'We Manage Everything from A to Z,' says ExhibitPro's Greg Lindsey
EventsInAmerica.com (EIA) spoke with Greg Lindsey, Vice President, Exhibitpro, at the EXHIBITORLIVE show in Las Vegas.
EIA: Tell us about Exhibitpro. What do you do and who are the customers you serve?
Lindsey: Exhibitpro is a 25-year-old woman-owned exhibit and production company, based in New Albany, Ohio. We have 38 people on staff and handle all manufacturing, fabrication, design and content development in house. We also utilize a limited number of strategic partners on a specialty basis. Our core philosophy is ‘service first.’ We work with a lot of high-end, high-profile clients, including JP Morgan Chase, Cardinal Health, Adidas, American Express and others.
How has your business fared over the past few years?
It’s been good. I think the companies who were the most fiscally-responsible have been able to come through the downturn pretty successfully. We certainly feel like we made a number of good decisions during that time and came up with several innovative solutions for our clients. One of those solutions is our ‘Client-Owned Rental Asset Program.’ We had a few large high-profile clients who had some heavy-duty display property that was sitting dormant. So we created a program where new clients could rent some of that existing property from current clients and then we shared in the profits. It was also an opportunity for new clients to make a big splash at events with high-end materials at reasonable rental prices.
Clients seem to want new bells and whistles in their displays.
Yes, but the first thing we do is understand why they want technology in the booth. There’s a difference between wanting technology and understanding what it’s going to do for your tradeshow program. We want to make sure the client isn’t incorporating technology just because their competitors are doing it. We actually have a very strategic thought process around this issue and we use it to identify what we’re trying to accomplish before we begin.
What technology innovations are you most often incorporating into clients’ displays?
Custom lead retrieval applications are becoming very important in trade show programs. They take lead information and integrate it into existing client management systems. We have a custom lead retrieval program which is a proprietary application. It allows for real-time quick-poll results right from the tradeshow floor. So for whatever the prospect is interested in, we can send a PDF to him or her through their mobile device. They have the information they want the minute they leave the client’s booth.
What’s the unique differentiator for Exhibitpro?
Our company was founded on service and we maintain that service-first philosophy today. We’re small enough to truly care about the health and well-being of your tradeshow program and large enough to have all of the in-house resources necessary to take care of a Fortune 500 company. We work with marketing managers and tradeshow managers to handle every detail of their event management. We have some clients who will literally pass us their event calendars for the year. For them we handle everything from A to Z, so they can go to the show, work the booth and concentrate on leads.
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