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About
Used Exhibits
How does World Exhibit Brokers, Inc. differ from other used
booth resellers and Internet auctions?
World Exhibit Brokers, Inc. (WEBI) was a pioneer in challenging
the exhibit industry market, when it introduced the first organized
resale system, in 1983. In the early CAD (Computer Aided Design)
years, the company, then known as UZD Exhibit Brokers, developed
a proprietary CAD program, the Exhibit Registry that could reproduce
replicas of warehoused properties. These electronic scaled models
could be maneuvered to meet new requirements without incurring
exorbitant warehouse handling charges.
Understanding that it would be difficult for a company to buy
an exhibit that was built for another company’s specific marketing
requirements, WEBI regards each exhibit as an accumulation of
parts that can be rearranged to create a mirror image of the buyer’s
marketing projection. WEBI provides comprehensive 3D visual presentations
of the reconfigured exhibit. The reconfigured CAD drawings are
then shared with professional exhibit houses to prepare refurbishment
quotes. Having access to nationwide vendor sources, guarantees
the buyer the best quality work at the lowest cost.
When posting an Ad on the web or in a magazine, or listing an
exhibit on an Auction Site, a seller basically asks for the booth
to be purchased "sight-unseen". It’s the "grab-bag" principle.
The buyer won’t mind the gamble if he can buy the booth "real
cheap". The booth has very little value in such a marketing process.
After accepting a buyer’s miserly offer, the seller is still potentially
facing warehouse-handling fees for exhibit inspection. The buyer
may even associate the "cheap price" with the possibility of purchasing
a defective property. Frequently the exhibit house-storage facility,
when answering questions about refurbishment, will discourage
the sale all together to promote the purchase of a new exhibit.
Then there are the loading fees, and the complaints following
the sale for the seller to deal with.
WEBI supplies all the necessary marketing, design and sales material
and negotiates all fees and charges up front. Its design-sales
representative handles all the buyer inquiries and travels with
the buyer to the inspection site. Your valuable time can be used
to do what you were hired for. (back
to the top)
Why
are the forms so lengthy and complicated?
Please don't get discouraged
by our high requirements. Most web booth brokers just list your
booth and you have to spend your precious time trying to answer
all the buyer's questions whether they are valid or not. For over
20 years, we have sold booths as if we owned them. Having collected
all the data about the booth for sale, we can answer any questions
asked, make suggestion for reconfiguration and rehab, and then
able to sell the booths a lot faster and communicate with a lot
fewer prospective buyers. There is nothing worse than to make
an appointment, set up the booth and have the prospective buyer
say, "Oh! That's not what I thought it would look like."
AND START ALL OVER AGAIN (back
to the top)
How
long does it take to sell a booth?
How
long does it take to sell a house, a car, etc.? Not trying to
be a wise guy, but as a wise man I would say that if you have
all the necessary information to make a great presentation, and
you were selling at a smidgen lower than a buyer was expecting
to pay, you may just sell it right away.
We
don't have a commission structure.
We sell
on consignment. That means we work for our profit margin and you
have no investment in the process. Like a Real Estate Broker,
we happily list your booth for sale and work 24/7 to find a home
for it. To your advantage, there is no charge for our producing
a half a dozen web pages to promote your booth, nor ad fees to
post or commission when we sell it. It's all part of our overhead.
We sell on consignment. Consignment means that we both agree on
a price that you would be comfortable with, along with considering
the estimated time it would take us to make a sale. Once we agree.
We go to work. When we close the sale, we pay you the agreed
remuneration and if you are an exhibit builder, we hand you a
brand new client in need of graphics and refurbishment on a silver
platter.
By using the information you gave us, we make a detailed profile
of your booth and make that available on our website to visitors
as well as to our resale brokers around the world. When we have
a match between your booth and a prospective buyer, using your
3-D CAD drawing files, we reconfigure or redesign the booth to
meet their specific requirements. If you do not have electronic
3-D CAD drawing files, we manage with a less sophisticated presentation.
We will work with what you have and sell your booth. Once we have
a commitment from a buyer, we fly them to your storage facility
and show them, hands on, how your booth can become their booth.
We pay for all sales, labor and marketing expenses.
Can I find a “Good” used exhibit?
