CHALLENGER INSIGHTS Vol. 20:
How to Sell Beyond the Features

When you spend every day designing and selling storage solutions, it’s easy to get bogged down with the features—this type of lock, that type of weld, this style of handle. We proudly describe all of these differentiators to potential customers, yet we often forget to explain why it matters.

Architects and users know what they need a solution to do, but they don’t necessarily know how specific features can help them achieve the security they need. Rather than leading with features, we need to be leading with the “why,” and letting that guide our discussion about how our construction supports their needs.

“Why does that matter to the Chief of Police?”

Curt Rogers recently contacted me to talk about a FreeStyle Locker bid he was working on. He came to me with a question: “How are we set apart from Tiffin Infinity lockers?” He and I went through some photos of the lockers. Before I could finish describing a difference in the two products, Curt asked the golden question: “Why does that matter to the chief of police?”

We have to teach architects and potential customers not just how we’re different, but also how those differences equate to better quality, increased peace of mind, and improved security. I often hear the cop out (pun intended) that “any new locker we buy will be better than what the officers have now.” I remind the prospects that the options may seem equally attractive now, but you’re making sacrifices in the long run. Are the officers going to be as excited in six months, a year, or ten years after the sale?

Using the Product Comparison Tool

Look at the Product Comparison between Freestyle and Infinity. This document is designed to help you not only point out the differences in features, but also to explain their relevance to the user. Here are a few points you could pull out of this tool when talking to a customer:

• Doors and latches: The Infinity Locker boasts double-paneled doors, but is riveted rather than welded, which allows the door to bend and flex. The Infinity features “multiple point latching, “ but I can bend the door enough that the bottom latches but the middle and top latch don’t latch. Why does this matter? The door is the part of the locker that gets the most use and abuse. Durable locker design starts with door stiffness, and the Infinity Locker has a poorly fastened door.
• Drawer Design: The FreeStyle Locker is engineered so that the drawer is integrated into the locker frame. Tiffin puts the drawer beneath the locker as a base, and the locker and drawer are bolted together, creating a ridge at the back of the bench seat where trousers can become snagged.
• Drawer Release: When the FreeStyle Locker is opened, the drawer release is automatically activated. Perhaps one of the greatest flaws in the Infinity Locker is that the interlock release cable runs through the drawer cavity to the interior of the locker. Tiffin requires a handle to be pulled to release the drawer. What happens when the cable or handle breaks? How does the officer access his gear? Does he call the general contractor? When would a technician be available? That’s trouble waiting to happen!

If we want to win sales, we have teach architects and prospective customers about the differences and why those differences matter. Spacesaver has provided outlines for common locker and evidence locker competitors.

These tools are designed for you. Use them to teach the customer that you understand their needs, and show them how much you care about what they do. You can find the full set of differentiator tools here.

Have you been using these tools already? How do you teach differentiation? Did we miss any points of differentiation that matter to law enforcement customers?

Email McKenna Dustman at mdustman@spacesaver.com with your thoughts.смс рассылка онлайнмакияж для цветотипа зиматопкаргоodessa map

CHALLENGER INSIGHTS Vol. 19:
Better Serving Those Who Serve

I recently spoke to a Chief of Police at a conference, and he brought up a negative experience he’d had with a competitor’s personal storage lockers. Fixing the issue with the cheaper lockers created a good deal of effort and extra time for the department, and our conversation got me thinking about the work we do and why we do it.

Remember who we serve. We serve those who serve and protect. It’s important that we provide an unmatched level of service, and let us not forget that our solutions make a difference in the lives of those we serve. Many of those officers will begin and end their day at the personal storage solution we provide.

We sell the very best and we’re proud of that fact—but the unfortunate reality is that many departments are operating under tight budget constraints. They think they have no choice but to go with the cheapest option on the market, which often gets them a sub-par solution and limited service. Luckily, there is another option that’s equally helpful for you and your potential customer—a contract.

Using Purchasing Contracts

Early in the facility planning process, challenge the architect and the department to buy from you on a contract rather than buying through a general contractor. Using a contract offers police departments major benefits such as saving the time and trouble of putting projects out to bid and ensuring that they’re getting the best products at the most competitive pricing.

Perhaps most importantly, though, a contract purchase creates a relationship with you, their local expert, supplier, and installation/service provider. If the police department is working with a general contractor, then they’ll be paying a markup on the products chosen. What additional benefit does the general contractor provide that you cannot? The general contractor will remain at the site for a year, and when that year is complete, so is the relationship with the general contractor. The police department won’t see another facility for twenty-five years. Who takes care of them in years 2-25? You can be there to advocate for what the officers and employees really want and need throughout the entire process.

