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July/August 2017 • VOL. 23 • ISSUE 4


WONDER WOMEN The Real-life Super-heroines of CEP

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relationships between Momentum and our exhibit house partners. This program was assembled through collaborative work from customers, sales, and operations. Through this innovation, our partnering approach stands unique.

A Place To Innovate In an industry that requires extraordinary resourcefulness on the part of all participants, companies like Momentum that have served as a national provider of I and D labor services for 25 years now, have a reputation for being unique and innovative. Research suggests that the best companies in the country are the ones that allow employees to exercise their creativity and commitment, and realize that their ideas actually matter. Momentum’s strategy of lifting good ideas from within, and typically from a bottom up approach, has given the people closest to the problems the power and ability to solve them. Therefore, everybody has made Momentum better – not just a few. (Proverbs 11:14) One example of this is Momentum’s industry-changing platinum program which establishes, fosters, and builds strategic

It has been said that culture trumps strategy every day. In order to foster an environment of innovation you must have a culture that empowers people. That culture has to be cultivated and nurtured so that the best ideas receive the greatest amount of attention. At Momentum, we believe that if we get the culture right, we’ll get the right people. If we get the right people, they’ll give us their ideas and innovation and this will allow us to continue to serve our customer community in unique and refreshing ways. (Romans 12:2) As we continue to celebrate our 25th anniversary this year, I invite you to contact me directly to share any notes, memories, comments, feedback or questions to 25years@ We are excited to grow alongside you in the future.

Blessings, Randy Bott 2 Pet 3:18


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July/August 2017 • VOL. 23 • ISSUE 4

Women in the Industry: Wonder Women at the Cobo Center


Women in the Industry: Tina Howe’s Cinderella Story




Super Bright LEDs Lights the Way Online


Interview with Mike Mueller

The Real-life Super-heroines of CEP

US $6 CAN $8


On our cover: Left to right, back row: Ana Veliz-Pinto, Allison Trost, Shannon Csorba and Pamela Maigler; front row: Caroline Cornick, Susan Chrzanowski, Heather Madsen and Dawn Trubiano


Shop to Showfloor Section I&D and Event Labor


Feature Story

Show Service Kits in the Digital Age


Making a Trade Show Takes Special Skills

Women in the Industry The Wonder Women of CEP



Daughter Builds on Dad’s Vision


Highmark’s Success Goes Outdoors

As the Saw Turns


Logic and Innovation


Venues Improving Exhibitor Rights

The Green Piece Laugh in a Northern Town -- Part 1


Employment Strategy Corner Reference Checks ---Could Spell Disaster if Not Done


The International Man International Trade Show Growth Outside the US


Ask the Expert MPI launches Women in Leadership Skills Course

Departments 8 Publisher’s Words 10 The Snapshot 52 AIPC 54 International Focus 64 Regional Focus 72 Obituary 76 Convention Center Spotlight 78 People on the Move 82 The D.E.A.L. 86 Regional Show Calendar 93 Service Guide 100 Classified Ads 105 Advertiser Index 6 July/August 2017 Exhibit City News


The Rights to Compete for Events


AluvisionLive! Training Days Sharing and Showcasing a World of Wonder


Profile: Dave Sterne 20 Years on The Inside Track


10 Questions Mark Casasanto, Sr., Imperial Events Security Services


AR & VR at Trade Shows Disruptive or Novel?


Creative Directions, Part 2 Building (Actual) Team Chemistry


Ken Viscovich The Most Interested Man in the Tradeshow Industry


Metro Exhibit Corporation MEC Moves to Romeoville








PUBLISHER Donald V. Svehla Jr. 702-309-8023 ext.102

Greetings to readers everywhere!


ard to believe that half of 2017 has already passed ... and Independence Day is doing the same! Many from the workforce here in Las Vegas and across the nation are looking forward to a little downtime to spend with their families and enjoy the heat of summer. The June release of the new Wonder Woman film, an action-packed superhero extravaganza featuring Gal Gadot in the title role is a great lead in for our annual Women in the Industry edition. Gracing this edition’s cover are the wonder women of CEP. Although they disguise themselves in everyday dress, the duties they perform on a regular basis are often nothing short of heroic. (See Pp. 22-25.) The unique combined talents of this team keep exhibit and event programs moving along (and happy customers). And that goes for the super women of the Cobo Center, too! (See Pp. 26-28.) ECN is thrilled to feature a selection of the women that call our industry




8 July/August 2017 Exhibit City News

EDITOR Arthur J. Bloberger 702-309-8023 ext.103 ART DIRECTOR Thomas Speak

home … who keep up the great work and help continue to raise the bar, both internally within their organizations ... and in turn the industry we serve … including EAX Worldwide’s Tina Howes-Macrina (Pp. 30-31) and Highmark’s Debbie Parrot (Pp. 40-42). But we haven’t ingored men in the process, such as Superbright’s Mike Mueller (Pp. 32-34), Inside Track’s Dave Sterne (Pp 50-51), and Imperial Events Security Services’ Mark Casasanto, Sr. (Pp. 56-58). Add all of our usual departments and a variety of other interesting features … creative to technological to regional … and it’s a good way to dive into the second half of 2017! Until our next print edition ... see you digitally ... and have a safe summer everyone!

COLUMNISTS Calanit Atia Haley Freeman Philip H. Kemper Larry Kulchawik Jim Obermeyer CONTRIBUTING WRITERS Jessica Ablamsky Kathy Anaya Brian Baker Arthur Bloberger Jeanne Brei Geoff Donaghy Dana Drissel Amber Johnson Lesley Martin Cynthya Porter Jim Wurm DIRECTOR OF SALES Kathy Anaya 702-309-8023 ext. 105 ACCOUNT EXECUTIVE Shane Levin 702-309-8023 ext. 1010

Don Svehla | Publisher

CIRCULATION Samanta Arjune 702-309-8023 ext. 110 SamantaA@exhibitcitynews Vol. 23, issue 4, copyright 2017 by EXHIBIT CITY NEWS, published six times a year by Mr. Tradeshow Communications, LLC, 1675 E. Desert Inn Rd., Las Vegas, NV 89169. Editorial views presented within this publication are not necessarily those of the publisher and no liability is inherent. To subscribe, go to or call (702)309-8023. Reproduction/reuse of this material may only be permitted with expressed permission of Exhibit City News. POSTMASTER: Please send address changes to location listed above.

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McCormick Place Location: Chicago, Ill. Year Opened: 1960 Located in the Windy City’s McCormick Square campus, the enormous McCormick Place is renowned for its 173 meeting rooms and for having one of the largest ballrooms in the world, as well as the 4,249-seat Arie Crown Theater. On Chicago’s lakefront at Lake Michigan, just minutes from downtown, McCormick Place is owned by the Metropolitan Pier and Exposition Authority and is managed by SMG, a worldwide convention management company. In the fall of 2017, these existing facilities will be joined by the 10,000-seat Wintrust Arena and the 1,205-room Marriott Marquis Chicago. The convention center was named for its champion, Robert R. McCormick of the McCormick family, inventers of the McCormick Reaper, and a former publisher of the Chicago Tribune, who envisioned the lakefront facility but died in 1955, three years before its PLUS! official groundbreaking. Where to eat, The largest such venue on its sleep and play continent, McCormick Place is near McCormick one of the world’s most popular on p. 76 venues for trade shows and other events, the most prominent of which are the Chicago Auto Show, held there yearly in February, the International Home and Housewares Show, held there each March, and the National Restaurant Association Annual Show, held each May. Send in your show floor and convention center snapshots to July/August 2017 11

COLUMN As the Saw Turns

Logic and Innovation


ver wonder why some that has been under construcindustries seem to be tion the entire time I have constantly innovating been using it – almost two and improving and changing years. At other times, a three while others seem comto four mile run will be pletely stagnant and coned off so that a hole stuck in a rut? can be patched. I spend a fair The more time I amount of time have to study this behind a windshield, phenomenon as I and that gives me a creep past each orBy Jim Obermeyer fair amount of time ange cone, the more it to consider some appears to this casual of these things. It becomes observer (well, maybe not so even more time in the warmcasual; I do seem to spend a er summer months, when the lot of time watching this…) orange cone zones spring up that the process of road all over the nation’s highconstruction and repair has ways and bring the smooth not changed much in the last flow of interstate travel to a 40-50 years. screeching halt. Sure, the equipment is On one particular route that newer, but the process I travel regularly, there is a doesn’t seem to have changed ten mile stretch of highway a bit. With all the new inno-

12 July/August 2017 Exhibit City News

vation and technology in this world, why does road repair appear to have remained in the dark ages? It seems like there could be a new process whereby the old roadbed is removed, ground up, mixed with new asphalt, laid down, rolled and sealed all in one operation, all by one machine, all while proceeding down one lane, all done at night when it is cooler and there is less traffic. But that’s just the daydream of one weary road warrior. All of which brings me to another industry I have spent just a bit of time thinking about…the trade show industry. So, here’s a question to ponder: With more and more companies exhibiting in international events – both US companies exhibiting outside the US, and foreign companies exhibiting here in the US – when will we shift our method of doing trade shows to align more with the way the rest of the world does it? As we work with more and more international clients coming to shows here, we seem to spend more and more time trying to explain – and justify – the idiosyncrasies of doing an event in the US. We’ve all heard the questions: “explain to me what drayage is again?” “why is it I cannot bring my own men to set my own exhibit?” “what do you mean I can’t plug in my own monitor?” “I have to buy refreshments from the convention center; I can’t bring in my own?” I’ll have to admit, after having worked shows on both sides of the pond, I can see where these things certainly

can be head-scratchers for our international visitors. It almost seems like we are intentionally trying to make it more difficult for our international guests to produce a show here. I am sure that at some time in our trade show past the processes we now use were developed with some logic behind them. Maybe it had to do with safety or efficiency…or profit and control. Whatever the case, the world we now live in is changing rapidly. Traditional trade shows are now competing with private corporate events, brand experiences, mobile tours, and the growing international trade show presence. I am not suggesting that trade shows will go away. I strongly believe that the face-to-face opportunities presented by trade shows will remain a viable and valuable venue for marketers. What I am suggesting, however, is that it may be time to take a look at the bigger picture – the global picture – and think about how to make US shows operate more efficiently and less expensively. And more internationally friendly. It’s either that or we continue to have it appear to the international observer that the process of trade shows in the US has not changed much in the last 40-50 years. See you on the show floor. Jim Obermeyer has been in the tradeshow industry 35 years, both as a corporate trade show manager and exhibit house owner. He is currently a Vice President at Hamilton Exhibits and can be reached at

