And, for many of these librarians, the state or local show is the only conference they will attend for the year. Since many of them will never get to an ALA, the state show is one of their few chances to meet vendors, sample and review products, and pick up information. Admittedly, paybacks are much more subtle than those from a national show.
Librarians feel the same way about dealing with company reps.
Another positive factor is that booth space at smaller conferences is relatively inexpensive. Furthermore, smaller shows generally encourage a more personal atmosphere, enable attendees to visit all of the exhibits, and offer more of a chance that the smaller companies won't be overlooked. Exhibitors can do some very in-depth market research at the local level, i.e. talk with librarians about new libraries, inquire about budgets in specific counties or systems, check acquisition trends and keep up on any new issues in libraries. Exhibitors can also attend conference sessions to get a feel for the concerns and ideas of the librarians in that region. Yet another benefit is the opportunity for exhibiting companies to check out the competition and their activities in the region.