Sell yourself. Sell the advantages of working with you. Don’t wait for the project to come down to a specification that will not be held, and don’t wait for our competitors to offer direct pricing to the general contractor.

We have a better way.

Want a simple explanation of how purchasing contracts like NJPA work?

If you’ve had particular successes using contracts, please share your experiences with McKenna Dustman at mdustman@spacesaver.com.ульяновские двери купебесплатный сервис рассылокОлександр Фільчаков прокуроралюминиевая

CHALLENGER INSIGHTS Vol. 18:
Pass Back Evidence Compartments

“Gary, can Spacesaver make an ED3 evidence locker with a compartment that has a digital lock for ‘crash storage’ or pass back applications?” I’ve been hearing this question more and more lately, and I like it for a few reasons. This question tells me we are talking to the users, we are talking about applications, and we are designing a solution, all of which bring value to our customers. Good work team!

With more and more departments requesting pass back lockers, it’s important to know how to meet their need. While Spacesaver doesn’t offer them as a standard product offering, we can easily design pass back lockers using currently available locker options. I’ll show you how.

What’s a Pass Back Locker?

First things first – it’s important to understand whether the agency you’re working with is looking for pass back storage or a crash locker. A Pass Back Locker is used when evidence is returned to an officer. If an evidence technician retrieves evidence from a locker and finds that the officer packaged or labeled the evidence incorrectly, they need a way to return it to the officer to repackage then return.

Alternatively, the officer may be taking the evidence to a crime lab or court. Either way, the technician needs a way to return the evidence to the officer while preserving the chain of custody – meaning only the technician and the officer should have access to the evidence.

What’s a Crash Mode Locker?

Crash mode is an urgent call to duty, and it means that officers must drop everything and respond. If an officer is busy processing or packaging evidence when an urgent call arrives, they won’t have time to process or package the evidence. Crash mode lockers provide a secure place for an officer to quickly deposit evidence until they can return to finish packaging it.

So how do I design one of these?

Many agencies currently use an old school-type locker for pass back functionality, but pass back and crash lockers can easily be incorporated into a bank of evidence lockers for added convenience and security.

If the department is using Non-Pass-Thru Evidence Lockers, ensure that Spacesaver keys each compartment differently, and ensure that a set of keys for each compartment is provided with at least one master key. The master key will go to the evidence technician. The compartment key can then be issued to the officer collecting the pass back evidence, who can return the key after retrieving the evidence.

With a Pass-Thru locker, at least one locker compartment (the compartment designated for pass back) must include a digital lock. This process will involve an ETO (Engineered To Order), but it can be added. The digital lock should be programmed with a PIN for each use with a master key override. An evidence technician can assign a PIN to the officer who is retrieving the evidence. For crash locker use, the digital programmable PIN lock would allow the officer to deposit evidence and retrieve the evidence after the call while preserving the chain of custody.

We should be talking to end users and discussing Crash, Pass Back, and Pass Thru applications. This solution can make a big difference for the evidence technicians and the department. Have you installed this solution? Have a photo you can share?

Email McKenna Dustman at mdustman@spacesaver.com to share your thoughts and questions.интернет для планшета самсунгmeteo saint petersbourg juilletлобановский александр игоревич харьковяндекс подборка

CHALLENGER INSIGHTS Vol. 17:

How to Nurture Partnerships with AIA Training—
Law Enforcement Storage Secured

Have you had an opportunity to facilitate the Law Enforcement Storage Secured AIA Training Presentation yet? It’s a great touchpoint for partnering with architects, and we’ve already had over 100 requests for the presentation. I have been encouraged by the positive feedback we’ve gotten from Architect Principals and Interns who have taken notes and asked questions.

We packed a lot of content into that presentation, so I wanted to make sure I was prepared. My first presentation was to my mirror at home, and it took me over an hour. At least I had an attractive audience that first time. (Rimshot and tip your server!) Now that I’ve given this presentation 6 times, I am eager to share some insights from my experience, pass on some tips from others who have presented, and hear about your experiences with AIA presentations.

AIA presentations like our newest one—Law Enforcement Storage Secured—are a great way to engage the architecture community with industry knowledge in addition to our storage expertise. I want you to develop partnerships with architects, for them to see you as an advantage for their customers and their business. AIA presentations are one touchpoint that can help you achieve those partnerships that can develop into valuable future business.

