Bangkok April 2026 — Team Brief
Confidential — For Internal Use Only
Why did the salesperson order pad kra pao before the show?
Because they needed something with enough fire to hit their daily target.
Now that you're fired up — let's get into the brief.
$65,000 at-show + $48,000 post-show. Last Bangkok show (72nd, Feb) closed $110,665 total (30 deals, $3,689 avg basket). Better booth, sharper team, stronger strategy.
Daily at-show target across 4 days
Rocky, Bom, Komal, Victoria
Individual daily at-show target
Follow-up pipeline target
4 reps. 4 days. $65,000 at-show target. Here's what each person needs to hit every single day.
If each rep does 20 demos per day at a 15% conversion rate, that's 3 deals per rep per day. At an average order value of $5,000, that's $15,000 per rep per day — or $240,000 across the show. We only need $65,000. The numbers are in your favor if you stay consistent.
Start every conversation with the Max Elite Kit Pro at $6,999. If budget is tight, down-sell to the Pro Elite Kit at $6,499. GemSparkle is the entry point.
Start every conversation with the Max Elite Kit Pro. It's the full professional setup — the industry standard for jewelry photography. "$6,999 includes the GemCam Pro, all accessories, and software with no monthly fee."
If they love the results but budget is a concern, move them to the Pro Elite Kit. "The Pro gives you the same professional quality in a more compact setup — $6,499 with the full kit."
If budget is very tight, the GemSparkle is the entry point. "Start with the Sparkle — it's $449 and you can upgrade later."
Always demo the Max Elite Kit Pro first. The Max is the hero product — it sells itself when customers see the results. Down-sell only when needed.
Given slower expected floor traffic, a significant part of our success will come from proactive exhibitor outreach.
Book 10% of Bangkok customers (33 out of 330) to visit the booth. Reach out to all existing customers and personally call them. All meetings must be booked via calendar and confirmed. Leads assigned April 14th, outreach through April 21st.
Before working the floor broadly, start with exhibitors already in our system. For customers, the goal is upsell. For known leads, pick up where we left off. Prioritize these stands on Day 1.
Connect with Bana at the show to place an order of 20 Minis.
While at a customer's stand, ask directly for a referral. Use GemLoupe as the incentive. We have 8 GemLoupes available. The customer needs to book and confirm the appointment for us to qualify for the incentive.
For all other exhibitors, collect the decision maker's name, phone number, and email. Book them for a shoot at the booth. If the DM is unavailable, ask a staff member to bring a piece of jewelry for a complimentary shoot — WhatsApp the result directly to the DM.
Use these offers sequentially to close deals. Offers cannot be stacked unless noted.
The Day 1 offer reflects the same incentives we would typically deploy across Days 1-4, just presented upfront. If successful, this approach rolls out across all future shows.
All prices include shipping, no credit card fees, no monthly subscription. Savings are real and immediate.
Everyone has a role. Know your teammates, know what languages they speak, and support each other on the floor.
There will be a camera crew at the show and we will be pulling people into testimonials and case studies. How we present ourselves is part of the GemIQ brand.
The goal is simple: when someone walks past — or when a camera turns on — the entire team looks sharp, confident, and on-brand.
Queen Sirikit National Convention Center, Bangkok. Better location than last time (U60-62). Let's make it count.
Hall 5-8 — T&E Section
Better location than the 72nd show. We're in the T&E (Tools & Equipment) section with good traffic flow.
Neighbors: E37, E41 (Khunnapap), D41 (Tet Jewelry), F37, F41
Consistency is what separates good shows from great ones. Follow this schedule every day — all 4 days.
| Time | Activity |
|---|---|
| 8:30 AM15 min | Station Prep — Put away belongings. Stock cards & flyers, clean products & jewelry, perfect gallery, GemHub ready. |
| 8:45 AM15 min | Team Huddle — Recap day before, announcements, stock situation, strategy changes. |
| 9:00 AM30 min | Role Play Demos — Practice demos with partner. Run full script. Focus on the pitch. Get feedback. |
| 9:30 AM30 min | Flyer Run + Role Plays — Some distribute flyers near entrance. Others continue practice. |
| SHOW STARTS — 10:00 AM | |
| SHOW ENDS — 6:30 PM | |
| 6:30 PM15 min | Follow-Up & Numbers — Send follow-up messages. Update numbers in HubSpot. Fill out daily challenges & feedback. |
| 6:45 PM15 min | Final Debrief — Quick team debrief. Leave by 7:00 PM. Rest up — it's a marathon, not a sprint. |
Follow the script. Adapt to the customer. But always follow the structure.
