There’s a simple, but important business-building axiom you’ve all heard: “It’s all about the networking.”
As business owners, you put in a lot of hours expanding your expertise in the field, learning about new products and services to offer, and establishing industry relationships. If you’re on a growth trajectory with your GOM services, increased revenue is likely accompanied by expenditures on industry-specific training, finding the right equipment to do your work more efficiently, and expanding your business horizons.
How you choose to spend your valuable time and finite financial resources to build the business is critically important. A vibrant and diverse trade show event is a great place to start. And I would argue that the Pumper & Cleaner Environmental Expo International can pay off big if you take advantage of its many networking opportunities.
If you haven’t already, you can still make plans to attend the Expo at the Indiana Convention Center in Indianapolis later this month, Feb. 27-March 1. Go to www.pumpershow.com to learn everything you need to know about attending. If you’re picking up this magazine at the Expo, you’ve obviously made a commitment to expand networking efforts in 2012. Congratulations, welcome, and please look me up on the show floor to say hello.
THE MISSING LINK
Over the years, I’ve been impressed by the vast collection of equipment for the environmental services industries found at the Expo. With about 500 exhibitors, it’s a tall order to see all of the new technologies energy and mining support services contractors might benefit from. At the same time, the collection of seminars on topics like business marketing, best technical practices and safety has always been impressive.
Some attendees have told me they’ve bought valuable equipment at the Expo. Others have fulfilled continuing education credits on Education Day. But what surprises me is that as much as anything, contractors tell me going to the Expo is most valuable for linking them to like-minded professionals to forge new partnerships and friendships. Their biggest benefit is the networking … with equipment manufacturers, other business owners, even representatives of trade associations.
If you want to make the most of networking at the Expo, here are a few tips I’ve learned over the years to build new, long-standing business relationships:
Lunch with new friends.
Breaking bread together has long been the way business gets done. At the Expo, look for a group of friendly strangers when it’s time for lunch. Introduce yourself around the table and strike up a conversation. I know many business owners who have built lifetime mentorships over burgers and fries at the Expo. They enjoy the frank conversations they couldn’t have with competitors back at home. You might not want to share successful business initiatives with the guy down the street, but it’s a whole different matter talking to folks from across the country who share your passion for the industry.
Gather around the COLE Pub.
Let your hair down a little bit and share a beer with some of the other 12,000 professionals at the Expo at the COLE Pub venue in the exhibit hall. You can also attend the Industry Appreciation Party to share some lighthearted time with new friends away from the hustle and bustle of the exhibit hall. Networking can’t be all work and no play.
Rub elbows at Education Day seminars.
Map out seminars you want to participate in on Education Day. Take your time and choose carefully so you get the most bang for your buck. If you look for offerings that most closely fit your business needs, you’ll also meet and hear from more contractors who face the same challenges you do. I’ve witnessed some of the most productive Expo networking between like-minded business owners just before and after each seminar. And if you really want to get in on some of the best conversations, make your way toward the podium after an interesting seminar and listen in as the speaker addresses specific questions from other contractors.
Build rapport with suppliers.
There’s no question it’s becoming more of a virtual world when you plan to buy large-ticket equipment and consumable supplies. The last time you ordered a new service truck or other equipment, you likely went online to start gathering information for the purchase. While comparing products on websites is a heck of a convenience, it doesn’t fully replace the personal touch of one-on-one interaction with a supplier. And there’s a degree of comfort gained when you can get an up-close look at a piece of equipment on the exhibit floor.
The Expo is the perfect place to meet new manufacturer’s representatives and reconnect with your regular suppliers. The handshake meetings show vendors you mean business, that you are willing to invest in personal, long-lasting relationships. And this commitment on your part may encourage suppliers to be extra responsive to you in a time of need – say when you have to have a repair part shipped overnight in an emergency or if you need to find a piece of equipment in a hurry to satisfy a new customer.
Make contact with trade associations.
Maybe you’ve thought about joining a trade association, for instance the National Association of Wastewater Transporters if you run a fleet of vacuum trucks. But you’ve never found a practical opportunity to meet the trade group’s leaders and learn how membership in the organization can help your business. The Pumper & Cleaner Expo is a great place to hook up with members of environmental services trade associations.
First, industry trade associations organize several seminar tracks on Education Day (Feb. 27). Spending the day listening in on a host of presentations can enhance your technical knowledge and help you determine if these associations will provide tools you need to grow your business. Secondly, trade groups often have a booth at the Expo staffed by their active members, or they may hold business meetings at the Expo that you can attend.
Take part in Roundtable Discussions.
The Expo’s Roundtable Discussions breakfast, scheduled for 8-10 a.m. March 1 in the Indiana Convention Center’s restaurant area, promises business networking at its best. Contractors in a variety of environmental services industries are invited to participate in moderated discussions on topics ranging from marketing to sludge processing. Show up, move from table to table, and meet other contractors grappling with the same challenges you face.
Tell me your story.
I’ll be at the Expo as well, looking to network with you and other support services contractors in the gas, oil and mining industries. I will be on hand at Education Day seminars, checking out new products on the exhibit floor and available to meet GOMC readers. I’d love to network with you, learn about your business and find out what you’d like to see covered in the magazine. See you at the Expo!
