Review from the Summit: Shows & Events

The next focus of the Home Improvement Economic Summit was on Homeshows & Events. The panel consisted of three experts and we started off with one of the most creative minds in the industry today.

Joe Talmon is President of Larmco Windows – an Ohio based company. He is a 22 year veteran of the window and home improvement industry. He transformed a small regional wholesale window manufacturer into a respected retailer of high end replacement windows, siding and other products. His passion is quickly uncovered when you hear him speak about one call selling, sales training, and working shows and events.

He began his presentation by discussing the first event that his company held, at the Marion Count Popcorn Festival. Despite getting to the event late, and not getting a prime spot in the show they were able to be successful because they stuck to their strategy, “No-one walks by the booth without being stopped.”

The results of the event were very encouraging (and a sign of greater things to come):

In 4 days (Thursday through Sunday) they set nearly 80 leads and sold just under $80,000 the first week after the event. Their overall costs were under $2000.

Two keys that Mr. Talmon learned early on were that:

    1. People do not attend the homeshow or event to see what your company has to offer, they are there for their own reasons

 

  1. Their competition was not just the other companies in their category. There may be 200 to 1,000 vendors and every one of them wants the same thing you want – the attention of the people who attend.

Once he had this down pat he was able to develop an effective action plan to succeed:

    1. Have the right people working with the right approach

 

    1. Make sure everyone is trained and knows their single purpose

 

    1. Have the presentation scripted

 

    1. Develop an interruption/attraction device

 

    1. Hold a kick off meeting the day before the event

 

    1. Have a practice session each day before the event opens

 

    1. Manage the approach – fun is always a good thing

 

  1. Observe!!!

One of his most recent event demonstrations is quite astounding. Note how the attendees are flocking to his booth in droves. Meanwhile, many of the other company’s reps look on with bored and disinterested expressions as people walk past their booths one by one.

For more information on how he accomplished this feel free to contact Mr. Talmon at jtalmon@larmco.com or visit his website.

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

One of the primary takeaways from your most recent visit to our company was that the words, promises, and tone of our call center reps need to speak directly to the prospect’s needs, followed by a professional, systematic sales presentation which builds immediate rapport and trust.

Dave Cerrone, President
Fitch Construction

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

OUR PARTNERS

Get a FREE 30 Minute Consultation A FREE GIFT
Call Us Now