Exhibit City News - July 2016 by Exhibit City News

Ten Questions with Tectonics’ Tony Helfman

JULY 2016 • VOL. 22 • ISSUE 4

Breaking the Glass Ceiling The Women of Orbus

[ ALSO IN THIS ISSUE ]

Enlightenment and The Tough Questions: Tolerance in the Trade Laura Fee and Show Industry Mary Kilda US $6 CAN $8

Susan Reuter – Having Her Cake and Eating it, too EXHIBITCITYNEWS.COM

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TABLE OF CONTENTS

Exhibit City News

Ten Questions with Tectonics’ Tony Helfman

WOMEN AND DIVERSITY

JULY 2016 • VOL. 22 • ISSUE 4

Breaking The Glass Ceiling The Women of Orbus

Features 14

WOMEN IN THE INDUSTRY

ShowNets Begets Sky High Wi-Fi fpr E3, You See 24th Ann. Electronic Entertainment Expo

July 2016 • Vol. 22 • Issue 4

Susan Reuter

[ ALSO IN THIS ISSUE ]

Enlightenment and The Tough Questions: Tolerance in the Trade Laura Fee and Show Industry Mary Kilda US $6 CAN $8

Susan Reuter – Having Her Cake and Eating it, too

Having her Cake and Eating it, too

EXHIBITCITYNEWS.COM

Left to right: Priscilla Pineiro, Kathleen Lopez, Tina Del Fiacco (seated), Kristi Lawrence, Jaime Lynn Herand (seated), Joan Krumsee, Kate Kincaid, Natalie Whited.

Cobo Center’s Mary Klida

20-22

Eagle Management’s Laura Fee

10 Tough Questions

Cover Story

34 10 Tough Questions

Breaking the Glass Ceiling

The Women of Orbus

EDPA Enters a New Era

Columns

Jeff Provost launches PRO Management

As the Saw Turns

Reaching Customers on 18 Wheels

Not All Who Wander Are Lost

Fortinet delivers personalized marketing

Emerald City with a Violet Crown

About Tension Fabric Recycling

Helping to preserve our natural resources

Employment Strategy Corner

Employees are Valuable

Central States Pensions in Danger

The Green Peice

Withdrawal Liability - The Unthinkable

International The Mixed Economy and the IFES

AIPC Reconciling the “Odd Couple”

In this Issue 10 57 62 69 70 74 78 81 88 94

The Snapshot Giving Back: Sho-Link Conv. Center Spotlight Education: Octanorm People on the Move The DEAL: Orlando, Florida Exhibit City Puzzler Regional Show Calendar Classified Ads Service Guide

Corporate Q & A 44

Tectonics’ Tony Helfman 6 JULY 2016 Exhibit City News

CISCO AND IMB TEAM-UP

IFES World Summit 2016 Connecting the East with the West

Int’l Events Install Added Security Terrorism on the Rise

Inaugural Global Exhibitions Day Organizers hail its success

How to Clean a Convention Ctr. It’s a tough job, but somebody has to do it

Corp. Sustainability & Resposibility Contributing to future generations

PUBLISHER’S WORDS

Greetings to readers (and women) everywhere!

hile we here at ECN have tried through the years to keep a neutral stance on political items — we’ve been highlighting “Women in the Industry” for some 20+ years — one thing has become strikingly apparent… the glass ceiling, the issue as we knew it in the ’70s and ’80s, is gone. I’m not saying that “all is equal” and “we no longer need to follow it as an issue.” But the pay gap has drastically diminished (male & female union workers make the exact same scale) and an increasing number of management positions are being held by women. As some of the great content put together by Arthur Bloberger, our associate editor, points out, “There are still certain types of professions and industry segments that still are proportionally out of balance when it comes to the sexes. Those segments, however, are very few and becoming fewer.” It is interesting to note that over our 22+ years of covering our niche industry, ECN has highlighted more than 300 of our industry’s brightest and most in-

Don Svehla | Publisher

CSAL

CONVENTION SERVICES ASSOCIATION

AS VEGAS

8 JULY 2016 Exhibit City News

teresting women, from powerful leaders responsible for hundreds of employees to shop workers and point of contact show floor workers in the field. On behalf of the entire ECN staff (many of whom are women), join us in saluting all the women that work in our industry. In addition to our tribute to women, this issue is packed with informative and exciting content on the companies that make up our industry… and “YOU,” the people that make it all happen! Be sure not to miss our Q&A with Tectonics’ Tony Helfman. Tony is an expert in his field and comes from a family of fabric pioneers (p. 44). Plus, Amber Johnson reports on the successful staging of the Inaugural Global Exhibitions Day (p.60); and, also on the international side, Larry Kulchawik, provides coverage of the recent meeting of IFES in Istanbul, Turkey (p.54). Wishing everyone a safe and happy Independence Day Weekend and summer. See you on the showfloor somewhere soon!

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

Editorial EDITOR Arthur J. Bloberger 702-309-8023 ext.103 ArthurB@exhibitcitynews.com ART DIRECTOR Thomas Speak Tom@Speak-Design.com COLUMNISTS Haley Freeman Phillip H. Kemper Larry Kulchawik Jim Obermeyer CONTRIBUTING WRITERS Jessica Ablamsky Kathy Anaya Greg Cross William Daniels Geoff Donaghy Pat Friedlander Pauld Holloway Amber Johnson Larry Kulchawik Lesley Martin Joe Matranga Allison Pocewicz

Sales DIRECTOR OF SALES Kathy Anaya 702-309-8023 ext. 105 KathyA@exhibitcitynews.com ACCOUNT EXECUTIVE Shane Levin 702-309-8023 ext. 1010 ShaneL@exhibitcitynews.com CIRCULATION Nancy Castino 702-309-8023 ext. 100 Subscribe@exhibitcitynews.com

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THE SNAPSHOT

Barcelona International Convention Centre Photo courtesy of Centre Convencions Internacional de Barcelona Location: Barcelona, Catalonia, Spain Year opened: 2004 Total floor space: 721,200 square feet Major events held: The Centre Convencions Internacional de Barcelona has been the stage of many major national and international events, including the Euro-Mediterranean Summit of Heads of State, the World Conservation Congress and the Congress of Cardiology EuroPCR. Fun Facts: The CCIB was designed by architect Josep Lluís Mateo. Said Mateo, “I have gone back to loving the precision of iron: normal, but monstrous, banal but not domestic, superhuman. The mega structure is seen proudly in the PLUS! East façade, opposite the elegant Where to eat, neighboring triangle. The bones sleep and play are covered in the rest of the near CCIB on building.” p. 62 Send in your show floor and convention center snapshots to newsdesk@ exhibitcitynews.com.

ExhibitCityNews.com JULY 2016 11

COLUMN As the Saw Turns

Not All Who Wander Are Lost “I find holy redemption when I put this car in drive, roll the windows down and turn up the dial.” – Maren Morris, “My Church”

get her car out to her from St. Louis? That’s when I made the offer: to pay for several nights in cheap motels and two oneway return flights from LA, and my son and I would drive the car out to her. ometimes a song We decided to follow comes on the the old Route 66 all radio at just the the way. Through right moment. The countless small towns first time I heard and grand vistas, we this one was in the experienced travel the By Jim Obermeyer car headed from the way my parents did – NRA show in Louisville to a on the old blue highways. We weekend escape at Lake of the stopped at the Big Texan in Ozarks in central Missouri. I Amarillo, but didn’t bite on the immediately grabbed it off offer of a free meal if we could iTunes and listened to it sever- finish the 72-ounce steak. al more times. We saw the Tee Pee CuIt’s summer, and my wanrio Shop in Tucumcari, the dering thoughts at this time El Rancho Hotel in Gallup, of year always seem to turn a forest fire near Flagstaff to the road. and the Roadkill Café in A few years ago, a buddy Seligman. We “stood on the called me seeking help with corner in Winslow, Arizogetting a car delivered to his na,” and “passed through daughter, who had just started Kingman, Barstow and San school at UCLA. How could he Bernardino.” And we doc-

CONCERTS CONVENTIONS DINING ENTERTAINMENT DISTRICT SHOPPING SPORTING EVENTS

12 JULY 2016 Exhibit City News

umented the entire trip and presented Doug and his daughter with a scrapbook of the journey of their car. The real memories, however, live on with me and my son. As a child, I have vivid memories of the quintessential summer vacations we used to take. My brother and me in the back seat of the car as my dad would lead us off on two weeks of exploration. Those trips introduced me to people and places that would pull at me forevermore – drawing me to the road whenever I had the chance. I remember the story my dad told of hitchhiking from Decatur, Illinois, to Seattle, Washington, to visit his brother after they both were discharged from the service. Some of the people he met along that journey became lifelong friends; we visited them on our family vacations years later. I have carried on something he started as a young man. In my home study is a large US map, with pins in places I have stayed and lines on roads driven. These lines and pins include 47 of 50 states (Alaska, Hawaii and North Dakota…) and parts of Canada and Mexico. But more than lines and pins, it is a visual reminder of the opportunities I’ve had to experience the places and faces along literally tens of thousands of miles of American roads. Working in an industry that requires a fair amount of travel has definitely fed

my hunger for the road. Early on in my career I worked with guys that would take their per diem money, go buy a loaf of bread and peanut butter and jelly and hang out in their hotel rooms, pocketing the money. I couldn’t do it. There was always somewhere or something I wanted to see. When planning a trip, my first choice will always be to drive. For three years, one of my salesmen and I would fly out to attend Exhibitor Show and then drive back to St. Louis from Las Vegas. There were only two rules: (1) no interstate highways and (2) stop whenever we saw something interesting. These trips were the realization of the words on one of my favorite t-shirts: “Not all who wander are lost”. Most people would not consider just jumping into a car and going for a drive to be a reasonable recreational option. And I know everyone is always too busy or always has some reason to be in a hurry to get where they’re going in a fast-paced world. That’s all the more reason to take time out; just get out and experience the open road. Leave technology at home. Roll the windows down. Turn up the dial. Go somewhere you’ve never been. Jim Obermeyer has been in the tradeshow industry 35 years, both as a corporate trade show manager and exhibit house owner. He is currently a vice president at Hamilton Exhibits and can be reached at jobermeyer@ hamilton-exhibits.com.

The Green Piece COLUMN

Emerald City with a Violet Crown

he sidewalks in Ausrette smoking is prohibited in tin, Texas, hum with a all public spaces, and the city proprietary fusion of has banned both the sale and indie-western rhythms, the use of plastic bags. sounds of hipster/cowboy In keeping with the comcollaborations. This shining munity’s strong social and emerald oasis situated on environmental ideals, the the Colorado River glows Austin Convention Center green with lush vegetahas also made sustion, but is hailed by tainability a primary locals as the City of concern. This Leadthe Violet Crown for ership in Energy the violet blush of and Environmental the surrounding hills Design gold certified By Haley Freeman after winter sunsets. facility is constructIt is a regal old capital that ed of locally-sourced mateboasts a progressive culture rials and spans six downtown and a well-cultivated social city blocks, with exhibit and conscience. In this little meeting space totaling nearly utopia, human, cultural and 400,000 square feet (246,097 natural assets are treasured square feet of column-free and nurtured. exhibit space is divisible into In 2012, the city adopted five contiguous halls). the Imagine Austin camThe ACC employs a whole paign, positioning Austin as team of experts whose job “a beacon of sustainability, is to maintain and enhance social equity and economic their LEED gold status, inopportunity; where diversity cluding a LEED AP (accredand creativity are celebrated; ited professional), a CEM where community needs and (certified energy manager), values are recognized; where and master electricians. The leadership comes from its Austin Convention Center citizens and where the neGreen Team Committee has cessities of life are affordable also pioneered a departand accessible to all.” Austin’s mental climate protection Office of Sustainability is plan in conjunction with the striving to achieve net-zero Austin Climate Protection community-wide greenhouse Program, in order to reduce gas emissions by 2050. Cigaits carbon footprint and

help the City meet its overall carbon neutral goal. The ACC is implementing best sustainable practices throughout its facilities. Indoor environmental quality is ensured through zero-emission, recycled carpeting; green cleaning practices; energy-efficient lighting systems; and low decibel equipment. A facility-wide compost, reuse, recycle program diverts 70 percent of all waste from landfill. The ACC is powered by 100 percent renewable energy through Austin Energy’s Green Choice Program and the facility’s two photovoltaic arrays. The ACC is also helping to advance green energy technology by participating in a pilot test of a new PV solar inverter in partnership with Austin Energy and Ideal Power Converters. The ACC hosts some of the world’s largest trade shows in a facility that is both beautiful and one of the most technologically advanced centers in the nation, where voice, video and data move at more than one billion bits per second. Austin-Bergstrom International Airport is only eight miles away, and the facility is surrounded by world-class hotels and a walkable downtown that boasts more than 250 live

It is a regal old capital that boasts a progressive culture and a well-cultivated social conscience. music venues that are jumping every night of the week. Riverfront parks offer miles of outdoor recreation and unique destinations for team building activities. In 2015, officials announced plans to significantly expand the ACC, doubling its meeting space and adding a threeblock-long rooftop park and additional hotel rooms. This emerald city offers conventioneers a magical synthesis of culture, cuisine and commerce, while protecting and honoring its natural resources.

Green Quote: Austin was named for the “Father of Texas” and the republic’s first secretary of state, Stephen F. Austin. The city’s determination to raise the quality of life for all of its

citizens can be traced back to Austin, who said, “A nation can only be free, happy, and great in proportion to the virtue and intelligence of the people.” ExhibitCityNews.com JULY 2016 13

TECHNOLOGY

ShowNets Begets Sky High Wi-Fi for E3, You See

by Exhibit City News

or a trio of days this past June, 52,000 attendees stormed 270 exhibitors at the 24th annual Electronic Entertainment Expo held at the Los Angeles Convention Center. It was Atlanta-based showNets’ 18th year of bringing what is a pivotal service to the show – that of a seemingly seamless wireless network designed to support the high density of those 52,000 attendees, each with likely more than one WiFi capable device, as well as the nearly 300 exhibitors. Shownets is a leading provider in this new technology service category, now known as public-venue connectivity, which entails design, engineering, installation and operation of customized (but temporary) enterprise networks for trade shows, conventions, company meetings and other large events. How important is it? Mind-bogglingly important. Just think of the countless numbers of posts, tweets, bloggings, uploads, downloads, demos, photos, audios, videos and the like that count on that WiFi network. Communication is key for any successful event. In fact, it takes a total of 45 showNets technicians just to install, test and support the more than 200 ex14 JULY 2016 Exhibit City News

hibitor, press and streaming networks. A year-long process (they’re already working on 2017) before it’s ready to roll to LA from San Jose (everything is on wheels) ready to install, the network cabling, hardware and supplies required alone fill three tractor trailers. (Interestingly enough, the amount of data that moves in and out of the showNets E3 network at LACC, measured in Terrabytes, would fill 50 tractor trailers if it was all printed.) Then, a team of 52 showNets engineers and operations staff must be onsite in the LACC a full two weeks before normal “move in,” installing and testing an infrastructure of 150 miles of temporary fiber and copper cabling, as well as a Cisco network core that rivals the capabilities and capacity of some metropolitan cities – up more than 20 percent since last year. They are the first to arrive and last to leave, onsite for a full month, carefully placing switches, access points, antennae, monitoring equipment and more. And that includes designing in full redundancy, with at least two of every critical component included for a guaranteed 100 percent uptime. During the show, nine Cisco Certified Network Engineers work on-site in a

behind the scenes network control center monitoring and managing the network environment as exhibitors demoed their computer and mobile games and virtual reality products. IDG World Expo manages E3 for the Entertainment Software Association. “If the network goes down, the show goes down,” says IDG World Expo Vice President and General Manager Madeline Kruzel. But that hasn’t been a problem, and there have been a host of tweets that prove it, of which are few are shared here: @ReadySebbyGo: “The first time I came to E3 in 2009, you could barely publish words on the Wi-Fi. Things have changed;” @radical defect: “An incomplete list of things that aren’t as bad as I expected: - Our walk from the hotel to E3. - E3 Wi-Fi;” @ThePoquito: “The W-Fi at E3 is on point. Currently sitting on the most comfortable couch I could find;” @Reclvse: “Loved following the events of #E32016 so far (my best ever). The ‘free’ Wi-Fi has really been helpful;” and, @Token_Gaming: “I’m surprised the Wi-Fi is handing this crowd!?” Established in 1998, the family-run showNets has nearly 70 employees and works with major conference and exhibition management firms and large corporations. ShowNets provides custom-network solutions for six out of the top 10 trade shows listed in the Trade Show Executive’s Gold 100, including E3 and SalesForce’s Dreamforce.

Photo courtesy of E3Insider

ShowNets was responsible for the Wi-Fi in the LACC’s more than 700,000 square feet of exhibition space.

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COLUMN Employment Strategy Corner

Employees Are Valuable---Here’s How to Keep Them

mployees are expenis a “gift” to your employsive. Yes, they’re ees, rethink that. We get expensive to calls all the time from hire, compensate and disgruntled employees train. But they are the looking to make a job ones who drive your change. Many times company — not just By Philip H. Kemper their meager benefits your product, your package is just what technology or the market. Smart pushes them over the edge to managers know this. Further, start a job search. For example, many experts say that the true three weeks’ vacation from the cost of replacing an employee is start of employment is now just fully 50% of his annual salary. about standard issue. Today, I give you three simple Your benefits package should things to do that will go a long not only be a great recruiting way towards making sure that tool, it should be so robust your employees stay right where that it delights your employees you want them — with you! and keeps competitors from stealing your people. And, there Three Little Things That are many benefits that don’t Can Add Up To Big Things actually cost a lot of money but Right now I’d like to suggest will get you lots of loyalty in rethat you “keep it simple” and turn---benefits like: Employee do only three things with the of the Month designations with goal of retaining your employ- concert or athletic event tickets ees. As you move along, you as the prize---or preferred may discover other things. But company parking for longeveven if you do — right now ity seniority or outstanding stick to these three things. If performance recognition---or you do, you’ll go a long way a Friday bonus day off for a toward keeping those precious “suggestion box” winner. Make employee assets at your comthis an action item — review pany. And here they are: this with your HR specialist, or even ask your recruiter to 1. Have a Competitive find out what other companies Benefits Package are doing. Make changes right If your product or technoloaway if you’re not competitive. gy is state-of-the-art, but your benefits package hasn’t been 2. Compensate Your Emupdated in the past few years, ployees at Market Value you had best change that. If you When you hire a new emthink that your benefits package ployee, the market will pretty 18 JULY 2016 Exhibit City News

much determine what compensation you’ll have to pay. But what about the employee who has been with you for a long time? Do you know if his compensation is competitive with the market? In many cases, an employee’s job may have changed since he has been hired. Maybe he has taken on more responsibility, or maybe he has developed a long tenure with you. Whatever the reason, if you find out the compensation is not competitive, you had best change that immediately. One of the most frequent comments we hear when someone starts a job search is that he feels he is “not making what I’m worth.” And, sadly, many times they are right! 3. Just Say “Thank You” There are no words you can say that are more important than simply saying, “Thank you,” when a job has been well done. People leave their jobs when they think that what they do is not important to the

company, when they feel they are not valued and appreciated. And, people who are making competitive salaries will still leave their jobs when they don’t feel appreciated. Thank your employees often — in private and in public. Be sincere in your appreciation and in your words. If this “isn’t your style” or you feel awkward saying these words, practice in the mirror until you feel comfortable. Change your style. Do whatever you have to do to communicate your appreciation. As the Nike ad says, “Just Do It!” If you resolve to keep these three simple, yet important, practices, you will see satisfied employees who will make your company thrive! Philip Kemper is Founder/President of KemperAssociates, a 39-year-old Chicago-based national executive search firm. Phil can be contacted online at kemperassociates.org or kemperassoc@hotmail.com.

International COLUMN

The Mixed Economy and the IFES Concept for International Harmony

he Mixed Economy views and wishes of the smaller is a US social institucountries, but in some cases tion, but the concept is they do. Mutual harmony is shared by many other free achieved through respect and trade countries. The by following the agreed Mixed Economy is a principles set forth by human solution to the collective group. human problems. In the case of IFES Trade shows are also (International Federaa human solution to tion of Exhibition and By Larry Kulchawik human problems/ Event Services), the challenges. A Mixed Econoeconomic benefits of cooperamy is the marriage of private tion between nations requires capitalism and public opinrespect and leadership. ion that has created modern The new IFES President, prosperity. Governments need Voicu Sferdianu, is the perfect to support public opinion. This leader for the new one world allows private capitalism that economy. The larger country supports public opinion to members do not, and will not, grow and flourish. It then berule the federation. Voicu repcomes a win-win arrangement resents Romania and he does for both groups. not have an agenda about After the conclusion of the “correctness.” His mission is Second World War, the USA “fairness” and “harmony” for took a leadership role and all. IFES supports a network created a foundation for mutual of countries that work togetheconomic gains with its allies. er for the sake of the exhibitThis economic Pac could have ing corporations (clients) who not been achieved by individwork with their regional IFES ual countries acting on their exhibit supplier members. own with their own views on IFES has reached a point “economic correctness.” Jointly, where the strongest members the US and their allies created do not rule, but act coopera foundation and developed atively for the good of the a system of rules and world whole. They play a strong standards to achieve economic role to achieve a cooperative harmony in trade. This ecospirit, but do not force their nomic harmony is based on the will. IFES leadership requires premise that mutual responconstant management and imsibility does not automatically provement to raise the expectenforce itself. What is agreed to ed standards of engagement be “correct behavior” between among nations and to keep nations must be clear, accepted, their commitments between and followed by all. The views partners. When the system and interests of the larger coun- is working, the IFES stability tries should not overrule the and predictability it provides

encourages countries, suppliers and even competitors to adhere to these common principles and norms, because, in doing so, it is in their long term interest as a trusted partner in a one world economy. There will always be political, religious and cultural differences between nations, but when it comes to trade show marketing standards, the IFES partnerships serve to pave the way for exhibiting companies to succeed in spite of political and cultural differences. Each year, IFES conducts the IFES World Summit, as it did this year in Istanbul, Turkey, June 2-4. In recent months, the region has had its political challenges, but in spite of this, the show went on. Turkey offers meaningful opportunities in the world of trade show marketing and cannot be postponed for a better day. “The concept of IFES shows us how important it is to forgo national resentments in favor of a shared commitment to create together that which none of us can create alone. We do this regularly for our clients, and we do this, in part, for ourselves. It is a personally rewarding experience to expand our horizons, engage in new cultures and learn new approaches for business. The IFES 2016 World Summit will take place in a city that is like no other place in the world for a meeting between cultures,” said Voicu Sferdianu, IFES President.

