Randall Raymond
Forum Replies Created
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[Tim Wilson] “So I go back to my starting point. For every person who makes a decision based on a tradeshow, there are thousands who make their decisions in other venues. HUNDREDS of thousands of those decisions are made outside of NAB every month.”
Decisions influenced by dealers and their salesmen who worked the shows of their manufacturers. It’s a much bigger dynamic than you are painting.
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‘You are free to disagree but you are not the one spending the money.’
In the end, I am the one spending the money as a new customer. Your argument against trade shows is not a new one. I’ve heard them before when I was in the industry.
Trade shows can do many things that the internet cannot, and never will, be able to do. I tried to point those things out in my previous post.
And lest we forget, many exhibitors are there for the benefit of their dealers and to get new dealers. They are not counting on sales AT the show. For them, it’s money well spent.
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“The argument that this stuff requires hands-on facetime is simply becoming increasingly irrelevant in the Day of the Internet.”
I disagree. There have been a number of studies of trade shows and the Number One thing people remember even months after a show is: A Person.
That was over and above presentations, pitches, displays, etc.
There are some things trade shows do better than the internet. Do not count out the human factor.
As to the need of ‘hands-on’ tactile experience – I can think of dozens of product categories in this business that do require that experience: camera support, lighting, grip, cases, remote anything, monitors, etc, etc. Having them all under one roof is more than convenient.
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[Christopher Wright] “I think I kind of share Walter’s hope that they do sell FCP to Avid”
You have to be kidding.
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[Luke Hale] “Are there any questions they will almost definitely ask me?”
Sure. Here’s one: “This is our problem – can you solve it?”
When they prod you for your rate – hold off stating anything other than a rate range until you have all YOUR questions answered. Ask a bunch, from the general to the detailed.
Of course, the rate question has a sister – “How many hours will this take you to complete?” The will want an idea of the bottom-line before they will hire you. Be prepared to justify your rate-time matrix two-thirds of the way into the meeting. If the last third is spent by them discussing details – you already have the job – at that point don’t budge.
Lastly, I used to whisper to myself “I’m the best” with every breath on the way to a meeting. You have to look and BE confident. Enjoy the meeting as if you were meeting new friends – which may very well be the case.
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On a cost-per-sale, trade shows are monumentally expensive and hard to track. The tactile, the one-on-one, I’m not sure the internet can ever replace that – e.g. how can you decide on a tripod without trying them all? It’s not the end of the NAB.
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If you concentrate on the esoteric and not the technical (which changes every few years now – other than lighting) you will do fine. The ‘fire in the belly’ is what counts in the long run. You’ll do fine at EMU, with that rather strange water tower…
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[Matt Giancarlo] “I was wondering if you would be able to tell me how to get some of these jobs, and/or how to get a busier schedule.”
OK – here you go, you wanna get busy, frightfully busy? Forget the brides and concentrate on the banquet halls in your area – all of them. Offer to do a drop-dead perfect video (free) for each if they send you brides. Just do one – the rest fall like dominoes. If you’re good, stop charging 300 for a wedding, that’s embarrassing. Get with it.
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In AE use the shatter effect – you can set it to puzzle pieces
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[Steve Wargo] “Actually, the first thing we do is hand them a camera and ask them to power it up and shoot something at our office. The reasons are obvious.”
There you go. Steve’s litmus test. I like it.
Here’s another. ‘Write a paragraph about your encounter with me. You got 15 minutes, communicator.”