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Sizing Up the
TOP 5
SECTORS
for TRADE
SHOWS
SPONSORED BY:
PUBLISHED BY:
TM
INSERT-2 S P E C I A L A D V E RTI S I N G S U P P L E M E NT • A P R I L 2007
Sizing up the Top industries increased to $60.6 billion in 2006, up shows and four gift and home shows each year.
from $54 billion in 2005, representing a 12.2 per- In a broad sense, the apparel sector appears
Five Sectors for cent year-over-year increase. poised for continuing growth due to the nature of
Trade Show Growth Privately owned companies active in any of the fashion itself. “There will always be tremendous
five sectors highlighted in this special report growth because of style changes. Every six months,
include Advanstar Communications, Apprise new fashions come into vogue,” said Robert
By Sandi Cain, News Editor Media, Ascend Media, Cygnus Business Media, Kolinek, president of Helen Brett Enterprises Inc.,
F
or the exhibition industry, a healthy Diversified Business Communications, Hanley- which puts on eight jewelry shows each year.
economy is like a rising tide that lifts all Wood, Nielsen Business Media (the former Consumer trends-like the move away from tall,
boats. In particular, strong corporate VNU), Pennwell Corp., Prism Business Media thin models as the face of fashion-drive some of
profits help to increase marketing budgets (including the recent acquisition of Penton Media) those changes. “That's contributing a whole new
for trade show participation. But, fiscal and Questex Media Group. Public companies with design concept and fashion look and the way in
2006 unfolded somewhat differently, as exhibition shows in these sectors include dmg world media which fashion is presented to the public,” Kolinek
growth was uneven. Some companies reported and Reed Exhibitions. said.
soaring revenue and profits, while others grappled The most active acquirers between 2003 and
with mediocre, or even declining, sales. This report 2005 were dmg world media, with 10 transactions, Who are the Key Players?
looks at five of the largest sectors in the exhibition CMP Media, with four transactions and Advanstar There are few associations that stage their own
industry: apparel and fashion; building and con- Communications, Cygnus Exhibitions and shows in this competitive sector, but roughly 75
struction; food and beverage; medical/healthcare; Diversified Business Communications with three companies put on between one and nine shows
and sports/recreation, and examines their growth each. each year, creating some segmentation in the mar-
and future potential. The newly released CEIR Exhibition Index ket. At one end of the spectrum is the biggest and
indicates that the exhibition industry in general has best-known apparel show, Advanstar's MAGIC
Growth Metrics in Key Sectors rebounded to the levels seen in 2000, with an Marketplace, with 4,250 exhibitors in 1.1 million
In 2006, trade shows serving the professional overall CAGR of 2.3 percent from 2000 to 2006. net square feet of exhibit space. But others have tar-
business services sector posted an overall growth of With exhibitions and conference M&A activity geted hot niche markets such as footwear,
11.1 percent—the highest one-year growth among up by 53 percent in 2006 and increasing show swimwear, accessories or plus sizes, and have been
the 11 sectors measured by the CEIR Exhibition growth in many sectors, M&A activity is expected rewarded accordingly. The WSA Show, the world's
Industry Index, just released. That was followed by to remain brisk throughout 2007. largest show for footwear, handbags and acces-
one-year growth of 10 percent in the raw materials Richard Mead, Managing Director at JEGI, sories, is now as large as MAGIC in net square
and science sector; 9.4 percent growth in the trans- commented, “The event industry is thriving and feet. The February 2007 shoe show spanned 1.1
portation sector; and 9.2 percent growth in the has a bright future. Event operators are being very million net square feet of exhibit space, and drew
building, construction and home repair sector. creative in helping their customers reach their tar- more than 1,500 exhibitors (up 15%) and more
Medical/healthcare and industrial/machinery get markets on the show floor and increasingly than 37,279 participants (up 8%). It is produced by
shows each grew by 3 percent. through customized in-person events and online WSA Global Holdings, LLC.
