Tradeshows for Manufacturers: the Good, the Bad and, the Ugly

Tradeshows for Manufacturers: the Good, the Bad and, the Ugly
WHEN
Thursday, September 13, 2012
8:00 to 10:00 AM
Networking begins at 7:30 AMWHERE
Polaris Career Center
7285 Old Oak Boulevard
Middleburg Heights, OH 44130

COST

SAVE $5 NOW!
RSVP by
September 6, 2012
$25 WIRE-Net Members
$35 Non Members

After September 6th
$30 WIRE-Net Members
$40 Non Members

QUESTIONS
Rick Dawson
216.920.1960

Register

RegisterCourse Level 1: Introductory – Designed for people with little or no knowledge of the topic. We will present basic concepts and define terminology.

The goals you set and how you prepare will ultimately determine the success of your tradeshow plan. Which tradeshows you add to your inventory will be critical to your preparation.
  • Do you attend shows out of habit?
  • Do you dread standing for hours on end, wondering if you will get a single lead?
  • Are you just too busy and do not want to waste valuable sales time at a tradeshow?
Tradeshow
This workshop with provide a strong framework for three critical areas of your plan: pre-show, during the show and post show. If you attend and are responsible for your manufacturing company’s tradeshow investment, this is the program for you!About Our Presenter

As president of Felber PR & Marketing, Rob Felber brings more than 25 years of experience to bear for a diverse range of clients including Crain’s Communications, Hitachi Medical, SSP, The Sika Corporation, Soprema USA, Saint-Gobain Flight Structures and Thogus Products Company.

In addition, he is active throughout the community and has held numerous leadership positions within marketing associations. As an “ambassador” for The Promotional Products Association International, Rob has appeared as a guest speaker on college campuses including Kent State, John Carroll, Cleveland State and Akron Universities and before a variety of business organizations.

Before You Can Prepare For an Interview You Must Know The Story

In the previous post we discussed what most manufacturers often miss at trade conference; they miss the opportunity to impact their brand and expand company name recognition with their target audience. Now, you know that coordinated research and efforts to engage with the media covering a show is beneficial. So, now what?

You may think you have the most interesting story in the world, but if it does not resonate (fit) with what an editor “believes” his readers are thirsting for, you will come up empty when you start contacting the media (before the show of course). Your research of the publications’ website and its editorial calendar was a great place to start. The editorial calendar provided the large building blocks. Researching past stories and a targeted reporter’s style is critical into providing insight.

When you research an editor, first see if your story or something similar has ever been covered. Nothing stings more than pitching a story that was done last quarter. You now have revealed that you have no interest in actually reading the publication and what/who they have written about in the past. If the story idea you has been covered previously, is the story due for an update? What is the reporter’s style? Are they positive towards your field or sector? Have they been negative or antagonistic? This is a cold-war style battle and you must know your competition; in this case, competition is not only other companies, but the reporters own attention span and limited time.

So, what can you talk about? Do you have a new product or service? Did your company experience recent growth? Have you identified a trend in the industry? Perhaps you or someone on your staff has a unique expertise? These are all great places to start.

If you get their attention, ask them how they want to proceed. One end of the spectrum is that you get to provide your written content, photos and captions. The other end of the scale is that they decide to interview you. While the first scenario allows you to carefully craft your message (they can still edit it), the latter requires even more preparation. There is no harm in asking them their thoughts on the story and its direction. They may even generously provide a few starter questions for you to review prior to the actual interview. If you have a complicated topic, make sure you have good art (graphs, photos, videos, etc.) to help you tell their story. Sometimes, just having “good art” can help you win over a competing story. Note, your contact may even be up against other reporters to their story published due to limited space.

In our next post we will expand on the various opportunities just beyond the tradeshow booth.

Get Your Nonprofit Noticed, Now! – Tuesday, June 19, 2012

Join NEXT For Nonprofits, LLC and Susan Krantz, partner, Zinner & Co. LLP, for an insightful conversation about how to energize your nonprofit.

Tuesday, June 19, 2012
8:30 am to 10:30 am
Corporate College East
Warrensville Heights, OH

See Event Flyer (PDF) or Online RSVP now!

What Most Manufacturers Miss at Trade Shows

The show traffic was heavy. You made many appointments and even a few sales. Months of pre-show planning, training, traffic building promotions and creative booth design seems to have created success. So, what could you possibly have missed? You sponsored the cocktail party, hosted client dinners; you even held a demonstration on the show floor.
What you’re missing is exposure. In most sales calls and even inside your tradeshow booth, you can expect to speak to, at the most, 2-3 people at a time. So, how could you bring more exposure to your company? The answer is media.

Media – the one to 50,000 principle.

At most national and international shows, there can be as many as 20 or more independent trade media publications covering the conference. Not only are they looking for new advertisers, but they are also looking for news. Content is king and if they do not have it, they do not have a publication. When they speak, many, many more listen.
Over the next several posts, we will discuss how to establish, maintain and cultivate relationships with those that buy ink and megabytes, buy the barrel.

