Sales preparation and research meets breakfast opportunity

Quite what founder of Duerr's, the preserve maker, one Fred Duerr, would make of their current PR story "the perfect way to eat toast and marmalade" from the company he founded in 1891 one cannot know.

From the Duerr website Fred's story is told. He had just started to work as a grocery commission agent .

Fred was amongst other things a salesman.

In 1881, Fred met 'honest’ John Butterworth, the buyer from the Heywood Co-operative Society, who was experiencing difficulty obtaining jams of high quality.

The buyer had heard of the jams Fred's wife Mary made, and asked if Fred would consider supplying his society. From that chance meeting the family business was born of this family business is told.

Initially the jams were made by his wife Mary. The website has her signature at the foot of each page.




The company also packs and markets Ocean Spray cranberry sauce and jelly products in the UK and also packs own-label products for UK retailers


In a research study by the University of Chester ( England) the vexed problem of the perfect toast and marmalade has been studied.

Commissioned by Duerr http://www.duerrs.co.uk/ the research team have produced a formula to produce perfect toast and marmalade .


It turns out that not only 'vengeance' but 'toast and marmalade' "is a dish best served cold.

Prof. Christopher Smith of the Manchester Food research centre discovered that endorphins are released in the brain when marmalade is eaten on cold toast.

Perfection in toast and marmalade has a formula;-


B Temp.... x .... Td .... x .... WD .... x ..... WM....
..........______________________________
........... T m .... x.... Md .... x... BT

BTemp = 130C
Td = 10 minutes after toasting at a temperature of 220C for 1min
WD ( butter weight) = 7.1g
WM (marmalade weight) = 11.2g
Tm (butter thickness) = 1mm
Md ( marmalade thickness) = 2mm
BT (bread thickness) = 9mm
People who prefer thicker or thinner bread should take heed of the golden ratio established by the study, where the thickness of the bread, spread and` marmalade is determined by the ratio
9:1:2 (BT:Tm:Md)

Brief history of marmalade



According to the Oxford English Dictionary, the word "marmalade" appeared in English language in 1480, borrowed from French marmelade which, in turn, came from the Portuguese marmelada.
In 1524, Henry VIII received a "box of marmalade" from Mr. Hull of Exeter.

As it was in a box, this was likely to have been marmelada, a quince paste from Portugal , still made and sold in southern Europe.

Its Portuguese origins from marmalado can be detected in the remarks in letters to Lord Lisle, from William Grett, 12 May 1534,

"I have sent to your lordship a box of marmalado, and
another unto my good lady your wife"

and from Richard Lee, 14 December 1536,

"He most heartily thanketh her Ladyship for her marmalado".

The current use of "marmalade" in the English language to refer to citrus fruits was made in the 17th century, when citrus first began to be plentiful enough in England for the usage to become common .

To get you pepped up Today's selling why not be inspired by Fred Duerr's story as you enjoy your morning toast and marmalade whether on hot or cold toast.

Courting clients - business etiquette, courtesy, handshakes and business cards.

 
A Mug's Game ?


Sales of commemorative mugs are doing a brisk trade at the moment at the souvenir and gift shops.



Even in this day and age those invited to the wedding will be 'mugging up' on the equivalent of courtly behaviours.



It got me thinking how many words we use in selling have the root of court word.

We court clients.
We observe courtesies.
Some sales people still make courtesy calls.


Extending Courtesy is a behaviour that is expected by buyers even if it is not universally reciprocated.


For those attending the royal wedding there are other questions perhaps.

What is appropriate dress? What are the behaviours expected in such circumstances? How should one address X or Y?

For those in the public eye , 'a faux part' could be most damaging to their image even their career. They might well feel the need to seek advice from a source such as Debrett. http://www.debretts.com/home.aspx or even Wikipedia which explains how one should address the prince to millions who will probably never need to.

( Interestingly Debrett's declare they are the modern authority on all matters of etiquette, social occasions, people of distinction and fine style'. Their website’s congratulations to the couple refers to Kate Middleton rather than Catherine. - puts me in my place! )

Similarly if Salespeople believe that "the customer is (their) King or Queen , Prince or Princess)" questions of behaviour or ‘what is the right way to…?’, are part of a salesperson’s everyday life. Some companies even issue booklets on the topic.


