Once they rearranged things, traffic started flowing into the booth. Dallmeyer was accompanied through the show by Ted Ballweg, who at the time was head of the exhibitor committee and Manager of Sales Promotion for American Breeder Service, a major exhibitor. Ballweg says Dallmeyer also suggested methods for using product literature and signage more effectively. If an exhibitor signs up for either three or five years, the rate holds during that period. At the end of that time, the rate rises to the current level, but the exhibitor can then renew the agreement.
Facility management can also help.
At the Jacob K. Javits Convention Center in New York City, where many costs used to be significantly higher than elsewhere in the country, rental rates are holding at the 1991 level. But we've already approved some contracts beyond that date. As a service to its bigger exhibitors, Western Exhibitors creates consolidated shipments if a similar show is being held about the same time as one of its gift shows. We actually buy the tmiler ourselves and bill the exhibitors through our office, so we get the package rate. Rick Heim, Executive Vice President at SHO Inc., negotiated a 40 percent drayage discount on any single piece of equipment weighing 2,500 pounds or more.