From Touchpoints to Project Partners

Touchpoints are all the methods we use to interact with architects. Do you have a playbook of touchpoints? I enjoy hearing stories of waffle breakfasts, product demonstrations, open houses, and project planning meetings with architects.

One of the most effective touchpoints that I observed during my time as both a rep and a market manager is sharing leads with principal architects. Most architects get into architecture because they watch the Brady Bunch and want to be like Mike Brady. I’m pretty sure I read that online once. Also important, they become architects because they enjoy drawing, creating, and building.

As architects advance in their careers, they often move from design into business development and project coordination roles. Most architects don’t enjoy that part of the business. By sharing knowledge and leads with principals of firms and handling some of the more tactical project details, you can establish valuable, reciprocal partnerships.

AIA Presentation Tips

Making the most of your AIA presentation as a touchpoint means being prepared. The Law Enforcement Storage Secured presentation begins by addressing industry trends and customer behaviors, and then addresses particularly challenging areas. Here are some presentation tips I heard from other presenters:

• Read the notes section of the slideshow ahead of time and know the talking points well.
• Be prepared for common questions by brushing up on topics like fire- and sprinkler-proofing, new technology like RFID and barcoding, locker HVAC integration and air extraction, and the various locking mechanisms.
• Bring appropriate leave-behinds. For justice-focused firms, this might be cut sheets whereas a general firm might prefer the public safety brochure.
• For luncheon presentations like this one, consider boxed lunches rather than buffets to save time.

Looking for a great public safety leave-behind for presentations like this? Check out our brand new guide to 12 Trends in Evidence Storage and Management (currently in draft version), featuring tips and ideas from law enforcement industry leaders.

What touchpoints have been successful for you? How have your presentations with Law Enforcement Storage Secured gone?

Email McKenna Dustman at mdustman@spacesaver.com to share your insights or get help finding resources to help you prepare.морские круизы из италиимормышки купитьтопкарго отзывbalalaika meaning

CHALLENGER INSIGHTS Vol. 16:
Evidence Lockers—Being Different, Being Better

Nothing pains me like seeing a specification written around a competitor’s evidence locker. When I meet departments who are looking for temporary evidence storage, I always ask, “What exactly do you need a temporary evidence locker to do?” The answer is usually, “We need it to secure evidence until the technician or custodian can log the evidence and store it long term.”

That answer might seem obvious, but when a product serves just one important purpose—securing evidence—it better do the job right. Our evidence lockers do that job better than our top competitors—and when I come up against competition, I have 4 go-to differentiators that help me win the sale.

At IACP last fall, we met many departments who were undergoing state accreditation and trying to decide what type of temporary evidence lockers would best secure their chain of custody. The problem? Many times, their architects and contractors were specifying the cheapest available evidence locker without considering what the police departments were losing in security as a consequence.

The strongest tool you have when you come up against evidence locker competitors is teaching differentiation. Here are some of the most important—and lesser known—features to point out that can help seal the deal on a locker sale.

1. Latching and Anti-Pry

Our top two competitors have single point latching for their evidence locker compartment doors, whereas Spacesaver uses two latching points with an anti-pry tab between the two latch points. It’s important to point out this difference and teach customers how it can prevent evidence theft and tampering.

2. Ease of Use

To be effective, the evidence locker has to be easy for officers and technicians to use. With a simple push of a button, an officer can hear the “clunk” of the lock engaging, assuring them that the locker is secured. No handles for officers to turn, no keys for officers to lose. Our top competitors use a slam shut locker that remains open until evidence is stored and latches when the door is closed. It sounds simple until someone shuts all of the doors.

3. Latching Mechanism Placement

What you don’t see inside the compartment is what’s important. Spacesaver’s latching mechanism is fully enclosed within the walls of the evidence locker. Competitors have the mechanism installed inside the compartment. This means that when evidence is jammed in the compartment, the obstruction from the latch can damage packaging, damage the evidence or damage the latch. Tiffin recently started adding a metal cover for the latch. Perhaps they caught on to the issue, but the compartments still have the obstruction.

4. Welding and Durability

Look at the durability of the locker itself. Spacesaver has a welded locker with continuous stainless steel hinges. Most of our competitors mix and match with welding and cut corners with rivets. Rivets can allow the joined pieces to move. If your latch mechanism requires alignment for slam shut latching, then the latches must align in order for the door to shut. Any shifting that occurs during shipping or in leveling the cabinet may cause movement, which affects the alignment of latches.