On the other end of the scale, trade shows serv- events. They are moving the event business from Formerly known as the Men's Apparel Guild in
ing the consumer goods and retail trade markets an annual happening to a ‘marketing intelligence California, MAGIC was founded in 1933 as an
reached a plateau between 2005 and 2006. and transaction oriented business, when, how and association of menswear manufacturers. Today,
However, some sub-sectors within those fields are where customers want it.’ We see the event indus- Advanstar's MAGIC Marketplace encompasses
outperforming the others and continue to have high try, in all its many ramifications, growing in impor- MAGIC, WWDMAGIC, MAGIC kids, Sourcing
potential. tance to its customers base, and therefore, in finan- at MAGIC, Project and Pool and showcases more
From a long-term perspective, three sectors cial strength and valuation.” than 20,000 product lines. Its February show drew
emerged as the top performers. Between 2000 and
2006, building/construction had a compound Apparel and Fashion
annual growth rate (CAGR) of 5.4 percent; the The fashion and apparel industry has more
sports, travel and entertainment sector posted a 5.3 than 300 shows scheduled in 2007, ranking among
percent increase; and medical/healthcare shows the largest trade show segments in the nation. But
had a CAGR of 4 percent. growth in the overall consumer goods and retail
The only sectors that have not grown on a trade has been largely absent since 2000, accord-
CAGR basis since 2000 are communications and ing to the most recent data from the CEIR
information technology and consumer goods/retail Exhibition Industry Index. Overall, consumer
trade. The communications and IT sector ranked at goods and retail trade have posted a negative 0.7
or near the bottom in almost every measure from percent compound annual growth rate since 2000,
2000 to 2006, with a negative CAGR of 3 percent. compared to a 2.3 percent CAGR for the 11 sec-
tors measured by the Index.
M&A Activity In 2006, revenue for consumer goods and
The exhibition and conference industries gen- retail trade climbed almost back to the levels of
erated strong mergers and acquisitions activity in benchmark year 2000; however, the number of
2006, bolstered in part by a strong economy, low exhibitors plunged, while net square feet and atten-
unemployment, low interest rates, and abundant dance remained flat.
senior debt and private equity capital. According to Apparel may have an edge over other portions
The Jordan, Edmiston Group, Inc. (JEGI) transac- of retail trade going forward.
tion database, 52 transactions involving exhibitions “Macro trends point to more consumer spend-
and conferences closed in 2006 worth $875 mil- ing on apparel,” said Cole Daugherty, vice presi-
lion. This represents a 53 percent increase over dent of marketing and communications for Dallas
2005 levels in the number of deals completed. Market Center (DMC). “That's creating synergy
The overall value of mergers and acquisitions between demand and production,” he said. DMC
across all 11 sectors in the media and information puts on seven major apparel shows, monthly mini Advanstar’s MAGIC Marketplace.
S P E C I A L A D V E RTI S I N G S U P P L E M E NT • A P R I L 2007 INSERT-3
ment posted a compound annual growth rate of 5.4
percent, compared to 2.3 percent for all 11 sectors
measured by CEIR.
From Single Show Producers to
Large Scale Operators
Today, nearly 150 different companies and
associations organize U.S. and Canadian shows.
Among those with the biggest presence: Hanley-
Wood, dmg world media and Cygnus Exhibitions.
“This sector is close to every American,” said
Galen Poss, president of Hanley-Wood
Exhibitions. “The demand is incredible.” Poss said
growth is driven by Baby Boomers who are seeking
second homes or bigger homes, as well as remodel-
ing of older homes. He also pointed to a segmented
residential building market--where even the biggest
Advanstar’s MAGIC Marketplace.
players have less than five percent of the total mar-
ket-and the number of products that go into a
120,000 attendees. between the consumers and exhibitors. “The days home as strong reasons for growth.
MAGIC general manager Chris McCabe said of selling space and walking away are gone,” “They're all strong dynamics for building for
the show continues to grow and evolve to meet the Campbell said. the trade show side,” he said.
changing fashion needs. For instance, this August, Dallas Market Center has seen more cross mer- But there are dozens of other companies with
MAGIC will partner with Printsource, the textile chandising at its events. “It generates new energy one to five shows in this sector as well as dozens of
and surface design marketer that will operate with- and opportunities to maximize the product mix building trade associations that operate their own
in Sourcing at MAGIC. In addition, the footwear and enhance profit margins,” Daugherty said. The national and/or regional shows. The National
category has expanded to more than 500 brands in company has added new sectors to the show floor, Home Builders Association and Building Industry
the past few years. including F!NDS-a temporary component of the Association chapters stage about a dozen such
“What's driving our growth is our commitment gift and home show that features collegiate and pet shows each year. That could open the door to
to providing the most comprehensive trade event in products. In June, they will feature a French acquisitions in the future.