What are correct ways to behave in today's commercial interactions ?

Business etiquette and netiquettte have social conventions which have become increasingly important.

These rules are often echoed throughout industry or economy.


The Debrett website has a section on mobile etiquette that maybe both sellers and buyers might find interesting!



The handshake is initiated when the two hands touch, immediately.

Handshaking is commonly done upon meeting, greeting, parting, offering congratulations, expressing gratitude, or completing an agreement.

Pressing the Flesh - " let's shake on it".



( Basalt Stela from Comagne. It depicts one of the first records of handshaking. King Antiochus I c 69-30 BCE greeting the God Verethragna-Heraklas Arcs. The stela was found in a village in the 1900s where it was being used as an Oil press which explains the hole through the middle - 1t BC Samsat, Turkey. - Photo taken in the British Museum)

In sporting contests or other competitive activities, a handshake is a sign of good sportsmanship.



Its purpose is to convey trust, balance, and equality. So it is in the business meeting


Unless health issues or local culture dictate otherwise a handshake should always be made using bare hands.

Shaking hands is considered the standard greeting in business situations.

It is considered poor taste to show dominance with too strong a handshake; conversely, too weak a handshake (sometimes referred to as a "limp fish" or "dead fish" handshake) could also considered unseemly due to people perceiving it as a sign of weakness .

Business cards are cards bearing business information about a company or individual.


They are shared during formal introductions as a convenience and a memory aid.

A business card typically includes the giver's name, company affiliation (usually with a logo) and contact information such as street addresses, telephone number(s), fax number, e-mail addresses and website.


Traditionally many cards were simple black text on white stock; today a professional business card will sometimes include one or more aspects of striking visual design.

Click for free summary of the TACK Buyers' Views Research .

Confex 2011 Au revoir Earls Court

Confex 2011 Final thoughts .



Here are few more comments and reflections on this year's show.



The organisers next year have decided to move to ExCel centre from Earls Court



Despite all its modern architecture I am not sure whether ExCel has quite the presence of Earls Court yet.

As I ascended the steps into Earls Court I did feel part of a wonderful pedigree of exhibition excellence. There is a grandeur about the place like a proper cinema in Leicester square rather than a shopping mall multiplex 50 seater - but maybe that is where the Conference Exhibition world is headed.

Excel is a good facility although location and access is still a challenge but it is just like other centres like Birmingham's NEC or Germany's Essen and Hanover - bit soul less.


The water feature of the Marina at Earls Court has a certain class about it as well.

As I walked around the stands that are positioned around the marina I felt like I was at Cannes with all its glitz and buzz at the film festival. (see video clip below)








One such stand was Saville Audio Visual , the UK's premier experts in all things Audio visual.

Saville's comprehensive offering has earned its place at the top of the market.
(Photo of Mike John of Saville Audio Visual)

If you're planning an event, the experience, resources and passion of Saville’s conference team will transform your presentation into a memorable piece of Business Theatre.

I have had the privilege to both run sessions for Savilles but also experience their offering.

From stage sets, projection and lighting to sound, voting systems and computer graphics, they'll tailor a package to sharpen your image, excite your audience .
Click for Saville Audio Visual





The waterfall at the marina in Earls Court Exhibition centre.

It was a pleasure to be stopped in my tracks by the maestro of all crowd stoppers (and pleasers) Andrew Smith.



Andrew's amazing craft draws in the crowds.



At Confex 2011 he was weaving his balloon magic to Events Insurance Services whose policies underwritten by AXA. EIS cover One Off events, Weddings, Prize winning indemnity for corporate and charity events, Exhibitors. You can get quotes and buy on line at Click for Events Insurance

This service is important to the conference world but attracting people initially onto the stand to consider their services is a challenge. This is where Andrew's skills come into play. Not only does he attract attention but engages with the visitors and directs them to the appropriate EIS specialist.
Click for Andrew Smith CROWDSTOPPERS

Andrew has been a Sales Professional for many years in all kinds business. He went on a TACK International Sales training Course years ago and "still uses its philosophies". You We I. It was my honour to give Andrew a new TACK keyring with that powerful selling message.



