June 2005
Guide to Major Consumer Show Producers
Consumer Show Trends
Current market conditions and future trends impacting consumer events
EXPO: What types of consumer shows are hot this year and why?
Concilla: “I think home shows should have a good year because interest rates are favorable. Many people are remodeling rather than building new houses, which also helps home shows. I also think womens’ shows will do well, especially if they target a demographic of strong, independent, self-supporting, financially savvy and politically active women. There are a lot of women that fit that demographic, and I think there’s a lot of opportunity for shows to serve them.”
EXPO: Are average ticket prices going up, down or staying the same? Why?
Concilla: “Our average ticket price across the board is going up because our costs are going up. We’re paying more for things such as insurance and facility rent. Even so, the ticket price of most consumer shows is less than it costs to see a movie. It’s time for prices to catch up to the value our shows offer customers. Attendees look at going to our shows as an intelligence gathering mission, and we offer them considerable value.”
EXPO: Are you seeing any changes in revenue breakdown? More or less revenue from ticket sales? Booth sales? Sponsorships? Or other sources such as Web sites?
Helgeland: “Overall we haven’t seen much change in revenue breakdown. We’ve seen revenue from ticket sales go up a bit, however, we raised the ticket price at one of our events from $9 to $10. I think that’s something we shouldn’t have been so afraid to do. I haven’t had any complaints and haven’t seen any drop off in attendance.
Sponsorships have always been hard for us to sell. We don’t get a lot of revenue from them, and I think we need to be more careful about the amount of time we devote to selling and maintaining them.
Our Web site isn’t a revenue generator, however, it’s a tremendous information tool. We’ve seen a marked decrease in the number of calls inquiring about show hours, directions, etc.”
EXPO: What’s the biggest online trend for consumer shows?
Helgeland: “Online ticket sales. A lot of shows are already doing it, and we plan to introduce it in 2006. Another trend is better utilizing the show’s Web site during the sales process. That’s something we plan to work on in the next year. We keep this demographic material, and we’d like to make it easier for decision makers to get on our Web site and check out the value of our shows.”
EXPO: Over the last several years, consumer shows have seen solid growth. Do you think that trend will continue? Why?
Jameson: “I do believe it will continue for two reasons. First, there are very favorable lending rates right now. Often we think of interest rates as just impacting home and garden shows, but it affects all of us. It means more consumers want to invest in improving their lifestyles. We’re seeing favorable interest rates have a great impact on entertainment shows, boat shows and RV shows, too.
Second, we’re a great source of entertainment. Most attendees come thinking they’re just going to kick the tires and look around as entertainment — but many end up making purchases either at the show or after the event.”
EXPO: With all the recent facility construction and expansion, is it easier for consumer shows to get preferred dates?
Jameson: “Whether shows are getting preferred dates is a topic open for discussion. There are a number of CVBs that are taking a second look at the value consumer shows have to offer. A number of facilities that have been charged with paying for themselves are more favorable to consumer shows. When we use a facility, we pay for everything we use. We’re an annual event, so we’ll come back. We’re like money in the bank for some facilities.
But when it comes to preferred dates, the facility’s concept of preferred dates and the show producer’s concept of preferred dates can be two very different things. But, many facilities are wisely taking more interest in our history, our hotel room pick-up, etc. That’s good for everyone.”
EXPO: In 2004, advertising expenses increased 7.4 percent, according to a study by the National Association of Consumer Shows — the highest increase of any expense. Do you see that trend continuing this year? Why?
Jameson: “Yes, I do for several reasons. First, media rates are going up in a number of markets. But probably more importantly, organizers are spending more on advertising. We’re becoming savvier marketers. We’re realizing that an ad we run designed for a baby boomer is completely missing the generation X or generation Y consumer. Increasingly, those consumers are the ones we need to attract to our shows — thus we’ve got to advertise in a wider variety of ways and venues.”
Todd Jameson, President, HSI Show Productions, and President, National Association of Consumer Shows. HSI produces the New Jersey Flower & Patio Show in Somerset, NJ, and two consumer shows in Indianapolis — the Christmas Gift & Hobby Show and the Indiana Flower & Patio Show.