the fashion industry,” he said. Pavilion with products from France. dmg world media has a large portfolio of con-
MAGIC employs a full-time retail relations Kolinek said Helen Brett Enterprises is seeking sumer shows in this market, with more than 40
department that works to connect retailers to the products that are likely to be a hit in the Southeast home and garden shows and home/interior design
show and its exhibitors. Show organizers invite region, like fleur de lis or chili pepper patterns. “If shows. Those include the Minneapolis Home &
VIP retailers to join the President's Club to add we find a regional item we know will sell that may Garden Show, the Spring Jacksonville Home &
value to the show; currently, 6,000 top retailers are not do well elsewhere, we go after it,” he said. The Patio Show and the New England Home Show.
registered. In addition, the show offers an onsite company also is staging seminars about the impact “When some sectors of the economy struggle,
Buyer's Suite where other retailers can get tips from of counterfeits and fakes on the market. home and garden shows perform very well,” said
the retail relations department or learn more about Neither Helen Brett nor Southern Shows is on Tom Baugh, vice president of home interest North
the show floor. Advanstar also sends its pre-show the acquisition trail, turning instead to show America for dmg world media. “We're seeing nice
publication to roughly 100,000 industry decision- launches. Southern Shows went north last year, jumps in attendance this year,” he said, though it
makers, McCabe said. launching a show in Detroit and is looking at two varies by region.
Other companies that produce 10 or more fash- more markets. “The best formula is to be as local as possible
ion and apparel shows each year are: Dallas Helen Brett has moved into public shows in a to represent the buying habits and interest level of
Market Center, AmericasMart Atlanta, Southern different sector with an outdoor recreation show (each) community,” he said.
Shows in Charlotte, screen printing specialist this summer in Louisiana that will combine niche The number of attendees who own homes also
NBM in Broomfield, CO, Specialty Trade Shows market sporting competition with the show. It will continued on page 4
and Nielsen Business Media (formerly VNU). be held at the same time as the company's
The intense competition in this sector might August gift show, but is not co-located,
make niche market shows and smaller players Kolinek said.
attractive acquisition targets in the future.
Building & Construction
Keeping Shows Fresh The building and construction sector
Though fashion itself is fluid, show organizers accounts for almost 300 trade shows in
still tweak their products to keep the shows fresh. 2007, ranking among the top 10 segments
Southern Shows, which puts on about a dozen in the U.S. The sector was a leading driv-
consumer women's shows each year, has seen more er of growth for the overall exhibition
interest from major retail chains aiming to reach industry from 2003 to 2006. In 2004
consumers directly through a presence at the and 2005, the sector has posted increases
shows, according to Laura Campbell, president of in all key exhibition industry measures-
Southern Shows. net square feet, exhibitors, revenue and
“We're seeing growth in consumer product attendance, according to the CEIR
launches and more interest in on-site sampling,” Exhibition Industry Index. In 2006,
she said. exhibitor numbers remained flat, while
Because Southern Shows carries a mix of prod- other key sectors continued to grow.
ucts, Campbell said the company has stepped up Revenue grew by almost 30 points last
its marketing assistance to facilitate the right fit year. Between 2000 and 2006, this seg- Minneapolis Home & Garden Show.
INSERT-4 S P E C I A L A D V E RTI S I N G S U P P L E M E NT • A P R I L 2007
has trended upward, reaching 90 percent, com-
pared to a national homeownership rate of around
70 percent.
“It's becoming clear that attendees are people
who have a project in mind,” Baugh said. “The
people who walk through the doors are highly
qualified buyers.” Exhibitors also are starting to
contract larger booths-a reflection of the qualified
audience.
Knowing what consumers want is no longer
guesswork. Today, dmg world media and other
consumer show operators can ascertain what the
customers want by building online communities,
Baugh said. Two years ago, dmg world media had
about 20,000 people in its online database who Western Foodservice & Hospitality Expo.
signed up to receive information. That number has
grown to 200,000.
