Exposing the sales fronts how one insurer found the real operators at Global Pet Expo

A fast-growing pet insurance provider wanted to grow its ecosystem of service partners in North America at Global Pet Expo 2026. The goal was to find partners for claims coordination, documentation workflow, and post-policy customer servicing.

While many exhibitors had well-designed booths and well-known brand names, operational strength is not always evident on a show floor. Exhibitors Data helped the Client assess which exhibitors were operationally strong enough for insurance-scale partnerships before beginning a single contract discussion.

Client Profile

The Client provides thousands of monthly claims related to nutrition, veterinary supplies, and wellness platforms. Prospective partners were required to:

• Process high volumes of documentation over extended periods.
• Sustain internal operations and remain stable.
• Function as actual organisations, not simply sales fronts.
• The Client evaluated partners based on internal capabilities rather than marketing.
  

Problem

Many exhibitors at Global Pet Expo appeared to have a solid foundation, but in reality, they employed small internal teams that outsourced customer support and documentation to third-party vendors.
The Client lacked visibility into:

• Employee headcount.
• Actual operational descriptions.
• Business-critical website functionality.
• Partnering with under-resourced companies risked reimbursement problems and damaged reputations. The challenge was determining structural weaknesses before entering into contractual agreements.
  

Solution

Exhibitors Data focused on organisational strength as opposed to booth appearance. Using this data, the Client evaluated partners on:

• Employee size band relative to expected partnership workload.
• Operational scope versus marketing language.
• Website maturity as an indicator of support infrastructure.
• Geographic location to evaluate timezone coverage.
• Separating product sellers from those capable of functioning in an insurance ecosystem.
  

The Client developed a list of viable partners based strictly on operational capacity before the event began.

Results

• Over 60% of visually impressive exhibitors were eliminated for lacking organisational scale.
• Partnership evaluation decreased from weeks to days.
• No partnerships were formed with companies lacking operational depth.
• Claims processing integrations occurred without capacity-related delays.
• The Client successfully built a network with operationally robust partners.

Key Takeaways

• Physical booth presence is not indicative of operational strength.
• Employee size and structure indicate the likelihood of partnership success.
• Website maturity is a more accurate indicator of preparedness than branding.
• Firmographic data screens for structural risks and reduces expensive failures.

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