FIT Show 2020 Interview THE RIGHT FIT FOR INSTALLERS The FIT Show has moved to annual event; Matt Downs, Total Installer Editor, caught up with FIT Show’s Nickie West to hear what installers can expect at the May 2020 event... TI: The FIT Show has reverted to an annual event – what were the reasons behind this, is it because you feel there’s enough going on in the market in terms of new launches, developments in working practices etc. to justify an annual event? NW: There is absolutely enough going on in the market to justify reverting FIT Show to an annual proposition. We saw a raft of new products, technology, training routes at FIT Show <strong>2019</strong>, so much so that we believe an annual platform is needed to help installers keep abreast of these changes. FIT Show very much started out as an annual show and we have learnt over the last six plus years that this is the formula that works for the show, and it’s what’s needed to secure its longterm success. There are several factors that we took into consideration before reverting to an annual proposition. And whilst the timing is challenging given the economic backdrop, we could not have delayed the decision to 2021 – we would have risked the future of FIT Show altogether if we’d done that. We’re conscious that we have a very real need to meet amongst installers who cannot wait two years to source new products, speak to suppliers or keep up-to-date with various training and development routes or legislative changes. FIT Show delivers all of this – and more – under one roof. We’re saving installers time off the tools sourcing all of these things individually and giving them the added benefit of being able to compare products and services, side-by-side. TI: I see the real value in exhibitions – but what would you say to those who may look at them as outdated when compared to online, social media and other ways of connecting with suppliers? NW: I couldn’t agree any less with the statement that exhibitions are outdated compared to connecting with suppliers via online channels. Nothing tops face-to-face interaction or seeing products up close and in person. Yes, digital and online channels have a role to play as a touchpoint in the customer journey, but the ultimate goal for any supplier is to have one-onone time with customers and prospects. Exhibitions create a platform for manufacturers and service providers to engage customers and prospects with their products and services in person. From an installer’s perspective, exhibitions offer a one-stop-shop to meet with every link in the supply chain at once. Exhibitions reduce the overheads of visiting multiple sites and reduces the overall research time to reach a purchasing decision. They also provide unrivalled learning and networking opportunities, exclusive discounts and a chance to see the very best industry showcase. TI: Are visitors able to purchase products on the day? And if so, do exhibitors offer exclusive FIT Show discounts? NW: So many of our exhibitors, from tool and workwear suppliers through to massive machinery distributors, report record sales on the back of FIT Show. We’ll often have exhibitors selling everything on their stand by the end of the show. We do encourage our exhibitors to create exclusive FIT Show offers to deliver a tangible benefit for our visitors. These are limited time offers and rarely run outside of FIT. Left: FIT Show Director Nickie West. We launched our brand new voucher scheme in <strong>2019</strong> which saw a good number of our exhibitors running offers, competitions and giveaways for visitors and we are building on this for 2020. We’re launching a digital voucher scheme for 2020 which will make the whole process much slicker. This is another real benefit of exhibitions – we know our visitors are in the purchasing mindset and our exhibitors support this by developing fantastic FIT Show offers. TI: FIT Show is a huge show attracting visitors from various different parts of the supply chain – how do you set up the show so it works for an installer as well as a fabricator, as well as a self-builder or merchant, as they all have different requirements… NW: We spend a lot of time researching our audience, their wants, needs, barriers and pain points to ensure that we deliver a show that reflects all of this. For installers, we know that offers, demonstrations and learning opportunities are of great importance to them. We launched our Installer Trail in <strong>2019</strong> to help drive installers directly to the stands that had offers just for them – be that the latest installer schemes, discounts or training opportunities. TI: What about exhibitors – you cover so many disciplines in terms of product offering, are there any new areas you’re expanding into for FIT Show 2020? NW: FIT Show 2020 will see a bigger focus on materials such as aluminium, timber and flat 18 TINOV/DEC <strong>2019</strong> PRACTICAL CONTENT FOR THE GLAZING INSTALLER & HOME IMPROVEMENT SPECIALIST
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