SIA Snow Show From an Exhibitor’s Viewpoint
I’ve never attended the SIA Snow Show but I think I should someday, for two reasons. Number One: I’m a ski bum. Number Two: uh, see reason number one. Oh, and that’s right – I’m TradeshowGuy – I do tradeshows.
SIA – Snowsports Industries America – holds the annual SIA Snow Show in January in Denver, Colorado, home of some of the greatest skiing in America. Of course. With close to 20,000 attendees, it’s the industry’s largest global annual B2B gathering. It’s a smaller and more narrowly focused show than Outdoor Retailer, but in speaking to SIA Snow Show exhibitors, I gathered that many of them also exhibit or attend Outdoor Retailer.
Having not attended the snow show, I thought it might be illuminating to ring up some of the exhibitors at the show and debrief them on how the show went for them. Here’s what I came up with over the past several weeks.
Overall, how did the show rate? Most gave it very high marks.
“If it wasn’t a ten, it was a high nine,” said Ashley McGarvey of Meier Skis, who praised the show as bringing in lots of industry people. In spite of the challenges of being a smaller company, she felt the show was a very worthwhile marketing effort. According to SIA Snow Show information, over 96% of the supplier market share for ski, snowboard, AT, backcountry, cross country, snowshoe and winter apparel is there.
A big challenge that most small exhibitors faced, which is common throughout the industry and not just for the SIA Snow Show, is the high cost of transporting big booths and setting up the exhibits. This also resonated with the small core of Meier Skis team.
But all of the exhibitors I spoke with said they made great connections with retailers and distributors that made the show a ‘must.’
Whit Boucher of Strafe Outerwear agreed with Ashley, saying “It was a nine and a half, definitely,” saying that their 20×40 booth had a lot of traffic for the first three days, and saw a typical drop-off on day four. He speculated that it might be nice to drop the last day so they can show up then and break down the booth.
All exhibitors I spoke with felt the show opened doors to markets that they might not have normally had access to.
What challenges did they face? Besides the cost of exhibiting, smaller companies felt understaffed at times. Others felt that their exhibit wasn’t large enough to hold the people and products all at once.
One exhibitor, who preferred to remain nameless, felt the show was slipping in the past few years and felt that attendance had dropped “20 – 25%” in the past several years, and that the organizers had let in companies that had little to nothing to do with the core audience of snow sports: make-up companies, food companies and more. As a result, he said their company would be down-sizing next year. But still, he ranked the show as an “8 on a scale of 1-10 for what we need it to do.” He did express fear that the show would be sold or would merge into another show.
Erik Leines, CEO of Celtek has a personal mantra regarding tradeshows is “I’ve never met a tradeshow I didn’t like.” Why? “I’ve literally never done a tradeshow where I walked out and thought it wasn’t worth the money. For anyone doing a show, that’s the way to treat it. We have our own secret sauce on how to do it,” he added, as they always look at ways to attract attention and promote their products. Erik rated the show as “very high” as a marketing tool for their company.
Anything you’d change in your approach to exhibiting, or anything that is a challenge? Answers to this question ranged from “we need a bigger booth next year” to “we need more people in our booth” to “frustration and the cost of dealing with show services – how can it cost $1200 for three guys and a forklift to hang a sign in just four minutes?”
Bottom Line: a mixed bag. Even though most exhibitors I spoke with gave the show high marks, there was some comments that indicated that the show could be better and in fact might be slipping in some cases. Being such a narrowly focused show doesn’t necessarily give it strength, although it tends to draw the core audience that is needed for success. From all appearances, it is still a successful show, and yes, I’d like to get there and try out some new skis!
Thanks to Celtek, Meier Skis, Strafe Outerwear, POW Gloves, SKEA, 4F, Icelantic Skis, Red Feather and a few others that chimed in with comments on and off the record.