Case Study - Component Hardware
“We’ve had some tight turnarounds – a show on one end of the country and then ten days later on the other end. Skyline has never missed a deadline. I trust them completely.”
Skyline New Jersey and Component Hardware Case Study
Component Hardware is the leading designer, manufacturer, and distributor of premium plumbing and hardware products, and accessories for commercial kitchen exhaust systems.
In January of 2012, Component Hardware decided to get serious about their marketing. Enter Lois Schneck. With 34 years of experience, the no-nonsense marketing veteran came out of retirement and joined Component Hardware to help boost business by building a successful marketing team and strategy.
“One of my first tasks was to prepare for the 2013 NAFEM trade show,” Lois remembers. “I knew we needed to make a big splash. But we were starting from scratch.”
Component Hardware exhibits four brand product lines at each show, which creates a unique challenge for booth design. How could they attractively display a wide variety of products without confusing customers with a cluttered booth?
Encouraged by a positive experience with Skyline in her former position, Lois contacted Skyline corporate and was put in touch with Skyline New Jersey Account Manager, Wendy Wallin. Wendy and Senior Designer, Diane Cooper, listened carefully to Component Hardware’s unique needs, and designed a custom solution.
“Each individual Envoy displays a different brand on moveable chrome-plated bars,” says Lois. “I can change out graphics and rearrange products whenever I need to. It gives us a tremendous amount of flexibility.”
And storage is a snap. Wendy explains, “Skyline’s online exhibiting website allows us to catalogue every product we store for Component Hardware. Lois can go online and pick out everything she needs. It streamlines the process for her — and for us. One time, she had two different shows at different locations and we were able to split the display to go to both locations and still fill the need.”
VALUE AND RESULTS
The icing on the cake is that Skyline manages all their assets and coordinates install and teardown. “Our sales team loves it — all they have to do is show up,” says Lois. She sees it as opportunity cost and believes the service is worth every penny. “The sales force should be focusing on revenue-generating activity. And they certainly agree with me,” she laughs.
The NAFEM show exceeded everyone’s expectations; the perfectly located 30x30 peninsula booth created exceptional traffic. Even Lois was impressed with the numbers: “Our leads quadrupled from the previous show,” she said.
Lois, who has more than three decades of industry experience, sums it up: “I’ve been doing this a long time, and I’ve had good and bad experiences with trade show management. I get calls every day from other exhibit houses wanting me to work with them. I say we are very satisfied with Skyline and wouldn’t think of making a change.”
- -30x30 Island