|
March 15, 2001
Welcome to the INDA Small Business e-Report, brought to you by INDA, Association of the Nonwoven Fabrics Industry. IDEA, March 27-29 in Miami Beach, FL, is less than two weeks away. Since more than 7,000 people are expected to descend upon the Miami Beach Convention Center for this largest IDEA ever, there's a good chance many small nonwovens businesses will be among them, so this issue is once again devoted to you. Here are some extremely last-minute tips on how to make the most out of your visit.
IT'S NOT TOO LATE TO CALL AN EDITOR
Whether you are an exhibitor with something new to talk about or are just attending but would love to bounce some ideas off someone from the media, all it takes is a phone call. Editors from all of the leading international nonwovens trade magazines will be there from the opening bell until the last dog is hung (sorry about the mixed metaphors) and they have one purpose - to find out what's going on in the business. If you or your company are "going on," give them a call.
- Nonwovens Industry, Karen Bitz, editor, 201-825-2552; karenb@rodpub.com
- Nonwovens World, James Hanson, publisher, 616-375-1236; marktech@net-link.net
- Nonwovens Markets, Steve Chaikin, news editor, 212-615-2814; sChaikin@paperloop.com
- Nonwovens Report International (U.K.), Derek Ward, editor, 011-44-61-432-1005
- Today's IDEA (daily newspaper), Michael Jacobsen, editor, 201-612-6601; mjacobsen@inda.org
A couple of tips. First, editors are extremely busy, so only meet with them if you actually have something to say. Limit your time to 15-20 minutes; most writers make appointments every 30 minutes. And don't expect to just "run into" a writer on the show floor; a good editor is never at his or her booth and should be in meetings almost all day. Finally, be kind. Just introduce your idea and follow-up after IDEA when the craziness dies down. Sidenote: Editors aren't against meeting for a cocktail at the end of the day, either.
HAVE A MIAMI BEACH PLAN
No, we're not talking about what hot spots on South Beach you should hit each night, although it is not a bad idea to have that plan in place as well (but that's a subject for a different newsletter). Rather, know whom you want to visit. Go to www.inda.org or pick up this month's issue of Nonwovens Industry for the latest list of exhibitors. Failing that, the first thing you do when you get to Miami Beach is go to the Miami Beach Convention Center and get a copy of the show booklet. Review it, make a schedule, map out your route and then be efficient. It's the largest IDEA Show ever, with close to 400 exhibitors, and you'll never get done what needs to be done without a little prior planning.
TRADE SHOW ETIQUETTE 101
By now most small business owners and operators have been to a trade show or two or three. You don't get to where you are without being around the business a bit. But in case you've forgotten since the last IDEA three years ago in Baltimore - or in case this really is your first industry trade show - here's some trade show etiquette that will help you along.
1. Don't hover. If the person you are supposed to meet with is busy with someone else, stand quietly to the side or look around the booth for a while. Make sure your contact sees you are there and he will work himself free if he is able. If he remains tied up, it means he's either got a P&G buyer in front of him or he really doesn't can't meet with you right then. Either way, go away and walk by later to see if he is free.
2. No shutterbugs allowed. Most trade shows prohibit photography on the show floor, for the simple fact that exhibitors don't want anyone taking a picture of their products for "future reference." In other words, copying. You can get kicked out of the show for it and, besides, it is downright rude to be flashing away. Only accredited members of the press may do that. Instead, ask for a brochure if you have a legitimate interest.
3. Don't be a bag man. Exhibitors spend a lot of time and money on their collaterals and giveaways for trade shows and, while they realize a certain percentage of that investment will be wasted, they don't want to be handing out stuff to every Tom, Dick and Mary that happens to have an IDEA 01 badge. Only take the literature that interests you and realize it is not mandatory that you pick up every pen, sticker and water bottle being offered. It will make your tip home a lot lighter, too.
4. Eat a good breakfast. The show doesn't open until 10 a.m., so make "the most important meal of the day" a good one. Better yet, have a "power breakfast" with an industry associate. Not only will your body be fueled up for the day, you might be able to avoid the long lines for a Convention Dog; your wallet and stomach will feel better for it.
5. Don't be a wallflower. There will be a number of receptions and parties all week, so take advantage of them. In addition to free eats for those on a budget, they are great chances to network. But you're not going to meet anyone important by standing in the corner munching on a free chicken wing. Mingle, mingle, mingle. Introduce yourself around. Find someone else who looks like he or she doesn't know anyone there and commiserate.
6. Finally, don't leave early. The industry gets together in the U.S. only once every three years, so don't limit your time at IDEA 01. It is a three-day show for a reason - there are three days worth of stuff to see. Besides, the final day is usually the best time to meet more casually with sales-weary booth dwellers.
MARK YOUR CALENDAR; IDEA 01 ACHIEVEMENT AWARDS CEREMONY
In reference to item No. 5 above, perhaps the best event at IDEA 01 will take place on Day One. The inaugural IDEA 01 Achievement Awards ceremony is being held on Tuesday, March 27, at 11:30 a.m. in Room C125 of the Miami Beach Convention Center. Many of your fellow small businesses are up for these prestigious awards, which are sponsored by INDA and Nonwovens Industry magazine, and an Academy Awards-type event (without Billy Crystal, however) is sure to make good entertainment. Besides, all the top people in the business will be there, and you might just be inspired enough to qualify for one of the awards at the next IDEA.
