# Rethinking Trade Shows and Dialing in Your Value Prop with Jose Palomino

- Show: [Manufacturing Happy Hour](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour)
- Published: 2022-03-08
- Length: 42m
- Page: https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino
- Listen: http://manufacturinghappyhour.com

## Summary

Jose Palomino, CEO of Value Prop, discusses strategies for B2B manufacturers in the $2-20 million range to avoid becoming commoditized by overly relying on a few large accounts. He explains how to identify and leverage 'marginal advantages'—small operational improvements that matter to specific customers—to win deals without competing solely on price. Palomino also outlines a proactive trade show strategy, advising companies to replace expensive, low-impact booth displays with targeted pre-show outreach and high-value entertainment to build deeper relationships with key prospects.

## Chapters

- [0:45](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=45) Introduction: Jose Palomino and Value Prop
- [5:59](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=359) Palomino's Background: From Comic Books to Marketing
- [10:00](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=600) The Risk of Customer Concentration and Commodity Status
- [17:06](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=1026) Leveraging Marginal Advantage to Win Deals
- [23:14](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=1394) Identifying Value: Customer and Team Feedback
- [27:22](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=1642) Replacing Tenured Salespeople and Defining Sales Processes
- [31:33](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino#t=1893) Rethinking Trade Show ROI and Strategy

## Topics

- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)

## Most relevant to

early-stage companies

## Mentioned

- Value Prop (company)
- The Revenue Throughput Podcast (other)
- Villanova (other)
- Mint Delivery System (other)
- IME West (other)
- Darren Mitchell (other)
- Usain Bolt (other)
- Teikoku (other)

## Related episodes from other shows

- [148: Grow Your Hardware Product Sales Via Trade Shows](https://hardwarepodcasts.com/podcast/product-startup/2022-11-02-148-grow-your-hardware-product-sales-via-trade-shows) (Product Startup)
- [096: How To Launch a Consumer Product at Trade Shows](https://hardwarepodcasts.com/podcast/product-startup/2021-10-06-096-how-to-launch-a-consumer-product-at-trade-shows) (Product Startup)
- [Your Guide to Trade Show Booth Success w/ Jon Franko & Matthew Sciannella](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-11-02-your-guide-to-trade-show-booth-success-w-jon-franko-matthew-sciannella) (The Manufacturing Executive)
- [3 Things Manufacturers Can Do In The Absence of Trade Shows w/ Joe Sullivan](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2020-09-22-3-things-manufacturers-can-do-in-the-absence-of-trade-shows-w-joe-sullivan) (The Manufacturing Executive)
- [Ep. 31 - Going to Events](https://hardwarepodcasts.com/podcast/open-hardware-manufacturing-podcast/2024-10-24-ep-31-going-to-events) (Open Hardware Manufacturing Podcast)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-03-08-rethinking-trade-shows-and-dialing-in-your-value-prop-with-jose-palomino. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to Manufacturing Happy Hour.