Tip 20: Tips on Pricing

• When quoting the fee for a sponsorship, clearly specify whether the price does/does not include production, installation and dismantle. Typically, a banner or column wrap would not include these expenses while an entrance unit or aisle sign would. The distinction is that you have to produce the latter items anyway.
  
• If you offer a discount for early booth payment, word it this way: "Amount due $2800. Deduct $200 if paid by September 1." Do not say, "$2600 if paid by September 1." In the latter case, the exhibitor will fixate on "$2600" and that is all you will get even if the check arrives in January.
  
• Offer a Corporate Passport rate for your conference that allows unlimited attendees from the same firm. For example, this might be $4950 for a $795 conference.