Remember to stay on the Straight line. You maintain a Doctor-patient relationship.
You should be the following:
1. Figure of authority
2. Sharp as a tack
3. Enthusiastic as hell
| Stage | NEW CUSTOMER | EXISTING CUSTOMERS |
|---|---|---|
| Opener Categorize the type of client |
Speak to every customer walking by Scenario 1: Customer shows interest (sound excited and happy. Use open body language) Opener 1 Sales: Do you want to see something revolutionary? It'll only take 30 seconds. (sound excited and happy. Use open body language) Opener 2 Sales: [Look at the badge for the lead's name]: Hi [lead name], good to see you again! Opener 3 Sales: Have you seen the GemLightbox before? Opener 4 Sales: Would you like to see the latest innovation in the jewelry industry? Customer: [shows interest] Sales: Great, come right this way. Before we begin, I just wanted to quickly ask... |
Speak to every customer walking by (sound excited and happy. Use open body language) Sales: Hi, do you want to see something revolutionary? Customer: I already have your products, I don't need to see a demo Sales: You haven't seen our latest innovation! It's changing the jewelry industry forever. Customer: [still not interested] Option 1 Sales: Since you have all our machines, you're eligible for a free activation of the GemStudio then :) let me activate it for you. Option 2 Sales: Just quickly, are you still hiring models to do model shoots of your jewelry? Option 3 Sales: But I assume you're still editing your photos after shooting. Let me show how you can automate that step via the software to save time. Option 4 Sales: You haven't seen our mannequin accessory for big jewelry pieces. Let me show you Option 5 Sales: Are you a Diamond Status member already? If you're a member then you'll be eligible for special promos right now at the show. |
| Pain points |
Objective: Find pain and customer type. 1. Are you wholesaler or retailer? 2. What sort of jewelry do you sell? 3. How do you currently take your photos? How is that going for you? 4. Are you selling jewelry online? How is that going for you? 5. How about videos? How is that going for you? |
Objective: Find pain and customer type. 1. How's the GemLightbox working out for you so far? 2. Are you wholesaler or retailer? 3. What sort of jewelry do you sell? 4. Are you selling jewelry online? How is that going for you? 5. How are you currently photographing bigger pieces? |
| Thank you for sharing 🙂 Let me jump right into it! | ||
| GemLightbox Max demo |
Why don't I start from the very beginning. *****Show the GemLightbox Max***** This is the GemLightbox Max. The world's first all-in-one AI jewelry photography solution that allows you to capture studio-quality images and videos using your smartphone or the GemCam. Simply download our free app — available on iOS, Android, and desktop — and connect via bluetooth. The Max is the only machine in the world that can capture both small jewelry and jewelry sets on a mannequin. The lid opens all the way to accommodate jewelry sets of all sizes. This is the only machine in the world that allows you to capture a full set in 15 seconds in 1 click. What do you think? The Max comes with two built in turntables. One on the top and one on the bottom. The top can hang jewelry like watches, necklaces and earrings. The bottom is for flat jewelry, like your rings and bracelets and jewelry sets that fit on this mannequin. *****show base turntable***** We spent a decade in R&D and created the only turntable in the world that glows from the inside; this removes all shadows and also brings out the natural colors. Last but not least, let me show you my favourite feature *****show rotating sparkle lights***** We also added a rotating sparkle light (powered by 12 LEDs 6 yellow and 6 white) that combines rotation and lighting to create the most beautiful, natural sparkles. What do you think so far? |
You are going to love this new machine. We have brand new features! *****Show the GemLightbox Max***** This is the GemLightbox Max. Compared with the Pro, the Max is: 1. 2.5× larger interior space. 2. Turntable that glows from the inside 3. Rotating sparkle light * ***Show the space inside the Max & Mannequin**** 1. The Max has a 2.5x larger interior space and is the only machine in the world that can capture both small jewelry and jewelry sets on a mannequin. The lid opens all the way to accommodate jewelry sets of all sizes. This is the only machine in the world that allows you to capture a full set in 15 seconds in 1 click. *****show base turntable***** 2. We spent a decade in R&D and created the only turntable in the world that glows from the inside; this removes all shadows and also brings out the natural colors. *****show rotating sparkle lights***** 3. We also added a rotating sparkle light (powered by 12 LEDs 6 yellow and 6 white) that combines rotation and lighting to create the most beautiful, natural sparkle. We took a decade of feedback from jewelers around the world and put it all into the Max — everything you've ever asked for in one powerful machine. What do you think so far? |
