Frankfurt

Jeff & Uta on Eco Tour in Sonoran Desert

IFES Executive Director – Uta Goretzky

Posted on by Jeff Hannah | In Abu Dhabi, Argentina, Best Practices, Brazil, Chile, Communications, Culture, Design, Dubai, Dusseldorf, Europe, Germany, Graphics, Language, Latin America, Leadership, Marketing, Mexico, Middle East, Munich, North America, Podcast, Relationships, Strategy, United Arab Emirates, United Kingdom, United States

Jeff Hannah Interviews Uta Goretzky – Executive Director of IFES

In this episode, host Jeff Hannah interviews Uta Goretzky, the Executive Director of the International Federation of Exhibition and Event Services, headquartered in Europe. Uta has a vast knowledge of what is happening in the trade show and event industry on a global basis. She works diligently to ensure that the industry is well-represented globally within various government contexts, as well as from an economic standpoint. They also provide a platform for global collaboration between companies across the exhibition industry.

Uta discusses trends that she is observing, initiatives that IFES is pursuing currently, the significance of cultural concerns, as well as best practices for exhibitors. Uta is based in Frankfurt, Germany, but spends much of her life on the road in many places around the world.

Prior to joining IFES, Uta spent more than 20 years with FAMAB e.V., the German association for the exhibitions and events industry. Uta studied economics at the Westfälische Wilhelms-Universität Münster in Germany.

This interview was recorded in the Sonoran Desert of Tucson, Arizona in the USA.

Uta Goretzky on LinkedIn

Email: uta@ifesnet.org

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Dutch Pavilion Shanghai 2010

Charles Pappas – Flying Cars, Zombie Dogs, & Robot Overlords (Part 2)

Posted on by Jeff Hannah | In Abu Dhabi, Asia, Best Practices, Branding, Brazil, Culture, Design, Dubai, Europe, Germany, Graphics, Language, Latin America, Leadership, London, Marketing, Mexico, Middle East, North America, Podcast, Relationships, Saudi Arabia, Strategy, United Arab Emirates, United Kingdom, United States

Jeff Hannah Interviews Charles Pappas – Exhibit Industry Historian

In this episode, host Jeff Hannah interviews Charles Pappas, author of Flying Cars, Zombie Dogs, & Robot Overlords, and senior writer at Exhibitor Magazine. Charles is like the Indiana Jones – Captain Ahab – Mr. Peabody of the exhibition industry. He dug up lost expo photos in Shanghai and located forgotten fair buildings in Mexico City. He has spent years sleuthing out not just the economic IMPACT but cultural IMPRINT of trade fairs – which is a key point of his book. The impact of trade fairs last long beyond the end of the event. Charles has covered the expo industry for Exhibitor Magazine for many years – and is the industry’s de facto historian.

In part 2 of this interview, Jeff explores the things that Charles has learned from his extensive international travels, in particular how those things relate to good and bad practices in exhibitions. Charles explains the Dunning–Kruger effect, and how business can be impacted by a lack of knowledge of certain subjects. They discuss the use a sensory attractions – kinetic structures, technology, sand painting, art, fragrances and storytelling. Jeff talks to Charles about his level of interest in cultures and how that knowledge can and should be applied to the exhibition world.

This interview was recorded in Las Vegas, Nevada.

Flying Cars, Zombie Dogs, & Robot Overlords Book on Amazon

Charles Pappas on LinkedIn

Exhibitor Magazine

Email: cpappas@exhibitormagazine.com

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Dutch Pavilion Shanghai 2010

Charles Pappas – Flying Cars, Zombie Dogs, & Robot Overlords (Part 1)

Posted on by Jeff Hannah | In Abu Dhabi, Argentina, Asia, Best Practices, Branding, Brazil, Culture, Design, Dubai, Europe, Germany, Graphics, Language, Latin America, Leadership, London, Marketing, Mexico, Middle East, North America, Podcast, Saudi Arabia, Strategy, United Arab Emirates, United Kingdom, United States

Jeff Hannah Interviews Charles Pappas – Exhibit Industry Historian

In this episode, host Jeff Hannah interviews Charles Pappas, author of Flying Cars, Zombie Dogs, & Robot Overlords, and senior writer at Exhibitor Magazine. Charles is like the Indiana Jones – Captain Ahab – Mr. Peabody of the exhibition industry. He dug up lost expo photos in Shanghai and located forgotten fair buildings in Mexico City. He has spent years sleuthing out not just the economic IMPACT but cultural IMPRINT of trade fairs – which is a key point of his book. The impact of trade fairs last long beyond the end of the event. Charles has covered the expo industry for Exhibitor Magazine for many years – and is the industry’s de facto historian.

