Throughout my years of experience as a business owner, I often uncover great resources, articles and research to support entrepreneurs to manage effective teams.  Some of the information below is a compilation of information from my personal toolbox to share with you.  Some of the tips below will help guide you in developing and communicating a healthy work environment for your employees.
Anyone have a backbone to spare?
As with any business, we have certain rules for our employees to follow. Some people play by them; others bend or break them. As “the boss,” I admit I’m not as tough as I should be on getting compliance from everyone. I view some rules or policies as more important than others. Do I pick my battles or get tough on all violations? What’s the best way to get everyone on board?
Set the tone from the top
These days, it’s tougher than ever to manage and motivate people. A top-down, because-I-said-so approach may just generate pushback, especially with younger employees. That said, several readers have plenty to say about how bosses can get everyone on board. Their advice centers on four key factors:
Model right behavior.
Communicate expectations clearly.
Take action fairly and consistently.
Model the right behavior
Mike Nickerson, owner of RD Network Design, says “Managers and supervisors need to set the right tone in the workplace, and model the right kind of ethical behavior.” Employees frequently adjust their own actions and behavior to reflect those of their immediate supervisor, he says. “If subordinates see a supervisor or other manager acting with anything but compliance in mind, subordinates will likely begin to show disdain for that person and act in the same manner.”

Ousbon Batmean, owner of Hill & Dale Landscape Designs, agrees. “I never ask people to do something that I have not already done myself. If there is a problem, we walk through the assignment together. Along the way, I test their understanding of not only what needs to be done, but why it is important to follow established procedures rather than drift off into their own way of doing things.”

Communicate expectations clearly
Dee Keith, conference administrator for the Ohio Lactation Consultant Association, echoes the sentiment of several readers when she says, “Provide clear information on what the rules are.” Often, she says, when folks don’t follow the rules, it’s because they don’t fully understand the rules — or the consequences of policy violations. “Make it clear that not following the rules can affect their credibility and their professional standing,” Keith says.
Along the same lines, Lisa from San Francisco says, “Dear Spineless — You should write both a contractor guideline and employee handbook for individuals working with your company. Have everyone read and sign them so no questions are asked, and the way you want them to behave is in black and white — If they break the rules, they pay the consequences.”
An anonymous event planner has a simpler approach. She recommends having a meeting the week before any event. “We pass out a written outline of key points that everyone must follow. A few people always think they are above the rules, but overall, this seems to work.”

Take action fairly and consistently
When it comes to enforcing policies, readers uniformly recommend acting fairly and consistently across the board, without playing favorites or enforcing some rules and not others. Without firm and fair enforcement of policy, and equal application in all situations, your company’s internal structure will deteriorate, as well as the cohesive teamwork necessary to succeed.
As Nickerson puts it, “Employees ‘read’ their supervisors to determine if the supervisors misuse their positions, give some individuals preferential treatment, abuse their authority or tolerate dishonesty. That’s why it’s so important to lead by example.
“If you treat people in a fair and equal manner, you will likely find that your employees will work harder, more professionally and in the end, provide a better work environment for everyone. A dictator you need not be, but a pushover you can’t be either. Fairness equals respect.”

