Latest / Wedding Pros who are ready to grow - with Becca Pountney / How to maximize ROI at a wedding show.

Transcript

How to maximize ROI at a wedding show. · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  So
• 0:00
  having,
• 0:01
  you
• 0:01
  know,
• 0:01
  keeping
• 0:02
  that
• 0:02
  control,
• 0:03
  making
• 0:03
  sure
• 0:03
  that
• 0:03
  you're
• 0:04
  the
• 0:04
  one,
• 0:04
  collating
• 0:04
  that,
• 0:04
  that,
• 0:05
  that,
• 0:05
  that
• 0:05
  information
• 0:06
  and
• 0:06
  also
• 0:06
  creating
• 0:07
  a
• 0:07
  database
• 0:07
  because
• 0:08
  we
• 0:08
  know
• 0:08
  that
• 0:08
  you
• 0:09
  know
• 0:09
  the
• 0:09
  show
• 0:09
  is
• 0:09
  great,
• 0:10
  but
• 0:10
  you
• 0:10
  need
• 0:10
  to
• 0:10
  also
• 0:10
  have
• 0:11
  a
• 0:11
  multitude
• 0:12
  of
• 0:12
  touch
• 0:12
  points
• 0:12
  post
• 0:13
  show
• 0:13
  to
• 0:14
  make
• 0:14
  sure
• 0:14
  you're
• 0:14
  really
• 0:14
  conversing
• 0:15
  and
• 0:15
  getting,
• 0:16
  getting
• 0:16
  the
• 0:16
  roi.
• 0:17
  So
• 0:17
  I
• 0:17
  think
• 0:17
  that
• 0:18
  leafletting
• 0:18
  is,
• 0:19
  I
• 0:19
  don't
• 0:19
  think
• 0:19
  leafleting
• 0:20
  is
• 0:20
  bad,
• 0:20
  but
• 0:20
  I
• 0:20
  think
• 0:20
  you
• 0:21
  need
• 0:21
  to
• 0:21
  be
• 0:21
  more
• 0:21
  proactive
• 0:22
  in
• 0:22
  taking
• 0:22
  that
• 0:23
  information
• 0:23
  down.
• 0:25
  I'm
• 0:25
  Becca
• 0:26
  Poutney,
• 0:26
  wedding
• 0:27
  business
• 0:27
  marketing
• 0:27
  expert,
• 0:28
  speaker
• 0:28
  and
• 0:28
  blogger
• 0:29
  and
• 0:29
  you're
• 0:29
  listening
• 0:30
  to
• 0:30
  the
• 0:30
  Wedding
• 0:30
  Pros
• 0:31
  who
• 0:31
  Are
• 0:31
  Read
• 0:32
  podcast.
• 0:33
  I'm
• 0:33
  here
• 0:33
  to
• 0:33
  share
• 0:34
  with
• 0:34
  you
• 0:34
  actionable
• 0:34
  tips,
• 0:35
  strategies
• 0:36
  and
• 0:36
  real
• 0:36
  life
• 0:36
  examples
• 0:37
  to
• 0:37
  help
• 0:37
  you
• 0:38
  take
• 0:38
  your
• 0:38
  wedding
• 0:38
  business
• 0:38
  to
• 0:39
  the
• 0:39
  next
• 0:39
  level.
• 0:40
  If
• 0:40
  you
• 0:40
  are
• 0:40
  an
• 0:41
  ambitious
• 0:41
  wedding
• 0:41
  business
• 0:42
  owner
• 0:42
  that
• 0:42
  wants
• 0:43
  to
• 0:43
  take
• 0:43
  your
• 0:43
  passion
• 0:44
  and
• 0:44
  use
• 0:44
  it
• 0:44
  to
• 0:44
  build
• 0:44
  a
• 0:45
  profitable,
• 0:45
  sustainable
• 0:46
  business
• 0:46
  doing
• 0:47
  what
• 0:47
  you
• 0:47
  love,
• 0:47
  then
• 0:48
  you're
• 0:48
  in
• 0:48
  the
• 0:48
  right
• 0:48
  place.
• 0:49
  Let's
• 0:49
  get
• 0:49
  going
• 0:50
  with
• 0:50
  today's
• 0:50
  episode.
• 0:52
  Today
• 0:53
  I'm
• 0:53
  chatting
• 0:53
  with
• 0:53
  Sonia
• 0:54
  Baiani,
• 0:54
  Sales
• 0:55
  and
• 0:55
  Partnership
• 0:55
  Director
• 0:56
  at
• 0:56
  the
• 0:56
  National
• 0:56
  Wedding
• 0:57
  Show.
• 0:57
  The
• 0:57
  National
• 0:58
  Wedding
• 0:58
  show
• 0:58
  is
• 0:58
  one
• 0:58
  of
• 0:58
  the
• 0:59
  largest
• 0:59
  in
• 0:59
  the
• 0:59
  UK,
• 0:59
  welcoming
• 1:00
  40,000
• 1:01
  visitors
• 1:01
  each
• 1:02
  year
• 1:02
  across
• 1:02
  five
• 1:02
  dates.
• 1:03
  With
• 1:03
  shows
• 1:04
  covering
• 1:04
  Birmingham,
• 1:05
  Manchester
• 1:05
  and
• 1:05
  London,
• 1:06
  there's
• 1:06
  an
• 1:06
  opportunity
• 1:07
  for
• 1:07
  everyone
• 1:07
  to
• 1:08
  get
• 1:08
  involved.
• 1:08
  Having
• 1:09
  spoken
• 1:09
  on
• 1:09
  stage
• 1:09
  myself
• 1:10
  at
• 1:10
  the
• 1:10
  National
• 1:10
  Wedding
• 1:11
  show
• 1:11
  on
• 1:11
  multiple
• 1:11
  occasions,
• 1:12
  I've
• 1:12
  really
• 1:12
  experienced
• 1:13
  the
• 1:13
  buzz
• 1:13
  of
• 1:13
  the
• 1:13
  room
• 1:14
  for
• 1:14
  myself.
• 1:14
  I
• 1:15
  cannot
• 1:15
  wait
• 1:15
  to
• 1:15
  hear
• 1:16
  more.
• 1:16
  Sonja,
• 1:17
  welcome
• 1:17
  to
• 1:17
  the
• 1:17
  podcast.
• 1:18
  Hi
• 1:19
  Becca,
• 1:19
  how
• 1:19
  are
• 1:19
  you?
• 1:20
  I
• 1:20
  am
• 1:20
  very
• 1:21
  well,
• 1:21
  thank
• 1:21
  you.
• 1:22
  I
• 1:22
  know
• 1:22
  that
• 1:22
  you
• 1:22
  are
• 1:23
  hot
• 1:23
  off
• 1:23
  your
• 1:24
  autumn
• 1:24
  run
• 1:24
  of
• 1:25
  dates,
• 1:25
  so
• 1:25
  you
• 1:25
  and
• 1:26
  the
• 1:26
  team
• 1:26
  are
• 1:26
  very
• 1:27
  tired.
• 1:27
  How's
• 1:28
  everything
• 1:28
  gone
• 1:29
  though,
• 1:29
  for
• 1:29
  your
• 1:29
  autumn
• 1:30
  dates?
• 1:30
  It's
• 1:30
  been
• 1:31
  a
• 1:31
  fantastic
• 1:31
  season.
• 1:32
  So
• 1:32
  we
• 1:33
  did
• 1:34
  NEC
• 1:34
  Birmingham,
• 1:35
  London,
• 1:35
  Excel
• 1:36
  and
• 1:36
  we
• 1:37
  launched
• 1:37
  Manchester.
• 1:38
  We
• 1:39
  haven't
• 1:39
  been
• 1:39
  back
• 1:39
  to
• 1:39
  Manchester
• 1:40
  for
• 1:40
  about
• 1:40
  five
• 1:40
  and
• 1:40
  a
• 1:41
  half
• 1:41
  years,
• 1:41
  so
• 1:41
  it's
• 1:41
  been
• 1:41
  a
• 1:41
  really
• 1:42
  busy
• 1:42
  few
• 1:42
  weeks,
• 1:43
  but
• 1:43
  a
• 1:43
  really
• 1:43
  rewarding
• 1:44
  one
• 1:44
  at
• 1:44
  the
• 1:44
  same
• 1:44
  time.
• 1:45
  Oh,
• 1:45
  I
• 1:45
  hadn't
• 1:45
  realized
• 1:46
  that
• 1:46
  was
• 1:46
  the
• 1:46
  first
• 1:46
  time
• 1:46
  you've
• 1:47
  been
• 1:47
  back
• 1:47
  in
• 1:47
  Manchester
• 1:48
  for
• 1:48
  a
• 1:48
  while.
• 1:48
  How
• 1:48
  did
• 1:49
  it
• 1:49
  go
• 1:49
  down?
• 1:49
  Did
• 1:49
  you,
• 1:50
  those
• 1:50
  brides
• 1:50
  up
• 1:50
  north,
• 1:51
  appreciate
• 1:51
  you
• 1:51
  being
• 1:51
  up
• 1:52
  in
• 1:52
  Manchester?
• 1:52
  I
• 1:53
  think
• 1:53
  so.
• 1:53
  I
• 1:53
  mean,
• 1:54
  we
• 1:54
  were
• 1:54
  really
• 1:54
  pleased
• 1:54
  with
• 1:54
  how
• 1:55
  the
• 1:55
  show
• 1:55
  went
• 1:55
  overall.
• 1:56
  I
• 1:56
  mean,
• 1:56
  with
• 1:56
  any
• 1:56
  kind
• 1:57
  of
• 1:57
  launch,
• 1:57
  it's
• 1:57
  always
• 1:58
  a
• 1:58
  bit
• 1:58
  nerve
• 1:58
  wracking,
• 1:59
  especially
• 2:00
  because
• 2:00
  when
• 2:00
  you,
• 2:01
  when
• 2:01
  you
• 2:01
  have
• 2:01
  that
• 2:01
  heritage,
• 2:02
  we've
• 2:02
  built,
• 2:02
  we've
• 2:03
  built
• 2:03
  a
• 2:03
  community
• 2:04
  in
• 2:04
  the
• 2:04
  Midlands
• 2:05
  and
• 2:05
  in
• 2:05
  London.
• 2:06
  So
• 2:06
  we
• 2:06
  really
• 2:06
  almost
• 2:07
  started
• 2:07
  from
• 2:07
  scratch
• 2:07
  with
• 2:08
  Manchester.
• 2:09
  But
• 2:09
  you
• 2:10
  know,
• 2:10
  we've
• 2:10
  got
• 2:10
  lots
• 2:10
  of
• 2:10
  learnings,
• 2:11
  we've
• 2:11
  got
• 2:11
  lots
• 2:12
  of
• 2:12
  great
• 2:12
  feedback
• 2:12
  from
• 2:12
  Both
• 2:13
  the
• 2:13
  visitors
• 2:13
  and
• 2:14
  the
• 2:14
  suppliers.
• 2:15
  And
• 2:16
  overall
• 2:16
  we're
• 2:17
  really
• 2:17
  happy
• 2:17
  with
• 2:17
  how
• 2:17
  it
• 2:17
  went.
• 2:18
  So
• 2:18
  it's
• 2:18
  a
• 2:18
  really
• 2:18
  solid
• 2:19
  starting
• 2:19
  point.
• 2:19
  So
• 2:19
  we're
• 2:20
  really
• 2:20
  excited
• 2:20
  for
• 2:20
  2020.
• 2:21
  Amazing.
• 2:22
  Well,
• 2:22
  we'll
• 2:22
  talk
• 2:22
  more
• 2:23
  about
• 2:23
  that
• 2:23
  later.
• 2:23
  But
• 2:24
  before
• 2:24
  we
• 2:24
  get
• 2:24
  into
• 2:24
  more
• 2:25
  details
• 2:25
  about
• 2:25
  the
• 2:25
  show,
• 2:26
  I
• 2:26
  want
• 2:26
  to
• 2:26
  find
• 2:26
  out
• 2:27
  a
• 2:27
  bit
• 2:27
  more
• 2:27
  about
• 2:27
  you
• 2:27
  because
• 2:28
  I
• 2:28
  always
• 2:28
  like
• 2:28
  to
• 2:28
  get
• 2:28
  to
• 2:29
  know
• 2:29
  my
• 2:29
  guests
• 2:29
  on
• 2:29
  the
• 2:30
  podcast
• 2:30
  and
• 2:30
  my
• 2:31
  listeners
• 2:31
  like
• 2:31
  to
• 2:31
  know
• 2:31
  who
• 2:31
  they're
• 2:32
  listening
• 2:32
  to
• 2:32
  and
• 2:32
  why
• 2:32
  they
• 2:33
  should
• 2:33
  listen
• 2:33
  to
• 2:33
  you.
• 2:33
  So
• 2:34
  obviously
• 2:34
  I
• 2:34
  gave
• 2:35
  your
• 2:35
  title
• 2:35
  in
• 2:36
  the
• 2:36
  intro,
• 2:36
  but
• 2:36
  tell
• 2:37
  me
• 2:37
  a
• 2:37
  bit
• 2:37
  more
• 2:37
  about
• 2:38
  you,
• 2:38
  your
• 2:38
  background
• 2:39
  and
• 2:39
  how
• 2:39
  long
• 2:39
  you've
• 2:40
  been
• 2:40
  working
• 2:41
  the
• 2:41
  show.
• 2:42
  So
• 2:42
  I
• 2:42
  started
• 2:42
  in
• 2:43
  2017
• 2:44
  on
• 2:44
  the
• 2:44
  National
• 2:44
  Wedding
• 2:44
  show.
• 2:45
  So
• 2:45
  I
• 2:45
  think
• 2:45
  if
• 2:46
  my
• 2:46
  maths
• 2:46
  is
• 2:46
  correct,
• 2:47
  it's
• 2:47
  not,
• 2:47
  it's
• 2:47
  not
• 2:47
  my
• 2:47
  strong
• 2:48
  point.
• 2:48
  But
• 2:48
  it's
• 2:48
  been
• 2:48
  about
• 2:49
  eight
• 2:49
  years
• 2:50
  and
• 2:50
  I
• 2:50
  came
• 2:50
  into
• 2:50
  the
• 2:50
  show
• 2:51
  as
• 2:51
  an
• 2:51
  account
• 2:51
  manager,
• 2:52
  so
• 2:52
  I've
• 2:52
  actually
• 2:52
  worked
• 2:52
  my
• 2:53
  way
• 2:53
  up.
• 2:53
  So
• 2:53
  I,
• 2:54
  I
• 2:54
  started
• 2:54
  selling
• 2:55
  on
• 2:55
  the
• 2:55
  shows
• 2:56
  and
• 2:56
  it
• 2:56
  was
• 2:56
  a
• 2:56
  really
• 2:56
  good
• 2:57
  starting
• 2:57
  point
• 2:57
  actually
• 2:57
  because
• 2:58
  it
• 2:58
  built
• 2:59
  this
• 2:59
  foundation
• 3:00
  for
• 3:00
  me
• 3:00
  to
• 3:00
  really
• 3:00
  understand
• 3:01
  not
• 3:01
  just
• 3:02
  the
• 3:02
  portfolio
• 3:03
  that
• 3:03
  we
• 3:03
  have,
• 3:04
  but
• 3:04
  really
• 3:05
  gave
• 3:05
  me
• 3:05
  the
• 3:05
  opportunity
• 3:06
  to
• 3:06
  build
• 3:06
  these
• 3:06
  relationships
• 3:07
  with,
• 3:08
  with
• 3:08
  our
• 3:08
  suppliers.
• 3:09
  And
• 3:10
  since
• 3:10
  kind
• 3:10
  of
• 3:10
  working
• 3:11
  on
• 3:11
  the
• 3:11
  shows,
• 3:11
  I've
• 3:12
  obviously
• 3:12
  progressed.
• 3:13
  I'm
• 3:13
  now
• 3:13
  I
• 3:14
  obviously
• 3:14
  kind
• 3:14
  of
• 3:14
  the
• 3:14
  sales
• 3:14
  and
• 3:15
  partnerships
• 3:15
  element,
• 3:15
  but
• 3:16
  we're
• 3:16
  not
• 3:16
  a
• 3:16
  huge
• 3:16
  team.
• 3:17
  So
• 3:17
  in
• 3:17
  terms
• 3:17
  of
• 3:18
  kind
• 3:18
  of
• 3:18
  what
• 3:18
  my
• 3:18
  day
• 3:18
  to
• 3:18
  day
• 3:19
  role
• 3:19
  involves,
• 3:20
  you
• 3:20
  know,
• 3:21
  ultimately
• 3:21
  I'm
• 3:21
  talking
• 3:21
  to
• 3:22
  kind
• 3:22
  of
• 3:22
  brands
• 3:23
  and
• 3:24
  show
• 3:24
  partners,
• 3:24
  but
• 3:25
  also,
• 3:25
  you
• 3:26
  know,
• 3:26
  getting
• 3:26
  involved
• 3:26
  in
• 3:27
  lots
• 3:27
  of
• 3:27
  different
• 3:28
  elements
• 3:28
  from
• 3:28
  kind
• 3:29
  of
• 3:29
  supporting
• 3:29
  the
• 3:29
  marketing
• 3:30
  team,
• 3:31
  working
• 3:31
  really
• 3:31
  closely
• 3:32
  with
• 3:32
  our
• 3:32
  operations
• 3:32
  team
• 3:33
  just
• 3:33
  to
• 3:33
  make
• 3:33
  sure
• 3:33
  that
• 3:33
  the
• 3:34
  shows,
• 3:34
  you
• 3:34
  know,
• 3:35
  as
• 3:35
  valuable
• 3:35
  to
• 3:35
  visitors
• 3:36
  as
• 3:36
  they
• 3:36
  are
• 3:36
  to
• 3:37
  our
• 3:37
  exhibitors.
• 3:38
  Amazing.
• 3:39
  And
• 3:39
  so
• 3:39
  before
• 3:39
  that,
• 3:40
  before
• 3:40
  you
• 3:40
  worked
• 3:41
  for
• 3:41
  the
• 3:41
  National
• 3:41
  Wedding
• 3:41
  show,
• 3:42
  were
• 3:42
  you
• 3:42
  in
• 3:42
  weddings
• 3:43
  previously?
• 3:43
  Were
• 3:43
  you
• 3:44
  in
• 3:44
  marketing?
• 3:44
  What
• 3:44
  did
• 3:44
  you
• 3:45
  do
• 3:45
  before
• 3:45
  you
• 3:45
  entered
• 3:46
  our
• 3:46
  wonderful
• 3:46
  world
• 3:46
  of
• 3:46
  weddings?
• 3:47
  It
• 3:47
  feels
• 3:47
  like
• 3:48
  such
• 3:48
  a
• 3:48
  long
• 3:48
  time
• 3:48
  ago.
• 3:48
  No,
• 3:49
  I've
• 3:49
  always
• 3:49
  worked
• 3:50
  in
• 3:50
  sales,
• 3:50
  but
• 3:50
  slightly
• 3:51
  different,
• 3:51
  different
• 3:51
  industries.
• 3:52
  So
• 3:53
  I
• 3:54
  worked
• 3:55
  in
• 3:55
  kind
• 3:55
  of
• 3:55
  a
• 3:55
  tech
• 3:56
  startup
• 3:56
  environment.
• 3:56
  So
• 3:57
  previous
• 3:57
  to
• 3:57
  the
• 3:57
  national
• 3:58
  Wedding
• 3:58
  shows,
• 3:58
  I
• 3:59
  worked
• 3:59
  for
• 3:59
  a
• 4:00
  company
• 4:00
  called
• 4:01
  Wahanda,
• 4:01
  which
• 4:02
  is
• 4:02
  now
• 4:02
  Treat
• 4:02
  well,
• 4:02
  which
• 4:02
  many
• 4:03
  people
• 4:03
  might,
• 4:03
  might
• 4:04
  recognize.
• 4:05
  And
• 4:05
  from
• 4:05
  there
• 4:06
  I
• 4:06
  went
• 4:06
  on
• 4:06
  to
• 4:07
  a
• 4:07
  company
• 4:07
  called
• 4:07
  Houzz,
• 4:08
  which
• 4:08
  is
• 4:08
  Houzz.
• 4:10
  I
• 4:11
  have
• 4:11
  PTSD
• 4:11
  because
• 4:12
  I'd
• 4:12
  always
• 4:12
  have
• 4:12
  to
• 4:12
  spell
• 4:13
  it
• 4:13
  like
• 4:13
  that.
• 4:14
  But
• 4:14
  that
• 4:15
  is
• 4:16
  an
• 4:16
  American
• 4:16
  based
• 4:17
  tech
• 4:17
  startup
• 4:18
  which
• 4:18
  would
• 4:18
  help
• 4:18
  home
• 4:19
  design
• 4:19
  and
• 4:19
  renovation
• 4:20
  professionals
• 4:20
  to
• 4:21
  connect
• 4:22
  with
• 4:22
  homeowners
• 4:23
  who
• 4:23
  are
• 4:23
  looking
• 4:23
  to
• 4:23
  do
• 4:23
  these
• 4:23
  big
• 4:24
  renovations.
• 4:25
  So
• 4:25
  always
• 4:25
  worked
• 4:26
  in
• 4:26
  kind
• 4:26
  of
• 4:27
  small
• 4:27
  startup
• 4:28
  style
• 4:28
  businesses,
• 4:29
  but
• 4:29
  it
• 4:30
  was
• 4:30
  always
• 4:30
  in
• 4:30
  a
• 4:30
  sales
• 4:31
  role.
• 4:31
  So
• 4:31
  I'm
• 4:31
  very
• 4:31
  much
• 4:32
  kind
• 4:32
  of.
• 4:32
  I'm
• 4:33
  very
• 4:33
  much
• 4:33
  commercials
• 4:34
  focused,
• 4:34
  commercially
• 4:35
  focused
• 4:36
  and
• 4:37
  previous,
• 4:37
  previous
• 4:38
  to
• 4:38
  that,
• 4:38
  which
• 4:38
  feels
• 4:38
  like
• 4:38
  a
• 4:39
  whole
• 4:39
  lifetime
• 4:39
  ago.
• 4:40
  When
• 4:40
  I
• 4:40
  went
• 4:40
  to
• 4:40
  university,
• 4:40
  I
• 4:41
  actually
• 4:41
  studied
• 4:42
  accounting
• 4:42
  and
• 4:42
  finance.
• 4:43
  So
• 4:43
  I
• 4:43
  had
• 4:43
  this
• 4:44
  brief
• 4:44
  stint
• 4:45
  where
• 4:45
  I
• 4:45
  thought
• 4:45
  I
• 4:45
  wanted
• 4:45
  to
• 4:46
  be
• 4:46
  an
• 4:46
  account.
• 4:46
  And
• 4:47
  then
• 4:47
  I
• 4:47
  quickly
• 4:47
  realized
• 4:48
  I've
• 4:48
  got
• 4:48
  too
• 4:48
  much
• 4:48
  personality,
• 4:49
  far
• 4:49
  too
• 4:49
  much
• 4:50
  personality
• 4:51
  to
• 4:51
  sit
• 4:52
  in
• 4:52
  front
• 4:52
  of
• 4:52
  a
• 4:52
  laptop
• 4:53
  and
• 4:53
  do
• 4:53
  Excel
• 4:53
  spreadsheets.
• 4:54
  So
• 4:55
  the
• 4:55
  national
• 4:55
  wedding
• 4:55
  show
• 4:56
  is
• 4:56
  quite
• 4:57
  a
• 4:57
  far
• 4:57
  step
• 4:58
  away
• 4:58
  from
• 4:58
  accountancy,
• 4:59
  but
• 4:59
  I'm
• 5:00
  biased,
• 5:00
  but
• 5:00
  it
• 5:00
  is
• 5:00
  a
• 5:00
  great
• 5:01
  industry
• 5:01
  to
• 5:01
  work
• 5:01
  in.
• 5:02
  What's
• 5:02
  your
• 5:03
  first
• 5:03
  experience
• 5:03
  going
• 5:04
  back
• 5:04
  to
• 5:04
  2017,
• 5:05
  if
• 5:05
  you
• 5:05
  can
• 5:05
  go
• 5:06
  back
• 5:06
  that
• 5:06
  far
• 5:06
  in
• 5:06
  your
• 5:07
  memory
• 5:07
  of
• 5:07
  going
• 5:08
  to
• 5:08
  one
• 5:08
  of
• 5:08
  the
• 5:08
  shows,
• 5:09
  do
• 5:09
  you
• 5:09
  remember
• 5:09
  the
• 5:10
  first
• 5:10
  time
• 5:10
  you
• 5:10
  stepped
• 5:11
  into
• 5:11
  one
• 5:11
  of
• 5:11
  your
• 5:11
  shows?
• 5:12
  Yeah,
• 5:12
  I
• 5:12
  do.
• 5:13
  So
• 5:13
  I
• 5:14
  started
• 5:14
  in
• 5:15
  the
• 5:15
  August
• 5:15
  of
• 5:15
  2017.
• 5:16
  So
• 5:16
  I
• 5:17
  very
• 5:17
  much.
• 5:17
  It
• 5:18
  was
• 5:18
  like
• 5:18
  a
• 5:18
  crash
• 5:18
  course.
• 5:18
  I
• 5:19
  hadn't
• 5:19
  worked
• 5:20
  in
• 5:20
  events.
• 5:21
  I
• 5:21
  was
• 5:21
  new
• 5:22
  to
• 5:22
  kind
• 5:22
  of
• 5:22
  that
• 5:22
  whole
• 5:23
  environment.
• 5:23
  And
• 5:24
  we
• 5:24
  did
• 5:24
  our
• 5:24
  first
• 5:25
  show
• 5:25
  in
• 5:25
  September
• 5:26
  at
• 5:26
  Olympia.
• 5:27
  So
• 5:27
  Olympia,
• 5:27
  London
• 5:28
  is
• 5:28
  a
• 5:28
  beautiful
• 5:28
  venue.
• 5:29
  Anyway,
• 5:29
  so
• 5:30
  I
• 5:30
  was
• 5:30
  like,
• 5:30
  I
• 5:30
  walked
• 5:30
  in
• 5:31
  and
• 5:31
  I
• 5:31
  was
• 5:31
  like,
• 5:31
  oh
• 5:31
  my
• 5:31
  God,
• 5:31
  it's
• 5:32
  amazing.
• 5:32
  And
• 5:33
  especially
• 5:33
  for
• 5:33
  a
• 5:33
  wedding
• 5:33
  show,
• 5:34
  that
• 5:34
  that
• 5:34
  venue
• 5:35
  particularly
• 5:36
  looks
• 5:36
  beautiful
• 5:37
  dressed
• 5:37
  up
• 5:37
  as,
• 5:38
  you
• 5:38
  know,
• 5:38
  as
• 5:38
  a
• 5:39
  wedding
• 5:39
  exhibition.
• 5:40
  And
• 5:40
  I
• 5:41
  actually
• 5:41
  really
• 5:41
  fell
• 5:41
  in
• 5:41
  love
• 5:41
  with,
• 5:42
  with
• 5:42
  the
• 5:42
  industry
• 5:43
  from
• 5:43
  that,
• 5:43
  that
• 5:44
  moment
• 5:44
  on.
• 5:44
  I
• 5:45
  think
• 5:45
  seeing
• 5:45
  the
• 5:45
  shows
• 5:46
  live
• 5:46
  in
• 5:46
  action
• 5:46
  really
• 5:47
  cemented
• 5:47
  why
• 5:47
  I'd
• 5:48
  taken
• 5:48
  on
• 5:48
  the
• 5:48
  role.
• 5:49
  But,
• 5:50
  you
• 5:50
  know,
• 5:51
  meeting
• 5:51
  those
• 5:51
  suppliers,
• 5:52
  a
• 5:52
  lot
• 5:52
  of,
• 5:52
  there's
• 5:53
  a
• 5:53
  lot
• 5:53
  of
• 5:53
  independent
• 5:53
  businesses,
• 5:54
  SME
• 5:54
  business
• 5:55
  that
• 5:55
  makes
• 5:55
  up
• 5:55
  this,
• 5:55
  this,
• 5:56
  this
• 5:56
  industry.
• 5:57
  And
• 5:57
  I
• 5:57
  think
• 5:58
  I've
• 5:58
  always
• 5:58
  been
• 5:59
  naturally
• 5:59
  quite
• 5:59
  curious.
• 6:00
  I
• 6:00
  love,
• 6:00
  I
• 6:01
  love
• 6:01
  speaking
• 6:01
  to
• 6:01
  business
• 6:01
  owners.
• 6:02
  I
• 6:02
  love
• 6:02
  finding
• 6:02
  out
• 6:03
  about
• 6:03
  kind
• 6:03
  of
• 6:03
  what's,
• 6:04
  what
• 6:04
  their
• 6:05
  motivation
• 6:05
  is,
• 6:05
  what,
• 6:06
  what
• 6:06
  their,
• 6:07
  you
• 6:07
  know,
• 6:07
  what
• 6:07
  prompted
• 6:08
  them
• 6:08
  to
• 6:08
  start
• 6:08
  this
• 6:08
  business.
• 6:09
  And
• 6:09
  it
• 6:09
  was
• 6:09
  just
• 6:09
  it.
• 6:10
  I
• 6:10
  just
• 6:10
  absolutely,
• 6:12
  like,
• 6:12
  loved
• 6:12
  the
• 6:12
  whole
• 6:13
  experience.
• 6:13
  And
• 6:13
  I
• 6:13
  think
• 6:14
  from
• 6:14
  there
• 6:14
  I
• 6:14
  was
• 6:14
  just
• 6:14
  hooked.
• 6:15
  And
• 6:15
  I
• 6:15
  was
• 6:15
  like,
• 6:15
  I
• 6:15
  love
• 6:16
  it.
• 6:16
  I'm
• 6:16
  going
• 6:16
  to
• 6:16
  be
• 6:16
  here
• 6:16
  forever
• 6:16
  and
• 6:17
  ever
• 6:17
  and
• 6:17
  ever.
• 6:17
  And
• 6:17
  it
• 6:18
  is
• 6:18
  a
• 6:18
  vibe,
• 6:18
  like
• 6:18
  I
• 6:18
  said
• 6:19
  in
• 6:19
  my
• 6:19
  introduction,
• 6:20
  I've
• 6:20
  got
• 6:20
  fond
• 6:20
  memories
• 6:21
  of
• 6:21
  it
• 6:21
  myself.
• 6:21
  I
• 6:21
  spoke
• 6:22
  at
• 6:22
  it
• 6:22
  for
• 6:22
  two,
• 6:23
  three,
• 6:23
  possibly
• 6:24
  even
• 6:24
  four
• 6:24
  seasons
• 6:25
  for
• 6:25
  a
• 6:25
  long
• 6:25
  time.
• 6:25
  So
• 6:26
  I
• 6:26
  experienced
• 6:26
  all
• 6:26
  the
• 6:26
  different
• 6:27
  venues
• 6:27
  and
• 6:27
  it
• 6:28
  still
• 6:28
  lives
• 6:28
  on
• 6:29
  in
• 6:29
  me.
• 6:29
  I
• 6:29
  remember
• 6:30
  that
• 6:30
  buzz
• 6:30
  of
• 6:30
  that
• 6:30
  room,
• 6:31
  the
• 6:31
  people
• 6:31
  in
• 6:31
  there,
• 6:32
  the
• 6:32
  sights,
• 6:33
  the
• 6:33
  sounds,
• 6:33
  if
• 6:34
  people
• 6:34
  are
• 6:34
  listening.
• 6:34
  And
• 6:34
  you've
• 6:35
  never
• 6:35
  been
• 6:36
  to
• 6:36
  one
• 6:36
  of
• 6:36
  the
• 6:36
  shows,
• 6:36
  not
• 6:37
  necessary
• 6:37
  to
• 6:37
  exhibit,
• 6:37
  to
• 6:38
  just
• 6:38
  attend
• 6:38
  and
• 6:39
  see
• 6:39
  what
• 6:39
  it's
• 6:39
  like.
• 6:40
  I
• 6:40
  think
• 6:40
  it
• 6:40
  is
• 6:40
  something
• 6:41
  you
• 6:41
  need
• 6:41
  to
• 6:41
  have
• 6:42
  seen
• 6:42
  for
• 6:42
  yourself
• 6:43
  because
• 6:43
  we
• 6:44
  know
• 6:44
  that
• 6:44
  not
• 6:44
  all
• 6:44
  wedding
• 6:45
  shows
• 6:45
  are
• 6:45
  Created
• 6:45
  equal.
• 6:46
  We
• 6:47
  can
• 6:47
  have
• 6:47
  a
• 6:47
  small
• 6:47
  wedding
• 6:47
  show
• 6:48
  in
• 6:48
  a
• 6:48
  venue
• 6:49
  with
• 6:49
  a
• 6:49
  few
• 6:49
  tables.
• 6:49
  Tables
• 6:50
  all
• 6:50
  the
• 6:50
  way
• 6:50
  up
• 6:50
  to
• 6:50
  what
• 6:50
  you're
• 6:51
  doing
• 6:51
  in
• 6:51
  the
• 6:51
  national
• 6:51
  wedding
• 6:51
  show
• 6:52
  when
• 6:52
  they're
• 6:52
  all
• 6:52
  called
• 6:52
  the
• 6:53
  same
• 6:53
  thing,
• 6:53
  but
• 6:53
  they're
• 6:54
  not
• 6:54
  all
• 6:54
  the
• 6:54
  same
• 6:54
  thing,
• 6:55
  they're
• 6:55
  very,
• 6:55
  very
• 6:55
  different.
• 6:56
  So
• 6:56
  if
• 6:56
  you
• 6:56
  are
• 6:56
  listening
• 6:56
  to
• 6:57
  this
• 6:57
  and
• 6:57
  you've
• 6:57
  never
• 6:57
  been
• 6:57
  to
• 6:58
  the
• 6:58
  event.
• 6:58
  Absolutely
• 6:59
  get
• 7:00
  yourself
• 7:00
  along
• 7:01
  to
• 7:01
  one
• 7:01
  of
• 7:01
  the
• 7:01
  events.
• 7:02
  Now
• 7:02
  why
• 7:03
  is
• 7:03
  it
• 7:03
  then
• 7:03
  do
• 7:03
  you
• 7:03
  think
• 7:04
  that
• 7:04
  wedding
• 7:04
  shows
• 7:04
  still
• 7:04
  have
• 7:05
  a
• 7:05
  place?
• 7:05
  Because
• 7:06
  even
• 7:06
  since
• 7:06
  2017,
• 7:08
  marketing
• 7:09
  has
• 7:09
  shifted
• 7:10
  dramatically.
• 7:10
  We're
• 7:11
  living
• 7:11
  in
• 7:11
  a
• 7:11
  very
• 7:11
  digital
• 7:12
  age.
• 7:12
  Everyone's
• 7:12
  on
• 7:13
  TikTok
• 7:13
  social
• 7:13
  media.
• 7:14
  Yet
• 7:15
  wedding
• 7:15
  shows
• 7:15
  are
• 7:15
  still
• 7:16
  very
• 7:16
  much
• 7:16
  an
• 7:16
  in
• 7:17
  person
• 7:17
  event.
• 7:18
  Why
• 7:18
  do
• 7:19
  you
• 7:19
  think
• 7:19
  there's
• 7:19
  still
• 7:19
  a
• 7:19
  place
• 7:19
  for
• 7:20
  them?
• 7:20
  I
• 7:20
  think
• 7:21
  because
• 7:21
  when
• 7:22
  a
• 7:22
  bride,
• 7:23
  when
• 7:23
  a
• 7:24
  couple
• 7:25
  are
• 7:25
  shopping
• 7:26
  for
• 7:26
  their
• 7:26
  wedding
• 7:26
  or
• 7:26
  they're
• 7:27
  finding
• 7:27
  their
• 7:27
  supplies,
• 7:27
  it's
• 7:28
  very
• 7:28
  much
• 7:28
  an
• 7:28
  emotional
• 7:28
  purchase.
• 7:29
  So
• 7:30
  quite
• 7:30
  often
• 7:30
  if
• 7:30
  they
• 7:31
  are,
• 7:31
  you
• 7:31
  know,
• 7:31
  looking
• 7:32
  for
• 7:32
  their
• 7:32
  photographer
• 7:33
  or
• 7:33
  they're
• 7:33
  looking
• 7:33
  for
• 7:34
  their
• 7:34
  wedding
• 7:34
  planner,
• 7:35
  you
• 7:35
  can,
• 7:35
  you
• 7:35
  can
• 7:35
  go
• 7:35
  and
• 7:36
  find
• 7:36
  this
• 7:36
  all
• 7:36
  online.
