By Robert Tutterow

Is there a changing landscape in fire service trade shows?

In the past 30 years, there have been annual broad product-line trade shows with national appeal, and there have also been some "semi-regional" trade shows through this time. With one notable exception, the number of exhibitors at many shows seems to be trending downward-state shows and conferences excluded. Ask 10 trade show attendees why they think this is happening and you will likely get a dozen different answers. As the old saying goes, "I can't describe it, but I know it when I see it."

Without a doubt, the extended economic downturn is a contributing factor. I recently read a quote from Glen Usdin, a former magazine publisher, that states, "The fire service is a low-tech market that has zero potential for growth, and the amount of new products and services being introduced each year is very small. We keep our expensive stuff for a long time and don't really embrace much new technology." He adds, "Look at declining trade show participations as well, and you can see how tough it is to sell stuff to the fire service." I found this comment to be humbling as it was something I have never considered or heard mentioned.

Vendors have often expressed that there are too many trade shows. I understand that trade shows typically consume a weekend, and the cost of exhibiting at a trade show is very expensive. The expenses include space rental, booth transportation costs, booth material handling costs, booth liability insurance, booth electricity, transportation costs for booth staff, lodging costs for booth staff, food, and other various expenses. Important to note is that Interschutz, in Germany-the largest fire trade show on the planet-draws from all continents and it is held only once every five years. Is the United States headed toward only one major trade show? If so, is that good or bad?

Generational Disparity

What else is changing about trade shows? My observation is that the younger generation of firefighters has less interest in their equipment than the older generations. This is disappointing, because the fire service owes it to itself and the public to make informed apparatus and equipment selections and purchases. This publication is unique and has value because it provides a lot of needed information about equipment and the equipment industry. However, in my mind, there is no substitute for the educational value of a trade show. It provides the opportunity to speak directly with competing manufacturers at one time. It is the ideal setting for comparative analysis.

Reputable manufacturers want an informed and educated customer. Less reputable manufacturers-not so much. So much of the equipment we select is directly related to the safety and health of firefighters. Equipment selection should be based on an informed decision-making process. I can't think of a better format than a trade show for such information.

Prepare

Trade show attendees should have a prepared agenda before attending a show. They should research manufacturer Web sites for products of interest and have a prepared list of questions. Fire service personnel responsible for health and safety, specifying, recommending, or purchasing equipment should have a basic understanding of the industry-i.e., the real experts, movers, and shakers. Is a particular manufacturer trending upward, downward, or treading water?

One of my litmus tests is whether or not a manufacturer is engaged in the greater fire service. Does it really understand the fire service, and is it involved outside of its immediate self-interest? Or, is it simply trying to make the next quarterly report look good? I think involved manufacturers will outperform and outlast others. They better understand product support and product innovation.

In addition, most trade show

By Alan M. Petrillo

Diesel engine manufacturers have developed engines that give fire apparatus more power from the same size units yet run stronger and cleaner.

Listening to the wants and needs of pumper, tanker, rescue, and aerial apparatus users, engine makers have been beefing up their products to meet the increased power needs of apparatus that can be found in every phase of firefighting operations.

The ISX15 is the largest diesel engine Cummins builds for the fire service, with ratings from 455 to 600 hp. It features strong throttle response and pulling power as well as improved fuel economy. (Photo courtesy of Cummins.)

Customer- and Regulation-Driven

Chris Crowel, manager of specialty vehicle markets sales and support for Cummins Inc., says that customers and federal rules and regulations are key driving forces in diesel engine development. "The regulations challenge us to come up with new solutions, but our customers do as well," Crowel says, "and sometimes they compete with each other, which leads us to discover new technologies."

Crowel points to the technological progression in the development of diesel engines, noting, "We first started adding turbocharging and aftercooling to get more air into the system, then the use of more electronic controls, cooled exhaust gas recirculation (EGR), the addition of [the] diesel particulate filter (DPF), an oxidation catalyst, and the most recent step-selective catalytic reduction (SCR) to reduce oxides of nitrogen (NOx)."

He adds, "Hydrocarbons and NOx have been reduced to levels that almost can hardly be measured, so now the next concern will be reducing carbon dioxide (CO₂) when greenhouse gas regulations go into effect in 2014. However, when Cummins released its 2013 engines, we improved them to the levels required by the coming greenhouse gas regulations."

The United States Environmental Protection Agency (EPA) has issued new regulations for 2014 that limit the amount of carbon dioxide and other greenhouse gases emitted from diesel engines.

Navistar offers the MaxxForce 9 for the fire service, a diesel engine rated up to 330 hp and available in automatic and manual configurations. (Photo courtesy of Navistar.)

Cummins makes four engines used by the fire and emergency vehicle market, says Spencer Dell, senior communications marketing specialist. These are the ISX15, ISX12, ISL9, and ISB6.7, each including an XPI fuel system, VGT turbocharger, aftertreatment system with DPF, and SCR.

Crowel says that the integrated components of the Cummins 2013 engines deliver improved reliability, durability, and fuel economy. "Each shares a new single electronic control module (ECM) that manages the engine and the Cummins aftertreatment system for improved overall combustion efficiency," he notes.

The ISX15 has ratings from 455 to 600 hp, while the ISX12 has ratings from 370 to 500 hp. "Both engines deliver strong pulling power and throttle response and feature high-efficiency water, fuel, and lube pumps to help reduce parasitic loss and improve fuel economy," Crowel says.

The ISL9 has ratings from 270 to 450 hp and the ISB6.7 has ratings of 260 to 360 hp. Both engines have had an air i