Exhibit City News - September 2015 by Exhibit City News

Impact & Versatility of Fabrics P. 18 & P. 22

I&D and

EVENT LABOR SERIES 2015 P. 34-85

Digital Flooring Technology P. 16 Insuring Your Show Investment P. 26

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TABLE OF CONTENTS

Exhibit City News

Impact & Versatility of Fabrics P. 18 & P. 22

I&D

I&D and

and

EVENT LABOR SERIES 2015

EVENT LABOR SERIES 2015 P. 34-85

Digital Flooring Technology P. 16 September 2015 • Vol. 21 • Issue 5

Insuring Your Show Investment P. 26 GSC Economics 101 P. 28 EXHIBITCITYNEWS.COM US $6 CAN $8

COVER PHOTOGRAPHY BY:

Features 18 Circle of Life Impact of fabrics

22 Both Sides of the Coin

Corey Johnson

Versatility of textiles

I&D and Event Labor Series

Duty Calls

www.CJPhotoG.com

34 I&D and Event Labor Series

32 Non-union labor fills void

102 Q&A with Thomas Grater OCTANORM’s new managing director

Part 1: History of I&D

104

Highlights from Red Diamond Congress

I&D and Event Labor Series

E2MA holds its annual conference

Part 2: The People

Columns 12

As the Saw Turns Corporate Wisdom?

The Green Piece Green Venue Report 2015

Employment Strategy Corner Your Interview Style Needs Sprucing Up

In this issue 10 The Snapshot 98 Tradeshow History 113 Regional Show Calendar 120 Classified Ads 124 Service Guide 6 SEPTEMBER 2015 Exhibit City News

Contributing Writers 86

Community Engagement is Key to Aligning Expectations By Geoff Donaghy

Budgeting: On a Global Scale By Kelli Steckbauer

Exhibitions Beyond the Tradeshow Floor By Sarah Chew

Corporate Profiles 100

Creativity Flows at Fresh Wata

Photo by Corey Johnson

76-83 I&D Corporate Profiles

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PUBLISHER’S WORDS

MASTHEAD PUBLISHER Donald V. Svehla Jr. 702-309-8023 ext.102 dons@exhibitcitynews.com

Greetings to readers everywhere! W

ith the beginning of September starts our four-month look into tradeshow and event labor. The series kicks off with this, our September print edition (See pages 34-85), and culminates in December with industry experts predicting what industry labor will look like in years to come. The labor segment of our industry is vital to the industry’s very existence...yet so many exhibitors and event managers (not to mention a disturbing number of event organizers) understand very little about how this very specialized form of labor came into its present form – and more importantly – how best to partner with labor to maximize your face-to-face program. GET INVOLVED! The ECN Team invites your comments and active participation. If you have not been following the social media chatter leading up to this special series, please join in the discussion. You will feel more knowledgeable and appreciate to a greater degree the hard-working women and men who professionally service and bring your exhibits and event programs to life. Those who do not know me, or may be new to our industry, may not know that I got my start in our industry in 1979 loading trailers at night at Cicero, Ill.based McCormick Display. It was a natural progression when I was promoted to Installation and Dismantling the exhibits that I used to load on trucks. I was 18 years old when I went through the Carpenter’s apprenticeship and gained Journeyman status. The union wage enabled me to pay my way through college. I was a dues paying member of Carpenters Local 10 in Chicago for more than 20 years. I look back fondly at those formative years and how it was an excellent start to a career currently 33 years and still going!

Don Svehla | Publisher

CSAL

CONVENTION SERVICES ASSOCIATION

AS VEGAS

8 SEPTEMBER 2015 Exhibit City News

Editorial MANAGING EDITOR Zeenath Haniff 702-309-8023 ext.111 zeenathh@exhibitcitynews.com ASSOCIATE EDITOR Kristan Obeng 702-309-8023 ext.103 krissyo@exhibitcitynews.com ART DIRECTOR Thomas Speak thomass@exhibitcitynews.com SPECIAL PROJECTS/RESEARCH Lesley Martin martinle925@gmail.com COLUMNISTS Haley Freeman Phillip H. Kemper Jim Obermeyer CONTRIBUTING WRITERS Sarah Chew Geoff Donaghy Larry Kulchawik Lesley Martin Soni Phillips Kelli Steckbauer

Sales DIRECTOR OF SALES Kathy Anaya 702-309-8023 ext.105 kathya@exhibitcitynews.com ACCOUNT EXECUTIVE John Harrison 702-309-8023 ext.104 johnh@exhibitcitynews.com CIRCULATION 702-309-8023 ext.100 kathya@exhibitcitynews.com

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ExhibitCityNews.com SEPTEMBER 2015 11

COLUMN As the Saw Turns

Corporate Wisdom?

he other day I was reading through some old articles that I had stashed in a ‘management’ folder in my file cabinet. Some of these articles were 10 years old; a few were 20 years and older. What was interesting was how relevant some of the commentary was to what’s going on in business today. I had to wonder – have we not learned anything about running our companies in the last 20 years? I love this quote on branding from Roy Disney, brother of Walt Disney and co-founder and CEO of Walt Disney Productions: “Branding is something you do to cows. It makes sense if you’re a rancher, since cows do tend to look alike. It’s also useful to lots of businessmen, and they brand things like

12 SEPTEMBER 2015 Exhibit City News

detergents or shoes for almost preparation and little time on the same reason as ranchers. implementation. Seems like Branding is what you do when the companies that take the there’s nothing original “Ready, Fire, Aim” apabout your product.” proach get there faster. Ouch. How much And then there’s the time and money pursuit of ‘synergy’ is spent today on between companies. branding? Could it be How many mergers better spent on creat- By Jim Obermeyer of big companies in ing something original defense, health care, about your product? pharmaceutical and manufacHere’s one on the corporate turing are purportedly based belief in strategic plans. on creating ‘synergy’ between “A good deal of corporate the organizations? planning is like a ritual rain “Most are lame excuses for dance,” said Dartmouth the failure to create genuprofessor Brian Quinn. “It has inely new products, service no effect on the weather that and markets; a tribute to the follows. Much of the advice absence of imagination on related to corporate planning the part of two companies’ is directed at improving the leaders,” said Management dancing, not the weather.” Consultant Tom Peters. That kind of goes along with It’s interesting that as I’m the old “Ready, Aim, Fire” apreading this stuff, it could just proach – lots of planning and as easily have been in yesterday’s paper as in the articles I was reading from decades ago. On one hand, we can look at the progress the corporate world has made in implementation of technology, advancements in communication and speed to market of products and services, and yet, some of the basic premises of business continue to be a challenge. And it’s not just at the senior management level; it’s also at the individual employee level. A couple of other supposed ‘beliefs’ of the corporate world: “People don’t want change.” Change can be a pain. But we

all seek it. Humankind has two basic and equally strong needs: stability and change. The issue is not either/or; it’s creating an environment where pursuing the novel is valued, not scorned. “The average person is not creative.” I disagree. The average person is creative. Just look at what they do between 5 p.m. and 8 a.m. and on weekends. Maybe it’s the environment in which they are working that is squashing the creativity. “Job descriptions are essential road maps.” Not sure I agree with this one either. If we’re not careful, job descriptions can end up being “no” guides…don’t do this, don’t go there. It’s not my job. We’re working in a world that needs more fluidity between people and what they do, not less. It does kind of make you wonder how we as a working culture have been able to progress to the level of sophistication we believe we have in the corporate world when some of the very same issues being written about decades ago are just as prevalent and applicable today. Guess that’s what keeps so many business consultants gainfully employed… See you on the show floor! Jim Obermeyer has been in the tradeshow industry over 30 years, both as a corporate trade show manager and exhibit house executive. He can be reached at jobermeyer903@gmail.com.

The Green Piece COLUMN

Green Venue Report 2015 Soon to be Released

n 2013, two organizations The survey attempted to answer three, joined forces to produce questions: the Green Venue Report, a comprehensive industry study examining the sustain1. What are the individuability standards practiced by al and collective footprints convention venues in the U.S. (positive and negative) of and Canada. events taking place within Greenview was foundconvention centers? ed in 2008. The com2. What are the pany’s mission is to best practices in the advance sustainabilindustry that more ity standards in the convention centers hospitality, meetings (and their event orBy Haley Freeman & events, travel, and ganizer clients) can tourism sectors, in part, by benefit from? enhancing reporting and data 3. What innovative efforts assessment methods. by convention centers should Twirl Management, a cerbe recognized and celebrated? tified B Corp*, is an innovative event planning firm The research resulted in a committed to the design and 45-page study issued on Oct. production of creative events 1, 2014. The “Green Venue Rethat honor the well-being of port 2014” states, “The unsubboth human and environstantiated claim that the MICE mental resources. industry is the second most Together, Greenview and wasteful industry after conTwirl developed the Green struction is often cited because Venue Survey, comprised no one knows how much waste of 108 questions pertainthe industry actually produces. ing to venue space, events, It is our vision that as particenergy, waste, water and ipation in the Green Venue communications. During Survey grows, the resulting the first phase, respondents data will present an opportunianswered performance data ty to establish more informed questions based upon 2012 and complete impact figures. data. Practice data answers … Perhaps more importantly, were derived from “currentconducting the survey and ly implemented practices publishing the report on an as of the date of surveying annual basis provides an op(November 2013).” portunity to track progress and Due to the fact that few maintain an up-to-date refervenues had staff qualified to ence on industry best practices provide answers to the broad for the benefit of all venues and range of topics addressed in event organizers.” the survey, only 16 convention As part of the survey process, centers participated in the convention centers were also initial study. asked to provide their feedback

about how event organizers and vendors can help facilitate their efforts toward sustainability.

Three prevailing responses were reported: 1. Centers want more and better communication about sustainability questions and needs from planners and vendors. “Often the center is capable of providing services, but the discussion never occurs to bring the value of those services to life.” 2. Centers would like to see a reduction in use of

resources, as well as more efforts to recycle and reuse materials. “Elimination of foam core signage, which is typically not accepted by commercial recyclers, was a common wish among responding centers.” 3. Centers desire more participation in “operations and best practices already in place within the center.” Examples cited include participation in established waste management programs, and observance of policies. The 2014 Report is free to download at www.GreenVenueReort.com.

ExhibitCityNews.com SEPTEMBER 2015 13

COLUMN Employment Strategy Corner

Your Interview Style Needs Sprucing Up---Here Are Some Tips To Help You

ur interview style--the way we present ourselves to the candidate, is vital to making a good hire. In our interviews, we present the face of our companies to the outside world. To hire good people we must act and look professional. Often, candidates form their first impressions of our company as a result of meeting us. In addition, our interview style, must be constantly

developed and refined if we are to draw out from the many differing candidates, the vital information that allows us to decide if we will make an offer to that candidate. We all know some people who are clearer about their jobs, career paths and life goals than others. They have a vision for themselves. If these are the types of candidates you want to hire (and we assume you do!), in this

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14 SEPTEMBER 2015 Exhibit City News

By Philip H. Kemper

issue we give you some tips that will help you “fine tune” your interview style---and uncover these focused (and ambitious!) candidates during your interviews. “Everything I have done in my life has prepared me well for the next thing that I do. I am always working to make myself better,” one candidate recently said to me. It was clear when this candidate spoke to me that he really felt he had a “path” - just like other successful people we read about and know personally. I like that! The best candidates I have interviewed think the same way. They have clear goals. They have a path. In their careers and jobs, they can give you a reason why they did what they did and where they think they are headed. They are focused and “grounded.” Although some may argue this way of thinking doesn’t leave much room for the “creative” process of forming a career, I still think it’s the winning way. So, if you want to uncover these types of candidates in your interview process, here are a few simple suggestions to incorporate into your interview:

Review the Resume Chronologically

I like to start at the beginning – quite literally. I

tell the candidate I’d like him to “walk me through his resume” and give me a quick overview of his career, starting right at the beginning. I see how concise, clear (or rambling) they can be. If they can’t present themselves effectively, we have a problem. While the candidate is giving me his history, I’m busy asking lots of “why” questions (in a conversational way, of course!) I even like to ask why they chose the university or college they did. That’s a great question! I had one candidate tell me “Well, that’s the only school that accepted me.” (Can you guess how long that interview lasted?) I had one candidate tell me he wanted to go to school in California because all of his family went to school in the Boston area and he wanted to “break the mold.” That adventuresome attribute was a plus for my client. (And, of course, the ones who got four-year scholarships go to the head of the class!) You should get a clear idea during this chronological review if your candidate has been moving forward, sideways or backward. It’s that simple.

Some things to look for are: • Promotions and increasing responsibility • Increasing quota size or territory • Management of others • Awards or accolades received Philip Kemper is Founder/President of KemperAssociates, a 38-year-old Chicago-based national executive search firm. Contact Phil with questions or comments at kemperassociates.org or kemperassoc@hotmail.com.

Exhibit City News .com

Get the latest tradeshow industry news...on the go!

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ExhibitCityNews.com SEPTEMBER 2015 15

SoleSensor mat arrays are placed under flooring to measure foot traffic

Sole Searching PRESSURE-SENSITIVE TECHNOLOGY AMPLIFIES TRADESHOW FLOORING BY KRISTAN OBENG

As a byproduct of the digital age, you no longer have to envision walking a mile in someone else’s shoes to understand them. Technological innovations have given companies insight into customer behavior from data viewed on the tablet or smartphone resting at the palm of their hand. In the case of Scanalytics Inc., the data gathered from its flagship product, SoleSensor, is completely anonymous. The company’s goal is not to 16 SEPTEMBER 2015 Exhibit City News

identify unique users, according to Chief Marketing Officer Kristi Anderson. A 2’ x 2’ intelligent pressure-sensitive floor mat, SoleSensor measures foot traffic to deliver insight to decision-makers representing a range of industries, including tradeshows and conferences. Additionally, SoleSensor mat arrays are thin enough to lie beneath any type of flooring. The time it takes to install the mats ranges from a few minutes to a few hours

depending on the number deployed. This task can be handled by labor prior to flooring installation. An individual SoleSensor can also be placed above tradeshow flooring, but it needs to be covered by a utility mat or decal sticker. Mat arrays are positioned strategically across a tradeshow floor or at a booth, which can be as small as a 10’ x 10’. The SoleSensor’s daisy chain design facilitates interconnectivity. Often, only a few SoleSensor mat arrays need to be interconnected in a space, but decision-makers can use as many as they want. For one event, Anderson stated that a Scanalytics’ client had 100 mat arrays deployed for a single area. The company’s client roster includes 70 percent exhibitors and 30 percent

show organizers, added Anderson. Exhibitors and show organizers can lease the product’s hardware as a short-term or long-term solution for their tradeshow needs and subscribe to view the data collected on the accompanying software. When using the product, exhibitors and show organizers have different plans in mind. “Exhibitors are more interested in engagement points. They want to see how attendees are interacting with areas of their booth,” Anderson explained. “A recurring client wanted to understand how attendees engaged at the different kiosk displays in their 100’ x 50’ booth. The floor plan was organized into technology segments, and the kiosks were lined next to one another. While the kiosks received significant traffic, we discovered that the duration of time that people spent there was lower than their goals, and resulted in high congestion at the inner kiosks.” She continued, “To improve traffic flow and engagement durations at the next show, the client redesigned their floor plan so the kiosks were back-toback, allowing for more of an open concept and significant reduction in bottlenecks. From this minor design change, our client was able to increase their capture rate (percentage of people who visit for longer than four seconds) from 18 percent to 47 percent.” Able to check data in real-time with an Internet connection, or after the event if needed, exhibitors can also see how long attendees wait-

Photos courtesy of Scanalytics Inc.

FLOORING

Photos courtesy of Scanalytics Inc.

ed to be spoken to by booth staff and how long they engaged with staff or products. Exhibitors can discover if their products and staff were effective and make improvements if necessary. “Exhibitors can get alerts when someone steps in their booth. They can notify staff how long the person waited. On average, attendees only wait 30 seconds,” stated Anderson. Engagement is also a concern for show organizers, but they look at it from a different perspective. “Show organizers are interested in how well the floor plan is organized, such as how many entered or exited the event, traffic flow and if there are bottlenecks. This helps

. . . .

them plan for the next event,” Anderson explained. Anderson stated that data gathered from SoleSensor mat arrays can also reveal which exhibits on the show floor received the most foot traffic. Show organizers could price these booth spaces at a higher rate, she added. To achieve a higher level of data, Anderson remarked, exhibitors and show organizers alike could use complementary heat maps. Additionally, SoleSensor integrates with other existing technology, such as beacons. “We do a lot of digital signage integration. You may not want to run the same message when someone is standing in front of a

BratFest used the sensor technology to track bikers crossing the finish line

booth for five minutes. The message can be changed while attendees are standing there,” she said. Joe Scanlin and Matthew McCoy founded Scanalytics

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FABRICS

A hanging structure for Panasonic combined art, tension fabric and technology

EACH STAKEHOLDER BENEFITS FROM THE SPREAD OF FABRICS BY KRISTAN OBENG

Without innovation in exhibit design and build, limitations in the way companies could exhibit would continue to exist. Innovation brought freedom from the age-old way of exhibit construction and gave life to new ideas. Traditionally, exhibitors operated out of booths composed of laminate or vinyl-covered plywood. This evolved into 18 SEPTEMBER 2015 Exhibit City News

the use of lighter, low-maintenance and cost-effective materials that required less tools and worked well when paired together, such as aluminum and fabric. Ever since the use of tension fabric as part of exhibit design took off within the tradeshow industry, its impact has been felt all around. From the supplier to the exhibit house and end user, each of these

groups has reaped the benefits of using textiles. What makes this experience come full circle is when suppliers receive recognition in the form of recommendations. Each time good service is delivered from the top down to the end user, suppliers are commentated to others and are given opportunity to breathe life into new exhibits on the show floor.

Photo courtesy of Moss Inc.; Shot by Padgett and Co.

Circle of Life

Photo courtesy of Moss Inc.; Shot by Padgett and Co.

Demand from exhibit houses has increased the need for fabric suppliers. With customers pulling them in across multiple tradeshows, suppliers like Moss Inc. have made it a priority to respond as quickly as possible and diversify their business offerings to handle any fabric application. “We supply fabric to almost every exhibit house across the country as well as internationally and are stretched across many shows,” remarked Jim Lovelady, senior vice president of sales & enterprise sales operations, Moss Inc. From the perspective of exhibition companies, the demand for fabrics has meant ensuring they have the right partner to meet clients’ needs. Because each time they can successfully provide clients with a flexible, aesthetically pleasing solution that saves on drayage fees, their business opportunities also expand. As for exhibitors, using textiles has

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Not too long ago, tension fabric was less than 5 percent of the show floor. Now, it’s the prevalent solution for exhibits of all sizes. become another way in which they can make a measurable first impression on the show floor. The greater the impression on attendees, the longer lasting the impression these individuals make on social media and via word of mouth. “Walk into any show, and within seconds, you will spot tension fabrics. The growth is coming from all directions,” stated Mel Marzan, manager of marketing communications, Moss Inc. A key influencer in this trend, Moss is credited with first bringing tension

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fabrics to tradeshows in 1983. Since then, the demand for fabric structures or elements has steadily risen. “Not too long ago, tension fabric was less than 5 percent of the show floor. Now, it’s the prevalent solution for exhibits of all sizes,” stated Lovelady. Whether the show is International CES, PACK EXPO or E3 Expo, custom fabric solutions are seen at numerous booths. Exhibits using textiles have a lot in common. According to Marzan, they Continued on p. 20

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ExhibitCityNews.com SEPTEMBER 2015 19

FABRICS

Lighting and tension fabric went hand-in-hand for Philips.

are often immersive brand experiences comprising several thousand square feet. These large booths are designed to be spacious to include general seating for educational opportunities, multimedia and demonstration areas, he added. “With larger exhibits, there’s a lot of use of sheer fabrics, so something very large has dimension and doesn’t look too heavy. There’s also a lot of white and solid color backdrops used for products to stand out,” Marzan said. In many cases, 100 percent of the booth could be tension fabric, according to Marzan. On the other hand, a design for a 10’ x 10’ or larger island exhibit could call for several accent pieces. These elements could be as small as a fabricated kiosk or podium, or as extensive as large hanging signs or sculptures. “The hanging sign has evolved into 20 SEPTEMBER 2015 Exhibit City News

a sculpture, art work or beacon for the environment. These signs are used with lighting and shapes,” Marzan said. One of the custom structures Moss is most proud of is the hanging inverted pyramid projection structure it created for client Lynch Exhibits and Panasonic PSCNA for 2013 InfoComm. The 41-cubed structure displayed visual effects and mapping onto a fabric structure. Marzan continued, “There’s a greater technical collaboration, especially for glamour type shows like International CES. [Exhibitors] want to make a grand first impression and back it up.” For an award-winning GES-designed booth, which stretched 10,000 square feet at LIGHTFAIR International, Moss used tension fabric to create an innovative lighting canvas for Philips. As part of the exhibit’s medical setting, Moss also created sleek, stylish hospital beds made

of white tension fabric. No matter where textiles are used in an exhibit, they must meet fire regulations, and they can’t block certain areas of the venue’s ceiling, according to Marzan. “As long as you use [fabric] within a show’s guidelines, you can do anything,” he added. The modular nature of fabrics has led to their spread beyond the tradeshow industry. This trend has allowed Moss to extend itself to projects for retail, museums and events, according to Lovelady. As demonstrated by the advent of textiles in multiple industries, there’s no need to ponder how and where they can be applied. For the tradeshow industry in particular, the possibilities for fabrics will be endless as innovation continues. While few tools are required to install and customize fabric structures, creativity will always be required.

Photo courtesy of Moss Inc.; Shot by Lagniappe Studio

Continued from p. 19

FABRICS

Both Sides of the Coin NO HOLDS BARRED FABRIC SOLUTIONS FROM NORTH AMERICA TO EUROPE BY KRISTAN OBENG

22 SEPTEMBER 2015 Exhibit City News

Among exhibition professionals, familiar phrases are often used to describe textiles â&#x20AC;&#x201C; a wide array of fabric material, lightweight, saves on drayage, sustainable, etc. These facts no doubt excite exhibit managers with budget concerns and corporate social responsibility goals,

Photo by ExposuresLTD.com

The European technique of stapling fabric prepares it for reuse following Licensing Expo

during installation, aesthetics become just as important as the budget. Using textiles on elements like walls and organic or non-organic shapes has become a way to make exhibits pop among a crowd and build traffic. This is why it’s important for exhibit managers and exhibit houses to know who’s who in textiles and discover the company’s experience and capabilities.

Photo by ExposuresLTD.com

Exploring All Avenues

but if they don’t work with the right partner, will their excitement last? Equally as important for exhibitors and exhibit houses is the look of the exhibit and having a partner who can skillfully and creatively provide total fabric solutions. As an exhibit grows in size @ExhibitCityNews

For more than 40 years, CEES SMIT has collaborated with clients who want the best of both worlds – the best of aesthetics and budget; the best logistical methods from North America and Europe; and the best fabric materials and printing techniques. The implied message here is “I want the best of what’s available.” For many, this is a custom solution, which is CEES SMIT’s specialty. CEES SMIT often engages in large-scale projects where its touches can be seen all around. One of the company’s specializations is printed textiles that, at first glance, don’t look like fabrics. This is because these prints were purposely created to mimic the patterns or look of other materials, such as laminate or aluminum, which could become more expensive when used in abundance. Recent projects from 2015 Licensing Expo and NPE2015 are key examples of the company’s use of this fabric printing technique. During these projects, CEES SMIT also used Blockout Textile, which keeps frames from showing

and eliminates excess lighting so that it doesn’t penetrate through the fabric. “We use one layer of fabric as much as possible. We use material that has a reverse side that blocks [the lighting],” stated Boi Smit, president, CEES SMIT. Much of the company’s work is influenced by the European and American ways of doing things at tradeshows. For a 40’ x 100’ exhibit for clients Sony Pictures and Southwest Displays & Events at Licensing Expo, CEES SMIT’s logistics staff used the European practice of stapling fabric, which was printed to resemble laminate, to curved wall panels. They did so in a way that ensured these fabrics

were ready to be re-used for the next show. Smit added that his clients liked the European approach.

International Strengths

With a hub in Amsterdam, The Netherlands and another base of operations in Pasadena, Calif., it’s no wonder CEES SMIT is influenced by both sides of the pond. In North America, tension fabric is most often used while many Europeans prefer non-tension fabric, according to Smit. The company’s practice is to use both types of fabric. The priority for CEES SMIT is deciding what works best for the exhibit or interior project. Continued on p. 24

ExhibitCityNews.com SEPTEMBER 2015 23

FABRICS

24 SEPTEMBER 2015 Exhibit City News

Used during NPE2015, Blockout Textile prevents excess lighting from showing through fabric

fabrics, you have the best results with colors. If you stretch printed black [tension fabric] material, it becomes less rich and becomes gray. With nonstretch fabric, you won’t lose contrast or brightness.” Used with non-organic shapes, the less stretchy fabric is best finished with automated cutting and sewing machines, all of which CEES SMIT has within the walls of its textile studio.

Technological Know-hows

In the shop, CEES SMIT develops its own inks to complement its range of advanced printing technology, including UV printers up to 16 feet, flat-bed printers and dye-sublimation printers. “We pay a lot of attention to color management. We believe in sustainability. Our dye-sublimation machines run on water-based inks. We

want to be responsible,” stated Smit. “We are not limited by the products or materials offered; we find solutions.” CEES SMIT is also a proven innovator because of its light box animation techniques and having created the Soundwave Frame. “We print electronically charged inks on acrylic plates. This is transformed into sound-producing visuals. The Soundwave Frame allows us

Photo by ExposuresLTD.com

Continued from p. 23 A textile with a high tolerance when stretched to its limits, tension fabric wraps around organic shapes with ease. If there is an error in the print, tension fabric can mask it. On the other hand, non-tension fabric is less expensive and more UV stable. “We laser cut materials. If you work precisely, you don’t need as much stretch,” Smit explained. “When dye-sublimation printing less stretchy

to print horizontal and vertical lines on a larger scale. For instance, we can make a whole wall a speaker,” Smit added.

The Perks of a Good Marriage

CEES SMIT’s capabilities expanded after merging with VAN STRAATEN, a printing leader in Amsterdam, with offices in The Netherlands and Germany. A group that has existed for more than 100 years, VAN STRAATEN was initially considered a competitor by CEES SMIT, according to Smit. “We’re known fabric specialists, and they are printing specialists. So it was like ‘Hey, let’s get married.’ It’s a good marriage. CEES

SMIT was already active in the U.S., so it kept its name. VAN STRAATEN is a strong name in Europe, so it kept its name,” he explained. Together, the two companies formed a total fabric solutions powerhouse, allowing customers to benefit. As a global partner for U.S. companies, CEES SMIT covers international shipping fees on behalf of its customers. “We have very good shipping conditions. Any shipment coming into the U.S. can be delivered at any U.S. location for the same price, since it is regarded as one zone. People [mistakenly] think that just because something is produced in Europe, it’s more expensive,” said Smit.

People [mistakenly] think that just because something is produced in Europe, it’s more expensive. In many instances, there’s no need for shipping from the U.S to Europe. American companies can have their exhibit or interior projects created in the 55,000 square-foot European production facility. If the show is in Denmark, according to Smit, then the location is only a truck ride away from Amsterdam. When working together,

VAN STRAATEN can handle projects in Amsterdam while the CEES SMIT staff in the U.S. is sleeping and vice versa. Named in honor of the company’s founder, and Boi Smit’s father, CEES SMIT also has a line of proprietary extrusions, but the company is proficient with working with other systems as well.

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ExhibitCityNews.com SEPTEMBER 2015 25

INSURANCE

Insuring your Show Investment CONSIDERATIONS FOR EVENT AND EXHIBIT INSURANCE BY ZEENATH HANIFF

As Murphy’s Law goes, “If anything can go wrong, it will.” It may not be possible to account for everything that could go haywire with exhibiting, but being prepared can help ease any potential financial ruin that could result. Anything from natural disasters to accidents on the show floor could affect a show’s success.

