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The Global Exhibitor Podcast

Jul 25, 2022

This is Part 1 of a two-part interview with Han Leenhouts author of Sales & Pepper, based in The Hague (Den Haag), The Netherlands.   

This is one of the most fun, exciting, and inspirational episodes that we’ve had on The Global Exhibitor Podcast! In this interview, hosted by Jeff Hannah, you can experience Han’s electric personality, and magnetic passion through his dynamic, engaging, and direct (Dutch) style. The primary focus of this episode is the importance of booth staff selection, training and engagement.

Han is focused on outcomes! But, far too many get it wrong! As part of his consultative, training, and coaching initiatives, Han works globally with brands to help establish and reach goals for their trade show participation. With clearly defined goals in mind, you can then work to achieve those goals - and recognize when you have or haven’t. Having the goals is important, but is not everything. Making the most of show floor interactions can make or break any trade show participation. Staff training is the next, hugely important component. Much of the booth staff training can happen in the planning phases, but some of it must happen on the show floor, in the actual physical environment in order to fully utilize the exhibit in the way it was designed to be used.

Jeff asks Han about his views on staffing a booth with marketing team members vs. sales vs. technical staff. Han talks in detail about how to select the right people to fill the various roles required on the show floor. Han gives his recommendations on the ideal mix of profiles for the roles, and how to play to people’s strengths. He focuses on the importance of booth staff attitude and outlook on working on the show floor. It is critical for them to understand their purpose, as well as the best ways to approach people and start meaningful interactions.

Respect for cultural differences is important for working across cultures. But, when looking for ways to engage with others, Han urges people to tap into the most basic and common human characteristics – those things we share in common – rather than focusing on our differences. Shaping questions in just the right way to capture a visitor’s attention immediately is essential in the busy, distracting, and fast-paced show floor environment. Han is a master at engaging both individuals and audiences.  

Han Leenhouts is an internationally acclaimed author, keynote speaker, trainer, and coach in the trade show industry. Han is the author of Sales & Pepper, a book focused on the best ways to engage with people on the trade show floor, in conjunction with an effective exhibit. He is also the author of Peppertalk 2.0, which is focused on open-ended, thought-provoking questions which can be used to effectively engage with others on the show floor. Han owns Sales & Pepper, a training and coaching firm based in The Netherlands.

This interview was recorded live in Las Vegas at the luxurious Mandalay Bay Resort & Casino, with host Jeff Hannah. Please join us for Part 2 of this interview with Han Leenhouts.