• 7:37
  You
• 7:37
  know,
• 7:37
  you're
• 7:37
  right,
• 7:37
  a
• 7:38
  lot
• 7:38
  of
• 7:38
  people,
• 7:38
  I
• 7:39
  mean
• 7:39
  even,
• 7:39
  even,
• 7:40
  you
• 7:40
  know,
• 7:40
  I
• 7:40
  would,
• 7:40
  I
• 7:41
  would,
• 7:41
  I
• 7:41
  would
• 7:41
  sit
• 7:41
  down,
• 7:41
  look,
• 7:42
  you
• 7:42
  know,
• 7:42
  go
• 7:43
  on
• 7:43
  Google,
• 7:43
  find
• 7:43
  wedding
• 7:44
  planners
• 7:44
  in
• 7:44
  my
• 7:44
  area,
• 7:45
  photographers
• 7:45
  in
• 7:45
  my
• 7:45
  area
• 7:46
  and
• 7:46
  it
• 7:46
  will
• 7:46
  pull
• 7:46
  up
• 7:46
  a
• 7:46
  list
• 7:47
  for
• 7:47
  me
• 7:47
  and
• 7:47
  that's
• 7:47
  great
• 7:48
  and
• 7:48
  it
• 7:48
  makes
• 7:48
  my
• 7:48
  life
• 7:48
  so
• 7:49
  much
• 7:49
  simpler.
• 7:49
  But
• 7:50
  when
• 7:50
  come
• 7:50
  to
• 7:50
  a
• 7:50
  wedding
• 7:50
  show,
• 7:51
  you
• 7:51
  actually
• 7:51
  get
• 7:51
  to
• 7:51
  meet
• 7:52
  those
• 7:52
  suppliers
• 7:52
  face
• 7:53
  to
• 7:53
  face.
• 7:53
  And
• 7:53
  when
• 7:53
  you're
• 7:53
  making
• 7:54
  such
• 7:54
  a
• 7:54
  big
• 7:55
  purchase
• 7:55
  and
• 7:55
  you
• 7:55
  know,
• 7:56
  weddings
• 7:56
  are
• 7:56
  expensive
• 7:57
  things,
• 7:57
  being
• 7:58
  able
• 7:58
  to
• 7:58
  meet
• 7:58
  the
• 7:58
  supplier
• 7:59
  in
• 7:59
  person,
• 8:00
  you
• 8:00
  know,
• 8:00
  it,
• 8:01
  it
• 8:01
  helps
• 8:02
  that
• 8:02
  couple
• 8:03
  choose
• 8:04
  that
• 8:04
  particular
• 8:04
  supplier.
• 8:05
  It's
• 8:06
  such,
• 8:06
  it's
• 8:07
  such
• 8:07
  a,
• 8:08
  I
• 8:08
  mean
• 8:08
  aside
• 8:08
  from
• 8:09
  kind
• 8:09
  of
• 8:09
  the
• 8:09
  finance,
• 8:10
  financial
• 8:10
  side
• 8:11
  of
• 8:11
  it,
• 8:11
  you
• 8:12
  have
• 8:12
  to
• 8:12
  really
• 8:12
  like
• 8:12
  your
• 8:12
  supplier.
• 8:13
  These
• 8:13
  people
• 8:13
  are
• 8:14
  going
• 8:14
  to
• 8:14
  make
• 8:14
  your
• 8:15
  big
• 8:15
  day
• 8:15
  that
• 8:15
  they
• 8:16
  are
• 8:16
  going
• 8:16
  to
• 8:16
  be
• 8:16
  the
• 8:16
  person
• 8:17
  that
• 8:17
  takes
• 8:17
  the
• 8:18
  pictures
• 8:18
  that
• 8:18
  you're
• 8:18
  going
• 8:18
  to
• 8:18
  look
• 8:18
  at.
• 8:19
  In
• 8:19
  20,
• 8:19
  30
• 8:20
  years
• 8:20
  time,
• 8:21
  you,
• 8:22
  you
• 8:22
  really
• 8:22
  got
• 8:23
  to
• 8:23
  be
• 8:23
  able
• 8:23
  to
• 8:23
  build
• 8:24
  that
• 8:24
  rapport
• 8:24
  and
• 8:25
  that
• 8:25
  connection
• 8:25
  with
• 8:25
  the
• 8:25
  couple.
• 8:26
  So
• 8:26
  from
• 8:26
  a
• 8:26
  supplier
• 8:26
  perspective,
• 8:27
  it's
• 8:27
  so
• 8:27
  important
• 8:28
  to
• 8:28
  be
• 8:29
  there
• 8:29
  in
• 8:29
  person
• 8:30
  to
• 8:30
  meet
• 8:31
  those,
• 8:31
  those
• 8:31
  couples
• 8:32
  who
• 8:32
  actually
• 8:32
  are
• 8:32
  quite
• 8:33
  overwhelmed
• 8:33
  at
• 8:33
  the
• 8:33
  beginning
• 8:33
  stages
• 8:34
  of
• 8:34
  their
• 8:34
  wedding
• 8:34
  planning
• 8:35
  journey.
• 8:35
  There's
• 8:35
  a
• 8:35
  lot
• 8:36
  of
• 8:36
  information
• 8:36
  being
• 8:36
  pumped
• 8:37
  at
• 8:37
  them.
• 8:37
  The
• 8:37
  minute
• 8:37
  you
• 8:38
  get
• 8:38
  engaged.
• 8:40
  You
• 8:40
  know,
• 8:40
  you've
• 8:41
  got
• 8:41
  your
• 8:41
  TikToks
• 8:42
  and
• 8:42
  your
• 8:42
  Instagrams.
• 8:42
  Those
• 8:43
  algorithms
• 8:43
  are
• 8:43
  pushing
• 8:44
  suppliers,
• 8:45
  they're
• 8:45
  pushing
• 8:46
  all
• 8:46
  this
• 8:46
  messaging,
• 8:46
  all
• 8:47
  this
• 8:47
  information.
• 8:47
  So
• 8:48
  sometimes
• 8:48
  coming
• 8:48
  to
• 8:49
  a
• 8:49
  show
• 8:49
  like
• 8:49
  this
• 8:49
  whilst
• 8:50
  it,
• 8:50
  you
• 8:50
  know,
• 8:50
  it
• 8:50
  is
• 8:50
  a
• 8:51
  big
• 8:51
  event
• 8:51
  and
• 8:51
  there
• 8:51
  is
• 8:52
  a
• 8:52
  lot
• 8:52
  to
• 8:52
  do
• 8:52
  and
• 8:52
  there's
• 8:53
  A
• 8:53
  lot
• 8:53
  of
• 8:53
  information,
• 8:53
  again,
• 8:54
  thrown
• 8:54
  at
• 8:54
  you.
• 8:54
  Being
• 8:55
  able
• 8:55
  to
• 8:55
  speak
• 8:55
  to
• 8:55
  somebody
• 8:56
  face
• 8:56
  to
• 8:56
  face
• 8:56
  in
• 8:56
  a
• 8:57
  one
• 8:57
  to
• 8:57
  one,
• 8:57
  in
• 8:57
  a
• 8:57
  one
• 8:58
  to
• 8:58
  one
• 8:58
  setting
• 8:59
  just
• 8:59
  allows
• 9:00
  people
• 9:00
  to
• 9:00
  find
• 9:00
  the
• 9:00
  right
• 9:01
  person
• 9:01
  for
• 9:01
  them
• 9:02
  and
• 9:02
  it,
• 9:02
  and
• 9:03
  it
• 9:03
  allows
• 9:03
  them
• 9:03
  to,
• 9:04
  you
• 9:05
  know,
• 9:05
  for
• 9:05
  a
• 9:06
  supply,
• 9:06
  it
• 9:06
  allows
• 9:06
  them
• 9:06
  to
• 9:06
  kind
• 9:07
  of
• 9:07
  really
• 9:07
  pitch
• 9:08
  and
• 9:09
  make
• 9:09
  their
• 9:09
  pitch
• 9:09
  more
• 9:10
  bespoke
• 9:10
  and
• 9:11
  suited
• 9:11
  to
• 9:11
  that
• 9:11
  particular
• 9:12
  couple.
• 9:12
  What
• 9:12
  do
• 9:12
  you
• 9:13
  think
• 9:13
  from
• 9:13
  a
• 9:13
  couple
• 9:14
  perspective?
• 9:15
  Because
• 9:15
  I
• 9:15
  think
• 9:16
  for
• 9:16
  them.
• 9:16
  Do
• 9:16
  you
• 9:16
  think
• 9:17
  they
• 9:17
  see
• 9:17
  it
• 9:17
  as
• 9:17
  part
• 9:17
  of
• 9:18
  their
• 9:18
  overall
• 9:18
  planning
• 9:19
  experience?
• 9:19
  I
• 9:20
  remember
• 9:20
  when
• 9:20
  I
• 9:20
  was
• 9:20
  at
• 9:20
  the
• 9:21
  show,
• 9:21
  people
• 9:21
  would
• 9:21
  come
• 9:22
  in
• 9:22
  big
• 9:22
  groups
• 9:22
  of
• 9:22
  girls
• 9:23
  or
• 9:23
  with
• 9:23
  their
• 9:23
  mum,
• 9:23
  their
• 9:24
  nan,
• 9:24
  everyone
• 9:24
  would
• 9:25
  come
• 9:25
  along
• 9:25
  for
• 9:25
  the
• 9:25
  ride.
• 9:26
  So
• 9:26
  why
• 9:26
  do
• 9:26
  you
• 9:26
  think
• 9:26
  the
• 9:27
  National
• 9:27
  Wedding
• 9:27
  show
• 9:27
  is
• 9:27
  still
• 9:28
  important
• 9:28
  to
• 9:28
  couples?
• 9:29
  So
• 9:29
  I
• 9:29
  think
• 9:30
  the
• 9:30
  heritage
• 9:30
  that
• 9:30
  we've
• 9:30
  got,
• 9:31
  we've
• 9:31
  been
• 9:31
  running
• 9:31
  the
• 9:31
  shows
• 9:32
  for
• 9:32
  just
• 9:32
  over
• 9:32
  30
• 9:32
  years,
• 9:33
  so
• 9:33
  people.
• 9:33
  And
• 9:34
  during
• 9:34
  that
• 9:34
  time
• 9:34
  we've
• 9:35
  established
• 9:35
  ourselves
• 9:35
  as
• 9:36
  kind
• 9:36
  of
• 9:36
  a
• 9:36
  big
• 9:37
  touch
• 9:37
  point
• 9:37
  in
• 9:37
  that
• 9:37
  wedding
• 9:38
  planning
• 9:38
  journey.
• 9:38
  So
• 9:39
  quite
• 9:39
  often
• 9:39
  couples,
• 9:40
  brides,
• 9:40
  as
• 9:41
  soon
• 9:41
  as
• 9:41
  they
• 9:41
  get,
• 9:41
  get
• 9:42
  engaged,
• 9:42
  they're
• 9:43
  looking
• 9:43
  for
• 9:43
  their
• 9:43
  next
• 9:43
  show.
• 9:44
  So
• 9:44
  that's
• 9:44
  a
• 9:44
  lovely
• 9:45
  position
• 9:45
  to
• 9:45
  be
• 9:45
  in.
• 9:45
  And
• 9:45
  they
• 9:46
  come
• 9:46
  there
• 9:46
  because
• 9:46
  I
• 9:47
  think,
• 9:47
  again,
• 9:47
  it's
• 9:47
  that
• 9:48
  noise.
• 9:48
  There's
• 9:48
  a
• 9:48
  lot
• 9:48
  of
• 9:49
  information
• 9:49
  being
• 9:49
  thrown
• 9:50
  at
• 9:50
  them.
• 9:50
  And
• 9:50
  they
• 9:50
  come
• 9:51
  to
• 9:51
  the
• 9:51
  shows
• 9:51
  for
• 9:51
  a
• 9:51
  couple
• 9:51
  of
• 9:52
  reasons.
• 9:52
  A,
• 9:53
  because,
• 9:53
  you
• 9:53
  know,
• 9:54
  actively
• 9:54
  there's
• 9:55
  intent
• 9:55
  there
• 9:55
  that
• 9:55
  they're
• 9:56
  looking
• 9:56
  to
• 9:56
  find
• 9:56
  their
• 9:57
  suppliers.
• 9:57
  And
• 9:57
  that's,
• 9:57
  that's
• 9:58
  the
• 9:58
  messaging
• 9:58
  that,
• 9:58
  you
• 9:58
  know,
• 9:59
  we
• 9:59
  go
• 9:59
  out
• 9:59
  with
• 9:59
  our
• 10:00
  marketing
• 10:00
  team,
• 10:00
  you
• 10:01
  know,
• 10:01
  you
• 10:02
  know,
• 10:02
  through,
• 10:02
  through
• 10:02
  our
• 10:02
  email
• 10:03
  campaigns
• 10:03
  and
• 10:03
  through
• 10:03
  our
• 10:04
  social
• 10:04
  media
• 10:04
  campaigns,
• 10:05
  they're
• 10:05
  pushing
• 10:05
  the
• 10:05
  messages
• 10:06
  that
• 10:06
  this
• 10:06
  is
• 10:06
  where
• 10:06
  you
• 10:07
  come
• 10:07
  to
• 10:07
  find
• 10:07
  the
• 10:07
  best
• 10:08
  suppliers
• 10:08
  in
• 10:09
  the
• 10:09
  industry.
• 10:10
  The
• 10:10
  other
• 10:10
  element
• 10:10
  of
• 10:11
  it
• 10:11
  is
• 10:11
  there's
• 10:11
  a
• 10:11
  celebratory
• 10:12
  element
• 10:12
  to
• 10:13
  it.
• 10:13
  It's
• 10:13
  a
• 10:14
  happy
• 10:14
  show.
• 10:14
  As
• 10:14
  soon
• 10:15
  as
• 10:15
  you
• 10:15
  get
• 10:15
  engaged,
• 10:15
  you're
• 10:16
  part
• 10:16
  of
• 10:16
  this
• 10:16
  special
• 10:16
  club.
• 10:16
  So
• 10:17
  anything
• 10:17
  that
• 10:17
  allows
• 10:17
  you
• 10:18
  to
• 10:18
  celebrate
• 10:18
  this
• 10:18
  moment
• 10:19
  in
• 10:20
  time,
• 10:20
  you
• 10:20
  know,
• 10:20
  the,
• 10:21
  you
• 10:21
  know,
• 10:21
  you
• 10:21
  want
• 10:21
  to
• 10:22
  be.
• 10:22
  And
• 10:22
  the
• 10:22
  shows
• 10:22
  offer
• 10:23
  that,
• 10:23
  that
• 10:23
  element.
• 10:23
  And
• 10:24
  also
• 10:24
  the
• 10:24
  other
• 10:25
  element
• 10:25
  of
• 10:25
  it
• 10:25
  is
• 10:25
  that
• 10:26
  you,
• 10:26
  you
• 10:26
  know,
• 10:26
  you've
• 10:27
  spoken
• 10:27
  at
• 10:27
  the
• 10:27
  shows
• 10:28
  and
• 10:28
  we,
• 10:30
  and
• 10:30
  we've
• 10:30
  got
• 10:30
  the
• 10:30
  say
• 10:31
  I
• 10:31
  do
• 10:31
  stage,
• 10:31
  which
• 10:32
  has
• 10:32
  really
• 10:33
  useful,
• 10:33
  you
• 10:34
  know,
• 10:34
  talks
• 10:35
  that
• 10:36
  help
• 10:36
  couples
• 10:36
  think
• 10:36
  about,
• 10:37
  you
• 10:37
  know,
• 10:37
  what
• 10:38
  does
• 10:38
  that,
• 10:38
  what
• 10:38
  does
• 10:39
  that,
• 10:39
  that
• 10:39
  kind
• 10:40
  of,
• 10:40
  what
• 10:40
  does
• 10:40
  their
• 10:41
  wedding
• 10:41
  look
• 10:41
  like,
• 10:41
  how
• 10:42
  to
• 10:42
  kind
• 10:42
  of
• 10:42
  make
• 10:42
  it
• 10:43
  as
• 10:43
  enjoyable
• 10:44
  as
• 10:44
  possible
• 10:44
  because
• 10:45
  it
• 10:45
  can
• 10:45
  get
• 10:45
  quite
• 10:45
  stressful.
• 10:46
  So,
• 10:46
  yeah,
• 10:47
  I
• 10:47
  think
• 10:47
  there's
• 10:47
  a
• 10:47
  couple
• 10:48
  of
• 10:48
  elements
• 10:48
  that
• 10:48
  encourage
• 10:49
  couples
• 10:49
  to
• 10:50
  come,
• 10:50
  but
• 10:51
  I
• 10:51
  think
• 10:51
  shopping
• 10:51
  and
• 10:52
  finding
• 10:52
  their
• 10:52
  suppliers
• 10:53
  kind
• 10:53
  of
• 10:53
  top
• 10:53
  of
• 10:53
  the
• 10:53
  list.
• 10:54
  And
• 10:54
  I
• 10:55
  think
• 10:55
  in
• 10:55
  some
• 10:55
  ways
• 10:56
  the
• 10:56
  longevity
• 10:56
  of
• 10:57
  people
• 10:57
  at
• 10:57
  the
• 10:57
  shows
• 10:58
  is
• 10:58
  Longer
• 10:58
  than
• 10:58
  I've
• 10:59
  seen
• 10:59
  at
• 10:59
  other
• 10:59
  shows
• 10:59
  because
• 11:00
  there
• 11:00
  is
• 11:00
  so
• 11:01
  much
• 11:01
  for
• 11:01
  them
• 11:01
  to.
• 11:02
  But
• 11:02
  it's
• 11:02
  not
• 11:02
  just
• 11:03
  the
• 11:03
  exhibition
• 11:04
  stands,
• 11:04
  like
• 11:04
  you
• 11:04
  said,
• 11:04
  there's
• 11:05
  talks,
• 11:05
  but
• 11:05
  also
• 11:05
  you've
• 11:06
  got
• 11:06
  those
• 11:06
  different
• 11:06
  like
• 11:07
  VIP
• 11:07
  areas
• 11:07
  you've
• 11:08
  had
• 11:08
  in
• 11:08
  the
• 11:08
  past,
• 11:09
  lounge
• 11:09
  areas,
• 11:09
  photo
• 11:10
  points,
• 11:10
  there's
• 11:10
  all
• 11:10
  sorts
• 11:11
  of
• 11:11
  things
• 11:11
  going
• 11:11
  on.
• 11:12
  So
• 11:12
  you
• 11:12
  know,
• 11:12
  a
• 11:13
  smaller
• 11:13
  wedding
• 11:13
  show,
• 11:13
  maybe
• 11:14
  a
• 11:14
  couple
• 11:14
  might
• 11:14
  come
• 11:15
  in
• 11:15
  for
• 11:15
  an
• 11:15
  hour
• 11:15
  or
• 11:15
  two.
• 11:16
  Do
• 11:16
  you
• 11:16
  think
• 11:16
  a
• 11:16
  lot
• 11:17
  of
• 11:17
  your
• 11:17
  couples
• 11:17
  stay
• 11:18
  for
• 11:18
  the
• 11:18
  whole
• 11:18
  day?
• 11:18
  So
• 11:19
  we
• 11:19
  plan
• 11:20
  our
• 11:20
  shows
• 11:21
  in
• 11:21
  a
• 11:21
  way
• 11:22
  that
• 11:22
  we're
• 11:23
  maximizing
• 11:23
  the
• 11:23
  dwell
• 11:24
  time.
• 11:24
  We
• 11:24
  know
• 11:25
  from
• 11:25
  a
• 11:25
  visitor
• 11:25
  perspective
• 11:26
  if
• 11:26
  they
• 11:26
  come
• 11:26
  into
• 11:26
  a
• 11:27
  hall
• 11:28
  and
• 11:28
  it's
• 11:28
  just,
• 11:29
  you
• 11:29
  know,
• 11:29
  exhibitor,
• 11:30
  exhibitor,
• 11:30
  exhibitor,
• 11:31
  exhibitor,
• 11:31
  all
• 11:31
  they're
• 11:31
  going
• 11:32
  to
• 11:32
  be
• 11:32
  seeing
• 11:32
  is
• 11:32
  sell,
• 11:33
  sell,
• 11:33
  sell,
• 11:33
  sell,
• 11:33
  sell.
• 11:34
  Right.
• 11:34
  So
• 11:34
  we
• 11:35
  need
• 11:35
  to
• 11:35
  break
• 11:35
  it
• 11:35
  up
• 11:35
  and
• 11:36
  make
• 11:36
  sure
• 11:36
  that
• 11:36
  when
• 11:36
  they
• 11:36
  come
• 11:36
  in.
• 11:37
  Yes,
• 11:38
  of
• 11:38
  course
• 11:38
  the
• 11:38
  primary
• 11:39
  reason
• 11:39
  or
• 11:39
  the
• 11:39
  primary
• 11:40
  reason
• 11:40
  why
• 11:40
  we
• 11:40
  have
• 11:40
  these
• 11:40
  exhibitors
• 11:41
  in
• 11:41
  the
• 11:41
  hall
• 11:41
  is
• 11:41
  so
• 11:42
  that
• 11:42
  they
• 11:42
  can,
• 11:42
  you
• 11:42
  know,
• 11:43
  showcase
• 11:43
  their
• 11:43
  services
• 11:44
  and
• 11:44
  their
• 11:44
  products.
• 11:44
  And
• 11:45
  we
• 11:45
  want
• 11:45
  to
• 11:45
  make
• 11:45
  sure
• 11:45
  that
• 11:46
  that
• 11:46
  is
• 11:46
  as
• 11:46
  comfortable
• 11:46
  as
• 11:47
  possible.
• 11:47
  Not
• 11:47
  just
• 11:47
  for
• 11:47
  the
• 11:48
  visitor
• 11:48
  but
• 11:48
  for
• 11:48
  the
• 11:48
  exhibitor.
• 11:49
  So
• 11:49
  we
• 11:49
  include,
• 11:50
  like
• 11:50
  you
• 11:50
  said,
• 11:50
  we've
• 11:51
  got
• 11:51
  the
• 11:51
  champagne
• 11:51
  bar
• 11:51
  where
• 11:51
  people
• 11:52
  can
• 11:52
  sit
• 11:52
  down,
• 11:52
  have
• 11:53
  a
• 11:53
  drink,
• 11:53
  have
• 11:53
  something
• 11:53
  to
• 11:54
  eat.
• 11:54
  We
• 11:54
  have
• 11:55
  catwalk
• 11:55
  shows
• 11:56
  where
• 11:56
  you
• 11:56
  can
• 11:56
  sit
• 11:56
  down
• 11:56
  for
• 11:56
  20
• 11:57
  minutes
• 11:57
  and
• 11:57
  actually
• 11:57
  get
• 11:57
  ideas,
• 11:58
  inspiration
• 11:58
  of
• 11:58
  what
• 11:58
  you
• 11:59
  want
• 11:59
  your
• 11:59
  wedding
• 11:59
  dress
• 12:01
  as
• 12:01
  kind
• 12:01
  of,
• 12:01
  you
• 12:01
  know,
• 12:01
  interactive
• 12:02
  pieces
• 12:02
  of
• 12:02
  content.
• 12:03
  Like
• 12:03
  the
• 12:03
  say
• 12:03
  I
• 12:04
  do
• 12:04
  stage,
• 12:04
  we've
• 12:04
  got
• 12:05
  like
• 12:05
  nail
• 12:05
  bars
• 12:06
  and
• 12:06
  these
• 12:06
  things
• 12:06
  allow
• 12:08
  for
• 12:08
  visitors
• 12:08
  to
• 12:09
  come
• 12:09
  in,
• 12:09
  speak
• 12:10
  to
• 12:10
  suppliers,
• 12:11
  take
• 12:11
  a
• 12:11
  minute
• 12:12
  to
• 12:12
  either
• 12:12
  regroup,
• 12:13
  think
• 12:13
  about
• 12:13
  kind
• 12:13
  of
• 12:14
  what
• 12:14
  they
• 12:14
  want
• 12:14
  to
• 12:14
  do
• 12:14
  next,
• 12:15
  think
• 12:15
  about,
• 12:15
  you
• 12:15
  know,
• 12:15
  whether
• 12:16
  that
• 12:16
  supplies
• 12:16
  for
• 12:16
  them
• 12:17
  and
• 12:17
  then
• 12:17
  go
• 12:17
  and
• 12:18
  enjoy
• 12:18
  something
• 12:18
  that's,
• 12:19
  that's
• 12:19
  not
• 12:19
  as
• 12:19
  kind
• 12:19
  of
• 12:21
  transactionary,
• 12:22
  it's
• 12:23
  a
• 12:23
  lot
• 12:23
  softer.
• 12:24
  And
• 12:24
  I
• 12:24
  think
• 12:24
  that
• 12:25
  helps
• 12:25
  the
• 12:25
  shows
• 12:26
  be
• 12:26
  positioned
• 12:27
  as
• 12:27
  kind
• 12:27
  of
• 12:27
  days
• 12:28
  out.
• 12:28
  And
• 12:28
  that's
• 12:28
  what
• 12:28
  again
• 12:29
  from
• 12:29
  a
• 12:29
  marketing
• 12:29
  standpoint
• 12:30
  we
• 12:30
  position
• 12:30
  it
• 12:30
  as
• 12:30
  that
• 12:31
  as
• 12:31
  well
• 12:32
  also
• 12:32
  the
• 12:33
  of
• 12:33
  the
• 12:33
  shows.
• 12:34
  So
• 12:34
  at
• 12:34
  the
• 12:34
  nec
• 12:34
  Birmingham,
• 12:35
  it's
• 12:35
  right
• 12:35
  next
• 12:35
  door
• 12:36
  to
• 12:36
  resorts
• 12:36
  worlds.
• 12:36
  There's
• 12:37
  lots
• 12:37
  of
• 12:37
  food
• 12:37
  and
• 12:37
  drink
• 12:38
  places.
• 12:39
  Same
• 12:39
  with
• 12:39
  xl
• 12:40
  London
• 12:40
  and
• 12:40
  Manchester
• 12:41
  slap
• 12:41
  bang
• 12:41
  in
• 12:41
  the
• 12:41
  city
• 12:42
  centre.
• 12:42
  So
• 12:42
  it
• 12:43
  allows
• 12:43
  people
• 12:43
  and
• 12:44
  we
• 12:44
  allow
• 12:44
  people
• 12:44
  to
• 12:44
  come
• 12:45
  in
• 12:45
  and
• 12:45
  out
• 12:45
  of
• 12:45
  the
• 12:45
  hall
• 12:45
  freely
• 12:46
  across
• 12:46
  the
• 12:46
  day.
• 12:47
  So
• 12:47
  that
• 12:47
  again
• 12:48
  it's,
• 12:48
  it's
• 12:48
  not,
• 12:49
  it's
• 12:49
  not
• 12:49
  full
• 12:49
  of
• 12:49
  pressure
• 12:50
  for
• 12:50
  them.
• 12:50
  It's
• 12:50
  an
• 12:50
  enjoyable
• 12:51
  day
• 12:51
  out.
• 12:51
  So
• 12:51
  from
• 12:52
  from
• 12:52
  a
• 12:52
  supplier's
• 12:53
  perspective
• 12:53
  and
• 12:54
  we
• 12:54
  got
• 12:54
  this
• 12:54
  feedback
• 12:54
  at
• 12:54
  Manchester,
• 12:55
  actually
• 12:56
  they
• 12:56
  had
• 12:57
  one,
• 12:57
  one
• 12:57
  of
• 12:57
  my
• 12:57
  suppliers
• 12:58
  had
• 12:58
  a
• 12:58
  bride
• 12:58
  that
• 12:58
  came
• 12:58
  in,
• 12:59
  she
• 12:59
  was
• 12:59
  interested
• 13:00
  in
• 13:00
  buying
• 13:00
  the
• 13:01
  wedding
• 13:01
  dress
• 13:01
  because
• 13:01
  some
• 13:02
  of
• 13:02
  our
• 13:02
  bridal
• 13:02
  boutiques
• 13:03
  will
• 13:03
  sell
• 13:03
  across
• 13:03
  the
• 13:03
  weekend.
• 13:04
  She
• 13:05
  the
• 13:05
  dress
• 13:05
  on
• 13:05
  loved
• 13:06
  it
• 13:07
  but
• 13:07
  wanted
• 13:08
  a
• 13:08
  minute,
• 13:08
  went
• 13:08
  out,
• 13:09
  got
• 13:09
  some
• 13:09
  lunch
• 13:09
  and
• 13:10
  then
• 13:10
  came
• 13:10
  back
• 13:10
  in
• 13:10
  in
• 13:10
  the
• 13:10
  afternoon
• 13:11
  and
• 13:11
  booked
• 13:11
  it.
• 13:11
  So
• 13:12
  we
• 13:12
  do,
• 13:12
  we,
• 13:12
  we
• 13:13
  kind
• 13:13
  of
• 13:13
  have
• 13:13
  lovely
• 13:14
  pieces
• 13:14
  of
• 13:14
  content
• 13:14
  to
• 13:15
  break
• 13:15
  up
• 13:15
  the
• 13:15
  day
• 13:15
  and
• 13:16
  we
• 13:16
  position,
• 13:16
  we
• 13:16
  situate
• 13:17
  our
• 13:17
  shows
• 13:17
  in
• 13:17
  areas
• 13:18
  where
• 13:18
  that
• 13:18
  they
• 13:18
  can
• 13:18
  come
• 13:18
  in
• 13:19
  and
• 13:19
  out
• 13:19
  freely
• 13:20
  over,
• 13:20
  over
• 13:20
  the
• 13:20
  course
• 13:21
  of
• 13:21
  the
• 13:21
  day.
• 13:21
  Now
• 13:21
  I'm
• 13:21
  going
• 13:22
  to
• 13:22
  ask
• 13:22
  you
• 13:22
  some
• 13:22
  questions
• 13:23
  that
• 13:23
  I
• 13:23
  tell
• 13:24
  my
• 13:24
  suppliers
• 13:25
  that
• 13:25
  I
• 13:25
  work
• 13:25
  with
• 13:25
  to
• 13:26
  ask
• 13:26
  before
• 13:27
  they
• 13:27
  ever
• 13:27
  book
• 13:27
  a
• 13:27
  wedding
• 13:28
  show.
• 13:28
  Because
• 13:28
  I
• 13:29
  think
• 13:29
  one
• 13:29
  of
• 13:29
  the
• 13:29
  mistakes
• 13:30
  people
• 13:30
  make
• 13:30
  is
• 13:30
  they
• 13:30
  book
• 13:30
  shows
• 13:31
  without
• 13:31
  actually
• 13:31
  thinking
• 13:32
  about
• 13:32
  it.
• 13:32
  They
• 13:32
  don't
• 13:33
  pay
• 13:33
  any
• 13:33
  attention.
• 13:34
  And
• 13:34
  one
• 13:34
  of
• 13:34
  the
• 13:34
  big
• 13:34
  things
• 13:35
  I
• 13:35
  say
• 13:35
  to
• 13:35
  ask
• 13:36
  before
• 13:36
  they
• 13:37
  actually
• 13:37
  start
• 13:37
  spending
• 13:38
  money
• 13:38
  is
• 13:39
  about
• 13:39
  the
• 13:39
  demographic
• 13:40
  of
• 13:40
  the
• 13:40
  show
• 13:41
  and
• 13:41
  who's
• 13:42
  actually
• 13:42
  there
• 13:42
  because
• 13:42
  if
• 13:42
  it's
• 13:43
  not
• 13:43
  the
• 13:43
  couples
• 13:43
  that
• 13:43
  they're
• 13:43
  trying
• 13:44
  to
• 13:44
  attract
• 13:44
  to
• 13:44
  their
• 13:44
  business,
• 13:45
  it's
• 13:45
  not
• 13:45
  right
• 13:45
  for
• 13:46
  them.
• 13:46
  So
• 13:46
  who
• 13:47
  are
• 13:47
  the
• 13:47
  demographic
• 13:48
  would
• 13:48
  you
• 13:48
  say
• 13:48
  at
• 13:49
  the
• 13:49
  national
• 13:49
  wedding
• 13:50
  show?
• 13:50
  And
• 13:50
  it
• 13:50
  does
• 13:50
  it
• 13:51
  vary
• 13:51
  between
• 13:51
  location?
• 13:52
  So
• 13:53
  yeah,
• 13:53
  well
• 13:54
  the
• 13:54
  key
• 13:54
  difference
• 13:55
  between
• 13:55
  each
• 13:55
  location
• 13:56
  is
• 13:56
  kind
• 13:57
  of
• 13:57
  where
• 13:57
  these,
• 13:57
  where
• 13:58
  these
• 13:58
  couples
• 13:58
  are
• 13:58
  coming
• 13:58
  from.
• 13:59
  So
• 13:59
  if
• 13:59
  we
• 13:59
  look
• 13:59
  at
• 13:59
  the
• 13:59
  NEC
• 14:00
  show
• 14:00
  for
• 14:00
  example,
• 14:00
  you're
• 14:01
  getting
• 14:01
  primarily
• 14:02
  the
• 14:02
  Midlands
• 14:03
  catchment
• 14:04
  xl.
• 14:04
  London
• 14:05
  you're
• 14:05
  getting
• 14:05
  London
• 14:06
  and
• 14:06
  the
• 14:06
  Home
• 14:06
  Counties
• 14:07
  and
• 14:07
  at
• 14:07
  Manchester
• 14:08
  it's
• 14:08
  kind
• 14:08
  of
• 14:08
  the
• 14:08
  northwest
• 14:08
  catchment.
• 14:09
  So
• 14:09
  from,
• 14:10
  in
• 14:10
  terms
• 14:10
  of
• 14:10
  where
• 14:10
  they're
• 14:11
  coming
• 14:11
  from,
• 14:11
  it's
• 14:12
  very
• 14:12
  kind
• 14:12
  of
• 14:12
  regional
• 14:13
  which
• 14:13
  is
• 14:13
  why
• 14:13
  we
• 14:13
  have
• 14:13
  three
• 14:14
  different
• 14:14
  events.
• 14:15
  But
• 14:15
  in
• 14:15
  terms
• 14:15
  of
• 14:16
  that,
• 14:16
  that
• 14:16
  you
• 14:17
  know,
• 14:17
  their
• 14:17
  budgets,
• 14:18
  it
• 14:18
  does
• 14:18
  vary
• 14:18
  slightly
• 14:19
  because
• 14:19
  of
• 14:19
  where
• 14:20
  you
• 14:20
  are.
• 14:20
  You
• 14:20
  know,
• 14:20
  you'll
• 14:21
  often
• 14:21
  find
• 14:21
  that
• 14:21
  London
• 14:22
  is
• 14:22
  slightly
• 14:22
  higher
• 14:23
  than,
• 14:23
  than
• 14:23
  the
• 14:24
  Midlands.
• 14:25
  Interestingly,
• 14:25
  Manchester
• 14:26
  and
• 14:26
  London
• 14:26
  are
• 14:26
  very
• 14:27
  much
• 14:27
  on
• 14:27
  par
• 14:27
  but
• 14:28
  we
• 14:28
  sit
• 14:28
  proudly
• 14:29
  in
• 14:29
  the
• 14:29
  mid
• 14:29
  market.
• 14:30
  So
• 14:30
  you
• 14:30
  know,
• 14:30
  quite
• 14:30
  often
• 14:31
  I'll
• 14:31
  speak
• 14:31
  to
• 14:31
  suppliers
• 14:32
  that
• 14:32
  are
• 14:32
  interested
• 14:33
  in
• 14:33
  speaking
• 14:34
  to
• 14:34
  couples,
• 14:34
  but
• 14:34
  they
• 14:34
  sit
• 14:35
  more
• 14:35
  in
• 14:35
  the
• 14:35
  luxury
• 14:35
  premium
• 14:36
  market.
• 14:36
  And
• 14:36
  we
• 14:37
  isn't
• 14:37
  our
• 14:37
  audience.
• 14:38
  You
• 14:38
  know,
• 14:38
  we
• 14:39
  are
• 14:39
  mid
• 14:39
  market.