Comprehensive coverage

Every penny invested into an exhibit is worth protecting with a proper insurance policy. Choosing coverage can depend on factors far beyond the square footage of an exhibit booth. Any external element that may interfere with the operation of a show should also be covered. “Besides the standard insurance every business needs – liability, workers’ compensation and property – the events/ tradeshow industry also concerns themselves with an interruption or cancellation of their event,” shared Sandra Zumbado of InsurEvents. Shows and events of all sizes and locations need detailed insurance coverage. Outdoor events and exhibit spaces, for example, should also be covered for inclement weather and other hazards posed by their locale. “An outdoor event carries with it higher cost and risk since it is a less controlled environment. Often, tents are affected by the weather or there’s chaos from a lightning storm,” explained Andy Carson, owner of Show Insurance and Insurance4Exhibitors.com. Other factors may be special circumstances, such as a show or event at which alcohol is served. Supplementary alcohol liability would need to be added to the policy as well. 26 SEPTEMBER 2015 Exhibit City News

Show organizers vs. Exhibitors

Insurance needs are not just unique to the specific event or tradeshow, but also to the particular participant. Both show organizers and exhibitors must carefully consider their options. As with most insurance policies, a comprehensive plan is recommended by event and exhibit insurance carriers. “The best coverage is one that includes liability with products and completed operations, tenant’s legal liability to cover damages that may occur to the facility, property coverage to protect losses to the contents brought to event and during transport. A type of coverage to avoid is premises only,” advised John Neofotistos, managing partner, Exhibitor Insurance. Responsibility for accidents and other incidents falls first on the shoulders of the organizers who brought a show or event to the venue. “When an event planner signs a lease, the event planner becomes fully responsible. Planners rarely read the agreement, and so, may not be aware of the fine print. Problems may arise from not obtaining additional policies, not obtaining certificates from exhibitors, not keeping track of items going in and out of venue, etc.,” Carson cautioned. “A good planner mitigates risk by requiring exhibitors to sign a contract to have insurance in place so that the exhibitor is responsible for their portion of damages. Every show producer should require insurance from every exhibitor and vendor such as exhibitor-appointed contractors; otherwise they can’t get coverage for someone else’s actions.” Carson provides insurance for event planners and show owners under Show

Insurance while Insurance4Exhibitors. com is geared specifically for exhibitors. Show producers should largely consider policies for cancellation, general liability and weather whereas the exhibitor is best protected by general liability and, at times, property coverage. An additional measure of protection for show organizers is to ensure individual exhibitors carry proper coverage. Show Insurance offers an all-inclusive product in partnership with show organizers to collect, verify and store certificates for individual exhibitors in order to guarantee 100 percent of participants are covered when the show opens. “Organizers need to be aware that most event liabilities do not extend coverage to their exhibitors. Many organizers are also unaware that their exhibitors may not have coverage for the products they give away or sell at the event. So it’s imperative that they have a strong certificate collection program in place for their exhibitor’s liability.” Exhibitors have the option of temporary coverage by day. At Insurance4Exhibitors. com, beginning rates for individual plans up to $1 million in general liability coverage are based on the length of the event: Single day, $89 Up to 3 days, $109 From 4-10 days, $119 From 11-30 days, $199 6 months, $475 Annual, $650 Not to be overlooked are policies that differ between venues, and cities and states. “Each insurance company has its own underwriting criteria. It’s important for

organizers and exhibitors to confirm the coverage they need as some risks may be excluded from their policy,” Neofotistos continued. “For example, workers’ compensation regulations differ from state to state, so many event and exhibitor liabilities exclude this coverage.”

Liability Limits

Determining liability requirements for individual booths starts from the top, according to Neofotistos. “This benchmark usually comes from the facilities downward,” he said. “Many facilities mandate to the organizers the amount of liability insurance required by them and their exhibitors.” Standard industry limits are set at $1 million, with rare exceptions such as exhibits involving high-risk activities like bungee jumping, animal acts or an archery shooting range, etc. Additionally, exhibitor-appointed contractors may be required to carry policies at higher insurance liability limits than others. “Currently we are seeing more and more policies purchased for both organizers and exhibitors at $5 million. The highest liability limit we have seen requested was for an international event in the UK, where they requested exhibitors have liability coverage of £10 million,” noted Nefotistos. Non-traditional venues may also exceed the $1 million mark in liability limits to protect their properties. Events taking place at locations like Pier 94 in New York must carry coverage for the entire pier in the event of damage or destruction to the structure. Meeting and event spaces located within Las Vegas casinos require limits from $2 to $5 million. Depending on the venue, some may be willing to negotiate limits required by the event planner or show producer, according to Carson. The most expensive item at a tradeshow is typically not the booth itself. Policies involving specialty or novelty items could also require higher premiums. @ExhibitCityNews

Choosing coverage can depend on factors far beyond the square footage of an exhibit booth.

Exhibit spaces containing valuable artwork or collectibles may incur a $1,250 minimum premium, said Carson. Shipping and transporting exhibit crates is a separate insurance concern, usually covered by the logistics company handling the exhibit materials.

Collecting on Claims

Honesty is vital to filing insurance claims at tradeshows and events, stated Nefotistos. “When obtaining your insurance, the key is to be truthful. Not disclosing or hiding information required by insurance company may result in a claim being denied,” he said. The most common claim processed by event insurance companies is a slip & fall suffered by an attendee. And while most claims are cut and dry, some fall outside the usual scope. “Claims can arise from all sorts of parallels and not just the slips, trips and falls that most people commonly associate with,” Nefotistos revealed. Unforeseen occurrences could involve people, products or even animals. In one incident, an exhibitor at an art

show placing something on his own wall damaging a $20,000 piece of artwork in the adjacent booth. Other examples include convention delegates suffering food poisoning from food vendors, getting cut during a haircutting demonstration or suffering burns on hair or skin from products, and attendees bitten by an animal in an exhibit booth. With proper coverage, natural disasters may not be so disastrous. Andy Carson of Show Insurance was able to refund all monies to exhibitors and cover all expenses for a show organizer who was forced to cancel one of two yearly events due to a hurricane Katrina in New Jersey in 2012. Instances when claims are not paid out range from lack of or inadequate coverage to claims falling outside of coverage dates. For example, exhibitors may have obtained coverage for their product but not for shipment of the product. While property coverage is not typically date-specific, and can usually be obtained through business insurance, such insurance should be covered by the organization handling shipment, Carson counseled. Ultimately, exhibitors should make themselves fully aware who is responsible for insuring and handling shipments, and consider insuring shipments should handlers not have proper coverage. Cancellation insurance also does not compensate for bad investments or lack of interest or ticket sales from attendees, according to Sandra Zumbado of InsurEvents. Lawsuits may also arise from tradeshows or events. Most common result from attendees injured in a slip & fall or damages to a product on display. Add to the list of best practices budgeting for show and event insurance – yet another line item certain to increase the cost of exhibiting. But not properly insuring your tradeshow investments can end up costing much more than a pretty penny. ExhibitCityNews.com SEPTEMBER 2015 27

GENERAL SERVICE CONTRACTORS

GSC Economics 101 TRADESHOWS + GSCs + CITIES = ROI BY KRISTAN OBENG

The never-ending cycle of tradeshows on the West Coast has increased business opportunities for exhibition companies. Therefore, many of these companies found it feasible to set up shop in the region, or at the very least have an active presence on the ground. Announced as part of the Exhibitions Mean Business campaign, statistics from Center for Exhibition Industry Research indicated that tradeshows contribute $71.3 billion to the U.S. GDP. On a basic level, a tradeshow’s economic impact is most often measured by a 28 SEPTEMBER 2015 Exhibit City News

Convention and Visitors Bureau, which cites the number of attendees, and where they shopped and dined. But attendees aren’t the only ones who contribute to the economic impact a show makes. The event organizer’s hiring decisions also play a role. For show organizers, it’s important to contract one dedicated, full-service company that is in charge of setting up and tearing down the entire show. Without this company’s support of the organizer before, during and after the show, how would the exhibition go

on? Some may have suggestions, but for show organizers, using only one dedicated show runner could avoid a ‘too many cooks in the kitchen’ type of situation. Additionally, without a well-run show, attendees and exhibitors could wander elsewhere. If that happens, then the result could mean “sayonara” to attendees’ economic impact on a city. While it’s evident these producers – generally called general service contractors or GSCs -- contribute to the economic impact of a tradeshow, not much is discussed about their overall impact on a city. The economic impact of GSCs is felt each time they hire temporary labor and full-time staff, make major purchases, build facilities, pay taxes and take on other endeavors to support the trade. Freeman and GES, two of the leading

Photos courtesy of Freeman

Freeman produces more than 450 tradeshows annually in Las Vegas

The economic impact of GSCs is felt each time they hire temporary labor and full-time staff, make major purchases, pay taxes and take on other endeavors to support the trade. GSCs in the U.S., discussed the flurry of economic activity surrounding their operations in two key exhibition cities, Las Vegas and Los Angeles, respectively.

Photos courtesy of Freeman

Freeman – Las Vegas

Freeman had a presence in Las Vegas long before it opened a facility there in 1992. Since then, the company’s investment in the market has grown. The company launched Freeman Audio Visual in the city, and in 2010, the company acquired Encore Productions, now called Encore Event Technologies after a merger with AVT Event Technologies. In addition to Freeman’s shows, Encore also produces events that contribute to the local economy. “We currently produce more than 450 events annually while averaging up to eight events any given day,” stated Allen Lind, vice president/general manager for Las Vegas, Freeman. “We support the Las Vegas community via a number of corporate social responsibility efforts, including charitable and in-kind donations and our sustainability efforts to produce events in the most environmentally friendly way possible and collaborate with a number of customers to make their events greener.” During the time frame this article was written, Freeman had just produced the Annual Conference & Exposition of the Society for Human Resource Management (SHRM), which had a $19 million economic impact. Running from June 28-July 1 at the Las Vegas Convention Center, SHRM 2015 was by no means Freeman’s largest show. @ExhibitCityNews

In fact, for its larger operations, the company often finds it needs to expand its labor force and bring onsite more fulltime employees. “A notable peak day for us in Las Vegas during January was more than 2,900 employees between our labor force, full-time employees and the additional supervision that was brought in for this busy time period,” explained Lind. Known as the tradeshow capital of the world, Las Vegas therefore has several qualified vendors who can provide backup equipment support when Freeman needs it. “We utilize a number of local equipment vendors that can supplement our current operation during peak times with equipment, such as forklifts, carts, boom lifts, etc.,” he stated. “Occasionally, we also rely on local vendors for graphics support to supplement our capacity when needed for peak production. Our Las Vegas branch also receives regional support from other Freeman locations and other vendor partners that supplement all of our locations along the West Coast with inventory items to produce our events.” While running the show, Freeman also incurs direct costs. Its budget mostly goes toward labor, equipment rentals, graphics and carpet, according to Lind.

Global Experience Specialists (GES) – Los Angeles

GES has a long history in Los Angeles. In 1971, the company set up an area facility to support its event operations. The Continued on p. 30 ExhibitCityNews.com SEPTEMBER 2015 29

GENERAL SERVICE CONTRACTORS

Continued from p. 29

30 SEPTEMBER 2015 Exhibit City News

figuring out the look and feel of the show and wayfinding, she added. “Although Los Angeles is not GES’ largest operation, it’s one we are very proud of the events we produce, our long-term clients and our experienced local team,” remarked Page. This past June, the local team produced E3 Expo at Los Angeles Convention Center, which had a $40 million economic impact. “On average, GES produces nearly 200 events per year in Los Angeles,” she stated. “[For] one of our larger Los Angeles events, we hired nearly 400 union partners (Decorators, IBEW, and Teamsters) on peak days and approximately 25 management team members. Move-in, through run

GES produces nearly 200 shows a year in Los Angeles

of show, through move out is 21 days,” Page explained. For each exhibition, GES always budgets for labor, equipment rental and graphics. According to Page, labor constitutes the largest part of its budget while creating electronic exhibitor kits is the smallest.

Photos courtesy of GES

city is also home to GES’ nearly 100 fulltime employees and 50 union partners. “In addition to the city, county and state taxes paid for our employees, property taxes on building and marshalling yards, etc., GES also supports the local economy through the purchasing that is done with businesses in the Los Angeles area,” stated Detra Page, APR, senior manager of corporate communications, GES. According to Page, in 2014, GES purchased more than $18 million in products and services from vendors in the Los Angeles County and Orange County areas. For many businesses, the investment of time is equally as important as the investment of money. To ensure that a tradeshow is well-run, GES spends a lot of time ensuring attendees can find and identify the exhibition. Signage, for example, is needed within large convention centers that often hold simultaneous events. This pre-event planning includes

LABOR

Duty Calls NON-UNION LABOR CALLS INCREASE BEYOND TRADESHOWS BY KRISTAN OBENG

The need for nonunion labor has always existed, especially for companies that diversified beyond supplying to tradeshows. Past economic downturns affecting the tradeshow industry have demonstrated the risks of putting all eggs into one basket. If they hadn’t before, many companies took on retail and museum projects; special and private events; and sponsorship opportunities. These endeavors allowed companies to continue growing during the ups and downs of the tradeshow industry, which usually parallels the performance of the U.S. GDP, according to Center for Exhibition Industry Research. For the most part, unions don’t have jurisdiction over non-tradeshow projects or right-to-work venues. Therefore, companies hired nonunion laborers. “There’s always been and continues to be great demand for non-union, specialized workers. Union tradeshow labor experience and associated hourly rates are not appropriate [for] these projects, or venues, and actually cause an exhibit display house to both be excluded from bidding and lose the project,” stated Frank Vavpotic, president & general manager, Specialized 32 SEPTEMBER 2015 Exhibit City News

Onsite Services (SOS). Vavpotic launched SOS as a provider of specialized, non-union labor in 2010. The company formed as a co-operative. Its eight member companies are suppliers to the tradeshow industry. The SOS board of directors approves the addition of any new members, and each member receives monthly financials. “As tradeshow revenue remained flat, each of our SOS exhibit and event display house members realized, and agreed that vital to their individual customer relationships was to ‘become better stewards of their customers’ budgets’ through providing quality workers at an hourly rate appropriate to these non-tradeshow projects and venues,” commented Vavpotic. SOS has a more than 460-strong non-union labor force on its payroll. Additionally, the company reimburses its workforce for travel expenses soon after the project is complete, according to Vavpotic. “We’re lean, utilize technology and respond quickly with both estimates [and] quick turnaround projects. Quite often SOS is contacted to provide a team of specialized workers with one-day notice,” he said.

Because of the specialized work required, SOS laborers must have a skillset as wide-ranging as the projects they undertake. In some instances, these laborers may be more skilled than tradeshow laborers, said Vavpotic. He explained that tradeshow laborers have a difficult time adapting to non-tradeshow related tasks because they’re not accustomed to it. “We are the silent workers who support our members. Our members direct how and when we are used. There have been occasions where SOS has reached out to a member in a

In other cities, SOS has partnered with affiliates. “Savings through negotiations with our affiliate worker providers can range from 10 to 39 percent,” he said. No matter where SOS workers operate, Vavpotic assured that their qualifications are vetted by him and his staff. “SOS also has begun to provide workers to rightto-work tradeshow venues and venues where nonunion workers are allowed to supplement union labor after certain union quotas are met,” remarked Vavpotic. “Denver is a good example.

There’s always been and continues to be great demand for non-union, specialized workers. certain city or area to provide SOS with sub-contracted quality workers for another member,” he said. Non-union workers help SOS members and their customers save up to 39 percent per hour in the company’s direct cities, according to Vavpotic. “With a union, the billable hours range from $85 to $150 an hour,” he added. The company’s busiest destinations are LA; San Francisco; Dallas; Chicago; Washington, D.C.; Orlando; Austin; Miami; and New York.

An exhibit and display house member is able to lower I&D costs by hiring experienced SOS workers to supplement their usual union labor calls.” Whether it’s inside or outside the tradeshow industry, the need for non-union labor will continue to exist. Companies like SOS are making it easier than ever to find qualified, trustworthy workers who can help ensure a project’s success. To learn more about Specialized Onsite Services, visit http://www.sosWorkforce.com

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ExhibitCityNews.com SEPTEMBER 2015 33

PART 1: INTRODUCTION

PART 1: HISTORY

words by Lesley Martin | photos by Corey Johnson Installation and dismantle (I&D) companies are some of the most vital suppliers to the tradeshow exhibit industry. For every tradeshow, there is a labor crew that laid out the show, divvied up the booth spaces, delivered the components, installed the electricity and rigged the signs. They install and dismantle booths from the smallest portable displays to gigantic multilevel custom exhibits. Some of them also produce the exhibits in fabrication shops, then install and dismantle them onsite. Labor crews of men and women are able to create a miniature, functioning city in just a few days, then break it down and pack it up for the next destination in even less time. Although other countries can also boast large centers for fairs and expos, the I&D industry is distinctly American, with deep roots stemming from the historical union movement. However, the work that these men and women do is mostly unknown to the public because the workers are invisible during the events that they help create. They work until the hour the tradeshow opens, and then return to work when the show closes. Seeing how a tradeshow can drastically stimulate the

I&D AND EVENT LABOR SERIES 2015

local economy within a short period of time, cities all over the world have built convention centers and are constantly improving facilities to attract show managers and visitors. Tradeshows continually prove to be a valuable marketing channel for all industries as meeting customers face-to-face is the age-old way of trading. And as the exhibiting market grows, so do the complexity, demands and expectations. Evolving from the temporary wooden structures held together by wing-nuts, tradeshow exhibits today represent a business’ “traveling office” and is complete with carpet, electricity, custom furniture, cool lighting, refrigerators, TVs, monitors and a fleet of people to make it happen. With competitors facing each other across the aisle, a tradeshow floor can seem like an arms race. And every player makes an appearance, lest their competition takes advantage of their absence. The exhibitors responsible for planning their company’s tradeshow program are entrusted not only with huge budgets, but also with the full weight of expectations from management and coworkers that their event is a success. They are under intense pressure to pull off perfection in a medium where – as is the case for anything that’s live – anything can go wrong. Yet despite the fact that tradeshows have become more complex, there are fewer tradeshow managers today than 20 years ago. In 2015, the average tradeshow manager may be the time-strapped marketing director who is responsible for several other marketing initiatives and does

Exhibit City News

TABLE OF CONTENTS not fully understand how tradeshows operate. Or she may be the young marketing coordinator who is in her 20s and just learning the ropes. Then there’s the international exhibitor who is surprised and overwhelmed by the complexity and costliness of exhibiting in the U.S. Yet few exhibitors understand the installation and dismantle business. It is often misunderstood and thought of as a commodity or an economic service, which has no qualitative differentiation across a market. Referring to a commodity good, the saying goes, “From the taste of wheat, it is not possible to tell who produced it, a Russian serf, a French peasant or an English capitalist.” In relation to I&D labor, exhibitors regard I&D labor services as nearly equal with no regard to the people who produce the work. Whether time-strapped or inexperienced, a tradeshow entails too much for the already overworked exhibitor to manage or know. With I&D labor rarely seen or even considered until the show, there are many misconceptions about labor. For example, that tradeshow labor is all the same. Or that it’s just an assembly of pieces. Yet these are the workers that exhibitors entrust with their company’s properties worth thousands of dollars. They trust that these properties will arrive at a distant location, and that an onsite crew that they never meet will make it all come together on the show floor within a few days. The I&D crews who put it all together also face extreme challenges. Sometimes properties show up late, and when they do arrive, they’re damaged, in need of repairs or missing pieces. Unfinished exhibit properties arrive and the labor crew must finish them onsite. The drawings may be inaccurate or incomplete. And despite all the complications, the I&D crew is given no extra time to complete the assembly.

p. 36 HISTORY OF TRADESHOWS p. 40 GC VS EAC SIDEBAR: RIGHT TO WORK STATES

p. 44 EVOLUTION OF

EXHIBIT BOOTHS AND BUYER BEHAVIOR

p. 48 COMMON MISCONCEPTIONS

ABOUT TRADESHOW LABOR

SIDEBAR: ROLE IN THE TRADESHOW INDUSTRY

Exhibitors need to understand I&D and to know who’s on their crew. From labor readily available from general contractors who partner directly with show managers and associations, to boutique labor companies that are part of the exhibitor-appointed contractor segment, quality labor service is critical. The best I&D companies have the best people, training, processes and equipment to provide exemplary levels of service. Besides the basic installation skills, the I&D team needs organizational skill, tools of the trade, specialized training in systems, interpersonal skills, and safe and efficient work practices. In this special I&D series, we will explore the I&D industry to help readers understand the business and attempt to dispel misconceptions. This series was made possible by the contributions of several experts in the field, who were willing to volunteer their time and materials to Exhibit City News.

Exhibit City News

I&D AND EVENT LABOR SERIES 2015

PART 1: HISTORY

HISTORY OF TRADESHOWS AND I&D America’s Tradeshow Roots

Installation labor traces its roots to the 1930s, when the latest fashions and styles were promoted in department store windows in New York and Chicago. Window dressers or decorators created and assembled displays for retailers like Macy’s, Saks and Marshall Field’s. Industrial designer Raymond Loewy spent a portion of his career as a window dresser at Macy’s and Saks in Manhattan and Wannamaker’s in Philadelphia. When the International Amphitheater opened in Chicago in 1934, the venue was designed to host the International Livestock Exposition for the stockyard industry, and its opening quickly established Chicago as the convention capital of the world. After the victory in WWII, America entered a time of consumer

optimism and economic growth. Large showrooms appeared in the ‘50s as well as special interest shows for industries like automobiles and boating. Similar to contemporary exhibits, cabinet shops were building displays and structures for these marketing environments and a niche industry emerged. Chicago’s McCormick Place, the largest convention center in North America, ushered in the era of large convention centers across the country. Seeing the commerce generated by tradeshows and conventions, municipalities in New York, Atlanta, Orlando, New Orleans, Dallas, Houston, Denver, Las Vegas, San Francisco, LA and Orange County, Calif., found ways to enter the profitable industry. The opening of convention centers drove the rising demand for tradeshow labor to supply the practical work for these events.

I&D AND EVENT LABOR SERIES 2015

Exhibit City News

Portables appeared in early 1960s when Jack Downing of Downing Displays began building and selling lightweight portable displays that could quickly and easily be transported and assembled with few or no tools. He went on to invent the folding panel exhibit in the early ‘70s. Then in the mid-70s, Theodore Zeigler of Nomadic Display invented the instant popup, and Erik Ahlberg of Outline invented the Original 8 folding frame exhibit around the same time.

GCs and EACs

As the convention centers expanded throughout the ‘60s and ‘70s, the general contractors (GCs) were the primary providers for all labor services at tradeshows. During this same period, a small number of companies identified themselves as exhibitor-appointed contractors

needing a part-time job when he paid $20 to join the union in 1972. He immediately had three days of work. All installers were part-time during this time, and even though exhibits rarely came with blueprints, they were simple wooden structures held together by wingnuts. The commitments were short, and a part-time laborer could choose to take the job or not, come and go at will, and collect a paycheck for a weekend of work. For a young man studying film at UC Berkeley, the job offered Toback the freedom to go to school, pursue special interests or travel.

I&D Grows Nationally

This changed in the early 1980s with the advent of the company known simply as “I&D” (now Nth Degree). I&D was the first labor company to institute nationwide

Exhibit City News

sales and marketing efforts by employing a salesforce who cold-called exhibitors and offered premium service. The results were incredible – growth was approximately 200 percent per year for the first 5 or 6 years, and the business kept mushrooming because I&D took the initiative to reach out and ask for business. Jack McEntee started I&D with his friends, Tony Amodeo and Pat Alacqua. As a school teacher with a young family to support, Jack approached his business like a school teacher. He instituted training and created a customer benefit that influences EACs to this day: “We work for you.” Jim Wurm, who was I&D’s first sales and marketing manager, remembers calling from a list of potential customers for the National Homebuilder Shows. When Continued on p. 38

I&D AND EVENT LABOR SERIES 2015

(EACs) or I&D contractors, but their business model was purely operational and they earned business from relationships with builders or by serving specific shows or industries, such as auto shows. Growth for EACs at this time was slow and organic as they attracted new customers among exhibitors who experienced problems with GCs and wanted an alternative labor source. The EAC companies at this time wrote orders, but they did not think beyond the services for which they were hired. The idea of selling and marketing labor services never occurred to any of the existing companies. And relative to the volume of work that the GCs had, the business earned by independent contractors was barely noticeable. Joe Toback, president of Local 510 Sign & Display in San Francisco, was fresh out of high school and

HISTORY OF TRADESHOWS AND I&D Continued from p. 37

PART 1: HISTORY

he reached the display builder for the Caloric Modern Maid account, Wurm told him, “We work directly for you. You can fire us.” This was the opposite of the labor supplied by the general contractor, who would provide labor by default. In addition, Wurm would point out that I&D promised that the same people who installed the exhibit would also dismantle it and that I&D would match appropriate skill sets to the demands of the job. Also, the team who would work with the exhibit properties would come to the builder’s facility and preview the exhibit in advance, yet still charge the show rate. Basically, the EACs promised accountability and excellent service. This level of service is expected today but was revolutionary in the 1980s and established a new standard for the business.

Basically, the EACs promised accountability and excellent service. This level of service is expected today but was revolutionary in the 1980s and established a new standard for the business.

Roadblocks to Growth

With low competition and few barriers to entry, I&D booked approximately 400 jobs from 19831984, and other labor companies saw the opportunity. And that’s when the GCs took notice. There were then some roadblocks to slow the growth of EACs, such as the EAC notification form, a letter from clients authorizing the EAC to work for them on the show floor, which some shows required an unreasonable 90 days before move-in. Show managers claimed that the extended notification was necessary because the GC needed this information to make the labor call, despite the fact that the labor call was never made that far in advance, but show managers protected their view of the general contractor’s role as supplying people.

Yet the EAC segment kept growing, and soon they began setting up their own service desks at tradeshows, which was a position usually only held by the GCs as a service and sales center. When EACs set up their desks, the perception was that they were also selling from the desk, so some show organizers would try to create special packages in conjunction with the GC and mandate that exhibitors had to use the GC for these packages.

Keys to Success

Demanding the option for an alternative service, the exhibitors would object to the roadblocks and advocate for their hiring of

I&D AND EVENT LABOR SERIES 2015

Exhibit City News

the EAC. Serving a customer need in the industry, the EACs continued growing. What was the key to the EAC’s success? The answer is simple: The focus was on customer service and cultivating top-quality workers. The EACs realized that the real task before them was not only to attract good people but to keep them as well; people had to be kept busy but not overworked. The formula was to find good talent and commit to them a promise for a definite amount of work, and at the end of the year, to make sure they were paid accordingly. The result was that the EACs began attracting larger clients and better employees.

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SpringďŹ eld, MA

Hartford, CT

Providence, RI

PART 1: HISTORY

A Tale of Two Types of Suppliers

What’s the difference between the GC and EAC? Both the general contractors and the exhibitor-appointed contractors hire from a region’s local labor pool. The companies assign forepersons and lead-persons, and the unions assign stewards for the contractors. Although they are similar, there are distinct differences between the two types of suppliers. Here is a deeper look at their roles and responsibilities, including factors exhibitors should consider.