COLUMN The Green Piece

Laugh in a Northern Town – Part 1


inneapolis, MinneSustainability and now Chief sota, a vibrant city Innovation Officer at Brave poised on the banks New Workshop Creative Outof the Mississippi River, is reach, has been part of BNW’s home to the nation’s longest fabric for 10 years. While running satirical comedy her primary role is strategic theater, Brave New Workshop. development and innovation Jenni Lilledahl and John for the company’s training Sweeney are celebrating their and professional development 20th year as owners of this programs, she said she was creative enterprise, begun inspired to take ownership in 1958 by veteran cirof BNW’s sustainability cus performer and the initiatives because she father of improv comsaw “the tremendous edy, Dudley Riggs. positive impact the Today, Brave New company was having Workshop is preserv(especially for its By Haley Freeman ing and promoting size) on its employthe art of improvisational ees, clients and community.” comedy through a multi-facBNW may be a purveyor of eted business model with four laughter, but it takes its comcomponents: BNW Entertainmitment to the people it serves ment Co., Comedy Theatre & very seriously. Its credo reads: Entertainment Products; BNW “We, the Brave New Citizens, Student Union, Nonprofit stay true to the Brave New Improv School; BNW Creative Workshop’s mission to invoke Outreach, Corporate Keynote laughter, provoke thought and Speaking & Training; and BNW incite transformation, while Citizenship, Philanthropy & remaining honestly profitCommunity Service. BNW able, socially responsible, and houses its business operations environmentally conscious. in two iconic downtown MinWe strive to always positiveneapolis buildings, which are ly impact our organization’s also available for event hosting. stakeholders, innovate tirelessElena Imaretska, longly, and lead progress in our time Vice President of New industry and our community. “ Products, Partnerships & According to Imaretska,

sustainability has been part of BNW’s DNA since it was first founded by Riggs, who was ahead of his time both as an artist and as a conservationist. Lilledahl and Sweeney continue to honor Riggs’ legacy by leading with a sustainably-focused mindset while providing space for innovation and experimentation. “It is still a vital part of how we make decisions, go to market, treat our customers and employees, and the example we want to set for other small and large businesses. So to me, sustainability is embedded in the strategy and innovation work my team tackles daily.” BNW’s event venues provide a unique environment for staging a variety of corporate meetings and events, as well as charitable and private functions. The company’s Experimental Thinking Center (ETC) and Theatre are housed on the first and second floors, respectively, of a landmark building constructed in 1910. The ETC accommodates:

»»  Standing cocktail reception – 275 »»  Seated rows with stage for podium presenter - 256


“Our prime purpose in this life is to help others. And if you can’t help them, at least don’t hurt them.” – Dalai Lama 14 July/August 2017 Exhibit City News

»»  Buffet dinner – 163 The Theatre provides: »»  Seated rows – 230 »»  Rows plus cabaret tables – 200 The company’s second, adjacent venue, a former

newsreel theater constructed in 1922, still retains its Art Deco terra cotta facade and distinctive, original doors. The five-story building has six classrooms available for breakout sessions or smaller corporate training sessions. BNW has played host to such corporate giants as General Mills, Best Buy, Target, Boston Scientific, UnitedHealth Group, Land o’Lakes, and Cargill, to name a few. Imaretska continued, “Companies who are looking for a unique venue are additionally delighted by both fun little details like customized marquee, themed signature drinks, ushers and bartenders trained in the art form of improvisation, AND big things, like custom-branded space (i.e. utilizing our LED lights that are truly your brand colors), an on-staff tech person who deals with all the microphones, projectors, screens and other fancy AV equipment (which by the way is included in our packages, no nickel-and-diming, here!), to an undeniable sense of hospitality and unmatched responsiveness from our event team who helps plan and execute the event perfectly.” Next month, we will revisit BNW to learn more about this unique green venue and how it is also contributing to a sustainable community.

REDUCE YOUR LABOR EXPENSES EXPAND YOUR NATIONAL REACH From City to City, Employco has you covered. Whether you set up one booth or an entire show, anywhere in the country, we can reduce your labor expenses.

SAVE TIME, SAVE MONEY Payroll and Tax Management Union Fringe Calculations Access to Union Agreements Discounted Workers’ Comp Rates Human Resource Outsourcing Employees

We help manage your administrative functions so you can focus on expanding your reach. Contact Rob Wilson, President 630.286.7345

COLUMN Employment Strategy Corner IMPORTANT: If you are speaking to a reference who has hired the candidate before, there’s only ONE “yes or no” question you should ask at the end of your conversation -- “Would you ever hire this candidate again?” Ask the question and then sit back and listen.

Reference Checks – Could Spell Disaster if Not Done


his time, we are going to take a look at reference checks---a difficult, and often unpleasant, subject for many companies. As unbelievable as this sounds, many companies - large and small - never bother to check candidate references. Perhaps it is a part of our aversion to cold-calls---or maybe we do not want to share the fact that we are hiring with a competitor. Whatever--- you must always check references. It’s just good business. It could prevent a disaster in your company, or, done properly, could provide important and useful insights for the proper utilization of your future employee.

Also, make sure you’re given a well-rounded group: a manager, a customer, a peer and a even a senior executive who the candidate may not have reported to is a nice mix.

2. Ask the Right Questions. There’s a great old saying, “Ask the right questions, and you’ll get the right answers.” Ask open-ended questions. Use phrases like “tell me a little about . .. “ or “on a scale of one to ten . . .” While there are some stock questions (how long did the candidate work for you, exact title, etc.), keep it conversational! One that we like to use is askHere are five tips to use ing the reference to tell us about when reference checking: what was the most significant contribution that the candi1. Get the Right References. date made to the organization. Check to see how long each of the By Philip H. Kemper That’s a great one. We’ve gotten references has worked with your candieverything from they “kept the kitchdate. If you are speaking to people who have en picked up all the time” to “executed only known him or her for a short time, this the marketing strategy and were sincould be a red flag. Ask your candidate for gle-handedly responsible for the successreferences with whom there’s a history. ful IPO of the company.” 16 July/August 2017 Exhibit City News

3. Check Them Yourself. Many times we’re asked, “who should check the references?” Answer: The person who has the most to gain -the hiring manager! While good companies make use of their HR department, the person who has the most to gain from these conversations is the person the new hire will be reporting to. This is a golden opportunity to find out how the candidate works, his/her motivations, management style, etc. I guarantee that this quick ten-minute conversation will be a gold mine for you - if you ask the right questions. Don’t pass it up! 4. Get the Facts. The most lied about fact on resumes is education. Make sure you call the college or university listed and ask to verify a degree   (schools are more than happy to do this). If there’s any discrepancy between what is on the paper and what the school verifies, straighten this out immediately with your candidate! You may have a problem. 5. Don’t Be Afraid To Establish a Contingency. Remember, if you haven’t done the reference check and you want to make the offer, do it “contingent upon successful completion of references.” This way you won’t lose your candidate to a competitor and you leave yourself a loophole in case those references don’t check out! So, in the end, it’s a pain and many people think it’s a waste of time. But, it’s important! Like buying a new home - you hope for the best, but only a fool would close the deal without that all-important home inspection. It’s just good business! Philip Kemper is Founder/President of KemperAssociates, a 40-year-old Chicago-based national executive search firm. Phil can be contacted online at or






COLUMN The International Man

International Trade Show Growth Outside the US

Connecting a Small World with New Trade Routes


recent survey conducted by UFI they do so, to help consolidate their mar(Global Association of the Expoketing efforts for better control of their sition Industry) stated that each brand across the globe. What took so of the seven world regions projected long for the US suppliers to go global? positive growth for meetings and trade The answer was simple. With so much shows in 2015-17. Each world region local trade show activity to keep a US also expressed their greatest concerns to exhibit supplier busy, why consider doing be the continued strength of their local work internationally and take a greater economies and their uncertainty about risks and less profit? Especially if your clithe global economy. All in all, world ents were not asking you to do so, but companies believe in the value now are. Few US exhibit supplier and investment of trade show companies were aggressive about marketing for the near future. international business before In 2012, I conducted an in2004. Those that did embrace ternational survey with exhibit international business are now supplier companies from 27 leading the pack. Today, in By Larry Kulchawik countries. Each of these world North America, most all exhibit companies were members of the Insupplier companies are jumping on the ternational Federation of Exposition band wagon for international business Services. The survey results were then opportunities. Exhibit supplier companies presented at the annual EDPA ACCESS who can efficiently support their custommeeting. The question that was asked of ers with exhibit services around the globe the owners of global exhibit suppliers: with trusted partners are in high demand. What percentage of your trade show Over the past 10 years, there has been business is done for customers outside of a fast moving trend toward international your country of origin? trade shows for exhibiting companies, as Not a scientific survey, but accurate well as for exhibit suppliers, in the USA. enough for general purposes. Note that This trend is the result of a recent AmeriCanada was considered a part of North can willingness to seriously consider new America, and Mexico was shifted to Latin sales through the international marketAmerica. Egypt was shifted to Middle place. This new US exhibit supplier trend East. The response from seven world to now service exhibitors outside of their regions: Europe-27%, Asia-23%, Middle country of origin may seem a bit odd to East-67%, Africa-15%, Australia-42%, Lat- exhibit suppliers from Europe and Asia, in America-27%, and North America-5%. since they have been embracing interna(Why so small a percentage for USA?) tional marketing as a common business In 2012, the US marketplace was just practice long before the US. Many US now beginning to take more seriously the companies have been marketing abroad idea of designing and producing exhibits for years, but have been doing so through for shows outside of North America. Note their international branch suppliers, and that a small percentage of the larger US not through their local exhibit suppliers. exhibit supplier companies (and OSPI Much of this eye opening experience was Partners in the US) were already helpa result of their present corporate cusing their customers abroad. They did so tomers pressuring them to do so. because their customers requested that For many US corporate headquarters, 18 July/August 2017 Exhibit City News

their US marketing departments now wanted to control their brand and their international trade show tactics from country to country. Exhibiting companies then began to lean on their US exhibit partners to help them do so. In 2005, many of the larger US exhibit supplier companies quickly scrambled to establish global partnerships with trusted international partners to serve their customers abroad. Many simply selected a single partner for Europe and one for Asia. These partnerships then grew to begin the trend of sharing project opportunities with each other. Most all exhibit companies in the US now state they service internationally. Travis Stanton, editor of Exhibitor, has been tracking international trends in the exhibit industry. His surveys recently reported that 72% of US exhibitors exhibit internationally. He also reported in a 2017 Economic Outlook Survey that in 2016, the average number of trade shows attended by US companies were: Regional- 22.0 - 51%, National- 14.3 - 37%, International- 6.4 -12%. These are not scientific studies, but I believe we can safely say that US company participation at international trade shows is on the increase. I also believe that more US exhibit suppliers are now managing the full exhibit programs for their clients both national and international. So if exhibit suppliers in the US were only doing 5% of their clients work outside the USA in 2012, they are now doing 12% in 2017. An increase, but still far short of the international events managed by non-US exhibit suppliers for their customers within the six other regions of the world. Trade show marketing venues in Europe and Asia continue to grow strong, but in spite of our political distractions, the power of trade show events in North America continue to flourish. Why do you suppose that EDPA is the only exhibit supplier association with more international supplier members than any other country? The answer is in the power of the US marketplace. Let’s hope it stays this way!

