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MR LOADLINK

Whoosh Crash…

Mr. Loadlink launches a stinging attack on trade show exhibitors that pack up early, questions Twitter’s motives for dumbing down the social media platform, and more.

Do you know what noise I hate more than someone scraping his or her fingernails down a chalkboard?

It’s the sound of an exhibitor at a conference or exhibition tearing down their stand before the event has finished. The chalkboard trick merely sets my teeth on edge and has me clasping my hands over my ears. The clamour of a premature expo breakdown, meanwhile, does all that, in addition to sending my pulse racing, blood pressure soaring, and turning my face bright red with rage. I look like a beetroot at a farmers’ market.

Anyone who attends, organises or displays wares at events will know what I’m talking about. Whether the show finishes at 3, 4 or 5 o’clock, there is always someone who starts ripping their stand apart ahead of time. It’s like dominoes; once one exhibitor has started pulling posters off walls or boxing up their products, someone else follows and pretty soon everyone’s either joined in or at least had their focus interrupted.

Some are shameless and turn their backs on attendees to pull graphics off aluminium displays and sweep the giveaways off the counter. Others are subtler; they side step to a corner and slowly begin arranging things for easy access. The trouble is they’re not half as surreptitious as they think they are. Once the attention has been diverted from the aisles and the delegation, the game is over. There’s no selling a widget at that point.

The worst noise of all is popup banners whistling back into their cases. They make a terrible whooshing sound as the canvas recoils before thwacking into their final position with a big crash. Some exhibitors have the care to grip the top of the banner as it descends, which reduces the noise pollution, while others let it whizz down on its own, picking up such speed as it goes that the base is jolted on the carpet.

Metamorphosis

The strange thing is, the hubbub of expo setup is altogether different. It doesn’t irk me in the slightest. In fact, the unfurling of stand displays is almost satisfying. It’s exhilarating to see a hotel lobby or exhibition hall come to life as an industry’s suppliers prepare to engage the marketplace’s buying decision makers. I think it’s the anticipation of it all. Even the beeping of a lift truck delivering a pallet of shackles to a nearby stand is rhythmical. The tightening of screws and the uncurling of a literature stand all add to the anticipation.

It’s remarkable, therefore, that people can’t hold onto this sense of purpose for the duration of an event. Working an exhibit is tough but it’s so important to stick them out until the end. Take the recent World Crane and Transport Summit, for example, which was expertly hosted by the KHL media company in Amsterdam. We were among an assortment of exhibitors keen to engage a high level audience of crane thought leaders and influencers.

The event concluded, say, mid-afternoon on a Wednesday and, despite an already early scheduled finish, several fellow exhibitors were keen to pinch an extra half-hour. The same people who’d paid such attention to detail during setup to make sure everything looked perfect, and photographed their exhibits to send proof back to the office, were now prepared to dismantle them as delegates continued to roam the charming Grand Hotel Krasnapolsky with coffee in hand, equally thirsty for information about their product range.

We were among sponsors at the World Crane and Transport Summit.

We were among sponsors at the World Crane and Transport Summit.

David Mullard, our business development manager, and I felt like the band on the Titanic, defiantly playing as the ship plummeted to the icy depths. Little did we mind as the boss of one of the world’s largest specialised hauling, heavy lifting and hoisting companies danced to our merry tune. As the exhibition area fell to ruins around us, we were building one of our strongest connections of the event. And it wasn’t even teatime.

I accept that there are occasions when people need to get to airports to catch international flights, or family members are playing important sports matches or appearing in school events. But in the main, those guilty of the sins outlined above are failing to honour protocol and show respect for their fellow professionals, just to get to the airport early or check their emails. Unless it’s really important, no travel itinerary should be booked if it means the team on the stand have to leave before the final attendee has been dragged from the floor. If the last plane home leaves at 5pm but you might need to stay at the show until 4:30pm, arrange a networking dinner and travel the next day.

Once again, the summit proved the value of short exhibition sessions, punctuated by periods of world-class content and seminars. I’ve blogged before about the happy marriage between a tabletop expo and conference, and the benefits were again there for all to see—particularly for those of us who toughed it out until the end. It’s worth singling out Hendrik Sarens, owner and director at crane and engineered transport giant Sarens, for praise; he delivered an engaging keynote about his life in the industry that resonated with all who listened.