I came by Routemaster Bus to Confex 2011 Earls Court- thanks to De Vere Conferences and left on a motor bike thanks to an Events Insurance business- what an amazing time!


See you at the Excel centre next year!

Confex 2011 Exhibition Logistics, Location and something Special

Confex 2011 at Earls Court was organised into three sections Location, Logistics and Something Special
Location
Exhibitors within Location were premier destinations and venues from the UK and around the world.
The range and breadth of destinations was tremendous.This area clearly appealed to visitors seeking a setting for various sorts of event whether a meeting or full blown corporate day out.
Logistics
Visitors were be able to browse in the 'suk' of the Logistics area to source products and services from the leading suppliers in the events industry for indoor and outdoor events. Buyers looking for stand designers, production, promotional products, audio-visual and lighting, event technology providers, flooring, graphics and furniture hire and event insurance providers benefited greatly from this section of Confex 2011- it was the ultimate one stop shop for all things 'logistics' for exhibitions/conferences.
Something Special
Something Special was home to a number of inspiring features . It was very popular for those looking for that 'something a bit little bit different'

I met up with a number of interesting exhibitors. Firstly I stopped by to catch up with Simon Percival of Eagle's flight.

Eagle’s Flight is in the development and delivery of practical training programs for the global business community.

Through the use of experiential learning, they assist organizations of all sizes in gaining a competitive edge by significantly strengthening their workforce.

Founded in 1988, their offerings include skill-based programme development, conference training events and substantial leadership initiatives.

A few years ago I experienced one of their learning games as a delegate. It was fun to do and drew out some great learning actions.

Their offering includes themes like “Movies and Moguls”,” Gold of the desert Kings”, “Redline Racing” and “Rattlesnake Canyon”. Their game/projeccts tackle on going training issues such as Team Development, Sales Training, Productivity, Leadership, Culture Change, Communication , Vision and Catalyst for Change.
Click for Eagle’s Flight


Nimlok have been delivering exhibition stand solutions for 40 years. Nimlok work closely with their clients to help identify their exhibition stands requirements and ensure these fit well with their overall marketing objectives.

Their in-house exhibition stand design team develop a concept that meets the client’s specific brief, brand and budget. Nimlok create exhibition stand solutions for a custom modular exhibition stand, portable display, pop-up or banner display stand and whether for a conference, meeting or outdoor event. Click for Nimlok display stands

They guide their clients to think about what on wants to achieve from the exhibition or event. E.g.: a) Lead generation b) Appointment making c) PR coverage d) Brand awareness e) Market research f) Networking g) New product/Service to launch

They get their clients to consider who they intend to attract to your exhibition stand, how your competitors are positioned and likely to be doing, how your company is perceived in your industry how to measure your objectives to show a real return on your marketing investment ROMI

Stefan Buss , Regional Business Manager Stefan has a great blog by the way http://www.exhibitionblog.co.uk/


Stefan using his Ipad to best effect at the stand



Eizabeth McShane Events Coordinator of Quizdom UK Ltd
Click for Qwizdom

Qwizdom is a market leading provider of Audience Response Systems, Electronic Voting Systems or Audience Clickers)

Using advanced Radio Frequency technology, Qwizdom’s handheld remotes and interactive writing tablet are designed to engage your audience in the boardroom, the classroom or for staff training.

The advantage of polling your audience in the middle of a meeting for their input, and then instantly viewing a graph of the results is becoming increasingly popular.
Elizabeth explained that you can combine your PowerPoint presentation with the interaction of instant feedback.

Confex 2011 attracting visitors to your exhibition stand

Over 40% of the Buyers in the Buyers' Views of Salespeople survey had met with suppliers at exhibitions in the last 12 months

Click for free executive summary of the Buyers Views of salespeople research study

Attracting such visitors to your stand is the first step of a process to qualify and progress a new business contact or refresh a former relationship.

This post some of creative and effective ways that exhibitor at Confex were attracting visitors onto their stands. Their are two video clips plus plenty of photos along with some examples of effective email campaigns relating to the show.