General Contractor

A general contractor (GC) is hired by the tradeshow organizing association and is responsible for the physical set-up of the tradeshow. General contractors coordinate most of the labor and work required for decorating and coordi-

nating a tradeshow event throughout the facility, such as rigging signs, laying aisle and registration carpet, installing A/V, material handling, applying aisle signs and larger facility graphics, moving furniture and equipment as well as providing services for exhibitors on

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the show floor. In the U.S. some of the GCs include Arata Expositions Inc., Freeman, George Fern Exposition and Event Services, GES and Teamwork Inc. For the exhibitor, the GC is a convenient option because they can arrange for labor services directly through show management. If an exhibitor chooses to work with an EAC, there are additional steps required, such as EAC approval by show management (sometimes up to 90 days prior to move-in). Also, the GC’s labor crews and equipment are available as soon as you need it, which helps prevent idle time while the clock is ticking. While larger EACs

work crew stretched across the entire tradeshow, the GC labor is not specialized in exhibit I&D. A crew member who installs one exhibit may receive an entirely different work order upon completion, such as applying graphics to an escalator. Thus, they have less experience installing exhibits than the EAC, which sometimes results in errors or slower service. Also, the crew who installs an exhibit may not be the same crew who dismantles it, increasing the risk for inefficiencies and mistakes. Nonetheless, exhibitors with a substantial exhibit that requires a large crew with extensive rigging and forklift use may find that GCs

are the most efficient and cost-effective option. In such cases, the GC gives them priority and makes readily available the required equipment and personnel, whereas an EAC labor crew is often forced to wait for the GC to make the same team available. Note: GCs are also known as “GSCs.”

Exhibitor-Appointed Contractor (EAC)

An exhibitor-appointed contractor (“EAC”) is hired by the exhibitor, and its services are limited to the installation and dismantle of exhibits on the show floor. Unlike the GC, they do not service the contractual needs of the associ-

I&D AND EVENT LABOR SERIES 2015

may also have workers and tools on standby, smaller or mid-sized firms may not. Traditionally, the GC also discounts its labor up to 10 percent less than some EACs. Having earned a signed contract from show management for overall show setup, the GC has secured a considerable amount of money without the business from individual exhibitors. And in the agreement, the GC also reserves the rights to specific jobs and equipment use, such as any sign rigging, use of a forklift, installing electricity and other safety-related tasks. As the saying goes, however, “You get what you pay for.” With a

Continued on p. 42

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I&D AND EVENT LABOR SERIES 2015

TWO SUPPLIERS Continued from p. 41

WHAT IS A RIGHT-TO-WORK STATE?

PART 1: HISTORY

A “right-to-work” law is a statute in the U.S. that prohibits union security agreements, or agreements between labor unions and employers, that govern the extent to which an established union can require employees’ membership, payment of union dues or fees as a condition of employment, either before or after hiring. Right-to-work laws do not aim to provide general guarantee of employment to people seeking work, but rather are a government regulation of the contractual agreements between employers and labor unions that prevents them from excluding nonunion workers or requiring employees to pay a fee to unions that have negotiated the labor contract all the employees work under.

RIGHT TO WORK STATES & TERRITORIES

Alabama Arizona Arkansas Florida Georgia Guam Idaho Iowa Kansas Louisiana Mississippi Nebraska

Nevada North Carolina North Dakota Oklahoma South Carolina South Dakota Tennessee Texas Utah Virginia Wyoming

Source: https://en.wikipedia.org/wiki/Right-to-work_law

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ations and show managers. EAC companies include Eagle Management, Momentum Management,TS Crew and Willwork Inc. The EAC business grew out of the need and demand from exhibitors for more personalized, quality and accountable labor service. The EAC will usually provide the exhibitor with a lead person and their direct phone number. They often act like a conductor in an orchestra, ensuring the different players are in sync and coordinating the moving pieces to create a show-ready tradeshow exhibit. The EAC labor crew is also usually more skilled in installing and dismantling exhibits because the EAC provides steady work and training for their crew members. Thus, the labor crew may be familiar with specific exhibit systems, such as Octanorm or Triga USA, and are able to work more quickly and with greater care. The EAC often assigns the same crew for both installation and dismantle, further ensuring efficiency, accuracy and accountability. However, in their contractual agreement, the GC and show management guarantee work for the GC, and the exhibitor usually has to hire the GC for specific jobs and equipment use. There are also different rules, restrictions and fees for hiring EACs that vary by state, city and even venues within the same city, that make the

EAC a less convenient option. One extra step includes registering the EAC, sometimes up to 90 days before the move-in. Sometimes, there are fees associated with hiring an EAC, which are passed on to the exhibitor. In 2014, Hanley Wood, the show management for the CONSTRUCT show held at the Baltimore Convention Center, charged a $200 fee to each exhibitor who hired an EAC. Every exhibitor and their team should check the tradeshow’s rules and regulations months in advance so that they are aware and can plan ahead. Each part of this series will dive deeper into exploring I&D.

The EAC labor crew is also usually more skilled in installing and dismantling exhibits because the EAC provides steady work and training for their crew members.

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PART 1: HISTORY

EVOLUTION OF EXHIBIT BOOTHS AND BUYER BEHAVIOR Big Budgets, Big Demands

In the 1980s, convention centers were in existence across the country, tradeshows had grown, and it seemed that there would be enough work for everyone. Under Reaganâ&#x20AC;&#x2122;s presidency, corporations had big budgets, low taxes and minimum documentation requirements, leading to the rise of large exhibits and increasing demands. Joe Toback, president of Local 510 Sign & Display in San Francisco, remembers an instance when, after a labor crew spent three days hanging streamers across a ceiling, the exhibitor decided to change the color of the streamers and the work had to be redone. Another time, a businessman was willing to pay the labor crew to paint a ceiling three

football fields long from grey to white, then repaint it to grey once the show closed. He was denied the request only because there was not enough time before the event for the paint to dry. There was a feeling of invincibility at this time. The thought was that marketing in this form would always be needed because there have been marketplaces where people gather to trade goods and services for as long as businesses have existed. Even during a recession, competition drove businesses to tradeshows, and some tradeshows grew. The labor crews benefitted from the steady work and occasional bonuses, such as when a business would add four hours of time to every guyâ&#x20AC;&#x2122;s paycheck for a job well-done.

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Demand for Lightweight Exhibits

Into the next decade, tradeshows were finding their constraints. Businesses had new taxes and documentation requirements that made them accountable for their spending. At the same time, the cost of fuel was rising, which meant that fewer people were traveling to tradeshows and heavy wooden exhibits packed in huge crates were more expensive to ship. Then digital textile printing was invented, a technology that revolutionized tradeshow exhibit design. In 1992, Skyline Exhibits was the first exhibit producer to sell these printing services, offering more creative possibilities for lightweight exhibits.

The tech industry boomed in the late 1990s, changing shows like COMDEX, which was born from a small gathering in 1979 for computer dealers to preview new offerings, into mega-shows with exhibitors like IBM, Sun Microsystems, Microsoft and HP. COMDEX drew an attendance of approximately 220,000 in 1997. Other large tech shows included MacWorld, Interop, Networld, PC Expo, Consumer Electronics Show (CES), Internet World and E3. Although the personal computer was becoming rapidly accessible, technology was not sleek and sexy like it is today. This was a time before flat screen monitors, portable laptops and iPads. Computers brought to show site were towers accompanied by huge monitors and keyboards, and installation crews were given the challenge of installing gigantic and heavy TVs inside exhibit structures. Large crews were needed to set-up these tradeshows. When Freeman was designated the official service contractor for the COMDEX Fall 2000 show, they were given three months to prepare the 1 million square-foot exhibit hall. Production involved 11 account executives,

two dedicated designers, 145 supervisors and labor calls in excess of 1,600 union workers. The show hosted more than 200,000 attendees. These tech companies were leading the world in innovation, and they were the exhibitors who expected more from their labor service providers. Exhibits were large, incorporating new technology that not even the average consumer had access to. Installers had to step up and add tech tools to their tool belts. Now I&D companies needed MacGyver-type workers who are not only good at carpentry, but also had the ability and willingness to learn new technology. “If we don’t have tech tools, the tools in our tool belt aren’t important. Our customers expect that of us,” said Scott Bennett, executive vice president of Nth Degree in 2012. “Early on, in the days of Comdex and all the big tech shows, we were scolded by many of our technology customers and told that if we couldn’t keep up with them, we would have a hard time dealing with them. So we stepped up. There’s no going back.”

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I&D AND EVENT LABOR SERIES 2015

Adding Tech Tools to Tool Belts

Continued on p. 46

I&D AND EVENT LABOR SERIES 2015

EVOLUTION OF EXHIBIT BOOTHS AND BUYER BEHAVIOR

Continued from p. 45

Exhibit houses, and in many instances, labor company customers, were forced out of business.

Housing to the Show Floor and More Services for Medical Industries

PART 1: HISTORY

In the late 1990s, the housing market was booming and attendees were flocking to shows like International Housewares, Kitchen & Bath, the Builders Show and PCBC. Showing everything from bathroom fixtures and vacuum cleaners to siding and decorative rocks, installing these exhibits was like building a house in a few days. The labor market for these shows was highly competitive, but there was so much work to be done that there still seemed to be work for everyone. Medical meetings were also being held in very desirable locations across the country. Elaborate exhibits that needed to be constantly stocked with literature and giveaways meant that labor continued after set-up and right on through to teardown.

A Blow to the Industry

In the early years of the new millennium, there were signs that the dotcoms were crashing. The tech startups weren’t delivering on their promises, and venture capital was drying up. Attendance was declining at tech shows, leading to the closure of Internet World and the merging of Interop and Networld. Then the unthinkable happened. While large numbers of people were in Atlanta for Networld-Interop on its opening day, Sept. 11, 2001, the U.S. was attacked. When exhibitors and attendees in Atlanta heard the news, they were desperate to get home to their families and the show closed at 2 p.m. The sheer terror that hit everyone was augmented by the fact that suddenly there was no air travel, and those traveling couldn’t get home to loved ones. And as swiftly as the planes flew into the World Trade Center, the prideful tradeshow industry was brought to its knees. People were terrified to travel, especially to major cities that were at risk for another attack. Many shows scheduled for September, the traditional opening of the corporate tradeshow season, were cancelled, and labor crews were suddenly out of work. The fallout from 9/11 hit the industry across the board: suppliers, exhibitors, attendees and all of their families. One year after 9/11, Rebecca Leib, writing in ClickZ about Internet World could say: “This week, I visited Internet World Fall 2002. The once monolithic, must-at-

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tend, see-and-be-seen extravaganza has fizzled into a nonevent, astonishing only to the degree it has lost any ability to astonish. As recently as two years ago, attending Internet World at New York’s cavernous Javits Center was atmospherically akin to spending New Year’s Eve a few blocks across town in Times Square (but heavier on Dockers and PDAs). The atmosphere was frantic and very, very, very crowded. Exhibitor booths studded every nook and cranny of the space, even spilling into a specially erected tent outside. A crush of people jostled to get near (much less through) the door. Yesterday, you could all but see tumbleweeds blowing through the vast, near-empty hall. It took seconds to clock everyone I knew there. Sightlines were that good.”

Slow Recovery

In 2003, Skip Cox, CEO, Exhibit Surveys, reported that events external to the industry – the economy, the 9/11 fallout and market place forces – were exacerbated by internal industry forces. Exhibit budgets continued to come under fire, attendance was down and the perception was that the ROI was non-commensurate with the money spent. The general business environment was negatively impacting the use, relevancy and value of many exhibitions to both attendees and exhibitors. The quick fix to meet earnings projections on Wall Street was to funnel money from budgets like travel, tradeshows, advertising and the like to the bottom line. There was tremendous downsizing after 9/11. Middle

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REDUCE YOUR managers, the group that has historically been most involved in exhibiting, were losing their jobs, which meant fewer people were going to shows. The mergers, acquisitions and attritions meant there were fewer exhibitors. Smaller companies went out of business, and the large companies saw less need to attend shows. For industry suppliers, particularly labor companies, there were additional problems. Exhibit houses, and in many instances, labor company customers, were forced out of business. In some cases, only their ‘assets’ were acquired by larger companies, leaving many labor companies unable to collect debts from the acquired exhibit houses. The EACs soon realized that they had to provide a point of differentiation if they were to survive.

The Great Recession

Just as the tradeshow industry began to recover, the U.S. was hit with the banking crisis, which shook the already weak economy. Practices of some of the banks came to light, and the press was filled with stories of executives’ extravagant spending at meetings and tradeshows. Under scrutiny from every legislative body, tradeshows were labeled as boondoggles and opportunities for excesses and kickbacks. During this time, the credit crisis had a profound effect on both personal and professional lives. Many of the companies in the industry are small suppliers, and any threat to the wellbeing of the owner usually became a threat to the wellbeing of the company and its employees. As the economy was making a slow comeback in 2012, the tradeshow industry was still feeling the aftershock. Because of all the press attention on kick-backs, industries such as health care downplayed any hint of extravagance. Giveaways at health care shows became almost non-existent, and sales reps could no longer take the opportunities that tradeshows presented to take their doctors to lunch or dinner. One of the major differences that all this has made to tradeshow labor companies is that exhibitors are controlling costs now by choosing smaller, lighter exhibits that make lavish use of metal systems and fabric. Knowing how to use these systems and install fabric requires a new skill set, different from the days of hard wall construction. We will explore the new trends throughout this series.

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PART 1: HISTORY

COMMON MISCONCEPTIONS ABOUT TRADESHOW LABOR Who is todayâ&#x20AC;&#x2122;s exhibitor?

Continued on p. 50

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What all exhibitions have in common is the individuals and institutions collaborating to facilitate face-to-face interactions and business opportunities.

See infographic on p. 49

Infographic by Rachel Davis

Despite the fact that tradeshow exhibit management is increasingly complex, there are less tradeshow managers today than 20 years ago. Today, your average tradeshow manager may be a marketing director who is responsible for several other marketing projects and deliverables, and does not have a full understanding of how tradeshows operate. Or, your tradeshow manager may be the young marketing coordinator who is in her 20s and just learning the ropes. Then thereâ&#x20AC;&#x2122;s the international exhibitor who is exhibiting in the U.S. for the first time. While an exhibit made of plywood would suffice in France, the higher standard of exhibits in the U.S. drives the demand for a pristine exhibit, and they are surprised by the costliness and longer leadtimes. Not only is the exhibit expensive to build, but to install as well. Plus, the hoops to jump through are confusing even for someone who speaks English as a first language. The people in charge of planning tradeshow programs are entrusted not only with thousands of marketing dollars, but with the burden of ensuring that their event is executed flawlessly, meets the expectations from management and coworkers, and proves successful for their company. And while

Infographic by Rachel Davis

ROLES IN THE TRADESHOW INDUSTRY

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I&D AND EVENT LABOR SERIES 2015

COMMON MISCONCEPTIONS ABOUT TRADESHOW LABOR

Continued from p. 49

PART 1: HISTORY

technology blesses us with real-time updates and all the information we need at our fingertips, there’s too much for the already time-strapped or inexperienced exhibitor to manage or know. With more to know but less knowledge, exhibitors have misconceptions that are costly and inefficient. We identified four of the most common misconceptions about tradeshow labor below.

The truth is that tradeshow labor is full-on project management, not just ‘installation’.

“Installing a tradeshow exhibit is just an assembly of parts.”

American business ideology has a deep-rooted belief that labor is a commodity, a low-level service in which it does not matter who performs the task. After an exhibit has been built and shipped, exhibitors think that the critical decisions have been made. They approved the production proofs and trust the account executive to ensure that the pieces were constructed and the properties delivered to show site. Now they expect the labor crew to follow the exhibit’s blueprint – just an assembly of parts, right? Not exactly. Tradeshow exhibits have evolved from heavy wooden structures held together by wingnuts, to custom experiential environments that immerse attendees in a brand message. The level of expertise needed is beyond just an assembly of parts. “The truth is that tradeshow labor is full-on project management, not just ‘installation’,” said Chris Griffin, CEO, TS Crew. “For an island exhibit with multiple components like laminates, fabrics, lighting, furniture, custom shaped structures,

customized flooring and multimedia electronics, the exhibitor needs a project manager to ensure that all the parts and pieces from the seven to 15 vendors are there to create the at-show environment.” Many of the installers have had training in exhibit installation including specific systems, which are usually made of many pieces that look alike and follow a specific stepby-step installation process. Despite the additional work demanded by today’s exhibits, the installation timeframe has not increased. The labor crews today have the same timeframe for installation as they did 20 years ago. And under this time crunch, decisions are critical. What if a crate is late? What if properties are damaged? What if the set-up in-

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Exhibit City News

structions are missing or incorrect? What if the rental furniture didn’t appear? Labor crews are continually presented with these challenges, making their job more than just an assembly of parts. A good labor crew is made of problem solvers, not problem causers. Many of the people working to install an exhibit are specialized in exhibitry and had professional training. When a quality crew is hired, not only is excellent service expected, but so is professionalism. The best tradeshow labor companies have the best people, training, processes and equipment to provide an exemplary level of service so that exhibits are installed correctly and efficiently to meet the exhibitor’s expectations and save them money.

“Changes or repairs can be made by the onsite labor crew.”

From seamless edges to graphics that are up-to-date with all product updates, exhibitors are under intense pressure to achieve perfection in all aspects of exhibiting. Perfectionism and a lack of firm decision-making is compounded with the immediate communication made possible by technology, and enabled exhibitors to make last-minute changes, a costly behavior on and off the show floor. Installation crews are increasingly receiving exhibits that are 85 percent complete because the exhib-

itor decided to make last-minute changes that the exhibit house tried to accommodate, but was unable to complete in the time crunch. Not only does the exhibit arrive to show floor not ready for installation, but its drawings and instructions may be inaccurate, slowing the process. For example, let’s say an exhibit needs holes drilled to run electrical cords for monitors that were added last-minute. Rather than one carpenter at the exhibit house drilling the holes for one hour, the onsite labor crew receives the instructions to drill the holes, takes time to read the blueprints, figures out where the holes need to be drilled, measures

multiple times because there’s low margin for error, then drills the holes. Meanwhile, the rest of the crew waits for the work to finish before moving forward with the installation. Thus, a task that could have taken one hour in the exhibit house takes four hours on the show floor, with a huge ding to the exhibitor’s bill. Even though exhibitors are under intense pressure for perfection or staying within budget, they need to understand that the most expensive decisions are made on the show floor. As author Andy Andrews said, “Successful people make their decisions quickly and change their minds slowly. Failures Continued on p. 52

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PART 1: HISTORY

COMMON MISCONCEPTIONS ABOUT TRADESHOW LABOR

Continued from p. 51 make their decisions slowly and change their minds quickly.” A similar scenario is when a budget-sensitive exhibitor is trying to get as much life as possible out of an exhibit, and never takes it back to the shop in between shows. Then the exhibit shows up to a tradeshow in need of repairs or missing pieces. Exhibitors should consider the cost of ownership, including repairs and refurbishment. An exhibit is a tangible object that is produced. With the increase in digital marketing and decrease of print marketing and domestic production, today’s marketing managers and exhibi-

tors may be accustomed to making changes that are done with the click of a button. However, producing a physical object takes time and materials, and the possible mistakes are costly.

“I can install my own exhibit, or bring my crew to do it.”

Inexperienced and international exhibitors are often surprised by the strict rules and regulations surrounding installation and dismantle. Some rules even seem ridiculous. How do you explain to someone that they’re not allowed to plug in their own extension cord?

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Yet there are these rules across the U.S. According to TS Crew, 52 percent of convention centers in the U.S. have a union affiliation, with some stronger than others. The electrician’s union reserves the right to most electrical work, including placing electrical service, running extension cords, placing light fixtures, and sometimes hanging flat screens and LCD monitors. Rigging professionals is another union that reserves the right to hang or “fly” any hanging structures, including large signs. Teamster unions have exclusive jurisdiction over all freight brought or delivered to

the show floor, plus the material handling equipment like dollies, hand-trucks, pallet-jacks, forklifts and genie lifts. No other country’s installation labor laws are as strict as in the U.S. When an international exhibitor finds that they cannot dolly their own exhibit, they are surprised at the least. Sometimes, the seeming absurdity of the rules and the fact that they vary from stateto-state (or even between venues within one city) leads an international exhibitor to think that they’re being cheated. A right-to-work state has relaxed union rules, thus are generally less expensive places to exhibit. We will

explore unions and their role further in an upcoming issue.

“My main partner is my exhibit house.”

Most exhibitors don’t realize that it takes a fleet of people to create their exhibit. From the time an exhibit leaves the warehouse and is set-up in its exhibit space, it has been touched by the exhibit house, electrical, shipping server, forklift driver, electrical crew, rigging crew. However, the exhibitor only sees one – their exhibit house. Yet with all these moving parts and pieces, anything can go wrong. Shipments can be

late. Pieces can go missing. The TV monitor may be dropped in shipment and its screen shattered. The forklift driver can bump into the reception counter, creating a three-inch gash that needs to be repaired onsite. And setting-up an exhibit has an order. The carpet or other floor covering must be laid and the overhanging sign rigged before the exhibit can be constructed. When one piece of the puzzle is missing, the entire timeline is slowed. And the crews are given only a few days to pull it all together. That’s why the best labor companies have clear processes and systems in place to ensure accuracy.

Installing and Dismantling Exhibits Throughout California

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PART 2: INTRODUCTION

PART 2: THE PEOPLE words by Lesley Martin | photos by Corey Johnson The I&D industry has a long history deeply rooted in America, with ties to the union labor movements across the U.S. However, I&D workers and their jobs are basically unknown to the public at large. They are not seen at the events they help create, and once the event is done, the workers disappear as quickly as the tradeshow. Tradeshows are by nature hard to track. How do you track the conversations that happen in the booth? But the conversations live as memories, and exhibiting companies can usually identify customers gained from tradeshows. But there’s nothing to show for the worker who installed the exhibit. Their work is dismantled as quickly as it was installed, and their paper trails of work orders are archived and quickly forgotten. Joe Toback, president of Local 510, is a world traveler and likens the transient nature of tradeshow work to the Tibetan artistic tradition of dul-tson-kyil-khor, or

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“mandala of colored powders,” in which millions of grains of sand are painstakingly laid into place on a flat platform over a period of days or weeks, only to be destroyed soon after completion. This form of spiritual practice teaches Buddhist monks to accept the impermanence of life. A traditional builder can walk through a city and point to the buildings he helped create, but a tradeshow laborer destroys the work he helps create. There are no college professors writing textbooks on tradeshow installation labor, and the industry tends to rely on face-to-face interactions and relationships rather than digital or print marketing. With almost nothing to show for their hard work, the history of tradeshow laborers is almost entirely oral. As I dive deeper into the dynamics that drive this important segment of the tradeshow industry, I am fascinated by its complexity, as well as the passion of the people. Not only is our goal for the series to illuminate the tradeshow installation work, but also to bring a fresh perspective from someone new to the industry. I hope you are as intrigued as I am.

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TABLE OF CONTENTS P. 54 INTRODUCTION P. 56 UNION ROOTS P. 58 WOMEN IN I&D P. 63 TRAINING

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P. 67 QUALITY OF LIFE P. 71 SAFETY P. 74 A HISTORY OF THE

UNITED BROTHERHOOD

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PART 2: THE PEOPLE

UNION ROOTS Unions, a controversial topic

Politics, religion and money are the topics to avoid in polite conversation, but one could argue – with tongue firmly in cheek – that you could cover all three topics by discussing unions. From its political ties, list of martyrs and dues collected from paychecks, it’s no wonder that unions are controversial. However, the intent of our series is to take a comprehensive look at the installation and dismantle labor industry in which unions are deeply entwined. We will delve into the history of unions simply to understand why we have unions. Secondly, we want to talk about the structure of unions. And lastly, we want to explore their relationship with today’s economy and the tradeshow industry. This part of the series also coincides with Labor Day, a national holiday honoring laborers. (See “A History of the Brothers of Carpenters & Joiners”)

Unions within a capitalist economy

America was built by immigrants who took the initiative to uproot their lives, leave their families and hometowns to take control of their own destiny. This “master of your own destiny” culture values independent people and a competitive economy that rewards the merits of hard work. Yet the capitalist philosophies

of independence and competition conflict with the values of a union in which people band together and champion equality for all its members even the old and less-skilled. Critics say the union system produces inefficient and lower-quality work. But why do unions exist? Despite the benefits of free commerce, there are few case studies of businesses fighting for the rights of the people at the bottom of the ladder. From seatbelts in cars to sanitary food handling practices, it is usually the average people who band together to fight for reform that benefit society. In the workplace, unions are needed to protect less skilled workers and fight for their safe working conditions, fair wages and defined working hours.

Chicago’s union roots stem from the stockyards

Even today, Chicago has a deep tie to unions that stems from the historical stockyards. In 1906, Upton Sinclair wrote “The Jungle,” a fictional story of a Lithuanian immigrant family that was uprooted to America by the promise of opportunity, but instead found corruption, exploitation and oppression in the filthy meat-packing industry. From butchering animals to packing the meat, each family member worked long hours in difficult and dangerous conditions. Among their afflictions were severed fingers, tuberculosis and blood poisoning.

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But the companies had no reason to provide safe working conditions, for each laborer could be easily replaced by someone fresh and healthy. Sinclair’s book achieved national acclaim and was influential in reform, but to Sinclair’s disappointment, most of the reform was for food health and safety rather than bettering the conditions for workers.

“Bloody Thursday” in San Francisco

(http://www.bloodythursdayfilm. com/historybloodythu.html) Another city known for its strong unions is San Francisco, which was the location of the longshoreman strike that led to “Bloody Thursday” on July 5, 1934. During the height of the Great Depression, the unemployment rate was a staggering 25 percent. With a huge unskilled and desperate labor pool from which to draw, the longshoreman’s boss held what was called “the shape-up” every morning, where hundreds of men gathered at the dock in hopes of getting picked for a job that day. San Francisco State labor professor Harvey Schwartz said, “The hiring was exploitive and brutal. You had to put out a bribe to get a job.” Those lucky enough to get to work that day had the strenuous job of unloading heavy cargo from large ships. Shipping companies lost money if

No centralized union for tradeshow installation work they did not get a ship back out to sea, so it was not rare for a longshoreman to be on the job for 12, 16 or even more than 24 hours straight. Henry Gaitan, a San Pedro longshoreman from the era, said, “The longest shift I ever worked was 32 hours. It was just a continual operation and your hands would bleed from that rough burlap. God, it was tough.” When the longshoremen read in the newspaper that they were to be hit with two straight wage cuts, they decided to unionize and strike. During their strike, violence from police and the National Guard escalated from tear gas to guns. Seven pro-union men were killed by police, two on Bloody Thursday. Their funeral procession through San Francisco is credited as the turning point of the strike. After other unions formed a general strike and shut down the West Coast, the longshoremen won their demands and formed the International Longshore and Warehouse Union (ILWU) that is still organized today.

Unions exist to protect workers

The lack of protection for unskilled workers which occur in free commerce is the driver behind unions. Unions negotiate contracts to ensure that the workers can collect benefits, health care and have safe working conditions. To prevent exploitation, unions work to define hours in the work day, overtime, holidays, vacation, health care and job protection for older workers. Transparent finances are paramount, and pay rates are publicized so that no one can undercut another. Unions are also democratic and equal. Meetings are open for attendance, and every member, including the union president, has one vote. The workers can only succeed if they stand together in unity.

Unions in America today

According to the Wall Street Journal, union memberships in both the private and public sector have dropped from around 23 percent in the 1970s to 11.1 percent in 2014.

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The U.S. meetings industry contributes $907 billion to the U.S. economy and generates 6.3 million jobs, according to a study released by PricewaterhouseCoopers. However, there is no centralized union or regulatory body for tradeshow installation work. The unions evolve from other trades, particularly the carpenters, builders, window display decorators and sign-painters. Lacking a centralized governance, there’s no standard rate nor consistency in training, processes or safety. Also it’s difficult for worker mobility as a tradeshow union installer in San Francisco cannot work in Chicago because he is not part of the local union in another city.

What’s to know?

The differing rules are extremely confusing for all exhibitors, but especially newcomers and international exhibitors. Exhibitors should consult their exhibitor services manual or provider.

