edpa 2012 presentation without video
DESCRIPTION
Profit...where did it go and how to get it back.TRANSCRIPT
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Chris Kappes, SVP, 3D ExhibitsEDPA Access 2012
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Chris Kappes | 3D Exhibits | EDPA Access 2012
S.W.O.T.
OPPORTUNITIES
INSIGHTS
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Chris Kappes | 3D Exhibits | EDPA Access 2012
INNOVATION IS THE
ONLY COMPETITIVE
ADVANTAGE
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Chris Kappes | 3D Exhibits | EDPA Access 2012
KITZING: TRADESHOW MARKETINGGPJ: EVENT MARKETINGCONTEMPO DESIGN: BANKING PRODUCTSSPARKS: DIVERSIFIED SOLUTIONS3D: INTEGRATED SOLUTIONS
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Chris Kappes | 3D Exhibits | EDPA Access 2012
PORTABLES/LIGHTWEIGHTSOCTANORM/SYSTEMSLEAD CAPTURETENSION FABRICASSET MANAGEMENT SOFTWARE ENGAGEMENT TECHNOLOGY
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• EXHIBIT SPEND $800-1B• • 50+ MAJOR EXHIBIT COMPANIES
• • • GROSS MARGINS FLAT AT 29% (+/-)• • • • NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
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• EXHIBIT SPEND $800-1B• • 50+ MAJOR EXHIBIT COMPANIES
• • • GROSS MARGINS FLAT AT 29% (+/-)• • • • NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
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• EXHIBIT SPEND $800-1B• • 50+ MAJOR EXHIBIT COMPANIES
• • • GROSS MARGINS FLAT AT 29% (+/-)• • • • NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
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• EXHIBIT SPEND $800-1B• • 50+ MAJOR EXHIBIT COMPANIES
• • • GROSS MARGINS FLAT AT 29% (+/-)• • • • NET PROFIT 1-3%
Chris Kappes | 3D Exhibits | EDPA Access 2012
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Chris Kappes | 3D Exhibits | EDPA Access 2012
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
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Chris Kappes | 3D Exhibits | EDPA Access 2012
WHAT BUSINESS
ARE WE IN?
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Chris Kappes | 3D Exhibits | EDPA Access 2012
INSIGHTS AND SOLUTIONS THAT DRIVE BUSINESS OUTCOMES
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Chris Kappes | 3D Exhibits | EDPA Access 2012
WHERE DO WE GO
FROM HERE?
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Chris Kappes | 3D Exhibits | EDPA Access 2012
S.W.O.T.
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•STABLE MARKET•MEDIUM EFFECTIVENESS•NOT DEPENDENT ON ONE INDUSTRY•TALENT DIVERSITY
Chris Kappes | 3D Exhibits | EDPA Access 2012
STRENGTHS
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Chris Kappes | 3D Exhibits | EDPA Access 2012
WEAKNESSES
• TOO MUCH CAPACITY• PRICE-MARGIN PRESSURE• MORE FOR LESS• FLAT BUDGETS• OVERHEAD EXPENSE• RISING LABOR, FUEL, MATERIAL $• BUYER EDUCATION• SPECULATIVE COST
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Chris Kappes | 3D Exhibits | EDPA Access 2012
OPPORTUNITIES
• BORROWING IS CHEAP• DIVERSIFICATION• MINORITY TRADESHOWS• GLOBAL• BAKED IN BUDGETS
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Chris Kappes | 3D Exhibits | EDPA Access 2012
THREATS
• NEW BUYERS…NEW BIAS• MEDIA PREFERENCE SHIFT• ATTRACTING TALENT• AGING POPULATION• DECLINING VALUE PROPOSITION• BUYER CONSOLIDATION• ENVIRONMENTAL IMPACT
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Chris Kappes | 3D Exhibits | EDPA Access 2012
FACTORS DEFINING
SUCCESS
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“A decade from now, the most important roles for live events and tradeshows will be the event designer, learning architect and digital strategist”
The IMEX Power of 10 Study-What Does the Next Decade Hold for the global meetings industry.
Chris Kappes | 3D Exhibits | EDPA Access 2012
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Chris Kappes | 3D Exhibits | EDPA Access 2012
FACTORS DEFINING SUCCESS
•BLINDING SPEED… “FAST FOOD CREATIVE
•QUANTUM LEAP IN COMPLEXITY
•FEWER SECOND CHANCES
•INDUSTRY CENTRICITY
•RISK MANAGEMENT•DIGITAL CENTRICITY•MANAGING SURPRISES QUANTIFYING VALUE
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Chris Kappes | 3D Exhibits | EDPA Access 2012
FORMULA FOR
MARGIN IMPROVEMENT
SELL MORE+REDUCE EXPENSE+INCREASE EFFICIENCIES=MARGIN IMPROVEMENT
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Chris Kappes | 3D Exhibits | EDPA Access 2012
SELL MORE
• WHAT BUSINESS ARE YOU IN• DEFINE AND LEVERAGE SWEET
SPOT• SALES TEAM DEVELOPMENT• DIGITAL TECHNOLOGY• GLOBAL
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Chris Kappes | 3D Exhibits | EDPA Access 2012
• TURN FIXED EXPENSE TO VARIABLE EXPENSE
• IN-HOUSE VS. OUTSOURCE• COMMISSION VS. SALARY/BONUS• OVERHEAD• EVALUATE COST TO SERVICE
ACCOUNTS
REDUCE FIXED EXPENSE
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Chris Kappes | 3D Exhibits | EDPA Access 2012
INCREASE EFFICIENCIES
• COLLABORATION• ALLIANCES• RENTAL• REPURPOSE UNSOLD DESIGNS• OUTSOURCE WHERE VALUE CAN’T
BE ADDED • CONSOLIDATE PARTNERS• TELECOMMUTING
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Chris Kappes | 3D Exhibits | EDPA Access 2012
WHAT MARGIN IMPROVEMENT
SUGGESTIONS DO YOU HAVE?
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TAKEAWAYChris Kappes | 3D Exhibits | EDPA Access 2012
EXISTING MODELS DIE
AND NEW ONES MORPH
TO MARKET DEMANDS