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 Summit 02:12 Why Build a Trade Show 05:15 Trade Shows vs. Conferences 07:03 Ticket Pricing, Booth Costs & Revenue Model 09:39 Balancing Attendee Tickets With Exhibitor Value 11:29 Vendor Tickets 13:13 The Role of Media & Content in Growing the Event 17:41 How Brent Sells Tickets 19:26 Post-Purchase Surveys 21:27 HVAC Influencers 24:28 Should Influencers Attend the Event to Drive Tickets? 26:34 Promo Codes, Measurability & Implied Endorsement 28:35 Audience-Event Fit 30:29 Getting Your First Sponsors & Exhibitors 32:35 Proving ROI to Sponsors 35:02 What Other Trade Show Opportunities Exist Right Now 37:35 Hosted Buyer Programs & The Hidden Revenue Model 38:16 How Big Can the Heat Pump Summit Get? 41:24 Exit Strategies & Building an Event Conglomerate 43:52 Private Equity in the Trades & the Blue Parachute Idea 44:10 Mike Rowe & the Role of Celebrity at Trade Events 47:23 Final Advice 🔗 Connect with Brent Davidson: LinkedIn US 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.