As The PPAI Expo 2025 wraps up on Thursday, the biggest question on attendees’ minds is “What’s next?”
After all, promo pros spent all week making new connections, so now they have to maintain these blossoming relationships.
Here are a few tips from both suppliers and distributors for following up after The PPAI Expo.
Keep Those Leads Hot
Marco Indrio, vice president of California-based supplier ALPI, recommends following up soon while The PPAI Expo is still fresh on people’s minds.
“Everyone is hitting the ground running after Expo, and those samples are usually hot leads,” says Indrio. “If you wait two to three weeks after Expo, they may have already moved on to another product with their customer.”
Marco Indrio
Vice President, ALPI
Asking current clients what their needs are in advance and working and making potential sales in the moment while still at Expo is a strategy that Chris Babiash, MAS, president and CEO of Booshie, uses to secure the deal after attending the largest and longest-running promotional products trade show.
“I always go to an Expo with a list of items that clients are looking for or for current projects,” says Babaish. “What sets me apart from others is I sell on the go. If I find a cool product or item I am after, I will always take a photo in the booth and email or text it to the particular client right away with pricing and details. It allows me to take ‘follow-up post Expo’ off my plate, it allows me to work in the moment and it shows my clients we care and are thinking about them and their projects while we are in Vegas.”
Chris Babiash, MAS
President/CEO, Booshie
Internalizing conversation at Expo and bringing it back up in your follow-up is one of the key methods Alyssa Andrews of the sales and PR team for Fairytale Brownies uses post-Expo. “Take the time to listen while potential clients are at your booth so when you follow up, you can pick up the conversation where you left off,” explains Andrews.
Staying Vigilant
Note-taking is what helps Tricia Williams, CEO of My Tribe Print & Promo, stay organized for post-show connections.
“I like to take notes while I’m walking the floor – if I get a business card, I’ll jot down something on the back or even shoot a quick text or call if I see a product that’s perfect for a client,” says Williams. “When it comes to suppliers, I ask them to take notes, too, so we’re all on the same page and can match the right products to the right people later.”
Tricia Williams
CEO, My Tribe Print & Promo
Jim Dusbiber, vice president of new business development for Champro, says taking advantage of the scanners and thoughtfully asking the right questions to each potential client is the way to go.
“We start by equipping our booth team with iPad Minis for seamless badge scanning, allowing us to quickly capture attendee information,” says Dusbiber. “But we believe that lead collection is only the beginning. Our team is trained to ask insightful questions during booth interactions, ensuring we understand each distributor’s unique needs and potential fit with Champro’s products.”
Jim Dusbiber
Vice President of New Business Development, Champro
Brianna LePiane, sales agent for the PPAI 100’s No. 28 supplier Stormtech, has insight on both sides of the aisle, as she’s worked as a supplier as well as a distributor. She recommends distributors take advantage of conversations by ensuring they express their needs, as well as hearing out the needs of suppliers.
“If you’re on the distributor side, be mindful about when you’re getting scanned,” says LePiane. “Say something about what you want in that conversation – don’t let them just say whatever they want. It’s a two-way conversation, so make it memorable with some stories and some passion.”
Brianna LePiane
Sales Agent, Stormtech
