Home > Business, Examples > Two things to add to every exhibit quote/proposal

Two things to add to every exhibit quote/proposal


Author

Prior to working for Optima, I sold trade show solutions to the end-user in beautiful Grand Rapids, MI. (yes, Grand Rapids, Michigan is beautiful and we were just named Beer City, USA 2013!). Optima was my supplier during this time. I was always looking for ways to increase a sale and back then I would add in a literature stand or provide an alternate material (both were more expensive) but neither would break the bank. The key here is the worst thing they could say is “no, I don’t want that” – and no harm done.

Now-a-days, it seems we’re moving so quickly and rushing to get the client a price and we forget about up-selling at the quote-phase of the project and we’re just giving the client what they asked for and nothing more. If this sounds familiar, I suggest you include the following two products in every quote:

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  • InStep Printed Carpet or Printed Vinyl Flooring – Take a 10’ x 10’ booth space for example. If you produce a floor graphic that goes across the front of the booth, say 2’ x 10’, and then use rented carpet in the back (the show will cut rented carpet to any size) you’ve just added roughly $400 (retail) to this sale.
  • iPad Kiosk – The iPad Kiosk has essentially replaced the antiquated literature stand. Also, it’s a cost effective way to get technology into your client’s booth space. Add this into every project and they will sell, adding an average of $600 (retail) per sale.

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For easy math, let’s say you produce 300 projects per year and only 50% of clients agree to the additions you suggested – your company would generate an additional $150,000 in sales.

Not bad for simply making a couple of small, effective suggestions to enhance your client’s exhibit space. What are you doing to increase each and every sale?

About the Author
Gina Porcaro is an Account Executive with Optima Graphics. She has been in the Trade Show industry since 2003.

  1. Barbara Suler
    June 21, 2013 at 1:49 pm

    Great post. I love the idea about adding the floor graphic in front. Exhibit consultants do need to be reminded from time to time to go for the upsell

    • June 26, 2013 at 3:03 pm

      Thanks Barbara – I just love the InStep flooring, the print looks really great! We actually printed a $1 bill into the InStep carpet we used in our booth at HCEA, it was super funny to hear people say “hey you dropped a dollar” and then watch as they tried to pick it up!!! It also enabled us to engage attendees who had no plans of stopping by our booth – brilliant! 🙂

  2. steve
    June 21, 2013 at 1:50 pm

    Great thoughts! Always leave them wanting more, or at least know that the product and capability to produce that for the client is available!

    • June 26, 2013 at 3:05 pm

      Thanks Steve!!! 🙂 I agree, if they don’t know, how can they buy? Take care! 🙂

  3. melmwhite
    June 21, 2013 at 2:30 pm

    Well done Gina. Nice post.

  4. June 24, 2013 at 2:12 pm

    We have been adding an iPad Kiosk, but the idea about the flooring is kinda nice – thanks Gina!

    • June 26, 2013 at 3:09 pm

      Thanks Richard! I’ll share with you (since I’m not sure if you can see the replys I’ve posted, I’m new to this blog thing) what I shared with Barbara as well . . .
      I just love the InStep flooring, the print looks really great! We actually printed a $1 bill into the InStep carpet we used in our booth at HCEA, it was super funny to hear people say “hey you dropped a dollar” and then watch as they tried to pick it up!!! It also enabled us to engage attendees who had no plans of stopping by our booth – brilliant!

  5. June 26, 2013 at 9:58 am

    I agree Gina! Two great additions to really put that extra “umph” into a booth!

    • June 26, 2013 at 3:18 pm

      Thanks Katie!!! Maybe we can incorporate both into your upcoming open house event!!! 🙂

  6. June 26, 2013 at 1:28 pm

    great to see your smiling face Gina! just shared with my project coordination team and sales team, great ideas!

  7. June 26, 2013 at 3:21 pm

    Hi Carla – it’s great to hear from you and thank you for the message! I may not have great ideas very often, but when I do I like to share, haha! Hope all is well with you guys, it has been a while, take care! 🙂

  1. August 22, 2014 at 1:42 pm

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