Adventures in Sales: Part 1

Adventures in Sales: Part 1

We were so happy to welcome the students that took part in BNSME’s Student Day on Monday, October 26th. Here’s a recap from one of the participants!

Genesee Community College Blog

This past Monday, three other students and I had the opportunity to attend the Buffalo Niagara Sales & Marketing Executives Student Day. Professor Dudkowski selected Kourtney Shearer, Danielle Board, Taylor Tracy, and myself to attend a day long conference, which included a choice of one of three tours, a special presentation by Bill Knoche, a networking opportunity, and a dinner presentation with Marc Adler. In order to do this amazing day justice, I have decided to split the blog post into three separate posts and will be sharing the rest of our amazing experience throughout the week.

Our day started off at 1:30 with a tour and the three tours we were able to select from were IIMAK, FB Display & Designs, and Rigidized Metals Corportation. IIMAK, a manufacturer of printing, imaging and marking consumable products with 1,000 employees worldwide. Headquartered in Amherst, New York, with additional manufacturing, distribution and sales operations in Belgium…

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Out with the Old… In with the New [Website]

FB Displays & Designs New Homepage
FB Displays & Designs New Homepage

After many months of research, planning, design & coding, we, at FBD2, are very excited to announce the launch of our new website!

The new site is now live and is located at the same address, http://www.displaysanddesigns.com. We’re happy to share this new design with you, and hope that you will take time to visit & enjoy all the changes.

Our process of creating the new website started several months ago, when we defined our goals and how to best achieve them. Here are a few examples of this effort and what strategies we employed:

 

Results-Oriented

Our top priority for the new layout of our website was a design that allowed our clients the ability to easily find display solutions to meet their individual needs. To this end, we retooled the most prominent section of our website, creating the “Display Solutions” page, with subsections that focus on the priorities and needs for exhibiting at trade shows and recruiting fairs, in museums and outdoor events. We concluded that by showing examples of the most relevant designs, our visitors will have the best possible experience.

 

Engagement

Another significant area that needed improvement was providing a more engaging and rewarding experience for our visitors. To achieve this, we curated content that appears at the bottom of many of the pages, pointing visitors to additional articles or actions that may be of interest to them. In addition, we tried to use a greater proportion of “real life” photos to show how the displays we produce actually appear on the trade show floor, in a museum and at an outdoor event.

 

Simplicity

After we addressed our major goals, we focused on improving the site as a whole. We felt that our old website had become cluttered, suffering from a lack of focus. To correct this, we pared down the extraneous pages on our site, and streamlined our menu whereby all visitors can reach the content they’re looking for in two-or-less clicks/taps.

 

Quality Content

Simplifying our site was not enough by itself. We had to make sure the information presented would be the most helpful to our current & potential clients. We decided to remove large portions of complicated text and small, ineffective icons. These have been replaced with larger, more visually appealing images and descriptions that are more direct and succinct.

 

Although our everyday focus is on the design & production of trade show displays, our design team is experienced in a variety of graphic design services, including creating logos/branding, brochures, and in this instance, web design. As these services are completed in-house, the same quality and attention to detail that goes into our displays is carried through to all our design projects.

Ultimately, it is our hope that you find this new site more engaging. We think we have met that goal, but we would love to hear your feedback! If you think there are pages/areas that could be improved, or if there are topics you would like to learn more about, please leave a comment below!

 

 

FB Displays and Designs trade show display

Our New, Crowdsourced Design

Our 4 Final Concepts for Our New Trade Show Display
Our 4 Final Concepts for Our New Trade Show Display

 

We at FB Displays & Designs recently had an opportunity to interact with our clients in a unique way. In preparation of our participation at a few trade shows, our creative team (which is all of us) wanted new graphics to be used on one of our trade show displays. After several weeks of brainstorming & designing, we came up with ten concepts. Over the following week, we narrowed it down to four contenders. We came to the conclusion that everyone on our team liked all four finalists. With only a week until our first event, what were we to do?

 

This is where our story takes a creative twist: we decided to crowdsource our decision.* We sent an email to all of our clients & posted a poll on our social media sites, inviting our clients & followers to vote for their favorite concept.

 

We were pleasantly surprised by the high participation rate from our fans. In the end, there was a clear winner, (Design #1,) which we produced straightaway. Here’s how the vote totals broke down:

 

Design #1: 55%

Design #2: 17%

Design #3: 17%

Design #4: 11%

 

While Design #1 was the crowd favorite, #’s 2, 3 and 4 received the most passionate responses, including the following:

 

“For me # 4 is your best bet. It’s the most arresting/cool/ “check this out!” display in my opinion. And the words are not fighting with the background.”

 

I can’t automatically put 2 & 4 in a category or stereotype them because though my mind may try to find a file for them…when it can’t…I have to stop to think about what does this mean. My favorite is 2- just more gusto, spunk and power.”