In recent years, IFES has changed its bylaws as a federation to include both associations and individual exhibit supplier companies as members. This opened the door for more country diversity where country associations do not exist. To date, IFES now represents 42 countries who can contribute their local expertise to fellow IFES partners. Of the 42 countries, 12 country associations are also members. To qualify as a member, IFES has established many requirements. Each existing IFES member is asked to respond to new member applications with their experiences working with the new applicants. Upon granting membership, each new company partner is asked to sign an IFES Code of Conduct agreement. This agreement states that you agree to play fair, honor country differences, pay invoices on time, and do not solicit services directly to the exhibitors who were introduced by their IFES partner. The Code of Conduct is not an extensive legal document, but serves as a commitment of your word to follow a common understanding of fair business practices. In the event there is a disagreement among partners, IFES has established the Past Presidents Council, which acts to sort out differences and recommend fair solutions. IFES believes that accountability plays a role between members, since they are both partners and, at times, competitors. A spirit of cooperation and respect among counties is the key to IFES success between partners and its added value to the end user exhibitors. ExhibitCityNews.com JULY 2016 19

raph, t the

Sign Re-

WOMEN IN THE INDUSTRY

Breaking the Glass Ceiling The Women of Orbus:

Driving Growth & Success Courtesy of Orbus Exhibit & Display Group

rbus Exhibit & Display Group is the home of many female experts focused on their respective fields of work from accounting, graphic production, distribution to sales and marketing and more. The ladies featured here are just a sampling of the many instrumental women in leadership and unique roles that are key to Orbus’ success in providing excellent sales, marketing, graphics and product related services to its growing dealer network.

Jaime Lynn Herand

Vice President of Graphic Operations

Number of persons in her department/ that she manages: 113 Years of service with Orbus: 11.5 years

Jaime Herand leads worldwide graphics operations for the P3 Group of global exhibit and display companies out of Orbus’ Woodridge, Ill., facility. Since joining Orbus in January 2005, she has played an instrumental role in its growth to a market-leader in the display, exhibit, and event solutions industry. As a G7 professional, Herand leads Orbus’ annual G7 certification efforts. In addition to her leadership responsibilities at Orbus, she sits on the Specialty Graphics Imaging Association’s committees on Digital Textile and Décor and Graphics Production. Herand has been widely quoted in several print and digital publications, including Sign & Digital Graphics, Exhibit City News, Sign Builder Illustrated, Printing News, My Print Resource, and Digital Output. She holds a Bachelor of Science degree in Visual Communication from The Design School at Arizona State University.

20 JULY 2016 Exhibit City News

Natalie Whited

Vice President of Marketing

Number of persons in her department/ that she manages: 13 Years of service with Orbus: 6

Natalie Whited establishes and implements the marketing strategies for the company and its business divisions, Orbus, Origin, SignPro Systems and Nimlok. Whited oversees and directs the creation of web and print based display product marketing and sales tools and supportive materials consumed by the company, its dealer network and the end-customer. In addition, she and her team manage the company’s tradeshows, advertising, promotion, public relations, video and social media programs. Since joining the company in 2010, she has been a driving force in Orbus’ new product introductions, market penetration, reach and support of its dealer network with superior marketing tools and materials. Whited continuously strives to make Orbus the #1 exhibit and display provider in the industry. She holds a Bachelor of Arts degree in Business Communications from Trinity Christian College, where she graduated with honors.

Priscilla Pineiro Rental & Custom Exhibits Coordinator

Years of service with Orbus: 6

Priscilla Pineiro assists more than 50 sales representatives with rental component and kit inventory analysis to ensure the pipeline does not exceed rental asset inventory and that our dealer-partners receive the exhibit material on time. She manages and coordinates the return of all rental exhibit inventory with dealer-partners and the material inspections required to ensure good condition and preparedness for the next job. Pineiro works closely with Orbus’ exhibit set-up team, exhibit design team and project managers on all custom exhibit rental projects, ensuring that they run smoothly. Pineiro puts on many miles in Orbus’ expansive warehouse and, after a long day, enjoys binge-watching Grey’s Anatomy and cuddling with her two cats.

K ate K incaid Sales Floor Manager

Number of persons in her department/that she manages: 55 Years of service with Orbus: 11

Kate Kincaid’s top priority is to provide Orbus’ dealer-partners with the best possible experience. Whether it’s through the training she coordinates with the sales staff or post-sale support with the Client Services team, her hope is that every dealer finds working with Orbus is easy, fast and effective for his/her business. Since joining Orbus in 2005 as an entry level sales representative, she has worked in all facets of the sales department, understanding what the client needs, as well as how Orbus can deliver the solution. Kincaid holds a Bachelor of Science degree in Business from the Farmer School of Business at the Miami University of Ohio.

ORBUS EXHIBIT & DISPLAY GROUP AWARDED 2016 PREFERRED PARTNER OF THE YEAR By the Signworld Corporation Orbus Exhibit & Display Group, one of North America’s leading trade suppliers of display, exhibit and event solutions, is honored to announce that the company was recently named a 2016 Preferred Partner of the Year by the Signworld Corporation during their annual convention in Las Vegas, Nev. This is Orbus’ fourth consecutive year receiving the award, and seventh consecutive year receiving an accolade from the group. Previous years’ awards include outstanding customer service (2009) and supplier of the year (2011-2012). The awards are presented annually to vendor partners of the Signworld Corporation, and voted on by Signworld group owners. Awards are presented to vendors that provide high quality products and service to the group, in a variety of categories. “We are thankful to be honored as a valued vendor partner of the Signworld Group,” said Patrick Carrig, Director of Sales for Orbus, ”and we strive to continuously contribute to the growth of the owners within the group.” Orbus’ 2016 Preferred Partner of the Year award is proudly displayed in the company’s award gallery.

Continued on p. 22 @ExhibitCityNews

ExhibitCityNews.com JULY 2016 21

WOMEN IN THE INDUSTRY Continued from p. 21

K risti L awrence

K athleen Lopez

Shipping/Logistics Coordinator

Regional Sales Manager, Southeast Region

Years of service with Orbus: 1 year

Kristi Lawrence coordinates the booking and delivery of more than 500 exhibit and display freight shipments a month, as well as hundreds of messenger deliveries for the company. Lawrence is charged with maintaining strong relationships with many carrier vendors, problem-solving unexpected (many times weather-related) transportation issues and ensuring that the company provides its valued dealers with competitive rates and excellent service. Lawrence chose shipping and logistics as her career path and is fulfilled personally by investing her time in hobbies related to fashion, photography and rescuing pit bulls.

Tina Del Fiacco

Regional Sales Manager, West Coast Region

Number of persons in her department/ that she manages: 12 Years of service with Orbus: 8 years

Tina Del Fiacco’s role is to mentor and support the inside customer service team, the business development team and outside field representative team servicing the company’s dealers based in the West Coast. Del Fiacco and her team work alongside the marketing team to promote products and services and engage in many of the tradeshows in which the company participates. Del Fiacco is also chair of Orbus’ social committee and prides herself on planning employee-related fun-filled events encouraging a positive, motivational and forward-thinking environment.

Joan K rumsee

Director of Key Accounts

Years of service with Orbus: 10 years in Feb. 2017 Joan Krumsee oversees the company’s top tier of customers, the majority of which holds exclusive business agreements with Orbus. Joan works with dealer-partner executives and

22 JULY 2016 Exhibit City News

Number of persons in her department/that she manages: 13 Years of service with Orbus: 9

Kathleen Lopez’ role is to mentor and guide four levels of sales associates, focusing on all facets of the industry, from portable displays and custom modular exhibits to full customized exhibit solutions. With nearly 21 years of sales experience she knows there is no such thing as a “small client.” With a base of over 7,500 clients and prospects, Lopez prides herself with having a team that treats each and every client with the highest of customer service and support standards. Lopez and her husband live in the Chicagoland area with their children and three loving dogs. Their oldest son is also part of the Orbus family, and their youngest daughter aspires to join the team one day.

their teams to ensure they have the tools, solutions, service and support that they expect and deserve. Joan also cultivates a small group of prospective key accounts that shows great potential to become top customers, and works with the executives/decision-makers to integrate Orbus’ capabilities and increase sales. As a former educator and sales manager covering South America and Mexico, Krumsee’s approach to sales is purely educating the customers – the more you know, the more powerful you are! Krumsee is a key to the lifeblood of relationships that fuels good business. She lives in Mt. Prospect, Ill, with her husband, and has two children.

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WOMEN IN THE INDUSTRY

Susan Reuter – Having Her Cake and Eating it, too

Some might look at being a woman in the male-dominated show management world as a liability. But Susan Reuter sees it as a distinct advantage. By Amber Johnson

here was a time in the not-too-distant-past that scanning a room full of show management executives would have painted a predominately testosterone-infused picture of the exhibition industry. Narrow that group to the leadership of shows targeting historically male audiences such as automotive, tobacco, and science, and it’s likely the only women in the room were the ones bringing in coffee. It’s not that men were better @ExhibitCityNews

at running trade shows. It’s just that in the Mad Men-esque exhibition world of the past century, women were at home, well, making coffee, and baking cakes, and raising children. Their only place on the show floor for a very long time was draped over the hood of a Porsche in a bikini – not worrying their pretty heads with things like pitching ideas, measuring space, or marketing to male buyers. For Susan Reuter (photo above), the near absence of

women in the show management world never felt like a deterrent – more like a career-sized opportunity with little competition. No, she has never been on a show floor in a bikini, but she’s baked cakes – plenty of them – and Reuter thinks that, in concept, cakes and shows aren’t all that different. In fact, it was her feminine touch that gave Reuter an unlikely start towards the exhibition industry some three decades ago when, as

a newly single mother, she landed a job in one of the most male-dominated fields in history: selling insurance. Perhaps more of an experiment for the company than anything, she was one of just two women among 50 men in an office, and as a woman starting over in her late 30s, her success in that foray was anything but guaranteed. For her colleagues, the name of the game was getting in front of men and appealing to their sense of responsibility to their family in order to sell policies. But rather than join in lockstep, Reuter took a step backwards first to understand her audience. Once a homemaker herself, she knew that it was wives, not husbands, with the greatest emotional stake in that purchase, and so she broke from convention and directed her pitch toward women instead. Sitting across the kitchen table from housewives, Reuter found her footing as a saleswoman. She understood their needs and fears, and she talked heart-to-heart with them about how her insurance policies could help protect the family. By the end of her first year, her approach had vaulted Reuter to the No. 3 sales position in the company. “It was the first time as a single mother that I learned I had unlimited earning potential,” Reuter said. “It felt good and proves that it’s never too late to start over.” In her new-found success, Reuter was working day and night, which more than provided for her daughter’s needs but left Reuter no energy or time as a mother at home. She sent her daughter to boarding Continued on p. 26 ExhibitCityNews.com JULY 2016 25

Continued from p. 25 school to help neutralize her absence, but soon realized this was not the life she wanted. If she was going to be in sales, she reasoned, Reuter wanted to sell to business people who balanced work and home like she needed to. Though she had no experience in the world of exhibitions, Reuter’s sales acumen got her a position with Expocon Management Associates, where she took on the role of selling space for large exhibitions such as the International Licensing Show and the Sensors Expo. The normalized hours were perfect, but Reuter initially disliked the challenges of shifting to phone sales from face-to-face meetings. “It was definitely different than sitting across the table and looking into the wife’s eyes,” Reuter said. “Fortunately, I was selling good shows and that helped, though it was a big adjustment.” But what also helped, she said, is that she took the same initial step backwards that she had when selling insurance in order to understand what it was exactly that people needed.

Is the vapor produced by electronic cigarettes better or worse than regular smoking? There have been no long term studies to answer that question.

Of course her clients needed booth space at a show. But what they really needed was much more profound and subtle. They needed to know they were choosing the right show, that their money would be well invested for a return, and that they were working with a show management partner who was honest and cared about helping them meet their goals. Understanding and responding to

Through the glass lightly, a demonstration of Capmatic’s customized liquid packaging equipment.

26 JULY 2016 Exhibit City News

those needs made Reuter better able to build relationships with exhibitors, and that made them, Expocon, and herself all more successful. After a decade in that position, Reuter’s reputation in the show management industry had spread, and she was invited to work with a newly formed organization to manage its inaugural show. But doing so meant forming her own management company, something the homemaker Susan Reuter of two decades earlier probably couldn’t have imagined. But Susan Reuter the power communicator took the leap with a confident jump, landing right in the spare bedroom of her house. From there, she and a girlfriend built the framework for Reuter Exposition Services, launching themselves with Vision Expo, then branching to East and West versions of the show, and later acquiring the International Robotics Associa-

tion Show from a sister organization. And the company’s shows have only moved deeper into a traditionally male stronghold of events since, including Tobacco Plus Expo, Vapor Expo International, and the Cannabis World Congress Business Expo. If you ask Reuter about the perception of a gender imbalance in the show- and association-management sides of the exhibition industry, she will agree that during her career, there have been significantly more men than women seated around the leadership table. If you ask her if it has affected the success of Reuter Exposition Services, she will tell you it has, but in the best ways possible. Reuter does subscribe to the notion of differing gender abilities, just in a polar-opposite manner from those who would keep women in stilettos and aprons. She believes those Mad Men gender roles have in fact turned women into natural planners and

WOMEN IN THE INDUSTRY

Left to right, Nancy Re, Susan Reuter, Marilene Ramos and Katey Giammatteo.

masterful multi-taskers. “I think men are more natural delegators, but society has expected women to be better at having five balls in the air at one time and keeping them there,” Reuter said. “Kids, work, the house, the budget – and who throws the best parties, men or women?” she said. “Women are in a prime position to head up these management companies.” Indeed, thanks to her start as a small firm, Reuter learned how to wear every hat in a show management office well, and she understands the divide between what can be done inhouse and when expert labor is needed. She continues to work today with a very compact team of full-time staff who all happen to be women, she said, adding that it is more of a coincidence than a mindset. Even so, together they are trampling the misconception that there are gender barriers in the exhibition world. @ExhibitCityNews

Part of the company’s secret sauce is Marilene Ramos, an intern-turned-vice president of sales that Reuter considers indispensible. Reuter met Ramos more than 10 years ago when Gateway Community College asked if she would take on an intern from the school’s hospitality program. Ramos says she had no previous exposure to the exhibition industry at the time, but she knew that she loved planning the details that were essential to events. What she found after 12 months with Reuter was that planning plus executing shows was the perfect cocktail for her – it was her career diamond and she loved every facet of it. Ramos, who works on everything from marketing copy to space sales, is credited with shepherding Tobacco Expo onto the 2016 Trade Show Executive Fastest 50 list for growth in number of exhibits (4th), amount of net square feet (8th), and attendance

(22nd) – a trifecta of recognition that the women call the pinnacle of their success, other than, of course, their show contracts being renewed from one year to the next. And in an intensely competitive industry, renewals are never taken for granted, not for associations, their exhibitors, or the show’s attendees. “Year after year, we want everyone to know our show is where they should be,” Reuter said. “We walk around the show floor asking how it’s going, and we try to be polished and professional, offering nice seating areas and beautiful lounges. The little things you do to make exhibitors comfortable are the things they remember – other than that you brought them customers.” Reuter and Ramos are joined in the company’s Branford, Conn., office by sales managers Nancy Re and Katey Giammatteo, and all share the responsibility to ensure that those

renewals keep coming from all directions. In every instance, Reuter said, it involves stepping back, even for repeat shows, to understand its marketplace and how it can best be reached. “The outline of shows is very similar, but each has its own personality,” Reuter said. “Some attendees are more into technology, some are more social. Even within the same general industry, shows might need to be different to be effective.” To keep shows fresh, the staff indulges in a brainstorming process that has produced some off-the-wall but intensely effective sponsorship opportunities, Ramos said, and it shares a strong synergy – a la Susan Reuter – that focuses on building relationships with clients that start on the phone and carry over to the show floor. Reuter’s small core staff takes on an extraordinary amount of responsibility to put on shows that serve from dozens to hundreds of exhibitors. But well aware of the toll a poor work-life balance has, Reuter maintains an office environment governed by a judicious work plan that sends staffers home to their respective families at the end of the day. In the office, however, the process of getting to that show floor is very much like baking a cake over and over, Reuter mused, one that needs a lot of ingredients folded together to create a sweet reward. In light of recent kudos for running one of the industry’s fastest growing shows, however, the company may have passed the ultimate taste test, proving it has indeed discovered the recipe for trade show success. ExhibitCityNews.com JULY 2016 27

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WOMEN IN THE INDUSTRY

Women in the Industry

10 Tough Questions - Mary Klida By Exhibit City News

enior Marketing and Communications Manager Mary Klida comes to the Cobo Center from Smart City Networks, where she served as marketing manager for the event center technology supplier. During her tenure at Smart City, she implemented their branding campaign in media, marketing and public relations, oversaw all content creation and message strategy and wrote and published technology news campaigns. Mrs. Klida is responsible for developing the Cobo Center brand, overseeing digital asset optimization, including digital signage operations, developing partnership opportunities, social media marketing development, newsletter development and Cobo’s public relations messaging and marketing campaigns. She designed a Special Major while at Southern Illinois University in the College of Liberal Arts, and has certifications from the Stephen Covey Leadership Institute and Illinois Prevention Resource Center in leadership, community organization and staff management. What has it meant or what does it mean, if you still perceive it to be so, to be a woman in a male dominated industry? I think every industry and many groups have people who mistake kindness for weakness and feel compelled to dominate others. This facet of human nature creates different social structures within different cultural norms. My mother was a lieutenant in the army during World War II and her job was to fix electrical systems on aircraft. After the war, she enrolled in Iowa State University to pursue an engineering degree and was quickly told that women were not allowed to do so. She received her degree in Household Engineering. Two decades later, she was one of 30 JULY 2016 Exhibit City News

the first women in the US to get a credit card under her own name and had to hire an attorney to do so. Racial and gender equality are complex issues being resolved differently today in various countries and cultures. I have been the only woman in the boardroom, and did my time researching and learning the fine arts of communication and argument out of necessity. I’ve also had several key men and women in my professional career that were kind enough to give me opportunities that proved beneficial for everyone. I can’t say that I have ever been denied anything based on my gender, just treated differently by individuals who didn’t seem to

know any better. I never take it personally. I once had a Chief of Police ask me why I wasn’t home baking cookies. I told him that he may be encouraged to know I did just that last Saturday with my children, and offered to send some to his office. (My Snickerdoodles have always been the best.) Then we got on with business. I think the most important thing that we can do for ourselves is choose our professional opportunities wisely, making sure we are surrounding ourselves with others capable of compassion, kindness, integrity, vision and passion. If we can do that, the rest becomes small stuff to deal with graciously in the moment and move on.

Have opportunities increased, decreased, or stayed the same, as the longtime “old boys club” have begun to retire? I’ve followed the careers of industry greats (women and men) like Carol Wallace, Jan Addison, Kerry Painter, Thom Connors and Larry Perkins with a great deal of awe and respect for all they have achieved. I’m encouraged to see the number of women on executive teams increasing and, at the same time, am grateful to the men and women who, along the way in my professional career, took the time to encourage and give me a boost, while providing the archetypical profiles in leadership that I carry with me. It is extremely important that we continue to do that for promising women

who are up and coming in the industry. It makes the industry stronger for everyone. What challenges do women face in the trade show industry? Work/life balance seems to be to be the biggest challenge in the event industry, especially for women with children still at home and, often at the same time, parents at home. Travel schedules dictate out of the box communication methods, not only with children, but schools, doctors, coaches, and caretakers, when challenges arise at home in our absence. The rhythm of marriages changes too, with double income couples trying to find work schedules that complement each other and enhance the relationship. The show must go on and priorities can be difficult to juggle. Is there a particular challenge that you had to deal with, not necessarily gender related, and how did you overcome it? I had a stretch of six years when my children were attending universities in two different states and my travel schedule for work was somewhere around half the time. I learned to fall asleep as soon as I was comfortably seated on an airplane, and wake up when the door opened for disembarking. I learned to do whatever it took to always be there for my children in the most important moments of their lives. I learned how to include my family in my work life as much as possible, sharing success and providing the model pathway for work ethic and professional growth. I learned that introducing my children to my colleagues and @ExhibitCityNews

providing them opportunities to develop relationships with the people that I considered to be real leaders, taught them much more than I could have taught them alone. What advice would you care to give to women who enter this field in the future? Be adventurous, be smart, be open, be flexible, seize the opportunities, and help others along the way. Are there any benefits to being a female in the industry? I think every aspect of life holds unique advantages for women. Our job is to uncover them, make the most of them, share them and enjoy them. Is there still a wage gap as in so many other fields, or has that been bridged? Pay inequity is no joke, and I admire women like Robin Wright Penn who are in a position to have a global audience to take a stand for equal rights. I think one of the smartest professional moves that anyone can make is to take a stand for professional equality no matter what the issue: race; gender; age; pay. This kind of action lifts everyone up. I’ve been fortunate enough in my professional life to have the opportunity to negotiate job offers based on talent and pay based on experience and work/ life balance. Time for family has always been top priority for me, and that balance is a challenge we all face. All of my jobs were custom packaged for me, so I’ve never had the luxury of being able to compare my salary with any kind of range. But I find pay

negotiation to be critical professionally, and think it should never be entered into lightly. What do you foresee and also hope to see for female tradeshow professionals in the future? Convention centers are the heartbeat of each city, an economic engine that generates jobs and stimulates the economy. The way we deliver services will certainly change with advances in transportation, technology, and sustainability. Our rapidly changing methods of communication affect our professional relations and personal lives. They are also changing the way we relate and deliver services to customers. My hope is that everyone can jump the curve quickly and efficiently. The changes are inevitable and also wonderful, so let’s enjoy them. Don’t let gender, culture, age or anything else be a limitation standing in the way. What exciting project or projects are you working on at the Cobo Center that you’d like to talk about? This year, Cobo Center is sweeping up the dust from its five-year, $279 million renovation with fresh architecture, technology, sustainability and leadership. During that time, the City of Detroit emerged from bankruptcy with an unrivaled resilience. Businesses and area attractions are springing up all over. The energy is exciting and palpable. It is an extraordinary experience to be a small part of the transformation and see the creative culture emerge and thrive. Every day in Cobo, customers are marveling at the change

“I think

every aspect of life holds unique advantages for women.

