The planning you do before a the event will make trade show business development after the show that much easier. Your schedule may be booked solid with covering your booth, scheduled meetings and impromptu ones, but you still need to find time to engage with show presenters and speakers. Through their contacts, these people can grow your business network or provide you with direction when you need it. This is a major step in trade show business development that is often forgotten because of the hustle and bustle of the show itself.

While your team is reaching out to all of the leads made during the show, here are three things you can do to further develop new business and grow your network:

Press Releases

You’ve sent the pre-show release to let everyone know where you’ll be, now it’s time to send out a release that speaks to the success of the show. This should share something fun and innovative that was learned from the trade show. You could even go a step further and briefly interview one of the speakers, using a quote or two from them.

Reach out to the Speakers

You’ve listened to the speakers at the trade show and possibly found a couple that can really help your business. Presenters need you to spread the word about them as much as you may need their insight or network. Reach out to them, either by sending a quick email or a phone call to say hello. Try to remind them of who you are, then ask a question or ask for insight into a problem.

Host meetings

The show is over, but you have gathered a lot of leads and new contacts. Drill down into their info and see if these people are concentrated in certain areas. If you met 30 people from New Orleans, then it’s a good bet holding a gathering in New Orleans may develop new business. Or, host a mini-conference at your corporate office, where local leads can gather and discuss business. This feels like a continuation of the show and you’ll have more to talk about when next year’s show comes around.

The benefits of a trade event can go beyond generating sales leads. Growing your knowledge base and network is very important for trade show business development. And, some of the best public relations or benefits to your current clients is sharing what you learned at the show. When you create benefits that go beyond your product offerings, word will quickly spread about your business as being a reliable and credible source for products, services, and support.

ADM Two staff are experts on display design and fabrication, so give us a call at (813) 887-1960 and one of our knowledgeable staff can assist you with your display, no matter where your event takes place. Also, check out some of our other articles to get more information on trade show booth layout, trade show graphics, and etiquette.

Blog (Exhibit Insight), Sales, Staff, Trade Show

Trade Show Selling Tips

2016-10-20 Tony Ricci

Trade shows can be enjoyable events, a chance to escape the office, and visit a new city. However, when you are choosing your trade show staff, make sure they are committed to the main goal of the trade show – selling. Trade show selling is an art, just like any other type of business development. The goal should always be closing, but the trade show is also a great way to introduce your company in an impactful way and show off your best faces. Below are some tips to put your best trade show selling foot forward.

Choose staff wisely – the office party guy may be fun to be around, but is he there to have fun or to sell? Attending trade shows is an honor, and the office party guy may not be the honorable choice.
Scrutinize prospects – not every person that walks up to your booth is a serious buyer, or even a buyer at all. Sometimes people attend trade shows just for fun, to get out of the office, etc. It’s almost as if some trade show attendees are wired to pretend that they care so that they can get the free stuff. Beware of these, know how to read them, and don’t waste your time with them – during the show, and definitely not after the show. If they’ve got a stack of brochures, bags and a lot of giveaways, chances are they are not a qualified buyer. Another prospect who is not a good lead is someone who is in an area you do not serve or is not in a position to make a decision, so make sure to ask the right questions.
To follow up with the previous point, don’t have your giveaways and brochures on display for just anyone to take. If you control the giveaways and materials, not just any person can take them. This is a great way to save money on materials.
If you do find a qualified prospect, schedule the appointment now. Why wait until after the show? The connection is fresh in both of your minds, so get on their calendar immediately.
The best way to sell is to be quiet, ask the right questions, and then be prepared to listen with presence to the problems of your potential clients. Forget about your perfectly prepared pitch. People are buying for their reasons, not for reasons given to them by you.
Stop treating your prospects like prey. Don’t be so aggressive – that’s for predators. Be warm and welcoming, respect boundaries, and don’t scare people away.
On the other hand, you cannot be passive either. Don’t just collect names and business cards. Staff should be proactively talking (and listening) to every person who walks into the booth.
Follow up and keep in touch with qualified prospects.

Trade show selling is an important aspect of any trade show marketing. It’s an opportunity to put your best sales people in front of a lot of prospects, but proper training in etiquette practices and trade show selling will help you get the most bang for your buck. Check out some other articles about trade show attendance here.

