In the hustle and bustle of getting ready for a craft show, invariably the one area that usually sees the least amount of effort is the craft show booth. Come on, admit it – you haven't really given much thought to how you are going to arrange your crafts and design the booth so that it is easy and appealing for customers to come in.

But, when we equate traffic with potential profit at a craft show, it is very easy to see that an increase in traffic will most likely come to a booth that has appeal to it. And once you get the buyers in, your booth needs to make them want to buy.

Here are 5 things you need to do to your craft show booth:

Clean it – Many people are turned off by clutter and disorganization. In fact, they would probably take one look at a dirty and disorganized craft show booth and form an opinion on the craft itself. It probably won't be a good one, either.

Access to crafts – Humans are sensory beings; if you have potpourri, it needs to be sniffed. If you have a pot holder, people need to be able to touch it and inspect it. Appealing to more than just the sense of sight is a great way to help make a sale. Encourage craft show goers to handle your crafts – with care!

Good flow – Create a pattern for people to enter and exit the craft show booth – a path that takes them by all of the major items and provides space for congregation among popular crafts in your booth. The flow should be easy and free, and of course it should end up with them passing by the till, where hopefully they have made a purchase.

Price and merchandise – This is a two-part tip: first, you need to make sure that the price is available for the customers to see. It should be on a tag that is on the craft, or it should be on a sign around or above the crafts. Never make people guess – and often (unless they MUST have the item) they won't ask. They'll just walk by. Second – when laying out the merchandise, tease the people walking through. Show a crocheted hat on top of a ‘head', or get those fake birds to demonstrate how they eat from your wooden birdfeeder. Merchandising is all about putting a product it is natural environment – and when people can imagine it there – they have an easier time imagining the craft in their home.

Make check-out easy – If you have to have two tills working, automated debit card and credit card machines, then you should do it. If sales are being turned away because people are waiting to pay, then you are losing money. If you expect a lot of business at a craft show, make sure you are prepared to handle the glut of sales you can make. There is nothing worse than watching person after person pick up your craft, see the lineup for the till, and then put the craft back down and walk out of the booth.

Craft show booth creation is time and energy well spent. You can increase your profit by making your booth more appealing, more convenient, and even more efficient for a buyer. You don't want customers to walk away and get their craft from the next booth just because it is cleaner and the crafts are easier the access. Think of the customers first, and you can't possibly go wrong!

In commercial terms we should seek to develop our teams in two specific areas i.e. Competence and Commitment.

Competence consists of the combination of knowledge and skills whilst Commitment is a combination of confidence and motivation.

The degree to which a person has achieved certain combinations of these factors can be defined as Development Levels. They represent the person’s development in the job.

The four development levels are:

Level 4: High Commitment & High Competence

Level 3: High Competence & Variable Commitment

Level 2: Some Competence & Low Commitment

Level 1: Low Competence & High Commitment

I realise that one or two additional levels could be added i.e. Some Competence & Variable Commitment etc. but as I have already stated, simplicity is essential

This grading is then translated into the style of management required to obtain the best results from each individual and forms the basis of the Controlled Management model that we devised in 1995 i.e.

Level 4: Delegating i.e. Low Supportive & Low Directive

Level 3: Directing i.e. Low Supportive & High Directive

Level 2: Supporting i.e. High Supportive & High Directive

Level 1: Coaching i.e. High Supportive & Low Directive

Whilst conducting this exercise you should consider taking the opportunity to not only classify the level at which you believe each member of the team is at right now but also where you feel they could get to in terms of their future potential and what needs to be done to get them there.