Before the show A number of exhibitors sent out invitations via email ahead of the show with their stand location number plus an incentive to visit the stand.

Here a just two examples I received.

De Vere's email consisted of several emails to stimulate interest. An example of which was ....They say "breakfast is the most important meal of the day”, we say "start your day with us" on Wednesday 2nd March in conjunction with International CONFEX. This is a great opportunity to meet the De Vere team, network with your local business colleagues and experience the diversity of this stunning venue! Join us in our Steam Bake & Grill Restaurant,

De Vere Venues West One, where we will be offering complimentary breakfast from 7.45am through to 9.30am. At 9.30am, we will have a Route master bus whisk you off to the CONFEX show! Their email had a box for address and contact details and RSVP process. (Confex 2100 theme)

Another pre-exhibition email campaign came from Towergate Coverex Insurance had an email campaign linked in with the registration system for the show.

One example of which was an email sent out the day before the show's opening. subject heading :Come and see us at Confex - stand G511

Dear Hugh We have been busy today at Earls Court, getting ready for Confex opening tomorrow. Our stand is all set up and the watches are on display so come and have a peak at stand G511! If you come and get your badge scanned you can double your chances of winning! Additionally there were information boxes. e.g.

Follow us on Facebook Contact us between 9-5 Phone no. send an enquiry.

An information box on their offering: Insurance provided for : Event organiser Event contracts Exhibitors Film & Media Commercial Business The email was signed off with no less than 32 bookmarks from facebook, Linked In and You tube to some very esoteric new sites.

At the show - attracting visitors to your stand some examples: De Vere also linked in their email invitation to register to their VIP lounge by the marina the perfect place to take time out from the hustle and bustle, where you’ll be able to catch up with the office, access our free Wi-Fi or simply relax, put your feet up and have a coffee and a bite to eat on us. PLUS everyone who registers with our loyalty programme ‘Showtime’ during the event, will be given a pair of Cinema Tickets absolutely FREE! The VIP lounge looked busy throughout the day.Click for De Vere Group Hotels –Resorts - Venues




OTB Models are part of the OTB ( Only the Best) Group. Their point of difference to their clients is glamour with intelligence.
Click for OTB models
The OTB models become part of the client team briefed to know about the business objectives of the event they are engaged to present at. Many of the models are multilingual and have a good knowledge of different cultures.


The Vernon Sisters are a family business whose roots go back five generations. They both sing and play instruments. At Confex 2011 Rebecca, Sophia and Tasmin performed a selection of Andrew Sisters numbers with a beautifully smooth blend of close harmony with panache.









Their renditions of"Don't sit under the apple tree" and "Boogie Woogie Bugle Boy" were very well received at Earls Court.

The Vernon Sisters offer a variety of productions named after a cocktail.Cosmopolitan, Pink Champagne, Mai Tai ,Mistletoe Martini, Angel's Kiss Swing Sling, Motown Mixer and Rum and Coke. Their performances are either as Atmospheric Music or After-Dinner Party Entertainment Click for the Vernon Sisters



One of the most eye catching attractions which did not have to compete above the displays using sound systems, music, and flashing lights which both demonstrated the product/service and still grabbed the attention was skater Jono Partidge.

Skating on thin ice is an expression used by salespeople to describe presenting with only cursory preparation. Jono had to skate on plastic. Seeing someone glide, spin, glide/skate backwards does catch the eye.

Skating on the plastic surface is similar to ice Jono told me but the resistance is not quite the same.

Jono Partridge, Skater See video clip below










Ernest Thompson presented the Ice- magic Ice rink Product. "The products are manufactured in the UK Click for Ice-Magic Ice Rinks In the past 14 years, Ice Magic has carried out 700+ rink installations at sites such as Derby County and Portsmouth FC , Lapland UK etc. "


They were chosen to provide Ice Magic® ice panels to the Vancouver 2010 Winter Olympic Games.

Their synthetic rinks are manufactured from a strong 100% ultra density polyethylene which will not warp, crack, splinter or corrode. The rinks can be hired or purchased. They featured in a recent adverts for Sky and have been used for skid pans for Renault Cars.