 

We are thrilled to report that our experiment was a success. The amount of votes we received exceeded our expectations, and the feedback was an added bonus. And the rest, as they say, is history. At the SBA Expo on May 13th, we unveiled our new trade show display as chosen by our wonderful fans.

 

FB Displays Trade Show Booth
Our New Trade Show Display

 

 

Do you have an interesting story to tell us about your own design experience? We’d love to hear it-Please leave a comment, below. And to see more designs created by our team, visit our project gallery.

 

* Trained professionals performed this stunt. Don’t try it at home.

 

Written by Bill Henecke, Graphic Designer for FB Displays & Designs, Inc.

FB Displays and Designs trade show display

The Five “L’s” of Exhibit Success

The 5 L's of Exhibit Success
The Five “L’s” of Exhibit Success
Photo Courtesy of Flickr

As I was cleaning my office the other day, I came across an article in Trade Show Week that was written almost 20 years ago by Michael Falkowitz, who, at that time, was Sales Development Manager at Nabisco.

Although it was printed some time ago, I would like to share a few lines of timeless advice from that article.

Following are five principles that will ensure both exhibit and job success:

* Learn:

Never stop learning.  The huge technical development that can be [attained] at trade shows is one example of the reasons why exhibit managers must continue to learn. Being a successful exhibit manager will involve knowing and applying this ever-evolving technology.

* Love:

Maintain a positive attitude even in stressful times. Respond to all inquiries. Ours is a communication business. It is rude [to] not respond to phone calls. Know everything there is to know about your company, and go the extra mile, no matter what task you face.

* Laugh:

Keeping a sense of humor can see you through stressful periods and make your- and your team members’- jobs much easier.

* Labor:

Like going the extra mile, doing the best possible job will help make your exhibit the center of attention. Hard work and sacrifice are part of the job.

* Leave:

When the show is done, it’s time to take back what you have learned and start applying those principles to the next trade show.

In closing, it is important to remember that a tradeshow display is not a museum. It’s a billboard, a time-compressed live marketing event and a communication process. Creating an exhibit that’s the center of attention is a matter of taking advantage of those features creatively.

Written by Francine Brooks, President of FB Displays & Designs, Inc.

Use Words to Attract your Audience

Use Words to Attract your Audience to your Trade Show Booth

Every word can have a positive or negative impact on your marketing efforts, especially at trade shows… whether you are creating large graphics, sales material, pre-show marketing campaigns, or talking directly with a prospect.

Since exhibitors have less than 6 seconds to attract attendees to their booth, consistently choosing the “right” words becomes very important.

Below are a few proven marketing words to help you communicate more effectively and accomplish your goals at your next trade show.

#1: “YOU”

This is one of the most important words. Using the word “you” makes it easier to connect to your target audience and draw a direct line from your products/services to how they can provide a solution to your potential clients.

Selling is never about products or services.  It’s about the benefits that are meaningful to your target audience.

#2: “SAFE”

Whether you are dealing with money, health, personal well-being, technology or manufacturing, touting the safety of your product or service is important.

Potential clients do not want to take high risks to address challenges or needs with which they are already dealing. They want a trustworthy, easy solution so they can stop worrying.

#3: “RESULTS”

It is important for prospects to connect your product or service with the results they are hoping to achieve.

Prospective buyers are looking for one thing: Results. You must communicate the results your products/services provide in all aspects of trade show marketing.

Although these three words are simple on their own, by adding them to a well-constructed message on your display graphics, in  your pre and post show marketing communication, on your sell sheets, and in verbal interaction with attendees, conversion rate and ROI will definitely improve.

Good luck!

Written by Francine Brooks, President of FB Displays & Designs, Inc.

Trade Show Booth Rental 101

A great example of a trade show booth rental
A great example of a trade show booth rental

Renting a trade show display is an increasingly popular way to make your presence known at an exhibition.

In recent years, more & more of our clients have been interested in the option to rent a trade show booth.

Reasons why you might need a trade show booth rental include:

  • You’re exhibiting at more shows than you have displays available
  • You have a display that can’t be repaired in time
  • You exhibit at trade shows too infrequently and prefer to rent
  • You want a new look each time you attend an annual show
  • You need a professional look, but don’t have the budget to purchase

No matter the reason, renting a trade show booth allows you to have the professional look you require without all of the usual expenses of ownership. These can include warehousing & storage, as well as regular maintenance.

Here are some thoughts you should keep in mind when considering a trade show exhibit rental:

  • The size of your tradeshow booth space-

While it might seem obvious, it is important to think about the area you will have at the show.  Certain display systems are more appropriate than others in either large or small footprints.

