page 1
page 2
page 3
page 4
page 5
page 6
page 7
page 8
page 9
page 10
page 11
page 12
page 13
page 14
page 15
page 16
page 17
page 18
page 19
page 20
page 21
page 22
page 23
page 24
page 25
page 26
page 27
page 28
page 29
page 30
page 31
page 32
page 33
page 34
page 35
page 36
page 37
page 38
page 39
page 40
page 41
page 42
page 43
page 44
page 45
page 46
page 47
page 48

The Scottish Ski and Snowboard Show will return to the Scottish Exhibition and Conference Centre (SECC) following its successful launch at the venue last year. Organised by Capital Events, the show will take place from 15 to 16 October 2011. It joins several other consumer exhibitions that chose the SECC as their venue in 2011, including the Ideal Home Show Scotland and the Scottish Wedding Show. The Emigrate show, organised by JP Events and Exhibitions, will also return to the SECC for its fifth edition.The UK Wedding Shows will return to Manchester Central for three more years, after signing an extended contract with the venue. Organised by a company of the same name, The UK Wedding Shows will take place in October 2011 through 2014. Manchester Central has also won the annual conference and exhibition organised by the Chartered Institute of Housing and Ocean Media Group, who announced the move from Harrogate. The event will run from 12 to 14 June 2012 and will bring an estimated £2m to the city in business tourism.The Business Design Centre will host the launch edition of Informa's new print exhibition Cross Media 2012, which will run on 3 and 4 September. The exhibition will target printers looking to add new levels of service to their ink-on-paper core.Trafford Park-based EventCity hosted The X Factor's Manchester auditions. Filming took place from 12 to 14 June in front of an audience of 21,000.Excel London will host the launch of MCM Expo Group's Memorabilia show, which will run alongside the organiser's London Comic Con from 28 to 30 October 2011. The previous edition of the comic show brought 60,000 visitors to the London venue.Old Trafford held Clarion's Mortgage Business Expo Manchester in May. The show last ran in 2008 and was forced to cancel by the economic downturn of following years. Clarion hopes the one-day regional expo will run annually from now on. Meanwhile the next event in the series, Mortgage Business Expo London, will run on 16 and 17 November at London Olympia.Eurovet, organiser of textile and fashion trade shows held at Paris de Versailles every year, will run a new UK exhibition at Olympia. Due to take place on 7 and 8 November 2011, the Fast Fashion Tour will be the first overseas instance of Eurovet's fashion division's Fast Fashion Tour outside France.Aztec Event Services has won the contract to supply audiovisual equipment at the practical skills exhibition WorldSkills. The international competition comes to London for the first time, running at Excel in October. More than 150,000 visitors are expected.business clinicwww.exhibitionnews.co.uk 37WINNING BUSINESSVIrtUal IdEaA new virtual trade show named Vb2b is launching to give small businesses a chance to promote their products online. Vb2b organiser David Dresner is the director of Melton iT services, supplier of training and iT support for small to medium-sized firms. "i have always visited business exhibitions and found them to be beneficial, but as a small business the cost of exhibiting was prohibitive," said Dresner. Visitors to the virtual event hall register their details for free, which are then available to all the exhibitors. exhibitors can upload information and videos to their virtual stands, and visitors can download them to a virtual briefcase. They can man their stands remotely, interacting with visitors via instant messaging or video chat using a webcam. exhibitors will be charged on a sliding scale depending on the amount of features and information they want to host, which remains online for 90 days after the event. Vb2b's first event will focus on businesses in the north West of england from november 15 to 17, with a Yorkshire and Humber show lined up for spring 2012. "i am also looking at hosting sector-based shows for specific industries which would cover the whole country too," added Dresner.The good and The bad My best business decision was agreeing to sell The betting shop show to ATe (now part of clarion events) after 26 years. When i took it on, it was a small hotel event. When i sold it, the show had half a dozen satellite dishes on the roof and computers everywhere.However, the industry was going online and when i was approached by ATe, i realised they had the resources to develop the event. A few weeks before ATe ran its first event, a fire destroyed the venue, The national Motorcycle Museum in birmingham. The financial director rang to tell me that my timing had been impeccable. Ps: They moved it to The nec and doubled its size.My best decisionMy worst decision129The number of exhibition companies with sizeable cash reserves that are primed for acquisitions, according to new Plimsoll Research.My worst business decision was more about not doing something rather than making a bad decision. i failed to update a rather loose, 'friendly' contract between my company and a trade federation that sponsored a show i had created and introduced to them 10 years earlier. it was a sponsorship which saw them helping to promote our show and where we paid them a percentage.immediately after the tenth show, the trade federation wrote to say it was not sponsoring and were taking the show over. The show name was changed and with the main player in their pocket, they got away with it.Ps: They made a mess of it.PAUL webster, tHe webster PArtnersHiP

