Let’s get one thing straight:
If you own a smoke shop and you’re not attending trade shows, you’re already behind.
You’re missing the products.
You’re missing the connections.
You’re missing the evolution of this industry.
The guys growing their business 2x, 3x, 10x a year?
They’re not sitting on Instagram waiting for a sales rep to DM them.
They’re walking the show floor, shaking hands, and closing deals.
This blog isn’t going to romanticize trade shows — it’s going to show you why they matter, how to attack them like a pro, and how to stop wasting time while your competition scales.
WHY TRADE SHOWS MATTER (AND WHO THEY’RE REALLY FOR)
Trade shows aren’t for tourists. They’re not for content collectors.
They’re for buyers. Operators. Builders.
Here’s what a real shop owner gets out of a trade show:
- Access to new brands and exclusive SKUs BEFORE they hit your competition’s shelf.
- Face-to-face relationships with vendors, reps, and decision-makers.
- Better pricing, deals, and terms that aren’t available online.
- Insight into trends six months before they pop on TikTok or show up in your inbox.
- Bulk buying opportunities with show-only incentives and bundled freight.
- Game-changing strategies from seminars, workshops, and panel conversations (if you pay attention).
If you're not getting this? You're wasting your badge.
WHY MOST OWNERS WASTE THEIR TIME AT TRADE SHOWS
Let’s call it out:
- You fly out with no plan.
- You walk around aimlessly grabbing stickers and catalogs.
- You party at the after-events instead of networking with real operators.
- You never ask for show pricing.
- You don’t follow up with anyone you met.
That’s a vacation. Not a business trip.
If you’re not going to work the show floor, stay home and save the airfare.
HOW TO DOMINATE A TRADE SHOW LIKE A PRO
Here’s how serious shop owners prep for — and win at — every trade show:
1. Pre-Show: Build a Target List
Know which booths you want to hit and WHY.
Set meetings in advance with your best vendors.
Find the brands no one carries in your area — and go introduce yourself.
2. Have a Budget — and Use It
Decide your spend before you show up. Stick to it.
Ask for show-only deals. If they say “We don’t have any,” walk away.
Don’t buy what’s already on sale online. Look for EXCLUSIVE lines and test bundles.
3. Ask Smart Questions
What’s the MAP policy? (Minimum Advertised Price)
How are returns and defect handling done?
Is there freight support? Is there packaging support?
Do they offer training for your staff?
If a vendor stumbles on these answers, move on. You’re not here for amateurs.
4. Network with Operators, Not Just Salespeople
Find store owners who are doing numbers.
Ask them what’s working, what’s flopping, and what they’re testing next.
Be quiet and listen. One 10-minute convo can change your entire buying strategy.
5. Close and Follow Up
Don’t “think about it.” If it makes sense, close it.
Take pics of everything you buy.
Get business cards, email intros, and follow up immediately when you get home.
WHAT SHOWS ARE WORTH IT?
Here’s the truth: Not all trade shows are created equal. Some are cash grabs.
Others are power moves.
Here are the ones serious owners watch:
CHAMPS Trade Shows – Las Vegas, Atlantic City, Denver, Chicago
→ Deep product variety, heavy on smoke accessories, glass, cannabinoids.
TPE (Total Product Expo) – Las Vegas
→ Big for cigars, tobacco alternatives, and new nicotine trends.
HQ Events & Private Buyer Conferences
→ Invite-only shows where vendors cut elite deals with serious buyers.
MJBizCon – Las Vegas
→ Not retail-focused, but great if you’re exploring vertical integration.
If you're brand new: Start small.
If you're established: Go big, and go deep.
THE BOTTOM LINE
Trade shows are where the smart shops get ahead.
The ones who don’t go? They just end up price-matching on Instagram, wondering why their margins are trash.
You want to grow this thing?
Get in the room.
Touch the product.
Meet the vendors.
Negotiate your margins in person.
And then go home and outwork everybody.
Want a trade show walkthrough with real buying strategy?
I offer one-on-one consultations and on-site meetups.
→ Hit me at ChadWadeTV.com if you're ready to stop shopping like a rookie and start scaling like a pro.