EXHIBITOR in my eyes: Gene Faut, President / Owner of 3D Exhibits

The first EXHIBITOR show I ever went to I was a newbie salesperson, the low-man on the totem pole where I was working.  What I remember the most of that first show was the atmosphere, the sites and sounds. My plate was full when it came to my time on the trade show floor and I worked so hard to only see minimal results, so the show itself wasn’t that memorable, but the experience was priceless. [ ... continue reading » ]

3D Exhibits’ Top 10 List From 2010

As 2010 comes to an end we wanted to take some time to reflect back on what an amazing year this has been!  As most  years  go in this industry the day to day operations seem to fly by without a moment’s notice. You work hard in collaborating with your clients in the  development of seamless programs but at times you forget to take a moment, stop and remember all that has occurred as we buzz through each day.

[ ... continue reading » ]

Small Firm Big Impact. How to make the most of a small budget.

Being a small fish in a big pond should not limit your abilities to create a successful trade show program. As the economy continues to grow, small companies will need to continue marketing themselves, more than ever before. We all know trade shows are an excellent place to start. [ ... continue reading » ]

The Importance of Assembling the Right Staff for a Show’s Success

What do the New York Yankees, the New Orleans Saints, or the Los Angeles Lakers all have in common? They are all champions in their respective sports but arguably they were the best teams. The definition of a team is a group of people with a full set of complementary skills required to complete a project. This same team concept can be applied when assembling your trade show team for an event.

I have been asked, “How do you choose the right team for each trade show?” This is an excellent question that has many variables.

One school of thought is work with people you have in the past. This helps to solve chemistry issues and you will know what each team member brings to the table. This concept works great, especially when you are executing show after show for a client whose needs are consistent each and every time.  But I would caution you not to assemble a team of clones. What makes a team work is its diversity and how everyone complements each others skills.
Here are my tips for assembling the right team:

• Review the scope of service and which skills are required for the program
• Develop an activation, timeline and design plan
• Use the plan as a roadmap, knowing the execution of the program can help you determine how many individuals are needed for your team
• Specify skill sets, if you know the program is going to be very technology-heavy make sure you have the right tech not only on-site but in all the planning meeting
• Determine roles and responsibilities. This will help everyone understand their role on the team and the project
• Remember to choose your team based on the criteria of the project and your goals

Remember even though you find the right people with the right skills doesn’t always mean you will find team success. A good team starts with a good leader. This person will be instrumental in leading the team to successfully achieve project goals.

What steps do you take assemble a team? Where do you start when looking to build your team?

The Importance of Choosing the Most Qualified Sales Force for Your Company

Your sales team can be the lifeblood for your company. They are the face and voice of your company each and everyday.  In today’s economy, a good sales team is now more important than ever. The days of selling-in a program, handing off the project to a team member, and moving on to the next sale are gone. Today, a sales team must take the time to know and understand what each customer’s needs are; to build a long standing relationship. This is extremely important in the trade show industry. Here at 3D Exhibits, we have stated before that no two clients or programs are the same.

A good sales team goes beyond the traditional traits, such as motivated, good leads or connections and past experience. These are all important traits,  however a great sales person must posses more. Otherwise you will be hearing the same-old sales pitch, and the sales person will not grow as the company evolves to meet the ever changing indsutry needs.

Here are some of the key traits I look for in a sales team.

• Bridging the Gap: A good sales person will provide other internal departments with the information and resources required to develop a successful program.
• Client Retention: Turning every client into a lifetime client is the goal for any business. Remember it is far easier to keep and nurture current clients than to gain new clients.
• Personality: This seems like a given but it is key to establishing relationships. I am not saying all salesmen have to be the “Life of the Party,” but the sales life cycle can drag out for an extended period. I have seen successful sales people with the following personality traits:
  • Dedication
  • Integrity
  • Passion
  • Creativity
• Understands the market: This is key in the trade show industry. Our clients’ needs are ever-changing, whether it be incorporating new technology, exhibiting internationally, or developing custom programming. Creatively thinking how clients fit into the market can be the key to landing a new account.
• Think like the client: This is important because you need to know and understand a client’s problems or needs in order to provide them with the right solution.

A good sales staff focuses on the same common goal and with a company strategy to guide them. The key is setting clear expectations, providing support and dedicated commitment from management.

What are your key traits for a good sales team? What do you look for in a sales person for your team?