1. Case Workshop “Generating Revenue” 2. PCO (file profitability)
project: 第27回日本医学会総会
6/26/2018
Case Workshop “Generating Revenue” PCO (file profitability)
Keiko Nishimoto
Japan Convention Services, Inc. mk

2. project: 第27回日本医学会総会
6/26/2018
Contents
1. Who We Are (Japan Convention Services, Inc) 2. PCO’s Profit Structure in Japan 3. Problems 4. To Generate More Profit 5. Possible Profit Items 6. Overview mk

3. project: 第27回日本医学会総会
6/26/2018
1. Who We Are
Japan Convention Services, Inc. (JCS) - The first professional congress organizer in Japan (established in 1967) - Medical Company / IC Company / Staff Company - Medical Company, concentrate for medical conferences (80 employee, 40% national medical conferences) - Expert team for abstract handling (20 employee) mk

4. project: 第27回日本医学会総会
6/26/2018
1. Who We Are
- Tokyo Head Office - Seven branches Hokkaido Nagoya Osaka(Kansai) Kobe Kyushu Kokura Okinawa - IT Center (Tokyo) mk

5. project: 第27回日本医学会総会
6/26/2018
2. PCO’s Profit in Japan
- Manpower Cost abstract handling, secretariat fee, operating staff - Handling Fee (5-10% of total amount) - Sponsorship Options Sponsored Seminars Exhibition Congress Materials, etc mk

6. project: 第27回日本医学会総会
6/26/2018
2. PCO’s Profit in Japan
Luncheon Seminar in Japan seminars per conference generates 25% of the PCO’s profit from the project ex) 100,000 euro at the Conference (10,000 participants) Organizer: Income Participants: lunch Pharma Companies: Promotion Opportunity PCO: handling fee (10-15%) mk

7. - Too many project for each Manager - Service is “FREE”
6/26/2018
3. Problems
- Too many project for each Manager - Service is “FREE” mk

8. “Profit is at the Source”
project: 第27回日本医学会総会
6/26/2018
4. To Generate More Profit
“Profit is at the Source”
- Competitive Bid - Central Purchasing - Purchasing Cost Guidline mk

9. Shift the Printings and Production to Dalian, China
project: 第27回日本医学会総会
6/26/2018
4. To Generate More Profit
Shift the Printings and Production to Dalian, China
Dalian, China
Same latitude as Madrid and Rome
Many Japanese Manufacturer
50,000 of Japanese Language Population
ex) Cost of Analog Input of 500 papers
Japan : 300 euro
Dalian : 25 euro (with proofing by Japanese) mk

10. 4. To Generate More Profit
project: 第27回日本医学会総会
6/26/2018
4. To Generate More Profit
In-house Audio Visual Company JCS Communications, ltd to stock Audio Visual Equipment to control the purchase from other supplier
Profit Ratio of the Audio Visual Supplier
In Japan … 60% mk

11. 4. To Generate More Profit
project: 第27回日本医学会総会
6/26/2018
4. To Generate More Profit
Options to spend the surplus (After the Conference) - Meeting Report (Website / CD-Rom / DVD) - Webcast (Website / CD-Rom / DVD) - Accounting Support Service etc mk

12. project: 第27回日本医学会総会
6/26/2018
5. Possible Profit
Contingency Fee Number of Participants Amount of Sponsorships Importance of “Promotion” mk

13. The Key to generate more revenue
project: 第27回日本医学会総会
6/26/2018
6. Overview
The Key to generate more revenue
1. Elaborate a scheme
2. Relationship (Client – PCO – Vendor)
3. Always make the new approaches
Thank you! mk