Develop a competent projectionist

You should arrange for a projectionist. It’s too much to conduct the meeting and also operate a projector. Besides, sales executives are seldom skilled as projectionists. Their interests usually point in other directions. If you do not have an assistant who can do a good job with your visual equipment, someone on your staff should be trained. The company that sold the equipment will provide information on its operation and care. Most companies will train the projectionist for you. Many sales meetings are ruined by incompetent projectionists. See that yours becomes an expert. And how about an understudy? Someone else should be trained to the point that he can pinch hit in the absence of the regular projectionist.

“At two consecutive meetings we had trouble with our projector, because no one had been trained to operate it! Both meetings were ruined because of it. Don’t let this happen to you,” warned a sales manager. Just one more thing . . . when sales meetings are conducted in rented auditoriums or hotel rooms, the building management may require that a union projectionist be utilized. Check on this in advance. Then you’ll have ample time to arrange for a member of the local.

Your company may insist that it has the right to operate its own equipment in spite of building regulations. In such instances, a member of the local need merely be present . . . and paid. Your company personnel can actually run the machine.

What to do after the showing?

Immediately after the showing, summarize the film and review the main ideas. Better still, question the audience. Ask for a summary. Discuss major points. Above all, explain how the information affects the individual. Tell him how he can apply it to his work. Let everyone know what he’s expected to do as a result of seeing the film.
“Application is the thing to shoot for,” declared a Hartford insurance executive. “If the film doesn’t get action for you, it’s been a waste of time.”

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