Exhibiting at the Wilmington Expo

[jelliott]

Just posing a question to the group and looking for some feedback.

What do you like, dislike and what kind of things do you think make for the best kind of recruiting exhibits. We are just working on putting together our plan for the show and I thought I would get some feedback from all of you!

 

[layoutshooter]

Just posing a question to the group and looking for some feedback.

What do you like, dislike and what kind of things do you think make for the best kind of recruiting exhibits. We are just working on putting together our plan for the show and I thought I would get some feedback from all of you!

Besides a pile of cash? LOL!! I would like to see some kind of hard idea just how much business you have, if it is increasing or decreasing. I would like to see how you are diversifying your business with different types of freight. I would like some kind of idea how my truck would fit into your plans. How you pay your drivers. Anything along those lines. The more detail the better. Within reason of course. No giving away confidential stuff etc.

 

[greg334]

John,
I was just at one of these shows and was kinda of turned off at the attitude of the people in the booth. They ignored me, and actually many of the people milling around trying to get info. So I would start with putting people in the booth that will engage others as they walk by.

But it also matters that there is accurate information, a willingness to share the info and no BS. I can't tell you how many times I am at a booth and get the company line, it gets tiring after hearing it a few times as a bystander.

Handouts are great, cut sheets (single sheets) with a lot of info are good only if they are accurate, proper grammar and spelling and well thought out to talk about the info not just about the company. Proof them a few times before they go to the printer.

As talked about a bit, goals need to be mentioned to some of these people, maybe talking about which direction the company is going in. It matters that they know what to expect right from the start. A lot of these drivers and owners only learn what's happening when they get ready to leave orientation.

 

[layoutshooter]

If you are looking to entice experienced O/O to jump from their current carrier you must show why moving to your company would improve their bottom line.

 

[TeamCaffee]

Greg you are so right on the booth workers! When we started looking into this business and went to our first Expo in Detroit we had two carriers at the top of our list. One carrier bent over backwards to answer our questions and one carrier acted as if we were putting them out. We talked with every carrier that was at that Expo and we also talked to as many drivers as we could find.

I think many of the recruiters miss out by not knowing what drivers are in attendance and using them to talk with potential recruits. I do not mean either that after they talk to me they had me a card with their name on it so they get a bonus if we sign on. Talk about ruining a good deal! Now I question the recruiters and their drivers.

I had a check list prepared of questions that I had prepared. I asked the recruiter and also the drivers pretty much the exact same questions.

My big suggestion would be act as if you are interested in gaining drivers and also know of drivers at the show they can talk to if they want to know the "real facts".

 

[moose]

We are drivers !
you will need to hand out free GOOD food ,
poster girls in bikini showing off hot tucks with lots of chrome and chicken light ,
a free company stuff , like T****rs, Ext...
& a drowout for winning cool stuff.(without the need for DNA sample to enter)

O.K , no one believe the recruiter anymore ,leave them in the office. you will need to have some Experience Drivers/O/O on hand ,showing off their trucks, and settlements sheets
on a side note , my observation for this year - it is going to be a real challenge recruiting experience O/O expediters at the expo.

 

[greg334]

Linda,
You brought up a very good point;

I had a check list prepared of questions that I had prepared. I asked the recruiter and also the drivers pretty much the exact same questions.

The one advantage a company can have is to put in their flyer questions that a owner or driver should be asking and either add answers to it for their specific company or entice the owner or driver to engage them to get those questions answered.

Maybe John can read a bunch of threads to come up with a set of questions that he can tell owners and drivers to ask every company?

 

[davekc]

In that kind of setting I think it is hard for some of the recruiters to differentiate between the interested new folks, or someone just there with their kids to check out trucks.
Some of the name badges help identify people with a carrier already. I enjoy visiting many booths, but I usually know the folks at them which is different for someone new. You really have to listen to distinguish the good prospects.
As like others doing this for some time, we have heard the fluff for years.
As like any business I would look at, current verifiable revenue from drivers over a period of time. Numbers from 06 for example have little value.