I&D AND EVENT LABOR SERIES 2015

[I]t is usually the average people who band together to fight for reform that benefit society.

(http://www.wsj.com/articles/membership-rate-falls-for-u-s-unionsin-2014-1422028558) Laws protecting unions have relaxed, especially in the Midwest and South, to make their states more desirable locations for businesses looking to relocate to less expensive locales. For tradeshow installation labor, cities that have strong union ties include Chicago, New York, San Francisco and Washington, D.C., and all have different rules, regulations and skill sets.

PART 2: THE PEOPLE

WOMEN IN I&D Traditionally male dominated industry

Building, construction, carpentry and technology industries are traditionally male dominated, and the tradeshow installation industry is no exception. Because of its roots in those industries, exhibit house workers, managers and owners from the 1970s through most of the 1990s were predominantly men. However, women are taking on leadership positions in male-dominated roles across all industries. Most recently, Jen Welter was hired as the first female NFL coach for the Arizona Cardinals. Tech companies like Google are rapidly training and hiring women who code, making women with tech skills in high demand and offering them lucrative salaries. Most interestingly, the debate around women in these roles has shifted from an issue of fairness and equality to a question of superior performance. The best teams have both men and women. A 2011 study showed that teams with a 50-50 balance of men and women performed the best in business because they were doing more “mutual monitoring,” or checking to make sure everyone’s doing their job. (http://www. fastcompany.com/3015112/leadership-now/why-productive-teamshave-3-kinds-of-diversity) Women in the top leadership po-

sition also help a company’s performance and the bottom line. A Credit Suisse analysis of almost 2,400 international companies found that companies with at least one woman on their board tend to be the strongest performers. The study also showed that those companies’ stocks outperform companies with no women on the board by 26 percent over the course of six years. The number of women on both the exhibitor and supplier sides has increased dramatically in the last 20 years. In the tradeshow industry, there is a notable trend for women who were executive assistants or in other administrative roles and who showed a proficiency for managing details, processes and people, to assume complex tradeshow program management responsibilities. Although women crowd the aisles as attendees at EXHIBITORLive! there are still not as many women in the labor segment. We were able to talk with two women who are leaders in the I&D industry.

Starting from the bottom-up

It was 1985, and Laura Fee had recently become the first person in her family to graduate from college. She was unemployed when her uncle, who owned a window company, asked the 25-year-old Fee to help him setup and work the booth at a housing tradeshow at the Cleveland Conven-

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tion Center. In her marketing textbook from college, the only mention of tradeshows was “tradeshows, another form of marketing.” Not knowing anything about tradeshows, Fee agreed and helped set-up the booth by dressing the windows with flowers and working as a model in the exhibit. During the show, Fee remembers walking from behind a crate and running into a friend she hadn’t seen since high school. He worked for Andrews Bartlett, a general contracting company (acquired by Freeman in 1993), and Fee asked him for a job. Soon after, she was hired to work with another man in starting the sales division of its labor arm called Exhibition Contractors Company. She was on the road two weeks of every month to work the service desk at tradeshows where Fee said, “It was trial by fire.” Early in her new job, she remembers working the desk at an auto show in Cleveland when the city manager said, “I’ll be right back,” and left the neophyte Fee in charge of 120 laborers working the show floor. Time passed, and as workers were heading to lunch, the crews needed adjusting. Customers approached the desk asking for things to be built or requesting special tools that Fee had never heard of. Keeping calm, Fees took notes, smiled and said, “No problem.” Meanwhile, the city manager was nowhere to be found and the customers needed help. Taking action,

Fee sought her brother, who was a worker on the show floor, to help her find tools and direct the customers. She took control and ran the labor crews on the show floor through the duration of the show, and by the end, Fee had learned how to run the labor crews, identify the tools and help customers get what they needed. She showed that she was capable of doing the city manager’s job, because the city manager never returned. “It was definitely a man’s world,” remembered Fee. “I’ve been very outspoken and independent, but never considered myself tough. I had to prove that I could hold my own.” She remembered another time when a customer’s sign was going to

be removed because it was hitting lights when hung from the low ceiling and could be a fire hazard. A group of men were assessing the situation when Fee spoke up and told them that the sign would clear the lights if it was spun into a diamond instead of a square. The men completely ignored the 26-year-old young woman. Anything can go wrong at a live event, but the most successful people are problem solvers who don’t let their egos get in the way. Fee told another male worker on the show floor her recommendation, and he walked over to the group of men and was able to carry out the solution. “Things can go wrong that are out of our control. [You’ve got to] find

out how to make it work. You can’t worry about egos,” said Fee. “Our customers need to be able to market their product efficiently and it’s [got to] look good too. You have to remain calm and check your ego at the door.” Fee became the first account executive at Eagle Management Group (EMG) in 1990 and worked with the owners to grow the firm from a small Northeast Coast company to a national labor supplier. At this time, the industry was undergoing huge changes in exhibit design, budgetary restrictions and regulatory requirements. During this time of change, a woman was a breath of fresh air. “Everyone was used to men knocking on their doors. When I knocked, Continued on p. 60

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WOMEN IN I&D

Continued from p. 59

PART 2: THE PEOPLE

I never knew if they were going to take me seriously. But once I had the opportunity to present, it was easier to close the sale,” said Fee. Within three years of Fee joining the company, EMG opened 10 new locations from east to west coast. “Laura has been a driving force in the trade show industry for over 25 years,” said Steve Matranga, owner and founder of EMG. “She joined our company in its infancy and her passion, charisma, creativity and high level of integrity helped to put us on the map.” Fee now serves as vice president of sales and marketing at Eagle Management Group, where she still carries her strong but humble work ethic. “At EMG, we want to take care of the customers and the employees,” she said. “Yes, we’re a labor company, but we’re a solutions provider to make everything happen on the show floor.” Fee recalled her first Exhibit Designers + Producers Association (EDPA) meeting in November 1994 when the majority of the women in attendance were wives, and she was one of approximately three women in the room who worked in industry. “Today you go and it’s loaded with women,” she said. However, as a problem-solver simply seeking a solution, Fee concluded that “it doesn’t make a difference whether you’re a man or woman, it’s whether you do your job effectively.”

Moving into the industry laterally

Another woman who has made a huge impact on the labor supply industry is Amanda Helgemoe, CEO at Nuvista Event Management Services. Unlike Fee, Helgemoe moved into the industry laterally rather

than working her way up. She was working in the food industry as director of marketing when she was looking for a change. A customer’s husband introduced her to Jack McEntee, founder and owner of Nth Degree, who was looking for a new director of sales and marketing. Helgemoe saw the opportunity and made the switch. She learned the business while working at Nth Degree and Eagle Mangement Group before she realized that she could do it on her own with a different business model. She was asking questions that no one was able to answer, such as why there were inefficiencies, and she was able to see new opportunities. She went to as many association meetings as possible, met as many people as possible and saw an opportunity to combine labor services with audiovisual services, leading to the founding of Nuvista with a partner in January 2000. In 2001, Helgemoe became full owner and quickly took the company national while doubling in sales for several years in a row. When electronics became significantly cheaper and customers starting buying their A/V equipment, the company adapted and shifted its focus to labor services. As a woman owning and leading a national labor company, Helgemoe said the most common misconception is that her kind nature means that she’s not competitive. “I’m a very nice person, and that’s associated with not making good business decisions or running a tight ship,” said Helgemoe. “Most people ask, ‘Is your husband in the business with you?’” She grew up in a family of entrepreneurs and they encouraged her to follow her

I&D AND EVENT LABOR SERIES 2015

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dreams. She knew she would own her own business one day and it would probably be in construction. Helgemoe graduated with an accounting and marketing degree from Michigan State University, and then worked at corporations including Fortune 100 company, Armstrong World Industries, where she learned the importance of culture in organizations. “My philosophy is to manage within and create a culture that shows mutual respect and to follow your values,” said Helgemoe. “That will flow into the outside world, which in turn pays dividends to our clients.”

Women of the future

While the acceptance and respect for women has progressed significantly, the labor industry is still predominantly male. This may be due to external forces, for there are few barriers to women joining the industry, but women are not encouraged to do this type of work. The work itself is practical, and the American culture has conditioned women to prefer the luxuries of a purse as opposed to a tool belt, and manicured nails to chipped and grimy. Compared to men, women tend to face a huge learning curve in identifying the tools, let alone how to use them. Construction toys traditionally targeted boys and came in primary or military colors, while young girls were given dollhouses as a finished product, not as a kit for them to construct. Young girls were not typically raised with parents encouraging them to enter construction, although this is changing. Understanding that women in business improves performance, the most progressive businesses are seeking to hire and train women, creating

“Stephanie Oppenheim, the co-founder of ToyPortfolio.com, an independent consumer organization that reviews children’s media and toys, described this as a significant development. ‘I’ve been covering the toy industry since 1989, and it’s one of the most welcome trends we’ve seen in a long time,’ she told me. ‘There’s such an uptick in toys that really engage kids in thinking about all the STEM topics’.” http://www.newyorker.com/business/currency/can-toys-create-future-engineers The theory is that kids who play with STEM-oriented toys are given the opportunity to think critically and problem-solve, developing two im-

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portant skills required by the STEM industries as well as the tradeshow industry. It’s too early to predict whether this will increase the number of women who work in I&D, but the trend shows that women are valuable partners in business, and young generations of women are now being encouraged to reach their full potential. In 2013, Warren Buffett wrote in his Fortune column, “We’ve seen what can be accomplished when we use 50 percent of our human capacity. If you visualize what 100 percent can do, you’ll join me as an unbridled optimist about America’s future.” (http://www.businessinsider.com/ warren-buffetts-advice-to-women-2013-5#ixzz3hgZrnNJp)

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a huge demand and opportunity for women with the skills needed in predominantly male industries, particularly math, science and technology. In November 2013, crowdsourced GoldieBlox brought national attention to the issue when its YouTube advertisement went viral. The GoldieBlox kits are designed for girls, who prefer pastel colors of robin’s egg blue, lavender and daffodil, and think in terms of relationships and storytelling. Elizabeth Weiss wrote in the New York Times, “Toys that promote skills in science, technology, math and engineering (a category known as STEM), particularly for girls, are becoming increasingly popular.

PART PART 2:2: THE PEOPLE PEOPLE 62

DEVELOPING AND GROWING TALENT The current and future workforce

Finding, hiring and developing quality labor is a goal for I&D companies across the board. They face many challenges, from labor skills that vary by regions to an aging workforce in an industry that is not attracting millennials. Yet these companies are committed to the people they hire. We will see how the industry invests in its people, and explore the factors contributing to the aging workforce as well as the challenges millennials face – plus look at the future workforce.

People are an investment

Labor is often considered a commodity in that it doesn’t matter who carries out the task. However those who work and manage in the tradeshow labor industry would strongly disagree.. With crews that differ by region and the dynamics created by labor unions, the companies have little control over who works for them, heightening the need for reliable people. When I&D companies find an individual who shows talent, professionalism, dependability and a capability of managing others, these companies recognize potential and are willing to invest in developing that person. In the early 1990s, Don Minot, vice president of operations at Eagle

Management, helped open several new branches for the company. He said, “When you go into a city, you look for the person who is going to be a good lead-man and turn him into a manager. You just need to find him and elevate him.” As a whole, there is a lack of formal education for the tradeshow industry. Few colleges teach the skills required to manage a tradeshow program or work on the show floor. Filling its own need, the industry then takes on the training and development of its own.

Industry training programs for labor crews

Jack McEntee, who started I&D with his friends, Tony Amodeo and Pat Alacqua, was a school teacher in the early 1980s who approached his business from an educational standpoint. He realized that the formula to success was to find good talent and commit to them with training, a definite amount of work, and to ensure that they were paid the money promised them. Willwork Inc. offers training for its employees through Willwork University, which features a unique blend of classroom, shop floor and exhibit floor instruction. Willwork University instills in its students not only a high degree of technical training, but also a deep commitment to

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Exhibit City News

customer service. The role-playing of real-life situations on the trade show floor gives students the ability to think on their feet, anticipate and head off potential problems, and be creative in developing solutions. Joe Toback, president of Local 510 in San Francisco, helped develop that union’s training program from the job orders. When he was given a job to process, he had to ask: “Who’s available to work? What skills are needed? What adjustments need to be made when those skills are needed? How can we anticipate the needs?” From these questions, he was able to project the skills his crews needed and identify the current gaps in his workforce. Based on this, Toback developed a training program, and Local 510 JATC holds free classes in intermediate modular systems, advanced graphics, show site graphics and communications – all focused on upgrading the skills of journeypersons. Through these courses, the union improves its workforce and increases the opportunities for the members who take advantage of them.

Aging workforce

An undeniable fact in the install and dismantle community is that the workforce is aging. According to Bob Reinecke, owner of ABC Expos, the average age of a union member Continued on p. 64

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DEVELOPING AND GROWING TALENT Continued from p. 62

PART 2: THE PEOPLE

in San Francisco is 56. And there are not as many young people entering the industry. Why is this? One factor is that Baby Boomers are working longer. In 1989, the average retirement age was 63 (http://www. bls.gov/mlr/1992/07/art3full.pdf). In 2014, the retirement age is 66 and steadily rising (http://money. usnews.com/money/retirement/ articles/2014/05/12/the-ideal-retirement-age-and-why-you-wontretire-then). Baby Boomers, who are children of survivors of The Great Depression, grew up with restrictive budgets but were granted lines of credit when they reached adulthood. Mortgages and credit cards allowed them to live charmed lives, enabling them to buy the homes of their dreams while taking their families on vacations to Disneyland. Not saving the way their parents did, Baby Boomers don’t have retirement funds and are now working longer. Their health is better, which means that they can continue working, but they also need to save for later life. Not only are Baby Boomers not passing their jobs to the next generation, but they also lack the money to leave to their children. The affliction of illennials is that they’re in the hole before their life has begun and will probably be slow to retire as well. A decade without newcomers The effects of 9/11 shook the country and nearly destroyed the tradeshow industry. When tradeshows were canceled across the U.S., crews were suddenly out of work, and some of their employers shut down before being able to pay laborers for completed jobs. During the next decade, work was extremely competitive among established I&D com-

panies, and those who were in the industry fiercely held their ground. Newcomers were not given the opportunity to learn the trade and work their way up. The unions delegated work to its senior members first, and younger workers didn’t have a chance to gain the experience to gain seniority. Young workers need 2,000 hours to achieve journeyman status, and if the workflow is slow, this can take 5-7 years. Now that workforce is older and there is no next generation to replace them, where will this new labor come from? Who is the future of I&D labor?

Rising skill levels demanded across all industries

Across all industries, today’s employers demand more skills than they did in the past, even for jobs not requiring a formal education. According to a study found on the United States Department of Labor website, among jobs that did not require a college education, 70 percent required that workers deal with customers, 61 percent required that workers read or write paragraphs, 65 percent required arithmetic and 51 percent required the use of computers. I&D workers need to continually learn new skills, exhibit systems and the latest technologies. The study lists several factors that have contributed to the rising demand for skills in the labor market: technological and organizational changes, trade, deregulation of key industries and the decline of unions. (http:// www.dol.gov/oasam/programs/history/herman/reports/futurework/ conference/trends/trendsVII.htm) The demand for higher skill levels, in addition to other factors, has driven millennials to pursue college degrees in staggering numbers.

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Millennials gravitate towards college education and office jobs Since 1973, the average hourly earnings for workers with a high school degree have declined. At the same time, a study of representative samples of workers by Howell and Wolff (1991) showed that between 1960 and 1985, the changing occupational and industrial structure of the economy led to a rising demand for cognitive and interpersonal skills and a decline in the demand for motor skills. More data on workers and their jobs provide direct evidence that workers use more skills than they did in the past. With these statistics in hand, the battle cry by high school counselors was that students needed to attend to college to have a lucrative career and that college was an “investment” in a teenager’s future. Teenagers and their hopeful parents answered the cry, and in 2010, the Labor Department reported that 70.1 percent of new high school graduates enrolled in colleges and universities, a historical high for the data series since it began in 1959. Now possessing both cognitive abilities and college degrees, millennial college grads choose white collar jobs where they can use their hard-earned and expensive skills. Even though tradeshow work can offer a salary equivalent to many white collar jobs, millennials lack the motor skills learned from working with their hands, and most of what they learned in the college classroom is probably not useful on the tradeshow floor.

Millennials who choose the workforce rather than college Although high GPAs and degrees

tions about experience rather than completed courses. Finally, a millennial may opt out of college because the traditional education setting does not cater to kinesthetic learners who can’t sit still in a desk. These people may excel outside of the formal classroom or office environment and need jobs where they can work with their bodies, whether that’s construction, building or on the trade show floor. These skills are mostly learned on the job or within the industry, and few universities or colleges offer courses in these skills.

Widening gap between the college-educated and those who are not

Although there are many reasons a person who doesn’t attend a traditional college can be successful, studies show that, despite rising levels of formal education, public schooling has failed to teach many adults basic math and reading skills, work habits, and interpersonal skills. The failure of U.S. public schools is especially noticeable on the international level. Out of 34 countries, the U.S. ranked 26th in math and 21st in science in the 2012 results of the Program for International Student Assessment, issued by the Organization for Economic Cooperation and Development.

Developing children who can think critically

Since the embarrassing results of the U.S. rankings in math and science skills, U.S. President Barack Obama called for a new focus on science, technology, engineering and math (STEM) in public schools (http://www.newyorker.com/busi-

Exhibit City News

ness/currency/can-toys-create-future-engineers). These programs teach children critical thinking and problem-solving skills, the exact skills required for a successful tradeshow worker. Wood Middle School in Alameda, Calif., is an elementary school where more than 400 students have the opportunity to learn math, science, technology, art and engineering in a hands-on “Maker Space.” The classroom has collection of hand tools, scrap wood, old computers and a small 3D printer where both boys and girls learn math from measuring an object they build, science from a rocket they create and tech skills from a robot they tinker. The kids even learn how to use AutoCAD, a 2D and 3D design and drafting program engineers and builders use. Group Delphi, an exhibit house with a location in Alameda, recognized the opportunity to help children in the local community learn to think critically, live creatively and experience the joy and satisfaction that comes from making something with their own two hands. When they learned that the Maker Space relies completely on donated materials, Group Delphi donated more than $500 in wood, acrylic, paints and other materials from their shop. In addition, the company also gave a $1,000 check to the school to make their Maker Space a modern-day woodshop. Nga Nguyen, the head teacher of the Maker Space at Wood Middle School, recognizes that not all kids want to become doctors or lawyers and that exhibit building companies like Group Delphi show them the opportunities for practical careers. With classrooms like all across the country, the future workforce looks promising.

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sound impressive, they do not equal success, and many successful people are able to have fulfilling and successful careers without a traditional education There are many young people who choose to create their own destiny by entering directly into the workforce for a variety of reasons. While millennials are enrolling in colleges in droves, the value of college degrees is declining. In 2014, George Leef wrote in Forbes, “The percentage of college graduates who work in jobs that don’t require any advanced academic preparation (the ‘mal-employed’) has been rising for years, and now stands at 36 percent. If college degrees are becoming more valuable, why are so many graduates either unemployed or employed at low-paying jobs?” (http://www.forbes.com/ sites/georgeleef/2014/04/21/ college-degrees-arent-becomingmore-valuable-their-glut-confinespeople-without-them-to-a-shrinking-low-pay-sector-of-the-market/) In contrast to the expensive college degrees, working in the tradeshow industry offers career-focused, on-the-job experience. The aforementioned companies and unions offer free (or comparatively inexpensive) training where workers learn the skills they need to know and work with the people who are their co-workers, mentors, and bosses. Not only are they accelerating their careers, they’re earning money doing it. A young worker who simultaneously earns money, job experience and career advancements is markedly different than the college student, whose career stalls for 4-6 years, then graduates unemployed, carrying a huge debt and answering job interview ques-

PART PART 2:2: THE PEOPLE PEOPLE 66

QUALITY OF LIFE Who is attracted to the tradeshow labor?

The tradeshow installation and dismantle industry attracts all types of people, and there’s no typical crew member. However, we explored both the good and bad aspects that contribute to the quality of life associated with tradeshow labor and what types of people it attracts.

Part-time work, full-time pay

From its roots, tradeshow work is part-time work. Workers can work for a time, and then take time off to be with their families, travel and pursue other jobs or passions. In Texas, many workers are firefighters who work in 24-hour shifts, then have several days off. Some free spirits even find enjoyment from living life during the week while the rest of the world is in its 9-5 mode. Bob Reinecke, owner of ABC Exhibits, was working as a software developer in 1983 when he was introduced to the tradeshow industry by his stepdad, who was a decorator in Anaheim. “I think this is the best part-time job in the world,” said Reinecke, who claims to work 200 days per year. In 1972, the job offered Joe Toback, president of Local 510 Sign & Display in San Francisco, the freedom to go to study film at UC Berkeley while earning an income.

I&D AND EVENT LABOR SERIES 2015

The commitments were short, and a part-time laborer could choose to take the job or not, come and go at will, and collect a paycheck for a weekend of work. In the San Francisco area, this attracted the bohemians, artists and travelers who wanted to pursue their passions while still making an income. In southern California, the job appealed to surfers who wanted to work for a weekend, and then spend their weekdays catching waves and sunning themselves on the beach. All installers were part-time during this period, and even though exhibits rarely came with blueprints, they were simple wooden structures held together by wingnuts.

Opportunity for advancement

Opportunity for advancement is extremely high and the best labor companies invest in their people. Labor companies across the board are always scouting for and developing talent in every region. “Opportunities for advancement are off the charts,” said Reinecke. “All you have to do is show talent and a good attitude. You bring your tools, you’re clean, you have a professional appearance, you’re sober, you listen, you don’t fight… and you can be in a high position within three days.” Many companies offer training when hiring that is free Continued on p. 68

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QUALITY OF LIFE

Continued from p. 66

PART 2: THE PEOPLE

or drastically less expensive compared to other forms of education. Unions offer free training, and workers advance their education and opportunities by simply working.

Labor companies across the board are always scouting for and developing talent in every region.

Not your office job

The hours are odd, the work is physical, there’s a lot of travel, people are always coming and going, and there’s always a new problem to solve. This is definitely not your typical office job, but many thrive on the challenges and continuous change. Reinecke “didn’t like sitting in an office” when he jumped in as a decorator. Soon after, the high-energy and dynamic Reinecke was thriving in the fast-paced and ever-changing tradeshow floor and quickly advanced to traveling on national accounts.

Working with your hands

For thousands of years, human beings built physical structures using their hands and a few tools, but we live in a time where there are limited opportunities for traditional handwork. Today, products are manufactured by machines or digitally, and careers skew towards cognitive-skills rather than motor skills. But the installer of a tradeshow exhibit is hands-on throughout the entire process. From feeling the materials to using powerful tools, the process of building a tradeshow exhibit can be deeply satisfying. I&D workers can take pride in what they build, only to dismantle it days later. These people are worth admiring for possessing the increasingly rare ability to build and destroy something physical, rather than digital or intellectual.

Using your head

In the tradeshow industry, anything can go wrong, and the best people are problem solvers. Building new exhibits all the time is challenging and has a lot of trouble-shooting. “Workers like this variety and it makes their job much more enjoyable.” said Amanda Helgemoe, CEO of Nuvista. “Things can go wrong that are out of our control, and [you’ve got to] find out how to make it work,” said Laura Fee, vice president of sales and marketing at Eagle Management Group. “We’re a labor company, but we’re a solutions provider to make everything happen on the show floor.”

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Sense of community

From its core, tradeshows are founded on the relationships gained from face-to-face interactions. The best labor companies take care of their people by training them, paying them well and providing a sense of community. Helgemoe, who learned the benefits of strong organizational culture from the corporate world, said that her key to success is “to manage within [the organization] and create an environment in which [the people] care each for other.” Relationships within labor crews are deepened through struggles and triumphs over time. They work long hours in a short few days, building a physical structure, trouble-shooting problems, overcoming challenges, looking out for each other’s safety, and all the while developing comradery. The industry is also small enough for most people to people know each other. Within a few years, I&D workers can travel to any convention center in the country and connect with someone they know. “It’s like a fraternity across the country,” said Reinecke. Helgemoe agreed and added that this sense of brotherhood attracts former military men. The women enjoy the sense of community as well. Fee

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I&D AND EVENT LABOR SERIES 2015

said she enjoys catching up with friends she has nationally. Melinda Stewart, owner of OnSite Exhibitor Service, even made friends with man’s best friend and developed the website, TradeshowDogs.com, which states: “Almost everywhere I go I meet a tail-wagger or two. Over time, I started collecting photos of the dogs I met and was doing the old-fashioned thing of pinning their happy mugs to my bulletin board along with recipes and notes from insightful dog owners and developed my own personal collection of Tradeshow Dogs.”

Fluctuating workflow

The workflow fluctuates based on the region’s tradeshows. Some tradeshows are held in the same location every year while others change venues each time. Tradeshows are also sensitive to the economy and other factors. Sometimes, there’s not enough work to go around, and this can give rise to extreme competition. It can be difficult for a worker to depend on the tradeshow work in a region, especially if the region is not one of the top tier tradeshow cities. This part-time lifestyle was easier in the 1970s, but most people today have some sort of debt that requires a steady paycheck. With a high demand for work, then a dry spell, people making a career in tradeshow labor need to budget their money wisely.

High demands

As a supplier to the service industry, the demands of the job and its customers can be extremely taxing. Sometimes, crews are working 12-hour days for several days in a row, with lots of travel and time away from home and families. “We’re basically carnies,” jokes Reinecke. Tradeshows happen all year long, and there are no holidays. North America’s largest tradeshow, International CES, is held every year in January, which means that labor crews often work during the Christmas and New Year holidays to prepare for the show. Despite the time off earned from the part-time nature of the industry, the time is spent alone while kids are in school and spouses are at work. Missed holidays and birthdays, long hours and time on the road put a strain on personal relationships.

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I&D AND EVENT LABOR SERIES 2015

PART PART 2:2: THE PEOPLE PEOPLE 70

SAFETY Protecting people and business

In the tradeshow business, anything can go wrong, but the best businesses have the right processes and people to prevent problems and a plan in place to deal with them when they arise, quickly and efficiently. This includes safety. Injuries are extremely costly to both individuals and businesses. Tolerance for unsafe working conditions or situations is an unnecessary hazard that is usually preventable. By practicing safety with open communication, individuals and companies are empowered to protect people and their business.

Costs to humans and companies

An injury causes physical and emotional suffering, not only to the injured but also to their families and loved ones. If an injured worker takes forced time off to recover, their dependents are without income. Add medical costs to the equation and the family is financially burdened. If the injury is severe, the worker’s career may be threatened. An injured worker also is a loss to a company’s productivity and can hinder its ability to be competitive. Once a person is injured, e work must stop immediately so the situation can be addressed. The business usually contributes to medical costs, and their insurance rates increase.

I&D AND EVENT LABOR SERIES 2015

Potential hazards

“The show floor can be a dangerous place. With narrow aisles crowded with flat crates, tall crates, forklifts, it can be like obstacle course getting around from booth to booth,” said Don Minot, vice president of operations at Eagle Management Group. From the potential to slip from ladders, dislocate shoulders from carrying heavy boxes, trip over debris on the floor or be struck by equipment, there are many ways that a person can get hurt. 1. Potential (and preventable) hazards include: 2. Tripping over debris 3. Trying to squeeze by machine lifts 4. Walking underneath overhead work 5. Not using the equipment required for a task 6. Lifting a load that is heavier than expected Worker sobriety is paramount to worker safety. Occasionally workers head to lunch and return to work intoxicated, which is extremely dangerous if they drop tools or lose their balance. Not only is alcohol a problem, but also a drug that’s becoming legal across the U.S. – marijuana. With four states and the District of Columbia legalizing weed, labor companies are increasingly seeing their workers showing up high. Continued on p. 72

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SAFETY

Continued from p. 70

PART 2: THE PEOPLE

Besides the preventative measures that businesses and individuals can take to prevent injury, there are also long-term potential health issues. These workers can walk 20 miles a day on concrete, adding up to thousands of miles over many years. When installing exhibits, they are often forced to hold awkward positions for long time. And above all, the fumes from equipment inside poorly ventilated buildings are a huge hazard. According to the Occupational Safety and Health Administration (OSHA) website, “Diesel exhaust is a mixture of gases and particulates produced during the combustion of diesel fuel. The very small particles are known as diesel particulate matter (DPM), which consists primarily of solid elemental carbon (EC) cores with organic carbon (OC) compounds adhered to the surfaces. The organic carbon includes polyaromatic hydrocarbons (PAH), some of which cause cancer when tested in animals. Workers exposed to diesel exhaust face the risk of health effects ranging from irritation of the eyes and nose, headaches and nausea, to respiratory disease and lung cancer.” However, in a mostly unregulated industry, little has been done to address the potential health risks to workers breathing the fumes.

