How do I check how much a trade show exhibit company relies on the show calendar and a few clients?

Companies exhibit at trade shows to meet buyers, launch products and keep their name in front of an industry. That is why an exhibit builder often gets repeat work: the client comes back to the same show and needs a booth refreshed or rebuilt. It also means the builder’s income can follow a few shows and a few clients. Here is how to see how far that goes.

Map revenue by show and by client

Ask the seller for sales grouped two ways: by the show the booth was built for and by the client who paid. Cover several years so one unusual year does not mislead you. Then look at the top of each list. Note whether the same names return, and whether any show has been cancelled, moved or changed ownership.

Seasonality and cash between seasons

Builds cluster before big shows, and the quiet months in between still carry rent, wages and storage. Review monthly bank statements and the financial statements together to see how the business funds itself in slow stretches. A lender or your accountant can help you judge whether the pattern is manageable for the way you plan to run it.

When one show or client is a large share

• Is there a written contract, or does the work come by habit and relationship?
• Has the client used other builders, and why did it come back?
• Would the client stay if the owner left?
• What does the seller expect to happen to the relationship after closing?

If a client says it will stay, ask whether it will say so in a conversation arranged by the seller, with the seller’s consent. For the wider checklist, see what to check before buying a trade show exhibit company.