In this edition of the DH+ INSPIRE Podcast, our own Colton Stombaugh is joined by fueling industry leaders Dave Lacaille and Ed Kammerer. Dave is the Senior Director of North American Sales at Dover Fueling Solutions, and Ed is the Director of Marketing and Global Product Strategy for OPW Retail Fueling. Both veterans of fueling and convenience store solutions, Dave and Ed offer unique insights on the future of industry trade shows.

Together, our guests discuss their roles within their respective companies, expanding upon their familiarity with the trade show scene. In particular, Dave and Ed reflect on this year’s exciting return to the “Super Bowl” of industry events: the PEI-NACS Show. Delving into the differences they noticed at the exhibition and the many successes they were able to celebrate, our subject matter experts attest to the value of media coverage and online interactions. Dave and Ed conclude this episode with a comparison of in-person vs. virtual events, and the changes they anticipate at regional and large-scale trade show events in the coming months.

See below for timestamps and a detailed outline of the episode:

00:00-4:10 Along with brief introductions of our guests Dave Lacaille and Ed Kammerer, we gain some background on Dover Fueling Solutions (DFS) and OPW Retail Fueling. From there, Colton broaches the topic on every B2B/industrial marketer’s mind: the return to in-person trade shows and events this year.

4:10-12:45 Widely regarded as the “Super Bowl” of fueling industry events, our guests explain why PEI-NACS is essential to companies like DFS and OPW. And after a 2-year hiatus, Dave and Ed noticed incredible energy on the PEI-NACS show floor, as attendees were eager to reconnect and access new solutions. Our guests also touch on noted differences in attendance, highlighting how travel restrictions have fostered more meaningful engagements.

12:45-16:30 Outside of the obvious sales and networking opportunities available at in-person shows, Dave and Ed describe the explosion of media activity and social media coverage on the show floor at PEI-NACS. Just as this heightened online presence allows for more accessible engagement during the show, the content can also live beyond the time constraints of the week, offering evergreen media opportunities that amplify the show’s impact.

16:30-19:24 Along with significant media coverage, Dave and Ed elaborate on the remarkable energy at PEI-NACS. With practically the entire fueling industry concentrated in Chicago, the work and the momentum never slowed down, even after hours. Our guests reflect on how this speaks to the irreplaceable value of in-person relationships within the industry.

19:24-29:30 Moving beyond the unexpected benefits of their time in Chicago, Dave and Ed share some of the new challenges their teams faced with the return to trade shows. The pair also delve into the changes they anticipate moving forward with trade shows, discussing how big shows like PEI-NACS might look in the months to come.

29:30-35:57 Closing with actionable insights for other sales/marketing leaders in similar industries, Dave and Ed encourage the audience to embrace the shift in sales approaches and social media coverage to optimize both in-person and online show engagements.

To connect with Dave, you can visit his LinkedIn here. To learn more about Dover Fueling Solutions, click here.

To connect with Ed, you can visit his LinkedIn here. To learn more about OPW Retail Fueling, click here.