”

and discovering the advantages of this site to their events. You have to see it to believe it, and I highly recommend it. When you are not helping to break the glass ceiling, what do you do for fun & relaxation? Hobbies? I am a writer, currently working on a few different projects, and my volunteer hours for the past several years have been directed solely to helping other people write and publish. I’m occasionally invited to book clubs where members have read my work and would like to discuss it with me, either locally or by Skype. Connecting directly with my readers is always a unique and wonderful experience. I have an amazing husband, two great kids, grandchildren, a big garden and a great life, no complaints. I’m deeply grateful for opportunities like the one you’ve given me in this interview. Thanks very much. ExhibitCityNews.com JULY 2016 31

WOMEN IN THE INDUSTRY

Women in the Industry

10 Tough Questions - Laura Fee By Exhibit City News

aura Marzella Fee is the VP of Sales & Marketing for Eagle Management Group, Inc., a full service exhibitor appointed contractor with national and global capabilities. With her expertise in national labor management, Laura offers over thirty years’ experience in the Trade Show & Event Industry. To remain current with industry trends, Laura continues her education by attending industry meetings and seminars. She is an active member of and has been an invited speaker at the EDPA’s annual meeting, Exhibitor Show, HCEA’s annual meeting, as well as other industry and client events. Laura has served on the Board of Directors for EDPA since 2006. She is a graduate of Miami University of Ohio, with a Bachelor of Science Degree in Marketing. She resides in Ohio with her husband Ron and daughter Nicolette.

34 JULY 2016 Exhibit City News

What has it meant or what does it mean, if you still perceive it to be so, to be a woman in a male dominated industry? When I started in the industry 30 years ago, it was a male dominated industry and it definitely felt like there was a “good old boys club.” But I truly believe that today, it’s the polar opposite. For the tradeshow industry, in general, I think that women are equal. And in some cases there are even more women, such as with exhibit managers. Many of my exhibit house clients are females too. It seems like I work with more women today than I do men, which is a change. If you’re talking specifically about the labor side, which is my field of expertise, as a labor management company – there are several female account executives and account managers. However, the workers on the show floor are still predominantly male. And I do not think it is for any other reason except that more men seem to gravitate toward the trades than women. But even there we are seeing more and more women today. It’s funny, too, because in some locations, you rarely see women, while in others, you see a lot. I honestly do not see what I saw back in the day. Today, it’s much more professional, very equal. Have opportunities increased, decreased, or stayed the same, as the longtime “old boys club” have begun to retire? Obviously, they’ve increased. I’m seeing more female owners both with

exhibit houses and labor companies. In our company, our corporate office is 90 percent female. Our Chicago city manager is a woman; she runs the entire Chicago operation. I think that’s a true testament to changes in the industry in general, because Chicago’s a very strong union town. It’s one of those cities where you have to work with several unions, i.e., carpenters, decorators, electricians, plumbers – you name it. It’s extremely union dominated and we have a woman running that location for us and she’s very well respected – in McCormick Place, and by our competitors. What challenges do women face in the trade show industry? There are so many facets to our industry; I would say the challenges women face depend on what part of the industry they’re in. For example, if I was working on the show floor as a laborer, I would probably run into more challenges than I do on the sales side. Today, I still have customers that say, “Please don’t put any women on my crew.” It’s not because they don’t like women – many of them are women themselves. I feel it is because women are perceived as not being as strong as men, the exhibit properties are heavy, and the concern is that they’re going to get hurt. There’s this perception that women are more fragile then men, so they seem to have more proving to do. On the other side, when I first came into the industry, I was predominantly reaching out to male exhibit managers, as

well as male account executives at the varying exhibit houses. Today, it seems to be the opposite. Look, we have a woman running for president of the United States! The world is changing.

heaven, so there hasn’t been challenges other than the every-day leadership challenges that anyone would have, like learning how to manage your team or working with someone who really needs help.

Is there a particular challenge that you had to deal with, not necessarily gender related, and how did you overcome it? Back when I first started, and there were gender issues, I wasn’t always taken seriously. I might give a recommendation on how something should be assembled, or if it wasn’t working the way they were trying it, I’d give a suggestion, “Well, why don’t we try this?” And the immediate reaction was, “That’s not going to work.” Knowing that it would, I would reach out to one of my male colleagues and say, “There’s an issue in this booth and the crew is not accepting my ideas, I am thinking because I’m a female. But if you go over there and tell them that this is going to work, I bet they’ll listen.” So they would, and it would be like a light bulb going off, as if they had never heard of that idea. Then they would do it, and it would work. Back in the day, it seemed if you were a female, you just didn’t know what you were talking about on the show floor. And that is so completely the opposite today. I’ve been extremely blessed; when I joined Eagle Management Group 26 years ago, they pretty much gave me the reigns to do my thing and I helped the company grow. Because of that, they respected me and I respected them. It truly was a match made in

What advice would you care to give to women who enter this field in the future?

@ExhibitCityNews

are still considered a minority. However, I really think the benefit is who you are, male or female, how you portray yourself and how people perceive you are key to success. If you have a good work ethic and you’re well-respected, I think that’s what’s going to set you apart, no matter the gender.

“There are so many

opportunities; don’t be afraid to go after whatever you want.

”

Honestly, in our industry, my advice would be that the sky’s the limit. Because, even though it’s such a small community, it’s actually huge. There are so many opportunities; don’t be afraid to go after whatever you want. Are there any benefits to being a female in the industry? I don’t know that there is. I suppose if you’re an owner, there may be the benefit of being women-owned. There are companies that want/ need to make sure that they have the right distribution of vendors – they may need a certain percentage of minority vendors, etc. So it can certainly open doors for companies because women

Is there still a wage gap as in so many other fields, or has that been bridged? Based on my experience with Eagle Management Group, it’s definitely been bridged. It appears that most labor companies pay their people the same, whether or not they are male or female, depending on their position and/or seniority within the company. Going back to the fact that we employ a ton of union people, the rate of pay is what it is because it’s based on union scale, it doesn’t make a difference if you’re male or female. Overall it seems to me, in our industry, that the wage gap has been bridged, but I can only speak for Eagle.

What do you foresee and also hope to see for female tradeshow professionals in the future? Basically one sentence: I see more women owners and more women in higher positions, because it’s already happening. What exciting project or projects are you working on at Eagle Management that you’d like to talk about? We are working on so many projects that it’s crazy. The diversity of shows & events is truly amazing. Our business used to be cyclical but not anymore, we’re busy all year ’round. We’re doing more and more private events too. One of the things Eagle is currently focusing on is bringing more youth into our workforce. It is extremely important for our company, in order to truly meet the needs of our clients. When you are not helping to break the glass ceiling, what do you do for fun & relaxation? Hobbies? When I’m not at work or being mom to my daughter and her 30,000 friends, I love to curl up and read good mystery or romance novel - I’m a hopeless romantic. With all the time we have to spend away from our families due to the nature of our industry, I can honestly say my most favorite thing to do is to just spend time with my family. Our daughter just finished her first year of college, so we’re working on the whole empty nest thing. My husband and I are dating again, so that’s fun too! ExhibitCityNews.com JULY 2016 35

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WOMEN IN THE INDUSTRY

Women & Diversity

Englightenment and Tolerance in the Tradeshow Industry By Lesley Martin

Climbing the corporate ladder With roots in the construction trades, through most of the 1990s the majority of exhibit house owners, managers, and workers were men. Back then, the generations in the workforce thought in terms of building a lifelong career at one or two organizations, in which the promotion track was an invisible ladder for employees to move up, down, or get off as they advanced in their careers. White men traditionally held leadership positions, thus creating a cycle of white men promotions while equally-qualified women and minorities seemed to hit a glass ceiling, where they stayed on the same rung as they watched their white male counterparts continue climbing. Interestingly, at the same time, the relationship between agency builder and the client was mostly as a tactical supplier, rather than a strategic partner. World Wide Web turns ladders into jungle gyms Huge technological advancements in the 1990s opened communication and created opportunities that transformed the way we do business. People found and formed new connections across the globe using the internet, giving talented employees who were stuck climbing the ladder a virtual web to swing to the next company, turning the ladders into jungle gyms.1 Geeky 20-somethings started revolutions from their garages, becoming millionaires sport@ExhibitCityNews

ing blue jeans and not black suits. In turn, businesses began seeking people who were smart and capable, rather than hiring based on subjective standards of who fit in, and the workplace became more diverse. Clients drive change As the emphasis changed, exhibit house builders enhanced their offerings

Cyndi Davis

and tradeshows themselves became more complex. Service and relationship-building became more important, allowing women to take more strategic roles in the industry. “Any exhibit house can build booths – but the booth’s management, appearance, and client communication opened opportunities for women to excel,” said Corinna Chan, Client Services director at Access TCA, a woman of Asian-descent who has worked in the industry for more than 20 years. As clients built closer relationships with their agencies, they began seeking partners that reflected their own culture. “In many cases, our clients have pushed their partners to the place of enlightenment and tolerance,” said Cyndi Davis, SVP/ managing director at Jack Morton. “RFPs began to come in, demanding to know a company’s beliefs related to diversity and asking for proof that the potential partner invested in diversity and inclusion.” When leading client brands linked profits to tolerance by awarding RFPs to builders who demonstrated inclusion, the industry “wised-up fast.” Creativity thrives in diversity Cyndi has worked in the tradeshow industry for over 25 years and been professionally open about identifying as a lesbian since day one. Possessing a strong work ethic, Cyndi worked at companies that awarded employees based on merit, where “if you deliver, Continued on p. 38 ExhibitCityNews.com JULY 2016 37

WOMEN IN THE INDUSTRY Continued from p. 37 you thrive – and I made sure I delivered.” In the creative fields, professionals are hired to understand an audience mindset and create an experience that resonates so profoundly that it spurs action. Cyndi, who has spent the bulk of her career at experiential agencies, said that, “Conceptualizing those experience solutions requires a deep understanding of the marketplace, the consumer, the B2B professional. To achieve that, our agency must be representative and empathetic of those communities.” When the creative team is comprised of people from all walks of life, their group is able to find fresh perspectives and the individuals are able to learn from and teach each other along the way. “It makes the work resonate, it makes the work better, it makes us more valuable to our clients,” said Cyndi. Hilary Howes, vice president of Encore Décor Inc., agrees that the creative professions are more welcoming of diversity. Hilary, having been identified as male at birth, transitioned to live as a woman by midlife, and has had considerable success in the industry. In fact, Hilary made the Women to Watch list by Event Design in 2006. However, some of Hilary’s transgender friends in other industries have not had as much professional success post-transition. One friend was an award-winning auto mechanic as a male, but could not find work after transitioning to female. The lack of tolerance had such an impact that she switched careers to become a massage therapist. From Hilary’s face, clothing, 38 JULY 2016 Exhibit City News

and practiced style of communication, people don’t usually recognize that she is transgender. She has what transgender community calls “passing privilege,” meaning that people accept her as a woman. “The downside,” said Hilary, “is that I’m now subject to the same misogyny women have always faced.” Misogyny is the strongest underlying current In fact, all the women interviewed for this article mentioned that more than racism or homophobia, their professional hurdles stem from misogyny. Defined as ingrained prejudice against women, misogynist attitudes and behaviors lead to the discrediting of women’s abilities and authority. Misogyny is especially strong in the fields of math and science, where men traditionally lead. Hilary has the fascinating perspective of having experienced the workplace as both a man and woman. Even though she has a strong technical background, Hilary said that her engineering skills are often discounted since becoming a woman. At the time of her transition, she owned a chain of 1-hour photo stores and was proficient in the technicalities of photography and film development. She was helping one of her regular customers, who had known Hilary as a man and now as a woman, with the technicalities of film development when the customer interrupted and asked if she could talk to “one of the guys in the back” instead. Even though the customer had Corinna Chan

“The

downside,” said Hilary, “is that I’m now subject to the same misogyny women have always faced.

”

known that Hilary trained the “guys in the back,” she was echoing a deep gender bias that women aren’t technical. Earlier in her career, Corinna Chan, Client Services Director at Access TCA, worked with a mostly male production crew that often overlooked her ideas for technical solutions in meetings. To help her ideas be readily accepted, Corinna developed a strategy to disclose her ideas to a male counterpart before the meetings so that he delivered her ideas to the other men. Even though she knew she wouldn’t be given credit for the idea, for Corinna, championing the success of her client by developing a way around barriers was her top priority. Who’s “bossy” anyway? Children are taught gender norms, like that little girls should be supportive caregivers and little boys should be leaders, that are reinforced throughout their lives. A woman who challenges these norms and excels in her job will hear remarks from both men and women that she is “too aggressive,” “difficult,” “cold,” or

the infamous “bossy.” Fearing negative reactions to their ambition, women tend to temper their professional goals and take an approach that asks for permission, rather than being direct about what they want and deserve. Ken Auletta, writer for the New Yorker, observed that “selfdoubt becomes a form of self-defense” for women in the business world. That is, women learn to downplay their abilities to protect themselves from being disliked.2 Early in her career, Corinna felt that she wasn’t taken seriously, but became “more tenacious about my ideas and beliefs” as she became more confident in her skills. From her strong voice to her boisterous laugh, Corinna has been called “bossy” and challenges the stereotype that Asian women are demure, respectful and quiet. “I’m the opposite of that – it’s natural for me to be directive,” said Corinna. Although Hilary “never had a man’s mind,” she was raised as a male and taught male gender norms. “Men tend to expect to get what they want,” said Hilary. “Very often their language is, ‘You can trust me on this, this is the way things are,’” which is a frame of mind that helps Hilary in negotiations. “It is very easy to see me as ‘bossy,” which is celebrated now, but wasn’t as cool back in the ’90s.” Climbing to the top of the jungle gym From years of braving challenges and taking on stretch assignments, women are now recognized for their contribu@ExhibitCityNews

On the couch, Hillary Howes (center), wife Celestine Ranney-Howes (left) and daughter Alithea Howes (right).

tions and inherent abilities in the tradeshow industry, especially when it comes to building relationships and managing details. However, as a whole, women tend to approach their work from a career perspective, rather than a business perspective like men do. They tend to worry about what others think of them, rather than what drives results. Cyndi, who stresses that delivering business results for clients changed the industry from tactical “do-and-deliver” to strategic partners, said, “I cannot remember the last time a client cared about laminates, graphic overlays or PMS colors. Now smarter is what counts… We work in a world of ideas and solutions where no one cares where they come from – man, woman, gay or straight – just that they

come and that they deliver results.” Now women crowd the aisles at EXHIBITORLive!, representing formable strength as leaders and decision-makers in the industry. They, however, must recognize it themselves. As Susan B. Anthony said, “Our Job is not to make young women grateful. It is to make the ungrateful so they keep going.” If a woman is stuck on a rung on the ladder, she must look at the jungle gym around her and see that there are many ways to get to the top, and remember that her success is not for herself alone. Reference: Sandberg, S. (2013). Lean in: Women, work, and the will to lead (First edition.). New York: Alfred A. Knopf. 1&3 Pg. 53, 2Pg. 41 ExhibitCityNews.com JULY 2016 39

ASSOCIATION

EDPA enters a new era BY PAT FRIEDLANDER

Eight years ago, when Red 7 Media (now Access Intelligence) assumed the association management duties of the Exhibit Designers and Producers Association, Jeff Provost (right) was at the helm. “I had been working with one of Red 7‘s companies, The Event Marketing Institute, when my friend and industry mentor, Michael Westcott, urged me to take the newly created position of executive director of EDPA,´ said Provost. “ Michael could see some synergies with my background; I wasn’t quite as certain as he was, but I trusted his judgment—and he was right.” A smooth management transition Fast forward eight years, and in the reorganization that usually follows acquisitions, Access Intelligence decided to close the association management segment of the business. Now what? During the past 25 years, EDPA had been managed by three companies, including Red 7/Access Intelligence. Continuity was definitely an issue. Rather than spearhead the arduous process of a search for a new management company, EDPA board members chose another option, one presented by both Provost and Access Intelligence: the formation of a new company, headed by Provost himself, with limited support from his former employer until operations were up and running. The goal was to make the 40 JULY 2016 Exhibit City News

tive committee, I helped move the association out of the red and into the black. I need to make sure that continues. I am also a fervent believer in professional member recruitment as well as retention. The industry is changing, and as younger people take on jobs in the builder and design community, we want to build their affinity with EDPA.”

transition from one company to another as seamless as possible, with no disruption in the day to day running of the association. The launch of PRO Management LLC With that in mind, Provost launched PRO Management, LLC, earlier this year. “It has been an intensely busy year,” he said. “Going from a supportive company to my own startup is at least a 24/7 job. Most recently this involved moving our offices to a new location. Even though we’re still in Connecticut, anyone who has ever been part of such a move will feel my pain. On the other hand, this is an exciting new venture for me and my staff. We have developed a company model that can accommodate multiple associations, not just EDPA. The future of PRO Management LLC is very bright.” Stewardship for non-profits Provost has long been

involved in non-profit management. With an MFA from Yale, where he learned not only management skills in this field but also how to bring the vision of association members to life, he sees his role as not “boss,” but the steward of the organization’s goals. “Particularly with an organization like EDPA, where everyone is totally engaged in running businesses, it is critical to have a person whose main job is taking the directives from the board and making them happen,” He explained. “There are the initiatives and events that all our members see such as ACCESS, our annual conference, our newsletters, and our award programs. However, there are many behind-thescenes tasks that are necessary to keep EDPA running day to day. Financial stability was an issue when I first came to EDPA, and I am happy to say that with the support and assistance of the EPDA execu-

Staffing for growth To facilitate his membership objectives, Provost hired Doug Rawady as the new EDPA sales manager. “Doug has a deep sales background and social media skills,” he said. “We can’t leave membership to chance or rely on overworked committee members to take on this task.” In addition, earlier this year, he hired Michelle Wilson to be member services coordinator. Watson has extensive meeting management skills as well as a background in medical education. This year, as he has for the past eight years, Provost’s third quarter task is developing the program for ACCESS, which this year will be held in Orlando. “With the support of Red 7/Access Intelligence, we have laid a great foundation for EDPA’s future—and as executive director, I plan to keep our association on track. Education, membership, financial stability—and more: these are my directives, and PRO Management LLC is now ready to make sure we deliver.”

@ExhibitCityNews

ExhibitCityNews.com JULY 2016 41

MOBILE EXHIBITS

California Co. Reaches Customers Across US on 18 Wheels BY GREG CROSS

Due to the bold thinking of two Bay Area companies, a pair of big red trucks is traversing the country showcasing network security leader Fortinet of Sunnyvale, promoting their bold brand and reaching potential customers at every turn.

Pro Fortinet San Antonio

42 JULY 2016 Exhibit City News

Fortinet’s goal is to deliver personalized marketing directly to customers for relationship building, awareness and product education. Traditional ways to accomplish this goal are to host prospect meetings at their corporate office or partici-

pate in industry trade shows. While both options are great marketing strategies, they are limited by time and space. Often customers must take time to travel, incur hotel and other expenses and generally experience an interruption of their daily schedule.

Enter an entirely new way to market that’s gaining momentum: Mobile Exhibits. Fortinet, one of the top providers of global network security appliances has worked with ProExhibits to design, build and roll out custom 18-wheeled trucks that travel directly to customers. “Mobile Exhibits create a lasting impression on customers for multiple reasons. They demonstrate a deep commitment to reaching customers where they are,” says Dick Wheeler, president of ProExhibits, based in California. “They also provide an effective expression of a company’s brand, as is the case with Fortinet’s big red trucks.” The truck interiors feature a modern and thoughtful design that is visually stunning to match its functionality. The amount of space inside is large. Every square foot is designed to serve a purpose, such as displaying specif-

ic technologies, while not overcrowding visitors. The interiors incorporate visual displays, bright video screens and custom lighting, resulting in a dynamic business setting. Once inside, guests immediately forget they are inside a truck. They feel as if they are inside of a large hotel meeting room tailored for them to learn about products, view presentations, or have a drink and mingle with key company representatives. The exteriors of the Fortinet trucks are adorned in red company colors and large logos. “The space afforded with a large 18 wheeled truck is amazing. It accommodates a wide range of display and environmental possibilities to deliver education, ample room for meeting and entertainment, and setting up the products strategically for visitors to experience them,” @ExhibitCityNews

continued Wheeler. The Fortinet marketing success story has been built over the past two years. The trucks can be deployed quickly and painlessly to reach multiple destinations. For example, in March, the truck pulled into the RSA trade show at the Moscone Center in San Francisco for a successful tradeshow, then it made its way up to Oregon, then on to Vancouver and back down to Colorado and Oklahoma on a western swing. Thousands of people take notice of the trucks as they roll down highways or while parked at the customer’s doorstep. Mobile Exhibits deliver a standout marketing strategy. With the use of advanced technology, highly creative designs and a commitment to making face-to-face events happen, Fortinet will continue to drive revenue and build its name in the network security market for years to come. ExhibitCityNews.com JULY 2016 43

ASK THE EXPERT Tony Helfman began his career in the Trade Show industry in Chicago in the early 1990s, spending 10 years providing tension fabric with Studio Stitchers and Moss Inc. In 2003, Helfman moved to Las Vegas and worked 7 years as GM for exhibit design and build company Access TCA. Relocating back to Chicago from 2010 to 2015, he held VP roles back at Moss Inc. and travelled the US and abroad supervising key projects. In the fall of 2015, Helfman got the opportunity to return to Las Vegas and join Tectonics’ growing company as EVP of operations. He’s presently responsible for four locations’ operations as well as corporate based operations departments and managers. What does Tectonics mean; can you tell us the origin of the company name? The word Tectonics is commonly used in relation to geology; however, Tectonics also has specific meaning in architecture. Tectonics comes from the Latin and Greek word Tectonicus, meaning “the science and art of assembling, shaping and ornamenting material in construction.” The company has been around for more than 35 years. Over the last 15 years, Tectonics has become very well-known servicing exhibit companies in the automotive markets. We are now making it equally well known in all markets. Its name is distinctive in the industry and its meaning is synonymous with the work of the company.

TEN QUESTIONS

Tony Helfman of Tectonics BY EXHIBIT CITY NEWS

44 JULY 2016 Exhibit City News

Could you give us an overview of tension fabric structures and what they have come to mean to exhibit and display professionals, as well as to the exhibitors themselves? For the corporate exhibitors themselves, tension fabric has become an integral part of the ever accelerating needs of exhibit builders. Large areas are covered quickly and seamlessly with large images and brands being prominent. The fabric and aluminum weight advantages have been discussed for years and remain a relevant cost savings on material handling and drayage charges, as well as shipping and labor, compared to plywood box panels.

