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At industrie-messen.de we see every week how fairs are planned. Most visitors and exhibitors look at the exhibitor directory shortly before the start. Yet it is most valuable weeks ahead: it tells you who will be there, in which hall and with what offering.
What a directory does and does not tell you
A directory reliably answers who exhibits, where they stand and which product groups they chose. It does not tell you whom a conversation is worth. Exhibitors choose their groups themselves, often generously.
Five steps from directory to meeting list
- Get it early and note the date. Check again in the week before the fair.
- Filter by target customer, not by product group. Whether an exhibitor really fits shows on its website.
- Look for an occasion. A new hall, a new site, an announced investment.
- Find the right person. The decision may sit with production management or the owner, not at the stand.
- Invite three to four weeks ahead. With hall, stand number and a proposed time.
The work the directory does not do
Steps 2 to 4 are the real work: with several hundred exhibitors, a good week, right when you prepare your stand. That week can be handed over.