Jono skating at the Ice-Magic Stand at Confex 2011, Earls Court, London jonopartridge@hotmail.com

Confex 2011 Open your minds and they will fill it.

When preparing for the day to visit a huge trade show such as Confex 2011 whose slogan this year is “ Open your mind & we’ll fill it”, it is good to start with the most important meal of the day – breakfast.


Breakfast meetings are not usually my bag but when the invite came from De Vere Venues to meet up before going onto Earls Court to Confex I accepted their hospitality.

The meeting was held in the Steam, Bake and Grill restaurant at their West One centre in Portland Place.









As you can see the team at West One put on a great spread. Click for DeVere Hotels – Resorts-Venues

The West One site has 15 rooms catering for group sizes of 2 to 250 people. De Vere knows its stuff. I have used them for years great venues and staff who know their onions – and their breakfast !
As well as their network of great venues, Account Director Philip Booth tells me DeVere are also increasingly establishing partnerships with the likes of the Ricoh centre at Coventry, and other sites across the country. The conference world is constantly changing and developing it seems.










To get us the exhibition at London’s Earls Court we hopped on a red Route master bus built in 1961 and still going strong despite ( having gone round the clock 9999 X 2 at least a couple of times in its life according to our conductor Dave (right)). Our bus was RML which was slightly longer than most route master in that it is 30ft with an extra little central window as well as addition emergency windows for those who are avid bus spotters.

John our driver ( left) for the journey took us through central London round Hyde park Corner, Knightsbridge and the new one way system at south Kensingtom to get us Earls Court arriving before 10 o’clock opening time.
Click for the London Bus Company

Relaxed and ready for a great day compared to many who had to fight to get to the venue via the rush hour crowded tube 9 underground).

The Conference posters have a cartoon reminiscent of Terry Gilliams’ collage stop animations for Monty Python’s Flying Circus. I was waiting at the entrance of a band playing Liberty Bell.

Registration number at the ready the registration was a breeze and now I am into the show.
First I need to orientate myself. There are three zones on the map location, something special and logistics.

Confex 2010 achieved a 2% increase in visitor attendance, with 10,896 visitors and 14,109 total attendance. It looks busy this year as well.

Today is the second of three days of Confex 2011. Once more unto the breech dear friends….

Happy St David's Day- Do the Little things in life -Gwnewch y pethau bychain mewn bywyd

Today is St David's day - the patron saint of Wales. He is recorded to have said " ..Do the little things in life"

Here is a story about the little things that make a difference.


How to Sail through a recessionSource: Director Magazine September 1980
Authors: Hugh Parker & David Sadler ( McKinsey et al) quoted in John Fenton’s @How to double your profits within the year’



In 1964 the Royal Thames Yacht Club challenged the New york Yacht Club for the venerable America’s Cup. The challenge was accepted and in due course the magnificent new all-British 12 meter Sovereign squared off against the American defender Constellation off Newport, Rhode Island, for the traditional best four out of seven races around a 20 mile course.


But the challenger was humiliatingly defeated I four straight races, by margins of up to a mile. In the post mortem that followed, various theories were proposed to explain Sovereign’s defeat.



Some blamed inept tactics; others insisted it was the wrong rudder design. Still others blamed the result on inferior sails, insufficiently tank-tested hull, less crew discipline, or the greater experience of Constellation’s skipper on this particular course.

Finally someone thought of asking Constellation’s brilliant designer and tactician, Oli Stevens, for his explanation.

“I’m not sure there is any single explanation” he said in effect “Constellation wasn’t really much superior to your challenger in any one particular way. But in getting ready for the race we took enormous pains to gain even a tiny edge over Sovereign wherever we possibly could. Of course we worked hard to get all the obvious things right – sails, hull, crew, and so on. But we worked just as hard on dozens of small details like the aerodynamic shape of the fittings and standard rigging, the mechanical efficiency of the blocks and winches, fractional improvements in sail-handling speed. It was just a lot of little things, added up together”


Gwnewch y pethau bychain mewn bywyd - tr. do the little things in life whether sailing or SELLING!





St David's Day 2012

Selling Expertise

http://fruitsofsuccesswithhugh.blogspot.com/2012/03/selling-expertise-top-line-meets-bottom.html