Expand Tips from the Experts: Understanding & Delivering on Your Client’s Requirements

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Andre Sao, Expand Account Executive,  andre.sao@expandmedia.com 

Hi, my name is Andre Sao and I’m the Expand Account Executive for the Mid-Atlantic.

In our industry, partnering with your clients to truly understand their requirements, and then being flexible enough to deliver on those requirements makes the difference between success and failure.

Read my post about understanding your client’s requirements. To further explore where Expand can partner with you, please contact me at 203-870-2043.


Understanding & Delivering on Your Client’s Requirements 

1. Start with a detailed brief
It sounds so intuitive to start with a detailed brief, but all too often these simple qualifying questions are assumed, which leads to proposing soludetailed_brieftions that are not fit for what the client is really looking for.

Ask them the following questions to figure out exactly what their specific needs are:

  • What are they trying to achieve?
  • How will they measure success?
  • What is their plan and time frame?
  • What is the budget?

From here, honing in on exact requirements is much simpler, and ensures that your proposal lands on the mark.

2. Explore Options
Tendering projects doesn’t have to be a pain! With the brief in hand, it’s time for product selection and reaching out to suppliers. Depending on the project, you may have products in mind already, but don’t shy away from asking trusted suppliers if they have any other suggestions. New products come on the market constantly.

For example, the Expand GrandFabric system can achieve and often improve on many of the design features of traditional SEG systems, at a fraction of the price.

Once options are set, it’s important to present them back to the client – and a picture is worth 1,000 words! One of the easiest ways to show your clients different options is using the Expand DisplayBuilder, a free, 3-dimensional brandable rendering tool that can help your client go from on the fence to purchasing decision in minutes.

This unique tool creates the layout for your customer’s display, so they can visualize what you are offering. Expand also offers a full library of product pictures and other tools to help with these projects. If you’d like a step-by-step run through of these visual reseller solutions, please reach out to my colleague, Susan at susan.volovski@expandmedia.com.

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At Expand, we offer a select product range and pride ourselves on offering the best quality and value for each budget. From campaign retractables to backlit SEG booths, to sourcing vetted products through Expand’s own network– we are confident that we can offer you a solution that will suit your clients’ needs, and be a great asset to your team!

3. Deliver on the project
We’ve all been there: designs and artwork submitted, purchase orders in place, deadlines looming- and then those unfortunate holdups happen. Minimizing these instances, and dealing with them effectively is when choosing suppliers of high-quality products, and outstanding customer service pays off.

Expand offers a Limited Lifetime Warranty. As an Expand customer, you’ll have a single point of contact who will manage your project from order stage through to delivery. If something comes up, we create solutions.

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Remember, taking the time to completely understand the brief is very important and well worth it. By gathering this information, we can help them determine their best fit and ensure a successful event!

Partner with Expand and we’ll make you look good!

Click here for More Expand Tips from the Experts >>


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Expand Tips from the Experts – Joe Dunn

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Joe Dunn, Expand Account Executive,  joe.dunn@expandmedia.com

Hi, my name is Joe Dunn and I’m an Account Executive at Expand.

Portable event displays can be very abstract for people who don’t use them on a day-to-day basis. Expand provides our resellers with easy-to-use tools that help customers get a good understanding of our displays before making a decision.

Read my post about using Expand’s effective marketing tools to help your customers visualize before they buy.


Marketing Strategies to Increase Sales: Help Customers Visualize Before They Buy

Have you ever had customers who were on the fence about making a purchasing decision because they were not 100% sure what they are getting? That’s why it’s very important for your customers to be able to visualize their display before they buy.

We offer many helpful tools that enable your customers to see exactly what their display will look like…

DisplayBuilder: 
Expand’s unique DisplayBuilder tool provides 3-D renderings of our displays that you can fit your client’s logos to. This free rendering tool enables you to envision the layout for your customer’s pop-up display, trade show booth, or mobile marketing event so they can visualize what you’re offering. The customer can move around the display and see it from all angles right on their computer.

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*Click here to learn more about the Display Builder

Marketing Materials:
Expand has in-depth brochures for all displays, that will help customers get a better understanding of dimensions, application, and advantages of each model.

