Vicenzaoro September 2026 — Team Brief
Confidential — For Internal Use Only
Marius — on the floor for set-up (Thu, Sep 3, 9:00 AM). Full sales team (Marius & Hanzla) on the floor from Day 1.
3 rooms, 6 nights — shared booking with the T.Gold team.
Viale Verona 12, 36100 Vicenza, Italy
3 guest rooms — one each for Jacky, Marius, and Gabriella.
Core sales team for Vicenzaoro, Vicenza, Italy.
How we present ourselves is part of the GemIQ brand — every show, every booth.
When someone walks past, the entire team looks sharp, confident, and on-brand.
Floorplan not yet on the Monday board. Image loads if you're signed into Monday.com.
One set-up day, five show days — the longest show on the calendar this quarter.
| Day | Hours | Arrive |
|---|---|---|
| Set-up — Thu, Sep 3 | — | 9:00 AM |
| Day 1 — Fri, Sep 4 | 10:00 AM – 6:30 PM | 9:00 AM |
| Day 2 — Sat, Sep 5 | 10:00 AM – 6:30 PM | 9:00 AM |
| Day 3 — Sun, Sep 6 | 10:00 AM – 6:30 PM | 9:00 AM |
| Day 4 — Mon, Sep 7 | 10:00 AM – 6:30 PM | 9:00 AM |
| Day 5 — Tue, Sep 8 | 10:00 AM – 5:00 PM | 9:00 AM |
Lead with the Max Elite Kit. Down-sell to the GemLightbox Mini only when you have to. Every demo counts.
Ladder A · Max Elite Kit · Max Standalone · GemLightbox Mini
Discount is always the last option. Use Offers 1 & 2 first to protect AOV. Never lead with the discount.
Daily revenue target per rep
Sustained pace per rep
Each rep, each day
Post-show pipeline target
Stay on pace. If traffic slows, go on an exhibitor run — don't wait for customers to come to you.
If you're behind on 4 demos per hour, walk the floor. Pitch the GemIQ products. Bring people back to the booth.
One way to do the Exhibitor Run is to do repetitions of 5s and have a 5min break, and go at it again. If you do this 6 times in the day you will end up seeing 30 exhibitors easily.
You're responsible for hitting 4 demos per hour.
Stay at your station and talk to everyone walking past — they're here to see new things and buy new equipment. Run group demos to capitalise on traffic. A group demo means more demos in the same time it takes to do one.
Always demo the Max Elite Kit first — it's the hero product. Down-sell to the GemLightbox Mini only when budget is a real constraint.
The lead product. Full professional setup. Always demo this first.
Max Standalone — for buyers who want the Max without the full kit. Strong mid-tier close.
Down-sell only when budget is a real constraint.
Each quota is per rep, per day, if selling that product alone — e.g. a rep hits their daily target from GemLightbox Mini sales by itself with that many closes. These aren't additive — a rep can mix products to reach the same target.
Per rep, per day — a single Elite Kit already covers the $4,500 target.
Per rep, per day — a single Elite Kit already covers the $4,500 target.
Always demo the Max Elite Kit first. It's the high-ticket item and the hero product. Down-sell to the GemLightbox Mini only when budget is a real constraint.
Use offers in sequence — discount or free gift is always the last option.
"Buy at the show and we ship earlier — we're low on stock / out of stock, so buying now secures your unit."
"Show pricing and sales offers are only available until the end of the show. After we pack up, it goes back to full price."
Gives the buyer confidence to commit on the floor, knowing they're not locked in if it doesn't work out.
Let the buyer split the cost into installments with Klarna — lowers the barrier to saying yes on the floor.
"This offer is only live for Day 1 of the show — activate it and lock in your unit today." Creates urgency to close on the spot instead of "thinking it over."
No retro was logged for Vicenzaoro in 2025 — no specific problem/fix pairs to carry forward yet.
No 2025 retro was logged for Vicenzaoro on the Monday board, so there are no confirmed lessons-learned to list here yet. Log a retro after this show so 2027's brief can carry forward real improvements.
Add your jewellers to the Google Sheet and track their status. Invite them before the show using the message template below.
From the HubSpot outreach tracker. Names link to their HubSpot record — confirm status and follow up before the show.
Replace the bracketed fields with the relevant details.
Hey [Name], [Your Name] from GemLightbox 🙂 I kept your details from the previous show - will you be there this year? Would love to catch up. We're exhibiting at Vicenzaoro (Booth 122). We've just launched our latest innovation, and I'd love to show you what it can do. Hope to see you soon, [Your Name]
Message every exhibitor assigned to you before the show, then visit them on the floor during the show. Target: bring ~5 exhibitors per salesperson and invite 5 visitors to the show.
