David’s Corner

david_circle-4-02Hi there! I’m David Nanamaker and I’m the National Sales Manager at Expand International. I will be posting new information to my David’s Corner page every month. I hope that you enjoy the posts and find them informative. If you have any questions,  please contact me at david.nanamaker@expandmedia.com.


December 2016: Yearly Accomplishments & New Year’s Goals

Hello Expand Resellers,

Happy Holidays!!! I am always so thankful for Christmastime when I get to spend time with my family and friends. This year, I also had a chance to think about 2016 accomplishments and more importantly: 2017 goals and plans!

I wanted to share a great quote from John Russell, President of Harley Davidson, the best motorcycle manufacturer in the world:

The more you engage with customers, the clearer things become and the easier it is to determine what you are doing”.
John Russell: President, Harley Davidson

In 2016, we continued to be the innovative display company! We added new solutions for modular systems that continue to be the easiest to set up and look the best.

Below are the links to some of things we came out with in 2016:

NEW Features for our Expand Grand Fabric
Our NEW hygienic Food Top for the Expand PodiumCase
Some great NEW Table Top Solutions

We continue to lead with the best quality!

Click here for some of the other Expand blog posts we published in 2016 with great tips from our Expand Account Executives. They offer some helpful expert tips for selling to customers.

Happy Selling,

David Nanamaker
National Sales Manager
Expand International

November 2016: What is a Brand Name?

Dear Expand Resellers,

Over this past year, I have had the opportunity to experience the portable trade show industry, the highs and lows. One area that continues to rise to the top is the importance of a brand name. I am going to share with you today what the Expand brand name stands for.

Branding is a compilation of marketing and communication methods that help a company stand out from competitors and create an impression to a customer. Effective branding can result in better bottom line results, a positive customer experience, and the main goal of more business referrals. At Expand, our company’s brand delivers the following attributes:

  1. Quality
  2. Value
  3. Uniqueness
  4. Reliability
  5. Personable

Quality
Expand has 1st class Swedish design with Scandinavian good looks! We manufacture 95% of what we sell in an ISO 9001 quality environment. Click here to view our ISO certificate

Value
Our core value is “being intelligent and innovative in everything we do”. We continuously focus on product development with our research and development team in Sweden. We look closely at market research, product development, testing, design, and functionality of our entire product line.

Uniqueness
We are unique. When you buy Expand, you get a high quality portable display that is easy to set up, take down, and roll away to your next event. We match the product to the customer need and deliver products that require no tools or labor to set up.

Reliability
We have East Coast and West Coast locations for quick turnaround and service. We have offices in Europe that help with global distribution needs. We are the best in the business at meeting deadlines and exceeding customer expectations. We also offer a limited lifetime warranty on 95% off the products that we offer.

Personable
We’re a friendly and fun company that has personality! When you call Expand, you will be directed to our customer service team and not put on hold to wait. Our customer service team is best in class and works hard to make sure we deliver an awesome customer experience.

For those that have been doing business with Expand, you are probably very familiar with us. If you haven’t, give use a try – We promise not to disappoint!

Make a goal for yourself and your company to build your company’s brand in 2017. It will pay off with huge rewards in the future!

Happy Selling,

David Nanamaker
National Sales Manager
Expand International

October 2016: Retract and Go

Hello Expand Resellers,

I want to share some information from a great article I found online. The article described some easy and affordable ways to promote and brand messages and products. Retractable banner stands are one of the most convenient ways to advertise. Banner stands are called by many different names including roll-up banners, pop-up banner stands, and pull-up stands. No matter what you call them, they can have a HUGE impact on your marketing needs. 1

Retractable banner stands are a great tool for giving customers a brief insight into a product, service or message that your business offers. From promoting products and services at a trade show to making an impact with customers in your store, retractable banner stands can be a great and very cost-effective marketing tool compared with other promotional channels, such as a print ad in the newspaper or a trade press magazine.