In part 1 of this interview, Charles explains how he became interested in world’s fairs and exhibitions, and the many shows that he has personally visited and studied. They talk about how governments use their pavilions at world fairs to market and sell themselves to the world, something Charles refers to as culture to consumer (C2C). Through fascinating examples Charles reveals interesting past exhibits which have really changed the world. They also discuss opportunities that companies often miss when exhibiting, and some of the huge mistakes that they make. Charles provides an incredibly insightful and historical perspective on the importance of trade shows, exhibitions, and world’s fairs to the global economy.

This interview was recorded in Las Vegas, Nevada.

Flying Cars, Zombie Dogs, & Robot Overlords Book on Amazon

Charles Pappas on LinkedIn

Exhibitor Magazine

Email: cpappas@exhibitormagazine.com

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EuroShop 2017

Steve Tustain – Seeing Germany through British Eyes (Part 2)

Posted on by Jeff Hannah | In Communications, Culture, Design, Europe, Germany, Language, London, Middle East, Non-Verbal Communications, North America, Podcast, Precise Time, Relationships, Time, United Kingdom, United States, Yorkshire

Jeff Hannah Interviews Steve Tustain – a British Man Living in Germany

In this episode, host Jeff Hannah interviews Steve Tustain of MDL Expo International GmbH. They discuss the separation between private and professional life in Germany, and building credibility with German colleagues. They discuss the Bavarian (Bayern) region of Germany and how business and mindsets differ there from some other regions of Germany. Steve talks about the looming issue of Brexit, how it might impact the UK as well Europe in general. Steve gives some fantastic advice to exhibit managers and event planners who are planning shows or events in Germany and throughout Europe.

Jeff also asks Steve about how he got started in this industry with his background in architecture.

Steve Tustain was born in the UK, and studied architecture at The University of Hull in Yorkshire, England. He also studied at the Sheffield Hallam University in the United Kingdom, before moving to Germany.

Jeff and Steve had overlapping tenures at Gielissen Interiors & Exhibitions, based in Eindhoven. Steve was based in Germany, where he has lived for more than 20 years now. He has broad global experience and works across multiple industries for many recognized brands. Steve Tustain is currently the Sales Manager for MDL Expo International GmbH, based near Frankfurt.

Be sure to listen to Part 1 of this interview with Steve Tustain.

This interview was recorded in Dayton, Ohio.

MDL Expo International GmbH

Steve Tustain LinkedIn English

Steve Tustain LinkedIn Germany

Email: steve.tustain@mdl-expo.com

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EuroShop 2017

Steve Tustain – Seeing Germany through British Eyes (Part 1)

Posted on by Jeff Hannah | In Asia, Best Practices, Culture, Design, Dusseldorf, Europe, Germany, Language, London, Marketing, Munich, North America, Podcast, Precise Time, Relationships, Strategy, Time, United Kingdom, United States

Jeff Hannah Interviews Steve Tustain – a British Man Living in Germany

In this episode, host Jeff Hannah interviews Steve Tustain of MDL Expo International GmbH. They discuss how exhibits should be designed differently for Germany, and how the exhibit may be used different in Europe than in other places such as in the USA. Steve emphasizes the importance of pre-show planning and promotion in order to reach the audience you want to have. They also talk about preparing to meet with – and negotiate with – German business people. And Steve shares his views on how in-booth activities such as engagements, gamification and gimmicks are viewed by Europeans.

Steve delves deeper into the mind of the German with his views on how people desire to be perceived by others, especially in the business world. Competence is important. But, pride and being too “showy” with success can quickly backfire when trying to connect with someone from Germany.

Jeff also asks Steve to share how his life is different in Germany in comparison to his upbringing in Great Britain.

Steve Tustain was born in the UK, and studied architecture at the University of Hull in Yorkshire, England. He also studied at the Sheffield Hallam University in the United Kingdom, before moving to Germany.

Jeff and Steve had overlapping tenures at Gielissen Interiors & Exhibitions, based in Eindhoven. Steve was based in Germany, where he has lived for more than 20 years now. He has broad global experience and works across multiple industries for many recognized brands. Steve Tustain is currently the Sales Manager for MDL Expo International GmbH, based near Frankfurt.

Be sure to listen to Part 2 of this interview with Steve Tustain.

This interview was recorded in Dayton, Ohio.

MDL Expo International GmbH

Steve Tustain LinkedIn English

Steve Tustain LinkedIn Germany

Email: steve.tustain@mdl-expo.com

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NCR @ EuroShop

On-Site with Ulrich Kaiser of NCR Germany at EuroShop

Posted on by Jeff Hannah | In Authority, Best Practices, Branding, Communications, Culture, Design, Dubai, Dusseldorf, Europe, Germany, Graphics, Language, London, Marketing, Munich, Non-Verbal Communications, North America, Podcast, Precise Time, Relationships, Strategy, The Netherlands, United Kingdom, United States, Verbal Communications

Host Jeff Hannah had the opportunity to interview Ulrich Kaiser of NCR Germany – on the trade show floor at the most recent EuroShop show in Dusseldorf, Germany. Ulrich is based in Munich, Germany – and has been with NCR for more than 25 years.