When the floor goes quiet, the Exhibitor Run is how you keep your demo count on track. Hit existing customers first — they buy quicker.
Replace the bracketed fields with the relevant details.
Hey [Name], [Your Name] from GemLightbox here 🙂 Saw you're exhibiting this year — I'll swing by your booth. Feel free to drop by ours too at Booth 122. We've just launched our latest innovation, and I think you'll love it as it can help you drive more sales. See you soon, and good luck at the show!
Every demo, every close, every hour follows this pattern.
Open every conversation with the Max Elite Kit. Down-sell to the GemLightbox Mini only when budget is a real constraint.
Stay on pace across all 5 show days. If you're falling behind, go on an Exhibitor Run to bring people back to the booth.
Offer 1 (50 credits) → Offer 2 (stacked, 100 credits) → Offer 3 ($500 discount, or free GemSparkle for Mini). Discount is always the last option to protect AOV.
Buy at the show and we ship earlier — we're low on stock / out of stock, so buying now secures your unit.
Show pricing and sales offers are only available until the end of the show. After we pack up, it goes back to full price.
Gives the buyer confidence to commit on the floor, knowing they're not locked in if it doesn't work out.
Read both scripts before arriving at the booth. Know them cold.
Lead product demo script. Use for all Ladder A conversations. Open in Notion →
Down-sell script. Use when budget is the constraint. Open in Notion →
When traffic slows — go to the exhibitors. Open the Exhibitor Run Script in Notion →
Follow the script. Adapt to the customer. The structure stays the same.
"Hi [name], I'm [Sales Name] from GemIQ. We're the official partners here at Vicenzaoro, and we're promoting exhibitors by capturing and sharing some of the standout pieces from the show, especially big jewellery sets."
"This one was captured with [Exhibitor Name]. We'd love to photograph one or two of your pieces too. Could you pick one or two of your most exquisite pieces and bring them over to our booth? We'll send you the pictures and videos straight after, and we'll give you a free gift at our booth 🙂"
"It's a GemLoupe, valued at $449 — a clip-on for your smartphone that lets you capture social-media-ready jewellery videos and sparkle shots. We'll give you the gift after we help you photograph your jewellery and send the results back to you via WhatsApp 🙂"
Use this workflow for lead capture at Vicenzaoro — at the booth and during exhibitor runs.
Watch the full walkthrough before using the app on the floor.
Shared stock pool with T.Gold — both shows run the same week in Vicenza.
This is shared stock with T.Gold — 10 GemLightbox Max, 10 GemCam Pro, 10 GemLoupe, and 10 GemSparkle are available across both shows, not 10 units each. Coordinate with the T.Gold team before committing units to a sale.
No exhibitor-specific promotion has been logged for Vicenzaoro on the Monday board yet.
New-customer talk track, condensed for practice. Tap a script to expand. Full script (existing-customer track, FAQs) is linked at the bottom of each and in Sales Scripts above.
Have you seen the GemLightbox Max before?
Would you like to see something revolutionary? It will only take 30 seconds.
Would you like to see the latest innovation in the jewelry industry?
This is the GemLightbox Max — the world's first all-in-one AI jewelry photography solution. Captures studio-quality images and videos with your smartphone or the GemCam Pro, and it's the only machine that shoots both small pieces and full jewelry sets on a mannequin.
Two built-in turntables (top for hanging jewelry, bottom for flat pieces and mannequin sets), magnetic adjustable lighting (yellow for colored stones, sparkle light for diamonds), and the only turntable in the world that glows from the inside — removes all shadows, brings out natural color.
Tonality: this is going to change the world — get excited. The GemCam Pro is the world's first and only camera built for the jewelry industry. One click, no buttons or dials, plugs in via USB-C. Fully adjustable lighting. 100% auto-focus — anyone can shoot without a photography background.
Elite Kit Max: $6,999 all-in (reg. $7,999) — includes shipping + software, no monthly subscription. Saves $1,300+.
Max Standalone: $4,999 at show (reg. $5,499).
If "too expensive" → "I understand, but does the product solve the problems you're facing?" → if yes but still too expensive, move to Down-Selling.
Ask: "Do you photograph big pieces?"
Yes → recommend Max Standalone at $4,999 — works with their smartphone.
No → recommend GemLightbox Mini Kit — retails $5,998, at-show $4,998 all-in.
Offer 1: 50 free GemStudio credits ($400 value).
Offer 2: +50 more credits (100 total, $600 value).
Offer 1: 50 free GemStudio credits.
