Business to Business Online Expos

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Just Ask for the Sale

justaskToday’s ditty is gonna be short and sweet.


Too many sales people work on their pitch and master their craft only to severely fail and drop the ball by missing the most important step in the process.

The boldness of actually asking something like this:

“Assuming all the numbers are agreeable is it fair to say that I can expect to earn your business today?”

Oh my gosh! What if they say, “No”???

Then you know where you stand and you become a salesperson and help them change their mind.

No games, no mystery…just the facts. When they decline to do business with you it’s time to immediately ask them why not. See where your presentation failed and do your best to recover.

Don’t be afraid. That bold approach sometimes forces an unsure customer to move forward.

Go get ’em Tiger!

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Can you be their ‘Boss’ and their ‘Friend’?

bossfriendMy father has always owned several businesses. He is a genius when it comes to filling a need and providing a service with supreme excellence. He is a self taught man and does methodical research in every venture he goes after. You could seriously use the expression, “everything he touches turns to gold” with this guy.

I worked for dad in a few of his companies and whenever I was asked to fill managerial roles, he always told me this:  You can’t be their boss and their friend!

That phrase used to bother me. It’s one of the reasons I never took over any of his businesses and always moved on to do my own thing. I love people. I care about people. I like having relationships with people. It’s very hard for me to be the big bad boss and distance myself from social communication.

I understand where my dad is coming from to a certain degree. As a boss you need to make sure that your employees understand that their main role in the company is to be submitted under your authority and whatever you say goes. Sometimes when you get too chummy with a staffer, they may get a little ‘comfortable’ and not put in as much effort. Sometimes they may feel like they can get away with things another employee may not be able to pull because they’re tight with the big cheese.

On the other side of the coin, I believe that to get the most out of an employee, it’s imperative that you take an interest in their personal lives. I’m not talking about creepy, love interest kind of stuff. I’m talking about their health, their spouses’ job, how their kids are doing in school and the standings of their recreational softball team. Stuff like that.

And don’t make it just about them. Share something with them about your personal life. Show them that you trust their opinion or consider them important enough to trust them with some personal info. Don’t go overboard and pour out you’re whole heart all over their desk. You do have to still maintain a leadership role. But leaders go through things too. And it’s awesome for your team to see you overcome things at work and in your personal life.

If you genuinely care for your employees, I believe they will bring more effort and loyalty to you and your company. People want to be loved. Especially now-a-days when most of them were raised by video games and nannys.

But you have to be careful. You have to have a good balance because if you’re too friendly and your employee has come to a place where they feel like they are equals, when you ask them to perform a task, they may give you trouble. Or if you actually have to ‘be the boss’ and discipline them, things can get ugly here because the employee now has a little bit of a defensive, entitlement attitude. “Who do you think you are telling me what to do?!” I’ve been there before. It’s twisted. Right up to the point where the guy was so offended by me asking him to do his job that he filed for disability and tried to sue us for mental anguish. Thankfully, our insurance company found him out partying and living it up when he was supposed to be home on stress-rest, but it could have been very expensive.

Establish the guidelines right from the day employees are hired.  You can easily have a BOSS/FRIEND relationship which will keep the working environment friendly and the staff productive.  I believe if you keep your social office friendly, fun and within the guidelines of the law, your business will be very successful!

Go get ’em Tiger!

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Does Anyone Pick Up the Phone Anymore?

iphoneI remember when we used to let the phone ring because we thought that it “might” be someone we didn’t want to talk to. Okay, I know I’m dating myself but I’ve been there for a few blank stares at my grandmother’s old rotary phone as it rang up a party seeking to communicate.

I also remember a short few years later waiting until a device called “an answer machine” kicked on so we could listen to hear who’s voice it was. Then we would decide to pick it up or not.

As time went by, we got to see a person’s phone number on a little LED screen to help us in our ‘should we pick up’ decision making process. That led into seeing their names with something called “caller ID”, then the digital phone age really started kicking into full speed and a variety of ‘avoid your call’ options came to light.

Fast forward to today, it seems like all of the older behaviors of people like me and my generation helped groom this current generation to completely despise talking to someone on the phone.

Seriously! Nobody picks up a call anymore.

And I’m not just talking about personal calls. Even at businesses. Everything goes to people’s voicemails and call backs are rare, yet e-mails are almost immediately returned. I call businesses all the time from business phones and personal phones. Aside from a mainline phone number, most staff peeps let the calls go to voicemail as a practice.