Acquiring booth space at a conference, exhibition or trade show can be pretty expensive but the rewards can be great if your booth stands out. Retractable banner stands are not only a cost-effective marketing tool, but also a great way to stand out against the crowd and work really well at promoting your brand at an event.

Below is a list of benefits to using retractable stands at a trade show or conference:

Easy to Set Up: Retractable banner stands are extremely easy to assemble. As the name suggests, you just pop up the stand and then it’s ready to go! Retractable banners use a system that pulls the banner from the base and slots a pole into place. The flat base and pole provide a steady, no-swing support to the stand.

roll_up_rollup_retractable_display

Durable: Retractable banner stands are also extremely durable. The base is very strong and provides additional support to the whole stand. The frames of most retractable banner stands are made of aluminum, which is lightweight during transportation and strong and durable when on display.

Easy to Store: Retractable stands are also easy to store and don’t take up a lot of space. The banner folds into the base and the pole used to support the banner collapses and folds away easily.

Easy to Transport: Retractable banner stands are lightweight and compact, which makes them easy to transport. This is very important if you’re using them regularly. All Expand roll up banner stands come with a high quality carrying bag. If you have a need to purchase multiple stands, we offer a full range of shipping cases. The most popular is our Expand PodiumCase.

Little Space Required: Whether it’s in your location or at a trade show, space is money and you don’t want retractable banner stands that take up too much floor space. Floor space should be used to maximize sales of your product or service with any promotional materials used to support this sales drive. Retractable banners are tall and narrow, which provides a great impact without taking up too much floor space.

Take your Message on the Road: Another benefit of retractable banner stands is that they allow you to take your message on the road. From promoting your business at a big conference to giving a presentation at a local show, a branded banner stand allows you to create brand awareness and promote your message with ease.

Longevity: The final benefit of a retractable banner stand is longevity. Unlike an ad or a flyer that can have a short shelf life, a retractable stand can be used over and over again. If the message is right and does not have a date on it, you can reuse the same stand, getting great value for your money. It’s often worth investing in a branded generic retractable that promotes who you are and also shows your website and other contact details.

Retractable banner stands ensure that you’ll make a dramatic impact whether you’re at an exhibition, trade show or in your own premises. At Expand, our retractable banner stands have a lifetime warranty! Buy once – change the graphic as needed – Lasts a lifetime!

Visit our website for all of your retractable banner stand needs >>

Happy Selling,

David Nanamaker
National Sales Manager
Expand International

Footnotes

1. Digital Output, Pop up and go – 7 benefits of pop up banner stands. https://www.digitalprinting.co.uk/blog/pop-up-and-go-7-benefits-of-pop-up-stands


September 2016: Tips for Trade Show Event Displays 

Good Day Expand Resellers,

I wanted to share some tips for when you’re helping your exhibitors plan a first time trade show or refreshing an old customer on the importance of being organized, communicating clear expectations, and developing a brand message that will be successful.

Start Early: To get the most out of your exhibition, it is important that you get started early. Select a project manager who will have the main responsibility and let that person involve those who should be part of the planning. Set timelines and deadlines. Also, remember that usually an early trade show registration saves you money!!

What to achieve and who to reach: Set clear goals. Do you want to build your brand? Launch a product? Educate the visitors? Would you like to reach existing customers or is the main focus to meet potential new customers? How many leads would you like to collect? Who do you want to invite? Try to make your goals measurable – it makes it easier to evaluate afterwards. Clarify the goals for everyone involved in the planning session and everyone who is participating at the trade show.

Create a booth that stands out: Be creative, be simple, and be cool!! Use colors that are bright and artwork that attendees will remember.

Plan something that will bring people in, such as a giveaway (everyone likes candy!). We’re a Swedish company and at our last trade show, we gave out small packages of Swedish fish. It was a great hit: and this was a healthcare show!! Everyone was coming up saying, “Hey, I hear you’re giving out Swedish fish!”

