1. EXHIBITOR RETENTION STRATEGIES FOR THE NEW ECONOMIC LANDSCAPE TUESDAY, JANUARY 14, 2014, 11:00 AM -12:15 PM Barbara A. Myers, CAE Vice President of Professional Development, International Society of Pharmaceutical Engineering (ISPE) Kevin Miller President, Frost Miller Group B.J. Enright President, Tradeshow Logic Lawson Hockman, CEM Vice President, Association Services, IMN Solutions

2. SESSION OVERVIEW & TAKEAWAYS Overview & Takeaways Exhibition economic outlook Exhibitor retention plans Components Implementation Evaluation Exhibitor retention strategies

3. ECONOMIC OUTLOOK Is your exhibitor retention strategy aligned with the times?

4. U.S. ECONOMIC OUTLOOK Direct Spending = $122.31 billion Direct Taxes = $21.4 billion Direct Employment = 1.71 million jobs This from approximately 13,000 events 10,000 business to business events 3,000 business to consumer events

5. EXHIBITOR RETENTION PLANS Do you have an exhibitor retention plan? A. Yes B. No

6. EXHIBITOR RETENTION PLANS Research Goals & Objectives Target Audiences Timelines Budgets Management Measurement and Evaluation

7. EXHIBITOR RETENTION PLANS What was your exhibitor retention rate from your last major annual trade show? A. 90%-100% B. 75%- 89% C. 50%-74% D. 49% or lower

8. GROUP EXERCISES - INSTRUCTIONS Exercise 2  Integrate assigned retention tactic into your plan to reverse downward trend  Select representative from your group to share ideas Exercise 1  Establish Goals and Objectives for Exhibitor Retention Plan

9. Organization: National Ice Makers Association Size: 20,000 members throughout the United States Overview: Founded in 1930, the association exists to serve the Ice Making industry and provides education, training and best practices on ice making for its members. IceExpo: IceExpo is the annual meeting and exhibition for NIMA and is held every January in Boston, MA. This event draws approximately 3000 total attendees each year. The expo is 20,000 net square feet and there are approximately 100 exhibiting companies. Group Exercise: The average exhibitor retention rate for IceExpo historically has been 75%. Over the last three years, however, exhibitor retention has declined by 5% each year. Since the last IceExpo only retained 60% of exhibitors, the organization’s leadership has become concerned and asked show management to address the issue and come up with a plan. As part of that effort, show management surveyed past exhibitors to find out why they left. The top three reasons given that led to an exhibitor’s decisions not to return included: Cost Not enough leads Too many shows to manage

10. Connection Facilitation Communi cations Education Social Media Renewal Plan The Pareto Principle On-site Traffic Builder s Simplif y Process es Document the Experience Rewards Programs

11. RETENTION TACTICS BRAINSTORM

12. QUESTIONS? CONTACT US Barbara A. Myers, CAE VP of Professional Development ISPE bmyers@ispe.org www.ispe.org Kevin Miller President Frost Miller Group kmiller@frostmiller.com www.frostmiller.com kmiller@frostmiller.com BJ Enright President Tradeshow Logic bjenright@tradeshowlogic.com www.tradeshowlogic.com Lawson Hockman, CEM VP, Association Services IMN Solutions lhockman@imnsolutions.com lhockman@imnsolutions.com www.imnsolutions.com

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