Most exhibits are fabricated in ways that will outlast many marketing
lives. With minimal refurbishment or graphic changes, they can
be used again and again. Exhibits are usually built with top quality
materials, and are often better built than the average home. Then,
they are either protected by robust shipping cases (that often
cost as much as their contents), or travel pad-wrapped and hand
carried between the vehicle and the show floor. (back
to the top)
How can I make someone else’s exhibit look like it was
“ours”?
You can buy a good-quality piece of clothing and accessorize it
to wear at totally different occasions. It's called dressing-up
and dressing-down a garment. Faddish clothes are seasonal and
have limited life span. The same is true with trade show exhibits.
The secret to maximizing your resources is to find a good quality,
neutrally designed structure that can be easily adapted to other
marketing applications. (back
to the top)
How can I save money buying a used exhibit?
The cost ratio between labor and material in the fabrication of
exhibit properties offers a convincing argument to that effect.
Since more than 70% of the cost of building an exhibit is related
to labor, it makes good sense to skip that expense. The trick
is to be smart about refurbishment. (back
to the top)
Someone told me it would cost as much to refurbish a used exhibit
as it would to build a new one. Explain?
It's an “old” adage that is only true when an exhibit
house does not have the potential for you to create the best with
what you have to avoid spending as much of your money as possible.
If you buy a neutral, sound exhibit that matches your merchandising
needs, it’s just a matter of fine tuning or decorating
that will provide you with the best vehicle for very little money.
Take the worst as an example. One of the panels has a hole right
in the middle. The exhibit is gray and you sport a nice melon
color in your logo. Make an oversize patch, round if your motif
is round angular or jagged. The patch can be laminated with HPL,
or for less money with a commercial grade vinyl. Many patterns
and colors are available on the market. The patch can be used
as decorative, or functional as a backdrop to a shelf for your
newest product. The cost would be minimal compared to re-laminating
the whole panel or panels. A little creativity can cost a lot
less. We know—we
specialize in it. Ask our designers to help you. (back
to the top)
What about exhibit design?
Image is Cosmetic. Once you have designed the practical application
of your exhibit, you can work with the cosmetic aspect of it.
Architectural designs that reflect specific themes such as Neoclassic,
Western, Mediterranean, Southwestern, etc. should be removable
and strictly cosmetic. This way, you have an individual design
that, once removed, leaves a perfectly good counter that can be
used for other applications and other companies. For instance,
instead of designing an angled half round/half square granite-like
structure with hands jutting out on one side and a half-sphere
protruding from the top, consider building a traditional rectangle
counter with kick-plate. Then have a customized top with the hands
and sphere dropped on top of it. As for the granite look, paste
any of the hundreds of durable plastic finishes over a good standard
white laminate and you have a different look. Companies like MBA
out of Exton, PA produce decorative fabrics that can be easily
replaced as you change your marketing strategies. A company with
a blue logo doesn't have to have a blue exhibit. A white exhibit
with three blue horizontal stripes will communicate the same impression.
Vinyl striping comes in different widths (up to 60 inches) and
can be applied to counters and panels to change the entire look
of an exhibit. Appliqués of fabrics or textured, self-adhesive
vinyl material will transform a white laminated object into an
exotic jade marble wall, a translucent metallic counter or a traditional
mahogany table—and it's removable. Basically, all exhibits
should be white, light gray (the cool side of white) or crème
(the warm side). The more neutral the exhibit coloring is, the
easier the resale will be. External, cleat-mounted light boxes,
shelf units and product presentation boards are preferred to built-in
units because of the interchange ability. The same effect can
be accomplished whether an optical exhibitor has an acrylic clear
frame storage unit velcroed to a wall, or spends ten times the
money to have an artisan fabricate 36 little drawers in an oval
counter. It's all a matter of logistics and semantics. (back
to the top)
Where do I get a CAD file?
