CEIR Metrics for the Overall Exhibition Industry, 2018, Percent Change

CEIR Index for Overall Exhibition Industry, Percent Change

CEIR Index by Sector, Percent Change, 2018

Healthcare Sector Performance

Medical and Health Care Sub-Sectors Dental Industrial Medical and Health Care Nursing Pharmaceuticals Veterinary Medical and Health Care Sub-Sectors

So….How is the Sector Index Created? Performance and Outlook Upward Trend Since 2000 Secular (long-term) Trends Cyclical Macroeconomic Trends (business cycles) Sector Specific Factors Laboratory Emergency Medicine Clinical Oncology Dermatology Orthopedic IT Health Care

Key Sector Indicators Employment Federal Government Major Health Care Programs Health Care Expenditures & Growth (hospital, physician/clinical, dental, home health care, nursing home care, prescription drugs, durable medical products) Personal Consumption Expenditures (therapeutic appliances, eyeglasses, contacts, services….physician, pharma products, hospitals, medical labs Health Care Industry Developments

Nominal National Health Care Expenditures vs Nominal GDP, % Change

CEIR Index for MD Sector Y0Y % Change

CEIR Index for MD Sector, 2014 = 100

MD Sector vs. Overall Exhibition Industry Total Index

CEIR Index in Q1 2019

Quarterly CEIR Metrics for the Overall Exhibition Industry, Year-on-Year % Change, 2019Q1

Leading Trends Facing Health Care The ongoing struggle to improve price transparency and enhance the patient care and member experience Navigating the burgeoning Medicare Advantage market and adapting to the aging population Establishing the employer as a direct provider of health care Shifting to alternative payment models and value-based care Combating the opioid crisis Safely implementing emerging technologies like AI and the Internet of Things (IoT) to unlock efficiencies and improve care Sources: PwC and Avalere Health

Outcomes of Converging Trends for the Industry Consolidation Continued focus on collaboration between health care organizations and non-health care organizations via investments, partnerships and acquisitions Emergence of new solution providers from technology, finance and other fields developed outside of health care Greater reliance on technologies and new forms of contracts and care practices to drive patient experience, reduce system waste and promote accountability in care Sources: PwC and Avalere Health

Overview of marketing and sales approaches – objectives and brand image of trade shows Aligning exhibit sales for success Overcoming non-exhibitor objections How B2B exhibitions are judged and the essentials for delivering results Future plans for using b2b ts channel

50 Attendees Expense to overall value Engage in interactive session

Exhibitors Promoters: 49 Overall 32 Non-exhibitors Overall: -1 Exhibitors: 49% NPS Promoters / 32% Overall Non-Exhibitors Overall: -1%

Reasons for Not Exhibiting Opportunities Beyond Your Control

What Would Convince Them to Exhibit?

Appetite for New Formats, Models? Half of exhibitors indicate interest in participating in new formats or models if made available by organizers. Formats that take away pipe and drape and offer more personalized, curated formats generate the most interest. Source: CEIR 2017 Attendee Floor Engagement Study One

Indicates heightened aggressiveness in expanding market share via sales with prospects compared to results overall. Focus on sales generation with prospects should be a good opportunity for events. What content is relevant and impactful for driving engagement, connections with prospects so that an exhibitor for those who are looking to purchase

Exhibitors Identify the best B2B exhibitions to participate in Provide data to help decide whether to downsize, continue or expand Use ROI toolkit on CEIR website Use services provided by the organizer. If service does not exist, ask for it….it is in the organizer’s best interest to support and maximize YOUR success.

Organizers Deepen brand value of exhibiting. Help amplify brand message F2F beyond booth….1on1 speed dating, meet-ups, receptions, special activities. Access to data to engage audiences find one another Product engagement sessions outside of booth Pre-event/on-site marketing services to drive traffic to booths Booth staff training

Organizers Help exhibitors decide what space and booth staff is needed to hit volume goals / appropriate marketing services to maximize booth traffic Involve exhibit sales staff closest to product/service to enhance value of exhibiting Task event staff to visit other F2F settings, take photos and write commentary on each experience

Dependence on bellwether exhibitors Aggressive pricing / cost vs ROI Opportunity / industry developments / become a resource for innovation Customer focus / Value proposition Data analytics & management / AI Hiring / retaining the best talent Shifting marketing/sales channels Changes or decline in underlying industry Rules/regulations set by government Economy