Whether it is your first trade show or you're a veteran, there are tips - do's and don'ts - of trade show exhibiting that may help you get more out of your trade show budget.  If you are a small company with only a few employees (or you may be the only one), first and foremost, pay close attention to the number of hours, days the show will be open.  In order to be effective in your booth, someone with a smile and knowledge must be in it!  Plan on having someone to relieve you for bathroom trips and eating breaks.  If you are a large company, never send the 'new kid on the block'.  Sending a new hire sends a negative message - working a show is a penalty, instead of an opportunity.  Small or large, make sure that those you choose to work your booth has knowledge of your products and/or services.  Everyone who works the booth should know your company's goals for attending the show; therefore, you need a plan.  Ask yourself some pointed questions.  Am I signing up for this show because I want to ____________ (to demonstrate a new product, get my name out, build brand awareness, collect data, get subscribers, networking or...).  If you can't answer this question, get your money back for the booth rent and stay at home.  Once you decide why you are going and that you are going, the next step is create a qualifying question.  An example (if you work for a local newspaper and you are looking for new subscribers in the Daytona Beach area):  "Goodmorning.  Do you already receiev the Daytona Beach News Journal at home or your office?"  If the attendee says, "yes", then say thank you for your support and have a great day (and help them on their way).  If they say "no", then have your second qualifying sentence ready.  "I have a free newspaper for you today and a chance to win a MP3 player, sign right here." Have all the paperwork simple and ready.  The faster you get the attendee in and out then someone else can get in.  If you use a badge scanner, have a way to separate the leads into qualified leads that you want to follow up or have promissed to send something to and what I call 'lookers' that have no intention of doing business with you.  Choose professional outfits - but don't outdress your attendees and choose comfortable shoes.  This is no time to wear 3" heals or new shoes.  The agony on your face will not be inviting!  Oh, and one more thing.  Don't plan on sitting down (don't even put a chair in your booth to tempt you).  On your feet, meet and greet.  Choose your trade show booth and graphics carefully.  If you have a lot to say or show but it can be done with graphics (you don't have objects or samples that have to be hung on the display) you may be able to use a pop up display - either table top, floor model or island configurations are available.  The benefits:  lighter weight, easy to set up, and more affordable.  If you have to hang a product or demonstrate a sample you may want to consider a panel system with counters.  No matter what you choose, when you plan your graphics, remember, 'less is more'.  You have 7 seconds to attract someone into your booth from 15 feet away!  (It is not like an ad in a newspaper where they can take it with them and hold it to read it.)  Make sure your photos are large and the copy can be read from a distance.  You want your company name to show and usually towards the top of the display - but don't get caught up in an ego trip.  If your company doesn't already have brand recognition - like G.E., McDonalds, Sears, etc. - then make sure what you say what you do or provide.  Example: Smith Company doesn't say as much as "Smith Sharpening Services.  We sharpen blades - delivery at no charge!"  If you have a few strong points, limit it to your 3-4 strongest.  The rest of your information needs to be in the information you provide.  You may want to use promotional items, but that is in a separate guide: Promotional Items - To Give or Not To Give.