Home and garden shows. Flower shows. Spring expos. No matter what they’re called, these events have long been a go-to for homeowners seeking inspiration for their next big-ticket project. For decades, shows like these have offered a one-stop shop for everything from kitchens and bathrooms to landscaping and roofing. It seems like a no-brainer for a pond contractor to set up a display and promote the beauty and tranquility of backyard water features—right?
Right?
<Insert cricket noises here.>
Well, maybe it’s not that simple. Like many things in business, the decision to exhibit at a home show isn’t always clear-cut. While shows were once a guaranteed source of leads, their effectiveness in today’s market is up for debate. Let’s take a closer look at the history, current landscape, and how you can determine whether investing in a home show booth is worth it for your business.
From Poinsettias to Ponds: A Brief History of Home Shows
The first-ever home show in the United States—and the world—was held nearly 200 years ago in Philadelphia. The Pennsylvania Horticultural Society launched the Philadelphia Flower Show at the Masonic Hall on Chestnut Street in 1829. Interestingly, that inaugural event is credited with introducing the poinsettia plant to America.
Fast forward about a century, and home shows became one of the most popular ways for companies to showcase new home decor, gardening products, and construction services to local audiences. The Chelsea Flower Show, one of the world’s most famous exhibitions, debuted in the United Kingdom in 1912, cementing the home show tradition as a global phenomenon.
For decades, home shows were a staple of home improvement marketing. From the 1950s through the 1990s, they thrived as consumer habits leaned heavily on in-person shopping. But as times changed, so did the appeal of these events. Today, while some shows remain relevant, others have struggled to keep up with shifting consumer behaviors.
Home Shows Today: Are They Still Effective?
In 2025, home shows are no longer the guaranteed goldmine they once were. Some events still draw large crowds and generate meaningful leads, while others have devolved into little more than flea markets filled with aggressive salespeople hawking “as-seen-on-TV” gadgets.
The Pittsburgh Home and Garden Show, for example, still boasts 1,200 exhibits spread across two floors of a massive downtown convention center. Running for 10 consecutive days, it continues to attract steady traffic. On the flip side, many smaller shows struggle with declining attendance and dwindling vendor participation.
Why the shift? The internet, of course. Today’s consumers often prefer to research and hire contractors from the comfort of their homes. They rely on social media referrals, online reviews, and sleek websites instead of walking the aisles of a convention center. Additionally, some shows have earned a bad reputation for filling their booths with low-quality vendors peddling gimmicks. As a contractor, being placed across from the knockoff ShamWow guy isn’t just irritating—it’s bad for business.
Still, while home shows might not be the marketing powerhouse they once were, they can still be worth the investment—with the right approach.
How to Decide if a Show Is Right for You
Before committing to exhibit, do your homework. The best way to assess whether a home show is worth your time and money is to attend it as a consumer first. Create a list of home shows in your region and visit them as a guest. Walk the floor on a high-traffic day, like a Saturday, to gauge the overall energy and attendance. Pay attention to booth traffic. Are vendors actively engaging with consumers, or are they scrolling on their phones? Are the aisles bustling with potential customers, or are you mostly weaving through disinterested stragglers?
Location matters. Notice which booths are in the prime spots. The most valuable locations tend to be near the entrance, alongside complementary high-end vendors, or near popular displays that draw steady crowds. Conversely, avoid areas with gimmicky vendors or aggressive salespeople. Being stationed next to someone selling miracle mops may push potential clients away from your booth entirely.
If possible, attend on a weekday as well. While the foot traffic will be lighter, you’ll get a sense of how many meaningful conversations you could expect during slower periods. Fewer people walking the floor means more opportunity for longer, in-depth interactions with serious prospects.
Take note of the show’s amenities, too. Consider the practicality of exhibiting there. Are there convenient water and electrical hookups for displays? Is the lighting adequate to showcase your work? Is there ample parking and easy access for loading and unloading? These factors can significantly impact the overall experience.
Weighing the Logistics
If the show seems promising, it’s time to consider whether you have the time, resources, and team capacity to participate effectively. Exhibiting at a home show is a larger commitment than it may appear. It requires a significant investment of both labor and logistics.
You’ll need to design and construct a professional booth that captures attention. This might mean installing a working fountain, small pond, or water feature to showcase your skills. Beyond setup, you’ll also need staff on hand throughout the event to engage with attendees, answer questions, and capture leads.
The time commitment goes beyond the show itself. Setup and teardown can take hours or even days, depending on the complexity of your display. If your team is already stretched thin with existing client work—especially during the spring rush—you’ll need to carefully weigh whether you can afford to divert resources to a show.
Is It in the Budget?
Once you’ve confirmed the logistics, it’s time to assess the financial feasibility. Home shows vary dramatically in cost. Smaller, local events may charge only a few hundred dollars for booth space, while larger shows in major cities could run into the thousands.
Don’t overlook the hidden expenses. Booth rental is just the beginning. You’ll need to budget for travel, lodging, and meals for your team. Factor in the costs of marketing materials—brochures, business cards, and branded giveaways. If you plan to build a display pond or fountain, you’ll also need to cover the cost of materials and labor.
To ease the financial burden, consider reaching out to your distributor. They may be willing to offer display materials at a discount or extend longer payment terms. It never hurts to ask.
Maximizing Your Investment
If you decide to exhibit, make the most of it. Plan meticulously and go in with clear goals. Be prepared to talk to hundreds of people, answer questions about everything from pond construction to fish health, and capture as many leads as possible.
To boost engagement, consider running a giveaway. Raffles with high-value prizes, such as a YETI cooler, pond maintenance kit, or premium fish food, can entice attendees to hand over their contact information. The more sign-ups you collect, the more potential leads you’ll have for follow-ups.
After the show, don’t let those leads go cold. Add them to your lead management database and reach out promptly. A personalized follow-up within a week keeps your business fresh in their minds and increases the likelihood of converting them into clients.
The Verdict: Are Home Shows Still Worth It?
So, are home shows still a smart marketing investment for pond contractors? The answer is… maybe.
While they may no longer guarantee the same return on investment as they did in the past, they can still be valuable—if you choose the right events and approach them strategically. The key is to do your research. Pick shows with strong attendance and a relevant vendor mix. Prioritize events that attract your ideal clientele, and avoid those dominated by gimmicky sales booths.
Finally, remember that the value of a home show goes beyond lead generation. The networking potential with fellow contractors can be just as valuable. A meaningful connection made at the show could lead to collaborations, partnerships, or referrals that extend far beyond the event itself.
Good luck this season—and see you at the show!
About the Author
Tim Wood started Aquatic Edge in 2010 and has more than 20 years of experience in the pond industry. Tim and his team are Master Certified Aquascape
Contractors, 2016, 2017 and 2021 as well Water Artisans of the Year Award recipients, and 2020 Aquascape Inc. Artist of the Year winners.
