One exhibitor, one product line and a select, captive audience;Private trade shows bypass competitors.(Brief Article)

Crain's New York Business, April, 2000 by Weitzman, Jennifer

This month, some 25,000 potential business software buyers will gather in New Orleans for six days to attend classes and labs, check out new software exhibits and hobnob at jazz clubs. It will be just like any industry conference, with one significant exception: These guests will see products from only one company, Islandia, L.I.-based Computer Associates International Inc.

And for this limited privilege, they will pay up to $1,095 apiece. In a revival of an old practice, many large companies today are spending millions of dollars to host private trade shows, featuring products only from their own lines and perhaps from some partners and suppliers. For the companies, it's a chance to monopolize the attention of current and potential customers without the...

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