Jan Firszt is a good friend who has taught me a lot about what it means to have a “Heart of Service.”  I am so happy to share a few minutes of his wit and wisdom:

So Jan, please tell us a bit about yourself:

After 25 years in a related industry group (offset printing) I was provided an opportunity from a former client to head up Expolinc’s sales efforts. Proving the fact – Always treat those you work for and with, in a respectful manner – One never knows where paths will cross down the road.

Please share a brief history of your company:

Expolinc is a portable display company based out of Sweden. For close to a quarter century we have provided ISO Certified design, manufacturing, and distribution of lifetime warranty items for use where ever people gather together. Our presence in the Americas began 4 years ago through building a network of resellers providing quality service and products for the more discerning end-users.

What is your approach to trade show displays?

“Trade Show Displays”, to me, is a very limiting application of our products. With my background being very one dimensional, the realization of Three Dimensional Marketing through our products is exciting. The use of display products in interior design, meeting events, retail, employee communication, to name a few, allows for the client’s brand to be built consistently for all stake holders – The term “Trade show” for many of  those outside of our industry can be a term filled with painful memories from past events – We create systems that work. From a simple table top unit to multiple back-wall systems they are all designed, and built to provide maximum impact with the least amount of effort.

What is your favorite display product?

At Expolinc we design products to fit applications – To select one product over another would be an impossibility without knowing the desired result – On our website we provide a banner selection guide to help make the choice – Many times we direct our dealers to less expensive systems based on what the application is – Our 4Screen (L-banner system) vs. a retractable for instance – If the unit will stand in place for an extended period of time why should your client invest in portable aspects that will not be of benefit.

Tell us about your latest product launch:

Outdoor line. Arena and Flag –

Each of these products are unique to the industry. They were both launched during the SGIA show in Atlanta in September of 08. Our dealers who have acquired demo units to share with their clients are excited about the quality and design features – With the products coming on line so late in the season our expectations for activity on this line were realistic – However, many units have been sold for interior applications – With quality design there is a streamlined modern look to all our products.

Share one trade show tip:

Follow up. Follow up. Follow up. All too often after a show or event the sales team is tired – They take a few days off to regroup, then upon returning to the office the “regular stuff” has piled up on their desk – Guess what – Several weeks later  when they get around to making the follow up calls from the visitors at the show – That ship sailed. The prospect came back to “regular stuff”, your competitor contacted them the Monday after the event (while the buyer was still interested), closed the deal – It’s great that you got your expense report turned in on time – But next year when the sales manager is deciding where to spend money can you honestly tell them you were concerned with the ROI from the show a year ago?

What makes your company stand out from all of the rest?

Our mantra is quality – Lots will say the same – We measure it – All aspects of our organization are measured and reported – That which is measured will improve, what is measure and reported will improve greatly. Warranty repairs were .4% (that’s point 4 percent) for 2007 – We just received numbers from 08 – .32 (that’s point 32 percent) – Orders ship out same day as received at 98% – Order accuracy is 98% – These are a few of the indicators of a truly quality driven organization rather than simple empty copy for the brochure.

What is the best restaurant in your favorite city?

The best restaurant in any city is one where the locals eat – When I travel I seek out the mom and pops – Better food, better prices, better local color, better stories. I have a hot dog list I am working on Nathan’s Coney Island (NYC), The Varsity (Atlanta), Slots of Fun (Vegas) – I also have a BBQ list – Smoki Os (St. Louis) is by far the stand out on this list.

Any travel tips for trade show goers?

Have a plan. Look at the folks who will be there and write a list of booth numbers – Thus avoiding the, “I meant to see them” conversation later. Hint to exhibitors – Go to shows when you can. Attending is very different then exhibiting. This exercise will provide you real insight as to what works and more importantly what doesn’t.

Do you have a trade show hero?

The attendees – The long hours of some pushy sales, the long lines to use dirty bathrooms, the over-priced bad food – and yet some of my greatest introductions have been those I have met on a tradeshow floor.

What is your motto?

Treat everyone with respect. Thank the staff whose is cleaning the dirty bathroom – It is always amazing to me how many people don’t appreciate the fact we are all working for a living – A simple heartfelt thank you, making eye contact means the world to everyone – Including me.

Recommend a product or website related to the trade show industry:

• Any of our competitors – A modern marvel to see what they are up to.
• All of our dealers  - Discovering areas where Expolinc can help.
• Southwest Airlines – The best.

What is the funniest thing that ever happened to you at a show?

I’d rather not say in mixed company.

What profession other than your own would you like to attempt?

Piano player in a rock band.

What inspires you creatively?

Open and honest conversations – Regardless of those in attendance. I met (and ate with) a homeless gentleman in Birmingham who survived the bombing of MLK’s church, I have discussed business plans with CEOs who direct organizations generating millions of dollars to our gross national product, I love conversations with Jr. and High School kids – Any conversation that challenge my spirit to imagine something better.

What is your idea of success?

Looking at myself in mirror and knowing I have done the best I can with the tools I have available. Looking at my daughter in her eyes and knowing I present as a moral and ethical model who really understands, and if not, will try my best to appreciate the position of others.

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Thank you for your time, Jan.  You have a fresh perspective for the “Three Dimensional Marketing” industry plus a “Heart of Service.”  Sounds like a winning combination to me!

Contact Info:

 Jan Firszt

Jan.firszt@expolinc.us

Expolinc Corporation

www.expolinc.us

Expolinc products are available through ExPrT Exhibits.  Call 1-800-566-4492 for more information.