The first tip we have is find out if the show you are attending credentials media. If they do, the show organizers will most often maintain an up-to-date media list. Like confirmed attendees, these are media representatives that have requested passes and are attending the conference. The good lists may even indicate what types of stories they are looking to cover while at the show.

Research th

Download Your Free Trade Shows For Manufacturers eBook

e publications represented, and see if they cover topics that include your products and services. You can review their editorial calendars for detailed information on the subjects they plan to write about all year. If you see a connection, start with a simple get together. The myth is that you always have to offer a story. You don’t. Simply telling them you want to learn about their publication shows you are professional and courteous. Offer to meet at your booth, for coffee or even breakfast. Hey, they have to eat too. Ask a lot of questions on how their publication is different, their editorial direction and what they want to see at the show.

This is the first step to more exposure. Getting to know the media, understanding how they do their job and becoming a trusted resource.
In the next post, we will discuss preparing for interviews.

>Earth Day is April 22, 2011

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Yes the official Earth Day is almost here, but every day should be celebrated as earth day. As a society that is the world’s largest producer and consumer we have a responsibility to help sustain out natural resources and our planet.

Sustainability is more than just a word in our corporate culture but a way of doing things right. People don’t stop consuming and promotional marketing is still one of the most cost-effective ways to tell your story and get your brand out there. Not only that but promotional campaigns yield some of the highest ROI in marketing. Since the promotional media has the ability to touch on every emotional and price level we too are striving to do this with our planet in mind.

Special biodegradable papers with seeds embedded not only provide long-term branding appeal but it is good for our environment. Call us for ideas and choices to fit any direct mailing or event budget.

Also ask about our complete line of products made from 100% USA Grown Corn. These products look great, are useful, do not use traditional petroleum-based plastics and are biodegradable naturally. From mugs, letter openers, health-care items and more the choice is easy. New this year we also have products made from natural wheat and potato.

Think of us for all your promotions that are good for you, your client and our home.

Contact Bruce Felber 330-963-3664 x 2 for all the details.

>Make People Ask For Your Card

>
You walk into a meeting of five people, and the instinct is to immediately hand them your business card. Don’t do it! Why? Because they didn’t ask for it. Promotional Consultant Today shares these strategies for making people ask for your business card

Let me explain why that’s important. What happens when we give out our business card before someone asks? We announce: This is what I am doing. And maybe even: I want you to buy from me.

By giving out our business card when people don’t ask for it, we put ourselves and our businesses in the spotlight– this might be gratifying for our egos, but it’s not good for our positioning.

“Get in touch with me when you need me” is a weak attempt to get someone interested in our product or service. Although most people will politely accept the card, they will seldom, if ever, call.

But that doesn’t mean that you should leave everything to chance. Think in terms of earning the right to be in people’s contact lists. This way you will be asked for your business card, which is an entirely different situation. As a result of your extra efforts, people will also keep your card, and maybe even refer to it instead of trashing it with the others they receive unsolicited.

First of all, strive to become a person that attracts others. That’s very simple. It begins putting other people in the spotlight instead of ourselves.

Another necessary skill is active listening. Like it or not, people are much more interested in their own lives than in ours. And they love others who are genuinely interested in their plans, desires, headaches and values. If you encourage them to talk, you will be amazed at how quickly they will reciprocate and ask: “And what do you do?”

Isn’t this a nice prompt for handing them your business card?

My favorite is asking for their card first. You simply say “Gee, this really sounds very interesting– let’s make sure we stay in touch. May I have your business card?” Usually this prompts them to say “Sure, and may I have one of yours?” It is that simple. And what if they don’t ask? I do not offer mine.

Now, when I have their business cards, I also have permission to contact them. And that allows me to take the initiative, so most of the time I immediately follow up with a personal note and this time my card will be enclosed in the same envelope. Of course, that doesn’t mean that person is going to call me. It doesn’t mean that she will want to do business with me right away–quite the contrary. Most of the time it will take a lot more follow-up than that one note. But it is a pretty good way to begin a relationship, don’t you agree?

Source: Wanda Loskot is professional speaker and business coach for small business owners and self-employed professionals who love what they do, but hate selling. She offers free business strategies, marketing tips, teleclasses and other valuable resources.

Reprinted with permission from Promotional Consultant Today and PPAI.

>Commercial Bowl XLV – Dissappointing

>Every year the Super Bowl commercials get a lot of hype. So much so that there was a 1 hour special on CBS Friday night about the best Super Bowl commercials. I of course watched it. After getting a sneak peak at some of this year’s commercials, I was mildly disappointed. They showed a handful so I thought, there must more – perhaps they didn’t show the best of the best?

With that in mind, I watched the commercials with an open mind. All in all, I was very disappointed. While I’m going to give a recap of my top 10, only the top 4 deserve a round of applause. Here is the recap compared to USA TODAY’s Ad Meter (UTAM) rankings:

1. Pepsi Max – Love Hurts (#5 on the UTAM): Not only did this commercial have enough humor to keep me laughing but it stayed on target with Pepsi’s message – Zero calories.

2. Doritos – Pug Goes for Chips (tied for #1 on the UTAM): In typical Doritos fashion, this ad is full of humor and has you wanting Doritos.

