The latest edition of NACStech, the C-Store technology store show and conference, is setting today and tomorrow.  We’re readying for a Tuesday afternoon opening. Not sure what to make of this show.  It’s participation goes up and down with the times.  The usual players are here–NCR, Retalix, Pinnacle, Verifone–but the floor is made up of 7 biggies and the rest smaller exhibits.  There are 102 spaces total (2 unsold) with only 7 that are 20×20 [...]

Some call it a preview or a viewing.  They can be formal or not so formal.  The bottom line is that looking at your exhibit before it is packed to be shipped is a good idea. It will save you pain at a later (read that: on the show floor) time. Setting up your booth in the exhibit house warehouse or shop will help with the following: Ensuring that the configuration that you approved on [...]

You are an effective networker and you have a personal brand–can you build one without detracting from the other? There are four elements that make up your personal brand within a networking context: Being a listener. How you dress and your outward appearance. What makes you different or your collective differentiators. Making a strong first impression. Shaping “brand you” takes on a slightly different context within the world of networking.  These four points are the [...]

The exhibit industry is trying many things to transform itself and, in many ways, survive.  The latest example I’ve seen is the 2012 FMI Show. While this show has been around a good many years, it has undergone a number of changes: change of venue, co-marketing and branding with other shows, an apparent focus to a broader retail market. While I can’t speak in great detail on that last point, the fact that what we [...]

The most valuable thing you can do in a networking situation is pay attention. Not just to the people you are engaging, but to your surroundings. The short list of things that comprise this concept: Listening and hearing. Speaking carefully and sparingly. Focusing. Being aware of your time without being distracted. Listening and hearing are two different things.  Hearing is the physical act; listening is taking in the content and making sense.  Make sure you [...]

It is both the simplest and most complex thing you can do all at the same time. Picking the date the truck leaves and arrives at a trade show. On the surface, this seems like a simple thing. However, you must know several things first: Are you going to the advanced freight warehouse? Are you shipping straight to show site? If you ship straight to show site, what’s your targeted move in day, date and [...]

Networking can be sliced and diced any number of ways.  There is no one way to network or reach out to your prospects, clients and colleagues. However, you can categorize the types or levels of outreach.  For example, there are different types of people you want to reach: Direct connections. Influencers. Referral sources. Sources of information. Direct connections are people you do business with or may do business with–clients. You may conduct a transaction with [...]

“Mad Men” has become a part of our American Sunday night TV culture.  With it came the Roger Sterling character (played to the hilt by John Slattery), the jaded  agency veteran living through the 1960s with his wit intact.  Roger always has the right line at the right time, so it came as no surprise when watching the latest episode, Roger launched into a list of guidelines on how to get close to the prospect [...]

Relationships: that connection, association or involvement with another person, business or group. You gotta have ‘em in both your personal and business life, so how to you find and then build relationships? At a recent Networking Skills Workshop at the North Dallas Chamber, we covered this topic and gave some simple advice.  First, there are two areas of primary focus: Finding and establishing. Capitalizing them. Like dating, knowing where to look and act is key.  [...]

On my way out the door this morning, I paused at the mirror in the hallway and asked by significant other “Do I look okay?” “If you are going to a client meeting, no.” She was right: the shirt and pants didn’t reflect how I should present myself to my client and to the audience at the coffee shop where we were meeting.  Even though the client was undoubtedly going to arrive in a t-shirt [...]