 3 to 1 formula. If the customer plans to rent more than three times, then they should purchase it.”
Colleague 2: “I don’t mean to be rude, but we should finally bury that formula. It made sense when customers were purchasing simple portables like pop-ups or folding panel systems, or buying a fully custom exhibit. Anymore, my customers want to personalize the display and the message for each show. They are laser-focused on their current marketing goals and how to achieve it. In so many industries, the market moves too fast to repeat the same message year-after-year. Rentals, and hybrid rentals in particular, are ideal structures for this flexibility.”
Colleague 1: “You’ve given me an idea. Let me use a car analogy. When looking for a car, your choice used to be buying a new or used one. Now, you can buy or lease a car. The dealer welcomes either one. It’s simply a matter of what makes more sense to the customer’s lifestyle and pocketbook.”
Colleague 2: “Excellent analogy. So many exhibitors no longer want to own an exhibit. They don’t have a place to store or preview it. For others, their budgets are restricted so a well-defined monthly or annual expense makes more sense. Many, however, simply want the flexibility to change the design and graphics and not owning the display makes that easier.”
Do you have customers that rent and own an exhibit?
Colleague 2: I would say that’s the norm. They may own smaller properties, such as banner stands and inexpensive 10 ft. displays. They may also own a customized island. The other islands or inlines are often rentals. Or I’m seeing a blending where customers own an inline that perfectly reflects their branding, but they rent the counters, kiosks, charging stations, etc.
Colleague 1: I’ve been encountering something similar now that you mention it. I have companies coming to me for multiple counters, kiosks, or tablet stands for an event. They need stations for each product or customer/company interaction. Traditional event or show furniture doesn’t make sense.
Colleague 2: You’re right. There are suppliers that will rent 40 pedestals or 14 large monitor stands that are modular, attractive, and cost-effective. It would be silly for the client to purchase them. They want something professional, but they don’t want to own them after the event.
As you can see by the conversation, exhibit rental properties have changed, and customers are demanding displays that fit their budget, their objectives, and their branding requirements. This requires that exhibit professionals understand how to present rentals and that exhibitors are more aware of rentals as an option. Still have questions? Feel free to send me an email or give me a call.
–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.
[subscribe2]
What Not to Eat in Your Trade Show Booth
May 5th, 2015
15 COMMENTS
Trade show experts tell us to never eat in the booth. It’s bad etiquette. From my experience, this arbitrary “food rule” is specific to North America. For example, at EuroShop, there was food everywhere, whether served to attendees or eaten by staffers. It’s time we dispense with this food hypocrisy. People are going to eat, so let’s agree on some guidelines. Some food is appropriate. Others not so much. Here are my suggestions of food never to eat/serve in your booth.
Anything Your Grandpa Would Take on a Fishing Trip
Potted meat, vienna sausages, sardines (in oil, tomato, or mustard sauce), saltines, and Milwaukee’s Best. Basically any canned meat sold at The Dollar Store and any beer that costs less than bottled water.
Any Regional Delicacy Eaten Mostly on a Dare
Rocky Mountain oysters, lutefisk, scrapple, geoduck, head cheese, turducken, chitlins, watergate salad, and chaudin. Plus, any meat you can’t typically buy at the supermarket (“Try these yummy rattlesnake nuggets!”).
Anything Served with Eyes
Fish, ducks, pigs, etc. If it’s hanging in the window of a Chinese restaurant in Chinatown, you may want to keep walking.
Anything Your Mother Had to Force You to Eat When You Were 10 Years Old
Brussels sprouts, kale, liver, venison, tongue, lima beans, spam, mystery casseroles, …. this list could be several pages long. Two more: Anything Served at the School Cafeteria on Friday or Anything Cooked by Your Weird Hippie Aunt.
Anything That Smells, Lingers, or Coats Your Fabric Graphics
Tuna fish, deviled ham, canned corned beef hash, bacon (sorry), garlic, onions, stinky French cheese, kimchi.
Anything in a Large Glass Jar Typically Found at a Bar
Pickled pigs feet, pickled eggs, pickled sausages… Heck, let’s make this easy and say anything pickled, except pickles.
