In the Know: Maximize time at propane trade shows

In the Know is a monthly partnership between LP Gas and Propane Resources. This month, Allan Degenhardt details how propane retailers can take full advantage of attending a trade show.

The NPGA Southeastern Convention & International Propane Expo – the industry’s largest trade show – is scheduled for Oct. 18-20 at the Georgia World Congress Center in downtown Atlanta. (Photo by LP Gas staff)

QUESTION: How do you make the best use of time at a trade show?

ANSWER: Making the best use of your time at a trade show is all in the planning. You have a few short days to pack in as much glad-handing, education, relationship-building and information-gathering as possible. To get the most out of your time, it is imperative to think and plan ahead.

⦁ Exhibitors: Make full use of the attendee list. Let attendees know where you’re located and what you have to share. Let them know you’re available for appointments.

⦁ Attendees: Make full use of the exhibitor list. You know what you’re looking for, so build a plan based on your needs. Consider contacting the exhibitor in advance to see if you can set up a one-on-one meeting.

⦁ There’s an abundance of meetings, speakers, education sessions and live demonstrations to help broaden your knowledge of the propane industry. Schedule your days to include these learning opportunities. You’ll learn a lot about new and innovative processes and products. In the case of the National Propane Gas Association’s (NPGA) Southeastern Convention & International Propane Expo, there’s an app that assists with scheduling your visit to the trade show.

⦁ Use the map of the trade show floor to save yourself a few steps. Some of the bigger shows are challenging to get through. If you have specific needs, map out those exhibitors and visit them first. Then, with the remainder of your time, see what the other exhibitors have to offer.

⦁ Successful use of the exhibitor list also assists in comparative or side-by-side shopping since there are a range of vendors offering similar products and services.

In my view, people are the highlight of this business, and trade shows are a solid way to touch base with many customers, friends and new prospects.

Conventions allow me to meet and discuss opportunities with other consultants, as well as retailers, in our industry. This is powerful because it aids in the development of stronger relationships.

And, as we all know, there is power in numbers and knowledge. The more people with whom you can communicate, the stronger and more knowledgeable you become.

Allan Degenhardt works in the supply and risk management department of Propane Resources. He can be reached at allan@propaneresources.com or 816-813-1956.