ADM Two Exhibits & Displays is pleased to announce the latest addition to the team, Karen Mathis as the creative / special projects manager.

Karen has a Bachelors Degree in Fine Arts as well as a degree in Computer Graphics. She has over 18 years experience in graphic design and project management. In her role, she oversees the details of each element to ensure it meets the fundamental objectives throughout the scope of the project. Her diverse insight allows for fluid communications between multiple resources for efficient management. Her expertise in graphic design, project management and budgeting will ensure that individual projects track to the established budgets and schedules.

Karen worked at the Museum of Science & Industry while they installed two major permanent exhibits as well as many temporary ones. It was during her tenure here that she met the ADM Two team. Karen has also managed an art department where she coordinated with the production team to make sure work was completed on time.

“I love working for ADM Two because I get to use my creative side and I get to channel my need to be organized on projects,” says Karen of her new role at ADM Two. “I hope to use my design and management background to help ADM Two move to the forefront of the trade show and display business.”

ABOUT ADM Two

ADM Two was founded in 1983, and since then has emerged as a respected leader in exhibit design and fabrication. Serving an expansive range of clients throughout the museum, tradeshow, corporate, and retail industries, ADM Two continues to foster the deep appreciation for innovation and craftsmanship that the organization was founded on. For more information, visit www.admtwo.com.

Blog (Exhibit Insight), Custom Corporate Environment, Design, Staff

Trends in Corporate Interiors

2018-04-25 Tony Ricci

For 2018, changes in workplace environments will focus on how to attract employees during a tight labor market. And, research has shown that poor workplace design negatively impacts productivity. There are a wide-range of possibilities for new designs to capture the attention of new talent and keep current employees happy. We are thus seeing trends in 2018 go beyond functional workspaces to embrace collaboration in fun and unique environments.

Clean and Simple

When seeking new design elements, go geometric. It’s called Mid-Century Modern and is famous for its fashion-forward look and feel through clean lines, asymmetrical angles, and fun shapes and patterns. This motif has been catching on in the commercial property interior design industry for years.

There are many simple ways to bring this look into your offices. Start with area rugs, window treatments, light fixtures, and artwork. You can expand it to furniture, wall coverings, and room dividers that are more substantial ways of building upon this theme.

Activity-Based Working

Wireless and digital environments have changed how people work, and this has changed how we design workplace environments. Employees need different types of areas to complete tasks or have impromptu meetings. Large booths with high backs offer semi-private areas that encourage collaboration in smaller groups, while furniture arranged in circular patterns can promote community workspaces.

There is also a need for quiet zones to offset the added noise. These don’t have to be rooms with closed doors. The best places are in the corners of a large room. Anything that’s away from foot traffic and casual conversations.

Eco-Design

Natural materials for commercial designs have beautifully warm finishes. They bring the natural world inside. Even though these are simple and have a great look, we need to be conscious of how these materials are produced and sourced. For example, bamboo flooring is durable, beautiful, plus it is a renewable resource.

When considering interior lighting, natural light is best, but not always an option. To cut your monthly lighting expenses in half, consider migrating all of your lighting to LED bulbs. There are more LED lighting designs on the market today than ever before and many of them mimic natural light.

The goal of corporate interior design is to stand out and offer comfort away from home. ADM Two is a designer you can trust to reflect the true nature and personality of your business. We are experts on 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 corporate interiors.

Staff, Trade Show

Four Roles for Trade Show Booth Staff

2018-03-19 Susan Canonico

It takes months to plan a trade show, especially if it’s your first time. Industry experts suggest that the process starts 3 – 6 months in advance. This includes setting objectives and strategy, as well as the roles for everyone involved.

Not every member of your team will be at the trade show, so the ones that are going to be there need to have clearly defined roles. Their roles will present your brand in the most effective way through messages that compel attendees to learn more about your products and services.

Everyone Should Know their Roles

Prior to the show, all presentations and pitches should be practiced, and employees need to be trained or reminded of proper booth etiquette. Everyone should have access to a schedule that tells them what their role is and when.

There are four main roles in a trade show booth: Crowd Gatherers, Hosts, Presenters, and Lead Gatherers. Each role is critical to your success.

Crowd Gatherers

In order to engage attendees outside the booth, crowd gatherers ask qualifying questions to gauge interest. They are best positioned in the aisles near your booth to increase attention, especially with people who may not have noticed your booth.

Hosts

More than just a greeter, the host is often the first person who attendees interact with. They are brand ambassadors who scan show badges, hand out materials, and direct attendees toward their areas of interest.

Presenters

As a skilled public speaker, your presenter gives in-booth presentations and demonstrations. Their job is to engage with attendees enough to drive interest and sales.

Lead Gatherers

This role requires booth staff to ask more sales-focused questions to qualify leads for the salespeople. They need to be able to capture lead data and pass it on quickly. They are steeped in product knowledge and may be able to answer some technical questions.

