Specialty Fabrics Review December 2021 - 30

2021 | BACK TO BUSINESS
SPECIALTY FABRICS
Leveraging rental tents during and after the pandemic
J
im Reyen, business director at Johnson Outdoors Inc./Eureka! Big Tents
Division, presented the campfire session " Leveraging Rental Tents During
and After the COVID Pandemic " at IFAI Expo in Nashville, Tenn.
During the session, Reyen explained the changing demands for tents throughout
various stages of the pandemic. " The first wave of tent demand ran from March to
June 2020, " he said. This stage included tent requests for hospitals, restaurants and
drive-through testing sites. " The second wave ran from July 2020 to March 2021, "
Reyen said. During this period, businesses and restaurants continued to be popular
clients, but schools also chimed in on the demand. The third wave (March 2021
to present day) has included a steady stream of requests from schools, businesses,
restaurants and vaccination sites.
According to Reyen, tent types and styles that have been in popular demand
throughout the pandemic have included pop ups, pole tents, frame tents,
clearspans, and military grade/rapid deployable tents.
As for the future, Reyen said he expects to see a lot of creative uses for tents.
" I believe there's a lot of pent-up demand for outdoor concerts and weddings. "
Outdoor movies and shopping areas might be on the horizon, too.
The new normal
W
hen the first cases of COVID-19
began to appear, Jeff Sponseller,
executive vice president of Miller
Weldmaster, said there was much
confusion and misinformation. " At
first, there were so many people trying
to tell you what to expect it was like
drinking from a firehose. "
In a session called " New Normals
How to outsell your competition
D
uring the education session " Outselling Your Competition, " James Auerbach,
vice president, event segment for the American Rental Association, shared
four measurable and respectable pillars that all salespeople must excel at in order
to outsell their competition. Referred to as the " RSPF recipe, " Auerbach defined
the pillars as research, scheduling, presentation and follow up.
Research should be carried out every day and it is important for a manager to
ensure the team is working from a verified prospect list. Auerbach also recommended
that teams commit to having quarterly contact with their top 50 clients.
According to Auerbach, scheduling is the most pivotal habit that separates
a great salesperson from an average salesperson. Constant (obsessive) schedule
management is key, and managers should encourage team members to
checkerboard their time in order to maximize efficiency.
Presentation is another main pillar that salespeople should master in order
to outsell their competition. Team members should embrace conversation, ask
questions and practice patience when dealing with clients. Visuals, such as highresolution
photos and short videos, can also be utilized to effectively inform and
pitch products and services.
Auerbach defined the follow-up period as being one of the most neglected
steps that sets great salespeople apart from average performers. To ensure a proper
follow-up with a client, salespeople should use a variety of communication methods
(text, email, call) that are spaced out and properly scheduled on a calendar.
30 SPECIALTY FABRICS REVIEW / December 2021
for Old School Attitudes: Running
an International Business, " Brent
Nussbaum, president of Miller
Weldmaster, recalled the numerous
meetings that took place to prepare for
what was coming. " When our governor
closed nonessential businesses, we
shut down for two weeks. We thought
that was the right thing to do. We
furloughed 60 of our 115 employees so
they could retain their health benefits. "
But not everything worked out
as the company planned.
" In addition to the unemployment
benefits and stipends that were
coming through, we had just paid out
our employee profit sharing, " said
Nussbaum. He said people in lockdown
weren't traveling or dining out like
before, they now had more money than
usual, and many were reluctant to
return to work.
According to Sponseller, another
problem was misjudging the market.
" We saw our tent customers making
emergency tents, so we wanted to
launch a mass marketing campaign to
say we have the machines available for
you to buy, immediate shipping, training
and so on, " he said. " But when I spoke
to our tent customers, they said every
event that they build tents for had been
cancelled-the Daytona 500, horse
races in upstate New York, air shows-
all those events where they made their
money every year went to almost zero,
so they said thanks but no thanks. "

Specialty Fabrics Review December 2021

Table of Contents for the Digital Edition of Specialty Fabrics Review December 2021