Tectonics now has full service production facilities in three states, Michigan, Georgia and Nevada. What aggressive steps are you taking to grow the company? Tectonics is building management and staff to serve our clients across the country. We are also investing in equipment and systems that will streamline communication with our customers. We want our customers experience to be unrivaled by anything in the industry. Internally, we have continuous improvement and product development teams that are focused on driving daily improvements in our business and products. Additionally, we have recently added a fourth location in Chicago, which will allow us to provide unparalleled local support to our customers nationwide. Is there a specific project (or projects) you could describe that you are particularly excited about right now? And why? ASCO is right around the corner and we have several projects with dozens of structures involved. The pharma and medical industry projects have been some of my favorite for more than 20 years; it seems designs really get pushed in that industry to the edge of what the producers can execute. It fits the “You Dream It, We Build It” tagline at Tectonics. The North American Auto circuit always brings big projects for us. There is nothing like setting up in Cobo Hall or at McCormick in the Midwest winter and, if lucky, seeing the cars come on the floor before its time to go to the next show. We recently engineered, designed and built a car platform for one of our customers where, as part of a new vehicle launch, they flew a Cadillac across the Hudson River in New York City. The vehicle was lifted off a barge on the Hudson River by a helicopter and flown across the skyline, including several blocks in Manhattan. This project was completed on a very tight timeframe and involved extensive design, structural engineering and custom lighting. How do you handle workflow issues when balancing multiple projects? Every part of our manufacturing operation is set up to effectively manage the @ExhibitCityNews

individual needs of our customers and to scale as their demands do. For example, Tectonics has over 25 printers including nearly every digital printing technology available – dye sublimation, direct to board, photorealistic, latex and high speed UV roll-to-roll. Our dye sublimation printing is particularly extensive and an area of focus for our company. Additionally, we have sewing, fabrication and installation services at all four locations. This allows us to use our manufacturing footprint to efficiently meet client deadlines, reduce shipping expenses and support our clients wherever they have a show. In terms of research and development, what are some of the latest ideas and concepts in the works and how will they impact the industry? Our Director of Product Development has a long list to do’s. I think our best new ideas are in tool-less solutions within our proprietary extrusion line and advancement of lighting and light box profiles. We also have some very exciting innovations in our Snap Tube product lines that clients have been positively responding to at every presentation. How do you approach the differences between trade shows and events when engaging prospective clients and customers? Trade show is our primary segment; we approach the industry as a shop within your shop mentality. We support the exhibit designer and builder in any way we can to support their pursuit of the corporate end user. Events are less “dialed in” in the early stages, so we work with event designers and producers to help steer the best product choice for the solution and we are flexible enough to handle the mix of work that events bring. Retail is another market that has its own culture; we are well versed in large roll outs and provide logistics support to make these time sensitive retail campaigns go off without a hitch. What advice do you have for designers and builders in developing concepts? Enlist our help early on; we have very talented people that understand tension

fabric to its finest detail. We will help with value engineering and functional engineering to help the designer and builder better control the process and ensure the end result achieves their vision. Concept to completion, can you describe some of your installation options and related operational challenges? Tectonics recently engineered and manufactured a 20 x 40 foot structure for a client that was used for Amgen Tour of California. The large tent design had to meet structural engineering standards and had to be set up eight times in 10 days as the starting line for the tour moved across the state. Tectonics built and staged the entire structure in our Las Vegas location and sent a field supervisor along for the first two sets to help the crew get their rhythm. Tectonics has complete sewing shop functionality in portable crates/cases. We ship these to the Auto Show circuit along with sewing crew and field supervisors. We are also typically at SEMA and CES with this same type of on-site support capabilities. If our clients have large concentrations of projects as key shows, we try to be there to support them. Additionally, we support our clients internationally with anything from installation of tension fabric structures to installing vinyl wraps/films to vehicles, brick, cinder block and flooring, as well as installing signage hundreds of feet off the ground on buildings and stadiums. We truly believe in our mission of allowing our partners to be aspirational in their designs and being their indispensable partner to turn them into reality – “You Dream It. We Build It.” When not Tectonicing, what other interests do you have; what do you do for fun and relaxation or family time? The hard work of living the dream in Las Vegas convention centers is offset by the amazing landscape we have in Nevada and its surroundings. Camping out in Arizona, floating on the Colorado River and hiking at Mt. Charleston, Red Rock, or Valley of Fire are favorites of ours. Oh, and I’m always on the lookout for an old VW project car. ExhibitCityNews.com JULY 2016 45

INDUSTRY AWARENESS

The Facts About Tension Fabric Recycling BY ALLISON POCEWICZ

46 JULY 2016 Exhibit City News

In exhibitory, the move toward environmentally friendly display components has grown exponentially over the years. Solutions have been developed for flooring, laminates and woods and even paints that contain recycled or environmentally friendly content. But one solution that is sometimes overlooked for the extent of its sustainability is tension fabric architecture. It is a well-known fact that tension fabric solutions weigh less and typically pack down smaller than alternative hard construction solutions. This is great because it saves considerably on shipping and drayage costs. While cost tends to be the more focused-on factor, remember that means less fuel is being consumed as well. The environmental positioning of tension fabric solutions goes deeper than weight reduction and economy shipping alone. Consider the fabric. Polyester based fabrics are a staple when it comes to tension fabric display solutions. The fibers that make up polyester are extremely strong and durable and create a host of textile personalities. When integrating graphics within a tension fabric solution, polyester fabric is preferred for use with the dye sublimation print process due to its ability to accept inks with color-rich results. Beyond the solution-focused benefits, there are other positives to polyester, but before we get into that, letâ&#x20AC;&#x2122;s first take a deeper look at what polyester actually is. Polyester is a synthetic resin in which the polymer units are linked by ester groups, used chiefly to make synthetic tex-

tile fibers. Or, in lamer terms, it is a plastic-like substance that is spun into fiber form. The fibers can be used to make a host of fabrics, varying in density, opacity and rigidity. Polyester, or PET (polyethylene terephthalate), is derived from petroleum-based chemicals; its raw material is crude oil, which is the same source as gasoline. This is the same make-up that creates products like plastic water bottles, plastic containers and poly pellets. Just like a water bottle, 100% polyester fabric has the ability to be recycled at the end of its use. In its new life, these polyester fibers can be utilized in water bottles, toys, carpet or a host of other polyester infused products. Although a plastic in essence, polyester fabric cannot be recycled the same as a plastic water bottle, so don’t throw it into the plastic recycle bin in your office. When it comes to fabric recycling, there are many particulars to consider. First, you must have a trusted recycling partner who is willing to collect the polyester fabric (check with your tension fabric supplier as they may have a program for take-back). Secondly, not all polyester fabric is created equal, nor can it all be recycled in the same manner. What has to be considered, and what will affect how the fabric is bundled, recycled and repurposed is: • Is the fabric a polyester blend, meaning is there another fiber in the mix other than polyester, like spandex or nylon? If so, this voids the recyclability of the fabric. • Is the polyester white, dyed or printed? Based on color, fabrics must be sorted and @ExhibitCityNews

bailed based on the recycling company’s specifications. • Is the polyester virgin or does it contain recycled fibers? Mixes in the life cycle of the polyester fibers can affect recyclability. Keep in mind that plastic, even if recycled, can be repurposed only so many times. This is hard to track within fabric. There are many polyester textiles available that contain a blend of recycled PET fibers. By incorporating recycled fibers into fabric, rather than relying solely on virgin fibers, the use of our natural crude oil resources is minimized. Some fabrics have a higher percentage of these recycled fibers than others. Why? 1. Cost. Fibers that are created from recycled polyester cost more to create than virgin polyester. This raises the cost per yard of the milled fabric. 2. Hand. Recycled fibers often have a stiffer hand than virgin fibers. This can affect stretch and memory. 3. Color. Recycled fibers typically have less of a white point than virgin fibers due to their previous life. When deciding what fabric will best dress your solution while meeting sustainability needs, consult your tension fabric supplier.

The recyclability of tension fabric architecture is two-fold. We have already discussed the fabric side; now let’s look at the frame structure. The backbone of a tension fabric structure is a frame commonly made of aluminum tubing. Aluminum is light weight, bendable, durable, recyclable and sustainable. Aluminum is the third most abundant element and most abundant metal in the Earth’s crust. According to The Aluminum Association, “People use more aluminum today than at any point in the 125-year history of the metal’s commercial production.” While that seems excessive, “aluminum is 100 percent recyclable and retains its properties indefinitely” (The Aluminum Association). So, doesn’t it seem critical that we should do everything possible to keep aluminum out of the landfills? The Aluminum Association stated that, “recycling aluminum saves more than 90 percent of the energy required versus producing new metal.” Recycling aluminum also allows the natural resource of new aluminum to stay intact. When aluminum is recycled, it is given the chance at a new life and as a new product. Recycled aluminum can come back in many forms, from fittings to computers to au-

tomobiles and, of course, the infamous aluminum can. And when that life is over, Aluminum can be recycled AGAIN. Now, doesn’t it seem foolish to toss that aluminum structure? Recycling is a two-way street. Yes, you should recycle your tension fabric solutions. BUT, it is also important to include recycling in your every-day practices. The aluminum cans you drink from may just end up in the stick of aluminum supporting your architecture. Or the plastic water bottles you go through daily might start their next life in the fibers of your clothing or in the skin of your tension structure. These steps go a long way in preserving our natural resources. When it comes to recycling tension fabric solutions, it is important to know all the facts and plan upfront. Working with your solutions provider is an important part of the process. Ask about their sustainability practices and take-back programs for recycling. Giving your tension fabric properties a new life is something that only YOU can control. Setting sustainability practices for temporary fabric solutions is a critical aspect to any business plan. By keeping these properties out of the waste stream, we are helping to preserve our limited natural resources. ExhibitCityNews.com JULY 2016 47

COLUMN AIPC

Reconciling the “Odd Couple” By Geoff Donaghy – AIPC President

s is the case in many relationships, that between convention centers and hotels in the same community can be complicated. And this is not something unique to one or even a few destinations – it’s the same in many, if not most, of the destinations around the world pursuing the most attractive meetings and conventions business. Given the essential roles that both play in the overall product equation, a successful relationship is a very important one that can produce significant mutual benefits; however, it also has some inherent potential for conflict. The benefits generated by a major convention center for their local hotels include accommodation, room nights which can easily extend into the hundreds of thousands. But there are also the satellite activities that accompany these center-sized events – like Board and sector meetings, hospitality events and entertainment, which typically spread out across the entire city. So far, so good. So where are the conflicts? The first is based on something I could call the profit paradox, well-illustrated by the number of times I’ve listened to industry colleagues complaining about high hotel rates at the same time as a lack of hotel rooms, without appreciating the irony of what they were saying. Clearly, we ourselves need to fully accept the supply/ demand dynamic and yield management philosophies that drive and underpin the next wave of new hotel investment, because that is what we need to grow our own business. However, having said that, convention centers provide a big part of 48 JULY 2016 Exhibit City News

the rationale for new demand, and therefore new investment, in room stock. But there is another issue, best illustrated by feedback I had recently from a major global convention client staging a very high profile event happening in a few years’ time in a major city I won’t mention by name. This event has the potential to deliver many thousands of professional delegates and tens of thousands of room nights along with corporate entertainment and hospitality spin offs across the city, creating an enormous contribution to that

…they had some of the ‘most challenging hotel discussions and negotiations’ they had ever experienced…” city’s profile and reputation for capability in a very high profile professional field. However, this client confided to us that they had some of the “most challenging hotel discussions and negotiations” they had ever experienced, including difficulties securing appropriate rooms blocks and confirming rates, as well as agreeing on the release or attrition conditions. We know that center clients are not the only business segment for hotels –

but this illustrates the inherent short/ long term conflict that often exists in our relationship. Centers generally work in the long term, with lead times that can be up to eight years for international groups and even up to four for some national events. Hotels, on the other hand, work in much shorter term timeframes – in fact, over the lead period for a major international event, there could be two, even three, changes of general management in a hotel with which our client is also dealing. With a focus on shorter term returns, it sometimes appears that hotel owners and investors don’t always understand the importance of reputation and positive positioning for the city in protecting their long term property investments. However, research we undertake in our venues consistently confirms that while the convention center typically only receives about 8-10 percent of what international and national delegates spend in the destination, the hotel sector receives much more than that – which suggests they should be at least as concerned as we are about maintaining the benefits these events deliver. As I said at the beginning, relationships are often complicated. But in the case of centers and hotels, there’s too much at stake to let them slide. And, in fact, there’s little that can’t be solved by co-operation and collaboration driven by ongoing and open communication. Together, we can do a lot for each other – and at the same time, for our overall community. Geoff Donaghy is the president of AIPC. For more info, contact marianne.de.raay@aipc.org or visit aipc.org.

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TECHNOLOGY

Cisco and IBM Team for VersaStack Solution THINKING IN AND OUT OF THE BOX BY ARTHUR J BLOBERGER

One of the toughest logistical challenges for IT exhibitors across the country is also one of the weightiest. Let’s face it, IT equipment like hard drives and servers can be bulky and heavy, and the costs of moving, storing and exhibiting said cumbersome equipment from coast to coast and parts in between can be daunting. So, is it even worth it? Not to mention that they have a finite life, because products age. And they’re basically static. There’s not much you can do with a stacked rack of equipment other than look at it, which creates another challenge for product sales representatives. They more or less have to “tell” you everything. You can’t really kick the tires, so to speak, without breaking your foot. But what if the poundage, measured in thousands, of these VersaStacks, was not a factor? And what if customers, measured by importance, could conveniently explore the product themselves – take it apart, spin it around, pull it out, look at the engineering design drawings and practically take it on a test drive – with just the touch of their fingertips? And what if a number of different racks could be programmed into and contained in one, single box/rack unit, instead of many? It was a problem – so many racks, so little time. So Cisco Systems, Inc., the worldwide leader in Information Technology, looked to Kaon Interactive, known for its award-winning sales and marketing apps, for the solution. Thus, the Kaon v-Rack begets the Cisco v-Rack, a virtual 50 JULY 2016 Exhibit City News

3D storytelling platform that looks and feels just like the real thing and that can demo a product to customers without having the physical product present at all. But potential customers can still interact with the product demo as if it is. It’s all part of a tremendous innovation and transformation going on that IBM and Cisco have created together, from business to engineering to technical, but that process is much more than just about introducing a new box. Kaon has been working with Cisco for many years now to help create a digital environment in which Cisco’s direct and indirect go-to-market teams can help to create engagement for their customers around products and solutions. Gavin Finn (left) has been the CEO of Kaon for about 11 years, and his engineering and marketing background make him the perfect emissary for the Kaon v-Rack. “It’s really about creating a new paradigm almost in the way that these enterprise data centers and the enterprise environment can now work,” says Finn. “And that’s really been the driver behind the success of this program. That’s really the magic behind what the VersaStack solution is really all about.” So now, it’s become a virtual wonderland, a 3D sales/marketing platform easy to transport, assemble and put into action at live events, exhibitions and conventions. From limitations to no-limits, with the Kaon v-Rack – containing the VersaStack solution – the sky’s the limit, even though

The Cisco and IBM vRack

it’s literally just a couple of touch-screens mounted in a sheet-metal rack, the interactive nature of the VersaStack 3D product demonstrations reign supreme. But the true wonder is in the scope of their effectiveness, because they can go anywhere at a fraction of the cost of real thing. According to Finn, “What customers really need to understand is what the capability is of these products, how they work and differ, and how to be able to transfer that directly into benefits for them. And that’s really the way that the digital solutions that we’ve built with Cisco have worked for several years. So, they’re used at trade shows primarily to address the issues of cost of getting equipment there, but also to create an engaging trade show environment for customers.” The partnership with IBM has really bolstered the journey that Cisco’s been embarking on for some time now, away from just a product provider into data center infrastructure and into delivering high-benefit, unique solutions to their customers. But it’s also a challenge, because the Cisco and IBM team members need to be able to adequately describe to their customers, first of all, what the VersaStack is, and @ExhibitCityNews

second of all, how it solves these problems. AJ Ramsey (left) is the Global Marketing Manager for Cisco. He’s been with the company for four years in this role of doing partner marketing, with about 25 years in the industry itself. He works a lot with Cisco’s IBM relationship, while also working with Kaon to use their product line. “At events, people like to play with screens, and especially when they figure out that they can explore things and make things spin around, remove components and run animations demonstrating a product workflow or processes virtually, it’s a very compelling thing,” says Ramsey. “We physically set up Kaon v-Racks at events so that they’re facing out to the aisles as people walk by. We use it to pull people into the booth, as well as take people through tutorials about the products that they’re explaining.” But the virtual reality of the Kaon v-Racks is such that the interactive elements also include all the necessary information, as well as the right messages for each particular benefit and use case for the customers. Part of the digital solution is the way that the customers can engage with a Kaon v-Rack, in an environment where they’re allowed to understand the value proposition in a very consistent way, no matter who is there presenting it, or even no one, since the messaging and the value story is also embedded into the interactive environment. The customer is not only seeing what the product looks like and how it is used, but they’re also receiving very consistent high-value messages about its benefits, messages that can change depending on who the recipient is. “I can take my Kaon v-Racks and I can send them to shows around the globe that I may not be able to go to for time constraints, money constraints, whatever,” continues Ramsey, “and then engineers on that end have a consistent platform where they can talk through our solutions. Even better yet, the application with Kaon provides a very consistent format and shows a lot of depth that I couldn’t demo with a

physical box. It also widely opens up the number of venues where I can get into and the number of different shows and presentations where our solutions can go.” “Yes, sales people are the ones who are guiding our customers through this experience with the Kaon v-Rack,” agrees Finn, “but very often the customers are driving it completely themselves. They’re the ones doing the interacting on their own and that’s really what we’re trying to deliver – that customer interactive directing. These product demonstrations are very realistic looking; they look exactly like the physical product, and that has a positive effect when the customers are engaging because it changes the dynamic. When you’re look-

– the whole process of keeping it current is so much easier.” ing at sort of a cartoon or an engineered rendered image or even interacting with it, there’s a kind of feel of that that’s different and not as emotionally compelling.” It should be noted that the same Kaon v-Rack content also run on iPads, laptops and even on Websites, creating an equally pervasive and engaging environment just about anywhere. Plus, Cisco provides these solutions to every single go-to-market team member and all their channel partners, who don’t always have access to the equipment, and even if they did, wouldn’t necessarily even know specifically what the right messages are around each particular benefit and use case for the customers. “Getting it everywhere is a lot easier,” Ramsey adds, “but what I like even better is the fact that I can get it updated – the whole process of keeping it current is so much easier.” Says Finn, “Cisco is touching customers, and customers are talking to Cisco.” ExhibitCityNews.com JULY 2016 51

MONEY

Central States Pension Fund in Danger WITHDRAWAL LIABILITY – THE UNTHINKABLE HAPPENS BY WILLIAM DANIELS

On May 6, 2016, the Department of the Treasury, whose job it was to review and approve the application of the Central States Pension Fund (Central States) to reduce benefits under the Multiemployer Pension Reform Act of 2014, rejected Central States’ application. Many experts felt that approval by the DOT was merely a formality, as a rejection could only be made upon a finding that the plan’s assumptions were “clearly erroneous.” Regardless of whether this criterion was met, though, the DOT has rejected the application and Central States must now find a viable solution to its massive funding problem or go insolvent. The trade show industry relies heavily on the Teamsters whose members install trade shows and conventions, work in hotels and casinos and operate buses, limos and moving vans throughout the United States. Further, certain venues require the use of Teamsters, whose union members are also participants in Central States. Those employers who use Teamster employees, on whose behalf contributions are made to Central States, will be largely affected by the outcome of the Central States funding issue. To understand how such employers will be affected, we need to first understand the 52 JULY 2016 Exhibit City News

scope of the problem. Central States is a multiemployer defined benefit pension plan. This means Central States is obligated under past, present, and future promises made to its participants that upon their retirement, if certain conditions were or are met, such participants will receive a defined amount of money for the rest of their lives. The risk is on Central States to ensure that it has enough money to pay

industry). It has approximately $16 billion in assets and $35 billion in liabilities. According to the letter issued by the DOT in rejecting Central States’ application, Central States is paying out $3.46 for every $1.00 it takes in. This means Central States will be insolvent within ten years (sooner if optimistic market conditions do not persist over this time period). Insolvent means Central States has no money left to pay

Many companies may not be able to withstand the pressure of such added costs and will likely close shop.” the promised amounts when due. If Central States does not have enough money to pay its participants what it promised when due, then the contributing employers and possibly the Pension Benefit Guaranty Corporation are obligated to make up the difference (within certain limitations). Central States holds the obligation of promised benefits to just over 400,000 union employees and retirees (including those working in the trade show

benefits and is relying on the contributions of employers, and perhaps the PBGC, to meet its monthly obligations. Upon insolvency, Central States must reduce benefits to the level guaranteed by the PBGC (it could be greater than this if supported by the contributions of the employers, but that does not seem likely under Central States’ facts). If the level of contributions on or after the date of insolvency do not support the mini-

mum required needed to pay benefits, the PBGC may loan money to Central States to cover the difference. However, the PBGC has broad authority to set the terms of any loan it makes to a pension plan under these circumstances. This may result in contributing employers being obligated to make payments to Central States and/or the PBGC forever. The maximum exposure of an employer under these circumstances can be determined by analyzing the withdrawal liability of the employer. While insolvency does not automatically result in withdrawal liability, it is possible that: (1) Central States will have already terminated via a mass withdrawal (a termination due to the cessation of all or substantially all contributing employers during a plan year) prior to insolvency, thus forcing a withdrawal liability event for all employers; or (2) the plan sponsor will decide to terminate the Central States plan upon or shortly after insolvency, again forcing a withdrawal liability event. Thus, the maximum exposure of all contributing employers can be analyzed using the withdrawal liability amounts Central States can collect from the contributing employers. Withdrawal liability is calculated as a percentage of the contributing employer’s

contributions compared to the William Daniels total contributions of all contributing employers times the unfunded liability of Central States (i.e., the amount of money promised to all participants minus the current assets of Central States). The contributing employer’s withdrawal liability may be extremely large, but its annual payments will be proportionately much smaller. This is because withdrawal liability is not amortized like a house or car loan. Instead, the law limits the total amount a fund may collect from the employer on an annual basis. This annual amount is roughly determined by multiplying the

highest three year average of total annual contribution units (typically hours or weeks) contributed by the employer over the past ten years multiplied by the highest contribution rate as of the date of withdrawal. In accordance with this formula, if you employ Teamsters in your operations on whose behalf you make contributions to Central States, then the more work done by your Teamster employees and the more contributions you make to Central States on their behalf increases your withdrawal liability and the annual amount Central States can collect in satisfaction of this withdrawal liability.

