From the January 2000 issue of Entrepreneur

Considering exhibiting at a trade show? It may be money well-spent. According to the Center for Exhibition Industry Research, 86 percent of show attendees were the decision-maker or influenced buying decisions, yet 85 percent had not been called on by a salesperson before the show.


Gwen Moran is president of Moran Marketing Associates, a public relations and marketing communications agency in Ocean, New Jersey. She is currently completing a marketing workbook titled Promote Your Business. E-mail her at moranmarketing@erols.com