the Fine Print: Not All "Free" Trade Show List Offers
If you're exhibiting at a trade show overseas, be careful what
you sign for in the months leading up to the event.
A company called Data Concepts, operating out of Austria, provides
what it calls "the first on-line publication to offer an overview
of fairs, exhibitors and organizers" and relies on directories
and other published reports show organizers and exhibitors to obtain
the information published therein. Part of the modus operandi of
the company is offering a "free listing" to a trade show
exhibitor requesting the company's information. As part of the "free
listing," company representatives unknowingly sign what is
considered a three-year binding contract. An exhibitor assume the
correspondence is from the show organizer and will be used in a
(or one of many) show guides, Construct Data works independently
from the event and, after initial publication, charges the companies
for continued publication of their information.
The cost for one company was $900.
Trade show managers have become aware of this practice, which has
been active for at least four years.
Doug Dame with Dame Associates, organizers of some of the glass
industry's bigger trade shows, including China Glass, said that
no one in the trade show industry remains untouched. He cited the
example of a recent show management conference wherein participants
were discussing the situation.
"People are asking, 'who are these people and why are they
attacking our exhibitors?'" Dame told USGNN.
In the wake of China Glass 2006, someone left an anonymous voice
mail for Dame, indicating that the caller had been duped by Construct
The actions of Construct Data have not gone unnoticed. An international
effort has been launched to stop the tactics used by the company,
and the Institute of Entertainment and Arts Management has requested
that the Austrian Trade Commission look into the matter of the company
and the legality of it operating in the manner that it does. The
trade commission ruled that the Austrian Association Against Unfair
Competition, the Schutzverband, had no jurisdiction over the case,
as Construct Data contacted companies outside Austria, but noted
that "the decision was purely one relating to formal requirements"
and did not reflect approval or assessment of the communication.
The Austrian Trade Commission located in New York recommended that
those companies adversely affected by the actions of Construct Data
withdraw from the contract and bring legal action against the company.
A sample letter based on Austrian civil law is being circulated
to help those who have been entrapped by the Construct Data ploy
can take steps to withdraw from the contract.
"I wish I knew who'd left me the message about China Glass.
I would have set him up with this letter," Dame said.
Dame advises those who will be exhibiting at up coming international
shows to be wary of correspondence they receive and verify authenticity
with show organizers before signing anything and stated for the
industry to be very aware of what they sign and with whom they do
"These guys are very aggressive," he said.
HERE for a copy of the sample letter created by the Schutzverband
to help companies withdraw from the contract.
HERE to see an example of the Fair Guide contract.
HERE for more information on or to join the movement created
to stop Construct Data's methods of obtaining clients.
for more information on Construct Data