Jeff and Ulrich had a great conversation around messaging, cultural differences, architecture, design, the importance of hospitality, how to conduct meetings, and establishing spending priorities in the trade show arena.

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Common International Mistakes: Awareness (Part 1 of 4)

Posted on by Jeff Hannah | In Best Practices, Branding, Communications, Culture, Design, Graphics, Language, Marketing, Strategy

You come from a unique background that shapes your view of the world. But what if your approach did more harm than good? What if you really didn’t understand your customers like you thought you did? And, what if your strategy was flawed?

Many companies who exhibit at international trade shows make these AWARENESS MISTAKES every day. The good news: there are ways to avoid these pitfalls! In this four-part series, we will identify these mistakes and help you understand how to avoid them.

Read More

Persian Gulf Marina

Doing Business in Arab Countries – What You Should Know

Posted on by Jeff Hannah | In Abu Dhabi, Age, Argentina, Asia, Australia, Authority, Bahrain, Best Practices, Branding, Brazil, Chile, China, Communications, Culture, Doha, Dubai, Dusseldorf, Ecuador, Europe, Gender, Germany, Graphics, Hong Kong, Japan, Kuwait, Language, Latin America, London, Loose Time, Manama, Marketing, Mexico, Middle East, Munich, Non-Verbal Communications, North America, Precise Time, Qatar, Relationships, Saudi Arabia, Singapore, Strategy, Taiwan, Thailand, The Netherlands, Time, United Arab Emirates, United Kingdom, United States, Verbal Communications
If you want to market, exhibit or host events in other countries, you really DO need to understand their mindset, worldview and culture as much as possible. And this goes much deeper than markers such as demographics. Read More

Tabexpo Trade Show

Tips for Working With PRECISE TIME Cultures

Posted on by Jeff Hannah | In Authority, Best Practices, Communications, Culture, Europe, Germany, London, Loose Time, North America, Precise Time, Time, United Kingdom, United States, Verbal Communications

How do you view time? In a loose, casual way, or in a more precise way? And why does it matter?

 

If you are participating in a trade show or event in a PRECISE TIME CULTURE, the concept of TIME will play an important role – and introduces differences which you should recognize. If you are from a more relaxed, or LOOSE TIME CULTURE, you may be surprised when your colleagues in the precise time culture are not as flexible as you would like them to be, if they seem frustrated if you do not arrive on time for a meeting, or fail to meet a deadline…  Read More

JCB Exhibit at Bauma Germany

How to Work with Germans – Part 2

Posted on by Jeff Hannah | In Authority, Best Practices, Culture, Europe, Germany, Precise Time, Relationships, Strategy, Time

I learned much the hard way from my interactions with German businesses over the years. I’d like to share some surprising advice with you – things I consider as ESSENTIAL for interacting and negotiating with Germans…

During the Meeting:

1. Anticipate the Style: Expect a more formal meeting than in the USA. Approach the discussion in a systematic and organized way. Propose an agenda and follow it! Don’t jump around. Establish expectations for outcomes. Everyone should have a chance to be heard in the meeting. Direct and participative communication is appreciated.

 

If you are not used to a strong banter, you may be taken by surprise or wear down quickly. Modestly demonstrating your technical expertise and industry experience lends creditability and trust. Stand your ground and make a case for your goals. Jeff Hannah

 

2. Control Your Emotions: It’s certainly okay to be passionate. But, don’t let emotions or personal feelings cloud your arguments. Be respectful. Keep a clear head and rely heavily on logic and fact. Strongest logic wins!

 

3. Stay Focused: Don’t expect too much small talk or chitchat. You will generally get right down to business. Don’t get distracted by sideline / ancillary issues. Keep the main things the main things! This is not the same as detail, which requires proper attention.

 

4. Communicate Clearly: Be clear, direct and consistent in your responses. Miscommunication happens easily and often with language barriers and industry jargon. Verbalize details in a couple of different ways to see if everyone still agrees. Use visuals, sketches, and drawings to clarify and document details. Here are more insights on dealing with LANGUAGE BARRIERS.

 

5. Expect Uber Specificity: The meeting will likely delve into greater detail than you expect as an American. Be very specific / precise with details. Start with the overall, and then go into the details, following a systematic approach, including costs, numbers, etc. Expect to work in the metric system. Be PRECISE with TIME also.

 

6. Maintain Resilience: If you are not used to a strong banter, you may be taken by surprise or wear down quickly. Modestly demonstrating your technical expertise and industry experience lends creditability and trust. Stand your ground and make a case for your goals; don’t give up, and don’t take pushback personally.

 

After the Meeting:

Just Do It: Do what you committed to do. And, don’t wait for days or weeks. Do it as quickly as possible!

 

For the essentials of planning for a meeting with Germans, go to PART 1 of this blog: “Before the Meeting.”