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K-2016 Guidelines and Tips (Training Summary)

Ver. Oct. 3, 2016

K-Show Team Adia Delaney-Jackson

Amber Lesko Daniela Koledziej Tracy L. Phillips

Katarina Hatalova Peter Larrass

Katie Ward

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Logistics Logistics Assistance- Contact Info Name Email Address Mobile Number

Adia Delaney-Jackson adiadj@washpenn.com +1 724-579-8133

Amber Lesko amber.lesko@washpenn.com +1 724-986-3009

Tracy L Phillips TLPhillips@uniformcolor.com +1 770-241-0484

Daniela Kolodziej DKolodziej@uniformcolor.com +49 151 22 50 3291

Peter Larrass Plarrass@uniformcolor.com +49 176 31 52 1204

Katarina Hatalova khatalova@uniformcolor.com +42 190 5 58 3961

Emergency Numbers The number to call in all EU countries in an emergency is 112. Extension= 0049.

Hotel (billing, check in/out)

Marriot Cologne: http://www.marriott.com/hotels/travel/cgnmc-cologne-marriott-hotel/

Köln Marriott Hotel | Johannisstrasse 76-80, 50668 Köln, Germany | +49 (0) 221 94222 5615

We have reservations in Cologne (not Düsseldorf). We will use central billing (credit card for any extra charges only). Breakfast for one person is included in room price. Free Wi-Fi. Most of the rooms have king-sized beds. Room reservations are under your name.

So that more can attend the K Show, a few people may be asked to share a room with a colleague. We will let you know in advance if that is the case for you. Thank you for understanding. All shared rooms will have 2 beds.

Landhotel Galland: http://www.landhotel-galland.de/home/

Landhotel Galland Im kühlen Grunde | Dickerstraße 346, 46539 Dinslaken, Germany | +49 2064 95330

A few people may be asked to stay at the spill over hotel around the Apollo Event. We will let you know if you are selected to stay in this hotel.

Car required if staying here. Please connect with Peter Larrass to schedule a lift to the fair.

Landhotel Galland will be direct billed (everyone uses their own credit cards).

Getting to the Show from Cologne

Train= Zug, Tram= U-Bahn Hotel is located approximately one minute walking distance from Main train station in Cologne, where you

should take a train that goes to Main train station in Düsseldorf (takes approx. 30 minutes). Train leaves

approx. 2 times/hour. Check schedule for departure times. From there, take the local train or tram (takes

approx. 15 minutes). Tram station is right in front of the Messe Düsseldorf entrance.

Our Exhibitors passes are valid for public transportation excluding IC/express trains. Exhibitor passes are transferable, and if you finish your booth duty, you should return it to staff at the booth or leave it at the Marriot hotel reception.

Messe Düsseldorf (K-Messe), Stockumer Kirchstraße 61, 40474 Düsseldorf

Getting to the Show from Landhotel Galland

Car required if staying here. Please connect with Peter Larrass to schedule a lift to the fair.

Our Exhibitors passes are valid for public transportation excluding IC/express trains. Exhibitor passes are transferable, and if you finish your booth duty, you should return it to staff at the booth or leave it at the Marriot hotel reception.

Landhotel Galland Im kühlen Grunde | Dickerstraße 346, 46539 Dinslaken, Germany | +49 2064 95330

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By Taxi

Düsseldorf has the second-highest concentration

of taxis anywhere is Germany. So you’ll have no

trouble hailing a cab any time, day or night, to get

you safely to your destination.

Düsseldorf Taxi Switchboard: +49 (0)211 333-33

or +49 (0)211 999-99

Rhein-Taxi: +49 (0)211 212121

The basic charge is 4.50 EUR. Each additional

kilometer will cost 2 EUR. For credit card

payments, a surcharge of 2 EUR will apply. The

time tariff is 35 EUR per hour.

For taxi rides from Düsseldorf Airport to all

entrances of Messe Düsseldorf or vice versa, a

special price of 20,00 EUR for each ride applies

day and night.

