Three flavors of shows…Wait…Why?

What Ice Cream? This is errr...fat free yogurt with fruit, no there wouldn't be 3 scoops in here!

What Ice Cream? This is errr…fat free yogurt with fruit! No there wouldn’t be 3 flavors – scoops in here!

Oh my goodness gypsies it has been a whirlwind trade show and customer event year. The trending element this year seems to be, “we are having our own event” and we are making it as big a deal as possible.

Flavor #1. Trust me, from a business standpoint I completely understand wanting to have targeted audiences and bring in high-level partners and customers. It makes all the sense in the world to drive the right decision-makers into your “encampment”.  This can get extremely costly and bust the budget in one day! Planning as early as you can, doing the odds and ends with your internal teams, and having a great rapport with your venue can help with costs.

Flavor #2 -The industry vertical shows and events, which may be mid-range in numbers; will attract the worker-bees, design teams,  and those planning teams who will develop products over the coming years.  Here is where you can find out how the current industry/markets  are moving and help shape the industry as a whole.  A critical part to the marketing plan and an industry centric venue to garner the right people who are in the development and deployment roles. It is a fight to that leadership role, and everyone can add LEADER to their signage, but the proof is in the pudding. Who wants to see you, and are they willing to come to a show to see your products/services or your CEO? Costs are generally mid-range and keep in mind leads can be varied from C-level executives all the way through to the engineering implementation staff.  This in no way means from high-to-low; but it gives a large range of levels who participates, so you may be engaging with a wide variety of cross-functional teams who can be the ultimate influencers if they are the ones who will be working with your product/service.

Flavor #3 -The elaborate “we are the world” shows, are those that are inclusive of a full-industry, have great visibility, and are the glitz and bling of your show year. Those feather-in-our cap, type of events that prove to the world, my booth is bigger than yours; my speakers are more fun and louder than yours; and yes, our promo item, well what can I say … (car vs tee shirt)! These events accomplish different things for different groups that memorable interaction with a big player who really did give you their real business card. Mid-level companies can shine too by having that key product launch or partnership announcement.  Start-ups in a small booth under the stairs in the dark,  it is all about networking and meeting the mid-level groups and the big guys too. Getting the picture of where you can go as a new company by gathering industry knowledge (the scoop) PUN!. You can always reference, “ we were by ….mongo humongous booth with King Kong! Yes, I am so glad we had a place to get away from that crazy display and chat.” ;) Wink! Get them out of there they won’t remember you!

So with all of these versions of tradeshows and events, what is a gypsy to do with a less than full coffer! Those gold coins are not worth what they used to be; and the trading is not as fruitful, as costs have gone up for organizers in significant amounts and they are also in the rungs of cost overwhelm. There are still some things to be had with the barter, but I am afraid it is up to cost-cutting and assuring you send the right people at the right level to each event and invite the customers/press/partners you want to see.

For those individual company events, make sure your attendees are the high-level staff plus-one. The plus-one talks tech at a high-level and can determine if the department can buy or sell with this company. Your high-level staff can play in the sand box and talk corporate initiatives that will establish hierarchy and leadership in the industry through visionary discussions and strategic positioning. Sometimes, you are lucky enough to have one individual who can cover both roles, but if possible send both to cover as much of the targeted network at the event as possible. Save money managing travel costs, if they can fly in and fly out with a minimal stay; or for over night stays incorporate customer visits to extend ROI of the trip. Also, take note if your individual company is planning an event to get feedback on how the attended event was; and include what they liked/didn’t like about the venue. Call ahead and ask for a package noting you will have attendees at …..event, and you are going to get feedback from them for a possible hosted event you may be having.  This might even garner your C-Level staff a little VIP treatment or a discount if there is an overnight stay (A+ for tradeshowgypsy!).

The middle-ground tradeshow or event is the kind of work-horse event; in that your field engineers, sales, marketing, and business development teams should be prepared to participate at every level they can get into if they are in attendance. Speaking (keynote if you can), panelist, sales pitch promotions, show floor demos, time with any press/analysts for product marketing. Get them engaged as much as possible and try to watch the dollars in how many people go. Cut costs on any of the services and shipping with early-bird submissions or ask for multi-show discounts where applicable.  Put your best technical foot forward and make your statements clear enough for a 5th grader to know what you do, so people walking the aisles STOP; and do not bypass because your messaging is unclear or there is too much to read in a quick glance.  Make sure your team is not waiting for people to come into the booth to get them; or they portray that demeanor of importance by standing with their cell phone behind the main counter, and are perceived as unapproachable.

