Working with a first time exhibitor includes a lot of time, allot of hand-holding, and most importantly a lot of patience. What is old hand to the exhibit house is a whole new world to your newbie client. Do you realize just how intimidating it can be to begin to process of booking everything you need to book for a show as well as how much there is to learn? For instance, even though our rental proposal form states clearly that “Installation and Dismantling Services are included”, I constantly receive emails asking how much it would be for “set-up and tear down”, which is just another way of stating the same thing. We also mention that we do not cover rigging or drayage – and what a mess that can become when no one bothers to read what they are signing.

Do not become panic-stricken. Think about all of our clients that come from other countries, with English as their second or third language, and after the first year they do this! Just plow ahead. There are a lot of details to be worked out, even a table skirt with printed logo involves a lot of choices, but with the help of your chosen exhibit company you’ll get through it.

Read your exhibitor manual, highlight it, then sit down with your account executive at your exhibit house and allow he or she to work you through it. There is allot of stuff in there that just doesn’t pertain to you. In our company we actually have a project manager assigned to each client – she will take you through the program and do all of your paperwork. Our clients find this type of help unbelievably beneficial. It is the job of the exhibit house to know the rules and regulations for every show. In many cases today – the trade show manager is also the sales manager, or the marketing manager, or even the owner. Take the time to forge a relationship that is comfortable and that will get your through the trade show process.