For each trade show, you should know the flow of traffic, so positioning everyone will be more efficient. It’s best to see each role from the attendee’s perspective. Their first impression of your company is the design and layout of the booth, so it needs to be inviting and informative from a distance. 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), Marketing, Sales, Staff

Trade Show Business Development After the Show

2017-04-13 Tony Ricci

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), Staff, Trade Show

Trade Show Follow Through

2017-02-08 Susan Canonico

Good trade show follow through means meeting after the show to review with your colleagues.

The show is over. Everything is in storage, ready for the next event, and you’re back at the office. Now, it’s time to get your return on investment. You’ll need a good trade show follow through plan. Start with organizing all of the contacts and personal information, or notes taken during the show. These may have already been entered into your CRM. If you don’t have a database, then use a spreadsheet. Either way, it’s time to get in touch with these folks.

Here are 8 steps to follow through with all of your contacts and leads.

Bring everyone together: Each team member has information, too. It’s time to pool together their information. This is where you can assign order of importance for each lead. Timing is important, so don’t let those hot leads cool off.
Divvy up the work: A team meeting will get everyone on the same page and make the load manageable.
Practice your pitch: The sales pitch after a show should be easy to remember, quickly delivered and friendly. It also needs to be passed on and rehearsed.
Continue the conversation: Give them a call and try to reconnect, using the personal and professional notes from the show.
Connect on social media: Connections with show attendees grows your market reach and provides new-quality leads.
Marketing activities: One way to grab attention is to send e-newsletters with interesting content. This may include statistics on the trade show, who was in attendance, and anything that happened while there. You can sneak in a product announcement in there, as well.
Be respectful. There are ways to make negative impressions, such as being pushy and rude. Stay positive and maintain a respectful approach to garnering attention. Be respectful and be persistent, not aggressive.
Debriefing meeting: Sharing the success, shortcomings, and failures is a great way to improve for the next show. The only way to do this is to be honest and mission focused, leaving personal issues aside for the sake of the bigger picture.

One of the goals for every show is making it a positive experience for visitors to your booth, as well as your employees working there. Maybe it’s time to try something new, like technology and interactivity, to add to your experience. Some of the things on your list after your trade show follow through may take several months, such as additions to the booth or redesign. Plan your next show well in advance and you’ll be able to capitalize on the things you learned.

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), Staff

Trade Show Booth Demo – Showing Off Your Products

2016-06-15 Tony Ricci

Capture their attention with a trade show booth demo.

A trade show booth demo provides a great opportunity to attract attention to your company and make a lasting impression in the minds of attendees. Furthermore, you can showcase your product so that people can see it in action, which may lead to more sales. Below are some tips to doing great trade show booth demos.

Trade Show Booth Demo Tips and Tricks

Choose your best product to demo – bring your “A-Game!”
Use humor – people love to laugh, and if you can provide some entertainment to liven up their sometimes dull trade show experience, they are bound to remember your company.
Choose the right staff member – a good trade show booth demo requires a person who is comfortable being the center of attention, confident in their knowledge of the product, and funny (see above). The trade show booth demo person is almost an actor, a performer, a presenter. The outgoing personality type will do best at this job.
Use supporting materials and collateral to keep the conversation going – make sure that whoever is doing the product demo has something to give out to attendees who are interested – this could be anything from a brochure to a giveaway.
Run prize drawings to be announced during your presentation – people love free stuff and they love winning even more. Collect business cards to use in a raffle and choose a cool prize that is within your budget. Think of something useful to give away – perhaps even one of your products so that potential clients have the opportunity to try them out themselves.
Encourage audience participation – the presenter can ask that an audience member help with the demo, or try it themselves. Engaging the audience will make the experience memorable for everyone, and the person who is helping may be a prospect. Don’t miss an opportunity to connect with potential clients.
Use media for the trade show booth demo – people love screens and music. Use these to your advantage in your demo. Don’t overdo it with way too loud audio or busy video, but if you can seamlessly integrate music and visual cues into your demo, it could be the difference between a good presentation and a GREAT presentation.

These are just a few ideas to get you started in planning a trade show booth demo to showcase your products at your next trade show. If you need professional help with trade show booth design and fabrication, ADM Two staff are experts, 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 graphics.

Check out this trade show checklist to make preparing for your next show a little easier.

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

The Trade Show – A Blend of Business Development and Marketing

2016-05-11 Susan Canonico

Trade show booth by ADM Two.

Trade shows are an interesting part of the promotional mix, in that they are a blend of both business development and marketing. This means that you have the opportunity to capture several layers of the sales process in one event – something that doesn’t happen very often. We’d like to define business development and marketing in the context of a trade show to see how they are at very different stages of the sales cycle and how they can often overlap at trade shows.

Trade Show Marketing

Marketing can be defined as a promotional activity that targets a broad audience. In this case, trade shows are a perfect example. The broad audience consists of the trade show attendees, which can number in the hundreds and even thousands. Your booth design, giveaways, marketing collateral, and social media posts are geared towards attracting attendees, imparting your brand and services to the attendees, and compelling them to learn more. Even your staff is there mostly for informational purposes and to add a welcoming smile, friendly face, or a word of expertise.