The areas that you should consider assessing regularly are:

Internal Sales Competence Areas

• Personal Organisation

• Communication

• Business Development

• Qualification

• Interpersonal Skills

• Integration Skills

• Resilience

• Pro-Activity

• Team Working

• Motivation

External Sales Competence Areas

• Planning

• Communication

• Presentation Skills

• Business Development

• Account Management

• Opportunity Assessment

• Negotiation Skills

• Attitude

• Team Membership

• Process & Methodology

• Pro-Activity

• Organisational Skills

Consultative Sales Competence Areas

• Organisational Skills

• Communication

• Presentation Skills

• Business Development

• Opportunity Assessment

• Interpersonal Skills

• Creative Thinking

• Critical Thinking

• People Awareness

• Integration Skills

• Resilience

• Strategic Approach

• Pro-Activity

• Negotiation Skills

• Key Account Management

• Team Membership

• Process & Methodology

Stahl Specialty Co., Kingsville, Missouri has recently installed new CNC equipment in its Kingsville facility.

Specializing in aluminum castings from ounces to 350 pounds with its 41 foundry stations, the 56-year-old firm operates two facilities (the other in Warrensburg, Missouri) that combine for over 550,000-sq.-ft. of space for its 800+ employees.

Stahl offers a full range of services for its permanent mold aluminum castings including: design, tooling, precision machining, heat treating, impregnation, sub-assembly, packaging and delivery.

The company also designs and produces its own line of foundry equipment. Three new pieces of CNC equipment have been installed in the company's tool room including two Makino V-77 vertical machining centers. They feature 40-tool changers, 12,000 rpm spindle speed, 47"x and 27.5" y travel and a new front-end computer with Windows for networking and program storage.

The other new piece of equipment is a Makino GF-12 vertical machining center with a 50-tool changer. Equipped to handle larger pieces, it features 67" x by 47" y travel with a table capacity of 15,000 pounds. Its spindle is powered by a 25hp motor.

"This new equipment will increase our efficiency as well as add capacity in our tool room," stated Ron Zara, manufacturing/engineering manager.

Zara also noted the company's dedication to quality with over 50 engineers on staff and QA equipment that includes two spectrometers as well as digital and realtime x-ray equipment. Stahl is also IS9002/QS9000 certified.

A wide range of industries across the country and around the world is served by the company including: automotive, agriculture, diesel, food, industrial, construction, medical and marine.

Reflecting on the company's growth and success over the years, Dick Kneip, Stahl's sales manager, commented, "We have always strived to be innovative, embracing new technologies, whether it's new equipment or our latest Unigraphics version 18 software.

Kneip pointed out the the Warrensburg facility is currently building a 36,000-sq.-ft. expansion for new high-production casting equipment.

"Our current focus is on becoming a 'single-source supplier' for our customers," Kneip noted. "Handling all their needs from blueprints sent via the internet to delivery with our own fleet of trucks is our range of service."

here's Money To Be Made Selling New Rifles, Shotguns And A Showroom Full Of Add-Ons!

Long guns continue to hold steady in overall sales performance. While not setting sales records, long guns, especially rifles, have increased in sales since 1998. It is the one growth area in the firearm category.

The increase in long gun sales is based on continued innovation by manufacturers and an increase in the number of long-gun accessories. While margins on firearms remain modest, often unimpressive, their accessories are providing dealers with higher profits. Marketing long guns and accessories together is proving an essential strategy in today's gun shop.

Whether it's long guns for hunting, target shooting or self-defense, manufacturers are providing a wide inventory of firearms. New cartridges and shotshells continue to inspire new firearms that grab customers' attention. And there is no lack of long gun accessories. Dealers can spur sales with ammunition, stocks, recoil pads, optics, slings, carrying cases, hearing and eye protection, range bags, shooting benches, bipods, targets and other accessories.

To make the combination of long guns and accessories work, dealers need to carry more than a minimal inventory. No matter what region your gun shop is in, consider the market potential of all the hunting seasons, shooting competitions and general enjoyment shooting. Address these categories by carrying a broad inventory. The result can be respectable year-round sales of rifles and shotguns, and the accessories that go with them.

The message? Examine your long-gun and accessory sales strategy. Look to innovative firearms that are catching the customer's attention. Then hike your profits with package deals that match firearms and essential accessories.