From Düsseldorf main stations, the following lines leave to Messe Duess:

• 2 subways: U78/U79 • Bus 722

Upon arrival, use entrance North – shortest way

• There will be maps of the fairgrounds distributed at the entrance/upon registration

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Floor Plan (Hall 5 Booth A23)

For detail info about K- Fair 2016 please visit web page: http://www.k-tradefair.com/. Our booth is located

in the single story exhibit Hall 5. (We are in the same hall as the BASF exhibit.) Our booth is the largest we

have ever had at 90 m2 and 1½ stories. Our booth is on the end of an aisle, and has two open sides. Visitors

can find us listed by searching for Audia Plastics, Uniform Color, Washington Penn or Southern Polymer.

Use North Entrance to get to our booth. This will be easiest.

Exhibitor Passes

We will have 73 exhibitor passes available, which are transferable. You do NOT need to register for one.

We have done this for you already. We will give them to you at the hotel or when you arrive at the show.

Once you finish your booth duty, do not forget to return the ticket to somebody at the Information Station.

Or leave them at the reception of the hotel. Once you do that, please notify someone in Marketing just by

quick note “I left Exhibitor’s pass at the reception”.

Giveaways

We will have cell phone lanyards, USBs, pens and solar chargers (solar chargers for Apollo guests).

Smoking

Our booth is non-smoking area. Smoking at the Messe Düsseldorf is possible outside of the building.

Hall 5 Map Fairground Map

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What to bring to the booth (not too much)

Soft drinks, including coffee and tea will be available all day at the booth. Pens, paper, notepads and USB

sticks with company logos will be available for internal usage. If you will be bringing luggage to the K-

Messes on the last day of your attendance, try to check it with baggage check rather than store it in the

booth.

If bringing luggage on Thursday Oct. 20th (day of Apollo Event), check your bags at the SOUTH entrance. We will catch shuttle buses to Apollo Event from South Entrance.

Dress code for K Show AND Apollo Event

As a representative of the company, we ask that you wear a suit to the show, even if you are not assigned

booth duty. Europe is more formal than North America. Jeans, khakis and golf shirts are not appropriate

for this show, even if you are just walking the show. Sport coat with tie is a judgment call, but not

recommended either.

Men: (Audia will provide each booth staff member a company tie) o Suit Color: Black, Navy or Gray preferred o Shirt Color: Keep tie/scarf colors in mind (white, blue, pink)

Women: (Audia will provide each booth staff member a company scarf) o Dark dress or dark suit with shirt

Everyone: Country flag pins are to be worn during booth duty to indicate language spoken

Name badges/ lanyards All booth attendees will get name badges with their name and company they work for. A black lanyard

without any text on it will be provided to those who might need one at the booth.

Offsite Hospitality Event

Apollo Event- K Show Customer and Business Partner Event

Dinner, drinks and live entertainment

Thursday Oct. 20, 2016, 6:00 PM- 12:00 AM

Roncalli’s Apollo Varieté (15 minute ride from K Show) o Appollo-Platz 1 Düsseldorf 40213 Germany

Plan to arrive at the event by 5:30 PM to greet our customers. Some of you may be asked to help us with

customer check in.

Documenting a Lead

We will use the CamCard app to record leads. It is connected to shared Audia account. Four tablets will be

available at the booth for scanning business cards and taking notes. Tablets will be available at the Info

Desk. Return tablets to desk after use, then marketing will downloads leads and share with team.

Scheduling Conference Rooms To schedule a conference room, go to the information desk. We will have a booth laptop that will control

the schedule. There will be an iPad in each meeting area showing the latest schedules. Please check these

iPads frequently to see if the room is scheduled after your meeting.

Who Can Order/Spend Money for the Booth/ Refreshments?

All soft drinks, coffee & refreshments for booth usage will be ordered by Katka Hatalova, Peter Larrass,

Jochen Schneider or Daniela Koledziej.

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Storage

Our booth is approximately 90 m2 plus 30 m2 upstairs. Most of this area is visible for visitors; we have very

limited storage space, which will be mainly used for storage of beverages, snacks and some other

necessary supplies for the booth. Please try not to bring any extra stuff during your boot duty. Please check

your coats/bags with the K Show coat/bag check service rather than store it in our booth.

Internet Access at the Booth

We have prepaid WIFI vouchers. One voucher is for all K Show and 6 vouchers are for 200 minutes access.