We hope this helps to better prepare you for your next tradeshow. Trade shows are a valuable investment and can create a lasting impression on your prospective clients. ADM Two are experts at trade show booth design and fabrication, so give us a call at (813) 887-1960. One of our knowledgeable staff can assist you with your trade show needs. Also, check out some of our other articles for more trade show terminology and to get more information on trade show booth layout and trade show staffing.

Blog (Exhibit Insight), Sales, Staff

Who, What, Where?

2015-06-18 Tony Ricci

Since joining ADM Two just a short while ago, one of the most frequent initial questions I get is “just what does ADM stand for anyway?”

Well, ADM Two does not stand for “A Daily Meditation,” although in this industry that is not a bad idea. It would, however, be more honest to say, “I was just resting my eyes.” We all know that sleep is practically a commodity these days.

“A Daily Meditation” or “I was just resting my eyes.”

No, it is much simpler than that. The name ADM is a straight-forward philosophy where A = Art, D = Design, and M = Media. It is indicative of the foundation of quality upon which our customers’ vision is fabricated.

Thinking strategically from concept to development to production, Art-Design-Media is simply a way to ensure the key elements of any compelling display or environment project will be employed, ensuring that “wow” factor we are all striving for in this business.

Take a few moments to consider what happens at our facility in Tampa each and every day. The challenges ADM staffers tackle will be met with passion, knowledge, and teamwork. Each member of our team understands that the achievement of a project’s objectives, both aesthetic and esoteric, is the core of the work we do. This core, first realized at ADM in 1983, is our key to delivering a successful project.

Furthermore, our ability to stay relevant in the latest tools and technology is the frame surrounding our core, the pillar that reinforces our aesthetic sensibilities. We stay on the cutting edge of emerging tech and constantly strive, in this ever-evolving world of technology, to keep our clients in the know as well. In short, we “share the love.”

In my new role at ADM Two, I look forward to contributing to that core that ADM Two has developed, and to sharing in the realization of our clients’ vision with each and every project.

Now, about that “Two” part… to be continued.

Blog (Exhibit Insight), Branding, Marketing, Sales, Staff

Trade Show Booth Staff Etiquette: Good First Impressions

2015-04-29 Nikki Devereux

PCSU Staff dressed to the nines in their company colors, making a great first impression.

Your trade show booth is all ready to go – you have a beautiful design, impeccable marketing materials, and engaging presentations. Now you have to make sure that it all runs smoothly by selecting your trade show booth staff. Your trade show booth staff is as important as the design of the display itself. Below are some trade show booth etiquette tips that will ensure your staff creates the right atmosphere for your potential and existing clients.

Proper trade show booth etiquette starts with well-trained, knowledgeable staff. Staff should be experts who can field the variety of questions that will inevitably arise during a trade show. They should demonstrate a genuine belief in the product, and they should be trained on the do’s and don’ts of trade show booth etiquette.
Set goals for your trade show booth staff. The goals should adhere to the overall marketing goals of the company.
Good listening skills are key to excellent trade show booth etiquette. People like to be heard. If your trade show booth staff are empathetic listeners, they may be able to help a prospective client in a way that no one else can, and this will make a lasting imprint in the mind of the client.
Your trade show booth staff should be stellar hosts. If your trade show booth is the party, the staff should be the life of it. They should be warm and friendly, but not overwhelming. You don’t want to scare attendees away, but rather, make them feel comfortable and welcome.
Avoid drama. Your trade show booth staff are there to work, so keeping a professional demeanor is of utmost importance. There are business opportunities everywhere, both inside the trade show space and outside, so trade show booth staff should conduct themselves with grace no matter where they are or when. At larger events, it is possible that you may be seated beside a potential client at a restaurant or even on the plane. Practicing discretion at all times is paramount to maintaining a clean, respectable public image.
Proper attire is required at all times. Your trade show booth staff’s appearance will send as clear a message as the trade show display itself. Staff should look polished and professional during the show and after hours. Remember, you never know when you are going to run into a potential customer. You may even want to design articles of clothing sporting the company logo for after hours.
Party time should be kept to a minimum. Trade shows can be fun, especially if the event is in a city with an exciting night life. While it is okay for your trade show booth staff to have a good time, they should also practice restraint. Facilitate this by creating a set of company guidelines for trade show booth staff regarding after hours conduct and alcohol consumption.

