Proof Alongside Promotion: How to Influence Decisions and Get on Buyers’ Shortlists Before Fi Europe & Vitafoods Europe

If you’ve exhibited at our nutraceutical or food trade shows and events, such as Vitafoods Europe or Fi Europe, you’ll recognise this familiar scene: a buzzing show floor, the latest innovations on display, and sales teams working the aisles. But here's the reality most miss: the buyers walking past your stand have already decided whether you're worth their time weeks before they set foot on-site.

Our first-ever B2B Food and Nutrition Marketing Report 2026, surveying over 280 professionals globally, reveals key insights into how buyers research and shortlist suppliers—the statistics below are taken directly from it. The findings show that the real competition isn't happening at the event but rather in the digital spaces where buyers do their pre-event research. If your strategy is still promotion-led rather than proof-led, you risk losing opportunities before you even know they exist. 

This blog post reveals when food and nutraceutical buyers research suppliers, why shortlists form long before trade shows and events, and practical steps to ensure you’re on shortlists before doors open.

Who are we? An Informa Markets brand, Smartcore is your best-in-class B2B food and nutrition marketing solutions partner for smarter digital campaigns that help ingredient suppliers reach their buyers and drive business growth. As the official digital marketing provider for exhibitors at Vitafoods Europe and Fi Europe, we boost your visibility and connect you with event attendees. Download our Digital Media Kit.

When Do B2B Buyers Research Suppliers?

It’s true that discovery happens in two contexts – physical (75% focus on trade shows) and digital – but digital search happens first. B2B food and nutraceutical buyers self-qualify long before any face-to-face interaction. 

The most‑used places include web searches and organiser communications. In the words of one survey interviewee, ‘We start online: Google, company website, then AI tools like ChatGPT and Gemini to check approvals or patents.’ This confirms that shortlists are formed before the badge is printed, and buyers arrive on-site to continue conversations and confirm conclusions, not start from scratch. 

So, you need to match the buyers’ timeline and aim to get on shortlists at least 6–8 weeks before a trade show or event, with pre‑event proof clearly accessible in the places buyers look during their research.

Why Do Shortlists Happen Before the Show?

The primary driver of supplier selection is product‑fit, not ‘marketing fluff’, wherein fit with technical and regulatory requirements is the threshold for entry. Buyers want to understand specifications, where the ingredient, product, or service has already been used, any success cases, and whether it is approved. In short, buyers are looking for online verification to inform their on-site decisions. 

Our data also reveals that a buyer typically consumes three pieces of content before contact, and that the biggest barrier to adopting and trusting new suppliers is lack of proof points, not price or proximity. What does this mean for shortlists? 

Buyers look for a three‑part mix, valuing: 

• Technical product specifications (78%)

• Industry reports and whitepapers (53%)

• Case studies and success stories (50%)

Each answers a different trust question:

• Specs resolve the product‑fit question.

• Whitepapers resolve the context question.

• Case studies resolve the credibility question. 

So, if the first three touches don’t include at least one spec and one case, the supplier might be off the shortlist without even realising they had an opportunity. 

What ‘Proof‑First’ Digital Content Looks Like

Shift your digital content mix from persuasion to proof. Here’s what this looks like:

Build ‘findable trust packs

• Create a one‑page certification snapshot that summarises your compliance.

• Prepare 2–3 concise case summaries.

• Make these assets visible and easy for search engines and AI applications to read.

Publish the core three‑touch proof spine

• One specification, one industry report/whitepaper, one case study.

• Keep them lightweight, public, and easy to scan.

• Buyers will judge you on whether they can find specs and concise case evidence quickly.

Where Proof Should Live: Your Digital Touchpoints

Now you need to ensure your proof shows up where buyers look—in time to influence shortlists. Here’s where to go:

1. Website and event microsite

• Carry the same verification assets buyers would ask for face‑to‑face.

• Publish product specs, compliance certificates, and case proofs in easily found formats.

  Email and search ads

2. Email and search ads

• Complement reminders (‘Visit our stand!’) with verification (‘We’re ISO compliant’).

• Put these proof assets into the same channels buyers prefer, and do it 3–8 weeks before the show.

3. Organiser channels and industry media

• 76% of buyers say they get their information about B2B food and nutrition events straight from the event organisers. Utilise organiser co-marketing to distribute your proof.

• Join forces with industry media and trade publications. They can help you become a trusted recommendation.

The Organiser Advantage: Join Forces with Organiser Co‑Marketing

Although selection of suppliers is evidence‑led, discovery of events and event-related happenings is organiser‑led. This creates a unique opportunity for suppliers who understand how to leverage this relationship. It's the perfect way to meet the buyer when they're deciding, surrounded by the trusted brand of the organiser itself. In short, be where your buyers pay attention. 

If you’re exhibiting at Vitafoods Europe or Fi Europe, here are some digital partnership opportunities that can put your proof inside organiser channels:

1. Online Display Ads: Showcase specs, certifications, and evidence on display placements so buyers encounter your proof during pre‑event research.
2. Custom Branded Targeted Email: Put verification‑first assets inside organiser emails buyers pay attention to, keeping your proof visible before the show to influence shortlists.
3. Advert in the Event Trend Guide: Use the Event’s Official Trend Guides to share findable trust packs, where buyers qualify exhibitors ahead of the event.
4. Sponsored Article: Publish evidence‑led articles in organiser content channels so your content is easy to find and helps influence buyers before the show.
5. Targeted Ads: Drive buyers to your proof assets with remarketing that aligns to their pre‑event research across search and industry sites, not just ‘Visit our stand’ reminders.
6. Boost-Your-Event Packages: This bundled organiser co‑marketing packages places your assets across trusted channels to directly reach event attendees, marketable pre-registered visitors, and potential visitors, maximising your pre‑ and post‑show ROI.

As the official digital marketing provider for exhibitors at Vitafoods Europe and Fi Europe, brought to you by the organisers of the event, Smartcore boosts your visibility and ensures your proof content reaches the right buyers for your ingredients, products, or services. 

Conclusion

The trade show floor will always be important for relationship building and deal closing. But the real competition – the battle for buyer attention and trust – is happening in the digital spaces where research occurs. Win there first, and the event becomes a confirmation of what buyers already believe: that you're the supplier they need to meet. 

Hear from other exhibitors about the impact we’ve helped them make. Contact us today to discover how our smarter digital marketing solutions can help you win the pre-event competition and arrive at trade shows with prospects already eager to meet you.