Thus, buying power is limited. Consequently, Mackler's exhibitors are eager to expand into those countries, and he is exploring opportunities that would enable them to do so. Already established in Mexico, CMC has moved into Venezuela, Brazil, Chile and Colombia. As borders have opened, however, not all countries have geared up for the increased volume of business. But in some cases, unskilled customs agents are simply not prepared for the traffic, and things are even more difficult than before.
Political unrest can affect exhibitors' mind-sets or even force the postponement of a show.
If your show is driven by government purchasing, it's even more important to be sensitive to what's going on politically. Mackler urges show managers to enlist the aid of a lawyer in these countries to deal with the legalities and nuances of tax issues, licenses and permits. Vendors use different terminology, Mackler notes. Also, language differences can make it difficult to employ what Americans consider standard negotiating techniques. Otherwise, it can be hard to tell if firm prices are the custom or if people are taking advantage of you.