Offer 2: +50 more credits (100 total).
Have you seen the GemLightbox Mini before?
Would you like to see something revolutionary? It will only take 30 seconds.
Would you like to see the latest innovation in the jewelry industry?
This is the GemLightbox Mini — the world's first all-in-one AI jewelry photography solution. Captures studio-quality images and video with your smartphone or the GemCam Pro in one click.
Built-in turntable for flat jewelry (rings, watches) plus a necklace stand for dangle jewelry. Magnetic adjustable lighting (yellow for colored stones, sparkle light for diamonds). Glowing turntable — removes all shadows, brings out natural color.
Tonality: this is going to change the world — get excited. The GemCam Pro is the world's first and only camera built for the jewelry industry. One click, no buttons or dials, plugs in via USB-C. Fully adjustable lighting. 100% auto-focus.
Elite Kit Mini: $4,998 all-in (reg. $5,998) — includes shipping + software, no monthly subscription. Saves $1,300+.
Mini Standalone: $1,999 all-in (reg. $2,499). Saves $800+.
If "too expensive" → "I understand, but does the product solve the problems you're facing?" → move to Down-Selling.
"I'd recommend starting with the GemLightbox Mini on its own, without the camera — our software works perfectly with your smartphone, so it's actually the better, more affordable option with the same great results." $1,999.
Offer 1: 50 free GemStudio credits ($400 value).
Offer 2: +50 more credits (100 total, $600 value).
Bookmark these before the show.
4 demos per hour. Lead with the Max. Offer ladder before discount. Every lead in HubSpot. Follow up within 24 hours.
From the GemIQ Tradeshow Checklist (Notion). Each rep checks off what they've personally packed.
| Item | Marius | Hanzla | Notes |
|---|---|---|---|
| Products and Demo Equipment | |||
| GemLightbox Max and accessories | |||
| GemLightbox Mini and accessories | |||
| GemCam Pro and accessories | |||
| GemSparkle and accessories | |||
| Confirm all products are working before packing | |||
| Business cards | |||
| Jewelry and Gemstones | |||
| Every jewelry set (1 each) | |||
| Ring | |||
| Earrings | |||
| Pendant | |||
| Watch | |||
| Loose diamond | |||
| Loose colored gemstone | |||
| Large necklace set | |||
| Jewelry trays | |||
| Microfiber cleaning cloth | |||
| Technology and Power | |||
| Laptop and charger | |||
| Phone chargers | |||
| Mini Power Banks | |||
| International travel adapters | |||
| Required USB and USB-C cables | |||
| Mobile hotspot, if required | |||
| USB stick | |||
| Recording mics | |||
| Speaker | |||
| General Supplies and Tools | |||
| Wet wipes | |||
| Pens | |||
| Permanent markers | |||
| Notebook | |||
| Sticky notes | |||
| Stapler and staples | |||
| Paper clips | |||
| Safety Scissors | |||
| Pencil case for stationery | |||
| Mints | |||
| Tissues | |||
| Hand sanitizer | |||
| Envelope for cash | |||
| Rubber bands | |||
| Duct tape | |||
| Double sided tape | |||
| Strong adhesive tape | |||
| Label printer with sufficient labels for flyers | |||
Checkboxes and notes save to this browser only (localStorage) — not synced to Monday, Notion, or across devices.
From the GemIQ Monday board template. Assign each task to a rep, and every rep can tick off what they’ve completed.
