G3: Industry insiders talk glass

Commercial

Mark Imbrock, owner, EDTM Inc., www.edtm.com

"In both venues, it is paramount that you be energetic and honest. Be excited and confident about who you are and the product you are offering. This will generate a positive energy around you and draw people to you. Be honest and do not over-sell yourself or the capabilities of the product you offer. Today’s audience can spot a cheap pick-up line and empty promise a mile away. As always, have yourself and your booth looking sharp. A good image shows that you care, and you can never replace that first impression. Finally, as important as first impressions and the first meeting are, another critical element is a quality follow-up to seal the deal. ”

Retail

Michael Frett, sales director, MyGlassTruck.com

"You have to make a quick, great first impression that will last beyond the show. Your display has to be sexy and strong, with enough razzle-dazzle to attract and plenty of substance to show your product is superior. It can be tricky, but just like in speed dating, you have to be up-front, friendly and lay all your cards on the table because you only get those few minutes to build a positive connection."

Fabrication

Jim Ellsworth, principal, Custom Components, cc-aep.com
  
"Where it’s similar is that you really want to make that first impression a lasting, positive one. You want to make sure your product and exhibit are so memorable that even in a quick-meet setting, they’ll make note. Unlike speed dating though, we hope to develop long-term relationships with the people that visit, and if they didn’t find us attractive on first blush, we’ll still work hard with diligent follow-up to prove to them we’re the best choice in the end!"