The important takeaway is to find these opportunities early, and teach the differences. If you have an install in the area, have a customer share product differences during a site visit.

What are your go-to differentiators that have helped you win sales? Have you found other features that set our evidence lockers apart?

Email McKenna Dustman at mdustman@spacesaver.com to give her your insights.бойлеры ценаDestination Management Company RussiaЛобановскийЛобановский

CHALLENGER INSIGHTS Vol. 15:
Focus on Tribal Police

According to the U.S. Department of the Interior’s Indian Affairs office, there are 566 federally recognized American Indian tribes and Alaska Natives in the United States. Tribes have their own hospitals, education system, and in many cases, their own law enforcement agencies.

Tribal law enforcement agencies are unique in that they have legal authorization to govern tribal lands—and these agencies are independent, getting most of their funding through the federal government. While not all tribes operate their own law enforcement program—some rely on the Bureau of Indian Affairs’ Office of Justice Services—there’s plenty that these agencies need in the way of evidence storage and personal storage to help make their jobs a little easier.

Workload & Issues Are Increasing

The overall workload of police departments within these tribal lands has been increasing at a significant rate. In addition to the workload, the intensity and range of problems to which these agencies must respond is also increasing. At the same time, poor employee morale and high turnover result in a lack of well-qualified and experienced officers.

While you might argue that it’s the same for virtually any police department opportunity, it’s worth an extra careful evaluation of their situation when you meet with a department for the first time. How can our solutions make the lives of these officers easier on a daily basis? Can a different type of storage system relieve stress, increase safety, and improve morale?

Much Ground to Cover

Something to note about many tribal law enforcement agencies is the sheer scope—and type—of the jurisdiction they need to cover. Although many Native reservation residents live in rural, isolated areas, a significant percentage of a reservation’s population settles in semi-urban communities. Much, if not most, crime on reservations occurs in these fairly dense areas.

A Focus on Alcohol Abuse & Violent Crime

The crimes that most occupy police on tribal lands is directly or indirectly related to alcohol abuse. It’s a deep and complex problem, and one that stands in direct contrast to violent crime as something that consistently receives insufficient attention and resources.

This may seem like a bleak picture, but there is a reason to concentrate on these departments. One thing to keep in mind is the federal programs aimed at addressing the funding shortfalls and challenges of tribal lands. The Bureau of Indian Affairs and the Department of Justice have provided grants to tribal governments to assist with the challenges faced in enforcing laws.

Don’t wait for the grants to be issued. Connect with tribal governments in your area and listen to their challenges. Your storage expertise can help them design a new evidence processing or evidence storage area that is funded by grants. Also, keep in mind contract options. NJPA (National Joint Powers Alliance) has put into place a program for tribal governments, which welcomes them to use contracts such as ours.

Have you been successful with Tribal Police opportunities? How did you work with the challenges of this particular agency, and is there any advice you can give to reps who are hoping to pursue these opportunities? Email McKenna Dustman at mdustman@spacesaver.com and tell her your story.титановые дискисамый лучший и дешевый планшетtopcargo кидалырисовать стрелки

CHALLENGER INSIGHTS Vol. 14:
Federal Protective Services Opportunities

I have to admit that I have a fair amount of trouble saying Alcohol, Tobacco, and Firearms. ATF usually comes out of my mouth as Alcohol, Tabasco, and Firearms. This brings up a good point—when it comes to Federal Protective Services, it’s an alphabet soup of agencies. ATF. FBI. DEA. DHS. ICE. CBP.

Whether you’re talking about U.S. Immigration & Customs Enforcement (ICE), the U.S. Customs & Border Patrol (CBP), the U.S. Department of Homeland Security (DHS), the Drug Enforcement Agency (DEA), the Federal Bureau of Investigation, or the Bureau of Alcohol, Tobacco, Firearms and Explosives (ATF), there are plenty of opportunities if you understand the way these agencies plan and purchase.

Most of these agencies have requirements for records storage, evidence storage, and armory/firearm storage in their field office locations. Many of these departments are located in federal buildings, which are managed by GSA. When the agency locates to a new facility, a GSA Project Manager is involved with planning for the agencies.