A "used exhibit" buyer is looking for a "custom
look" that matches a specific marketing requirement. The
exhibit you are selling was built with YOUR marketing needs in
mind. To meet the buyer’s needs, we must take existing elements
from your exhibit and redesign them, to meet the buyer's specific
requirements and basically design his "custom" exhibit
with your used parts. We need the electronic 3D-CAD file to accomplish
that. This type file has a (dwg or dxf) extension and AutoCAD
2000 compatible. This file will provide the scaled-3-Dimensional
information needed to resize, change, add, maneuver, remove elements
and render with the prospective buyer’s identification. In the
last five years most exhibit houses have had recourse to CAD programs
to build their exhibits. The process is faster than the "slanted
board and electric eraser system", and allows the designer
to make instant changes in details and fabrication instructions.
Furthermore, CAD files can be stored in archive folders for future
use. When you have an exhibit built, you should ALWAYS request
the 3-D CAD file in electronic format (dwg or dxf extensions)—not
2D image files files. This way you are not dependent on the builder
to make decisions about making changes to your exhibit. When requesting
quotes for I&D or refurbishment, you can select a company
that uses CAD programs, email them the file (with last show's
e-photos) and have a quote expedited to you. It will save you
time and money. A RESELLER (like World Exhibit Brokers) can also
process your exhibit readily with tools like that and sell your
exhibit in record time. (back
to the top)
What are the logistics regarding the resale of an exhibit?
We evaluate an exhibit based on the conceivable accumulative expenses
anticipated in the sale process, its potential usefulness in the
application of prospective buyers' marketing applications, its
age and style. Unfortunately, the resale value is not affected
by the young age or minimal amount of times an exhibit has been
used. Trade show exhibits are usually designed to meet specific
marketing goals for a particular company. The design usually expresses
such a specific merchandizing image that it could hardly be used
by a company that navigates in a completely different market,
unless the prospective buyer was in the same industry as the seller.
In this case, the two companies would most likely be competitors
and would not want to share an image.
Let’s
play out a scenario for a trade show exhibit that costs $200,000
new. For a company looking to save money or not having an adequate
budget to build a new exhibit, a used exhibit would not be appealing
unless it was available at 40% to 50% of the new price, refurbishment
included. The reality is that for $100,000.00, the company could
have an exhibit built that would produce the same merchandizing
or marketing result as a $200,000 property. The difference is
usually only cosmetic. Compare a Ford Crown Victoria ($28,000)
to a Rolls Royce Park Ward (?)—same spaciousness, leather,
speed, comfort etc., but a great difference in price. The refurbishment
of the used exhibit can run anywhere from $50,000 onward to $95,000
depending on the required modifications and the cost of labor.
It does not leave much money to purchase the "used" exhibit. The
sale of an exhibit comprises several expenses. It may involve
multiple illustrated presentations. The process involves generating
new CAD reconfiguration drawings of the exhibit, consulting on
refurbishment and tradeshow marketing application, soliciting
refurbishment estimates and arranging personal inspection of the
exhibit. All expenses, handling in or out of storage, inspection
labor and transportation to the new owner are paid by the sales
process, meaning it does not affect your return remuneration.
To these expenses, add the sales commissions and profit margin.
It is evident that market value of a “used” trade show exhibit
can’t exceed 10% of its original price. On the other hand
it may cost upward of $5,000 for the storage company to dispose
of the properties (warehouse handling, transportation to dump
site, trashing fees etc.). ( back
to the top)
What does WEBI really do?
WEBI (World Exhibit Broker, Inc.) is primarily a concept design
firm. We derive our income from the resale of exhibits, but finding
that correct application that can be modified to meet the result
of our marketing study of a potential client is where we shine.
Our forte is an astute understanding of prospective buyers' merchandising
requirements and the capability to transform existing 3D merchandising
properties, specifically designed to meet certain marketing attitudes
into different market directions. We follow this with the ability
to negotiate a sale within the established budget of the prospective
buyers. Whenever there is a genuine need, we always find the solution. (
back to the top)
How does the Liquidation Process work?
The LIQUIDATION program was designed for companies who have written
off their trade show exhibit, no longer see a use for it, and
wish to dispose of the properties rapidly, without the additional
removal expenses (i.e., warehouse handling fees, trash site fees.
transportation, etc.) which sometimes can run into thousands of
dollars. It is an alternative option for companies who don't have
the necessary information to produce a marketable sales package.
A "forced-advertising" promotion introduces the trade
show exhibit to thousands of prospective buyers at prices as low
as $1,000. The sales receipts cover the cost of marketing the
exhibit. The process is fast, usually less than 30 days. If the
properties did not sell in two weeks, we ask for bids. Two weeks
later, we offer it for free (except for warehouse handling charges).