Hey–I’m a text-a-holic so I’m no one to judge anyone’s preference for data, but I do believe there’s a huge downslide in basic communication skills today. It has become widely excepted and accepted to handle customers by using just data in business and in the personal side of our lives as well.

I’m confident that someday we will be able to just ‘think a thought’ and that brain dialogue will be sent to the receiver of our imagination. When technology brings us there, I think that I’ll be okay with that because my thoughts to a specific individual is pretty personal. I’m sharing real time emotion and feelings.  Until then however, I guess we will all have to continue to ignore each other and stay close friends with our keyboards.

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Spam Laws: What is a “confirmed opt-in”?

spamYou have a list of thousands of names, addresses, phone numbers and emails. You got the list during one promotion and now you’re doing a new promotion. Can you use that same list and tell everyone about the new event or sale?

The laws on bulk email, spam and privacy are getting more and more complicated as technology becomes more advanced. Let’s look a one method that can help protect your company, should anyone every try to go after you.

Confirmed Opt-In

According to SPAMHAUS:

Confirmed opt-in (COI) is a process by which a mailing list owner verifies that an opt-in request did in fact come from the owner of the email address and was therefore not spoofed, forged, typo’d or otherwise fraudulently subscribed. The essence of COI is that the subscriber MUST respond affirmatively to the initial message sent to their e-mail address or else they are NOT added to the list. COI ensures that all addresses are added to the list legitimately and only with the owner’s permission. Note that simply sending a “welcome” message where the e-mail address owner is subscribed unless they take specific action in order to stop the mail is a form of “opt out” and does not fulfill the “opt in” standard. Note that simply sending a “welcome” message where the e-mail address owner is subscribed unless they take specific action in order to stop the mail is a form of “opt out” and does not fulfill the “opt in” standard required.

The Spamhaus website offers all kinds of great insight, tips and clarification of the laws and I highly recommend you click over and view them. In addition, put this site on your favorite’s list for future reference. It only takes one innocent mistake to cost your company tens of thousands of dollars. Some great topics click-through directly to their site:

What is “confirmed opt-in” (COI)?
What is the right way to send bulk e-mail?
What about Email Addresses lists?
What about mailing our company’s customer list?
What about E-pending (Email-appending)?
How should we handle unsubscribe and suppression lists?
What is Listwashing?
What is “double opt-in”?
If the recipient is given the choice to opt-out or remove, is it still spam?
Spam is no worse than postal junk mail, is it?
But the Direct Marketing Association (DMA) says spamming is okay?
Any Important Documents for Email Marketing Firms to read?

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Today’s Companies Employ A lot of Opera Singers; ‘Me Me Me Me Me Me’

mememeFrom the President of the company all the way down to the retail sales associate, every company has their share of opera singers.  If you listen closely, you’ll hear them warming up, “me me me me me me me me me me!”

And that’s one of the largest problems with businesses today, they’re all about themselves and instant gratification selling.

Instant Gratification Sales

The car business is one of the most obvious businesses that operate with a ‘sell now and don’t be concerned about the future’ approach. These dealerships actually train their people to hold on to customer’s ankles, lie, spit, beg and steal in order to make them buy something right then and there. And it’s not an unwritten rule. Tactics that most of us consider “sleazy” are actually written in the sales handbook.

At the dealership I used to work at, the General Manager once pondered in a management meeting why lease conversions were down. Meaning, why were people returning their cars and not getting into new lease agreements? The answer was simple. The customer that your company completely screwed over from 2 or 3 years ago didn’t develop amnesia. They remembered the painstaking process your sales team put them through and couldn’t wait to give their business to someone else at the end of their term.

Unfortunately, these tactics have spilled over into all industries. The culture of the business nation today is self serving and focused on immediate results, without considering long term affects.

[Recommended Reading: The Impulse Society–America in the Age of Instant Gratification]

If you put this topic in a search engine, you will find a lot of organizations, authors and advisers who will actually support the instant gratification sales process. Makes no sense to me.

Yes, I want the sale now. Yes, I want to meet monthly goals. Yes, I want to beat my competition. Yes, I want my company to grow. But I don’t want to have a short term victory, I want a lifetime victory.