Samuel Concilla, President, Erie Promotions and Expositions Inc., and Director, National Association of Consumer Shows. Erie produces nine consumer events in the Northeast region of the United States, including five shows in Erie, PA. Concilla produces consumer events targeting outdoor sports and travel, remodeling and decorating, women, holiday crafts and gifts, home and garden, and RV, boat and powersports.
Glenn Helgeland, President, Target Communications Corp., and Director, National Association of Consumer Shows. Target produces five deer and turkey hunting shows in Illinois, Michigan, Ohio, Tennessee and Wisconsin.
The National Association of Consumer Shows (NACS) in cooperation with Bridal Show Producers International (BSPI) and the Professional Show Managers Association (PSMA) conducted a joint survey of the consumer show industry in the spring of 2004. Here’s a statistical snapshot of the consumer show industry based on that survey.
Average show attendance:
28,143
Average adult ticket price:
$7.73
Average amount of discount:
$1.50
Average net square feet sold:
100,733 sq. ft.
Average price per square foot:
$8
Average number of exhibiting businesses:
236
Average exhibitor retention rate:
77%
Average percent of pre-paid tickets:
25%
New consumer shows launched in 2004:
8
Discounted ticket prices offered
Space sold compared with 2003
Exhibit sales compared with 2003
Show attendance compared with 2003
Here’s a list of major consumer show producers (who produce 10 or more shows), compiled by the National Association of Consumer Shows (NACS). The data was pulled from the 2004-2005 NACS Member Directory. A searchable database of NACS member shows is available at www.publicshows.com.
| Company |
Address |
Phone |
Web Site |
Number of shows |
Sampling of shows produced |
| Advanstar Communications |
201 Sandpointe Ave. #600, Santa Ana, CA 92707 |
714-513-8475 |
www.advanstar.com |
14 |
Cycle World International Motorcycle Show in Atlanta, Dallas, and New York
|
| America’s Best Shows |
P.O. Box 580, Yarmouth, ME 04096 |
207-865-1196 |
www.americasbestshows.com |
21 |
Annual Augusta Boat Show, Annual Maine Camper & RV Show,
Annual Vermont Outdoor & Power Sports Show |
Art Plus Associates Inc.
|
16W129 83rd St., Hinsdale, IL 60527 |
630-325-8080 |
www.artplus.com |
13 |
Chicago Ridge Mall Art & Craft Fair, Orland Square Fall Art & Craft Fair, Yorktown Center Art & Craft Fair |
| dmg world media |
180 Duncan Mill Road,4th Floor, Toronto, ON M3B 1Z6 |
416-385-2007 |
www.dmgworldmedia.com |
54
|
Austin Home & Interior Design, San Jose Home & Garden Show, Vancouver Home & Interior Design Show |
| Dolphin Promotions Inc. |
P.O. Box 224, Forest Park, IL 60130 |
708-366-2710 |
www.dolphinfairs.com |
16
|
Chicago O’Hare Summer Antiques Show, Miami Modernism, Winter Antiques Show at Naples |
| East Coast |
4620 NE Sandpebble Tree, #402, Stuart, FL 34996 |
772-225-1941 |
www.eastcoastshows.com |
12 |
Florida’s Boating Supersale, New York State RV Show,
Shows Inc. Vermont Fall Boat Show |
| Expertise Events Pty Ltd. |
P.O. Box 6053, Frenchs Forest, DC NSW 2086Australia |
61-2-9452-7575 |
www.expertiseevents.com |
17 |
Craft 7 Quilt Fair in Brisbane Australia;
Senior EXPO in Sydney, Australia;
Travel & Holiday EXPO in Melbourne, Australia |
| Florida RV Trade Association |
401 N. Parsons Ave., #107, Brandon, FL 33510 |
813-684-7882 |
www.frvta.org |
11 |
Tampa Bay RV Show, Fort Lauderdale RV Show, Central Florida RV Show |
| The Fly Fishing Show |
854 Opossum Lake Road, Show Carlisle, PA 17013 |
717-243-6733
|
www.flyfishingshow.com |
11 |
The Fly Fishing Show in Chicago;Ontario, Ca; and Seattle |
| Gilmore Enterprises Inc. |
1240 Oakland Ave., Greensboro, NC 27403 |
336-274-5550 |
www.gilmoreshows.com |
11 |
Craftsman's Classic Arts & Crafts Festival in
Columbia, SC; Roanoke, VA; and Greensboro, NC |
Hart Productions Inc.