These vouchers could be activated via internet and we will get them directly at the K Info stand. Please

make sure you are WIFI connected just for the necessary time. We do not provide free WIFI to any booth

visitors.

Adapters

In Europe there are different plugs than in the US. Katka Hatalova will bring adapters with her and leave

them with the bar staff. If you need one, contact the bar staff. If you travel regularly to Europe, please

bring your own adapter. There will be a few charging stations in the storage areas and meeting rooms, so

you can recharge your cell phone if needed.

Where to go to eat in Düsseldorf area (out of the Messe)

*See extra list which will be attached to this Guidelines. Please note each individual should be responsible

for own booking at the restaurants with customers/suppliers.

Where to go to eat in Cologne area

** See extra list which will be attached to this guidelines. Please note each individual should be

responsible for own booking at the restaurants with customers/suppliers.

Hospitality/Seating at the Booth

We will have beverages and small snacks for customers at our booth bar. The booth cleanliness is the

responsibility of ALL Audia attendees. Please help us keep the booth clean by bringing dirty dishes and

trash to the bar area for disposal after your customer departs. Do not assume the ladies/hostesses are also

maid service.

It is okay for you to sit briefly for a rest in the hospitality area. However, if you must work on your

computer or cell phone, we ask that you do that outside the booth to leave the seating available for

visitors. Keep the tabletops clean and clear when you leave.

Airport

In the area we will be located are two airports-- Düsseldorf International airport, app. 15 minutes of driving

from Messe Düsseldorf. The other one smaller airport is in Cologne area Cologne/Bonn airport app. 30

minutes of driving from our hotel in Cologne.

Useful information about K-Messe

For more info please visit web pages http://www.k-tradefair.com/. For iPhones, there is a free application

with name K Messe or just “K.”

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*Where to eat & entertain customers in Düsseldorf

Restaurants, typical Düsseldorf/German Food - Breweries:

Brauerei im Füchschen,Ratinger Straße 28 ,40213 Düsseldorf, Germany, Phone: +49 (0) 211/137470

Brauerei Uerige,Berger Straße 1,40213 Düsseldorf, Germany, Phone: +49 (0) 211/866990

Brauerei Schumacher,Bolkerstraße 44,40213 Düsseldorf, Germany, Phone: +49 (0) 211/326007

Brauerei Schlüssel, Bolkerstraße 43, 40213 Düsseldorf, Germany, Phone: +49 (0) 211/828955

Düsseldorferf “fancy“ clubs/pubs:

Nachtresidenz, Bahnstraße 13 – 15,40212 Düsseldorf, Phone: +49 (0) 211/1365755 o Web: www.nachtresidenz.de

The attic GmbH,Königsallee 1,40212 Düsseldorf, Germany, Phone: +49 (0) 211/15977988 o Web: www.theattic-club.com

Dr. Thompson’s Gastronomie und Veranstaltungs GmbH, Erkrather Strasse 230, 40233 Düsseldorf, Phone:. +49 (0) 211/99 61 77 31

o Web: www.drthompsons.info

Rudas studios (Rhein Gastronomie GmbH), Kaistraße 7-9, 40221 Düsseldorf, Germany, Phone: +49 (0) 211/6955699-0

o Web: www.rudasstudios.com

Schlösser Quartier Bohéme & Henkel-Saal, Ratinger Straße 25,40213 Düsseldorf, Germany, Phone: +49 (0) 211/15976150

o Web: www.quartierboheme.com

Anaconda Lounge, Andreasstraße 11, 40213 Düsseldorf, Germany, Phone: +49 (0) 211/8693939 o Web: www.tonight.de/locations/anaconda-lounge-duesseldorf.html

Kit-Café, Mannesmannufer 1b, 40213 Düsseldorf, Germany, Phone: +49 (0) 162/8882373 o Web: www.kit-cafe.com

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**Where to eat & entertain customers in Cologne

Gaffel am Dom – typical German/Koln cuisine

Fruh – also here typical German/Koln cuisine

Lots of activity on the Heumarkt, the Old Market (Alter Markt) and the region beside the Rhein River where

also bars and restaurants are located.

Restaurant / Bar recommendations in Düsseldorf:

Füchschen - Altbier Brauerei Düsseldorf – this is a very typical Düsseldorf old style brewery / with typical

German / Düsseldorf cuisine

Lots of other places in the old market area. Our hotel in located in the historical city center from 2-10

minutes of walking distance from all the bars and restaurants.