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COLUMN Ask the Expert

MPI launches Women in Leadership: Executive Leadership Skills Course


eeting Professionfamily. She became familiar als International with the events industry as a (MPI) is the largcast member of Amsterdam’s est meeting and event Boom Chicago Comedy industry association Theatre, where she worldwide. Founded performed improv/ in 1972, the orgasketch comedy at nization provides corporate shows innovative and throughout The By Calanit Atia relevant education, Netherlands, Belgium networking opportunities and Ireland and conducted and business exchanges, and corporate training workshops acts as a prominent voice for to teach multinational groups the promotion and growth of soft skills. the industry. MPI has a global community of 60,000 meetWhy did MPI create ing and event professionals this program? including more than 17,000 Our membership and the engaged members and its industry as a whole is 80% Plan Your Meetings audience. female, but industry leaderIt has more than 90 chapters ship positions are 80% male. and clubs in 19 countries. Clearly there’s a disconnect. Kristi Casey Sanders, Women comprise CMM, DES, HMCC, the Dimore than half of the rector of the MPI Academy, US workforce, but preoversaw the creation of the dominantly serve in new certificate course, Womentry-level positions. en in Leadership: Executive Somewhere around Leadership Skills. the manager levSanders, a great executive el, women start leader herself, is responsible showing up for educating, empowering less freand inspiring the world’s quently. largest association of meeting As you and event professionals. Prior move to joining the MPI team, she closer spent 13 years designing event to the experiences, building digital C-suite, the communication platforms and number of directing the creative, market- women falls ing, editorial and educational proportionately.  Kristi teams at Plan Your Meetings, There have Casey which is now part of the MPI always been Sanders

20 July/August 2017 Exhibit City News

panels at industry events that address this topic, but we didn’t see any education that investigated the data and helped women understand what might be holding them back and how to deal with it in a proactive, effective way. That’s why MPI partnered with Starwood, now Marriott, to develop Women in Leadership. The Executive Leadership Skills certificate course is the first in what we envision to be an educational series focused on diversity and leadership topics. What’s the vision? Researching this program, I discovered that women are more likely to go into a situation like a salary negotiation with a minimum acceptable range in their head. Studies show that if you look at who benefits most from negotiations, it’s not the person who’s happy with a minimum acceptable range, it’s the person who shoots for the maximum available amount. They may not get everything they asked for, and they may have to dance around to get to the final number, but they’ll walk out of the room with more.  So taking that idea of asking for more to heart, I felt like this first

Women in Leadership course should focus on Executive Leadership Skills. Not everyone in the room may aspire to be a CEO, CFO, CMO or COO. But if we equip them with the mindset and the perspective that will help them get there, then they’ll end up achieving more than if they’re settling for some minimum acceptable idea of what they want to do with their lives. What will they get out of it? The first thing participants will get out of it is the data behind the anecdotes. We want to pull the emotion out of it and look at the facts. The second thing participants will gain (and notice I’m not saying women because men can benefit too) is an objective assessment of what their true strengths are and time to reflect on what might be holding them back. The third benefit is time to work 1:1 with a mentor to talk through a 5-year action plan. That way everyone walks out with some steps they are committing to take and a network of people who can support them on this journey. For info Calanit Atia, Air Force veteran, founder and president of A to Z Events, Las Vegas Premier Destination Management Company, Entertainment Agency,, an award winning event planner, Las Vegas ambassador, social media maven, columnist, and speaker. She can be contacted at, www.twitter. com/CalanitAtia, calanit,,

On the world stage, CEP specializes in complete exhibit solutions, guiding your global brand journey. EXHIBITS




w w w. c e p ex h i b i t s . c o m



CEP - Chicago Exhibit Productions, Inc. - is an internationally recognized full-service trade show and event industry leader that transforms clients’ sales and marketing objectives into award winning three-dimensional environments. CEP offers full service production and storage facilities in the three largest trade show venues in the US; Chicago, Las Vegas and Orlando. Here, let’s meet eight of CEP’s best and brightest! For additional information, visit


ACCOUNTING ADMINISTRATOR YEARS AT CEP – 17 Caroline has been an integral team member at Chicago Exhibit Productions, Inc. (CEP) for 17 years. Her career began while she was still a student at Romeoville High School, working part-time as an Accounting Assistant. She was grateful that CEP offered flexible hours that worked with her school schedule. Caroline continued working at CEP while she earned her Bachelor of Arts Degree from the University of Illinois at Chicago (UIC). After earning her BA, the family-like work environment and CEP’s commitment to excellence enticed her to continue as a full-time team member of the Accounting Department. Caroline is responsible for managing vendor invoices and payments and is always committed to providing excellent service to the hundreds of vendors that CEP utilizes. In addition to building relationships with various vendors, she also enjoys working with fellow team members across the country. Caroline lives in the Chicagoland area. She is an avid traveler and her favorite places to visit are the Caribbean islands. What she enjoys most about traveling is getting to experience different cultures. 22 July/August 2017 Exhibit City News


SENIOR ACCOUNT MANAGER YEARS AT CEP – 17 Shannon Csorba first joined CEP as an assistant to the Account Management Department. Shannon quickly moved up the ranks into an account management position; taking on CEP’s largest, flagship medical account. Since then she has been promoted to Senior Account Manager and manages several other key accounts. Day-to-day, Shannon works closely with sales, project management, production, and labor teams to ensure all projects run smoothly from start to finish. Her top priority is to always provide clients with the best possible show experience and service. In this fast-paced environment, she approaches each situation with a “whatever it takes” attitude. She enjoys the problem-solving facet of the trade show industry, especially when team collaboration is involved. Csorba holds a Bachelor of Arts Degree in Management from Columbia College Chicago. She enjoys traveling, playing volleyball, and watching her two boys play sports.


BILLING COORDINATOR/EXECUTIVE ADMINISTRATIVE ASSISTANT YEARS AT CEP – 30 Susan started her career on a part-time basis as a Receptionist & Secretary at CEP. After a few years, her position evolved into full-time status requiring her to wear many different hats. Susan currently assists the CEO with a variety of assignments and is the Billing Coordinator overseeing all billing procedures, while working closely with the CFO. For several years, Susan has been able to venture out of the walls of the office and attend key tradeshow events assisting the CEP LaborSource Director with staffing the CEP service desk, particularly at the PGA Show in Orlando and the International Housewares Show in Chicago. She also is a member of the Employee Appreciation committee with the planning of company award/recognition events. Away from the office Susan resides in the Southwest suburbs with her husband Steve and her dog Bubba. She also enjoys playing golf, gardening, and watching the Chicago Cubs.

Continued on p. 24 @ExhibitCityNews July/August 2017 23

WOMEN IN THE INDUSTRY Continued from p. 23





Heather began her career at Chicago Exhibit Productions, Inc. in January 2012 as the Receptionist, tasked with supporting the entire CEP team. Through hard work and a willingness to learn, Heather was recently promoted to Human Resources Administrator. Heather consistently strives to maintain the consistency and positive environment required for a productive Human Resources Department. Heather is responsible for the processing of payroll, labor compli-

ance, union reporting and benefits administration as well as the maintenance of personnel files. In the coming months, she will be wrapping up the final stages of CEP’s HRIS implementation and will begin assisting in the creation of a more robust training and development program for team CEP. Heather is extremely grateful to be part of the Human Resources Department supporting the entire CEP organization. “I hope that by working together our department will flourish and provide us with the opportunity to deliver really well-rounded programs and services to CEP.” Heather holds a Bachelor of Arts Degree in Business Administration and a minor in International Business Studies from Northern Illinois University. In her free time, Heather enjoys trying new recipes and watching movies. She also likes to spend time with her family, friends, and her dog, Maycee.

As Director of CEP International, Allison makes continuous efforts to collaborate with international partners and clients to ensure that we are achieving all expectations of the global exhibition industry, constantly striving to provide the highest standards of quality and cost-effective solutions. She is responsible for cultivating new international business opportunities and providing a solid foundation of resources and education to our international partners and clients. Whether CEP is hosting an international exhibitor in the U.S. or guiding a domestic client exhibiting abroad it is her responsibility to ensure that CEP’s “no surprises” commitment is transferred worldwide -


MANAGER, ESTIMATING DEPARTMENT YEARS AT CEP – 3 Pamela Maigler has 30 years of estimating experience in the trade show industry. She leads the Estimating Department out of the CEP Headquarters office in Bolingbrook, Illinois. Since joining CEP in July of 2014, she had played a major role in increasing CEP’s profit margin, as well as increasing the accuracy of estimates while reducing turnaround time. By creating a range of reports and integrating the Smart Plus 24 July/August 2017 Exhibit City News

program into CEP operations, she has reduced data entry time in her department. Pamela very much enjoys the everyday challenge of searching for creative solutions to satisfy clients. She holds a Bachelor of Arts Degree in Industrial Design from the University of Illinois at Urbana-Champaign. In Pam’s free time – you can either find her on the golf course or tending to flowers in her garden.


MARKETING & SALES ADMINISTRATOR YEARS AT CEP – 6 delivering consistent results while alleviating the obstacles of time zones, distance, language, and logistics. As an active member of the OSPI community she is honored to hold a position on the OSPI Executive Committee while also leading the initiative of the OSPI Next Generation Group. Having had the opportunity to forge great partnerships with key industry players from around the world she has witnessed first-hand the benefits of active network involvement in the international exhibition industry and is an advocate in the power of face-to-face connections. When not in the office, Allison enjoys traveling, concerts, spending time with friends and family and spoiling her dog Zoey.

In 2011, Dawn joined Chicago Exhibit Productions, Inc. as a team member in the Marketing & Sales Department. She works closely with CEP’s Senior Executives, Sales Group and Graphics Department overseeing and initiating that marketing programs, publications, digital media, and sales tools are in place and available for a variety of client interactions displaying the CEP Difference. On a regular basis, Dawn also ensures that travel arrangements for CEP team members supporting clients on show site are set in place in an efficient and cost-effective manner, recognizant of client budgets. She believes that collectively as a company, we can make a difference in our communities, and is proud to sit on a selection of committees supporting philanthropic efforts throughout CEP; including Employee Appreciation, Community Outreach, Certification and Safety and the Give Me a Chance Foundation Event Planning Committee. She holds a Bachelor of Science Degree in Marketing from the University of Illinois at Chicago. During Dawn’s spare time, you can find her searching for vintage treasures, spending time with family and friends, and pampering her very spoiled pets.