Trade Show Business Development

Business development, on the other hand, is a personal, one on one interaction that is closer to the actual selling point. Business development activities include networking, writing proposals, responding to inquiries about services, and other interactions on an individual basis. These interactions are usually geared towards closing the sale or nurturing a relationship, so awareness of the brand and services has already been accomplished.

Now that the terms marketing and business development have been defined, it’s easier to see how marketing to a vast audience can turn into one on one business development at a trade show. It looks a bit like this:

Capturing Attention

Your trade show booth captures the attention of an attendee and they pay a visit. They stop and look at your graphics, maybe pick up a pamphlet and start perusing. By this point, one of your staff members should have spotted the visitor and should be greeting him, asking him “what can I do to help?” Now the interaction is one on one, but perhaps the person is just curious and wants to know more. Your staff member describes your company’s services, perhaps walking the prospect through a slideshow or other media. The interaction is now bordering on business development, and if the staff member is a skilled sales person, he or she will know how to either secure the prospect as a client or capture their interest enough to continue the conversation.

The skill of the staff member plays a large role in whether or not an interaction will become a business development activity. The line becomes blurred at some point and human interaction is the defining trait of business development. Marketing activities can be performed by websites, collateral, and media, business development can only be performed by a person.

We hope this helps to better prepare you for your next trade show. Trade show staffing is a valuable investment and works together with great design to 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 to get more information on trade show staffing.

Blog (Exhibit Insight), Staff, Trade Show

Trade Show Staffing – Five Trade Show Personalities

2016-03-30 Tony Ricci

Trade show staffing – these SMI staff-members are happy to be here.

Trade show staffing is one of the most important aspects of attending a trade show. Below are a couple of tips we have learned over the years, and which continue to apply today.

#1: The Complainer – Be prepared to handle a current or ex-client who has a bone to pick with your company. In fact, be prepared to turn that complaint into a gold star. We have learned that some of the best and most loyal clients are the ones that had a major issue that we resolved with flying colors. Take advantage of this seeming disadvantage.

#2: The Overworked Trade Show Booth Staff – Take breaks. Trade show days can be very long and if you’re standing all day or not eating, you won’t be performing at your optimal level – and that only means that you won’t be helping potential customers to the best of your ability.

#3: The Party Animal – We’ve all met this trade show attendee, the one who sees trade shows as a vacation. Don’t be that guy. Sure, you are probably in a new city, with lots of new things to see and do, but your number one motivation for being in that city is to represent your company. There is nothing worse than being on the trade show floor after a night of too much partying.

#4: The Robot – You are a representative of your company and should be telling your company’s story. Be interesting, be sincere. Smile warmly and mean it. If you find yourself getting tired and lackluster, take that break that we talked about in #2.

#5: The Clock-Watcher – Trade show days can be long, and at times the hours seem to creep by. Keep in mind that your company probably invested a large sum of money to attend the trade show, and though the hours may seem long and slow, they are actually quite limited. Take full advantage of the brief amount of time that you have at a trade show by always being present, alert, and available to customers. Checking your email or texting while in the booth sends the message – I’m bored and can’t wait for this to be over. Potential clients will flee from this negativity. Cell phone use should be limited to break time only.

Trade show staffing is a valuable investment. Successful trade show attendees pay attention to all the details, from staffing to technology to great design. 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 to get more information on trade show booth layout.

Blog (Exhibit Insight), Press Releases, Staff, Trade Show

ADM Two’s Tony Ricci to Speak About Tradeshow Marketing at Triangle Marketing Club in Raleigh

2016-03-16 Shannon Bennett

ADM Two senior account manager Tony Ricci will speak about maximizing ROI from tradeshow marketing at a Triangle Marketing Club event in Raleigh, NC on March 22, 2016.

TAMPA, Fla. (March 15, 2016) – ADM Two Exhibits & Displays’ senior account manager Tony Ricci will present lessons on how to maximize your company’s exposure and ROI using tradeshow marketing.

Tony has over 20 years in the exhibit industry. He has served in many capacities and comes to ADM Two from the wholesale side of the industry. Tony gained sales and marketing experience in direct display sales beginning in 1994, then moved into show management, event facility management, and more recently served as a regional account executive with a national graphics and hardware wholesaler.

“I always welcome the opportunity to share the insight and best practices as they apply to this industry that my peers, mentors and customers have taught me over the years. It is the best part of “networking” the shared knowledge base we all as professionals rely on to be informed consumers in our public and private lives.” said Tony Ricci.

About ADM Two

About Triangle Marketing Club

Triangle Marketing Club is an organization that is designed for marketers of all experience levels, from the entry level Marketing Assistant to the Chief Marketing Officer, everyone will walk away with either a new connection or a new idea to implement. It’s about every channel operating in harmony. For more information, visit www.trianglemarketingclub.com.