How Much Are Warm Leads Actually Worth: What Exhibition Data Tells Us
The Headline Numbers
The average exhibitor across the White Label World Expo Series, and across the four shows, generates 167 leads over two days.
Industry research values a high-intent, qualified B2B lead at approximately £800.
That places the estimated pipeline value per exhibitor at £133,600, generated directly from two days on the show floor.
These are not passive contacts or early-stage clicks. They are in-person conversations with buyers actively evaluating suppliers.
How Event Conversion Compares
Conversion rates show where the difference becomes clear.
According to 2025 benchmarks from Eric Buckley, CEO of LeadSpot, events and trade shows convert 7-15% from MQL to SQL.
By comparison, LinkedIn Ads sit at 2-4%, and Google Ads typically convert only at 1-3%: High cost and low conversion are not a sustainable mix for active business growth.
The gap is significant, particularly at the point where leads become sales-ready opportunities rather than early-stage interest.
Why Return Matters More Than Volume
High-intent leads progress through the pipeline faster and contribute more reliably to revenue. Event-led conversations start further down the funnel because intent, context, and urgency are already established. Leads produced through exhibiting are not companies looking for the service you happen to provide, they are looking for your exact service after seeing how you provide it.
This is why events consistently outperform other channels when measured by pipeline contribution rather than surface-level lead volume.
Why Logistics Leads Carry More Weight
Logistics and supply chain leads are among the most valuable in B2B sales. Buying decisions are high-stakes, contract sizes are larger, and relationships tend to be long-term.
Retail Supply Chain and Logistics Expo attracts a senior, specialised audience that is actively sourcing solutions. The result is fewer wasted conversations and significantly higher commercial relevance.
Retail Supply Chain and Logistics Expo
When logistics leads are worth more and convert at higher rates, the value of exhibiting becomes imminently clear.
Retail Supply Chain and Logistics Expo connects exhibitors directly with buyers whose leads translate into real pipeline and measurable return.
For businesses prioritising high-value opportunities over unfocused volume, Retail Supply Chain and Logistics Expo delivers exactly that.