1 / 12

EXHIBITS AND SPONSORS

EXHIBITS AND SPONSORS. EXHIBIT ADVISORY COMMITTEE CHALLENGES AND CONCERNS. WHY COMPANIES EXHIBIT & SPONSOR. BEST VALUE - EXHIBITS ARE VISITED BY POTENTIAL CUSTOMERS WITH REAL POTENTIAL PROGRAMS (DECISION-MAKERS) DIMINISHING POTENTIAL PROGRAMS NEW PROGRAMS FAVOR INCUMBENTS

reina
Télécharger la présentation

EXHIBITS AND SPONSORS

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. EXHIBITS AND SPONSORS EXHIBIT ADVISORY COMMITTEE CHALLENGES AND CONCERNS

  2. WHY COMPANIES EXHIBIT & SPONSOR • BEST VALUE - EXHIBITS ARE VISITED BY POTENTIAL CUSTOMERS WITH REAL POTENTIAL PROGRAMS (DECISION-MAKERS) • DIMINISHING POTENTIAL PROGRAMS • NEW PROGRAMS FAVOR INCUMBENTS • LACK OF NEW STARTS (NASA/DOD BUDGETS EROSION OF BUDGETS) • TARGET AUDIENCE DECISION-MAKERS ARE MISSING

  3. PRESENT EXHIBIT ENVIRONMENT • FLAT TO DECLINING MARKET • LOTS OF COMPETING ORGANIZATIONS OFFERING EVENTS/CONFERENCES • LOTS OF VENUES • FIXED COMPANY BUDGETS OR DECLINING BUDGETS • NO LONGER CAN AFFORD TO SUPPORT ALL EVENTS • COMPANIES MUST PRIORTIZE AND CHOOSE “BEST VALUE”

  4. MAKE-UP OF ATTENDEES • DECISION-MAKERS ARE NOT ATTENDING • MANY TECHNOLOGISTS, RESEARCHERS, TEACHERS, STUDENTS & EXTRAORDINARY NUMBER OF FOREIGN PARTICIPANTS • EXHIBITORS – SOMETIMES PRIMES, BUT MOSTLY COMPANY SUPPLIERS AND COMPETITORS

  5. CURRENT DEFICIENCES • LACK OF PAPERS & STUDIES BY CUSTOMERS (ITAR DRIVEN) • TARGET AUDIENCE NOT ATTENDING IN SUFFICIENT NUMBERS • LARGE PRIMES NOT EXHIBITING (JPC-LM SPACE SYSTEMS, BOEING, UNITED LAUNCH ALLIANCE, NORTHROP, RAYTHEON, PRAXAIR • REDUCTION IN FLOOR SPACE BY EXHIBITORS • SMALL COMPANIES EXHIBIT FOR EXPOSURE, NO PRIMES - NO NEED TO EXHIBIT • AIAA IS DILUTING THE QUALITY OF EXHIBIT PROGRAM BY THE SHEER NUMBER OF SHOWS

  6. BUDGETING OF EXHIBITS • FUNDING THROUGH MARKETING OR COMMUNICATION BUDGETS • TECHNICAL AND MARKETING ENTITIES HAVE DIFFERENT CORPORATE MANDATES WITH DIFFERENT GOALS • MARKETING IS EXPECTED TO SHOW ROO/ROI WHEN PARTICIPATING, WAS IT A VIABLE EVENT? IF NOT, DO WE RETURN? • SHRINKING BUDGETS MUST CHOOSE “BEST VALUE” • ARE AIAA EXHIBITS BRINGING THE BEST VALUE ?

  7. SUCCESSFUL CHANGES • VIP TOURS • COFFEE BREAKS IN THE HALL • UNLIMITED EXHIBITOR BADGES • GUEST BADGES • LUNCH FOR ATTENDEES – WHEN AVAILABLE

  8. LOGISTICS • PROXIMITY OF EXHIBITS TO SESSIONS • DIRECT CORRELATION BETWEEN DISTANCE OF SESSIONS & ATTENDANCE IN EXHIBIT HALL • NOT ENOUGH TIME BETWEEN SESSIONS FOR ATTENDEES • NO SET TIME FOR REFRESHMENT BREAKS • OFFSITE ACTIVITIES DURING CONFERENCE DETRACT FROM THE EXHIBIT

  9. MATERIAL HANDLING COSTS • 2ND LARGEST EXPENSE OF EXHIBITING • EXHIBITORS ARE PENALIZED FOR BRINGING IN LARGER BOOTHS, ENGINES, HANDS-ON DEMOS, ETC. ITEMS THAT ATTRACT ATTENDEES TO THE BOOTH • THE LESS PRODUCT AVAILABLE TO SEE, THE FEWER PEOPLE WILL VISIT THE HALL • VICIOUS CYCLE THAT CAN LITERALLY KILL THE EXHIBIT COMPONENT OF A CONF.

  10. RECOMMENDATIONS • VENUE SELECTION-CUSTOMER PROXIMITY SHOULD BE PRIORITY • UTILIZE EMPTY SPACE IN CONVENTION HALL WITH DAILY PRESENTATION-OPENING SESSION? • SOCIAL ACTIVITIES REQUIRED IN EXHIBIT HALL • DEDICATED COFFEE BREAKS WITH ENOUGH TIME BETWEEN SESSION- 30 TO 45 MIN. • NO SESSIONS TAKING PLACE DURING BREAKS DEDICATED BREAK DEDICATED EXHIBIT TIME • ALL LUNCHES EVERYDAY IN THE EXHIBIT HALL • CUT THE NUMBER OF EXHIBITS FROM CONF. • INTEGRATE EXHIBITS INTO CONFERENCE PROGRAM

  11. RECOMMENDATIONS CONT’D. • CO-LOCATE EXHIBITS WHERE SESSIONS ARE TAKING PLACE • NO-OFFSITE AND HAVE ADDITIONAL RECEPTION IN HALL • INTEGRATION OF EAC MEMBER ON PLANNING COMMITTEE • EXHIBITOR’S KNOWLEDGE AND ABILITIES CAN HELP CREATE AN INTEGRATED SUCCESSFUL EVENT, BUT THEY MUST BE ABLE TO PARTICIPATE AND CONTRIBUTE! • MATL. HANDLING –ORGANIZER’S DETERMINE CHANGE! NEGOTIATE BETTER CONTRACTS WITH DECORATORS • CONSIDER EUROPEAN MODEL

  12. BENCHMARK SUCCESS • 2006 TO 2009 THERE WAS A 40% REDUCTION IN TOTAL EXHIBIT MARGIN AT ALL TAC EXHIBITS • AIAA MDA AND BALLISTIC MISSILE DEFENSE SUCCESSFUL WHY? ITAR RESTRICTED? BRINGS IN A DIFFERENT MIX OF ATTENDEES, DECISION-MAKERS? • NO DILUTED PRESENTATIONS • NSS DECISION-MAKERS ARE PRESENT COMPANIES WILLING TO SPONSOR AND EXHIBIT FOR EXPOSURE • DEDICATED BREAKS • ENOUGH TIME BETWEEN SESSIONS TO VISIT HALL • NO CONCURRENT SESSIONS

More Related