Anyone can just write gross numbers on a piece of paper and say, "Look what we can do".
That info and any charge backs for QC's, insurance of any kind ect. And of course I broker some of our frieght so that limits my booth activity except for visiting down considerably.

 

[cheri1122]

We are drivers !
you will need to hand out free GOOD food ,
poster girls in bikini showing off hot tucks with lots of chrome and chicken light ,

A good many of whom would NOT enjoy or appreciate such tactics.
Sometimes, I just get tired of the assumptions that "drivers" means males who talk on the CB, spend a lot on chrome & lights, eat at the buffet, and practically require the inclusion of half dressed women to pay attention to a product or service.
I know you're 'just kidding', Moose, but it doesn't help to perpetuate the worst of stereotypes.
a free company stuff , like T****rs, Ext...
& a drowout for winning cool stuff.(without the need for DNA sample to enter)

O.K , no one believe the recruiter anymore ,leave them in the office. you will need to have some Experience Drivers/O/O on hand ,showing off their trucks, and settlements sheets
on a side note , my observation for this year - it is going to be a real challenge recruiting experience O/O expediters at the expo.

That I can agree with.

 

[highway star]

Just come out and say it Cheri, you wanna be the new EO curmudgeon.

 

[piper1]

Recruiters who will engage people, if they mill about for more than a minute or two they are interested and not just the baby buggy day crowd. Of course having people IN the display is a natural plus. The first year I went to the expo I could not believe how many displays were just piles of brochures and business cards (with said recruiter elsewhere in the show or bending his elbow at the restaurant)

Truth.....anyone who is serious enough about this business (and will likely then turn into a good contractor) has heard the standard lines before. If they live in a good area tell them...if they don't...tell them that too.

Professionalism... everything should put out the message that you are looking for serious business minded folks, disgruntled "Billy Big Rigger's" need not apply. Die Cast imitation chrome, Bluetooth equipped 16 inch belt buckle giveaways really say something about how you view people.

 

[TeamCaffee]

This is a great post and I started thinking after reading a few more responses.

When you are looking at a new company or you are just starting to look, act and look like a professional. The Billy Big Rigger look does not gain you respect from any company. Dress appropriately as a business owner or as someone looking for a new job, speak professionally and not as if you are at a truck stop counter. Take notes so you can compare later company to company and also what the drivers have to say. I also found my notes brought on new questions and I often had to go back either to a driver or to a recruiter to clarify what was said.

We would like to recruiters to act as professionals we also need to hold ourselves up to the same standards.

 

[Dakota]

How about actual pay sheets that the drivers receive, you should show both the good and bad to give people an idea of what they will be earning and what deductions will be on the pay sheet.

 

[LDB]

Well, if I were looking for another company my primary criteria would be professionalism. I'd want a company that is professional in every aspect. I'd look for a company that expects and chooses only those of above average intelligence as employees and contractors. Keep the "cattle herding" to a minimum if not preferrably non-existent. I realize this is only tangentially about what to exhibit at the Expo but it's what is important to me in a company. Professionalism may not win cheap customers but it will win professional customers, another market niche to pursue.

 

[ATeam]

What do you like, dislike and what kind of things do you think make for the best kind of recruiting exhibits. We are just working on putting together our plan for the show and I thought I would get some feedback from all of you!

A new topic that will be very much on drivers' minds in July 2010 and beyond is CSA 2010. Of particular interest to drivers will be their CSA score as it is coming to be informally known. As you plan your exhibit, think about tapping into that interest to draw the qualified people you seek.

News recently broke that CSA 2010's implementation will be delayed until November and certain enforcement actions to be delayed beyond that. Nevertheless, drivers will be keenly interested to know their CSA scores (BASIC: Behavior Analysis and Safety Improvement Categories) and how you, the carrier, views the data.

If it is then possible, set up a private seating area in your booth where the appropriate releases can be signed, money can be collected (if you choose to pass the access fee on) and a driver's BASIC report can be obtained in real time.