Usually, it is gone by then. If not, we suggest you dispose of
it. Sellers are not charged either for viewing expenses, the removal
of the exhibit from storage or transportation to the new owner.
WORLD EXHIBIT BROKERS EXPENDS ALL MARKETING, SALE AND VIEWING
DISBURSEMENTS. (back
to the top)
How does the Resale Process work?
Once we list an exhibit, it goes through the following process:
We give it 30 days' exposure on the web site. The CAD drawings
and images are simultaneously made available to designers and
account executives for presentations to matching requirements.
After 30 days, we review the responses and try to negotiate a
better price from serious buyers. If the process did not resolve
into a sale after 3 weeks, we feature the exhibit a Monthly Special.
If that does not generate serious interests, we will offer/suggest
the seller to change your Listing Agreement to a Liquidation Agreement
or continue with the consignment process. In the Liquidation process,
the exhibit is offered at a negotiable price usually $2/5,000
depending on size. Two weeks later, we ask for bids. Two weeks
later, we advertise it as FREE (except for warehouse handling
charges). Usually it is gone by then. If not, we suggest you dispose
of it. ( back to the
top)
How long does it take to sell an exhibit?
There is no way to predict how long it will take to sell an exhibit.
The listing is termed at 90 days for the seller's benefit, in
case you wish to cancel. With a 30-day notice, the account executive
has the opportunity to close any pending sale. Otherwise, there
is no time limit from our end. (back
to the top)
What
are the costs involved with placing an ad on your website?
We don't "place ads" on our website. The website is
our store and is used to show images and description of exhibits
we are selling. The listing is free. However you must provide
us with the following information online to list
your property:
1. Data
Form submitted ONLINE
2. Inventory List submitted ONLINE or an Excel compatible format
with individual crate size weight and product list
3. 3-D CAD file - AutoCAD compatible, (dwg, dxf, ext.)
(back to the top)
What does your company do to promote your advertisers?
The web-site is World Exhibit Broker's store. This is where account
executives takes their prospective clients to show them available
exhibits properties. Redesign and remodeling drawings are then
made from the 3-D CAD file you provided us to adapt your booth to
the buyers’ requirements. Having been in business for over 20
years, we have daily calls from exhibit houses, exhibitors and
internet visitors. We have a database of over 8,000 prospective
buyers who are communicated with special offers and reminders on
a monthly basis. (back
to the top)
Would you suggest showing our property as a complete exhibit,
and stating the pieces may be sold separately? Or do you
believe we have better odds of selling the whole exhibit as is?
When we list the exhibit for sale, we establish a value for the
whole inventory. From that point on, we try to sell it as the
requirements come in. Sometimes, we find it feasible to sell a
portion of the exhibit properties and discard the rest. (back
to the top)
Where are you located?
The Corporate offices are located in Las Vegas, Nevada. The Acquisition
and processing offices are in Rochester, Minnesota. Our design
staff is in Southern California, and our inventory is stored
worldwide. Our account executives are freelance commissioned contractors
and can be found in all 50 states and Canada.> (back
to the top)
Q: Our exhibit house said we can’t get our exhibit CAD drawings
files—they said something about "intellectual property".
They said we paid for "an exhibit and setup drawings" which they
have provided. What do you think?
Addressing the last part of the question first, one should look
at the amount paid for "setup drawings". Setup drawings derive
from the 3-D CAD file produced by the designer. Designing an exhibit
can take days of drawing time and can cost as much as $3,000.00.
The "set up drawings are just prints of clips of the main drawing
file and should cost less then $100.00. If you paid more then
that, you were charged for the creation and drawing files of the
exhibit. Further more, by the statement "you have paid for an
exhibit" it is understood that ALL MATTER, OR PHYSICAL EVIDENCE
THEREOF, RELATING TO OR ASSOCIATED WITH THE CREATION AND FABRICATION
AN OBJECT OR PERSONAL, COMMERCIAL, INDUSTRIAL AND REAL PROPERTIES
...AFTER PAYMENT IN FULL HAVE BECOME THE PROPERTY OF THE PAYEE....