2003 Rifles Offer Innovative Features, Calibers

One continuing trend in new rifles is the development of lighter-weight firearms. That trend is, in part, driving interest in the ultra-short Magnums, including Winchester's new .223 and .243 Super Short Magnum (WSSM).

"Winchester has had the short magnums for the past couple of years, and they've been looking at where they were going to go next," said Kevin Howard, who does public relationship for Winchester Ammunition. "Their thought is there's more interest and more potential in the .22 caliber and .243. This can be in a combo gun for thin-skinned game such as deer, and can shoot a 55-grain bullet for varmints and predators."

Continuing a partnership of the past few years, Browning and Winchester Firearms developed new rifles with 1/2-inch shorter actions to handle the .223 and .243 WSSM. Two new A-Bolts are chambered in the new calibers. They are available in the Hunter, Medallion, Composite, Stainless and Varmint models.

Winchester is chambering two Model 70s in the new WSSMs. They are the new Black Shadow, Coyote and Featherweight.

In addition, Browning is introducing the BLR Lightweight '81 lever-action with a traditionally styled straight-grip stock. New calibers available in the rifle are the .450 Marlin and .358, with .270 WSM, 7mm WSM and .300 WSM calibers to follow.

Browning's new Model 9417 rimfire is chambered in the .17 HMR, and will be offered in both a Legacy and a Traditional version. This lever-action has an 11-cartridge magazine capacity, and a 22 1/2-inch barrel. It has the same takedown feature as the Model 9422 Winchester.

Benelli has developed its first semiauto rifle. The Model RI is gas-operated, features interchangeable barrels, a stainless steel upper receiver, and cryogenically treated free-floating barrel. The aluminum lower receiver is available in anodized or nickel-plated finish. The butt-stock and forend are selected walnut. It is initially available in .30-'06 and .300 Win. Magnum.

From Beretta, the new Sako Tikka T3 is available in a Hunter wood/blued model and a Lite synthetic stock version. The New Sako 75 Custom Deluxe has a hand-selected premium-grade walnut stock and custom-shop features. The Sako 75 Hunter is now available in a left-hand version, chambered in .25-'06, .270 Win. and .30-'06.

European American Armory is introducing a Russian-made semi-auto, the Saiga. Featuring the Kalashnikov action, it is chambered in .223, .270, .308, 7.62x39 and .30-'06. The Saiga is also available as a shotgun in 12 and 20 gauge, and .410 bore.

Kel-Tec's new SU-16 Sport Utility Rifle semi-auto in .223 features a forend that folds down to form a tripod. The SU16 folds just in front of the trigger for compact carry and storage.

Kimber's new .22 Custom Classic rifle features a AAA Claro walnut stock with full-wrap checkering and ebony forend tip. The new Kimber Varmint Rifle has a 20-inch medium stainless steel, fluted match-grade barrel.

In its 84M rifle line, Kimber is chambering a Super America in .243 Win., .260 Rem., 7mm-08 Rem., and .308 Win. Kimber has also developed a new line of rifles chambered in .270 WSM, 7mm WSM and .300 WSM.

Marlin has five new lever-action rifles this year. The Model 336 Spikehorn is a compact version of the venerable .30/30. If you have cowboy action customers, offer them the Marlin Model 1894 Cowboy Competition 45. For hunters interested in big-bore guns, show them the new Marlin Model 1895MR in 450 Marlin.

With performance independent of machine complexity, IndraMotion MTX offers standardized control features as well as design planning tools and can multitask and execute 1,000 statements in 60 [micro]s. CNC guarantees max interpolation time of 1 ms when controlling 8 axes and can operate up to 64 axes using 12 independent channels processing CNC code. Numerical control and integrated multi-tasking, IEC 61131-3 compliant PLC share same hardware and VxWorks real-time OS.

Company to feature the IndraMotion MTX at IMTS, September 8-15, 2004, at the McCormick Place Complex in Chicago, IL; Booth # D4240.