Get the team the materials and information they need to support the show and make sure they are out in the aisles and the corners of the booth to bring people in, “Hello” and a welcoming presence gets them into your booth. Help promote your presence at the show through as many mediums as you generally use for a product launch. You are pitching your external presence in a venue that can accommodate many customers/partners/press and analysts. Get people you want to see there with a special invitation from your company, get as many as you can to RSVP (Bribe with gift)…wait…did I type that? I mean offer them a nice promotional item or a conference pass for coming to see your presentation.

Show organizers have many ways to target attendees, but often they are not as fulfilling as companies would like just because organizers are not out in the trenches selling and in the daily interaction with industry and market directions. They have an industry broad knowledge and interest, not a Tradeshowgypsy specific customer network. Keep your eyes open for ways you can use other department money, such as training or certifications and ask for a multi-attendee discount.

Flavor #3 – The FLASHY show! Now these are a blast generally, and I mean that from the sense that everything is going off at once and they are a lot of work! They can be fun too, but generally as a tradeshowgypsy you are more concerned with that hanging sign, the new and improved lighting system that is flashing in all the wrong places, and carpet padding that will hold-up the staff during the entire show. Your VIPs are running amuck as keynoters and high-level press are there and your immediate bosses are on edge and expecting you to provide them with all the comforts of the office in this little fake city that was set up in 3 days! I am here to tell you, BREATH!  No matter you have what it takes, you are a tradeshowgypsy with magic on your side. You have done all the work to get the people you want to see into your booth because you have sent secret by invitation only cards to those key purchasers prior to the show for their (Pitch and Promo) – and everyone else gets the tee-shirt (cool design of course)! Plus your execs are happy because you secured them a private meeting space that allows them to relax in conversation and have catering that is not show floor pizza and internet access (which in a comparative in cost for the entire show, paid for the external meeting room plus individual meal room service catering or restaurant meal!) How much did you spend on that?

These events generally  have some great workshops or certifications; allowing you to take advantage of the HR training budgets and have extra staff on hand covered under a different coin coffer!

Now that we are ¾ of the way through the show season, just know there are more popping up in December than ever before, don’t be surprised with new invitations as they will go to your C-Level staff who will want to attend! We tradeshowgypsies are a creative, tough, and a tenacious lot; and we will not give up or go over budget! We have our ways!

If you are lost in the quagmire of costs or overtaken with managing the sheer numbers of events/shows – there are a number of resources to help.  Check out social media sights, LinkedIn has some good ones, Exhibit – Display companies, groups in various networks. Talk to your fellow gypsies, and of course ask me. If I don’t know, I will ask my network and find an answer! Where there is a will gypsies, there is certainly a way!

Safe travels and remember to pack for variable weather and set your clocks as some are getting ready to Fall Back!

2013 Is Really the New 2014!…Wait…what?

Are You Kidding ME!

Are You Kidding ME!

The show season is not winding down contrary to popular perception. More events are moving into the November/December timeframe as it seems there is a surge in “let’s get ahead” mentality. As the holidays all get shifted earlier and earlier and overlapping all over the place, the same thing has happened with tradeshows!

Organizers have figured out that hosting events November/December are no longer for that particular year – they are giving their sponsors and exhibitors the jump on the next year! Exhibitors and sponsors alike are using that platform to promote the next year’s “available soon” products; or announcing the new product taking orders NOW! The end of Q4 which tended to be the lagging month for some has now become the Q1 intro to business revenue! Garnering clients who they can get to before the first of the year!

Your booth is hanging on by its last bit of floral wire and duct tape and now you have to make it look new with little to no budget left; and make the best out of products that have been packed and repacked 20 times over and handled like unpacked toys on the toy aisle! Now we have to make things look like we are progressing to the next year with a fresh look!

Yup, can’t get engineering to give you one more thing, budgets are on lock down, and you will be using whatever you have left even if chewing gum and super glue are in the mix!

