It doesn’t matter if this is the first time you’re attending the International Builders Show or the tenth, these are the three most common mistakes we’ve all made while there.
Builders, Developers and factory owners and management will all make at least one of these mistakes because they didn’t realize they were mistakes. Can’t say I didn’t tell you.
Not Networking
I’ve been to IBS as far back as the ’90s and the biggest mistake I’ve seen firsthand is the attendees that don’t talk to anyone. Usually, it’s a husband and wife builder team that thinks the purpose of IBS is to walk through the exhibit hall and gather booklets and pamphlets from every booth so they can look through them when they get home. They are the ones carrying three bags of brochures.
Networking is by far the biggest and best reason to attend IBS. Visiting the exhibit hall is the second-best place to network. Vendors at the booth aren’t there just to hand you a brochure and a piece of candy or a pen. They’re there to talk to you about using their product or service. Introduce yourself to any vendor that looks like they can help your business. Get their business card, talk to them about how they might help your business and make a good connection.
You can also network at the conferences, discussion panels, lounges and hospitality suites. Remember, you are the reason the vendors paid big bucks to have a booth at IBS.
I know that IBS can be overwhelming, more so for the first time attendee, but walk up to people, introduce yourself, try to find a mutual interest and you’ll be surprised that you just might make a new friend.
Not Listening to Speakers or Visiting Conferences and Lounges
IBS has speakers for just about any area of construction you can think of. Most speakers, at least the ones you can approach, can be found in the smaller venues and lounges. Some can even be found on the exhibit floor.
There are so many of them, I swear they outnumber the actual attendees. There is a reason for that…they all want to share information.
If you don’t review the list of each day’s speakers and choose to listen to the ones that fit your needs, this is a huge mistake. Most of the speakers are volunteering their time and talent to help you and your business and if you spend all your time filling your plastic bags with literature in the exhibit hall, you should never be allowed to attend another IBS in your lifetime.
Plus, listening to speakers is the best way to network at IBS. You’re sitting with strangers who are listening to the same speaker you wanted to listen to. There is no better time to strike up a conversation with the person next to you. Surprise, they run a business similar to yours and now you have someone to share war stories with. Brilliant!
As a bonus, speakers love to talk after their time in the spotlight. Sometimes you have set aside some time waiting in line to talk to them but it will be worth it.
Not Visiting the Outdoor Area
My first IBS in Vegas in the 90’s, I didn’t visit the outdoor displays and when I got home I learned they were the real highlight of the show.
The last few shows I attended had a Boxabl Casita set up and Galiano Tiramani, the owner, was explaining everything about it. That was way before he opened his factory.
The last Vegas IBS had the new Genesis Home from Champion with the sliding interior wall panel. All the top brass from Champion was there to tell you about it.
A few years back, Daniel’s Wood Land, showcased one of the most innovative modular homes ever seen anywhere.
The people with the displays seemed a lot more at ease than their counterparts in the exhibit hall. Maybe it was the beer stand that loosened everyone up a bit. Hope they have one this year.
You will have to walk a little to get there but it is really worth it. Not visiting the outdoor showcase would be another huge mistake.
Here’s a bonus mistake I’ve seen a lot of vendor reps make at IBS. Your company is paying a lot of money for the booth, your wages while you’re there as well as literature, your room and board, flights and a ton of other stuff you probably never thought of before.
With that said, you are there to bring in new business, renew current customer relationships and talk to people that want information. It is not for you to stand around with your fellow booth mates discussing why you were forced to be there, complain about your boss, or who is going to win the Super Bowl.
I have seen this so often when walking through the exhibit hall. Do your boss a favor. Quit your job when you get back home and go to work for Starbucks as you certainly aren’t doing any good for your company.
Related Articles:
- Modcoach Frustrated Trying To Explain Offsite Construction At IBS 2020
- Behind The Scenes At IBS 2020
- IBS – Day Two Update 2018
Gary Fleisher is Editor in Chief of Modular Home Source and Offsite Builder. Email at [email protected]
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