  • The rules set by show management-

It is important to consider the amount of time it will take to install your booth compared to the official setup & teardown hours assigned by the managers of the trade show.  If the time allotted for installation is short, an uncomplicated system would be best.  In addition, you should look at the booth height limitations in the exhibitor’s manual and choose a booth that will comply with those rules.

  • Creativity in design-

Use this opportunity to show some creative flare with artwork that will grab attendees’ attention.  This may be a great time to test a more daring concept than what you’re used to!

  • Consider a hardware system that’s new to you-

Especially if you will be in the market for a new display system in the near future, it might make sense to try out new hardware you are unfamiliar with.  (Who doesn’t like to “try before you buy”?)

  • Be flexible-

Since you will be working with your trade show design company and utilizing their rental inventory, be as flexible as possible with your criteria for choosing a display system.  There will likely be some traditional as well as trendy options available.

  • Usability of graphics-

While you may only be exhibiting with this arrangement one time, it would be helpful to design the graphic elements in your booth so that they can be re-used in future displays, on other display systems you already own, in your showroom or in your lobby.

  • Length of rental-

Pay close attention to the installation & dismantle dates for your trade show and make sure the length of your rental allows enough time to ship the display to and from the show.

  • Options-

In addition to the display itself, you can usually rent many items to enhance your booth such as lighting, flooring & furniture.  Renting allows you to have high quality pieces in your booth without breaking the budget!

Now that you’ve considered exhibit rentals, take a look through our other blog entries for more tips.  If you have a suggestion to share, please leave it in the comments, below!

10 Tips for a Successful Installation & Dismantle

TroyIDWhile the FBD2 team provides installation and dismantle services to some of our clients, many choose to brave the I & D process themselves. In the following article,  Jim Shelman of Classic Rental Division& Exhibits Northwest offers some great tips for a successful installation and dismantle. 

Planning ahead will save you time and money on your next setup. More often than not, preventable snags slow down installations on the show floor. Here’s a list of ten tips that will help avoid those common obstacles that can waste time and drive labor costs through the roof. As you’ll see, there’s a theme here — PLAN AHEAD . . . and you’ll probably come in under budget!

Successful I &D Tips
1.  Early communication with the lead on the I & D team by scheduling a call prior to the set-up to discuss the details & your expectations. And be sure to send set-up diagrams, booth orientation (direction), and graphic layout orientation ahead of time to reference. Exchange contact information in case something unexpected comes up, so that all parties involved know how to get a hold of each other.

2.  Be sure to arrange for the necessary tools and equipment (# of ladders and heights? genie lifts needed? banding tools and supplies for client pallets or equipment?).

3.  Send your I & D provider copies of your electrical order and a grid layout detailing the location (and specific power needs) for each drop. Again, be sure that the grid layout indicates the surrounding booth locations to ensure the booth is being oriented properly. TIP: 100 watt bulb = 1 amp; 1 monitor = 3 amps; count up light bulbs and monitors to confirm how many “amps” you need at each drop, based on the # of lights or electronics that will be drawing power from each drop!.

4.  Same thing with your flooring. Double-check to make sure your flooring has been scheduled for installation prior to your set-up. Be sure to send copies of your carpet and/or flooring order to your I & D company, so if there are delays at show site, they can act as the advocate on your behalf. Make sure the correct color is called out clearly on your order. Along the same lines, if you have a hanging sign, make sure the order is submitted to have it installed (w/ copies to your I & D company!).

5.  If possible, ask that your I & D company — the day before the set-up — check to see that the electrical and flooring has been installed correctly, and that your booth is clear of crates and show materials. This will help to ensure no costly wait time when your installation team begins setup the following morning.

6.  Print and email copies of line drawings, renderings, and staging photos of your exhibit design. Also include hard packets of this information in your exhibit cases/ crates, so there are plenty of copies for the I & D team to use.

7.  Do a good job of labeling every exhibit component, and be sure to check that everything corresponds with your set-up diagrams.

8.  Make notes and take photos to help describe any little tricks, tips, or special attention details for assembling any of the more complicated components. This will save a lot of time.

9.  Hold a brief meeting with the I & D team right before the setup begins to review your expectations for the day; show them your set-up diagrams and photos so they can visualize the finished product. And have a list prepared showing the proper order in which components should be built. This will prevent having to backtrack, wasting time and money.

10. If you find that a member of the I & D team just isn’t performing to your minimum standards, you have the right to request a change. Tell the I & D Lead that you need to replace that individual with someone more experienced. You’re paying a lot of money for this service, so it’s okay to expect everyone to be on-time, professional, and productive.

Shelman, Jim. “10 Tips for a Successful Installation & Dismantle | Trade Show Tales Blog – Classicexhibits.com.” Trade Show Tales Blog. Classic Exhibits, n.d.