Well, here is one little idea that might help get you through this year with the shift already taking place – generate show buzz! Take a little note from all the movies that are promoted – send out short snippets through social media channels to get those teasers out there for Q1 products. Get your most dynamic speakers on that platform whether it be in actual speaking sponsorships or in your booth with scheduled meet the expert time invitations! PR needs to step it up here and get those press appointments on the show floor! Lead generation can be significant if you are targeted with your invites and promotions. Your ROI will be much more direct with this kind of promotion than if you leave it to the organizer to draw in target clients who you would like to see in the coming year.

With all of this shifting around of product promotion/placement/pricing – many will say, “yeah this has been around for years”. Well, not in every industry and market segment and certainly not as aggressively as it is right now in 2013, check out the show line-up for the end of the year in whatever industry you are in and you will find many more events in those last 2 months than ever before. 2014 is definitely already aligning with even more fever; just ask any organizer working to get a venue!

How to work with this little nuance “wrench in the ringer”? Well gypsies here we go, AGAIN! Need a new potion for this one. So we will throw in a little “new” into the mix to kindle the fires for next year until we can rearrange the graphics, budgets, new booth, marketing campaigns and that little thing we call a marketing plan! Sit down with your management, sales, BD, engineering, and marketing teams and get the word out the tides have turned and let them know that you need something to feed the restless early adopters as the holidays are not the only dates that are jumping way ahead to gather business early!

Oh, and keep track of how you make your miracle because end-of-year reviews will want to know how you made the company money! By saving them money of course!

You can do it gypsies – you are the magic-makers of the company!

SHOW BUZZZZZZZZZZZZ….Wait…Why?

Now that is SHOW BUZZ!

Now that is SHOW BUZZ!

I cannot stress enough about the value of creating show buzz! You know that viral little hum that you hear either prior to the show or on the show floor.  You want that buzz to be loud and attract as many attendees as possible. Having this sound also brings in media and higher-level attendees!

What generally happens is this task is left to show organizers. With pleading efforts to exhibitors/speakers/sponsors/media to help spread the word; this often falls on over-worked ears!  However, one way for organizers to help with the request to participants, is to have something ready for them to send out! Short-sweet and to the point. Where, when, why and big news.

As a recipient of the announcement, this should get in the hands of Business Development, PR, Sales Staff, and Newsletter lists.  This is often a one email blast from a marketing member.  The rest of the team should be targeting every one they can get their hands on, at every call, blurb at the end of the email; Come see me at “XYZ show/conference”. This also helps the staff members that may not have time to call everyone to set meetings.  Seeing that someone is going to be at the same event you are often sparks that quick “let’s set up something at the show”, text or email. I’ve seen/had this work numerous times on LinkedIn.

Organizers often do countless blasts, promotion at other events, and media trades to get the word out but often it is the true participants that drive the quality of attendees because they are working with these clients all time and/or know who they want to attend.  Customers, right? Yes, we say/hear it all the time, we want more customers! Great, who are they? I need names…departments and staff change like socks these days and only individuals working directly with these companies know who is wearing a new logo!  So send the organizers lists if you have them, often they will do the leg work and send invites.

Sales/BD teams:  When you are having a difficult time getting to see a client, use a show to meet-up. Find out if they are going if you can and if not get an invitation ready to personalize. Often times companies host a meeting room or have one on the show floor. Find out how they are participating and get on the list to meet with them.  Making that face-to-face introduction is invaluable and can set the stage for a more formal meeting.

Marketing teams: Invite media, your favorite writers/editors to see what you have and meet with them to discuss why it is important. Don’t be shy to go after the big guys, after all you want your business to grow, and take leadership positions. Having articles written/blogs posted/social media activated – you guessed it you smart marketing gypsies…. SHOW BUZZ and an extension of ROI for your shows.

Gypsies get out there…start the hum…! I love that sound!

 

Marketing/Sales/Social Reach?…Wait…What?

In the Blink of a Gypsy Eyelash!

In the Blink of a Gypsy Eyelash!

Yes dear gypsies, your marketing/sales/social reach for events! Internal or external events require that an events/tradeshow/conference manager is also in the marketing mix as far as branding and assuring that all the marketing and sales touch points are met.

With that said, some companies have individual marketer’s that manage each segment of this process or some use the Product Marketing team/manager  and sales to make those contacts. However, we are in the age of more with less and this task often falls to you, or it just falls!