During one planning meeting for an agency I was involved with, the GSA Project Manager expressed his contempt for the process. Headquarters has their plans, the Field Office has their list of wants, and the Project Manager was always stuck between the two. To make matters worse, he mentioned the threshold for GSA purchasing guidelines was $2,000. Anything over $2,000 needed to be put to bid openly. The Project Manager was in a position to determine solutions that fit both Headquarters and Field Office expectations and finding a way to procure the item—without spending the remainder of his life writing specification requirements for procurement.

The major challenges were designing a solution that met the needs to the field office with Headquarters’ guidelines—and delivering the solution within federal acquisition requirements. Spacesaver fits that role well. An understanding of how to take an inventory list of firearm types, determine accessibility and security requirements, and design a solution—that is our model. Configured-to-order storage solutions.

My purpose in sharing this insight is twofold: 1) We need to identify these opportunities in every location, and 2) when we find them, we need to identify the project challenges in the beginning. Knowing what the challenges are early in the process puts us in a position to align our solution to address those challenges—particularly the one about procurement.

Have you been successful with a Federal Protective Services opportunity? How did you help a Facility Manager with a procurement challenge? Email McKenna Dustman at mdustman@spacesaver.com and tell her your story.скачать игры для планшета android 4.0купить двери регионовtopcargo отзывшины росава

CHALLENGER INSIGHTS Vol. 13:
Insight into Campus Police

As a lifelong Illinois Fighting Illini fan, it was with a bit of contempt that I visited the University of Wisconsin Campus Police right outside Camp Randall Stadium in Madison, Wisconsin. I was surprised to see this facility was a fully functioning police department—with dispatchers, specialized units, and 70 officers.

Admittedly, I was less surprised when I learned that between students and faculty, UW-Madison is a campus comprised of over 45,000 people to keep safe on a daily basis—and it also got me thinking. The role of a campus police department has expanded—even though crime rates are plateauing at many universities across the United States, two big issues—an increase in campus shootings and protests—have caused campus police numbers to swell. As a result, it’s important to make sure that campus police comprise a part of your Public Safety strategy..

Lockers For a Home Away From Home

UW-Madison’s campus police had visited a police facility in the area and were attracted to the quality of the Spacesaver FreeStyle® lockers. The officers were embarrassed of their locker room—it had five types of lockers, which they had inherited from other facilities on campus. Seeing beat-up gym lockers wasn’t new to me, but I understood the needs of the staff—it was important to them to have a professional facility where they could start a shift off right.

Secure Chain of Custody for Evidence

As we toured the facility, I noticed other multi-tier gym lockers were being used as evidence lockers. The campus police were concerned about chain of custody issues with the lockers they were using, and they wanted the same tools for the job as other law enforcement agencies.

In general, evidence storage needs were smaller than what I am accustomed to seeing in a department with 70 officers. We discussed methods for packaging evidence and systems for envelopes and boxes to build a professional, organized evidence storage area.

Firearm Storage for Varied Needs

The firearm storage was unique. As larger campuses like UW-Madison face the threat of an active shooter and the threat of rioting, the department has added AR-15 rifles. They also have tear gas launchers and canisters that require additional security. The department also keeps firearms for students. In Wisconsin, the popularity of deer hunting means that many students want to bring rifles and shotguns to school—but these cannot be stored in the dorms. The campus police store the firearms in safekeeping for the students upon request.

These are just a few of the opportunities that were revealed on this particular campus police visit—these departments are often challenged with finding areas to securely store evidence and firearms. Put aside rivalries, and visit these facilities—they’re in need of our expertise.

P.S.: Go Illini!

Have you uncovered a wealth of opportunities at campus police departments? What challenges do they have that differ from a typical state or local agency? Email McKenna Dustman at mdustman@spacesaver.com to give her your insights.стратегия олимп трейдбуковель цены на жильеЛобановский Харьковtona

CHALLENGER INSIGHTS Vol. 12:
Safety & Security in the Corrections World

The terms “safety” and “security” in a corrections facility have particular emphasis. Inmate-to-inmate violence and inmate-to-officer violence are major concerns, and they affect the way corrections institutions view safety and security.

In our industry, these concerns break down into one significant question: how do storage solutions impact safety and security, and how can they impact it in a positive way? For this reason, it’s important to gain insight into how storage is currently viewed at a facility, and how a potential storage solution you propose will increase—not break down—how safe a facility is. Here are a few things to consider as you design solutions for this market.

