"Al has enabled us to look at this business in a totally new way. We no longer blame our employees for our failures. We’ve learned that we have a responsibility to them and to us, to make this a more rewarding place to work. We finally have the power to take our company to the next level!"
Jim Criniti, Gen Mgr
Zoom Sewer & Drain, Inc.
Oreland, PA
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Planning Power!

5 Ways to Maximize Time Spent at Industry Trade Shows and Conventions

It’s can be incredibly difficult as a contractor to pull yourself away from work to attend Trade Shows and Conventions. Even if you know it’s important that you go you also know there is a never-ending list of things you must do at work.

I advocate that no matter how busy you are the best thing to do is to attend the right trade shows and the right industry conventions. There rarely is a better use of your time.

But if you’re going to attend, you have to have a plan to maximize your time and effort.

So, here are some tips I’ve used myself as a contractor and that I’ve shared with clients through the years:

  1. Every January plot out which trade shows and conventions you’ll attend.There are bound to be these types of events that broaden your perspective, teach you something new, that will get you in front of the key vendors you need to talk to and/or classes you need to attend.

    And there are tons of them but not all of them are worthy of your time, energy and money. So, choose wisely.

    You’ll want to strike a balance between just attending technical classes that do make you better at your trade but don’t make you any better as a business person. Expand your horizons and stretch yourself by taking the business classes that are often available at these types of shows.

    Most of us [including me] were not born business people. We were born to be contractors. And although being good at the trade we do is very important it isn’t enough to ensure we will have a highly profitable and properly functioning business.

    One more thing about planning what shows and conventions to attend, it’s easy to commit to too many of them and then you risk tipping the scales away from never being able to leave your business to not being around enough. Again, choose wisely!


  2. Try to go with someone else from your own team. That’s because there’s a lot of information coming at you in a short time and it can be hard to remember what was said and by whom. If there are two or more of you, you can stay together and talk about it later on and commit it to creating summary notes. Or, you can split up if multiple classes are being offered at the same time and each write up a short summary that you debrief together.Understand there is perceived politics at your company when it comes to who goes and who has to stay behind so make sure you’re proactive about addressing this.

    Your decision on who attends will require you plan well in advance when it comes to coverage at the business. Sometimes, a rotational schedule for attending can be helpful if you have enough depth of staff to permit this.

    Yes, there is a cost to the company to have multiple people attend but I wholeheartedly believe there is a much greater benefit of bringing staff to these types of events with you. That’s because there’s a great source of pride instilled in them by being selected to attend. It helps to have someone from the team to bounce ideas off of as you’re attending or when you get back home. It also helps that someone besides you from the company comes to the event because as owners we can attend and get inspired but when we get back to the company the staff is disconnected from that inspiration. But when a team members attends too, you have an ally.


  3. Create your Top 25 questions and concerns that you want to address while you’re attending. Put them in writing or on your tablet so you can easily access them. You don’t want to miss out on getting them addressed while at the convention or trade show. Then, prioritize the questions because sometimes it’s not possible to address all 25. My suggestion is to get your Top 25 down to a list of Top 10 “must get answered” questions. 

    How do you prioritize the list? 

    Start by sorting the list of questions into the Have to Know vs. the Like to Know. 

    The other way I teach to sort lists by priority is by asking yourself, “What will either solve my biggest problem and challenge or give me the greatest chance to grow and be more profitable?” Getting the answer to these key questions always makes a Top 10 list. 

  4. Before attending any event for the first time, try to see if there’s someone who is in the “inner circle” you already know who will be attending so you can ask them to give you the introductions to the “right” people you should be meeting and helping you know ahead of time which are the people you want to be avoiding. 

    Grabbing the floor plan, looking at what seminars and classes are being offered and the schedule will help you create a game plan that will maximize your time at the convention. 

    Know that hanging with the right people doesn’t always mean time on the floor it can mean having breakfast, lunch or dinner and even a drink at the bar together. This is where a lot of good exchange of information about what’s working and what’s not working for others can be helpful to you. 

  5. Follow-up with the key contacts you made by email and/or a quick call within two weeks so you can leverage what you did when you were together which was hopefully put a face to who you are so the relationship is deeper than a cold email or a cold call.

Do this and you’ll be well on your way to maximizing your time at industry trade shows and conventions!

Tim Flynn, Winters Company

Tim Flynn Having customized manuals allows me never to go over the same thing twice, I simply refer to the manual our employee has signed for and ask if there has been a misunderstanding of the procedure, once agreed there is no misunderstanding and we move on with our lives. Hopefully the discrepancy never occurs again, but [...]

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A Commercial Sales Agent is the person at your company who would be tasked with generating new commercial accounts that provide sales for commercial install, maintenance and service work.  And for strengthening and maintaining healthy business relationships with the commercial business you already service. A little more about Commercial Sales Agents. They are not the […]

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If you find that you keep saying to yourself...
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  • We are delivering an inconsistent level of service.
  • I feel like I'm answering the same questions over and over.
  • I spend more time as an employee than as a manager.
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  • This business just isn't fun for me anymore.
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Appleseed Business, Inc.
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10632 N Scottsdale Road
Scottsdale, AZ 85254