Q1: You’ve been part of Conventa’s journey since the first edition. What does this 18-year milestone mean to you both professionally and personally?
Well, I lost my hair and grew my beard. Does that count in any way? Joke aside, when you notice the changes in how Conventa evolved over the years, it just pushes you to do the same. Staying in the same spot is equal to going backwards. However, the point is the same as at the beginning of the story, almost 20 years ago: to make a business. What is different is the approach. You can see that the changes are made in a way that meets the customer’s needs. That means the organisers listened to us and our suggestions on how to improve the event. And that is the key: to listen. It’s the same in a personal environment or a business. To understand someone, you need to put yourself in their shoes. You need to follow your path, set a goal, and be aware of what is going on around you. It will still be your path, but I’m sure you will reach your goal much faster if you “don’t look at the floor” when walking. You can be the stronger or the faster one, but if you can’t adapt, then you will definitely lose the pace.
Q2: How has your exhibiting approach evolved since your first Conventa?
You only have one time to make a first impression. Sometimes it’s not about selling the hotel, accommodation, or destination. Sometimes it only takes eye contact, a shake of a hand. It’s not about information or a portfolio, it’s not about the number of rooms you have, or beds you sell in a year.
Q3: What keeps you returning to live trade shows in an era dominated by digital tools and platforms?
You need to be present. Digital tools are just tools to make our lives easier. The people are those who make the business.
Q4: In your view, how have destinations or suppliers changed the way they present themselves at exhibitions over the years?
Everything you need to present your company or destination fits in your pocket these days. “Digital” over “analogue” press.
Q5: What does a “successful” trade show look like to you today? Has that definition changed over time?
Every journey starts with the first step. If you make that step with a new client after the trade show, then it’s a success. You just keep looking for that first step. The stone won’t break because of the 101st attempt to break it, but because of those 100 hits before. You need to push and not give up.
Q6: What’s been your key to building strong, long-term partnerships in this industry?
Being a “man of word”, not selling the moon. To rely on someone is more valuable in long-term cooperation.
Q7: Can you share a moment at a trade show that had a lasting impact on you professionally or emotionally?
That time when we picked the reward for the best hotel. First thought was: “OK, it wasn’t all for nothing”. We were proud of it.
Q8: How do you see the role of live exhibitions evolving in a world of AI, hybrid formats and fast-changing expectations?
AI or digital tools still need to be driven by humans. When you meet someone face-to-face, you get better feedback about the person and what they represent. That won’t change no matter what.
Q9: What does real, meaningful engagement look like for you today, beyond just collecting leads or handing out brochures?
Time is money. Focus on what matters to you, and choose potential clients based on their preferences. Do the investigation of their core business, past events, and future ones. You know your product, what you sell. The most important thing is to understand what your future client needs. You won’t present your sports offer to a wedding planner. Preparation accounts for more than 49% of the story (it’s essential to know your potential client, even if you don’t use much of that information in the meeting). 49% is the impression in the meeting, and that tiny 2% is being in the right place at the right time. Luck? You can call it by that name. It is simply inevitable.
Q10: How has your preparation for a trade show changed compared to 10 or 15 years ago? What do you do differently today?
The market has changed, everything has sped up x2. The trade show concepts differ (for example, Conventa has cut meeting time to 15 minutes this year). You need to adapt and get more information in advance so you can make a faster decision on the spot. These days, we need to consider the flow of information, if it is possible (not to say, mandatory, although it’s not wrong to say that).
Q11: What one piece of advice would you give to first-time exhibitors?
You can also do business during scheduled meetings 😉.
Q12: What’s the most exciting opportunity you see for exhibitors in the near future?
The world is becoming smaller. Your reach is getting more and further. The AI and digital tools have definitely made that possible.
Q13: After all these years, what keeps you passionate about showing up not just physically, but with real energy and purpose?
As said, the market has changed, or it’s better to say, is changing rapidly, people are changing, every year is a new beginning, and you need to be ahead 2 years of all of it. That is the exciting part. It’s impossible to predict, but it’s necessary to be prepared for multiple scenarios. Personally, after all, I won’t be doing all of this just to stay the same as I was 20 years ago.
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