When I worked in the car biz, one of the reasons that I was told not to let anyone leave is because 9 out of 10 who go, never come back. And generally, this was a legitimate statistic because I watched it unfold before my very eyes with other sales people at the dealership. Notice how I said “with other sales people”.

When it came to customers that I let leave to ‘think about it’, I had an unprecedented return rate [“Be-Back” as they called it] of 60-70%. Managers and salespeople alike couldn’t believe it and constantly asked me what my secret was.

“It’s simple,” I would say. “I didn’t annoy them with skeevey tactics that are obviously intended to trick them into a rapid decision.”

People aren’t dumb. Yet, frequently sales people and executives treat them like they are because they may be unfamiliar with ‘how it works’. What they don’t consider is, today the truth is one Google search away and two thirds of the folks you meet are going to try to verify the stuff your shoveling. If that’s the case, you better be shoveling sparkly soft fairy dust and not that stinky stuff. Cause once you’re exposed, you may still get the sale, but they’ll never forget that you were a shark.

If you’re an ‘all about now’ sales peep, you may sleep fine at night knowing that you annoyed the customer, so long as you got the sale. But I’m telling you that this mindset is a huge mistake. You have to think about the future, even if it means that you don’t get the sale now.

Giving a customer an incredible experience with integrity, good service, honest assessments and a no pressure approach will make them advocates of your business. Not only will they do business with you now [or in the near future], they will tell everyone they know about you. It’s a weird thing with humans. We love to brag about knowing a guy. [“I got a guy”] However, on the other hand, as humans, we also love to tell our friends to stay away from people that didn’t do us right. [“Don’t go there, they ripped me off”]

I don’t need a crystal ball to tell you about your future if you take the Instant Gratifications Sales approach. You may have a nice run, but you won’t have longevity. Make a commitment to giving people good service, even if it costs you the sale, and you will be paid back 100 fold in due time.

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There’s a Reason I Chose ‘The Friendly Skies’

planeI was talking to a friend this morning about basic customer service skills and how companies and employees need more training in this area. As we were sharing horror stories, I was reminded of an experience I had with a reservations clerk from United Airlines about 15 years ago.

I was on my way to a job interview in Sacramento on an early morning flight from Los Angeles. When I arrived at the airport, I was informed that the flight was cancelled due to mechanical issues with the plane. Okay, things happen. I wasn’t that concerned because it was so early in the morning and I was confident they would re-book me on a different flight soon enough.

As an hour went by, followed by another one and then another one, the reservation clerks were blowing me off and not answering my questions or giving me new flight instructions.

I called the company I was supposed to interview with and they were very understanding about the matter but said, “see what you can do to get here before 5pm today because we are deciding between you and another guy tonight.”

Obviously, a bit nervous about missing this opportunity, I asked one of the UA clerks if she had any suggestions or ideas that could help me in this desperate situation.

When I finished my inquiry, the agent snapped back at me like a cornered bobcat and verbally let me have it. Her response was so harsh and inappropriate, I almost jumped over the counter and forced her down the luggage chute. Not only was she unwilling to make an attempt to help me, she belittled me in front of a line full of people.

I was upset, there’s no doubt about it. However, instead of lashing back [like my flesh wanted to], I simply looked at her and with a calm voice I said, “Ya know, there’s a reason I chose to fly ‘the friendly skies’.”

She paused. She smiled. She looked up at me and said, “I’m so sorry. Everything is a mess today. All schedules are delayed or cancelled, I was stressed and I took it out on you. Let me see what I can do.”

She immediately went to work and found me multiple options that consisted of crazy flight changes, even some options with other carriers. She ended up booking me through a couple of other airlines [at no cost to me], and got me to their terminal where my new tickets were waiting. My UA agent, made sure her baggage handling team brought my luggage over to the new terminal in just enough time to make the flight. It was amazing how she pieced this together because there really weren’t any airlines that offered flights to my location. Determined to help, this agent found a way to cooperate with multiple carriers to get me to my destination. My routes were out of the way [something like LAX to Phoenix to Vegas to Sacramento], but I was able to make it to the job interview before the end of the day.  [Side note: They offered me the job. I declined and took an offer from New Orleans instead]

The United Airlines agent initially forgot what her job expectations were and how important it was to provide a quality service to her customers. Thankfully, with a loving nudge, she redeemed herself and performed her responsibilities with excellence. And because she reversed her position on the matter, I wrote a letter to United Airlines that day, expressing my thanks for her outstanding efforts. They wrote me back and thanked me for informing them of her customer service skills.