Watch Out For Hidden Weapons

The most significant threat from a safety and security perspective is when inmates use items as a weapon, or they form a weapon from an item—so it’s important our designs for these facilities account for the security of components. Veteran Spacesaver Sales Champions have plenty of ideas on the best way to secure a shelf. Some prefer to use nuts and bolts, some use self-tapping fasteners, and I’ve also seen welding used to fasten components together in some cases.

Asking Facility Management at the site what they use for fasteners can provide the edge in what the staff will consider acceptable for securing components. If you can’t get the response you need, Spacesaver’s Field Service Support can offer suggestions on how to fasten shelving components so that the system is not easily dismantled.

Think About Shelving Location

As you design storage areas, think about the location of the shelving in the room. Look for areas where an inmate could ambush someone coming into the room. If the shelving is in the middle of the room, for example, shorter shelves may give the staff better visibility. Prior to installation, a walk-thru of the facility may provide the advantage of seeing air duct positions. We’ve all seen air ducts used as an escape route in movies.

The key is to prevent inmates from accessing unauthorized areas—so don’t put the shelving where it can be used as a ladder to access those areas.

Consider the Tool Room

It’s also important to consider the security of tools. Best practice solutions include creating outlines of the tools on pegboard, or slat wall storage so tool accountability has the added visual recognition of missing items—take a look at this install at Missouri’s Jefferson City Correctional Facility that utilizes peg board and mobile art racks. In planning installation work, also keep in mind that your installers might need to inventory tools and equipment as they enter and exit the facility, and this added time needs to be factored into your project.

Expressing a genuine concern to the corrections staff involved in the planning process makes a difference. Your expertise in the storage design, coupled with your understanding of the risks they face every day will be reflected in asking about concerns for security and safety—and it can be a clear differentiator that can set you apart from your competition.

Do you have other Insights about corrections facilities that you can share—things that have created opportunities for you in this market? Email McKenna Dustman at mdustman@spacesaver.com and let her know what you’ve learned.what is surrogacysandisk sdhc 32gb ultra class 10лобановский александр дочьраскрутка сайтов одесса

CHALLENGER INSIGHTS Vol. 11:
Local/Regional Tradeshows

Tradeshows—and the connections I’ve made as a result—have always been one of my favorite parts of being involved with Spacesaver, first as a rep and now as a sales manager. While it’s certainly nice to get out of town and travel to a new city, especially when it’s warmer than the weather in your own neck of the woods, that’s only a small part of the appeal when it comes to tradeshows.

Whether they’re local shows in your area or through national trade show representation organized by Spacesaver, there are three big benefits to attending or working a trade show.

Voice of Customer

This might not seem like a big deal—as a rep, chances are you hear the voice of your customers on a daily (or hourly!) basis. However, there are several benefits to hearing from current and potential customers at tradeshows—first of all, they’re more relaxed, and therefore a little more willing to speak about challenges and opportunities to make changes in their spaces and storage areas. In addition, depending on the size of the tradeshow, they’re able to see the product in person. This means you’ll be able to take note of what they focused on during the show—and make the follow-up more personalized.

Local Opportunities

If a national trade show is in your area, it gives you the ability to talk in person with potential opportunities. These shows are not inexpensive by the time you factor in registration fees, hotel rooms, and transportation—but for local departments, the cost is considerably less, which means that more of these departments are able to attend. In having several reps from Bradford Systems with me at IACP (International Association of Chiefs of Police) in Chicago last fall, I saw first-hand how many in-person conversations they were able to have with the departments—and architecture firms—in their PAR, and plenty of calls and AIA presentations were coordinated as a result.

Insight Into Trends, Challenges, and Our Competition

At IACP, I had a bit of time to “walk the show” in between working at the Spacesaver booth, and it gave me the opportunity to really see what’s on the horizon in terms of policing trends. Technology such as body cameras and digital storage of data was an overwhelming trend, and it seemed like every other booth I stumbled across was leveraging their own knowledge about this arena. Predictive policing was also a large issue. Knowing the issues that are out there and how our products could potentially have an impact on them is something that can differentiate us from a competitor who’s selling a product, not solving for a problem. In addition, these shows give us the ability to see our competition up close and see what they’re focusing on and the new products they might be unveiling.

Have you been successful at a regional or national tradeshow, and if so, how did you define that success? Do you have insights for other reps regarding the best way to get involved with tradeshows? Email McKenna Dustman at mdustman@spacesaver.com and tell her your story.номер телефона стоматологической поликлиникибак мембранныйФільчаков Олександр ВасильовичФильчаков прокурор харькова