DYNAMIC DUO
As part of a reorganization of parent company Viad Corp., GES Exposition Services, an event and exhibition services company, and Exhibitgroup/Giltspur (EG), an event marketing agency, are integrating offerings in a bid to create a wider variety of services for clients.

Each company will maintain its individual brand while working closely together under one business unit, Viad’s Marketing & Events Group. Current GES President and CEO Kevin Rabbitt will exit the company in October and John Jastrem, currently President and CEO of EG, will lead the new unit. The Buzz checked in with Jastrem to get the skinny.

What are the benefits of the partnership?
We think this will have a big impact on attendees. If you think of the business economics for the industry, if you have interested and excited attendees at the show or the event, then it’s going to be a win-win-win for all the key players — the organizers, the exhibitors and the attendees.

How will this improve services for organizers?
We plan to continue to efficiently put on the show, but also look at theming opportunities with exhibitors and outside sponsors that would result in potential additional revenue for the show organizer.What will now change is that we have the ability to have the entire company lined up with this as a key objective. EG has worked really strong with a creative network around the globe. Now we have the ability to add in GES capabilities.

50% Approximate percentage of people who searched for an exhibitor “by name” using electronic maps on the show floor at the BIO International Convention in May. Twenty-five percent searched by category and 25 percent searched based on the graphics around the map (i.e., sponsorships). There were approximately 42,000 searches total. You Are Here map system created by MarketArt.

FROM THE MAILBAG

Dear EXPO,

I read with interest your article, “Surviving the Slump — 10 Tips That Could Save Your Show,” but based on my experience, the venue side of the business is feeling few ill effects in the current economy.

Unlike us event organizers, they seem to regard replying to inquiries as something that can be done at their leisure, if at all. Quite simply, their lack of sales professionalism (or is it arrogance?) is staggering.

I have to source venues for our forums, and have yet to receive any acceptable level of “pre-sales” service. Typically, the phone number given goes straight to voicemail (something that should be banned in any sales office). Then: Nothing. Hotels are the worst at responding, with most requiring at least two or three calls before bothering to call back. The convention bureaus are no better. I’m still waiting to hear from two after requesting venue information.

I’ve tried to contact 25 to 30 venues during the last 12 months, and I can’t think of any that have offered any reasonable level of “sales service.” We’re obviously in the wrong business.

Paul Rowney
CEO, Forum Networking Events