“The growth in online (communities) allows us of Concrete where teams compete to see how many Nevertheless, the company also has several
to get feedback we never had before from a large bricks they can lay in an hour to win cash prizes. launches on the drawing board. “Being nimble is a
pool of attendees,” he said. From his view, that This year, there were grandstands for spectators strategic advantage and a benefit of being owned by
means consumer shows are gaining importance and CBS covered the event. “Bringing those events private equity,” Poss said. “Often you win when
again in the industry. into the show creates excitement,” Poss said. you're quick.”
Another major player in this market is Cygnus Hanley Wood also works to extend its shows to
Exhibitions, whose portfolio runs the gamut from new markets and customers. The company took Food & Beverage
National Pavement Expo and several Conex (con- World of Concrete to Mexico and is extending The food and beverage retail sector accounts
struction expo) shows to Kitchen and Bath Design StonExpo to Atlanta. The company actively seeks for just under 200 shows in the U.S. this year, with
& Remodeling Expos and Surface Fabrication & acquisitions. Poss said all but three of the 16 shows shows in the processing and distribution sector
Design. It also includes construction equipment they have in this sector came from acquisitions. adding about another 50. The overall food sector
and engineering shows.
Jeff Price, President of Cygnus, said the strong
economy is the overriding factor in show growth.
“We're also getting smarter about marketing,”
he said. At this year's construction shows, Cygnus
is staging heavy equipment auctions that will emu-
late auto auctions seen on TV. Professional auc-
tioneers handle the bidding and Internet users have
access to the auctions online. “It's one of several
things we're doing to drive interest,” Price said.
A few years ago, Cygnus was on the acquisition
trail, but Price said that's less likely today. Instead,
the company is launching two new shows this year.
Hanley Wood--whose shows run the gamut
from residential construction, roofing and stone
expos to the World of Concrete, remodeling, and
pool and spa shows--uses focused marketing and
its customer database to drive attendance to educa-
tional sessions. “We identify specific attendee
groups and develop specialized marketing cam-
paigns to build attendance at our seminar pro-
grams,” Poss said.
In addition, the company created training ses-
sions 3/12/07 1:56 PM Page 1
aseline Ad at its shows like the Bricklayer 500 at World
International Restuarant and Foodservice Show in New York.
S P E C I A L A D V E RTI S I N G S U P P L E M E NT • A P R I L 2007 INSERT-5
posted substantial growth in net square feet and puts on the FMI Show and the Supermarket launching a food service forum at all events that
number of exhibitors in 2006, but had negative Industry Convention & Educational Expositions. features industry leaders talking about food trends.
growth in attendance and revenue, according to the But its Marketechnics show is being rolled into the FMI last summer partnered with Efficient
most recent CEIR index. In all, from 2000 to FMI Show, according to FMI senior vice president Collaborative Retail Marketing to help facilitate
2006, the food industry's compound annual Brian Tully. private, one-on-one meetings between sellers and
growth rate remained relatively flat, compared to “We're not bullish about growth,” Tully said. buyers. “We're told that clients want this,” Tully
an overall industry average of 2.3 percent. “The level of competition in retail these days is said.
Overall, the food industry is fragmented among impeding the growth of trade shows and (the use Looking ahead, Reed Exposition's Topalian
show operators, with about one-quarter staged by of) trade shows as a marketing tool.” Competition said the company is always interested in new
associations, half by companies with one to four is so intense that Tully said retailers and suppliers launch or acquisition opportunities-but only ones
shows and the remaining quarter held by seven often don't want to schedule one-on-one meetings that would enhance the markets it already serves in
companies. Major organizers with the most shows at the FMI Show for fear of tipping their hands to this sector.
include Diversified Business Communications, the competition. Despite a lack of growth for the FMI shows,
Western Exhibitions, E2C, Reed Exhibitions, Some supplier sectors, like natural and organic Tully said it would be very unlikely that the group
Naylor LLC (formerly Convention Management foods, are trending upward. U.S. retail sales of natu- would sell. “It would have to be a truly unique
Group), McFadden-Protech and Lifestyle Events. ral and organic foods and drink reached $18.4 bil- offer” for that to happen, he said.
