Company Profile:

Guardian companies manufacture high-performance float glass; coated and fabricated glass products for architectural, residential, interior, transportation and technical glass applications.

Event(s) attended: Arc US 2017-2024, BOND Five Star 2023

Industry: Glass (architectural)

Company size (by employee count): 10k+

Attendee Profile: 

Darijo Babic, Director of Architectural Sales. Architectural/construction background, in architectural sales since 2017. A well-known character on the architectural sales circuit. Biggest challenge: Getting the attention of the true influencers at the big architectural firms.

Personal fact: "I make a killer gelato."

Favourite quote: "Treat others as you would like others to treat you."

The Problem

Finding himself in charge of architectural sales at Guardian in 2017, Darijo needed to build his network of architectural project influencers as quickly as possible and start winning high-value commercial project business for the firm in the ultra-competitive sector of architectural glass.

The Solution:

Guardian was already signed up to attend Arc US in 2017 when Darijo joined so this was his chance to start making the connections he needed at the big A&D firms. Darijo saw his first BOND experience as very much a watch and learn but, working with organiser and VP, Chris Pond has helped him make best use of his time at numerous BOND events since.

Results

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Has built rapport and relationships with key influencers at the big A&D firms throughout North America.

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Many doors that were closed are now open to him when he contacts the big firms.

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Has set things up with other local Guardian reps with the big firms in regions he doesn't regularly cover.

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His messages now cut through the noise and get to the right people through the influential connections he has made through BOND.

 

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Darijo's comments on:

ROI:

"BOND is like an investment that pays dividends. Often, we get the returns from the event that we did several years ago. This is because the event is for me about establishing long term relationships and not just chasing a project (which we do as well)."

Audience quality:

"Arc US has so many influencers there that for me it’s always worth going and there’s enough rotation so I meet new people every time."

Competition

"We have to watch our spending. We used to support AIA at an international level – spend lots of money and not get one single lead. But, at BOND I can honestly say I walked away with the jobs, or at least the relationships that led to the jobs. I also went on some spec. retreat I decided to support recently. But we were dragged to some 80s resort and the buyers they promised weren’t there – and there was no Uber access and no dinner!"

Effectiveness:

"It's the speed of connection – you are shortening something that takes years into a weekend! And it’s these key individuals that impact my business."

Connections made:

"The hit-rate is better than at any other event or trade show. For example, Bob Parry, who heads up the Page office in DC – I was going to DC and Bob opened the door for me and introduced me to 3 or 4 other architects who are working on real projects – and I like that. I have a solid list of architects who will pick up the phone or open the door for me. Like Boka Powell – one of the biggest firms in Dallas, Texas and Don Powell speaks to me now because of the access I got at BOND."

Any advice to other manufacturers considering BOND?

"You get what you put in as a manufacturer. I work the room pretty quickly so I know the architects worth spending my time with. And the other thing is the follow up – and the preparation before the meeting – look at their profile, what projects they have, connect on Linkedin, then after the meeting follow up! Not with a corporate, impersonal email – make it personal, maybe two sentences or you lose them, and I’ll use that email to intro my local guy, if that’s not gonna be me."

"People want to connect with people. And people buy from people and all I ask for is a seat at the table. I still have to earn their trust and earn their business but BOND is the best value for the money you can get. You can do so many things eg spend thousands on market research or hit key individuals and BOND is the best first step for big and small companies alike."

It starts here:

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