You can also access ready-made kits of how for 10′ or 20′ booths. These kits provide some examples of how to use Expand products in different configurations for your event. A simple way to find a fast solution!

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Look at the Expand Kits to help your customers visualize their display in a certain configuration.

Expand Image Bank:
We provide our resellers with real pictures of our displays from past projects. Customers can see how other companies have used our displays. All registered resellers can fill click on the Reseller Tools tab on the top of the Expand website and fill out the online form to receive access to our new Image Gallery on Box.com, where you will be able to access all of these images.

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Click here to fill out the online form & access the Image Bank

Use these visualization tools to increase sales by going from sales inquiry to visualizing solutions within minutes!

Account Executives:
Additionally, remember that all Expand resellers have access to their local Account Executive. Our Expand Account executives are extremely knowledgeable about our products and can help with whatever you will need to get your client set up with a great looking, quality display. Contact them today!

Click here to find the Expand Account Executive in your area >>

Expand_Quick_Links
All of these visual reseller solutions are available on the Expand website. Most of them are located under the “Quick Links” tab on the left side of the website.

If you would like a step-by-step run through of each of these quick links, please contact my colleague, Susan Volovski at susan.volovski@expandmedia.com and she will set up an online tutorial with you.


I hope you found this information helpful. Click here for additional Tips on our Blog!

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Reseller Tip #4: FREE Reseller Tool to help close Expand GrandFabric sales

We hope you had a chance to read our most recent blog post about the Expand GrandFabric, a portable and modular display system made up of individual backwalls that can be combined into different configurations and altered whenever needed. We are happy to announce that several new sizes and accessories for this product are now available to view in the Expand DisplayBuilder.

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Use the Expand DisplayBuilder tool to show your customers how they can invest in one product that they can consistently alter based on their specific event needs. Make a few different renderings of your customer’s booth layout with the same Expand GrandFabric units. You can easily change the setup each time by combining the backwall units into different configurations and adding different accessories.

Some of the new accessories that you can add to the 3-D rendering include:

  • Tables
  • Shelves
  • Monitor holder
  • Brochure holder
  • Spotlights
  • Feet

Learn more about the Expand GrandFabric

Remember, the Expand DisplayBuilder is a FREE tool available to everyone, including all Expand resellers. Just sign up with your email address and follow the simple step-by-step instructions!

1. Choose the size of the floor space.
2. Add items: The drop-down menu gives you a list of products you can add to the display. Click on Expand GrandFabric for a list of all available wall sizes and accessories.
3. Add graphics: Add your customer’s images/logo. You can also add your own logo to the top of the rendering by clicking on the “admin” tab.

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4. Publish the rendering and email it to your customer, along with a list of part numbers used in the rendering to give them the confidence to make an INSTANT purchasing decision.

Read More about the Expand DisplayBuilder >>

Click here to Access the Expand DisplayBuilder Now >> 

3-D Rendering Sales Tool: Help Your Customers Go from Sales Inquiry to Purchasing Decision in Minutes!

Are your customers on the fence about making a final purchasing decision because they’re unsure what they are getting? The Expand DisplayBuilder is a free, 3-dimensional brandable rendering tool that enables you to envision the layout for your customer’s pop-up store, trade show booth, or mobile marketing event and send it to them, so they can visualize what you are offering. Speed up the sales process by going from sales inquiry to visualizing solutions within minutes!

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This helpful sales tool also allows you to:

• Brand the pdf and 3-D link with your logo.
• Skin the products with customer relevant images, such as the customer’s logo and products.
• Save a step by giving your Sales Team a tool they use on their own – No need to go the Graphics Department.
• Email the 3-D renderings to customers to help them make an instant purchasing decision!

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The Display Builder rendering tool is very easy to use:

  1. Choose the floor space
  2.  Add the products to include.
  3. Upload the images and/or logos that the customer would like to include.
  4. Email the layout to your customer and include a quotation.

Watch a video on how to use Expand DisplayBuilder to Increase Sales:

DisplayBuilder Webinar from Expand International on Vimeo.

***Update: DisplayBuilder  now only runs on Internet Explorer (PC) or Safari (Mac). For Internet Explorer, please ensure that you can run ActiveX controls and have the latest version of Java installed. 

Click here to start using the DisplayBuilder Tool!

 

Watch a Tutorial to Get Started!