Keeping Down Expenses for your Exhibitors

One of the things that exhibitors hate more than anything is the additional charges from the decorator and convention centers, such as furniture rentals, electric, I & D, electric and especially drayage and freight handling.

Show Producers seem to be deaf and dumb when it comes to helping exhibitors handle these costs. The reason is quite simple. When the Producer gets a price for the booth set-up, the decorator knows there will be revenue from furniture, I & D and freight. So the decorating company will give a low price to the Show Manager and overcharge the exhibitors for everything else.

Years ago I was confronted with exhibitors not returning because of the gouging by the decorator and the convention center. For those reasons, I created a package deal for my exhibitors where I included draped table, chairs, electric, carpet and freight handling at the show. Every exhibitor got charged a little more but overall saved the exhibitor thousands of additional dollars. When everyone gets a package, the decorator has an easier time setting up the show; and it runs smoother than when every exhibitor is on their own.

Show Managers, open your eyes! It is tough enough to get exhibitors but retaining them takes a real effort on your part. It is a great selling tool, especially if the show is in a heavily unionized facility. The decorators control your shows unless you take back that control to where it belongs, with you the Show Manager.

It will take some negotiations with the decorator on your part, but it will pay dividends for the future. If you are a large company with a lot of freight or a mom and pop with some boxes, everyone knows what their expenses will be. Think how easy it is to say to your exhibitors that they can expect no additional charges.

Remember, the decorators and convention centers make their revenue from the exhibitors, so the more services they can provide, the more they charge and the more the exhibitor get angry with Show Manager.

Happy exhibitors make the life of a Show Manager a pleasure. Which one do you want, happy exhibitors or angry exhibitors?

Steven Wesler
President of RDP Group
Toll Free: 1-800-243-9774
http://www.rdpgroup.com/

Steven Wesler, President of RDP Group