Marshall Yard:

I thought I did alright in undergrad Economics. I might not have been the absolute brightest, but I am at a total loss in understanding why trade show service prices are skyrocketing for 2009. Trade Show Services primarily include Installation & Dismantle (I&D) of trade show booths; and “drayage,” or material handling; on top of other things like electrical labor, cleaning, lead retrieval, and catering. Not only are rates going up, but exhibitors are being gouged on top of those rates. Let’s get my anecdotal facts out in the open, before honing in on why.

I&D is the carpentry involved in putting together the exhibit. The installers unload the crates that exhibits arrive in, and piece together the booth. These are union contractors who work in a very compressed time frame to build an exhibit from start to finish. They lay carpet, frame structures, provide the finishing touches of graphics and stretching fabric, they place furniture in denoted locations, with electrical channels built into sub flooring or carpet pads. We’ve seen I & D increase by fully 30% in the past six months. It only seems to be getting worse, amidst a real estate crash that is leaving echelons of builders and remodelers out of work.

Drayage is the act of bringing crates that are unloaded at the Marshall Yard to the correct location on the show floor. Drayage is charged at a rate that the show will determine, and you have the option to have the show contractor handle drayage, or perhaps the show contractor can do it instead. To haul 5,100 lbs. of crates with a forklift is going to cost one of my clients $6,344. Last year, their rate for drayage was $95.00 cwt, whereas the 2009 price is quoted at $124.40 cwt - a 31% increase. Since they had a slightly smaller booth in 2009, they have effectively doubled their drayage expense for the show.

Electrical, cleaning, lead retrieval, catering - perhaps exhibitors will catch a break in the ancillary services that they order? Not likely. In fact, electrical labor is starting to be a reliably done on overtime. OT pay is reliably in order in todays trade show environment. Hence, the gouge on top of the the gouge.

So how can trade show services increase in price, while every commodity that is intertwined with providing such services is in decline? Fuel costs have plummetted; unemployment is up, reducing labor costs; and capital expenditures are down, decreasing demand and prices for heavy equipment like fork lifts. In fact, the number and scale of exhibitors is drastically reduced for 2009. So at the most elementary level: DEMAND FOR TRADE SHOW SERVICES IS DOWN.

Any “theories” as to why services aren’t going to be reduced any time soon? They seem to be making up for the decrease in demand by increasing their price, contrary to basic economics. But how can they do that while any other business would go bankrupt in a matter of weeks?

Do words like “Extortion” or “Monopoly” come to mind? This trade show blog is asking.

As a trusted expert in trade shows, and a major contributor to America’s favorite trade show blog, I’d like to offer a special blog topic today:

GREAT TRADE SHOWS FOR 2009
(please comment on any shows I may have left off of the list)

Newspaper & Print Journalists Expo

Polar Bear & Caribou Convention

Chicago Auto Show

The Annual SML (Subprime Mortgage Lenders) Conference and Exhibition

Wahabbi Terrorist Symposium and Exposition*

The Private Jet Show and Client Appreciation Luau (in sunny Maui!)**

The Bipartisan Politicians Luncheon and Bailout Expo (huge exhibits, but don’t expect any substance)

Adam Smith’s Capitalism Exhibition and Wake, visitation begins Wednesday, and continues indefinitely

IDEAS 2010 - Internation Defense Exhibition & Seminar in Pakistan (very real)

*women should be sure to shroud their faces, and men should wear long beards. 

**scheduled one week after, and in conjunction with, Chicago’s auto show

This past Wednesday, I had the pleasure of driving down to McCormick Place with some of my favorite co-workers. The cast for the drive included Midnight Michigan, senior designer; Sasha Grove, manager extrordinaire; and Linda Railroad, working the oldest profession, sales. Update: I’ve finally received permission to clarify the origin of my coworkers’ names. These are porn names: Derived by the combination of our first pet’s name with the first street name that we remember living on (I will continue utilizing my McCormick Place psuedonym, since “Lucy Barton” makes for gender-confused blogging). With this crew, it’s always guaranteed to be quite a trip. The RSNA trade show was in day 3 of exhibit set-up, so let’s recap the day’s events:

When we realized that walking would have taken us over 17 hours that we decided to drive. Linda’s directions were denounced as “the long way.” Commute time: 1 hour, 15 minutes. We covered a lot of conversational ground on the way downtown: Trade show exhibit booths, obviously; how-to-drown skunks and other suburban pests; approved alternatives to watching football over the Thanksgiving holiday; and, finally, the potential drayage costs of parking on the convention center floor, versus the parking garage ($8,000 versus $15).