Tell your customers to get rid of the table: There’s nothing more boring than a booth with a table and people just sitting there. An Expand PodiumCase gets you up and interacting with people who are walking by. And please don’t forget the lights !!!

You spent a lot of money on the booth – Lights bring it to life!

Choose your message carefully: You have a very short time to catch people’s attention. That’s why it is important not to communicate too many messages. When you decide on your main message, start out with the goals and the target audience. And communicate this clearly!

Your message will compete with many other messages. Try to find a concept that will stand out. It is also important that your booth does not look too similar to the adjacent booths. And that your logo is visible from a distance. Also remember that your message and logotype may need to be visible from several directions.

Be consistent: Make sure to be consistent in everything you do: from invitation to giveaways, the design of your stand, clothes, snacks and carrier bags.

Follow-up & evaluation: Most important of all – get back to the leads you collected during the trade show. And do it right away! Also evaluate by going through how you succeeded compared to the set goals. What worked well and what be done differently next time? Summarize and save for the next exhibition/trade show.

Happy Selling,

David Nanamaker
National Sales Manager
Expand International


August 2016: Click, Pull, Zip, Hello!

Hej Expand Resellers,

In case you’re curious, that’s hello in Swedish!! I hope you had an awesome summer. Time to get back to work. I wanted to share with you a new flexible, modular solution (in case you haven’t heard or seen it): the Expand GrandFabric System. You might have received an email from us, saw us at the HCEA healthcare show in Savannah, or have received a product demonstration by one of our Expand Account Executives.

The Expand Grand Fabric is a portable, modular system that consists of many free-standing fabric backwalls, available in different widths and two heights: (8 feet and 10 feet). Our design team has been creating custom solutions using straight and curved walls, which are very easy to connect to one another with feet and connector options. The system comes with a full line of accessories including:

  • Lights
  • Brochure Holders
  • Monitor Holders
  • Tables
  • Shelves
  • And don’t forget the best part: It all can pack and ship in our Best Selling
    Expand PodiumCase
    .

The Expand GrandFabric units can be connected and used to build a grand booth or used separately as stand-alone walls. The backwall units are very easy to setup:

1. Click the 4 frame parts together.
2. Pull over the pillow case fabric graphic over the frame.
3. Zip the zipper & attach the two feet.
4. Hello! It’s ready!

Click-Pull-Zip-Hello_bg.png

Below is a link to the catalog for easy ordering. The systems come in kits (with a kit number) and show MSRP pricing. If you’re interested in discussing an upcoming opportunity, please give us a call! We’ll show you how the Expand GrandFabric system can help your customer save time and money over traditional modular systems.

Expand GrandFabric Catalog

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Happy Selling,

David Nanamaker
National Sales Manager
Expand International


July 2016: Who Says Expand is Too Expensive?

I just returned from a two-week trip, spending some time with customers in the Mid-Atlantic region, and good ole’ Houston, Texas last week. It’s awesome to visit customers and see what’s happening in the market. We spent time demonstrating some new products and reviewing the features and benefits of our existing line. We worked on a few custom projects and helped design solutions to meet the needs of the end users. One thing I was hearing again is how cost conscious customers are and how they don’t always care about the quality as long as the product can function. At Expand, we have heard this message and have developed a more cost-effective product line to meet the need

Check out these links:

The Campaigner
Expand Promo Rollup
Expand Table Throws and Table Runners
Expand VenueTent

We also have some great new price points on the Expand PodiumCase, a 10-30% discount on Expand MediaWall kits, and another discount when you order 5 or more Expand MediaFabric graphics. For more information on these current promotions, click here to contact an Expand Account Executive

The Expand economy line is geared up for cost-conscious customers. The main selling point is the Expand quality, service, and printing capabilities. If you need help selling these products or need a quantity discount, please reach out to me at david.nanamaker@expandmedia.com

Happy Selling,

David Nanamaker
National Sales Manager
Expand International


June 2016: Help! I need a Trade Show Booth!