Intellectual property is an ambiguous statement that refers to
drawings as intangible property that belongs to the creator of
the design. Exhibit builders/designers have used these terms to
protect their designs from being used by prospective clients to
seek bids from competing firms. It is a fact as long as the drawings
are "the property" of the exhibit designer. Once the drawings
have been sold and paid for by the client, whether as part of
the cost of the exhibit or separately, they belong to the client.
They are no longer "intellectual property" and no longer belong
to the exhibit designer. The designer has right of creation, but
nothing more. Another reason given by exhibit builders is that
by allowing the drawings to be used by another party for the purpose
of manipulating the drawings to achieve different applications,
they could become liable for damages if the changed drawings were
used to produce unsafe remodeling. The liability of the exhibit
builder is solely applicable to the construction performed by
the builder. The builder is not liable for changes made to the
finished product, without his approval. In the case of used exhibits,
as well as residential or commercial real estate properties, the
builder’s liability ends when properties are being remodeled.
As far as "ownership" of the drawings is concerned, once a drawing
is paid for by the exhibitor/client, he owns the drawings. You
may compare to the X-rays taken and stored by the dental office.
They are your X-rays. (back
to the top)
Concerned
about the weight of custom exhibit!
The average
weight of a 36x40x101 filled Custom exhibit crate is about 780#.
A Modular/System exhibit in a similar size wooden crate is about
420#. A Modular/System exhibit filled 36x36x42 Anvil container
runs about 145#. It would take two or three Anvil cases to store
the content of a 36x40x101 wood crate.
All things
considered, drayage charges will be higher for a crated custom
exhibit than a system exhibit stored in plastic cases. However,
a Custom exhibit will save you money on installation and dismantling
labor cost. Custom exhibits setup takes typically half the time
a Modular system takes, because panels are full length (96"),
and interconnect with two bolts of the turn of a key on two/three
fasteners. The same setup using a System exhibit will take three
vertical panels with clips and hooks and counting on not having
to spend too much time searching for the correct fasteners, the
set up will take two or three times as long. As most setups take
place after "regular hours", they typically cost time
and a half or double time. Custom exhibits are apparently less
expensive to take the show.
Modular
systems and portable booths always look like "another one
on the floor". It is easy to mistake one for another even
for dissimilar signage. The look of a Custom is usually specific
and targeted to your marketing image. “Used” System exhibits typically
sell for two and three times the price of a custom exhibit.
The prime
choice is a custom that matches your needs to a "T".
(back to the top)
Does
your company pay for inventory or shipping?
WEBI does not pay for performing an inventory
of the properties. The inventory manifest
must be provided and verified at the seller's cost. The sale process
(WEBI-NEW OWNER), pays for shipping after the sale. (back
to the top)
Regarding the process, what forms
or contracts need to be filled out?
Contracts will be provided from your choice of service you require
after you
approve the evaluation return remuneration.
Samples are on the web site at http://www.boothfinder.com/forms_confirmations/dsp_eval_page.cfm
http://www.webisales.com/Forms_Confirmations/consignment.htm
http://www.webisales.com/Forms_Confirmations/Liquidation.htm
(back to the top)
What is the process Timeframe?
With excellent "show floor" pictures without crowd in the booth,
good
pictures of closed and open crates, product detail pictures, a
certified
inventory, AutoCad compatible drawing files, a sale should take
place in 30
days after listing is on the site. The least information the longer
the
process. (back to the
top)
Who is responsible for what?
You are responsible for everything while you own the booth.
After
the sale WEBI is responsible for the booth. (back
to the top)
I'm
thinking of buying a booth but I just found out that it's not
crated. How do I ship that. What are my options?
Crates were
omitted for your booth on purpose. Crating is expensive. You will
find that the exhibit builder will charge around $1,200 per crates.
Crates are not just wood boxes; they have felt runners, sliding
slots for each piece, etc. Crates weigh about 200# empty.
A dozen of them add cost to transportation and drayage at the
trade show.
Uncrated
exhibits travel in Van Lines and are pad wrapped, just like house
furniture. When you move your household, the Van Line driver wraps
each individual piece in "cloth pads" and stacks the
items in the trailer. It takes less space and it weighs half of
a regular crated load.
