May 2003
What's your agenda?

I’m probably your worst nightmare. For just about every show that I’ve attended in the past year, I’ve booked outside the block. Why? One reason, and one reason only: When I find cheaper rooms. Our travel budgets haven’t been cut, but we do need to stretch our dollars. If I can get another staff member to a show or stay longer, then I’m going to do it. And frankly, convention rates at headquarters hotels have been high. While I understand that the higher rates were probably locked in several years ago when occupancy and rates were at record levels, why should the attendee have to pay the price? (If that’s the case for your show, renegotiate your contract.)

So which would you rather have? Two attendees who stay longer or one attendee who can be counted in your block? Of course, your answer depends on a number of factors. But all other things being equal, most show organizers would choose two attendees. Why can’t it be this simple? Housing has become such a complex issue. For show organizers, there’s a lot at stake legally and financially.
Every industry segment has a stake — and its own agendas. And yet, we all have the one common goal: Bring attendees and exhibitors to our shows, cities and hotels. There’s no doubt we’re in a housing crisis. It’s also clear that it’s not going away, and we’ll probably never go back to the good old days. Just like every other part of our business, we’ve got to re-examine what we do and how we do it.

We may not like it. We many not want to change. And it may hit us where it hurts the most — our bottom line. Consider this: Last month at the SISO Executive Conference, one show producer said she expects booking outside the block to be her biggest challenge in the next 12 to 24 months. Why? Because it’s diverting her attention from other more important issues. This doesn’t bode well for exhibitors or attendees.

I’ve heard of shows “threatening” those who stay outside the block. One of the most common “threats” is not offering shuttle service unless attendees stay within the block. While I can understand the reasoning, it’s scary to think that show managers really want to make it harder for someone to get to the show floor. Issues like this are certainly real, and they need to be dealt with in the short term.
But to find long-term solutions, every segment will need to make some concessions. We’re all facing much more important issues than housing.

Danica Vasos
Editor in Chief
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