The combination of Naylor-a B2B publisher for lion in 2004, up 13 percent from the previous year,
associations-and CMG-an event organizer serving according to the Nutrition Business Journal. And Medical/Healthcare
the association market-is expected to help sales of organic products alone rose 17 percent to Medical and healthcare conventions and trade
strengthen its association-driven shows under man- $12 billion in the same period. shows have moved to the forefront of the exhibi-
agement contract. Those shows include the “We're experiencing significant growth,” said tion industry, generating more than 500 events for
American Beverage Association's InterBev as well Liz Plizga, show director for Diversified Business 2007. Yet it is an exceedingly fragmented sector,
as National Association of State Departments of Communications' All Things Organic. The show with 70 percent of those shows staged by associa-
Agriculture events. partners with the Organic Trade Association for the tions and 75 different companies managing the bal-
In this industry, trends in niche markets deter- show, which is co-located with the Food Marketing ance of the professional and conference events.
mine growth. For instance, natural and organic Institute, the Fancy Food Show, the U.S. Food Companies with the biggest presence in this sector
food shows are growing at a healthy clip, while Export Showcase and United FreshMarketplace. include M/C Communications, SmithBucklin,
supermarkets are struggling in a highly competitive “It's the fastest-growing segment of the food indus- Reed Exhibitions, Corcoran Expositions, Canon
market. try,” she said. A 2005 study, Shopping for Health, Communications and Transmarx.
Some sectors of the industry are fragmented, found that 51 percent of U.S. consumers buy organ- The medical and healthcare sector has diverse
while others-like supermarkets-are more consoli- ic foods. components that include professional and educa-
dated. “Restaurants are a very fragmented (sector) Plizga said that the organic sector has averaged tional conferences and trade shows, pharmaceutical
of the industry,” said Greg Topalian, Reed 15 percent to 25 percent growth since 1990. In the companies, medical device manufacturers and life
Exhibitions group vice president. It's also a sector past three years, All Things Organic has doubled sciences companies in biomedical fields.
in which attendees have a “high degree of need for its exhibit space. Attendance increased 19 percent According to the most recent CEIR Index,
a show,” he said. That translates to good attendance last year over 2005. medical and healthcare trade shows have grown in
at Reed's shows like the International Restaurant Another trend affecting all segments of the food all key exhibition industry measures (net square
and Foodservice Show in New York or the Florida and beverage industry is an increasing consumer feet, exhibitors, revenue and attendance) across the
Restaurant and Lodging Show. demand for takeout, ready-to-eat and prepared period 2000 to 2006. In 2001, the sector grew in
“It's not one of the faster-growing (sectors) with foods. The top growth category in North America every measure except attendance-and even that was
a rapid growth curve, but there are some elements for 2005-06 was frozen meal starters, according to close to the baseline set in 2000, despite the travel
to the food business that's attractive,” he said. He an AC Nielsen Global Services study; another downturn after the terrorist attacks of September
noted that restaurants take in almost half of the high-growth category was fresh soup starters. 11. In 2006, revenue growth was most robust, fol-
food dollars spent in the U.S.-a number that con- Reed's Ron Mathews, event director for the lowed by attendance and net square feet. Growth
tinues to grow. Yet the growth at trade shows has company's New York, Florida and California in number of exhibitors, however, was flat. The
come mostly from specialty categories. “We're Restaurant and Foodservice shows, has seen a bud- sector has posted a 4 percent compound annual
looking at hot sectors of the business,” he said. ding trend for restaurants to create new retail pack- growth rate between 2000 and 2006-making it a
That includes Reed's Florida and New York pizza aging to address the demand for ready-to-eat items. top performer among the 11 sectors studied by
shows, as well as wine-focused shows and coffee That has increased pressure on supermarkets to CEIR.
shows. offer fresh and prepared foods as well, Tully said. Professional attendance at healthcare meetings
On the grocery retail side, the Food Marketing Both Reed and FMI have added educational and shows has increased by 14 percent since 2001,
Institute is having the opposite experience. FMI components to their food-related shows. Reed is continued on page 6
Contact us to discuss your company’s M&A strategy.