• 14:39
  We
• 14:40
  know
• 14:40
  that
• 14:40
  our
• 14:40
  couples
• 14:41
  have
• 14:41
  a
• 14:41
  budget
• 14:41
  to
• 14:41
  spend.
• 14:41
  We
• 14:42
  know
• 14:42
  that,
• 14:42
  you
• 14:42
  know,
• 14:43
  when,
• 14:43
  when
• 14:43
  they're
• 14:43
  shopping
• 14:44
  for
• 14:44
  their
• 14:44
  wedding
• 14:44
  they
• 14:45
  have
• 14:45
  a
• 14:45
  budget
• 14:45
  in
• 14:45
  mind.
• 14:45
  Quite
• 14:46
  often
• 14:46
  they
• 14:46
  go
• 14:46
  over.
• 14:48
  But
• 14:48
  this,
• 14:49
  but
• 14:49
  this,
• 14:49
  this
• 14:50
  kind
• 14:50
  of,
• 14:50
  this
• 14:50
  mid
• 14:51
  market
• 14:51
  is
• 14:51
  kind
• 14:51
  of
• 14:52
  where
• 14:52
  we
• 14:52
  sit
• 14:53
  and
• 14:53
  we,
• 14:54
  that
• 14:54
  allows
• 14:54
  us
• 14:54
  to
• 14:54
  have
• 14:54
  a
• 14:55
  much
• 14:55
  broader
• 14:55
  catchment.
• 14:57
  I
• 14:57
  think
• 14:57
  another
• 14:57
  thing
• 14:58
  that
• 14:58
  we
• 14:58
  do
• 14:58
  is,
• 14:59
  you
• 14:59
  know,
• 15:00
  when,
• 15:00
  when
• 15:00
  looking
• 15:01
  kind
• 15:01
  of
• 15:01
  our,
• 15:01
  our
• 15:02
  events
• 15:02
  is
• 15:02
  we
• 15:02
  ticket
• 15:03
  our,
• 15:03
  our
• 15:03
  shows
• 15:03
  so
• 15:04
  we
• 15:04
  charge
• 15:04
  between
• 15:04
  20
• 15:05
  and
• 15:05
  40
• 15:05
  pounds
• 15:05
  to
• 15:06
  attend
• 15:06
  and
• 15:06
  that
• 15:07
  for
• 15:07
  us
• 15:07
  it
• 15:07
  not
• 15:09
  that
• 15:10
  quality
• 15:10
  of
• 15:10
  audience
• 15:11
  because
• 15:11
  you
• 15:11
  know
• 15:11
  there
• 15:11
  are
• 15:11
  people
• 15:12
  in
• 15:12
  the
• 15:12
  world
• 15:12
  that
• 15:12
  will
• 15:12
  just
• 15:12
  go
• 15:13
  to
• 15:13
  a
• 15:13
  show
• 15:13
  for
• 15:13
  the
• 15:13
  sake
• 15:13
  of
• 15:14
  it,
• 15:14
  for
• 15:14
  a
• 15:14
  bit
• 15:14
  of
• 15:14
  Prosecco
• 15:14
  and
• 15:15
  cake.
• 15:15
  It
• 15:16
  just.
• 15:16
  You
• 15:16
  just
• 15:16
  get
• 15:17
  this
• 15:17
  intentional
• 15:17
  couple
• 15:18
  that
• 15:18
  are
• 15:18
  there
• 15:18
  to
• 15:19
  actually
• 15:19
  get
• 15:19
  things
• 15:19
  off,
• 15:20
  take
• 15:20
  things
• 15:20
  off
• 15:20
  their
• 15:21
  shopping
• 15:21
  list.
• 15:21
  Yeah,
• 15:22
  I
• 15:22
  think
• 15:22
  that's
• 15:22
  actually
• 15:22
  a
• 15:22
  really
• 15:22
  important
• 15:23
  point
• 15:23
  because
• 15:23
  I've
• 15:24
  been,
• 15:24
  when
• 15:24
  I
• 15:24
  was
• 15:24
  a
• 15:24
  wedding
• 15:25
  supplier,
• 15:25
  going
• 15:25
  back
• 15:26
  years
• 15:26
  and
• 15:26
  years,
• 15:26
  I've
• 15:26
  been
• 15:27
  at
• 15:27
  shows
• 15:27
  myself,
• 15:27
  exhibiting
• 15:28
  where
• 15:29
  it's
• 15:29
  international
• 15:30
  Trust
• 15:30
  property
• 15:30
  or
• 15:30
  something
• 15:31
  and
• 15:31
  just
• 15:31
  people
• 15:31
  are
• 15:31
  just
• 15:32
  wandering
• 15:32
  in
• 15:32
  because
• 15:33
  they
• 15:33
  fancy
• 15:33
  a
• 15:33
  look
• 15:34
  around
• 15:34
  and
• 15:34
  actually
• 15:34
  it's
• 15:34
  really
• 15:35
  hard
• 15:35
  to
• 15:35
  differentiate
• 15:35
  who's
• 15:36
  serious.
• 15:37
  But
• 15:37
  actually
• 15:38
  by
• 15:38
  putting
• 15:38
  a
• 15:38
  ticket
• 15:39
  price
• 15:39
  on,
• 15:40
  you
• 15:40
  are
• 15:41
  already
• 15:41
  filtering
• 15:42
  that
• 15:42
  because
• 15:42
  if
• 15:42
  people
• 15:42
  have
• 15:43
  paid,
• 15:43
  number
• 15:43
  one,
• 15:43
  they're
• 15:43
  more
• 15:43
  likely
• 15:44
  to
• 15:44
  show
• 15:44
  up.
• 15:44
  But
• 15:44
  number
• 15:44
  two,
• 15:45
  like
• 15:45
  you
• 15:45
  said,
• 15:45
  they're
• 15:46
  intentional
• 15:46
  and
• 15:47
  they're
• 15:47
  willing
• 15:47
  to
• 15:47
  invest
• 15:48
  something
• 15:48
  because
• 15:48
  if
• 15:48
  they're
• 15:49
  willing
• 15:49
  to
• 15:49
  pay
• 15:49
  £20
• 15:50
  to
• 15:50
  be
• 15:50
  there,
• 15:51
  they
• 15:51
  therefore
• 15:52
  have
• 15:52
  that
• 15:52
  mindset
• 15:53
  of
• 15:53
  I
• 15:53
  now
• 15:53
  need
• 15:53
  to
• 15:54
  make
• 15:54
  the
• 15:54
  most
• 15:55
  of
• 15:55
  this
• 15:55
  day.
• 15:55
  It's
• 15:55
  that
• 15:55
  sunk
• 15:56
  cost
• 15:56
  fallacy
• 15:56
  like
• 15:56
  I've
• 15:57
  paid
• 15:57
  to
• 15:57
  be
• 15:57
  here,
• 15:57
  therefore
• 15:58
  I
• 15:58
  need
• 15:58
  to
• 15:58
  make
• 15:58
  sure
• 15:59
  I
• 15:59
  have
• 15:59
  left
• 16:00
  the
• 16:00
  show
• 16:00
  having
• 16:01
  ticked
• 16:01
  things
• 16:01
  off
• 16:01
  of
• 16:02
  my
• 16:02
  list.
• 16:02
  So
• 16:02
  I
• 16:02
  think
• 16:02
  you
• 16:02
  do
• 16:03
  attract
• 16:04
  a
• 16:04
  more
• 16:04
  premium
• 16:05
  audience.
• 16:06
  But
• 16:06
  in
• 16:06
  that
• 16:06
  mid
• 16:07
  range,
• 16:08
  in
• 16:08
  terms
• 16:08
  of
• 16:08
  amount
• 16:09
  of
• 16:09
  footfall,
• 16:10
  obviously
• 16:10
  I
• 16:10
  gave
• 16:10
  the
• 16:10
  big
• 16:11
  number,
• 16:11
  which
• 16:11
  is
• 16:11
  across
• 16:12
  all
• 16:12
  of
• 16:12
  your
• 16:12
  shows
• 16:12
  on
• 16:13
  an
• 16:13
  individual
• 16:13
  show
• 16:14
  basis.
• 16:14
  Again,
• 16:14
  does
• 16:15
  it
• 16:15
  vary
• 16:15
  between
• 16:15
  the
• 16:16
  places?
• 16:16
  Manchester
• 16:16
  being
• 16:17
  newer,
• 16:17
  are
• 16:18
  you
• 16:18
  seeing
• 16:18
  roughly
• 16:19
  on
• 16:19
  average
• 16:19
  the
• 16:19
  same
• 16:19
  amount
• 16:20
  of
• 16:20
  footfall
• 16:20
  across
• 16:20
  the
• 16:21
  shows?
• 16:21
  Yeah.
• 16:22
  So
• 16:22
  we
• 16:22
  would
• 16:22
  say
• 16:23
  from
• 16:23
  a
• 16:23
  football
• 16:23
  perspective,
• 16:24
  Birmingham
• 16:25
  sits
• 16:25
  at
• 16:25
  just
• 16:25
  over
• 16:26
  10,000.
• 16:27
  And
• 16:27
  if
• 16:27
  we
• 16:28
  look
• 16:28
  at
• 16:28
  the
• 16:28
  numbers
• 16:28
  from
• 16:28
  the
• 16:28
  autumn
• 16:29
  show,
• 16:29
  just
• 16:29
  gone
• 16:29
  for
• 16:29
  xl,
• 16:30
  interestingly
• 16:31
  sitting
• 16:32
  at
• 16:32
  that
• 16:32
  amount,
• 16:32
  XL
• 16:32
  has
• 16:33
  seen
• 16:33
  phenomenal
• 16:33
  growth
• 16:34
  over
• 16:34
  the
• 16:34
  last
• 16:34
  few
• 16:35
  seasons.
• 16:36
  So
• 16:36
  it's
• 16:37
  very
• 16:37
  much
• 16:37
  rivaling
• 16:38
  footfall
• 16:39
  of
• 16:39
  NEC
• 16:40
  Birmingham.
• 16:41
  Manchester
• 16:41
  is
• 16:42
  a
• 16:42
  launch
• 16:42
  show,
• 16:42
  so
• 16:42
  we
• 16:42
  delivered
• 16:43
  just,
• 16:43
  just
• 16:44
  over
• 16:44
  7,000
• 16:44
  visitors
• 16:45
  across,
• 16:45
  across
• 16:46
  the
• 16:46
  two
• 16:46
  days.
• 16:46
  And
• 16:47
  the
• 16:47
  goal
• 16:47
  is
• 16:48
  just
• 16:48
  with
• 16:48
  every
• 16:49
  show
• 16:49
  that
• 16:49
  you
• 16:49
  do
• 16:49
  is
• 16:49
  to
• 16:50
  continually
• 16:50
  grow
• 16:50
  that
• 16:51
  not
• 16:51
  just
• 16:51
  in,
• 16:51
  in
• 16:51
  terms
• 16:52
  of
• 16:52
  size,
• 16:52
  in
• 16:52
  terms
• 16:52
  of
• 16:53
  getting
• 16:53
  the
• 16:53
  number
• 16:53
  of
• 16:53
  suppliers
• 16:54
  into
• 16:54
  the
• 16:54
  show,
• 16:54
  but
• 16:55
  also
• 16:55
  through
• 16:55
  football.
• 16:55
  I
• 16:56
  think
• 16:56
  the
• 16:56
  more
• 16:56
  we,
• 16:57
  the
• 16:57
  more
• 16:58
  people
• 16:58
  know
• 16:58
  about
• 16:58
  the
• 16:58
  show
• 16:59
  and
• 16:59
  I
• 16:59
  think
• 16:59
  that
• 16:59
  the
• 17:00
  shows
• 17:00
  that
• 17:00
  we've
• 17:00
  just
• 17:00
  done,
• 17:01
  it's
• 17:02
  great
• 17:02
  to
• 17:02
  see
• 17:02
  lots
• 17:02
  of,
• 17:02
  lots
• 17:03
  of
• 17:03
  couples
• 17:03
  emailing
• 17:04
  us,
• 17:04
  being
• 17:04
  like,
• 17:04
  when's
• 17:05
  the
• 17:05
  next
• 17:05
  show,
• 17:05
  Manchester?
• 17:06
  When's
• 17:06
  that
• 17:06
  happening?
• 17:06
  So
• 17:07
  we'll
• 17:07
  see
• 17:07
  that,
• 17:08
  we'll
• 17:08
  see
• 17:08
  that
• 17:08
  growth
• 17:08
  in
• 17:09
  terms
• 17:09
  of
• 17:09
  football
• 17:09
  next.
• 17:10
  Next
• 17:10
  year.
• 17:10
  Amazing.
• 17:11
  And
• 17:11
  I
• 17:11
  think
• 17:11
  that's
• 17:11
  a
• 17:12
  great
• 17:12
  start
• 17:12
  for
• 17:12
  Manchester.
• 17:13
  7,000
• 17:14
  for
• 17:14
  a
• 17:14
  launch
• 17:15
  show.
• 17:15
  And
• 17:15
  as
• 17:16
  you
• 17:16
  say,
• 17:16
  that's
• 17:16
  only
• 17:16
  going
• 17:17
  to
• 17:17
  increase.
• 17:17
  And
• 17:17
  it's
• 17:18
  also
• 17:18
  really
• 17:18
  positive
• 17:18
  that
• 17:18
  London
• 17:19
  has
• 17:19
  seen
• 17:19
  such
• 17:19
  an
• 17:20
  increase
• 17:20
  because
• 17:20
  Birmingham
• 17:21
  was
• 17:21
  always
• 17:21
  the
• 17:22
  leader
• 17:22
  of
• 17:22
  the
• 17:23
  pack.
• 17:23
  So
• 17:23
  that's
• 17:23
  also
• 17:24
  great
• 17:24
  to
• 17:24
  hear.
• 17:24
  And
• 17:24
  that's
• 17:25
  a
• 17:25
  lot
• 17:25
  of
• 17:25
  people
• 17:26
  through
• 17:27
  the
• 17:27
  room,
• 17:27
  and
• 17:27
  I
• 17:27
  think
• 17:27
  that's
• 17:28
  one
• 17:28
  thing
• 17:28
  we
• 17:28
  have
• 17:28
  to
• 17:28
  hold
• 17:29
  on
• 17:29
  to.
• 17:29
  I
• 17:29
  mean,
• 17:30
  we'll
• 17:30
  come
• 17:30
  on
• 17:30
  to
• 17:30
  cost
• 17:30
  later,
• 17:31
  but
• 17:31
  quite
• 17:31
  often
• 17:31
  people
• 17:32
  say
• 17:32
  to
• 17:32
  me,
• 17:32
  oh,
• 17:33
  big
• 17:33
  wedding
• 17:33
  shows
• 17:33
  are
• 17:33
  too
• 17:34
  expensive.
• 17:34
  And
• 17:34
  I
• 17:35
  understand
• 17:35
  that
• 17:35
  mindset.
• 17:36
  But
• 17:36
  equally,
• 17:37
  you
• 17:37
  have
• 17:37
  to
• 17:37
  look
• 17:38
  at
• 17:38
  it
• 17:38
  from
• 17:38
  a
• 17:38
  marketing
• 17:38
  perspect
• 17:39
  of,
• 17:39
  you
• 17:40
  know,
• 17:40
  cost
• 17:40
  per
• 17:41
  walking
• 17:41
  people
• 17:42
  through
• 17:42
  the
• 17:42
  door,
• 17:43
  because
• 17:43
  often
• 17:43
  we're
• 17:44
  just
• 17:44
  like,
• 17:44
  well,
• 17:44
  that's
• 17:44
  really
• 17:44
  expensive
• 17:45
  and
• 17:45
  this
• 17:45
  is
• 17:45
  really
• 17:45
  cheap.
• 17:46
  But
• 17:46
  the
• 17:46
  really
• 17:46
  cheap
• 17:47
  show
• 17:47
  may
• 17:47
  get
• 17:47
  20
• 17:48
  visitors,
• 17:48
  and
• 17:49
  the
• 17:49
  really
• 17:49
  expensive
• 17:50
  show,
• 17:50
  or
• 17:50
  what's
• 17:51
  seen
• 17:51
  as
• 17:51
  expensive,
• 17:51
  may
• 17:52
  get
• 17:52
  10,000
• 17:53
  visitors.
• 17:53
  And
• 17:54
  therefore
• 17:54
  you
• 17:54
  can't
• 17:55
  compare
• 17:55
  them
• 17:55
  like,
• 17:56
  for
• 17:56
  like.
• 17:56
  I
• 17:56
  think
• 17:56
  that's
• 17:56
  one
• 17:56
  of
• 17:56
  the
• 17:57
  mistakes
• 17:57
  people
• 17:57
  make.
• 17:58
  But
• 17:58
  we'll
• 17:58
  come
• 17:58
  on
• 17:58
  to
• 17:58
  that
• 17:59
  in
• 17:59
  a
• 17:59
  little
• 17:59
  bit
• 17:59
  because
• 17:59
  I
• 17:59
  want
• 17:59
  to
• 18:00
  talk
• 18:00
  about
• 18:00
  what
• 18:00
  works
• 18:01
  for
• 18:01
  exhibitors.
• 18:01
  You've
• 18:02
  been
• 18:02
  in
• 18:02
  and
• 18:02
  around
• 18:02
  these
• 18:02
  shows
• 18:03
  for
• 18:03
  years.
• 18:03
  I
• 18:04
  saw
• 18:04
  them
• 18:04
  up
• 18:05
  close
• 18:05
  and
• 18:05
  personal
• 18:05
  as
• 18:05
  well.
• 18:06
  So
• 18:06
  I've
• 18:06
  got
• 18:06
  some
• 18:06
  thoughts.
• 18:07
  But
• 18:07
  what
• 18:07
  do
• 18:07
  you
• 18:07
  think
• 18:08
  works
• 18:08
  for
• 18:08
  exhibitors?
• 18:09
  Are
• 18:09
  there
• 18:09
  exhibitors
• 18:10
  that
• 18:10
  you
• 18:10
  see
• 18:10
  come
• 18:10
  back
• 18:11
  time
• 18:11
  and
• 18:11
  time
• 18:11
  and
• 18:11
  time
• 18:12
  again
• 18:12
  and
• 18:12
  are
• 18:12
  easily
• 18:13
  booking
• 18:14
  up
• 18:14
  straight
• 18:14
  away
• 18:14
  for
• 18:14
  the
• 18:14
  next
• 18:15
  show?
• 18:15
  Why
• 18:15
  do
• 18:16
  you
• 18:16
  think
• 18:16
  that
• 18:16
  is?
• 18:16
  What's
• 18:17
  working
• 18:17
  for
• 18:17
  them?
• 18:18
  Yeah,
• 18:18
  so
• 18:19
  I
• 18:19
  think
• 18:19
  that.
• 18:20
  So
• 18:21
  firstly,
• 18:21
  in
• 18:21
  terms
• 18:22
  of
• 18:22
  that
• 18:22
  retention,
• 18:22
  we
• 18:23
  have
• 18:23
  around
• 18:23
  70%
• 18:24
  of
• 18:24
  our
• 18:24
  exhibitors
• 18:24
  that
• 18:24
  are
• 18:24
  coming
• 18:25
  back
• 18:25
  year
• 18:25
  on
• 18:25
  year,
• 18:25
  which
• 18:26
  is
• 18:26
  a
• 18:26
  really
• 18:26
  good
• 18:27
  indication
• 18:27
  that
• 18:28
  the
• 18:28
  shows
• 18:28
  work
• 18:28
  for
• 18:28
  them,
• 18:29
  that
• 18:30
  we're
• 18:30
  doing
• 18:30
  something
• 18:31
  right.
• 18:31
  And,
• 18:32
  you
• 18:32
  know,
• 18:32
  that
• 18:32
  their
• 18:33
  business
• 18:33
  is
• 18:33
  required,
• 18:34
  you
• 18:34
  know,
• 18:34
  in
• 18:35
  terms
• 18:35
  of
• 18:35
  kind
• 18:35
  of
• 18:35
  what
• 18:35
  they.
• 18:35
  What
• 18:36
  they're
• 18:36
  offering
• 18:36
  from
• 18:36
  a
• 18:36
  product
• 18:36
  and
• 18:37
  service
• 18:37
  perspective.
• 18:38
  So
• 18:38
  that's
• 18:39
  really
• 18:39
  good.
• 18:39
  And
• 18:39
  that
• 18:39
  makes
• 18:39
  our
• 18:39
  lives
• 18:40
  a
• 18:40
  lot
• 18:40
  easier.
• 18:40
  It
• 18:40
  allows
• 18:41
  us
• 18:41
  to
• 18:41
  continue
• 18:41
  to
• 18:41
  grow
• 18:41
  the
• 18:42
  show.
• 18:42
  But
• 18:42
  in
• 18:42
  terms
• 18:43
  of
• 18:43
  what
• 18:43
  they
• 18:43
  do,
• 18:44
  and
• 18:44
  what
• 18:45
  I've
• 18:45
  noticed
• 18:45
  over
• 18:45
  the
• 18:46
  years
• 18:46
  is
• 18:46
  the
• 18:47
  suppliers
• 18:47
  that
• 18:47
  do
• 18:47
  the
• 18:47
  best
• 18:48
  are
• 18:48
  those
• 18:49
  that
• 18:49
  make
• 18:49
  it
• 18:49
  easier
• 18:50
  for
• 18:51
  the
• 18:51
  couples
• 18:51
  to
• 18:51
  buy.
• 18:52
  So
• 18:52
  one
• 18:52
  of
• 18:52
  the
• 18:53
  first
• 18:53
  things
• 18:53
  I'll
• 18:53
  say
• 18:53
  to
• 18:53
  a
• 18:54
  new
• 18:54
  supplier
• 18:54
  is
• 18:54
  that
• 18:55
  you've
• 18:55
  got
• 18:55
  to
• 18:55
  make
• 18:55
  sure.
• 18:55
  Yes,
• 18:57
  you've
• 18:57
  got
• 18:57
  to
• 18:58
  make
• 18:58
  sure
• 18:58
  that
• 18:58
  it's
• 18:58
  really
• 18:58
  easy
• 18:59
  to
• 18:59
  understand
• 19:00
  or
• 19:00
  identify
• 19:01
  what
• 19:01
  you
• 19:01
  do
• 19:01
  on
• 19:02
  stand.
• 19:02
  So
• 19:02
  quite
• 19:03
  often,
• 19:03
  you
• 19:03
  know,
• 19:03
  you'll
• 19:04
  see
• 19:04
  some
• 19:04
  beautifully
• 19:05
  dressed
• 19:06
  stands,
• 19:06
  but
• 19:06
  it
• 19:06
  isn't
• 19:07
  really
• 19:07
  clear
• 19:07
  what
• 19:07
  they
• 19:07
  do.
• 19:08
  So
• 19:08
  sometimes,
• 19:08
  you
• 19:09
  know,
• 19:09
  visually,
• 19:09
  when
• 19:09
  people
• 19:10
  are
• 19:10
  walking
• 19:10
  past
• 19:10
  them,
• 19:11
  it's
• 19:11
  not
• 19:11
  clear
• 19:11
  whether
• 19:12
  a
• 19:12
  venue
• 19:12
  stylist
• 19:12
  or
• 19:13
  whether
• 19:13
  they're
• 19:13
  an
• 19:13
  app
• 19:14
  or,
• 19:14
  you
• 19:14
  know,
• 19:15
  whether
• 19:15
  they.
• 19:15
  They.
• 19:16
  They
• 19:16
  provide,
• 19:16
  I
• 19:17
  don't
• 19:17
  know,
• 19:17
  a
• 19:17
  photo
• 19:17
  with
• 19:18
  Service.
• 19:18
  It's
• 19:18
  really
• 19:18
  important
• 19:19
  visually
• 19:20
  to
• 19:20
  make
• 19:20
  sure
• 19:22
  that
• 19:22
  it's,
• 19:22
  it's,
• 19:23
  you
• 19:23
  know,
• 19:23
  within
• 19:24
  kind
• 19:24
  of
• 19:24
  the
• 19:24
  first
• 19:24
  few
• 19:24
  seconds
• 19:25
  somebody
• 19:25
  knows
• 19:25
  what,
• 19:26
  what
• 19:26
  it
• 19:26
  is
• 19:26
  that
• 19:26
  you
• 19:26
  do.
• 19:27
  And
• 19:27
  second,
• 19:27
  you
• 19:28
  need
• 19:28
  to
• 19:28
  have
• 19:28
  a
• 19:28
  very
• 19:28
  strong
• 19:29
  and
• 19:29
  clear
• 19:29
  pricing
• 19:30
  structure.
• 19:30
  So
• 19:30
  quite
• 19:31
  often
• 19:31
  couples
• 19:32
  are
• 19:32
  coming
• 19:32
  in,
• 19:32
  it's.
• 19:32
  Well,
• 19:32
  most
• 19:33
  of
• 19:33
  the
• 19:33
  time
• 19:33
  it's
• 19:33
  their
• 19:33
  first
• 19:33
  time
• 19:34
  going
• 19:34
  through
• 19:34
  this
• 19:34
  process.
• 19:35
  So
• 19:35
  they
• 19:35
  don't
• 19:36
  really
• 19:36
  have
• 19:36
  any
• 19:36
  concept
• 19:37
  what,
• 19:37
  you
• 19:37
  know,
• 19:38
  what,
• 19:38
  you
• 19:38
  know,
• 19:38
  what
• 19:38
  a,
• 19:39
  I
• 19:39
  don't
• 19:39
  know,
• 19:39
  a
• 19:39
  photography
• 19:40
  package
• 19:40
  costs
• 19:41
  or
• 19:41
  a
• 19:41
  photo
• 19:41
  booth
• 19:41
  package
• 19:42
  costs.
• 19:42
  So
• 19:42
  if
• 19:42
  you
• 19:43
  don't
• 19:43
  have
• 19:43
  clear
• 19:44
  structure
• 19:44
  or
• 19:44
  you
• 19:44
  have,
• 19:45
  don't
• 19:45
  have
• 19:45
  clear
• 19:45
  price
• 19:46
  lists
• 19:46
  or
• 19:46
  a
• 19:47
  clear
• 19:47
  way
• 19:48
  of
• 19:48
  kind
• 19:48
  of
• 19:48
  talking
• 19:49
  through
• 19:49
  those,
• 19:50
  that
• 19:50
  pricing,
• 19:51
  you're
• 19:51
  losing
• 19:51
  customers.
• 19:52
  So
• 19:52
  I
• 19:52
  often
• 19:53
  encourage
• 19:53
  people
• 19:53
  to
• 19:54
  have
• 19:54
  that
• 19:54
  ready
• 19:54
  to
• 19:54
  go.
• 19:55
  And
• 19:55
  also
• 19:56
  having
• 19:56
  enough
• 19:57
  space
• 19:58
  on
• 19:58
  stand,
• 19:58
  so
• 19:59
  having
• 19:59
  enough
• 19:59
  space
• 19:59
  so
• 20:00
  that
• 20:00
  people
• 20:00
  actually
• 20:00
  come
• 20:00
  in
• 20:01
  and
• 20:01
  have
• 20:01
  a
• 20:02
  conversation.
• 20:02
  And
• 20:03
  when
• 20:03
  I
• 20:03
  look
• 20:03
  at
• 20:03
  suppliers
• 20:03
  that
• 20:04
  have
• 20:04
  done
• 20:04
  well
• 20:04
  over
• 20:04
  the
• 20:04
  years,
• 20:05
  first
• 20:05
  of
• 20:05
  all,
• 20:05
  they
• 20:05
  have
• 20:05
  a
• 20:05
  viable
• 20:06
  product
• 20:06
  and
• 20:06
  service.
• 20:06
  They're
• 20:07
  actually
• 20:07
  really
• 20:07
  good
• 20:07
  at
• 20:07
  what
• 20:08
  they
• 20:08
  do
• 20:08
  and
• 20:08
  the
• 20:08
  product
• 20:10
  that
• 20:10
  they
• 20:10
  do
• 20:10
  have
• 20:11
  is
• 20:11
  relevant
• 20:11
  for
• 20:12
  the
• 20:12
  industry.
• 20:12
  But
• 20:13
  the
• 20:13
  second,
• 20:13
  the
• 20:14
  second
• 20:14
  kind
• 20:14
  of
• 20:14
  the
• 20:14
  other
• 20:15
  points
• 20:15
  is
• 20:15
  that
• 20:15
  they
• 20:15
  actually
• 20:16
  do
• 20:16
  make
• 20:16
  an
• 20:16
  effort
• 20:17
  in
• 20:17
  terms
• 20:17
  of
• 20:17
  the
• 20:17
  way
• 20:17
  their
• 20:17
  stand
• 20:18
  looks.
• 20:19
  They
• 20:19
  make
• 20:19
  it
• 20:19
  clear
• 20:20
  to
• 20:20
  the,
• 20:20
  to
• 20:21
  the
• 20:21
  visitor
• 20:21
  and
• 20:21
  they
• 20:21
  make
• 20:22
  it
• 20:22
  easy
• 20:22
  to
• 20:22
  buy.
• 20:22
  And
• 20:23
  that's
• 20:23
  why
• 20:23
  they
• 20:24
  do
• 20:24
  well
• 20:24
  from
• 20:24
  the
• 20:25
  shows
• 20:25
  and
• 20:25
  they
• 20:25
  come
• 20:25
  back
• 20:25
  year
• 20:26
  on
• 20:26
  year.
• 20:26
  I
• 20:26
  think
• 20:27
  it's
• 20:27
  interesting,
• 20:27
  isn't
• 20:27
  it,
• 20:28
  because
• 20:28
  it's
• 20:28
  almost.
• 20:29
  We're
• 20:30
  kind
• 20:30
  of
• 20:30
  contradicting
• 20:31
  ourselves
• 20:31
  in
• 20:31
  some
• 20:32
  ways
• 20:32
  because
• 20:32
  we
• 20:32
  know
• 20:33
  that
• 20:33
  it's
• 20:33
  important
• 20:33
  for
• 20:34
  the
• 20:34
  stand
• 20:34
  to
• 20:34
  look
• 20:34
  amazing.
• 20:35
  But
• 20:36
  I
• 20:36
  think
• 20:36
  sometimes,
• 20:37
  as
• 20:37
  you
• 20:37
  say,
• 20:38
  people
• 20:38
  spend
• 20:38
  so
• 20:39
  much
• 20:39
  energy
• 20:39
  and
• 20:39
  effort
• 20:39
  making
• 20:40
  their
• 20:40
  stand
• 20:40
  look
• 20:40
  amazing
• 20:41
  that
• 20:41
  they
• 20:41
  end
• 20:41
  up
• 20:42
  looking
• 20:42
  like
• 20:42
  a
• 20:42
  florist
• 20:43
  or
• 20:43
  looking
• 20:43
  like
• 20:43
  a
• 20:43
  styling
• 20:44
  company
• 20:44
  when
• 20:45
  they're
• 20:45
  actually
• 20:45
  something
• 20:46
  completely
• 20:46
  different.
• 20:47
  And
• 20:47
  so
• 20:48
  that's
• 20:48
  actually
• 20:48
  a
• 20:49
  really
• 20:49
  tough
• 20:49
  thing
• 20:50
  to
• 20:50
  get
• 20:50
  right,
• 20:50
  to
• 20:51
  make
• 20:51
  your
• 20:51
  stand
• 20:52
  look
• 20:52
  great.
• 20:53
  But
• 20:54
  also
• 20:54
  importantly,
• 20:55
  immediately
• 20:56
  within
• 20:56
  the
• 20:56
  first
• 20:56
  0.05
• 20:57
  seconds,
• 20:58
  someone
• 20:58
  needs
• 20:59
  to
• 20:59
  be
• 20:59
  able
• 20:59
  to
• 20:59
  go,
• 21:00
  this
• 21:00
  is
• 21:00
  what
• 21:00
  I
• 21:01
  need.
• 21:01
  A
• 21:01
  singer,
• 21:01
  a
• 21:02
  photographer
• 21:02
  or
• 21:02
  a
• 21:02
  saxophonist
• 21:03
  or
• 21:04
  whatever
• 21:04
  it
• 21:04
  is.
• 21:05
  And
• 21:05
  so
• 21:05
  to
• 21:06
  get
• 21:06
  that
• 21:06
  balance.
• 21:06
  Balance
• 21:07
  is
• 21:07
  tricky,
• 21:07
  I
• 21:08
  think,
• 21:08
  particularly
• 21:09
  for,
• 21:09
  for
• 21:09
  people
• 21:10
  that
• 21:10
  don't
• 21:10
  have
• 21:10
  visual
• 21:10
  stuff
• 21:11
  to
• 21:11
  show.
• 21:11
  So
• 21:11
  celebrants
• 21:12
  or
• 21:13
  planners,
• 21:14
  particularly
• 21:15
  sometimes
• 21:15
  venues
• 21:16
  as
• 21:16
  well,
• 21:16
  have
• 21:17
  you
• 21:17
  seen
• 21:17
  anything
• 21:17
  specifically
• 21:18
  work
• 21:18
  well
• 21:19
  for
• 21:19
  any
• 21:19
  of
• 21:19
  those
• 21:19
  categories?
• 21:20
  So
• 21:20
  I
• 21:20
  think
• 21:21
  if
• 21:22
  I,
• 21:22
  if
• 21:22
  I
• 21:23
  think
• 21:23
  about
• 21:23
  kind
• 21:23
  of
• 21:24
  celebrants
• 21:24
  or,
• 21:25
  you
• 21:25
  know,
• 21:25
  people
• 21:25
  that
• 21:25
  essentially
• 21:26
  are
• 21:26
  selling
• 21:26
  themselves,
• 21:27
  that
• 21:27
  it's
• 21:27
  just
• 21:27
  them,
• 21:27
  it's
• 21:28
  their
• 21:28
  one
• 21:28
  man
• 21:28
  bands,
• 21:28
  that's
• 21:29
  just
• 21:29
  them
• 21:29
  on
• 21:29
  stand
• 21:30
  a
• 21:30
  lot
• 21:30
  of
• 21:30
  it
• 21:30
  comes
• 21:31
  down
• 21:31
  to
• 21:31
  how
• 21:31
  they,
• 21:32
  their
• 21:32
  body
• 21:32
  language,
• 21:33
  how
• 21:33
  they
• 21:33
  are
• 21:33
  on
• 21:34
  stand.
• 21:34
  So
• 21:34
  one
• 21:34
  of
• 21:34
  my
• 21:35
  biggest
• 21:35
  pieces
• 21:36
  of
• 21:36
  advice
• 21:36
  for
• 21:37
  people
• 21:37
  is
• 21:37
  when
• 21:37
  they're
• 21:37
  on
• 21:37
  stand,
• 21:38
  do
• 21:38
  not
• 21:38
  sit
• 21:38
  down,
• 21:39
  do
• 21:39
  not
• 21:40
  be
• 21:40
  on
• 21:40
  your
• 21:40
  phone,
• 21:41
  stand
• 21:42
  up,
• 21:42
  be
• 21:42
  approachable
• 21:43
  because
• 21:43
  ultimately
• 21:44
  people
• 21:45
  are
• 21:45
  buying
• 21:45
  you
• 21:46
  and
• 21:46
  your
• 21:46
  personality
• 21:47
  and
• 21:47
  what
• 21:47
  you
• 21:47
  do.
• 21:48
  So
• 21:48
  be
• 21:48
  very
• 21:49
  present.
• 21:50
  You
• 21:50
  know,
• 21:50
  start
• 21:51
  the
• 21:51
  conversation
• 21:51
  rather
• 21:52
  than
• 21:52
  set,
• 21:52
  rather
• 21:52
  than,
• 21:53
  you
• 21:53
  know,
• 21:53
  handing
• 21:54
  someone
• 21:54
  a
• 21:54
  leaflet
• 21:54
  or
• 21:54
  a
• 21:54
  fly.
• 21:55
  Ask
• 21:56
  them
• 21:56
  how
• 21:56
  their
• 21:56
  day
• 21:56
  is,
• 21:57
  ask
• 21:57
  them
• 21:57
  if
• 21:57
  they've,
• 21:58
  you
• 21:58
  know,
• 21:58
  if
• 21:58
  they
• 21:59
  got
• 21:59
  their
• 21:59
  wedding
• 21:59
  day.
