Edpa 2012 Presentation Without Video

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Profit...where did it go and how to get it back.

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Edpa 2012 Presentation Without Video

  1. 1. Chris Kappes, SVP, 3D Exhibits EDPA Access 2012
  2. 2. INSIGHTSS.W.O.T.OPPORTUNITIES Chris Kappes | 3D Exhibits | EDPA Access 2012
  3. 3. INNOVATION IS THEONLY COMPETITIVEADVANTAGE Chris Kappes | 3D Exhibits | EDPA Access 2012
  4. 4. KITZING: TRADESHOW MARKETINGGPJ: EVENT MARKETINGCONTEMPO DESIGN: BANKING PRODUCTSSPARKS: DIVERSIFIED SOLUTIONS3D: INTEGRATED SOLUTIONS Chris Kappes | 3D Exhibits | EDPA Access 2012
  5. 5. PORTABLES/LIGHTWEIGHTSOCTANORM/SYSTEMSLEAD CAPTURETENSION FABRICASSET MANAGEMENT SOFTWAREENGAGEMENT TECHNOLOGY Chris Kappes | 3D Exhibits | EDPA Access 2012
  6. 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. 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. 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. 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. 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
  11. 11. WHAT BUSINESSARE WE IN? Chris Kappes | 3D Exhibits | EDPA Access 2012
  12. 12. INSIGHTS ANDSOLUTIONS THATDRIVE BUSINESSOUTCOMES Chris Kappes | 3D Exhibits | EDPA Access 2012
  13. 13. WHERE DO WE GOFROM HERE? Chris Kappes | 3D Exhibits | EDPA Access 2012
  14. 14. S.W.O.T. Chris Kappes | 3D Exhibits | EDPA Access 2012
  15. 15. STRENGTHS •STABLE MARKET •MEDIUM EFFECTIVENESS •NOT DEPENDENT ON ONE INDUSTRY •TALENT DIVERSITY Chris Kappes | 3D Exhibits | EDPA Access 2012
  16. 16. WEAKNESSES •TOO MUCH CAPACITY •PRICE-MARGIN PRESSURE •MORE FOR LESS •FLAT BUDGETS •OVERHEAD EXPENSE •RISING LABOR, FUEL, MATERIAL $ •BUYER EDUCATION •SPECULATIVE COST Chris Kappes | 3D Exhibits | EDPA Access 2012
  17. 17. OPPORTUNITIES •BORROWING IS CHEAP •DIVERSIFICATION •MINORITY TRADESHOWS •GLOBAL •BAKED IN BUDGETS Chris Kappes | 3D Exhibits | EDPA Access 2012
  18. 18. THREATS •NEW BUYERS…NEW BIAS •MEDIA PREFERENCE SHIFT •ATTRACTING TALENT •AGING POPULATION •DECLINING VALUE PROPOSITION •BUYER CONSOLIDATION •ENVIRONMENTAL IMPACT Chris Kappes | 3D Exhibits | EDPA Access 2012
  19. 19. FACTORS DEFININGSUCCESS Chris Kappes | 3D Exhibits | EDPA Access 2012
  20. 20. “A decade from now, the mostimportant roles for live events andtradeshows will be the event designer,learning architect and digitalstrategist” 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. 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. 22. FORMULA FORMARGIN IMPROVEMENT SELL MORE + REDUCE EXPENSE + INCREASE EFFICIENCIES = MARGIN IMPROVEMENT Chris Kappes | 3D Exhibits | EDPA Access 2012
  23. 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. 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. 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
  26. 26. WHAT MARGIN IMPROVEMENTSUGGESTIONS DO YOU HAVE? Chris Kappes | 3D Exhibits | EDPA Access 2012
  27. 27. EXISTING MODELS DIEAND NEW ONES MORPHTO MARKET DEMANDSTAKEAWAY Chris Kappes | 3D Exhibits | EDPA Access 2012

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