Operation process

1、 Order receiving stage

1. Access to customer information

2. Visiting customers

3. Obtain relevant information of customer Exhibition

4. Specify delivery date of design drawings

2、 Design stage

1. Communicate with designers and customers in booth design

2. Deliver the first draft of design, design description

3. Study customer feedback and revise again

4. Delivery of final design drawings and engineering quotation

3、 Signing stage

1. Determine the project price with the customer

2. Clarify the requirements of mutual cooperation with customers

3. Sign the contract

4. Pay the advance payment, check the clear requirements of customers and construction drawings, including modeling color, lighting, negotiation table and chair, flower and grass rental, and other additional services (in addition to the contract price, this item is attached with fees)

4、 Production stage

1. Complete the production and preparation according to the department work order

2. Arrange customers to visit the factory to see the production and preparation

3. Complete the construction application procedures for the host, main venue, exhibition hall, etc

5、 Site construction stage

1. On site booth construction

2. Track the progress of on-site projects and whether the installation project requirements are consistent with the signed drawings

3. Remind customers of entry time

4. Customer acceptance

6、 Exhibition period and withdrawal stage

1. Arrange on-site emergency services and other services during the exhibition

2. Cooperate with customers to leave the exhibition

3. Site demolition

7、 Follow up services

1. Follow up summary report of the exhibition

2. Provide industry exhibition information and analysis for customers

3. Invite customers to visit other service cases of the company

1、 Project engagement phase

1. Access to customer information: the following channels are likely to help access the most preliminary customer information.

The Journal of the last exhibition - generally a mature and fixed exhibition, the major manufacturers in the industry will continue to participate in the exhibition, so the Journal of the last exhibition is a good channel. The exhibition materials often contain the floor plan (it can be seen whether the booth belongs to special decoration, and it needs special arrangement when the area is more than 36 square meters) Contact information and brief introduction of exhibitors (some exhibitions will also put the name of the exhibition leader of the company on it). The exhibition materials can be compared with the live photos, and the important exhibitions can be photographed and archived (the unified storage path of digital photos is backed up by computer, and the printing number of photo paper is archived for easy reference).

Special website for exhibitions - for large-scale exhibitions, there are basically special web pages, which generally have publicity for the next exhibition and review of previous exhibitions. Some will not only list the exhibitors of the last exhibition, but also upload some beautiful booth photos to show their exhibition benefits.

Industry information media - industry information media are familiar with the exhibitions and manufacturers in their industry. Some special interview columns are similar to the nature of exhibition express, which contain the information of the person in charge of the exhibitors' market promotion.

Exhibitor's manual and floor plan of serving customers - if there are customers already serving at each exhibition, it is better to get the floor plan of the booth through them (when serving new customers, it is also better to get the floor plan of all exhibitors as much as possible). The above is the latest exhibitor, and the special customers of this exhibition can be seen at a glance.

2. Visiting customers: the business particularity of the exhibition industry lies in that its customers are basically certain, only that customers need to choose different suppliers. Many customers will invite draft bidding, which are accessible to many exhibition companies. Some customers with fixed supplier relationship need to enter through other opportunities.

Most of the time, the special decoration customers who really want to participate in the exhibition need exhibition services, and they can visit the door.

Through the conversation with customers, we can understand the intention of customers in detail, make clear the theme that customers want to show, prefer color, whether to open a negotiation area, and need media equipment, etc. Some customers will provide their company introduction to the exhibition company, but even if there is a company introduction from the other party, through communication, the business personnel need to know about their previous booth situation, especially why they will give up the original cooperative relationship, and what is not satisfied.

Some customers usually invite a lot of comparison, but the final selected scheme is a collection of several schemes, which is difficult to distinguish in advance for such customers. There are also some customers who already have a builder, just for the form, or to get a ready-made design drawing through comparison, and finally find someone else to do it. At present, the exhibition industry is in chaos, which we hope can be detected in advance through communication with customers.

3. Obtain the relevant information of the customer's participation in the exhibition: if it is approved by the customer and agrees to provide the planning and design for the exhibition, it usually needs to obtain the following information of the customer: exhibition hall plan, booth area, exhibitor's manual, introduction of the customer's company, full name of the customer's company, customer's standard company logo, customer's standard font, customer's standard color logo, product name, specification and quantity of the exhibition Electricity requirements for products, key products and booth production budget.

