For as long as I can remember, the International Builders Show (IBS) has been the ultimate proving ground for new ideas, innovative products, and ambitious companies hoping to change the way we build. My first show was back in 2001, and in the years since, I’ve watched the aisles fill with optimism, invention, and more than a few “next best things in construction.”
This coming February’s IBS promises to be no different—at least on the surface. The booths will be filled with dazzling displays, slick demos, and sales reps ready to pitch the future. But beneath the bright lights lies a tougher reality: many U.S. companies are struggling, and this show could be the litmus test that determines who’s positioned to grow and who’s simply hanging on.
So, how can your company walk into IBS 2026 ready not just to show up, but to stand out? Here are a few proven ways to make this the year your booth becomes the one everyone remembers.
Don’t Just Exhibit—Educate
The most successful booths aren’t just selling products; they’re teaching visitors something valuable. Builders and factory owners love solutions that make their work faster, easier, or more profitable. Instead of a sales pitch, offer a mini “aha” moment—show attendees a better way to do what they already do. If they learn something useful in your booth, they’ll remember you long after the candy bowl is empty.
Make It an Experience, Not a Display
A great booth is like a movie trailer—it gives just enough excitement to make people want to see more. Use interactive demos, touchscreen visuals, or even short videos to bring your story to life. Attendees should leave feeling like they’ve experienced your product, not just heard about it.
Rethink the Candy Jar Test
Someone once told me you can measure a company’s show success by the candy jar test. If the jar is constantly being refilled but no one’s talking to the booth team, your business may be in trouble. The fix? Give people a reason to stop that goes beyond free sweets. A quick contest, a clever question, or a “builder challenge” tied to your product can spark real conversations—and those are the sweetest leads of all.
Build Momentum Before the Show
Don’t wait until the first morning of IBS to start building interest. Use LinkedIn, email, and your company’s website to tease what you’ll be showing. Offer appointment slots for key customers or potential dealers. A buzz before the show means your booth traffic won’t rely on random footfall—it’ll be full of people who already want to meet you
Focus on Follow-Up Before You Even Arrive
A great show can turn into a wasted opportunity without a fast and personalized follow-up plan. Before the first visitor walks into your booth, have your post-show system ready—emails, call lists, social media connections, even a short thank-you video from your team. The companies that treat follow-up as part of the show, not an afterthought, are the ones that see the real ROI.
Train Your Team to Tell the Same Story
Too many booths sound like five people giving five different sales pitches. Your message should be simple, unified, and repeatable. Every team member—from the owner to the intern—should be able to answer the question, “What makes us different?” in one clear sentence.
My Final Thoughts
IBS 2026 isn’t just another trade show—it’s a once-a-year opportunity to remind the industry who you are, why you matter, and what you bring to the future of building. With the right preparation, your booth won’t just attract eyes—it’ll win trust, leads, and new business long after the convention center lights go out.
So this year, skip the generic giveaways and empty candy jars. Focus on the conversations that count. Because the companies that walk away from IBS with real success aren’t the ones that showed up—they’re the ones that showed how.
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With over 9,000 published articles on modular and offsite construction, Gary Fleisher remains one of the most trusted voices in the industry.
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