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M&Awww.exhibitionnews.co.uk 15FabricWe have the solutions you're looking for . endless set-up options . lightboxes . magnetic display system RTD Systems LimitedUnit 10 Mole Business Park Randalls Road Leatherhead Surrey KT22 7BAsolutions@rtdsystems.co.uk www.octanorm.co.ukT 020 8545 2945 F 020 8545 2955Fabric_72x219_v2_130911(new add).indd 113/09/2011 09:33DEALMAKERSA couple of industrious exhibition organisers in the far reaches of the globe are leading this month's acquisitions list. Steve Monnington reportss businesses kick back into gear, we're expecting to see an increase in the number of deals struck across the global exhibition community. The main story from August is the announcement that Daily Mail and General Trust (DMGT) has agreed terms to sell its US retail-focused events managed by George Little Management. As I predicted in July, the buyer is a private equity fund, Providence Equity Partners, which specialises in the media and communications sector. When the intention to sell was originally announced, the business was expected to realise US$240m (£151.4m) but in the end the overall price was $193m, of which $26m will be deferred as a loan note. This disposal should mean that DMGT will have more resources to commit to future acquisitions and we expect to see the company pursuing a couple of businesses in its core sectors. The Providence deal should have been completed at time of press.Elsewhere round the world, Exhibitions and Events Australia (EEA), which in 2008 and 2010 acquired DMGT's home shows in Australia and New Zealand, has acquired two home show exhibitions from Queensland Newspapers. EEA is a privately-owned exhibition organiser whose founders Jane Ford and Graeme Uthmeyer have created a market-leading portfolio of home shows through a mixture of organic launches and acquisition. Consumer events and particularly home shows are notoriously difficult to get right and audiences are fickle, especially in challenging economic times. It's good to see a private company creating a growing niche for itself.EasyFairs, the cost-effective trade show organiser, continues its strategy of balancing organic growth with acquisitions and has taken a majority stake in OMExpo and E-Commerce in Spain. Both events are organised by Eventos OME. OMExpo also runs conferences in Lisbon, Barcelona and Sao Paulo and EasyFairs has stated it sees this purchase as a step in building relationships in the technology sector in Latin America. EasyFairs has definitely established its place in the major league of acquirers and this move cements the company's position as an acquirer of medium to large businesses across the world. At the same time, the organiser plans to launch 30 new show editions in Europe over its next financial year.On the subject of Latin America, we continue to hear from many organisers that they are pursuing acquisitions in the region and we should expect more announcements soon. Along with Brazil, the key markets mentioned are Mexico, Argentina, Chile and Columbia.And talking of Mexico: Following on from the announcement in my last column that IWSC Group had acquired the Spirits of Mexico tequila tasting festivals, the organiser has acquired a controlling interest in The Whiskies of the World Expo and Artisanal Spirits Fest - a consumer exhibition in San Francisco where visitors are encouraged to sample the 'water of life'. Like EEA, IWSC is a small private organiser and it is impressive to see the company making two strategic acquisitions in the US in the space of two months.Finally for this month, American organiser 1105 Media has acquired the School and College Building Expo (SCBE) in a move to expand the company's educational business-to-business portfolio. The event will be co-located with 1105 Media's Florida Educational Technology Conference, which will take place next January in Orlando, Florida.- Steve Monnington is the MD of Mayfield Media Strategies. A

INTERVIEW16 www.exhibitionnews.co.ukow did you get into exhibitions?Frankly, I bluffed my way into a job at Blenheim in 1991 and it was the best thing that could have happened. It was a good time to be joining the business and the industry and the company was a great learning ground. From Blenheim it became Miller Freeman, then United in 1998, CMP and now various derivatives of UBM. It feels like it has been 10 businesses, but what has run throughout is that core focus on exhibitions and Blenheim's bedrock of experience. what do you cover today?I have P&L responsibility for a circa-£18m turnover business with 80 people. There are three main parts: Marketing, technology and e-commerce; Air Traffic Control (ATC); then call centres and customer management. Within each there are different brands, not all of which are exhibitions. We tend to focus on communities, but not by geography or platform; it's about the market. In marketing and technology for example we have Technology for Marketing and Advertising (TFM&A) and shows around that. In e-commerce, we have Internet World, we acquired eCommerce Expo last year and we have other events in the UK. We are increasingly looking not to geoclone, but rather 'geoadapt' these LearninghUBM Live group MD Mark snell now spends nearly half his time on international business. He talks to EN about adapting to new markets, technology and the ongoing importance of exhibitionsto geoaDapt