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Han Leenhouts on stage with microphone - pointing

Straight Talk from Han Leenhouts (Part 2)

Posted on by Jeff Hannah | In Abu Dhabi, Argentina, Asia, Best Practices, Brazil, China, Communications, Culture, Dubai, Europe, Gender, Germany, Hong Kong, Japan, Language, Latin America, Marketing, Mexico, Middle East, Non-Verbal Communications, North America, Podcast, Relationships, Singapore, Strategy, Taiwan, Thailand, The Netherlands, United Arab Emirates, United Kingdom, United States, Verbal Communications

Han Leenhouts Unfiltered! (Part 2)

This is Part 2 of a two-part interview with Han Leenhouts author of Sales & Pepper, based in The Hague (Den Haag), The Netherlands.

This is one of the most fun, exciting, and inspirational episodes that we’ve had on The Global Exhibitor Podcast! In this interview, hosted by Jeff Hannah you can experience Han’s electric personality, and magnetic passion through his dynamic, engaging, and direct (Dutch) style. The primary focus of this episode is the importance of booth staff selection, training and engagement.

In this episode, Jeff asks Han to differentiate between the Dutch culture and mindset in comparison to other countries in Europe. Han talks about what Americans might not understand when working with the Dutch. They talk about the direct communications style, and the importance of being authentic and genuine.

Han emphasizes the importance of booth staff training and what the process generally looks like – involving both pre-show training as well as on-site coaching. He talks about setting goals for the show and how to measure where those goals are met.

Han elaborates on how asking the “right” questions is an important step in learning how to engage with people you have never met before. The right questions help to quickly qualify your potential leads and determine where to take the conversation. Han is a firm believer in being bold, taking risks, and stepping out of your comfort zone – which is what it takes in order to be really successful in trade show marketing.

As a side note, Jeff and Han briefly discuss perspectives on the war in Ukraine, as well as how Dutch DJ’s compare to others in the world! You don’t want to miss that!

Han Leenhouts is an internationally acclaimed author, keynote speaker, trainer, and coach in the trade show industry. Han is the author of Sales & Pepper, a book focused on the best ways to engage with people on the trade show floor, in conjunction with an effective exhibit. He is also the author of Peppertalk 2.0, which is focused on open-ended, thought-provoking questions which can be used to effectively engage with others on the show floor. Han owns Sales & Pepper, a training and coaching firm based in The Netherlands.

This interview was recorded live in Las Vegas at the luxurious Mandalay Bay Resort & Casino, with host Jeff Hannah. Please also join us for Part 1 of this interview with Han Leenhouts.

Email: han@salesandpepper.com

LinkedIn: https://www.linkedin.com/in/hanleenhouts/

Website: https://salesandpepper.com/

Han Leenhouts on stage with microphone - pointing

Straight Talk from Han Leenhouts (Part 1)

Posted on by Jeff Hannah | In Abu Dhabi, Argentina, Asia, Best Practices, Brazil, China, Communications, Culture, Dubai, Europe, Gender, Germany, Hong Kong, Japan, Language, Latin America, Marketing, Mexico, Middle East, Non-Verbal Communications, North America, Podcast, Relationships, Singapore, Strategy, Taiwan, Thailand, The Netherlands, United Arab Emirates, United Kingdom, United States, Verbal Communications

Han Leenhouts Unfiltered! (Part 1)

This is Part 1 of a two-part interview with Han Leenhouts author of Sales & Pepper, based in The Hague (Den Haag), The Netherlands.

This is one of the most fun, exciting, and inspirational episodes that we’ve had on The Global Exhibitor Podcast! In this interview, hosted by Jeff Hannah you can experience Han’s electric personality, and magnetic passion through his dynamic, engaging, and direct (Dutch) style. The primary focus of this episode is the importance of booth staff selection, training and engagement.

Han is focused on outcomes! But, far too many get it wrong! As part of his consultative, training, and coaching initiatives, Han works globally with brands to help establish and reach goals for their trade show participation. With clearly defined goals in mind, you can then work to achieve those goals – and recognize when you have or haven’t. Having the goals is important, but is not everything. Making the most of show floor interactions can make or break any trade show participation. Staff training is the next, hugely important component. Much of the booth staff training can happen in the planning phases, but some of it must happen on the show floor, in the actual physical environment in order to fully utilize the exhibit in the way it was designed to be used.

Jeff asks Han about his views on staffing a booth with marketing team members vs. sales vs. technical staff. Han talks in detail about how to select the right people to fill the various roles required on the show floor. Han gives his recommendations on the ideal mix of profiles for the roles, and how to play to people’s strengths. He focuses on the importance of booth staff attitude and outlook on working on the show floor. It is critical for them to understand their purpose, as well as the best ways to approach people and start meaningful interactions.

