Skip to content
  Monday 4 July 2022
Latest
27 June 2022In the Know 27 June 2022Manchester Central Launches New Podcast 27 June 2022Virtually Anywhere 27 June 2022Pioneering Spirit 27 June 2022Change of Scene 20 June 2022Latest Places 13 June 2022Centre Stage 13 June 2022Northern Novelty with a Difference 13 June 2022Supporting Social Businesses 13 June 2022New Strategic Partnership
HEN logo
  • Home
  • About
  • Magazine Issues
  • Content
    • Features
    • Industry News
    • Blog
    • Interviews
  • Competitions
  • Resources
    • Event Organisers & Suppliers
    • Team Building Resources
    • Expert Opinion on Venues
  • Featured Businesses
  • Advertise
  • Contact
HEN logo
HEN logo
  • Home
  • About
  • Magazine Issues
  • Content
    • Features
    • Industry News
    • Blog
    • Interviews
  • Competitions
  • Resources
    • Event Organisers & Suppliers
    • Team Building Resources
    • Expert Opinion on Venues
  • Featured Businesses
  • Advertise
  • Contact
HEN logo
  H&E North Meets  Building on Principles
H&E North Meets

Building on Principles

HENHEN—13 June 20220
FacebookTwitterPinterestLinkedInTumblrRedditVKWhatsAppEmail

Andy Pearce, Co-Director of exhibition contractor Exhibit 3Sixty, discusses how event suppliers can build trust and relationships to win and retain clients.

With supply chain delays still prevalent due to the lasting impact of the pandemic and international events, event suppliers are facing more challenges than ever when it comes to ensuring they can meet demand and retain clients. A major part of guaranteeing repeat patronage is ensuring your business has a stellar reputation. Naturally, providing good quality work is a key part of this, but this is only the tip of the iceberg when it comes to ensuring clients think favourably of your business.

In an era of rising costs and limited availability, transparency with clients is essential for any business. As Andy Pearce, Co-Director of exhibition contractor Exhibit 3Sixty, explains: “Be completely open and transparent about costs and margins, which is essential to build trust and retain clients in a time when problems can crop up at last minute. Suppliers should be open and honest about their own costs and profit margins, and never promise more than can be delivered. Better to say no outright than overpromise and fail to follow through.”

More stories

Host with the Most

26 August 2021

The Virtual Reality

18 August 2021

Stay a While

26 May 2022

Playing by the Rules

14 February 2022

“Be completely open and transparent about costs and margins, which is essential to build trust and retain clients in a time when problems can crop up at last minute.”

Of course, these standards are not always easy to adhere to: “These are easy commitments to make but turning them into reality can be difficult and sometimes hard to justify. It means taking planning to a whole new level to deliver on service guarantees.

It means carefully tracking the prices of materials and supplies in order to hedge against price increases and ensure future availability, and it means breaking down every project’s price for customers and being transparent about margins and costs.”

Event suppliers need only put themselves in their clients’ shoes to see why this approach is most successful at creating repeat customers:

“You and everyone you know is a customer of some kind,” says Andy. “And we all know how it feels to get poor customer service. It leaves a bad taste in your mouth.”

Making deals in-person is also key to building a good relationship with clients and ensuring repeated business. In-person dealings create a personal connection that is often lacking when meeting over Zoom or making phone calls: “Our whole industry is predicated on the belief that being there in-person – to make eye contact, shake hands, and engage personally on the exhibition floor – works like no other media channel. The same thing is true with customer service: if you forge a relationship in-person, it will take you a lot further than online ordering ever will.”

It may be tempting to try to cut costs and lower prices in order to draw more business, but good quality work will always be more compelling than a lower price: “In an industry that has seen races to the bottom before, it strikes me that businesses that are striving to go in the opposite direction are the ones that are thriving now.”

Exhibit3sixty.co.uk

FacebookTwitterPinterestLinkedInTumblrRedditVKWhatsAppEmail

HEN

Level Up
Liv it Up
Related posts
  • Related posts
  • More from author
H&E North Meets

Positive Change

20 June 20220
H&E North Meets

Hospitality and Events North Meets Jack Marczekwski, Event Director of The Meetings Show

13 June 20220
H&E North Meets

Stay a While

26 May 20220
Load more
Get more stuff

Subscribe to our mailing list and get interesting stuff and updates to your email inbox.

Read also
News

In the Know

27 June 20220
News

Manchester Central Launches New Podcast

27 June 20220
Features

Virtually Anywhere

27 June 20220
Features

Pioneering Spirit

27 June 20220
Features

Change of Scene

27 June 20220
H&E North Meets

Positive Change

20 June 20220
Load more
Recent Posts
  • In the Know
  • Manchester Central Launches New Podcast
  • Virtually Anywhere
  • Pioneering Spirit
  • Change of Scene
    Hospitality and Events North
    Hospitality & Events North has become the leading media for the MICE and events industry since its launch in 2006. We are a bi-monthly, glossy A4 magazine, covering all of the latest industry news and views. Each issue is packed full of interviews, features and competitions tailored to our readers’ interests.

    # TRENDING

    EventsVenuesEvents industryHospitalityCOVID-19Virtual EventsCoronavirusCOVIDSustainabilityTeam BuildingYorkshireLockdownHotelsHybrid eventsNewsInterviewEvents newsLeedsConferencesEvent Tech
    © Copyright JLife Ltd 2021, All Rights Reserved
    • Privacy Policy
    • Terms and Conditions