business clinic38 www.exhibitionnews.co.uks we emerge from the worst recession most of us have ever seen, we must still face and overcome a few challenges. Some venues, contractors and organisers have managed the recession by cutting rates and offering discounts. For them, trying to get back up to 'rate-card' will be their challenge. For the rest of us, our trial will be competing with them, holding our rates and building on these foundations. The issue is further compounded by exhibitors who have now adopted the habit of committing later, and by a new realisation that while they originally reduced their space requirement for budgetary reasons, they still had a good show with a smaller presence and therefore don't see the need to increase their space when a smaller stand met their goals. So how do we better manage exhibitors who have been used to a 'deal', and who have been taking smaller stands with little apparent consequence, in an environment where discounts Flexible recoveryAHow are you developing your business' offerings to exhibitors in the face of discounts and the downturn? Simon Naudi looks at ways you can improve your valueexist? And tackle clients who are still reluctant to commit until just before doors open?IdeAS from the outSIdeIt's quite interesting to see a parallel in industries outside our own. Some brands maintained their rates, while others were on a discount mission. How do the discounters now justify increasing their rates and how do those who have maintained their rates show competitiveness? The key appears to be flexibility. They either need to justify their rate, or add value in order to counteract their competitors undermining their proposition. Some players in the motor car industry are now 'upgrading' the spec and engines when you pay 'rate-card'. In the aviation industry, airlines are offering companion deals and extra air miles. Hoteliers are offering complimentary breakfasts or theatre tickets. The pattern is clear - if you want your clients to adhere to rate card or indeed to commit earlier, think of how you can add value and entice them.There are a raft of potential 'value items' you can add to your offer in order to protect your margin and ensure early bookings. These can range from hyperlinks and enhanced catalogue entries, to speaking or sponsorship opportunities and banners, extra storage or early bird incentives. If you do not already have one, it would be worth brainstorming for a list of possible extra value services and products you could offer on a case-by-case basis. It is important because not everyone will need this, and no two exhibitors will view their worth in a similar vein. The secret is to establish what you have and can provide that costs very little to you to offer, but is worth a great deal to your exhibitor. As an example, negotiating a road fund licence on your next car is pointless as that will cost the dealer as much as it is worth to you. Instead, ask for your next service free, some extra mats, an upgrade to your stereo and finance or warranty offers as these will be available to the dealer at cost or for minimal charges and worth much more to you than the cost of the road fund licence. In this way, things like hyperlinks, logos, banners, speaking opportunities should be at the top of your list as these typically cost you much less than they are worth to the exhibitor. So get creative and get those bookings rolling in early!- Simon Naudi is MD of the Answers Group.Some brands maintained their rates, while others were on a discount mission1. entertainment2. Interaction3. hospitality4. education5. New products5 PILLARS....foR cReAtIng A good dAy outBRIBeRy Act 2010: A few thIngS you ShouLd know The bribery Act comes into affect on 1 July 2011, following full Royal Assent in April 2010. it replaces the current bribery laws which date back to 1889 and cover england, scotland, northern ireland and Wales.. The ultimate aim of the legislation is to make life difficult for the minority of organisations responsible for corruption, not to burden the vast majority of decent and law-abiding businesses.. There are three sections in the AcT: 1, 6 and the new section 7 covering failure of commercial organisations to prevent bribery. . The bribery Act 2010 creates a new offence of offering or receiving a bribe, bribery of foreign public officials and of a failure to prevent a bribe being paid on an organisation's behalf. it also provides a defence to the last of these where an organisation can show it has 'adequate procedures' in place. These only have to be proportionate to the size and nature of the business.. combating bribery is about common sense, not bureaucracy. For example, an associated person will only engage criminal liability where they actually represent the organisation and the bribe only directly benefits it.. no one is going to try to stop businesses getting to know their clients by taking them to events like Wimbledon, Twickenham or the Grand Prix. using reasonable hospitality to meet, network and improve relationships with customers is a normal part of business.. The uK Ministry of Justice is working in tandem with the OecD, europe and the us in pursuing new bribery objectives and guidelines. . cases will be brought where they are in the public interest and agreed to by the Director of Public Prosecutions or the serious Fraud Office Director.- The Bribery Act 2010 guidelines by Lord Chancellor and Secretary of State for Justice, Kenneth Clarke.