It is essential to reach customers with effective marketing tools to establish sales relationships and partnerships. Major industry trade shows and smaller specialized conferences are often where customers want to easily interact with suppliers. For one international defense equipment supplier, we targeted the large Association of the U.S. Army Expo in Washington DC and specialized quarterly Aerospace Industries Association (AIA) supplier conferences. The Army Expo required brief, efficient pitches at customer stands that we helped develop. The AIA events required identifying and pre-scheduling of one-on-one appointments with the correct procurement executives at large defense primes. Ensuring proper follow-up with effective sales presentations and meeting is a valued part of our service.