By exhibiting, you are advertising, promoting and selling your company image, products and services. Outline specific objectives. Plan exactly what you want to accomplish when meeting with management. Your exhibit program may need several different areas of support - for example, budgeting, sales staff cooperation, product display creation, or public relations input. Have a clearly defined plan for each area.
Management is interested in seeing quantifiable results.
Show them specifically how trade shows have lowered the cost of sales, increased repeat customer rates, attracted new customers, increased market share, gotten products to market quicker than the competition, or improved the company image. Be prepared to negotiate. When asking management for support in various areas, present facts that are based on your past experience. Know exactly what you want, and be prepared to negotiate. Speak their language.