Respect for cultural differences is important for working across cultures. But, when looking for ways to engage with others, Han urges people to tap into the most basic and common human characteristics – those things we share in common – rather than focusing on our differences. Shaping questions in just the right way to capture a visitor’s attention immediately is essential in the busy, distracting, and fast-paced show floor environment. Han is a master at engaging both individuals and audiences.

Han Leenhouts is an internationally acclaimed author, keynote speaker, trainer, and coach in the trade show industry. Han is the author of Sales & Pepper, a book focused on the best ways to engage with people on the trade show floor, in conjunction with an effective exhibit. He is also the author of Peppertalk 2.0, which is focused on open-ended, thought-provoking questions which can be used to effectively engage with others on the show floor. Han owns Sales & Pepper, a training and coaching firm based in The Netherlands.

This interview was recorded live in Las Vegas at the luxurious Mandalay Bay Resort & Casino, with host Jeff Hannah. Please join us for Part 2 of this interview with Han Leenhouts.

Email: han@salesandpepper.com

LinkedIn: https://www.linkedin.com/in/hanleenhouts/

Website: https://salesandpepper.com/

Jeff Hannah with Martin Besaris

The Best Industry in the World

Posted on by Jeff Hannah | In Asia, Best Practices, Communications, Culture, Design, Europe, Germany, Graphics, Language, Marketing, Middle East, North America, Podcast, Precise Time, Relationships, Strategy, Time, United States, Verbal Communications

Martin Besaris Describes the Best Industry in the World

In this episode, host Jeff Hannah interviews Martin Besaris (Martijn Besaris) of The Inside Standbouw, based in Amsterdam, The Netherlands. Martin describes the exhibition industry as the “best industry in the world” – and describes the amazing degree of fulfilment and excitement that it creates for him personally and professionally.

Jeff talks with Martin about how the Dutch have been dealing with the COVID-19 pandemic, and the never-ending stream of variants. They discuss it from an industry perspective, including how the government of The Netherlands worked with companies (early in the pandemic) to put together plans for dealing with employee reductions, finances, and business survival. Martin talks about the current outlook regarding recovery and return of the exhibition industry. He also discusses the return of international travel, and the administrative challenges with that.

Jeff and Martin take a deeper look into the Dutch mindset and culture regarding personal behavior, freedoms, and lack of written rules. People in the society are generally free to “do as they please” in terms of beliefs and behaviors. The Dutch tend to have a strong outlook on business, with a high degree of focus on international. Education is important and expected. It is typical to start learning English and German in preschool. Martin also talks about similarities and differences the Dutch have with other European countries as well as the USA.

Recent societal and business shifts in The Netherlands has led to more people working with their “heads” instead of their “hands.” This (along with the pandemic) has created a shortage of carpenters and other skilled craftspeople, especially for the exhibition industry. Martin urges industry associations, companies, and individuals to make a more concerted effort to expose youth to this unique industry so that they can consider it as a career option. He discusses how this industry is fun, beautiful and exciting – and offers a very broad range of exposure to other industries.

Martin talks about the various languages that he speaks, as well as how he found his way into the exhibition industry, with the help of The Inside founder, Michael Hermans. Martin discusses his current role, which primarily focuses on international sales.

Jeff asks Martin for his insights into trends and developments that he is seeing in the industry across Europe – and recommendations on how companies should adjust their approach. They discuss the value of good exhibit design and the importance of differentiation and the need to quickly capture attention on the show floor. Martin believes that companies need to more carefully consider the geographic location of where a show is located, and the targeted attendees. Too often companies create graphics in their own native language, which is okay for some situations. But in others, it’s not the best approach (i.e. Germany). Either way, companies generally use too much written text (copy) for their graphics, which nearly always gets overlooked. QR codes are growing in popularity, especially during COVID.

The Inside Standbouw (Stand Builder) has been in business for more than 25 years, and provides turn-key services for exhibitions, interiors, and events in The Netherlands, across Europe, Asia, the Middle East, and in many other locations. Michael Hermans is the founder, and owner / CEO. The Inside is well known for their award-winning design capabilities and their thoughtful, strategic, comprehensive approach to projects.

This interview was recorded during EDPA ACCESS 2021 at the The Diplomat Beach Resort Hollywood Curio Collection in Hollywood, Florida with host Jeff Hannah.

Email: Martin@the-inside.nl

LinkedIn: https://www.linkedin.com/in/martijnbesaris/

Website: https://www.theinside-standbuilding.com/

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

Chloe Richardson – a Woman of Many Talents! (Part 3)

Posted on by Jeff Hannah | In Asia, Australia, Branding, Communications, Culture, Europe, Gender, Germany, Language, Latin America, Leadership, London, Marketing, Middle East, Non-Verbal Communications, North America, Podcast, Relationships, Saudi Arabia, Strategy, United Arab Emirates, United Kingdom, United States, Verbal Communications, Yorkshire

Jeff Hannah Interviews Chloe Richardson – Linguist & Exhibition Sales Strategist

In this episode, host Jeff Hannah interviews Chloe Richardson, a linguist – and sales strategist within the exhibition and trade show industry globally. She speaks about 5 or 6 languages – and teaches language. She also works in the exhibition and trade show industry, specializing in sales strategy, rebook consultancy, sales team support, business development, client engagement, the customer journey and process management. And she also does translation work on a regular basis.

