Eyes Wide Open Get outside your comfort zone at InfoComm Every year at InfoComm I am shocked and amazed at the number of folks, who having spent hundreds or thousands of dollars to attend - walk around the show with their blinders on. The standard excuse is that they are too busy doing business to network or socialize - and that is a good one - but, the business of InfoComm is the industry. And, the Industry is changing. There are some pretty big themes to watch out for:
Safety, Labor Laws, Building Information Modeling (BIM), Standards, Sustainability, Cloud Computing, Integrated Building Technology
These are ALL game-changers. What are your business hot buttons? How should you react? What are others doing about it? Business networking is the biggest benefit of any InfoComm show: the exhibit floor and hallways are full of people you need to meet. They might be competitors or potential partners, but they are at least a colleague. Introduce yourself and have a plan for every conversation. After the standard social lies,"How's business?" "We had a killer Q1, how about you?" "We had our biggest month ever in March." Ask for advice on a business challenge and see what you get back. All it takes is one good idea to pay for your trip. These are items that are on just about every manager's list - even if they say otherwise:
Everyone: Working harder, making less money, too focused on projects to work on the business, trying to find the next big channel for new business, trying to hire good people Integrators: Pipeline management, project completion, margins, installation costs, hiring sales folks, commissions, contract bid controls, project commissioning, did I mention MARGINS? Stagers: Lead times too short, low margins, price wars, reducing mistakes, hiring operation managers, hiring sales folks with accounts, communication, finding capital for new gear (is leasing a good option again?)
I will be the next to last person to tell you what technology to look for or which products to use, but I am endlessly curious about why products exist. Here is what I will be asking exhibitors - especially when I have no idea what their products do:
What problem does this solve? How does this change the reseller's world? What does this replace? Whom do you compete with? Meeting new people is very difficult for some folks - I struggle with it even though it is integral to my business! The important thing to remember is that you are not alone - most folks find it hard. Learn to ask what I call "grown-up" questions to break the ice. Instead of "What does your company do?" ask, "What products or services do you provide?" Follow-up with "What are your top vertical markets?" Or "In what regions do you do business?" As I learn about companies, I eventually want to ask, "Who are your biggest competitors?" This is probably the key question to gaining insight about someone else's business - but it is not the icebreaker. Finally, have you actually looked at the InfoComm Show Schedule of Events? Do you know what Special Exhibits are there this year, like 3D Technology Theaters, Sustainable Products Showcase, Production Camera Showcase, or Staging and Rigging Demos? Think you deserve an Award? There are plenty given out at InfoComm. The show is really too big to just stumble on all this. Make a plan and get more done! I hope to see you at InfoComm. When you see me, say hello! Questions/Comments? |
stagers expect 2011 to finish 5-15% over 2010. And 22% expect even better results. Only a small group expect lower results and 13% plan on being +/- 5% for the year. 
