I agree, when we go to the big show here in January, its like home coming week...we have a blast talking to the other venders (even other bakeries) and meeting new ones. They even have a party a week after the show with really good food, to do more mixing. (and win prizes!)
Although you won't book brides AT the show, do you have a sign up sheet for them to book an appointment with you, even if you will be provided one later. This gives you a heads up! We actually make two layer cakes so people can try the fillings and cut them and place on plates. People like the presentation of a pretty plate of cake, (they are TINY pieces...two bitters) but I have helpers who just cut cake while I can talk to people. it also makes them wait a little for a piece sometimes, instead of just grabing a freebie and moving on. They also like to eat the cake while standing there and looking at photos (we put out a special table just for photos) I book a LOT of weddings from these shows...(again not AT the show, but at the follow up meetings) btw, I have found door prizes, money off on cake and free grooms cakes and things just aren't worth it. People will use because you have a good product!!!! Also, do you dummies of cakes you think brides will ORDER and a couple of fun ones that show your style. and do put out prices Brides love that, and always tell me they wish everyone did that. Also, offer some kind of brochue. It doesnt have to be fancy !