We all know that having a certain marketing campaign needs to assure that all the pieces that are created have the same language, or that the PR efforts are coordinated with the right editors and media groups to keep the message flowing. However, what if there is nothing new, or a campaign is on the down side of fizzle.

Well, it is time for more gypsy magic to make something happen out of very little to nothing.  We are a clever bunch, so we generate SHOW BUZZ! That’s right, we create the buzz for shows so that we have something new to say to those few unaware customers, or maybe secondary customers, partnership alliances, and even suppliers. With social media venues and blogging we can generate a, Did you see? or Did you know? message in the blink of a gypsy eyelash! Thus planting the seed, assuring that readers are given just enough information to want to attend the show/event.

The ROI for shows and events is so mysterious that when we really get down to the numbers it is extremely difficult to pinpoint that actual touch point that linked the customer with the sale. To help our sales teams we try our best to add more oomph to each event. One way is to make sure we have another value-add quantifier. Keep track of these touch-points for sales –  partnership alliances, media, analysts, supplier relations, and dare I say it…the competitive analysis that goes on at shows with those mystery guests (engineers in plain clothing – no logo), that go around and gather intelligence. Find out at the end of the show what can be added to show reports that might be of value for either the next show you are participating in or the next year show. Try to keep the “gossip” to a dull roar, as show buzz is different from the latest acquisition speculations. Get those numbers as well to find out if you are getting this type of activity at your events, and if not, why? If so, why?

In the PR world of making companies have the best possible message, reputation, and product lines; there definitely needs to be a trail to information. Keep a timeline to make sure things flowing smoothly with “completely accurate” information. Integrity in your writing is essential to keep the company out of trouble with media and analysts that are just waiting for a “OOPs” quote. Keep things clear and direct, save the fluff for the promo items! Verify your information and make your announcements of participating in a certain event or show a big deal. If your announcement consists of, “come visit us in booth #…and win a …, well that is as much effort as your attendees will put. They will come by and get scanned to win the ….”. That is not a big deal, that is a lame hook and will garner many sucker fish!  If you want customer attendees or VIPs, send a limited release press release to those individuals you want to set meetings with, and make it a personal invitation to see/hear about ….. product/service, and get your teams to collaborate with due diligence as to why those people would want to meet with you, what are they doing in their organization that would warrant them coming to see you.

Show BUZZ – don’t forget to get into every speaking opportunity you can get your hands on, these are critical to being a “real” player in the industry you are in, and you reach that critical social media touch-point by having someone film the session for a webcast/YouTube video and future marketing activities. Having this option is always left for the 11th hour when someone thinks of it, and I know you gypsies have your hands full of daggers as it is, and adding one more to the mix may take someone out! YIPES! But do consider it, and make it an option to find a college intern to help you out in the city you are in, however make sure to get clearance from your legal departments or corporate marketing to assure there will be no issues with making this video or hiring an outside contractor.

Sponsoring a meeting space on the show floor can be extremely valuable to you and your partners by splitting the cost and having that VIP status meeting space. It looks professional and certainly is convenient to have several meetings in one day with the right people. But make sure you do not neglect to have a booth as well if you have products/services to show.  Having the booth gives your VIP the value that you have in your products/services by either having a booth space large enough to have a meeting space in your booth and it gives the impression of having invested money into your product promotion because you have a great product/service.

Ok, my gypsies I am out on the road again this week, off to Viva Las Vegas for Interop! Always interesting to feel the vibration of shows in Vegas.  They can be off the charts or way down…I have an intuition this one is going to be OFF THE CHARTS!  I can hear the wheel spinning already!

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Wait…what? Making a FIRM Decision…I’ll get back to you on that…

decisionDecisions are often difficult in uncertain economic times. The catch-22 of; we all know we have to work, and the “what if” projections make business struggle, even the smallest firm decisions become difficult.  The plans that many organizations may have in January often shifts, by March and so on and so forth quarterly throughout the year. Therefore, creating a plan that is financially sound which will still meet the needs of the shifting budgets and marketing efforts is more challenging than ever.

We hear all of this on a daily basis. The rhetoric makes me crazy, because I am one of those gypsies that believes in self-fulfilling prophecies. You say it, hear it, write it enough and WHAP! you are dumbfounded as to why it happens! Well, I say enough is enough, time to get down to real business sense here and make smart decisions that will keep companies not only in business but visibly active and not sitting on the fence waiting for the next rock to make contact.