Unregulated by the government

Without a centralized organization and recognition by regulatory bodies, tradeshow safety is alarmingly unregulated. OSHA is the construction safety regulations, but the governing body does not regulate tradeshows. Additionally, there’s no worker’s comp specifically for the tradeshow industry. Companies and unions take actions to regulate themselves, but this means that regulations differ by region, and labor companies face challenges when managing crews across the country who have different levels of training, skill and care for safety.

Companies take control of safety

With the need to take control of safety, companies like Eagle Management Group have strong programs in place to ensure the safety of their crews across all locations. Minot has established a strong safety program and says that most accidents can be prevented through

I&D AND EVENT LABOR SERIES 2015

Exhibit City News

planning, training and cooperative effort. Twice a year managers and supervisors are instructed on safety standards and the training trickles down to whatever crews they manage in any region. Leaders are taught to open the lines of communication about safety with their crews. “We believe that if you’re not talking safety, you’re not thinking safety. We teach our city managers to take five minutes every morning to talk safety,” said Minot. “This empowers both the managers and workers to look out for each other, then speak up and take control in unsafe situations.” When it comes to safety, everyone is accountable and no one is allowed to take shortcuts. All workers are encouraged to speak up in unsafe situations and ask for the tools or equipment they require to complete a task safely. This is especially important when a crew has been instructed that a forklift is not necessary, but someone thinks otherwise. With their preventative measures in place, Minot said that their No. 1 injury is hands being cut by box cutters – a relatively small injury.

A safe company is a successful company

In the New York Times bestseller, The Power of Habit: Why We Do What We Do in Life and Business, Charles Duhigg tells the story of the Aluminum Company of America, or Alcoa, a manufacturing corporation that was transformed when Paul O’Neill stepped in as CEO in 1987 and told investors, “I intend to make Alcoa the safest company in America. I intend to go for zero injuries.” While investors panicked that “the board put a crazy hippie in charge,” employees of the company got the message that everyone mattered. When they were empowered to speak up for their safety and the safety of others, they also came forward with other great ideas to improve productivity. With an empowered workforce and efficient operations, Alcoa’s profits were a record high within a year, and by the time O’Neill retired to become the Treasury Secretary in 2000, its market capitalization had risen by $27 billion. (http://www. huffingtonpost.com/charles-duhigg/the-power-ofhabit_b_1304550.html)

Exhibit City News

I&D AND EVENT LABOR SERIES 2015

PART PART 2:2: THE PEOPLE PEOPLE 74

A HISTORY OF THE UNITED BROTHERHOOD OF CARPENTERS & JOINERS words by Pat Friedlander One of the great labor leaders of the 19th century, Peter J. McGuire, was one of the founding fathers of the United Brotherhood of Carpenters & Joiners and served as general secretary for the first 21 years. In 1881, he organized a Chicago convention to form a union. Representatives from 11 cities joined him, and over four spirited days, they produced a constitution and structure. The UBC was born with P.J. McGuire as its first general secretary. He worked tirelessly to keep the union alive in the early years, and his efforts led to the eight-hour workday, the founding of the American Federation of Labor, and wages that more than doubled. He built union membership to more than 167,000 members by 1903. He also crafted a lasting and historical memorial to all workers—the Labor Day holiday. In the first decade of the 20th century, an aggressive, nationwide open-shop attack was mounted against the Carpenters union. Despite the intensive efforts of openshop employers, membership in the Carpenters union reached 200,000 by 1910. With the onset of World War I, the union faced a new challenge. Wartime needs for temporary military housing, ship building and ammu-

I&D AND EVENT LABOR SERIES 2015

nition factories pushed the federal government into a massive construction-spending program. In April 1918, the federal government approved a new system that guaranteed union shops in those areas that had them before the war. Hutcheson’s firmness preserved union standards for carpenters. Peace brought a new and different kind of battle. Employer associations of all kinds initiated a furious assault on union labor under the label of the “American Plan.” Contractors in Chicago insisted on a wage cut in January 1921 and locked out workers after the unions rejected their demand. In June, all the crafts except the Carpenters and Painters agreed to submit the dispute to arbitration by federal judge Kennesaw Landis. The judge’s drastic decision slashed wages beyond the initial contractor proposals and weakened long-standing union work rules. The UBC refused to recognize the judgment and led the fight against the “Citizens Committee to Enforce the Landis Award” for five years until union shop conditions finally returned to Chicago. The Brotherhood survived the 1920s with 345,000 Members in 1928. The American Plan of the 1920s challenged the status of unions in the United States, but the Great Depression of the 1930s threatened the very existence of working people. After the stock market crash in

Exhibit City News

1929, unemployment rose at the astonishing rate of 4,000 workers a week. In 1932, the Chicago Carpenters District Council urged the UBC national leadership to lead the fight for an unemployment insurance system, at the same time that New Deal programs began. Rankand-file carpenters and locals welcomed the New Deal. Unemployed carpenters were not advocating welfare or relief. They wanted jobs. They eagerly greeted President Franklin Roosevelt’s public works agencies instituted to help revive the ailing economy. Only the monumental task of preparing for entry into World War II was finally able to generate enough work to eliminate the suffering of the jobless. The war-driven building demand and the general post-war prosperity finally provided American carpenters with reasonable opportunities and greater financial security. The postwar construction boom, however, outpaced the unions’ abilities to satisfy all of the labor requirements. As a result, a significant number of nonunion contractors began to appear on the fringes of the industry, particularly in suburban and rural homebuilding. Many unionists remained unconcerned about the potential threat of these newcomers since work was plentiful in the growing commercial and industrial construction sectors. While union workers continued to build 80 percent of

all construction in the United States as late as 1969, the reliance on bigger projects and a limited membership allowed the nonunion employers to win a foothold in the industry. In the late 1960s, escalating material costs and labor prices set off alarms in the ranks of building owners, management consultants, corporate journalists and public policy makers. In 1969, 200 of the nation’s top executives formed the Business Roundtable to put a lid on construction bills. The Roundtable built political support to weaken legislation, such as the Davis-Bacon Act that protects construction workers’ wages. It laid out a collective-bargaining agenda to eliminate union gains. Nonunion builders, gathered under the umbrella of the Associated Builders and Contractors, took advantage of these opportunities. They sought to replace the traditional egalitarian apprentice/journeyman system with the co-called “merit shop” philosophy, in which workers are pitted against one another and have no real shot at quality training or a decent lifelong career in the trades. “Our organization was set up to deal with the industry as it was in post-World War II North America,” said UBC General President Doug McCarron when he was elected in 1995. “But the industry has changed drastically since then, and we must change with it.” Union apprenticeship and journeyman-enhancement programs have addressed these new developments, while at the same time maintained a high level of all-around craft competence that union journeymen will always need. The American workforce may look different today but the underlying principle of organizing all the men and women who make their living at the carpentry trade is exactly the same as it was in 1881, when 36 carpenters met in Chicago to improve their lives, their futures and their trade.

Exhibit City News

I&D AND EVENT LABOR SERIES 2015

The UBC was born with P.J. McGuire as its first general secretary.

CORPORATE PROFILE: I&D Series 2015

Eagle Owners Joe and Steve Matranga.

Eagle Management Group Soars to the Top By Exhibit City News

76 SEPTEMBER 2015 Exhibit City News

t all began in the summer of 1987. Youâ&#x20AC;&#x2122;ve heard the story so many timesâ&#x20AC;Śthe one about the successful company that started in the (insert your room of choice). Garage? Kitchen? This one happens to be the basement. It also includes four guys in their mid-20s scattered around the country working for

a major installation and dismantle (I&D) company. They wanted to come home to New Jersey to start their own company and control their own destinies. The first city they opened in was New York. It was baptism by fire, but the long hours and sleepless nights were worth it. Fast forward to 2015 -- The four guys are now two guys; one city became 33 cities, and the company is now in its 29th year in the I&D business.

Why did it work?

Why does one company never get off the ground and another achieves tremendous success? If you ask Joe and Steve Matranga, two of the original four founders and current owners of Eagle Management Group Inc., they would tell you that it was all the usual things…skill, timing, teamwork and yes, maybe luck, but they

would add something else. “At the time, there were not many national I&D companies, and customers couldn’t get the same level of service in every city,” explained Steve Matranga, president, Eagle Management Group. “We made a concerted effort to grow at a very slow pace, which meant resisting the temptation to open a city until we could service our customers fully in that location. Initially, that strategy didn’t help revenue, but eventually, it paid off.”

“Our decentralized organizational structure provides the flexibility to travel city managers and lead personnel based on geographic requirements and client requests,” explained Joe Matranga, CEO, Eagle Management Group. “Our managers handle pre-show planning to post-show wrap-up and everything in-between. This structure requires a full team effort year-round. We provide all necessary and available resources to deliver exceptional customer service.”

It takes a village

The story of Eagle Management Group Inc. may have begun like so many other companies, but anyone in business knows the ending could have been much different. Not that we’ve reached the end. The story is still unfolding and most likely will for years to come.

Tradeshows represent countless industries that contrast in size, complexity and location. The nonstop moving parts require experienced city managers, project managers, lead personnel and resources to service clients.

And so it goes

33 Cities... Same Great Service At Eagle Management Group, Inc., we offer a full-range of labor management services for tradeshows and corporate events in 33 cities across the United States. What makes us different from other labor contractors is the high level of customer service we achieve in every city we serve. We believe the location shouldn’t matter, but how hard we work for our clients should. k Tradeshow Installation &

Dismantle k Permanent Installations

k Corporate Events and

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ExhibitCityNews.com SEPTEMBER 2015 77

CORPORATE PROFILE: I&D Series 2015

Building up Boston’s oldest independent contractor

Bob Dobinski, President of Corp-Events New England

By Zeenath Haniff

round the Boston area, the name Bob Dobinski is synonymous with I&D, or installation and dismantle. President of Corp-Events New England, Dobinski has offered quality service for local and national companies exhibiting in the city for more than 30 years.

Birth of Corp-Events

Prior to the founding of Corp-Events, Dobinski supervised general services contractor (GSC) labor for organizations located outside of Boston as part of his services under Corporate Communications, an event management firm. While creating a separate I&D entity was not planned, he would later discover that hiring labor independently from GSCs and free from restrictions allowed for more quality control. “It was not my original intent to do I&D, but given the outcry of my industry contacts and being local to Boston, I found it better to hire labor independently because we had the advantage of adding people to a project by name. This gave rise to us being able to obtain direct union contracts,” Dobinski explained. With that, and distinguished from Corporate Communications, Corp-Events became a regional resource, servicing 78 SEPTEMBER 2015 Exhibit City News

national companies without a presence in Boston. Offering services as a partner within the New England region, CorpEvents also works with exhibit houses or individual companies needing local talent.

Strength in Numbers

The merger of two other Boston-area unions created a unique opportunity for Corp-Events. In 2012, the International Brotherhood of Teamsters Local 82 was combined with Teamsters Local 25 following the conviction of four of its members for racketeering. Combining union responsibilities included absorbing membership – this grew Local 25’s approximately 400 workers into the thousands, thereby increasing the manpower and level of service to exhibitors. In the wake of the insolvency of Local 82, Corp-Events entered into a general contracting agreement. Starting with a list of 24 permanent employees, the firm would be able to handpick talent beyond the four permanent employees mandated by I&D agreements that typically require any additional workers be assigned by the union from a referral pool. “Due to the misgivings of [union] management, the city gained an opportunity to

better serve exhibitors from the increase in service level and number of workers,” Dobinski noted. Along with this change was a strategic decision to service organizations from outside of Boston. Expanding its reach throughout New England, Corp-Events became a signatory to service agreements in niche markets often overlooked by national companies. These areas include Providence, R.I., predominantly serviced by the local laborers union, as well as Connecticut, Maine, Vermont, New Hampshire and upstate New York where there are no strong union affiliations.

Key Investments

Over the past year, according to Dobinski, national shows trafficking through the New England area had increased business by up to 40 percent. Gaining recognition from national companies has helped Corp-Events win subcontracts for general service projects. Continuing to grow its permanent employees list, Corp-Events has also added industry veteran Anthony Greco to its roster as city and regional manager. Greco applied his more than 15 years’ experience at GES, Freeman, Expo International, Nth

Degree, and particularly with Skyline Northeast, to his new role. Nationally and internationally Skyline-certified, all Corp-Events laborers have the familiarity and ability to assemble newer systems never before used in Boston. Additionally, the company invested approximately $500,000 into a customized metal system that largely deviates from the German-based aluminum OCTANORM system. The 4’ x 8’ panel system could be set up in 25 percent of the labor time. With a cleaner look, less pieces and easier shipment than its counterpart, the system is used to create meeting rooms and exhibit pavilions. Improving quality factored into the definitive decision never to expand outside of the New England area, according to Dobinski, aside from its sales office and warehouse in Santa Cruz, Calif. “A majority of businesses look to Corp-Events as a service partner given our integrity and long-standing relationships,” he stated. The final and key investment in building up Corp-Events – to add to the quality of its permanent employees and service details to its clients in Boston and throughout the surrounding New England area.

CORPORATE PROFILE: I&D Series 2015

A Different Approach to Partnerships

By Kristan Obeng

Momentum Management crafts a customer-committed culture

We never sprinted. We ran a marathon and continue to do so. From the beginning, Momentum’s staff has informed clients that their ideas, needs and concerns will always be heard and addressed during the company’s labor management process. Momentum’s 80 SEPTEMBER 2015 Exhibit City News

client-centric Platinum program centers on this message, which originated from the company’s leadership. “Our customers dictate what they need. We listen. Some customers need a higher level of service. We adapt to the needs of our exhibit house clients. Exhibit house clients may have someone with a big program that may need consistency from city to city, and we customize an approach accordingly,” stated Randy Bott, president and CEO, Momentum Management. What also has set Momentum apart from other companies, added Bott, is its investments in-house proprietary technology and processes designed to give clients the utmost level of service. The company leverages these technologies and its years of experience to deliver measurable results throughout every step of the tradeshow process. “Our exhibit house clients challenge us to meet their needs. They drive what services we develop and how we service them,” commented Bott. Exhibit houses involved in projects outside the tradeshow industry have called on Mo-

Randy Bott, president & CEO, Momentum Management

mentum to deliver a variety of services, such as road shows, special and corporate events, and retail interiors. Momentum employees also act a resource for clients. “It’s a team,” he said. One thing Bott will never underestimate is his team. “They are our company. They provided our service accomplishments and innovations. They make the difference. The culture of the company is innovation and to be committed to their customers,” he added. Twenty-four years ago, Bott left what he described as an “exhibit house leader” to start Momentum Management.

Although he gathered advice from others on this journey, Bott said he knew that he wanted to take his time to grow the company. “We never sprinted. We ran a marathon and continue to do so. It’s the people who make it happen,” remarked Bott. Momentum’s city managers and lead personnel helped the company expand to more than 20 cities throughout the U.S. and Canada. They believe the best is yet to come. Their eye-stopping red polo shirts have made them instantly recognizable on the show floor, and their unique approach has attracted a loyal following.

Photo courtesy of Momentum Management

ince it was founded in February 1991, Momentum Management’s slogan “Let’s Build Something Great Together” has become the guiding principle for which the nationally recognized labor management company lives by. The slogan stems from the Alpharetta, Ga.-based company’s approach to establishing relationships with exhibit houses and growing these relationships into long-term collaborations.

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CORPORATE PROFILE: I&D Series 2015

The Sky(line)’s the Limit

By Kristan Obeng

Skyline OC offers I&D services across Southern California

82 SEPTEMBER 2015 Exhibit City News

link crew handle more than 200 I&D projects each year in Southern California. This includes more than 20 projects at the company’s busiest venues, Anaheim Convention Center and San Diego Convention Center. “We perform approximately 215 to 235 I&Ds annually. Our volume could increase, but we are careful to balance the amount of work we have with our customers’ expected level of service,” he said. Although Skyline OC has been in existence since 1985, Skylink Show Services launched a few years later. “We started offering I&D services on a limited basis around 1990. We became more active with this in the mid- to late-90s when Skyline began developing systems, which required professional installation services,” Funk explained. “As Skyline began to design and construct larger and more complex exhibits, the exhibitors coming into this region needed local experts

The primary Skylink team: Larry Rahill, Denis Feria and John Balderrama

to provide I&D services. The majority of this business came via Skyline offices [that] would subcontract our services on behalf of their asset management clients.” Nearly every major tradeshow destination has a Skyline presence. Considered to be one of the industry’s most extensive service networks, Skyline connects more than 130 dealers in 31 countries. “Being a part of the Skyline network is huge – we share information constantly and work together to make sure our customers receive a comparable level of service in every market. There are also many instances in which multiple offices will collaborate on large projects, combining personnel and resources to make it happen,” commented Funk. “We all know each other, and we work together regularly, so when problems,

challenges, issues, etc. occur, we are able to overcome them more rapidly and accurately than most organizations who do not have such a close connection.” With Skyline OC since 1986, Funk acquired the company from Founder Ken Wolf in 1995. During Funk’s leadership, the company has invested in vehicles, communications technology, ladders and other equipment, and training for its technicians. Based in Lake Forest, Calif., where it operates from a 30,000 square-foot showroom and design center, Skyline OC offers current and potential new clients ‘flat rate’ I&D; ‘time and materials’ I&D; I&D supervision, rentals, storage and refurbishments. To learn more about the company’s services, visit http://www.skyline. com/orange-county-irvine-ca.

Photo courtesy of Skyline Displays of Orange County

s evidenced by the close cooperation needed among labor crews working the show floor, experienced employees who work well together increase the level of service offered to customers. For this reason, Skyline Displays of Orange County (Skyline OC) purposely hired dedicated team members who are not only qualified but are willing to go the extra mile for clients of its installation and dismantle (I&D) division, Skylink Show Services. “Skylink Show Services has been fortunate in that the three primary technicians have been together for 10 [plus] years, and with that level of expertise, we have a high success rate,” stated John Funk, president and CEO, Skyline Displays of Orange County. “We also make sure our technicians have the proper training and knowledge about Skyline products, so they can be efficient, accurate and productive on the show floor.” Together, Larry Rahill, Denis Feria, John Balderrama and the rest of the Sky-

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INTERNATIONAL COLUMN

By Geoff Donaghy, AIPC President

y any measure, convention centers are generally very big factors in both the life and the built form of a city. They are major drivers not simply of visitor traffic, but also -- by virtue of the events they host -- of a city’s economic, academic and professional reputation and engagement. At the same time, they are often very prominent and even iconic structures in their own right – usually occupying key locations and featuring qualities that represent much of what a destination wants to project about its uniqueness and values. This means they drive not only the appearance of the city but many critical issues, such as the flow of people and traffic, the location of related infrastructure like hotels and other issues that impact locals. As a result, center managers, along with planners, developers and owners should be deeply engaged in the broader overall strategic planning processes for the destination. However, for reasons ranging from jurisdictional divisions to simply having the ongoing demands of operating a demanding business in what today is a very competitive environment that is often simply not the case. The result is the loss of what otherwise might be an important set of synergies that would strengthen and align everyone’s interests in supporting city strategy. But the simple fact is that centers represent one of the largest

86 SEPTEMBER 2015 Exhibit City News

single infrastructure investments governments are called upon to finance in our respective cities – and their managers need to be able to support those investment decisions with some very good rationale as to how centers contribute to overall city advancement rather than just in the narrowly defined terms of the revenues they generate. That implies a willingness to participate in broader city development processes when called upon, and to bring an awareness of the broader benefits and impacts associated with centers to those conversations. First, and most importantly, are the economic development and inward investment programs of the destination. Events taking place in convention centers are typically those that attract participants with the most to contribute in this regard – business, professional and academic leaders whose expertise and investment potential is generally exactly what such programs are looking for. Centers can help target priority areas if they know what these are – and, in turn, can benefit by the contacts and leverage that economic development agencies can deliver to a center’s marketing efforts. Secondly is the city planning process that generally shapes the requirements that buildings have to live up to, and who can be unfamiliar with the nature of today’s industry and the kinds of expectations that

have to be met to be competitive. It is usually these agencies that determine or at least influence everything from location to site constraints via zoning and building requirements, areas that impact the kinds of proximities and relationships critical to a successful center operation. And what may suit the aspirations of city planners may not necessarily be what’s needed to succeed in the events market, so that is a conversation that needs to take place sooner rather than later. And finally, there needs to be a good exchange with the organizations that are shaping the image of a city through the marketing messages being projected to what are often the same audiences. Such messages need to be aligned in order to function at all, let alone meet what may be an array of different requirements, yet this is a conversation that in many cases simply doesn’t take place. What sells as a leisure message may be very different from what works for recruiting business and investment and different again from what’s needed to succeed in today’s compliance-sensitive meetings market. That alignment is possible – but only if there’s a willingness to recognize and respond to what can be the very different needs of different interests. AIPC’s 2015 Annual Conference theme – Engagement – was aimed at creating a knowledgeable exchange on this key aspect of center management.

From keynote speakers to interactions amongst center managers themselves, it explores some of the most important aspects of the interface, including the role that centers can and should play in supporting a city’s evolution as both an economic entity as well as a place to live. Knowing how these various elements can work together more effectively is a key step to developing a better and more influential form of interface – but so is promoting a better appreciation of how getting input from center managers with a good understanding of meetings industry dynamics will ultimately support the aims of others, from local elected officials to planners and from destination marketers to economic development authorities. As has been seen regularly in the more successful destinations, this kind of alignment benefits everyone – and helps limit the frustrations that occur when various players end up working at cross purposes simply because they’re not aware of how their actions are impacting others. But working together demands a good understanding of what others are trying to accomplish and how they go about doing it – something we can all do a better job of as we strive to meet our collective responsibilities to the communities we represent and serve. Geoff Donaghy is AIPC president, CEO of International Convention Centre Sydney and director of convention centers for AEG Ogden. For more information, contact marianne.de.raay@aipc.org or visit aipc.org

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INTERNATIONAL COLUMN Where in the World?

Budgeting On a Global Scale

t seems to be the dreaded question for both parties – What is your budget? The variety of answers I have heard to this is amazing. They range from “I don’t have one,” to “We have champagne taste on a beer budget,” to “I have one, but I’m not going to tell you because I don’t want you to use all of it.” The fact is, whether you are doing a show in the U.S. or across the globe – at the end of the day, there is always a budget to be met. It is your exhibit partner’s job to take that budget and set proper expectations for what you can receive for that budget. Many times, especially for new global exhibitors, budgets are allocated and they don’t fit the costs for the region. I have seen budgets set way too high because they were budgeting based on the U.S. and budgets set way too low, because they have experience in one part of Asia but not another and assume costs from country to country within the region are the same. In the U.S., we have a few handy rules of thumb for budgeting; for example, a price per square foot. Unfortunately, I haven’t seen any proven “price per square meter” rules of thumb for other parts of the world. My first suggestion is to work with your exhibit partner to figure out what to budget for shows in your schedule during your normal budgeting process. They can take a design and have it ballparked for you for you a year ahead of time if needed. This will give you the best gauge of where your budget number should be based on design expectations. However, if you don’t have the luxury of doing that, below are a few key countries/regions and what you should expect to budget in comparison to a custom build in Las Vegas. Budgeting suggestions below are based on my own experiences utilizing the same design within the given locations. Western Europe – If you have multiple shows and decide to store your exhibit 88 SEPTEMBER 2015 Exhibit City News

By Kelli Steckbauer, MG Design Associates Corp.

components with one partner there, as you do in the U.S., then budgeting as you would in the U.S. for the same design should give you a good starting number. While you can usually get a bit more for your money in Europe opposed to the U.S. on the production end of things, if the exhibit is going to move from country to country within Western Europe that lends to larger freight costs (price of gasoline is higher there) and larger I&D costs, as typically the same crew will travel with the exhibit. Furthermore, while the conversion difference between the Euro and the USD is shrinking, the Euro is still stronger than the USD and that means it takes more USD to equal 1 Euro. Eastern Europe/Russia – Pricing in this region is significantly less than Western Europe and the U.S. I would plan to spend about 30 percent of the price you would pay in the U.S. – turnkey. Therefore, if you have a $100k turnkey budget (services and production – not including booth space, hotel rooms, etc.) plan to spend about $30k in Eastern Europe and Russia. Asia – Unfortunately, grouping Asia into one large bucket is difficult. Different countries within Asia can very and, as with other regions, quality plays a large factor. You may be able to get the same design, for example in China, at two or three very different costs based on the quality of materials and labor. Asia is all about negotiation. I’m not going to throw out a percentage difference here, because in the end, it is just best for you to work with your exhibit partner and use their expertise based on your expectations to help you budget in Asia. Australia – Overall, you’ll be safe here if you budget like you are exhibiting in the U.S. India – Here can be a bit more of a challenge as well. The quality levels vary as they do in other parts of Asia. Again, you can get the same design at a wide range of costs.

However, if you were to take a U.S. higher quality exhibit – turnkey – I would expect to pay about 30 percent of the cost, as you would in Eastern Europe and Russia. South Africa – South Africa has fairly high quality standards – much like Europe, Australia or the U.S. You’ll find your shell scheme just like anywhere, but a custom exhibit is generally done to fairly high standard. The great thing though, is that it is generally done much cheaper than in Europe, Australia or the US. Based on my custom experience, I would say budget about 50 percent of what you would in the U.S. Latin America – There is a wide variety of pricing in Latin America as well. Whether it’s Argentina, Brazil, Mexico or elsewhere in the region – quality matters, as does location. Using examples from the 2015 spring season, I’ll share a sample of the variety you find. In Brazil, we built a 70 meter squared exhibit that would likely come in around $125k turnkey with some AV and higher end materials, which priced about $80k. Comparatively, in Ecuador, we did a 25 meter squared build with basic materials, but with a high quality level and two monitors which cost only $4k less! Moving to Mexico an 81 meter square booth with the same quality level as Ecuador and basic construction materials priced around $55k. As you can see – budgeting is complicated anywhere on the globe you end up. Please note, these numbers and percentages should be used as an approximate range for budgeting, considering you are comparing the same exhibit design and size from region to region. These are based on my experiences and have not been statistically proven. As like anything here in the U.S. – numbers can change based on many different variables. Having the appropriate conversations up front with your exhibit partner is key to ensuring proper budgets and budget compliance. Happy budgeting!

www.TradeshowLights.com 1-866-620-1380

INTERNATIONAL COLUMN

Exhibitions Beyond the Tradeshow Floor By Sarah Chew

90 SEPTEMBER 2015 Exhibit City News

the city’s prized, and most convenient, heritage venues; making it an ideal location to house this special exhibition. Made in Hong Kong: Our City, Our Stories showcases Hong Kong’s rich culture and celebrates its robust history. Featuring a series of highly captivating and interactive galleries that harness the latest technology and multimedia platforms, the 372 square-meter mixed media exhibition takes visitors on a unique journey of the city’s history through interviews, photographs, film and music from voices across generations. Another good example of an exhi-

a brand experience is immediately established from the entrance right through the exhibition. bition that broke the mould of conventional venues is Marvel’s Avengers S.T.A.T.I.O.N. the Exhibition, which kicked off its global tour in Seoul, South Korea, earlier in May. Following the blockbuster “Avengers: Age of Ultron,” fans can continue living the Marvel experience at this traveling exhibition, housed within theWar Memorial of Korea. Modelled after a similar display in New York’s Times Square, Marvel’s Avengers S.T.A.T.I.O.N. is an exciting, immersive

experience that brings visitors into the world of The Avengers. The exhibition allows visitors to participate in a simulated recruitment as if they were being trained as agents of S.H.I.E.L.D. Upon receiving a personalized ID card, visitors will have access to the briefing room, Hulk’s laboratory, Iron Man’s research institute, Thor’s Space Tower and more. Each space includes interactive components that offer insights into the characters and props from the movie. While the trend of transforming unusual event spaces into stylish venues has opened up more choices, it has also set new challenges for exhibition and event professionals to contend with. Aside from effective communication, risk assessment is critical. From power and security requirements to health and safety regulations, it is crucial that pre-production preparation and repeated technical tests are carried out prior to the event. From pre-event to post-event, executing an exhibition at an unconventional venue is as challenging as it is rewarding. These venues can prompt an audience to think creatively, view the exhibits through new eyes, pay more attention to their surroundings and, ultimately, share about their memorable experiences. The contributor is the Sales & Marketing Director of Kingsmen Exhibits Pte Ltd, a leading communication design & production group in Asia Pacific & the Middle East. Sarah Chew is the Sales & Marketing Director of Kingsmen Exhibits Pte Ltd, a leading communication design & production group in Asia Pacific & the Middle East.