150 East 52nd Street, 18th Floor, New York, NY 10022 (212) 754-0710 www.jegi.com
INSERT-6 S P E C I A L A D V E RTI S I N G S U P P L E M E NT • A P R I L 2007
according to a report from the Healthcare are looking carefully at how and where to spend
Convention and Exhibitors Association. The net their dollars.”
square footage of exhibit space at the average med- As a result, the company encourages clients to
ical trade show increased by about 12 percent since be specific about their goals, look at growing sec-
2002, the report said, while the number of tors and stay in tune with emerging trends.
exhibitors increased by 15 percent. Today, health- Puckorius said some clients are looking at co-
care conventions represent about 25 percent of the location as one way to share resources. Others
entire convention market. have built virtual shows to provide a year-round
Biomedical and biotechnology also comprise a presence.
growing segment in the medical/healthcare fields. Medical education isn't always conducted
In January, Nielsen Business Media (the former through associations, however. Boston-based
VNU Business Media) moved into this sector via a M|C Communications started producing con-
joint venture with San Francisco-based Burrill & tinuing medical education conferences in 1995
Co. Through the agreement, Nielsen will provide with the first Pri-Med conference, which drew
show management resources to the new group, 3,500 primary care practitioners. Today, the com-
Burrill Life Sciences Media Group LLC. pany counts 140 medical programs in the U.S.,
Nielsen president and CEO Robert Krakoff Mexico, the U.K. and Ireland. Together, those
said the development of pharmaceutical and bio- programs draw more than 150,000 healthcare
medical businesses are still growing at “multiples of professionals each year. Pri-Med surveys indicate
the GDP,” making it an attractive growth industry. that many physicians exceed the minimum
“It's a hotbed of venture capital and start-up requirements for continuing education, which
companies,” Krakoff said, which bears promise for bodes well for this market.
trade shows. Medical Design & Manufacturing Show. Reed Exhibitions has adopted a different
At the time of the acquisition, he called the approach. Three years ago, Reed looked at ways
joint venture the first step in developing a portfolio the company could enter high-growth industries.
of events and publications in the biotech sector. Another factor driving growth is simple With parent company Elsevier--a leading pub-
The goal, he said, is to build the venture into the human need, according to Tom Corcoran, presi- lisher of medical journals-and a growing appetite
voice of the life sciences industry. Now, Nielsen is dent of Corcoran Exhibitions Inc., which counts a for continuing education in the medical fields-the
on the verge of launching a high-profile conference dozen medical and healthcare shows in its portfo- Reed Medical Education Group was born. The
in partnership with a nonprofit organization and lio. “It's recession-proof,” he said. “No other group stages medical conferences for specialized
leading university. industry (we work in) is as steady as healthcare.” areas with a nursing and doctor presence.
Los Angeles-based Canon Communications, With the sector heavily dependent on associa- Its first such conference was the Oncology
an Apprise Media company, manages Medical tions, it's feasible that more of them might turn to Congress in 2005, which now has grown to four
Design & Manufacturing shows on both coasts and show management companies like Corcoran and annual meetings. Last year, the company acquired
in Minnesota as well as four international shows in SmithBucklin for assistance in staging their events Dublin, CA-based Contemporary Forums, which
the sector. Medical Design & Manufacturing East in the future. added 40 medical meetings to the portfolio for
and West are the largest trade events for this com- Such companies provide trade show expertise 2007.
ponent of the medical and healthcare fields. to the associations, leaving them to concentrate on “Reed Medical Education is not the tradition-
Medical Design & Manufacturing West alone saw the conference content. Corcoran said his compa- al exposition model,” said Megan Forrester, sen-
its attendance grow 17% in 2006. ny focuses on new floor plans each year to fresh- ior vice president of the healthcare and life sci-
en the look of the shows. The company also ences group for Reed. “It's a new direction that
Factors Driving Growth works with the planner in charge of education provides the education component and grows the
“A lot of healthcare shows are growing because programs to balance those sessions with unop- online business.”
trying to reach the (target) market is more difficult posed exhibit floor hours. “Sometimes it takes a New regulations instituted in 2006 forced
(for exhibitors) than in other sectors,” said Lise statesman to work it out,” he said. “The exhibit pharmaceutical companies to more closely scruti-
Puckorius senior vice president of conventions and manager is the only one who can speak for the nize the way they issued grants for medical educa-
trade show services for Chicago-based exhibitors, so it's important to sit down with the tion, inhibiting their ability to directly reach med-
SmithBucklin. The company manages about a meetings managers to get that point across,” he ical practitioners through education. Some of
dozen healthcare shows, mostly for association said. them separated their marketing and medical edu-
clients. Potential attendees work in a sector that SmithBucklin takes a long view, encouraging cation divisions as a result. “We try to establish
relies heavily on personal communication, making clients to examine every piece of the show every relationships with both departments so they know
and Web-based marketing less 1
email3/12/07 1:56 PM Page effective,
aseline Ad year. “Healthcare has the same challenges as any- us when we go to the grantors (who fund the proj-
she said. one in B-to-B markets,” Puckorius said. “People ects),” Forrester said.
