One of the most unforgettable experiences of any exhibit manager is the first foray into the world of trade show unions. This can be an unnerving experience or a lesson in building consensus. It will be a memorable experience. I guarantee it!

Oh so often, I've seen the eager new exhibitor with bright, gleaming eyes and shiny face enter the larger exhibit halls ready to set up the company's exhibit. Often those bright eyes and eager faces turn to beady eyes and frowns as they are told that they won't be able to set up their own booth. In many cases, they won't even be allowed to carry their exhibit materials into the show area. For the over-eager staffer trying to impress the boss, this is a real ego buster.

If your are confronted with this situation, it is important that you respond in the right way. A few rules:

It's their turf!

Don't think for a minute that you are going to change a system that has been entrenched for generations. You won't! The fact that you are bigger, prettier, smarter or nastier won't make a bit of difference. You're just fresh meat for the grinder and if you make too much noise, they will be happy to make your life miserable. I once had a friend tell me, "Never wrestle with pigs. The result is that you both end up dirty and the pigs love it!". So much for fighting with the unions. (Note: If you are female, young, overly pretty and cry well, this may not apply.)

It's their job!

You may not like the thought of having to pay for someone to do many of the tasks you were prepared to handle on your own -- but, nevertheless, in most exhibit halls that are unionized, you don't have a choice. Those folks that may be charging you big bucks to screw in a light bulb or hang your sign are only doing their job. That's what they are being paid to do. Getting into an argument with them will accomplish nothing as these are the ducks of the world -- not the eagles. If you can't accept this approach, then you will have to go to the top. This is not a real good idea because the top is where the policy is set in the first place!

Talk to show management

All of the labor contracts in exhibit halls are negotiated. Show contractors and managers agree to abide by these agreements when they contract for a show. They are the ones who talk to the union people. So... if your want to change the world... talk to the show manager. They may be able to get some relief for you. It isn't your fight.

Go to lunch

This is probably the best course of action you can take. Take some time to step back and compose yourself. While you're having lunch, try reading your exhibitors' manual. I'll bet that you will find that if you had read the manual in the beginning, you would not be in the situation you are now facing. There is enough stress associated with pulling off a good show without the additional burden of getting into a dispute you can't win. Remember... you still have to get your exhibit dismantled at the conclusion of the show.

Read the manual

All exhibitor manuals will tell you what you can and cannot do when moving into a show. They will let you know if a union is involved and what their rates for various jobs are. If no union if present, you will probably be able to set up your own booth. But read the manual first!