New Media
New Media is a podcast for founders and creators building independent media businesses. We explore how to grow and monetize audiences without depending on algorithms, advertising, and platforms you don't control. Each episode shares practical insights on building profitable media and education businesses.
A GrowLetter podcast, hosted by Matt McGarry and Kolby Hatch.
New Media
How Trade Shows Make Millions
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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:
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