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pondlife1736 View Drop Down
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Post Options Post Options   Quote pondlife1736 Quote  Post ReplyReply Direct Link To This Post Topic: Dinghy Show
    Posted: 12 Mar 15 at 8:38pm
Originally posted by Woodbotherer

If they are on your stand, it's a buying signal. That's the law. Engage with them within two minutes.
Overcome sales objections, Try for a sale, offer show discount, get a deposit, next please.
Also..
1)No eating on the stand.
2)No sitting down on the stand
3)No talking between staff if customers are present
4)Take the name and address of every person that shows interest, at least get a card or email address.
5)Dress smart and appropriately, no socks in sandals unless you'r on the streaker/solo stand.
6)No beards unless you're International Canoes..

Basically you lot to a man break every rule of exhibition attendance, you might as well not bother to attend if you don't follow those simple rules.

Pretty much describes the RS stand. Personally, I couldn't wait to get away.
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craiggo View Drop Down
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Post Options Post Options   Quote craiggo Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 8:38pm
I was on the Graduate stand on the Sunday of the show and was part of a group within the Grad fleet who pushed the association to make sure they were at the show. As Rupert says there is a real feeling that if your class isnt at the show then it has probably died out. In my view while the show may have lost its original intent a little, what it does enable is an opportunity for those looking to try new things or move classes due to relocation or changes in circumstance, to have a good look and a chat. That these people are probably already sailing in other fleets and therefore attending to also chat to their current fleet mates doesn't really matter, its the opportunity to determine the next move thats important and if your class is attending then its on the radar as an active class.

The Grad fleet in recent years first had the introduction of the new sails rules which attracted a bit of attention and brought some back into the class, then Rooster gave it a real boost with the new FRP boats built by the Boatyard @ Beer (which made 5 last year I believe) and for a few years we were lucky to be exhibiting on the Rooster stand and the class suddenly felt invigorated but rather than continue the promotion it was allowed to plateau which is understandable, after all the bulk of the then committee had overseen all the improvements and development and were burning themselves out, including Steve Cockerill.
Anyway our feeling at the show, was that it was really successful. The new wooden Alpha Grad built by Tim Harper was stunning and for those who didn't see the paintjob with a light shining on it, you missed out on the twinkling stars from the flecked lacquer! We had plenty of people coming to the stand and stating that they used to sail Grads and that they were superb boats. We signed up a fair few members to the association and a fair few existing owners were encouraged to come along to this years Nationals at Chipstead SC on the Whitsun bank holiday weeekend. Yes the Sunday was quiet but we nearly always had a visitor on the stand and hopefully we came across as a friendly bunch.
One of the things we hopefully demonstrated was the great age demographic, and the fact that there are some really keen teenage teams sailing the boats including Gabe & Ben Hill from Southport who will be sailing the boat that was on show.

As for other boats at the show, I was a little underwhelmed but then I only had time to whizz around quickly after lunch. For me the only other boat worthy of note was the Idol Composites (Alex Scoles) OK on the Harken stand. Its drawing me away from my beloved RS700 every time I see it!!!!!!
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Post Options Post Options   Quote iiitick Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 8:37pm
In the past I have staffed the Tasar stand. I did all of the above but although many people were fascinated by the boat I doubt if I converted anybody. The Aero folk did a very good sales job on me even though I look like a no hope poverty stricken pensioner. First time a good looking young man and a charming girl followed later on by an employee I had met before who was equally professional.

The Hartleys, father and son treat us like long lost friends which we sort of are.....but so is everyone else!

Lightning sailors will understand this.....we also met a certain gentleman from the West Country as we strolled about....so that was an hour taken up! No, not Rupert but he will know who I mean!
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Daniel Holman View Drop Down
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Post Options Post Options   Quote Daniel Holman Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 8:36pm
Graeme, can I hire you next year?

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Post Options Post Options   Quote Daniel Holman Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 8:35pm
Exactly Jim C - I would estimate that maybe 5% of punters go to the dinghy show with a  credible intent to buy a boat there. General swindlery doesn't count. That is transactional rather than a relationship based activity.
I consider myself amongst the other 95% who like looking at boats, and some bloke giving the hard sell would be a turn off.
I am probably only saying this because I didn't sell a boat this year despite being very much wanting to "close" in a Glengarry Glenross fashion.

