Manufacturers and other relationship-driven companies should track four metrics: qualified conversations with named target accounts, follow-up meetings booked on-site, dormant or stalled accounts re-engaged, and pipeline influenced within 90 days of the show. These metrics map directly to how revenue is built in long-cycle, high-trust industries, and none of them can be inflated by scanning more badges. Defining these targets before the show keeps the booth team focused on advancing relationships rather than collecting contacts.