MORE RESTAURANTS ON NEXT PAGES…

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RIVA

Düsseldorf Medienhafen – 18 min. drive from K Show

Website: http://riva-duesseldorf.com/en/

Style: Modern & Contemporary

Food: Soul Kitchen

Cooking for the heart and soul –that’s the best way to describe the inner motivation of René and his team who prepare everything freshly for our guests. Only the very freshest ingredients make their way to the plates: whether fresh vegetables from the market or freshly sourced fish and meat

Prices: Starters 13-19 EUR, mains 32 –50 EUR

LIDO Düsseldorf Medienhafen – 20 min. drive from K Show

Website: http://lido1960.de/en/ Style: Modern & Contemporary Food: Contemporary with a French twist Prices: starters 14-21 EUR, mains 32 –50 EUR

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HYATT DOX Restaurant Düsseldorf Medienhafen – 18 min. drive from K Show

Website: https://dusseldorf.regency.hyatt.com/en/hotel/dining/DOXRestaurant.html

Style: Modern & Contemporary Food: Contemporary food Prices: Starters 15-19 EUR, mains 21 –50 EUR

Hausmanns

Düsseldorf City/Old town – 25 min. drive from K Show

Website: http://www.hausmanns-duesseldorf.de/ Style: Modern & Traditional by star cook Tim Maelzer (German Jamie Oliver) Food: Contemporary, but local traditional German cuisine Prices: Starters 6-15 EUR, mains 16 –28 EUR

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Schiffchen

Düsseldorf City/ Old town – 25 min. drive from K Show

Website: http://www.brauerei-zum-schiffchen.de/en/ Style: Traditional –typical Düsseldorf brewery style Food: Local traditional German cuisine Prices: Starters 6-12 EUR, mains 16 –25 EUR

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B. MESSSAGE (K2016 Talking Points)

LEADS: We will have 4 tablets and use the CamCard app to scan business cards and take information down for follow up. A lead form that you can physically fill out will be used as a backup and then forwarded to the right person after a copy is made.

MISSION/MAIN OBJECTIVE a. SHOWCASE AUDIA PLASTICS/GROUP AS THE BEST COMPANY TO PARTNER WITH FOR COMPOUND,

MASTERBATCH, and RESIN NEEDS IN EUROPE AND GLOBALLY b. Gather as many qualified leads as possible

ELEVATOR SPEECH – the Scripted Unified Message for everyone in the booth—memorize this for all companies!

o Audia Plastics/Group—is a group of synergistic sister companies serving the thermoplastics industry.

o Uniform Color is a 35 year old, global company that manufactures high quality custom color masterbatch for the thermoplastics industry. We are known for our tech service and formulation expertise. We can formulate for all polymers and most processes. We are best known for our work in Polyolefins and Styrenics for Automotive, Furniture, Packaging, and Industrial markets. Our newest plant is in Slovakia, but we also manufacture in the USA, Mexico, and China.

o Washington Penn Plastic – manufactures high quality engineered Polyolefin Compounds with a growing global footprint. We are the largest North American PP custom compounder with an in-depth experience and knowledge in PP/PE resin design and with an industry leading customer service. We, in a rapid pace, develop customer specific formulations and are known for our work in the automotive, appliance and consumer markets. In total we have six factories of which 5 are located in the NAFTA region. Our newest state-of-the-art facility is located in Europe, Slovakia.

o Southern Polymer Inc. – Southern Polymer is a global resale/distribution company which offers producer branded prime, SPI branded prime and wide-specification polyethylene and polypropylene to a diverse array of markets and applications. Along with sister companies Washington Penn Plastic Company and Uniform Color Company, we offer integrated solutions using neat resin, custom compounds, and custom colors. Together, our group of companies delivers more than 1 billion pounds of polyethylene, polypropylene, polystyrene, and PET resins annually for extrusion, blow molding, injection molding, and compounding applications. This type of buying power enables Southern Polymer to keep our customers competitive in all markets.