The information is available for free if you do your own leg work. If we had not already done the legwork, Diane and I would consider ten bucks to be a a small price to pay to instantly see our records as they appear in the database.

Offering this "Know Your CSA Score" service at the Expo would enable you to instantly qualify the people you are talking to and begin your presentation not with a shallow recruiting pitch but with a meaningful working relationship with prospective recruits.

If the CSA program is not far enough along in July to enable you to tap into the database in real time, the BASIC information can be approximated manually by trained booth staffers if drivers answer a few questions about their driving records.

I have not looked into this deeper than stated here. This is just an idea off the top of my head in response to your question. There are probably better ways to do this. Nevertheless, with driver interest in CSA 2010 sure to be high, forward-thinking exhibitors will be thinking about how to tap into that interest to attract to their booths the qualified drivers they seek.

Candy and chrome is good for booth traffic. I believe CSA consulting would draw the qualified drivers you seek.

 

[jelliott]

Thanks for all of the great feedback. I think this really helps me to develop what we need for handouts. I also really like the suggestion of having actual pay sheets and actual numbers on hand and ready. I can't agree enough on the professionalism part. We are not as large as some of the "big boys" but we have always tried to put forward the most professional face possible. I know some of you have been to our facility, or loaded or cross docked there. Anyone who has been there quickly realizes our corporate culture of professionalism or as my management refers to it as "John's anal ways", lol.

 

[layoutshooter]

Thanks for all of the great feedback. I think this really helps me to develop what we need for handouts. I also really like the suggestion of having actual pay sheets and actual numbers on hand and ready. I can't agree enough on the professionalism part. We are not as large as some of the "big boys" but we have always tried to put forward the most professional face possible. I know some of you have been to our facility, or loaded or cross docked there. Anyone who has been there quickly realizes our corporate culture of professionalism or as my management refers to it as "John's anal ways", lol.

We really look forward to seeing you there.

 

[Bruno]

Thanks for all of the great feedback. I think this really helps me to develop what we need for handouts. I also really like the suggestion of having actual pay sheets and actual numbers on hand and ready. I can't agree enough on the professionalism part. We are not as large as some of the "big boys" but we have always tried to put forward the most professional face possible. I know some of you have been to our facility, or loaded or cross docked there. Anyone who has been there quickly realizes our corporate culture of professionalism or as my management refers to it as "John's anal ways", lol.

John

Talking with you many times on the phone. You do what drivers are looking for in a CEO. I feel you are someone that dosen't think they are above the the drivers. Getting a call from you when you was walking into your home really shown me that your like the rest of us. Some places come across as they are better than others. One of the man reasons I went Panther is the people. Sean K. and Adam Walters have always been there for me and responded to a texs message on a Sunday when they didn't have too. Just being their for the O/O and drivers is a plus. Bobbie Bobbit was like that when she was they only person at Roberts Express when I started back in 1995.

Andy Clark is another CEO that really impressed me when he was out on the road doing the loads for Toys for Tots. I wanted to see if he would pick up the phone if I called him. I called Andy at 22:00 and we talked for almost an hour about expediting. He even called me back after he had to take a call from his wife. That is what drivers and owners want from the company that they are leased on with. It's like the song in Cheers. You want to be at a place where everyone knows your name and is friendly.

Drivers want you to be honest. Don't BS them because drivers are smarter than people think. Just go read the CDL test book on all the things you need to know to past a pre test. The give aways are nice, but the last Expo I was at I remember the breakfast that Express 1 had for everyone. It was nice and Lawrence gave Rich Moore an award for his years in the Expedite Business.

I hope you go to the Expo yourself John and meet all the great people of Expediting.

 

[jelliott]

I will be there for sure. I went to the first one we displayed in about 3 years ago. I wasn't at the next one, and then we took a year off from it. I am looking forward to it and getting to meet some of you in person.

 

[jelliott]

Thinking about that.... The first year we had a sprinter and straight truck on display, another year we just had an exhibit booth. What are your thoughts on putting vehicles on display?