3. Pepsi Max – Torpedo Cooler (#24): During the few seconds of this commercial, my living room full people all sighed with “aw,” and then a huge burst of laughter. Pepsi did it again with laughter and a targeted message.

4. Volkswagen – Young Darth Vader (#3): I tweeted (@MichelleSeeber) this ad on Friday and still loved to watch it again. It was sentimental, had humor and who doesn’t love parents playing tricks on their kids? While this is my FAVORITE commercial, as a marketer I had to bump this down on my list since the only thing we’ll remember is the tiny Darth Vader and not the name of the car company.

5. Budweiser – Wild West (#16): I thought this was a great commercial – what better way to remind you of Budweiser than the Clydesdales, a bar and the song “Tiny Dancer.”

6. Bridgestone – Reply All (#11): Funny and clever however the message tying it to Bridgestone didn’t really do it for me.

7. Bud Light – Dog sitter (tied for #1): This was cute but I don’t think it deserved to be tied for #1.

8. Coca-Cola – Border Guard (#10): I feel like this spot was an old standby with a new situation and people. It was still well done and left you with that share-a-Coke-feeling.

9. E-trade – Baby Gets a Suit (#15): This was another solid commercial by E-trade. It weaved in the fact that they have helpful customer service, its easy to use and how well someone can do when using E-trade.

10. Verizon – iPhone Coming (#46): I thought this commercial deserved a better ranking by UTAM. It was simple and hit the target with identifying a pain from prospects.

Honorable mentions: Snickers (#17) , CarMax (#23) , Telflora (#30), Careerbuilder (#6), Pepsi Max’s first date (#7) and Chevy Cruze (#51).

A few commercials that just didn’t sit right:

1. Doritos: Grandpa (#4) and licking the finger (#14) were a little too strange for me. The gross factor just didn’t do it.

2. NFL (#8): It was so exciting to see all the old shows but what a let down at the end when we saw it was an NFL commercial.

3. Eminem does a commercial for Lipton (#50) about how he doesn’t like to do commercials. While this is done well, Eminem is also in another commercial for Chrylser/Detroit (#44). If I was Chrysler, I’d be pretty upset that its star person just ranted about not doing commercials.

4. Chevy: all your commercials before and probably after the Super Bowl with Tim Allen as the voiceover have got to go. While I like him as “Santa Claus,” his voice is too distracting for a car commercial. His voice reminds me of “Home Improvement” and all the movies where he is a humorous guy. It’s just not working…

That’s it for this year’s recap of Super Bowl XLV… let’s hope the commercials in Super Bowl XLVI are better!

Feel free to comment and let us know your favorites and who missed the mark.

>A Sweet Deal to Show Your Love

>Wow! What a start to 2011. This should be a year of renewed energy in marketing by evidence of the current activity in the marketplace. I said I would report from our national convention held in early January, but so many new campaigns have prevented me from writing until today.

As promised here is a brief run down of what we can expect this year.

1. This will be the year of complete interactive marketing. Marketing that will transcend current methods without giving up on the techniques of the past. Look for more information about QR Codes, Search Engine Management and my favorite “Dimensional Direct Mail”.

2. Increased awareness for the environment as evidence by the growing number of “GREEN” products and services.

3. More online offers and specials with as little as 24 hour service

4. Increased public relations strategy for the recovering business to business environment.

I will get into more detail in the future posts. For now here is a great offer – Want to show your clients how much you love their business? How much you care? Then why not “Share the Love” with a custom branded food gift that will excite their senses and keep you top of mind. Here are a few examples.

Custom Hershey’s Kisses

We will print your logo or copy and affix to each kiss. Perfect to handout at meetings, trade shows, client visits and as a leave behind.

Custom S’mores Kisses Kit

Kits contain graham crackers, Hershey’s Kisses, Marshmallows, Toasting Sticks and a custom, printed insert with your logo and copy.

Want to know how successful food promotions can be? Take photo with your smart phone to activate the QR Code with your smart phone code reader.

Or visit here

For detailed information call Bruce Felber 330-963-3664 x 2 or email: brucefelber@felberandfelber.com

2011 may have some challenges, but we are ready to meet them and help our clients achieve their marketing expectations

>2011 Starts off with new and exciting ideas

>Now that you have all recovered from the holidays, crazy weather patterns and the year-end push it is time to renew your creativity.

Let us all go into the new year with a positive attitude with conviction. Ask yourself the following:

Can I do more to help my clients?
Can I be more creative?
Can I look for new ways to market my products and services?
If you don’t answer YES to these questions, then ask yourself what are you really doing?

2011 should be the hope of new markets and new trends. Jump on now as it may be a fast moving train.

I will be traveling to our industry’s annual convention in a few days and the pre-show vibe is high. This year look to re-gain marketing programs that are sure to turn some heads. I will report on new services, products and trends during the week-long convention, so check back next week.

Here is something to get you stared. NEW promotional products have just been added. Click here and go to the NEW tab.

For more information visit all the pages here.

Look forward to a bigger, brighter year.

Bruce Felber, MAS.