HUMAN RESOURCES MANAGER YEARS AT CEP – 3 As the Human Resources Manager, Ana’s main role ensures a solid relationship between her department and CEP by advocating consistent, positive, and open communication with all key business functions to effectively balance the needs of employees within the mission of CEP. She is responsible for the development and delivery of HR services and programs, including policy design, payroll, compensation, performance management, recruitment, compliance reporting, HRIS implementation, employee engagement, training and development, employee relations, and benefits administration. Additionally, Ana serves as liaison management for five bargaining labor unions. Ana takes great pride in her team which supports the vast roles and needs of a diversified workforce, in this ever-evolving industry of tradeshow services. With more than fifteen years of experience, Ana remains passionate about Human Resources, always dedicated to providing employees the human side of Human Resources. During personal time, Ana enjoys cooking for family and friends, a good glass of Chilean wine, a quiet day at the beach and just being around two of the craziest and lovable dogs and cat. @ExhibitCityNews July/August 2017 25


WONDER WOMEN AT THE COBO CENTER COBO CENTER is a world-class meeting and convention facility located along a beautifully restored international riverfront in the heart of a vibrant downtown Detroit. With 723,000 square feet of exhibit space, Cobo Center boasts one of the largest contiguous exhibit floor spaces in North America and is the 19th largest convention center in the country. The 40,000 squarefoot Grand Riverview Ballroom has a stage lift, and more than 100 meeting and banquet rooms comprise its 225,000 square feet

26 July/August 2017 Exhibit City News

meeting space. These are exciting times for Cobo Center. The Detroit Regional Convention Authority has embarked on a $279 million upgrade that will transform Cobo into a state-of-the-art facility that will be enjoyed for years to come, including an 8,000 sq. ft. kitchen with tasting room. Here, we meet three of Cobo Center’s top executives, women who continuously contribute to making Cobo the great convention facility it is.


When I think back on my childhood and I reflect on all the female role models involved in my life, one word immediately comes to mind – “limited”; limited in education, job/career opportunities and earning potential. Because of these limitations, I witnessed situations where women were living unhappy, unfulfilled lives. Some were so dependent on their spouse that they felt trapped and unable to change their situation. It is from witnessing these circumstances that I was determined to strive for excellence in every step of my career path so that I could “break the glass ceiling” and become a successful, professional, independent woman in charge of my own happiness and destiny.  I believe that all females that are able to step outside of the perceived traditional female roles and become leaders are providing a tremendous service for the next generation - for both young girls, as well as young boys. They are serving as highly skilled and educated role models demonstrating that we are equals amongst men and capable of achieving positions traditionally held by male counterparts.  In addition to benefiting the younger generations, having women in leadership positions also benefits an organization. By incorporating women into decision making positions, organizations get the benefit of diversifying their management team thereby creating a synergy allowing for greater creativity, problem solving, and relationship building.  I am so proud to be part of the management team at Cobo Center. They have been very strategic with determining who they want as their leaders. They have ensured that a well-diversified team was assembled; not only taking into account gender, but also incorporating individuals with varied ethnicity and race. Together as a team we have been able to brain storm, using our different backgrounds and experiences, to tackle any challenges and opportunities that have come our way. 

Continued on p. 28 @ExhibitCityNews July/August 2017 27

WOMEN IN THE INDUSTRY Continued from p. 27


SENIOR MARKETING & COMMUNICATIONS MANAGER Having been in the industry for a couple of decades, I can say that the executive team in Cobo Center is one of the most diverse that I’ve seen for a convention center. It is refreshing to hear the balanced feedback that comes from these team members and also important in a city known for diversity: Detroit! Convention centers are the heartbeat of each city, an economic engine that generates jobs and stimulates the economy. The way we deliver services is certainly changing with advances in transportation, technology, and sustainability. Our rapidly evolving methods of communication affect our professional relations and personal lives. They are also changing the way we relate and deliver services to customers. I have no doubt that diversity on all teams lends organizational ability to jump the curve quickly and efficiently. The changes are inevitable and also wonderful and teams need to be nimble and responsive. Diversity contributes greatly to the resilience of organization culture. I think the biggest challenge leaders face is getting teams to work together in harmony: coming to agreement; moving ahead on agreement; renegotiating agreement when necessary; continuing to move ahead in concert. Myriad barriers to this arise in teams: personality conflicts; personal agendas; inadequate communication, the list goes on and on. Leaders will always find a way to keep the team moving, even if the way forward is disbanding a dysfunctional team and forming another. With the right people on a team anything is possible. Find them and nourish them. Include diversity on your teams. My advice to women starting out in this industry is be adventurous, be smart, be open, be flexible, seize the opportunities, and help others along the way. Helping newcomers is especially important, and makes the whole industry better.

28 July/August 2017 Exhibit City News


DIRECTOR OF HUMAN RESOURCES AND ADMINISTRATION Becoming a leader is a gradual process and not something that happens overnight. After a time, you realize you’re “that guy” or in my case, “that girl”. This evolution involves more than being put in a leadership role, acquiring new skills, and adapting one’s style to the requirements of that role. It involves a fundamental identity shift. Unlike innate, fixed characteristics, such as your level of intelligence (IQ), in a leadership role you need to possess emotional intelligence (EQ). These “EQ” characteristics are acquired over a period of time and I would be remiss to not mention my mother, Mary Calliway, as the catalyst behind my “EQ”. A true leader and my personal hero, it was her faith in God, unrelenting determination, poise and grace that kept her humble and grounded. The example that she set for me and my siblings as a young child serves as the basic “EQ” blueprint in my leadership role today. She always told us to, “finish what you start, stay focused and find your purpose in life.” In my role as HR Director and as a female member of the Executive team here at Cobo Center, I’ve learned that effective leaders are seen as authentic and trustworthy because they are willing to take risks in the service of shared goals. They’re approachable, positive, generous and form personal connections. By connecting others to a larger purpose, they inspire commitment, boost resolve, and help colleagues find deeper meaning in their work. Lastly, my position in society makes me appreciate the foundational work and struggles of so many women before me, especially African American women. I take nothing for granted. But I also know that I have earned my keep and deserve to be here.

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IT’S ONE OF THOSE PLACES you work hard to leave. Raised in a cramped house in a dodgy section of East Los Angeles, Tina Howes-Macrina shared a room with her three sisters until she graduated from high school—and vowed never to live like that again. “This is my Cinderella story,” she said, during a break from a show in Austin, where she represented EAX Worldwide, a trade show shipping company she purchased nearly a decade ago. “We were on welfare from the day I was born. My mom never worked.” To help pay her way through college, then 18-year-old Howes-Macrina accepted a part-time, 30 July/August 2017 Exhibit City News

temporary job as a receptionist at EAX. She has worked there ever since. “Believe it or not, that’s where I spent the last 27 years,” she said. “I worked my way through the company until I eventually purchased it. I have worked every single position in the company you can imagine. I probably invented a few.”


Always a good student, school kept Howes-Macrina out of trouble. High School AP and honors classes exposed her to kids from more affluent

families who were expected to go to college. After school she cleaned houses, did gardening, and helped a neighbor handle invoicing for his business. “I could see those people went to school,” she said. “That’s why they were able to do those things.” That is how she realized she could do more with her life, and college was a necessary step towards the future she wanted to create. Howes-Macrina achieved success through hard work and determination, said her husband Joe Macrina, vice president of event sales at EAX Worldwide. “I don’t know if it’s something you can teach somebody or something you are born with,” he said. “Whatever it took, she wasn’t going to be held back. I guess it’s that Type A personality. She succeeded. She got there.” After being accepted to San Diego State University, Howes-Macrina left Los Angeles and settled in San Diego. To help pay for books and other expenses, she took the position at EAX, known at the time as Exhibitor Express. There, she found adults who helped mold her into the woman she is today. “I watched what reports they used, who did their taxes,” she said. “Stuff I had never even heard before. I really followed their advice, their examples.” Her plan was to major in biology and then go to medical school. That all changed during her junior year in college when she married her first husband. “I took a different path,” she said. “I got married and had two kids.”


With med school no longer an option, she changed her major to psychology, hoping it would make her a better manager. It must have worked, because EAX is a family company. Most of her staff has been with her for 15-20 years, and their sisters, brothers, and children have also worked alongside her. “Just about every employee’s son or daughter has worked with the company, has something to put on their resume,” she said. After graduating from college, Howes-Macrina stayed with EAX because the salary was higher than trying to start over with her degree in psychology. Plus, she liked the work. “I liked the upward mobility I had there,” she said. “I liked the industry. There were so many different facets to it. It was just great.” After growing up with the company, when the @ExhibitCityNews

previous owners were ready to retire she discussed the possibility of buying it. “I didn’t want them to just close the doors,” she said. EAX Worldwide handles up to 2,000 trade show shipments each year, everything from small boxes to 53-foot trailers. Although she purchased it in 2008 during the Great Recession, the company did not start feeling the effects of the down economy until September 2010. “Even the government stopped shipping and sending representatives to different shows,” she said. “Everything changed and it was disastrous.” Trade shows are about sales, she said. After the market crashed, people sent smaller and smaller shipments because sales were down. “We’re always at the mercy of the economy and what companies are willing to spend on their marketing,” she said. “We had to convince them, ‘Don’t give up on this. If you want to keep selling, you’ve got to keep going to these shows.’”


