I have spent some time exploring the virtual show floor and various exhibits.  My gut response? I miss shaking hands.

A virtual trade show has some great benefits.  The reduced costs associated with travel is the first to come to mind.  There is also the advantage of being able to go about your day at work, and to hear a notification that someone has stepped into your “booth”.

However, my first interaction with a virtual show hasn’t been the best.  Please do not read that as a condemnation of virtual shows.  I just don’t fit the description of someone who would truly benefit from this show.  It seems that this style of show (virtual) really weeds out the moochers.  What I mean is – there are a few very specific strengths of the show, and if you fit within the target of those strengths, it will be great.  However, if you’re on the fence, you won’t like it.

With 2,300 attendees, Virtual PCB has been great for the exhibitors.  Many have stated that their booths have been consistently busy.  And it would be awesome to be an attendee looking for some services provided by the exhibitors.  The ability to switch in between various companies and instantly chat with them is great.  Exhibitors also have access to attendee lists, which is a very valuable resource when used correctly.

But for me, as a competitor to most of the exhibitors and being a marketing guy without technical expertise, there was not a whole lot of benefit.  Had we exhibited, I might be singing a different song.  This is a great benefit for the exhibitors… having a firewall/deterrant of sorts to their competitors.  There is very little cherry-picking.

What are your thoughts or experiences concerning virtual shows?  They are definitely a piece of the puzzle as it relates to the future of our industry.  UP Media is leading the charge, and sincerely I commend them.  Did you find the show helpful?  Are there aspects you wish were different?

There was a particular moment, however, which really encouraged me and provided some hope for 2010. A group of designers and engineers we’ve been working with for a few years now came down to say hello and to ask us some questions. It was great to have dynamic dialogue and interest in our company’s various developments over the last two years. It was within that conversation that I watched a younger engineer bridge the gap between fabricator and designer. And no exaggeration, it was like the room got brighter and the air sweeter.

Spending the last year getting to know both groups has exposed me to the complaints on both sides of the fence. I have heard frustrations from designers and customers concerning quality, timeliness, and customer service. I have seen fabricators scratch their head and stare at design files or bills of material in wonder and confusion. And finally someone stepped up and asked the most beautiful question. I will paraphrase, but I remember it pretty well.

He said, “Morgan, is there anything we can be doing to make your job easier? I mean, I honestly don’t know a whole lot about the details of the fabrication process… I just design them. What could we be doing to help you?”

Every relationship is different, and every customer is different, but it is essential to open up the discussion about how we can form a more seamless relationship between design, fabrication and assembly.  And so I would like to open up the discussion about how fabricators can better serve their customers, and vice versa.  Keep it clean, keep it helpful, and keep it coming.

- Liam

The year 2009 has been an intense crash-course and immersion into the PCB industry.  I entered the field having only seen a board in settings such as when my mother’s blender lay torn apart on my lap as I sought to “fix” it as a ten-year-old.  My background is in entrepreneurship and business development.  Keep these things in mind as you read, but I hope that you do not allow them to lessen the various observations.  Please be sure to comment, critique, and add to this article in the comments section.

Market Segments
Tradeshows
There is nothing as bittersweet as a tradeshow.  It is easy to see that while many I’ve spoken with claim to dread the show circuit, there is an industry sustaining vibrancy found on the tradeshow floor.  In fact, regardless of size, shows remind many that they are not alone in this economic climate and in this industry.  “How about them Yankees” was definitely replaced by depressed and rehearsed comments about overseas production and its implications.  Yet even competitors can console one another.

Recessions inherently bring about budget cuts and a careful critique of the ROI (return on investment) of all marketing endeavors including tradeshows.  Smaller displays with fewer freebies seemed more prominent as the year progressed.

However, tradeshows will never go away because there is an inherent need within any industry to foster community and to provide convenient platforms for vendors and customers to interact.  Yet there is a great need for training and planning of employees to occur in 2010.  Pre and post-event networking skills need to be developed.  And it seems clear that the question of whether we will attend the next tradeshow is moot until we have exhausted an investigation of how we can best take advantage of the opportunity contained within each show.

