Section 5

Event & Expo Strategy

Expos are a major growth channel for Momentum. They put you face-to-face with dozens of dealership decision-makers in a single day. This playbook ensures you maximize every event.

Expo Goals (Per Event)

🗣️

Dealers Spoken To

🤝

Meaningful Conversations

📇

Contacts Collected

📅

3–5

Meetings Booked

Expo Conversation Framework

At an expo, you have 3–5 minutes per conversation. Make every second count with this structure:

Open with curiosity

~30 sec

"What's been your biggest challenge getting buyers through the door this year?"

Listen and empathize

~60 sec

Let them talk. Nod. Ask follow-up questions. Show you understand their world.

Drop an insight

~45 sec

"Interesting — I've been looking at how buyers find RV dealers online and noticed something about your market area..."

Create curiosity

~30 sec

"I'd love to show you what I found. It's a quick 15-minute walkthrough."

Exchange info & book

~30 sec

Get their card, give yours, and propose a specific day/time for a follow-up call.

Expo Playbook Timeline

Research attending dealerships and their online presence

Prepare 5–10 visibility audits for target dealers

Print business cards and one-pagers with QR codes

Rehearse your opening lines and elevator pitch

Set up a simple lead capture system (phone notes or form)

Expo Pro Tips

Arrive early — the best conversations happen before it gets crowded

Wear something memorable but professional — you want to be recognized later

Take a photo with each dealer you connect with — it helps with follow-up

Do NOT pitch at the booth — build curiosity and book the real conversation for later