| GemCam Pro demo |
TONALITY: THIS IS GOING TO CHANGE THE WORLD! GET EXCITED! And now, let me introduce you to the GemCam Pro. GemCam Pro is the world's FIRST AND ONLY camera that is built specifically for the jewelry industry. It is engineered to capture jewelry, gemstones and diamonds perfectly in just ONE CLICK and 15 seconds. ****move onto demonstration**** It is VERY easy to use; {PAUSE} There are no buttons or dials; ****Show the GemCam and trace the profile**** It simply plugs into your computer via USB-C and works on both Windows and Mac. It also features built-in jewelry lighting. Yellow, white & blue, perfect for your colored gemstones and diamonds. *Show yellow, white & blue light* And my favorite feature is that the GemCam Pro is 100% auto-focus, it allows anyone in the company to take images without DSLR photography background. ****Move camera backward and then forwards to show the auto focus mechanism.**** What do you think? Customer will say cool Unlike any other camera on the market, the camera is built in with jewelry intelligence that ensures any piece of jewelry always STAYS SHARP. {PAUSE} AND IN FOCUS. ****point to a very specific detail on the screen and highlight something specific you want to show**** TONALITY: THIS IS GOING TO CHANGE THE WORLD! GET EXCITED! We are the only camera in the world that can do this.{PAUSE} And now let me show you an example on how it works combined with the Max. *click to capture* What is Jewelry Intelligence? Jewelry Intelligence is a smart technology that we have developed in house which automatically focuses on the entire piece of jewelry that creates the sharpest images and videos. Let me show you how. Customer will ask: How much is it? |
*Show the GemCam Pro* This is the NEW GemCam Pro. Compared with the old one it's sharper, faster, and it's powered by jewelry intelligence. 1. SHARPER: 4 times the resolution - you get more vivid colors and sharper photos. *point to the camera screen and show something sharper* 2. BUILT-IN LIGHTING: The GemCam Pro has fully adjustable lighting with precise control - so you can capture your gemstones, diamonds and jewelry exactly the way you need it *show lighting options - flash, steady and wave mode.* 3. Jewelry intelligence: Unlike any other camera on the market, we have our own built-in jewelry intelligence that ensures any piece of jewelry always STAYS SHARP. {PAUSE} AND IN FOCUS. {PAUSE} We are the only camera in the world that can do this. {PAUSE} To start simply press record. If customer asks: What is Jewelry intelligence? Jewelry Intelligence is a smart technology that we have developed in house which automatically focuses on the entire piece of jewelry that creates the sharpest images and videos. Let me show you how. |
| Pricing |
Price for GemLightbox Max Elite Kit: The GemLightbox Max Elite Kit which includes the machine, camera and software is normally Customer will say: This is very expensive Sales: I understand, but does the product solve the problems that you're facing? Customer will say: yes it does, it's just very expensive Sales: Ok, let me see how I can help you.. -go to close cues below- |
Price for GemLightbox Max: The GemLightbox Max is normally |
| Closing cues |
Sales Question 1: Do you photograph big pieces or not really? Scenario A) If customer says Yes to big pieces then ask next questions Sales Ask: Are you active on social media and do you also send images via WhatsApp? Customer will reply with "Yes" 99% of the time Sales reply: Fantastic, you don't need the camera in this case because the software works perfectly with your smartphone and in your case it's even a better option and more affordable. I recommend you buy the Max our latest innovation and use it with your smartphone. How does that sound? Customer: How much is it? Sales: The Max is $4,999 instead of $5499 and it comes with all accessories and a free GemLoupe valued at $449.... Go to Max Sales Support Offers Scenario B) If customer says No to big pieces then continue below: Sales reply: Fantastic, then you don't need the Max, we have the Pro that offers the same results and was tailored for smaller pieces and is also more affordable. How does that sound? Customer: How much is it? Sales: The GLB Pro Elite Kit retails much lower at only $6499 and it includes the camera and a free GemLoupe valued at $449. Customer: I think it's still expensive Listen for cues: If it's genuinely out of the customer's budget: ask the next Question Sales Ask: Are you active on social media and do you also send images via WhatsApp? Customer will reply with "Yes" 99% of the time Sales reply: Fantastic, you don't need the camera in this case because the software works perfectly with your smartphone and in your case it's even a better option and more affordable. I recommend you buy just the machine as standalone and use it with your smartphone. Customer: How much is it? Sales: The GLB Pro retails at only $3697 and includes a free GemLoupe valued at $449. Customer: It's too expensive Listen for cues: If customer just wants a discount or says: I need the camera as well! go to next steps sales actions Sales action: Activate Sales Support Offers for the Pro Elite Kit otherwise propose the GLB Standalone |
