Four leading construction industry contractors recently joined hundreds of exhibitors in attendance at AEM’s recently held CONEXPO-CON/AGG and IFPE Exhibitor Meeting in Rosemont, Illinois, for an engaging panel discussion about the value of CONEXPO-CON/AGG 2023 and what the show means for their businesses. CONEXPO-CON/AGG is scheduled for March 14-18, 2023, in Las Vegas, Nevada.
The contractor panel participants detailed why they attend CONEXPO-CON/AGG, what they get out of their time spent at the show, how they prepare for it, and what the equipment manufacturers exhibiting at CONEXPO-CON/AGG can do to connect with them and ensure they get the greatest possible return on their investment in the show.
The panel discussion was moderated by Adam Albrecht, founder and CEO of The Weaponry, who opened by relating a comment he heard from a contractor attendee during CONEXPO-CON/AGG 2020, which set the tone for the hour-long dialogue that followed.
“There was a really great quote from someone I spoke with, who said, ‘We’ve got the old way mastered,” related Albrecht. “’The reason we come to (CONEXPO-CON/AGG) is to learn the new way.’”
Following some brief remarks by Albrecht, the four panelists answered questions and provided a wide range of thoughts, opinions and insights about the show, including:
- Longtime attendee and Schlouch Inc. Chief Operating Officer Don Swasing on what exhibiting companies can do to ensure they gets his business: “I’m a key relationships guy. I want to have conversations I can leverage down the road and make those physical connections, as opposed to online or via email. That’s what I’m doing that whole week… If you don’t make eye contact with me, or are throwing business cards, you’ll never see me again. I’m expecting some engagement if I’m taking the time to stop by. The other thing I would ask is, would you give thought to trying to understand minds of fleet managers or customers, anticipate their business problems and be ready to address them and have conversations around them? If all I get is just a brochure and a handout, I’m personally not going to spend a lot of time (at that particular booth). And I won’t buy anything from you.”
- Longtime attendee and Infrastructure and Energy Alternatives, Inc. Senior VP of Equipment Management Ernie Stephens on how he attempts to maximize his show experience: “I always give our people one last day to do what they want. You just start taking pictures and sending them to estimators. Remember this project we couldn’t get to? Look at this tool they just made. It’s unreal. How do you, as exhibitors, make sure we see it? That’s the hard part.”
- MCG Civil Vice President of Safety Kathy Freeman on what service organizations exhibiting at the show can do to draw her attention: “There’s a shift right now in construction, and that shift is we’re looking for clean energy, we’re looking for savings, and that shift is also safety. I’m seeing a transition with a lot of things that apply from safety that I thought I never would. That, for me, is something I’m always looking for now when you’re talking about new technology or something you can’t physically touch or show. I want to know the what, the when, when can I implement it, what area or scope of work, -- and then be brief with it.”
- Longtime attendee and John Keno & Company Treasurer Bill Vignocchi on what trends identified in AEM’s Future of Building whitepaper are top of mind for him as he prepares to attend CONEXPO-CON/AGG 2023: “What’s a focus for us is efficiency and safety. I have to do what I have to do faster, and I have to do it faster than my competition and better than my competition. Jobsite connectivity and embracing new technology faster than my competitor can, that’s where I make my money.”
- Swasing on educating himself at the show and what he wants to bring back to his team: “At the end of the day, how can I influence behavior, change something at my organization, and make things better? Two CONEXPO-CON/AGGs ago, what came back was an emphasis on safety culture. We applied the techniques, we applied the learning for that, and went from where we were to an award-winning safety program from just that one nugget at CONEXPO-CON/AGG. So, for me, I’m looking for big ideas that are a little bit abstract and somebody that understands my problems as a businessman.”
- Freeman on how exhibitors should approach attendees who show up to their respective booths: “I don't want to waste my time. My time is very valuable, and I'm trying to get to certain things (when I'm at the show). Walking up to the booth, encountering a buffer and hearing ‘Come back at 2 o'clock,’ and by that time, I already plan to be out the door, isn't what I want. I understand it's a large expo, and you're trying to fit everyone in, but having all the resources available is so important.”
- Stephens on the challenges around technology adoption: “I’m at the 49-yard-line, and it’s 3rd and 4. Are we going to get it? Are we going to punt? Or, are we going to go for it on 4th down? I can’t get technology over the 50-yard-line. What are we doing, guys? We’re not working with our end users close enough. Integration with all of the software, we’re just missing it. Then we have to take the information in-house, and to me, it’s a failure that we spend so much money. I’m trying to partner with these technology companies, and the accounting software, and to get them to all talk and be on the same platform. And, as it turns out, I’ve punted three times already.”
- Freeman on her role as a woman leader impacts interactions with exhibitors:” I usually have a group of men who work under me, and we travel together. Occasionally, we'll walk together and go through booths. More often than not, (exhibit staff) will go right to the gentlemen with me. I'll just let it happen, and I don't take offense to it. They'll start talking and going through things, and then one of my guys says, "Actually you should talk to her. She's the decisionmaker." I embrace it, and I find it funny.”
- Swasing on how he prepares for the show: “We’ve identified who’s going. We’ve identified budget and when we’re going, and we’re talking about where we’re going to stay. That’s happening right now, and we’re still six months away. We’re also taking a look at education, as there’s a lot to pick though. Everyone will get to something different, so that when we get home, we can share the learning.”
- Stephens on the value proposition of CONEXPO-CON/AGG in a nutshell: “It’s my entire cell phone, my rolodex, in one city. Can you imagine how many people I’m trying to see at the show? I can’t wait to do it again.”
Learn More
CONEXPO-CON/AGG is the largest construction trade show in North America and the premier event that connects professionals from every major construction sector. Held every three years, CONEXPO-CON/AGG takes the construction industry to the next level by helping construction professionals elevate their industry expertise, experience the newest equipment and products through demonstrations and industry-leading education, make new professional connections, and grow their own marketability within the industry. For more information on CONEXPO-CON/AGG and to gain access to all the latest news and information, visit www.conexpoconagg.com and sign up for show alerts.
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