Photo by

oors open and a stream of visitors flow in. Around each exhibit they pass, which ones will capture attention, inspire and leave a lasting impression in their minds? In the past, whenever one thought of exhibition spaces, the images of booths standing side by side with wares proudly displayed would come to mind. Today, it is much more than that. Exhibition organizers and exhibitors are increasingly looking beyond conventional event venues to transform untouched or raw spaces in a bid to envelop audiences in exciting, authentic brand experiences. However, it is easy to get carried away when a venue presents an exclusive factor through its location, history or even architectural elements. Therefore, choosing an appropriate space that is in line with the brand’s image and exhibition theme is of paramount importance, as it will further reinforce and add value to the event. From museums and art galleries to airports and heritage sites, these unique spaces open up a world of creativity, flexibility and possibilities in leaving a lasting impression; a brand experience is immediately established from the entrance right through the exhibition. Exhibitions off-shore are making waves as planners are increasingly seeking spaces beyond the norm. HSBC recently kicked off its 150th anniversary in Hong Kong with a three-part program, which included an interactive exhibition – Made in Hong Kong: Our City, Our Stories – that was staged at the Hong Kong Maritime Museum from March-September 2015. Offering spectacular views of Hong Kong Island’s iconic skyline, the Hong Kong Maritime Museum is one of

Recognizing and celebrating the exhibit & event industry’s workers through our “Good Works” programs. Time to get ready for the Randy Smith Memorial Golf Classic! Raising and donating over $750,000 during its 20 years, the original Randy Smith Memorial Golf Classic, affectionately nicknamed “The Randy,” has provided financial support to members of our industry when it is most needed. The Foundation is encouraging everyone who knows of someone in the industry with a need to please make them aware of this opportunity. Join with us and old friends as we set aside our business competition and focus on those who have given to our industry and could now use a helping hand. Along the way you’ll share some laughs and a fulfilling time reminiscing with all of those old show floor stories we love to retell. If you would like to assure your spot or learn how you might help support this endeavor details are available at www.rsmgc.org. Upcoming opportunities to get involved! Call for participants, sponsors and volunteers for the Randy. It’s not too early to sign up to golf for this year’s Randy Smith Memorial Golf Classic. The event will be held Monday, October 12th at St. Ives Country Club in John’s Creek, GA. Go to www.rsmgc.org to sign up as a participant, sponsor or volunteer. You don’t want to miss this!

Recognizing those that give. Dan Cantor, CEO, Hamilton Exhibits Past President, EDPA Q: What motivated you to become a Founding Grantor? A: The good works and educational opportunities that the foundation supports are invaluable to our industry families and our future leaders. Q: Have you (or anyone on your staff) ever been touched by any of the Foundation programs – the Randy, scholarships or partner school activity? A: Yes. A long-term employee was a ‘good works’ beneficiary in a time of extraordinary need. One of our partner schools is represented by three designers at Hamilton, including our Creative Director. Q: What did you get back from your participation? A: All facets of our small industry depend and rely on each other every day; the EDPA Foundation serves to strengthen these bonds and ensure our collective success. And, I have another reason to stay connected with industry colleagues – many have been my mentors along the way. EDPA Foundation Grantors pledge to provide sustaining support enabling the Foundation to make long term commitments, with the financial assuredness that those obligations can be met. We invite these Grantors to share why they got involved and what they get back as a result of that involvement.

If you would like to become a part of this industry-wide effort please reach out to us by contacting:

EDPA Foundation Headquarters 10 Norden Place | Norwalk, CT 06855 Attn: Melissa Nemitz ( mnemitz@edpa.com ) 203-852-5698

The designer/builder’s first choice for multi-functional double decks, wall systems, and architectural elements.

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ExhibitCityNews.com SEPTEMBER 2015 91

No Waterworks from IWC Schaffhausen

INTERNATIONAL

Top Tips for Managing International Projects

here is no universal way to manage a project from country to country. Each country has different rules, regulations, labor issues, and most importantly, cultural differences.

Before jumping into am international project, take the time to understand the major cultural differences in the region you wish to work.

You don’t have to like it, just understand what is different.

Find a local partner you can trust and create a relationship. This is not done over the Internet or by phone. If the project is really important, take the time to meet face-to-face to select a partner. Don’t go it alone to organize your project and assume that all understand what you really want and need.

‘Trade Shows from One Country to the Next’ A new book written by past IFES & EDPA President Larry Kulchawik

International trade show marketing requires a recalculation of thinking when exhibiting globally. This book points out the country differences for exhibiting abroad. A review of the venues, rules, regulations, exhibit styles, labor issues, and cultural differences for exhibiting in 45 countries. Whether you are organizing an international trade show or working it, your awareness of cultural differences can make or break your success at global trade shows.

There is no right way, there is no wrong way, there is only a different way. Respect and understand what is different to avoid surprises and ensure exhibit success. Available through Amazon, Barnes & Noble, or direct through Exhibit City News.

www.LarryKulchawik.com

92 SEPTEMBER 2015 Exhibit City News

By Larry Kulchawik

Create a timeline with who, what, when and how much for each of the tasks or phases to complete the project. There should not be any open completion dates. Allow your partners to have input before completing the timeline.

Although English is considered the language of business, not all English words mean the same. It’s not what you say, but what you mean that matters. Depending on the industry you are working in, develop a glossary of the most often used words (in English) in the specific industry. Provide your translation for the words then ask your partner to advise with the words they would use to describe the same in their own language. This keeps you from wasting time clarifying communication when moving forward to launch a joint project. Other than my own book, “Trade Shows from One Country to the Next,” a good book to read is “The Culture Map” by Erin Meyer. It deals with communication between international teams of people working for the same company in different parts of the world. All are speaking English, but their cultural styles for engagement and communication can cause major misunderstanding.

Top 10 Convention Centers in Africa (see map on p. 93) 1. Kenyatta International Conference Centre, Nairobi, Kenya 225,000 square meters (2.4 million square feet) kicc.co.ke 2. Africa Hall, Addis Ababa, Ethiopia 205,000 square meters (2.2 million square feet) http://www.uneca.org/uncc 3. Cape Town International Convention Centre, Cape Town, South Africa 121,000 square meters (1.3 million square feet) www.cticc.co.za 4. Expo Centre Johannesburg, South Africa 50,000 square meters (538,195 square feet) expocentre.co.za 5. Calabar International Convention Centre, Calabar, Nigeria 35,000 square meters (376,737 square feet) conventioncentrecalabar.com 6. Cairo International Convention and Exhibition Centre, Cairo, Egypt 20,000 square meters (215,278 square feet) www.eeca.gov.eg

2 5

7. Sandton Convention Centre, Johannesburg, South Africa 11,000 square meters (118,403 square feet) www.saconvention.co.za/

1 9 10

8. Durban International Convention Centre, Durban, South Africa 7,000 square meters (75,347 square feet) http://icc.co.za/ 9. Arusha International Conference Centre, Arusha, Tanzania 5,420 square meters (58,340 square feet) www.aicc.co.tz 10. Julius Nyerere International Convention Centre, Dar es Salaam, Tanzania 2,000 square meters (21,527 square feet) www.aicc.co.tz/jnicc

4&7 8 3 Source: Africa Cradle (http://www.africacradle.com/2015/04/10/top-10-convention-centers-in-africa/)

@ExhibitCityNews

ExhibitCityNews.com SEPTEMBER 2015 93

NATIONAL

Transforming a Midwest City

By Kristan Obeng

Multi-million dollar investments stimulate Greater Cincinnati The Post-Expansion Boom Expected to break ground later this year, a new $14 million Hyatt Place hotel, which will be connected to Sharonville Convention Center in Ohio, was just what the doctor ordered – or in this instance: event organizers. 94 SEPTEMBER 2015 Exhibit City News

Ever since the City of Sharonville, a part of the Greater Cincinnati metro area, invested $25 million to expand Sharonville Convention Center to 80,000 square feet in 2012, business has ballooned by 70 percent, according to Jim Downton, the venue’s executive director.

Additionally, the city-owned facility holds 350 to 400 events a year, which Downton said generates 30,000 room nights annually. Sharonville Convention Center also breaks averages in terms of the exhibition space used, according to an annual study by PricewaterhouseCoopers. “The average exhibit hall occupancy for a U.S. convention center that is less than 100,000 square feet is 40 percent. Our exhibit hall occupancy is much higher than the average -- We are at 70 percent. Even though we just expanded in 2012, it might not be long before

we’re talking about expanding again,” explained Downton. Adding a convention hotel, just like the facility’s expansion was years earlier, is part of the city’s economic development plan to transform the entire Northern Lights District in which Sharonville Convention Center resides. Northern Lights at the End of the Tunnel When the venue opened in 1994, the Northern Lights District was nearing the end of its reign as a top entertainment destination. The late ‘90s and early

Photo courtesy of Sharonville Convention Center

Jim Downton , executive director, Sharonville Convention Center

Photo courtesy of Sharonville Convention Center

2000s saw a downturn that sent retailers, hoteliers and restauranteurs packing to parts unknown. To some, it probably didn’t matter where these business owners went -- the problem was that they were no longer in Sharonville. Although the convention center continued to have a steady stream of business from regional and corporate events, according to Downton, these occurrences sent city officials on their current course of action to revitalize the Northern Lights District. In 2013, City of Sharonville Economic Development Direc@ExhibitCityNews

tor Chris Xeil Lyons commissioned Hotel & Leisure Advisors to conduct a feasibility study to discover the economic impact of constructing a hotel adjacent to the convention center. What probably held the most weight were the opinions of the meeting planners. Eighty percent of Sharonville Convention Center’s customers are corporate meeting and event planners, said Downton. When interviewed as part of the feasibility study, they increasingly requested the added convenience that only an adjacent hotel could bring, such as not having to drive to the venue. Due to the busy atmosphere during large events, such as Victory of Light or HorrorHound Weekend, attendees may have difficulty finding parking spaces at the convention center. To lessen this problem, Downton said the venue offers complimentary parking onsite, with 1,100 parking spaces, and across the street. “With the construction of Hyatt Place directly adjacent to the center, the majority of the center’s primary hotel product will exist within a highly convenient one-block area. Adding the hotel makes potential meetings and events incredibly walkable, a major selling point for planners looking at the area,” commented Barrie Perks, vice president of sales and services, Cincinnati USA Convention & Visitors Bureau. With plans officially approved, Hyatt Place Sharonville/Convention Center is expected to break ground late summer or early fall, according to Lyons.

What Event Organizers Ordered In 2014, the city entered a public-private partnership with Rolling Hills Hospitality to finance and develop the hotel. By April 2015, Rolling Hills had signed a franchise agreement with Hyatt Place. As a hotel representing the corporate lifestyle, Hyatt Place seemed like the perfect fit for Sharonville Convention Center’s core customer base, according to Lyons. She stated that the Hyatt brand also complements the architectural design of the venue. “The building is absolutely gorgeous. It’s contemporary, with wood, glass and steel. You walk in and love being here, and it’s well-maintained. You don’t see that with a lot with convention centers,” Lyons added. Scheduled to open in 2016, the 120-room Hyatt Place Sharonville will be just as contemporary as its neighbor. At six stories, its exterior design will feature metal and glass.

The hotel will have 120 peak room nights. In addition to event attendees, hotel demand is expected to increase because of the $140 million Princeton School District development. This will include a 2,500-seat sports arena, 1,200-seat performance theater, and 500-seat natatorium along with several outdoor baseball and soccer fields. Lyons said she pictures the Northern Lights District becoming a haven for corporate, sports and performance visitors. She also envisions a time when a second convention hotel may be needed. Until then, City of Sharonville has other projects on the agenda. Also highlighted in the feasibility study from Hotel & Leisure Advisors was the need for retail and restaurant space near the convention center. The city, according to Lyons, hopes to secure land across the street from Sharonville Convention Center to further boost tourism and attract events.

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CONVENTION CENTER SPOTLIGHT

EAT Opened since July 2014, The Littlefield has helped boost Northern Cincinnati’s reputation as an up and coming neighborhood. The restaurant, located in a historical building from the 1800s, is known for pairing a series of delicious potpies with more than 100 rare brands of bourbon. The Littlefield has also captured local attention due to the hiring decisions of its four owners. Chef Shoshannah Hafner, known as the former chef of a local eatery called Honey, came aboard. She has helped The Littlefield fulfill demand for a variety of dishes, such as the cauliflower fritters with cilantro crème fraiche.

SLEEP

Sharonville Convention Center

By Kristan Obeng

ocated within the Greater Cincinnati metro area, Sharonville Convention Center has evolved into an 80,000 square-foot mecca for corporate and association event organizers. What meeting planners love about the venue, according to Sharonville Convention Center’s Executive Director Jim Downton, is that they won’t feel like a small fish in a big pond. The intimate, contemporary setting the facility provides ups the level of customer satisfaction. “Customers want the ‘hotel experience.’ We’re not a big box, so the service level is higher,” he explained. Additionally, the convention center benefits from its relaxed, suburban setting in the City of Sharonville. From the moment attendees walk into the LEED Silver-certified Sharonville Convention Center, they are greeted by new electronic signage, message boards and a projection wall to welcome them. They can also take advantage of various amenities, such as free Wi-Fi. Built in 1994, Sharonville Convention Center underwent a $25 million renovation in April 2012 to support increased meetings, conventions, banquets, tradeshows and public events. This included the addition of new kitchen space. An interconnected convention hotel is on the horizon for 2016. 96 SEPTEMBER 2015 Exhibit City News

BREW Become part of Cincinnati’s storied past! Did you know that Cincinnati has become the third largest beer producer per person in the U.S.? According to Cincinnati USA CVB, this tradition started because of a large number of German immigrants who opened 36 breweries in1860. The Greater Cincinnati metro area is home to many breweries and gastropubs that offer fun activities in addition to a variety of brews. Located in a bottling facility, Rhinegeist hosts sports tournaments as well as dance and yoga classes. While sipping on European beers in a 15,000 square-foot space, visitors to Moerlein Lager House can see views of the Ohio River.

Photo by Rick Norton; courtesy of Cincinnati USA Convention & Visitors Bureau

TRAVELER TIP:

Cincinnati Red Bike stations were installed throughout downtown in 2014, making it easier for visitors to see and experience the city.

If the thought of selecting among the more than 40 hotels near Sharonville Convention Center has your head spinning, perhaps aim for a well-loved option. The Drury Inn & Suites Cincinnati North ranked No. 1 on TripAdvisor for its complimentary hot breakfast options as well as its free Wi-Fi and 60 minutes for long distance phone calls. The Drury Inn is also conveniently located two miles from the convention center. Nearby attractions include IKEA and King’s Island, home to world’s largest wooden roller coaster.

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ExhibitCityNews.com SEPTEMBER 2015 97

HISTORY

A Glimpse of Tradeshow History BY EXHIBIT CITY NEWS

1925

Group picture participants ISU 2015

THE SIGNIFICANCE OF “UFI”

What’s in a name? That’s a familiar question in the tradeshow industry in which most facilities and acronyms, often identifying associations, hold significance. One such association, UFI launched in April 1925 under the name “Union des Foires Internationales.” Translated from French to English, this means “Union of International Fairs.” In 2003, members decided to simply go by “UFI,” which was followed by the now familiar tagline -- The global association of the exhibition industry. This change highlighted what the organization is rather than the mystery behind its acronym to those outside the industry. A truly global association, UFI represents 670 members who live in 235 cities in 83 countries on six continents.

1994

GRAPHICS GO DIGITAL

Most of the tradeshow industry’s graphics gurus are surely aware that Durst AG Italy invented the Lambda print, an image printed on photographic paper, and its associated digital imaging technology. For the rest of us, the story starts following years of intense research and development. In 1994, Durst AG Italy produced the Lambda 130, a large-format laser printer. The Lambda printed high-resolution digital texts and images. This never-before seen technique led to the spread of Durst’s digital imaging technology. By 1995, more than 900 Lambda printers were added to production facilities.

THE FIRST VENUE TO USE ESCA WIS BADGE PROGRAM

In July 2009, Georgia World Congress Center (GWCC) became the first convention center to use Exhibition Services & Contractors Association’s (ESCA) national Worker Identification System (WIS) Badge program. ESCA WIS badges have become an added security measure for exhibition venues, used to identify tradeshow contractors and vendors. Additionally, the program lessens the need for laborers to carry multiple badges to enter different facilities. GWCC leadership indicated the system is something they would have taken advantage of years ago had it existed, earning ESCA accolades for its innovation. 98 SEPTEMBER 2015 Exhibit City News

UFI group photo courtesy of UFI

2009

SW_STM_9x5_Ad_01-2015.pdf 1 1/19/2015 11:23:51 AM

"Our business experience with your facility has been fantastic and has saved us thousands of dollars. Our ability to ship literature and supplies to your office has truly made STORAGEWEST an extension of our corporate offices In NH. We would not be able to manage our trade show business nearly as effectively if we did not have STORAGE WEST as a business partner in Las Vegas.â&#x20AC;?

NG O VI

UFI group photo courtesy of UFI

SER

ExhibitCityNews.com SEPTEMBER 2015 99

CORPORATE PROFILE: Special Advertising Section

Creativity Flows at Fresh Wata

By Kristan Obeng

Fresh Wata Introduces Newly Designed Studio and Showroom

n the last few months especially, Fresh Wata has been busily developing its new 5,000 square-foot, multi-themed showroom in Las Vegas. Ever since the company purchased a more than $5 million events studio a year ago, it has had one of the most transformative years yet. The nearly 100,000 square-foot industrialized facility, which includes the showroom, offices and a warehouse, has provided needed space for all of Fresh Wata’s departments. Any little bit of free time the company’s more than 20 employees had was spent brainstorming creative design and furnishings ideas for the overall studio. Unlike when serving its clients, Fresh Wata’s staff of designers, producers and installers didn’t have to worry about meeting deadlines. “Our passion for design extends from modern to playful, industrial to sophisticated and everything in between. We love design, color and materials, so it was hard to pick a look. We honestly just went for it and made decisions that were quick and I guess became our style,” explained Tricia Costello, CEO, Fresh Wata. With all hands on deck, concept was brought to real100 SEPTEMBER 2015 Exhibit City News

ity inside the events studio. Additionally, the multithemed showroom demonstrates what Fresh Wata can do for its clients. “We just started playing and having fun with the space. It’s pretty raw, exposed duct work, exposed copper, metal

includes a variety of themed spaces designed to spark innovation. This includes a New York Loft Vignette, a Campy Dinner Party with a Teepee, a Retro Beach Bachelor Pad and an all-white Cyc Wall, according to Costello. “We wanted a workspace that would inspire us to push the limits, dream big and lead to more inventive ideas. At [Fresh Wata], the creativity is constantly flowing, and our new studio and workspace triggers exploration of ideas. The new 5,000 square-foot showroom is sure to inspire all visitors,” she stated. Overall, Fresh Wata’s ex-

The exterior of the new Fresh Wata facility hints at what lies inside.

rusted walls, distressed wood [and] then a colorful floor that flows into 25-foot matching wall,” she said. “We have been saving spray paint cans for about a year now, so we are recycling them into a sculpture piece. I’m sure we will also do some sort of black and white section too and hopefully work in a vintage theme.” So far, the showroom

panded facility has continued to allow the company to be at the center of driving change in and outside of its walls. No, the company didn’t start off as a moth eager to spread its wings as a butterfly. Although after it was founded in 1999, Fresh Wata did approach events and other projects with a similar goal in mind upon noting changes in

the exhibit & event industry. “Corporations were looking for more stylized events with full customization to help them stand out. Gone were the days with Chiavari chairs and printed banners, and we began to use fabrics, specialty furniture and our vast resources for unique entertainment and activations to set new standards. We spent time on the smallest details and happy clients motivated us to continue,” commented Costello. These excited clients helped drive Fresh Wata’s growth. With this came demand from customers for a variety of services that the company had the chops to fulfill. “As the business grew, we began focusing on fabricating exhibits, which required more space for our master carpenters, build department and shop, not to mention space to store our airstream trailer and storage containers that await conversion,” added Costello. The company’s new facility has increased productivity and creativity. Fresh Wata’s showroom is a key example of this. “We are focusing on the walls, and the furniture will be constantly rotating, so we invite people to stop by quarterly and check us out,” she said. Expected to officially be completed this September, the Fresh Wata showroom will house cutting-edge technology, such as video mapping sculptures, 3D printers and interactive walls. A party commemorating this labor of love will kick off around this time. Until then, the Fresh Wata staff is excited for what’s to come and the people who will be there to see it.

PEOPLE ON THE MOVE

Q&A

How did your experience with OCTANORM Vertriebs-GmbH sister company EXPOMOBIL prepare you for your new position? As managing director of Expomobil for the last seven years, I got to know the national as well as the international fairs and event industry very well. Working as an architect before that time, I also had extensive planning and conceptual boundaries toward the fair industry. Expomobil and OCTANORM GmbH have been serving nearly the same partners and customers and thus have been able to take advantage of synergies by this collaboration. This all adds on to the fact that now I`m very much feeling to be on home turf in the world of convention and fair industry. With this background knowledge and the full support of my 102 SEPTEMBER 2015 Exhibit City News

complete team, I am convinced [that I am] well prepared to face this new challenge. How will OCTANORM benefit from your sales & marketing background? In answer to the fast-moving markets and the difficult global economic situation, the

demand for a fast, flexible and creative interference raises by the day. This trend affects not only our line of business, but also all the other companies operating in this field. That means for OCTANORM that we have to clearly define ourselves in this market and to implement all necessary

adjustments internally as well as externally. In my previous career, I have been able to gain wide experiences in marketing, sales and strategic management. With this mix of know-how, I believe that I can make a positive contribution to the future development of OCTANORM.

Photo courtesy of OCTANORM

Thomas Grater, Managing Director/ General Manager, OCTANORM

What are your plans or goals for OCTANORM? Basically, we will work hard to reposition and strengthen the trademark OCTANORM from the inside again. Our core business is affected by plagiarists and a rough price competition, which results in getting easily replaced and squeezed out of the market. Our future goal must and will be that our performance in service and products has to be even more innovative and unique. We have to focus on the development of products that will fully meet our customersâ&#x20AC;&#x2122; requirements rather than to compete with our competitors. We therefore already stocked up the man power in the design, engineering and processing departments as well as initiated strategic actions.

Did you offer any training or advice to Delf Henning, who took over your previous role at EXPOMOBIL? Delf Henning has been in a leading position as a sales manager with Expomobil for almost two years now. He has years of work experience and is a real expert in the field of floor covers. He knows the company, the staff and the customers very well. In addition, since end of last year I assigned a lot of duties to him and involved him in all of the strategic arrangements. Therefore, I can say in retrospect that the change

[W]e will work hard to reposition and strengthen the trademark OCTANORM from the inside again. from me to Delf Henning was very successful and absolutely down-to-earth for Expomobil and for the customers. With Hans Bruder now serving as general manager for OSPI Network, do you foresee any opportunities for you both to work with each other? Hans Bruder and I have been living [and] practicing this close collaboration for years already. Due to the fact that our worldwide major OCTANORM customers and partners are mostly also members of the OSPI network, we do have a huge intersection of interests. This means that Hans Bruder

will be at my side as a consultant and co-worker on occasion of various visits and events taking place within the OCTANORM community. From now on, Hans Bruder will intensify the networking and cooperation inside OSPI even more. This will result in many perceptions, ideas and inspirations, which will prove to be productive and interesting. OCTANORM has been and will be the steady center of the OSPI idea, which is precisely why we will stay in a very close communication and cooperation. Thomas Grater became managing director/general manager on July 1, 2015.

Photo courtesy of OCTANORM

Did your predecessor, Hans Bruder, offer any advice or training during your transition to OCTANORM? Hans Bruder and I have been working together very closely

and exchanged experiences for quite a while already. I can benefit from his network, and while visiting customers, partners and licensees in Germany and abroad, I got to know a lot of people in person. It is also very helpful for me that Hans Bruder will continue to be a co-partner of OCTANORM, the general manager of the newly founded OSPI GmbH (OCTANORM Service Partner International) and an active advisory partner.

ExhibitCityNews.com SEPTEMBER 2015 103

ASSOCIATION dows and Doors, and Keith Tomaszewski, exhibit manager at Johnson Controls Inc.

Highlights from E2MA’s 2015 Red Diamond Congress By Zeenath Haniff

rom July 19-22, approximately 150 exhibit industry professionals gathered at Boston Marriott Quincy for education and collaboration during Exhibit and Event Marketers Association’s (E2MA) Red Diamond Congress. Themed “engagement,” conference delegates collaborated on ways to improve connections between exhibitors and attendees on the show floor. E2MA Executive Director Jim Wurm emphasized that engagement is the process of getting customers to become devoted, dedicated and energized about the industry. He added that it is a quantifiable value to both the organization and the industry at large as a concept and a theme that could further improve the industry. Board members The organization elected its 104 SEPTEMBER 2015 Exhibit City News

2015 officers and welcomed several new members to its Board of Directors. Taking on the role of president in 2015 will be TS Crew President Chris Griffin, who was also recipient of the Intrepid Award. Rich Gilligan of TELUS International was named vice president. Serving as secretary will be Mel White at Classic Exhibits and Clearwater Systems’ Michael Glynn will come on as treasurer. New board members include Shannon Scherer, vice president and general manager at Nth Degree; Bob McClintock, senior vice president convention centers at SMG; and Susanne Skinner, senior event marketing manager at Kaseya. Jessica Gauvin of SIG SAUER received The Expo Group’s Exhibit Marketer of the Year award. A check for $500 was also donated in her name to

The Boys and Girls Club of Lawrence, Mass. Also honored during this year’s Red Diamond Congress were two E2MA members of the year – Dominique Cook, trade show coordinator at Marvin Win-

Boston Randy Winners 1ST PLACE Jay Britt, Corporate Communications Francesca Lendrum, Ever Epic Chuck Texeira, Willwork Dave Brown, Optima Graphics 2ND PLACE Lew Shomer, SISO David DuBois, IAEE Jim Wurm, E2MA Bill Wurm 3RD PLACE Mike Metzger, Zenith LaborNet Chris Lake, Zenith LaborNet Tom Wurm

Conference During a panel, the topics of engagement and technology were brought forth. EDPA Executive Director Jeff Provost, IAEE President and CEO David Dubois, MPI COO Michael Woody, SISO Executive Director Lew Shomer and SMG Global Senior Vice President Convention Centers Bob McClintock chaired the panel discussion. Shomer believed technology to be a good opportunity but not yet a solution to increasing engagement, stating approximately 25-30 percent of attendees actually make use of event apps. McClintock concluded with facilities’ use of technology to enhance the exhibitor experience through apps, capture data, and ultimately to turn Wi-Fi from a utility into a built-in function at SMG-managed buildings. Certainly engaging its attendees, E2MA is making plans for its 2016 edition.

