Experience

LIFETIME OF EXPERIENCE

Peter literally grew up in the exhibit business!

Starting young

  • Starting at age of 13, Peter went to work on weekends, school holidays and summer vacations with his father to Exhibit Craft, Inc. in Long Island City, New York.
  • Peter worked his way through the shop from department to department doing what was asked while learning the business from the broom up.

No business like trade show business!

  • By the time Peter was 19 years old, he had worked in all departments.
  • Exhibit Craft split its company, with half going up to Montreal to work on the 1967 world's Fair.
  • Peter was assigned as the account executive to Olivetti Underwood, where he managed over 40 trade shows a year. 
  • In 1970, Peter was hired by Sperry UNIVAC as their corporate trade show exhibits coordinator.

Reproduction so true, it can shatter glass

  • In 1971, Peter was hired as Memorex’s corporate exhibits manager, where he was responsible for 25 shows for the company's computer, video and audio groups.
  • Peter took Memorex’s new audio group to their first Consumer Electronics Show where they famously asked, "Is it live or is it Memorex?”

Design 
Enterprises, Inc.

  • After Memorex, Peter went to Anaheim to sell exhibits for Design Enterprises.
  • There, he reached his annual sales target in less that four months after developing a new approach to timely sales.
  • Design Enterprises was known for doing most of the exhibit work on the Queen Mary.
  • Beckman Instruments called, and as always Peter went looking for adventure.

Bridging the gap between trade shows and sales

  • Beckman was very serious about trade shows.
  • They spent millions.
  • The president worked every major show.
  • They demanded accountability.
  • There were six divisions going to over 45 shows a year.
  • Every dollar had to be accounted for.
  • We created a new level of trade show marketing that increased sales efficiency and reduced selling time.

Let the Good Times Roll
Kawasaki Motors USA

  • National Advertising Sales Promotion Manager
  • Managed $12 million consumer advertising budget
  • Supported 1,600 retail dealers
  • Consumer shows, race & dealer promotions
  • TV advertising
  • Direct mail
  • Radio
  • Enthusiast and consumer print
  • Design and production collateral support materials
  • Street and dirt Motorcycles, Jet Skis, Snow Mobiles, Portable Generators 

Fast-Forward to OrCAD

  • In 1990, OrCAD of Hillsboro, Oregon grew from $0 to $8 million in three years in part because of trade shows.
  • Without venture capital, OrCAD bootstrapped its marketing and sales and used trade shows to grow its worldwide business.

OrCAD and trade shows

  • Signed up dealers at shows.
  • Met editors for one on one presentations.
  • Distributed free demo disks after getting prospect names addresses and phone numbers.
  • Set-up work stations where prospects could sit down and try the software.
  • Had reps work side by side with factory people.

Trade shows worked for OrCAD

  • Trained field sales people.
  • Did competitive analysis.
  • Conducted product research.
  • Staged pre-show meetings.
  • Offered show specials.
  • Used OrCAD suite each night to spend quality time with invited reps, prospects and customers.
  • Reviewed and distributed sales leads each night.
  • Processed sales leads immediately.

What Clients Say

"Peter was the key force behind developing our sales and marketing programs. He developed and drove all of our Sales Distributorships, Advertising, PR, you name it. He significantly contributed to the success of the company taking sales to the $10 Million category. A true professional." 
 Ken Seymour
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