In order to be smart about things, decisions and show selections have to be done early enough so that you can plan and if absolutely needed cancel.  Where in the past sometimes the dates for such things could slide, they often cannot now because of the “the bird-in-the hand” financial commitments that are done for everything involved with shows/events.  Some insurance that can be used is to check into what opportunities for early marketing exist with the show/event so that if there is a penalty you can capitalize and still get marketing out of your deposit before the event or after cancellation.  Ask, if non-exhibiting sponsorships are a possibility that you can apply your deposits/exhibiting fee to, should anything occur. There are many ways to work your gypsy magic, make sure you ask the questions before sending in your application and get the options  in writing.

Getting a firm decision seems to have evaded many management teams and they are waiting until the last possible moment to make that commitment or are in hopes that things will pass and just go away. Meanwhile, the cow is in the next pasture and could very well end up on someone else’s table!

Early commitments do save money and can bring great benefits if you are vigilant and keep up-to-date with those emails that might get thrown out before they get read. Get in on the social media marketing extensions and PR opportunities to begin marketing immediately, upon sign-up.  Consider how much is spent in social media/network lead generation and that will take some of the burden off of your event costs/ROI and this information may also help to bring insight for your management teams.

Well it is, very true that the squeaky wheel gets the grease, and I always have my wagon squeak free! I do not like being a pesky gypsy, so I work to make/get commitments done early so that the persistence does not get overwhelming. I do this straight from the heart to assure I have done the best I can do and so that fellow gypsies will continue to do business at shows and events. I am in hopes that management teams become champions once again and kick the indecisiveness to the curb and help the staff keep their organizations healthy and growing.

My wagon is hitched up to attend a show in Anaheim next week…(Spring Break)…always fun to see the mayhem of hotel guests that need to work the next day and those that are vacationing.  I tend to make the spring break shows an adventure and make sure I allow myself enough time for everything, that way there is no frustration and I can enjoy my work and travel!

Happy Decision-making and Safe travels gypsies!

MIA Marketing….wait…Where?

Marketing $$ where are you?

Yes, gypsies in all the mayhem of traveling from show to show while packing and unpacking, did you remember your marketing? So many times we all get so caught up with the actual logistics and sales leads that the marketing gets left unaccounted for.  How do I know, you say? The crystal ball of course :)

Crystal ball used for seeing like a magnifying glass at this point from all the marks on the marketing budget spreadsheet! If your marketing is missing in action better let out the hound, finding all of those pieces, he will be on the hunt for a while!

So, all of those dollars spent on a show divided by however many leads = ROI, right? WRONG – you have to factor in all the marketing that was done pre/post show both on the cost and return. How many touches were done per customer? Did you email blast your group and new product to the moon (it could happen there are many agencies that do work in that industry)! Did you send thank you for attending or see you next time to the new leads and the mass email blast? Was there a press release involved? All of this needs to go into the number of times your company brand came across the desk of a potential/existing customer. Did your sales team have a miraculous discovery of where the initial contact point was made to lead to the sale?

How many ads did you place both in print and online? No way to know how many print hands saw your ad, unless it is catchy enough to have someone actually say, “I saw your ad in… pub”, but we are humans and humans can be a very tangible spices that will remember what they see and touch way before what they hear. The market has thinned in the printed pubs no doubt so people are seeing and touching fewer, that means they are paying more attention to the print even if it is to get to the website for detailed info – touching them twice. So you gather the number of the publication distribution – and say 15% actually hit the hands and eyes of your customer base – that can still be a good number.

Online trackers can help you out with how many times you had hits on the specific pages dedicated to your product release/press release/show code or more detailed reporting if your site is database driven.

All of these numbers can give you an idea on budgeting for next year how many touches per customer do you want to expend those marketing $$ on and where was the biggest focus (product/market) for the prior year? Do you want to stay there? Are things changing on the ole organizational goals and objectives plan? So many questions to consider and if you have some back up internal research to look at that can really make a positive difference as to how the organization makes the decisions for the next year and improve on the return.

Your new and challenging social media sites as well are a new venue that is not easily tracked other than establishing good following group and getting quality followers – not an easy task but necessary! Once again depending on your organization getting the price estimated early on is crucial to assure that all your marketing for shows and campaigns are well accounted for so that decisions can be made with more than just an “I think we should do” plan.  Also, planning ahead can save a fortune!

