Firehouse Blog

Yearly Archive: 2014

Case Study: Butler University’s Hinkle Fieldhouse

PaulPicButler01Butler University in Indianapolis is home to one of college sports most historic venues. Hinkle Fieldhouse was the largest basketball arena in the country when it was constructed in 1928. It was designated a National Historic Landmark in 1987. In 2011, a major renovation was begun. Upgrades included the main entrance, improved seating, a new video board and new locker rooms. In addition to facilities 
improvements, Butler wanted to celebrate their history with 
grand-format graphic installations throughout the complex. Firehouse offered up a variety of graphic solutions to integrate with the historic structure.

“Firehouse did an outstanding job on a number of projects associated with the Hinkle Fieldhouse renovation. Given our experience working with them over the years we knew what to expect: they were creative, detail oriented and organized throughout the whole project.”
Mike Freeman
Associate Athletic Director – External Operations

Butler02Butler04Butler05Firehouse partnered with Butler to produce and install a variety of graphics throughout the Fieldhouse. The main entry corridor has 
the Butler name and historic photos reproduced on mesh banner 
and installed within the steel support trusses. Hallway walls were 
first refinished with a smooth board and then wallpapered with 
historic team photos. A 100-foot-long mural celebrates the history of the Butler Bulldogs. It is mounted directly to the corridor wall with concrete PSV.

“We could not have picked a better partner than Firehouse for our graphics and imaging for Hinkle Fieldhouse. Firehouse blew our expectations out of the water. We look forward to showing off the work Firehouse completed for many years to come.”
Carl Heck
Associate Athletic Director – Internal Operations

Butler03The $36 million renovation took several years to complete. The goal of upgrading the fan experience was realized without losing or compromising the history. The graphics integrate perfectly with the structure.

 

Paul Meek
Vice President of Operations

ButlerBanner

Anatomy of a Sales Call

terryblogThe very best sales people have what I call quiet confidence. It is impossible to fake, but it takes an effort for strong sales people to use it on every sales call. Quiet confidence is earned and intentional.

Let’s begin this nugget of sales advice with the admission that a sales call is a show. It’s a play. And humans are hard wired for story. You only have to look at the consumption of books, movies, television, and yes, video games to grasp that truth. In gaming the player becomes part of the story. That participation factor is powerful. But how does that relate to the sales call? Read on.

AnatomyOfASalesCallHere’s the set up. Every compelling story has a beginning, middle and end. The beginning introduces the main characters and the conflict. The middle drives the story forward, ramps up the conflict and builds up the characters. Finally, we have the resolution of the conflict and the transformation of the characters by the events of the story. The end.

Since sales calls should not be horror stories, let’s stipulate that good sales calls should relax the audience with the quiet confidence of the actor, that the actor then ‘shows’ the audience, through the unfolding of the story, what is in it for them. In movies, books and all stories, the audience gains knowledge and or confirmation of their beliefs and mores, and in doing so, the audience is rewarded. Play a video game, and it all becomes more intense, because the player is a part of the story and the resolution. Any doubt why video games are bigger money than movies?

We now ‘cut to the chase’. The actor (sales person) has to make the audience (customer) feel comfortable with the quiet confidence of their presence. The sales person then draws the customer into the story by showing them, by way of demonstration, something that is important to their job and broadens their knowledge base. If the sales person can hand the customer something during the story, then the story becomes more interactive and memorable (like a video game), which has a greater impact.

Then, once the story has been told, and the sales person has hit his marks and said his lines, it is time to exit the stage. The sales person must remember that he or she cannot force the results, or as this metaphor calls for, the applause. Applause comes from the audience, not the sales person’s desire.

When Jack Nicholson or Meryl Streep are on that screen, you feel the quiet confidence that comes from their years of training and experience. They don’t tell you the story, they show you the events as they unfold, and they show you how they were transformed by those events.

Those are the broad strokes. The subtleties are still to come. But the initial take-away: “Interactivity, demonstrate and show them what’s in it for them”!

 

Terry Corman
Firehouse CEO