Trade show booth etiquette is a key component of a successful trade show campaign, and works symbiotically with the design element. ADM Two staff are experts on trade show display design, so give us a call at (813) 887-1960, and one of our staff can assist you with your display needs. Also, check out some of our other articles to get ideas for trade show display design and graphics.

Blog (Exhibit Insight), Branding, Marketing, Sales, Staff, Technology, Trade Show

Trade Show Graphics: The Foundation of Trade Show Booth Design

2015-04-10 Nikki Devereux

Trade show graphics are a fundamental part of your trade show booth design. With this in mind, think about hiring a graphic designer who specializes in trade show booth graphics. This person will have a better understanding of the dynamic nature of trade show display design, and you can work with them to create a comprehensive set of trade show graphics that flow throughout your entire display.

Having a clear, straightforward goal and message is the first step to great trade show booth design. “At ADM Two, we love working with trade show graphics designers. They help make the process a lot smoother, and the clients tend to be happier with the final product,” says Susan Canonico.

Trade Show Graphics Tips

Create a dynamic experience for your potential customers using some of the below tips.

Remember every level – There are multiple points of view in every trade show booth, from floor level to eye level to higher up. Place important information higher up on trade show banners so people can see them from across the room. This is your first opportunity to draw attention to your trade show display, so make it big – and impressive.
Avoid clutter and too much information – People have short attention spans and no one likes to look at a cluttered page. Keep it simple and to the point by getting your message across in less than 15 seconds.
High quality graphics – Make sure all images are of the highest quality. If the images on your trade show banners are blurry or pixelated, this will look amateur or careless. No one wants to work with a careless person.
Measure – Be sure to measure everything. If your graphics aren’t the right size for the monitor or trade show banners, they may get distorted or cut off. Even amazing graphics can look terrible if they are displayed on the wrong size monitor.
Color – Colorful, vibrant trade show graphics can be a major asset to the overall feel of your trade show display. Make sure they are printing correctly, they don’t clash, and they aren’t overwhelming. This is where a professional trade show graphics designer will be essential. He or she can help decide a color scheme that will align with your goals and your brand.
Font – A font sends a message before the person is even finished reading the message itself. Don’t overdo it, and make sure to choose a font that sends the right message. Graphic designers are great at this.
Impact – You want your trade show graphics to have an impact on attendees. Work with your graphic designer to make sure you are standing out from the crowd.

The graphics for this trade show booth are colorful and emphasize the company’s brand.

Creating an exciting and engaging trade show booth starts with great trade show graphics and booth design. ADM Two staff are experts on trade show displays, so give us a call at (813) 887-1960, and one of our knowledgeable staff can assist you with your display needs. Also, check out some of our other articles to get more information on trade show booth design, lighting and etiquette.

Awards, Blog (Exhibit Insight), Branding, Custom, Marketing, Sales, Technology, Trade Show

ADM Two wins ADDY Award for Helios custom trade show booth

2015-03-12 Shannon Bennett

Tampa Bay’s premier exhibit display company adds American Advertising Award to the trophy shelf

ADM Two, a Tampa Bay-based trade show and museum exhibit company, earned a silver ADDY at the American Advertising Federation Awards held by the local chapter on February 26 at Port Tampa Bay. The ADM Two team was recognized for the custom trade show booth designed and built for Helios, a workers’ compensation pharmacy benefit management company.

“Our goal was to create a contemporary and clean, yet inviting environment for our 600-square foot space at the 2014 National Workers’ Compensation & Disability Conference,” stated Sarah Berger, VP of Marketing for Helios. “ADM Two collaborated with us to meet our visual and functional objectives and help us realize this vision.”

The final 20’x30’ booth design includes two vertical towers that provide height along with a feature canopy that spanned the booth space in Helios orange. The space features a welcome area, casual white seating, a private meeting room for quiet one-on-one discussions, and a rollable wood floor to finish the sustainable and inviting look Helios wanted in order to stand out at the show.

