6. • EXHIBIT SPEND $800-1B
•• 50+ MAJOR EXHIBIT COMPANIES
••• GROSS MARGINS FLAT AT 29% (+/-)
•••• NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
7. • EXHIBIT SPEND $800-1B
•• 50+ MAJOR EXHIBIT COMPANIES
••• GROSS MARGINS FLAT AT 29% (+/-)
•••• NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
8. • EXHIBIT SPEND $800-1B
•• 50+ MAJOR EXHIBIT COMPANIES
••• GROSS MARGINS FLAT AT 29% (+/-)
•••• NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
9. • EXHIBIT SPEND $800-1B
•• 50+ MAJOR EXHIBIT COMPANIES
••• GROSS MARGINS FLAT AT 29% (+/-)
•••• NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
10. Where did the profit go?
•UNPROFITABLE PROJECTS
•HIGH FIXED EXPENSES VS. VARIABLE
•NOT LINKING COMMISSION TO
PROFITABILITY
•BUSINESS DEVELOPMENT EXPENSE
•POOR INVESTMENTS
•SLOW TO REACT
•INVOICE AGING
•CYCLE RECOGNITION
Chris Kappes | 3D Exhibits | EDPA Access 2012
20. “A decade from now, the most
important roles for live events and
tradeshows will be the event designer,
learning architect and digital
strategist”
The IMEX Power of 10 Study-What Does the Next Decade Hold
for the global meetings industry.
Chris Kappes | 3D Exhibits | EDPA Access 2012
21. FACTORS DEFINING SUCCESS
•BLINDING SPEED… •RISK MANAGEMENT
“FAST FOOD •DIGITAL CENTRICITY
CREATIVE •MANAGING
•QUANTUM LEAP IN SURPRISES
COMPLEXITY QUANTIFYING VALUE
•FEWER SECOND
CHANCES
•INDUSTRY
CENTRICITY
Chris Kappes | 3D Exhibits | EDPA Access 2012
22. FORMULA FOR
MARGIN IMPROVEMENT
SELL MORE
+
REDUCE EXPENSE
+
INCREASE EFFICIENCIES
=
MARGIN IMPROVEMENT
Chris Kappes | 3D Exhibits | EDPA Access 2012
23. SELL MORE
•WHAT BUSINESS ARE YOU IN
•DEFINE AND LEVERAGE SWEET SPOT
•SALES TEAM DEVELOPMENT
•DIGITAL TECHNOLOGY
•GLOBAL
Chris Kappes | 3D Exhibits | EDPA Access 2012
24. REDUCE FIXED EXPENSE
•TURN FIXED EXPENSE TO VARIABLE
EXPENSE
•IN-HOUSE VS. OUTSOURCE
•COMMISSION VS. SALARY/BONUS
•OVERHEAD
•EVALUATE COST TO SERVICE
ACCOUNTS
Chris Kappes | 3D Exhibits | EDPA Access 2012
25. INCREASE EFFICIENCIES
•COLLABORATION
•ALLIANCES
•RENTAL
•REPURPOSE UNSOLD DESIGNS
•OUTSOURCE WHERE VALUE CAN’T
BE ADDED
•CONSOLIDATE PARTNERS
•TELECOMMUTING
Chris Kappes | 3D Exhibits | EDPA Access 2012