How Trade Shows Make Millions

Brent Davidson built a 500-person trade show for HVAC contractors from scratch — and in this episode, he breaks down the business model behind it: how exhibitors and sponsors pay the bills, how to design attendee flow, and why in-person marketplaces are more durable than anything algorithm-dependent. Matt and Kolby dig into the operational side of running a trade show — from booth pricing and venue logistics to speaker strategy and influencer relationships. If you're thinking about events as a media business model, this is the blueprint.Timestamps:00:00 Introduction & What Is the US Heat Pump Summit02:12 Why Build a Trade Show 05:15 Trade Shows vs. Conferences07:03 Ticket Pricing, Booth Costs & Revenue Model09:39 Balancing Attendee Tickets With Exhibitor Value11:29 Vendor Tickets13:13 The Role of Media & Content in Growing the Event17:41 How Brent Sells Tickets19:26 Post-Purchase Surveys 21:27 HVAC Influencers 24:28 Should Influencers Attend the Event to Drive Tickets?26:34 Promo Codes, Measurability & Implied Endorsement28:35 Audience-Event Fit30:29 Getting Your First Sponsors & Exhibitors32:35 Proving ROI to Sponsors 35:02 What Other Trade Show Opportunities Exist Right Now37:35 Hosted Buyer Programs & The Hidden Revenue Model38:16 How Big Can the Heat Pump Summit Get?41:24 Exit Strategies & Building an Event Conglomerate43:52 Private Equity in the Trades & the Blue Parachute Idea44:10 Mike Rowe & the Role of Celebrity at Trade Events47:23 Final Advice🔗 Connect with Brent Davidson:LinkedInUS Heat Pump Summit🐝 Looking for the best newsletter and email marketing platform? Beehiiv is what I use and recommend: Click here to get a discount through my referral link.