WPP

WPP is a custom compounder of polyolefins with a significant/leading market position in North

America:

o Annual capacity of 330 kt from 6 production site locations; o Strong market position and broad product line across all segments including Automotive,

Appliance, Building & Construction, Consumer, Packaging; o Outstanding market and application development capabilities.

WPP has expanded into Europe via opening their European plant in Voderady, Slovakia in January 2012. The Voderady plant contains state of the art equipment, world class people and is capable of producing challenging, sophisticated PP compounding products.

Selling into the European market is critical for WPP’s sustainable growth as a more global company and WPP customers expected us to become more global.

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WPP EU is actively engaged in market development activities across Europe in all market segments over the last couple of years and provides localized sampling and production from the Voderady plant.

WPP is mainly selling into Automotive & Appliance market segments of the European market today.

WPP EU contacts: o Peter Larrass – President o Jochen Schneider- Senior VP of Sales & Marketing EU o Andrea Bellantoni – Technical Service Representative o Tjarco Boelkens – Market Development Engineer Europe o Gianni Avalle – Account Development Manager Western Europe o Andrzej Jez – Account Development Manager Eastern Europe o Rob Heijenrath – North/West Europe – Account Development Manager o Peter Vajo – Purchasing Manager & Market Development

UCC

UCC is a market-leading producer and supplier of custom color masterbatch products with a significant presence in all North American market segments. In particular, UCC is the clear leader in automotive masterbatch in North America.

UCC has a manufacturing presence in Europe, Slovakia and expanded capacity significantly in the last three years. This expansion includes the opening of the Voderady, Slovakia plant in January 2012 with world class equipment capable of producing the most challenging masterbatch products. The Voderady plant also includes formulation and testing capabilities.

UCC is actively engaged in market development activities across Europe in all market segments over the last couple of years and provides localized sampling and production from the Voderady plant.

UCC is selling into all segments of the European market today.

UCC brings unique product attributes to the European market – specifically color harmony control, and lower let down ratios and special formulas which have made large molded parts much more effectively than existing European masterbatch technologies. This has led to lower costs for the supply chain.

UCC Contacts (WAITING ON CONFIRMATION OF CONTACT INFO) o Doug Haberman- UCC President o Juraj Oravkin – Commercial Manager Europe business o Dragan Milenkovic – Account Development Manager Europe o Peter Balaz – Account Development Manager Central & Eastern Europe o Agienszka Kaminska – Account Development Manager Poland o Marian Cech – Market Development & Technical Support o Adam Galambos – Managing Director Audia Plastics sro

SPI

Southern Polymer, Inc. is a leading distributor of polyethylene and polypropylene in North America.

SPI is engaged in sourcing polyolefins around the world in support of all the Audia companies.

SPI has expanded into Latin America and more important, has expanded into Europe.

SPI coincides with the manufacturing operations of the other Audia companies.

SPI Contacts (WAITING ON CONFIRMATION OF CONTACT INFO) o Bobby Halcomb – SPI President o Antonio Jorge Gonzales - Business Manager, International Sales. o Peter Plokai — Director of Distribution & Sourcing, EU

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C. SHOW PREP & ETIQUETTE

BEFORE THE SHOW (Your Homework)

Our booth number is Hall 5 A23.

Know the Mission or Main Objective in exhibiting c. SHOWCASE AUDIA PLASTICS/GROUP AS THE BEST COMPANY TO PARTNER WITH FOR

COMPOUND, MASTERBATCH, and RESIN NEEDS IN EUROPE AND GLOBALLY d. Gather as many qualified leads as possible

Know the Elevator Speech – the Scripted Unified Message for everyone in the booth. Memorize! o Audia Plastics/Group—see B. Message section. o Uniform Color —see B. Message section. o Washington Penn Plastic —see B. Message section. o Southern Polymer Inc. —see B. Message section.

Who are the hottest prospects coming to the show:

Who are the key customers coming to the show:

Get your enthusiasm pumped up. Be knowledgeable about all areas of the business, not just the products. You will be the face of Audia Plastics at the show. You will be representing/lead seeking for those who could not participate.

Make sure you have plenty of business cards and comfortable shoes.

Know your scheduled booth time. Do not abandon the booth during this time. If you must leave, you are responsible for getting a substitute.

Planned Attire: Wear a dark suit and the provided tie/scarf, name badge. Keep color scheme in mind.