This week our friend Jon Blackburn from EXPAND International came into town to show us some of the latest products available in the tradeshow industry. We love gathering the most recent information so that we can offer our clients up to date exhibits and services, but we also love to eat! Jon generously bought lunch for the entire staff of EXHIB-IT!, brought it into our education station classroom and conducted a relaxed training session while we devoured our sandwiches.
The whole session offered a reflection of our personalities, our goals, and how we work together to meet them. DJ Heckes, our CEO, scheduled everyone to attend the session, and directed who would collect orders, call them in and pick them up. She is always thinking ahead whether it is to plan a national tradeshow or a company luncheon. She has placed the right person in the right position here at EXHIB-IT! It’s interesting how our talents and drives shine through whether the event is large or tiny!
Nancy Reimann of our sales staff collected the orders. Paying attention to order details is her forte! Taking care of 11 sandwich orders, ensuring that everyone had the right bread, the right meat, the right toppings, and the right dressing was a cinch for the inside sales executive. She is used to handling multiple display items for our clients on a daily basis. Would you like a literature stand with that?
Libby Kofford, project manager called the orders in…what are the specials? Will they be ready on time? Nothing new for Libby. She handles every project that comes through the doors of EXHIB-IT! Knowing the vendors by first name, she is often able to pull some strings to reach rushed deadlines and secure the best prices for our clients.
Chris Harvey of our client services department drove out and picked up Jon at the curb outside baggage claim of the Albuquerque Sunport. Used to heavy lifting, precise timing and focus on client satisfaction, Chris was the perfect person to complete this task. He loaded up the new displays and banner stands (please note…all airline checkable) and took Jon directly to Subway to pick up lunch! As he unloaded the truck and helped set up the new display, Ryan, of logistics, unpacked the lunches, determined whose was whose, and set them out for all to enjoy! (Not surprising since all shipments entering and exiting the EXHIB-IT! warehouse pass through his hands for inspection). By the way, not one cookie, soft drink or bag of chips was mixed up…way to go Ryan!
When the displays and lunch were ready we all sat down as Jon shared information about Expand’s “green” policy, new outdoor displays, and warranties. We’ll discuss those in the next blog…but until then, remember that we at EXHIB-IT! pay attention to the details and our entire staff is here , working in our talents to get the job done, large or small!

Many people ask me how this company continues to achieve, not merely steady, but record-breaking growth in the midst economic challenges.  I always reply by saying “If you choose to focus on the negative forces surrounding the economy rather than opportunity and service to customers, you’ll find that your revenue goals are more difficult to reach.  You would then not be battling with the economy, but battling your own excuses.” 

I am not going to say that building and growing a business is easy.  There are days, weeks and months that I ask myself “why am I in a competitive business industry that demands innovation, quick turn around deliveries and high customer service?”  I know why – it is my passion to run and be part of a servant hearted company.  When I look at how we run our company compared to one of our local competitors, I explain it like this. Our competitor’s business is set up similar to the “Siegfried and Roy” show in Las Vegas.  Without Siegfried or Roy, there would be no show.  Our company compares more to the “Blue Man Group” in Las Vegas where the show was originally based on three original members that put together the show.  They turned the show into such a system run show that anyone could step in and be trained to perform with the same standards and processes allowing the show to grow and not be dependent on just the three original members as they work as a team for the show and it has become very successful.

For over eight years, EXHIB-IT! Tradeshow and Marketing Experts has been racking up local and national awards. I attribute this success to our company in not being an ordinary exhibit house where customers can only purchase graphics and displays; we are a company that prides itself on being your tradeshow partner, every step of the way.

I feel proud to have built a company based on customer loyalty staff members that have the same principles and values as the CEO.  When we tell our clients that we pride ourselves in designing and producing exhibits, graphics, and all the event marketing tools our clients need to be successful exhibitors and get a return on their tradeshow investment. - We really mean it!

Having been awarded the 2007 Small Business of the Year for the State of New Mexico and in 2008 was named the fourth fastest growing company in the $1 to $5 million revenue category by New Mexico Business Weekly is an honor, but having the staff to support these growth endeavors is even more rewarding both for the company and for our clients who experience the difference.

Our company welcomes you to stop by and learn how tradeshows and events can help your business grow.  We also wish you a prosperous year.

They say attitude is everything…and when you are working on a team it probably is.  This week Libby Kofford from our Customer Service Department and, I, Nancy Reimann from Sales and Marketing, traveled to Washington DC to attend Leading Edge Training at the Nomadic Display Headquarters.  Now, you need to understand, EXHIB-IT!’s force of tradeshow marketing experts work together consistently to offer clients professional and informed services; however, each department does specialize in a different area of expertise.  So, did Libby and I really know each other?  Were we really a team?  They say if you really want to know somebody, travel with them!

