How Pharmacy Professionals Can Network Effectively at a Vendor Trade show
How Pharmacy Professionals Can Network Effectively at a Vendor Trade Show
Vendor trade shows in the pharmaceutical and healthcare space are packed with potential, not just for continuing education and product discovery, but also for building valuable relationships. Whether you’re a pharmacist, pharmacy technician, or buyer, knowing how to network with drug company reps and other important vendors can open doors to better support, clinical resources, and strategic partnerships.
Here’s how to make the most of your next trade show.
- Research the Reps and Companies Attending
Before you even walk into the expo hall:
- Review the exhibitor list. Identify which pharma companies are attending and flag those that are relevant to your pharmacy, formulary or patient population.
- Understand your priorities. Are you looking for better clinical support? Access programs? Co-pay assistance? Let those goals guide your visit.
- Prepare questions. Know what you want to learn — from drug pipeline updates to samples, formulary status, or territory-specific support.
- Know Your Value as a Pharmacy Professional
Drug reps want strong relationships with pharmacy professionals — you’re the bridge between their product and patient outcomes.
Be prepared to:
- Share insights on patient adherence or product access issues.
- Discuss feedback on real-world product usage.
- Express needs clearly — whether for education, training, or materials.
A clear, confident introduction helps position you as a key partner, not just another contact.
- Be Strategic With Your Time on the Floor
Instead of wandering from booth to booth:
- Schedule meetings in advance with reps you know or want to meet.
- Plan your booth visits during quieter times to allow for longer, more meaningful conversations.
- Don’t overlook smaller companies. Emerging pharma brands often offer more flexible support programs and fresh perspectives.
- Build Relationships, Not Just Contacts
Your goal is more than gathering brochures, free pens or swag — it’s starting ongoing, mutually beneficial relationships.
- Ask thoughtful questions: What clinical resources do you offer pharmacists? Are there any upcoming formulary changes I should know about?
- Be transparent: Let them know how you prefer to be contacted or supported.
- Be a connector: Introduce reps to colleagues who may benefit from their products or services.
- Take Notes and Track Follow-Ups
- Write quick notes on business cards or in your phone about who you met and what was discussed.
- Capture key offers or resources mentioned, such as educational sessions, access programs, or patient support lines.
- Ask for digital follow-up if they mention a new study, copay card, or clinical info you’d like to review.
- Follow Up Professionally After the Event
Within a couple of days:
- Send a quick thank-you email or LinkedIn message referencing your conversation.
- Request additional materials if promised.
- Invite collaboration. For example: “I’d love to schedule a quick meeting with our clinical team to learn more about your formulary access strategy.”
Timely follow-ups show professionalism and keep the relationship moving forward.
- Continue the Conversation Year-Round
Trade shows are a starting point — not the finish line. Stay connected with reps by:
- Participating in lunch-and-learns, CE events, or webinars they host.
- Reaching out when patient’s needs change or product support is required.
- Offering feedback that can help them advocate for better access on your behalf.
Final Dose of Advice
In the world of pharmacy, relationships with pharmaceutical reps can significantly improve patient care, operational efficiency, and access to the latest therapies. Networking at trade shows is your chance to build those bridges.
Be strategic. Be genuine. And remember: a few strong connections are far more valuable than dozens of surface-level exchanges.
Written by Lorén Voice, PTSA Communication Director.