A Mission to Build the Brand
Behind the branding, of course, are serious doors and hardware designed for heavy traffic—another trademark of MISSION BBQ.
The variation of geography and building type can challenge the architect. “Still,” says Kevin Lorei, “we achieve the intended branding through some common elements. Among these are the chosen doors and custom, gas pipe pulls.”
Why Refinish a Wood Grain FRP Door?
When is Refinishing Needed?
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Mid-Panel Adds Versatility to Monumental Doors
25 Do’s & Don’ts For Effective Selling at Trade Shows
- get yourself mentally set for a positive, dynamic selling experience. Trade shows are exciting events full of selling opportunities.
- get yourself physically fit for standing while you are on duty. Select footwear carefully.
- get a good night’s sleep. Leave the late-night partying to others.
- get thoroughly briefed on your staff assignment—attire, work schedule, handouts, visiting VIPs, lead management, etc.—well in advance.
- rehearse your facts and figures so you can make convincing presentations.
- formulate some open-ended, qualifying questions.
- practice the art of continuing to probe with qualifying questions. This technique shows genuine interest and is very informative.
- ensure that your on-duty wardrobe is in keeping with your booth presentation.
- look your best when you step on to the show floor—hair groomed, shoes shined, clothes neatly pressed.
- arrive for your duty several minutes ahead of schedule so you don’t create unnecessary worry for your fellow staffers.
- stand straight in a relaxed pose with hands clasped or at your side.
- project a warm personality by wearing a smile and using non-threatening conversation.
- extend a friendly greeting and initiate a good business-like handshake.
- be courteous to all visitors, gracefully disengaging from those who are not qualified prospects.
- concentrate on good eye contact throughout the qualification process.
- listen actively and intently for hidden needs. Let the prospect do most of the talking.
- be sincere and honest in your presentation. MOST people can see through inflated claims.
- display genuine enthusiasm for your organization, its products, and services.
- put all leads and business cards in a secure place with other leads.
- keep the booth clean, uncluttered, and well organized.
- take a short break after every two hours of booth duty. A stale staffer is an ineffective representative.
- be a good neighbor. Make an effort to get to know the staffers in the booths around you and explain your reasons for attending the show. They may send you prospects or be prospects themselves.
- take time to walk the show, surveying competition and observing other exhibits and exhibitors.
- make mental notes of how your company’s participation could improve and share appropriately.
- be on your best behavior throughout. Remember, you and your company are on display 24/7.
- come to the show with a negative attitude. Instead, take the view that is a positive change of pace.
- expect your exhibit to sell your products or company. Your job is to use the exhibit as a stage for your presentation.
- forget your name tag. Pin it on your right lapel or side so it’s easily read while shaking hands.
- let anything in your personal appearance, such as extreme wardrobe, distract your audience.
- block access to your booth with people or exhibitry.
- fold your arms across your chest, put your hands in your pockets or lean or sit on the exhibitry.
- act like a robot with no feeling about what you are selling.
- fidget, frown, or look impatient, bored, or tired.
- eat, drink, chew gum, or comb your hair in the booth.
- allow literature, briefcases, coats, sales leads, or business cards to clutter the booth.
- be afraid to initiate a discussion. Attendees expect this.
- assume anything about the visitor to your booth.
- be patronizing to any attendee, regardless of age, gender, race, or any identifying characteristic.
- ask general, dead-end questions such as “May I help you?”
- disappear from the booth for any reason without explaining your absence to a fellow staffer.
- talk too much, especially about yourself or company.
- pass out business cards, literature, sample, or novelties (SWAG) without first qualifying prospects.
- be tempted to talk at length with poor prospects.
- waste the time of good prospects. You’ll make a much better impression by respecting their valuable time.
- hesitate to encourage the prospect to compare your products to others at the show. This sort of confidence usually prevails.
- forget to close your conversation properly with a qualified prospect by asking a leading question such as “when do you plan to move forward with your purchase?”
- miss an opportunity at the end of an important discussion to suggest an exchange of business cards or to swipe their badge to the lead management system.
- put leads or business cards in your pocket where they can get misplaced or not shared with team members.
- fraternize too much with your competition.
- underestimate the power of trade shows.
Do you need Doors that Brand your building? Follow the making of a Winning Entrance
In March, we completed our #inoticedoors hashtag photo contest, and we announced the winning photo by Mike of The Lazzaro Companies: an entrance at Peoples Bank in Highland, IN.
A Winning Design
This entrance is unique, featuring not only curved framing but also curved muntins that complete the circular shape. Where the curved muntins run thru the door– completing the circle design– vertical muntins begin and travel down to the bottom rail. What an intricate design! Also notable– the vertical framing above the entrance echoes the lines of the inactive middle leaf. These are not your typical bank doors!
Arches with Curved Framing in Production
Little did anyone know, this entrance had caught our eye much earlier on! We had several projects coming through production with beautifully curved framing in December.
Any project with curved framing results in a show-stopping entrance– but it wasn’t until I saw the drawings that I knew this would be an entrance that brands a building!
An Entrance that Brands a building– and Endures
Many Peoples Bank locations feature a similar or nearly identical design with a circular shape and arched framing. However, this is the first to feature Special-Lite entrance products. According to Mike Nolan at The Lazzaro Companies, the original drawings called for aluminum-clad residential doors to suit the overall look the designer wanted. However, Mike advised the bank that Special-Lite was the way to go for this opening. Mike had experience using Special-Lite products in the past. He understood that residential doors do not accept commercial hardware well. In addition, residential doors are certainly not as durable as commercial entrance systems. With support from the contractor, Larson-Danielson, Mike worked with the engineering department at Special-Lite to come up with the opening you see in the photo.
Every entrance product at Special-Lite is made-to-order. This enables us to make a one-of-a-kind entrance such as this one, that stands out and communicates your brand. We love helping organizations create an entrance that leaves a lasting impression on all who enter!
Bullet Resistant (Ballistic)It is sad to think that we live in a time where we need to design entrance solutions for keeping our families and property safe, but we must continually innovate to overcome the threats that present themselves in daily life. Bullet resistant doors or ballistic doors and complete ballistic-rated entrance systems are an important part of this innovation. (We previously discussed in Part 1 the reason we don’t use the term “bulletproof door” when referring to these products.) What makes a product bullet resistant? There are several ratings that could describe the level of bullet resistance in a product. The most common are:
- UL 752
- National Institute of Justice (NIJ) 0108.01
- State Department SD-STD-02.01
- ASTM F-1233
- HP White Laboratories HPW-TP 0500.02
- European Standard DIN EN 1063
- British Standards Institution BS 5051
- Councils of Standards Australia/New Zealand AS/NZ 2343
Blast ResistantIn some cases, such as in government installations, there is a blast requirement for most if not all exterior entrance systems. There are a couple of different approaches to achieve a blast rating for a blast-rated door specification.
- Arena Testing- This is obviously the most fun. As you can imagine by the name, this testing occurs outside in a controlled area, by setting off explosives to achieve the desired load and duration. The entrance system is instrumented to record the forces felt during the explosion. The advantage of using an arena test is that you’re not limited to certain dimensions on the product you’re testing. The downside with this method is that it is more difficult to obtain a specific pressure and duration due to the variation in explosive behavior.
- Shock Tube- The shock tube is an instrument used to replicate and direct blast waves at a sensor or a model to simulate actual explosions and their effects, usually on a smaller scale. The advantage of using the shock tube is that you can repeat the test more accurately than arena testing. The disadvantage is that the size of the shock tube restricts the size of the specimen.