To stay afloat, EAX employees got creative. They expanded into international shows and Puerto Rico, whose government was trying to increase tourism and get the Puerto Rican Convention Center off the ground. Previously, the company had focused mostly on shipments coming into the U.S. “This was a great way for us to focus our energies on something new,” she said. “I have the best staff. They’re so loyal so committed to what we do.” Although the trade show industry has bounced back, EAX has continued to pursue international shows, as well as domestic shows such as the International Association of Exhibition and Events annual Expo! Expo!. EAX Worldwide is an official carrier for Expo! Expo!, which is where Howes-Macrina met her husband, better known as Trade Show Joe. “I had always heard about him in the industry but I hadn’t met him because I wasn’t in sales at the time,” she said. “When I finally did, I told my business partner, ‘Yeah he’s coming to work for us. I’m going to marry him.’ He didn’t know it, but it was in the plan.” Her dream came true on Sept. 11, 2010. These days, her goal is to make sure every EAX Employee continues to thrive. “We don’t have any ambition to be a multi-magillion dollar company,” she said. “We just want to continue to work with everybody and continue to put on a good service for everyone.” July/August 2017 31


Super Bright LEDs Lights the Way Online for the Trade Show Industry and More ECN CHATS WITH MIKE MUELLER OF SUPER BRIGHT LEDS BY ARTHUR BLOBERGER

Exhibit City News: Let’s start with a little about you and your background and how you entered the lighting industry. Mike Mueller: I was born here in St. Louis, Mo. I went to school for 3-D solid modeling, and a good friend of mine’s father was just starting Super Bright LEDs in their basement. It was 2002, which was when I was in school. He expressed that he needed some help with doing some drawings for some products that he sells and I was able to do some drawings of those products, such as different light bulbs that you might find in vehicles. That’s how I came into the company and that was just a little after the beginning of the company. ECN: So it was the father of a friend who started Super Bright LEDs. MM: Yes, it’s a family owned business … Greg and Carol Henderson and their two sons, Scott and Brian. ECN: So what is your current position at Super Bright LEDs? MM: I’m kind of a jack-of-all-trades. I started as a 3-D modeler; I’ve done web development; product photometric and electrical testing, technical support, sales, photography, and web content management. Now, I’m mainly just a product marketing manager. ECN: And what are your duties as a product marketing manager? MM: I’m responsible for marketing all the products that come through here, old 32 July/August 2017 Exhibit City News

and new. New products are a big part of our livelihood because the LED market is constantly evolving and we want to evolve with it. So, I’m responsible for all the information that’s on the site, along with letting everyone know here what the products do, who we’re marketing to, what applications the products can be used in, and what sets this product apart. ECN: How much of your business is with the trade show industry? MM: That would be hard to say. We have commercial accounts that are in the trade show industry, but mainly it’s the designers and the builders of the different exhibits and booths, not necessarily the companies that are exhibiting, but their designers. So, I’d say maybe a quarter of our commercial accounts work on tradeshows. ECN: How does one decide what kind of lights are needed or are best for each individual exhibit? MM: Often we get introduced from our suppliers to what the popular products are that they’re seeing go out in the tradeshow industry. But mainly we learn from our existing commercial trade show accounts just what kind of products they’re getting and what they’re asking for. We tend to listen to our customers and say, “Well, if they’re asking for it, there are probably other customers needing this exact same thing in this industry.” So we go out and find it. Mainly, it’s a combination of what our suppliers are

Mike Mueller and wife Lisa

recommending to us, what our customers are asking for and already using, and expanding on that product line. An example would be designers using RGB strips and then they use another allwhite strip to create white because they might not like the color mixing that the RGB strip makes. So then we go out and find an RGBW strip, where the RGB and white are all on the same strip. ECN: What are the popular, current trends in trade show lighting right now? MM: In the trade show industry, some popular trends would definitely be smart lighting – being able to control the lighting with your phone or having all the lighting on one controllable system, rather than a switch and a plug over here and another switch and a plug over there, and taking it all down and putting it all back up and having to run all that. So, I would say smart lighting Continued on p. 34


Continued from p. 32 systems – which can be pretty complex. But one thing I’ll have to say is the trade show builders that we deal with are all pretty knowledgeable. It’s nice to work with them because they know electric pretty well. They can comprehend lighting and design elements and electric together, so it’s really easy to work with that crowd. ECN: They’ll be glad to hear you said that. You have a lot of well-known competitors. What does Super Bright LEDs bring to the table that makes you the right choice for both consumers and tradeshow exhibitors? MM: Yes, there are definitely a lot of competitors. There’s a lot of tradeshow driven competitors and there’s also a lot of LED lighting competitors. What separates us apart from the rest is that we test all of our products right here in-house. We don’t just import and then put it on our site without knowing much about the products. They go through rigorous check-testing in our test lab. And we also have a variety of spectrometer tools to test lighting, and we do LM-79 reports on all our LEDs and LM-80 reports. They go through our certification processes first and then we put them up on our site because we’re confident that it’s a good enough product. Not only that, our products have the best warranty that I’ve seen compared to all of our competitors, and it definitely beats out Amazon and eBay, if you’re looking at those sites. All of our strips, which are popular in the trade show industry, have a five-year warranty. And all of our products are in-stock, so they’re ready to ship out the same day. I know a lot of trade show industry designers have a pretty sharp deadline whenever we deal with them, and we can pretty much always get them what they need on time for their deadlines. ECN: The fact that you test your products is very impressive. Does Super Bright LEDs also have a physical location or are your products only available online at MM: We’re mainly online, although we do have a pickup in-store location here in St. Louis, Mo. 34 July/August 2017 Exhibit City News

Flat panel lights deliver smooth illumination for retail signage, logos, advertisements, artwork, and more.

ECN: What’s next on the horizon for Super Bright LEDs? MM: We are building on a category that is dedicated to the trade show industry, which is new this year. Once that happens, we’re going to get into “Lighting Guides,” so we might have a diagram of a typical tradeshow booth, which will have callouts to what you would typically find underneath the booth or on a display for general lighting or track lighting. It will be an easy guide, where you can just select what you’d like to see. Other than that online tool, we already have readily available commercial LED lightboxes which we print in-house. With those, you can upload any image – your company logo, slogan or an infographic – and we print that here in-house and ship it same day, at a fraction of the cost of other tradeshow lightbox competitors. Along with that, we have virtual LED skylights – maybe not so much for the trade show industry, but for commercial lighting applications. It might be in medical offices or conference rooms, where it’s pretty much a virtual skylight, a print of the sky that’s illuminated by a lightbox and put in a dropped ceiling. ECN: Do you only sell the lights or do

you also help the exhibitors/displayers install them? MM: Our commercial accounts have a dedicated representative here that they can consult over the phone. We don’t go onsite, but the builders and designers consult that way – mainly over the phone and through the information we provide online. ECN: Well, thank you for sharing some of your expertise with us, Mike. Before we finish, how about sharing a little more about just yourself? Are you married? Any children? MM: I’ve been married for three years to my wife, Lisa, and we have a baby on the way. ECN: Congratulations! And when you’re not up to your ears in lightbulbs, what do you do for fun and relaxation? MM: My wife and I just got back from traveling. We traveled to California from St. Louis in a tiny house – 208 sq. ft., kind of like an RV. We were on vacation for about a year in California, seeing all the national parks. It was a lot of fun – lots of hikes. We saw all the national parks in California and some in the surrounding area. For more information on Super Bright LEDs, please visit

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SHOP TO SHOWFLOOR An In-Depth Look into Today’s World of I&D and Event Labor

AluvisionLive! Training Days, an immersive exhibit-building workshop, took place this past June 7-8 in Duluth, Ga. (See Pp. 48-49)

Show Service Kits in the Digital Age

AluvisionLive! Training Days

Making a Trade Show Happen Takes Special Skills

Daughter Builds on Dad’s Vision

Highmark’s Indoor Event Success in the Great Outdoors

Venues Improving Exhibitor Rights The Rights to Compete for Events

Sharing and Showcasing a World of Wonder

Pp. 38-39

Pp. 40-42

Pp. 44-46

Pp. 48-49

This section is dedicated to all exhibit house professionals, as well as all exhibit managers and tradeshow coordinators worldwide. For advertising information and rates, please call Kathy Anaya at 702-309-8023, ext. 105. @ExhibitCityNews July/August 2017 37

SHOP to SHOWFLOOR I&D and Event Labor


Each show provides a packet containing vital information for exhibitors.

By Lesley Martin

From the riggers hanging the signs to electricians laying down the wires, making a trade show happen takes a fleet of specialized skillsets. Each show and its crews have unique information, forms, requirements, processes, and deadlines that are consolidated in the show kit. Although the information is similar, no two kits are exactly the same. “Every show manager has different information that’s important to customers, and how they want that information presented,” said Vanessa Schley, Director of Exhibitor Services at Hargrove, Inc. Yet systems are inherently different and disjointed, causing inefficiencies in the process and user errors as exhibitors can overlook tiny and important details. The greatest challenge – and greatest business opportunity – remains: How can we streamline the independent trade show systems?

Production Carries the Brunt

The last stop of a long trail of vendors, forms, processes, and properties is the producer. In this case, it’s the I&D company that must absorb all incoming direction and materials to erect the trade show booth. “The onus is on I&D company that is ordering within so many different systems,” said Dana Freker Doody, Vice President of Communications and Strategic Client Solutions at The Expo Group. She illustrates the systemic challenge of I&D companies with an example of someone ordering shoes. “Let’s imagine you always order your 38 July/August 2017 Exhibit City News

shoes from Zappos. In that case, you know the systems, access the site, and find what you need. Ordering shoes is quick and easy,” she explains as though the I&D company works with a single show. “But if you also order shoes from Nordstrom over the phone and Payless through the mail, all in the same day, then you’re going to encounter challenges in your process.” That’s the challenge I&D companies encounter when working with multiple shows. And while companies learn the processes of a repeat business partner, one I&D company might not be hired by the trade show again, as trade shows travel to different geographic locations and hire the region’s local I&D companies.

Holding onto the Paper Trail

“Not too long ago, show kits were physical manuals that were mailed and exhibitors placed orders via mail, phone, or fax,” said Schley. “Today, I have a hard time describing the kit. It’s a set of links that hold important information, instructions, and forms, but the word manual sounds outdated.” While most kits are accessed and processed online, print remains the standard. Some kits are distributed online but remain in print-ready format and a minority of old-school exhibitors and companies still require a paper trail. “A paper form is universal… Here at [The Expo Group], we still keep paper in the fax machine,” said Doody. Whether to accommodate the minority or simply following an outdated yet functional system, this holds back the entire

system from progressing forward towards a digital-first future. The show kit, which is the connection between association, exhibitor, and vendor, remains an outdated process that’s ripe for digital disruption.

Show Kits in the Digital Future

Most large events and trade shows now release proprietary apps for attendees. The apps are cross beneficial for both parties. Attendees can use the apps to plan their itinerary, identify and locate special interests, and receive real-time updates from the event. The show can stay in touch with its attendees as well as track their location and activities on the show floor. While cutting edge technology surrounds the trade show world at the consumer level, the industry itself has been slow to integrate new tech within itself. Creating an app for the vendor and behind-the-scenes work appears to be a golden opportunity. Imagine the show kit as an app that connects the general contractor, exhibitors, and vendors. Users can download and access the app from their smartphone, tablet, or desktop. The digital-first interface has big buttons and bright colors that clearly guide the user-experience. Deadlines are easy to manage with a calendar feature. Plus, notifications are sent via text message or email to alert the user of upcoming due dates. Ordering is made simple with an easy-to-use and consistent interface processing all forms. When an order is entered, the user can track its progress through the app. On move-in day, exhibitors and their hired I&D crews can track the movement of booth properties on the show floor and

Photos courtesy of Hargrove, Inc.