Media and Trade Publications
As a complete rookie to PCB’s, I found the press to be my greatest ally.  Wonderful individuals within UP Media and  iConnect007 greatly encouraged and guided me through year one.  In fact, they are both the customer and supplier’s greatest asset.  Many of the most knowledgeable individuals are connected with these organizations and an email to either requesting direction or a good contact will usually turn out well.  Don’t expect them to play favorites or violate privacy issues, but they will do their best to direct you toward professionals or resources which will aid you greatly.

Political Climate
Changing the political landscape concerning any issue is always a laborious and time consuming process.  However, great strides were taken this year as the position of PCB Executive Agent was created.  In the second week of December, close to one hundred twenty-five industry professionals gathered in Washington D.C. to discuss how we can meet the needs of the Department of Defense in the future.  It was great to see so many key organizations represented and to see that many CEO’s and owners attended personally.  If there is to be a single word that must define 2010, it will be collaboration.  The IPC Technology Interchange in Washington was a great step toward that end.  I will discuss collaboration in greater depth shortly.

Customers
Throughout the year I sensed a continual increase in both the loyalty and price consciousness of our customers.  It was great to see the loyalty exhibited by many of our best customers, while it was tough to see quotes lost on price: even a few dollars.  Budget cuts have made it hard for everyone, and it is understandable in most cases why these occurred.

Although the following recommendation is applicable to every year within a business, I feel 2010 demands an even greater attempt.  It is clear that better communication and collaboration could and should occur between customers and the design, fabrication and assembly providers.  My hope is to personally continue to search out ways we can better serve our customers  (based on what they say, not what we assume).  This is crucial; especially for the small domestic board shops and assemblers.

Praises and Hopes
I have seen several people step up and push the envelope this year.  Some have exhibited customer service above and beyond expectations, some have embarked on innovative marketing and sales endeavors, and several faces have gained recognition as they position themselves as experts within their niche.  Below are some of the ways that they have accomplished these things.

Online Resources
Those who have met me this year most likely know about my passion for seeing the industry catch up with the rest of the private sector in regards to leveraging the tools and resources available online.  There is much to be done, but I am pleased with the small steps taken this year.  The year 2009 exhibited an increased number of companies transitioning to online marketing and advertising.  Several new columnists have appeared for various media organizations and the concept of blogging is beginning to make sense to some.

I continually experience excitement over our endeavors to develop an industry blog, yet see little follow through.  Although much of that may be due to the quality of my efforts, I do hope to see increased support and contribution in the coming year for HotPCB and my colleagues who are pouring their energies into online media.

I was given the opportunity to speak at UP Media’s PCB Atlanta in October on the subject of how the PCB industry can effectively leverage the various Web 2.0 tools currently available.  Those in attendance seemed to find it helpful, and it was a great first step.  I challenge both individuals and organizations to sit down and evaluate how they can implement these tools into their various marketing and sales strategies.

Federal Programs
This year’s Federal Matchmaking event in Tarrytown, NY was extremely well attended.  I highly admire the SBLO’s and various individuals who spend their time making sure that small-business allocated opportunities are distributed.

The PTAC officers and employees really stepped up and it was very apparent how much they desire to foster commerce between small/disadvantaged businesses and the government.

Education
There is a huge need for education within the industry.  And yet, providing resources to seasoned veteran is far from enough.  Unfortunately, the industry is graying, and there is no clear next generation.  Some have recognized the massive vacuum that is forming and are investigating the feasibility of teaching electronics at the high-school level.  This is a movement still in its infancy and needs a lot of support, guidance, materials, and commitment.  That is where collaboration will truly show its worth.

Collaboration
As promised, I want to briefly touch on collaboration once again.  It has been said that when everyone is responsible, no one is responsible.  I saw a lot of great concepts discussed at the Technology Interchange.  There has been a lot of hard work on the part of various individuals.  We as an industry need to be very careful that we don’t simply sit back and applaud their work.  A concerted effort should be made by all.