Photo by

Left Emy winner Jessica Gauvin; above Intrepid Award winner Chris Griffin; below Members of the Year and Jim Wurm.

Boston Randy Beginning with the Boston Randy Smith Memorial Golf outing, the organization paid homage to the late George Wurm with a White Rose Ceremony, the organization’s past Director of EAC Registration and Jim Wurm’s brother. The E2MA Foundation, EDPA Foundation and E2MA New England Chapter invited attendees to participate to Rally at the Red Diamond to benefit George’s family after passing suddenly on April 30 from congestive heart failure.

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PRODUCT REVIEW

SuperStar BackFloat

By Soni Phillips

Floatable Bluetooth Speaker and Speakerphone by Monster Products

nother great product for conventioneers to take on the road, especially this summer, is the SuperStar BackFloat floatable Bluetooth Speaker and Speakerphone by Monster. Whether you go to the pool, tub or shower, the SuperStar BackFloat floats on the water. It is has a tough, durable, shockproof shell and is splash resistant. This floating audiophile-quality Bluetooth Speaker offers incredible sound clarity, dynamics, articulation, tight bass and

106 SEPTEMBER 2015 Exhibit City News

sound pressure levels you only can expect from a full-size high-end loudspeaker. It connects to any music device using a 3.5mm Aux line out, and can be paired with smartphones, tablets, notebooks and PCs. The SuperStar BackFloat features built-in mics that also offer speakerphone functionality for taking conference calls via smartphone. The device automatically powers off after 60 minutes of not being used. Available in neon blue or neon green, it comes with a carrying case, USB

charging/listening cable, and weighs 0.5lbs and measures 7.25in L x 3.25in W x 1.57 in D. Prices range from $149.95 - $169.95 For more information, visit monsterproducts.com Products provided by manufacturers for review in no way influences reviews, comments or opinions.

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EXHIBIT CITY PUZZLER

ACROSS

1. Skilled worker hired to uncrate, install, dismantle, and recrate exhibit properties 5. 24 or less would be considered low _______ 11. Equal opportunity, shortened 12. The V in AV 13. Entranced 16. Central line of any body 17. Start the keg 19. Low divider wall, usually pipe and drape (2 wds) 20. Football pos. 22. Symbol which represents one company 23. The ocean ____ ... 24. Einsteinium symbol 25. Short for General Motors Corp. 27. Main 29. UFO driver 30. Skyward 32. Port designated for duty-free entry of any non-prohibited goods: Free Trade ____ 33. Certain wkdy. 34. Floor request placed at a show: ___ - ____ Order 37. Another football pos. 38. Symbol for silicon 39. Specials based on ordering ahead of time: Advance _____ 40. Was in charge 42. Radium symbol 43. Establishment (abbr) 44. Mode of Operation, shortened 46. Particular video technique: Rear ___________ 50. Trash taken from an area or building: Waste _______ 53. Short for Bachelor of Arts 54. One thousand 55. Half a laugh 56. Such as (abbr) 58. Instant Messenger, for short 59. Take a gander 60. Veteranâ&#x20AC;&#x2122;s Administration, shortened 61. Attaches; adds 108 SEPTEMBER 2015 Exhibit City News

63. Gave nourishment 64. Repurchase agreement, for short 65. Question results, hopefully 67. Public address, for short 70. Witness 71. Used by exhibitors to request help: _____ form 73. Not a Mac 74. Short for Enlisted Woman 75. Instructions portion 76. _______ Table Top Display

DOWN

A Custom Crossword by Gail Beckman CustomCrosswords.com 1

17 20

30 34

37 40

39 44

46 52

1. Person who sends freight 65 2. Perused 70 3. Moveable unit with multiple electrical 74 outlets: _____ Strip 4. Rate (abbr) 5. Clear plastic sheeting 6. Osmium symbol 7. Luxury, shortened 8. Symbol for tantalum 9, Certain saxophone 10. Organizer and operator of the event: _____ Manager 12. X minus IV 14. Utterance of hesitation 15. Mar; ruin 18. Years so far on earth 21. Wager 22. Casts illumination down onto the display: Boom _____ 23. (see 26 down) 26. (with 23 down) Company who is licensed to enter and clear goods at the border 28. Dorothyâ&#x20AC;&#x2122;s Wizard 31. Type of graph 33. Helps to conduct follow-up activities for sales prospects: Lead ________ 35. Type of tag 36. Short for tool shed or top secret

64 67

66 71 75

23 25

69 73

38. Cart used to transport people and materials 40. Long-playing, shortened 41. ID info 42. Between do and mi 45. Intentional relinquishment of some right or interest 47. Coffee 48. ____ is money 49. Chicago state (abbr) 50. Permits removal of materials from an exhibition: _______ Form 51. Sturdy wood for a desk 52. Referrals 57. Exhibit made up ahead of time and ready for installation 62. Transient _____; shortterm rental

63. They add stability to a display 66. ___ and Improved! 67. Taro paste 68. He is, they ___ 69. And so on (abbr) 72. Short for branch or bedroom 73. Letter afterthought initials

July 2015 Answer Key

@ExhibitCityNews

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(508) 870-1844

Trade Shows / Exhibits / Events

> Skilled Installation & Dismantle Labor > General Contracting & Event Decorating > Furniture, Carpet, & A/V Rentals

(508) 366-8594

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Get the latest tradeshow industry news...on the go!

Trade Show Calendar US CENTRAL

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

Show World Workplace Conference & Expo - IFMA Emerson Global Users Exchange Council on Social Work Education - Annual Meeting - CSWE Association for Financial Professionals - AFP Rocky Mountain Audio Video Expo - AVX International Quilt Festival Computer Measurement Group - CMG Deepwater Operations Conference & Exhibitions Pilates Method Alliance - PMA Annual Meeting Association for Molecular Pathology - AMP Texas Society of Architects - TSA Agriculture Future of America - AFA Leaders Conference Opportunity Fair American Association of Hip & Knee Surgeons - AAHKS American College of Allergy, Asthma & Immunology - ACAAI Secured Cities Midwest Roofing Contractors Association - MRCA Tank Truck Week Arthroscopy Association of North America - Fall Course Texas Academy of Family Physicians - TAFP International Mechanical Engineering Congress - ASME NBCH Annual Conf. - Nat. Business Coalition on Health American Water Resources Association - AWRA Annual Conf. Supercomputing - SC LTE North America SpaceCom Kansas Agri Business Expo Society of Municipal Arborists Int. Conf. & Tradeshow American Anthropological Assoc. - AAA Annual Meeting The Running Event - IRRA®

Start 10/7 10/12 10/15 10/18 10/28 10/29 11/2 11/3 11/4 11/5 11/5 11/5 11/5 11/5 11/10 11/10 11/11 11/12 11/12 11/13 11/16 11/16 11/16 11/17 11/17 11/18 11/18 11/18 12/1

View Complete Calendar Online

End 10/9 10/15 10/18 10/21 10/29 11/1 11/5 11/5 11/7 11/7 11/7 11/8 11/8 11/9 11/11 11/13 11/13 11/14 11/15 11/19 11/18 11/19 11/19 11/19 11/19 11/19 11/19 11/22 12/4

All Information is Subject to Change*

Venue Colorado CC Colorado CC Sheraton & Crowne Plaza DT Colorado CC Crowne Plaza DIA George R. Brown CC The St. Anthony Hotel Moody Gardens CC Colorado CC Austin CC Kay Bailey Hutchison CC Sheraton Kansas City Hotel Sheraton Dallas Hotel Not available Crowne Plaza Houston Kansas City CC George R. Brown CC Gaylord Texan The Woodlands Waterway George R. Brown CC The Fairmont Dallas Grand Hyatt Denver Austin CC Intercontinental Hotel George R. Brown CC Century II CC Sheraton Denver Downtown Colorado CC Austin CC

City Denver Denver Denver Denver Denver Houston San Antonio Galveston Denver Austin Dallas Kansas City Dallas San Antonio Houston Kansas City Houston Grapevine Houston Houston Dallas Denver Austin Dallas Houston Wichita Denver Denver Austin

St CO CO CO CO CO TX TX TX CO TX TX MO TX TX TX MO TX TX TX TX TX CO TX TX TX KS CO CO TX

Att

Exh

2,600 6,500 250

800 850

23 60

3,000 285

3,647 100 1,500

450

135

13.5k 371

150

600

250

Nsf

Industry Employment Manufacturing Social work Finance A/V Hobby 2,300 Technology 9,000 Natural resources Sports Sciences 27.5k Architecture Agriculture Health & Medical 25k Health & Medical Technology Roofing Automobile Health & Medical 24k Health & Medical Engineering Health & Medical Natural resources 149k Technology Technology Aeronautics Agriculture Exhibit City Horiculture News’ best-read section! Health & Medical 22.5k Retail

SEE YOUR AD HERE! Sponsor your region in the Trade Show Calendar.

ExhibitCityNews.com/Tradeshow-Calendar Exhibit City News’ best-read section! @ExhibitCityNews

ExhibitCityNews.com SEPTEMBER 2015 113

Trade Show Calendar US MIDWEST

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

Show Healthcare Facilities Symposium & Expo CWIEME Chicago - Coil Winding, Insulation & Electrical Manufacturing Commercial Vehicle Engineering Congress & Exhibition - SAE Club Industry National Society of Hispanic MBAs Midwest Booksellers Association - MBA Chicago Marathon Health Fitness Expo American Council of Life Insurers - ACLI Annual Conf. North American Spine Society - NASS Iowa Library Association Annual Conference - ILA American Society for Dermatologic Surgery - ASDS Society for Neuroscience - SfN American Society for Healthcare Risk Management - ASHRM ICI - Investment Casting Institute Parcel Forum Illinois Library Association Annual Conference - ILA International Association of Chiefs of Police - IACP Illinois State Veterinary Medical Association - ISVMA The ASSEMBLY Show Educause American Public Health Association - APHA Futures & Options Expo Human Resources Management Assn of Chicago - HRMAC Medical Design & Manufacturing Minneapolis - MDM College Music Society National Conference American Society of Landscape Architects - ASLA The Makeup Show Chicago Ohio School Boards Association Capital Conference - OSBA FABTECH International/AWS Welding Show/Metalform ALUMINUM USA Midwest Healthcare Engineering Conf. & Trade Show Private Label Manufacturers Association - PLMA Entomological Society of America ClickZ Live Automation Fair - Rockwell Automation National Council of Teachers of English - NCTE Psychonomic Society Annual Scientific Meeting Illinois Association of School Boards - IASB Radiological Society of North America - RSNA Dental Implant Conference - AAOMS 114 SEPTEMBER 2015 Exhibit City News

Start 10/6 10/6 10/6 10/7 10/8 10/9 10/11 10/11 10/14 10/14 10/15 10/17 10/18 10/18 10/19 10/22 10/24 10/24 10/27 10/27 10/31 11/3 11/3 11/4 11/5 11/6 11/7 11/8 11/9 11/11 11/11 11/15 11/15 11/17 11/18 11/19 11/19 11/20 11/29 12/3

End 10/8 10/7 10/8 10/9 10/10 10/11 10/11 10/13 10/17 10/16 10/18 10/21 10/21 10/21 10/21 10/24 10/27 10/26 10/29 10/30 11/4 11/5 11/3 11/5 11/7 11/9 11/8 11/11 11/12 11/12 11/13 11/17 11/18 11/19 11/19 11/22 11/22 11/22 12/4 12/5

Venue Navy Pier Donald E. Stephens CC Donald E. Stephens CC McCormick Place McCormick Place Westin Yorktown Center McCormick Place Sheraton Chicago Hotel & Towers McCormick Place Holiday Inn Des Moines Airport Hyatt Regency Chicago McCormick Place Indianapolis CC Renaissance Schaumburg CC Hyatt Regency Chicago Peoria Civic Center McCormick Place Crowne Plaza Donald E. Stephens CC Indianapolis CC McCormick Place Hilton Chicago Donald E. Stephens CC Minneapolis CC JW Marriott McCormick Place Bridgeport Art Center Greater Columbus CC McCormick Place Cobo Center Indianapolis CC Donald E. Stephens CC Minneapolis CC Hyatt Regency Chicago McCormick Place Minneapolis CC Hilton Chicago Hyatt Regency Chicago McCormick Place Sheraton Chicago Hotel & Towers

All Information is Subject to Change*

City Chicago Rosemont Rosemont Chicago Chicago Lombard Chicago Chicago Chicago Des Moines Chicago Chicago Indianapolis Schaumburg Chicago Peoria Chicago Springfield Rosemont Indianapolis Chicago Chicago Rosemont Minneapolis Indianapolis Chicago Chicago Columbus Chicago Detroit Indianapolis Chicago Minneapolis Chicago Chicago Minneapolis Chicago Chicago Chicago Chicago

St Att IL 2,008 IL IL IL 4,000 IL 6,000 IL 1,100 IL IL IL 3,900 IA IL 900 IL 28.6k IN 2,000 IL IL 600 IL 1,500 IL 14.2k IL 1,000 IL 3,000 IN IL 12.6k IL 4,000 IL 600 MN 7,000 IN 500 IL 5,000 IL 4,000 OH 10k IL 25.9k MI 2,000 IN IL 10.2k MN 3,200 IL 3,000 IL 14.5k MN 6,500 IL 2,500 IL 10k IL 53.8k IL 1,500

Exh Nsf 190 19k

Industry Health & Medical Electrical Engineering 250 36.5k Fitness Business 125 15k Liberal arts 200 Fitness 28 Insurance 300 92k Health & Medical Liberal arts 100 10k Dermatology 573 102k Neuroscience Health & Medical Manufacturing 70 8,000 Shipping 175 20k Liberal arts 783 172k Law enforcement 95 7,100 Veterinary 40k Manufacturing Education 600 70k Health & Medical 100 Technology 100 18.2k Employment 570 85k Health & Medical 20 1,000 Music 450 86k Architecture Beauty & Cosmetics 60 700 74k Education 1.2k 465k Welding 80 Welding Health & Medical 1k 229k Manufacturing 70 7,500 Health & Medical 60 Marketing 133 62.5k Manufacturing 120 12k Education Sciences Education 700 445k Health & Medical 90 11k Health & Medical

See complete listing of shows online at ExhibitCityNews.com/tradeshow-calendar

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

US NORTHEAST Show Institute on Psychiatric Services - APA Small Business Expo New York Comic-Con Atlantic Coast Veterinary Conference - ACVC OptiFab - SPIE Buffalo Niagara Dental Meeting Plastic Surgery - ASPS Maryland State Education Association - MSEA American Society of Plastic Surgical Nurses Assn. - ASPSN National Association of Asian MBAs - NAAMBA American Society for Reproductive Medicine - ASRM New York State School Boards Association - NYSSBA Association of Corporate Counsel - ACC Parenteral Drug Association - PDA Northeast Laboratory Conference Photoplus Expo New York Library Association - NYLA Cardiometabolic Health Congress - CMHC JANY Special Delivery - Jewelry American College of Emergency Physicians - ACEP BioProcess International Conference & Exhibition Workplace Diversity Conference & Exposition - SHRM BizBash Live: The Expo New York New York Xpo for Business Audio Engineering Society Convention - AES Society of Fire Protection Engineers - SFPE Kosherfest ATMAE - Assn of Technology, Management & Applied Engineering National Science Teachers Association - NSTA Massachusetts Association of Insurance Agents - BE Ocean City Resort & Gift Expo Eastern Analytical Symposium & Exposition - EAS The New Chem Show - CPI VEITHsymposiumâ&#x201E;˘ ISC Solutions - Security Greater New York Dental Meeting - GNYDM Materials Research Society Fall Meeting & Exhibit - MRS New England Grows! American Epilepsy Society - AES PostGraduate Assembly in Anesthesiology - NYSSA @ExhibitCityNews

All Information is Subject to Change*

Start 10/8 10/8 10/8 10/12 10/12 10/14 10/16 10/16 10/16 10/16 10/17 10/18 10/18 10/19 10/20 10/21 10/21 10/21 10/25 10/26 10/26 10/26 10/27 10/28 10/29 11/8 11/10 11/11 11/12 11/12 11/15 11/16 11/17 11/17 11/18 11/29 11/29 12/2 12/4 12/11

End 10/11 10/8 10/11 10/15 10/15 10/16 10/20 10/17 10/19 10/17 10/21 10/20 10/21 10/21 10/22 10/24 10/24 10/24 10/27 10/29 10/29 10/28 10/27 10/28 11/1 11/13 11/11 11/14 11/14 11/15 11/18 11/18 11/19 11/21 11/19 12/2 12/4 12/4 12/8 12/15

Venue Sheraton NY Times Square Hynes CC Jacob K. Javits Center Atlantic City CC Rochester Riverside CC Buffalo Niagara CC BCEC Roland E. Powell CC The Renaissance Hotel Marriott Marquis Baltimore CC Sheraton NY Times Square Hynes CC Bethesda North Marriott Holiday Inn By-The-Bay Jacob K. Javits Center The Conf. Center at Lake Placid Sheraton Boston Hotel Jacob K. Javits Center Not available Hynes CC Marriott Copely Place Jacob K. Javits Center Jacob K. Javits Center Jacob K. Javits Center Loews Hotel Meadowsland Expo Center Sheraton Station Square Pitt. Pennsylvania CC Marriott Copely Place Roland E. Powell CC Garden State Exhibit Center Jacob K. Javits Center New York Hilton-Midtown Jacob K. Javits Center Jacob K. Javits Center Hynes CC Boston Conv. & Expo Center Pennsylvania CC Marrioot Marquis

City New York Boston New York Atlantic City Rochester Buffalo Boston Ocean City Boston New York Baltimore New York Boston Bethesda Boxborough New York Lake Placid Boston New York Boston Boston Boston New York New York New York Philadelphia Secaucus Pittsburgh Philadelphia Boston Ocean City Somerset New York New York New York New York Boston Boston Philadelphia New York

St NY MA NY NJ NY NY MA MD MA NY MD NY MA MD MA NY NY MA NY MA MA MA NY NY NY PA NJ PA PA MA MD NJ NY NY NY NY MA MA PA NY

Att Exh 1,400 45

2,000 1,700 2,904 3,000

Nsf 5.5k

306 156 16.9k 165 17.5k 110 300

8,000 182 52k 5,000 160 3,300 80 27k 250 68k 1,000 150 12k 450 10.7k 300 70k 1,700 150 1,000 15.2k 300 81k 15.9k 311 34k 43 6,000 350 33k 875 14 1,900 4,000 150 25k 1,800 133 9.9k 1,600 150 20k 3,783 6,745 378 47.4k 2,000 10k 380 72k 53.5k 644 131k 5,000 275 27.5k 12.9k 525 120k 5,000 82 1,740 3,700 15 12.6k

Industry Health & Medical Business Hobby Veterinary Fabrication Dentistry Health & Medical Education Health & Medical Business Health & Medical Education Law Health & Medical Health & Medical Photography Library Health & Medical Retail Health & Medical Health & Medical Employment Business Business Engineering Safety & Security Food & Beverage Engineering Education Insurance Retail Sciences Sciences Health & Medical Safety & Security Dentistry Sciences Agriculture Health & Medical Health & Medical

ExhibitCityNews.com SEPTEMBER 2015 115

Trade Show Calendar US NORTHWEST

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

Show Northwest Human Resource Management Assoc. - NHRMA California REALTOR EXPO American Society for Bone and Mineral Research - ASBMR TCT - Transcatheter Cardiovascular Therapeutics Symposium Deep Foundations American Urogynecologic Society - AUGS PFD Week IWLPC - Intâ&#x20AC;&#x2122;l Wafer-Level Packaging Conference Portland Cash & Carry Show Sacramento International Auto Show American College of Clinical Pharmacy Annual Meeting - ACCP PENSION & INVESTMENTS WEST CompTel PLUS Frontiers in Optics - OSA FIO American Vacuum Society - AVS Hospitality Financial & Technology Professionals - HFTP Coffee Fest Seattle Pacific Northwest Apparel Assoc. - PNAA - NW Trend Show JavaOne Oracle OpenWorld Internet Librarian Professional Association for SQL Server - PASS Veterinary Dental Forum Pacific Northwest Apparel Assoc. - PNAA - NW Trend Show International Symposium for Testing & Failure Analysis - ASM Cloud Computing Expo Aircraft Interiors Expo Americas - AIE American College of Rheumatology - ACR/ARHP ARM Techcon - ARM Technology Conference SecureWorld Expo

Start 10/5 10/6 10/9 10/11 10/12 10/13 10/13 10/16 10/16 10/17 10/18 10/18 10/18 10/18 10/21 10/23 10/25 10/25 10/25 10/26 10/27 10/29 10/31 11/1 11/3 11/4 11/7 11/10 11/11

End 10/7 10/8 10/12 10/15 10/15 10/17 10/15 10/18 10/18 10/21 10/20 10/21 10/21 10/23 10/24 10/25 10/27 10/29 10/29 10/28 10/30 11/1 11/2 11/5 11/5 11/5 11/11 11/12 11/12

Venue Oregon CC San Jose CC Washington State CC Not available Oakland Marriott City Center Washington State CC DoubleTree San Jose Airport Hotel Oregon CC CalExpo Hilton SF Union Square Hotel The Palace Hotel Marriott Marquis The Fairmont San Jose San Jose CC Hyatt Regency Oregon CC Embassy Suites Hilton SF Union Square Hotel Moscone Center Monterey Conf. Center Washington State CC Monterey Conf. Center Embassy Suites Oregon CC Santa Clara CC Washington State CC Moscone Center Santa Clara CC Meydenbauer Center

All Information is Subject to Change*

City Portland San Jose Seattle San Francisco Oakland Seattle San Jose Portland Sacramento San Francisco San Francisco San Francisco San Jose San Jose Bellevue Portland Bellevue San Francisco San Francisco Monterey Seattle Monterey Tukwila Portland Santa Clara Seattle San Francisco Santa Clara Seattle

St OR CA WA CA CA WA CA OR CA CA CA CA CA CA WA OR WA CA CA CA WA CA WA OR CA WA CA CA WA

Att

Exh

Nsf

Industry Employment 8,000 200 40k Realty Health & Medical 11.7k 149 69.4k Health & Medical 600 85 8,500 Engineering Health & Medical Manufacturing Retail Automotive 1,700 65 Health & Medical 500 25 Finances 2,000 105 13.3k Telecommunications 1,300 50 Optometry 3,300 200 90k Manufacturing 700 60 6,000 Finances 8,000 400 41.5k Food & Beverage Apparel 15k IT IT IT 3,000 50 10.7k IT Veterinary Apparel Healthy & Medical IT 2,180 Aviation 15.8k 156 70.4k Health & Medical 3,000 150 75k Technology 500 65 6,500 Safety & Security

PUT YOUR BUSINESS ON THE MAP! Showcase your regional services with a calendar sponsorship. Contact Sales@ExhibitCityNews.com For Rates and Details. (Design Services Available) 116 SEPTEMBER 2015 Exhibit City News

See complete listing of shows online at ExhibitCityNews.com/tradeshow-calendar

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

US SOUTHEAST Show Florida Restaurant & Lodging Show - FRA - PMQ’s Pizza Show American Academy of Optometry Atlantic Coast Exposition - ACE - Vending & Food Service Metalcon International Jewelers International Showcase - JIS American School Health Association - ASHA American Osteopathic Assoc. - AOA - Osteopathic Medical Conf. & Expo - OMED Sunbelt Agricultural Exposition Independent Electrical Contractors Electric Expo - IEC Con Premier Birmingham - Beauty Show American Association of Pharmaceutical Sciences - AAPS Medtrade Americas Food & Beverage Trade Show & Conference - IFE MILCOM - AFCEA iMAPS - International Symposium on Microelectronics NFMT - Facility Management EdSpaces International Association of Forensic Nurses Annual - IAFN Air Traffic Control Association - ATCA ACORD Society of American Foresters National Convention - SAF Safe Association Annual Symposium Nat. Assoc. of RV Parks & Campgrounds - ARVC Outdoor Hospitality Conf. & Expo Specialty Graphic Imaging Association - SGIA Diving Equipment & Marketing Association - DEMA Air Cargo Americas Georgia Educational Technology Conference - GaETC℠ Fort Lauderdale International Boat Show American Dental Association - ADA American Heart Association American Association of Respiratory Care - AARC National Council for the Social Studies - NCSS American Academy of Periodontology - AAP Money Laundering Enforcement Conference - ABA Greenbuild International Conference & Expo Association for Career & Technical Education - ACTE Athletic Business Conference & Expo NAILBA - Nat. Assoc. of Independent Life Brokerage Agencies International Jewelry Fair/General Merchandise Show American Academy of Religion - AAR @ExhibitCityNews

All Information is Subject to Change*

Start 10/6 10/7 10/8 10/14 10/15 10/15 10/17 10/20 10/21 10/25 10/25 10/26 10/26 10/26 10/27 10/27 10/28 10/28 11/1 11/2 11/3 11/3 11/3 11/4 11/4 11/4 11/4 11/5 11/5 11/7 11/7 11/13 11/14 11/15 11/18 11/19 11/19 11/19 11/20 11/21

End 10/8 10/10 10/10 10/16 10/18 10/17 10/21 10/22 10/24 10/26 10/29 10/29 10/27 10/28 10/29 10/28 10/30 10/31 11/4 11/4 11/7 11/5 11/6 11/6 11/7 11/6 11/6 11/9 11/10 11/11 11/10 11/15 11/17 11/17 11/20 11/22 11/21 11/21 11/23 11/24

Venue Orange County CC Ernest N. Morial CC Emb. Suites Kingston Plantation Tampa CC Miami Beach CC Hilton Orlando Lake Buena Vista Orange County CC Spence Field Tampa CC Birmingham Jefferson CC Orange County CC Georgia World Congress Center Miami Beach CC Tampa CC Rosen Centre Hotel Orange County CC Ernest N. Morial CC Hilton Orlando Bonnet Creek Gaylord National Boca Raton Resort & Club Baton Rouge River Center Caribe Royale Ocean Center Georgia World Congress Center Orange County CC Miami Airport & CC Georgia International CC Greater Fort Lauderdale CC Not available Not available Tampa CC Ernest N. Morial CC Gaylord Palm Marriott Wardman Park Walter E. Washington CC Ernest N. Morial CC Ernest N. Morial CC JW Marriott Ernest N. Morial CC Not available

City Orlando New Orleans Myrtle Beach Tampa Miami Orlando Orlando Moultrie Tampa Birmingham Orlando Atlanta Miami Tampa Orlando Orlando New Orleans Orlando Washington Boca Raton Baton Rouge Orlando Daytona Beach Atlanta Orlando Miami Atlanta Ft. Lauderdale Washington Orlando Tampa New Orleans Orlando Washington Washington New Orleans New Orleans Orlando New Orleans Atlanta

St FL LA SC FL FL FL FL GA FL AL FL GA FL FL FL FL LA FL DC FL LA FL FL GA FL FL GA FL DC FL FL LA FL DC DC LA LA FL LA GA

Att 15k 5,600 1,000 5,525 11.6k 800 10.5k 100k 2,000 11.5k 8,500 9,477 6,284 5,170 2,500 2,000 1,600 600 3,000 2,300 2,000 1,200 1,200 22.8k 9,815 6,903 2,500 150k 35.1k 18.7k 6,000 4,500 6,000 1,000 24.7k 5,000 2,750 1,500 18.7k 10k

