Profile of respondents
Organization Type
Association - 56%
For-profit - 38%
Corporate - 6%
Total Gross Revenue
$500,000 or less - 17%
$500,001 to $1,000,000 - 20%
$1,000,001 to $2,000,000 - 16%
$2,000,001 to $3,000,000 - 12%
$3,000,001 to $5,000,000 - 10%
More than $5,000,000 - 26%
Net Exhibit Space Required
Less than 25,000 - 12%
25,000 to 50,000 - 18%
50,001 to 100,000 - 24%
100,001 to 250,000 - 21%
250,001 to 500,000 - 14%
More than 500,000 - 13%
Event Type Produced
Trade only - 70%
Consumer show - 12%
Trade and consumer show - 19%
Total Booth Sales Revenue in 2006 - $2,706,975
Revenue statistics
Total Booth Sales Revenue in 2006
Association - $2,770,829
Trade - $2,953,729
Combined - $2,706,975
Booth Revenue versus 2005
Association:
Increase - 70%
Decrease - 16%
Not Applicable - 14%
Average Increase - 8.6%
Average Decrease - 12.4%
Trade:
Increase - 71%
Decrease - 14%
Not Applicable - 15%
Average Increase - 11.9%
Average Decrease - 14.9%
Combined:
Increase - 73%
Decrease - 13%
Not Applicable - 15%
Average Increase - 12.8%
Average Decrease - 14.9%
Booth Revenue Direction for 2007
Association:
Increase - 76%
Decrease – n/a
Stay the same - 24%
Trade:
Increase - 76%
Decrease - 1%
Stay the same - 23%
Combined:
Increase - 76%
Decrease - 2%
Stay the same - 22%
2007 Booth Sales Revenue Increase
Association – 9.3%
Trade – 10.8%
Combined - 12.1%
Sponsorship Revenue in 2006
Association – $351,345
Trade - $329,395
Combined - $339,794
Sponsorship Revenue versus 2005
Association:
Increase - 58%
Decrease - 19%
Not Applicable - 23%
Average Increase - 31.5%
Average Decrease - 16.1%
Trade:
Increase - 60%
Decrease - 19%
Not Applicable - 21%
Average Increase - 27.1%
Average Decrease - 16.9%
Combined:
Increase - 59%
Decrease - 17%
Not Applicable - 23%
Average Increase - 26.4%
Average Decrease - 16.9%
Sponsorship Revenue Direction for 2007
Combined:
Increase - 60%
Decrease - 3%
Stay the same - 37%
Attendance Revenue in 2006
Association:
Trade:
Combined - $925,807
Attendance Revenue versus 2006
Association:
Increase - 59%
Decrease - 4%
Stay the same - 37%
Trade:
Increase - 63%
Decrease - 2%
Stay the same - 35%
Combined:
Increase - 58%
Decrease - 18%
Not Applicable - 24%
Average Increase - 11.7%
Average Decrease - 8.7%
Attendance Revenue Direction for 2006
Association:
Increase - 65%
Decrease - 4%
Stay the same - 31%
Trade:
Increase - 59%
Decrease - 5%
Stay the same - 36%
Combined:
Increase - 60%
Decrease - 5%
Stay the same - 36%
Attendance Revenue Increase for 2007
Association – 10.6%
Trade – 12.0%
Combined - 12.5%
Biggest challenge with increasing revenue
Adding consumer component
Advertising cost to reach the general public
Advertising to the consumers
Attendance
Attendee revenue
Attendees not able to pay due to overall budget cuts at their institutions
Attracting more attendees
Audience growth
Balancing show size with aisle density/exhibitor expectations
Being sure we get attendance at the events.
Board's lack of funding for staff support -- not enough staff to focus on all the activities instituted by the Board
Booth and advertising sales
Booth sales
Breaking into new markets
Competing events
Competition
Competition of available shows that are appearing
Competition with other media - advertising, on-line, private events, competing shows
Controlling costs!
Convention attendance
Current facilities in cycle not large enough to accommodate current growth
Decreasing effectiveness of traditional advertising
Cconomy and mergers
Exhibitor consolidation from mergers/changing market
Exhibitors have too many shows to select from.
Expanding from one hall to two. Traffic Flow, etc.
Finding additional booth space to rent to exhibitors
Finding enough space to hold my exhibitors
Finding more sponsorship money
Finding new customers to attend
Finding new exhibitor prospects
Finding new ways to attract a larger audience
Food cost
Foreign exhibitors
Fortunately, keeping up.
Getting more attendees, sponsorships and exhibitors
Getting more members to attend, dealing with tighter pharma regulations
Getting new attendees to the show
Getting new members to the Association
Getting sponsorship money
Getting the word out
How to minimize discounts which is a growing trend in our country
Increasing advertising and sponsorship revenue
Increasing attendance
Increasing market share
Industry conditions - crucial mergers and acquisitions
Internet
Inventory
Keeping the event a value to the public
Maintaining and increasing quality attendance
Market confidence
Marketing cost
Meeting all the different customer needs
Member buy-in on increased pricing
Membership resistance
Most of our exhibitors are non-profit and can't afford or are not allowed to provide sponsorship revenue
New show launches
None at this time
Not having enough sales staff
Olympics
Only limited by the amount exhibitors are willing to pay
Overcoming perceptions - location is a hard sell this year
Passing on increased costs
Providing value
Raising prices to combat our cost hikes
Reliance on large pharmaceutical companies for the bulk of exhibit revenue
Repeat conference delegates
Resources
Retention
Return on Investments
Rising cost
Rising costs
Sales staff performance
Selling more booths in a non-growth industry
Space available
Ppace limitations due to a small show and number of attendees
The war is sending budget cuts over the entire DoD industry, with a show that is mainly DoD contractors the money has to stop somewhere
Travel costs
Trying to make clients pay more per sq. meter keeping the total sq. meters they had
Want to see more revenue generate from the attendees - to attract new customers