Have you ever received this call from a customer?: “We’re in the market for designing a new booth with a new image.” Your response: “Great, we’re here to help!” Then you ask the usual questions: “What’s the date of your show?” “Do you have artwork ready to go?” “Give me an idea of what you’re looking for.” And then the big question: “What’s your budget?” The usual response is, “I don’t have a budget” , or ” I don’t know my budget”.  Well, you might as well just draw something on a cocktail napkin and see if that will fly! (just joking of course). The better response: “I know exactly how you feel about the budget and many of my customers face the same challenge. Let’s do this: I will build you one plan between 10 and 15K and one between 15K and 25K. How does that sound?” You still don’t have a budget but you do have a customer expectation.  And that is critical!

What do we do now? That’s where Expand comes in. We are the leader in innovation, design and manufacturing. We have the tools on our website to help you build a booth, select the correct products, download a rendering, and send a PDF file to your customer. Take a look at the below reseller tools that can be found on the Expand website and how they can help you:

Expand Display Builder A 3-D rendering tool that lets you render any size booth. Drag and drop any Expand products and skin them with your customer’s graphics and logos. Toss in some plants, people, chairs and tables and you have a complete rendering to show your end-user. Save a PDF of the rendering and email to your client.
Learn more about the Expand Display Builder

Expand ResellerStore: Shop online and save. You can get pricing on all Expand products to help build a client’s budget. You’ll receive a 5% web discount on your first online purchase and a 2% web discount on all additional online purchases.                                       Learn more about the Expand ResellerStore

Expand’s Facebook Page: Visit our Facebook page to see Expand products in use in the field: both indoor and outdoor. 

Image Bank: All registered resellers can fill out the online form to receive access to our new Image Gallery on Box.com where we have art templates, images, and all of your price guides. 

Portfolio: Get inspired solutions for 10′ or 20′ booths. A simple way to find a fast solution. 

www.qualitybannerstands.comAdd this link to your website to allow your customers to view Expand products, without directing them to us. This link does not include any Expand phone numbers or direct links to Expand. 

We value our relationship with each of our resellers. Our goal is to be your single source for all of your portable display needs. Recommend with confidence solutions that are high quality, cool to the eye, and have a wow impact!!  If you need help on any of our programs to help you sell more, reach out to your Account Executive or email me directly at david.nanamaker@expandmedia.com

Happy Selling,

David Nanamaker
National Sales Manager
Expand International

May 2016: Promoting Outdoor Events for Summer

Sometimes when you live on the East Coast, you have a year when you miss one of the four seasons. I believe it’s happened this year! We missed Spring. The weather has been cold and rainy. The only week it was nice in Connecticut was the week that I was in Florida! Well, I’m breaking out the shorts and t-shirts this weekend and I’m pushing forward.

Summer is a great time to promote outdoor events. I want to introduce you to some of the best outdoor venue products in the market today. With Expand products you can pop up, take down, and roll away your event presentation in less than 30 minutes!!

Check out these cool outdoor products:

Expand PodiumCase Outdoor
Expand VenuTent Pro
Expand DisplayTunnel
Expand Flagstand XL
Expand MediaScreen 2
Expand GrandFabric Outdoor

Combine a few of these options and you can create an effective branding campaign that with the right graphic will deliver a powerful message. The key component to the package is making sure people that see it say, “WOW, this is a really a nice set up.” That’s why Expand’s products stand out against the competition. Yes, we tend to be a little more expensive but when you see the ease of setup, the quality workmanship, the cool Swedish design, and the lifetime warranty on most products, you’ll ask yourself why sell anyone else’s products when you can sell the best. Why sell anyone else’s products and worry about getting that dreaded phone call from your customer who is onsite with a product failure issue? Expand gives you ease of mind and confidence that the products will function and be well received. 