Exh 600 168 92 300 550 45 180 1.2k 84 202 600 557 306 266 200 200 150 41 120 200 100 150 200 541 644 200 225 1.2k 379 226 200 170 150 50 862 300 320 140 442 200

Nsf 90k 29.5k 12.7k 70.2k 95k 4.5k 39.6k 117k 24k 50.6k 130k 156k 44k 43.9k 25k 21k 50k 3,280 60k 80k 10k 45k 40k 203k 146k 20k 30k 250k 88.9k 105k 24k 35k 45k 6,000 171k 40k 67.4k 16k 101k 20k

Industry Hospitality Optometry Food & Beverage Construction Retail Health & Medical Health & Medical Agriculture Electrical Beauty & Cosmetics Health & Medical Health & Medical Food & Beverage Military Technology Management Education Forensics Aviation Architecture Forestry Safety & Security Hospitality Graphics Sports Aviation Education Recreation Dentistry Health & Medical Health & Medical Social Studies Health & Medical Law Enforcement Sustainability Education Sports Insurance Retail Community

ExhibitCityNews.com SEPTEMBER 2015 117

Trade Show Calendar US SOUTHWEST

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

Show Big R/ReMaTec - APRA American Association for Laboratory Animal Science - AALAS ONE UGM - Nextgen Healthcare Users Group Meeting Society of Environmental Toxicology & Chemistry - SETAC Annual Meeting American Ambulance Association AAPEX - Automotive Aftermarket Products Expo SEMA Show Kidney Week - American Society of Nephrology Building Industry Show - BIS American Film Market California Library Association - CLA Specialty Tools & Fasteners Distributers Assn - STAFDA American Institute of Chemical Engineers Annual - AIChE International Foundation of Employee Benefit Plans - IFEBP TEAMS Conf. & Expo - Travel, Events And Management in Sports International Pool Spa Patio Expo - PSP National Workersâ&#x20AC;&#x2122; Compensation & Disability Conf. & Expo Irrigation Show & Education Conference The West Coast Franchise Expo - IFA Realtors Conference & Expo American Academy of Ophthalmology - AAO Global Congress of Gynecology - AAGL Water Quality Technology Conference & Expo - AWWA National Business Aviation Convention & Exhibition - NBAA TechNet Asia-Pacific - AFCEA Streaming Media West Los Angeles Auto Show National Communications Association - NCA International Association of Fairs & Expositions - IAFE

Start 10/31 11/1 11/1 11/1 11/2 11/3 11/3 11/3 11/4 11/4 11/5 11/8 11/8 11/8 11/9 11/10 11/11 11/11 11/12 11/13 11/14 11/15 11/15 11/17 11/17 11/17 11/17 11/19 11/29

End 11/2 11/5 11/4 11/5 11/4 11/5 11/6 11/8 11/5 11/11 11/7 11/10 11/13 11/11 11/12 11/12 11/13 11/12 11/14 11/16 11/17 11/19 11/19 11/19 11/19 11/18 11/29 11/22 12/2

Venue Rio All-Suites Hotel Phoenix CC Mandalay Bay CC Salt Palace CC Caesars Palace Sands Expo Las Vegas CC San Diego CC Riverside CC Loews Pasadena CC Phoenix CC Salt Palace CC Hawaii CC Mandalay Bay CC Mandalay Bay CC Mandalay Bay CC Long Beach CC Anaheim CC San Diego CC Sands Expo MGM Grand Hotel The Grand America Hotel Las Vegas CC Hilton Hawaiian Village Hyatt Regency Los Angeles CC Rio All-Suites Hotel Paris

All Information is Subject to Change*

City Las Vegas Phoenix Las Vegas Salt Lake City Las Vegas Las Vegas Las Vegas San Diego Riverside Santa Monica Pasadena Phoenix Salt Lake City Honolulu Las Vegas Las Vegas Las Vegas Long Beach Anaheim San Diego Las Vegas Las Vegas Salt Lake City Las Vegas Honolulu Huntington Beach Los Angeles Las Vegas Las Vegas

St NV AZ NV UT NV NV NV CA CA CA CA AZ UT HI NV NV NV CA CA CA NV NV UT NV HI CA CA NV NV

Att 2,000 4,500 4,500 2,300 750 175k 135k 13.1k 7,500 7,776 1,500 4,240 4,000 6,000 1,300 10.2k 4,200 5,000 10k 17.6k 24.5k 1,300 25.1k 4,036 6,000 4,000 5,000

Exh Nsf 100 17.5k 250 25k 56 75 2.3k 2.2k 163 375 355 130 700 100

10k 501k 998k 52.6k 85k 156k 18k 79.6k 10k

385 548 260 250 250 356 573 90 82 1.1k 158 125 100 50 300

Fife

Industry Automotive Animals Health & Medical Sciences Health & Medical Automotive Automotive Health & Medical Construction Media Library Construction Engineering Employment Sports Home Improvement Employment Irrigation Business Real Estate Ophthalmology Health & Medical Natural Resources Aviation Technology Media Automotive Communications Exhibition

155k 38.5k 100k 60k 89k 232k 23.3k 1M 21.4k 760k 10k 35k

Williston

NEW YORK Bronx Carlin

Trenton Chicago

ILLINOIS

San Francisco

Richmond San Jose

Hobbs

Lake Charles

118 SEPTEMBER 2015 Exhibit City News

See complete listing of shows online at ExhibitCityNews.com/tradeshow-calendar

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

CANADA Show Vision Canada The National Franchise & Business Opportunities Show FIGO World Congress of Gynecology & Obstetrics The Canadian Coffee & Tea Show Allied Beauty Association - ABA Canadian Wind Energy Association - CANWEA Canadian Society of Transplantation - CST The National Franchise & Business Opportunities Show CanWest Veterinary Conference Canadian Parking Association Government Technology Exhibition & Conference - GTEC SecTor Security Conference Mannitoba Hotel Association - MHA Expo Security Canada Central - CANASA Thompson Okanagon Dental Society Canadian Wireless Trade Show Canadian Society of Association Executives - CSAE HealthAchieve - OHA - Ontario Hospital Assn Air Transport Association of Canada - ATAC Win-door North America Buildex, Construct & Design Trends Calgary Canadian Waste & Recycling Expo - CWRE Toronto Academy of Dentistry - Winter Clinic - TAD Grand Rendez-vous Sante et securite du travail - Occupational Health & Safety Family Medicine Forum - FMF PLR Expo

All Information is Subject to Change*

Start 10/2 10/3 10/4 10/4 10/4 10/5 10/5 10/17 10/17 10/17 10/19 10/19 10/20 10/21 10/22 10/28 10/28 11/2 11/2 11/3 11/4 11/4 11/6 11/11 11/12 11/16

End 10/04 10/04 10/09 10/05 10/05 10/07 10/10 10/18 10/20 10/21 10/21 10/21 10/20 10/22 10/24 10/29 10/30 11/04 11/04 11/05 11/05 11/05 11/06 11/12 11/14 11/18

Venue Pacific Gateway Hotel The International Centre Vancouver CC Vancouver CC Calgary Stampede Park Metro Toronto CC Sheraton Vancouver Wall Centre Palais de Congres The Fairmont Banff Springs Westin Bayshore Shaw Centre Metro Toronto CC Victoria Inn Hotel Toronto Congress Centre Delta Grand Okanagan Resort Toronto Congress Centre TELUS CC Metro Toronto CC Fairmont Queen Elizabeth Hotel Metro Toronto CC BMO Centre Palais de Congres Sheraton Centre Palais de Congres Metro Toronto CC Int. Plaza Hotel Toronto Airport

City Vancouver Edmonton Vancouver Vancouver Calgary Toronto Vancouver Montreal Banff Vancouver Ottawa Toronto Winnipeg Toronto Kelowna Toronto Calgary Toronto Montreal Toronto Calgary Montreal Toronto Montreal Toronto Toronto

St BC AB BC BC AB ON BC QC AB BC ON ON MB ON BC ON AB ON QC ON AB QC ON QC ON ON

Att 500 1,600 7,000 1,300

Exh 35 50

Nsf 15k 20k

135

2,000 200 5,000 90

29k

150 1,700 2,500 1,000 2,500 550 8,600 600 4,000 4,000 2,500 3,024 6,200 2,000 400

150 200 71 150 110 330 50 160 225 225 144 200 150 65

7,000 16k 42.7k 6,300 60k 25k 50k 35.6k 15.3k 2.3k

Industry Optometry Business Health & Medical Food & Beverage Beauty & Cosmetics Gas, Oil, Energy Health & Medical Business Veterinary Automotive Technology Safety & Security Hospitality Safety & Security Dentistry Technology Association Health & Medical Aviation Home Improvement Construction Sustainability Dentistry Safety & Security Health & Medical Property

*DISCLAIMER: Please note that tradeshow information is provided as a resource only. All show information is subject to change. Please check show dates and venues with official show organizers and producers. For updated show and event listings, visit www.exhibitcitynews.com/tradeshow-calendar.

Making YOU Stand Out exposystems.com

1.800.263.3976

E x poS y s tem s is a L eading Modular S y s tem s Manuf ac tur er

Continued on p.98

@ExhibitCityNews

ExhibitCityNews.com SEPTEMBER 2015 119

Classifieds

Project/Production Manager DESCRIPTION/JOB SUMMARY As Project/Production Manager, you will be responsible for managing the production process including the development and management of the budget from project inception through project closure. You will also be responsible for ensuring that the project is produced on time and within budget while achieving the creative objectives of the proposal, meeting Hargrove’s financial objectives and maintaining Hargrove’s quality standards. Additionally, you will participate in the structured project team approach consisting of sales, design, engineering and production.

RESPONSIBILITIES AND DUTIES • Identify the costs of producing the job, develop the budgets and submit costs to sales for job pricing. Involve necessary departments (production, graphics, project management, and design) in determining the appropriate costs. Review all adjustments to the project design with sales and the designer to make sure that the job remains cost effective while maintaining the quality standards of the company, the objectives of the client and the integrity of the proposal and design. Manage costs to ensure budget goals are met while achieving the client’s expectations. • Analyze the creative proposal to establish fabrication and production techniques based on design objectives and budgetary constraints in conjunction with the production staff and the project designer. Involve project management as necessary during this stage to ensure what is fabricated can be effectively installed. • Work with the CAD engineering department to ensure all necessary CAD drawings are correct, complete and properly distributed to the correct departments. • Produce and distribute to appropriate departments all orders relating to the fabrication of custom scenic elements. • Work with fabrication during the production process and periodically review the status of work to maintain proposal, design and budgetary objectives. • Convey information to the fabrication department to process purchase orders for fabrication subcontractors and specialty materials called out in either the estimate or the design. • Performs other duties as assigned and deemed necessary under the direction of the Department Supervisor. • Occasional travel as needed.

REQUIRED SKILLS AND EXPERIENCE • 10+ years’ experience in exhibits or special event, production or project management. • Experience in fabrication of trade show exhibits, permanent display installations or scenery. • Experience with exhibit systems such as Agam or Octonorm • Ability to read and understand technical drawings. • Demonstrate a working knowledge of current codes, production procedures and materials and installation methods unique to our business units. • Excellent working knowledge of windows based computer systems and software including Microsoft Office, AutoCAD (or Vectorworks). Experience with estimating and project management software a plus. Send Resumes to humanresources@hargroveinc.com

120 SEPTEMBER 2015 Exhibit City News

Project Manager Las Vegas, NV The project manager is the main driver of internal production projects. The individual in this position will schedule and oversee all assigned projects. He or she will also assume responsibility for successful and accurate production completion- and profitability. Responsibilities include, but are not limited to: estimating; writing of production COMS orders; participation in kickoff meetings; production scheduling; management and coordination of sub-contractors; management of internal departments involving new production- CAD, purchasing, graphics, production and warehouse. Project Managers are also responsible for change order tracking, reporting of change orders to the internal team, and overall project profitability tracking on assigned production jobs. In addition to this job description, the person in this position is responsible for operating within and managing to Czarnowski’s standard operating procedures.

REQUIREMENTS • Travel is minimally required and will be evaluated in regard to specific production projects. • Strong written and verbal communication skills are a prerequisite, along with appropriate computer skills (Excel, Word, Lotus Notes, COMS, Business Portal). • A College degree is preferred, but not required. • This position is technical in nature and requires knowledge of industry fabrication methods, carpentry, metal work, paint production, tension fabric, graphic production and other techniques. Send Resumes to: bbratton@czarnowski.com or fax to 702-727-8146.

Classifieds

Outside Sales Account Representative Orbus, a leading and highly successful manufacturer and trade distributor of products and services to the tradeshow and display industries selling Business to Business headquartered in Illinois, is seeking an Outside Sales Account Representative. We are looking for a “hunter” that is driven, self-motivated, goal-oriented, and willing to receive guidance and direction, as you will be the primary link to our current and prospective clients on the west coast.

personality. This is a tremendous opportunity for the right candidate who is willing to work hard and put in the effort. Travel is over 50%

MINIMUM REQUIREMENTS OF THIS POSITION ARE:

You will be responsible for maintaining, prospecting and calling on businesses within your territory. You will be in the business of meeting owners and decision makers and introducing them to our tradeshow/display products and services. You will be part of a Team Environment and play a part in the Sales Team Success. Your main focus will be selling our services/products to tradeshow/display businesses and assist them in identifying product strengths and weaknesses and then recommend ways to eliminate those problems by offering our services and products to increase sales growth.

• 3+yrs outside sales experience, intangible product sale success a plus • Positive, high energy sales-oriented personality • Must have experience in prospecting, cold calling, then qualify prospects and motivating them to purchase from you • Highest degree of honesty, integrity and professionalism • Ability to accomplish monthly, quarterly sales targets and goals independently • Excellent presentation, communication and interpersonal skills • Ability to manage multiple projects with tight deadlines • Consistent attention to detail and strong organizational skills • Keen desire to learn, improve and succeed • Bachelor’s degree or equivalent experience

Our sales professionals are responsible for helping our clients increase their exhibit/display presence in the tradeshow industry. If you are a hungry, resilient, organized, sales quota buster and a risk-taker who has the ability and desire to be a successful sales person, then we want to hear from you. We are looking for self starters with a high energy

We have been on an aggressive growth path and are continuing to look to expand our Field Sales coverage throughout the US market. Compensation will be commensurate with experience, plus a comprehensive health and benefits package. Please include salary requirements when applying online or mail your resume to Orbus Inc. 9033 Murphy Rd., Woodridge, IL 60517.

National Trade Show & Event Labor provider seeking New Orleans, LA Manager National I & D labor provider is seeking a talented and experienced professional for the position of City Manager for the New Orleans, LA area. Candidates should be motivated self-starters and possess exceptional communication skills in dealing with exhibitors, account executives, and exhibit floor labor personnel. A knowledge of New Orleans labor rules is needed . Duties include but not limited to pre-show communication with exhibit managers and clients, labor scheduling and coordination, exhibit floor management, office duties involve receiving orders, payroll, invoicing and submitting post show reports. If you are interested in joining this leading organization and possess the desire to succeed, please forward your resume to Blindbox@exhibitcitynews.com @ExhibitCityNews

Exhibitrac is Hiring Exhibitrac needs new show guides for database, and will pay $10 - $20 per accepted guide. If you are an industry supplier, exhibitor, union or other employee who regularly attends or works at shows in major convention cities such as Las Vegas, Chicago, Boston, Orlando etc. Please contact us for details: klandrum@exhibitrac.com or call 702-824-9651 ext. 700

To place a classified ad, contact Kathy Anaya:

Call (702) 309-8023 or Email KathyA@ExhibitCityNews.com

ExhibitCityNews.com SEPTEMBER 2015 121

Classifieds ARE YOU A SALES MANAGEMENT PROFESSIONAL WHO THRIVES ON EXCEEDING SALES GOALS AS WELL AS MANAGING, MENTORING AND COACHING A SALES TEAM? If so, BA Exhibits is looking for a Director of Sales – Trade Show Exhibits and Graphics who will be responsible for achieving sales/financial goals that include building business opportunities and market share, retaining and increasing customer base and expanding sales opportunities to realize substantial growth in revenue and business base. You will also be responsible for hiring, mentoring, and motivating a team of sales professionals; developing and implementing sales plans; managing the sales process; strategizing approaches to sales proposals; creating bidding opportunities; cultivating industry contacts and client relationships to maximize business opportunities and to ensure top performance by sales professionals. The successful candidate will also have experience developing and implementing sales administration processes and systems to ensure a proactive sales environment and efficient sales prospecting.

tunities and manage target prospects • Develop and manage lead distribution and tracking systems • Develop and implement sales plans and budgets in conjunction with the ownership • Develop one year and three year strategic plans and goals; specific activities and action plans/road map for one year plan. • Establish business/client targets and develop strategic plans to achieve targets. • Create sales processes and procedures and manage the proposal process • Manage participation in trade shows and event to drive sales • Recruit, select, train, manage and motivate sales professionals. Make appropriate sales assignments and develop/manage individual sales goals and plans. • With ownership, develop marketing plans/activities to support sales plans and goals – i.e. mailings to Salesforce database; unique selling positioning, sales proposals and templates, industry marketing events, advertisements and editorial coverage in industry publications, etc.

RESPONSIBILITIES AND DUTIES

REQUIRED SKILLS AND EXPERIENCE

• Drive sales and financial goals established for the sales team • Develop and manage the sales processes to include: • Develop and maintain sales forecasts • Develop system to identify sales oppor-

• Bachelor’s degree in Business, Marketing, Communications or related degree from an accredited university. • Three (3) to Five (5)+ years experience working in a sales role in the trade show, audio visual or event industry

• Two (2) years of prior management experience • Proficient in the Microsoft Office Suite of products (Word, Excel, PowerPoint) as well as HYPERLINK “http://Salesforce.com” Salesforce.com • Detail-oriented, possessing exceptional organizational skills • Must be willing to work both independently and participate as a team player for achieving departmental and company goals • Must have ability to multi-task and work in a fast-paced environment, competently handling demanding deadlines • Strong interpersonal skills and the ability to effectively interface with clients • Excellent written and verbal communications skills • Ability to analyze and interpret general business contracts, as well as proficiently write reports, proposals, and other business correspondence • Resourcefulness and possess innovative problem-solving and decision-making skills. • Experience managing budgets, the ability to participate in budget meetings and the ability to discuss and communicate changes that impact the bottom line for the client and BAE. • Strong leadership skills, work ethic, and possessing an enthusiastic and positive attitude • Previous consistent sales volume required of 750K or more annually Competitive Wage and benefits offered

Stevens Exhibits EXPERIENCED EXHIBIT & SERVICES ACCOUNT EXECUTIVE Want to Get Fired Up? Tired of the same old same? Need a new outlook? Need to exhibit your talents? Hate your boss? Bored with your current condition? Think you are too old to get hired? Think again! We love “SEASONED” professionals to bring experience and good old fashioned “know how” to our organization. Negotiable compensation packages

122 SEPTEMBER 2015 Exhibit City News

and great benefits offered. We also hire AE’s with at least 5 years exhibit sales experience. We are a 48 year old, family owned company and we are looking for some new family members. Located in Chicago, IL just minutes from McCormick Place. Interested applicants should email their resumes to juliem@stevensexhibits.com

Classifieds

Atlanta, Georgia TRADE SHOW DISPLAY PROJECT MANAGER Moose Exhibits, a full service, trade show and events exhibit house located in Norcross, Georgia, has an immediate opening for an Trade Show Display Project Manager. Our ideal candidate will have a min of 3 yrs. experience in project managing trade show exhibit fabrication for purchase and rental and be familiar with most major domestic venues and their union regulations. Qualifications include the ability to manage a project in all facets from concept to completion. The ideal candidate should be organized, exhibit strong leadership and team management traits, possess excellent communication skills - both verbal

and written - as well as being adept in customer service.

ponentry within budgeted cost and timeframe limits.

With our busy schedule, the candidate should be able to manage multiple projects simultaneously and must be proficient in Word and Excel. The ability to review CAD and various graphics and AV file formats is a definite plus.

Qualifications include the ability to dictate and manage a schedule, outlining the flow of projects from concept to completion and all phases in between. The ideal candidate should be organized, exhibit strong leadership and team management traits, possess excellent communication skills - both verbal and written - as well as being adept in the interpretation of working drawings and the use of various work order, cost and time management modules.

TRADE SHOW WAREHOUSE MANAGER Moose Exhibits, a full service, trade show and events exhibit house located in Norcross, Georgia, has an immediate opening for an Trade Show Warehouse Manager to join our growing team. Our ideal candidate will have a minimum of 3 years’ experience in managing personnel dedicated to the fabrication of exhibit properties for purchase and rental, the overall organization and maintenance of the warehouse inventory and to direct the pull, prep, assembly and pack of exhibit com-

With our busy schedule, the candidate should be able to manage multiple projects simultaneously and must be proficient in Word and Excel. This job may require the candidate to work weekends and engage in limited travel. Please send your resume and salary requirements to: Lydia@mooseexhibits.com

Trade Show Shipping / Account Executive WORK FROM ANYWHERE! National Exhibit Transportation company is seeking high energy individuals to generate new business. We have been in business for over 25 years. Our core competency is in trade show shipping services. We are interested in hiring experienced sales reps with a background in trade show shipping sales. Work from home office fully connected to our corporate office. Strong telemarketing skills needed. Competitive salary and commission program. Please send resume in confidence to jimh@elitexpo.com

Director of Design and Graphic Services – Fern Exposition & Events Fern Exposition and Events Services is a leading national service contractor serving more than 1,100 expositions and events held annually throughout the US and Canada for more than 100 years. Fern is seeking a talented

@ExhibitCityNews

designer with management experience to join the team. This position will manage and coordinate all design services enterprise-wide including workflow management, quality standards, SOP development and creative development. Fern is looking for a candidate with a minimum of 5 years experience as a

designer preferably in the trade show industry as well as at least 2 years management experience. A bachelor’s degree in a design related field is preferred. Candidate must have excellent skills in AutoCAD, 3D StudioMax, and Adobe Creative Cloud. Please email Neil McMullin, VP of Shared Services, with a resume if interested at nmcmullin@fernexpo.com

ExhibitCityNews.com SEPTEMBER 2015 123

Industry Service Guide

Photographika

Photographika, Inc. is a Las Vegas based Corporate Event Photography & Video Production Company. Established by a 15 year Corporate Event Photographer Sammy Vassilev and Iva Vassilev with experience in wide range of corporate event photography and video production in Europe and USA, Photographika, Inc. specializes in Corporate Event Photography and Video. Photographika, Inc. provides general event coverage, awards, green screen, on-site printing, booth photography, general sessions, keynote speakers, red carpets, step & repeat, expo, convention, sales meetings, private corporate events photography and video. Our video production services range from general event coverage & video production to LIVE event LIVE web or TV broadcasts.

Consulting

Exhibits

Trade Shows from One Country to the Next A new book written by past IFES & EDPA PresidentLarry Kulchawik Trade Shows from One Country to the Next... A guide to recalculating your thinking when marketing in multiple countries “Trade Shows from One Country to the Next” delves into international marketing, with a focus specifically on global trade show differences and distinctions. Rather than concentrate on details about marketing per se, this book focuses on the needed adjustments-mental, physically and otherwise-when marketing a product/service through tradeshows from one country to the next. Although dedicated to trade show exhibit architecture and behavior, much of the information contained in this book also speaks to effective communication skills required when spending a week or less marketing a product in a foreign country. After forty-three years in the international trade show arena, the author shares his thoughts and the comments obtained from world-wide experts in the countries outlined. No one person or company is the expert everywhere in the world. There is no right way or wrong way-there is only a different way. This book will appeal to not only exhibit managers, show organizers, venues, and exhibit suppliers, but to those who market anything on a global scale. Effective communication is key! $17.95

Exhibits & Events

Exhibit Production

Upstate NY

Montpelier, VT

Concord, NH

Boston, MA Worcester, MA Springﬁeld, MA

Hartford, CT

124 SEPTEMBER 2015 Exhibit City News

Providence, RI

(508) 366-8594 info@corp-eventsne.com

Industry Service Guide Freelance Design Services • Design Consultants on-site design service available

YOR Design Group Our Mission: to create trade show exhibits and environments that convey your brands cohesive image. Freelance Design, Design Consultations, On-Site Services, Over 20 years experience in local and national markets. Got Design? We Got YORS!’ www.YorDesignGroup.com

10 YEARS STRONG established 2005

Contact Dean Pappas 20+ Years Exhibit Design Experience

1-708-598-8100 www.yordesigngroup.com

YOR Design Group World Headquarters • Burbank, IL

Exhibit Software

Event Management

Exhibit / Trade Show Displays | Event Planning | Sporting Event Décor

Fabrication

@ExhibitCityNews

Furniture

ExhibitCityNews.com SEPTEMBER 2015 125

Industry Service Guide

Corey Johnson Photography

Corey Johnson Photography is a Las Vegas based company that specializes in a wide variety of event coverage. This includes photojournalistic event, corporate event, head shots, group/team photos, keynote speakers, awards, trade show, exposition, convention, booth, architectural, publication photography, and so much more. Corey Johnson Photography stands out from the competition by not only capturing your vision, but providing creative solutions and developing the comprehensive experience that your event needs.

exhibit and event experience photography

10% OFF

www.cjphotog.com

ECN10

Las Vegas, Nevada 218 - 209 - 1466 corey@cjphotog.com

PROMO CODE

For booking information, call 218-209-1466, or visit www.CJPhotoG.com

Hardward/Supplies

Hotel

Lighting

Logistics

126 SEPTEMBER 2015 Exhibit City News

Industry Service Guide

Armodilo Display Solutions

Armodiloâ&#x201E;˘ designs premium tablet display stands for iPad & Android devices for a wide variety of industries including trade shows and events. Our award-winning Armodilo(ex) Tablet Display Stand is a highly versatile 3-in-1, multi-tablet capable solution that comes in a lightweight carrying case for easy storage and transportation. Our patent-pending Tablet Fit Kitsâ&#x201E;˘ allow the use of a variety of tablet devices, making all Armodilo products a future proof investment for creating digitally interactive experiences. For more information visit www.Armodilo.com or Call 1.800.975.5946 today!

Logistics

Security

Tradeshow List

Your Category Here

BOOK BUSINESS WITH YOUR AD HERE Contact sales for details: 702-309-8023 ext. 105 Sales@exhibitcitynews.com

@ExhibitCityNews

ExhibitCityNews.com SEPTEMBER 2015 127

ADVERTISER INDEX

Advertiser Index A-Z 253 Inc.

Ahern Rentals

118

Angles on Design

Hill & Partners

Joeâ&#x20AC;&#x2122;s NY Pizza

109

King & I

109

beMatrix

Kingsmen

Brumark

Larry Kulchawik Consulting

CEES SMIT

Main Place Lighting

Champion Logistics Charlie Palmer

111

Nolan Advisory

Color Reflections

39, 110

OnLocation 79, 110

OnSite Exhibitor Service Orbus

53, 99

D.E. McNabb

129

Prism Lighting

Duo Displays

Renaissance Management

Eagle Management EDPA

RES

Show Services

Eggworks

106

Skyline Displays

Employco

14, 47

SRS Fabrication

Expolinc

111

Exposures

Step 1 Dezigns

Storage West

Exposystems Fresh Wata Group Delphi

119

Triga

Grupo Omega 103

Willwork Inc. 91

FOR ADVERTISING OPPORTUNITIES Contact sales: 702-309-8023 ext. 105 sales@exhibitcitynews.com 128 SEPTEMBER 2015 Exhibit City News

Super Bright LED

130

Highmark TechSystems

Sunset Transportation

101

3, 81

Octanorm

Corporate Communications CORT

NuVista

Momentum Management

107

Coastal International Corp-Events

132

85, 131

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