After arriving, we had a very stimulating time previewing the RSNA show. The Siemens rental exhibit booth is, as expected, surreal and impressive. Midnight seemed very pleased at seeing his 3-d renderings put into corporeal existance.

Other highlights from the trade show floor: One of our competitors, expected to fold within months, builds out one of their last exhibits; and our biggest “competitor” freaks out when we walk around their largest client’s booth. Name badges and company insignia can be quite intimidating, it seems. As innovators in the rental exhibit booth business, we were pleased to see them doing a mediocre job of imitating our custom rental system (ours utilizes custom built components that… well, just go to the website). They can try to imitate, but you can’t beat the real thing.

We took my way home (2 hour drive). It was a far more scenic route, and the subject matter was far less appropriate. Drowning dogs, Linda Railroad taking the “Midnight train,” and things got worse from there. H.R. will be busy sorting out who said what!

This week, the buzz around the office is all about the RSNA show (the Radialogical Society of North America’s annual meeting & expo). We have a multitude of outstanding clients at the RSNA’s. They range from Imaging on Call, who has a 20 ft. x 20 ft. custom rental booth, to the other extreme, Siemens, with a whopping 110 ft. x 220 ft. exhibit. Building a miniature “village” of different structures in a matter of a few days is fun to watch.

Word on the street (perception) is that trade shows will have fewer exhibitors in 2009, taking up less convention hall space, and with smaller exhibits, as the broader economy heads into recession. I think that’s true, by and large, but there are individual companies that are exceptions to this rule. Which side of the coin is your company on?

Tails:

Revenue is declining, profits are tighter (or in the red), and the marketing budget has a large “blip” that is “Trade Shows/Events.” In order to survive, your company decides to cut back everything, and the exposure and opportunity that a well executed trade show can offer gets thrown out with the “bathwater.” Hopefully these companies do not own their trade show exhibits - else they are wasting big marketing dollars that were invested when the economy was more favorable. In addition, there is a continuing expense of storing their exhibit property. This is a reality many companies are facing. Either scale down, or kill the program entirely.

Heads:

Your company has continued gobbling up market share, or may even be consuming competitors’ businesses via acquisition or attrition. I have a number of clients who are in this position: They are GROWING their tradeshow presence in order to undertake some major corporate agendie- Rebranding, launching new products (perhaps integrating their new acquisitions’ product line), or merely establishing their role as industry leaders. Sometimes they’re doing preventive work on potential misconceptions of who is struggling, and who is surviving, in the new economy. An effective trade show exhibit can allow a company to accomplish all of these goals in one space. A custom rental booth can be designed for each individual trade show, to ensure that the message that is conveyed is timely and precise for todays trade show audience, not last year’s.

Heads or tails, it seems like the company that rents their exhibit is better off. If you can’t afford to exhibit, you can cross off that expense for FY09. If you can afford to exhibit, you can do exactly what you want for 2009’s exhibition (e.g. - Siemens and Imaging On Call can build totally different designs for every show). It depends on what the reality is for your company, but at least you get to decide on how you’ll be perceived.

It’s September 2006. It’s hot, business is hopping and I’ve gotta get to McCormick Place  to deliver graphics and visit what we’ll call a “spicy” client. I look cute today, which makes me feel chipper…crisp, white, button-down shirt, chic black pants and high-heeled boots. I’m going to impress this client with my vast industry knowledge and top-notch customer service. I anticipate her spending a million dollars at the next trade show. It’s gonna be a good day. 