Know how we will be measuring the effectiveness of the show: o Leads Report

Number of total visitors – we will not have a way to capture this Number of qualified visitors (mark as relevant-get a business card)

o Follow up Appointments o Website Activity (QR codes, etc.) o Appt/Orders as a result of the show

Prepare 3-6 Engaging Questions to use at the Show (examples): o Have you registered for our Raffle? o Tell me how your company uses . . . . . o What kind of issues do you have when working with colors/additives masterbatches . . .

trying to reduce part weight . . . etc.

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DURING THE SHOW

WALKING THE SHOW:

You are representing the company during any time spent at the show. This includes breaks and meals. Engage and invite people back to the booth.

IN THE BOOTH:

LEADS: We will have 4 tablets and use the CamCard app to scan business cards and take information down for follow up. A lead form that you can physically fill out will be used as a backup and then forwarded to the right person after a copy is made.

Avoid trite questions, such as: "Can I help you?"; "How are you doing today?"; Are you enjoying the show?"

You have to “work” the booth, not just “be in the booth.”

Talk to everyone who comes within shouting distance. Draw them in and tell our story so they understand what we are selling/promoting. Sometimes they need to be invited in to the booth.

Be yourself. Relax. It is okay to have fun.

Make friends with the neighboring booths – they might be able to direct leads to us.

Give a visitor time to browse the booth a few minutes to find something of interest to ask about.

Don’t stare at name badges right when you first meet someone. It comes across as “trying to qualify” rather than as being personal.

Keep a handful of the cheap giveaways as a prop to invite prospects into the booth. Hold it in your left hand so you can shake with the right.

If you don't know the answer to a question, say so and use it as an excuse to follow up after the show with the answer when you locate it.

Make only those commitments that you and others can keep - visitors remember commitments, especially those that are not kept.

Remain standing as much as you can to appear more approachable.

Don’t make calls or answer emails in the booth. Step away from the booth to do this.

Don’t ignore prospects by forming a cozy cluster and chatting with colleagues.

Don't leave the booth unattended or leave without informing colleagues. Don’t leave the English Only speakers alone in the booth.

Don't use negative body language: Don’t cross your arms. Don’t stand with your back to the aisle. Don’t lean on the booth furniture. Instead, smile and look at person when speaking. Use affirmative comments.

Don't let the booth get cluttered, untidy and unorganized. Keep drinks hidden from view.

Don’t waste time talking to people who are not a fit. Thank them for their time and let them go quickly. Ways to ending a Conversation with an unqualified lead:

o "I'm glad we had this opportunity to talk today..." o "I've taken enough of your time today..." o "Based on the information shared today, we can't help you, but here's our website if you

need us in the future". o "Thanks for dropping by..." When using these key disengagement phrases always give them a handshake, symbolizing a polite goodbye or hand them a brochure or an inexpensive giveaway.

Be friendly and non-threatening. Ask open-ended questions that illicit more than a simple "yes" or "no" response. Begin with who, what, where, when, why or how. Qualify the prospect for follow up after the show.

Remember the 80/20 Rule... Listen 80% - Talk 20% Relate questions to the industry, product/service and its benefits, or to a specific situation.

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IF APPROACHED BY MEDIA:

All media should be referred to Peter Larrass or Martin Devine or current leadership team member at booth for comment.

Be sure not to say anything you wouldn't want to be read in the newspapers—the spoken word can take on far more impact in print.

Never speak "OFF THE RECORD".

Do not offer sensitive, confidential, or competitive information.

Don't EVER talk about the competition or what they are doing. You are giving reporters leads to others to include in the story.

Never fight, argue, or lose your temper with the media. Remain cordial.

Don't attempt to answer a question about other company business not in your area. Just say, “That’s not in my area of expertise."

Don't let a reporter put words in your mouth.

Avoid trick questions like "what if," commenting on absent third parties, or provide ranking of issues or topics questions.

AFTER THE SHOW

Follow up:

We will have 4 tablets and use the CamCard app to scan business cards and take information down for follow up. A lead form that you can physically fill out will be used as a backup and then

forwarded to the right person after a copy is made. The plan is to share the leads list with sales reps for follow up. Every lead should be put in the master file with notes. You will get the card back. We must do this to capture a list of every lead to measure the effectiveness of the show. If you need the card immediately, take a picture of it with your cell phone.