Specialty Fabrics Review December 2021 - Cover1
Specialty Fabrics Review December 2021 - Cover2
Specialty Fabrics Review December 2021 - 1
Specialty Fabrics Review December 2021 - 2
Specialty Fabrics Review December 2021 - 3
Specialty Fabrics Review December 2021 - 4
Specialty Fabrics Review December 2021 - 5
Specialty Fabrics Review December 2021 - 6
Specialty Fabrics Review December 2021 - 7
Specialty Fabrics Review December 2021 - 8
Specialty Fabrics Review December 2021 - 9
Specialty Fabrics Review December 2021 - 10
Specialty Fabrics Review December 2021 - 11
Specialty Fabrics Review December 2021 - 12
Specialty Fabrics Review December 2021 - 13
Specialty Fabrics Review December 2021 - 14
Specialty Fabrics Review December 2021 - 15
Specialty Fabrics Review December 2021 - 16
Specialty Fabrics Review December 2021 - 17
Specialty Fabrics Review December 2021 - 18
Specialty Fabrics Review December 2021 - 19
Specialty Fabrics Review December 2021 - 20
Specialty Fabrics Review December 2021 - 21
Specialty Fabrics Review December 2021 - 22
Specialty Fabrics Review December 2021 - 23
Specialty Fabrics Review December 2021 - 24
Specialty Fabrics Review December 2021 - 25
Specialty Fabrics Review December 2021 - 26
Specialty Fabrics Review December 2021 - 27
Specialty Fabrics Review December 2021 - 28
Specialty Fabrics Review December 2021 - 29
Specialty Fabrics Review December 2021 - 30
Specialty Fabrics Review December 2021 - 31
Specialty Fabrics Review December 2021 - 32
Specialty Fabrics Review December 2021 - 33
Specialty Fabrics Review December 2021 - 34
Specialty Fabrics Review December 2021 - 35
Specialty Fabrics Review December 2021 - 36
Specialty Fabrics Review December 2021 - 37
Specialty Fabrics Review December 2021 - 38
Specialty Fabrics Review December 2021 - 39
Specialty Fabrics Review December 2021 - 40
Specialty Fabrics Review December 2021 - 41
Specialty Fabrics Review December 2021 - 42
Specialty Fabrics Review December 2021 - 43
Specialty Fabrics Review December 2021 - 44
Specialty Fabrics Review December 2021 - 45
Specialty Fabrics Review December 2021 - 46
Specialty Fabrics Review December 2021 - 47
Specialty Fabrics Review December 2021 - 48
Specialty Fabrics Review December 2021 - 49
Specialty Fabrics Review December 2021 - 50
Specialty Fabrics Review December 2021 - 51
Specialty Fabrics Review December 2021 - 52
Specialty Fabrics Review December 2021 - 53
Specialty Fabrics Review December 2021 - 54
Specialty Fabrics Review December 2021 - 55
Specialty Fabrics Review December 2021 - 56
Specialty Fabrics Review December 2021 - cover3
Specialty Fabrics Review December 2021 - cover4
Specialty Fabrics Review December 2021 - WTS Postcard1
Specialty Fabrics Review December 2021 - WTS Postcard2
https://www.nxtbook.com/ata/specialtyfabricsreview/specialty-fabrics-review-october-2022
https://www.nxtbook.com/ata/specialtyfabricsreview/specialty-fabrics-review-september-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-august-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-july-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-june-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-buyers-guide-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-may-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-april-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-march-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-february-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-january-2022
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-december-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-november-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-october-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-september-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-august-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-july-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-june-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-buyers-guide-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-may-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-april-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-march-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/specialty-fabrics-review-february-2021
https://www.nxtbook.com/ifai/specialtyfabricsreview/0121RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1220RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1120RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1020RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0920RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0820RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0720RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0620RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/RVBG20
https://www.nxtbook.com/ifai/specialtyfabricsreview/0520RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0420RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0320RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0220RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0120RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1219RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1119RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1019RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0919RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0819RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0719RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0619RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/RVBG19
https://www.nxtbook.com/ifai/specialtyfabricsreview/0519RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0419RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0319RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0219RV_Feb
https://www.nxtbook.com/ifai/specialtyfabricsreview/0119RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1218RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1118RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/1018RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0918RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0818RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0718RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0618RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0518RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/RVBG18
https://www.nxtbook.com/ifai/specialtyfabricsreview/0418RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0318RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0218RV
https://www.nxtbook.com/ifai/specialtyfabricsreview/0118RV
https://www.nxtbookmedia.com