“We understand that companies are on strict budgets but still need to make an impact at trade shows,” said Shannon Bennett, ADM Two’s vice president of sales and marketing. “By repurposing existing components, refreshing them with new treatments, selecting cost-efficient finishes, and keeping the design simple, we were able to produce the Helios trade show booth for half of the industry’s standard square foot price. While we are proud to win the ADDY, we are more pleased that our design worked for our client.”

About Helios

Helios brings the focus of workers’ compensation and auto no-fault pharmacy benefit management, ancillary services, and settlement solutions back to where it belongs—the injured person. This comes with a passion and intensity on delivering value beyond just the transactional savings for which we excel. To learn how our creative and innovative tools, expertise, and industry leadership can help your business shine, visit www.HeliosComp.com or call 877.275.7674.

About ADM Two

Founded in 1983, ADM Two Exhibits & Displays is a trade show and museum display company that specializes in custom design and fabrication. Our 39,650 square foot design center and workshop is located in the airport district of Tampa with easy access to major cities throughout the Southeast. Services include sales and custom manufacturing of trade show booths, museum exhibits, corporate interiors and retail showrooms. For additional information, please visit www.admtwo.com or call 813.887.1960.

Blog (Exhibit Insight), Branding, Marketing, Sales, Technology

Custom Rentals

2014-04-04 exhibitinsight

Why you should consider renting custom furnishings for your next trade show

The word “custom” implies something personally crafted; something designed specifically for you, with your needs and desires in mind. “Rental” on the other hand, can bring to mind expressions such as temporary, generic, standard and basic. In a world where furnishing trends change every year and marketing targets can shift with a popular tweet, it stands to reason that the new “custom” might actually be a “custom rental”.

Here are three reasons to consider a Custom Rental for your next show:

1. Not Your Generic Show Rental

Choosing a “custom rental” is significantly more than selecting a few pieces for your booth from a GSC. The pieces available through these resources are frequently basic and predictable. Exhibit houses that provide custom work are often your best resource for rental furniture. They stay current on the trends and know how to make your booth look custom, even on a rental budget.

2. Perfect for Establishing Function

Rather than contemplating the look you would like to establish for your booth, try considering the function first. What do you want your visitors to do? How do you want them to feel? An educational setting might call for a more structured space with tabletops and hard surfaces for jotting down notes or perusing sales literature. If your desired goal is to encourage visitors to socialize, plush armchairs and comfy love seats can create an inviting space. The pieces within your booth can determine the function of your space, while the flexibility of a custom rental allows you to maintain the branded continuity of your space while adapting the functionality show to show, as needed.

3. Budget Options

Depending on your company’s budgetary guidelines, rental furniture can be listed as a per-show cost compared to an upfront cost. Per-show costs can often be expensed and evaluated for cost-effectiveness. Rental furniture doesn’t have to be stored, cleaned, or refurbished by the renter, thus cutting down a significant number of fees associated with a custom purchase.

Blog (Exhibit Insight), Branding, Marketing, Sales, Staff

The Importance of the Front Desk

2014-02-04 exhibitinsight

You may have heard of the marketing expression for one of the largest grocery store chains, “Publix – where shopping is a pleasure”. I, personally, enjoy shopping at Publix because it truly is a pleasure when I am acknowledged as a valued shopper and greeted with a smile when going through the checkout line. The friendly greeting that is offered and the genuine interest and eye contact is so refreshing!

Whether you are shopping for food at a large grocery store or walking into a company where you are greeted by a person at the front desk, your level of satisfaction and entire experience can be made or destroyed by the method in which you are acknowledged. It is critical to ensure that your front desk has the right person sitting behind the desk at all times. Secretary, receptionist, administrative assistant or office manager are just a few titles that are assigned to this critical position. The employee sitting at the front desk most often helps set the tone for your clients’ visit and can turn away potential clients with just a few ill-chosen words or make them feel they have truly come to the right place for their needs.

A front desk employee with a friendly disposition and a genuinely eager-to-help attitude in any company (large or small) is vital to its’ overall success. This person is the face of the company whether it’s through answering in-coming calls, placing calls to clients or ensuring that everyone walking through the front door is greeted in a positive and welcoming manner. Providing eye contact lets them know they are special and that it matters that they walked through your doors. The same holds true for when they leave your offices. The time they spent at your business and the manner in which they are acknowledged upon departing makes a lasting impression.