The UA agent contacted me a few weeks later, as well. She wanted to take a moment to thank me for giving her a good review with the corporation. As it turned out, after upper management received my letter, the agent got promoted to supervisor.

You never know who you’re serving when you’re dealing with customers. You never know the impact any given client could have on your future or the future of your company. Treat everyone like royalty and provide the best service possible. This kind of commitment to excellence never goes unrewarded.

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Should I Send My Customers A Survey?

5starI was reading a sales message board recently and someone was asking if they should send out satisfaction surveys to their customers.

The problem with message boards is any yah-hoo can respond and most of the replies were pretty weak in my opinion. Advice was being posted from folks that really sounded like they didn’t know what they were talking about and just wanted to say something for the sake of saying something.

So, let me answer it here.


Always send a 5 star survey to ALL of your customers. It serves two purposes.

1–If the survey comes back with 4 or 5 stars, you can proudly post it on your website, in your lobby, flyers, etc.

“See what people are saying about us!”

2–If the survey comes back with 3 stars or less, now you know exactly how your customer feels and you can follow up with them to see if you can repair their satisfaction level.

Remember, most customers ‘buy and go’ without ever telling you how they feel. In fact, you usually only know how customers like your services based on how good of a month that you’re having.


With all the 4 and 5 star responses that you receive, make sure to have a templated email or direct website link ready that you can forward to them. This additional communication tool should be linked to Yelp! and other well known survey services that consumers look at when they are making buying decisions. If a customer is bragging about you in your in-house survey, most of them will be happy to continue the love on a public site.

Just ask. If you gave them great service, they’ll happily go to work for you!

Surveys are great tools for a business! Do it! 🙂

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Secret: You’re Not the First Salesperson They Met

handshakeI know this may come as a surprise to some of you, but the prospects you contact, have probably met other sales people before. They have probably been pitched, presented and smooshed about similar products and services.

I know, I know, that’s a little heartbreaking because you thought the canned sales process that you learned from a company handbook was gonna be the exact formula you needed to see your picture on the wallboard behind the reception desk at ABC Contractors.

Sorry to burst your bubble but I’m here to encourage you to think outside the box. Take your game to a higher level by incorporating your personality and some creativity in the mix. Don’t fight your way tooth and nail to a pitch appointment and then blow it by presenting the prospect with the same old sales pitch that they’ve seen over and over again. Shock, awe, and wow them.

When I was 23 years old, I decided I was going to start an advertising agency. I didn’t know anything about the advertising business but as a performer, voice over artist and singer, I knew how to make commercials and jingles.

I never consulted anyone about my business decision and there really wasn’t much of an internet back then to look up any tips or blog postings about it, so I flew completely blind.

I was living in Santa Barbara at the time and one day, I hit the streets and started walking into restaurants around town, just to grab a flyer or to-go menu. After I collected the material I was looking for, I went home and produced full blown :30 and :60 second radio commercials featuring these businesses. I had a different style with my commercials, mostly humorous and some very in-your-face.

I then contacted all the local radio stations and asked for their rate sheets, explaining that I was a new agency in town and I would be bringing them business. Sales managers were all very cooperative and happy to help.

As soon as I marked up the spot rates and printed out some advertising contracts, I took a boom-box and all the cassettes I made [back then we had these odd shaped things called ‘tapes’–Google it], and I re-visited all of the businesses that I had made the commercials for. I dressed nice, but not in a suit. I asked for the owner or manager, shook their hand and hit “play” on the machine.

I had a 100% selling success rate. There was not one business that didn’t move forward in an advertising campaign with my agency.

The radio stations loved me. I was bringing them so much business that one company finally asked me to host my own show on their station. That later led to me having a career in radio so I let my business fade, but had I stayed with it, I know it would have grown tremendously.

Why was I so successful?

I came up with something different. Once they heard their name in lights, they couldn’t say no.  People love to be in the spotlight [if they only knew about ‘selfies’ back then].  But it’s deeper than that. Here’s a guy that walks in off the street with something they can grab a hold of. Something tangible. I didn’t walk in wearing a sales-suit with a bunch of graphs on a piece of paper, touting all kinds of padded statistics. I handed them something they could experience for themselves.