Rexroth introduces IndraMotion MTX - a high-performance CNC controller for machine tools and forming machines.

The impressive performance of the Rexroth IndraMotion MTX is independent of machine complexity. The new controller is ideal for genuine 3D machining of complex workpieces on 5 and 6-axis machines in tool and mold making applications. In addition, the system provides customers with significantly more flexibility and speed in combined lathe/milling applications as well as on punches and nibblers. With the IndraMotion MTX, OEMs can improve machine speed and connectivity and bring their products to market faster.

Numerical control and an integrated multi-tasking, IEC 61131-3 compliant PLC, share the same high-performance hardware and the VxWorks real time operating system. The Rexroth solution provides customers with a full range of standardized control features in addition to simple design planning tools and outstanding system performance. The PLC multitasks and executes 1000 statements in only 60 [micro]s. The CNC guarantees a maximum interpolation time of 1 ms when controlling eight axes, and the CNC can operate up to 64 axes using 12 independent channels processing CNC code.

Open architecture provides complete flexibility at the software level and at the sensor/actuator level. The controller works with current Microsoft operating systems and makes full use of the communication mechanisms these systems offer. A .NET framework forms the basis for a well-designed user-interface and an integrated engineering environment. Standardized PC technologies such as OPC, ActiveX, and XML provide an integration path for additional software. Ethernet TCP/IP is available for communication with other components and systems. A uniform API offers standardized access to controller data for process optimization or integration of application-specific visualization or control features.

The IndraMotion MTX uses SERCOS, the world's only recognized open drive interface, for real-time communication with intelligent electrical or hydraulic drives. Customers can choose from a range of fieldbus systems as the process interface for other peripherals to meet their requirements.

Bosch Rexroth Corporation, a merger of Bosch Automation Technology and Rexroth, is a wholly owned subsidiary of Robert Bosch GmbH. In the year 2003, Bosch Rexroth AG achieved sales of $4.4 billion (3.7 billion Euros) with 25,700 employees.

Under the brand name of Rexroth, the company offers all relevant drive, control and motion technologies: from mechanics, hydraulics and pneumatics to electronics and associated services. Rexroth has 500,000 customers in over 80 countries and is an extensive supplier of components and systems for industrial and factory automation and mobile applications.

Able to control up to 5 axes and a spindle, Advantage 400 includes 32 digital inputs, 2 analog inputs, 16 digital outputs, and variety of programming features. Product also includes ability to send torque or step and direction command formats. Dual-processor control utilizes dedicated DSP based CPU to service motion control tasks, and Pentium-based PC is at heart of user interface. Unit comes with 8.4 in. color LCD and can include Ethernet and USB utilities.

Chatsworth, Ca. - Delta Tau Data Systems, Inc. has released the Advantage 400 CNC control system. Created for the machine tool builder and retrofitter who require a powerful, feature packed control, which sets up quickly and whose price does not limit performance, capability, or flexibility.

The Advantage 400 will control 5 axes, a spindle, includes 32 digital inputs, 2 analog inputs, 16 digital outputs, and all the programming features customers would expect from a high-performance control package, all in a standard configuration and at a very reasonable price. The Advantage 400 includes the ability to send torque or step and direction command formats.

The Advantage 400 is a dual-processor control utilizing a dedicated DSP based CPU to service the motion control tasks. A Pentium based PC is the heart of the user interface. The DSP motion control CPU ensures the machine is accurate at any speed. The Pentium based interface allows Delta Tau to include utilities such as Ethernet and USB at no additional cost to the user. The control comes standard with an 8.4" color LCD.

The Advantage 400 is a perfect example of how intelligent design and technology is bridging the gap between software and hardware and bringing unprecedented levels of performance and value to the shop floor.

With the economy beginning to head south, many manufacturers were searching for ways to cut costs during the late 1990s. To many, this would seem to be an inopportune time to start a niche grinding business. However, viewing the proverbial glass as being half full, Joe Scolaro saw this period as a window of opportunity.