This does not account for the total exposure to contributing employers. At some point, the Teamster Union is going to want to negotiate a new benefit structure for its membership. Whether this comes in the form of another multiemployer defined benefit plan or a defined contribution plan is unknown. But you can be certain that this new plan will cost the employer additional money to fund and maintain. Many companies may not be able to withstand the pressure of such added costs and will likely close shop. This event could dramatically change the landscape of the trade show industry as only the largest and most profitable would survive.

Where do we stand today? Shortly after the DOT rejected Central States’ application, the trustees of Central States issued a statement that Central States “will carefully consider the most appropriate next steps.” Such steps could include re-petitioning for a benefit reduction under the Multiemployer Pension Reform Act of 2014, seeking a federal bailout (which has been estimated to be in the neighborhood of $11 billion), or effectuating a mass withdrawal. Regardless of whether these options are feasible or likely, contributing employers should start developing a strategy today to plan for, reduce or eliminate, if possible, this withdrawal liability.

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ExhibitCityNews.com JULY 2016 53

INTERNATIONAL

IFES World Summit 2016 – Connecting the East with the West

IFES members represent exhibit suppliers from 38 countries.

BUILDING BRIDGES TO THE FUTURE BY LARRY KULCHAWIK

Each year, IFES (International Federation of Exhibiton Services) conducts its annual World Summit in a different world city. This year’s event was held in Istanbul, Turkey, June 2-4, 2016. The IFES mission is to share knowledge and to connect reliable exhibit service partners with each other around the world. Finding a trusted partner is best achieved by meeting face to face, similar to the value of trade show marketing. IFES planning for this event began two years ago with strong support and assistance from IFES partner members in Turkey and the IFES management team. As planning for the event drew closer, concerns were raised about the current world challenges of terrorism, wartime refugees, and increased political tensions. IFES President Voicu Sferdianu quickly proclaimed that, “Terrorist attacks are a new reality in the world, but we must continue to use good judgement when attempting to establish trusted relationships for organizing international trade shows and events. The quickly stated points of view about safety, via the internet and world news reporting, often skew the facts to be of greater risks than they really are. Nobody can email a handshake while looking you in the eye. There is no substitute for face to face contact when it comes to establishing trusted relationships.” Sferdianu went on to proclaim that IFES members will remain more insistent than ever to follow our spirit of international cooperation and collaboration. “We must triumph over political tension and disruptive forces 54 JULY 2016 Exhibit City News

because the nature of our industry requires us to routinely and efficiently work across borders from one country to the next. We do this on behalf of our end customers (the exhibitors). It is a policy simply expected and adopted by all of us at IFES!” The Istanbul Summit location attracted 152 international exhibit and event professionals representing 31 countries. During the event, 30 new members were introduced. “The IFES World Summit featured a variety of lectures, workshops, and networking, offering ample opportunity for each attendee to be an active participant in the Building of Bridges to our Future,” says IFES Managing Director Uta Goretzky. The Summit meeting started with Hüsnü Dincsoy of PricewaterhouseCoopers Turkey, and the Managing Director of Hannover Messe Turkey, Alexander Kühnel, who shared their perspectives on Turkey’s market potential, growth and future development. Over the next two days, excellent speakers addressed exhibit design issues, inter-cultural competence, and workshops with expo updates from the five major regions of the world. In addition to relevant speakers, the Summit experience offered a mini trade show event with expo suppliers for further sharing and networking. The networking possibilities for attendees were numerous. The lunch and coffee breaks, the welcome reception cruise on the Bosphorus, the President’s Dinner and the farewell party all offered quality time for new and old members of the IFES family to meet, chat and expand global connections. The city of Istanbul was a perfect location

to build bridges, experience unforgettable hospitality, enjoy vibrant nightlife, and to taste the mélange of Orient and Occident. “Nobody left hungry after traveling to the Bosphorus!” stated Goretzky. At the conclusion of the World Summit, the torch from Istanbul was handed over to Montpellier, France, where the 2017 IFES Word Summit will take place June 21-24, 2017 under the theme, “Welcome to the Global Campus.” Mark your calendar to attend! Comments from Summit Attendees… To establish a trusted relationship… “I was so proud to be one of the Istanbul hosts to share our historical city along with Detay Tasarim, Fuar Dizayn, and our IFES partners. Nothing takes the place of meeting in person to establish a trusted relationship.” – Yunus Ete/ASEL- Istanbul, Turkey. Istanbul airport and hotel experience… “Istanbul Ataturk Airport was very easy and convenient to get through. A driver was waiting for me when I arrived. Traffic is a bit challenging, it’s a busy city! The hotel was FABULOUS. I stayed at the Arts

or ate at restaurants. IFES itself is a melting pot of cultures far more encompassing than the city of Istanbul. One of the differences I noticed was that I am not used to hearing the Muslim call to worship – kinda like listening to the church bells on a quiet Sunday morning, but different.” – Cam Stevens/Canada A memorable experience… “An amazing experience to see Europe and Asia at the same time during our boat cruise down the Bosphorus!” – Justin Hawes/Scan Display/South Africa

Hotel, and hosts were very welcoming, accommodating and gracious. They genuinely seemed to appreciate that I was there and wanted to make sure I was happy. I had no issue using English (my Turkish is a bit weak). The conference centre was very close to the hotel and took just 5 - 10 minutes of safe walking along a sidewalk to get there. We did have to be bussed to a couple of events, and the traffic, again, was not all that much fun, but it did give

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some a chance to visit with friends while on the bus ride, and others a chance to grab a nap, as we were kept pretty busy from morning till late in the evening!” – Cam Stevens/StevensE3/Canada Turkish flavor and cultural differences… “Of course there was much food, lots of Humus, Turkish coffee, beer, and wine. I did not feel displaced or disconnected with the locals as I walked the streets

A nearly explosive experience… “This was the fifth IFES World Summit I have attended. I was disappointed that the number of North American companies to attend was way down by half from previous years. I’m sure that the reduced turnout had a lot to do with recent terrorist issues as well as the cost to attend. Security was not an issue during the three days of events, but the day after my departure a bomb went off about a mile from a tourist area we had visited killing and injuring many people… then again, the Orlando club massacre took place two weeks after I was there to attend the E2MA meeting. I guess we all Continued on p. 56

ExhibitCityNews.com JULY 2016 55

INTERNATIONAL

need to measure the risks vs rewards of attending a business conference, or any other significant events. For me, the benefits gained by attending these industry events outweighed the possible dangers to myself. A fellow traveler, Mike Boone from Coastal International, said that he had just returned from a show set up in Chicago and one in NYC and said he felt less danger while in Istanbul. Go figure.” – Don Svehla/Exhibit City News Another memorable experience… “Belly dancing at an IFES dinner was mesmerizing. Don Svehla, dancing the Forbidden Dance, by himself, in his own special way with a gauze wrap, and pomegranate glass breasts, beats anything that I have seen in a while. An experience to remember!” – Michael B. Boone/Coastal International/USA Overall impressions of event… “The 2016 IFES World Summit proved to be a great success! The IFES slogan, “If you wish to work international – act international,” was promoted from the beginning of 2016 and applied perfectly for this event. This World Summit in Istanbul demonstrated how the world of trade show marketing can become closer and work together by sharing knowledge and interchanging new ideas. A rich three-day program, along with memorable entertainment in the evenings, allowed all delegates to enjoy and learn about this rich culture. The IFES Organizing Committee in Turkey, along with the IFES management office, proved that all the hard work and planning over the past few years paid off immensely to pull this all together.” – Peter Theodorides/Vision Expo/Greece. Overall impressions… “I was impressed by the level of professional hospitality extended to us by out Turkish hosts. After an enormously successful Summit conference in Vienna last year, this event stood tall and exceeded expectations. The quality of topics and speaker presentations were excellent 56 JULY 2016 Exhibit City News

Some of the past and current IFES Board, left to right, Bruno Meissner, Voicu Sferdianu, Peter Theodorides, Managing Director Uta Goretzky, Justin Hawes and Torsten Heinze.

with best-selling author Dr. Amen Talab and design icon Nicolas de Klerk topping the list.” – John Pavek- CMO/Exhibitor Media Group- USA Istanbul History and Facts Istanbul, historically also known as Constantinople and Byzantium, is the most populous city in Turkey and the country’s economic, cultural, and historic center. Istanbul is a transcontinental city in Eurasia, straddling the Bosphorus strait between the Sea of Marmara and the Black Sea, dividing the east from the west. Its commercial and historical center lies on the European side and about a third of its population lives on the Asian side. The city is the administrative center of the Istanbul Metropolitan Municipality, both hosting a population of around 14 million residents. Istanbul is ranked as the world’s seventh largest city. In the early 100s BC, it became part of the Roman Empire, and in 306 AD, Emperor Constantine the Great made Byzantium capital of the Eastern Roman Empire. From that point on, the city was known as Constantinople. The attribute that made the city so desirable was its great location for trade and transport between three continents, but it was also its nemesis. For the next several hundred years Persians, Arabs,

nomadic peoples, and members of the Fourth Crusade (who for a time governed the city) attacked Constantinople. Finally, in 1453, when Constantinople was so weakened by almost constant invasions and battles, the Ottoman Turks led by Sultan Mehmet II were able to conquer the city. Renamed Istanbul, it became the third and last capital of the Ottoman Empire. It was the nerve center for military campaigns that were to enlarge the Ottoman Empire dramatically. By the mid 1500’s, Istanbul, with a population of almost half a million, was a major cultural, political, and commercial center. Ottoman rule continued until it was defeated in WWI and Istanbul was then occupied by the allies. Approximately 12.56 million foreign visitors visited Istanbul in 2015, five years after it was named a European Capital of Culture, making the city the world’s fifth most popular tourist destination. Considered a global city, Istanbul has one of the fastest-growing metropolitan economies in the world. It hosts the headquarters of many Turkish companies and media outlets which accounts for more than a quarter of the country’s gross domestic product. Istanbul is positioned for business now and into the future. Trade bridges between continents are in full use!

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Continued from p. 55

GIVING BACK

Sho-Link Owners Set Up Annual Contribution to EDPA Foundation

he owners of Sho-Link, one of the preferred nationwide I&D providers for the most elite designers and builders in the industry, recently announced that they are committing an annual contribution to the Exhibit Designers & Producers Association Foundation and that Sho-Link as a corporation will match the contribution up to $25,000. As a cooperative organization, it provides installation/dismantle services to the exhibitor clients of its members – Derse, Design & Production Inc., EEI Global,

Exhibitree, Hamilton Exhibits, Southwest Displays & Events, Expon Exhibits, Group Delphi, Nimlok, Dimensional Communications Inc., Downing Displays and EDE – in more than 200 locations. “As we approach our 25th year,” said Brian Cree, CEO Southwest Displays & Events, “it became important to those of us who are owners of Sho-Link to give back to the industry that has helped us be successful. The EDPA Foundation was hands down the place for us to channel our philanthropy. Sho-Link corporate was also on board with this decision. We

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want to provide not only great service but also to make a difference in the lives of the people who make up our industry.” About the EDPA Foundation The EDPA Foundation is the philanthropic partner of EDPA. Formed in the spring of 2001, it is a foundation supported by leaders from all exhibit industry segments and driven by a common goal to help industry employees through various programs and promote the exhibit industry.

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Intâ&#x20AC;&#x2122;l Events Install Added Security BY AMBER JOHNSON

Spurred by an anticipated uptick in terrorist activity, the U.S. State Department has issued a new alert that warns against European travel through the end of summer. Such general concern may cause some travelers to change plans, but for companies with tens or hundreds of thousands of dollars invested in participating in international trade shows, the cost to cancel may be so enormous that company brass would only do so if it was an absolute last resort. Exhibitors and attendees may take comfort in the reality that the warning is general and terrorist acts are random, 58 JULY 2016 Exhibit City News

making the likelihood of disruption small. But even as many will continue with their plans to travel, they are asking what measures organizers will take to minimize their risks. For planners, itâ&#x20AC;&#x2122;s a relatively new question affecting the meetings, incentives, conventions, and events industry, and one that many are working urgently to answer. A decade ago, even six months ago, the answer may have been nothing new, as the only place safer than a convention hall in the middle of Europe was probably a church in the middle of nowhere. In fact, early in 2016, a survey by Meeting Profes-

sionals International (MPI) found that just 28 percent of the meeting planners surveyed said they were making changes to the way in which they run meetings as a result of terrorist activities. To be fair, in the early part of the past decade, international terrorist attacks were most often carried out on military or police targets by extremists, and while the incidences were concerning to the exhibition and event industry, they were not typically disruptive. But terrorist groups have shifted their tactics, now frequently aiming for population centers, event venues, and transportation hubs to secure as much media focus and bloodshed as possible. Since the MPI survey was conducted, terrorist attacks in Brussels, Istanbul, and Orlando in 2016 have been added to those that took place in London and Paris last year, and the question of ensuring personal

safety has intensified for major destinations around the world. As such, more planners are revisiting how they go about the entire planning process, from where events are held to what kind of communication channels are in place should the unthinkable ever occur. In Istanbul, security personnel at trade fair venues screen visitors with the aid of metal detectors. French hotels are requiring foreign visitors to complete an additional police document in order to check in. Event organizers in Brussels are cross referencing attendee and housings lists and asking hotel properties for additional screening on those not registered to attend the exhibitions. Tighter scrutiny on registrations and badges, added security teams, and revamped crisis plans are all being instituted at venues where perceived risk exists. But the actions of terrorists may be causing the meetings landscape to shift towards new locations altogether instead. For example, the European Society of Thoracic Surgeons announced it would move its 2017 gathering to Innsbruck, Austria, a place convention venue officials brag is considered among the safest in the world. Whether itâ&#x20AC;&#x2122;s moving functions out of competitively priced metro locations or enhancing security equipment and procedures, nearly 50 percent of event planners expect the cost for events to rise as a result of new safety measures, the MPI survey results show. But whatever the price, the cost for enhanced security no doubt pales in comparison to the cost for canceling an event altogether.

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The third annual Global Exhibitions Day held in June was an outstanding success, from Capitol Hill in the USA to the Kazan Fair Exhibition Center in Russia.

Inaugural Global Exhibitions Day Reports Success Global Exhibitions Day, which took place on June 8 around the world, is being hailed as a success by organizers who created the inaugural event to spotlight the impact trade shows and events have on the international economy. The International Association of Exhibitions and Events and UFI, the Global Association of the Exhibition Industry, teamed up on the initiative, which was the first effort of its kind on a global scale. More than 30 trade fair associations from around the world joined the cause, 60 JULY 2016 Exhibit City News

as did scores of venues, service providers, and exhibitors, and their collective push for visibility resulted in a reach that extended to at least 60 countries. Using the #GED16 hashtag, participants shared photos, videos, news releases, and statistics to direct attention to the industry, which brings together an estimated 4.4 million companies with 260 million visitors each year for face-to-face marketing events. “I am stunned how massive the global support of Global Exhibitions Day was

and still is,” said UFI president Sergey Alexeev. “It was about time to celebrate our industry and everyone working in it.” Added Kai Hattendorf, UFI managing director, “The great response of the first ever Global Exhibitions Day proves that such a day was needed in our industry. I encourage everyone to continue raising awareness, share messages and last but not least mark your calendars for 7 June 2017, the first Wednesday of June next year, when we celebrate Global Exhibitions day again.”

Photo courtesy of Kazan Fair Exhibition Center

BY AMBER JOHNSON

“BEST EXHIBITORLIVE SHOW TO DATE.”

Foundation

Thank you to all our Founding Grantors! Over 70 scholarships awarded to date

Photo courtesy of Kazan Fair Exhibition Center

Over 100 families helped through the Randy Smith Memorial Golf Classic Giving back to students, the Fashion Institute of Technology (FIT) and Bemidji State University

EDPAF Endowment leads to the ‘Road to One Million’

A Legacy of Giving Be Part of the Story. Visit www.edpa.com/foundation to see how!

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please contact: Jeff Provost, Executive Director, EDPA jprovost@edpa.com or call 203.557.6321

ExhibitCityNews.com JULY 2016 61

CONVENTION CENTER SPOTLIGHT

EAT In Barcelona, there are so many eateries from which to choose – Mediterranean, South American, Colombian, or traditional America foods. Some of the top places you might want to experience are Spoonik Restaurant, Uma, The Sopa Boba, and BelleBuon, for unbelievable Italian cuisine, or Foc I Oli, for a great burger with all the trimmings.

SLEEP

By Kathy Anaya

truly exceptional meeting or event deserves an exceptional space. Designed by prestigious Catalan architect Josep Lluís Mateo, the Barcelona International Convention Centre was conceived to maximize the use of natural light. The Centre is a highly versatile and multifunctional space facing the Mediterranean, offering 38 well-lit rooms across 3 floors and 2 mezzanines. Two spaces stand out: the enormous exhibition hall, which can be laid out in a modular way into eight separate spaces, and the banquet hall, which gives spectacular views of the Mediterranean. This beautiful facility, complete with a forum auditorium that seats 3,140 people, is directly connected to The Convention Centre by an underground corridor. The forum auditorium, besides staging sessions for conventions, has also estab62 JULY 2016 Exhibit City News

lished itself as the new venue of choice for exceptional artistic events, such as the cinematic premiere of Twilight: Breaking Dawn, concerts and the Russian National Ballet’s Swan Lake and The Nutcracker. Barcelona is the capital of Catalonia in the Kingdom of Spain, a territory whose enviable location has always favored a very close relationship with the other cultures around the shores of the Mediterranean. This city is currently shared by 7.5 million inhabitants. The city enjoys a rich architectural and monumental heritage. Complementing this is world-class contemporary entertainment and popular festivals all year-round. The Convention Centre has received numerous international awards and recognition such as the Meeting Incentive travel awards in 2007, 2008, 2012 and 2015.

PLAY You can tour many different attractions in Barcelona, and even pay to skip-thelines, from Gaudi’s Masterpiece to a climb to the top of the Torre Agbar, for unbelievable views of the city. Enjoy Barcelona’s must-see sights; pedal past iconic attractions such as La Sagrada Família; cruise out into the Mediterranean to admire the city from the sea; or your tour may begin on land. Get comfortable on an electric bike and follow your guide along bustling streets, down narrow alleyways, past plazas and onto promenades. Head toward Montjuïc Hill and stop at iconic places to snap memorable pictures. Jump aboard the Montjuïc cable car and get ready for an exhilarating ride. While you’re transported up the hill, amazing views of the city unravel below. Atop the hill, you have the opportunity to admire the full splendor on display in beautiful Barcelona.

Photo courtesy of Barcelona International Convention Centre

Barcelona International Convention Centre

There are several locations of sleeping accommodations in Barcelona, from those with breathtaking views overlooking the Mediterranean Sea to being centered in the heart of the city. Choose from 5-star resorts such as Barcelona Princess and Hotel Front Maritim or keep to more affordable places, such as the Travelodge Poblenou or the Hotel 4 Barcelona. Regardless of where you stay, the rooms are truly suitable for all.

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How to Clean a Convention Center BY JESSICA ABLAMSKY

It is a scene familiar to anyone who has spent time in an exhibit hall. The aftermath of dozens or hundreds of people installing booths, disposing of trash anywhere they can find – much of it on the floor – is chaos. The real magic happens overnight. Like the shoemaking elves in the classic Grimm Brothers fairytale, after exhibitors and consultants leave, a crew few notice and fewer thank works long into the night to make sure the event is ready for show time. After more than seven years in the business, Lisa Beyer, senior account manager for Catalyst Exhibits, is still amazed when she walks through the door that first morning. “Even from my perspective, it is a massive undertaking,” Beyer said. “I’m amazed that janitorial staff is able to accomplish what they are able to accomplish in what seems like such a short time.” Big shows, big challenges With more than 22,000 events every year, Las Vegas is used to pulling off big shows on tight schedules. The Las Vegas Convention Center, located near the Strip, is approximately 3.2 million square feet, with 2 million square feet of exhibit space, 144 meeting rooms, and 96 acres of surface lots, said Taryle Spain, director of Client Services for the Las Vegas Convention and Visitors Authority, which operates the convention 64 JULY 2016 Exhibit City News

Businesses like ABM and United National Maintenance clean before, during, and after thousands of tradeshows every year.

center and Cashman Center. Spain began his career more than 25 years ago in medical operations before moving to Las Vegas and transitioning to casinos. He made the leap to convention centers 15 years ago when he got hired by the Las Vegas Convention and Visitors Authority. “I’ve been in operations so long, when I go somewhere, when I go to the mall with my kids, I’m inspecting the facility,” he said. The largest annual tradeshow at the Las Vegas Convention Center is CES, a consumer electronics and technology convention that takes place every January. “They lease everything that we have,” Spain said. To maintain the Las Vegas Convention Center, he manages a crew of more than 100, including fulltime staff, part-time workers, and contractors, who clean the convention center and grounds, operate equipment, and other jobs. It is his responsibility to make sure everything gets done on time and within budget. That requires serious logistics and extensive planning. His staff uses 22,000 labor hours in January, most of which is dedicated to CES-related cleaning.

“Their move-in process alone sometimes exceeds the attendance for the smaller shows,” he said. “Just the move in process for the show can be a show in itself.” Where do you start? When a show is up and running, the convention center is cleaned daily. Among the top priorities are restrooms, which when poorly maintained are a big turnoff for guests, and the entry way, which creates the first impression for many visitors. The entryway must be presentable and free of debris, with freshly vacuumed carpets. “We have a Starbucks in the grand lobby area, so Starbucks has been all over the carpet,” Spain said. “It’s our job to get that taken care of before you have stains and build up.” Other priority areas include, perhaps unexpectedly, elevators and escalators. Grease builds up quickly on both, and elevator tracks tend to collect dirt and trash – anything from people’s shoes. Daily maintenance can vary between shows, because each one has its own personality. Some large shows are disproportionately clean, while some small shows are unexpectedly messy.

snow, scraping ice off car windshields, and stockpiling canned goods for the next blizzard, the City of Lights is usually a balmy 60-70 degrees. “We’ve acquired more land over the past few years,” Spain said. “As we pick up land, CES is one of the shows that takes advantage of it, along with a few others.” More land means more maintenance for the cleanup crew. External preparation is not as extensive as internal maintenance, but lots must be presentable for each show. “One thing about Las Vegas, it is dusty,” he said. “Anything and everything can get blown into the lot. The campus is so large, that we actually run street sweepers on the property. We actually run those to make sure that we get all the debris.”

