NATDAINSIGHTS
Exhibitor Advisory Committee
Straight from the Show Floor: Exhibiting Advice from Industry Veterans
To help exhibitors get most of their 2026 NATDA Trailer Show investment, members of NATDA’ s Exhibitor Advisory Council( EAC) shared advice and reminders for standing out and building meaningful connection in Nashville.
Prepare Early and Train Your Team
For J’ Lynn Olah of Shelby Trailers, success starts before the show opens. She always emails customers, including dealers and OEMs, to let them know the company will be exhibiting, who will be at the booth, and if anything special is planned. She also tries to set up in the same area each year so customers can find the booth more easily in a large show.
Inside the booth, training matters. Olah stresses that everyone working the booth must know the business inside and out. Booth personnel that understand the business create better conversations and leave a stronger impression.
Know the Message and Mind the Details
Mike Willers of Razor Tracking agrees that preparation starts with knowing your message. Dealers, customers, manufacturers, and partners all have different needs, and exhibitors should be ready to adjust how they communicate.
Willers also emphasizes that details matter. Clothes and backdrops should be clean and pressed. Team apparel should match or follow a clear theme. Keep product guides and swag neat and organized in your booth. He also recommends scheduling at least one meeting outside of the trade show during the event to ensure team members are making proactive contacts.
Get Off Your Phone and Engage
For Travis Otto of Malibu Financial, one of the biggest mistakes exhibitors make is sitting in the booth scrolling on a phone. From an attendee’ s perspective, that signals“ do not bother me.”
Otto’ s advice is simple. Stand up, step forward, and engage. Greet people with a friendly, open‐ended question that starts a real conversation without feeling like a sales pitch. People do business with people they like, and approachability makes a difference.
The Show Floor Rewards Those Who Prepare
Find details on attending or exhibiting at the natdatrailershow. com.
See page 26 to learn more about NATDA’ s Exhibitor Advisory Committee.
www. natda. org The Haul 21