"Common
Carriers" charge less to move crated material than Van Lines
charge to move pad-wrapped components. Van Line travels on air,
preventing damage to the units. Common carriers trailers are straight
“spring” carriers and the bouncing crates frequently are damaged
in transit. Most companies that have crated exhibitry still use
the more expensive Van Lines fare to safeguard their investment.
Besides, common Carriers don't follow straight routes. You have
to plan ahead to allow truck changes and it takes much longer.
Cost-wise, it may be a wash in the long run. The rule is that
if you do six or less shows a year it is less costly to have uncrated
exhibitry traveling pad-wrapped.
The Van
Line process is like this. The Van Line comes to the storage facility
and they wrap all the components hand carrying them to the trailer.
Upon arrival to the show, they proceed to do the reverse. Two
men hand-carry every pieces to your show floor space. They unwrap
the pieces take their wraps and leave. Reverse takes place at
the end of the show. (back
to the top)
Why is my NEP so much lower than expected?
We understand how you may feel that you could do better selling the booth yourself or taking a different venue. You may have even been told
that your booth is worth more than the result of our evaluation. An unrealistic high return would have you purchase their Classified ad.
Obviously, your booth has a different value to you, to us and to the prospective buyer. For you, even though you may have written it off,
the booth is still worth what you spent for it. In the next few paragraphs we will attempt to demonstrate how your booth may not be worth
more on the "resale" market than what we quoted on the evaluation result, and we will also endeavor to explicate the value from the prospective
buyer's point of view.
Before getting into perceived values, it is important to be aware of certain cost that may be involved in the resale of your booth. Selling
the booth on your own will be performed by employees, most likely untrained in the savvy of booth resale - we all know the value of a seasoned
salesperson – Their job will be to explain to the prospective buyer how your booth properties will meet their specific merchandising requirements.
Just think of how many "meetings" your employee will have with prospective buyers before you sell your tradeshow booth. Ask yourself these
questions. What will a prospective buyer see when he come to your location, crates? Blue prints of how the booth worked for you? Will your booth
work in their industry, perimeter and marketing application? Can this structure be reconfigured to meet their requirements? Will you have to pay
someone to engineer his or her requirements? Will they buy without that confirmation? How will you guarantee that the booth will work for them?
Let's now look at the mindset of the prospective buyer looking for a used booth. After having been quoted the steep price to build a new trade
show booth, an exhibitor will look at the alternative “used” market. The mentality is that you if you cannot buy a good used booth for less then
20% of the price of a new booth, one might as well wait until he/she has the budget for a new construction and have it built to exact specifications.
Rehab adaptation is all labor. It may cost as much to refurb an old booth as it would be to buy a new one.
Let’s look at the logistics of buying "your" used booth. To end with 20% expenditure, one has to add all the costs involved in retrofitting a
used booth to its specific marketing requirements. These cost (handling in and out of the seller's warehouse into their builder's facility,
transportation for the latter, setting up for inspection, graphics, sometimes relaminating to their company's new merchandising image, color
changes, etc.) can easily add up above $10,000.
Let’s look at hands on brokerage costs. After a dozen or so presentations and several hours in the design department, courier cost, photo
duplication, scanning and creating marketing packaging, the broker could have spent several thousands of dollars solely in presenting your
properties for sale.
Next, the prospective buyer wants to inspect the booth properties. The transportation fare to the storage location, lodging and food for the
company representatives for a 2 day period, or sometimes setting up the booth can add up to several thousand dollars. Finalizing the sale will
include the sales commission whether it is the 30% to the classified ad company or the lesser broker fee.
To summarize, you can see how the acquisition value is frequently less then 10% of the original cost. Recognizing that you may not have the
specialized tradeshow merchandising ability to recognize a prospective buyer's requirements - which they sometimes don't know themselves - to
take your valuable time to shuttle back and forth between your office and the storage facility to show how the booth can fulfill the requirements
of every prospective buyer' that showed an interest in your advertisement; and pay the booth house handling labor every time, may not be the best
alternative. It is a very long and very expensive process. To this you can add the accumulating monthly storage cost and access fees.
We look forward to assist you in eliminating these costs, and let you and your company does the things you do best, selling your products or
services(back
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