Launch Your Product: The Truth About Trade Shows: What No One Tells You

You don't need a booth at every trade show—and sometimes you shouldn't go at all. Stephen Key breaks down exactly when to attend, how to work the show, and what to avoid.
**When to Go to a Trade Show:**
→ You're selling product with inventory ready to ship
→ You're looking to license your idea to established companies
→ You want to meet smaller retailers and build relationships
**When NOT to Go:**
→ You only have a prototype (too much exposure, too early)
→ You're hoping big retailers will discover you (they won't)
→ You haven't practiced your pitch or prepared your booth
**Key Takeaways:**
• Trade shows changed after COVID—many companies realized they don't need to attend
• If you're selling, focus on smaller retailers first, not big box stores
• If you're licensing, don't buy a booth—walk the show and meet companies that want ideas
• Practice your pitch relentlessly before you arrive
• Build relationships; don't hard-sell
• Get business cards and follow up later (not the next day)
• A professional booth is expensive—make sure it looks great and you work it hard
• Never sit down at your booth; actively engage people walking by
**Why inventRight Gateway is Different:**
We've built relationships with 300+ companies actively looking for ideas. We pitch your product, answer their questions, and negotiate licensing agreements on your behalf—so you don't have to figure out trade shows alone.
Ready to get your idea in front of the right companies?
→ Book a free consultation: https://inventright.com/contact
→ See products licensed with inventRight help: https://inventright.com/member-success
inventRight has helped thousands of inventors over 25 years. Learn more at inventright.com.
Chapters
0:00 Introduction: Why You Need to Know Trade Show Strategy
0:16 Stephen Key's 40-Year Trade Show Background
1:36 How Trade Shows Changed After COVID
5:06 Why Companies Stopped Attending Trade Shows
6:50 Introducing inventRight Gateway: An Alternative Approach
7:34 Strategy #1: If You're Selling Product with Inventory
8:01 Start Small: Why Big Retailers Won't Order from You Yet
9:28 Booth Essentials: Design, Energy, and Pitch Practice
10:42 The Critical Mistake: Learning to Sell at the Trade Show
11:02 Physical Preparation: Comfort, Cards, and Sleep
12:27 Strategy #2: If You Want to License Your Idea
12:36 Why You Don't Need a Booth for Licensing
13:00 How to Work the Show: Research, Timing, and Appointments
13:47 The Right Way to Approach Companies: Build Relationships, Not Pitches
14:38 Getting Business Cards and Following Up Later
15:15 Strategy #3: The Prototype Mistake—Don't Do It
15:23 Why Prototypes Don't Work at Trade Shows
16:24 The Real Advantages of Attending Trade Shows
17:11 Final Advice: Go for the Right Reason
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