S P E C I A L A D V E RTI S I N G S U P P L E M E NT • A P R I L 2007 INSERT-7
Reed also is working on grant funding for Association reported 5.8% growth in 2006 with growth is concentrated in certain areas of the
more e-learning initiatives-a fast-growing segment similar growth expected in 2007. According to the industry.
of medical education, according to the NSGA, the sports with the biggest increases in “We're seeing single-digit growth; not huge,
Accreditation Council for Continuing Medical participation in 2005 were weightlifting, air gun but good,” said Joe Flynn, vice president of the
Education. Forrester said clinicians who need target shooting, archery, water skiing and boating. sports group for Nielsen Business Media. Flynn
credits but can't attend an event may go online to Associations will organize almost a third of said the terrorist attacks of 2001 drove some
earn the certification. “There's a need and we're the trade shows this year in the U.S. and Canada. growth in the sector, with people getting out more
equipped to serve that need,” she said. Of the remainder put on by trade show compa- and concentrating on recreational activities.
nies and publications, Advanstar has the biggest Flynn said outdoor retailer shows are growing
Sports/Recreation presence with 14 shows. Other companies with a at a faster pace, partly because there are more
Sports and recreation consumer and trade significant presence include AGI, Nielsen and companies creating products, many of which are
shows now number more than 300 in the U.S. and All-American. More than 50 other companies related to new fabrics and apparel design. In
Canada. The sector is considered to be among the own or manage multiple shows in this sector, addition, the ongoing crossover between the
largest in the overall trade show industry. while 60 companies have just one show. urban fashion industry and skateboarding has left
According to the most recent CEIR Index, shows A rapidly changing media marketplace that more apparel companies wanting to get into the
in the sports, travel, entertainment, art and con- has seen publications scramble to find the right action sports arena, he said. As evidence of out-
sumer services sector has seen mixed results in mix of new and traditional media may lead to door retailer growth, Flynn said Nielsen is negoti-
key exhibition industry measures (net square feet, more change in the ownership or management of ating for additional exhibition facilities in Salt
exhibitors, revenue and attendance) every year sports and recreation shows in the coming years. Lake for the summer market show.
since 2000. For 2006, attendance remained rela- Shows without corresponding publications may Even though sports shows are healthy for now,
tively flat, as it has since 2004, while net square increasingly move to online marketing. Advanstar, Flynn said it's important to stay ahead of budding
feet used rose by a small amount and the number for instance, has expanded its Cycle World trends. “I come from the philosophy of only the
of exhibitors declined. Revenue, however, soared. International Motorcycle Shows to a year-round paranoid survive,” he said.
Overall, the sector posted a compound annual interactive online presence with direct-to-con- To that end, the company has instituted onsite
growth rate of 5.3 percent over the period. sumer marketing that, in turn, helps drive atten- events that include wave machines, sports demon-
National Sporting Goods Association dance to the shows. strations and-at the Salt Lake winter show-a back-
research indicates that consumer spending on Some of the driving factors in the growth country base camp that has exhibitors setting up
sports equipment, footwear and clothing grew include an increasing number of companies creat- in the mountains to demonstrate snowshoes,
three percent between 2004 and 2005 (the most ing sports-related hard goods, apparel or fabrics snowboarding and other snow-related merchan-
recent year for which figures were available). as well as demand for adventure-related products dise. “In sports, you have to be sports-event ori-
Similar growth was expected for 2006. for mountain climbing or paddle sports. But as is ented,” he said.