|
3307 Clifton Ave. #4, Cincinnati, OH 45220 |
513-281-0022 |
www.hartproductions.com |
10 |
Cincinnati Golf Show; Dayton Auto Show in Dayton, OH; Garden Market Show in Cincinnati, OH |
Harvest Festival
|
800 Lindberg Lane #190, Petaluma, CA 94952 |
707-559-7124 |
www.harvestfestival.com |
12 |
Harvest Festival Show in San Diego; Las Vegas; and Phoenix |
Innovation Event Management LP
|
P.O. Box 1129, Fredericksburg, TX 78624 |
830-997-1013
|
www.iemshows.com |
16 |
The Country Peddler Show in Dayton, OH, and Amarillo, TX;The Perfect Peddler Show in Memphis, TN |
| International Gem & Jewelry Show Inc. |
120 Derwood Circle,
Rockville, MD 20850 |
301-294-1640 |
www.intergem.net |
41 |
International Bead Show in Seattle and Las Vegas, The Original Classic Int'l Gem & Jewelry Show Inc. in Denver |
Log Home Living Institute
|
4125 Lafayette Center Drive #100, Chantilly, VA 20151 |
703-227-5272 |
www.loghomeliving.com |
18 |
Log Home Living & Timber Frame Home Show in Atlanta,Log Home Living Home Show in Charlotte, NC, and Orlando, FL |
| MacEvents |
309 Morris Ave. #D,Spring Lake, NJ 07762 |
732-449-4004
|
www.macevents.com |
17 |
Atlantic City RV & Camping Show, New Jersey Boat Show,Rhode Island Fall RV Show |
| Market Pro Shows Inc. |
5870 Hubbard Drive, Rockville, MD 20852 |
301-984-0880 |
www.marketproshows.com |
28 |
Market Pro Computer Shows in Tampa, FL; York, PA; and Nashville |
| National Marine Manufacturers Association |
1144 Olivette Executive Pkwy., St. Louis, MO 63132 |
314-567-0020 |
www.discoverboating.com |
27
|
Kansas City Sports Show, New Orleans Boat Show, Tampa Boat Show
|
| O'Loughlin Trade Shows |
P.O. Box 80750, Portland, OR 97280 |
503-246-8291 |
www.oloughlintradeshows.com |
12 |
Pacific Northwest Sportsmen's Show, Washington Sportsmen's Show, Tacoma Fall RV Show |
| The Promotions Co. |
804 N. Delaware, Indianapolis, IN 46204 |
317-236-6515 |
www.familyevents.com |
17 |
Sun Valley Home Garden, Eastern Idaho Ag. Expo, Idaho Sportsmen’s Show |
| RJ Promotions Inc. |
P.O. Box 37,Amazoniza, MO 64421 |
816-676-1200 |
www.rjpromotions.com
|
27 |
Colorado Springs RV, Sport, Boat, & Outdoor Show, Midwest Farm & Ag Show, West Florida Home & Garden Show |
| Show Technology |
15303 Huebner Road Bldg. #3, San Antonio, TX 78248 |
210-408-0998 |
www.showtechnology.com |
13 |
The Austin Fall House & Garden Show,
The Dallas House Beautiful Show, The New Jersey Home & Landscape Show |
ShowSpan Inc.
|
2121 Celebration Drive NE, Grand Rapids, MI 49525 |
616-447-2860 |
www.showspan.com |
14 |
Michigan Home & Garden Show, Ford Field Camper, Travel, & RV Show, Milwaukee Boat Show |
| Southern Shows |
P.O. Box 36859,Charlotte, NC 28236 |
704-376-6594 |
www.southernshows.com |
16 |
Michigan Int’l Women’s Show, Southern Farm Show,
Inc. Southern Spring Show |
| Spectra Productions |
P.O. Box 333,Eagle, ID 83616 |
208-939-6426 |
www.spectraproductions.com |
14 |
Sun Valley Home Garden, Eastern Idaho Ag. Expo,
Idaho Sportsmen's Show |
| The Woodworking Shows |
11835 W. Olympic Blvd. #1155 East,Los Angeles, CA 90064 |
310-477-8521 |
www.thewoodworkingshows.com |
33 |
The Woodworking Shows in Denver; Orlando, FL; and Syracuse, NY |
|
