Industry events can help moving company owners find mentors, learn better systems, discover new revenue lines, and protect their business from outdated thinking. This playbook explains how to use moving industry networking the right way before, during, and after an event.

Follow us to stay ahead of what’s working in the moving industry.

How Moving Company Owners Can Turn Industry Events Into Real Business Growth

Most moving company owners do not need another conference badge. They need better relationships, better ideas, and better ways to grow their moving business.

In a conversation with Dan Hilton from the ATA Moving and Storage Conference, one lesson was clear: the moving industry rewards owners who get in the room, ask better questions, and follow up.

Why should a moving company owner attend industry events?

Moving is a low-barrier industry to enter, but a high-barrier industry to succeed in. Many companies can buy a truck and start taking moving leads. Fewer companies build real systems, train crews, protect customers, and grow profitably.

Industry events help serious movers separate themselves from rogue operators and learn from owners who have already solved the problems they are facing.

How do you find the right mentors in the moving industry?

The biggest breakthroughs often come from one conversation with the right person. Wade Swikle shared that finding mentors helped him move past years of being stuck and build a larger, multi-location moving company.

The key is to find people who are successful in another market and are willing to share what worked for them.

Ask these 7 mentor-finding questions

• Who is running the type of moving company I want to build?
• Who has already solved my biggest problem?
• Who is strong in sales, training, claims, storage, or commercial moving?
• Who is not a direct competitor in my local market?
• Who asks good questions instead of only giving opinions?
• Who has systems, not just stories?
• Who would I be willing to follow up with after the event?

What new revenue lines should movers explore at events?

Dan Hilton explained that diversification is a major topic for moving companies. Some movers rely mainly on household goods. Others depend heavily on military moves. That can create risk.

Events give owners a chance to learn about other types of work before jumping in blind.

Use this diversification decision guide

• Military moving: Can provide consistent work, but may include more rules, paperwork, and red tape.
• Government contracts: Agencies like the General Services Administration may need moving and storage services.
• Corporate relocation: Larger companies may use move management firms or van lines, but independents can still build relationships.
• Hospitality and FF&E: A possible fit for movers with warehouse space, equipment, and project capacity.
• Commercial moving: Good for companies that want work beyond residential household goods.

The lesson is simple: do not assume van lines control every opportunity. Scale helps them, but hustle and relationships still matter.

How can you stand out from rogue movers?

One major issue discussed was consumer protection. Bad actors use low prices, fake names, copied branding, and weak estimates to take advantage of customers during one of the most stressful times in their lives.

Professional movers need to educate customers before the customer chooses the cheapest option.

Customer trust checklist for every estimate

• Explain why a real survey matters for accurate moving estimates.
• Offer an in-home or virtual estimate when appropriate.
• Show that your company is properly licensed and insured.
• Teach customers how to check DOT and motor carrier information through FMCSA resources like Safer Web.
• Explain your claims process before move day.
• Use digital paperwork when possible so documents are not lost.
• Make your price difference easy to understand.

What technology should movers pay attention to?

The podcast discussed how technology is moving faster than regulation. Virtual estimates, recorded video surveys, CRM systems, digital signatures, and AI-assisted inventory tools are changing how professional movers operate.

Tools like Live Switch and SmartMoving were discussed as examples of technology that can improve transparency and reduce mistakes during moving sales and estimating.

Simple technology scorecard

• Estimate accuracy: Can your team see the home before quoting a large move?
• Documentation: Can customers sign and access paperwork digitally?
• Inventory: Do you have a way to reduce missed items?
• Customer experience: Is the process simple for the customer?
• Compliance: Can you show clear records if audited?

What mistakes should you avoid at moving industry events?

Going to an event without a plan is expensive. The value does not come from standing in the room. It comes from conversations, questions, and follow-up.

Avoid these 6 networking mistakes

• Only handing out business cards without building a real conversation.
• Waiting for people to approach you first.
• Talking only to owners you already know.
• Skipping sessions outside your comfort zone.
• Failing to ask specific questions about your business problems.
• Collecting contacts but never following up.

Quick Win: Set a 30-card networking goal

Before your next industry event, set a simple target: collect 10 meaningful contacts per day for three days.

• Write down one reason you want to talk to each person.
• Ask one specific business question.
• After the event, follow up with at least 10 to 15 people.
• Turn your best conversations into phone calls, vendor demos, or mentor relationships.

How to Apply This This Week

1. Pick one area of your moving company you want help with, such as sales, crew training, claims, commercial moving, or storage.
2. Make a list of five moving company owners or vendors you want to meet in that area.
3. Prepare three questions you can ask instead of starting with “What can you do for me?”
4. Review your current estimate and customer education process to see where you can build more trust.
5. Choose one association, state event, or national moving industry event where you can get in the room this year.

The moving industry can feel lonely, especially when you are the owner. But the right room can give you mentors, ideas, partners, and opportunities you would not find alone.

To hear the full conversation, watch “Navigating the Moving Industry” - Insights from Dan Hilton and visit the 2 College Brothers Moving & Storage YouTube channel.