• Tweet

• Tweet

This is a guest post written by Bev Gray, CEO of Exhibit Edge, a full-service trade show exhibit and large format graphics company serving clients in Virginia, Maryland, Washington D.C. who exhibit both in the U.S. and overseas.

Exhibiting at a trade show for the first time can be daunting for even seasoned businessmen and executives, let alone teen entrepreneurs. You have developed your product or service and are now ready to share it with potential buyers at a trade show. You have a minimal budget; you want to make a great impression; and you ready to sell! In this post I’d like to cover some tips on how to pull off your first exhibit intelligently while minimizing the money you put into it.

Where to Exhibit

You need to determine what shows are attended by your prospects. Trade shows can fall in these categories:

• Community and Local Fairs and Events
• Local Organization Trade Fairs (e.g.: Chamber of Commerce Business Fair)
• State Sponsored Business Trade Shows (Search your state’s government website for events.)
• Public Trade Shows (e.g.: Pet Expo, Home and Garden Show)
• National Organization Trade Shows (e.g.: Music Teachers National Association)
• Industry Related Expositions (e.g.: New York Comic, The Makeup Show)
• Business to Business (e.g.: Green Contractors Expo, FOSE)

Read the Details

You’ve determined the show and need to reserve your space. Typically, there will be a participation fee. The fee will be higher as you go down the above list. An 8’-10’ wide booth space can cost $75.00 to $4,000.00 depending on the show. Ask the show organizer if there are any discounts. Ask if you can volunteer before or after the show for a free booth space. Seek out a sponsor. Barter with another company. Sign up early to get a better location on the floor. Most fees will include a skirted 6’ table, a trash can, and a generic company name sign.

The trade show will have a “show kit” detailing the schedule, rules, regulations, pricing, etc. Read it all. There may be discounts if you purchase items before a specific date. It also contains valuable information that will save you issues later. For example, your booth cannot go higher than 8’, unless you are hanging it from the ceiling.

Develop Your Exhibit

You don’t have much of a budget and you need to make a big impression to get attendees in your booth.

If you are going to exhibit only a couple of times, borrow or rent a display.

• Borrow an exhibit from another company who exhibits at trade shows.
• Ask a local exhibit company if they have any trade show exhibits you can borrow. (Exhibit Edge keeps a small stock of used exhibits to loan to local non-profits and other companies.)
• Ask a local exhibit company if they have any table tops or portable exhibits to rent. Remember they may be willing to barter.
• If you are exhibiting in another city, contact display companies in that area. You will save on shipping. Allow time to develop your booth once your pick it up.

If you are going to exhibit regularly, consider purchasing a used display.

• Ask a local exhibit company if they have any used exhibits to sell you.
• Search for local company auctions or business shutdowns.
• Many sites sell used exhibits. Look for a company close to your location to save on shipping. Again, ask and you may get a break in the cost.

If you are going to purchase a new exhibit, look at different types of displays on the internet. Then contact two or three local exhibit company and show them what you like. Ask about the differences in pricing between the products. Typically, the differences will be in the quality of the product, product features, warranty, and customer service.

The last suggestion is for you to create your own booth! Be creative. Have fun. Attendees will remember your booth. Your innovation will be on display.

Here are some suggestions to get you started.

• Use your product as part of the display. Let’s say you have created a board or electronic game. Make a large scale replica of the game as your exhibit.
• Use items that represent your product or service. For example, you developed a service that allows homeowners to use teens for yard work. Fill ½ your booth with items that represent the overwhelmed homeowner: mulch, lawn mowing, trimming, planting, fertilizer, mud, medicine for sore muscles, etc. On the other side, create a peaceful yard environment.
• Use items that represent the buyer’s problem and your solution.
• Go to a hardware store, craft store, garden center, and discount store to be inspired by their displays. You will also find materials for your own creation. Materials such as wire fencing, peg board, fabric, Styrofoam, paint, ribbon, etc. will make your exhibit unique.
• Use colored paper, cardboard, foam core and your printer. Be memorable.
• If you are going to use a table top display, purchase a coordinating table cloth or sheet.
• Get you company name high and big. Large, high-impact images will stand out. More images than words. Be creative. Be unique. What problem are you trying to solve with your buyer? Target their pain.

Other Cost Considerations

• Graphics – You want your company name and tagline big. You may decide it’s worth the price.
• Shipping – This will all depend on the location of the show. Consider other options besides FedEx or UPS. Call your local exhibit company or the show organizer for help.
• Carpet– Hotels and smaller venues will be carpeted. Larger venues will have concrete floors. The show kit will have information on renting carpet.
• Drayage – This is a material handling fee to get your booth from the loading dock to your booth space. If you can “hand carry” your exhibit in via the main entrance, you will not be charged.
• Electricity – If your booth has lighting or technology, you may have to pay for the connection. This can run from $35 to $220.
• Internet Connection – At larger venues, free Wi-Fi is blocked. Have your presentation on your laptop.
• Lead Retrieval Unit – This device scans attendee’s badges to download later. Rental cost about $200.

Good luck with your first exhibit, and if you have any questions at all, please let us know. We are more than happy to support readers of the Teen Business Forum.