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

4. CEIR Index for Overall Exhibition Industry, Percent Change

5. CEIR Index by Sector, Percent Change, 2018

6. Healthcare Sector Performance

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

8. 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

9. 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

10. Nominal National Health Care Expenditures vs Nominal GDP, % Change

11. CEIR Index for MD Sector Y0Y % Change

12. CEIR Index for MD Sector, 2014 = 100

13. MD Sector vs. Overall Exhibition Industry Total Index

14. CEIR Index in Q1 2019

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

16. 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

17. 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

20. 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

22. 50
Attendees
Expense to overall value
Engage in interactive session

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

26. Reasons for Not Exhibiting
Opportunities
Beyond Your Control

27. What Would Convince Them to Exhibit?

28. 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

29. 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

30. 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.

31. 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

32. 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

33. 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