She Sold Out at Three Trade Shows. Why Was She Disappointed?

Channon Kennedy spent between $15,000 and $20,000 exhibiting her Morgan Square measuring tool at five trade shows in eight weeks. She sold out at three of them, had her best sales day ever at another, and made valuable connections with potential distributors. And yet, she was disappointed. This week, Channon compares notes with Jennifer Kerhin, whose company manages trade shows, and Sarah Segal, whose PR firm helps clients make the most of them. Jennifer suggests that Channon may need to rethink how she measures success, while Sarah explains how exhibitors can get more out of their investment by attracting attention before, during, and even after a show.

Plus: We learn that Sarah and Jennifer have very different philosophies about rehiring former employees. Sarah sees an opportunity to bring back people who already know her business and have gained valuable experience elsewhere. Jennifer has done that four times, but she says she’s not doing it again. And Sarah explains why, after a year of rapid growth, she's planning to be more selective about the clients she takes on in 2027. She's learning that sometimes the most important thing an owner can do is say, "No." The episode is brought to you by Grasshopper Bank.

Show Notes:
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