Chloe’s home base is in London, where she is today. But, Chloe works in a diverse array of industries across the world, including Europe, North America, Russia and Eurasia, China, India, South East Asia and Africa.

Chloe holds a Bachelor of Arts Degree in French and Portuguese from the University of Southampton in the United Kingdom. One little secret about Chloe…is that she has spent a significant part of her life working in the entertainment industry, being a vocalist, pianist and actress. Chloe is just super-talented, extremely articulate and just fun to be around!!

Chloe shares lots of great insights across this 3-part series. She discusses the importance of language in relation to travel – and to the trade show and exhibition world in general; she talks about cultural differences, travel tips, how to engage with strangers, how to create trust & respect, perceptions across borders, and developing a better understanding of the audience you are trying to engage with.

This interview was recorded in London, United Kingdom & Dayton, Ohio, USA.

Part 1 of my interview with Chloe.

Part 2 of my interview with Chloe.

Chloe Richardson on LinkedIn

Website: www.explori.com

Email: c.richardson@explori.com

Chloe Richardson – a Woman of Many Talents! (Part 2)

Posted on by Jeff Hannah | In Abu Dhabi, Argentina, Australia, Best Practices, Branding, Brazil, Chile, Communications, Culture, Dubai, Europe, Gender, Germany, Language, Latin America, Leadership, London, Marketing, Mexico, Middle East, North America, Podcast, Relationships, Saudi Arabia, Strategy, Sydney, United Arab Emirates, United Kingdom, United States, Verbal Communications, Yorkshire

Jeff Hannah Interviews Chloe Richardson – Linguist & Exhibition Sales Strategist

In this episode, host Jeff Hannah interviews Chloe Richardson, a linguist – and sales strategist within the exhibition and trade show industry globally. She speaks about 5 or 6 languages – and teaches language. She also works in the exhibition and trade show industry, specializing in sales strategy, rebook consultancy, sales team support, business development, client engagement, the customer journey and process management. And she also does translation work on a regular basis.

Chloe’s home base is in London, where she is today. But, Chloe works in a diverse array of industries across the world, including Europe, North America, Russia and Eurasia, China, India, South East Asia and Africa.

Chloe holds a Bachelor of Arts Degree in French and Portuguese from the University of Southampton in the United Kingdom. One little secret about Chloe…is that she has spent a significant part of her life working in the entertainment industry, being a vocalist, pianist and actress. Chloe is just super-talented, extremely articulate and just fun to be around!!

Chloe shares lots of great insights across this 3-part series. She discusses the importance of language in relation to travel – and to the trade show and exhibition world in general; she talks about cultural differences, travel tips, how to engage with strangers, how to create trust & respect, perceptions across borders, and developing a better understanding of the audience you are trying to engage with.

This interview was recorded in London, United Kingdom & Dayton, Ohio, USA.

Part 1 of my interview with Chloe.

Part 3 of my interview with Chloe.

Chloe Richardson on LinkedIn

Website: www.explori.com

Email: c.richardson@explori.com

Chloe Richardson – a Woman of Many Talents! (Part 1)

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

Jeff Hannah Interviews Chloe Richardson – Linguist & Exhibition Sales Strategist

In this episode, host Jeff Hannah interviews Chloe Richardson, a linguist – and sales strategist within the exhibition and trade show industry globally. She speaks about 5 or 6 languages – and teaches language. She also works in the exhibition and trade show industry, specializing in sales strategy, rebook consultancy, sales team support, business development, client engagement, the customer journey and process management. And she also does translation work on a regular basis.

Chloe’s home base is in London, where she is today. But, Chloe works in a diverse array of industries across the world, including Europe, North America, Russia and Eurasia, China, India, South East Asia and Africa.

Chloe holds a Bachelor of Arts Degree in French and Portuguese from the University of Southampton in the United Kingdom. One little secret about Chloe…is that she has spent a significant part of her life working in the entertainment industry, being a vocalist, pianist and actress. Chloe is just super-talented, extremely articulate and just fun to be around!!

Chloe shares lots of great insights across this 3-part series. She discusses the importance of language in relation to travel – and to the trade show and exhibition world in general; she talks about cultural differences, travel tips, how to engage with strangers, how to create trust & respect, perceptions across borders, and developing a better understanding of the audience you are trying to engage with.

This interview was recorded in London, United Kingdom & Dayton, Ohio, USA.

Part 2 of my interview with Chloe.

Part 3 of my interview with Chloe.

Chloe Richardson on LinkedIn

Website: www.explori.com

Email: c.richardson@explori.com

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

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