• 21:59
  Ask
• 22:00
  them
• 22:00
  something
• 22:00
  that's
• 22:00
  not
• 22:00
  necessarily
• 22:01
  related
• 22:01
  to
• 22:01
  your
• 22:01
  business
• 22:01
  and
• 22:02
  start
• 22:02
  the
• 22:02
  conversation
• 22:02
  in
• 22:03
  organic
• 22:04
  soft
• 22:05
  way
• 22:06
  so
• 22:06
  that
• 22:06
  you
• 22:06
  can
• 22:06
  then
• 22:07
  naturally
• 22:07
  talk
• 22:07
  about
• 22:08
  what
• 22:08
  it
• 22:08
  is
• 22:08
  that
• 22:08
  you
• 22:08
  provide,
• 22:09
  what
• 22:09
  it
• 22:09
  is
• 22:09
  that
• 22:10
  you
• 22:10
  do
• 22:11
  with
• 22:11
  the
• 22:11
  venues.
• 22:12
  And
• 22:12
  kind
• 22:12
  of
• 22:12
  the
• 22:13
  venues
• 22:13
  is
• 22:13
  huge
• 22:14
  at
• 22:14
  the
• 22:14
  show.
• 22:14
  I
• 22:14
  mean
• 22:14
  a
• 22:15
  lot
• 22:15
  of
• 22:15
  the
• 22:15
  couples
• 22:15
  coming
• 22:15
  into
• 22:16
  the
• 22:16
  shows,
• 22:16
  they,
• 22:16
  they
• 22:17
  haven't
• 22:17
  found
• 22:17
  their
• 22:17
  wedding
• 22:18
  venue.
• 22:18
  So
• 22:18
  actually
• 22:18
  venues
• 22:19
  are
• 22:19
  critical
• 22:19
  for
• 22:19
  our
• 22:20
  event
• 22:20
  overall,
• 22:20
  but
• 22:21
  they
• 22:21
  do
• 22:21
  really
• 22:21
  well
• 22:21
  from
• 22:22
  it.
• 22:22
  So
• 22:22
  a
• 22:22
  big
• 22:22
  part
• 22:23
  of
• 22:23
  what
• 22:23
  I
• 22:23
  encourage
• 22:24
  venues
• 22:24
  to
• 22:25
  do
• 22:25
  is
• 22:26
  to,
• 22:26
  you
• 22:27
  know,
• 22:27
  a,
• 22:27
  to
• 22:28
  get
• 22:28
  that
• 22:28
  footfall
• 22:29
  because
• 22:29
  there
• 22:29
  is
• 22:29
  nowhere,
• 22:30
  there
• 22:30
  is
• 22:30
  no
• 22:30
  show
• 22:31
  out
• 22:31
  there
• 22:31
  that
• 22:31
  will
• 22:31
  deliver
• 22:31
  the
• 22:32
  footfall.
• 22:32
  But
• 22:32
  not
• 22:32
  every
• 22:33
  visitor
• 22:34
  is
• 22:34
  going
• 22:34
  to,
• 22:34
  going
• 22:34
  to
• 22:34
  be
• 22:34
  their
• 22:35
  couple.
• 22:35
  So
• 22:35
  I
• 22:35
  kind
• 22:36
  of
• 22:36
  ask
• 22:36
  them
• 22:36
  to
• 22:36
  look
• 22:36
  at
• 22:36
  it
• 22:36
  from
• 22:37
  a
• 22:37
  funnel
• 22:37
  perspective.
• 22:38
  So
• 22:38
  let's
• 22:38
  say
• 22:39
  for
• 22:39
  example,
• 22:39
  at
• 22:39
  the
• 22:39
  nec,
• 22:40
  you're
• 22:41
  looking
• 22:41
  at
• 22:41
  thousand
• 22:41
  visitors.
• 22:42
  Even
• 22:42
  if
• 22:43
  you
• 22:43
  get
• 22:43
  a
• 22:43
  minimum
• 22:43
  of
• 22:44
  5%
• 22:45
  of
• 22:45
  those
• 22:45
  couples
• 22:46
  across
• 22:46
  to
• 22:46
  your
• 22:46
  open
• 22:47
  day
• 22:47
  or
• 22:47
  a
• 22:47
  show
• 22:48
  around,
• 22:48
  as
• 22:48
  long
• 22:49
  as
• 22:49
  the
• 22:49
  conversion
• 22:50
  rate
• 22:50
  is
• 22:50
  strong
• 22:50
  between
• 22:51
  the
• 22:51
  show
• 22:51
  around
• 22:51
  or
• 22:51
  the
• 22:52
  open
• 22:52
  day
• 22:52
  to
• 22:52
  actually
• 22:52
  booking
• 22:53
  in,
• 22:53
  you
• 22:53
  can
• 22:53
  see
• 22:54
  some
• 22:54
  real
• 22:54
  roi.
• 22:55
  But
• 22:55
  you
• 22:55
  have
• 22:55
  to
• 22:55
  go
• 22:56
  in
• 22:56
  there
• 22:56
  with
• 22:56
  some
• 22:56
  real
• 22:57
  intent.
• 22:57
  So
• 22:57
  you
• 22:57
  need
• 22:57
  to
• 22:58
  have
• 22:58
  open
• 22:58
  days
• 22:58
  booked
• 22:59
  in
• 22:59
  ready
• 22:59
  for
• 22:59
  people
• 22:59
  to,
• 23:00
  to
• 23:00
  attend
• 23:01
  or
• 23:02
  there
• 23:02
  needs
• 23:03
  to
• 23:03
  be
• 23:03
  a
• 23:04
  show
• 23:04
  around
• 23:04
  calendar
• 23:05
  that
• 23:05
  you
• 23:05
  can
• 23:05
  put
• 23:05
  people
• 23:05
  in
• 23:05
  over
• 23:06
  the
• 23:06
  weekend.
• 23:06
  One
• 23:07
  of
• 23:07
  the
• 23:07
  tricks
• 23:07
  a
• 23:07
  couple
• 23:08
  of
• 23:08
  my
• 23:08
  venues
• 23:08
  have
• 23:08
  started
• 23:09
  doing,
• 23:09
  and
• 23:09
  it
• 23:09
  works
• 23:10
  really
• 23:10
  well,
• 23:10
  especially
• 23:10
  if
• 23:11
  they're
• 23:11
  kind
• 23:11
  of
• 23:11
  a
• 23:11
  hotel
• 23:11
  or
• 23:12
  they
• 23:12
  offer
• 23:12
  kind
• 23:12
  of
• 23:13
  food
• 23:13
  and
• 23:13
  dining
• 23:14
  on
• 23:14
  site,
• 23:15
  is
• 23:15
  that
• 23:15
  they
• 23:15
  actually
• 23:15
  do
• 23:16
  like
• 23:16
  a
• 23:16
  very
• 23:16
  special,
• 23:17
  like
• 23:17
  they
• 23:18
  do
• 23:18
  like
• 23:18
  a
• 23:18
  special
• 23:18
  afternoon
• 23:19
  tea
• 23:19
  or
• 23:20
  like
• 23:20
  they
• 23:20
  do
• 23:20
  like
• 23:20
  a,
• 23:21
  a
• 23:21
  set
• 23:21
  menu
• 23:22
  which
• 23:22
  people
• 23:22
  can
• 23:23
  book
• 23:23
  in
• 23:23
  for.
• 23:24
  So
• 23:24
  what
• 23:24
  they'll
• 23:24
  do
• 23:24
  is
• 23:24
  they'll
• 23:25
  book
• 23:25
  in
• 23:25
  for
• 23:25
  the
• 23:25
  show
• 23:25
  around,
• 23:26
  they'll
• 23:26
  take
• 23:26
  advantage
• 23:26
  of
• 23:27
  this
• 23:27
  lovely
• 23:27
  kind
• 23:27
  of
• 23:27
  afternoon
• 23:28
  tea
• 23:28
  and
• 23:29
  they'll,
• 23:29
  that
• 23:30
  will
• 23:30
  then
• 23:30
  get
• 23:30
  that
• 23:30
  couple
• 23:31
  to
• 23:31
  commit
• 23:31
  to
• 23:31
  attending
• 23:32
  so
• 23:32
  you
• 23:32
  get
• 23:32
  less
• 23:33
  cancellations
• 23:33
  post
• 23:34
  show.
• 23:34
  And
• 23:34
  then
• 23:34
  when
• 23:35
  they,
• 23:35
  when
• 23:36
  they
• 23:36
  do
• 23:36
  turn
• 23:36
  up,
• 23:36
  they
• 23:36
  have
• 23:37
  the
• 23:37
  show
• 23:37
  around
• 23:37
  and
• 23:37
  then
• 23:37
  they
• 23:38
  get
• 23:38
  to
• 23:38
  enjoy
• 23:38
  the
• 23:38
  venue
• 23:39
  in
• 23:39
  a
• 23:39
  much
• 23:40
  softer
• 23:40
  kind
• 23:41
  of
• 23:41
  it
• 23:42
  allows
• 23:42
  them
• 23:42
  to
• 23:42
  take
• 23:42
  in
• 23:42
  the
• 23:43
  venue.
• 23:43
  Much
• 23:43
  like
• 23:43
  if
• 23:43
  you
• 23:43
  were
• 23:44
  like
• 23:44
  going
• 23:44
  to,
• 23:44
  to
• 23:44
  a
• 23:45
  house,
• 23:45
  if
• 23:45
  you
• 23:45
  mill,
• 23:46
  you
• 23:46
  want
• 23:46
  to
• 23:46
  see
• 23:46
  it
• 23:46
  and
• 23:47
  you
• 23:47
  want
• 23:47
  to
• 23:47
  really
• 23:47
  experience
• 23:47
  and
• 23:48
  make
• 23:48
  sure
• 23:48
  it's
• 23:48
  the
• 23:48
  right
• 23:48
  fit.
• 23:49
  So
• 23:49
  it
• 23:50
  depends
• 23:50
  on
• 23:50
  the
• 23:50
  supplier,
• 23:51
  but
• 23:51
  I
• 23:52
  do
• 23:52
  think
• 23:52
  that
• 23:52
  both,
• 23:53
  I
• 23:53
  mean
• 23:53
  across
• 23:53
  all
• 23:54
  across
• 23:54
  all
• 23:54
  suppliers,
• 23:55
  don't
• 23:55
  be
• 23:55
  on
• 23:55
  your
• 23:56
  phone,
• 23:56
  don't
• 23:56
  sit
• 23:56
  down,
• 23:57
  you
• 23:58
  know,
• 23:58
  it
• 23:58
  is
• 23:58
  busy,
• 23:58
  it
• 23:59
  is
• 23:59
  tiring.
• 23:59
  Just
• 23:59
  be
• 23:59
  on
• 24:00
  your
• 24:00
  feet,
• 24:00
  be
• 24:00
  chatty,
• 24:01
  be
• 24:01
  engaging
• 24:01
  and
• 24:02
  you'll
• 24:02
  find
• 24:02
  the
• 24:02
  cup
• 24:03
  that
• 24:03
  the
• 24:03
  more
• 24:03
  you
• 24:04
  do
• 24:04
  those
• 24:04
  things,
• 24:04
  the
• 24:05
  more
• 24:05
  couples
• 24:05
  will
• 24:05
  naturally
• 24:06
  gravitate
• 24:06
  because
• 24:06
  it
• 24:06
  is
• 24:06
  quite
• 24:07
  an
• 24:07
  overwhelming
• 24:07
  experience.
• 24:08
  Yes,
• 24:09
  there's
• 24:09
  so
• 24:09
  much
• 24:09
  to
• 24:10
  unpack
• 24:10
  in
• 24:10
  there.
• 24:10
  I
• 24:10
  think
• 24:11
  one
• 24:11
  thing
• 24:11
  that's
• 24:12
  definitely
• 24:12
  coming
• 24:12
  out
• 24:12
  is
• 24:13
  you
• 24:13
  do
• 24:13
  need
• 24:13
  to
• 24:13
  give
• 24:13
  people
• 24:13
  a
• 24:14
  reason
• 24:14
  to
• 24:14
  stop
• 24:15
  and
• 24:15
  talk
• 24:15
  to
• 24:15
  you.
• 24:16
  And
• 24:16
  so
• 24:16
  anything
• 24:17
  you
• 24:17
  can
• 24:17
  do
• 24:17
  that
• 24:17
  isn't
• 24:18
  just
• 24:18
  jumping
• 24:18
  in
• 24:18
  their
• 24:19
  face
• 24:19
  and
• 24:19
  shoving
• 24:19
  them
• 24:19
  a
• 24:20
  business
• 24:20
  card
• 24:20
  is
• 24:20
  helpful.
• 24:21
  And
• 24:21
  also
• 24:22
  I
• 24:22
  think
• 24:22
  the
• 24:22
  follow
• 24:23
  up
• 24:23
  strategy,
• 24:23
  I
• 24:23
  love
• 24:24
  what
• 24:24
  you've
• 24:24
  just
• 24:24
  shared
• 24:24
  about
• 24:24
  that
• 24:25
  venue
• 24:25
  and
• 24:25
  that
• 24:25
  strategy
• 24:26
  and
• 24:26
  an
• 24:26
  idea
• 24:27
  to
• 24:27
  get
• 24:27
  people
• 24:28
  to
• 24:28
  take
• 24:28
  that
• 24:28
  next
• 24:28
  step.
• 24:29
  I
• 24:29
  think
• 24:29
  quite
• 24:29
  often
• 24:29
  people
• 24:30
  see
• 24:30
  the
• 24:30
  show
• 24:31
  as
• 24:31
  the
• 24:31
  final
• 24:31
  step
• 24:32
  rather
• 24:32
  than
• 24:32
  the
• 24:32
  start
• 24:33
  of
• 24:33
  the
• 24:33
  funnel.
• 24:34
  And
• 24:34
  so
• 24:34
  again,
• 24:35
  for
• 24:35
  every
• 24:35
  supplier
• 24:36
  type,
• 24:36
  if
• 24:36
  you're
• 24:37
  listening
• 24:37
  to
• 24:37
  this
• 24:37
  for
• 24:37
  any
• 24:38
  show
• 24:38
  you
• 24:38
  do,
• 24:38
  you
• 24:39
  really
• 24:39
  need
• 24:39
  to
• 24:39
  think
• 24:39
  about
• 24:40
  that.
• 24:40
  What
• 24:40
  is
• 24:40
  my
• 24:40
  aim?
• 24:41
  What
• 24:41
  am
• 24:41
  I
• 24:41
  trying
• 24:41
  to
• 24:41
  get
• 24:41
  them
• 24:42
  to
• 24:42
  do
• 24:42
  next?
• 24:42
  Because
• 24:43
  just
• 24:43
  making
• 24:43
  the
• 24:43
  sale
• 24:44
  isn't
• 24:44
  always
• 24:44
  the
• 24:44
  easy,
• 24:44
  the
• 24:45
  easiest
• 24:45
  step.
• 24:46
  People
• 24:46
  do
• 24:46
  sell
• 24:47
  at
• 24:48
  shows
• 24:48
  and
• 24:48
  people
• 24:48
  do
• 24:49
  make
• 24:49
  money
• 24:49
  at
• 24:49
  shows.
• 24:50
  But
• 24:50
  quite
• 24:50
  often
• 24:50
  there
• 24:51
  needs
• 24:51
  to
• 24:51
  be
• 24:51
  another
• 24:51
  step
• 24:51
  in
• 24:52
  between
• 24:52
  that
• 24:52
  and
• 24:52
  so
• 24:52
  being
• 24:53
  creative
• 24:53
  with
• 24:53
  that
• 24:53
  and
• 24:54
  thinking
• 24:54
  about
• 24:54
  what
• 24:54
  that
• 24:55
  looks
• 24:55
  like
• 24:56
  really
• 24:56
  important.
• 24:56
  Okay,
• 24:57
  let's
• 24:57
  look
• 24:57
  on
• 24:57
  the
• 24:57
  flip
• 24:57
  side.
• 24:58
  Let's
• 24:58
  look
• 24:58
  at
• 24:58
  what
• 24:58
  people
• 24:59
  do
• 24:59
  wrong
• 25:00
  at
• 25:00
  the
• 25:00
  shows.
• 25:01
  One
• 25:01
  of
• 25:01
  my
• 25:01
  favorite
• 25:02
  things
• 25:02
  to
• 25:02
  do
• 25:02
  when
• 25:03
  I
• 25:03
  used
• 25:03
  to
• 25:03
  speak
• 25:03
  at
• 25:03
  the
• 25:03
  National
• 25:04
  Wedding
• 25:04
  show
• 25:04
  was
• 25:04
  to
• 25:05
  walk
• 25:05
  around
• 25:05
  and
• 25:05
  find
• 25:06
  people
• 25:06
  who
• 25:06
  were
• 25:06
  doing
• 25:07
  it
• 25:07
  really
• 25:07
  badly
• 25:08
  and
• 25:08
  then
• 25:08
  spend
• 25:09
  some
• 25:09
  time
• 25:09
  with
• 25:09
  them,
• 25:09
  helping
• 25:09
  them
• 25:10
  to
• 25:10
  do
• 25:10
  it
• 25:10
  better.
• 25:10
  Because
• 25:10
  obviously
• 25:11
  that's
• 25:11
  what
• 25:11
  I
• 25:11
  do
• 25:11
  in
• 25:11
  my
• 25:11
  business
• 25:11
  and,
• 25:12
  and
• 25:12
  I
• 25:12
  would
• 25:12
  just
• 25:12
  stop,
• 25:13
  I
• 25:13
  was
• 25:13
  there
• 25:13
  all
• 25:13
  day
• 25:13
  anyway,
• 25:14
  and
• 25:14
  chat
• 25:14
  to
• 25:14
  them
• 25:15
  and
• 25:15
  go,
• 25:15
  have
• 25:15
  you
• 25:15
  thought
• 25:16
  about
• 25:16
  doing
• 25:16
  this
• 25:16
  differently?
• 25:17
  Have
• 25:17
  you
• 25:17
  thought
• 25:17
  about
• 25:17
  putting
• 25:18
  your
• 25:18
  phone
• 25:18
  down?
• 25:18
  So
• 25:19
  what
• 25:19
  are
• 25:19
  some
• 25:19
  of
• 25:19
  the
• 25:19
  key
• 25:20
  mistakes?
• 25:20
  I've
• 25:20
  got
• 25:21
  some
• 25:21
  as
• 25:21
  well.
• 25:21
  But
• 25:21
  from
• 25:21
  your
• 25:21
  perspective,
• 25:22
  what
• 25:22
  are
• 25:22
  some
• 25:22
  of
• 25:22
  the
• 25:22
  key
• 25:23
  mistakes?
• 25:23
  If
• 25:23
  you
• 25:23
  walk
• 25:23
  around
• 25:23
  a
• 25:24
  show
• 25:24
  and
• 25:24
  you
• 25:24
  think,
• 25:24
  oh,
• 25:24
  why
• 25:25
  are
• 25:25
  they
• 25:25
  doing
• 25:25
  that?
• 25:26
  I
• 25:27
  think
• 25:27
  so.
• 25:27
  We've
• 25:27
  spoken
• 25:28
  about
• 25:28
  kind
• 25:28
  of
• 25:28
  being
• 25:28
  on
• 25:29
  your
• 25:29
  phone
• 25:29
  sitting
• 25:29
  down.
• 25:30
  But
• 25:30
  I
• 25:30
  think
• 25:30
  one
• 25:30
  thing
• 25:31
  that,
• 25:32
  you
• 25:32
  know,
• 25:33
  it's
• 25:34
  a
• 25:34
  red
• 25:34
  flag
• 25:34
  for
• 25:34
  me
• 25:34
  is
• 25:35
  when
• 25:35
  somebody
• 25:35
  isn't
• 25:36
  taking
• 25:36
  down
• 25:36
  contact
• 25:37
  details.
• 25:37
  So
• 25:38
  quite
• 25:38
  often
• 25:38
  people
• 25:39
  feel
• 25:39
  like,
• 25:39
  okay,
• 25:40
  we're
• 25:40
  going
• 25:40
  to
• 25:40
  get
• 25:40
  loads
• 25:40
  of
• 25:40
  flyers
• 25:41
  printed
• 25:41
  and
• 25:41
  we're
• 25:41
  going
• 25:42
  to
• 25:42
  give
• 25:42
  them
• 25:42
  out.
• 25:42
  That
• 25:43
  means
• 25:43
  that
• 25:44
  the
• 25:44
  couple
• 25:45
  have
• 25:46
  your
• 25:46
  details
• 25:46
  but
• 25:46
  you
• 25:47
  don't
• 25:47
  have
• 25:47
  theirs.
• 25:47
  Which
• 25:48
  means
• 25:48
  from
• 25:48
  a
• 25:48
  sales,
• 25:49
  from
• 25:49
  a
• 25:49
  sales
• 25:50
  process
• 25:50
  perspective,
• 25:51
  you've
• 25:51
  lost
• 25:51
  out.
• 25:51
  You've
• 25:52
  completely.
• 25:52
  There's
• 25:52
  no,
• 25:53
  there's
• 25:53
  no,
• 25:53
  there's
• 25:53
  no
• 25:54
  database
• 25:54
  to
• 25:54
  be
• 25:54
  built.
• 25:55
  There's
• 25:55
  no
• 25:55
  information
• 25:56
  you're
• 25:56
  going
• 25:56
  on
• 25:57
  that
• 25:57
  you're
• 25:58
  kind
• 25:58
  of
• 25:58
  leaning
• 25:58
  on
• 25:58
  the
• 25:58
  hope
• 25:59
  that
• 25:59
  they'll
• 26:00
  contact
• 26:00
  you
• 26:00
  and
• 26:00
  that
• 26:01
  they'll,
• 26:01
  they'll
• 26:01
  get
• 26:01
  in
• 26:01
  touch
• 26:02
  with
• 26:02
  you
• 26:02
  if
• 26:02
  they're
• 26:02
  interested.
• 26:03
  Actually,
• 26:03
  you
• 26:04
  need
• 26:04
  to
• 26:04
  be
• 26:04
  far
• 26:04
  more
• 26:04
  proactive.
• 26:05
  So
• 26:05
  that
• 26:05
  means
• 26:05
  you
• 26:05
  need
• 26:06
  to
• 26:06
  be
• 26:06
  doing
• 26:06
  some
• 26:07
  kind
• 26:07
  of
• 26:07
  activation.
• 26:07
  Competitions
• 26:08
  are
• 26:08
  really
• 26:08
  popular
• 26:09
  at
• 26:09
  the
• 26:09
  show.
• 26:09
  So
• 26:10
  you
• 26:10
  know,
• 26:10
  whether
• 26:10
  it's
• 26:10
  like
• 26:10
  win
• 26:11
  a
• 26:11
  hamper
• 26:11
  or
• 26:11
  win
• 26:12
  a
• 26:12
  free
• 26:12
  night
• 26:12
  stay,
• 26:13
  collect
• 26:14
  using
• 26:14
  that
• 26:14
  as
• 26:14
  a
• 26:14
  way
• 26:14
  to
• 26:14
  collect
• 26:15
  details
• 26:16
  and
• 26:16
  naturally.
• 26:16
  And
• 26:17
  again,
• 26:17
  there's
• 26:18
  a
• 26:18
  trick
• 26:18
  to
• 26:18
  it.
• 26:18
  I
• 26:18
  don't
• 26:18
  think
• 26:19
  you
• 26:19
  can
• 26:19
  just
• 26:19
  get
• 26:19
  people
• 26:20
  to
• 26:20
  get
• 26:20
  them
• 26:20
  to
• 26:20
  fill
• 26:20
  in
• 26:20
  because
• 26:21
  people
• 26:21
  will
• 26:21
  fill
• 26:21
  in
• 26:22
  if
• 26:22
  there's
• 26:22
  prices
• 26:23
  to
• 26:23
  what
• 26:23
  be
• 26:23
  won.
• 26:23
  People
• 26:24
  will
• 26:24
  actively
• 26:25
  give
• 26:25
  you
• 26:25
  their
• 26:25
  details.
• 26:26
  You
• 26:27
  want
• 26:27
  them
• 26:27
  to
• 26:27
  be
• 26:27
  fit,
• 26:27
  you
• 26:28
  want
• 26:28
  to
• 26:28
  get
• 26:28
  them
• 26:28
  to
• 26:28
  fill
• 26:28
  in
• 26:29
  their
• 26:29
  details,
• 26:29
  but
• 26:29
  you
• 26:29
  also
• 26:30
  want
• 26:30
  to
• 26:30
  use
• 26:30
  that
• 26:30
  time
• 26:31
  whilst
• 26:31
  they're
• 26:32
  filling
• 26:32
  in
• 26:32
  that
• 26:32
  information
• 26:32
  to
• 26:33
  ask
• 26:33
  them
• 26:33
  key
• 26:33
  questions.
• 26:34
  So
• 26:34
  you
• 26:34
  can
• 26:34
  actually
• 26:35
  identify
• 26:36
  whether
• 26:36
  a
• 26:36
  cold,
• 26:36
  warm
• 26:37
  or
• 26:37
  a
• 26:37
  hot
• 26:37
  lead.
• 26:38
  So
• 26:38
  you
• 26:38
  know,
• 26:38
  if
• 26:39
  you,
• 26:39
  if
• 26:39
  you
• 26:39
  know
• 26:40
  you're
• 26:40
  giving
• 26:40
  away
• 26:40
  a
• 26:40
  luxury
• 26:41
  weekend
• 26:41
  away
• 26:42
  at
• 26:42
  the
• 26:42
  venue
• 26:42
  that
• 26:43
  you're,
• 26:43
  that
• 26:44
  you're
• 26:44
  there,
• 26:44
  you
• 26:44
  know,
• 26:45
  showcasing,
• 26:46
  if
• 26:46
  they've
• 26:46
  already
• 26:46
  found
• 26:46
  their
• 26:47
  venue,
• 26:47
  great,
• 26:48
  but
• 26:48
  they're
• 26:49
  not
• 26:49
  necessarily,
• 26:50
  you
• 26:50
  know,
• 26:51
  the
• 26:51
  right
• 26:51
  person
• 26:51
  that
• 26:52
  you
• 26:52
  need
• 26:52
  to
• 26:52
  be
• 26:52
  speaking
• 26:52
  to.
• 26:53
  So
• 26:53
  having,
• 26:54
  you
• 26:54
  know,
• 26:54
  keeping
• 26:55
  that
• 26:55
  control,
• 26:56
  making
• 26:56
  sure
• 26:56
  that
• 26:56
  you're
• 26:57
  the
• 26:57
  one
• 26:57
  collating
• 26:57
  that,
• 26:57
  that,
• 26:58
  that,
• 26:58
  that
• 26:58
  information
• 26:59
  and
• 26:59
  also
• 26:59
  creating
• 27:00
  a
• 27:00
  database
• 27:00
  because
• 27:01
  we
• 27:01
  know
• 27:01
  that,
• 27:01
  you
• 27:02
  know,
• 27:02
  the
• 27:02
  show
• 27:02
  is
• 27:02
  great
• 27:03
  but
• 27:03
  you
• 27:03
  need
• 27:03
  to
• 27:03
  also
• 27:03
  have
• 27:04
  a
• 27:04
  multitude
• 27:05
  of
• 27:05
  touch
• 27:05
  points
• 27:05
  post
• 27:06
  show
• 27:06
  to
• 27:07
  make
• 27:07
  sure
• 27:07
  you're
• 27:07
  really
• 27:07
  conversing
• 27:08
  and
• 27:08
  getting,
• 27:08
  getting
• 27:09
  the
• 27:09
  roi.
• 27:10
  So
• 27:10
  I
• 27:10
  think
• 27:10
  that
• 27:11
  leafletting
• 27:11
  is,
• 27:12
  I
• 27:12
  don't
• 27:12
  think
• 27:12
  leafleting
• 27:13
  is
• 27:13
  bad
• 27:13
  but
• 27:13
  I
• 27:13
  think
• 27:13
  you
• 27:13
  need
• 27:14
  to
• 27:14
  be
• 27:14
  more
• 27:14
  proactive
• 27:15
  in
• 27:17
  that's
• 27:17
  number
• 27:17
  one.
• 27:18
  I
• 27:18
  think
• 27:18
  the
• 27:18
  other
• 27:18
  thing
• 27:18
  that
• 27:20
  I
• 27:20
  find
• 27:21
  quite
• 27:23
  not
• 27:23
  frustrating
• 27:24
  but
• 27:24
  it's
• 27:25
  when
• 27:25
  people
• 27:26
  aren't
• 27:26
  on
• 27:26
  their
• 27:27
  stand
• 27:27
  and
• 27:27
  it
• 27:27
  seems
• 27:27
  like
• 27:28
  such
• 27:28
  a,
• 27:28
  such
• 27:28
  a
• 27:28
  simple
• 27:29
  one.
• 27:29
  There's
• 27:29
  plenty
• 27:29
  at
• 27:29
  the
• 27:30
  shows
• 27:30
  we
• 27:30
  do
• 27:30
  like,
• 27:31
  we
• 27:31
  do
• 27:31
  have
• 27:31
  networking
• 27:32
  opportunities
• 27:32
  so
• 27:32
  we
• 27:32
  do
• 27:33
  exhibit
• 27:33
  A
• 27:33
  drinks
• 27:33
  on
• 27:33
  Saturday
• 27:34
  night.
• 27:35
  We
• 27:35
  have,
• 27:35
  you
• 27:35
  know,
• 27:36
  tea
• 27:36
  and
• 27:36
  coffee
• 27:36
  lounges
• 27:36
  set
• 27:37
  up
• 27:37
  throughout
• 27:37
  the
• 27:37
  weekend.
• 27:38
  So
• 27:39
  there's
• 27:39
  lots
• 27:39
  of
• 27:39
  touch
• 27:39
  points
• 27:40
  where
• 27:40
  you
• 27:40
  can
• 27:40
  actually
• 27:40
  speak
• 27:41
  to
• 27:41
  other
• 27:41
  supply
• 27:41
  supplies
• 27:42
  that
• 27:42
  you
• 27:42
  know,
• 27:42
  but
• 27:42
  be
• 27:42
  on
• 27:43
  your
• 27:43
  stand.
• 27:43
  Because
• 27:43
  there
• 27:44
  are
• 27:44
  so
• 27:44
  many
• 27:44
  times
• 27:44
  where
• 27:44
  I've
• 27:45
  walked
• 27:45
  past
• 27:45
  and
• 27:46
  couples
• 27:46
  are
• 27:46
  just
• 27:46
  picking
• 27:46
  up
• 27:47
  leaflets
• 27:47
  or
• 27:47
  they're
• 27:47
  looking
• 27:48
  through
• 27:48
  a
• 27:48
  portfolio,
• 27:49
  but
• 27:49
  this
• 27:49
  supplier
• 27:49
  isn't
• 27:50
  there.
• 27:50
  So
• 27:50
  you
• 27:51
  actually
• 27:51
  have
• 27:51
  to
• 27:51
  be
• 27:51
  on
• 27:51
  stand
• 27:52
  to
• 27:52
  be
• 27:52
  able
• 27:53
  to
• 27:53
  speak
• 27:53
  to
• 27:54
  your
• 27:54
  couple,
• 27:54
  speak
• 27:54
  to
• 27:55
  your
• 27:55
  potential
• 27:55
  clients
• 27:56
  and
• 27:57
  in
• 27:57
  order
• 27:57
  to
• 27:57
  convert
• 27:58
  them.
• 27:58
  So
• 27:58
  those
• 27:58
  are
• 27:58
  the
• 27:58
  two
• 27:58
  that
• 27:59
  I
• 27:59
  can.
• 27:59
  I
• 27:59
  can
• 27:59
  think
• 27:59
  of
• 27:59
  off
• 28:00
  the
• 28:00
  top.
• 28:00
  Of
• 28:00
  my
• 28:00
  head,
• 28:00
  100%,
• 28:01
  I
• 28:01
  think,
• 28:01
  on
• 28:01
  that
• 28:02
  second
• 28:02
  one,
• 28:02
  don't
• 28:03
  try
• 28:03
  and
• 28:03
  do
• 28:03
  a
• 28:04
  show
• 28:04
  as
• 28:04
  big
• 28:04
  as
• 28:04
  yours
• 28:04
  alone.
• 28:05
  That's
• 28:05
  one
• 28:05
  of
• 28:05
  my
• 28:06
  big
• 28:06
  things.
• 28:06
  I
• 28:06
  think
• 28:07
  sometimes
• 28:07
  people
• 28:07
  do
• 28:08
  and
• 28:08
  that's
• 28:08
  why
• 28:08
  they
• 28:09
  end
• 28:09
  up
• 28:09
  having
• 28:09
  their
• 28:10
  stand
• 28:10
  empty.
• 28:11
  And
• 28:11
  again,
• 28:11
  just
• 28:12
  when
• 28:12
  I
• 28:12
  was
• 28:12
  speaking
• 28:12
  at
• 28:13
  the
• 28:13
  shows,
• 28:13
  I
• 28:13
  was
• 28:13
  exhausted.
• 28:14
  I
• 28:14
  was
• 28:14
  even
• 28:14
  standing
• 28:15
  on
• 28:15
  an
• 28:15
  exhibition
• 28:16
  stand.
• 28:16
  It's
• 28:16
  exhausting,
• 28:17
  it's
• 28:17
  tiring.
• 28:17
  You
• 28:17
  need
• 28:18
  to
• 28:18
  eat,
• 28:18
  you
• 28:18
  need
• 28:18
  to
• 28:18
  use
• 28:18
  the
• 28:19
  bathroom.
• 28:19
  You
• 28:19
  need
• 28:20
  to
• 28:20
  have
• 28:20
  at
• 28:20
  least,
• 28:20
  least
• 28:21
  one,
• 28:21
  if
• 28:21
  not
• 28:22
  two
• 28:22
  or
• 28:22
  three
• 28:23
  other
• 28:23
  people
• 28:23
  with
• 28:24
  you.
• 28:24
  So
• 28:24
  even
• 28:24
  if
• 28:24
  you
• 28:25
  don't
• 28:25
  have
• 28:25
  anyone
• 28:25
  working
• 28:25
  with
• 28:26
  you,
• 28:26
  bring
• 28:26
  in
• 28:26
  a
• 28:27
  friend,
• 28:27
  a
• 28:27
  relative,
• 28:28
  pay
• 28:28
  someone
• 28:28
  to
• 28:28
  work
• 28:29
  on
• 28:29
  the
• 28:29
  stand
• 28:29
  with
• 28:30
  you.
• 28:30
  Like
• 28:30
  it
• 28:30
  is
• 28:31
  too
• 28:31
  much
• 28:31
  to
• 28:31
  do
• 28:31
  that
• 28:31
  show
• 28:32
  alone.
• 28:32
  Yeah,
• 28:32
  I
• 28:33
  fully
• 28:33
  agree.
• 28:33
  I
• 28:33
  know
• 28:34
  that.
• 28:35
  I
• 28:35
  know
• 28:35
  that
• 28:35
  some
• 28:35
  of
• 28:36
  my
• 28:36
  exhibitors
• 28:37
  this
• 28:37
  season
• 28:37
  had
• 28:38
  to
• 28:38
  get
• 28:38
  rope
• 28:38
  friends
• 28:38
  in,
• 28:39
  even
• 28:39
  if
• 28:39
  it
• 28:39
  was
• 28:39
  just
• 28:40
  for
• 28:40
  like
• 28:40
  the
• 28:40
  15,
• 28:41
  20
• 28:41
  minutes
• 28:41
  every
• 28:41
  so
• 28:42
  often
• 28:42
  that
• 28:42
  you
• 28:42
  need
• 28:42
  to
• 28:42
  go
• 28:42
  to
• 28:42
  the
• 28:42
  bathroom
• 28:43
  and
• 28:43
  have
• 28:43
  it.
• 28:43
  Have
• 28:43
  something
• 28:44
  to
• 28:44
  eat
• 28:44
  or
• 28:44
  drink.
• 28:44
  It
• 28:44
  is
• 28:45
  important
• 28:46
  just
• 28:46
  because,
• 28:47
  like
• 28:47
  you
• 28:47
  said,
• 28:47
  it
• 28:47
  is
• 28:47
  a
• 28:48
  very
• 28:48
  intense
• 28:48
  few
• 28:49
  days.
• 28:49
  It's
• 28:49
  enjoyable,
• 28:50
  but
• 28:50
  it
• 28:50
  is
• 28:50
  very
• 28:50
  tiring.