Libby suggested they plan on traveling comfortably, so she came to work in jeans and a t-shirt.  I dressed in tan slacks, a white camisole and a red jacket.  When Libby saw that, she said, “I thought we weren’t dressing up!”  The trials probably began when we decided to split a Navajo Taco before we boarded the flight to DC with one change in Dallas–(the layover and change get important later…).  Less than 10 minutes into the trip, but notably after checking our luggage, I dropped a dollop of red chile in the middle of my white blouse. I frowned. Libby pointed and laughed.

Until the plane started making the descent into Dallas, the trip was uneventful; a little chit-chat about work, family, friends.  However, as the pilot announced it was time to fasten seat belts and put the seats in an upright position, Libby began to feel the pain of a thousand needles in her ear. But no matter how much yawning, gum chewing and swallowing she did there was only one way the pressure was going to stop–a ruptured eardrum.  In a fury of pain and loud gurgling the pressure gave way.  “OUCH!” Libby squealed.  “You’ve probably ruptured your ear drum.” I replied.  I didn’t think to tell Libby that ruptured eardrums heal.  A fact Libby was glad to learn a few hours later when she called her sister certain that she would forever be deaf in that ear!

Just as we landed in Dallas the rain began to fall.  Huge sheets, lots of lightning…fun for two travelers from New Mexico, but not good for airline travel.  What was going to be less than an hour layover stretched into 2 hours, just long enough for us to decide we were hungry again, but not long enough to get something to eat before we had to board the plane.  So two hungry and tired travelers headed down the ramp to board the plane, but the image was not what you may picture.  We weren’t discouraged and grumbling…we were laughing!  Especially when the leak in the ramp’s ceiling dripped an apple sized drop of musty water square on Libby’s head and hoodie. Libby stuck out her bottom lip.  We both laughed.

After a continuing series of events that would make most travelers grumpy (i.e. the four year old who kicked Libby’s seat from Dallas to DC, the food cart that ran out of everything but potato chips, the $2 ear phones for the in flight movie) this daring duo arrived safely, just past midnight at Ronald Reagan Airport.  We retrieved our luggage and headed toward the exit wondering just how we would make it to the hotel. The train had stopped running and the taxis were nowhere to be seen. We approached a transit booth where the ladies were counting money to ask if we could get a ride, but the women looked at the road-weary travelers and didn’t offer any hope.  As we headed out the door to wait by the curb for any late taxis, a young gentleman offered us a ride. Now, at the end of a very long day, Libby and I felt relieved.  Wow!  This guy comes up to us and offers a ride!  Great!  The rate he offered seemed reasonable!  Yay!  It took about five minutes of walking toward the parking garage instead of the curb before we started thinking, who is this guy?  Why is he taking us to the parking garage?  Apparently the concern showed on our faces, because as we approached his vehicle he pointed out the license plate, which read, “For Hire”.  Whew!  We weren’t going to be abducted after all!
Upon arriving in our hotel room at nearly one am, we decided we had to eat.  We ordered a pizza and ate the entire thing!  Snuggling down into our beds, just drifting off to sleep after a long hard day of travel… and the phone blared in our ears.  I looked at the clock…it was 2:23 am!  In a bit of panic wondering who would track us down in the middle of the night I quickly answered the phone.  “This is Larry from Pizza Delivery.  I just wanted to make sure your pizza was okay!”  “Fantastic!”  I replied and dropped the phone back into its cradle.