In general, no matter what the situation is, the customer will provide the information needed by the design itself, but for exhibition service companies, obtaining the cost calculation of customers is the most important, especially in the bidding comparison. Some customers will give a general scope, but some customers do not want to disclose, or even have no budget in advance. We can collect the previous photos of this customer's booths in the same industry for comparison, or give some booths to customers for reference and selection, and inform them of the approximate cost, please select for reference. Customers will generally choose a booth with similar style and price

The exhibitor's manual and the customer's requirements are related to whether the designer's scheme can reach the shortlist and win the bid, and should be obtained from the customer as fully as possible. The exhibitor's manual involves the technical parameters and rules of the exhibition hall. Customers' requirements can be clarified from the following aspects: booth structure, booth material requirements, color requirements, design focus, lighting requirements, number of panels, booth height, etc.

4. Define the delivery date of design drawings and work plan: clarify the delivery time and requirements of the first draft with customers and arrange with designers. For large projects, a schedule of working hours should be prepared and can be submitted to customers if necessary.

2、 Design stage

1. Transfer customer design requirements to the designer and communicate with the customer about booth design at any time

In order to form a unified arrangement of the design department, the business personnel shall fill in the detailed design list and transfer the customer design requirements and possible demand styles obtained in the project contact with the customer to the person in charge of the design department

In the designer's drawing, the business personnel should keep in touch with the customers at any time to grasp the possible changes. If necessary, designers should be introduced to customers so that both parties can have direct contact.

For the site that needs to be inspected and measured in person, the business personnel or designers can arrange to go to the site. The designer shall pay attention to keep in touch with the engineering construction personnel to understand the latest display materials, so as to avoid that the materials used in the design are old or some designs cannot be constructed on site.

2. Deliver the design draft, design description and engineering quotation to the customer

After the first draft of the booth is set, the cost price will be obtained together with the supplier, and a clear quotation will be made. The quotation of general booth design has a more detailed order, which is not only for the convenience of specific items, but also for the convenience of customers to understand and accept. It is often listed in order according to the design drawings from the sky to the ground or from the outside to the inside to prevent missing items.

Material, color, shape and size shall be described as completely as possible in the quotation. A complete quotation is a detailed work order, which is convenient to grasp the accuracy of construction cost accounting and construction.

In the process of exhibition design and construction, some expenses can be paid by the customer to the exhibition hall, but in practice, they are paid by the exhibition company on behalf of the exhibition hall, so it is necessary to indicate in the quotation the items charged on behalf of the exhibition hall, such as electric box application, site management fee, etc.

Some customers require to attach design description when submitting design drawings, but some of them are relatively simple, as long as they can see the actual effect drawings; some enterprises of scale pay more attention to image publicity, although they do not explicitly require that the design drawings be attached with descriptions, but from the perspective of normalization in the future, designers should be encouraged to write design descriptions.

Generally speaking, we can elaborate on booth style, material description, booth function, color description, lighting description, design focus, etc. When handing in the drawings, if you can arrange the designers to meet with the customers together, the designers can explain the drawings to the customers and explain the selling points and the biggest difference of the scheme.

3. Study customer feedback and revise again

If the customer is more than one comparison, there will be a screening. If we are required to continue the modification, we should carefully understand its true intention. After the first contact with some customers, even if they are unfamiliar with the exhibition, they need to say something. They should be communicated carefully. If the customer requests to re map in a different style, the specific situation should be integrated.

4. Deliver the final design drawing and project quotation

3、 Signing stage

1. Determine the project price with the customer

When quoting and determining the price, we must ensure that all materials and special requirements can be achieved by the company. Otherwise, once the customer confirms that the site cannot meet the requirements, it will cause a bad impact.

2. Clarify the requirements for mutual cooperation with customers

The construction time of the exhibition hall is generally tight, only 2-3 days. Among them, the exhibition products of customers need to be arranged. Sometimes, it involves matters that need to be declared in advance, and the scope of responsibility of both parties should be coordinated with customers.

