PhilMedical Expo 2025: Key Learnings and Growth Takeaways

Participating in the PhilMedical Expo 2025 was more than just a business trip—it was a valuable opportunity to connect with the market, engage with potential clients, and reflect on our strategies. Using the KISS (Keep, Improve, Stop, Start) framework, our team has summarized key insights to refine our approach for future events. Here’s what we learned:

Keep: What Worked Well

Some practices proved highly effective and will remain core to our exhibition strategy:

• Proactive Client Engagement: Instead of waiting for clients to approach our booth, we maintained a dynamic approach—with team members taking turns to stay at the booth while others actively recruited potential clients, including those exploring neighboring booths. This proactivity significantly boosted our interactions.

• Instant Follow-Up: We prioritized real-time connection by adding clients on WeChat, WhatsApp, Facebook and LinkedIn during conversations. Sharing photos of products they showed interest in, sending electronic materials, and taking group photos (using our KT board) to share afterward helped strengthen relationships and keep our brand top-of-mind.

• Team Coordination: Clear role division—between lead generation, client reception, and documentation—ensured smooth operations. A friendly demeanor, quick responses (like offering water to visitors), and a focus on making clients feel valued created positive first impressions.

Improve: Areas for Refinement

We identified several areas where better preparation and execution will elevate our performance:

• Professional Image: Standardizing our on-site presence is key. This includes using a company-logo tablecloth and ensuring all team members wear unified business attire (e.g., POLO/shirt + trousers) to convey professionalism.

• Pre-Event Readiness:

• Training & Role Clarity: Simulating client Q&A sessions before the event and defining daily responsibilities for each team member will reduce confusion and enhance confidence.

• Competitor Research: Conducting a pre-event walk through to analyze competitors’ core selling points and service models (e.g., one-stop solutions) will help us tailor our pitches more effectively.

• Material Management: We need to optimize the distribution of physical collateral. For example, high-quality product brochures should be prioritized for high-intent clients, avoiding over-distribution on day one. Additionally, we’ll ensure sufficient quantities of materials—even utilizing extra luggage space if needed.

• Targeted Outreach: When sharing promotional materials, we’ll adopt a layered approach: starting with an overview of our company’s services to gauge client needs before diving into specific products.

Stop: Practices to Discontinue

To streamline our efforts, we’re eliminating these counterproductive habits:

• Passive Waiting: When the booth is quiet, team members will no longer sit idle. Instead, one person will monitor competitor booths to observe their client interactions and strategies.

• Unprepared Equipment: All on-site tools (such as photo printers) must be fully tested before the event to avoid delays caused by technical issues like poor internet connectivity.

• Overwhelming Clients: Hard-selling without understanding client needs risks appearing unprofessional. We’ll focus on listening first, then tailoring our introductions.

• Disorganized Samples: After clients view samples, we’ll immediately reset them to maintain a tidy booth—ensuring every visitor encounters a polished, trustworthy setup.

Start: New Strategies to Implement

We’re introducing these actions to enhance results and client satisfaction:

• Closed-Loop Client Follow-Up:

• High-intent clients (e.g., engineering partners) will be invited for follow-up discussions at the booth the next day or even for dinner to deepen relationships.

• Key clients will be flagged in our CRM system (OKKI) with notes, and team members will be tagged for collaborative support.

• On-Site Conversion: For clients with clear needs, we’ll provide updated, localized price lists (including Philippine market rates) and leverage face-to-face interactions to finalize quotes. When possible, we’ll secure small deposits (e.g., a few thousand pesos) to solidify commitments.

• Post-Event Planning: We’ll predefine a plan for sample storage and transportation after the exhibition, ensuring a coordinated team effort to manage logistics efficiently.

• Strategic Networking: We’ll prioritize printing photos for high-value clients (e.g., engineering partners) to strengthen memorability and actively verify contact details (even without business cards) to ensure follow-up is possible.

Beyond KISS: Key Market Insights

The exhibition also reinforced critical lessons about the Philippine market:

• Demand & Sensitivity: The country’s growing infrastructure reflects strong market demand, but price sensitivity requires us to prioritize consistent, meaningful client engagement over low-frequency, generic outreach to avoid being reduced to price competition.

• Communication & Execution: Timely responses to clients—whether during the event or post-trip—and diligent follow-through on tasks (e.g., monitoring competitor activities as guided) are foundational to building trust.

Every exhibition is a learning journey. By applying these KISS principles, we’re committed to refining our approach, strengthening client relationships, and seizing more opportunities in the Philippine market. Stay tuned for our next chapter of growth!

*Key Words: #CBMTECMedical #MedicalGasManifolds #MedicalGasSolutions #MedicalGasEngineering #CBMTInternational #HealthcareSolutionsProvider #TogeterWeCan