• 28:51
  Yeah,
• 28:51
  definitely.
• 28:52
  The
• 28:52
  other
• 28:52
  thing
• 28:52
  that
• 28:52
  you
• 28:53
  said
• 28:53
  about
• 28:53
  control
• 28:53
  I
• 28:54
  think
• 28:54
  is
• 28:54
  incredibly
• 28:55
  important.
• 28:55
  And
• 28:56
  I
• 28:56
  think
• 28:56
  one
• 28:56
  of
• 28:56
  the
• 28:56
  mistakes
• 28:57
  people
• 28:57
  make
• 28:57
  in
• 28:57
  our
• 28:58
  industry
• 28:58
  is
• 28:58
  that
• 28:58
  they
• 28:59
  see
• 28:59
  asking
• 29:00
  for
• 29:00
  something
• 29:00
  like
• 29:00
  details
• 29:01
  as
• 29:01
  being
• 29:02
  a
• 29:02
  hard
• 29:02
  sell.
• 29:03
  And
• 29:03
  so
• 29:03
  they're
• 29:03
  so
• 29:04
  scared
• 29:04
  about
• 29:04
  being
• 29:05
  a
• 29:05
  hard
• 29:05
  sell
• 29:05
  that
• 29:06
  they
• 29:06
  do
• 29:06
  the
• 29:06
  absolute
• 29:07
  opposite,
• 29:07
  which
• 29:07
  is
• 29:07
  like,
• 29:08
  take
• 29:08
  my
• 29:08
  leaflet
• 29:08
  and
• 29:09
  maybe
• 29:09
  contact
• 29:09
  me
• 29:10
  again.
• 29:10
  And
• 29:10
  then
• 29:11
  they
• 29:11
  never
• 29:11
  do.
• 29:11
  And
• 29:12
  then
• 29:12
  they
• 29:12
  say
• 29:12
  it
• 29:12
  doesn't
• 29:12
  work
• 29:12
  for
• 29:13
  them.
• 29:13
  I
• 29:13
  think
• 29:14
  for
• 29:14
  me,
• 29:14
  some
• 29:14
  of
• 29:15
  the
• 29:15
  tricks
• 29:15
  that
• 29:16
  I
• 29:16
  used
• 29:16
  to
• 29:16
  teach
• 29:16
  people,
• 29:16
  or
• 29:17
  still
• 29:17
  do
• 29:17
  teach
• 29:17
  people
• 29:18
  around,
• 29:18
  that
• 29:19
  element
• 29:19
  of
• 29:20
  control
• 29:21
  is
• 29:21
  really
• 29:21
  realizing
• 29:22
  you're
• 29:22
  actually
• 29:22
  being
• 29:23
  helpful
• 29:23
  to
• 29:23
  the
• 29:23
  couple
• 29:24
  by
• 29:24
  taking
• 29:25
  some
• 29:25
  details
• 29:26
  or
• 29:26
  following
• 29:26
  up
• 29:26
  rather
• 29:27
  than
• 29:27
  feeling
• 29:27
  like
• 29:27
  you're
• 29:28
  doing
• 29:28
  the
• 29:28
  hard
• 29:28
  sell.
• 29:29
  Because
• 29:30
  actually,
• 29:30
  if
• 29:31
  you
• 29:31
  walk
• 29:31
  around
• 29:31
  that
• 29:32
  show
• 29:32
  and
• 29:32
  collect
• 29:32
  all
• 29:32
  those
• 29:33
  flyers,
• 29:33
  what
• 29:34
  happens
• 29:34
  is
• 29:34
  you
• 29:34
  get
• 29:34
  to
• 29:35
  the
• 29:35
  end
• 29:35
  of
• 29:35
  the
• 29:35
  show
• 29:35
  and
• 29:36
  you
• 29:36
  can't
• 29:36
  even
• 29:36
  remember
• 29:37
  which
• 29:37
  flyer
• 29:37
  belonged
• 29:37
  to
• 29:38
  which
• 29:38
  person.
• 29:38
  And
• 29:38
  quite
• 29:38
  often
• 29:39
  you
• 29:39
  remember
• 29:39
  the
• 29:39
  face
• 29:40
  or
• 29:40
  the
• 29:40
  person
• 29:40
  you
• 29:40
  spoke
• 29:41
  to,
• 29:41
  but
• 29:41
  all
• 29:42
  of
• 29:42
  the
• 29:42
  flyers
• 29:42
  look
• 29:42
  the
• 29:42
  same,
• 29:43
  all
• 29:43
  of
• 29:43
  the
• 29:43
  names
• 29:43
  of
• 29:43
  the
• 29:43
  businesses
• 29:44
  look
• 29:44
  the
• 29:44
  same.
• 29:45
  And
• 29:45
  actually
• 29:45
  that's
• 29:46
  really
• 29:46
  frustrating
• 29:46
  for
• 29:46
  a
• 29:46
  couple
• 29:47
  if
• 29:47
  they
• 29:47
  did
• 29:47
  have
• 29:48
  a
• 29:48
  really
• 29:48
  good
• 29:48
  conversation
• 29:49
  with
• 29:49
  you
• 29:49
  and
• 29:49
  they
• 29:49
  do
• 29:50
  actually
• 29:50
  want
• 29:50
  to
• 29:50
  work
• 29:50
  with
• 29:51
  you
• 29:51
  and
• 29:51
  now
• 29:51
  they
• 29:52
  can't
• 29:52
  remember
• 29:52
  which
• 29:52
  of
• 29:52
  the
• 29:53
  25
• 29:53
  flyers
• 29:53
  suppliers
• 29:54
  belongs
• 29:55
  to
• 29:55
  you.
• 29:55
  So
• 29:55
  change
• 29:56
  the
• 29:56
  mindset
• 29:56
  and
• 29:56
  realize
• 29:57
  actually
• 29:57
  by
• 29:58
  following
• 29:58
  up
• 29:58
  that
• 29:58
  really
• 29:59
  helps.
• 29:59
  The
• 29:59
  other
• 30:00
  thing
• 30:00
  I
• 30:00
  always
• 30:00
  say,
• 30:00
  especially
• 30:01
  if
• 30:01
  you're
• 30:02
  doing
• 30:02
  a
• 30:02
  big
• 30:02
  show
• 30:02
  like
• 30:03
  yours,
• 30:03
  is
• 30:03
  include
• 30:04
  a
• 30:04
  photo
• 30:05
  of
• 30:05
  yourself
• 30:06
  in
• 30:06
  the
• 30:06
  first
• 30:06
  email
• 30:06
  you
• 30:07
  send
• 30:07
  back.
• 30:07
  Because
• 30:08
  like
• 30:08
  I
• 30:08
  said,
• 30:08
  they
• 30:09
  may
• 30:09
  not
• 30:09
  remember
• 30:09
  your
• 30:10
  brand,
• 30:10
  they
• 30:10
  may
• 30:10
  not
• 30:10
  remember
• 30:11
  your
• 30:11
  stand,
• 30:12
  but
• 30:12
  they
• 30:12
  will
• 30:12
  remember
• 30:13
  what
• 30:13
  you
• 30:13
  look
• 30:13
  like.
• 30:14
  So
• 30:14
  when
• 30:14
  you
• 30:15
  send
• 30:15
  that
• 30:15
  immediate,
• 30:15
  and
• 30:16
  it
• 30:16
  should
• 30:16
  be
• 30:16
  immediate,
• 30:17
  automated
• 30:17
  follow
• 30:18
  up
• 30:18
  email,
• 30:18
  when
• 30:18
  you
• 30:18
  talk
• 30:19
  to
• 30:19
  someone
• 30:19
  on
• 30:19
  the
• 30:19
  stand,
• 30:19
  you
• 30:20
  put
• 30:20
  their
• 30:20
  details
• 30:20
  into
• 30:20
  your
• 30:21
  iPad.
• 30:21
  Whatever
• 30:21
  it
• 30:21
  is,
• 30:22
  it
• 30:22
  sends
• 30:22
  them
• 30:22
  an
• 30:23
  email
• 30:23
  and
• 30:23
  immediately
• 30:24
  include
• 30:24
  a
• 30:24
  photo
• 30:24
  of
• 30:24
  yourself.
• 30:25
  Even
• 30:25
  better,
• 30:26
  if
• 30:26
  you're
• 30:26
  organized
• 30:27
  and
• 30:27
  it's
• 30:27
  a
• 30:27
  photo
• 30:27
  of
• 30:27
  you
• 30:28
  at
• 30:28
  your
• 30:28
  stand
• 30:28
  on
• 30:29
  like
• 30:29
  so
• 30:30
  it
• 30:30
  looks
• 30:30
  exactly
• 30:30
  the
• 30:30
  same.
• 30:31
  But
• 30:31
  if
• 30:31
  you
• 30:31
  can't
• 30:31
  be
• 30:32
  that
• 30:32
  organized,
• 30:32
  at
• 30:32
  least
• 30:33
  a
• 30:33
  photo
• 30:33
  of
• 30:33
  you
• 30:33
  because
• 30:34
  they're
• 30:34
  much
• 30:34
  more
• 30:34
  likely
• 30:35
  to
• 30:35
  go,
• 30:35
  oh,
• 30:35
  I
• 30:35
  really
• 30:36
  enjoyed
• 30:36
  my
• 30:36
  conversation
• 30:37
  with
• 30:37
  X
• 30:38
  rather
• 30:38
  than
• 30:39
  oh,
• 30:39
  who
• 30:39
  was
• 30:39
  that
• 30:40
  floral
• 30:40
  sparkly
• 30:41
  company
• 30:42
  that
• 30:42
  I
• 30:42
  spoke
• 30:42
  to?
• 30:42
  Because
• 30:43
  let's
• 30:43
  be
• 30:43
  honest,
• 30:44
  all
• 30:44
  wedding
• 30:44
  business
• 30:44
  names
• 30:45
  sound
• 30:45
  the
• 30:46
  same
• 30:46
  and
• 30:47
  so
• 30:47
  you're
• 30:47
  the
• 30:47
  differentiating
• 30:48
  factor.
• 30:48
  So
• 30:49
  yeah,
• 30:49
  for
• 30:49
  sure
• 30:50
  change
• 30:50
  the
• 30:50
  mindset
• 30:51
  and
• 30:51
  make
• 30:51
  sure
• 30:51
  they
• 30:51
  remember
• 30:52
  you.
• 30:52
  The
• 30:52
  other
• 30:52
  thing
• 30:52
  I
• 30:52
  think
• 30:53
  is
• 30:53
  as
• 30:53
  well,
• 30:54
  if
• 30:54
  you
• 30:54
  want
• 30:54
  to
• 30:54
  be
• 30:54
  memorable
• 30:55
  even
• 30:55
  in
• 30:55
  the
• 30:55
  follow
• 30:56
  up,
• 30:56
  is
• 30:56
  have
• 30:56
  something
• 30:57
  really
• 30:57
  memorable
• 30:57
  on
• 30:58
  your
• 30:58
  stand.
• 30:59
  I
• 30:59
  remember
• 30:59
  one
• 30:59
  year
• 31:00
  at
• 31:00
  the
• 31:00
  wedding
• 31:00
  show
• 31:00
  and
• 31:00
  I
• 31:00
  talk
• 31:00
  about
• 31:01
  this
• 31:01
  example
• 31:01
  a
• 31:01
  lot.
• 31:02
  There
• 31:02
  was
• 31:02
  these
• 31:02
  wedding
• 31:02
  planners
• 31:03
  there
• 31:03
  and
• 31:03
  they
• 31:03
  had
• 31:03
  a
• 31:03
  bath
• 31:04
  full
• 31:04
  of
• 31:05
  balloons
• 31:05
  that
• 31:06
  people
• 31:06
  could
• 31:06
  get
• 31:06
  in
• 31:06
  and
• 31:06
  out
• 31:06
  of.
• 31:07
  I
• 31:07
  don't
• 31:07
  know
• 31:07
  if
• 31:07
  they
• 31:07
  even
• 31:07
  still
• 31:07
  do
• 31:08
  that,
• 31:08
  but
• 31:08
  it
• 31:08
  was
• 31:08
  a
• 31:08
  few
• 31:08
  years
• 31:09
  ago
• 31:09
  and
• 31:10
  even
• 31:10
  if
• 31:10
  you
• 31:10
  can't
• 31:10
  remember
• 31:11
  anything
• 31:11
  else,
• 31:11
  you
• 31:12
  will
• 31:12
  remember
• 31:12
  that
• 31:12
  stand
• 31:13
  was
• 31:13
  the
• 31:13
  stand
• 31:13
  with
• 31:13
  the
• 31:14
  bath.
• 31:14
  And
• 31:14
  so
• 31:14
  again
• 31:15
  refer
• 31:15
  to
• 31:15
  it
• 31:16
  in
• 31:16
  your
• 31:16
  follow
• 31:16
  up,
• 31:17
  have
• 31:17
  that
• 31:17
  on
• 31:17
  your
• 31:17
  social
• 31:18
  media
• 31:18
  platforms,
• 31:19
  talk
• 31:19
  about
• 31:19
  it
• 31:20
  so
• 31:20
  that
• 31:20
  people
• 31:20
  go,
• 31:20
  oh
• 31:20
  yeah,
• 31:21
  I
• 31:21
  loved
• 31:21
  that
• 31:21
  stand
• 31:22
  that
• 31:22
  had
• 31:22
  the
• 31:22
  bathroom
• 31:22
  bath
• 31:23
  on
• 31:23
  it
• 31:23
  and
• 31:23
  it
• 31:23
  makes
• 31:24
  it
• 31:24
  memorable
• 31:24
  rather
• 31:24
  than
• 31:25
  just
• 31:25
  another
• 31:25
  stand
• 31:26
  with
• 31:26
  more
• 31:26
  beautiful
• 31:27
  flowers.
• 31:27
  Yeah,
• 31:28
  I
• 31:28
  remember
• 31:28
  that
• 31:28
  bath
• 31:30
  actually.
• 31:30
  So
• 31:30
  it
• 31:30
  did
• 31:31
  its
• 31:31
  job.
• 31:31
  Yeah,
• 31:31
  exactly.
• 31:32
  It
• 31:32
  was
• 31:32
  a
• 31:32
  great
• 31:33
  marketing
• 31:33
  technique.
• 31:33
  And
• 31:34
  I
• 31:34
  think
• 31:34
  the
• 31:34
  other
• 31:34
  thing
• 31:35
  I
• 31:35
  mistake
• 31:35
  I
• 31:35
  saw
• 31:36
  people
• 31:36
  making
• 31:36
  was
• 31:36
  just
• 31:36
  having
• 31:37
  a
• 31:37
  really
• 31:37
  poor
• 31:37
  stand.
• 31:38
  I
• 31:38
  I'm
• 31:39
  sure
• 31:39
  you
• 31:39
  get
• 31:39
  this
• 31:39
  every
• 31:40
  time,
• 31:40
  but
• 31:40
  people
• 31:41
  given
• 31:41
  a
• 31:41
  space
• 31:42
  and
• 31:42
  most
• 31:42
  people
• 31:43
  maximize
• 31:43
  their
• 31:43
  space
• 31:44
  almost
• 31:44
  too
• 31:44
  much
• 31:44
  as
• 31:45
  we
• 31:45
  said
• 31:45
  before
• 31:45
  it's
• 31:45
  not
• 31:46
  clear
• 31:46
  what
• 31:46
  they
• 31:46
  do,
• 31:46
  but
• 31:47
  you'd
• 31:47
  get
• 31:47
  other
• 31:47
  people
• 31:48
  that
• 31:48
  had
• 31:48
  basically
• 31:48
  almost
• 31:49
  forgotten
• 31:49
  they
• 31:50
  had
• 31:50
  to
• 31:50
  decorate
• 31:50
  their
• 31:51
  space.
• 31:51
  And
• 31:51
  so
• 31:51
  it
• 31:51
  was
• 31:51
  just
• 31:51
  like
• 31:52
  a
• 31:52
  blank
• 31:52
  shelf
• 31:52
  shell
• 31:53
  with
• 31:53
  a
• 31:53
  tiny
• 31:54
  little
• 31:54
  sign
• 31:55
  and
• 31:55
  it
• 31:55
  just
• 31:55
  looked
• 31:56
  really
• 31:56
  amateur.
• 31:57
  It's
• 31:57
  a
• 31:57
  very,
• 31:58
  it's
• 31:58
  a
• 31:58
  very
• 31:58
  visual
• 31:59
  kind
• 31:59
  of
• 31:59
  pretty
• 32:00
  industry.
• 32:00
  So
• 32:01
  whilst
• 32:01
  it's
• 32:01
  important
• 32:01
  to
• 32:01
  be
• 32:02
  really
• 32:02
  clear
• 32:02
  on
• 32:02
  what
• 32:02
  it
• 32:02
  is
• 32:03
  that
• 32:03
  you
• 32:03
  do,
• 32:04
  you
• 32:04
  do
• 32:04
  have
• 32:04
  to,
• 32:04
  you're
• 32:05
  asking
• 32:05
  people
• 32:05
  to
• 32:05
  spend
• 32:06
  money
• 32:06
  with
• 32:07
  you
• 32:07
  so
• 32:07
  that,
• 32:08
  that
• 32:08
  means
• 32:08
  you've
• 32:08
  got
• 32:08
  to
• 32:08
  spend,
• 32:09
  you
• 32:09
  don't
• 32:09
  have
• 32:09
  to
• 32:09
  spend
• 32:09
  loads,
• 32:10
  but
• 32:10
  you
• 32:10
  have
• 32:10
  to
• 32:10
  spend
• 32:10
  enough
• 32:11
  money
• 32:11
  for
• 32:11
  your
• 32:12
  stand
• 32:12
  to,
• 32:13
  to
• 32:13
  reflect
• 32:13
  your
• 32:14
  brand
• 32:14
  and
• 32:14
  reflect
• 32:14
  your
• 32:15
  business.
• 32:15
  And,
• 32:16
  and
• 32:16
  that's
• 32:16
  what
• 32:16
  we
• 32:16
  always
• 32:17
  say,
• 32:17
  we
• 32:17
  always
• 32:17
  say
• 32:17
  this
• 32:18
  is
• 32:18
  your
• 32:18
  pop
• 32:18
  up
• 32:18
  space
• 32:19
  and,
• 32:19
  and
• 32:20
  that
• 32:20
  has
• 32:20
  to,
• 32:21
  that,
• 32:21
  that
• 32:21
  space,
• 32:22
  whether
• 32:22
  it
• 32:22
  be,
• 32:22
  you
• 32:22
  know,
• 32:22
  a
• 32:22
  2
• 32:23
  meter
• 32:23
  square
• 32:23
  space
• 32:24
  or
• 32:24
  something
• 32:25
  a
• 32:25
  little
• 32:25
  bit
• 32:25
  bigger,
• 32:25
  you
• 32:26
  need
• 32:26
  to
• 32:26
  be
• 32:26
  able
• 32:26
  to
• 32:26
  showcase
• 32:27
  your
• 32:27
  brand
• 32:27
  and
• 32:27
  you
• 32:27
  need
• 32:28
  to
• 32:28
  be
• 32:28
  able
• 32:28
  to
• 32:28
  do
• 32:28
  it
• 32:28
  efficiently.
• 32:28
  We
• 32:29
  actually
• 32:29
  have,
• 32:30
  we
• 32:31
  actually
• 32:31
  have
• 32:31
  contractors
• 32:32
  that,
• 32:32
  you
• 32:32
  know,
• 32:32
  there
• 32:32
  are
• 32:33
  some,
• 32:33
  there
• 32:33
  are
• 32:33
  some
• 32:33
  suppliers
• 32:34
  are
• 32:34
  far
• 32:34
  too
• 32:34
  busy
• 32:35
  to
• 32:35
  kind
• 32:35
  of
• 32:35
  organize
• 32:36
  the
• 32:36
  logistics
• 32:36
  of
• 32:37
  actually
• 32:38
  their
• 32:38
  stand
• 32:38
  and,
• 32:39
  and
• 32:39
  furnish
• 32:40
  it.
• 32:40
  So
• 32:40
  we
• 32:40
  do
• 32:40
  have
• 32:40
  contractors
• 32:41
  where
• 32:42
  people
• 32:42
  can
• 32:42
  literally
• 32:42
  just
• 32:42
  say,
• 32:43
  this
• 32:43
  is
• 32:43
  what
• 32:43
  I
• 32:43
  want
• 32:43
  and
• 32:44
  they'll
• 32:44
  turn
• 32:44
  up
• 32:44
  on
• 32:45
  the
• 32:45
  day
• 32:45
  and
• 32:45
  it's
• 32:45
  there,
• 32:45
  it's
• 32:46
  already
• 32:46
  done
• 32:46
  for
• 32:47
  them
• 32:47
  and
• 32:47
  they
• 32:47
  can
• 32:47
  just
• 32:47
  focus
• 32:48
  on
• 32:48
  exhibiting
• 32:48
  for
• 32:48
  the
• 32:49
  weekend.
• 32:51
  Creative
• 32:51
  suppliers,
• 32:51
  it's
• 32:51
  a
• 32:52
  great
• 32:52
  opportunity.
• 32:52
  It's
• 32:52
  like
• 32:52
  a
• 32:52
  blank
• 32:53
  canvas
• 32:53
  for
• 32:53
  them.
• 32:53
  They
• 32:54
  can,
• 32:54
  they
• 32:54
  can
• 32:54
  do
• 32:54
  their
• 32:54
  own
• 32:54
  thing
• 32:55
  and,
• 32:55
  and
• 32:55
  really
• 32:56
  go
• 32:56
  to
• 32:56
  town
• 32:56
  with
• 32:56
  it.
• 32:57
  Yeah.
• 32:57
  And
• 32:57
  I
• 32:57
  just
• 32:57
  think
• 32:57
  it's
• 32:58
  important
• 32:58
  to
• 32:58
  realize
• 32:59
  that
• 32:59
  it
• 32:59
  all
• 32:59
  forms
• 33:00
  part
• 33:00
  of
• 33:00
  this
• 33:00
  big
• 33:00
  picture.
• 33:01
  I
• 33:01
  think
• 33:02
  again,
• 33:02
  people
• 33:02
  just
• 33:02
  see
• 33:03
  the
• 33:03
  event
• 33:03
  as
• 33:03
  a
• 33:03
  standalone
• 33:04
  thing
• 33:04
  but
• 33:04
  actually
• 33:05
  if
• 33:05
  you
• 33:05
  are
• 33:05
  going
• 33:05
  to
• 33:05
  invest
• 33:05
  money
• 33:06
  in
• 33:06
  doing
• 33:07
  a
• 33:07
  big
• 33:07
  show
• 33:07
  or
• 33:08
  any
• 33:08
  show,
• 33:08
  you
• 33:08
  need
• 33:08
  to
• 33:09
  think
• 33:09
  about
• 33:09
  what
• 33:09
  comes
• 33:09
  before
• 33:10
  that.
• 33:10
  You
• 33:10
  need
• 33:10
  to
• 33:10
  think
• 33:10
  about
• 33:11
  what
• 33:11
  happens
• 33:11
  on
• 33:11
  the
• 33:12
  day,
• 33:12
  how
• 33:12
  it
• 33:12
  looks
• 33:13
  and
• 33:13
  then
• 33:13
  the
• 33:14
  strategy
• 33:14
  for
• 33:14
  what
• 33:14
  comes
• 33:15
  after
• 33:15
  that.
• 33:15
  And
• 33:15
  it
• 33:16
  all
• 33:16
  has
• 33:16
  to
• 33:16
  form
• 33:17
  part
• 33:17
  of
• 33:17
  the
• 33:17
  marketing
• 33:17
  because
• 33:18
  you
• 33:18
  could
• 33:18
  have
• 33:18
  a
• 33:19
  great
• 33:19
  start
• 33:19
  stand,
• 33:19
  but
• 33:20
  if
• 33:20
  you
• 33:20
  don't
• 33:20
  collect
• 33:20
  details
• 33:21
  and
• 33:21
  there's
• 33:21
  no
• 33:21
  follow
• 33:21
  up,
• 33:21
  you'll
• 33:22
  come
• 33:22
  back
• 33:22
  and
• 33:22
  go,
• 33:23
  national
• 33:23
  wedding
• 33:23
  show
• 33:23
  didn't
• 33:24
  work
• 33:24
  for
• 33:24
  me.
• 33:25
  And
• 33:25
  that's
• 33:25
  very
• 33:25
  frustrating
• 33:26
  for
• 33:26
  us
• 33:26
  as
• 33:26
  marketers
• 33:27
  because
• 33:27
  you
• 33:27
  go,
• 33:27
  well,
• 33:28
  it
• 33:28
  could
• 33:28
  have
• 33:28
  worked
• 33:29
  for
• 33:29
  you,
• 33:29
  but
• 33:29
  you
• 33:29
  actually
• 33:29
  just
• 33:30
  didn't
• 33:30
  do
• 33:30
  the
• 33:30
  right
• 33:31
  things
• 33:31
  to
• 33:31
  make
• 33:31
  it
• 33:31
  work.
• 33:32
  We
• 33:32
  can
• 33:32
  give
• 33:33
  you
• 33:33
  everything,
• 33:33
  we
• 33:33
  could
• 33:34
  give
• 33:34
  you
• 33:34
  the
• 33:34
  space,
• 33:34
  we
• 33:34
  can
• 33:34
  give
• 33:34
  you
• 33:35
  10,000
• 33:35
  people
• 33:36
  walking
• 33:36
  past
• 33:36
  you,
• 33:37
  but
• 33:37
  if
• 33:37
  you
• 33:37
  don't
• 33:37
  do
• 33:38
  the
• 33:38
  work
• 33:38
  to
• 33:38
  make
• 33:38
  it
• 33:38
  work
• 33:38
  for
• 33:39
  you,
• 33:39
  it's
• 33:39
  just
• 33:40
  never
• 33:40
  going
• 33:40
  to
• 33:40
  work.
• 33:41
  But
• 33:41
  equally,
• 33:41
  you
• 33:41
  have
• 33:42
  to
• 33:42
  have
• 33:42
  the
• 33:42
  time
• 33:42
  or
• 33:43
  the
• 33:43
  budget
• 33:44
  to
• 33:44
  do
• 33:44
  it
• 33:44
  properly.
• 33:45
  And
• 33:45
  so
• 33:45
  I
• 33:45
  think
• 33:45
  it
• 33:45
  is
• 33:46
  an
• 33:46
  important
• 33:46
  decision
• 33:46
  to
• 33:47
  make.
• 33:47
  But
• 33:47
  those
• 33:47
  that
• 33:47
  do
• 33:48
  it
• 33:48
  properly,
• 33:48
  properly
• 33:48
  are
• 33:49
  the
• 33:49
  ones,
• 33:49
  the
• 33:49
  70%
• 33:50
  that
• 33:50
  come
• 33:50
  back
• 33:50
  time
• 33:51
  and
• 33:51
  time
• 33:51
  again
• 33:52
  because
• 33:52
  they
• 33:52
  can
• 33:52
  see
• 33:53
  that
• 33:53
  it's
• 33:53
  working
• 33:53
  for
• 33:53
  them.
• 33:54
  Yeah,
• 33:54
  okay.
• 33:54
  We've
• 33:55
  talked
• 33:55
  about
• 33:55
  mistakes.
• 33:56
  We
• 33:56
  talked
• 33:56
  about
• 33:56
  how
• 33:57
  to
• 33:57
  stand
• 33:57
  out.
• 33:57
  We
• 33:57
  talked
• 33:58
  about
• 33:58
  how
• 33:58
  people
• 33:58
  do
• 33:58
  it.
• 33:59
  Well,
• 33:59
  are
• 33:59
  there
• 34:00
  other
• 34:00
  opportunities
• 34:01
  that
• 34:01
  people
• 34:01
  can
• 34:01
  get
• 34:02
  involved
• 34:02
  in
• 34:02
  other
• 34:02
  than
• 34:03
  just
• 34:03
  the
• 34:03
  exhibiting
• 34:04
  opportunities
• 34:05
  at
• 34:05
  the
• 34:05
  show?
• 34:05
  Because
• 34:06
  often
• 34:06
  I
• 34:06
  say
• 34:06
  to
• 34:06
  people,
• 34:06
  if
• 34:06
  you
• 34:07
  are
• 34:07
  going
• 34:07
  to
• 34:07
  be
• 34:07
  there
• 34:07
  and
• 34:07
  exhibit,
• 34:08
  like,
• 34:08
  make
• 34:08
  the
• 34:09
  most
• 34:09
  of
• 34:09
  absolutely
• 34:10
  everything
• 34:10
  you
• 34:10
  can
• 34:10
  do
• 34:11
  as
• 34:11
  part
• 34:11
  of
• 34:11
  the
• 34:11
  show.
• 34:11
  So
• 34:11
  what
• 34:12
  other
• 34:12
  opportunities
• 34:12
  are
• 34:13
  there?
• 34:13
  Yeah,
• 34:13
  absolutely.
• 34:14
  So
• 34:14
  in
• 34:15
  terms
• 34:15
  of,
• 34:15
  you
• 34:15
  know,
• 34:16
  going
• 34:16
  back
• 34:16
  to
• 34:16
  the
• 34:16
  features
• 34:17
  and
• 34:17
  the
• 34:17
  content
• 34:17
  that
• 34:18
  we.
• 34:18
  That
• 34:18
  we
• 34:18
  have
• 34:18
  at
• 34:18
  the
• 34:19
  event.
• 34:19
  So
• 34:19
  we
• 34:19
  do
• 34:20
  have
• 34:20
  the
• 34:20
  say
• 34:20
  I
• 34:20
  do
• 34:20
  stage,
• 34:21
  which
• 34:21
  you've
• 34:22
  spoken
• 34:22
  on.
• 34:22
  And,
• 34:23
  you
• 34:23
  know,
• 34:23
  for
• 34:23
  us
• 34:24
  there
• 34:24
  isn't.
• 34:24
  We
• 34:25
  want
• 34:25
  to
• 34:25
  make
• 34:25
  sure
• 34:25
  that
• 34:25
  it's
• 34:25
  really
• 34:26
  good,
• 34:26
  strong
• 34:26
  content.
• 34:27
  So
• 34:27
  there
• 34:27
  isn't
• 34:27
  always
• 34:27
  this
• 34:28
  link
• 34:28
  between.
• 34:28
  You
• 34:29
  must
• 34:29
  exhibit
• 34:29
  with
• 34:29
  us
• 34:29
  in
• 34:30
  order
• 34:30
  to
• 34:30
  have
• 34:30
  a
• 34:30
  speaking
• 34:30
  spot
• 34:31
  on
• 34:31
  there.
• 34:31
  So
• 34:31
  if
• 34:31
  there
• 34:31
  is
• 34:31
  somebody,
• 34:32
  if
• 34:32
  you're
• 34:32
  an
• 34:32
  expert
• 34:33
  in
• 34:33
  what
• 34:33
  you
• 34:33
  do
• 34:34
  and
• 34:34
  you
• 34:34
  really
• 34:34
  feel
• 34:34
  like
• 34:35
  you
• 34:35
  can
• 34:35
  create,
• 34:36
  you
• 34:36
  know,
• 34:36
  a
• 34:36
  piece
• 34:37
  of
• 34:37
  content
• 34:37
  that
• 34:37
  people
• 34:37
  want
• 34:38
  to
• 34:38
  listen
• 34:38
  to
• 34:38
  and
• 34:38
  it's
• 34:38
  actually
• 34:39
  ultimately
• 34:39
  going
• 34:39
  to
• 34:39
  help
• 34:40
  couples,
• 34:40
  you
• 34:40
  can
• 34:40
  apply
• 34:41
  to
• 34:41
  do
• 34:41
  or
• 34:41
  to
• 34:42
  be
• 34:42
  able
• 34:42
  to
• 34:42
  say,
• 34:42
  I
• 34:42
  do
• 34:42
  stage.
• 34:43
  I
• 34:43
  do
• 34:44
  think,
• 34:44
  and
• 34:44
  I
• 34:44
  will
• 34:45
  check
• 34:45
  this,
• 34:45
  but
• 34:45
  that
• 34:45
  there
• 34:46
  is
• 34:46
  a
• 34:46
  link
• 34:46
  where
• 34:46
  you
• 34:46
  can
• 34:46
  apply
• 34:47
  on
• 34:47
  the
• 34:47
  website
• 34:48
  and
• 34:48
  it
• 34:48
  will
• 34:48
  just
• 34:49
  ask
• 34:49
  you
• 34:49
  to
• 34:49
  fill
• 34:49
  in
• 34:49
  a
• 34:49
  form.
• 34:50
  And
• 34:50
  that's
• 34:50
  a
• 34:50
  really
• 34:50
  great
• 34:51
  way
• 34:51
  if
• 34:51
  you
• 34:51
  want
• 34:51
  to
• 34:52
  be
• 34:52
  seen
• 34:52
  as
• 34:52
  a
• 34:52
  thought
• 34:53
  leader
• 34:53
  or
• 34:53
  some,
• 34:53
  you
• 34:54
  know,
• 34:54
  if
• 34:54
  you
• 34:54
  are,
• 34:55
  it
• 34:55
  works
• 34:55
  really
• 34:55
  well
• 34:56
  for
• 34:56
  wedding
• 34:56
  planners.
• 34:57
  Anybody
• 34:57
  that's
• 34:58
  been
• 34:58
  doing
• 34:58
  this,
• 34:59
  been
• 34:59
  working
• 34:59
  this
• 35:00
  industry
• 35:00
  for
• 35:00
  a
• 35:00
  long
• 35:00
  time
• 35:01
  and
• 35:01
  wants
• 35:01
  to
• 35:02
  impart
• 35:02
  advice
• 35:04
  to
• 35:04
  our
• 35:04
  couple.
• 35:05
  So
• 35:05
  that.
• 35:05
  That's
• 35:05
  a
• 35:05
  really
• 35:06
  great
• 35:06
  touch
• 35:06
  point.
• 35:06
  We
• 35:07
  also
• 35:08
  have
• 35:09
  our
• 35:09
  catwalk,
• 35:09
  but
• 35:09
  this
• 35:09
  is
• 35:10
  more
• 35:10
  kind
• 35:10
  of
• 35:10
  suited
• 35:10
  to
• 35:10
  your
• 35:10
  bridal
• 35:11
  and
• 35:11
  the
• 35:11
  menswear.
• 35:11
  But
• 35:12
  that's
• 35:12
  a
• 35:12
  really
• 35:12
  lovely
• 35:13
  touch
• 35:13
  point.
• 35:13
  Aside
• 35:14
  from
• 35:14
  having
• 35:14
  a
• 35:14
  stand,
• 35:15
  it
• 35:15
  allows
• 35:16
  you
• 35:16
  to
• 35:16
  showcase
• 35:16
  your
• 35:17
  collections
• 35:17
  or
• 35:17
  any
• 35:18
  designers
• 35:18
  that
• 35:18
  you
• 35:18
  stock.
• 35:19
  And
• 35:19
  I
• 35:19
  have
• 35:19
  seen
• 35:20
  like
• 35:20
  firsthand
• 35:21
  how,
• 35:21
  you
• 35:21
  know,
• 35:22
  I've
• 35:22
  seen
• 35:22
  a
• 35:22
  bridal,
• 35:22
  I've
• 35:23
  seen
• 35:23
  one
• 35:23
  of
• 35:23
  bridal
• 35:23
  beauty
• 35:23
  boutique
• 35:24
  invests
• 35:24
  in.
• 35:24
  In
• 35:25
  the
• 35:25
  catwalk
• 35:25
  and
• 35:25
  have.
• 35:26
  And
• 35:26
  has
• 35:26
  a
• 35:26
  designer
• 35:27
  kind
• 35:27
  of
• 35:27
  showcase
• 35:28
  on
• 35:28
  there.
• 35:28
  And
• 35:28
  I've
• 35:29
  seen
• 35:29
  that,
• 35:29
  you
• 35:29
  know,
• 35:29
  from
• 35:29
  a
• 35:30
  visitor
• 35:30
  standpoint
• 35:30
  is
• 35:30
  they
• 35:31
  see
• 35:31
  the
• 35:31
  dress
• 35:31
  that
• 35:31
  they
• 35:32
  want
• 35:32
  and
• 35:32
  then
• 35:32
  as
• 35:32
  soon
• 35:33
  as
• 35:33
  that
• 35:33
  show's
• 35:33
  over,
• 35:33
  they
• 35:34
  go
• 35:34
  straight
• 35:34
  on
• 35:34
  to
• 35:35
  stand,
• 35:35
  to
• 35:35
  find,
• 35:36
  find
• 35:36
  where
• 35:37
  that
• 35:37
  dress
• 35:37
  is,
• 35:37
  where
• 35:37
  that
• 35:37
  dress
• 35:38
  is
• 35:38
  located
• 35:38
  and
• 35:39
  how
• 35:39
  they
• 35:39
  can
• 35:39
  try
• 35:39
  it
• 35:39
  on.
