Proven strategies from dealers who treat the NADA Expo like a business accelerator

The NADA Expo is not a casual walk-through. It’s a concentrated window of opportunity — three days where preparation, discipline, and strategy make the difference between browsing and buying smart.

We asked four experienced dealers to share their Top 5 Tips on how they personally approach the Expo floor. These are not theories — they’re real-world strategies used to maximize time, strengthen vendor relationships, and drive business results.

Here are real tips from real dealers who’ve walked the floor and made the most of their time.

Matthew Laughridge
Terry Reid Auto Group
Cartersville, GA

Key Theme: Maximize your vendor relationships and stay informed.

1. Use the app to plan. I check the Expo map to find my current and potential vendors, then cross-reference with the classes and sessions I want to attend.
2. Book year-end meetings. I meet with all vendors to recap the year. I let them know it’s a performance review — either they’re on a 30-day notice or we move forward.
3. Don’t skip the chairman’s remarks. It’s a must-attend for understanding where NADA is headed.
4. Go to the Opening Reception. It’s the best networking moment of the show and helps me understand what other dealers are prioritizing.
5. Engage early. I read as many vendor emails as I can and set a ton of appointments. This is their Super Bowl — I take advantage of that energy and prep.
    

John Mitchell
Mitchell Automotive
Enterprise, AL

Key Theme: Plan ahead and build flexibility into your day.

1. Plan ahead. I make a list of exhibitors, ranked by must-see, hope-to-see, and if-I-have-time.
2. Download the app. It helps you stay organized and navigate the floor efficiently — the directions feature is a game changer.
3. Coordinate with the Dealer Learning Lab on the Expo Floor. I find the speakers or trainers I want to hear, then plan vendor visits near that area based on timing.
4. Set appointments. If I know I want a demo, I will book it in advance. Otherwise, I risk waiting or missing out.
5. Hydrate and wear good shoes. It seems basic, but it makes a huge difference.
    

Bobby Sight
Rob Sight Ford
Kansas City, MO

Key Theme: Build a structured schedule around your top priorities.

1. Download the NADA app. It’s your home base for the floor map, sessions, and vendors.
2. Pick your top 4 vendors. Identify your must-see companies and build your schedule around them.
3. Break up your day. I divide my Expo time into four sessions — like morning to lunch, or lunch to evening. Each session has a focus.
4. Cluster by location. I identify 3–4 other vendors near my top picks and visit them in between.
5. Stay open. If I see something interesting along the way, I’ll add it to my mental list and visit before the show ends.
    

Jason Moses
Moses AutoMall of Huntington
Huntington, WV

Key Theme: Use the app as your strategic checklist.

1. Download the app.
2. Make your vendor list. Before the show, I create a checklist of the vendors I want to spend time with. I favorite them in the app and use it like a punch list during the show.
3. Map your flow. The app’s Expo map and booth numbers help you build a path based on proximity. For example, if I’m heading to a franchise meeting in the other hall, I hit those nearby booths before or after.
4. Don’t get sidetracked. If I see an interesting booth that’s not on my list, I only stop for a 10 to 15-minute intro. I can always go back later if I finish my priorities.
5. Reconnect. I bring business cards from last year and try to find those contacts again, even if they’ve moved companies. Relationships matter.
    

Common Threads Across All Four Dealers

A summary of winning strategies from those who walk the Expo with purpose

• Use the NADA App: It’s your planning HQ — map, favorites, schedule, and flow.
• Prioritize vendors: Rank them, set appointments, and avoid decision fatigue.
• Cluster by location: Save steps by visiting nearby booths in a logical path.
• Meet with vendors: Build relationships, evaluate performance, and negotiate.
• Be flexible: Leave space for surprise insights but stay focused.
   

Final Thought

The NADA Expo isn’t just another industry event — it’s your opportunity to evaluate technologies, strengthen vendor relationships, and set the tone for the year ahead.

These dealer-proven strategies are more than just good advice — they’re a blueprint for making your time on the floor more productive, more intentional, and more valuable.

📌 Use what works for you. Adjust where needed. But whatever you do — walk in with a plan.


See you at NADA Show 2026! 

Register today