At the time, Mr. Scolaro was a manufacturing department supervisor at a Cleveland plant, and he felt he'd "hit the ceiling" as far as potential for career advancement. He met a machinery dealer who had a used manual Studer from United Grinding (Miamisburg, Ohio) on his floor. Mr. Scolaro bought it, leased a 2,500 square-foot space, and, along with partner Dale Stebner, began knocking on doors. Thus began Venture Grinding, Inc. (Cleveland, Ohio).

Since that first used manual Studer 6 years ago, Mr. Scolaro and Mr. Stebner have bought three others--an S21, an S36 and the latest model, the S31 with a full B axis, which permits combining several operations in one chucking.

Mr. Scolaro says he started Venture Grinding to fill a niche. "Most machine shops don't have a grinding department," he says. "They do extensive turning and milling, but when it comes to grinding, most send the job out, primarily because grinding is a specific and highly variable discipline. Hardness, grit size, makeup, the dressing method and coolant are among the many aspects to be considered.

"You can teach programming relatively easily, but in a grinding operation, you must take your eyes and ears out on the floor," he continues. "Listening and feeling for vibration can indicate how a part is running. For instance, the operator can ascertain if the wheel is too hard, if the part is getting too warm or if the coolant concentration needs to be modified.

"I don't want to call grinding an art form, but there's certainly more involved in finishing a ground part than in turning or milling a part," Mr. Scolaro adds.

According to Mr. Scolaro, the last 4 years have been rough. A lot of shops Venture Grinding's size and larger have not survived. The companies that have remained, the OEMs and the bigger machine shops, have had to make every possible effort to reduce costs.

"I knew someone was still going to be making small lots of complex parts, and we stepped up our sales efforts and won jobs," Mr. Scolaro says. "Being a startup, leasing shop space, having the best machines and having low overhead, we were able to give customers a more competitive price. Sometimes we were offering same-day turnaround to get the business. That's something that companies who went overseas with their parts gave up--quick response."

One of the many factors Venture Grinding attributes to its success is the communication between the company and its customers. Mr. Scolaro explains that, in most cases, grinding is the last in a series of several operations. For instance, many jobs the company receives are from heat-treating operations. If the upstream processes fall behind in schedule, it's difficult for the company to make up the difference.

"We try to maintain a schedule, while still being flexible," Mr. Scolaro says. "If we get an order with a few days notice, it's not a problem. Because of the flexibility and reliability of the Studer machines, we can run jobs as small as two pieces to lots comprised of as many as 10,000 pieces." The Studer pictogramming and the quick-set programming feature makes rotating the B axis; maintaining the relationship between the wheels and the part; and change-over, setup and training relatively easy.

Another strategic tip Mr. Scolaro offers is the 20 percent rule. He says he tries to never have more than 20 percent of his work tied to one customer; in fact, 20 percent makes him nervous. It's not that the company turns away large orders, but it continues to look for new customers so that it is never in a position where there will be serious problems if a customer sends work overseas.

Currently, Mr. Scolaro says the company has about 16 or 17 percent of its work tied to one customer. However, he notes that taking this percentage rule too far in the other direction--for example, having less than 4 percent or 5 percent tied to each--would be unfeasible. "It would be impossible to keep track of who was doing what for whom and when, which would make scheduling problematic," explains Mr. Scolaro.

A corollary to the percentage rule is having a diverse customer base. The company's original goal was to reach out to customers with high-tech applications, complex grinding jobs requiring a variety of materials and tight tolerances. Venture's customer base ranges from aerospace to medical to tooling components. Challenging jobs allow the company to use the depth of its resources and experience.

Venture Grinding is currently running a worm gear that is 1.250 inches in diameter and 6.0 inches in length. It has a thread-ground center area, and the journals have to be held to 0.0004 inch. The gear is run on the S31, with the B axis and the ID and OD ground in one chucking. This is said to ensure concentricity and gearbox performance.