Meanwhile, the Sporting Goods Manufacturers' true with other growing sectors of the industry,
Reach Laura Campbell at (800) 849-0248 or
lcampbell@southernshows.com; Cole Daugherty
at (214) 760-2884 or cdaugherty@dmcmail.com;
Robert Kolinek at (630) 241-9865 x23 or rko-
linek@attglobal.net; Chris McCabe at cmc-
cabe@advanstar.com or (818) 593-5000; Reach
Jeff Price at (952) 808-3309 or jeff.price@cygnu-
sexpos.com; Galen Poss at (972) 536-6311 or
gposs@hanley-wood.com; Tom Baugh at (330)
865-6700 or tombaugh@dmgworldmedia.com;
Reach Greg Topalian at (203) 840-4800 or
gtopalian@reedexpo.com; Ron Mathews at (203)
840-4800 or rmathews@reedexpo.com; Brian
Tully at (202) 220-0600 or btully@fmi.org; Liz
Plizga at (207) 842-5583 or
lPlizga@divcom.com; Reach Megan Forrester at
(203) 840-4800 or mforrester@reedexpo.com;
Lise Puckorius at (312) 321-5179 or
lpuckorius@smithbucklin.com; Joe Flynn at
(949) 244-7200 or Joseph.Flynn@nielsen.com
Cycle World International Motorcycle Show.
Contact us to discuss your company’s M&A strategy.
150 East 52nd Street, 18th Floor, New York, NY 10022 (212) 754-0710 www.jegi.com
Representing Over 700 Events Since 2000
Significantly more than any other firm.
The Festival Network
has sold has sold
a leading provider of anti-money a PFINGSTEN PARTNERS portfolio
a global, live entertainment company and a leading provider of
production and marketing company laundering information, Woodworking Machinery & a group of seven Canadian
conferences and training industrial and manufacturing B2B media for the financial
Supply and SIBO tradeshows services, art and industrial markets
has acquired tradeshows
a full service tradeshow has been sold has been sold to
management company to to to
has been sold an internationally acclaimed
to producer of destination-based music
festivals including the Newport Jazz specializing in risk and compliance a Wind Point Partners portfolio
Festival and 16 other branded technology, information company in partnership
festivals, tours and concerts and training solutions with CEO William F. Reilly
January 2007 January 2007 December 2006 December 2006 December 2006 November 2006
THE
GOVERNANCE
the premier provider of business has sold its
INSTITUTE a leading information provider
intelligence for the international US based Industrial and a leading producer of legal, a leading producer
trade and transportation industry financial and marketing to the IT market
Manufacturing events portfolio of executive conferences
and complementary conferences for Fortune 1000 CIOs a leading provider of governance has been sold
has been sold information and education services to
Powder/Bulk Solids Magazine has been sold
to has been sold
to has been sold
to to
to a portfolio company of
Nautic Partners LLC
and
for $152,000,000 an APPRISE MEDIA company Alta Communications
July 2006 June 2006 June 2006 June 2006 May 2006 April 2006
the premier producer a leading publisher and event a leading
a premier global event organizer producer for the interactive media
of information security national service contractor
a Wind Point Partners and information provider conferences and training and marketing industries the ultimate source for technology
for the event industry and financial analysis
portfolio company in partner- for the technology industry
has been sold has been sold has been sold of the communications industry
ship with CEO Skip Zimbalist has been sold to to to has been sold
has acquired to to
Yachting Promotions, Inc.
a leading producer
of international boat shows producer of
March 2006 January 2006 November 2005 September 2005 September 2005 August 2005
INTERNATIONAL
INVESTMENT
has sold its CONFERENCES
has sold has sold has sold
Search Engine Strategies the leading international conference,
CMM International Trade Shows and has sold Apparel Magazine tradeshow and information provider The Tissue World Franchise
the premier trade show and related conferences, events to the global mining industry the leading provider of events and
the ClickZ.com Network Informex magazines to the tissue market
for the converting and a leading trade show and online assets and an affiliate of
package printing industry to for the custom chemical industry ISIS VENTURE PARTNERS to
to has been sold CMP ASIA
to to
to a subsidiary of
for $43,000,000
August 2005 August 2005 August 2005 February 2005 January 2005 January 2005
JEGI’s client is mentioned first in each transaction above.
The Jordan, Edmiston Group, Inc.
150 E. 52nd Street, 18th Floor, New York, NY 10022 (212) 754-0710 www.jegi.com