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JimC View Drop Down
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Post Options Post Options   Quote JimC Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 8:29pm
Originally posted by Sheetpuller

More than a few missed opportunities there, guys..


Did they really miss any opportunities? Are you seriously considering changing class? Or did they correctly evaluate you as someone who just wanted to look at the boat?

But you know, at a show where most stands are manned by amateurs, one must appreciate that most stands will be manned by amateurs, and they will lack the slickness of the pros on the stands where the CA takes a back seat. In many ways its a part of the charm, at least for us old hippies who resent the man getting his fingers in everything...

As for what the show is for, it could be
social event
source of ideas for boat setup
chance to see classes that you might not see round your club
chance to take a look at what's fashionable and seems good
and there are plenty more.

And of course the show was never just about attracting non sailors - after all the vast majority of classes aren't geared to attracting non sailors. I vaguely remember that being a theme one year, and puzzling over what role classes like the 505 or Contender, or even we in the Cherubs had to play in that...
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Woodbotherer View Drop Down
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Post Options Post Options   Quote Woodbotherer Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 8:23pm
If they are on your stand, it's a buying signal. That's the law. Engage with them within two minutes.
Overcome sales objections, Try for a sale, offer show discount, get a deposit, next please.
Also..
1)No eating on the stand.
2)No sitting down on the stand
3)No talking between staff if customers are present
4)Take the name and address of every person that shows interest, at least get a card or email address.
5)Dress smart and appropriately, no socks in sandals unless you'r on the streaker/solo stand.
6)No beards unless you're International Canoes..

Basically you lot to a man break every rule of exhibition attendance, you might as well not bother to attend if you don't follow those simple rules.
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Rupert View Drop Down
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Post Options Post Options   Quote Rupert Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 7:47pm
When on the stand, it is a slightly difficult balance. Do you do an Ancient Mariner and engage everyone,and have the situation where people can't escape as you extoll the virtues of a boat they were just glancing it, or do you smile and say Hi, but assume that those with real interest will approach you? I'm more in the latter camp, as you can probably tell.

As for why classes go, I suspect it is mainly because if you don't, people assume you are a dead class.

Who is the show for? No idea.
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Post Options Post Options   Quote Little Monster Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 7:34pm
Be interesting to hear from Class Associations to see if they think the show is 'value for money' or they are only there because they think they should/ need to be there.

I have a feeling I know the answer...
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Sheetpuller View Drop Down
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Post Options Post Options   Quote Sheetpuller Quote  Post ReplyReply Direct Link To This Post Posted: 12 Mar 15 at 6:03pm
I went for the first time in years, and it didn't look much different to how I remembered it. For me, the best looking boats at the show were on the Merlin stand, but then of course I would say that. I 'hovered' at a few other stands but it was only on the Hornet stand that someone came over and engaged me in conversation; on the others the people 'manning' and sometimes 'womanning' the stand seemed much too engrossed in their own internal conversations to pay any attention to new faces closely inspecting their boat. More than a few missed opportunities there, guys...

The other boat that really caught my eye was that beautiful white OK with the inset wooden deck - what a spectacular piece of work that is. And once I asked questions there was some engagement there too.

Years ago I was on the Dinghy Show Committee - that was when Alice was still alive and the 'Exhibition' was at Crystal Palace - I was still on it when we moved to Ally Pally but left the following year. Back in those days there was a clear purpose for the show - it attempted to attract non-sailors into the sport. Whether it actually succeeded of not might be a moot point, but that was the reason for its existence. That raison d'etre seems to have died a long time ago, and the £15 entrance fee isn't going to breathe any new life into it. I'm not sure there is any real focus for the show any more, and this lack of purpose seems to communicate itself to most of the classes; yes they're there but not sure why - hence the internal socializing on the stands and general lack of interest in anybody not wearing their particular class t-shirt.

But Dougal's book is awesome, and well worth the journey on its own!
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