Just as important as the fashion in which your clients and guests are greeted, is the knowledge that the person at the front desk is equipped with about your business. Whether greeting a vendor stopping in to drop off a business card or guests who are inquiring about your products and services, this person has to be able to provide clear direction and offer valuable assistance in a confident and timely manner.

Blog (Exhibit Insight), Branding, Marketing, Sales, Technology

Five Reasons You Should be InTouch This 2014 Trade Show Season

2013-12-19 exhibitinsight

InTouch is the revolutionary line of products that creates a fully interactive and engaging experience for your trade show visitors.

The major component of this system: an attractive, resilient, touch table, comes with plenty of technical support and can not only demonstrate your products and services in a unique, engaging format, it can interact with all social media outlets, create back-end reports and metrics, and draw visitors to your booth.

You need this InTouch system in 2014 because:

It provides you with detailed attendee analytics. You can ensure your ROI by evaluating the quality of leads, not just the quantity. Who you spoke to, where their interests lie, etc; this information is now available to you with this technology!
No longer are you confined to simply demonstrating products and services. You can integrate interesting and engaging surveys as well as connect socially with your guests on multiple platforms.
InTouch empowers you to show all your digital assets in one place. Imagine never having to tote and unpack boxes of brochures, drawings, photos, videos, and video equipment.
The work is done. The technology is there. InTouch will integrate your information in a highly developed, sophisticated manner that has already been proven successful.
InTouch can be purchased or rented. Not sure if you’re ready to commit to this amazing opportunity? Rent this system for a trade show, lobby, conference room, or function. It’s a no-brainer. You will love it so much you will be ready to rent it again or purchase one out-right.

There are many trends in the exhibit industry that integrate technology. This particular one interests us because it is proven, supported and reasonably priced. If you are looking to develop your brand to its fullest in 2014, take a look at this engaging, revolutionary product line.

Blog (Exhibit Insight), Branding, Marketing, Sales

It’s About the Nail: How to figure out what your client REALLY wants.

2013-10-01 exhibitinsight

A humorous and socially germane video has been circulating social media sites. If you haven’t seen it, it’s worth a quick view (click on the picture above) and will most likely provide you with a chuckle or two. In the video, a woman speaks to a man about the problems in her life. As the camera pans out, you realize that the woman has a nail sticking out of her forehead. The man repeatedly tries to point out this nail in her forehead as the source of her irritation. This causes her to snap sharply: “It’s not about the nail”. She accuses him of trying to fix everything without really listening and understanding what her problems are.

The relationship of client/service provider can be equally complicated. How much a service provider can read into a client’s true needs and desires is often the make-it or-break it-moment for the business relationship. So how does one know whether or not it’s about the nail and if the nail should even be pointed out? Here are some suggestions:

1. Have a Nail Identification Plan that tactfully includes services beyond what you offer.

In the world of marketing materials some clients don’t like your product because their message is ineffective. No matter how much you provide them great stuff or dress up their idea, there is no fixing the overriding problem: their message isn’t working for them. Asking specific, guided questions can help identify problems that might need addressing prior to your involvement. It also shows that you care about the whole company brand and not simply your portion of it.

2. Listen, Really Listen

This may sound like a no-brainer but can actually be quite difficult when trying to close a sale. Often we come to the table with products, campaigns or services that have worked successfully in the past for other clients. While these might be items we are comfortable with, they may not be the best solution for every specific situation. Find out a client’s needs and consider asking them for the time to research solutions that will be best for them. They will appreciate being heard and you might discover some new items to add to your portfolio

3. Know When to Agree and Stay Silent

Sometimes a client doesn’t realize they have a nail in their forehead or, if they do, they certainly don’t want to hear about it. I have been in many meetings where a client is painfully set on what they want from their provider and closed off to any creative suggestions, no matter how horrid their current idea is. Although this can be extremely frustrating, if it doesn’t compromise your artistic integrity, give them what they want and let them ignore the nail.

So whether it is developing a general survey to identify a client’s needs prior to meeting or simply taking the time to read them face-to-face and react appropriately; it’s worth the relationship to handle the nail, with care.