|
| Max Sales support offers |
$6,999 GemLightbox Max Elite Kit Pro Sales Support 1 "What I can do for you is include 50 free GemStudio credits (valued at $300), helping you create model and lifestyle images in one click — one of the key highlight features that is quickly becoming a standard across the jewelry industry. I just need you to confirm that you'd like to proceed, and I'll quickly check if this is possible for you. Would you like to go ahead with the order?" If the customer says "What else can you do? I need more!" Sales Support 2: "I appreciate your honesty. What I can do on top of that is include an additional 50 GemStudio credits, giving you a total of 100 credits valued at $600. This gives you significantly more flexibility to create model and lifestyle images in one click and really get the most out of the system from day one. At this point, I'm stretching as far as I can to make this work for you. What do you think — do we have a deal?" If the customer says "It's too expensive, I just want a discount!" Sales Support 3: "Let me see what I can do for you. If I'm able to secure a $500 discount, would you be ready to move forward? I can't promise anything just yet, as I'll need to confirm with my manager first — but I'll do my best to make it happen for you." Check with manager and, upon approval, close the deal at $6,499 for the Elite Kit Max. |
$4,999 GemLightbox Max - Standalone Sales Support 1 "What I can do for you is to include 50 free GemStudio credits (valued at $300), helping you create model and lifestyle images in one click — one of the key highlight features that is quickly becoming a standard across the jewelry industry. I just need you to confirm that you'd like to proceed, and I'll quickly check if this is possible for you. Would you like to go ahead with the order?" If the customer says "What else can you do? I need more!" Sales Support 2: "I appreciate your honesty. What I can do on top of that is include an additional 50 GemStudio credits, giving you a total of 100 credits valued at $600. This gives you significantly more flexibility to create model and lifestyle images in one click and really get the most out of the system from day one. At this point, I'm stretching as far as I can to make this work for you. What do you think — do we have a deal?" If the customer says "It's too expensive, I just want a discount!" Sales Support 3: "Let me see what I can do for you. If I'm able to secure a $500 discount, would you be ready to move forward? I can't promise anything just yet, as I'll need to confirm with my manager first — but I'll do my best to make it happen for you "Check with manager and, upon approval, close the deal at $4,499 for the Max Standalone. |
| Pro Sales support offers |
$6,499 GemLightbox Pro — Sales Support Offers (New Customers) Sales Support 1: "The last thing I can do is include 50 free GemStudio credits (valued at $300), helping you create model and lifestyle images in one click — one of the key highlight features that is quickly becoming a standard across the jewelry industry. I just need you to confirm that you'd like to proceed, and I'll quickly check if this is possible for you. Would you like to go ahead with the order?" If the customer says "What else can you do? I need more!" Sales Support 2: "I appreciate your honesty. What I can do on top of that is include an additional 50 GemStudio credits, giving you a total of 100 credits valued at $600. This gives you significantly more flexibility to create model and lifestyle images in one click and really get the most out of the system from day one. At this point, I'm stretching as far as I can to make this work for you. What do you think — do we have a deal?" If the customer says "It's too expensive, I just want a discount!" Sales Support 3 ($500 discount): "Let me see what I can do for you. If I'm able to secure a $500 discount, would you be ready to move forward? I can't promise anything just yet, as I'll need to confirm with my manager first — but I'll do my best to make it happen for you." Check with manager and, upon approval, close the deal at $5,999. |
