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192: Breaking the Pricing Trap: How AV Companies Can Thrive ft. Tom Stimson

Welcome to the ⁠Events Demystified Podcast⁠, hosted by ⁠Anca Platon Trifan, CMP, WMEP⁠.

In this episode of the Events Demystified Podcast, Anca dives into the business side of AV event production with her featured guest, Tom Stimson, President of Stimson Group, LLC. They discuss the pitfalls of traditional rental-based pricing models and the importance of charging based on expertise, creativity, and strategy. Tom shares insights from his decades of experience advising AV companies and offers practical advice on improving profitability and redefining value in the event production industry. Tune in for a deep dive into labor challenges, technology advancements, and smart business practices that can help event professionals thrive.

VIDEO EPISODE

GUEST BIO

Tom Stimson is a Business Advisor, Coach, and Speaker who works with Event Production teams that want to make more money and have more fun doing it. His Intentional Success® framework has helped hundreds of companies ditch their rental business mindset and become valuable service companies. Learn More at TRSTIMSON.COM.

FUN FACTS:

Grew up doing Theatre but discovered that the audiovisual industry and corporate events in particular, pay a lot more money.

I have delivered keynote presentations on six continents and hosted workshops in the US with attendees from each of those locations

As I approached my 40th birthday, I returned to college to earn an MBA while working full-time. This led to my foray into business consulting in 2006.

🔍 Topics Covered:

00:00 Introduction and Episode Overview
00:18 The Pricing Trap in Event Production
02:32 Guest Introduction: Tom Stimson
04:08 Tom’s Journey and Lessons Learned
05:41 Challenges in AV Production Pricing
08:02 Historical Context of AV Pricing Models
10:19 The Value of Pre-Production Time
12:25 Breaking the Cycle: Charging for Value
15:00 Negotiating Terms and Managing Risk
19:44 The Importance of Setting Expectations
25:24 Smarter Ways to Approach Event Production
29:52 Navigating Budget Conversations
31:30 The Importance of Honest Budgeting
33:27 Addressing Labor and Talent Shortages
35:16 Rethinking Pricing Models
38:06 The Value of Experience and Expertise
43:31 Regional Pricing Variations
48:49 Future of Event Production Business Models
55:13 Final Thoughts and Advice

Connect with our Guest at the links below:

Connect with your Podcast Host at the links below:

Speaker website: https://ancaplatontrifan.me/
LinkedIn: ⁠https://www.linkedin.com/in/ancatrifan/⁠
Instagram: ⁠https://www.instagram.com/anca.platon.trifan
Instagram: https://www.instagram.com/fit.mindful.maven/
Instagram: https://www.instagram.com/eventsdemystifiedpodcast/

Follow the podcast on Spotify, and/or Instagram, LinkedIn page, and our YouTube page to stay updated on the latest episodes, behind the scenes reels, and join the conversation.

⁠⁠Original Podcast Music written and produced by ⁠⁠⁠⁠⁠⁠⁠⁠Fable Score Music.

“Events: demystified” Podcast is brought to you by Tree-Fan Events, a leading woman-owned boutique event planning and production agency offering a comprehensive approach to event management and production, with a focus on enhancing the attendee experience with the #FIT4EVENTS framework for a holistic event cycle in order to create memorable events.

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About Events Demystified Podcast

As a seasoned event professional, podcast host, and AI strategist, Anca Platon Trifan, CMP, WMEP champions women behind the scenes in AV, event production, and technology. She advocates for becoming #FIT4EVENTS—mentally, physically, and emotionally—as well as for diversity in AV and the integration of AI in events. Through this podcast, she goes behind the curtain to bring the magic of event production and technology to the forefront, demystifying AV, AI tools, and event technology for in-person, virtual, and hybrid experiences.

This podcast is sponsored by Tree-Fan Events LLC—a woman-owned event production agency integrating AV, AI, technology, and data-driven strategies to make every event a seamless and engaging experience.