“We have some events come through that are much smaller,” Spain said. “But those that attend the events, they seem to miss trash cans, they seem to drop things under tables.” Conventions like CES take advantage of the temperate Las Vegas winter by using all available indoor and outdoor space. When much of the country is shoveling

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Contract Cleaning Services Cleaning is a tough job, but somebody has to do it. Many convention centers rely on outside contractors to keep the restrooms stocked, carpets vacuumed, and floors polished. It is demanding work, said Charlotte Jensen-Murphy, senior vice president of Sports and Entertainment for ABM, which provides a variety of facility maintenance services. As the economy has improved, it has

become harder for ABM to find reliable janitorial staff. “It’s no secret that it’s tough work, and there are only certain people that want to do it,” she said. “People can go to McDonald’s and make the same money and the work isn’t as hard.” To combat turnover, the company is focused on making cleaning a career, not just a paycheck, and making sure staff understand the value they provide. Night work pays better than the day shift, sometimes much better, said Richard Simon, President and CEO of United Service Companies, the parent company of United National Maintenance, the largest tradeshow, convention and special event cleaning contractor in the United States. Simon, who started his career “on the back end of a broom” cleaning the International Amphitheater in Chicago, also founded Trade Show Executive Media Group. “When the building looks good when you get there in the morning, there are probably a dozen or more people doing the job that you probably don’t want to do,” Jensen-Murphy said. “For a lot of them this is their second or third job. I have the utmost amount of respect for how difficult that is.”

ExhibitCityNews.com JULY 2016 65

INDUSTRY AWARENESS

Corporate Sustainability and Responsibility BY JOE MATRANGA AND DAVID HOLLOWAY

If you were to randomly poll a global group of corporate executives on what corporate responsibility and sustainability meant to them today and compare that with the thoughts of former executives who held the same type of positions just 25 to 30 years ago, the differences in the answers received would be staggering. The environmental and social influences of corporations have experienced surging scrutiny in recent years. Stakeholders choose to associate with businesses that are cognizant of environmental and social issues and implement sustainable initiatives. Consequently, to perpetuate stakeholder acuities and satisfy their expectations, corporations are required to communicate with stakeholders about their corporate social responsibility. According to Arif Naqvi, who serves on the board of the United Nations Global Compact and was a 2013 honoree of the Business for Peace Foundation, “Sustainability is no longer just something for making a company better. It’s become crucial to a company’s ability to show that it has a right to exist.” Currently, the international community is progressively challenged by conflict, income inequity, and ecological issues. Naqvi and other participants at the 2015 Oslo Business for Peace Summit maintained that implementing a palpable commitment to the larger good is a comprehensive long-term corporate strategy. According to research completed by Francesco Rosati, whose work is titled Measuring Corporate Sustainability: Models, Methods and Findings, sustainability is defined as “a characteristic of a process or state that can be maintained indefinitely” (IUCN, 1991, p. 211). Sustainability has become gradually connected with businesses of all 66 JULY 2016 Exhibit City News

sizes, industries, and stages of development. Subsequently, researchers, consultants, and experts have recognized the destructive effects that individual actions have had on civilization and the environment. By way of illustration only, and not by way of limitation, the depletion of natural resources, graft, discrimination, global warming, pollution, hazardous and unwholesome products, pollution, employee mistreatment, and anticompetitive practices are influences that have had a negative consequence on society and the environment. As a result, numerous researchers and experts have analyzed innovative stratagems to attain a more sustainable environment. In 1987, the Brundtland Report for the World Commission on Environment and Development defined sustainable development as “development that meets the needs of the present without compromising the ability of future generations to meet their own needs.” Universally, researchers and experts with the objective of developing without damaging the possibilities of future generations have embraced the definition of sustainable development. Correspondingly, The Triple Bottom Line was developed in 1997 by Elkington. The concept postulated that business objectives are positively correlated with the communities and environments within which they function. Corporate social responsibility is another concept that has materialized concurrently with the concept of sustainability. Innumerable definitions of corporate social responsibility have emerged from organizations, institutions, researchers, and experts. In 1979, Archie B. Carroll defined corporate social responsibility as ‘‘the social responsibility of business which encompasses the economic, legal, ethical, and discretionary expectations that society has of organiza-

tions at a given point in time.’’ Presently, the European Commission defines CSR as the responsibility of enterprises for their impacts on society and preserves a concept whereby companies integrate social and environmental concerns in their business operations and their interaction with their stakeholders on a voluntary basis. Corporate sustainability and responsibility share similar objectives — accountable and enhanced business practices. Collectively, the corporate social responsibility crusade continued to increase momentum this year, with social impact gradually navigating to the C-Suite and transparency representing the new standard. According to Alice Korngold, consultant and author of A Better World, Inc. and contributor to Eight CSR Trends to Watch Out For in 2015, “The most successful companies in the 21st century will be led by boards of directors comprised of people with diverse backgrounds, perspectives, and areas of experience and expertise, who can envision the company’s greatest potential in solving the world’s most compelling social, environmental, and economic challenges.” CEO’s agendas have progressed over the previous decades as corporate responsibility and sustainability has become a significant focus of conversation. How does this affect the tradeshow industry? According to Tom Bowman, author of The Green Edge, “one often repeated story says the U.S. Environmental Protection Agency determined that tradeshows are the second biggest source of commercial waste in the United States. But no such federal report has ever been written.” Over four decades ago the prominent economist, Milton Friedman stated that the singular responsibility of business is to maximize shareholder value and earnings. Today, business owners and corporate executives remember the words echoed by Friedman and have initiated practices to tackle these serious issues. The C-Suite are cognizant of their accountability and environmental impact on society. The tradeshow industry functions in a similar manner. Presently, exhibit managers have added a different set of costs to their calcu-

lations. “The environmental price, which, in this case, includes impacts on the forests, rivers and local communities, where lumber is harvested to the health consequences of air pollution from shipping logs to mills for processing into plywood and then delivering the products to exhibit houses, does not appear on invoices.” Previously, the ecological expenditures that generate carbon and poisonous pollution were not reflected in the calculations. Fortuitously, new prospects and improvements are increasing annually, which afford green-focused organizations with a competitive advantage and numerous opportunities. The profitability and business accomplishment of any business are affected by social, environmental and governance programs. However, they are significantly reliant on the overall business framework. The appeal and value of services and products cannot substitute corporate responsibility practices. Comprehensive corporate responsibility systems cannot supplant for managerial and strategic insufficiencies in other business disciplines such as operations, accounting, sales, and marketing. Conversely, the empirical studies hypothesize that properly increasing managed and designed corporate responsibility systems support and add value in innumerable ways. Corporate responsibility methods have proven to be a valued provider to competitive business and financial performance. Consequently, businesses should be diligent when implementing corporate responsibility practices in their organization. According to research conducted by IO Sustainability, LLC, a research and advisory service firm, to enhance the potential for CR to deliver value, companies will benefit from adopting the management framework of: 1. Fit: Make CR commitments that fit your company’s core attributes and your key stakeholders’ expectations. 2. Commit: Make a genuine commitment to address CR issues. 3. Manage: Think of, develop, and manage your portfolio of CR practices as a valuable intangible asset. 4. Connect: Build key stakeholder awareness, trust, engagement, and affinity. @ExhibitCityNews

Figure 1.1

Strategic, Business-Value Creating Goal

Potential Target Range

A. Boost how shareholders view performance to enhance share price and market value

Increasing share price as much as 6%

B. Reduce risks and protect the company’s license to operate

Protecting as much as 10% of the firm’s value

C. Nurture, grow, and protect CR-related brand and reputation value

Nurturing as much as 11% of the firm’s value

D. Enhance competitive positioning with, and deepen the engagement of, customers

Increasing revenues as much as 20%

E. Enhance the commitment and engagement of employees

Reducing turnover as much as 50%

F. Some combination of the above By utilizing this management framework the strategic, business-value goal is displayed in figure 1.1 Conversely, businesses identified as not completely dedicated to corporate responsibility are less probable to generate a return on investment and achieve prolonged sustainability. Companies that have earned a positive reputation derive a competitive edge in the marketplace. According to John Friedman, thiscompetitive edge achieved by corporate responsibility and sustainability provide the following business benefits: license to operate (speed to market); cost reduction or avoidance; market opportunities/advantage; employee engagement, ability to cease the innovation high ground; and access to investment capital. According to Tom Bowman, you can green your exhibition or meetings program without going back to school or hiring expensive consultants. You will gain much bigger advantages by applying green thinking to the decisions that you are already going to make today, tomorrow, next week, next month and so on. The quote “perception is reality” fittingly applies to the tradeshow industry. The tradeshow industry shares similar characteristics to numerous industries. But how can we alter that perception? Improvements in the tradeshow industry will provide a starting point to alter that perception. The Green Edge chronicles A Carbon

Case Study that scrutinizes a custom 10 x 30 exhibit traveling to 30 shows over a span of 10 years. The staffing comprised six sales representatives and two exhibit managers. The 10 x 30 custom exhibit required transportation to transport 10 crates. The results of the carbon footprint were unanticipated and staggering. Emissions for the innumerable events included hotels, air travel, materials, and shipping. The following table depicts the breakdown of the total carbon footprint. The research demonstrates that carbon-emitting activities occur at all the tradeshows, while green materials simply happen once in an exhibit’s lifespan. Consequently, the exhibit represents a small percentage of organizations’ carbon footprint. The table clearly demonstrates that the main focus should be on decreasing repetitive financial and environmental costs from air travel and shipping. Aforementioned, a few simple carbon calculations can unveil big opportunities when making every decision a green decision. The following are a few recommendations to direct your company down the precise path: travel on non-stop flights; truck shipments; scrutinizing hotels’ sustainability information; removing and recycling packing supplies on the tradeshow floor; air freight should comprise one-fifth of the carbon emissions; plan on-site personnel judiciously; plan virtual meetings vs. faceContinued on p. 68 ExhibitCityNews.com JULY 2016 67

INDUSTRY AWARENESS Continued from p. 67 to-face meetings; aid in reducing pollution; if energy proficiency is improving, upgrade properties that utilize energy; and maintain properties that do not use energy. According to Toby Heaps, editor-in-chief of Corporate Knights, “the majority of large companies around the globe now report on their sustainability to some degree, and about a quarter of large companies link executive remuneration to relevant sustainability performance indicators such as energy intensity or the safety record.” Assets included in social investing have advanced 40 percent quicker during the period of 1995 to 2003 than all professionally managed investment assets in the U.S. The period of 1995 to 2003 exposed a growth rate of approximately 240 percent in investment portfolios involved in socially responsible investing. In comparison, the overall universe of assets under professional management grew at a rate of

The quote “perception is reality” fittingly applies to the tradeshow industry. 174 percent over the same period. Socially responsible investing comprises one out of every eight dollars under professional management in the Unites States, totaling $3.07 trillion annually. This data illustrates an enormous supply of funds invested in sustainable businesses. A 2011 study by the Convention Industry Council titled The Economic Significance of Meetings to the U.S. Economy “quantified the economic contributions of 1.8 million meetings, trade shows, conventions, congresses, incentive events and other

meetings” in the United States. Tradeshows comprised approximately 10,700 of these events and the balance encompassed incentive conferences, business conferences, professional and corporate events. The study by the Convention Industry Council established that the tradeshow industry supports approximately 1.7 million jobs directly with $253 billion in expenditures. Although, the countless industry suppliers and their personnel are not included in the calculations, aggregate economic significance to the U.S. economy comprises indirect and direct spending totaling approximately $907 billion. Obviously, these are large numbers and demonstrate the significant environmental footprint the tradeshow represents. This suggests that if we are conscientious and put forth the effort, we will make substantial contributions to the well-being and performance of our organizations, the public health, the economy and the universe that is inherited by future generations.

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EDUCATION

CONGRATULATIONS TO THE OCTANORM ACADEMY INTERMEDIATE SEMINAR CLASS OF 2016!

t was on June 5-6 in beautiful Atlanta, Georgia, when an exciting adventure into the World of Systems powered by OCTANORM held its intermediate-level seminar for designers, engineers, detailers and project managers. Held at the Georgia International Convention Center, the 38 attendees enjoyed the opportunity to learn more about the exciting products the company has to offer, work with more handson experiences than ever before, as well as take a behind the @ExhibitCityNews

scenes tour of the OCTANORM facilities. The seminar concluded with the highly anticipated challenge for attendees to show off their creativity with OCTANORM in its design/ assembly competition. The dates for next yearâ&#x20AC;&#x2122;s Octanorm Academy are June 5-6, 2017. For more information about future seminars, please contact Amy Muldoon, amuldoon@octanormusa.com. ExhibitCityNews.com JULY 2016 69

PEOPLE ON THE MOVE

People on the Move

es Westley, president and CEO of SMG, recently announced Claude Molinari (right) as general manager of Cobo Center. Molinari has been the assistant GM of Cobo under Thom Connors, who will continue his corporate role with SMG. “This is a natural transition,” said Westley. “Both Thom and Claude will continue to bring their leadership strengths and industry vision to Cobo Center.” Molinari has been with SMG for 18 years and was previously promoted to regional director of operations for SMG Mideast. Said Molinari, “I am excited to work with the Cobo team to bring customer service, bookings and maintenance, to even higher levels in the future.” Additionally, Cedric Turnbore has been promoted to director of operations for Cobo Center, and his responsibilities will expand to include the oversight of production, sustainability and janitorial services. Turnbore came to Cobo with more than 20 years of experience with top brand properties. Larry Alexander, chairman of the Detroit Regional Convention Facility Authority and president of the Detroit Metro Convention and Visitors Bureau, added, “Having true hospitality veterans like Thom, Claude and Cedric on the team, with their unique knowledge and expertise, has been a tremendous asset as we worked through the transformation of Cobo Center.” Molinari also recently announced that Diane Calliway (right) has joined Cobo as the new director of human resources and administrative services. “Diane has all of the experience and qualifications we are looking for in the director of human resources position 70 JULY 2016 Exhibit City News

By Exhibit City News

and, as a long-standing Detroiter, she is passionately committed to being a part of the city’s incredible comeback,” said Molinari. Said Calliway, “As director of HR and Administrative Services here at Cobo, I hope to provide programs and services with such quality and expertise that our community gains a competitive advantage from our collaborative efforts to make Cobo a great place to work.” After 22+ years in the tradeshow sales lead response and management service business, Richard Erschik (right) sold his company in 2009 and went under-the-radar to respect a courtesy non-compete agreement with the buyer. He is now back in the game and ready to present his new training programs to the world. Never being one to give up on innovation and industry trends, Erschik spent his sabbatical researching tradeshow organizer, exhibitor, and industry suppliers’ needs. To satisfy their expressed needs, he has developed an exclusive 6090 minute in-person seminar and/ or on-line webinar education and training program for the tradeshow industry. Robert Tarolla (right), an industry veteran for more than 24 years, has accepted the position of Las Vegas City Manager for Sho-Link Inc. Tarolla began his career in the trade show industry in 1991. He worked at McCormick Place until he moved to Las Vegas in 1995. As a Local #631 Teamster, he worked managing high profile client exhibits. In August 2012, he joined the Sho-Link family as the Las Vegas show foreman. Per Tarolla, “The thing I love most about my job and the industry as a

whole is the intensity and fast paced environment. It can be very challenging at times.” Ed Raburn joined Sho-Link in May of 2016 in the role of Las Vegas Show Foreman. Raburn comes from the show floor, where he was an installation and dismantle lead with three years’ experience. He has a strong management background in the recycling industry, overseeing hundreds of employees in multiple recycling facilities in the Las Vegas valley. His strong management background will be a great asset to Sho-Link. Per Jim Genzano, regional operations manager, “For the past three years, Raburn has been working on the show floor as a lead. His attention to detail is superb and Raburn has established many outstanding relationships with show floor workers and clients within the Las Vegas market.” Momentum Management has hired Ron Bruckner as new manager in NY. Bruckner began his career in this industry more than 25 years ago on the trade show floor. “Ron’s experience gives him the skill set and knowledge to know what it takes on every level to create a seamless trade show experience,” says CEO Randy Bott. “Joining Momentum Management’s nation-wide team of managers is a true honor. My experience on so many levels of this industry provides me with the ability to lead our strong team to carry on Momentum Management’s vision of becoming an extension of our exhibit house partners,” says Bruckner. Momentum also announces the movement of strategic management partner John Knoska, vice president of Field Operations. “With more than 30 years of experience in the trade show industry, Johns continued success and ability to support Continued on p. 72

PEOPLE ON THE MOVE Continued from p. 70 and enhance the growth of Momentum Management is seamless,” says Bott. “John has served Momentum Management in this new role for four years now and we have expanded his role based on success we’re seeing under his leadership. John’s decision to join us here in Atlanta at the corporate headquarters of Momentum Management enhances our ability to remain focused on issues related to the growth of the company.” Hargrove, Inc. announced that it has re-hired former employee Caitlin Samples (right) as manager of Exhibit Sales Operations. “We are thrilled to welcome Caitlin back in her new role as manager of Exhibit Sales Operations,” said Tim McGill, Hargrove CEO. “Caitlin was a huge asset to the exhibits department during her previous tenure with us, and she will undoubtedly help propel this department to new successes.” Caitlin started her career at Hargrove as an account manager and eventually joined the sales team as a sales executive for custom exhibits, ultimately earning the title of national sales executive and establishing herself as a key employee on the team. LMG is pleased to announce the hiring of Rick Hyland as accounts manager at the Orange County Convention Center. His role will include creating and fostering relationships with current and prospective OCCC clients, as well as manage and oversee LMG’s operations and sales teams at the OCCC. Rick comes to LMG with more than 12 years of industry experience and an extensive background in sales and account management. “I’ve worked alongside the LMG team at the OCCC for many years,” states Hyland. “I was excited to bring my client relationships and industry experience to LMG’s sales toolbox when the opportunity presented itself.” Exhibit Systems has expanded its mar72 JULY 2016 Exhibit City News

ket presence in northeast Wisconsin with the hiring of Peter Linn, an account executive with a unique background in business-to-business sales and creative services. Linn represents Exhibit Systems in a broad geographic swath including Green Bay, Appleton and stretching from Wausau to Sheboygan. “We are thrilled to welcome Peter to our growing company, and look forward to his executing a longplanned strategy to boost our presence in northeast Wisconsin,” said Dave Jentz, executive vice-president of Exhibit Systems. “We are confident that his experience, creative abilities and dedication to customer service will lead to success for our firm and, most importantly, our customers.” John Mitchell, Director of Sales & Marketing at Skyline Sector 5, was recently sworn in to the American Advertising Federation - Fort Worth board of directors for the 2016-2017 year. Mitchell will be responsible for collaborating with officers and members, building membership, increasing ADDY entries and donations, providing insight into current issues and trends and serving as an ambassador. “I am very honored to be elected to the AAF-Fort Worth board of directors,” said Mitchell. “During my term, I hope to further AAF-Fort Worth’s mission to connect, educate and inspire as well as bring a heightened awareness for experiential marketing within the local ad and marketing community.” Aoife Delaney (left) has been honored by the Convention Industry Council with the prestigious 2016 Pacesetter Award, which recognizes individuals whose recent accomplishments chart a course from where the industry is today to where it is headed. In 2017, Delaney

will become Site Globals’ youngest-ever president. The awards will also see CIC induct Delaney’s father, Patrick Delaney, into its Hall of Leaders. “This event is truly a unique and extraordinary evening honoring iconic leaders and future stars,” said Karen Kotowski, CIC CEO. “We look forward to celebrating their unique talents and contributions and are excited to continue to do so in collaboration with IMEX America’s growing success.” Coastal International, Inc. recently announced the promotion of Kathy Spangler (left) to vice president of administration. She will have the primary responsibility for all administrative processes throughout the company. Spangler received a BA degree from Pitzer College and an MA degree from Sonoma State in Phycology. She is a long-time organizational volunteer of the San Francisco Wine and Spirits annual competition. “Kathy has been a key part of our success over the past eighteen years, and we were thrilled to promote her to this important positon,” said Bruce Green, CEO of Coastal International. Global Experience Specialists recently announced that Larry Harrison (left) has joined the company as general manager of Toronto. “We are very fortunate to have Larry join GES in Toronto,” said Mike Lecour, executive vice president of GES Canada. “Larry’s people first philosophy and passion for live events will now expand into the planning and execution of memorable experiences for event organizers across the Greater Toronto Area and as part of our worldwide relationships.” “I’m honored to be part of the GES team, and I look forward to working with our talented staff, clients, and industry partners to produce unforgettable events while exceeding client objectives,” said Harrison.

