Security Business

MAR 2014

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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Page 9 of 117 s you are hopefully getting ready to attend the biggest trade show our industry has to offer, ISC West (April 2-4 in Las Vegas), do you have a plan of attack in mind? While editors probably tackle a huge trade show a bit differently from the way you do as a security dealer/integrator, I think there's certainly a few strategies that we have in com- mon that can prove valuable. This year will be my lucky 13 th ISC West, and I always seem to get the same feeling as I step across the threshold and onto the exhibit hall floor: this place is massive, and how will I ever be able to take it all in? Here are a few tips: Rule #1: Make a Schedule The plain fact is, you probably can't take it all in — and you shouldn't try to. Even for us editors who are visiting a different booth every half hour, there's basi- cally no chance to hit every single booth you'd like to. Keeping that in mind, it is important to try and main- tain at least a loose schedule. That means checking out the show website and zeroing in on particular vendors to visit — whether they are already a trusted partner or you are prospecting for new ones. Beyond prospecting, are you looking for a particular technology, or a way to solve a unique problem for one of your clients? Once you answer these questions, it will be a lot easier to pick and choose the booths and vendors to visit. Use resources — such as our ISC West product preview (pages 92-107 of this issue) — to get a feel for the different products that will be on display. Once you have a decent list of people, vendors and technologies, along with educational sessions to see, craft a schedule. Do a little pre-show legwork and try to make contact with vendors and set up appointments for a short meeting at a booth, or even over lunch or drinks. Also important is to schedule time without appoint- ments. You should use this time to explore! Check out the booths in that back row you never seemed to have hit in the past. Look for emerging vendors and technol- ogies. Hit a few of the big guys' partner booths, which feature innovative technologies from smaller compa- nies that couldn't necessarily afford to have their "own booth" — you might uncover a gem, or learn something new. If a particular technology catches your eye, prioritize it and shuffle something less important to the "bottom of the pile." Rule #2: Network, Network, Network! Beyond getting face-time with vendors and their technologies on the show floor, the event continues well beyond the moment the lights go out in the exhibit hall. Be sure to check and re-check your email in the weeks leading up to the show — stay- ing on top of what your partners are planning is vital to ensuring the trip holds as much value as possible. If one of your partners is having an after-show-hours event — cocktail parties, outings, etc. — put it on your schedule. There is no better place to meet new people and make new contacts in a relaxed atmosphere. Also, be sure to bring enough business cards — I've lost count of the amount of times where someone has told me they already ran out of cards on the second day! Rule #3: Have Fun, Just Not TOO Much Hey, it may be work, but you are supposed to have fun too! Just don't go overboard. We all know how easy it is to pick out the guy who was out partying way too late the night before — the dude who's a little "rough around the edges" at 10 a.m. The adage of "everything in moderation" especially applies in Vegas. ❚ Paul Rothman, Editor-in-Chief 8 | SD&I | March 2014 Plan of Attack A few tips for getting the most out of your trade show experience By Paul Rothman Editor's Note A @SecurityDealer "Do a little pre-show legwork and try to make contact with vendors and set up appointments for a short meeting at a booth, or even over lunch or drinks." SDI_8-9_0314 Editorial.indd 8 3/5/14 1:23 PM

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