IDEA CHAIRMAN JOHNSON OFFERS HIS ADVICE TO ATTENDEES
As a service to our readers, we caught up with IDEA 01 chairman Rob Johnson, principal of the consulting firm Smith, Johnson and Associates (RJnonwoven@aol.com), to provide some insight on what you can expect when you get to Miami Beach.
Q: Why was Miami Beach chosen as the site for IDEA 2001?
Rob: The first thing that comes to mind is sizeā| as IDEA continues to grow we have outgrown many of the past IDEA locations. For example, our Miami Beach Convention Center space is 35% larger than the Baltimore space of IDEA98. Plus there is significantly larger hotel space available.
Q: Were there other reasons?
Rob: Yes, Miami provides easy access from "all the Americas" and is a well-known destination for Europeans; we felt these factors would increase IDEA attendance. Further, the Miami Beach Convention Center was found to offer good tradeshow value and effectiveness.
Q: How do you think the tree-year cycle has impacted on the importance of the IDEA shows?
Rob: I think the three-year cycle has been beneficial to the industry as a whole on a worldwide basis. It allows exhibitors and attendees a like to focus on "the" nonwovens show of the year.
Q: What's the most significant new development you expect to see among exhibitors at this IDEA?
Rob: I expect there will be a lot of discussion about "Partnering" with customers. Industry suppliers are increasingly seeking to be "one stop shops" to meet a client's total needs and are willing to develop custom products.
Mike: What would your advice to IDEA attendees be?
Rob: It's a big show - plan ahead! Make sure you have thought through what you want to accomplish... whom you want to see. Make a checklist in case you get completely sidetracked at the show. With that said, first take an overview "walk through" to understand the scope of the show and then spend some time just looking for new opportunities - that is one of the real benefits of IDEA: finding new materials and information that you didn't know existed.
Mike: What are you going to do Thursday evening after IDEA 2001 closes?
Rob: The first thing that comes to mind is to say, "I'm going to Disney World" like in the ads; however, in reality, I have plans for a relaxed dinner meeting with one of my clients.
THE INTERNATIONAL NONWOVENS JOURNAL HAS GONE ELECTRONIC
One of the nicest benefits of membership to INDA for smaller companies is a free subscription to the industry's only technical magazine, the International Nonwovens Journal. Now, for the first time this month the INJ is being offered strictly in an electronic version. It is accessible through the INDA website at www.inda.org and is a great technical resource for companies of all sizes; the peer-reviewed papers are complemented by advice from industry experts on everything from how to set up your research department to keeping on top of new regulations. Stop by the INDA booth at IDEA 01 to fill out a subscription form.
LOOK FOR THE TODAY'S IDEA DAILY NEWSPAPER
If you are still wondering how you are going to keep up on all the happenings during the three days of IDEA 01, don't worry. INDA and Nonwovens Industry have taken care of your information needs by teaming to publish the Today's IDEA daily newspaper each day of the show. Look for it as you are entering the Miami Beach Convention Center every morning to see what's in store for that day, read any late-breaking industry news and see what important happened the day before.
EXHIBITORS: BE PREPARED
With the investment exhibitors are making in their IDEA 01 trade show efforts, it is best to live by the Boy Scout motto: Be Prepared. All of your meetings and great products won't do much good if you don't have your act together. Don't forget to pack your indispensable forms and sales tools before you leave. Ship some down to the show and carry an assortment with you in case those get waylaid. This way you will have the answers to many of the questions that come up on-site and you have something to give to your prospects as they leave. Here is what should be included:
·
Sales territory maps with addresses and phone numbers of all dealer/distributor/sales offices.
·
Annual and/or quarterly corporate financial reports.
·
Preprinted shipping forms, company letterhead, and a dozen #10 envelopes.
·
Company phone directory and home phone numbers for critical employees not attending the show.
·
Press packet, including corporate backgrounder and current press releases.
·
Product brochures, collateral information, order forms, price lists and spec sheets.
·
Exhibit floor plan with product layout information and show book with all booth numbers.
·
Staff training materials used in pre-show training session.
BAD BREATH ... AND OTHER PET PEEVES
Finally, one last thing to think about as your attend IDEA 01. Based on surveys, here are the top 10 things that drive your exhibit visitors nuts!
1. Being ignored
2. A staff that doesn't know the products
3. Eating in the exhibit
4. Being interrupted
5. Hands in pockets
6. Being kept around when you're ready to move on
7. Excessive touching
8. Gum chewing
9. Continuous throat clearing
10. Bad breath
Now, those surveyed might be a very grouchy, sensitive group, but we can learn from their comments.
THAT'S ALL, FOLKS
Rest up and we'll see you all at IDEA 01, March 27-29 in the Miami Beach Convention Center, Miami Beach, FL. And don't forget your business cards. We'll see you next on April 16 after we file our taxes. In the meantime, we would love to hear from you, whether you have a thought you want to share with the hundreds of INDA members reading this newsletter, or if you want to tell others how you are a small company existing in a big world
Just email us at mjacobsen@inda.org and we'll pass it along.
See you next time. Enjoy.
Michael Jacobsen
Editor
INDA Small Business e-Report
If you would like to have your name removed from this e-mail list please respond to Ann Pleasants at apleasants@inda.org. Thanks.
|
|
|
|
|
|
|
|
|
 |
|
