Spring doesn’t just bring thunderstorms, it signals the start of product show season across the industry. This week, the team compares experiences from traditional trade show floors to structured “speed dating” events like CSI Chicago’s CSI2eye. Steve Gantner, Elias Saltz, and Tina Montone chat about how architects, specifiers, and manufacturers navigate the sometimes awkward dance of engagement, whether walking the floor or working a booth. From eye contact and first lines to deeper technical conversations, the episode reframes product shows as more than swag and small talk. At their best, they become a two-way exchange of knowledge, where product reps and specifiers collaborate to solve real project challenges. The takeaway is clear: meaningful engagement, not just attendance, is what turns these events into valuable project resources.
Industry Insight
Product shows are evolving from passive exhibits into active, curated engagements, especially with formats like scheduled one-on-one sessions.
Practice Takeaway
Don’t overthink the approach. A simple “tell me what’s new” or “how should I specify this?” opens the door to valuable technical insight.
Process Lesson
Early and direct conversations with product reps can refine specification decisions faster than independent research alone.
Risk or Opportunity
Missed engagement is missed intelligence. Walking past a booth might mean overlooking a solution to a current or future problem.
People & Culture
The best interactions happen when both sides drop the script. Authentic curiosity from attendees and genuine responsiveness from reps build lasting relationships.
Product reps are my number one resource.