I pack my car with large boxes full of fabric graphics, paperwork and a steaming cup of coffee from 7-Eleven. An exhausting, two-hour drive from Catalyst Exhibits later, I’m swirling around the basement of Lakeside Center’s parking garage(instead of the North Hall, because traffic made me nervous so I pulled into the first Public Parking slot I could find). I’m not panicked because though it’s only my second time at this venue, I have plenty of time to navigate to the hall. I unload my boxes of graphics onto a hand truck (thanks creepy garage guy!), haul the drayage, electrical and Internet forms over my shoulder and make my way toward an exit. I soon find myself at the base of an escalator, leading to the Lakeside Center. Climbing aboard – cuteness intact – I realize that the boxes of graphics are slowly slipping from my arms and off the dolly. I try to reposition myself but the boxes are coated in Vaseline and cascade down the escalator. Hey, at least no one saw me (I think, as a bead of moisture forms above my brow) but as the thought forms, about 100 doctors pour out of a conference down the corridor. They all watch as I fumble around like a blind juggler, trying to salvage the boxes. I get to the top (humiliated, by the way, because my shirt got caught in the railing, so I look indecent), call the Account Exec for I&D and beg him to pick me up. I don’t know where I am in relation to the booth space, so it takes him 40 minutes to find me. When he does, I flop myself on the back of his cart and, sweating profusely now, drag the mangled boxes of graphics all the way to the North Hall. 

I get there, survey the area and am confident that – despite this morning’s inconveniences – the rest of the day will be swell. The booth looks lovely and the client’s no where to be found (in this case…that’s kind of a good thing). Out of nowhere, like a vulture to the carcass, the client barrels into me, screaming Spanish about missing graphics. “I have them,” I say. She storms off. Crisis averted. Sulking toward me, though, is the foreman…with eyes like someone killed his puppy. This man, who embodies lumber-jack masculinity in all it’s glory, is crying. Is he really crying? Bottom lip quivering, he mutters, “I can’t take this anymore.” 

Spicy McSpicerson has gotten to him. 

It was all down hill from the point. Mass chaos. The client screams until her nose bleeds, the foreman sobs, I’m so drenched in sweat that my hair looks like Benicio Del Toro’s, the booth “¡Es nada en absolute lo que ha supuesto ser!” and my boss (and HIS boss) are on the phone with a Spanish CFO about our pending lawsuit. 

These are trade shows in their rarest form. These are doppelgangers, of sorts…a parellel universe. Though I love the industry and – more importantly – Catalyst, I am exhausted. I wonder if Starbucks is hiring…

Wow..this is right up old Kevin’s alley, by accident we stumbled upon the Underwater Intervention 2008 website and the amazement in this technology really intriqued our little mississippi map.  Taking place in New Orleans, January 29-31st, at the Morial Convention Center. 

I honestly have to say, I never even realized there was such a convention.  Kevin got a bit of an education in welding when he investigated the FABTech trade show coming to McCormick Place later this year.  Can you imagine welding structures underwater?   This is the job of what they call a commercial diver, getting paid to work underwater.  (No Kevin - we are not increasing your exhibit house salary)

ROV’s = Remotely Operated Vehicles, are used for various tasks for diving contractors as well as some various programs that have gone on in the past.  EPA funded project for the environmental education, what a great opportunity for those wishing to be in this field. 

The conference will cover many topics, concrete rehabilitation, marine construction, workshops and discussions.  Commercial divers have to work in a variety of conditions, not only in water that is drinkable, but wastewater as well. 

AHR Expo is coming to New York, for the first time in 17 years, the AHR Expo for HVAC&R Industry Professionals will be at Javits Convention Center.  January 22nd-24th, 2008 will bring forth a wealth of information at AHR Expo, buy, sell, network and learn is what Kevin & I read on the website.  (Kevin is sleeping under his heat lamp right now-ain’t he the cutest) Before his nap, he said he loved the heat lamp, and would I investigate anything related.   Actually, I need a heat lamp, its like the arctic back here!