Miscellaneous
- Poutine (french fries with brown gravy) — This food explains a lot about Canadians
- Spaghetti — There’s no graceful way to eat it, and you’re guaranteed to have a tomato sauce accident
- Sloppy Joes — Or any food with the word “sloppy” in the title
- Any Food That Turns Your Fingertips Orange
- Any Food Requiring Special Utensils to Consume
- Any Food Where You are Tempted to Lick Your Fingers and Then Wipe What’s Left on Your Pants
- Any Food That Makes You Gag When Eaten by the Guy Sitting Next to You on the Plane
Please add your suggestions. We all know that the more food that’s available on the show floor, the less we have to spend entertaining clients. I’m all for the day when a client says, “I’d love to go to that steakhouse, but I ate so much at the show I’m going to have to pass. Thanks anyway.”
No, thank you!!!
–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.
[subscribe2]
Trade show experts tell us to never eat in the booth. It’s bad etiquette. From my experience, this arbitrary “food rule” is specific to North America. For example, at EuroShop, there was food everywhere, whether served to attendees or eaten by staffers. It’s time we dispense with this food hypocrisy. People are going to eat, so let’s agree on some guidelines. Some food is appropriate. Others not so much. Here are my suggestions of food never to eat/serve in your booth.
Anything Your Grandpa Would Take on a Fishing Trip
Potted meat, vienna sausages, sardines (in oil, tomato, or mustard sauce), saltines, and Milwaukee’s Best. Basically any canned meat sold at The Dollar Store and any beer that costs less than bottled water.
Any Regional Delicacy Eaten Mostly on a Dare
Rocky Mountain oysters, lutefisk, scrapple, geoduck, head cheese, turducken, chitlins, watergate salad, and chaudin. Plus, any meat you can’t typically buy at the supermarket (“Try these yummy rattlesnake nuggets!”).
Anything Served with Eyes
Fish, ducks, pigs, etc. If it’s hanging in the window of a Chinese restaurant in Chinatown, you may want to keep walking.
Anything Your Mother Had to Force You to Eat When You Were 10 Years Old
Brussels sprouts, kale, liver, venison, tongue, lima beans, spam, mystery casseroles, …. this list could be several pages long. Two more: Anything Served at the School Cafeteria on Friday or Anything Cooked by Your Weird Hippie Aunt.
Anything That Smells, Lingers, or Coats Your Fabric Graphics
Tuna fish, deviled ham, canned corned beef hash, bacon (sorry), garlic, onions, stinky French cheese, kimchi.
Anything in a Large Glass Jar Typically Found at a Bar
Pickled pigs feet, pickled eggs, pickled sausages… Heck, let’s make this easy and say anything pickled, except pickles.
Miscellaneous
- Poutine (french fries with brown gravy) — This food explains a lot about Canadians
- Spaghetti — There’s no graceful way to eat it, and you’re guaranteed to have a tomato sauce accident
- Sloppy Joes — Or any food with the word “sloppy” in the title
- Any Food That Turns Your Fingertips Orange
- Any Food Requiring Special Utensils to Consume
- Any Food Where You are Tempted to Lick Your Fingers and Then Wipe What’s Left on Your Pants
- Any Food That Makes You Gag When Eaten by the Guy Sitting Next to You on the Plane
Please add your suggestions. We all know that the more food that’s available on the show floor, the less we have to spend entertaining clients. I’m all for the day when a client says, “I’d love to go to that steakhouse, but I ate so much at the show I’m going to have to pass. Thanks anyway.”
No, thank you!!!
–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.
[subscribe2]
Our Final Four vs. Your Final Four Challenge
March 16th, 2015
1 COMMENT
NETGEAR Showroom Tour at CES 2015
January 22nd, 2015
COMMENTS
This video, produced by NETGEAR, shows their 2015 CES Exhibit. Except for the tables in the hallway in the beginning, it’s entirely a Classic Rental Solutions exhibit. Thanks to Steve Riches at Laguna Displays for sharing and for the order. A pat on the back the the CRS Team. This is a terrific example of how they create customized solutions for Classic Distributors every single day.
For more information about Classic Rental Solutions, contact Jim Shelman (jshelman@classicexhibits.com).
.
This video, produced by NETGEAR, shows their 2015 CES Exhibit. Except for the tables in the hallway in the beginning, it’s entirely a Classic Rental Solutions exhibit. Thanks to Steve Riches at Laguna Displays for sharing and for the order. A pat on the back the the CRS Team. This is a terrific example of how they create customized solutions for Classic Distributors every single day.
For more information about Classic Rental Solutions, contact Jim Shelman (jshelman@classicexhibits.com).
.