3. Sign the contract

4、 Production stage

1. Complete the production and preparation according to the department work order

According to the needs of specific projects, arrange AV equipment, woodworking structure production, carpet supplier, art production and other parts to be made according to the requirements of design drawings and the formulation of customers. Note that if there is any change in the production process, the designer shall be contacted in time, and the business personnel shall note the customer if necessary.

2. Arrange customers to visit the factory to see the production and preparation

Generally, customers only wait for the final renderings to enter the site when they confirm them. Some large projects or projects that customers pay special attention to will be supervised in the production. We should be prepared to arrange them to visit the company or the factory.

3. Complete the procedures of host, main venue, exhibition hall, etc

Some projects should be declared to the exhibition hall or the organizer before they are carried out. If this part of work is completed by us, we need to confirm with customers about water, electricity, gas, and provide necessary materials, such as electrogram, to the organizer for approval. For some special materials such as neon lights, balloons and so on, special approval is required.

5、 Site construction stage

1. On site booth construction

Whether the project design has been realized depends on the quality of the site construction. Now many exhibition companies only focus on design but not on construction, which causes dissatisfaction of customers, which is also the reason why customers often change suppliers in exhibition services. In general, during the construction, customers will arrange exhibits on the site. At this time, it is better for the business service personnel who are specifically responsible for the project to be accompanied on the site. If necessary, designers can also supervise the construction on the site and communicate with customers in real time.

Although the actual effect can not be reflected immediately, many customers hope to get such services. If the business personnel are unable to be on site for some reason, they should introduce the contact person responsible for the construction arrangement to the customer.

2. Deal with additional and changed items on site

In the field, there are often some unexpected situations in the design, and the customer will put forward some requirements temporarily. If it is caused by the company's own reasons, it shall be changed immediately. If it is proposed by the customer additionally, it shall be guaranteed to meet its reasonable requirements first, and at the same time, the additional part shall be signed by the customer and added to the total project fund.

3. Cooperate with customers to enter the exhibition site

In practice, it is often to arrange the structure of the exhibition stand before arranging the exhibits to enter the site. The on-site staff must pay attention to serving customers and cooperating with their exhibits to enter the site.

4. Customer acceptance

After all the construction work is completed, the booth shall be cleaned. This work can mainly arrange our work to be completed until the customer's acceptance and ensure the opening of the next day. (it should be noted that sometimes the construction of their own booth is completed earlier. After all the work is finished, everyone thinks it's OK, but the construction of the booth next door will cause the impact on the health of the booth and the display)

6、 Exhibition period and withdrawal stage

1. Arrange on-site emergency services and value-added services during the exhibition

During the development, it is mainly the reception work of customers, but many times it will be necessary to maintain and temporarily configure the booth. The person in charge of the business and one or two workers shall provide emergency services on site. From the client side, he would like to have people from the exhibition company present during the exhibition, and it is better that he is familiar with it and can be solved at any time when necessary.

The customer's on-site staff should have the most direct contact method of our on-site service personnel.

Value added services can be very extensive. Some business personnel can help customers to do reception work on site. Those with good foreign language level can serve as translation services, and even help customers send materials, arrange customer meetings, etc.

2. Cooperate with customers to remove exhibits from the site and dismantle them on site

After the exhibition, we should first cooperate with customers to remove the exhibits from the site, and then dismantle the booth. If customers need to reuse some materials, they should help them to transport in large packages; if they need to be preserved, they should mainly dismantle and assemble.

3. Return the prepaid expenses

After the completion of the project, cost summary shall be carried out immediately, and prepaid electric box application, communication deposit and other expenses shall be returned to the exhibition hall or the organizer.

7、 Follow up services

Good follow-up service is an important reason to win back customers. Many companies think that some exhibitions need to be held every six months and a year, and when the exhibition is over, they will also contact with customers, thus neglecting the care for customers. But in fact, customers are very vulnerable and easy to be poached by others. The so-called exhibition follow-up service is actually very extensive. For example, the company can print or develop a copy of the photos on the exhibition site to the customers (including the customers themselves and other companies), organize the post exhibition summary for the customers, collect the future exhibition information of the industry, provide customers with the option to participate in the next exhibition, and invite customers to visit the company if it is convenient Ji's excellent exhibition, etc.

As long as we can make an extra effort for our customers on the contract project list, we will win the advantage for our company in the next service.