Change is a slow process.  But it is even slower when there are only a few players.  My hope is that 2010 will be a year marked with collaboration, unity, and change.  We have all seen glimpses of where things could go.  And although it is unlikely that things will ever look like they did twenty years ago, I find it highly likely that this industry will take huge leaps forward in the next twelve months.

In ending, I am very thankful for where I am, and where we are.  Great hopes drive my endeavors and will continue to shape my efforts.  Where do you see yourself making a difference?  What unique skills can you bring to the table?  How can we come together to overcome the various challenges that are facing our industry?

2010, here we come.

Below is the media portion of my presentation.  It gives a very general outline of the topics I covered and the order.  If you are interested in learning more about the specifics of the presentation, or are interested in discussing how social media and web 2.0 technology might benefit you or your company, please do not hesitate to get in touch with me.  My contact information is found in the Author Bio’s and Tweets section.

Enjoy!

I have been blessed with the opportunity to speak during the afternoon sessions at PCB Atlanta on October 22.  UP Media has always been very kind to us and have now provided me with this opportunity.

The seminar I will be teaching will be on the topic of marketing yourself using the social media and online tools that are currently available online.  Below is the abstract I submitted when I approached them with the idea.

Are you trying to find a way to stand out among the crowd?  The field of marketing and advertising continues to rapidly change as more and more attention shifts toward Social Media and Online marketing techniques.  A new generation of decision makers and customers who have grown up with these tools is close at hand.  In order to remain current and successful, it is crucial that you have, at the least, a basic understanding of the tools being used.

The Online and Social Media Marketing workshop will give an overview of various online tools and services currently available to help you market yourself and drive business.  You will learn how and where to network with potential customers and ways to develop a strong presence on the web.  Whether you are a novice user, or consider yourself proficient, this workshop is designed to help you develop a comprehensive personal online marketing plan.  Topics covered will include: how to take full advantage of the top social networking sites, making sure you can be found easily online, and creating a pull-marketing campaign.

Do you plan on attending the show?  If you haven’t thought about it, you should.  I do believe that it will be very beneficial to you.  I won’t be as forward as to recommend that you attend the session I will be leading, however, it should be a good time.

If you’re going and you plan on attending this, please feel free to get in touch with me or to comment below with questions you have.  I want to make sure that I address the questions and needs of the people who attend.  Getting your feedback and a feel for your questions beforehand will help me to prepare and provide a more comprehensive and applicable presentation.

HotPCB is being represented at the Cirexx Booth (2246) at IMS 2009.  Be sure to stop by!  We would love to meet with you and explore content creation partnerships, meet designers who wish to be featured, and learn more about what’s going on in the industry.

Liam’s Cell: (413) 824-1987

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For the attendee, there are three distinct aspects of the Symposium that ought to be taken advantage of.  The first is Networking, the second Vendor Qualification, and the third Education.   This first short installment is designed to give you some recommendations on how to capitalize on the great opportunity you have to meet people.

Pre-Event
Taking advantage of the Symposium involves a pro-active, pre-event initiative.   There are many tools available to help you get in touch with people who will be attending the conference.  If you do not already have a profile on LinkedIn, it is important that you do so.  LinkedIn is a very powerful resource and continues to gain prominence.  My colleague Blake Imeson has written a great piece titled 21 LinkedIn Hacks, Tricks and Ways to Make Your Profile Better.  Be sure to reference this as you go about developing your online LinkedIn network.

On LinkedIn you ought to RSVP for the Tradeshow in the events section.  If it has not already been created, then take it upon yourself to create the event.  You will gain prominence by doing so.  Click here to RSVP for the IMS 2009 LinkedIn event. Once you RSVP you will be able to see others who have done so, and you will be able to connect/message with them.  Make sure that you’ve followed the steps in Blake’s article about connecting with power users.   I have put a list of a few power users in the PCB industry who will help you gain access to even more people.

Also, take advantage of Facebook if you are a user.  There is a Facebook group for IMS 2009 as well.

