What happens when thousands of construction industry professionals converge at the largest industry exposition in the North America? In a word: business. Last week, the Association of Equipment Manufacturers (AEM) held CONEXPO-CON/AGG in Las Vegas—a global b-to-b event that showcases the latest equipment, products, services and technologies for the construction industry. Simply put, CONEXPO-CON/AGG is how the construction industry does business.

Held every three years, the event attracts key company decision-makers including 44 percent with the top titles of president/owner and vice president/general manager/CFO. The breadth and depth of the event is awesome and the numbers are staggering:

• 120,000 attendees
• Representatives from 150 countries
• 2,400 exhibitors
• Over 2 million net square feet of exhibit space

CONEXPO-CON/AGG is a successful b-to-b event because it provides an optimal forum for relevant business activity to take place. Here’s a small portion of what I observed during my three days in Vegas:

What’s New, part 1
The attendees I spoke with (primarily owners of construction companies) said that one of the primary reasons they come to CONEXPO-CON/AGG is to see how new technology can increase productivity. Because of the tough economy and rising fuel costs, these professionals are searching for ways to stay competitive. As Brent, the president of a 300-employee general contractor company in Woodburn, Oregon said, “Even though we have had a bad couple of years…if there is a better way of doing something we have to keep our eyes open for it, and CONEXPO-CON/AGG is a great place to do this.”

What’s New, part 2
Increasing productivity is one way to improve business—diversification is another. Attendees also said they came away from the show with new directions to take their businesses. While some people came to CONEXPO-CON/AGG to find a solution to a specific problem, others were pleasantly surprised when opportunity found them. Ralph, a western Pennsylvania paving contractor said that he wasn’t planning to add new services to his business but after visiting an exhibitor with a unique concrete product, he’s thinking about expanding his business. While he expected to see the big names at the show, he thinks the real value of CONEXPO-CON/AGG comes from discovering companies he doesn’t know—because that’s where opportunity lies.

What’s New?
Whether it was putting a face to the name of one of their key suppliers or sharing solutions with an industry colleague, the attendees I spoke with said that CONEXPO-CON/AGG provides them with networking opportunities that are vital to their businesses. Many attendees base their purchase decisions on the personal relationships they build with the manufacturers and distributors they meet at the show. Several attendees mentioned that it was invaluable to look a vendor in the eye, shake his hand and listen to his voice as he described the benefits of his solutions.

Que es Nuevo
While the construction industry in the U.S. has suffered in recent years, CONEXPO-CON/AGG saw record numbers of international attendees. Many countries are developing their infrastructure, minerals and energy sectors which hopefully translates to opportunities for the construction equipment industry. To help facilitate the international visitors, AEM created an International Trade Center—an onsite business service center where attendees could receive general assistance in major world languages and meet with business partners from other countries. The attention AEM paid to their international audience made it easier for all companies to find ways to work together. Hopefully this means that the market for exports of US-made construction machinery will build on the 28% gain it saw in 2010.

Even though the next CONEXPO-CON/AGG isn’t until 2014, attendees told me that it’s already on their calendar. Ultimately, that’s the highest compliment they can pay to AEM—their event is a necessity for people in the construction industry. It is a forum to build relationships and find solutions. CONEXPO-CON/AGG is how the construction industry does business.