GOLD COINS –gotta love em!  Doing all of these things in the “slower” months of the holidays  – can pay off extensively throughout the following year.

If the company thinks they can scrimp and cut any of these elements to the marketing program – they will feel the pinch! (OUCH!)  Whether a self-employed gypsy or huge organization – everyone is now having to play in the same mediums in order to reach their customers – there are so many different individual preferences – “Old-Boomer-X-Y Baby Gens” involved in business that there is no one full-proof invest my marketing dollars in this medium and poof marketing done! We are after all a society of options = double-mocha skinny-light-whip – vente coffee please :)  What is that? Or you online guru’s how many apps on that iPAD or Smart Phone? Watch out for that Guerrilla – that marketing ape is serious when it comes to creative ways to do marketing, which can go amuck if it gets too creative and appeal to some but can backfire on others!  Guerrilla Marketing – innovative/creative-low-cost marketing in the more with less world!

So shake that crystal ball again gypsies, and take another look, are you missing your marketing?

Sales, Marketing, Business Development, Show Manager, Management – wait…WHO?

Team Gypsy ROCKS!

When it is all said and done we gypsies do it all! Whether we are in marketing and selling to our internal stakeholders (sales and BD) and ultimately our external audience with marketing materials or products we are selling. If we are BD gypsies, we are selling, selling our business solutions to executive teams to review or to the sales gypsies to make the contact and go in and close the sale. Management is always selling to the level above them, or to the investors making the case that they are running the business well or introducing new business strategies. Management has the added sales responsibility to sell their business plan or model to keep people working! Sales the masters themselves! Well let’s see, there is that pipe-line thing, and the quota log, not to mention that horrid CRM that sales always argues, do you want me selling or data processing? :)

Selling is a unique skill that we all do no matter what our function is, we are always selling what we do to someone. With that said, I can say that the training we get most often in selling begins at birth. Can we sell our doting parents on holding us for hours or a little snack here or there. Hummm where are those M&Ms…oops digressed! Sales, we have all been doing it forever.

Bringing the sell into the event or show takes definite finesse, courage, tact, and know-how. Ok, where is that magic dust…by the looks of my crew in their shirts right out of the package they are going to need it! I had many a show that I wished the magic ironing wand was handy! How you look, does play a significant part in sales! Make sure you are dressed appropriately for your sale – if my tambourine’s are on sale I wear ribbons, if my latest software product is moving I wear a suit – black of course!

What is your selling style? Are you shy and looking at your feet? Are you too “sexy for yourself” and arrogant? Are you talking so much your customer is in the ooo..eee..oo..ah.ah…mode trying to get a word in edgewise? Are you so high up you get nose bleeds and wonder why?

Take a step back and really look at your selling style. In most cases if you are shy, that is a tough one to overcome but it can be done with just a little magic dust, and confidence boost of the simple fact that should you talk to someone with your head up and eye to eye they will not hurt you! No biting or clonking on the head…nothing! The worst that can happen is NOTHING…you had that looking at the floor!

Mr/Ms Too Sexy for Yourself – GET OVER IT – nobody cares about you – they care about their needs in business! Stay out of those hair “product” fumes and get that Botox to relax – you are frightening people!

Motor mouth…slow your role…take a deep breath and zip it! Let your customer talk, give them a rest from your voice. They will not buy if you are killing them with too much information and telling them what they need – as you miss the entire point of it is “THEIR” business, they might have an idea or two as to how they are doing business, what their budgets are, and an opinion on doing business with you and your company.

Ok, now that the staff is taken care of – Show Manager Extraordinaire – Support your staff, don’t micro manage them to the point they disappear or are so fearful of you that they hate shows because of YOU! Kindergarten rules – treat others as you want to be treated. If someone is unprofessional or not doing their job and their boss is there, mention it in a nice way…something like, hey dude(ette) get your bubba (ette) over there under control before I shove them in the swamp for the gators! (Oh, did I just write that out-loud)? ;)

Management – Take the time to say thank you before the show starts – give a pep talk, don’t just show up to be seen and “motivate” by intimidation – make the effort to acknowledge how much work these events are and encourage YOUR “team” to have a great event!

Ok, I have now given my strongest words of wisdom to all levels – now you can all have great success at your shows!

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