Silky smooth

oe, full of expectation, during Speedy Expo setup

Zoe, full of expectation, during Speedy Expo setup

The Speedy Expo, which took place a week earlier, was uplifting too, where, Zoe Silk, inside sales and hire, made her SP trade show debut. I wonder how much we can improve the culture of exhibitors by better mentoring the next generation of stand professionals. We’re committed to a record number of events next year and, as live interaction continues to reap rewards, it’s likely that other companies will do similar. But how many are really giving this costly, time consuming, exhausting, risky activity the attention it needs?

I didn’t present Zoe with The Perfect Trade Show Host manual on the train to Liverpool but needless to say I gave her the benefit of my experience. I explained why we don’t have seats on the exhibit and why eating is prohibited. Zoe understood already about the importance of greeting people, exchanging information, distributing catalogues—and staying until the end!

It’s not rocket science, and even on her first event, Zoe was a great SP ambassador, yet I fear others taking their first steps into the exhibition environment don’t have the right tuition or grounding. It’s simply not ok to approach an attendee with a mouthful of sandwich or turn one’s back on the aisles to take a phone call.

If KHL deserved credit for their show, Speedy should get a gold star as well. The organisation, hospitality and extent to which it harnessed the power of modern technology—the event had its own app—were exceptional. It was good to meet Russell Down, Speedy’s chief executive, and discover a mutual Portsmouth connection, while colour-coded lanyards facilitated other networking opportunities with staff, suppliers and customers alike.

 

 

Biggest LiftEx ever?

Later this month, arguably the most important LiftEx in recent years takes place at The International Centre Telford on 29-30 November. The expo is the showpiece of organising trade association, LEEA, and co-locates with its all-important AGM, dinner dance, conference and more. It is always the subject of debate, in the main surrounding its size, location, frequency, demographic, format, etc. This time there is an even stronger undercurrent with a number of key issues likely to dominate the annual meeting and other exchanges.

With industry stalwart Geoff Holden, the association’s recently retired CEO, being a tough act to follow, it’s going to be fascinating to get an update on the recruitment process and hear about LEEA’s plans for the short and long-term future. With the AGM moved to the first morning and the dinner dance slated for that night, I anticipate that a new-look format will lead to better attendance of peripheral events, which is important if the association is to continue to be an exemplar for all those involved in the lifting industry worldwide.

Frankly, to retain that status, certain rumours and uncertainty need to be put to bed and the AGM presents a perfect opportunity, with the industry’s protagonists in one place, to set the record straight. I hope the hierarchy are prepared to confront these issues head-on so LEEA can move forwards without the burden of speculation. On the morning of 29 November, members, end users and industry stakeholders alike have a right to expect some long-awaited clarity.

I hope exhibitors do their bit by staffing exhibits in an equally exemplary fashion. Beyond the obvious, it’s crucial that we don’t put all our eggs in the day one basket. It’s a front-loaded event, as outlined above, but there might be a purchasing colossus walking the aisles at 3pm on Thursday afternoon, who is only going to call upon those still wearing their game faces. Think about it: would you interrupt someone in full breakdown mode and offer to buy his or her kit? Our combined exhibit with Modulift and Crosby will be among those ready to accept 11th-hour opportunities.

Twits

The #LiftEx17 hashtag is already making waves on social media, most notably on Twitter. But I don’t think the show, or the platform generally, will be enhanced by a decision to double the character limit to 280. Essentially, a Tweet can now be a paragraph, which even belies its very name. The brand is known for the iconic, tweeting bird, called Larry, capturing the platform’s supposed ethos to give users a small space to share a concise comment. The change has already paved the way for cut and paste fanatics to post great swathes of their website content. It might grow on me but it feels like the brevity, fun and skill in posting a Tweet has been lost. What do you think?

That’s all for this month but look out for announcements soon about two new SP recruits!

Mr. Loadlink

#LiftEx17

 

 

November 2017, , , , , ,

Messrs. Mak and Loadlink

A visitor to SP inspires Mr. Loadlink’s latest blog about minding your own business, applying for grants, and education. He also looks forward to another busy trade show season.

