Pit & Quarry • April 2024 • TRADE SHOWS & MEETINGS

Producers, manufacturers and dealers detail the value and drawbacks of both major industry shows

The following transcript was edited for brevity and clarity from a Feb. 2 discussion at the 2024 Pit & Quarry Roundtable & Conference at PGA National Resort.

KEVIN YANIK (PIT & QUARRY): We want to hear about AGG1, ConExpo-Con/Agg and other meetings or events you’ve had some success with, but let’s start with AGG1: How has the value of AGG1 evolved since its inception in 2009, and what are your expectations for this year’s AGG1? (Editor’s note: AGG1 2024 took place March 25-27 – several weeks after this discussion.)

SARAH SMITH (XYLEM): We joined the AGG1 show in 2022 in Nashville and experienced a lot of success from it with great customer interactions. Pre-pandemic, companies would send a lot of people to trade shows. Now, it seems the individuals attending are more focused on the specific projects and needs that they have. So, we’ve seen a lot of success because of that.

SCOTT ALEXANDER (SUMMIT MATERIALS): I’ve seen AGG1 evolve, and I try to be a big promoter of it. We get all of the major players in our industry together there, and it’s not overwhelming like ConExpo.

Years ago, ConExpo was not every three years. It was on a more frequent schedule. So [AGG1] fills a nice gap twice every three years, bringing key people in the industry together so we can stay current.

JEFF CARLISLE (DOUGLAS MANUFACTURING): We really like AGG1. As Scott said, it’s not too crazy. People aren’t worn out for five days like they are in Las Vegas. It is more regional, so you are getting to see different regions coming together. And it’s slower, so you can talk to people more.

I think this year’s AGG1 is like our seventh, and it’s been great. We will continue to go to the show.

WILLIAM WETTA (DSC DREDGE): I was on the NSSGA M&S (manufacturers and services) board prior to 2009 when it was announced that we were going to have to shift to AGG1. The manufacturers all kind of cringed. We didn’t know this was going to work. This was really pushed from the producer side.

We all had our individual shows. We had one for drilling and blasting, for dredging and for plant operators. AGG1 attempted to bring all of them into one.

Well, it’s worked out really well from the first show on – and it’s grown every year.

We are increasing our booth space. As a small manufacturer, we’re going to be in a large booth – even bigger than what we had at ConExpo – just because we get better exposure as a small company. And it’s less expensive, so we can afford to do more.

KEVIN YANIK (PIT & QUARRY): We’ve heard a few touchpoints about ConExpo-Con/Agg, so let’s more fully bring ConExpo into the conversation. A common sentiment is that ConExpo keeps getting bigger and more challenging to explore. So, pitting ConExpo against AGG1, how would you characterize the value of each?

JEFF CARLISLE (DOUGLAS MANUFACTURING): We go to ConExpo-Con/Agg. We’ve been doing it since the 1980s, but we get the smallest booth you can in Central Hall. It’s in the passage where you need to be, because if you’re too far out, no one will ever get to you.

With AGG1, we get a larger space. We’re able to bring more product and have more displays. The customers hang out a bit longer at AGG1 than they would at ConExpo-Con/Agg. Still, we feel it’s important to be at ConExpo.

THOMAS SCHWALLIE (LOADRITE): The difference we see between the two is that the larger show in Las Vegas has to bring more gifted attendees. It’s almost treated as a reward to employees, so the people who show up aren’t the decision-makers. A lot of them are wandering the halls looking for a nighttime activity.

At AGG1, I see a lot more key players visit the booth. Also, we spend more time with potential customers at AGG1 than we do at ConExpo.

DAMIAN MURPHY (PECKHAM INDUSTRIES): ConExpo really is a right of passage for the industry. We use that to reward people, whereas AGG1 is where people go with a plan of action to really look at specific things that we want to get done. It’s more valuable from a business standpoint.

MICAH TYSVER (CRUSH MODE): As Tom said, it seems ConExpo is treated more as a reward to bring employees out, have celebrations and utilized more for customer entertainment and big dinners. It’s a good show, but the show itself is too large. It’s almost intimidating. It’s hard to get around and see everything you want to see.

With AGG1, it’s nice to have a smaller venue. It feels more intimate. In my opinion, more people attend the education sessions. I’ve had better quality conversations with potential manufacturers and customers at booths. I personally feel I get more industry value at AGG1 than I ever have at ConExpo.

KEVIN YANIK (PIT & QUARRY): Outside of AGG1, do you plan to explore any other major trade shows in 2024? What other organizations/associations does your company belong to, and how are those entities evolving their trade shows and meetings for the better?

GEOFF HAWKER (HAZEMAG): NSSGA is the largest association we support. Our products are predominantly used in aggregates, but they are useful in many different industries. So, we try a show – something like SME’s (MINExchange) – every year.

SARAH SMITH (XYLEM): We encourage all of our sales teams to really be involved in the state aggregates associations. They’re really seeing a lot of success in that.

We tried the South Carolina Aggregates Association, for example, and participate in that as much as possible. We do panel discussions and have involvement.

I think we were also at the Ohio [Aggregates & Industrial Minerals Association] show this past fall. It’s really successful for our local teams.

JAMIE JONES (CAPITAL AGGREGATES): We do participate in the Missouri Limestone Producers Association. They have some really good events, and it’s been good for a lot of the vendors in this room.

Something else we’ve really seen is a taking to health conferences in, say, Missouri or Arkansas. We sent a lot of our plant supervisors.