Summer is here. Get outside, enjoy your hobbies and have some fun!! If you’re interested in building an outdoor display for any type of event your client might have coming up, send me an email at david.nanamaker@expandmedia.com

Happy Selling,

David Nanamaker
National Sales Manager
Expand International

April 2016: Selling Value Over Price 

The continuing issue of price, quality, and value is one that affects every industry. Everyone wants a good deal. Not everyone wants the cheapest deal. What does this mean? Did you know while one-third of consumers are purely hung up on price, the other two-thirds are open to at least hearing your value proposition? Selling on value, not price, involves a balance of confidence, personal rapport, and needs of the customer.

With all the technology out there today, consumers have greater access to pricing than ever before. The key component is asking the right questions. Don’t start selling your products before you fully understand the need.

Here is an example: 

What are your products being used for? 

  • Indoor or outdoor?
  • Do they need to move or are they going to be stand-alone (set up and not touched)?
  • Do you have a need to replace graphics?
  • What kind of lighting would you like to use to display your message?
  • What’s the date of your show or when do you need product by? Set realistic expectations!
  • How about shipping? Your account or ours?
  • Is the lowest investment the top consideration or is quality important to your customer?
  • Determine if you can help them.  If not, back away. You will build longer term credibility with honesty.

Finding out the need is critical to your recommendation. If you tell your prospect about the value you offer, they may or may not see this as relevant or important. However, by asking the right questions- (Is value or quality important to you?)– your prospect will see and understand the relevance of value and quality. Once they agree that value and quality are important, they will listen to the features and benefits you present to them and the solution to their needs.

I hear this all the time in the market today: “Expand has the best quality products, but they’re too expensive!” We pride ourselves on being the best. We manufacture the best, design the best, and hold ourselves to the best quality and service in the market today. If you need help on selling the value of a great quality product, give me a call at 203-923-3862.

Happy Selling,

David Nanamaker
National Sales Manager
Expand International


March 2016: Recommending Spring Branding Campaigns
Winters here in the Northeast can be brutal! Fortunately, this past winter was very mild- except for a few snow storms and a couple of ice cold days. The best part about winter is that it comes to an end! Spring is right around the corner and this a great time to think about helping your customers build an outdoor branding campaign. When planning a campaign, it’s important to make sure you take into consideration the following:

Graphics: All graphics on outdoor displays should be two-sided. The best standouts are ones that have very bright colorful displays with minimal text. The idea is to have the graphic tell a story. Text should never be at the bottom of the graphic, because it is too hard to see. Instead, have the message at the top or in the middle. Also, avoid having text going up the side panel. No one likes to have to turn their head to read.

Elements: The most concerning element to contend with outdoor displays is wind. Never skimp and try to use an inexpensive display outdoors. Choosing the right manufacturer is critical. Make sure that you understand what wind range the outdoor product can withstand and make sure the customer knows that if the wind range is exceeding recommendation, they should take the display down.  As an example, Expand’s flag stands and outdoor displays can withstand wind speeds from 10 miles per hour up to as much as 50 miles per hour (depending on the product and what weight system you use with the display). We also provide a safety certificate that is done by an independent company for liability and insurance issues.  Other elements such as rain and sun should also be considered to make sure your outdoor display is made of the correct material.

Portability: Outdoor displays need to be portable and easy to move around. They should also have a quick set up time. A key component with any outdoor unit is clear instructions. There is nothing more frustrating than a call from your customer saying they don’t know how to set up the display. Expand sends a full set of clear instructions on all outdoor display products.

Spring is the time of year when people start to get out and about!! Why not contact your top accounts and pitch an outdoor campaign for them? In the mean time, if you would like to set up a phone call or an appointment with your Expand Account Executive to discuss outdoor opportunities, click the link below!

Expand Team Contact Page

Happy Selling,

David Nanamaker
National Sales Manager
Expand International