Last week, we were honoured to welcome Alan Mak, Member of Parliament for Havant, to SP’s headquarters. Mr. Mak was keen to visit us after we secured a grant that funded equipment purchases for an additional unit on the Dakota Business Park, home to our new machine shop. There, among the shiny Haas kit, we spoke about a number of things, but they all revolved around three key subject areas:

  1. The company
  2. Grants
  3. Education

It struck me how important each of them is to small and medium-sized enterprises (SMEs), indeed, any business.

The company

Few things put a place on its toes faster than a high profile visitor. Remember when you were at school and the head teacher said at assembly that the chairman of governors or, worse, Ofsted inspectors would be visiting classrooms? Uniforms had to be pristine, behaviour exemplary and manners impeccable. Mr. Smith might as well have said, let’s make the place look and feel as different as possible from a normal day!

A good yardstick by which to measure a business is to what extent the same needs to happen when a visitor—an MP, for example—arranges an appointment. This blog isn’t about SP per se but, other than a couple of tweaks here and there, our ducks (load cells) were already in a row. If a memo needs to go out about punctuality, not eating at workbenches, smoking, chewing gum and addressing people in a professional manner, there needs to be a rethink.

It goes beyond aesthetics. A visitor is certain to ask questions; it’s the most efficient way to demonstrate interest and guard against awkward silences. How many people work here? In what roles? Who is the longest-serving employee? Do you employ apprentices? What does this machine do? Where is that product going? Etc. Most CEOs and employees should be able to answer these questions standing on their heads, but what if the visitor digs a bit deeper?

Does the company have an environmental policy? Does it contribute to local business groups? Do you believe in the value of networking? At what end of the market do you compete? What is the state of UK manufacturing? If a visitor is trying to trip people up, they will find a way of doing so, but in the main they ask questions because they are interested and want to give the business they’re calling upon a chance to talk about itself. If the hosts stare blankly into space in response, it’s another good indicator that better education (we’ll come to that), systems and policy should be in place.

Leave room for interpretation, however, and allow individuals to shine. Mr. Mak probably got the memo from Conservative Party HQ titled, ‘Strong and Stable’, during the latest election campaign. Businesses shouldn’t look and feel like political parties, but nor should they resemble a youth club. A visitor should leave with a clear understanding of what a business does and what it stands for. In the case of an MP, they should feel comfortable to keep the lines of communication open and involve the business in future initiatives. Mr. Mak asked us if we would participate in upcoming business breakfasts he was supporting, which I took as a good sign.

Grants

This is a staggeringly overlooked area by businesses of all sizes, but particularly SMEs. Let’s tell it like it is: there is government money out there that companies can apply for to buy stuff or invest in things and people. Ok, it involves more than knocking on the door of 10 Downing Street and holding out one’s hand, but the principle is literally that straightforward. And it’s not only a case of getting £100 for new company t-shirts. No, serious cash is available if a business is prepared to adhere to the process and demonstrate how they could spend it wisely.

SP has recently secured its second significant grant, which we used to kit out the new unit with a VF-2 CNC (computer numerical control) milling machine, TL-1 CNC lathe, Bridgeport manual turret mill, Colchester chipmaster lathe, Sealey band saw, hydraulic press, and more. In fact, it was the funding that led to Mr. Mak’s secretary giving us a call and asking to have a look around to see what we’ve done with the money. The equipment joined our new load cell testing machine that was also purchased through grant funding.

Richard Woollett, SP’s financial controller, has become something of an expert in securing grants. He achieved the latest funding through the Havant Business Support Fund, a government local growth initiative, in partnership with Solent Local Enterprise Partnership and Portsmouth City Council. Richard explains that the process involved a lengthy application form, a business plan, three years historical figures, and a three-year financial forecast. Last year, we also received smaller grants for apprenticeships and consultancy. If you’re in the Solent area, there’s your starting point, but there’ll be a similar scheme near you that can be found with some simple online research.

As Richard will agree, it isn’t easy to get the money, but it is possible—and worth it. The first step is identifying a need for funding, whether it is new kit, apprentices, training, expansion, or something else. It’s probably the case that a business already has a long list of investment opportunities but hasn’t advanced them because of the lack of capital. Next, it’s a case of making a positive decision to apply for funding, assigning someone to oversee the process (like Richard) and sticking to it with the same tenacity and passion that makes it a successful company in the first place.

