What I've Learned After 1000 Trade Shows | Learn the Exhibiting Hacks That Can Save You Thousands!

Posted by Steve Rad on Nov 21, 2025

I’ve done over a thousand trade shows, not just for hundreds of companies but some of my own brands, And let me tell you — for every one that went smoothly there was another one with headaches and challenges If you think a trade show is about showing up with a banner and business cards, then you’re in for a treat - So today, I’m going to just quickly cover, some of those pain points so that we can keep them on your radar, and know how to navigate through them! 

Trade show associations and those running the show behind the scenes are all about the extras - and if you didn’t plan for some of them, they cost double when you need them in a hurry. After 1000 shows, i’ve learned to have the following on my radar - 

1. FLOORING - the most overlooked aspect of exhibiting. You show up just to relaize you’re working with just CONCRETE. Suddenly you’re forced to order show carpet - $700 bucks for some crap carpet. Plan in advance to order show flooring, or pickup some interlocking foam tiles for a fraction of the price in advance. 

2. ELECTRICAL - Another banger they hit you with on site! If your booth contains lighting, or a TV, be sure to order your lighting in advance. 

3. FREIGHT HANDLING - a charge so crazy they invented a word for it, it’s called DRAYAGE, and it’s the most outrageous of all charges. Imagine paying $600 for the on site handlers to deliver your goods from the back dock to your booth! 

If you have a portable display, I suggest walking it in yourself, and avoiding shipping things directly to the show at all cost.

This industry isn’t about products — it’s about people. Half the deals I’ve closed didn’t happen in the booth — they happened at the bar afterward. Don’t just stand behind your table. Get out there. Walk the floor. Talk to competitors. Compliment their booth. You’ll be shocked how many partnerships come out of curiosity, not pitch decks.

Everyone wants to know, ‘Did the show pay off? But here’s the truth — ROI on a trade show isn’t just sales. It’s exposure, feedback, and the network you build.
Some of the biggest wins I’ve had from trade shows didn’t show up on the P&L for months — sometimes a year later.”
Attribute every lead to the time and money you spent at the show, and Follow up like your life depends on it. Send video recaps, personal emails, or samples within 48 hours.

The best booths are alive — energy, movement, confidence.
The worst ones feel like a funeral — quiet, empty, sales reps hiding behind their phones, or eating in the booth. Your booth should look like a party with a purpose.
You don’t have to be loud, you just have to be magnetic.

After a thousand shows, I’ve learned this:
Trade shows aren’t about perfect setups or glossy designs.
They’re about showing up, being human, and owning the chaos.
Every mistake becomes a masterclass, and every win is built on ten failures.
So if you’re thinking about your first show — welcome to the grind.
You’ll hate it, love it, and once your start, you’ll never want to stop doing it! 

- Steve Rad