Managing Independent Processes

Photos courtesy of Hargrove, Inc.

anticipate timing for arrival at the booth space. Riggers and set-up crews can time their work accordingly so they can get to work at the optimal time. During the set-up process, exhibitors can communicate with their crews via the app. They might ask and answer questions, get status updates, and receive pictures of the progress. While this appears to be easier-said-than-done, other industries are harnessing technology to gain efficiencies, and the trade show industry can no longer think small when it comes to technology. “Technology will continue to help us be more connected, speed up business, get things done,” said Doody, who alludes to big picture thinking from The Expo Group. “When are we going to be able to order labor services from Alexa?”

Tips for Reading the Show Kit

Until the packet is streamlined digitally and integrated with smart devices, exhibitors must think critically and actively plan ahead when utilizing the show kit. Below are tips for analyzing the packet from Schley and Doody. How do I access the show kit? In the past, show kits were physical packets that were mailed to exhibitors and orders were placed via mail or fax. Today, most kits are accessible online with a password. When should I start planning? Exhibitors should expect to receive the packet 90-120 days before the trade show. For the biggest discounts, start planning at least 90 days out to manage the various deadlines. Planning ahead allows for shipping coordination and managing

discount deadlines, which can offer huge cost savings. “Staggered due dates are overwhelming, so show managers try to make the various deadlines close – if not the same,” said Schley. Set reminders on your calendar to manage the due dates, especially if you want big cost savings. SHOW SERVICE KIT What is a Show Service Kit? A show or service kit is a packet that consolidates a trade show exhibitor’s need-to-know information and order forms. What’s Included in the Show Service Kit? • Exhibit hall hours • Important dates for discount rates, expedite fees, installation and cancellation • Shipping information for show carriers, including direct and advance warehouse addresses • Ordering forms and information for all show vendors When should the exhibitor ship to the advance warehouse or direct to show site? To answer this question, first ask: Where is your booth coming from and when can it arrive? The warehouse might be receiving properties for more than a month. The advanced deadline might be 3-5 days prior to install to allow the crews time to gather and deliver properties. If the booth properties are still being built or coming from another show, then direct is likely the best option. When reviewing the show kit, check

to see if there’s a separate shipping label for hanging signs. Schley recommends shipping the hanging sign to the warehouse ahead of time because the hanging sign must be hung before the trade show booth is erected. When should show labor start? To stay within budget, exhibitors want to set-up the booth on straight-time. If possible, ship to the advanced warehouse so that the properties are at the booth when move-in time starts. If it’s not possible to ship to the advance warehouse, the exhibitor must ship direct to the show site. The risk is that the exhibitor does not know when booth properties will arrive to the booth space. If shipping direct to show site, exhibitors should order labor for later in the day or the next day. A common mistake is to order labor to start at the move-in time, because properties may not have arrived yet. If the crews started at 8 a.m., they will stand around waiting for the properties to arrive. If the properties get to show floor at 11 a.m., the exhibitor has already incurred a huge labor cost. What details are often overlooked? Schley recommended highlighting the siteor show-specific factors. For example, if the show floor already has carpet, you may not need to rent carpet for your booth. Doody said that electrical floor plan is most often missed in the orders because it’s the last piece that’s finished when building a new booth. Every booth outlet and electrical wire needs to be planned before the entire booth is set-up. If possible, that information should get to your crew as soon as possible. July/August 2017 39

SHOP to SHOWFLOOR I&D and Event Labor

DAUGHTER BUILDS ON DAD’S VISION Leveraging Company’s Indoor Event Success in the Great Outdoors By Jeanne Brei


he dad-daughter duo of Mick and Debbie Parrott (above) proves that the tradeshow industry can get into your blood. It all began in 1979 when Mick developed a deck and wall product and founded ICON

40 July/August 2017 Exhibit City News

Exhibits in Ft. Wayne, Indiana. A combination of market demand and wanting to grow the business beyond the ICON clientele led him to found Highmark TechSystems in the late ’90s as a separate division within ICON and which be-

came a separate legal entity in 2006. Fast forward ten years and daughter Debbie “took the plunge and, with the loan of a lifetime, purchased the company from my dad.” Says Debbie, “In grade school, I was the master filer

for my dad, and I recall being in awe of incredible handsketched exhibit designs for everything from car companies to beer companies and then seeing them actually be built! I grew up in the business, admiring its creativity but also gaining an appreciation of business ownership through watching my dad who has always brought entrepreneurial drive, core business know-how, and immense integrity and determination to his work and his companies. As a kid, it was a cool business because you were creating something tangible and real.” She adds, “But nobody goes

to school to be in this industry. It’s an odd, complex, and tough business. People work their tails off.” After growing up in Ft. Wayne, Debbie left for Bates College in Maine where she majored in English. She went into publishing and spent the next ten years in Boston working for the Harvard Business School Press. Transitioning from publishing, she went back to school for her MBA, studying marketing and entrepreneurship and moved to NYC to work as a management consultant and director of business development. After 9/11, her father asked her if she would start and run ICON’s west coast office in San Francisco. She jumped at the opportunity and spent the next ten years in San Francisco. The company merged with California-based Delphi Productions in March 2009, and Mick became Chairman of the Board for both Group Delphi and Highmark TechSystems. In 2010 Debbie moved back to Ft. Wayne to head up sales for Group Delphi. Then, in 2014, she accepted the position of president at Highmark when her father asked her to run the business. Her father told a reporter at the time, ““I am thrilled to have Debbie taking a leadership role in our company. She has the industry background and successful track record necessary to take the helm of Highmark TechSystems as our company continues to grow and expand its product offerings.” As Debbie says, “My 13 years of marketing and business development experience in other

industries and my MBA have both come in handy.” For more than 20 years, Highmark TechSystems has been the leading supplier and developer of advanced modular exhibit systems for exhibit designers and producers. Known for design versatility, lightweight, and ease-ofuse, Highmark TechSystems

plant. With manufacturing facilities strategically located in the Midwest, Highmark TechSystems extends logistic and economic advantages to customers, saving them time and money when shipping exhibit and display properties throughout the U.S. And now Debbie’s team is launching Highmark Outdoor

For more than 20 years, Highmark TechSystems has been the leading supplier and developer of advanced modular exhibit systems for exhibit designers and producers. product lines include a cost effective and elegant double deck, modular wall panel systems, and custom solutions made of special aluminum extrusions. Utilizing six different proprietary product lines and covering three different market segments, Highmark TechSystems redefines what modular exhibit components can do. ExpoWalls - modular wall panel technology, ExpoDecks - a structural multi-level modular architecture, and Elements-- flexible extrusion system components, are among the most advanced exhibit systems products in the world. Highmark TechSystems manufactures and assembles the complete line in its Fort Wayne, Indiana

which offers event producers a premium, modular outdoor deck system. This new outdoor deck—in a word, ExpoDeck reimagined for outdoor use—can be completely enclosed and is totally customizable. Like all Highmark products, the outdoor deck can be expanded to go up or go out. It is available in a variety of pre-engineered solutions or completely custom structures for almost any event. In addition to this new offering, Highmark has become the sole U.S. distributor for Berlin-based mo systeme. Event marketers now have access to this state of the art indoor-outdoor line, which includes products such as the MO5, a super mobile, brand-

able promotional counter on wheels featuring an adjustable canopy and lots of storage space. When fully unfolded, it stands 3.6 m—approximately 12 ft.--tall and is an eye-catching bar, mini-booth, or information kiosk. In less than a minute, the MO5 can be hauled away by hand to the next location. The flagship product is the Modulbox, a 2.7m cubic exhibition enclosure that opens in the blink of an eye to become a 65 sqm open pavilion with brandable walls, roof, and floor. The Modulbox MAX is a larger version, big enough to house a car. All these products are conveniently mobile, incredibly sturdy, and easy to set up and tear down. Modulbox was developed by two German architects who literally invented the entire category. Their offering of premium indoor and outdoor exhibition stands for faceto-face marketing activities such as road shows, fairs, and promotions has been a major success throughout Europe, South Africa, and Australia. Because Mo Systeme products are easy to brand, transport, and set up, they are perfect for temporary promotional activities. Although many companies have attempted to replicate these structures, Mo Systeme is still the market leader. And now these event solutions are available in the U.S. through Highmark. Debbie says, “All Highmark-designed products are manufactured in-house at our Indiana facility. As we move outside (literally, outdoors) with a full range of Continued on p. 42 July/August 2017 41

Continued from p. 41 solutions, we’ve identified a proven mobile product that is beautifully designed and engineered by an impressive pair of German architects. We are pleased to be able to offer these fine German products in the U.S. It’s a great combination of German engineering and American ingenuity,” adding that “Highmark’s modular structures have always provided high-impact, customizable architecture. 42 July/August 2017 Exhibit City News

Highmark Outdoor is perfect for experiential marketing and brand activations, whether the event requires a totally enclosed or open multi-level pop-up, temporary building, or VIP suite. We now offer a structure to fit every need—indoor, outdoor, roadshows, or pop-up stores. We believe that experiences come in all shape and sizes—and the structures that support those experiences have to be flexible, easy to setup, and super cool looking. By extending our reach to

the outdoor market and expanding our product offering, Highmark is truly building on the vision my father had in providing smart, modular, beautifully designed, flexible and re-useable solutions to the events space at large.” Since Highmark doesn’t sell to end users, only to exhibit houses and event agencies, they decided to premiere their outdoor line at the Experiential Marketing Summit in Chicago this year in May. The show was an unqualified

success, and Debbie says, “We’ve dipped our toe into the outdoor market and had an incredibly positive reception which gives us the extra drive to have these products commercially available as quickly as possible.” With these new Highmark Outdoor solutions, flimsy stands and generic tents that can detract from an intended attendee experience will be a thing of the past. For more information, go to

Photo courtesy of Padgett Photography

SHOP to SHOWFLOOR I&D and Event Labor



SHOP to SHOWFLOOR I&D and Event Labor



or exhibit managers who traverse the country running a trade show program, there is perhaps nothing more baffling than trying to navigate labor rules when it comes time to install and dismantle a display. Can they pick up a screwdriver or not? Plug in a computer or no? And what about twisting a lightbulb? The array of restrictions in the exhibition world are as diverse as the venues themselves, and, complicating matters, those rules are more in flux now than ever before. The reason: Exhibition space

44 July/August 2017 Exhibit City News

has grown exponentially over the past decade in the United States without a corresponding growth in demand. That has made the industry a buyer’s market for all but the very largest shows, although even those are finding they have more choice than before. In today’s exhibition climate, venues are scrambling to attract and keep events – even ones that the facility has hosted for a very long time. There are a variety of ways a convention center can enhance its appeal to organizers and attendees, including renovated spaces, better

technology, and more nearby lodging, dining, and entertainment options. But some facilities are taking a “money talks” approach, looking instead for ways to save potential customers money, and it is changing the playing field across the industry. As one of the largest line items on many exhibit managers’ expense sheets, labor costs for installation and dismantle have been the main target of changes, with many facilities working to enact exhibitor rights policies that give staff more latitude on the show floor.

