OPINION COLUMN
trade talk PeakyPlumber with the
IN HIS FIRST COLUMN COVERING INDUSTRY ADVICE AND TOPICAL ISSUES FOR IRELAND’S PLUMBING & HEATING MAGAZINE, THE PEAKY PLUMBER LEE BROWN ASKS IF TRADE SHOWS ARE WORTH IT…
The short answer is yes, but only if you approach them with purpose. Like most things in business and life, you’ll get out exactly what you put in. If trade shows aren’t your thing, don’t go. It’s that simple. Forcing yourself into an environment that doesn’t suit your style is usually a waste of time and money. But if you decide to attend, the first and most important question is this: what are you actually going for? Free merch, beer or a t-shirt? For me, the answer has always been clear. More than 10 years ago, I started attending trade shows with one main objective: to strengthen my network and build real relationships with engineers. As a commercial engineer who has spent hours of my life on the road, having trusted contacts in every region has been a gamechanger. Being able to pick up the phone and speak to people I’ve actually met, shared a coffee and built trust with has been worth its weight in gold. From the visitor’s side, I treat every show with discipline. Before I even arrive, I check who is exhibiting and make a
focused shopping list. My rule is simple: I aim to properly visit a minimum of six to eight exhibitors, depending on the size of the show. I always make time for the manufacturers I use day in, day out. Whether my rep is there or not, it’s invaluable to put a name to a face. You never know when you’ll need technical help and your rep is on holiday. Trade shows also keep you sharp on what’s new. Many manufacturers choose to launch products at these events, and there’s nothing quite like getting your hands on the latest tools and kit before they hit the market. Seven years ago, I moved to the other side of the stand, working with manufacturers to demonstrate products. I still love it. You often get to see new launches before anyone else, but it’s hard graft. I recently filmed a full ‘door to door’ for our YouTube channel, leaving home, heading to Plumbex Limerick and returning 61 hours later. Fourteen of those hours were spent on the stand, including set up. Show days often start with breakfast at 7am and finish
long after the doors close, with dinner grabbed on the go. The preparation for manufacturers starts months before the show even opens. There’s a real buzz while it’s happening, followed by that familiar post-show slump when it’s all over. But the value is undeniable. Shows give manufacturers direct access to the people who actually use their products - the lifeblood of their business. I’ve stood there while plumbers have praised a product, and when they’ve let rip with frustration. The best manufacturers listen to it all. There’s always a debrief afterwards to see what worked and what needs improving.
So, for me, shows are a must and the bread and butter of our business. I schedule them in just like any other job on a workday, whatever side of the stands I’m on. A heating engineer by day, Lee Brown is also @thepeakyplumber with a combined audience of 21.7k followers across Instagram, TikTok and YouTube.
@thepeakyplumber www.instagram.com/thepeakyplumber Want to know more?
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PLUMBING & HEATING MAGAZINE | 13
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