Kongres Magazine has been the official media partner of Conventa since the very first edition. This year, the premier regional trade show in New Europe celebrates its 18th anniversary. To understand what keeps leading suppliers returning, we spoke to representatives from far and near who convene in Ljubljana to meet with global hosted buyers every February. David Pobjecky, Head of the Bratislava Convention Bureau, discussed transparency and trust in partnerships and explained why he no longer relies solely on charisma at trade shows.

Q1: You’ve been part of Conventa’s journey since the first edition. What does this 18-year milestone mean to you both professionally and personally?

I’m always looking forward to participating in Conventa every year. To be honest, I like meeting peers from the industry, sharing ideas and opinions, and having unlimited networking opportunities with both returning participants and newcomers each year.

Q2: How has your exhibiting approach evolved since your first Conventa?

I would say I have the same attitude all the time; however, I am more focused on researching and exploring the services and products offered by the attendees.

Q3: What keeps you returning to live trade shows in an era dominated by digital tools and platforms?

Live events offer the “magic” of an authentic encounter that builds deep trust. The warmth of the welcome and the ability to read a partner’s mood create bonds that digital platforms cannot replicate. In-person meetings allow for informal communication during coffee breaks or during sessions, where the best ideas and long-term partnerships often emerge.

“I used to rely on chance and charisma at the stand; however, today, most of the success is achieved before departure.”

Q4: In your view, how have destinations or suppliers changed the way they present themselves at exhibitions over the years?

In the past, most destinations focused on function, brochure distribution, and direct sales. Today, the emphasis is on emotional connection and storytelling that draws the visitors into the atmosphere before they even look at the technical details.

Q5: What does a “successful” trade show look like to you today? Has that definition changed over time?

Speaking personally, I prefer quality over quantity because success is not about the number of people who pass by or you meet, but about the number of qualified meetings where both parties see real potential for collaboration. A fair or B2B forum is successful for me if the relationships do not end after it concludes but continue within a strong professional network, which I call “community building”

Q6: What’s been your key to building strong, long-term partnerships in this industry?

Trust is the hardest currency, and things can go wrong sometimes in the events business. Partners who know you will face challenges head-on and keep your word even in crises will stay with you forever. Moreover, transparency is the key in B2B relationships. Active listening instead of selling. From my experience, a successful partnership is not about what you want to sell but about understanding the partner’s goals and challenges. If you help them grow, your collaboration becomes a strategic asset.

Q7: Can you share a moment at a trade show that had a lasting impact on you professionally or emotionally?

Meeting the business partners and friends all the time with a smile on their faces due to well-done work and a long-lasting partnership.

Q8: How do you see the role of live exhibitions evolving in a world of AI, hybrid formats and fast-changing expectations?

Very soon, in the world of AI, live exhibitions will not compete with the digital world but will become its necessary counterpart. Their role is changing from “places of information” to “places of transformation.” And we would need to accept it. AI will not be the enemy but an engine of efficiency. We are already seeing AI being used to connect the right people based on their needs, dramatically increasing Return on Time (ROT).

Photo: Bratislava Convention Bureau
“Very soon, in the world of AI, live exhibitions will not compete with the digital world but will become its necessary counterpart.”

Q9: What does real, meaningful engagement look like for you today, beyond just collecting leads or handing out brochures?

For me, the actual engagement occurs when we work together at the table to find a solution to a specific challenge.

Q10: How has your preparation for a trade show changed compared to 10 or 15 years ago? What do you do differently today?

As I already mentioned, trade show preparation has shifted over the past 15 years from a logistical operation to a precise data- and relationship-driven strategy. I used to rely on chance and charisma at the stand; however, today most of the success is done before departure. Boxes containing brochures were replaced with interactive presentations and QR codes that instantly send relevant materials to the client’s mobile phone. This saves my hands and the environment. Now, I build relationships months in advance via LinkedIn and personalised video messages. In person, we no longer discuss “who you are,” but “how we’re going to work together.”

Q11: What one piece of advice would you give to first-time exhibitors?

Definitely, I would suggest listening more than talking. Instead of immediately launching into a presentation about your destination or hotel, ask, “What is the biggest challenge in planning your events this year?” This will immediately set you apart from the 95% of other exhibitors who just mechanically repeat facts. Active listening is the foundation of any successful collaboration.

Q12: What’s the most exciting opportunity you see for exhibitors in the near future?

Sustainability Leadership could be for exhibitors who are the first to embrace regenerative business models. They could gain a significant competitive advantage by attracting a new generation of environmentally conscious clients.

Q13: After all these years, what keeps you passionate about showing up not just physically, but with real energy and purpose?

My passion stems from the fact that the events industry never sleeps. Learning about new trends, from sustainability to AI innovation, keeps me on my toes. Each year is a new chapter, written together with old and new friends.

Discover more about Bratislava Convention Bureau here.