Though it reduces the overall profitability of the venue and organizer, not to mention sharply reduces the income of union laborers, facilities that have embraced changes say they needed to do so because their overall business was shrinking in a way that was potentially catastrophic. With more than 400 exhibition centers and thousands of hotels offering conference facilities, organizers have more choices now than ever before, and even some of the nation’s largest (and strictest) venues in New York, Chicago, Pitts-

burg and more were watching shows and events slip away at an alarming pace. To wit, when competitors such as the new Music City Center in Nashville boasted its relaxed environment for exhibitor labor, it made the sell for Pittsburgh’s comparatively strict show floor exponentially difficult. Popularly called an “Exhibitor Bill of Rights,” the policies are often of the greatest financial benefit to small exhibitors in 10-by-10 exhibits who are using lightweight, easy-to-erect displays – typically the highest proportion of exhibitors at a show. In many places now, they can avoid hiring union labor completely. But even exhibitors with large booths can save significant sums at venues where I&D rules have been revamped. The Pennsylvania Convention Center in Philadelphia is the most recent venue to make headlines for doing a complete overhaul of its labor rules. New policies at the facility allow exhibitors to set up their own displays up to 600 square feet, plug in their own computers, and use dollies and carts to unload personal vehicles and move items to the show floor. They can also use power tools and ladders up to six feet – regulations that are far more relaxed than many of PCC’s competitors – and they can install their own floor coverings, open their own boxes, and place their own products. That dramatic transformation prompted PCC to experience record bookings 18 percent higher than the previous year, many from shows that had left disgrun-

tled years earlier. But the changes were not without cost. Two of the facility’s six unions initially refused to sign the new work agreement, prompting PCC management to oust them from the building. The Teamsters Union has since made their way back in via a work contract with the building management, but the Carpenters Union has been embroiled in lawsuits with the venue ever since. Pittsburgh’s new work rules were not more dramatic than similar changes made in New York and Chicago, places where original restrictions on exhibitors were relatively extreme and customer satisfaction was notoriously low. According to Myles McGrane, a consultant who helped New York complete the first upheaval of union labor rules in the industry, these changes have been essential to the success of venues that have made them. “Some of those past labor rules made obtaining new conventions harder, and, if not a top-tier city, a lot harder,” he said. And, he added, given the broad availability of space and the variety of shows available, people who have the ability to leave to a better city will do so. So McGrane helps industry clients negotiate collective bargaining agreements that strike a balance between treating clients and union workers fairly. “We know now that these agreements and how they are managed day to day are a key element to a convention center’s business reputation,” he said. To that end, McGrane offers facility managers a template to follow

that explains section-by-section where the landmines are in the collective bargaining process. He also notes that the restrictive agreements that cause fits among exhibitors are not exclusively the doing of the unions and venues alone. General Service Contractors, he said, play a role in creating agreements with exclusive providers that can mirror the outmoded agreements that large venues are doing away with. In fact, research conducted by the Philadelphia Inquirer found that while exhibitors at PCC were seeing an hourly carpenter rate of $130 an hour for straight time and $195 per hour for overtime, carpenter pay was closer to $40 an hour with another $67 in benefits added on, and the union workers were generally not receiving overtime pay even though it was being collected. Similar markups on stagehands, electricians, and laborers – as well as evidence that the marking up of those contracts is common in other venues – means that while union workers are likely to be villainized for high wages, venue management and general service contractors have played a role in creating that perception. Regardless, the race is on among them to become more “exhibitor friendly,” with changes in recent bargaining agreements that sometimes include 24-hour straight time Monday through Friday, more liberal use of apprentices in the worker ratios, and fewer non-labor supervisors required on crews. These changes alone can result in

tremendous savings for large and small exhibitors alike. But there are many other degrees of shift in rules found across the country, some seemingly quite small but nonetheless significant. Unfortunately for exhibitors, there is no real standard set of restrictions that has been widely adopted for booth managers to reference, and rules can change from one event to another at a venue depending on the general services contractor or show organizer. And while there are countless industry blogs on the Web that attempt to answer labor questions, the information found therein can be contradictory, making the only definitive guide the show manual itself. Just a sampling of the diverse rules exhibitors will encounter includes:

Material Handling

Aimed at the smallest booths, many venues currently allow exhibitors some form of hand-carry permission, though specific rules vary widely by city. In Las Vegas, Boston, and New York, exhibitors may hand-carry materials in with the aid of a small dolly, but they may not use the loading dock area, only a specially designated area away from the loading docks. Exhibitors may also hand-carry items in Nashville, Salt Lake City, and New Orleans, but they can’t use wheeled devices. At Houston, San Francisco, and Southern California venues, exhibitors can’t use wheeled carts either and they can only Continued on p. 46 July/August 2017 45

SHOP to SHOWFLOOR I&D and Event Labor Continued from p. 45 bring whatever one person can carry in one load. In Minneapolis, exhibiting companies enjoy an “opendock” policy that allows them to handle their own freight, though they can’t use the loading dock to do so.

Installation and Dismantle

Many facilities now have policies that allow exhibitors to set up their own booth properties, though there are a mind-numbing number of nuances to these rules that exhibitors will encounter. A key difference is found in right-towork states where – to some degree – union labor cannot be foisted upon companies that don’t want it. In those states, full-time employees of a company are generally allowed to install or dismantle a display entirely on their own with certain exceptions. GSCs may still require exhibitors to use exclusive providers for tasks such as electrical, rigging, plumbing, or anything requiring heavy equipment. Orlando, Houston, Phoenix, and Las Vegas are examples of cities where companies may use their own staff instead of union laborers. However, there are rules defining what constitutes a full-time staff person – usually that they have been employed in a fulltime capacity for at least six months for the company and can provide proof of their employment (such as a paystub) when asked. To compete with the more lax regulations afforded to right-to-work environments, some venues in non-rightto-work states have relaxed 46 July/August 2017 Exhibit City News

policies to allow exhibitors, particularly with small booths, more freedom. In Atlantic City, a company’s full-time employees can set up booths up to 10-by-20feet without tools or ladders. In Baltimore and Washington, D.C., on the other hand, exhibitors with 10-by-10-foot displays may install them using tools, but for larger booths in those cities, union labor can only be avoided if two staffers can set it up in one hour and

ues in the United States, with most having in-house providers who are required to have a significant role in powering items in the booth. However, even this area is riddled with minute differences that can be the difference of hundreds of dollars for exhibitors, depending on just how rigid a facility’s rules are when it comes to voltage. For example, in Las Vegas, an exhibitor may plug items into one 20/120-volt power

But even exhibitors with large booths can save significant sums at venues where I&D rules have been revamped. dismantle it in one hour. Many cities, including Denver, New York, San Francisco, and Seattle, allow an exhibitor to set up a 10-by-10-foot display alone as long as the work can be completed in 30 minutes without a ladder or the use of tools. Southern California venues will give the worker an hour to complete installation. In Detroit, company staffers can set up displays of up to 400 square feet, there is no time limit, and they can use a three-step ladder along with cordless tools for installation.


The handling of electrical services is among the strictest and most uniform among ven-

receptacle and they can install up to four clip lights without assistance. However, in Atlanta, the facility’s electricians must plug cords into boxes, but exhibitors are then allowed to run those cords where needed. They may also supply their own cords so long as they are 12 gauge. Exhibitors may connect their own equipment in Baltimore as well as supply their own cords, which must be 14-gauge. In Atlantic City, electricians provide all work, including plugging in items, if an exhibitor is using an exhibitor-appointed contractor, though an electrician is not required if an exhibitor sets up the display alone. In Dallas, electricians

must plug everything in, but exhibitors can provide their own cords. Thanks to a newly minted exhibitor-rights plan, exhibitors in Chicago may now plug in their equipment, though they must use the venue’s cords, and electricians no longer charge for the time spent installing or removing electrical services smaller than 208 volts. To call the rules from one convention center to the next confusing would be an enormous understatement, but industry experts like McGrane think that the shift towards exhibitor rights is a move in the right direction and will spur facilities lagging behind to follow. The changes in Chicago, like those in Pittsburgh, are far reaching enough to have been transformative to the exhibiting environment there, exhibitors and show organizers alike have said. Beyond the new cost savings provided by exhibitor-friendly regulations, there is sense of hospitality and customer service emanating from the facilities that wasn’t felt before. In part, officials say, it is coming from the unions themselves, as new agreements have created a greater sense of ownership for success among all involved, a sentiment reflected well in the statement issued by the four unions that remained in the Philadelphia Convention Center: “If there is an opportunity for us to win new business, we want to be a part of that effort and win over potential customers with a renewed focus on hospitality and customer service,” the teams said.




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ALUVISIONLIVE! TRAINING DAYS Questions, answers and hands-on demonstrations were presented and addressed in Aluvision’s extensive guided showroom tour.

AluvisionLive! Training Days Share and Showcase a World of Wonder PHOTOS BY ALUVISION INC.

On a pair of absolutely stunning days in late-spring, AluvisionLive! Training Days took place at Aluvision’s extensive showroom/production/warehouse facility in Duluth, Ga., open to all trade show professionals with a desire to learn about the company’s innovative products and techniques. The Aluvision heart began beating in 2003 in Belgium, the creation of Ann Vancoillie and Dirk Deleu. The company started doing business in the US in 2005 and their commitment to the North American market resulted in the opening of their showroom and production facility in January 2016 in Duluth, Ga. Today, the Aluvision team consists of nearly 20 members. Pictured here are highlights from this recent two-day training event, held June 7–8. 48 July/August 2017 Exhibit City News

Professionals from all over the country were tutored in tips & tricks for Aluvision’s Omni-55 tool-less frame system.

Finally the time had come for participants to build their own booth from blueprints and everyone completely succeeded (as expected).

The event was capped off on Thursday eveining by cocktails and a wonderful dinner cruise on Lake Lanier.

The opening evening’s festivities featured a round of speed-network-dating followed by enjoying a little relaxing, faux gaming fun.