The quality of the commercials and the approach was so good, they didn’t even care what radio station I placed them on. They trusted my judgment. Then when the commercials brought results, they kept reordering more blocks of advertising.

One customer actually called me after a few months of advertising and said, “hey, I think we’re gonna have to tone down the commercials a little. This last one you did, some lady complained to me that it really bothered her.”

“Where was she when she complained,” I asked him.

“She was in line ordering food.” He responded.

“Do you still want to change our approach?” I asked.

Whatever industry your in, there’s always a creative game plan you can put together to stand out among your competitors.

When I sold cars, I walked out to greet customers on the lot and began by saying, “Hi my name is Wayne and I hate car salesman”.  No one expected that and it brought their guard down.

When I sold AFLAC insurance, I didn’t just pitch the payouts a customer could get, I showed a breakdown of what one of my family members who fought a long bout of cancer would have been paid if she had AFLAC. I said, “If I was working here sooner, she would have been covered and been paid $30,000+”

You get the idea. Now go do it. Put yourself in your prospects seat. What part of your sales process would annoy or alienate you if you were pitching yourself? Remove it and come up with something fresh…and go make some money dang it! 🙂




The Customer is Always…Ahh Who Cares?!

whocaresIn Los Angeles [and Las Vegas], we have a Chinese-American trendy restaurant called “Chin Chin“. I love the place because not only is the food delicious, but the restaurant is always clean. I’ve been going to Chin Chin for over 20 years now and even though it’s becoming less and less affordable, I am still a loyal customer for dine in and take out.

The other night I phoned in a take out order, like I’ve done on many occasions, however this was the first time I was unhappy with the way I was treated. I ordered two salads and two entrees with a side of white rice, for me and my wife. Even though the kids already ate, I knew that they would want to nibble on something, so I asked for their favorite order, Chin Chin’s Lo Mein noodles off of the children’s menu.

“I’m sorry sir, we don’t sell the children’s Lo Mein noodles for take out anymore,” the phonetress said. “You can order the adult Lo Mein, but not the children’s portion.”

I didn’t want the adult portion. They’re kids and I knew that they were not going to eat all that much so I asked her, “So do you guys not make a children’s Lo Mein anymore?”

“We do, just not for take out,” she replied and reaffirmed, “but you can order an adult Lo Mein for take out.”

Maybe I’m high maintenance or maybe I’ve been living in California too long and have become a little bit of a pain in the tookus, but this explanation was not sitting well with me. I just ordered $60 worth of food…correction…it’s about $12 worth of food that they were charging $60 for–and they’re gonna tell me that I cannot “buy” a dish that they sell in their restaurant because it requires putting it in a box? Not to mention, the price on this tiny box of noodles is $6.00; assuredly a 300% mark up.

So I nicely ask the phonetress, “Aww that’s a shame, my kids really want those noodles. Since we ordered $60 of food already, do you think you can make a little exception and sell me the children’s Lo Mein as part of my order?”

Customer Service 101: The Customer is Always Right. That policy doesn’t mean you have to be a slave to stupid demands by unreasonable customers. That means you have to look at the big picture. Here is a friendly customer that is spending an overpriced amount of money on two meals. He is asking if he can spend more money with your company by buying an item that you already sell. If this request is beyond your pay-grade, put the customer on hold and ask your manager.

What did the Chin Chin phonetress do? She blew it!

“I’m sorry sir, we don’t sell the children’s Lo Mein noodles for take out anymore, you will need to buy the adult portion.” She responded in a curt, ‘I could care less’ kinda tone.

“Yes, I heard you say that,” I continued, “I don’t need the adult portion, but since you sell the children’s Lo Mein noodles in the restaurant, I was hoping you could just make an exception and add it to my order this one time. Would you mind?”

She paused for a moment and then repeated herself, “I’m sorry sir, we don’t sell the children’s Lo Mein noodles for take out anymore, you will need to buy the adult portion.”

I wanted to jump through the phone and scream at this woman at the top of my lungs. I didn’t, but I definitely wasn’t feeling great about the service I was getting. It wasn’t even so much that they couldn’t do it, but the way she spoke to me. All she did was quote policy that shut me down. Not once did she make an effort to make me happy.

chinchinIn over 20 years, I have purchased at least $18,000 worth of meals from Chin Chin. I got this figure by adding $75 (one visit per month) x 12 months x 20 years. Not included in that estimate is the multiple visit months or visits where I brought a larger party of friends and family members, closing checks out worth $200-$300.