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76 JULY 2016 Exhibit City News

ost of us that come to Orlando for a trade show know the odd spot of International Drive, commonly known as I-Drive, since we are busy with set up and organizing our jobs. But after a few years there, we’ve come to find out that Walt Disney World Resort does not like “us” very much and that what is along I-Drive mostly caters to the folks coming here for them. So on your day off, consider instead going to Cape Canaveral and/or Cocoa Beach; those places are a safer bet for relaxation and distraction. But there is a lot more to Orlando then just that. Winter Park and Edgewater Village, in closer proximity to the convention center, have a thriving night live and many beautiful restaurants. Luma on Park Ave is still the ultimate destination for fine cuisine in Winter Park and The Ravenous Pig on N. Orange Ave is known for its truly enjoyable American gastropub experience. Then there’s the K Restaurant and Wine Bar, offering wine tastings in the garden, just to mention a few. Simpler and a little more inexpensive is Mitchell’s Fish Market, which is upscale, yet casual, with great oysters. But good sushi is harder to find around there these days. For getaways in the off-season and even during the week, consider spend-

ing a night in New Smyrna Beach in Volusia County. The most secluded beaches there are at the south end and require some walking but offer wonderful solitude. Sadly, more and more folks are finding out about it, but Smyrna remains more of a home town atmosphere than Cocoa Beach, famous for the Kennedy Space Center. Smyrna also has some nice restaurants and tons of little touristy shops. After spring break or the races, Daytona has a lot of excitement to offer. Or if relaxation is the mission, Ormond Beach to the north is more on the sleepy side. Artsy tourists will find everything their hearts desire in Mount Dora, a beautiful old southern town with rows of craft shops, quaint restaurants and quiet hotels such as the Lakeside Inn, perfect for a leisurely escape. And if you surf, bring a board! The Jetty Park Beach and Campground gets some great waves on the north end, while the other side of the Ponce Inlet is great for kiting and scenic views from its lighthouse. But folks, don’t get tempted to swim, paddle board, kite or windsurf in any of the lakes. I found out the hard way biking around Lake Apopka (great bike trail, by the way), 15 miles west of Orlando, just how many gators are in the waters there! Fish tacos from Mitchell’s Fish Market

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ExhibitCityNews.com JULY 2016 77

EXHIBIT CITY PUZZLER A Custom Crossword by Gail Beckman CustomCrosswords.com 3

57 61

64. Air freight: ____ shipped via plane 65. Pathway in a building 67. Tender Loving Care, shortened 70. Los Angeles state (abbr) 72. Used to be prefix 73. The two of us 74. Between F and I 75. Time increment (abbr) 76. Tellurium symbol

C 59

A R

O A M

E K

G A

E M B

25 21

O R 35

H A 6

O 7

26 18

O R D

M R 11

C O

A M S

L R

M A

A 47

M R

R M

H A

X 54

D O

G H

C H A

N S

H R

57 44

M B

79 68

E 73

I G H

W E

42 1

R 53

S E

26. (see 1 down) 28. About (abbr) 30. Listening device? 32. Of the self 36. Short for Instant Messenger 39. Designated place 41. More than eight hours 42. Construct, as a show booth 43. Relating to birds 44. Likely 46. ___ la la! 48. Type of detector 49. Send merchandise 50. Lowered portion of the ceiling 52. NW opposite 55. Show your stuff at the show 56. Las Vegas nickname: ___ City 61. Places to lock up materials: Security _____ 62. Attended 63. Morning initials

27 31

20 23

1. (with 26 down) Protective padding for uncrated items 2. Allstate or Geico product (abbr) 3. Combining two or more types of audio/ visual support in a presentation 4. Word before body or one 5. It relieves one party of responsibility: Hold _______ Clause 6. Symbol for aluminum 7. Certain electrical plug: Twist ___ 8. More than suffix 9. Shortened version of General Agreement on Tariffs and Trade 10. Particular social media (abbr) 13. Certain skilled craftsperson 15. Electrical engineer, for short 16. Keep control of 17. Angry 19. It precedes IOU 21. Illuminators 24. Transaction Application Language, for short

78 JULY 2016 Exhibit City News

DOWN

1. For one-time use: _____ and burn 3. Where trucks gather for dispatch to show site: _______ yard 10. It’s all ___ and games 11. Vera preceder 12. Paid notice 14. Installation 17. Title of respect 18. Wooden container; shipping ____ 20. Apiece (abbr) 21. Short for laminated 22. And so on (abbr) 23. First aid follower 25. Not employed, for example 27. Noise from a timer, perhaps 29. It’s done ahead of time Advance _____ 31. Short for telephone or telescope 33. ___ whiz! 34. Possesses 35. Associate of Arts, shortened 36. Such as (abbr) 37. Short for Dept. of Transportation 38. Certain day of the wk. 40. Recessed utility box: Floor ____ 42. It’s covered with heavy paper stock for mounting signs, etc. - ____ Core 44. Artificial intelligence, shortened 45. Extremely 47. Train syst. 49. Whirlpools 51. Comfort 53. Like an idea or the sun 54. Signs or other structures across the top of an exhibit 57. We’re ___ to a good start.. 58. Between la and do 59. Quaint hotel

60. Politically Correct, shortened 62. Specified areas where attendees can plug in: _______ Stations 66. Goal 67. Set by show management for the arrival of freight: _____ Date 68. Bachelor of Medicine, for short 69. Comes before logical or system 71. Relate 73. PW or Packed _______ 77. Short for average deviation 78. Rental of a carrier’s entire cargo space by one shipper: _______ Use 79. It includes a continuous ground in addition to a positive and negative: _____ Wire

Answer Key

ACROSS

QA Question: Where can you find industry features, maps, insider information, shop talk and free stuff?

Answer: Exhibit City News, of course!

Sign up for six stunning, full-color issues of ECN and get our very special 20th anniversary edition, 52 weekly digital updates and free stuff to wear proudly!

Go to ExhibitCityNews.com/subscribe or Call 702.309.8023

SW_STM_9x5_Ad_01-2016.pdf 1 1/29/2016 8:18:23 AM

80 JULY 2016 Exhibit City News

Trade Show Calendar US CENTRAL

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

Show Texas Restaurant Association - TRA Marketplace ISTE - Int. Society for Technology in Education - NECC Conference for the Advancement of Math Teaching - CAMT National Association of Church Business Administration National Primary Care Nurse Practitioner Symposium American Society for Healthcare Engineering - ASHE School Nutrition Association - SNA Colorado Vision Summit Texas Pharmacy Association - Rxperts Global Business Travel Association - GBTA Texas High School Coaches Association - THSCA Council on Hotel, Restaurant & Institutional Education - ICHRIE American Assoc. of Meat Processors Exposition - AAMP Agricultural Media Summit Family Medicine Residents & Students National Conf. RetailNow - Retail Solutions Providers Association - RSPA Sunbelt Builders Show American Psychological Association - APA American Veterinary Medical Association - AVMA NAPE Summer Houston - North American Prospect Expo Southwest Dental Conference International Society of Arboriculture - ISA St. Louis Gift Show - August Fire-Rescue International - IAFC Nursery & Landscape Expo - TNLA American Fisheries Society Annual Meeting Rocky Mountain EnergySummit - COGA - Colorado Oil & Gas Assoc. The Great American Trucking Show - GATS CVC Central - Central Veterinary Conference

Start 6/26 6/26 6/29 7/6 7/7 7/10 7/10 7/14 7/15 7/16 7/17 7/20 7/21 7/23 7/28 7/31 8/3 8/4 8/5 8/10 8/11 8/13 8/14 8/17 8/18 8/21 8/22 8/25 8/26

View Complete Calendar Online

End 6/27 6/29 7/1 7/9 7/10 7/13 7/13 7/17 7/17 7/20 7/20 7/22 7/23 7/27 7/30 8/3 8/4 8/7 8/9 8/11 8/13 8/17 8/15 8/20 8/20 8/25 8/25 8/27 8/29

All Information Is Subject to Change*

Venue George R. Brown CC Colorado CC Henry B. Gonzalez CC Gaylord Texan Keystone Conference Center Colorado CC Henry B. Gonzalez CC Steamboat Grand Renaissance Austin Colorado CC Henry B. Gonzalez CC Gaylord Texan CenturyLink Omaha Center Hyatt Regency at The Arch Kansas City CC Gaylord Texan Gaylord Texan Colorado CC Henry B. Gonzalez CC George R. Brown CC Kay Bailey Hutchison CC Ft. Worth CC St. Charles CC Henry B. Gonzalez CC George R. Brown CC Sheraton at Crown Center Colorado CC Kay Bailey Hutchison CC Kansas City Conv. & Ent. Ctr

City Houston Denver San Antonio Grapevine Keystone Denver San Antonio Steamboat Springs Austin Denver San Antonio Dallas Omaha St. Louis Kansas City Grapevine Dallas Denver San Antonio Houston Dallas Ft. Worth St. Louis San Antonio Houston Kansas City Denver Dallas Kansas City

St TX CO TX TX CO CO TX CO TX CO TX TX NE MO MO TX TX CO TX TX TX TX MO TX TX MO CO TX MO

Att 5041 16K 6900 1600 1200 2000 2612 500 1000 6450 10.8K 800 1200 600 2700 1400 2525 10.8K 8800 7000 11K 2211 2500 14K 3352 1900 3000 48.6K 6500

Exh 505 485 187 100 100 279 385 55 90 475 383 50 110 75 372 134 163 148 283 700 335 121 100 500 532 60 180 507 275

Nsf Industry 83.9K Food & Beverage 132K Education 46.7K Education 27.3K Religious 15K Nursing 37.9K Medical & Healthcare 83.2K Food & Beverage 4800 Vision & Optometry 38K Pharmaceuticals 118K Travel Industry 82.1K Education 19.6K Hotels & Resorts 15K Food & Beverage 8500 Agriculture & Farming 45.6K Medical & Healthcare 17.5K Retail 27.3K Building & Construction 20.6K Medical & Healthcare 46.6K Veterinary 70K Energy 42K Dental 36.4K Agriculture & Farming 20K Gifts 180K Fire & Protection 109K Landscape & Garden 6000 Fishing 32K CityEnergy Exhibit News’ best-read section! 188K Automotive & Trucking 47.6K Veterinary

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 JULY 2016 81

Trade Show Calendar US MIDWEST

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

Show National Sheriffs’ Association Annual Conference - NSA International Christian Retail Show - CBA Cultivate - Organization of Horticulture Professionals The ASI Show! International Billiard & Home Recreation Expo - BCA American Association of Law Libraries IFT Annual Meeting & Food Expo - Institute of Food Technologists TransWorld’s Jewelry, Fashion & Accessories Show International Association of Venue Managers - IAVM VenueConnect NCSL International Workshop & Symposium Microscopy & Microanalysis - MSA Ohio Association for Career & Technical Education - ACTE EAA AirVenture Oshkosh Fly-In Catholic Marketing Network International Trade Show - CMN HydroVision International - Clean Energy National Training Institute - NTI - NJATC Joint Statistical Meeting - JSM National Court Reporters Association Annual Conv - NCRA Association for Education in Journalism & Mass Comm. - AEJMC National Conference of State Legislatures - NCSL Legislative Summit Midwest Security & Police Conference/Expo Independent Garden Center Show - IGC Ace Hardware Fall Convention & Exhibition Indiana Long Term Care Convention & Expo Midwest Accounting & Finance Showcase - ICPAS The American Legion National Convention Association of Correctional Food Service Affiliates - ACFSA Community Health Institute & Expo - NACHC PWX - Public Works Expo - American Public Works Association - APWA

Start 6/24 6/26 7/9 7/12 7/13 7/16 7/16 7/21 7/23 7/24 7/24 7/25 7/25 7/26 7/26 7/30 7/30 8/4 8/4 8/8 8/16 8/16 8/18 8/22 8/23 8/26 8/28 8/28 8/28

End 6/29 6/29 7/12 7/14 7/15 7/19 7/19 7/24 7/26 7/28 7/28 7/27 7/31 7/29 7/29 8/5 8/4 8/7 8/7 8/11 8/17 8/18 8/20 8/24 8/24 9/1 8/31 8/30 8/31

Venue Minneapolis CC Duke Energy Center Greater Columbus CC McCormick Place Schaumburg CC Hyatt Regency Chicago McCormick Place Donald E. Stephans CC Minneapolis CC Saint Paul RiverCentre Greater Columbus CC Hilton - Easton in Columbus

City Minneapolis Cincinnati Columbus Chicago Schaumburg Chicago Chicago Rosemont Minneapolis St. Paul Columbus Columbus Oshkosh Renaissance Schaumburg Schaumburg Minneapolis CC Minneapolis Ann Arbor McCormick Place Chicago The Hilton Chicago Chicago Hilton Minneapolis Hotel Minneapolis McCormick Place Chicago Tinley Park CC Tinley Park Navy Pier Chicago McCormick Place Chicago Sheraton at the Crossing Indianapolis Donald E. Stephans CC Rosemont Duke Energy Center Cincinnati Radisson Blu at Mall of America Bloomington Hyatt Regency Chicago Chicago Minneapolis CC Minneapolis

All Information Is Subject to Change*

St MN OH OH IL IL IL IL IL MN MN OH OH WI IL MN MI IL IL MN IL IL IL IL IN IL OH MN IL MN

Att 4000 1132 12.6K 4422 2047 2000 23K 24K 1659 1200 1800 550 500K

Exh 347 231 568 641 132 120 1.1K 350 213 130 110 55 800

Nsf 155K 43730 154K 89950 46500 20000 222K 48000 221K 18000 36500 55000 1M 18600 2639 358 52400 1900 100 11500 6000 80 1500 60 5000 2000 50 6000 5000 300 84000 2300 175 28000 600 15.7K 1.3K 318K 426 65 20000 2100 70 18800 10K 110 80000 450 150 15000 2000 100 22000 8500 650 105K

Industry Police Religious Landscape & Garden Advertising & Marketing Sporting Goods & Rec. Financial & Legal Food Processing & Dist. Jewelry Gaming & Entertainment Business Science Education Aerospace & Aviation Religious Renewable Energy Electrical & Electronics Financial & Legal Education Government Police Landscape & Garden Hardware Medical & Healthcare Accounting Government Food & Beverage Medical & Healthcare Building & Construction

PORTABLE/POP-UPS | MODULAR/INLINE | CUSTOM ISLANDS | PURCHASE/RENTAL | ASSET MANAGEMENT

Need a Booth? Call TradeTec. NO POST SHOW BILLING. GUARANTEED. 82 JULY 2016 Exhibit City News

TTChicago.com

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 Maryland Municipal League - MML Annual DIA Annual Meeting Summer Fancy Food Show - NASFT Police & Security Expo Optometry’s Meeting - AOA International Literacy Association - ILA Home Textiles Sourcing Expo - HTSE Texworld USA - Summer American Podiatric Medical Association - APMA Academy of General Dentistry Annual Meeting - AGD The Institute for Internal Auditors - IIA JA International Jewelry Show American Academy of Dermatology - Summer Meeting - AAD Affiliate Summit East Clinical Lab Expo - AACC - American Assoc. for Clinical Chemistry The Children’s Club Moda Las Vegas Campus Technology - CT - Education Technology Conf. American Correctional Association Annual - ACA Nat. Assoc. of Chain Drug Stores - NACDS Total Store Expo Printsource New York Defense Credit Union Council Conf. & Exhibition - DCUC Tactical Operations Conference & Vendor Show Ag Progress Days American Society of Electroneurodiagnostic Tech. - ASET THE NBM SHOW NY NOW - New York International Gift Fair American Chemical Society Fall - ACS The Louisville Gift Show

All Information Is Subject to Change*

Start 6/26 6/26 6/26 6/28 6/29 7/9 7/12 7/12 7/14 7/14 7/17 7/24 7/28 7/31 7/31 7/31 7/31 8/1 8/5 8/6 8/9 8/14 8/14 8/16 8/18 8/18 8/20 8/21 8/28

End 6/29 6/30 6/28 6/29 7/3 7/11 7/14 7/14 7/17 7/17 7/20 7/26 7/31 8/2 8/4 8/2 8/2 8/4 8/10 8/9 8/10 8/17 8/16 8/18 8/20 8/20 8/24 8/25 8/29

Venue Ocean City CC

City Ocean City Philadelphia Javits Center New York Atlantic City CC Atlantic City Boston Conv. & Expo Center Boston Hyness CC Boston Javits Center New York Javits Center New York Pennsylvania CC Philadelphia Hyness CC Boston Javits Center New York Javits Center New York Hynes CC Boston Marriott Marquis New York Pennsylvania CC Philadelphia Javits Center New York Javits Center New York Hynes CC Boston Marriott Copely Place Boston Boston Conv. & Expo Center Boston Metropolitan Pavilion New York Fairmont Copley Plaza Boston Galt House Hotel Louisville Russell E. Larson Center Rock Springs Wyndham Grand Downtown Pittsburgh Baltimore CC Baltimore Javits Center New York Pennsylvania CC Philadelphia Paroquet Conference Center Louisville

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

Att 1500 4325 25.8K 7500 3965 8000 674 5285 3500 5000 3000 5765 4341 2500 17.5K 6000 14K 1460 3000 3000 2200

Exh 200 443 2.3K 700 208 200 132 328 225 200

Nsf 21500 78900 307K

456 250 130 696 850

78243 17760 13000 206K

125 400 475 76 30 1200 207 46K 493 350 50 100 49.5K 2.8K 13.3K 500 2100 100

13200 175K 97150 15000 3000 38000

37832 50000 16000 38700 29900 30000

5000 545K 50000 20000

Industry Government Medical & Healthcare Food & Beverage Police Vision & Optometry Education Textiles Textiles Medical & Healthcare Dental Accounting Jewelry Medical & Healthcare Advertising & Marketing Pharmaceuticals Apparel Apparel Education Police Pharmaceuticals Textiles Banking Police Agriculture & Farming Medical & Healthcare Printing Gifts Chemical Gifts

Where Can You Find Industry Features, Maps, Insider Information, Shop Talk And Free Stuff?

Exhibit City News, of Course!

Sign up for six stunning, full-color issues of ECN and get our very special 20th anniversary edition, 52 weekly digital updates and free stuff to wear proudly! GO TO EXHIBITCITYNEWS.COM/SUBSCRIBE OR CALL 702.309.8023

@ExhibitCityNews

ExhibitCityNews.com JULY 2016 83

Trade Show Calendar US NORTHWEST

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

Show USA Gymnastics National Congress and Trade Show Association of College & University Housing Officers - ACUHO-I SEMICON West Intersolar North America SHAPE: AN AT&T TECH EXPO Health Physics Society - HPS Annual Meeting Wearables Techcon Western Pension & Benefits Conference American Society of Animal Science - ASAS/ADSA/CSAS Joint Annual Meeting School Bus Expo - STN AIAA Propulsion & Energy Forum & Exhibition Produce Marketing Association Foodservice Conf. Outdoor Retailer Summer Market American Bar Association Annual Meeting - ABA Washington Association for Career & Technical Ed - WA-ACTE Flash Memory Summit Small Business Expo ASAE & The Center Annual Meeting Seattle Gift Show - Summer American Sociological Association Annual Meeting - ASA Face & Body Spa & Healthy Aging Conf.& Expo The Money Show San Francisco Farwest Show Pacific Northwest Apparel Association - PNAA - NW Trend Show PAX Dev & PAX Prime - Penny Arcade Expo Northwest Human Resource Management Association - NHRMA California Dental Association - CDA Fall Scientific Session Photomask Technology - SPIE Northern California Facilities Expo

Start 7/8 7/9 7/12 7/12 7/15 7/17 7/18 7/19 7/19 7/23 7/25 7/29 8/3 8/4 8/7 8/9 8/11 8/13 8/19 8/20 8/20 8/23 8/25 8/30 8/31 9/7 9/8 9/12 9/21

End 7/10 7/12 7/14 7/14 7/16 7/20 7/20 7/22 7/23 7/27 7/27 7/31 8/6 8/9 8/10 8/11 8/11 8/16 8/22 8/23 8/22 8/25 8/27 9/1 9/1 9/9 9/10 9/14 9/22

Venue San Jose CC Washington State CC Moscone Center Moscone Center AT&T Park Spokane CC San Jose CC Sheraton Seattle Salt Palace CC Grand Sierra Resort Salt Palace CC Hyatt Regency Salt Palace CC Moscone Center The Davenport Grand Hotel Santa Clara CC Washington State CC Salt Palace CC Washington State CC Washington State CC McEnery CC Marriott Marquis Oregon CC Embassy Suites Seattle Westin Hotel Moscone Center San Jose CC Santa Clara CC

All Information Is Subject to Change*

City San Jose Seattle San Francisco San Francisco San Francisco Spokane San Jose Seattle Salt Lake City Reno Salt Lake City Monterey Salt Lake City San Francisco Spokane Santa Clara Seattle Salt Lake City Seattle Seattle San Jose San Francisco Portland Tukwila Seattle Bellevue San Francisco San Jose Santa Clara

St CA WA CA CA CA WA CA WA UT NV UT CA UT CA WA CA WA UT WA WA CA CA OR WA WA WA CA CA CA

Att

Exh 85

Nsf Industry 20000 Sporting Goods & Rec. Education 29.6K 690 131K Manufacturing 17.8K 834 168K Renewable Energy 1500

100 11300 Medical & Healthcare

1000 1500 1750 43K 9000 800

Financial & Legal Veterinary Transportation Aerospace & Aviation Food & Beverage Sporting Goods & Rec. Financial & Legal Education

2812 10K 6700 8000 6000

110 60 157 1.2K 125 46

88000 14500 15700 492K 10000 3680

Business 431 68400 Exhibition & Meeting Ind. 800 Gifts 66 5280 Science 250 50000 Beauty & Healthcare Financial & Legal Agriculture & Farming 1K Apparel

Business 12.1K 370 80000 Dental 1200 55 Science 1200 160 21500 Plant Eng. & Operations

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) 84 JULY 2016 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 National Assoc. of Student Financial Aid Admin - NASFAA ICAST - American Sportfishing Association - ASA Autism Society of America National Conf. & Expo - ASA Atlanta Gift & Home Furnishings Market American Society of Agricultural & Biological Engineers - ASABE National Dental Association - NDA HostingCon RDH Under One Roof Florida Petroleum Marketers & Convenience Store Assn - FPMA American Phytopathological Society Annual - APS SHARE Summer Technology Exchange Associated Locksmiths of America - ALOA American Association of Physicists in Medicine - AAPM AHRA - Association for Medical Imaging Management - Annual FIME Show - Federation of International Medical Equipment Suppliers Florida Society of Health-Systems Pharmacists - FSHP Louisiana Foodservice Expo - LRA Florida Health Care Association Annual Convention - FHCA Gentlemen’s Club Expo Memphis Gift and Jewelry Show - Summer Healthcare Convention & Exhibitors Association - HCEAConnect APCO Int. Conf. & Expo - Assn of Public-Safety Communications Officials American Association of Motor Vehicle Admin - AAMVA New Orleans Gift & Jewelry Show - Summer National Institute of Governmental Purchasing - NIGP International Woodworking Fair - IWF Florida Chiropractic Association - National Conv. & Expo International Municipal Signal Association - IMSA Florida Recreation and Park Association - FRPA

All Information Is Subject to Change*

Start 7/10 7/12 7/13 7/14 7/17 7/22 7/24 7/28 7/29 7/30 7/31 7/31 7/31 7/31 8/2 8/5 8/6 8/7 8/7 8/12 8/14 8/14 8/16 8/19 8/21 8/24 8/25 8/27 8/29

End 7/13 7/15 7/16 7/18 7/20 7/26 7/27 7/30 8/1 8/3 8/5 8/6 8/4 8/3 8/4 8/7 8/8 8/11 8/10 8/14 8/16 8/17 8/18 8/22 8/22 8/27 8/28 8/30 9/1

Venue Marriott Wardman Park Orange County CC New Orleans Marriott AmericasMart Disney’s Coronado Springs Marriott Marquis Morial CC Gaylord National Marriott World Center Tampa CC Marriott Marquis Hilton Orlando Walter E. Washington CC Gaylord Opryland Miami Beach CC Renaissance at Sea World Morial CC Hyatt Regency Orlando Hilton Riverside Memphis-Cook CC Savannah Int. Trade & CC Orange County CC Williamsburg Lodge Morial CC Gaylord National Georgia World Congress Ctr Hyatt Regency Renaissance Waverly Hotel Caribe Royale

City Washington Orlando New Orleans Atlanta Orlando Atlanta New Orleans Washington Orlando Tampa Atlanta Orlando Washington Nashville Miami Orlando New Orleans Orlando New Orleans Memphis Savannah Orlando Williamsburg New Orleans Washington Atlanta Orlando Atlanta Orlando

St DC FL LA GA FL GA LA DC FL FL GA FL DC TN FL FL LA FL LA TN GA FL VA LA DC GA FL GA FL

Att 2500 8604 1000 91.2K 1800 1600 1600 1500 1500 1800 2000 3500 3885 1100 57K 1100 9000 1000 4000 5889 700 3000 650 27K 1550 22K 2600 1000 1000

Exh 80 457 100 2.3K 30 110 140 100 183 50 68 200 120 264 900 100 420 275 500 101 113 300 90 350 200 860 500 80 200

Nsf 47000 134K 15700 1.1M 13300 25000 19000 11000 31200 60000 10700 45000 47600 52000 150K 10000 40000 27500 100K 18100 50000 70000 9000 95000 28000 410K 60000 17376 18000

Industry Financial & Legal Fishing Medical & Healthcare Food & Beverage Agriculture & Farming Dental Computers & Apps Dental Petroleum, Oil & Plastics Medical & Healthcare Computers & Apps Building & Construction Medical & Healthcare Medical & Healthcare Medical & Healthcare Pharmaceuticals Restaurants & Food Serv. Medical & Healthcare Gaming & Entertainment Jewelry Exhibition & Meeting Ind. Security Government Jewelry Government Building & Construction Medical & Healthcare Government Sporting Goods & Rec.