Grant processes take various forms (sometimes literally). I remember when my business partner, Peter McGreal, and I had to stand before a panel and outline a business plan for acquiring the new test machine referenced above. If you find yourselves in the same boat, prepare for questions: Why do you need a new machine? What will it be used for? How often will it be used? How will the purchase lead to increased revenue and jobs? Will the machine open up doors to new markets? Will it allow you to be more competitive? Work on the answers and sell the concept. In most cases, the people holding the purse strings will want to offer up the cash but they need to tick the boxes; needless to say, the government isn’t in a position to waste money. Make your business the soundest investment they’ve ever made!

Education

Training and education is an SP cornerstone, as regular readers of this blog know. As we discussed with Mr. Mak, it’s also been a focal point of grant funding in the past. I’d struggle to find common ground with any business leader who couldn’t see the value in applying for funding to train, educate, uplift, engage and retain people. It’s hugely rewarding to watch a team grow together and introduce new personnel, as growth of the company requires more resources.

This is arguably the component of business most suited to grants. A firm might proceed with its expansion plans, acquiring the space and kit to do so, as a matter of course. CEOs, finance guys and senior management will probably see the benefit of expanding to make more money. Yet, training and education can often be met with negativity. What do we get back? What if people take the skills and go elsewhere? Can’t we spend the money on something that makes more money? They’re all questions that have been tabled at board meetings up and down the land.

I accept that it wasn’t always my plan to invest as much time and energy as we do on staff training so I remember what it’s like to be further down the curve. Regardless, I’m now a massive advocate for it and implore businesses to train their people. Perhaps grant funding is the single best way to get such investment approved. Once the results become apparent, even the most cynical of CFOs will see the value in it. They might even reserve a big chunk of the next budget for a day of emotional intelligence speeches. Ok, one step at a time.

Seriously though, training works. We’ve even added it to appraisal agendas, asking staff: What training have you been exposed to over the last six months? Was it useful? What content did you find redundant? How has it benefitted your work? Would you have welcomed additional training? If you could tailor a day of training content, what would be on the list of topics? How many Action Coach (our coaching provider) sessions did you participate in? Will personal enrichment make you more or less likely to stay at SP for the long term?

What books have you read? Yes, we ask them that too. We don’t sit around discussing the varied emotions of convict Abel Magwitch when Pip encounters him on the marshes in Great Expectations, but we do talk about business literature. Reading a book about business practices can be enlightening and it’s amazing how even the most generic of messages can be translated to dealings at a UK-based load cell manufacturer. Businesses should encourage staff to pass on such literature they’ve enjoyed to colleagues and create a book club environment. Soon staff will be saying, ‘Do you remember what Mike Michalowicz said in The Pumpkin Plan?’

As an aside, that book is about comparing businesses to pumpkin farmers who develop and nurture their biggest pumpkins to make fat, juicy, glowing orange, award-winning fruits. It aligns with the theory that all businesses have A, B, C, D… list clients and they should all want more of the best kind. It’s just one of a multitude of books out there. If you’re new to this kind of text, start with ‘Start With Why’, by Simon Sinek. Why? You’ll see.

Show-offs

We’re on the cusp of another trade show season that starts for SP at SPE Offshore Europe 2017, which takes place at the Aberdeen Exhibition & Conference Centre in Scotland on 5-8 September. It’s an exciting way to kick-off another events campaign as this is the first time we’ll take exhibition space at the biennial show, having launched a full range of ATEX and IECEx products since the last time it was held at the same venue almost exactly two years ago. Look out for a subsea load pin that we recently manufactured, and whether you’re a social media fanatic or not, it’s worth monitoring the #OE17 hashtag on Twitter, which is among the most vibrant online show networking platforms of all the events we go to.

A trade show in Australia follows shortly afterwards before Seatrade Offshore Marine & Workboats Middle East in late September, where I’ll team-up with the Rigmarine guys. In the meantime, we’ll have representation at LEEA’s final roadshow of the year in Bristol on 20 September before the association’s flagship annual event, LiftEx, which this November takes place in Telford. In between the LEEA events, Associated Wire Rope Fabricators (AWRF) stages its 2017 Fall General Meeting and Product Information Exhibition (better known as PIE) towards the end of October. And that’s to name just a few events in the SP diary! If you see us, please say hello. As Mr. Mak will testify, we make great hosts and we know our areas of expertise inside out.

Thank you for reading.

Mr. Loadlink

August 2017, , ,