you’ve got marching orders that make your time on the floor more focused. And don’t be shy about telling them why you’re asking. Frame it as, “I’ll be your eyes and ears in Vegas.” Clients love knowing someone’s working the show with them in mind. For your top accounts, maybe even schedule a short planning session to talk through their plans and budget for the year. Fifteen minutes on Zoom could set you up with a roadmap for dozens of great follow-ups later. During: Share The Excitement The PPAI Expo has a buzz that’s hard to describe unless you’ve been there. The good news? You can bottle some of that energy and share it in real time. Social media is the obvious way. Post a quick video of a booth that stopped you in your tracks, or do an Instagram Live on a new product line that checks the eco-friendly box. Tag the supplier if it makes sense, but always connect the dots for your audience: “This would be perfect for onboarding kits or employee wellness campaigns.” Even better, send personalized updates. Snap a picture of something that screams “your brand” and text it right then and there: “Saw this and thought of your fall event.” It takes 10 seconds, but it shows your clients you’re thinking about them while surrounded by thousands of other distractions. And remember, it’s not just about collecting samples. Take notes on pricing, lead times and decoration options. When you share that info later, you’ll stand out from the folks who just came home with another bag of catalogs. After: Deliver The Goods Here’s where you separate yourself from the pack. Lots of people go to Vegas for the big one; not everyone turns it into value for their clients. Aim to send a recap within a couple of weeks. Keep it short and tailored to them. For your best clients, a three-slide deck or even a coffee meeting where you show them “the top five things I found for you” can make a big impression. Another option: Host your own post-Expo showcase – maybe an open house at your office with a few favorite samples laid out or a 30-minute webinar where you walk through the trends you saw. It doesn’t have to be fancy; it just has to show that you came back with ideas, not just stories about late nights on the Strip. And when you highlight products, tie them directly to what you know about your clients’ year ahead: “That tech giveaway would be a great fit for your recruiting push this summer.” That’s where the magic happens – connecting Expo discoveries to their business goals. For distributors, The PPAI Expo is an investment of time, money and energy. It’s not easy to get away. That’s why you have to be deliberate about earning a business return. If you approach it with your clients in mind, the show pays off in spades. Poll them before you go, share with them while you’re there and deliver a thoughtful recap after. Do that, and your clients won’t just see you as the vendor who has their OOO auto-reply up for a few days every January but as the partner who brings the “big show” experience to them. That’s how you turn a week in Vegas into a year’s worth of wins. Linn is the distributor sales manager at PPAI. BONUS! 4 Seasons Of Follow-up Spring: Share A Fresh Pick Revisit your notes from The PPAI Expo and spotlight one product or idea clients didn’t act on right away. Position it as a “spring refresh” for their campaigns. Summer: Connect To Events Tie your finds to seasonal opportunities like outdoor festivals, company picnics or recruiting fairs. Show how what you saw in Vegas solves summer challenges. Fall: Plan Year-End Programs Use Expo discoveries as inspiration for holiday gifts, recognition awards or trade show giveaways. Present them as insider recommendations before year’s end. Winter: Set The Stage As The PPAI Expo approaches again, circle back: “Here’s what worked from last year, and here’s what we’ll look for this time.” It shows you’re always building on your clients’ feedback. PPAI • NOVEMBER 2025 • 25 Your Business | Voices
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