Devoted to small businesses and those who run them

In my experience trade show display pricing can often be negotiable, especially for smaller specialist trade shows.

Of course, you can try to negotiate anytime for any reason, but these may be a few useful starting points.

Basis of Negotiation - Starting Points

1. They may specifically want your business to display as you may have a unique newsworthy product or service.

2.  They may want to have a representation of all aspects of an industry.

3. Organizers may want a cross section of products across the whole trade show for balance and to provide variety for trade show visitors.

4.  You have supported them for a number of years

5. They have spaces avaiable which they can't sell

6. They want you to take a larger space

7. You provide an additional service e.g. run a seminar at the trade show, provide prizes in kind or provide equipment etc.

8. You also sponsor another aspect of the trade show e.g. the sponsors lounge or trade show dinner. 

Negotiation could involved discounted pricing, additional space or services or payment in kind. 

• What are your experiences or tips for negotiating trade display spaces?