So what lessons did we learn even before we attended our first training session?  We learned that a smile and a little laughter go a long way.  We learned to communicate all the information to avoid unnecessary fear.  We learned that sometimes what could be a bad situation really isn’t after all.  And we learned not to make customer service calls at two in the morning!

by Marketing 7/2/2008 9:36:00 AM

We recently moved into a 9,000 square foot building only a couple of blocks from our old location. We simply outgrew our accommodations, as we seem to do every three to five years. For this Grand Opening, we wanted to do something special. Instead of giving our usual door prize display to an unsuspecting lucky attendee, we presented a nonprofit organization, Life Options Academy, with a new six-foot Sirius tabletop display manufactured by Nomadic Display valued at $1,200. The presentation took place after speeches given by two State Senators who came to show their support of what EXHIB-IT! is doing to help the New Mexico business community.

Life Options Academy (LOA), a 501c3 corporation, helps New Mexico teen moms transform their lives and break the cycle of poverty and abuse that teen parenting perpetuates. Now in its fourth year of operation, the organization operates in a newly purchased private home located in a quiet and safe neighborhood. The home provides a safe haven for young girls to begin rebuilding their lives with love and support.

We selected Life Options Academy to receive what we titled, The Empowering Exhibitor’s Display, because the organization is very forward thinking. Life Options Academy and its staff offer solutions through empowering young girls and giving them the tools they need to become successful mothers and independent women.

Life Options Academy CEO, Jane Dixon, accepted the display before 175 members of the business community. She explained to the onlookers, “Our community needs to know about the Academy to both support and utilize resources this organization provides. Having this top-of-the-line Nomadic display will help Life Options Academy get more hands-on visibility at trade shows and events. Thank you, Nomadic Display and EXHIB-IT! for your help in bringing this organization’s greatest assets to light.”

Before the end of the evening, we welcomed 400 attendees at our Grand Open House between 5 pm and 8 pm. We welcomed guest speakers from four political offices and had ribbon cuttings conducted by three chambers of commerce. Many local business and non-profit organizations were present to take advantage of the networking opportunity provided by such high attendance. Our event was such a success that we intend to hold another networking event next year of this size and magnitude.

Audrey Anderson
Marketing Manager
EXHIB-IT! Tradeshow Marketing Experts

 Our new location gets a lot more visibility than our old building.  We’ve had walk-in visitors who have never stopped in, but the convenience compelled them to satisfy a curiosity.  As a result, we’ve had the pleasure of working with many businesses we might not have had contact with by any other means.   There was a time last year when I wondered if we would ever find a location that would meet our needs.  We had searched high and low and found nothing close to this same area in which we have remained for over nine years.   Finally a space did open up that was large enough and close enough that we would not have to move but a few blocks from our earlier location area for the past eight years.

I considered my prayers answered!  However, some of our clients voiced a concern for me.  They said, “DJ, don’t you know that your competitor’s building is down the street from you?  Aren’t you worried you will lose business to your competition?” We chose to move into our wonderful new building knowing that it would be very close to what many people consider to be our competitor.  There are only two well known exhibit houses in our city, so a rivalry is sometimes perceived where there really is none, at least on our part.  This brings up a good point about competitive awareness and concerns.  You should always know what your competitor is doing, but do not be obsessed with your competition.  If you are providing a success rate for your clients and your clients perceive a real value from doing business with you, then there will be no concern about them leaving to go to your competition.  The way I look at it is if our prospect or client leaves our building and passes our competitor and decides to visit our competition, then we did not do our job well enough to keep that prospect or client happy.  It challenges us as a company to go above and beyond our clients’ expectations to be the best we can at all times.  If we do our job well, then everyone wins.

Welcome to EXHIB-IT! Tradeshow Marketing Expert’s (also known as EXHIB-IT!) website blog. My name is DJ Heckes and I am the CEO and founder of EXHIB-IT! Tradeshow Marketing Experts. Founded in February, 2000 EXHIB-IT!’s sole purpose is to provide education, marketing, services along with great products that will get you noticed at events. I will be writing blogs every week or two to help you become more familiar in the trade show industry with the latest facts, trends and information to help you become an exhibiting expert.