WINDOWED VIDEO:

Sean walks up to the open door of a hotel suite. There’s a sign on an easel outside reading something like “Welcome Builder Trade Show Pros” outside. He enters, and cut to…

Medium two-shot of the two men having drinks. Frank has a full cocktail, Sean holds a bottle of beer. It is less than a minute after they have first encountered each other.

[Jacques—Should the following text be deleted? – Alfred.]

TEXT: (if in video and slideshow mode, this text is read by the narrator)

Frank is an experienced sales rep for Glassco Materials Corporation, a competitor. Though younger, Sean has paid his dues as well.

Although they’ve encountered each other before at industry seminars and on the trade show floor, this is the first time they’ve seen each other at a major customer’s hospitality suite.

Frank:

Hey, Sean, nothing like a few drinks after a hard day working the floor….[Raises glass in a toast]

Let’s hear it for builders everywhere. [Takes a sip].

So, how’s the show been treating you so far?

Sean:

Can’t complain. The booth traffic’s been good, and we’ve written a few orders.

Frank:

 "A few?" From what I’ve heard, you’ve been doing a lot of business.

Sean (small, non-confirming smile):

We’ve done all right. How about you guys at Glassco?

Frank (shrugs):

Not bad…everyone seems to like our new line of siding. But you know, that’s not the only thing I’ve heard.

Sean:

Really?

Frank (lightly patting the inside breast pocket of his sports coat):

Yeah, I’ve heard you guys have just issued a price increase letter.

Sean (looking at Frank’s breast pocket):

That’s right. But if you’ve got a copy, you didn’t get it from us.

Frank:

True, true. A customer gave me a photocopy earlier today…but, I think we’re going to follow you in the increase.

Sean:

Frank, we can’t go there. You and I are direct competitors. You know that both of our companies have policies that we never discuss prices.

Frank (hastily re-assuring Sean that he wasn’t requesting anything improper):

Oh, no. Don’t get me wrong. I would never suggest discussing prices. That’s illegal. I just hope you’re going to hold firm to the increase. [leans in conspiratorially] It’s important to everyone in the industry that this price increase really stick!  After all, it will allow our customers to make more money too—we’re all in this together, aren’t we?