| Task | Assigned To | Marius | Hanzla | Notes |
|---|---|---|---|---|
| Deliveries to Vicenza | ||||
| 2 wall banners | ||||
| 4 table skirts | ||||
| Flyers | ||||
| Bring from Centurion Breaker | ||||
| 2 x Max | ||||
| 1 x Mini | ||||
| Booth Setup Checklist | ||||
| Check to see if flyers & print deliveries arrived | ||||
| Check to see if there is a better empty location we can move to | ||||
| Ensure all booth items are delivered (chairs, cabinets, electricity, lights, bins) | ||||
| Check if electricity or power socket is working | ||||
| Confirm WiFi/hotspot setup is working at the booth | ||||
| Organise booth furniture as per booth layout | ||||
| Setup back wall banner | ||||
| Put on & tape down table skirts & iron | ||||
| Count stock to ensure nothing is missing once delivered and write down stock in google sheet stock list, including demo units | ||||
| Set up TV & TV stand with product videos / demo reels | ||||
| Setup electricity cables and tape down | ||||
| Iron or steam banners and table covers to make sure they are straight | ||||
| All cables placed through grommet and hidden under the carpet | ||||
| Assign designated water, food, stock and bag area and inform team via WhatsApp Group Chat (copy) | ||||
| Speak with partners on setup day | ||||
| Make sure video from usb is playing on TV | ||||
| Assign charging stations for phones | ||||
| Put speakers permanently on charge and company playlist set up and playing so we know it's working | ||||
| Charge all GemSparkles | ||||
| Ensure Pro Eclipse is accessible for team to share during demos | ||||
| Test if coupon codes are working properly on Shopify | ||||
| Setup GemLightbox equipment and make sure everything is working properly, including the camera and software | ||||
| Make sure GemIQ app is up to date on smartphone and desktop | ||||
| Wipe down all GemLightbox equipment & make sure monitors, keyboards, laptops, TVs are wiped down | ||||
| Pre-Show | ||||
| Book accommodation & flights for all team members | ||||
| Prepare WhatsApp follow-up message snippets (post-demo, post-sale, lead nurture) | ||||
| Create Google stock sheet | ||||
| Confirm all exhibitor badges are ready for the full team | ||||
| Run team through show presentation, targets and strategy | ||||
| Send team brief for all team members on WhatsApp (Steve) | ||||
| Create checkout page and verify all links are working | ||||
| Train team on checkout process, stock pick up process | ||||
| Assign team members to specific stations | ||||
| Run full role play practice sessions before show | ||||
| Take out tradeshow team from inbound rotation | ||||
| Prepare change for cash payments to give clients | ||||
| Prepare GemHub collections for demos — ensure catalog is polished and ready to showcase | ||||
| Clear stickers to label Bluetooth number | ||||
| Book dinner reservations | ||||
| Plan items we need to take for next show | ||||
| Post-Show | ||||
| Follow up with leads and import deals into hubspot | ||||
| Fill out 2026 trade show monday board with relevant info | ||||
| Booth pack-up | ||||
| Stock and accessories count and record it | ||||
| Evaluate ROI | ||||
| Finalise show retro | ||||
| Follow up and thank partners | ||||
| Deliver items back to warehouse | ||||
| Send marketing team all content captured | ||||
| Rebook show for next year to secure better location | ||||
| Wall banners folded and repackaged | ||||
| Tablecloths folded and repackaged | ||||
| Demo units repackaged | ||||
| Electricity cables unplugged and packed | ||||
| Exhibition recap video | ||||
| Write down and record items in luggage case and storage | ||||
| Get Vehicle pass for stock delivery | ||||
| End of Day Checklist (Daily) | ||||
| Put iPads and keyboards on charge | ||||
| Call with management to update results (daily) | ||||
| Collect forecast from every team member | ||||
| Demo units packed and stored away | ||||
| Retro sheet updated | ||||
| iMacs/computers logged out for security | ||||
| Stocktake (Vicky) | ||||
| Cash payments collected from staff and reconciled (Vicky) | ||||
| End of day debrief | ||||
| Speakers on charge | ||||
| Clean GemHub app gallery | ||||
| GemLoupe/GemSparkle on charge | ||||
| Rubbish, perishable foods and water bottles cleared out of booth | ||||
| Tables empty except for flyers and business cards | ||||
| Curtains hung up properly | ||||
| Meeting time set for next day | ||||
| Start of Day Checklist (Daily) | ||||
| Team huddle and brief | ||||
| Assign Exhibitor run responsibilities and targets | ||||
| Assign flyer run teams and rotation schedule | ||||
| Record sales roleplay in the morning | ||||
| Go through station checklist | ||||
| Everyone has a GemSparkle on them | ||||
| Station wiped down | ||||
| Clean jewelry | ||||
| Drinks, food, bags placed underneath station and hidden | ||||
| Send out daily follow-up message system for demos done each day | ||||
| Everyone has pens and business cards | ||||
| Flyers set up with business cards stapled | ||||
| Set lunch break rotations | ||||
| iPads wiped down and internet connected | ||||
| During Show Operations (Daily) | ||||
| Emergency call if running behind numbers (daily) | ||||
| Ensure all stations have proper accessories and jewelry | ||||
| Flyer run if booth is not busy | ||||
| Record customer testimonials | ||||
| Capture photos and videos of booth while busy | ||||
| Make sure group demos are being conducted | ||||
| Collect business cards based on target set | ||||
| Make sure everyone has a pen on them | ||||
| Ensure TV and speakers are playing | ||||
| Keep booth clean and organized | ||||
| Monitor booth traffic | ||||
| Make sure everyone stays at their own booth | ||||
Assignments, checkboxes, and notes save to this browser only (localStorage) — not synced to Monday or across devices.