• 35:40
  So,
• 35:40
  you
• 35:40
  know,
• 35:41
  when
• 35:41
  it
• 35:41
  comes
• 35:41
  to
• 35:41
  the
• 35:42
  show,
• 35:42
  there's
• 35:43
  those
• 35:43
  two
• 35:43
  pieces
• 35:44
  of
• 35:44
  content,
• 35:44
  but
• 35:44
  then
• 35:45
  we're
• 35:45
  also
• 35:45
  quite
• 35:45
  open
• 35:45
  as
• 35:46
  a
• 35:46
  team.
• 35:46
  So
• 35:47
  each
• 35:47
  year,
• 35:48
  I
• 35:48
  mean,
• 35:48
  we're
• 35:48
  in
• 35:48
  the
• 35:48
  process
• 35:49
  now
• 35:49
  of
• 35:49
  looking
• 35:49
  at
• 35:49
  spring
• 35:50
  2026
• 35:50
  and
• 35:51
  thinking
• 35:51
  about
• 35:51
  what
• 35:51
  kind
• 35:52
  of
• 35:52
  features
• 35:52
  and
• 35:52
  content
• 35:52
  that
• 35:53
  we
• 35:53
  want
• 35:53
  to
• 35:53
  bring.
• 35:53
  And
• 35:53
  we're
• 35:53
  always
• 35:54
  keen,
• 35:54
  I
• 35:54
  mean,
• 35:54
  we
• 35:54
  work
• 35:55
  with
• 35:55
  House
• 35:56
  now,
• 35:56
  someone's
• 35:57
  on
• 35:57
  a
• 35:57
  nail
• 35:57
  bar
• 35:57
  at
• 35:57
  the
• 35:57
  XL
• 35:58
  London.
• 35:58
  We're
• 35:58
  always
• 35:59
  really
• 35:59
  interested
• 35:59
  if
• 35:59
  someone's
• 36:00
  got
• 36:00
  an
• 36:00
  idea
• 36:00
  for
• 36:00
  an
• 36:00
  activation
• 36:01
  or
• 36:01
  something
• 36:02
  that's
• 36:02
  kind
• 36:02
  of
• 36:02
  more
• 36:02
  sponsorship
• 36:03
  based.
• 36:04
  We're
• 36:04
  always
• 36:04
  open
• 36:04
  to
• 36:05
  having
• 36:05
  a
• 36:05
  chat.
• 36:05
  So
• 36:05
  I
• 36:06
  always
• 36:06
  encourage
• 36:06
  people
• 36:06
  that
• 36:07
  if
• 36:07
  you've
• 36:07
  got
• 36:07
  an
• 36:07
  idea,
• 36:08
  pop
• 36:08
  as
• 36:08
  an
• 36:09
  email,
• 36:09
  we
• 36:10
  can
• 36:10
  have
• 36:10
  a
• 36:10
  chat
• 36:10
  about
• 36:10
  it
• 36:11
  and
• 36:11
  if
• 36:11
  it
• 36:11
  works
• 36:11
  and
• 36:12
  it,
• 36:12
  and
• 36:12
  it's
• 36:12
  got
• 36:12
  legs,
• 36:13
  we'll
• 36:13
  discuss
• 36:13
  it
• 36:14
  further.
• 36:15
  Because
• 36:15
  I
• 36:16
  think
• 36:16
  that's,
• 36:16
  that's
• 36:16
  the
• 36:17
  best
• 36:17
  part
• 36:17
  of
• 36:17
  doing
• 36:17
  what
• 36:18
  we
• 36:18
  do.
• 36:18
  We,
• 36:18
  we
• 36:18
  have
• 36:19
  lots
• 36:19
  of
• 36:19
  really
• 36:20
  creative
• 36:20
  individuals.
• 36:21
  Sometimes,
• 36:22
  you
• 36:22
  know,
• 36:22
  are
• 36:22
  a
• 36:23
  fresh,
• 36:23
  fresh
• 36:23
  pair
• 36:24
  of
• 36:24
  eyes
• 36:24
  for
• 36:24
  us.
• 36:24
  They
• 36:25
  were
• 36:25
  like,
• 36:25
  have
• 36:25
  you
• 36:25
  thought
• 36:25
  about
• 36:25
  doing
• 36:25
  this
• 36:26
  at
• 36:26
  the
• 36:26
  show?
• 36:26
  This
• 36:27
  is
• 36:27
  what
• 36:27
  I
• 36:27
  could
• 36:27
  provide.
• 36:28
  And
• 36:28
  quite
• 36:28
  often
• 36:29
  that's
• 36:29
  where
• 36:29
  you
• 36:29
  get
• 36:29
  these
• 36:30
  really
• 36:30
  lovely
• 36:30
  new
• 36:30
  pieces,
• 36:31
  the
• 36:31
  features
• 36:31
  and
• 36:31
  content.
• 36:32
  But
• 36:33
  aside
• 36:33
  from
• 36:33
  that,
• 36:33
  you
• 36:33
  know,
• 36:34
  if
• 36:34
  somebody
• 36:34
  can't
• 36:34
  do
• 36:35
  the
• 36:35
  show,
• 36:35
  you
• 36:36
  know,
• 36:36
  quite
• 36:36
  often,
• 36:36
  you
• 36:37
  know,
• 36:37
  you've
• 36:37
  got
• 36:37
  wedding
• 36:37
  weddings
• 36:38
  booked
• 36:39
  in
• 36:39
  for
• 36:39
  those
• 36:39
  dates
• 36:39
  or
• 36:39
  you're
• 36:40
  busy.
• 36:40
  We
• 36:40
  do
• 36:41
  have
• 36:41
  this
• 36:41
  really
• 36:42
  solid
• 36:43
  digital
• 36:43
  proposition.
• 36:44
  So
• 36:45
  the
• 36:45
  digital
• 36:46
  proposition
• 36:46
  sits
• 36:46
  really
• 36:47
  well
• 36:47
  for,
• 36:47
  sits
• 36:48
  well
• 36:48
  for,
• 36:48
  you
• 36:48
  know,
• 36:48
  suppliers
• 36:49
  that
• 36:49
  can't
• 36:49
  make
• 36:50
  the
• 36:50
  shows
• 36:50
  and
• 36:50
  they
• 36:50
  want
• 36:50
  to
• 36:50
  still
• 36:51
  speak
• 36:51
  to
• 36:51
  our
• 36:51
  audience.
• 36:53
  We've
• 36:53
  got
• 36:53
  2,
• 36:54
  216,000
• 36:54
  subscribers
• 36:55
  on
• 36:55
  that.
• 36:55
  So
• 36:55
  they're
• 36:56
  actively
• 36:56
  engaging
• 36:57
  with
• 36:57
  our
• 36:57
  content.
• 36:59
  So
• 36:59
  we
• 36:59
  can,
• 36:59
  we
• 36:59
  can,
• 37:00
  you
• 37:00
  know,
• 37:00
  run
• 37:00
  competitions
• 37:01
  through
• 37:01
  there.
• 37:01
  We
• 37:02
  can,
• 37:02
  you
• 37:02
  know,
• 37:02
  we
• 37:03
  can
• 37:03
  send
• 37:03
  kind
• 37:03
  of
• 37:04
  updates
• 37:04
  through,
• 37:05
  through
• 37:05
  that
• 37:05
  kind
• 37:06
  of,
• 37:06
  that
• 37:06
  database
• 37:07
  and
• 37:08
  that.
• 37:08
  But,
• 37:08
  but
• 37:08
  I
• 37:08
  will
• 37:09
  say,
• 37:09
  I
• 37:09
  will
• 37:09
  caveat
• 37:10
  in
• 37:10
  that,
• 37:10
  you
• 37:10
  know,
• 37:10
  it's
• 37:11
  really
• 37:11
  important
• 37:11
  from
• 37:11
  my
• 37:12
  perspective,
• 37:12
  I
• 37:12
  think
• 37:12
  that
• 37:12
  there's
• 37:13
  nothing
• 37:13
  that
• 37:13
  beats
• 37:13
  being
• 37:13
  at
• 37:14
  the
• 37:14
  show
• 37:14
  from
• 37:14
  a
• 37:15
  face
• 37:15
  to
• 37:15
  face
• 37:15
  perspective.
• 37:16
  So
• 37:16
  that's
• 37:16
  really
• 37:16
  what,
• 37:16
  you
• 37:17
  know.
• 37:17
  And
• 37:17
  normally
• 37:18
  kind
• 37:18
  of
• 37:18
  the
• 37:18
  digital
• 37:18
  elements,
• 37:19
  we
• 37:19
  really
• 37:19
  serve
• 37:20
  as
• 37:20
  great
• 37:20
  touch
• 37:20
  points.
• 37:21
  But
• 37:22
  you
• 37:22
  know,
• 37:22
  we
• 37:22
  have
• 37:22
  worked
• 37:22
  with
• 37:22
  brands
• 37:23
  and
• 37:23
  suppliers
• 37:23
  where
• 37:24
  they
• 37:24
  just
• 37:24
  physically,
• 37:24
  you
• 37:25
  know,
• 37:25
  whether
• 37:25
  they're,
• 37:26
  the
• 37:26
  dates
• 37:26
  are
• 37:26
  booked
• 37:27
  and
• 37:27
  they
• 37:27
  still
• 37:27
  want
• 37:27
  to
• 37:27
  get
• 37:27
  in
• 37:28
  front
• 37:28
  and
• 37:28
  speak
• 37:28
  to
• 37:28
  that
• 37:28
  audience,
• 37:29
  we
• 37:29
  have
• 37:29
  still
• 37:29
  bought
• 37:30
  them
• 37:30
  like
• 37:30
  digital
• 37:30
  campaigns
• 37:31
  on
• 37:31
  there
• 37:31
  as
• 37:31
  well.
• 37:32
  Okay.
• 37:32
  So
• 37:32
  lots
• 37:32
  of
• 37:33
  different
• 37:33
  opportunities,
• 37:33
  lots
• 37:34
  of
• 37:34
  different
• 37:34
  ways
• 37:34
  to
• 37:35
  get
• 37:35
  involved.
• 37:36
  Let's
• 37:36
  talk
• 37:36
  about
• 37:36
  cost,
• 37:37
  then,
• 37:37
  just
• 37:37
  briefly.
• 37:38
  I
• 37:38
  know
• 37:38
  this
• 37:38
  is
• 37:38
  a
• 37:39
  salesperson's
• 37:39
  worst
• 37:40
  nightmare,
• 37:40
  but
• 37:40
  we
• 37:40
  talked
• 37:41
  about
• 37:41
  how
• 37:41
  at
• 37:41
  the
• 37:41
  show,
• 37:42
  the
• 37:42
  exhibit,
• 37:42
  the
• 37:43
  people
• 37:43
  there
• 37:43
  want
• 37:43
  to
• 37:43
  see
• 37:44
  the
• 37:44
  cost,
• 37:44
  they
• 37:44
  want
• 37:44
  to
• 37:44
  understand
• 37:45
  it
• 37:45
  from
• 37:45
  your
• 37:45
  perspective.
• 37:46
  And
• 37:46
  I
• 37:46
  know
• 37:47
  there'll
• 37:47
  be
• 37:47
  all
• 37:47
  sorts
• 37:47
  of
• 37:48
  different
• 37:48
  range
• 37:48
  of
• 37:49
  prices
• 37:49
  for
• 37:49
  all
• 37:49
  different,
• 37:50
  various
• 37:50
  things.
• 37:50
  But
• 37:50
  what
• 37:51
  are
• 37:51
  we
• 37:51
  looking
• 37:51
  at?
• 37:51
  If
• 37:51
  there's
• 37:52
  someone
• 37:52
  listening,
• 37:52
  they're
• 37:53
  a
• 37:53
  florist,
• 37:53
  they're
• 37:53
  a
• 37:53
  cake
• 37:53
  maker,
• 37:54
  they're
• 37:54
  a
• 37:54
  venue
• 37:54
  and
• 37:54
  they're
• 37:55
  thinking,
• 37:55
  I
• 37:55
  want
• 37:55
  to
• 37:56
  give
• 37:56
  this
• 37:56
  a
• 37:56
  try,
• 37:56
  I
• 37:57
  want
• 37:57
  to
• 37:57
  have
• 37:57
  a
• 37:57
  stand
• 37:57
  at
• 37:57
  one
• 37:57
  of
• 37:58
  these
• 37:58
  events.
• 37:58
  Am
• 37:59
  I
• 37:59
  looking
• 37:59
  at
• 37:59
  hundreds,
• 38:00
  thousands,
• 38:00
  ten
• 38:00
  thousands?
• 38:01
  Give
• 38:02
  me
• 38:02
  some
• 38:02
  numbers.
• 38:02
  Roughly.
• 38:03
  You're
• 38:03
  going
• 38:03
  to
• 38:03
  be
• 38:03
  really
• 38:04
  surprised
• 38:04
  by
• 38:05
  this,
• 38:05
  but
• 38:05
  we
• 38:05
  are.
• 38:06
  Our
• 38:06
  stand
• 38:06
  spaces
• 38:07
  start
• 38:07
  from
• 38:07
  £500
• 38:08
  plus
• 38:09
  VAT,
• 38:09
  so
• 38:10
  it
• 38:10
  goes
• 38:10
  up,
• 38:10
  so
• 38:10
  it
• 38:11
  depends.
• 38:11
  So
• 38:11
  we
• 38:12
  price
• 38:12
  our
• 38:13
  packages
• 38:13
  based
• 38:13
  on
• 38:14
  the
• 38:14
  size
• 38:15
  of
• 38:15
  stand
• 38:15
  that
• 38:15
  someone
• 38:15
  takes.
• 38:16
  So
• 38:16
  for
• 38:16
  a
• 38:16
  lot
• 38:16
  of
• 38:17
  people,
• 38:17
  they
• 38:17
  don't
• 38:17
  need
• 38:17
  a
• 38:18
  huge
• 38:18
  space,
• 38:19
  they
• 38:19
  need
• 38:20
  a
• 38:20
  small
• 38:20
  space
• 38:20
  where
• 38:21
  they,
• 38:21
  you
• 38:21
  know,
• 38:21
  especially
• 38:21
  if
• 38:22
  it's
• 38:22
  just
• 38:22
  them,
• 38:22
  if
• 38:22
  they're
• 38:22
  a
• 38:22
  celebrant
• 38:23
  or
• 38:24
  you
• 38:24
  know,
• 38:24
  that
• 38:24
  they
• 38:24
  just
• 38:25
  want
• 38:25
  to
• 38:25
  be
• 38:25
  there
• 38:25
  to
• 38:25
  talk
• 38:26
  to
• 38:26
  couples,
• 38:26
  they
• 38:26
  don't
• 38:26
  need
• 38:27
  a
• 38:27
  huge
• 38:27
  space.
• 38:28
  You
• 38:28
  can
• 38:28
  access
• 38:28
  the
• 38:29
  shows
• 38:29
  from
• 38:29
  £500
• 38:30
  plus
• 38:30
  VAT.
• 38:30
  So
• 38:31
  I
• 38:31
  think
• 38:31
  that
• 38:31
  that's
• 38:31
  the
• 38:32
  most.
• 38:33
  Most
• 38:33
  suppliers
• 38:33
  don't.
• 38:34
  They
• 38:34
  think
• 38:35
  of
• 38:35
  it
• 38:35
  and
• 38:35
  they
• 38:35
  think,
• 38:35
  oh,
• 38:36
  gosh,
• 38:36
  it's
• 38:36
  thousands,
• 38:37
  it's
• 38:37
  totally
• 38:37
  inaccessible.
• 38:38
  But
• 38:38
  we
• 38:39
  have
• 38:39
  over
• 38:39
  the
• 38:39
  last
• 38:39
  few
• 38:40
  years
• 38:40
  worked
• 38:40
  on
• 38:40
  kind
• 38:41
  of
• 38:41
  looking
• 38:41
  at
• 38:41
  smaller
• 38:41
  stand
• 38:42
  options
• 38:42
  so
• 38:43
  that
• 38:43
  people
• 38:43
  can,
• 38:43
  you
• 38:44
  know,
• 38:44
  whether
• 38:44
  you're,
• 38:44
  if
• 38:44
  you're
• 38:44
  a
• 38:44
  florist,
• 38:45
  if
• 38:45
  you're
• 38:45
  a
• 38:45
  cake
• 38:45
  company,
• 38:46
  you
• 38:46
  can
• 38:46
  access
• 38:47
  the
• 38:47
  shows.
• 38:47
  Because
• 38:47
  fundamentally
• 38:49
  we
• 38:49
  want
• 38:49
  to
• 38:49
  make
• 38:49
  sure
• 38:50
  that
• 38:50
  we're
• 38:50
  getting
• 38:50
  the
• 38:50
  right
• 38:50
  suppliers
• 38:51
  through
• 38:51
  the
• 38:51
  door,
• 38:51
  but
• 38:52
  we
• 38:52
  need
• 38:52
  to
• 38:52
  have
• 38:52
  a
• 38:53
  solid
• 38:53
  and
• 38:53
  strong
• 38:53
  exhibitor
• 38:54
  mix
• 38:54
  and
• 38:54
  that
• 38:55
  having
• 38:55
  conversations
• 38:55
  with
• 38:56
  our
• 38:56
  suppliers
• 38:56
  who
• 38:57
  say,
• 38:57
  look,
• 38:57
  I
• 38:57
  don't
• 38:58
  need
• 38:58
  a
• 38:58
  huge
• 38:58
  space,
• 38:58
  I
• 38:59
  just
• 38:59
  need,
• 38:59
  you
• 38:59
  know,
• 39:00
  a
• 39:00
  small
• 39:00
  2
• 39:00
  meter
• 39:01
  by
• 39:01
  1
• 39:01
  meter
• 39:01
  space
• 39:01
  where
• 39:02
  I
• 39:02
  can
• 39:02
  show
• 39:02
  up
• 39:03
  and
• 39:03
  I
• 39:03
  can
• 39:03
  speak
• 39:04
  to
• 39:04
  that
• 39:05
  audience.
• 39:06
  So
• 39:06
  we
• 39:06
  start
• 39:07
  from
• 39:07
  500
• 39:07
  pounds
• 39:07
  plus
• 39:08
  VAT
• 39:08
  and
• 39:08
  we,
• 39:08
  we
• 39:08
  essentially
• 39:09
  offer
• 39:10
  shell
• 39:10
  scheme
• 39:11
  stand
• 39:11
  packages.
• 39:12
  So
• 39:12
  what
• 39:12
  that
• 39:12
  means
• 39:12
  is
• 39:13
  we
• 39:13
  build
• 39:13
  the
• 39:13
  stand
• 39:14
  structure
• 39:14
  for
• 39:14
  you.
• 39:14
  So
• 39:15
  it's
• 39:15
  walled,
• 39:15
  it's,
• 39:16
  you
• 39:16
  know,
• 39:16
  it's
• 39:16
  got
• 39:17
  your
• 39:17
  name
• 39:17
  board
• 39:17
  and
• 39:18
  it's
• 39:18
  got
• 39:18
  carpet.
• 39:19
  So
• 39:19
  essentially
• 39:19
  you
• 39:19
  have
• 39:20
  this
• 39:20
  carcass
• 39:21
  where
• 39:21
  you
• 39:21
  can
• 39:21
  actually
• 39:22
  build
• 39:23
  and
• 39:23
  style
• 39:23
  and
• 39:24
  make
• 39:24
  this
• 39:24
  space
• 39:25
  represent
• 39:25
  your
• 39:25
  own
• 39:26
  brand.
• 39:26
  I
• 39:26
  mean,
• 39:27
  we
• 39:27
  do
• 39:27
  have,
• 39:27
  I
• 39:27
  mean,
• 39:27
  if
• 39:27
  you
• 39:27
  wanted,
• 39:28
  you
• 39:28
  know,
• 39:28
  we
• 39:29
  sell
• 39:29
  sounds
• 39:29
  up
• 39:29
  to
• 39:29
  150
• 39:30
  meters
• 39:30
  squared,
• 39:31
  which
• 39:31
  can
• 39:31
  go
• 39:31
  up
• 39:31
  to
• 39:31
  20,000
• 39:32
  pounds
• 39:32
  plus
• 39:32
  VAT,
• 39:33
  but
• 39:33
  you
• 39:33
  realistically,
• 39:34
  generally,
• 39:35
  you
• 39:35
  know,
• 39:35
  for
• 39:35
  most
• 39:36
  suppliers,
• 39:36
  they're
• 39:36
  looking
• 39:36
  at
• 39:37
  between
• 39:37
  £1,500
• 39:38
  plus
• 39:38
  VAT
• 39:39
  to
• 39:39
  about
• 39:39
  two
• 39:39
  and
• 39:39
  a
• 39:39
  half
• 39:40
  thousand
• 39:40
  pounds
• 39:40
  plus
• 39:41
  VAT.
• 39:41
  But
• 39:41
  we
• 39:41
  do
• 39:42
  have
• 39:42
  smaller
• 39:42
  sound
• 39:42
  options
• 39:43
  for
• 39:44
  people
• 39:44
  wanting
• 39:44
  to
• 39:44
  test
• 39:44
  the
• 39:45
  audience
• 39:45
  or
• 39:45
  just.
• 39:46
  They
• 39:46
  just
• 39:46
  don't
• 39:46
  need
• 39:46
  space.
• 39:47
  So
• 39:47
  if
• 39:47
  you
• 39:48
  go
• 39:48
  for
• 39:48
  your
• 39:48
  smallest
• 39:49
  option,
• 39:49
  so
• 39:49
  you're
• 39:49
  like,
• 39:50
  right,
• 39:50
  I'm
• 39:50
  going
• 39:50
  to
• 39:50
  go
• 39:50
  for
• 39:50
  the
• 39:51
  500
• 39:51
  pound
• 39:51
  plus
• 39:51
  VAT
• 39:52
  for
• 39:52
  the
• 39:52
  small
• 39:52
  space,
• 39:52
  does
• 39:53
  that
• 39:53
  include
• 39:54
  the
• 39:54
  shell
• 39:54
  spacing
• 39:55
  as
• 39:55
  well,
• 39:55
  or
• 39:55
  am
• 39:55
  I
• 39:55
  paying
• 39:55
  extra
• 39:56
  for
• 39:56
  that?
• 39:56
  And
• 39:56
  is
• 39:56
  there
• 39:57
  any
• 39:57
  other
• 39:57
  hidden
• 39:57
  cost
• 39:57
  if
• 39:58
  I
• 39:58
  want
• 39:58
  electricity
• 39:59
  or
• 39:59
  if
• 39:59
  I
• 39:59
  want
• 39:59
  WI
• 39:59
  fi?
• 40:00
  So
• 40:01
  with
• 40:01
  all,
• 40:02
  with
• 40:02
  all
• 40:02
  stand
• 40:03
  packages,
• 40:03
  they
• 40:03
  also.
• 40:04
  Whether
• 40:04
  you
• 40:04
  pay
• 40:04
  the
• 40:05
  £500
• 40:05
  plus
• 40:05
  VAT
• 40:06
  or
• 40:06
  you
• 40:06
  pay
• 40:06
  the
• 40:06
  20
• 40:07
  grand.
• 40:07
  20
• 40:08
  pound,
• 40:08
  20
• 40:08
  grand
• 40:09
  plus
• 40:09
  VAT,
• 40:10
  they
• 40:10
  all
• 40:10
  include
• 40:10
  the
• 40:11
  stand
• 40:11
  build.
• 40:11
  So
• 40:11
  you
• 40:11
  get
• 40:12
  the
• 40:12
  stand
• 40:12
  structure,
• 40:12
  the
• 40:13
  carpet,
• 40:13
  the
• 40:13
  walling.
• 40:14
  What
• 40:14
  we
• 40:14
  don't
• 40:14
  include
• 40:14
  in
• 40:15
  any
• 40:15
  of
• 40:15
  those
• 40:15
  packages
• 40:16
  is
• 40:16
  electrics
• 40:17
  and
• 40:18
  lighting.
• 40:18
  So
• 40:19
  they
• 40:19
  are
• 40:19
  additional
• 40:19
  costs
• 40:20
  that
• 40:20
  are
• 40:20
  booked
• 40:20
  by
• 40:21
  the
• 40:21
  venue.
• 40:21
  So
• 40:21
  we
• 40:21
  have,
• 40:22
  we
• 40:22
  have
• 40:22
  a
• 40:22
  separate
• 40:22
  contractor
• 40:23
  that
• 40:23
  they
• 40:24
  are.
• 40:24
  That
• 40:24
  our
• 40:25
  exhibitors
• 40:26
  will
• 40:26
  need
• 40:26
  to
• 40:26
  book
• 40:26
  in.
• 40:26
  And
• 40:27
  you're
• 40:27
  looking
• 40:27
  at.
• 40:27
  It
• 40:28
  just
• 40:28
  depends.
• 40:29
  You
• 40:29
  know,
• 40:29
  I
• 40:29
  would
• 40:29
  say
• 40:29
  90%
• 40:30
  of
• 40:30
  that
• 40:30
  hall
• 40:30
  doesn't
• 40:31
  require
• 40:31
  those
• 40:31
  additionals
• 40:32
  because,
• 40:33
  you
• 40:33
  know,
• 40:33
  battery
• 40:34
  packs
• 40:34
  are
• 40:34
  a
• 40:34
  wonderful
• 40:34
  thing.
• 40:35
  You
• 40:35
  can,
• 40:35
  you
• 40:35
  can,
• 40:35
  you
• 40:35
  know,
• 40:35
  charge
• 40:36
  your
• 40:36
  phones
• 40:36
  and
• 40:37
  your
• 40:37
  laptops
• 40:37
  through,
• 40:37
  you
• 40:38
  know,
• 40:38
  a
• 40:38
  battery
• 40:38
  pack,
• 40:38
  but
• 40:39
  it
• 40:39
  tends
• 40:39
  to
• 40:39
  be
• 40:39
  our
• 40:40
  bridal
• 40:40
  boutiques
• 40:40
  and
• 40:41
  our
• 40:41
  jewelers
• 40:41
  that
• 40:41
  need
• 40:41
  electrics
• 40:42
  and
• 40:42
  lighting.
• 40:43
  And
• 40:43
  they
• 40:43
  can
• 40:43
  book
• 40:44
  it
• 40:44
  in
• 40:44
  separately,
• 40:44
  but
• 40:45
  the
• 40:45
  costs
• 40:45
  vary.
• 40:45
  It's
• 40:45
  just
• 40:46
  dependent
• 40:46
  on
• 40:46
  the
• 40:46
  venue
• 40:46
  and
• 40:47
  the
• 40:47
  contractor.
• 40:47
  But
• 40:48
  what
• 40:48
  we
• 40:48
  try
• 40:48
  and
• 40:48
  do,
• 40:49
  especially
• 40:49
  if
• 40:50
  someone
• 40:50
  flags
• 40:50
  that
• 40:50
  that's
• 40:50
  something
• 40:51
  that
• 40:51
  they
• 40:51
  need,
• 40:52
  we
• 40:52
  will
• 40:52
  connect
• 40:52
  them
• 40:53
  with
• 40:53
  the
• 40:53
  contractor
• 40:53
  at
• 40:53
  the
• 40:54
  very
• 40:54
  kind
• 40:54
  of
• 40:54
  initial
• 40:55
  stages
• 40:55
  that
• 40:55
  people
• 40:55
  can,
• 40:56
  A,
• 40:56
  work
• 40:56
  out
• 40:56
  whether
• 40:56
  it's
• 40:57
  A,
• 40:57
  you
• 40:57
  know,
• 40:57
  whether
• 40:57
  it's
• 40:58
  in
• 40:58
  budget
• 40:59
  and
• 40:59
  B,
• 40:59
  they're
• 41:00
  getting
• 41:00
  the
• 41:00
  best
• 41:00
  option.
• 41:01
  Because
• 41:01
  quite
• 41:01
  often
• 41:01
  you
• 41:01
  can
• 41:02
  look
• 41:02
  at
• 41:02
  a
• 41:02
  list
• 41:02
  and
• 41:02
  go,
• 41:02
  I
• 41:02
  need
• 41:02
  this,
• 41:03
  this
• 41:03
  and
• 41:03
  this.
• 41:03
  But
• 41:04
  we
• 41:04
  actually
• 41:04
  have
• 41:04
  contractors
• 41:05
  that
• 41:05
  will
• 41:05
  pick
• 41:05
  up
• 41:05
  the
• 41:05
  phone
• 41:06
  and
• 41:06
  be
• 41:06
  like,
• 41:06
  okay,
• 41:07
  you
• 41:07
  don't
• 41:07
  need
• 41:07
  all
• 41:07
  of
• 41:08
  this.
• 41:08
  You
• 41:08
  could
• 41:08
  just
• 41:08
  get
• 41:08
  away
• 41:08
  with
• 41:09
  this.
• 41:09
  So
• 41:09
  it's
• 41:09
  not
• 41:10
  something
• 41:10
  we
• 41:10
  cover
• 41:10
  off,
• 41:10
  but
• 41:11
  we
• 41:11
  don't
• 41:11
  include
• 41:11
  it.
• 41:11
  But
• 41:12
  we
• 41:12
  try
• 41:12
  and
• 41:12
  make
• 41:12
  it
• 41:12
  as
• 41:12
  easy
• 41:12
  as
• 41:13
  possible
• 41:13
  for
• 41:13
  our
• 41:13
  suppliers
• 41:14
  that
• 41:14
  if
• 41:14
  they
• 41:14
  do
• 41:14
  need
• 41:15
  it,
• 41:15
  that
• 41:15
  they
• 41:15
  can
• 41:15
  book
• 41:15
  it
• 41:16
  and
• 41:16
  that
• 41:16
  when
• 41:16
  they
• 41:16
  arrive
• 41:17
  on
• 41:17
  site,
• 41:17
  it's
• 41:17
  there
• 41:17
  and
• 41:18
  they're
• 41:18
  ready
• 41:18
  to.
• 41:18
  And
• 41:19
  they
• 41:19
  can.
• 41:19
  And
• 41:19
  they
• 41:19
  can,
• 41:19
  you
• 41:20
  know,
• 41:20
  they're
• 41:20
  ready
• 41:20
  to
• 41:20
  use.
• 41:21
  Did
• 41:21
  you
• 41:21
  think
• 41:21
  a
• 41:21
  lot
• 41:22
  of
• 41:22
  your
• 41:22
  suppliers
• 41:22
  don't
• 41:23
  then
• 41:23
  use
• 41:23
  the
• 41:23
  electricity,
• 41:24
  do
• 41:24
  they
• 41:24
  just
• 41:24
  get
• 41:24
  on
• 41:25
  without
• 41:25
  it.
• 41:25
  Yeah,
• 41:26
  they.
• 41:26
  I
• 41:26
  don't
• 41:27
  think
• 41:27
  that.
• 41:29
  I
• 41:29
  think
• 41:29
  with
• 41:29
  electrics,
• 41:30
  it
• 41:30
  just
• 41:30
  really
• 41:30
  depends
• 41:30
  on
• 41:30
  what
• 41:31
  it
• 41:31
  is
• 41:31
  that
• 41:31
  you're
• 41:31
  bringing.
• 41:31
  So
• 41:31
  if
• 41:31
  you're
• 41:32
  a
• 41:32
  videographer,
• 41:32
  you're
• 41:33
  most
• 41:33
  likely
• 41:33
  going
• 41:33
  to
• 41:33
  need
• 41:33
  it
• 41:33
  because
• 41:34
  you're
• 41:34
  going
• 41:34
  to
• 41:34
  bring
• 41:34
  a
• 41:35
  television
• 41:35
  screen.
• 41:35
  If
• 41:36
  you're
• 41:36
  a
• 41:36
  photo
• 41:36
  booth
• 41:36
  company,
• 41:36
  you're
• 41:37
  going
• 41:37
  to
• 41:37
  need
• 41:37
  it
• 41:37
  because
• 41:37
  you
• 41:37
  need
• 41:38
  your
• 41:38
  photo
• 41:38
  booth
• 41:38
  on
• 41:38
  stands.
• 41:39
  But
• 41:39
  I
• 41:39
  think
• 41:39
  majority
• 41:40
  of
• 41:40
  the
• 41:40
  exhibitors
• 41:41
  that
• 41:41
  do
• 41:42
  our
• 41:42
  show,
• 41:43
  depending
• 41:43
  on
• 41:43
  what
• 41:43
  they
• 41:44
  do,
• 41:44
  they
• 41:44
  don't
• 41:44
  need
• 41:45
  it.
• 41:45
  And
• 41:46
  when
• 41:46
  it
• 41:46
  comes
• 41:46
  to
• 41:46
  lighting,
• 41:47
  the
• 41:47
  top
• 41:47
  of
• 41:47
  the
• 41:47
  stands
• 41:47
  are
• 41:48
  open,
• 41:48
  so
• 41:48
  the
• 41:49
  venues
• 41:49
  themselves
• 41:50
  have
• 41:50
  really
• 41:50
  good
• 41:50
  lighting.
• 41:51
  So
• 41:51
  it's
• 41:51
  fine.
• 41:51
  Often
• 41:52
  if
• 41:52
  they're
• 41:52
  a
• 41:53
  bridal
• 41:53
  boutique
• 41:53
  or
• 41:53
  they're
• 41:54
  a
• 41:54
  menswear
• 41:55
  brand
• 41:57
  or
• 41:57
  their
• 41:57
  jewelry,
• 41:58
  they
• 41:58
  need
• 41:58
  the
• 41:59
  lighting
• 42:00
  either
• 42:00
  for
• 42:00
  the
• 42:00
  fitting
• 42:00
  room
• 42:01
  or
• 42:01
  to
• 42:01
  really
• 42:01
  showcase
• 42:02
  the
• 42:02
  pieces
• 42:03
  that
• 42:03
  they
• 42:03
  have
• 42:03
  on
• 42:03
  display.
• 42:04
  So
• 42:04
  they
• 42:04
  do
• 42:04
  need
• 42:05
  it.
• 42:05
  So
• 42:05
  what.
• 42:05
  What
• 42:06
  my,
• 42:06
  you
• 42:06
  know,
• 42:07
  what
• 42:07
  myself,
• 42:07
  my
• 42:08
  team
• 42:08
  do
• 42:08
  is
• 42:08
  we
• 42:08
  quite
• 42:08
  often
• 42:09
  at
• 42:09
  the
• 42:09
  initial
• 42:10
  stages,
• 42:10
  have
• 42:11
  the
• 42:11
  conversation
• 42:12
  with
• 42:12
  the,
• 42:12
  with
• 42:12
  the
• 42:12
  client.
• 42:13
  We
• 42:13
  understand
• 42:13
  what
• 42:13
  it
• 42:13
  is
• 42:14
  that
• 42:14
  they're
• 42:14
  looking
• 42:14
  to
• 42:14
  showcase.
• 42:15
  We
• 42:15
  advise
• 42:15
  them
• 42:15
  because
• 42:16
  there
• 42:16
  are
• 42:16
  lots
• 42:16
  of
• 42:16
  instances
• 42:17
  where
• 42:17
  it's
• 42:18
  best
• 42:18
  for
• 42:18
  them
• 42:18
  to
• 42:18
  have
• 42:18
  electricity,
• 42:19
  especially
• 42:19
  if,
• 42:20
  you
• 42:20
  know,
• 42:20
  they've
• 42:20
  got
• 42:21
  multiple
• 42:22
  kind
• 42:22
  of
• 42:22
  devices,
• 42:22
  they've
• 42:23
  got,
• 42:23
  you
• 42:23
  know,
• 42:23
  multiple
• 42:23
  laptops
• 42:24
  and
• 42:24
  pieces.
• 42:24
  It's
• 42:25
  just,
• 42:25
  it's,
• 42:25
  it's
• 42:25
  easier
• 42:26
  for
• 42:26
  them
• 42:26
  just
• 42:26
  to
• 42:26
  have
• 42:27
  the
• 42:27
  plug
• 42:27
  socket
• 42:27
  on
• 42:27
  stand.
