Ask Donald - Craft Magazine - March 2008

How should I dress for various shows? I don't want to be overdressed, but at the same time, I've seen exhibitors underdressed for higher-end shows. Is there a standard that I should know about?
I think our standard should be to dress in a way that reflects confidence and success. We must always be mindful that everything we do reflects on our brand. Our brand is about creativity, good design, the sign of the hand and quality. The clothes we choose to wear in our booth should embody those attributes and therefore enhance our brand. The level of formality will vary from show to show and also during the run of the show. For example, if there is an opening preview/benefit it calls for dressier outfits. This too will vary from show to show. Why not take along several choices and talk to fellow exhibitors about what they are wearing and go from there.
At the last show I attended, I did not have a booth assistant. Obviously I had to eat at some point in the day, but I knew that manners-wise, it isn't appropriate to eat while in your booth. How do I get around this when I'm just one person?
So eat. I see this as a matter of diplomacy rather than etiquette. It's all about being thoughtful and mindful of where you are and what you are there for. I would suggest you purchase food on your way to the show; the lines at the show food vendors are often long. Choose something that is easily eaten in little bits in between customers. You might also avoid garlic, onions and other strongly fragrant foods. If necessary let your buyers know why you are eating in your booth they'll understand we're all human.
The last show I attended had booth sitters available for bathroom breaks. Is it safe to trust these people? I know they are part of the show staff, but it is a worry of mine.
Trust them with what? Certainly they’re not going to steal you products, their loss would be too obvious to you. Likewise I think your money is also probably safe, if you are concerned about this take away all but the minimum needed to operate. My biggest concern with booth sitters is their level of understanding of your products and their ability to present them properly. You might take the time to provide a concise written statement about the motivations for your work, a thorough description of the materials and processes you use, and be sure you have clearly priced all your items. Also remember you are only a cell phone call away.
My booth became infested with cockroaches at the last show I was at. Who is responsible for this, show management or the event site, and how soon should it be resolved?
Well, Mother Nature is probably responsible for the roaches in that neighborhood, I don't think this is about blame; it's about the most discrete solution. It's interesting that at a recent show in a Florida hotel I encountered a roach in the room where we were exhibiting, my remedy was to kill it, fortunately no one else saw the creature. Exterminators could be called, however, dying roaches like to take one last rather slow walk, and you don't want them roaming around your booth on their death walk so I would rule out extermination. Goggle roaches and learn about their habits. You will find that they can invade even the cleanest spaces and before you see them they have moved in. They are fond of the glue used in cardboard and often settle there, so by the time you see them your packing materials may be their home. You may want to purchase roach hotels to take care of any that may make it home with you.
After I get all my display furniture and product set up in my booth there's not much room for me, help.
This is a common problem and the solution you choose will be very important to your selling success. The way you present yourself can be welcoming or off-putting. This is where the aisle comes in. Using the aisle let's you greet buyers as they approach, invite them in, and oversee your booth without being an obstruction. By carefully watching the movements of buyers you can show up at the right moment. And remember, we don't want to feel trapped by a salesperson so think about how you approach and be sure not to begin speaking from behind a customer, always get to one side or the other. Although show days are very long I think it's important to greet your buyers standing up, for me it's a matter of respect.