edpa 2012 presentation without video

Chris Kappes, SVP, 3D ExhibitsEDPA Access 2012

Chris Kappes | 3D Exhibits | EDPA Access 2012

S.W.O.T.

OPPORTUNITIES

INSIGHTS


INNOVATION IS THE

ONLY COMPETITIVE

ADVANTAGE


KITZING: TRADESHOW MARKETINGGPJ: EVENT MARKETINGCONTEMPO DESIGN: BANKING PRODUCTSSPARKS: DIVERSIFIED SOLUTIONS3D: INTEGRATED SOLUTIONS


PORTABLES/LIGHTWEIGHTSOCTANORM/SYSTEMSLEAD CAPTURETENSION FABRICASSET MANAGEMENT SOFTWARE ENGAGEMENT TECHNOLOGY

• EXHIBIT SPEND $800-1B• • 50+ MAJOR EXHIBIT COMPANIES

• • • GROSS MARGINS FLAT AT 29% (+/-)• • • • NET PROFIT 1-3%



Where did the profit go?

• UNPROFITABLE PROJECTS• HIGH FIXED EXPENSES VS. VARIABLE• NOT LINKING COMMISSION TO

PROFITABILITY • BUSINESS DEVELOPMENT EXPENSE• POOR INVESTMENTS• SLOW TO REACT• INVOICE AGING• CYCLE RECOGNITION


WHAT BUSINESS

ARE WE IN?


INSIGHTS AND SOLUTIONS THAT DRIVE BUSINESS OUTCOMES


WHERE DO WE GO

FROM HERE?


S.W.O.T.

•STABLE MARKET•MEDIUM EFFECTIVENESS•NOT DEPENDENT ON ONE INDUSTRY•TALENT DIVERSITY


STRENGTHS


WEAKNESSES

• TOO MUCH CAPACITY• PRICE-MARGIN PRESSURE• MORE FOR LESS• FLAT BUDGETS• OVERHEAD EXPENSE• RISING LABOR, FUEL, MATERIAL $• BUYER EDUCATION• SPECULATIVE COST


OPPORTUNITIES

• BORROWING IS CHEAP• DIVERSIFICATION• MINORITY TRADESHOWS• GLOBAL• BAKED IN BUDGETS


THREATS

• NEW BUYERS…NEW BIAS• MEDIA PREFERENCE SHIFT• ATTRACTING TALENT• AGING POPULATION• DECLINING VALUE PROPOSITION• BUYER CONSOLIDATION• ENVIRONMENTAL IMPACT


FACTORS DEFINING

SUCCESS

“A decade from now, the most important roles for live events and tradeshows will be the event designer, learning architect and digital strategist”

The IMEX Power of 10 Study-What Does the Next Decade Hold for the global meetings industry.



FACTORS DEFINING SUCCESS

•BLINDING SPEED… “FAST FOOD CREATIVE

•QUANTUM LEAP IN COMPLEXITY

•FEWER SECOND CHANCES

•INDUSTRY CENTRICITY

•RISK MANAGEMENT•DIGITAL CENTRICITY•MANAGING SURPRISES QUANTIFYING VALUE


FORMULA FOR

MARGIN IMPROVEMENT

SELL MORE+REDUCE EXPENSE+INCREASE EFFICIENCIES=MARGIN IMPROVEMENT


SELL MORE

• WHAT BUSINESS ARE YOU IN• DEFINE AND LEVERAGE SWEET

SPOT• SALES TEAM DEVELOPMENT• DIGITAL TECHNOLOGY• GLOBAL


• TURN FIXED EXPENSE TO VARIABLE EXPENSE

• IN-HOUSE VS. OUTSOURCE• COMMISSION VS. SALARY/BONUS• OVERHEAD• EVALUATE COST TO SERVICE

ACCOUNTS

REDUCE FIXED EXPENSE


INCREASE EFFICIENCIES

• COLLABORATION• ALLIANCES• RENTAL• REPURPOSE UNSOLD DESIGNS• OUTSOURCE WHERE VALUE CAN’T

BE ADDED • CONSOLIDATE PARTNERS• TELECOMMUTING


WHAT MARGIN IMPROVEMENT

SUGGESTIONS DO YOU HAVE?

TAKEAWAYChris Kappes | 3D Exhibits | EDPA Access 2012

EXISTING MODELS DIE

AND NEW ONES MORPH

TO MARKET DEMANDS

edpa 2012 presentation without video

Documents

d exhibits edpa access

budgetschris kappes

opportunitieschris kappes

serviceaccountschris

margin improvementchris

net profit

margin improvementsuggestions

event designer