• 42:28
  So
• 42:28
  we
• 42:29
  will
• 42:29
  have
• 42:29
  those
• 42:29
  conversations
• 42:30
  very
• 42:30
  early
• 42:30
  on.
• 42:31
  We'
• 42:31
  make
• 42:31
  sure
• 42:32
  that
• 42:32
  we
• 42:32
  are
• 42:32
  making
• 42:32
  it
• 42:32
  as
• 42:33
  easy
• 42:33
  and
• 42:33
  seamless
• 42:33
  as
• 42:33
  possible.
• 42:34
  And
• 42:34
  when
• 42:34
  we
• 42:34
  can't
• 42:35
  answer
• 42:35
  those
• 42:35
  questions,
• 42:35
  the
• 42:35
  contractors
• 42:36
  will
• 42:36
  step
• 42:36
  in
• 42:36
  and
• 42:37
  say,
• 42:37
  this
• 42:37
  is
• 42:37
  what
• 42:38
  you
• 42:38
  need
• 42:38
  and
• 42:38
  this
• 42:38
  is
• 42:38
  what
• 42:39
  we
• 42:39
  recommend.
• 42:39
  I
• 42:40
  think
• 42:40
  that's
• 42:40
  the
• 42:41
  thing
• 42:41
  that
• 42:41
  a
• 42:41
  lot
• 42:41
  of
• 42:41
  people
• 42:41
  find
• 42:42
  is
• 42:42
  the
• 42:42
  barrier.
• 42:42
  They're
• 42:43
  scared
• 42:43
  to
• 42:43
  ask
• 42:43
  those
• 42:43
  questions
• 42:44
  or
• 42:44
  they,
• 42:44
  they're
• 42:45
  so
• 42:45
  worried
• 42:45
  that
• 42:45
  it's
• 42:45
  going
• 42:46
  to
• 42:46
  cost
• 42:46
  them
• 42:46
  loads
• 42:46
  that
• 42:46
  they
• 42:46
  don't
• 42:47
  actually
• 42:47
  think,
• 42:47
  oh,
• 42:48
  I'll
• 42:48
  just
• 42:48
  ask.
• 42:48
  So
• 42:49
  what
• 42:49
  you're
• 42:49
  saying
• 42:50
  to
• 42:50
  me
• 42:50
  is
• 42:50
  that
• 42:50
  your
• 42:50
  team
• 42:51
  are
• 42:51
  very
• 42:51
  open
• 42:51
  if
• 42:52
  they're
• 42:52
  considering
• 42:53
  it
• 42:53
  and
• 42:53
  they're
• 42:53
  thinking
• 42:54
  about
• 42:54
  doing
• 42:54
  it,
• 42:54
  but
• 42:54
  they're
• 42:54
  a
• 42:54
  bit
• 42:55
  worried
• 42:55
  about
• 42:55
  what
• 42:55
  it's
• 42:56
  going
• 42:56
  to
• 42:56
  involve.
• 42:56
  You'll,
• 42:57
  you
• 42:57
  know
• 42:57
  it
• 42:57
  best,
• 42:58
  so
• 42:58
  you'll
• 42:58
  talk
• 42:58
  them
• 42:58
  through
• 42:59
  it
• 42:59
  and
• 42:59
  no
• 42:59
  question
• 42:59
  is
• 42:59
  too
• 43:00
  silly,
• 43:00
  you'll
• 43:00
  help
• 43:00
  them
• 43:01
  know
• 43:01
  what
• 43:01
  they
• 43:01
  need
• 43:01
  or
• 43:01
  what
• 43:01
  they
• 43:01
  don't
• 43:02
  need.
• 43:02
  I
• 43:02
  have
• 43:03
  the
• 43:03
  team,
• 43:04
  the
• 43:04
  account
• 43:04
  managers
• 43:05
  that
• 43:05
  work
• 43:05
  on
• 43:05
  the
• 43:05
  shows
• 43:06
  are
• 43:06
  absolutely.
• 43:07
  They're
• 43:07
  phenomenal.
• 43:08
  Their
• 43:08
  goal
• 43:09
  is
• 43:09
  not
• 43:09
  only
• 43:09
  to
• 43:09
  get
• 43:09
  someone
• 43:10
  booked
• 43:10
  in
• 43:10
  and
• 43:10
  on
• 43:11
  that
• 43:11
  floor
• 43:11
  plan,
• 43:12
  but
• 43:12
  it's
• 43:12
  to
• 43:12
  actually
• 43:12
  support
• 43:13
  them.
• 43:13
  So
• 43:13
  a
• 43:13
  lot
• 43:13
  of
• 43:13
  the,
• 43:14
  A
• 43:14
  Lot
• 43:14
  of
• 43:14
  the
• 43:14
  conversation
• 43:14
  we've
• 43:15
  had
• 43:15
  around
• 43:15
  what
• 43:15
  to
• 43:15
  do
• 43:15
  on
• 43:16
  stand,
• 43:16
  what
• 43:16
  to,
• 43:17
  how
• 43:17
  to,
• 43:17
  how
• 43:17
  to
• 43:17
  market,
• 43:18
  the
• 43:18
  fact
• 43:18
  that
• 43:18
  they're
• 43:18
  exhibiting
• 43:19
  pre
• 43:19
  show
• 43:20
  all
• 43:20
  the
• 43:20
  way
• 43:20
  to
• 43:20
  planning
• 43:21
  their
• 43:21
  actual
• 43:21
  stand
• 43:21
  presence.
• 43:22
  The
• 43:22
  team
• 43:23
  will
• 43:23
  have
• 43:23
  those
• 43:23
  conversations
• 43:24
  right
• 43:25
  at
• 43:25
  the
• 43:25
  initial
• 43:25
  call.
• 43:25
  So
• 43:26
  when
• 43:26
  you,
• 43:26
  when
• 43:26
  someone
• 43:27
  first
• 43:27
  inquires
• 43:27
  into
• 43:28
  the
• 43:28
  show,
• 43:28
  it
• 43:29
  isn't
• 43:29
  a
• 43:29
  case
• 43:29
  of
• 43:29
  just
• 43:29
  sending
• 43:30
  some
• 43:30
  information
• 43:30
  over
• 43:31
  to
• 43:31
  them.
• 43:31
  You
• 43:31
  will
• 43:32
  actually
• 43:32
  get
• 43:32
  one
• 43:32
  of
• 43:32
  the
• 43:32
  team
• 43:33
  reaching
• 43:33
  out.
• 43:33
  They
• 43:34
  will
• 43:34
  schedule
• 43:34
  an
• 43:34
  initial
• 43:35
  call
• 43:35
  call
• 43:35
  with
• 43:35
  you,
• 43:36
  they'll
• 43:36
  chat
• 43:36
  through
• 43:36
  your
• 43:37
  business,
• 43:37
  what
• 43:37
  your
• 43:38
  objective
• 43:38
  is.
• 43:38
  They'll
• 43:39
  talk
• 43:39
  through
• 43:39
  the
• 43:39
  shows
• 43:40
  and,
• 43:40
  and
• 43:40
  we'll
• 43:41
  basically
• 43:41
  ascertain
• 43:41
  whether
• 43:41
  it's
• 43:42
  a
• 43:42
  fit
• 43:42
  on
• 43:42
  both
• 43:42
  sides.
• 43:43
  You
• 43:43
  know,
• 43:43
  A,
• 43:44
  is
• 43:44
  it
• 43:44
  going
• 43:44
  to
• 43:44
  work
• 43:44
  for
• 43:44
  the
• 43:45
  supplier?
• 43:45
  B,
• 43:45
  can
• 43:45
  we,
• 43:46
  can
• 43:46
  we
• 43:46
  deliver
• 43:46
  what
• 43:46
  they're
• 43:47
  after?
• 43:47
  And
• 43:48
  we
• 43:48
  want
• 43:48
  to
• 43:49
  make
• 43:49
  sure
• 43:49
  again,
• 43:49
  that
• 43:49
  supplier
• 43:50
  is,
• 43:50
  you
• 43:50
  know,
• 43:50
  a
• 43:50
  good
• 43:50
  fit
• 43:51
  for
• 43:51
  our
• 43:51
  shows.
• 43:52
  And
• 43:53
  you
• 43:53
  will
• 43:53
  have
• 43:53
  their
• 43:53
  assistance
• 43:54
  from
• 43:54
  the
• 43:54
  point
• 43:55
  of
• 43:55
  that
• 43:55
  initial
• 43:55
  call
• 43:55
  all
• 43:56
  the
• 43:56
  way
• 43:56
  through
• 43:56
  to
• 43:56
  being
• 43:57
  on
• 43:57
  site.
• 43:57
  It'll
• 43:57
  be
• 43:57
  the
• 43:57
  same
• 43:58
  person
• 43:58
  in
• 43:58
  most
• 43:58
  cases
• 43:59
  that
• 43:59
  will
• 43:59
  be
• 43:59
  looking
• 43:59
  after
• 44:00
  you.
• 44:00
  So
• 44:00
  from
• 44:01
  a
• 44:01
  supplier
• 44:01
  perspective,
• 44:02
  you
• 44:02
  have
• 44:02
  this
• 44:02
  point
• 44:02
  of
• 44:03
  contact
• 44:03
  that
• 44:03
  will
• 44:03
  be
• 44:03
  there
• 44:04
  to
• 44:04
  support
• 44:04
  you
• 44:05
  and
• 44:05
  make
• 44:05
  sure
• 44:05
  that
• 44:06
  you
• 44:06
  feel
• 44:06
  really
• 44:06
  comfor.
• 44:07
  Comfortable
• 44:07
  with
• 44:07
  your
• 44:07
  decision.
• 44:08
  And
• 44:08
  I
• 44:08
  think
• 44:08
  that's
• 44:08
  a
• 44:09
  huge
• 44:09
  part
• 44:09
  of
• 44:09
  it.
• 44:09
  It's
• 44:09
  really
• 44:09
  scary
• 44:10
  for
• 44:10
  a
• 44:10
  lot
• 44:10
  of,
• 44:11
  A
• 44:11
  lot
• 44:11
  of
• 44:11
  suppliers
• 44:11
  will
• 44:11
  say
• 44:11
  it's
• 44:12
  really
• 44:12
  scary
• 44:12
  because
• 44:12
  it's,
• 44:13
  it's
• 44:13
  a
• 44:13
  huge
• 44:13
  show.
• 44:14
  Quite
• 44:14
  often
• 44:14
  it
• 44:15
  feels
• 44:15
  like
• 44:15
  it's
• 44:15
  going
• 44:15
  to
• 44:15
  be
• 44:15
  inaccessible.
• 44:16
  So
• 44:16
  until
• 44:16
  they
• 44:16
  have
• 44:17
  that
• 44:17
  conversation,
• 44:17
  they
• 44:18
  have
• 44:18
  no,
• 44:18
  no
• 44:19
  real
• 44:19
  context
• 44:19
  of
• 44:19
  what,
• 44:20
  what
• 44:20
  it's
• 44:20
  going
• 44:20
  to
• 44:20
  cost.
• 44:21
  And
• 44:21
  we
• 44:21
  are
• 44:21
  upfront
• 44:22
  with,
• 44:22
  with
• 44:22
  the
• 44:23
  costings
• 44:23
  element
• 44:23
  of
• 44:23
  it.
• 44:24
  So
• 44:24
  if
• 44:24
  there
• 44:24
  are
• 44:24
  additionals
• 44:25
  that
• 44:25
  we
• 44:25
  don't
• 44:25
  include
• 44:25
  in
• 44:26
  the
• 44:26
  sound
• 44:26
  packages,
• 44:26
  we're
• 44:27
  getting
• 44:27
  the
• 44:27
  right
• 44:27
  people
• 44:27
  to
• 44:28
  connect
• 44:28
  with,
• 44:29
  with
• 44:29
  our
• 44:29
  suppliers
• 44:30
  that
• 44:30
  they
• 44:30
  know
• 44:30
  straight
• 44:31
  off
• 44:31
  the
• 44:31
  bat.
• 44:31
  There's
• 44:31
  no,
• 44:32
  there's
• 44:32
  not
• 44:32
  hidden
• 44:33
  fees
• 44:33
  or,
• 44:34
  you
• 44:34
  know,
• 44:34
  random
• 44:35
  costs
• 44:35
  that
• 44:35
  just
• 44:35
  spring
• 44:35
  up.
• 44:37
  And
• 44:37
  I
• 44:37
  think
• 44:37
  with,
• 44:37
  with
• 44:38
  the,
• 44:38
  when
• 44:39
  it
• 44:39
  comes,
• 44:39
  when
• 44:39
  it
• 44:39
  comes
• 44:40
  to
• 44:40
  the
• 44:40
  team
• 44:41
  and,
• 44:41
  and
• 44:41
  how
• 44:41
  they
• 44:41
  kind
• 44:42
  of
• 44:42
  support
• 44:42
  our
• 44:42
  exhibitors,
• 44:43
  they
• 44:44
  just
• 44:44
  are
• 44:44
  there
• 44:45
  at
• 44:45
  every
• 44:45
  point.
• 44:46
  So
• 44:46
  I
• 44:46
  think
• 44:47
  I
• 44:47
  mentioned
• 44:47
  it
• 44:47
  already,
• 44:47
  but
• 44:48
  you
• 44:48
  won't,
• 44:48
  you
• 44:48
  won't
• 44:48
  get
• 44:49
  this
• 44:49
  disconnect
• 44:49
  with
• 44:50
  you
• 44:50
  booked
• 44:50
  your
• 44:50
  stand
• 44:51
  now,
• 44:51
  like,
• 44:51
  off
• 44:52
  you
• 44:52
  go,
• 44:52
  we'll
• 44:52
  see
• 44:52
  you
• 44:53
  there.
• 44:53
  And
• 44:53
  everyone's
• 44:54
  really
• 44:54
  invested
• 44:54
  in
• 44:54
  making
• 44:55
  sure
• 44:55
  it
• 44:55
  works
• 44:55
  because
• 44:55
  ultimately
• 44:56
  we
• 44:56
  want
• 44:56
  people
• 44:56
  to
• 44:57
  come
• 44:57
  back
• 44:57
  season
• 44:57
  on
• 44:58
  season.
• 44:58
  It
• 44:58
  definitely
• 44:58
  makes
• 44:59
  our
• 44:59
  jobs
• 45:00
  a
• 45:00
  lot
• 45:00
  easier,
• 45:00
  but
• 45:01
  it's
• 45:01
  also
• 45:01
  really
• 45:01
  rewarding.
• 45:02
  You
• 45:02
  know,
• 45:03
  when
• 45:03
  you
• 45:03
  get
• 45:03
  to
• 45:03
  know
• 45:03
  these
• 45:04
  businesses,
• 45:04
  you
• 45:04
  know
• 45:04
  how
• 45:04
  much
• 45:05
  of
• 45:05
  a
• 45:05
  huge,
• 45:05
  huge
• 45:06
  leap
• 45:06
  it
• 45:06
  is
• 45:07
  for
• 45:07
  them.
• 45:07
  To
• 45:07
  be
• 45:07
  at
• 45:08
  the
• 45:08
  shows.
• 45:08
  You
• 45:08
  know,
• 45:09
  some
• 45:09
  people
• 45:09
  have
• 45:09
  said
• 45:09
  we're
• 45:10
  not
• 45:10
  going
• 45:10
  to
• 45:10
  go
• 45:10
  on
• 45:10
  a
• 45:10
  summer
• 45:10
  holiday
• 45:11
  this
• 45:11
  year,
• 45:11
  we're
• 45:11
  going
• 45:11
  to
• 45:12
  do
• 45:12
  the
• 45:12
  show
• 45:12
  or
• 45:13
  that
• 45:13
  they're
• 45:14
  in
• 45:14
  that,
• 45:14
  that
• 45:14
  really
• 45:14
  kind
• 45:15
  of
• 45:15
  exciting
• 45:15
  but
• 45:16
  scary
• 45:16
  place
• 45:16
  where
• 45:17
  they're
• 45:17
  like
• 45:17
  going
• 45:17
  from
• 45:17
  doing
• 45:18
  this
• 45:18
  part
• 45:18
  time
• 45:18
  to
• 45:18
  full
• 45:19
  time
• 45:19
  hustle.
• 45:20
  So
• 45:20
  it's
• 45:20
  kind
• 45:20
  of
• 45:20
  like
• 45:21
  it.
• 45:22
  We
• 45:22
  are
• 45:22
  all
• 45:23
  very
• 45:23
  much,
• 45:23
  we,
• 45:24
  we
• 45:24
  support,
• 45:24
  we
• 45:24
  support
• 45:25
  our
• 45:25
  suppliers.
• 45:26
  It's,
• 45:26
  it's,
• 45:26
  it's
• 45:27
  very
• 45:27
  much
• 45:27
  you
• 45:28
  get,
• 45:28
  you,
• 45:28
  you
• 45:28
  do,
• 45:28
  you
• 45:29
  do
• 45:29
  find
• 45:29
  we
• 45:30
  built
• 45:30
  some
• 45:30
  really,
• 45:30
  we
• 45:31
  build
• 45:31
  relationships
• 45:31
  with,
• 45:32
  with
• 45:32
  our
• 45:32
  suppliers
• 45:34
  and
• 45:34
  actually
• 45:34
  the
• 45:35
  other
• 45:35
  thing
• 45:35
  to
• 45:35
  mention,
• 45:35
  sorry
• 45:36
  is
• 45:37
  payment
• 45:37
  plans.
• 45:37
  So
• 45:38
  you
• 45:38
  know,
• 45:38
  one
• 45:38
  of
• 45:38
  the
• 45:38
  things
• 45:39
  that
• 45:39
  we,
• 45:39
  we've
• 45:39
  implemented
• 45:40
  over
• 45:40
  the
• 45:40
  last
• 45:40
  kind
• 45:41
  of
• 45:41
  two
• 45:41
  years
• 45:41
  or
• 45:41
  so
• 45:42
  is
• 45:42
  payment
• 45:42
  plans.
• 45:42
  So
• 45:43
  quite
• 45:43
  often
• 45:43
  cash
• 45:44
  flow
• 45:44
  differs
• 45:45
  for
• 45:45
  each,
• 45:45
  each
• 45:45
  supplier
• 45:46
  and
• 45:46
  what
• 45:46
  we
• 45:47
  do
• 45:47
  is,
• 45:48
  you
• 45:48
  know,
• 45:48
  depending
• 45:48
  on,
• 45:49
  you
• 45:49
  know,
• 45:49
  what
• 45:50
  that
• 45:50
  business
• 45:50
  cash
• 45:50
  flow
• 45:51
  is
• 45:51
  like
• 45:51
  we
• 45:51
  create
• 45:51
  bespoke
• 45:52
  payment
• 45:52
  plans
• 45:53
  so
• 45:53
  that
• 45:53
  you
• 45:53
  know,
• 45:53
  again
• 45:54
  the
• 45:54
  shows
• 45:55
  remain
• 45:55
  accessible
• 45:56
  to,
• 45:56
  you
• 45:56
  know,
• 45:57
  all
• 45:57
  suppliers.
• 45:58
  That's
• 45:58
  great.
• 45:58
  And
• 45:58
  I
• 45:58
  think
• 45:59
  having
• 45:59
  that
• 45:59
  relationship
• 46:00
  and
• 46:00
  talking
• 46:00
  to
• 46:00
  someone,
• 46:01
  talking
• 46:01
  to
• 46:01
  an
• 46:01
  account
• 46:02
  manager
• 46:02
  is
• 46:02
  really
• 46:02
  important.
• 46:02
  If
• 46:03
  it's
• 46:03
  something
• 46:03
  you're
• 46:03
  considering,
• 46:04
  have
• 46:04
  those
• 46:05
  con.
• 46:05
  Don't
• 46:05
  feel
• 46:06
  you're
• 46:06
  going
• 46:06
  to
• 46:06
  get
• 46:06
  sold
• 46:07
  to.
• 46:07
  Just
• 46:07
  go
• 46:08
  in
• 46:08
  with
• 46:08
  your
• 46:08
  eyes
• 46:08
  open
• 46:08
  and
• 46:09
  ask
• 46:09
  the
• 46:09
  questions
• 46:09
  and
• 46:10
  find
• 46:10
  out
• 46:10
  if
• 46:10
  it's
• 46:10
  the
• 46:10
  right
• 46:10
  fit.
• 46:11
  Because
• 46:11
  like
• 46:11
  you
• 46:12
  said,
• 46:12
  it
• 46:12
  benefits
• 46:12
  you
• 46:12
  if
• 46:13
  it's
• 46:13
  the
• 46:13
  right
• 46:13
  fit.
• 46:13
  You
• 46:13
  don't
• 46:14
  want
• 46:14
  people
• 46:14
  coming
• 46:14
  and
• 46:14
  doing
• 46:14
  the
• 46:14
  show
• 46:15
  and
• 46:15
  not
• 46:15
  be
• 46:15
  able
• 46:16
  to
• 46:16
  afford
• 46:16
  it
• 46:16
  and
• 46:16
  doing
• 46:16
  it
• 46:17
  badly
• 46:17
  because
• 46:17
  that
• 46:18
  doesn't
• 46:18
  work
• 46:18
  for
• 46:19
  you
• 46:19
  either.
• 46:19
  So
• 46:19
  it's
• 46:19
  really
• 46:20
  important
• 46:20
  that
• 46:20
  we
• 46:20
  get
• 46:20
  it
• 46:20
  right.
• 46:21
  And
• 46:21
  I
• 46:21
  think
• 46:21
  going
• 46:21
  back
• 46:22
  to
• 46:22
  what
• 46:22
  we
• 46:22
  talked
• 46:22
  about
• 46:23
  a
• 46:23
  long
• 46:23
  time
• 46:23
  ago
• 46:24
  now
• 46:24
  about
• 46:24
  control
• 46:25
  is
• 46:25
  the
• 46:25
  same
• 46:26
  thing.
• 46:26
  You
• 46:26
  need
• 46:26
  to
• 46:26
  have
• 46:27
  control
• 46:27
  of
• 46:27
  this
• 46:28
  purchase.
• 46:28
  Don't
• 46:28
  see
• 46:28
  it
• 46:29
  as
• 46:29
  like
• 46:29
  I'm
• 46:29
  just
• 46:29
  throwing
• 46:29
  money
• 46:30
  at
• 46:30
  this
• 46:30
  show
• 46:30
  and
• 46:30
  hoping
• 46:30
  it
• 46:31
  will
• 46:31
  work.
• 46:31
  No,
• 46:32
  don't
• 46:32
  see
• 46:32
  it
• 46:32
  like
• 46:32
  that.
• 46:33
  Think
• 46:33
  about
• 46:33
  it
• 46:33
  properly
• 46:34
  as
• 46:34
  a
• 46:34
  business
• 46:34
  person.
• 46:35
  Look
• 46:35
  at
• 46:35
  the
• 46:35
  cost
• 46:36
  involved,
• 46:36
  look
• 46:37
  at
• 46:37
  what
• 46:37
  it's
• 46:37
  going
• 46:37
  to
• 46:37
  involve
• 46:38
  from
• 46:38
  you.
• 46:38
  Look
• 46:38
  at
• 46:38
  the
• 46:38
  time
• 46:39
  it's
• 46:39
  going
• 46:39
  to
• 46:39
  take.
• 46:40
  Look
• 46:40
  at
• 46:40
  what
• 46:40
  you
• 46:40
  need
• 46:40
  the
• 46:41
  return
• 46:41
  on
• 46:41
  investment
• 46:41
  to
• 46:42
  be.
• 46:42
  Set
• 46:42
  yourself
• 46:43
  targets.
• 46:43
  Set
• 46:43
  yourself
• 46:44
  targets
• 46:44
  for
• 46:45
  how
• 46:45
  many
• 46:45
  email
• 46:45
  addresses
• 46:46
  you
• 46:46
  want
• 46:46
  to
• 46:46
  collect.
• 46:46
  Set
• 46:47
  yourself
• 46:47
  targets
• 46:47
  for
• 46:47
  how
• 46:48
  many
• 46:48
  conversions
• 46:48
  you
• 46:48
  want
• 46:49
  to
• 46:49
  make.
• 46:49
  Like
• 46:49
  don't
• 46:50
  just
• 46:50
  go
• 46:50
  and
• 46:50
  turn
• 46:51
  up
• 46:51
  and
• 46:51
  hopeful
• 46:51
  for
• 46:51
  the
• 46:52
  best.
• 46:52
  Make
• 46:53
  sure
• 46:53
  you
• 46:53
  know
• 46:53
  every
• 46:53
  step
• 46:53
  of
• 46:54
  the
• 46:54
  way
• 46:54
  how
• 46:54
  you're
• 46:54
  going
• 46:54
  to
• 46:55
  make
• 46:55
  it
• 46:55
  a
• 46:55
  success.
• 46:56
  Make
• 46:56
  sure
• 46:56
  you're
• 46:56
  intentional
• 46:57
  about
• 46:57
  the
• 46:58
  social
• 46:58
  media
• 46:58
  posts
• 46:59
  that
• 46:59
  you
• 46:59
  put
• 46:59
  out
• 46:59
  during
• 46:59
  the
• 47:00
  the
• 47:00
  show.
• 47:00
  Because
• 47:01
  even
• 47:01
  if
• 47:01
  people
• 47:01
  aren't
• 47:02
  at
• 47:02
  the
• 47:02
  show.
• 47:02
  If
• 47:03
  you're
• 47:03
  doing
• 47:03
  good
• 47:04
  content
• 47:04
  about
• 47:04
  being
• 47:05
  at
• 47:05
  the
• 47:05
  show,
• 47:05
  that
• 47:06
  can
• 47:06
  also
• 47:06
  lead
• 47:07
  to
• 47:07
  further
• 47:08
  bookings.
• 47:08
  So
• 47:09
  I
• 47:09
  think
• 47:09
  if
• 47:09
  you're
• 47:09
  listening
• 47:10
  to
• 47:10
  this
• 47:10
  and
• 47:10
  you're
• 47:10
  just
• 47:10
  panicking
• 47:11
  about
• 47:11
  the
• 47:11
  price
• 47:12
  and
• 47:12
  of
• 47:12
  any
• 47:13
  show,
• 47:13
  actually
• 47:14
  stop
• 47:15
  just
• 47:15
  throwing
• 47:15
  it
• 47:16
  into
• 47:16
  the
• 47:16
  wind
• 47:16
  and
• 47:16
  hoping
• 47:16
  for
• 47:17
  the
• 47:17
  best
• 47:17
  and
• 47:17
  start
• 47:17
  realizing,
• 47:18
  right,
• 47:18
  if
• 47:18
  this
• 47:18
  is
• 47:19
  going
• 47:19
  to
• 47:19
  be
• 47:19
  part
• 47:19
  of
• 47:19
  my
• 47:19
  marketing
• 47:20
  plan
• 47:20
  for
• 47:20
  next
• 47:20
  year,
• 47:20
  this
• 47:21
  is
• 47:21
  how
• 47:21
  much
• 47:21
  it's
• 47:21
  going
• 47:21
  to
• 47:22
  cost,
• 47:22
  this
• 47:22
  is
• 47:22
  how
• 47:22
  I'm
• 47:23
  going
• 47:23
  to
• 47:23
  get
• 47:23
  the
• 47:23
  most
• 47:23
  out
• 47:23
  of
• 47:23
  it,
• 47:24
  and
• 47:24
  this
• 47:24
  is
• 47:24
  how
• 47:24
  I'm
• 47:25
  going
• 47:25
  to
• 47:25
  make
• 47:25
  my
• 47:25
  money,
• 47:26
  money
• 47:26
  back
• 47:26
  from
• 47:26
  it.
• 47:27
  And
• 47:27
  therefore
• 47:27
  I
• 47:27
  can
• 47:28
  feel
• 47:28
  confident
• 47:28
  in
• 47:29
  my
• 47:29
  decision.
• 47:29
  Of
• 47:30
  course,
• 47:30
  it's
• 47:30
  not
• 47:30
  always
• 47:30
  going
• 47:31
  to
• 47:31
  go
• 47:31
  exactly
• 47:31
  how
• 47:32
  we
• 47:32
  want
• 47:32
  it,
• 47:32
  but
• 47:33
  actually
• 47:33
  if
• 47:33
  we
• 47:33
  put
• 47:33
  everything
• 47:34
  in,
• 47:34
  we're
• 47:35
  more
• 47:35
  likely
• 47:35
  to
• 47:36
  get
• 47:36
  everything
• 47:36
  out.
• 47:37
  And
• 47:37
  I
• 47:37
  think
• 47:37
  it's
• 47:37
  the
• 47:37
  people
• 47:38
  that
• 47:38
  just
• 47:38
  hope,
• 47:39
  like,
• 47:39
  think
• 47:39
  it's
• 47:39
  just
• 47:39
  going
• 47:40
  to
• 47:40
  be
• 47:40
  the
• 47:40
  answer
• 47:40
  to
• 47:40
  all
• 47:40
  their
• 47:40
  problems
• 47:41
  without
• 47:41
  any
• 47:41
  effort.
• 47:42
  The
• 47:42
  people
• 47:42
  that
• 47:43
  don't
• 47:43
  necessarily
• 47:44
  do
• 47:44
  the
• 47:44
  best
• 47:44
  at
• 47:44
  these
• 47:45
  things.
• 47:45
  Yeah,
• 47:45
  agreed.
• 47:46
  Now,
• 47:46
  how
• 47:47
  are
• 47:47
  you
• 47:47
  keeping
• 47:48
  the
• 47:48
  show
• 47:48
  fresh
• 47:48
  as
• 47:49
  we
• 47:49
  come
• 47:49
  to
• 47:49
  the
• 47:49
  end
• 47:49
  of
• 47:49
  our
• 47:49
  conversation?
• 47:51
  The
• 47:51
  National
• 47:51
  Wedding
• 47:51
  show
• 47:52
  has
• 47:52
  been
• 47:52
  going
• 47:52
  a
• 47:52
  long
• 47:52
  time.
• 47:53
  The
• 47:53
  world
• 47:53
  is
• 47:53
  changing.
• 47:54
  How
• 47:54
  do
• 47:54
  you
• 47:55
  keep,
• 47:55
  keep
• 47:55
  it
• 47:55
  fresh?
• 47:56
  How
• 47:56
  do
• 47:56
  you
• 47:56
  keep
• 47:56
  visitors
• 47:57
  keep
• 47:57
  on
• 47:57
  coming
• 47:57
  back
• 47:58
  each
• 47:58
  year,
• 47:59
  each
• 47:59
  season?
• 48:00
  And
• 48:00
  do
• 48:00
  you
• 48:00
  have
• 48:00
  any
• 48:00
  big
• 48:01
  exciting
• 48:01
  plans
• 48:02
  for
• 48:02
  next
• 48:02
  year
• 48:03
  that
• 48:03
  are
• 48:03
  yet
• 48:03
  to
• 48:04
  be
• 48:04
  revealed?
• 48:04
  So,
• 48:05
  a
• 48:05
  couple
• 48:05
  of
• 48:05
  things.
• 48:06
  So
• 48:06
  we
• 48:06
  do
• 48:06
  focus
• 48:06
  groups
• 48:07
  at
• 48:07
  the
• 48:07
  show.
• 48:08
  So
• 48:08
  we
• 48:08
  actually
• 48:08
  ask
• 48:09
  our
• 48:09
  visitors
• 48:09
  what
• 48:09
  they
• 48:10
  like,
• 48:10
  what
• 48:10
  they
• 48:11
  don't
• 48:11
  like,
• 48:11
  but
• 48:11
  also
• 48:12
  what
• 48:12
  they
• 48:12
  are
• 48:13
  looking
• 48:13
  at
• 48:13
  from
• 48:13
  a
• 48:13
  trends
• 48:13
  perspective.
• 48:14
  So
• 48:14
  that's
• 48:14
  really
• 48:14
  good.
• 48:15
  That's
• 48:15
  a
• 48:15
  really
• 48:16
  good
• 48:16
  way
• 48:16
  for
• 48:16
  us
• 48:17
  as
• 48:17
  a
• 48:17
  team
• 48:17
  to
• 48:17
  understand,
• 48:19
  you
• 48:19
  know,
• 48:19
  what
• 48:19
  we're
• 48:19
  doing
• 48:19
  Right.
• 48:20
  But
• 48:20
  also
• 48:20
  what
• 48:20
  we
• 48:20
  need
• 48:20
  to
• 48:21
  bring
• 48:21
  to
• 48:21
  the
• 48:21
  next
• 48:21
  season.
• 48:22
  That's
• 48:22
  number
• 48:22
  four.
• 48:23
  Number
• 48:23
  one.
• 48:23
  We
• 48:23
  also
• 48:24
  do,
• 48:24
  we
• 48:25
  do
• 48:25
  exhibitor
• 48:25
  and
• 48:25
  visitor
• 48:26
  surveys
• 48:26
  because
• 48:26
  as
• 48:26
  much,
• 48:27
  much
• 48:27
  as
• 48:27
  our
• 48:27
  visitors
• 48:27
  important,
• 48:28
  our
• 48:28
  exhibitors
• 48:29
  there
• 48:29
  actually
• 48:30
  within
• 48:30
  the
• 48:30
  industry,
• 48:30
  they're
• 48:31
  talking
• 48:31
  to
• 48:31
  couples
• 48:32
  all
• 48:32
  the
• 48:32
  time.
• 48:32
  So
• 48:33
  quite
• 48:33
  often
• 48:33
  I'll
• 48:33
  actually
• 48:33
  go
• 48:34
  to
• 48:34
  exhibitors
• 48:35
  on
• 48:35
  stand
• 48:35
  during
• 48:36
  the
• 48:36
  weekend
• 48:36
  and
• 48:37
  ask
• 48:37
  them
• 48:37
  how
• 48:37
  they
• 48:37
  found
• 48:38
  the
• 48:38
  season,
• 48:38
  how
• 48:38
  they've,
• 48:39
  you
• 48:39
  know,
• 48:39
  what's
• 48:39
  going
• 48:40
  on
• 48:40
  in
• 48:40
  the
• 48:40
  industry.
• 48:41
  So
• 48:42
  I
• 48:42
  think
• 48:42
  a
• 48:42
  mixture
• 48:43
  of
• 48:43
  the
• 48:43
  surveys,
• 48:43
  the
• 48:44
  focus
• 48:44
  groups
• 48:44
  and
• 48:44
  conversations
• 48:45
  that
• 48:45
  really
• 48:46
  guides
• 48:46
  us
• 48:46
  into
• 48:47
  to
• 48:47
  the
• 48:47
  next
• 48:47
  season
• 48:48
  and
• 48:49
  what
• 48:49
  we
• 48:49
  need
• 48:49
  to
• 48:49
  do
• 48:49
  both
• 48:50
  from
• 48:50
  kind
• 48:50
  of
• 48:51
  a
• 48:51
  supplier
• 48:51
  perspective
• 48:52
  and
• 48:52
  a
• 48:52
  visitor's
• 48:53
  perspective.
• 48:53
  I
• 48:54
  also
• 48:54
  have
• 48:54
  an
• 48:54
  amazing,
• 48:55
  amazing
• 48:55
  marketing
• 48:56
  team.
• 48:56
  Like,
• 48:56
  they're
• 48:57
  absolutely
• 48:57
  brilliant.
• 48:57
  They
• 48:57
  are
• 48:58
  constantly
• 48:58
  on
• 48:58
  Pinterest,
• 48:59
  they're
• 48:59
  on,
• 48:59
  on
• 49:00
  Tick
• 49:00
  Tock
• 49:00
  and
• 49:00
  they're
• 49:00
  on
• 49:00
  Instagram.
• 49:01
  They're
• 49:02
  consuming
• 49:03
  all
• 49:03
  the
• 49:03
  Information
• 49:03
  that
• 49:04
  our
• 49:04
  visitor
• 49:04
  will,
• 49:05
  will
• 49:05
  be,
• 49:05
  will
• 49:06
  also
• 49:06
  be
• 49:06
  consuming
• 49:07
  essentially,
• 49:07
  so
• 49:07
  they
• 49:07
  are
• 49:08
  able
• 49:08
  to
• 49:08
  identify
• 49:09
  the
• 49:09
  trends
• 49:09
  and
• 49:09
  what
• 49:09
  we
• 49:09
  need
• 49:10
  to
• 49:10
  be
• 49:10
  bringing
• 49:10
  both
• 49:10
  from
• 49:10
  kind
• 49:11
  of
• 49:11
  a
• 49:11
  styling
• 49:11
  perspective
• 49:13
  through
• 49:13
  to
• 49:13
  kind
• 49:13
  of
• 49:13
  features
• 49:14
  and
• 49:14
  content.