$3,697 GemLightbox Pro — Sales Support Offers (New Customers) Sales Support 1: "The last thing I can do is include 50 free GemStudio credits (valued at $300), helping you create model and lifestyle images in one click — one of the key highlight features that is quickly becoming a standard across the jewelry industry. I just need you to confirm that you'd like to proceed, and I'll quickly check if this is possible for you. Would you like to go ahead with the order?" If the customer says "What else can you do? I need more!" Sales Support 2: "I appreciate your honesty. What I can do on top of that is include an additional 50 GemStudio credits, giving you a total of 100 credits valued at $600. This gives you significantly more flexibility to create model and lifestyle images in one click and really get the most out of the system from day one. At this point, I'm stretching as far as I can to make this work for you. What do you think — do we have a deal?" If the customer says "It's too expensive, I just want a discount!" Sales Support 3 ($500 discount): "Let me see what I can do for you. If I'm able to secure a $500 discount, would you be ready to move forward? I can't promise anything just yet, as I'll need to confirm with my manager first — but I'll do my best to make it happen for you." Check with manager and, upon approval, close the deal at $3,197. |
| Offers for Existing customers |
a) $500 off: GemLightbox Pro → Max trade-in b) $500 off: GemCam → GemCam Pro trade-in c) Trade-in and Sales Support Offer 3 cannot be combined for existing customers d) Diamond Status: GLB Max upgrade for $3,199 e) Offers cannot be stacked, except: trade-in GemCam + GLB = $1,000 off |
|
| Day 1 Test Offer script to deploy before deploying guns |
On Day 1, when you know what the customer wants to buy and before you have deployed the sales support offers: Sales: I might be able to get you a Day 1 offer — we sometimes run special deals for customers who purchase on Day 1 because by Day 2, 3, and 4, we'll be sold out anyway. Do you want me to check what Day 1 offer I can get you? But you'll need to confirm your order today. Is the solution within your budget and are you ready to make a purchase today? If customer says: no Sales: Ok, let me still try to help you ****Start deploying sales support offers**** If customer says: yes I'm ready to go ahead Sales: Okay, let me quickly check with our team leader ****The salesperson speaks with the Team Leader, then returns to the customer**** Sales: If we close today, I'm allowed to include 100 GemStudio credits ($600 value) and give you an additional $500 discount. That brings you to $XXX. This is only valid for Day 1 — I can't extend this tomorrow. |
|
Read body language and verbal cues to know when to push forward and when to pivot.
"We'll cover shipping completely — no matter where you are in the world. That's normally $200-400 depending on your country."
"We absorb all credit card processing fees. Most companies pass that 3-4% onto you — we don't."
"This price is only available at the show. Once we pack up, it goes back to full price online. This is the best deal you'll get all year."
Feb 22–26, 2026. Booth U60-62. 30 deals, $110,665 total revenue ($88,168 at-show + $22,497 post-show). Here's what we're doing differently this time.
Pre-written messages ready to copy and send. Use these for follow-ups after demos.
Replace XXXX with the customer's name. Send within 2 hours of the demo.
Hi XXXX, great meeting you at the Bangkok show today! Here's a quick look at the GemLightbox Max we showed you. As discussed, the show special for the Max Elite Kit is $6,999 including the GemCam Pro, GemLoupe, and all accessories. This offer is only available during the show. Happy to answer any questions!
Hi XXXX, just following up from our demo today. I wanted to send you the photos and videos we captured of your jewelry — they turned out beautifully. Let me know if you'd like to secure the show pricing before we wrap up!
Hi XXXX, good morning! Just letting you know I managed to secure a special gift for you when you come back to confirm your order later. Looking forward to speaking soon.
Hi XXXX, it was great chatting today. Quick reminder — the Max Elite Kit at $6,999 (with free GemLoupe) is only available at the show. Once we pack up, it goes back to full price online. Just want to make sure you don't miss out!
Work as a team. Stay positive. Stay consistent. Every lead into HubSpot. Every night, follow up.
Why did the GemLightbox Max go to Bangkok?
Because it heard the mango sticky rice was so good, even the lightbox wanted to taste it. (Rocky joke)
Mandatory team dinner rule: no one leaves Bangkok without eating mango sticky rice at least once. This is non-negotiable.
This could be us after Day 4. Let's earn it.