Email some of your business contacts a quick email asking if they, or anyone that they know, is attending the show.  More than likely you will be put in touch with a friend of a friend who is just as overwhelmed by the prospect of networking as you are.

As you begin contacting all of these people, keep a clear calendar of the show in front of you.  It is important that you have read the materials concerning the show so that you know what nights have mixers, city excursions, etc.  Make sure that you schedule times to meet with the various people that you are networking with, but also make sure that you block of times where you do not plan anything ahead of time.  You want to be available so that when you meet people at the show, you can meet with them too.  Also try to avoid too many exclusive meet-ups, but make sure that you have a healthy balance of group activities.  This way, if there are a few people you want to spend time with and it comes down to only one available time for everyone, there is no awkward canceling of plans, simply bringing more people along.

At the Event

You are going to be busy at the show, and hopefully having the opportunity to meet and greet those people you have been in touch with the few weeks before the show.  However, make sure that you have plenty of business cards with you so that you can create more contacts.

Be careful not to gravitate toward one group of people the entire time.  Stretch yourself and branch out.  Split up from your co-worker for a meal and go sit at a table of people you don’t know.  It might be slightly uncomfortable at first, but the event is designed to foster networking and cliques need not apply.

Remember to be yourself and have fun.  Trade shows may be a lot of work and continued education, but the interaction with people who are there can make it one of the best weeks of the year.

In the comments section below feel free to share your tips and suggestions for how to take full advantage of the Networking possibilities.   I look forward to hearing them.

Every attendee ought to be doing everything he/she can to maximize the return on the money spent in travel, fees and opportunity cost.  One of the best ways to do this is to start early and begin making contact with potential customers or vendors you are interested in before the show even starts.  If you are able to develop the foundation of a relationship before you attend the conference, your time spent mingling with your contacts at the show (going out to dinner, grabbing coffee, discussing the workshops, etc) will be far more fruitful and downright enjoyable.  Instead of running around the show thinking “meet, meet, meet” you will have the luxury of operating under a “greet, greet, greet” mentality towards your peers.

I challenge you to take advantage of the list linked to above and to do some pre-event networking.  I will be doing so, and hope to even do so with any readers of hotpcb who will be attending the Symposium.   Over the next few weeks I will be posting various articles on how to use various online tools to maximize your pre-event networking.  Feel free to use the comments section below to share your ideas or to reach out to other readers and see when they will be at the show.

Cheers,

Liam

Read Part One Here.

It was instantly clear that although competitive, most vendors shared a sense of camaraderie, and were open to talking with me and answering my questions.  Most of the attendees have been in the industry for over 20 years.  In fact, the industry as a whole seems to be comprised of mostly 40+ industry professionals.  It was apparent that I was the youngest exhibitor.  In fact, I was the only exhibitor asked for ID at the complementary bar during the evening reception.

Small, but efficient and well balanced, the show was in my opinion a great success and well worth the effort to attend.  Attendees flew in from all parts of the country.  There were also individuals from Canada, Sweden, Israel, Singapore, Italy and Africa.

The workshops provided were very helpful, and have inspired me to set a future speaking role as a personal goal.  I obviously would not be able to give a technical seminar, but hopefully through my work on this blog, I will be able to position myself as a leader in bringing social media marketing to this industry.

I highly recommend that you set your calendar for the next PCB East conference.  The whole program is put on by UP Media, and there are a few additional shows occurring around the country in the next few months.  Click here to see a list of those shows. The UP Media team did a fabulous job and it was a pleasure to meet all of them.  I look forward to crossing paths with them in the future.

A little over a  month ago I applied for membership with IEEE and joined a variety of societies pertaining to my line of business.  However, I have yet to really feel the benefit of membership aside from the barrage of emails asking me to sign up for conferences.  In an effort to effectively use my membership, I open the floor to you – my reader and potential IEEE confederate.  How have you taken advantage of the various services IEEE offers?  Has it been an effective networking/educational tool for you?  Share your story of how it has been a blessing – or a bust.

All the best,

Liam