At our end of the business we do not have a client that does not ask for a better price, a better deal, or what we are going to throw into the pot? Exasperating as this is, it is now a commonality and we always are ready for the negotiation. Do you negotiate everything when you go to a trade show? The exhibit space price, the price for electrical service, shipping charges, I&D labor? Well we assume a yes for at least some of these items. However, what do you do about your hotel? You may not be able to do this with your airline, but certainly you can attempt this with your hotel.

Always remember to go to onsite hotel management and not the reservation clerk at the end of the toll free number. Do you need parking, Internet access, or business services? These are great add-on’s that you might get for free. Always check pricing for the show hotels and start with that in mind. Then head to the internet and a venue area map. Not everyone has been chosen as part of the show block, so ring the others. Negotiate early and politely. Be upfront about what you are looking for – lower than published room rates, or amenities and services to be waived. Have a reasonable percentage in mind that you would like to save. Do not spend too much time negotiating, just move on. Always remember that moving three miles away might add 5-10 cab rides each day and negate your savings. Here is a side note – stay at the hotel across the street from the official show bus stop and jump on. Those buses are paid by and for your association – use them!