• 49:15
  And
• 49:15
  we
• 49:15
  actively,
• 49:16
  again,
• 49:16
  you
• 49:17
  know,
• 49:17
  are
• 49:17
  reaching
• 49:17
  out
• 49:18
  to
• 49:18
  brands
• 49:18
  that
• 49:18
  we,
• 49:18
  we
• 49:19
  can
• 49:19
  see
• 49:19
  have
• 49:19
  got
• 49:19
  kind
• 49:19
  of
• 49:19
  more
• 49:20
  of
• 49:20
  a
• 49:20
  wedding
• 49:20
  focus
• 49:21
  in
• 49:21
  terms
• 49:22
  of
• 49:22
  next
• 49:22
  year,
• 49:22
  in
• 49:23
  terms
• 49:23
  of
• 49:23
  what
• 49:23
  we've
• 49:23
  got
• 49:24
  kind
• 49:24
  of
• 49:24
  coming
• 49:24
  up.
• 49:26
  So
• 49:26
  we
• 49:26
  are
• 49:27
  going
• 49:27
  to
• 49:27
  be
• 49:27
  bringing
• 49:27
  Manchester
• 49:28
  again
• 49:29
  back,
• 49:29
  back
• 49:30
  because
• 49:30
  it
• 49:30
  was,
• 49:31
  it
• 49:31
  was
• 49:31
  a
• 49:31
  successful
• 49:31
  launch.
• 49:32
  So
• 49:32
  that's
• 49:32
  exciting.
• 49:32
  So
• 49:33
  that'll
• 49:33
  be
• 49:33
  back
• 49:33
  in
• 49:33
  20,
• 49:33
  autumn
• 49:34
  2026.
• 49:35
  But
• 49:35
  we
• 49:35
  have
• 49:36
  got
• 49:36
  a
• 49:36
  couple
• 49:36
  of
• 49:37
  little
• 49:37
  bits
• 49:37
  going
• 49:38
  on,
• 49:38
  but
• 49:38
  I
• 49:38
  can't
• 49:38
  reveal
• 49:39
  it
• 49:39
  yet
• 49:39
  because
• 49:39
  it's
• 49:40
  not
• 49:40
  actually
• 49:40
  like
• 49:41
  they're
• 49:41
  at
• 49:42
  that
• 49:42
  kind
• 49:42
  of
• 49:42
  stage
• 49:42
  where
• 49:43
  they're
• 49:43
  in
• 49:43
  the
• 49:43
  process,
• 49:43
  they've
• 49:44
  been
• 49:44
  verbally
• 49:44
  confirmed,
• 49:45
  but
• 49:45
  we
• 49:45
  just
• 49:46
  need
• 49:46
  to
• 49:46
  get
• 49:46
  the
• 49:46
  signatures
• 49:48
  on
• 49:49
  that
• 49:49
  piece
• 49:49
  of
• 49:49
  paper.
• 49:49
  But
• 49:50
  what
• 49:50
  I
• 49:51
  will
• 49:51
  say
• 49:51
  is
• 49:51
  the
• 49:51
  shows,
• 49:52
  you
• 49:52
  know,
• 49:52
  the
• 49:52
  focus
• 49:53
  for
• 49:53
  us
• 49:53
  as
• 49:54
  a
• 49:54
  show
• 49:54
  is
• 49:54
  to
• 49:54
  continually
• 49:55
  grow
• 49:55
  them,
• 49:55
  but
• 49:56
  grow
• 49:56
  them
• 49:56
  in
• 49:56
  the.
• 49:57
  So
• 49:57
  making
• 49:58
  sure
• 49:58
  that
• 49:58
  we
• 49:58
  are
• 49:59
  constantly
• 50:00
  bringing
• 50:00
  in
• 50:00
  the
• 50:00
  best
• 50:01
  suppliers
• 50:01
  onto
• 50:02
  that
• 50:02
  show
• 50:02
  floor
• 50:02
  so
• 50:03
  that
• 50:03
  our
• 50:03
  couples
• 50:03
  can
• 50:03
  find
• 50:04
  the
• 50:04
  right
• 50:04
  supplier
• 50:05
  for
• 50:05
  them.
• 50:05
  But
• 50:05
  the
• 50:05
  best
• 50:05
  suppliers
• 50:06
  in
• 50:06
  that,
• 50:07
  in
• 50:07
  our
• 50:07
  industry,
• 50:08
  from
• 50:08
  a
• 50:09
  content
• 50:09
  piece,
• 50:10
  you
• 50:10
  know,
• 50:10
  from
• 50:10
  a
• 50:10
  features
• 50:11
  perspective,
• 50:11
  you
• 50:12
  know,
• 50:12
  we're
• 50:12
  speaking
• 50:12
  to
• 50:12
  some
• 50:12
  amazing
• 50:13
  brands
• 50:13
  about
• 50:14
  bringing
• 50:14
  kind
• 50:14
  of
• 50:14
  more
• 50:15
  interactive
• 50:15
  elements
• 50:16
  to
• 50:16
  the,
• 50:16
  to
• 50:16
  the
• 50:16
  show
• 50:18
  and,
• 50:18
  and
• 50:19
  really
• 50:19
  building
• 50:19
  on
• 50:19
  some
• 50:20
  of
• 50:20
  our
• 50:20
  bigger
• 50:20
  kind
• 50:20
  of
• 50:21
  brand
• 50:21
  partnerships
• 50:21
  this
• 50:21
  year.
• 50:22
  So
• 50:22
  we
• 50:22
  had
• 50:22
  Charlotte
• 50:22
  Tilbury,
• 50:23
  we
• 50:23
  had
• 50:23
  Victoria's
• 50:24
  Secret,
• 50:24
  we
• 50:24
  worked
• 50:25
  with
• 50:25
  Townhouse
• 50:26
  for
• 50:26
  a
• 50:27
  little
• 50:27
  while
• 50:27
  now.
• 50:28
  Um,
• 50:28
  so,
• 50:29
  you
• 50:29
  know,
• 50:29
  we're
• 50:30
  looking
• 50:30
  to
• 50:30
  amplify
• 50:30
  that
• 50:31
  and
• 50:31
  make
• 50:31
  it
• 50:32
  bigger
• 50:32
  and
• 50:32
  better.
• 50:33
  But
• 50:33
  also,
• 50:33
  I'm
• 50:34
  not
• 50:34
  of
• 50:34
  us,
• 50:34
  you
• 50:34
  know,
• 50:34
  if
• 50:34
  anybody's
• 50:35
  listening
• 50:35
  to
• 50:35
  this
• 50:35
  and
• 50:35
  has
• 50:36
  an
• 50:36
  idea
• 50:36
  that
• 50:36
  maybe
• 50:37
  we
• 50:37
  haven't
• 50:37
  brought
• 50:37
  to
• 50:37
  the
• 50:37
  shows
• 50:38
  yet
• 50:38
  that
• 50:38
  they
• 50:38
  want
• 50:38
  to
• 50:39
  have
• 50:39
  a
• 50:39
  chat
• 50:39
  about,
• 50:39
  my
• 50:40
  email's
• 50:40
  on
• 50:40
  the
• 50:40
  website,
• 50:40
  they
• 50:41
  can
• 50:41
  always
• 50:41
  email
• 50:41
  me
• 50:42
  and
• 50:42
  I'm
• 50:42
  always
• 50:42
  open
• 50:42
  to
• 50:42
  hearing,
• 50:43
  hearing
• 50:43
  ideas
• 50:44
  and
• 50:44
  feedback
• 50:45
  and
• 50:45
  things
• 50:45
  like
• 50:45
  that.
• 50:45
  Love
• 50:46
  it.
• 50:46
  So
• 50:46
  if
• 50:46
  people
• 50:46
  are
• 50:47
  listening
• 50:47
  and
• 50:47
  they're
• 50:47
  thinking,
• 50:47
  okay,
• 50:48
  this
• 50:48
  sounds
• 50:48
  really
• 50:48
  exciting,
• 50:49
  I'm
• 50:50
  looking
• 50:50
  at
• 50:51
  maybe
• 50:51
  getting
• 50:51
  involved
• 50:51
  in
• 50:52
  2026.
• 50:53
  Where
• 50:54
  are
• 50:54
  you
• 50:54
  at
• 50:54
  what
• 50:54
  times
• 50:55
  of
• 50:55
  year
• 50:55
  if
• 50:55
  they
• 50:55
  want
• 50:55
  to
• 50:55
  get
• 50:56
  involved?
• 50:56
  Yep.
• 50:57
  So
• 50:57
  we
• 50:58
  kick
• 50:58
  off
• 50:58
  in
• 50:59
  20
• 51:00
  at
• 51:00
  the
• 51:00
  NEC
• 51:00
  Birmingham.
• 51:01
  So
• 51:01
  we,
• 51:01
  we
• 51:02
  start
• 51:02
  off
• 51:02
  on
• 51:02
  28th
• 51:03
  March
• 51:04
  to
• 51:04
  28th
• 51:05
  February,
• 51:05
  sorry,
• 51:06
  28th
• 51:06
  of
• 51:06
  February
• 51:07
  to
• 51:07
  1st
• 51:08
  March,
• 51:08
  2026
• 51:09
  at
• 51:09
  the
• 51:10
  NEC
• 51:10
  Birmingham.
• 51:10
  And
• 51:11
  then
• 51:11
  a
• 51:11
  couple
• 51:11
  of
• 51:11
  weeks
• 51:11
  later
• 51:12
  we're
• 51:12
  at
• 51:12
  the
• 51:12
  XL
• 51:12
  London.
• 51:13
  So
• 51:13
  that's
• 51:13
  the
• 51:13
  11th
• 51:14
  to
• 51:14
  the
• 51:14
  12th
• 51:14
  of
• 51:14
  April
• 51:15
  2026.
• 51:16
  Then
• 51:17
  we
• 51:17
  have
• 51:17
  a
• 51:17
  bit
• 51:17
  of
• 51:17
  a
• 51:18
  break.
• 51:18
  Well,
• 51:18
  it's
• 51:18
  wedding
• 51:18
  season,
• 51:19
  summer
• 51:19
  season
• 51:19
  and
• 51:20
  then
• 51:20
  we,
• 51:20
  we
• 51:20
  come
• 51:21
  back
• 51:21
  to
• 51:22
  Birmingham
• 51:22
  in
• 51:22
  the
• 51:22
  autumn
• 51:23
  on
• 51:23
  the
• 51:23
  3rd
• 51:23
  to
• 51:23
  the
• 51:23
  4th
• 51:24
  of
• 51:24
  October
• 51:25
  2026,
• 51:25
  ExCel
• 51:26
  London
• 51:27
  on
• 51:27
  the
• 51:27
  17th
• 51:27
  to
• 51:27
  the
• 51:28
  18th
• 51:28
  of
• 51:28
  October
• 51:29
  2026
• 51:29
  and
• 51:29
  then
• 51:30
  finally
• 51:32
  to
• 51:32
  the
• 51:32
  25th
• 51:32
  of
• 51:33
  October
• 51:33
  2026.
• 51:34
  All
• 51:34
  of
• 51:34
  our
• 51:34
  floor
• 51:35
  plans
• 51:35
  are
• 51:35
  live.
• 51:35
  We,
• 51:36
  we
• 51:36
  book
• 51:36
  these
• 51:37
  shows
• 51:37
  a
• 51:37
  year
• 51:37
  in
• 51:37
  advance.
• 51:38
  So
• 51:38
  I've
• 51:39
  got
• 51:39
  people
• 51:39
  that
• 51:39
  are
• 51:39
  booked
• 51:39
  in
• 51:40
  for
• 51:40
  Manchester
• 51:40
  next
• 51:40
  year.
• 51:41
  They
• 51:41
  booked
• 51:41
  over
• 51:41
  the
• 51:41
  weekend
• 51:42
  at
• 51:43
  Manchester.
• 51:43
  So
• 51:43
  if
• 51:44
  anybody
• 51:44
  is
• 51:44
  interested
• 51:45
  in
• 51:45
  spring
• 51:46
  or
• 51:46
  autumn,
• 51:47
  I
• 51:47
  would
• 51:47
  really
• 51:48
  recommend
• 51:48
  they
• 51:48
  just
• 51:48
  reach
• 51:49
  out
• 51:49
  to
• 51:49
  us
• 51:49
  and
• 51:49
  we
• 51:49
  can
• 51:50
  always
• 51:50
  talk
• 51:50
  them
• 51:50
  through
• 51:50
  kind
• 51:51
  of
• 51:51
  what
• 51:51
  our
• 51:51
  plans
• 51:51
  are
• 51:52
  and
• 51:52
  what
• 51:53
  the
• 51:53
  floor
• 51:53
  plans
• 51:53
  are
• 51:53
  looking
• 51:53
  like
• 51:54
  and
• 51:54
  chat
• 51:54
  to
• 51:55
  them
• 51:55
  about
• 51:55
  kind
• 51:56
  of
• 51:56
  what
• 51:56
  exhibiting
• 51:56
  entails.
• 51:57
  Fantastic.
• 51:58
  And
• 51:58
  I'll
• 51:58
  make
• 51:58
  sure
• 51:58
  I
• 51:58
  put
• 51:58
  the
• 51:59
  link
• 51:59
  for
• 51:59
  people
• 51:59
  to
• 51:59
  find
• 51:59
  out
• 52:00
  more
• 52:00
  in
• 52:00
  the
• 52:00
  show
• 52:00
  notes
• 52:01
  as
• 52:01
  well.
• 52:01
  So
• 52:01
  if
• 52:01
  you
• 52:01
  are
• 52:01
  listening
• 52:02
  and
• 52:02
  you
• 52:02
  want
• 52:02
  to
• 52:04
  this
• 52:04
  a
• 52:04
  little
• 52:04
  bit
• 52:04
  better,
• 52:05
  go
• 52:05
  and
• 52:05
  check
• 52:05
  that
• 52:05
  out.
• 52:06
  Or
• 52:06
  as
• 52:06
  I
• 52:06
  said
• 52:06
  right
• 52:07
  at
• 52:07
  the
• 52:07
  beginning
• 52:07
  of
• 52:07
  the
• 52:07
  episode,
• 52:08
  if
• 52:08
  you're
• 52:09
  not
• 52:09
  even
• 52:09
  quite
• 52:09
  sure
• 52:10
  yet,
• 52:11
  get
• 52:11
  yourself
• 52:11
  along
• 52:12
  to
• 52:12
  one
• 52:12
  of
• 52:12
  those
• 52:12
  spring
• 52:13
  shows
• 52:13
  because
• 52:14
  you
• 52:14
  need
• 52:14
  to.
• 52:14
  If
• 52:15
  you're
• 52:15
  not
• 52:15
  sure
• 52:15
  whether
• 52:15
  it's
• 52:16
  right
• 52:16
  for
• 52:16
  you,
• 52:16
  go
• 52:16
  and
• 52:16
  experience
• 52:17
  it
• 52:17
  for
• 52:17
  yourself
• 52:17
  as
• 52:18
  a
• 52:18
  guest.
• 52:18
  Walk
• 52:19
  around
• 52:19
  the
• 52:19
  hall,
• 52:20
  see
• 52:20
  what
• 52:20
  it's
• 52:20
  like,
• 52:21
  look
• 52:21
  at
• 52:21
  the
• 52:21
  sizes
• 52:21
  of
• 52:21
  the
• 52:22
  stands,
• 52:22
  talk
• 52:22
  to
• 52:23
  people
• 52:23
  who
• 52:23
  are
• 52:23
  exhibiting
• 52:23
  there,
• 52:24
  find
• 52:24
  out
• 52:24
  what
• 52:24
  they're
• 52:25
  doing,
• 52:25
  what's
• 52:26
  working
• 52:26
  for
• 52:26
  them,
• 52:26
  go
• 52:27
  and
• 52:27
  do
• 52:27
  some
• 52:27
  research
• 52:28
  for
• 52:28
  spring
• 52:28
  and
• 52:29
  then
• 52:29
  maybe
• 52:29
  look
• 52:29
  at
• 52:29
  exhibiting
• 52:30
  in
• 52:31
  Autumn
• 52:31
  or
• 52:31
  Spring
• 52:31
  2027.
• 52:33
  Because
• 52:33
  that
• 52:34
  way
• 52:34
  you'll
• 52:34
  get
• 52:34
  a
• 52:35
  real
• 52:35
  feel
• 52:35
  for
• 52:35
  what
• 52:36
  it's
• 52:36
  like.
• 52:36
  Because
• 52:36
  we
• 52:36
  can
• 52:36
  explain
• 52:37
  it
• 52:37
  and
• 52:37
  describe
• 52:37
  it
• 52:38
  and
• 52:38
  talk
• 52:38
  about
• 52:38
  it,
• 52:38
  but
• 52:38
  actually
• 52:39
  nothing
• 52:39
  beats
• 52:40
  being
• 52:40
  in
• 52:40
  that
• 52:40
  room.
• 52:41
  Yeah,
• 52:41
  absolutely,
• 52:42
  yes.
• 52:43
  If
• 52:44
  anybody
• 52:44
  is
• 52:44
  interested,
• 52:44
  they
• 52:45
  can
• 52:45
  still
• 52:45
  inquire
• 52:45
  through
• 52:46
  the
• 52:46
  form.
• 52:46
  And
• 52:46
  again,
• 52:46
  going
• 52:46
  back
• 52:47
  to
• 52:47
  kind
• 52:47
  of
• 52:47
  how
• 52:47
  we
• 52:47
  work
• 52:48
  as
• 52:48
  a
• 52:49
  team,
• 52:49
  one
• 52:49
  of
• 52:49
  our
• 52:49
  account
• 52:50
  managers
• 52:50
  will
• 52:50
  reach
• 52:50
  out,
• 52:51
  they'll
• 52:51
  talk
• 52:52
  you
• 52:52
  through
• 52:52
  the
• 52:52
  shows
• 52:52
  and
• 52:53
  if
• 52:53
  you
• 52:53
  feel
• 52:53
  like
• 52:53
  you
• 52:53
  still
• 52:54
  need
• 52:54
  to
• 52:54
  come
• 52:54
  and
• 52:54
  see
• 52:54
  the
• 52:54
  shows
• 52:54
  before
• 52:55
  you
• 52:55
  make
• 52:55
  a
• 52:55
  decision,
• 52:56
  they
• 52:56
  will
• 52:56
  sort
• 52:56
  out
• 52:57
  a
• 52:57
  on
• 52:57
  site
• 52:58
  show
• 52:58
  around
• 52:58
  with
• 52:58
  you.
• 52:59
  They'll
• 53:00
  walk
• 53:00
  you
• 53:00
  through
• 53:00
  the
• 53:01
  shows
• 53:01
  and
• 53:01
  it's
• 53:02
  just
• 53:02
  good.
• 53:02
  Sometimes
• 53:03
  I
• 53:03
  think
• 53:03
  some
• 53:03
  people
• 53:03
  need
• 53:03
  to
• 53:04
  meet
• 53:04
  someone.
• 53:04
  Like
• 53:04
  again,
• 53:05
  what
• 53:05
  we
• 53:05
  do
• 53:05
  is
• 53:05
  face
• 53:06
  to
• 53:06
  face.
• 53:06
  We
• 53:06
  are
• 53:07
  all
• 53:07
  about
• 53:07
  face
• 53:07
  to
• 53:07
  face.
• 53:07
  And
• 53:08
  I
• 53:08
  think,
• 53:08
  you
• 53:08
  know,
• 53:08
  when
• 53:08
  I
• 53:08
  think
• 53:09
  about
• 53:09
  our
• 53:09
  shows
• 53:09
  that
• 53:09
  have
• 53:09
  just
• 53:10
  gone,
• 53:10
  we
• 53:10
  had
• 53:10
  a
• 53:10
  lot
• 53:11
  of
• 53:11
  exhibitor
• 53:11
  suppliers
• 53:12
  come
• 53:12
  through
• 53:13
  just
• 53:13
  to
• 53:13
  visit
• 53:13
  the
• 53:13
  shows,
• 53:14
  just
• 53:14
  to
• 53:14
  see
• 53:14
  whether
• 53:14
  it,
• 53:15
  you
• 53:15
  know,
• 53:15
  whether
• 53:15
  it
• 53:16
  would
• 53:16
  work
• 53:16
  for
• 53:16
  them
• 53:17
  and
• 53:17
  just
• 53:17
  being
• 53:17
  able
• 53:17
  to
• 53:18
  meet
• 53:18
  the
• 53:18
  Team
• 53:18
  in
• 53:18
  person
• 53:19
  will
• 53:19
  a
• 53:19
  kind
• 53:20
  of
• 53:20
  allowed
• 53:20
  them
• 53:20
  to
• 53:21
  put
• 53:21
  their
• 53:21
  mind
• 53:21
  at
• 53:21
  ease
• 53:22
  and
• 53:22
  realize,
• 53:23
  actually,
• 53:23
  you
• 53:23
  know,
• 53:23
  it's
• 53:24
  a
• 53:24
  big
• 53:24
  show,
• 53:24
  but
• 53:24
  it's
• 53:25
  not,
• 53:25
  you
• 53:25
  know,
• 53:25
  we
• 53:26
  like
• 53:26
  them.
• 53:26
  A
• 53:27
  lot
• 53:27
  of
• 53:27
  people
• 53:27
  don't
• 53:27
  know
• 53:27
  this,
• 53:27
  but
• 53:28
  we
• 53:28
  are,
• 53:28
  you
• 53:28
  know,
• 53:28
  we're
• 53:29
  an
• 53:29
  SME
• 53:29
  business
• 53:29
  and
• 53:29
  we're
• 53:30
  not
• 53:30
  a
• 53:30
  huge
• 53:30
  team.
• 53:30
  So
• 53:30
  it's
• 53:31
  quite
• 53:31
  nice
• 53:31
  and
• 53:32
  reassuring
• 53:32
  for
• 53:33
  suppliers
• 53:33
  to
• 53:33
  come
• 53:34
  and
• 53:34
  actually
• 53:34
  meet
• 53:34
  us
• 53:34
  in
• 53:34
  person.
• 53:35
  Awesome.
• 53:35
  Fantastic.
• 53:35
  Sonia,
• 53:36
  it's
• 53:36
  been
• 53:37
  so
• 53:37
  fun
• 53:37
  talking
• 53:38
  to
• 53:38
  you.
• 53:38
  Thank
• 53:38
  you
• 53:38
  for
• 53:39
  your
• 53:39
  time.
• 53:39
  Thank
• 53:39
  you
• 53:40
  for
• 53:40
  telling
• 53:40
  us
• 53:40
  more
• 53:41
  and
• 53:41
  answering
• 53:42
  my
• 53:42
  questions
• 53:42
  so
• 53:42
  candidly,
• 53:43
  because
• 53:43
  I
• 53:43
  like
• 53:43
  to
• 53:44
  grill
• 53:44
  people
• 53:44
  and
• 53:45
  ask
• 53:45
  them
• 53:45
  the
• 53:45
  questions
• 53:45
  that
• 53:46
  I
• 53:46
  know
• 53:46
  that
• 53:46
  the
• 53:46
  listeners
• 53:47
  will
• 53:47
  want
• 53:47
  to
• 53:47
  hear.
• 53:47
  So
• 53:47
  thank
• 53:47
  you
• 53:48
  for
• 53:48
  being
• 53:48
  so
• 53:48
  open
• 53:48
  and
• 53:48
  honest.
• 53:49
  I
• 53:49
  always
• 53:49
  end
• 53:50
  my
• 53:50
  podcast
• 53:50
  with
• 53:50
  the
• 53:50
  same
• 53:51
  question,
• 53:51
  so
• 53:51
  I'm
• 53:51
  going
• 53:51
  to
• 53:52
  ask
• 53:52
  that
• 53:52
  to
• 53:52
  you
• 53:52
  now,
• 53:53
  which
• 53:53
  is
• 53:53
  what's
• 53:53
  one
• 53:54
  thing
• 53:54
  you
• 53:54
  personally
• 53:55
  wish
• 53:55
  you'd
• 53:55
  known
• 53:55
  sooner
• 53:56
  in
• 53:56
  business?
• 53:57
  I
• 53:57
  think
• 53:58
  the
• 53:58
  importance
• 53:58
  of
• 53:58
  community.
• 53:59
  I
• 53:59
  think
• 53:59
  quite
• 54:00
  often,
• 54:00
  you
• 54:00
  know,
• 54:00
  we
• 54:01
  have
• 54:01
  our
• 54:01
  own
• 54:02
  targets
• 54:02
  and
• 54:02
  our
• 54:02
  own
• 54:03
  objectives,
• 54:03
  and
• 54:03
  we
• 54:03
  think
• 54:03
  about
• 54:04
  what
• 54:04
  we
• 54:04
  need
• 54:04
  to
• 54:05
  do
• 54:05
  in
• 54:05
  order
• 54:05
  to
• 54:05
  reach
• 54:06
  a
• 54:07
  particular
• 54:07
  goal.
• 54:08
  And
• 54:09
  quite
• 54:09
  often
• 54:09
  we
• 54:09
  forget
• 54:09
  how
• 54:10
  important
• 54:10
  community
• 54:10
  is.
• 54:11
  And
• 54:11
  over
• 54:11
  the
• 54:11
  past
• 54:11
  eight
• 54:12
  years,
• 54:13
  a
• 54:14
  huge
• 54:14
  reason
• 54:14
  for
• 54:14
  the
• 54:15
  growth,
• 54:15
  not
• 54:15
  just
• 54:15
  for
• 54:15
  the
• 54:15
  shows,
• 54:16
  but
• 54:16
  for
• 54:16
  me
• 54:16
  individually,
• 54:17
  it's
• 54:17
  come
• 54:17
  from
• 54:17
  actually
• 54:17
  talking
• 54:18
  to
• 54:18
  my
• 54:18
  clients,
• 54:19
  talking
• 54:19
  to
• 54:20
  other
• 54:21
  people
• 54:21
  within
• 54:21
  the
• 54:22
  industry.
• 54:22
  And
• 54:22
  I
• 54:22
  think
• 54:22
  that
• 54:23
  the
• 54:23
  minute
• 54:24
  that
• 54:24
  I
• 54:24
  understood
• 54:25
  that
• 54:25
  that
• 54:25
  was
• 54:25
  so
• 54:26
  key
• 54:26
  and
• 54:26
  critical
• 54:27
  for
• 54:27
  growth,
• 54:28
  it
• 54:28
  allowed
• 54:29
  me
• 54:29
  to
• 54:29
  develop
• 54:29
  in
• 54:30
  a
• 54:30
  way
• 54:30
  that
• 54:30
  probably
• 54:31
  I
• 54:31
  wasn't
• 54:31
  developing
• 54:32
  in
• 54:32
  previously.
• 54:33
  So
• 54:33
  I
• 54:33
  think
• 54:33
  the
• 54:34
  importance
• 54:34
  of
• 54:34
  community,
• 54:34
  the
• 54:35
  importance
• 54:35
  of
• 54:35
  being
• 54:35
  open,
• 54:36
  open,
• 54:36
  honest,
• 54:37
  collaborative
• 54:39
  is
• 54:39
  so
• 54:40
  key,
• 54:40
  and
• 54:41
  not
• 54:41
  seeing
• 54:42
  people
• 54:42
  as
• 54:42
  competitors,
• 54:43
  I
• 54:43
  think
• 54:43
  that's
• 54:44
  the
• 54:44
  thing.
• 54:44
  Everyone
• 54:45
  can
• 54:45
  teach
• 54:45
  you
• 54:45
  something,
• 54:46
  and
• 54:48
  if
• 54:48
  you
• 54:48
  remain
• 54:48
  kind
• 54:49
  of,
• 54:49
  if
• 54:49
  you
• 54:49
  have
• 54:49
  that
• 54:50
  kind
• 54:50
  of
• 54:50
  honest,
• 54:50
  transparent,
• 54:51
  collaborative
• 54:52
  approach,
• 54:52
  you
• 54:53
  build
• 54:53
  this
• 54:53
  community
• 54:53
  of
• 54:54
  people
• 54:54
  that
• 54:54
  will
• 54:54
  not
• 54:55
  only
• 54:56
  support
• 54:56
  you
• 54:56
  individually,
• 54:57
  but
• 54:58
  they
• 54:58
  will
• 54:58
  support
• 54:59
  whatever
• 55:00
  it
• 55:00
  is
• 55:00
  that
• 55:00
  you're
• 55:00
  working
• 55:01
  on,
• 55:01
  whether
• 55:01
  it
• 55:01
  be
• 55:01
  the
• 55:01
  shows.
• 55:02
  And
• 55:02
  Manchester
• 55:02
  is
• 55:03
  a
• 55:03
  big
• 55:03
  testament
• 55:03
  to
• 55:03
  that.
• 55:04
  I
• 55:04
  think
• 55:05
  our
• 55:05
  team
• 55:05
  worked
• 55:05
  exceptionally
• 55:06
  hard
• 55:06
  on
• 55:06
  delivering
• 55:06
  that
• 55:07
  show,
• 55:07
  but
• 55:07
  actually
• 55:08
  it
• 55:08
  was
• 55:08
  a
• 55:08
  community
• 55:09
  of
• 55:09
  exhibitors
• 55:10
  that,
• 55:10
  you
• 55:11
  know,
• 55:11
  came
• 55:11
  over
• 55:11
  that
• 55:12
  do
• 55:12
  NEC
• 55:12
  and
• 55:13
  Excel
• 55:13
  normally
• 55:13
  that
• 55:13
  were,
• 55:14
  like,
• 55:14
  preaching
• 55:14
  about
• 55:15
  how
• 55:15
  amazing
• 55:16
  Manchester
• 55:16
  is.
• 55:17
  They
• 55:17
  invited
• 55:18
  their
• 55:18
  friends
• 55:19
  and
• 55:19
  their
• 55:20
  other
• 55:20
  suppliers,
• 55:21
  and
• 55:21
  they
• 55:21
  were
• 55:21
  a
• 55:22
  big
• 55:22
  part
• 55:22
  of
• 55:22
  that,
• 55:22
  the
• 55:23
  reason
• 55:23
  why
• 55:23
  it
• 55:23
  was
• 55:23
  successful.
• 55:24
  So,
• 55:24
  yeah,
• 55:24
  I
• 55:24
  think
• 55:24
  community
• 55:25
  is
• 55:25
  a
• 55:25
  huge
• 55:25
  thing.
• 55:26
  Fantastic.
• 55:26
  Sonja,
• 55:27
  thank
• 55:27
  you
• 55:27
  so
• 55:28
  much
• 55:28
  for
• 55:28
  your
• 55:28
  time.
• 55:28
  Good
• 55:29
  luck
• 55:29
  in
• 55:29
  your
• 55:29
  preparation
• 55:30
  for
• 55:30
  your
• 55:30
  spring
• 55:31
  shows
• 55:31
  and
• 55:31
  your
• 55:32
  awesome
• 55:32
  shows
• 55:33
  next
• 55:33
  year.
• 55:34
  It's
• 55:34
  been
• 55:34
  a
• 55:34
  pleasure
• 55:34
  and
• 55:35
  I
• 55:35
  hope
• 55:35
  to
• 55:35
  see
• 55:35
  you
• 55:35
  in
• 55:36
  person
• 55:36
  sometime
• 55:37
  soon.
• 55:37
  Thanks,
• 55:37
  Becca.
• 55:38
  What
• 55:38
  a
• 55:38
  fantastic
• 55:39
  episode.
• 55:39
  One
• 55:39
  of
• 55:39
  My
• 55:39
  favorite,
• 55:40
  favorite
• 55:40
  things
• 55:40
  to
• 55:40
  do
• 55:40
  on
• 55:41
  this
• 55:41
  podcast
• 55:41
  is
• 55:41
  to
• 55:41
  get
• 55:42
  people
• 55:42
  from
• 55:42
  the
• 55:42
  bigger
• 55:43
  brands
• 55:43
  that
• 55:43
  you
• 55:43
  see
• 55:43
  and
• 55:44
  you
• 55:44
  find
• 55:44
  intimidating
• 55:45
  so
• 55:45
  that
• 55:46
  you
• 55:46
  can
• 55:46
  actually
• 55:46
  see
• 55:46
  that
• 55:46
  they're
• 55:47
  just
• 55:47
  real
• 55:47
  people
• 55:48
  who
• 55:48
  want
• 55:48
  to
• 55:48
  help
• 55:48
  you
• 55:49
  and
• 55:49
  answer
• 55:49
  your
• 55:50
  questions.
• 55:50
  And
• 55:50
  I
• 55:50
  hope
• 55:51
  that
• 55:51
  today
• 55:51
  you've
• 55:52
  got
• 55:52
  a
• 55:52
  better
• 55:52
  understanding
• 55:53
  about
• 55:53
  what
• 55:53
  the
• 55:53
  National
• 55:53
  Wedding
• 55:54
  show
• 55:54
  is
• 55:54
  all
• 55:54
  about.
• 55:54
  And
• 55:54
  it
• 55:55
  no
• 55:55
  longer
• 55:55
  is
• 55:55
  just
• 55:55
  this
• 55:55
  big
• 55:56
  brand,
• 55:56
  but
• 55:56
  actually
• 55:57
  there's
• 55:57
  people
• 55:57
  with
• 55:58
  hearts
• 55:58
  behind
• 55:58
  it
• 55:58
  who
• 55:59
  want
• 55:59
  to
• 55:59
  help
• 55:59
  you
• 55:59
  succeed.
• 56:00
  So
• 56:00
  if
• 56:00
  it's
• 56:00
  something
• 56:00
  that
• 56:00
  you've
• 56:01
  been
• 56:01
  thinking
• 56:01
  about
• 56:01
  is
• 56:01
  on
• 56:02
  your
• 56:02
  agenda,
• 56:02
  then
• 56:02
  now's
• 56:03
  the
• 56:03
  time
• 56:03
  to
• 56:03
  find
• 56:04
  out
• 56:04
  more.
• 56:04
  Reach
• 56:04
  out
• 56:05
  to
• 56:05
  Sonia
• 56:05
  and
• 56:05
  her
• 56:05
  team.
• 56:06
  I'll
• 56:06
  put
• 56:06
  all
• 56:06
  of
• 56:06
  the
• 56:07
  links
• 56:07
  in
• 56:07
  the
• 56:07
  show
• 56:07
  notes
• 56:08
  and
• 56:08
  make
• 56:08
  sure
• 56:08
  you
• 56:09
  say
• 56:09
  when
• 56:09
  you
• 56:09
  fill
• 56:10
  it
• 56:10
  in
• 56:10
  that
• 56:10
  you
• 56:10
  heard
• 56:11
  all
• 56:11
  about
• 56:11
  it
• 56:11
  on
• 56:11
  Becca's
• 56:12
  amazing
• 56:12
  award
• 56:12
  winning
• 56:13
  podcast.
• 56:14
  I
• 56:14
  think
• 56:14
  wedding
• 56:14
  shows
• 56:15
  are
• 56:15
  definitely
• 56:15
  still
• 56:16
  a
• 56:16
  place
• 56:16
  to
• 56:16
  be
• 56:16
  seen
• 56:17
  at,
• 56:17
  a
• 56:17
  great
• 56:18
  place
• 56:18
  to
• 56:18
  be
• 56:18
  able
• 56:18
  to
• 56:19
  meet
• 56:19
  and
• 56:19
  touch
• 56:19
  and
• 56:20
  feel
• 56:20
  and
• 56:20
  see
• 56:21
  everything
• 56:21
  in
• 56:21
  the
• 56:21
  wedding
• 56:22
  planning
• 56:22
  process.
• 56:23
  So
• 56:23
  don't
• 56:23
  discount
• 56:23
  it.
• 56:24
  And
• 56:24
  also
• 56:24
  the
• 56:24
  networking
• 56:25
  that
• 56:25
  can
• 56:25
  happen
• 56:25
  is
• 56:26
  incredible
• 56:26
  too.
• 56:26
  I'll
• 56:26
  see
• 56:27
  you
• 56:27
  next
• 56:27
  time.