With that kind of loyalty, I expect better service. But even if I was a first time customer, an expectation of good service is not unreasonable.

I went to the Studio City location to pick up the food and I was very nice when I gave them the name on the order. They began assembling my to-go order but the girl helping me wasn’t the same girl that was on the phone. Just to test another team member’s response, I told her about my experience with the children’s Lo Mein noodles. This new server gave me the same explanation that the other girl did. I then informed her that I was aware of the new policy but I said, “I don’t understand why it’s such a big deal to just add it to my order, since this is an item you sell anyway.”

Then something amazing happened.

Instead of fighting me or being rude to me and standing her ground, she recognized that this customer [me] may need the assistance of a manager.

She called a pleasant, older gentlemen over and told him my request. Without one hesitation or negative reaction, the manager said, “Absolutely sir, no problem what-so-ever.”

He added the item [that they already make and sell] to the to-go order, I paid an additional six bucks and everyone was happy.

You may be reading this and asking yourself, “will I ever get the five minutes back that it took me to read this blog?” Or you may be wondering, “where is this dude going with this story?”

I’m throwing all this down because I want you to see the importance of good customer service.

  • I have been supporting their company for 20 years
  • I have spent over $18,000.00 at their company
  • I visit at least once a month and recommend them to friends and family

And with all of that upside for this company, one uncooperative phonetress almost chased me away. Yes, whether justified or not, I was so bothered by this silly new policy and her rude, unwillingness to work with me, that I was done. The manager saved our business relationship. However, if that manager demonstrated the same lack of customer service skills, I was outta there and never coming back, even though I loved Chin Chin for so many years.

You may think that’s silly. You may think that’s an overreaction. I’m here to tell you that my situation is nothing compared to most of your other customers–especially young buyers like Millennial kids. Folks walk away from businesses for a lot less. Take this seriously!


  • Go the extra mile for customers
  • Get over yourself and maintain a friendly, upbeat personality
  • If you hate your job–quit–no one wants to give away their hard earned money to someone that has no pride
  • Work hard even if your pay sucks – promotions come faster – nothing bad ever comes from good ethic
  • Thank customers for their business. They could have gone somewhere else. They will next time if you don’t appreciate them


  • Don’t hire staffers to greet your customers that lack people skills
  • Train your staff to be attentive to a customer’s needs
  • Train your staff to say “no problem, I’ll see what I can do” instead of saying “no”
  • Get back out there in front of the people once in a while so you remember what it’s like and can better train your team
  • Recognize staff that works well with your customers – if they make you look good, reward them

I can write blog after blog on this topic but I think I’ll let this rest for today by saying this. Whether you own your own business or work for one, you need to operate and focus on the traits that customers value most:

Attention, Dependability, Promptness and Competence

Make those four assets a standard practice at your business and you are guaranteed to succeed. Go get ’em!

NOTE: Chin Chin and I are speaking again; we have kissed and made up. I want to make sure my one negative experience doesn’t sway you away from the best Chinese Chicken Salad in the business. If you’re in the Los Angeles or Las Vegas area, I highly recommend you check out Chin Chin for yourself. You can find all their locations on their website at

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NAPE ‘Rockies’ Opened This Morning

NAPE_Denver_mediaThe annual networking event that brings together the players necessary to forge, facilitate and close deals, opened this morning in Denver.

NAPE offers prospects, producers and purchasers a unique chance to connect, reconnect, and make deals. More intimate than the annual NAPE Summit, this show is a “must attend” event for those who want to network with the people and players that have firsthand knowledge of the opportunities and prospects throughout the area.

The event is broken out into sessions that bring together respected and renowned speakers, vendors and attendees.

View the 2014 NAPE Denver Schedule of Events or view the NAPE Denver website for more info.


NAPE is the oil and gas industry’s marketplace for the buying, selling and trading of prospects and for producing properties.

Founded in 1993 by AAPL, with partners IPAA, SEG and AAPG added over the next several years, NAPE has become the largest organization of its kind in the world, providing unmatched venues for oil and gas professionals to meet, network, connect and do business. With over 27,000 attendees expected this year, NAPE events truly are the place where deals happen.