If you’re going to spend thousands of dollars for a trade show booth, get your money’s worth.
This week I spent time filling out the application to attend the largest trade show in my industry. The small booth costs $3,995, just for the raw space. Add to that the airfare, lodging, meals, and costs of having sales reps in the booth instead of in the office, as well as the time and labor before the show getting displays ready, and I spend close to $10,000 to get us there. While that’s a good bit of money, I know it is worth spending, because my team will typically do three to five times that in sales on the trade show floor, and that’s not counting additional business after the show.
However, there are a lot of companies that exhibit at this show which don’t do as well as we do—yet they have paid the same money, and often times, a lot more, to be there. When they return home, I imagine they lament that it was not a good show for them and worry about how they are going to recoup their expenses. This moment of hindsight comes too late.
Here’s how I recommend you make a trade show profitable—ahead of time: Continue Reading from Inc.