Send a “Thank you for stopping by” contact email to everyone who leaves a card.

Possibilities for measuring results (we need your help in tracking these after-show events/activities):

Leads Report o Number of booth visitors o Number of qualified leads o Number of appts generated

Sales from leads

Projects from Leads

Post show Literature distributed

Website activity

Benchmark:

We will benchmark for improving future events. Note your observations of what worked and what didn’t, because we will ask you after the show.

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13 Bad Booth Staffers (Avoid these Behaviors):

Source: http://www.skylinetradeshowtips.com/13-bad-booth-staffers/

1. The Networker: The Networker spends most of his booth staff shift talking, but instead of having concise conversations with clients and prospects, he whiles away the expensive show hours talking with other sales people, corporate management, and anyone else who will listen — as long as he doesn’t have to actually take a lead. 2. The Fire Hose: Instead of asking attendees good questions, listening for specific pains, needs, and goals, and responding with an appropriate presentation, the Fire Hose lets loose the same unending stream of corporate speak, drowning the attendee with irrelevant messages. They offend your booth visitors and wash away your return on investment at the same time. 3. The Wall Flower: While being an introvert is no barrier to great booth staffing, a Wall Flower lacks the courage and initiative to start a conversation with passing attendees. Booth staffers that wait on the sidelines for attendees to walk in the booth will get a small fraction of the leads of a staffer willing to engage visitors in the aisle. 4. The Debbie Downer: While constructive criticism is essential for growth, Debbie Downers are permanently parked in a dark place. These perpetually pessimistic people are a danger to your company’s brand, as they drag down their fellow booth staffers by their continuous complaining about each and everything possible. They don’t exactly light up the world with prospects, either! 5. The Invisible Man: While not activity destroying your brand equity through poor performance, The Invisible Man (or Woman) doesn’t show up for their booth shift, leaving your remaining staff to pick up the load, and lowering your lead count potential. Even worse is if your Invisible Man has essential, unique expertise, such as demonstrating a new product. 6. The Ghost: Unlike the Invisible Man, the Ghost is physically there, but … not really. They are actually on their phone, or on their computer, busy taking care of other business instead of staffing the booth. So attendees can see the Ghosts, but not really touch them-- which wastes the rest of your trade show investment. 7. The Scanner: The Scanner is focused on only getting lots of leads for leads sake, so they relentlessly pursue attendees just to scan their badge – and then fail to engage the attendee any further. They just want to scan the next person, and the next, and the next – so you have plenty of leads, but none that are qualified. 8. The Robot: The Robot is unable to make an emotional connection with booth visitors, to find out what they care about, or strengthen the company’s relationship with the prospect. The Robot may only feel comfortable speaking about specifications, technical details, facts and figures. While technical details are very important, it also takes a human touch to make visitors feel welcome.

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9. The Thief: The Thief steals leads, pocketing them without reporting them as from the trade show, rather than respecting the company’s need to track valuable leads to measure their true trade show ROI. Worse yet, they steal leads from outside their sales territory. Swiper, no swiping! 10. The Lump: The Lump is an inert blob of flesh and bones, sitting in the booth with a glazed look over their eyes, doing nothing. The Lump does not engage with attendees, does not talk to people who just grabbed a free pen, but only answers questions with one-syllable words, or maybe even just a grunt. 11. The Attacker: Hey! The Attacker Is Very Intense! They Grab People Out Of The Aisle! They Don’t Take No For An Answer! These Booth Staffers Will Scare and Annoy Your Potential Customers! Because They Don’t Know The Difference Between Assertive And Aggressive! 12. The Liar: The Liar thinks that they should get every trade show lead they can, even if that means stretching the truth beyond the breaking point. The Liar misrepresents your products’ and company’s capabilities, and what your competitors can and can’t do-- which will damage your company reputation when the truth is inevitably found out. 13. The Supervisor: When The Supervisor is on your roster as a booth staffer, they unfortunately think that actual booth staffing is below them, so they stand on the side and “supervise.” They don’t know that at the best exhibiting companies, everyone from the CEO on down wants to staff the booth, to drive more sales, get more direct customer feedback, and improve your company image.