KEEP CALM Question: Where Can You Find Industry Features, Maps, Insider Information, Shop Talk And Free Stuff? Answer: Exhibit City News, of course!

@ExhibitCityNews

AND

TWEET ON Join the conversation

@ExhibitCityNews

ExhibitCityNews.com JULY 2016 85

Trade Show Calendar US SOUTHWEST

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

Show IDEA World Fitness Convention Illuminate: The BizBash Live Expo Hawaii Lodging, Hospitality & Foodservice Expo THE NBM SHOW American Culinary Federation National Convention - ACF National Association of Counties - NACo Siggraph Int. Premium Cigar & Pipe Retailers of America - IPCPR Cosmoprof North America National Medical Association - NMA Assoc. for Healthcare Resource & Materials Management - AHRMM Las Vegas Market/Summer (Furniture) ASD Las Vegas Association of Diesel Specialists - ADS SuperZoo Specialty Advertising Association of California - SAAC American Association of Diabetes Educators - AADE OFFPRICE Wholesale Apparel Show Institute of Transportation Engineers - Annual - ITE PGA Fashion & Demo Experience - Professional Golfers’ Assoc. CurveNV KIDShow Las Vegas WomensWear In Nevada - August MAGIC - Business of Fashion Orgill Dealer Market Fall Optics & Photonics - SPIE Western Foodservice & Hospitality Expo VMworld Industry Summit - F&I and Showroom

Start 7/13 7/13 7/13 7/14 7/15 7/22 7/24 7/24 7/24 7/30 7/31 7/31 7/31 8/2 8/2 8/10 8/12 8/13 8/14 8/15 8/15 8/15 8/15 8/15 8/25 8/28 8/28 8/28 8/29

End 7/17 7/13 7/14 7/16 7/19 7/25 7/28 7/28 7/26 8/3 8/3 8/4 8/3 8/5 8/4 8/11 8/15 8/16 8/17 8/17 8/17 8/17 8/18 8/17 8/27 9/1 8/30 9/1 8/31

Venue Los Angeles CC California Market Center Neal Blaisdell Center Long Beach CC JW Marriott Desert Ridge Long Beach CC Anaheim CC Sands Expo Mandalay Bay Los Angeles CC San Diego CC World Market Center Las Vegas CC Wynn Las Vegas Mandalay Bay Long Beach CC San Diego CC Sands Expo Anaheim Marriott The Venetian Mandalay Bay Bally’s Hotel & Casino Rio All-Suites Hotel & Casino LV CC & Mandalay Bay Sands Expo San Diego CC Los Angeles CC Mandalay Bay Paris Hotel

All Information Is Subject to Change*

City Los Angeles Los Angeles Honolulu Long Beach Phoenix Long Beach Anaheim Las Vegas Las Vegas Los Angeles San Diego Las Vegas Las Vegas Las Vegas Las Vegas Long Beach San Diego Las Vegas Anaheim Las Vegas Las Vegas Las Vegas Las Vegas Las Vegas Las Vegas San Diego Los Angeles Las Vegas Las Vegas

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

Att 5100 1200 4414 10.3K 23K 22.5K 6000 27K 5000 1016 50K 40.3K 700 18.5K 2100 6570 13.3K 2000 2803 2500 4000 7700 66.1K 20K 5000 10.8K 23K 1300

Exh 140 150 326 396 115 180 153 300 992 150 189 450 2.8K 50 885 410 118 482 120 200

Nsf 28000 31649 53000 43500 80000 28000 46500 150K 221K 37600 29800 550K 684K 14500 159K 54000 48300 124K 16500 25300 40000 80000 180K 951K 500K 30000 50300 188K 19000

1K 480 4.3K 1K 280 315 185 80

Fife

Industry Sporting Goods & Rec. Exhibition & Meeting Ind. Hotels & Resorts Printing Restaurants & Food Serv. Government Computers & Apps Stores & Store Fittings Beauty & Healthcare Beauty & Healthcare Medical & Healthcare Home Furn. & Int. Design Gifts Petroleum, Oil & Plastics Veterinary Advertising & Marketing Medical & Healthcare Apparel Building & Construction Sporting Goods & Rec. Apparel Apparel Apparel Apparel Building & Construction Science Food & Beverage Computers & Apps Financial & Legal

Williston

NEW YORK Bronx Carlin

Trenton Chicago

ILLINOIS

San Francisco

Richmond San Jose

Hobbs

Lake Charles

86 JULY 2016 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 Canadian Anesthesiologistsâ&#x20AC;&#x2122; Society - CAS Association for the Advancement of Cost Engineering - AACE Ontario Association of Chiefs of Police - OACP Canadian Business Aviation Association - CBAA Canadian Veterinary Medical Association - CVMA Canadian Association of Pathologists - CAP-ACP Society for College & University Planning - SCUP Microsoft Worldwide Partner Conference - WPC National Association of College & University Business Officers - NACUBO IMATS - International Make-up Artists Trade Show American Orthopaedic Foot & Ankle Society - AOFAS International Conference on Alzheimerâ&#x20AC;&#x2122;s Disease ICANM - International Conference & Exhibition on Advanced & Nano Materials Canadian Gift Association - CanGift MODE Accessories Alberta Gift Show - Summer IncentiveWorks ExpoZoo - PIJAC ICCE - International Conference & Exhibition on Clean Energy The National Franchise & Business Opportunities Show Canadian Healthcare Engineering Society - CHES Oil Sands Trade Show & Conference Canadian Society for Vascular Surgery - CSVS Canadian Health Food Association - Expo East - CHFA National Pet Industry Trade Show

All Information Is Subject to Change*

Start 6/24 6/26 6/26 7/5 7/7 7/9 7/9 7/10 7/16 7/16 7/20 7/24 8/1 8/7 8/7 8/14 8/16 8/21 8/22 9/10 9/11 9/13 9/16 9/17 9/18

End 6/27 6/29 6/29 7/7 7/10 7/12 7/13 7/14 7/19 7/17 7/23 7/28 8/3 8/10 8/9 8/17 8/17 8/22 8/24 9/11 9/13 9/14 9/17 9/18 9/19

Venue Vancouver CC Sheraton Centre Sheraton at the Falls

City Vancouver Toronto Niagra Falls Calgary Scotiabank CC Niagra Falls Hyatt Regency Vancouver Vancouver Vancouver CC Vancouver Metro Toronto CC Toronto Palais des Congres Montreal Vancouver CC Vancouver Metro Toronto CC Toronto Metro Toronto CC Toronto McGill University New Res. Hall Montreal International Centre Toronto International Plaza Hotel Toronto Edmonton Expo Centre Edmonton Metro Toronto CC Toronto Drummondville Centre de fiores McGill University New Res. Hall Montreal International Centre Toronto Vancouver CC Vancouver Suncor Comm. Leisure Centre Ft. McMurray The Westin Nova Scotian Halifax Metro Toronto CC Toronto International Centre Mississauga

St BC ON ON AB ON BC BC ON QC BC ON ON QC ON ON AB ON QC QC ON BC AB NS ON ON

Att 1500 700 2250 700 300

2500

5000 20K 16K 2400 977 5000 300 5700 3800 1811

Exh 75 50 100 85

Nsf

Industry Medical & Healthcare 6000 Building & Construction 20K Police Aerospace & Aviation 10K Veterinary Medical & Healthcare 15 960 Education Computers & Apps 200 31.2K Education Beauty & Healthcare Medical & Healthcare Medical & Healthcare 75 12K Manufacturing 1K 421K Gifts Apparel 740 190K Gifts 700 52K Travel Industry 98 17.9K Veterinary Renewable Energy 150 21K Business Medical & Healthcare 160 15K Petroleum, Oil & Plastics 400 85K Medical & Healthcare 800 73K Food & Beverage 230 40.8K Veterinary

*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 JULY 2016 87

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. 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. 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 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: • 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 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

DERSE is excited to announce that it’s expanding its presence in Southern California.

Sho-Link, a premier national I&D company, is seeking a Las Vegas City Manager. For more information about our unique company built on strong ethics, employee recognition and core values, please visit www.sho-link.com. We are looking for someone with a minimum of 3 years management experience, and with an understanding of the extremely fastpaced tradeshow and convention industry. The ideal candidate leads with moxie and by example, and will foster a positive environment.

RESPONSIBILITIES INCLUDE: • Management oversight. • Communication with all levels. • Exhibit floor management. • Payroll and invoice approval. • Planning.

NECESSARY SKILLS INCLUDE: • Leadership • Communication • Resourcefulness • Adaptability. Our existing Las Vegas team is equipped with an amazing and experienced support staff as well as strongly established show floor crews. For consideration, please submit your resume to hr@sho-link.com

We are changing the face-to-face marketing industry and we are looking for innovative sales and creative talent in the Southern California market to help drive our vision. Interested? Contact Sheri Thomka, Vice President of Human Resources, at sthomka@derse.com or cell at 414.795.3792

88 JULY 2016 Exhibit City News

To place a classified ad, contact Kathy Anaya:

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

Classifieds

Senior Project/Operations Manager – Las Vegas We are looking for a high energy individual that wants an exciting opportunity to grow with us! We are a Las Vegas based exhibit company with 17 years in the industry and we are seeking a quality individual who can run our Las Vegas operation. Are you a Lieutenant now • Exceptional Communicaand want to be Captain? If tion skills. so, then this opportunity • Expertise in taking is for you! Your expertise concept renderings and ideas are valued and and fleshing out details welcome! with CAD and graphics departments and strateTHE IDEAL CANDIDATE … gize a production plan. • Is extremely organized • Is an expert in processPROJECT/OPERATIONS MANAGER DUTIES & REes, procedures, and SPONSIBILITIES INCLUDE infrastructure BUT ARE NOT LIMITED TO: • Is self-motivated • Enjoys taking on new responsibilities and Responsible for full comchallenges. pletion and fulfillment of • Embraces a fast each project, which would paced ever changing include: environment. • Loves to build genuine • Managing all service derelationships. partment and shop labor • Is willing to do whatever daily schedules it takes to get it done. to ensure timely completion based on timelines SKILLS/QUALIFICATIONS: given • Extensive project and • Oversee completed exproduction management hibits for approval before of Trade Show exhibit shipping builds. • Maintain project sched• experience is REQUIRED. ules (minimum 6 years) • Estimation of custom • Expertise in estimation exhibit projects of custom millwork, • Project management and metal work, acrylics, coordination fabrics, graphics, lighting • Maintaining a well-orgatechniques, packaging nized warehouse with a and extensive vendor full inventory system knowledge base. • Facility oversight • Fluency in Microsoft Office. (Excel, Word, Send resume to Outlook, PowerPoint) skyler4982@gmail.com

@ExhibitCityNews

Mueller International Exhibit Services Inc. is looking for an independent sales executive to expand its US based business

We are a medium-sized international builder with headquarters in Freiburg Germany, and US office and shop in Orlando, FL. We have designed and built award winning exhibits up to 40,000 sq. in Germany, Saudi Arabia, Turkey, China, Italy, France, Spain, Brazil and the US. Currently we are in the process to expand our US branch. Therefor we are looking for a self-motivated sales executive or broker.

IF YOU: • have least 8-10 years of sales experience in the industry with an existing clientele • are familiar with our industry, have knowledge of locations, the difficulty of some venues and the ups on others • prefer the freedom to work from wherever you like to? Then this is your chance.

WE OFFER: • Support with fast and innovative designs, some can be done with in 24 hours! • Estimates / sales proposal that follow with in 24 hours • Almost 24/7 technical support for changes, designs and technical questions • Great online tools, brochures, impressive client lists and references • High standards of building quality through superbly tooled and staffed shops • Global support team • Over 38 years of experience in the industry and deep roots in Germany as well as the US and Canada • Compensation on percentage based commission so we all have a chance to win. Don’t hesitate to contact us: Erik Keever: ek@international-exhibit-services.com or Sven Grosse: sg@international-exhibit-services.com

ExhibitCityNews.com JULY 2016 89

Classifieds

Project Management Manager Orbus, a leading Custom Modular Exhibit Manufacturing and Tradeshow Supply company, located in the Midwest, seeks a full-time PM Manager to lead and manage our front end operations. This individual would be responsible for managing the project management and detailing teams that are responsible for producing details required for our production teams to manufacture custom modular exhibits, as well as managing our teams that provide instructions for our clients for on-site installation. This individual should have a minimum of 5 successful years of experience managing project management teams of 10+ people.

KEY RESPONSIBILITIES • Must have the ability to hire, train, mentor and motivate current and future team members • Manage the scheduling of workload through teams • Ensure all team deadlines are met • Work with other departments such as sales and production to facilitate smooth project fulfillment • Work with other department heads to facilitate cross-departmental training • Develop and implement departmental processes and procedures • Develop and implement departmental metrics for overall evaluation on a per individual and per project basis • Improve overall quality and accuracy of team output, based upon those quantifiable metrics

REQUIREMENTS (SKILLS & EXPERIENCE) * Must have a minimum of 5 successful years of experience managing project management teams of 10+ people • Must be an excellent team player that works well within their department and others • Must be enthusiastic and an excellent communicator and motivator • Must be proficient with the Microsoft suite of products • Must have a proficient understanding of a company’s P & L and how their team’s contribution affects that • Must be a detail oriented individual with exceptional organizational skills • CAD experience not a requirement, but would be beneficial • Tradeshow / Exhibit manufacturing not a requirement, but would be beneficial • Must be willing to relocate to work out of our Midwest facility This is an opportunity to join a high-performing team in a dynamic and exponentially growing company. Please send resumes to: hr@orbus.com

90 JULY 2016 Exhibit City News

MAXIMA 80X80 I have about 50 PCs of various sizes I used once to build a smaller pavilion in 2012. Since that day sitting in warehouse. Locks, bases, very great shape. Cost $14,000 Sell for $4,500

OCTANORM 300+ meter bars, 250+ 1/2 m bars, 40 8’ uprights. Numerous 2 meter and 3 meter bars as well as curves and other sizes bars. 1000 and 750 uprights with feet. Bucket of locks. Full size doors. Cabinet doors slides. Bullets. Z Clips. Tools. Includes 100+ counter tops, panels, and other bits and pieces. Over $60,000 value. Rental company in a box. $15,000 for all. Email: Bobrabcexpo@gmail.com

We Buy Tradeshow Companies FGI has clients interested in buying tradshow companies in all specialties, sizes and geographic locations. Additionally, we offer free assessments of your tradeshow company with no obligation. Find out what your company is worth.

Exhibitrac is Hiring Exhibitrac needs new show guides for its 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.

For Sale

Please contact us for details: klandrum@exhibitrac.com or call 702-824-9651 ext. 700

Please contact Carol Fountain, 216 952 0745, cfountain@ fountaingroupintl.com

Classifieds

Established And Growing I&D Company Is Looking For A City Manager To Join Our Team In Las Vegas, Nevada. SUMMARY: The city manager is required to manage the daily operations for tradeshow labor in the regions many different venues, working with the Regional Manager on planning and executing large labor calls across the area. These daily operations include; calling and communicating with both customers and internal personnel, show planning, the hiring and training of the labor force, coordinating labor, completion of the daily time tickets, show reports, and payroll reporting, administrative duties and participating in any and all show floor activity as necessary.

REQUIREMENTS: • Previous city manager experience preferred with 10 years related tradeshow experience. • Strong attention to detail and excellent organizational and communication skills. • Ability to effectively work with a variety of people including, customers, laborers, and unions. • Willing to work very long hours when needed both through the week and over weekends. • Ability to use common electronics such as laptop and smartphones. • Must be able to maintain a positive attitude in a fast paced often chaotic environment.

Post Your Classified Here! Talent seekers have come to the right source. Place your classified ad with ECN in print and online today! Our six print issues a year complement our online website, giving your classified ad maximum exposure. Grab the attention of the most sought-after, seasoned event professionals who regularly read ECN. Ask about our Guaranteed Results Program for all your staffing needs. To place a classified ad, contact Kathy Anaya: Call (702) 309-8023 or Email KathyA@ExhibitCityNews.com

Please submit resumes to: blindbox@exhibitcitynews.com

@ExhibitCityNews

ExhibitCityNews.com JULY 2016 91

Classifieds

3D Graphics Designer As an Experience Designer with IMI Exhibits will include designing graphic and structural elements for tradeshow environments and exhibits. You will generate solutions to the creative challenges that our internal and external customers face in the fastest-paced, highest volume market in the country.

OTHER RESPONSIBILITIES INCLUDE: • Creative and enthusiastic about design. • Well-versed in exhibit concepts. • Able to articulate design concepts to clients, account executives, design team, and all other relevant branch departments. • Organized and able to manage multiple assignments at once. • A team player ‘ willing to lead or follow as the project demands. • Customer service oriented. • Create 3D designs and exhibits. • Prepare presentation renderings, digital presentations or sample boards. • Meet with and present to clients and account executives. • Develop original concepts from client notes and requirements. • Keep current with design trends and research. • Maintain familiarity with modular systems and custom fabrication techniques.

REQUIREMENTS: • At least four (4) years’ experience in the tradeshow industry, designing exhibits, tradeshow environments, and/or corporate events. • Possess solid skills in Adobe CS applications, AutoCAD, 3DS MAX.

EDUCATION: • High School Diploma/GED Required. • Bachelor’s Degree in exhibit design, environmental design, set design, or related field preferred. Salary-Depending on experience with benefits. Please send resumes to:hr@imi-usa.com

92 JULY 2016 Exhibit City News

Eagle Management Group Is Looking For A City Manager To Join Our Team In San Francisco, Ca. SUMMARY: The City manager is required to manage the daily operations for tradeshow labor in the San Francisco Bay region. These daily operations include; the hiring and training of the workforce, coordinating labor, administrative duties, completion of the time tickets and billing reports, participating in all union activity and all show floor activity.

REQUIREMENTS: 10 years related tradeshow experience Strong attention to detail and excellent organizational skills Excellent communication and leadership, abilities. The ability to effectively work with a variety of clientele, people and unions. Ability to multi-task and maintain a positive attitude in a full-paced environment. Flexible and willing to work long hours when needed. Familiar with desktop/ lab top computers, internet, email, tablet, fax and smart phone use. Please send resumes to: info@eaglemg.com

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

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KEEP CALM AND

TWEET ON Join the conversation

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ExhibitCityNews.com JULY 2016 93

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.

Attorney’s at Law

Consulting 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

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

Exhibits

94 JULY 2016 Exhibit City News

Exhibits

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

Exhibits & Events

Exhibit Production

Exhibit Software

Upstate NY

Montpelier, VT

Concord, NH

Boston, MA Worcester, MA Springﬁeld, MA

Hartford, CT

Providence, RI

@ExhibitCityNews

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

ExhibitCityNews.com JULY 2016 95

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

Event Management

Furniture

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

Logistics

Logistics Champion Logistics Group has a transportation division specializing in the coordination of trade shows and special events. Champion provides the most reliable and flexible trade show transportation in the industry.

800.323.5401 | info@champlog.com | www.champlog.com

96 JULY 2016 Exhibit City News

Industry Service Guide

Main Place Lighting Main Place Lighting offers diverse lighting solutions, distributing for major Lighting Manufacturers. We specialize in L.E.D. lighting, including but not limited to, under counter, over head, arm lights and custom lighting solutions. We are also proud to be the West Coast Distributor of ShowBattery™. Bringing an Industry first: Fully contained, Rechargeable Battery Units for LED Lighting.

Nail Salon

Tradeshow Leads

ROO

ROI $

ROE

TRADESHOW LEADS TO SALES.COM Proving Tradeshow Value Since 1986

ORGANIZERSFor Your Exhibitors EXHIBITORSFor Your Career SUPPLIERSFor Your Salespeople

www.TradeshowLeadsToSales.com Tradeshow List

@ExhibitCityNews

Tree Removal

ExhibitCityNews.com JULY 2016 97

ADVERTISERS

Advertiser Index A-Z 253 Inc.

EDPAF

Octanorm USA

4 Productions

Employco

OnSite Exhibitor Service

Ahern Rentals

Exposystems

Orbus

Aluvision

Fresh Wata

Prism Lighting

Angles on Design

GIST Specialties

RES

Sho-Aids

beMatrix

Brumark

Grupo Omega

showNets, LLC.

Champion Logistics

Highmark TechSystems

SRS Fabrication

Charlie Palmer

Hill & Partners

Step 1 Dezigns

Cobo Center

Joeâ&#x20AC;&#x2122;s NY Pizza

Storage West

Color Reflections

Larry Kulchawik Consulting

Super Bright LED

Corp-Events

Lighthouse Exhibits

Sunset Transportation

Corporate Communications

Momentum Management

CORT

Mueller International

D.E. McNabb Dolomite

5 65

Group Delphi

3 43

100

Tradeshow Dogs

New Gen Business Solutions 59

Tradetec

Nolan Advisory

Willwork Inc.

FOR ADVERTISING OPPORTUNITIES Contact sales: 702-309-8023 ext. 105 sales@exhibitcitynews.com 98 JULY 2016 Exhibit City News

Tectonics

fa Ne cil w ity p in rod Du uc lu tio th n ,G A

Omni-55

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Trade show exhibits

Permanent installs

Display lighting

Aluvision Inc. > 1620 Satellite Boulevard, Suite C

Free standing displays

Hanging signs

LED modules

Customer support

> Duluth > GA 30097 > O: (470)-252-3500 > info@aluvision.com > www.aluvision.com

LAS VEGAS P.7O2.299.6734 DETROIT P.586.2OO.6223 ATLANTA P.4O4.846.4639

LEADING BY DESIGN. Manufacturers of premium quality tensioned fabric displays and components. Our capabilities in tension fabric structures, extrusion, and snap-tube mean your creativity has no limits.

CHICAGO P.847.221.6277

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