Avoiders: These types need to be at the show, but hate the hustle and bustle of crowds. Coming at the end of the day allows them to conduct their business without throngs of people jostling into them. Avoiders can be very profitable prospects.

Busy Bees: Busy Bees also need to be at the show for legitimate business reasons, but their over-packed schedules preclude them for devoting the time a major show requires. They try to cram an entire day's schedule into an hour or so. As a group, Busy Bees are not very patient. If they can't find someone to help them at one booth, they fly to the next. Don't let them buzz away from your exhibit unsatisfied.

Crooks: We don't like to think about it, but bad things do happen at trade shows. Competitors can and do lift lead cards left laying on the table, not to mention laptops, prototypes, and anything else that's not nailed down. Have a staff member in the booth at all times to protect your company's physical and intellectual assets.

Susan Friedmann, CSP , The Tradeshow Coach, web: http://www.thetradeshowcoach.com

10 Ways Not To Greet Attendees (continued)

Do Not Sit. You give attendees the impression you don't care or you're lazy. Attendees won't interrupt your private time, as they see it.

Do Not Read. You aren't able to make eye contact with attendees as they walk by your booth.

Do Not Eat or Drink. It is just plain rude and messy. Potential customers are too polite to bother you when you're eating.

Do Not Ignore Attendees. If you're busy when someone approaches, either acknowledge him/her or try to include him/her in your conversation. If you're talking with your colleagues in the booth, break it off immediately.

Do Not Talk on the Telephone. Why do you need to talk on your phone in the booth? Time on the phone is time away from potential prospects and tells everyone you have better things to do.

Do Not Be a Border Guard. Don't stand where you become a barricade or block the attendees' view. Stand near the aisle and off to the side.

Do Not Hand Out Literature Freely. Your catalogs and brochures end up in a bag with everyone else's literature. Be discriminating in who gets literature. Better yet, mail them out to qualified prospects after the show.

Do Not Underestimate Prospects. Get out of the habit of sizing up somebody simply by the way they look. Qualify them, don't classify them.

Do Not Cluster With Friends and Other Booth Personnel. Don't be a "street gang." Nobody will approach a group of strangers, it's too intimidating. Be more approachable.

Source: How to Get the Most Out of Trade Shows by Steve Miller, Federal Way. WA.

 Security Tips to Share With Exhibitors (continued)

Nothing will ruin a successful exhibiting experience more than the loss or theft of expensive equipment or products. Here are some basic steps that can be implemented to prevent theft:

1. Show management, the building operator, the general contractor, and the security company provide a measure of protection, such as providing perimeter security. Exhibitors are responsible for your valuables.

2. Do not identify the product or manufacturer on the outside of freight cartons. Mark cartons numerically to indicate the total being shipped (1 of 6). Include your company's name and booth number in the cartons. Furnish the freight forwarder with an accurate and complete bill of lading.

3. Escort the merchandise and/or goods to your booth, if at all possible. The greatest risk of theft or loss occurs during setup and tear down. Be especially alert during these times.

4. Treat especially valuable goods such as prototypes as irreplaceable. If they truly are one-of-a-kind, hire your own security. Under no circumstances should such goods ever be left unattended. plasmas, computers and other electronic devices are particularly vulnerable to theft.

5. At the close of business each day, cover all display tables. This establishes a barrier to curiosity-seekers and other would-be thieves from selecting items to steal at a later time. Do not store excess supplies and merchandise under tables or displays. That's the first place a thief will look!

6. During tear down, stay with your exhibit until the empty cartons are delivered and the goods are packed, sealed and properly labeled.

7. Obtain proper insurance coverage for your goods, including transit to and from the show. Low cost Exhibitor Insurance is available. Check with show management for details. 

 --International Assoication for Exhibitions & Events