By failing to prepare, you are preparing to fail.
Benjamin Franklin
Coming off a very busy trade show season, with several more still to attend, the FM leaders in the CoreBuild™ Collective spent time talking trade shows: what works, what stands out, and what actually creates value after the booth is packed up.
Takeaways for suppliers
Preparation matters. FM leaders can tell quickly who did their homework.
Relevance wins. The best conversations happen when the supplier understands the business, the asset types, and the likely challenges before sitting down.
Follow-up is where momentum is built or lost. A generic email gets ignored, every time.
Don’t confuse activity with value. More meetings do not always equal more opportunity.
Trade shows are still about relationships. There may be an immediate need, but often the real value is building credibility now, so you are remembered when the need shows up later.
FM leaders are looking for partners, not pitches. Pushing for the quick sale or the large contract signals that the FM isn’t valued, only their money is.
Trade shows are still one of the best ways to connect in this industry. The suppliers who get the most from them show up with intention, before, during, and after the event.
That’s the kind of conversation happening inside the CoreBuild™ Collective. If you’re a multi-site FM leader who wants in, reach out at [email protected].