Each week it seems, I get a call from someone who wants to sell an exhibit. Sometimes it's because they have outgrown their usefulness or it is time to update an image or it's just plain worn out. However, lately, I'm finding that many sellers are trying to unload displays that were bought in haste. These hasty purchases resulted in exhibits that were the wrong color, size or configuration. These are firms that have rushed into purchasing an exhibit without proper guidance or research.

What is the right way to go about filling your exhibit needs? We need to do a little homework to answer this question. Let's look at some other questions that need to be answered first:

1. Why do you attend trade shows?

2. What is your objective when attending a show?

3. Are trade shows a part of your overall marketing strategy?

4. How many shows do you plan to attend in the next 24 months?

5. Are they local, regional or national shows?

6. Are you a major player in your industry?

7. What location would you like at a show, i.e., in-line booth, end booth, corner booth or island booth?

8. Might you participate in more than one show at a time?

9. Who will be responsible for setting up your exhibit?

10. How much have you budgeted for an exhibit?

If you find this an impossible task, then perhaps you need to take a different approach. Maybe your best bet is to rent an exhibit. Renting offers some advantages to the trade show novice. You will be able to make some mistakes and not have to live with them for more than one show. You will be able to see what works... and what doesn't work.

So where do you find exhibits for rent? A quick look in the Yellow Pages under Display Designers and Producers will start you in the right direction. If you are working with a graphic designer, ask them for a referral. Many work closely with exhibit firms. (Note: The terms exhibit and display are often used interchangeably. The term booth refers to space, while display or exhibit refer to the structure within a booth.)

Most reputable exhibit firms offer a full range of services including rentals, and they will welcome the opportunity to work with you. In addition to designing and selling displays, these firms understand the trade show industry and can offer assistance in areas of graphics, shipping and setting up. Many offer a complete exhibit management program.

Design firms will assist you in determining your needs. Most will consider rental fees should you decide to purchase an exhibit from them at a later date.

Rental fees vary according to the size of the exhibit and the length of time it will be used. If you want the rental firm to handle shipping and set-up, you will pay an additional cost.

Renting an exhibit will enable you to take the time to find the answers to the questions asked earlier. Once you know the answers, you can make an intelligent purchasing decision... without haste.