With the AHR Expo being housed in the Empire State Region, the attendance is supposed to climb.  This is the biggest residential and commercial HVAC&R area in the market in the U.S.   With hopes of drawing in many more attendees and exhibitors who have not had a chance to attend in the past.

With 1500 Exhibitors already signed up, there are many more international companies from over 30 various countries.   According to a survey from AHR 2007, 95% of the visitors said they found products & information to improve their business operations. 

Planning and preparation of your trade show exhibit can improve your effectiveness, and give you a better edge after the show ends.  Involving management shows a deep support team and the process of setting trade show goals can come full circle and your achievements can be astounding.

HVAC equipment is expected to grow to a 14.5 billion dollar buisness by 2019, planning to exhibit at AHR Expo could be of great value in trying to grow your business, with new and exciting features being offered at this years AHR Expo, education in new technologies and networking are among several possibilites.

Kevin dug out some pictures of Catalyst Exhibits, Inc. annual Dog Day from a few years back and wanted to share a few tid bids on Pet Care and the Global Pet Expo Trade Show 2008. This year the trade show will be taking place on February 14th-16th, 2008 at the San Diego Convention Center.   In 2007 there were over 760 Exhibitors that attended and took up over 230,000 square feet of exhibit space. 

If you are attending the expo as an exhibitor, keep in mind that this is over a 41 billion dollar business.  With pet’s becoming part of our families, and being subjected to many more environmental issues, you will want your exhibit to make an impact, you’ll want your exhibit to be what you want your products to be.  Build a better trade show image with a great marketing program, attending trade shows can be time consuming, finding an inspired exhibit company can help make that process a bit more simple.  Allowing you more time to focus on the your prospects, and making them feel comfortable with your knowledge of the products & services you are exhibiting. A innovative exhibit company helps you intertwine the details of your product, services & knowledge blending them together for you in an eye catching, creatively cool trade show display.

Kevin wanted me to share with you his excitement from the other day.. WORMS! He loves eating worms, trust me, we have no shortage of rain so the pickings in the parking lot are great.  The more plump the better in his book.  He asked that I share with you some things not to feed your pets;

Foods to Avoid Feeding Your Pet
- Alcoholic beverages (Stanley my cat would be very upset at this one - he finds open beer delightful)
- Avocado
- Chocolate (all forms)
- Coffee (all forms)
- Fatty foods
- Macadamia nuts
- Moldy or spoiled foods
- Onions, onion powder
- Raisins and grapes
- Salt
- Yeast dough
- Garlic
- Products sweetened with xylitol

Back before trade shows and exhibits entered Kevin’s life, his time was spent in the lazy hazy parts of southern Mississippi.  Expo ’se Mississippi is more of an area that it is a town.  Named for its first settler, Harry Expose, where he was the postmaster and store keeper.  Kevin would lolly gag outside the store waiting for any bit of mail that would come his way and listen to stories about Harry.   Speaking of mail - don’t forget about the National Postal Forum Tradeshow which will be held in Anahiem California, May 18th - 21st, 2008.  Great event for any one involved in the “business of mail” seems it would benefit anyone that leverages the use of mail to drive business and marketing to check out the website!

Harry Expose married Lucy Burrell as  it appears from records in January of 1884.   Little else is known about the man.  Perhaps Harry and Lucy are buried in one of the small cemeteries that are near the Gulf & Shrimp Island Railroad, with only 10 headstones and several unmarked graves we may never know.

Kevin spent alot of time at nearby waterways in Holiday Creek and Pearl River, actually he loved to Surf, and would like to remind everyone that the Surf Expo Trade Show is coming up in September, once again at the Orange County Convention Center in Orlando Florida. 

 Smiley World attends the International Licensing Show at Javits Center - New York City, this intersting booth design was a collaboration of several individuals with in the halls of Catalyst Exhibits.

 The Licensing Show is an annual trade show with over 23,000 industry professionals in attendance.  It is very impressive to see the size and extensive licensing businesses in the confines of the Javits Convention Center.

Javits Convention center is located at 655 West 34th Street, New York, NY.  10001 and houses many trade show’s throughout the year.