Bob Yoffe is president of Yoffe Exposition Services Inc. in Marblehead, Mass. His company helps the Rhode Island Builders Association produce its annual Home Show, which this year comes to the R.I. Convention Center from March 11 to March 14.
Yoffe, who is also an independent contractor, has been producing the show for the association for the last 11 years. He recently took some time to speak with Providence Business News about this year’s show and the planning that goes on behind the scenes.
PBN: Can you tell us a little about what goes into planning the Home Show and how organizers decide which presentations to feature?
YOFFE: Producing the Home Show at the R.I. Convention Center is a yearlong project that actually begins prior to the current year’s show. Our sales process for the following year begins before and [continues] during the current year’s show. We also can gauge the industry in terms of trends and economics at the current year show. For instance, when green was just becoming a trend in 2008, we were ahead of the curve because of what our customers told us at the 2007 show. We also got a hint of the economic difficulty in the 2008 show, so we were better prepared in the 2009 show. In the 2009 show, we experienced strong growth in attendance, which energized our exhibitors.
We use the information that we are able to gather at the current show to develop our marketing, advertising and program plans for the next year. Right now the economy is on an upswing. Rhode Island has experienced six months straight of growth, our [Rhode Island Builders Association] members are reporting that their business has picked up. We feel that the market is ripe and consumers are ready to take make the long-awaited decisions concerning their homes and/or apartments. Our job has been to gather the most complete array of products and services vendors for this diverse buying audience.
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PBN: Is there a particular theme for this year’s show?
YOFFE: Our theme is, “It’s All Here!” We want everyone to know that the Home Show at the R.I. Convention Center has everything they need for their home. If you’re looking to build new or remodel, it’s here. If you looking to upgrade or re-do your kitchen and bathroom, it’s here. If you need a mop or cookware, it’s here. The Home Show houses the most inclusive assortment of products and services that you need for you your home, “It’s All Here!”
PBN: I understand that this year’s show includes, for the first time, a “how-to” stage. Why include such presentations?
YOFFE: The “how-to” stage was developed to help consumers to make informed buying decisions. Our vendors have so much knowledge and information at their fingertips, but because of time constraints on both the buyer and seller, all this information is difficult to impart and digest. The “how-to” stage allows our vendors an opportunity to make a full presentation of their products and services to their potential buyers and interested consumers, while not being a 30-minute infomercial.
For example, as part of the green movement, energy efficiency in windows is a critical factor. Andersen/Brosco has created a “Homeowner Boot Camp,” which provides homeowners with information related to Energy Star and the government tax credit running through 2010. Many questions remain in the market as to how the law works and what a homeowner needs to know to take advantage of the tax credit as well as understanding what to look for when selecting a window and door. These types of presentations allows consumers an opportunity to gather information and ask questions without the feeling that they need to make that buying decision on the spot.
PBN: Will green building technologies be filling more of the show this year than in years past?
YOFFE: Absolutely! Almost every vendor has some sort of green product or service today. More and more consumers are asking for green today, if not for the environmental benefits, then for the expense savings. These products and services include new construction, remodeling, insulation and services that can make your existing home more energy efficient.
One service that is becoming more prevalent is an energy audit. We currently have at least four vendors who will perform an energy audit in your home to let you know what areas can be improved on, thereby making your home more energy efficient. Many of these improvements can be make inexpensively while savings hundreds of dollars throughout the year.
PBN: The show also includes some very non-building parts such as theater for children. Why include such events in the show?
YOFFE: We want people to come and enjoy the Home Show. While our primary focus is to engage buyers and sellers, we understand that visiting the show needs to be a complete experience. Unlike many other expositions, the Home Show does not have any one “natural” attraction to entice people to attend. Therefore, we create attractions for all segments of audience.
We have hourly cooking demonstrations featuring award-winning chefs from Newport Restaurant Week, where you can watch these artists perform and sample their creations. Rejuvenation Nights on Thursday, Friday and Saturday allows patrons an opportunity to de-stress after a long week. Our seminars and “how-to” stage presenters will inform, educate and, hopefully, spark some ideas for our guests to try in their homes.
For families, Kaleidoscope Theater and Lon Cerel will entertain young children, making the whole family’s time at the show enjoyable. And don’t miss the Art-A-Thon for Haiti to benefit the Red Cross Haiti Relief and Development Fund and Shape Up RI, promoting healthy homes in Rhode Island. For a complete list of all these events, please visit www.RIBAHomeShow.com.
