Space and pricing.
Rate cards, zone and dynamic pricing, floorplan design, net square foot yield, premium location premiums, sell-through, waitlists and priority points systems.
19 articles · Exhibitor analytics
- How to design a booth rate card that survives a full sales cyclebooth rate card designBooth rate card design is three stacked decisions: base rate per net square foot, a size ladder, and location adjustments. How to set and defend each one.
- What booth price per square foot actually tells you about a showbooth price per square footBooth price per square foot is two ratios. Compute it over net square feet sold and again over gross hall area, then split the rate effect from the mix effect.
- Setting an annual booth price increase without losing the middle of the floorannual booth price increaseAn annual booth price increase does not have to be flat. Hold the entry rate, raise premium locations, and price what that split costs before the meeting.
- Booth size tier pricing and why the linear ladder breaks above 400 square feetbooth size tier pricingBooth size tier pricing breaks when the ladder stays linear. Price the tiers marginally, put the breakpoints above your median booth, and cost the taper first.
- How much is a corner booth premium worth and how to price itcorner booth premiumA corner booth premium should be priced per linear foot of new aisle frontage rather than as a percentage. What a corner buys, and what it cannot promise.
- The island booth price premium and what four open sides are really worthisland booth price premiumThe island booth price premium is measurable on your own floor. Match islands against inline blocks of the same size and zone, then read the gap in paid rate.
- Building a hedonic pricing model for booth location on your own floorplanhedonic pricing model booth locationA hedonic pricing model for booth location turns three editions of contracts into dollar values for open sides, aisle frontage and distance from the entrance.
- Zone based booth pricing and how to draw the zone lines defensiblyzone based booth pricingZone based booth pricing works when the lines come from ranked data rather than a highlighter. How to cut the zones, cap the premium and solve the base rate.
- Where dynamic booth pricing in exhibitions helps and where it breaksdynamic booth pricing exhibitionsDynamic booth pricing in exhibitions breaks on buyers who compare notes. Where repricing works, where it costs renewals, and why the rule has to be published.
- Making early bird booth pricing pay for the certainty it buysearly bird booth pricingEarly bird booth pricing buys cash timing and forecast certainty, and pays for both. How to measure what the discount hands to accounts that were never leaving.
- Estimating booth price elasticity when you only have five editions of databooth price elasticityBooth price elasticity will not come out of five editions of history. Two survey methods, from 1966 and 1976, give a number you can defend to finance.
- What revenue management for exhibitions borrows from airlines and what it cannotrevenue management for exhibitionsRevenue management for exhibitions borrows every airline condition but one: booth 412 is not booth 1130. Pool within a zone, then set protection levels.
- How a priority points system in exhibitions shapes who gets the good spacepriority points system exhibitionsThe priority points system exhibitions use to allocate space is a queue with a published sorting key, and the formula decides who picks first for a decade.
- Running a booth space draw process that does not eat three weeksbooth space draw processA booth space draw process is a queue with a service rate. Time it before you schedule it, and find out what 400 exhibitors really cost you in hours.
- Designing a priority points formula that rewards the behaviour you actually wantpriority points formula designPriority points formula design decides who picks first for a decade. Add decay and an early booking point, then simulate the standings before you publish.
- Space selection appointment scheduling and the queue that decides your floorplanspace selection appointment schedulingSpace selection appointment scheduling is queue design. Band your slots by booth size, stage the map release, and find out who really owns the first day.
- Exhibition floorplan design decisions that set your revenue before sales opensexhibition floorplan designExhibition floorplan design sets the revenue ceiling before sales opens. Count corners, perimeter runs and islands off the drawing, then price what it made.
- Trade show aisle width is a pricing decision as much as a safety onetrade show aisle widthTrade show aisle width is priced in square feet you cannot sell. Work the pitch arithmetic before widening, because the back of envelope number is wrong.
- What to do about back of hall pricing when the aisles run coldback of hall pricingBack of hall pricing by discount is permanent and the cold aisle is not. Move a demand anchor instead, then measure realised rate inside a 60 foot radius.