Sanjeev khaira, President, IEIA


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Sanjeev khaira, President, IEIA

  1. 1. Exhibitionsthe catalyst for growth of the Indian economy
  2. 2. Every major industry sector in India benefitsdirectly from exhibitions
  3. 3. despite the fact that thesector is plagued by poor infrastructure, poorgovernance and a lack of support
  4. 4. Indian industry is losing a major opportunity to compete
  5. 5. What do we do?
  6. 6. Work together to giveIndia what it deserves
  7. 7. orlive with the status quo?
  8. 8. But its not all doom & gloom!
  9. 9. India Exhibition industry: $264m in 2012
  10. 10. 13 th rank globally
  11. 11. Unlucky for who?
  12. 12. Indian Exhibition Overview • $264 million in India from $27 billion world wide • <1% of global market share • from 700+ shows • Growing at 10 % per annum • 2,000,000 sqm or approximately 2,800sqm per show • Revenue per metre growing at 3.2% when inflation 7% • Over 3million visitors including over 150k from overseas • Over 100,000 exhibiting companies • Over $2billion spend into the local city economiesSource: AMR reports
  13. 13. $billionsfor Indian industry!
  14. 14. Exhibition organizing market size and growthSource: AMR reports
  15. 15. Exhibition organizing market size by sector (net space sold) Top markets contributing to the GDP have the largest trade fairsSource: AMR reports
  16. 16. Major Players in Indian Exhibition IndustryDomestic Players International Players• CII • UBM• ITPO • Reed Exhibitions• FICCI • Tarsus IIR• ABEC • Hannover Milano Fairs• Exhibitions India • Mack Brooks • Messe Düsseldorf • Messe München • Messe Nürnberg • Messe Frankfurt • Koelnmesse
  17. 17. Top 5 trade fairs in India, by m2 sold, Event Net SQM Sold (m2) Auto Expo 60,000 IHGF Indian Handicrafts and 48,500 Gifts Fair- February IHGF Indian Handicrafts and 48,500 Gifts Fair- February India International Trade Fair 31,325 IMTEX India Machine Tool 30,000 Exhibition There have been successes. However, India has more lost opportunitiesSource: BSG reports
  18. 18. Why Exhibitions? "Trade shows are an important marketing link to our customers today - more so than ever before. This can be attributed to the dynamics of the business economy… creating attendees who go to events with a strategic basic mission: to answer the age-old question How can I grow my business? As exhibitors, we must be prepared to answer that question with clean, uncluttered messages and recommendations.“ Jerome A. Gaither, Manager, Tradeshows and Conventions, The Coca-Cola CompanySource: AMR reports
  19. 19. Exhibition leads cost 48% 56% less to close of exhibition leads than field sales calls dont require a sales call to close the deal 87%76% of exhibition attendees say they will shareof exhibition attendees information obtained atarrive with an agenda exhibitions with their immediate superiors Source: ufi
  20. 20. Exhibitions work!
  21. 21. Exhibitions work!
  22. 22. The multiplier effect of Exhibitions
  23. 23. How does each one benefit?
  24. 24. Challenges for Indian Exhibition Industry• Venues• Legal, Legislative and Tax Environment• Talent
  25. 25. Venues Venues •Need for investment in Venue buildingGood Location BEC Pragati Maidan Chennai Hitex None •Lobby national, state, city – multiplier effects •No venue in the quadrant of “Good Location: Good Venue Major issuesPoor Location Plenty BIEC •Lack of space & quality venues Noida •Poor Governance and support •Lack of availability of prime tenancy Poor Venue •No new venues in next 2 years Good Venue
  26. 26. Legal, Legislative and Tax Environment• Tax Structure- non-friendly in nature, comprising of – Entertainment tax – Octroi – VAT – Sales Tax• Other issues – Corruption – Slow legal system – Multiple permissions, time consuming process
  27. 27. Talent• Exhibitions not as sexy as other media such as print and TV• Salaries, wage inflation• Need for Training & Development• Retention• Recruitment of new Talent• Changing old attitudes… “I’ve in industry for 20 years…”
  28. 28. What we need from the IEIA and others: • Lobbying • Venue investment • Health & safety • Promoting the sector to new talent • Training • Level playing field with government; Quasi government • CSR • Networking • Salary benchmarking • Import/Export/Octroi • Standards • Auditing
  29. 29. How do we support the communities in whichwe engage?..... NGO Events • Our flagship free NGO events allow us to harness our resources and the expertise of our teams enabling NGOs to network, share best practice and build business partnerships • We have concluded 3 editions of ONG Brazil, 2 editions of Responsible Business UK and 1st edition of NGO India • NGO India witnessed 148 NGO exhibitors, it attracted 2,388 individuals out of which 906 were corporate visitors • 3rd day which was open for public saw Rahul Bose as chief guest
  30. 30. Questions?