In this day and age where the Internet reigns supreme, contractors still see value in connecting with customers personally at home shows. For some, it’s not so much about the quantity of shows participated in anymore, but more about the quality of the events.
Butch Welsch, owner, Welsch Heating & Cooling, St. Louis, has been in the HVAC industry for 51 years and remembers going to home shows as a kid in the late 1940s. Welsh’s company has gone from exhibiting at three shows per year to just one. Five or six years ago, at one of the homeowners association’s large shows in downtown St. Louis, Welsch counted 19 HVAC booths. “The biggest change over the years is how contractors have felt it’s something they should do,” Welsch said. “We said to ourselves, ‘it’s not worth it.’ We’re not the low-priced supplier. You can find a cheaper price at these shows, but you can’t find a better job done or better service.”