Truckpedia Trucker's Guide to Landing Direct Shippers at Trade Shows

Listen Mode: Small Carriers Can Crush It at Trade Shows

7:25

Hey there, trucking pros! Let’s talk about trade shows. You know, those events where you walk in feeling like a small fish in a big pond, and by the end, you’re swimming with the sharks (or at least shaking hands with them).

If you’ve ever thought, “Trade shows aren’t for me,” or “I don’t have time for this,” buckle up—because Truckpedia CEO, Justin Lu just dropped some serious knowledge bombs in a recent webinar "How To Connect with Shippers at Trade Shows", and I’m here to break it down for you. If you missed it, don’t worry—you can watch the full recording and get your hands on some free tools below!

Why Trade Shows Are Your Secret Weapon

First things first: trade shows are a goldmine for truckers. Seriously. Justin put it best:

“Trade shows can bring you a lot of valuable leads and generate a lot of business for you. And small trucking companies can stand out. It doesn’t matter how many trucks you have—there are trade shows that are a good fit for you.”

So, if you’ve been avoiding trade shows because you think they’re only for the big players, think again. Even if you’re running a lean operation with just a handful of trucks, you can still make a splash.

Pre-Show Prep: Don't Wing It

Here's the deal: walking into a trade show without a plan is like showing up to a potluck with no dish. You’re just gonna stand there awkwardly while everyone else eats.

Step 1: Find Your Niche: What do you specialize in? Frozen food? Medical equipment? Golf clubs? (Yes, Justin mentioned a guy who hauls custom golf putters—niche is the name of the game.)

Step 2: Do Your Homework: Google is your best friend. Search for trade shows in your niche, like “frozen produce trade shows 2025.” Then, reach out to key contacts before the event.

Pro Tip from Justin: Book meetings in advance and nail your pitch.

“Before going to the conference, identify who the shippers are. Next figure out how you can book meetings with them in advance. Whether through emails or via a request inside the tradeshow or conference app, LinkedIn etc.”

Example: “We have 45 years of experience hauling frozen food. I noticed your company specializes in frozen seafood and I’ll be at the conference. Can we schedule a quick 10-minute chat on Friday at 11am?”

Boom. You’re already ahead of the game because 99.9% of trucking companies aren’t doing this. But that’s not surprising because most of you reading this are in the carrier/trucking business and not at a marketing agency!

During The Show: Network Like a Pro

Alright, you’re at the trade show. Now what? Don’t just stand in the corner sipping bad coffee. Get out there and mingle!

Tip 1: Go Where the Shippers Are: Avoid hanging out with other truckers (sorry, buddies). Your goal is to meet shippers, not swap stories about flat tires.

Tip 2: Ask the Right Questions: Start with something casual like, “What do you like to do for fun?” Justin swears by this:

“If they mention, ‘I like skiing,’ you can say, ‘Oh, did you go to Lake Tahoe or Colorado?’ Build rapport, start conversations…”

Tip 3: Take Notes and Photos: Yes, photos. Justin’s advice:

“Trade shows are also places that are great for taking pictures. You want to take as many pictures as you can because most people are not comfortable taking pictures. When you take a picture with them, especially if they are a potential prospect, no one’s gonna say no to you.” Plus, when you follow up later, you can say, “Hey, remember this awesome selfie we took? Let’s do business!”

So, if you've been avoiding trade shows because you think they’re only for the big players, think again. Even if you’re running a lean operation with just a handful of trucks, you can still make a splash.

Post Show: Don't Ghost Your Leads

Here's where most people drop the ball. You’ve got a stack of business cards and a notebook full of scribbles—now what?

Step 1: Sort Your Leads:

Hot Leads: Ready to do business? Follow up within 48 hours.
Warm Leads: Interested but not urgent? Follow up in 1-2 weeks.
Cold Leads: Long-term opportunities? Add them to your email nurturing list.

Step 2: Follow Up Like a Boss:

Justin's mantra:

“Hot leads mean they’re ready to do business. We had a really engaging conversation. They love what I do and they’re ready to pay, they’re ready to buy, they’re ready to onboard. So I will call those people immediately after the conference.”

How Truckpedia Can Help You Win

If all this sounds like a lot of work, don’t sweat it. Truckpedia’s got your back with tools to make your life easier. Because on average, it takes between 7-11 touches (emails, phone calls etc.) over days, weeks or months, before you win that shipper.

TMS: Automates 70-80% of your manual tasks (invoicing, compliance, load tracking—you name it).
Lead Finder: Connect with over 2M+ shippers.
Instant Website Builder: Create a professional website in 30 minutes.
Email Marketing Tool: Use our AI to build and run automated email nurture campaigns.

Justin's words:

“Truckpedia’s TMS can automate 70 to 80% of the work you’re doing manually—driver pay calculation, data entry, invoicing, factoring, scanning, paper compliance as well as all of the growth tools to help you land new shippers.. You name it. All of it can be managed in the Truckpedia TMS.”

How Truckpedia Can Help You Win

1. Set Goals: Know your niche and pick the right trade shows.

2. Network Smarter: Build relationships, not just sales pitches.

3. Follow Up: Don’t ghost your leads—nurture them!

4. Leverage Tools: Use the #1 Rated Truckpedia TMS to automate the boring stuff so you can focus on growing your business.

And remember Justin's golden rule:

“Network smarter, not harder. Don’t be afraid of talking to people and start conversations by asking them, ‘What do you like to do for fun?’ Build rapport, start conversation, and then go for the pitch.”

List of Trade Shows to Find Shippers Happening in 2025

1. Manifest – February 10-12, 2025 | Las Vegas, NV

2. RILA LINK 2025 Retail Supply Chain Conference – February 10-12, 2025 | Las Vegas, NV

3. Air Cargo Conference – March 2-4, 2025 | Dallas, TX

4. TPM Annual Conference – March 2-5, 2025 | Long Beach, CA

5. Distribution Management Conference & Expo – March 2-5, 2025 | Tampa, FL

6. Food Shippers of America Conference – March 2-5, 2025 | Palm Desert, CA

7. ShopTalk – March 25-27, 2025 | Las Vegas, NV

8. TIA 2025 Conference – April 9-12, 2025 | San Antonio, TX

9. FIME– June 11-13, 2025 | Miami, FL

10. EATS– October 28-30, 2025 | Chicago, IL

So, what are you waiting for? Get out there, shake some hands, take some selfies, and start landing those shippers. And if you need a little help along the way, Truckpedia’s got your back with the resources below:

Watch the full webinar recording:

Now go crush it, trucking rockstars! 🚛✨

Ready to get a 30-minute demo of the #1 rated TMS that includes built-in marketing and growth tools?

Get Demo!