Congratulations to the entire Aluvision staff, who pulled off a flawless training event.

@ExhibitCityNews July/August 2017 49


Dave Sterne (back row, 4th from right) and his amazing Inside Track team.

Dave Sterne – 20 Years on The Inside Track BY ARTHUR BLOBERGER

50 July/August 2017 Exhibit City News

The Inside Track proudly celebrates 20 years as a one-stop resource for “flooring, furniture and more” for trade shows and events! Although this is their 20th year anniversary, the story actually started in 1995 when the company’s Founder and CEO, Dave Sterne moved to Atlanta from Cincinnati and fell into the tradeshow industry by accident, as many people do. “I answered an ad in a newspaper and ended up working for Admore Atlanta selling exhibits,”

recalls Sterne, “and then a year and a half later, I went to CDA (Canadian Design Associates) South working in their Atlanta location.” Due to cutbacks six months later, he and eight builders with CDA were unexpectedly laid off. Sterne knew that E3 (Electronic Entertainment Expo) was headed to Atlanta in a few months (May of 1997). “I picked up the phone, started cold-calling exhibitors, found products they needed and here we are 20 years later” he explains. At first, the company catered to the end-users, but after a few years it transitioned to working with exhibit houses. “It didn’t take me long to realize that exhibit houses were really the market that I wanted to work with,” says Sterne, “so I started calling them, offering the same onestop resource that so many account managers and project managers need.” “By onestop, I mean everything, from flooring and furniture to video walls, props and hard-to-find items to interactive games, and models and talent to entertainment”, added Sterne, “but we quickly found that flooring was our niche, and the backbone of our business.” Three years ago he and his dedicated team started a furniture division designed to avoid the issues they saw happening on the show floor with some furniture providers, such as bringing furniture to booths late or when exhibitors weren’t really ready for it causing waiting problems, and/or it being left somewhere in the aisle to get dirty, damaged or disappear. “We built a business model so @ExhibitCityNews

that the furniture is shipped assembled, clean, bagged, pad-wrapped and show-ready directly to the booth on 4x8 skrates (skids with reinforced sides). This approach has really transformed the furniture rental model, because you don’t have to wait for your furniture to be delivered to the booth,” adds Sterne. “The furniture is there and ready for you when you’re ready for it which has been fantastic for exhibit houses and their

derneath and always protected. CPT flooring has helped many companies to extend their brand, their message and theme right into the flooring. “We always look for products that can be taken from residential and commercial applications to the tradeshow industry,” explains Sterne. “Our EZ-Down Planks have been a fantastic addition because they allow exhibit builders to have a hard surface that looks like real wood, stone, concrete or

When you have happy employees and vendors who enjoy working with you that translates into a positive customer experience.” clients.” Today, The Inside Track’s furniture division provides furniture for rent as well as for purchase to exhibit houses and event companies, and is growing quickly within the industry. The Inside Track hovers on top of all the latest trends, such 10’ wide custom printed vinyl flooring, EZ-Down Planks, Liquid Floor Tiles, and a variety of raised flooring options. In 2011 The Inside Track won a Buyers’ Choice Award for its innovative CPT (Custom Printed Textured) flooring, which allows designers to take their ideas and transform them into a printed, rollable vinyl that can stand up to heavy foot traffic since the image is reverse-printed un-

slate marble; adding just the right look to their booths. The planks can withstand heavy foot traffic, can be used over and over, and are also rated for sound suppression. Sterne credits the team that he works with for much of the company’s success, as well as the dedication that they all have to their customers, many of which have become their close friends over the years. “We have extremely low turnover,” he beams, “so you end up talking to the same account managers and account executives who know your company and how you order. By treating our employees, vendors and customers with respect, it really has helped our company grow.

“When you have happy employees and vendors who enjoy working with you that translates into a positive customer experience.” While Dave is dedicated to the company, his employees and their customers, he enjoys spending his free time with friends and family. He is also a lover of classic cars and likes to drive historic pieces of Americana; his 1970 Oldsmobile 442 convertible or his 1954 Chevy 2 door sedan. “It’s so much fun to roll down the road in these iconic cars enjoying the great outdoors,” he says with a smile. “It’s a great way to relax and recharge.” While Dave enjoys thinking back on the past 20 years that brings us to this 20th anniversary, he is also looking to the future. “We have a great team in place and we’ve been successful in serving the trade show and event industry all across the county,” concludes Sterne. “We’re going to continue to gain new customers and build our business by providing great service and on-site support, as well as finding new products and services that can help exhibit houses make their jobs easier and shows go more smoothly.” “The tradeshow business is never short on last minute orders, logistical challenges and things that you never expect. When you have great employees and the support of your vendor team, you really become unstoppable. I’m very proud of the team that I work with,” says Sterne, “as well as the dedication that we all have to our customers, and I look forward to the next 20 years!” July/August 2017 51


Centre Security Demands a Collaborative Approach BY GEOFF DONAGHY – AIPC PRESIDENT

In a time when security-related issues and incidents are making the headlines on a regular basis, centres have been revisiting both their own emergency preparedness protocols and the changes that are needed in their interactions with third parties such as communities and clients in an effort to ensure events are as secure as possible. A recent survey of AIPC member centres throughout the world has shown increased security concerns amongst well over half of centre managers, with even higher levels of concern identified on the part of clients. In view of this, more than 80% of centres indicated they had reviewed existing procedures and response teams, with over half taking further specific actions including new staff training, enhancement of security-related technology, re-engagement with governmental agencies and implementation of new procedures and protocols. But there’s more to it than that. First, while virtually all centres maintain detailed emergency procedures that address security as a key component, these procedures necessarily involve an active interface with local agencies responsible for overall emergency response actions in order to ensure a well-integrated reaction to any 52 July/August 2017 Exhibit City News

incident that might occur. This means that it’s never just a matter for internal policies and procedures but one that must link closely with the rest of the host community. The result is a requirement for an even higher level of coordination than has often been carried out in the past and, in some cases, the development or enhancement of entirely new relationships. But centre clients have a key role to play as well. New centre protocols often require that a risk assessment be carried out on an individual event basis, for the simple reason that each event has different characteristics and audiences that may dramatically affect the form that risk may take. For example, certain events may attract attention or even active protest simply because of the

nature of their subject matter or of the people who will be attending. These are factors that only the organizer can identify with any precision, but they must be communicated early and in detail if the centre and host community are to shape an appropriate security management plan. There are also lots of variations in terms of the tolerance of organizations and their delegates for the visibility of security measures. While some may welcome such visibility as a clear sign that good security is in place, others may feel that too much profile actually spoils the experience and detracts from the kind of atmosphere most conducive to achieving the goals and outcomes attendees are looking for. Finally, there is a whole new

area of reputational management and business recovery that needs to be considered in destinations that either have or are seen as having potential for security-related incidents. In a time of growing sensitivity toward such incidents, many clients will take the path of least resistance and simply avoid anywhere that they or their clients may see as being risky in this respect. Responding to this is again a process that requires lots of communication and cooperation not just with potential clients but with other agencies and interests in the destination that have a stake in the outcome. With the pressures of global competition already requiring a lot of time and energy from centre managers, security issues present yet another demand to be addressed. But as long as such incidents continue to dominate the news, failing to give this area the attention it requires is simply not an option – and a cooperative and communicative approach is really the only way to ensure a successful outcome. Geoff Donaghy is CEO at the International Convention Centre Sydney and Director of Convention Centres AEG Ogden. Donaghy also represents AIPC on peak global body, the Joint Meetings Industry Council. For further information please contact marianne. or visit


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Flowers, Balloons and Toys on St. Anns Square in Manchester as a tribute to the victims of the Manchester Arena Attack.


Security Tightened After Manchester Arena Bombing BY AMBER JOHNSON

Convention and event venue managers across Europe are on high alert following a suicide bombing at a concert in Manchester, England, in May that killed 22 people and injured dozens more. It was the first attack that directly targeted the event industry, and it has sent reverberations through the trade show and special events world, prompting facilities to increase security measures and reassess emergency plans to cope with such an attack should it happen. Officials representing associations, venues, and show organizers issued statements following the Manchester bombing that expressed condolences and shock “Our sincere condolences and sympathies go out to all affected by the terrorist atrocity at Manchester Arena,” said a joint statement from the Association of Event Organizers, the Association of Event Venues, and the Exhibition Supplier and Services Association the day after the bombing. “We pay tribute to all the emergency services, and to the staff of Manchester Arena, for acting with great bravery and compassion in the face of such a deadly and callous attack.” Many venue and association heads expressed determination 54 July/August 2017 Exhibit City News

that terrorism would not thwart ordinary operations for the trade show, meeting, and event industry. However, some pointed out, preparedness would continue to require a concerted effort and an investment in additional security measures. “We are deeply saddened by last night’s terror attack at Manchester Arena and our thoughts are with all those involved,” said Meetings Industry Association’s chief executive, Jane Longhurst. “As we have unfortunately witnessed, the capabilities and tactics of terror organizations and criminals continually evolve. Security provision needs to be viewed as a necessary investment rather than a cost and fully integrated to maximize its effectiveness.” The National Arenas Association, which serves UK arenas seating 5,000 people or more, released a statement saying the organization was making every effort to improve the safety of arena staff and customers. “This is achieved through the sharing of best practice and advice from security advisers, the police (including counter-terrorism officers), event promoters, and organizers,” the statement said. “The NAA also provides specific training delivered by leading security and event consul-

tants to ensure that Arena staff are vigilant, knowledgeable and qualified to take appropriate action both before incidents arise, and if necessary, afterwards.” London’s ExCeL venue, which was set to host the MCM Comic Con a week after the attack in Manchester, announced enhanced security screening that it warned could cause longer line waits but would improve safety for participants. Show officials also asked those who planned to dress as cos-play characters to leave any form of imitation weapon at home. The European Arenas Association said it has been working with partner venues to improve security tactics, and that it will continue to focus on best practices going forward. “Following the special Security Symposium program last year and our follow-up safety meetings,” officials said in a statement, “the EAA will continue to take a leading role in educating its members on the newest technology and methods of securing our public sports and entertainment venues, and in protecting our tenants and guests. Our semi-annual meeting, taking place at Paris’ AccorHotels Arena, will focus on the updated information from Manchester while further sharing the best practice proce-

dures from our members. Our membership stands in solidarity with the arena, the responders and investigators working hard in Manchester and we are heartened to read of the stories of bravery and courage shown by those teams and the local emergency services.” Efforts to bolster security at domestic and international events have long been underway, though the matter has been treated more urgently since terrorism made headlines in 2016 in Istanbul where attackers detonated devices very near the city center while an international convention was taking place. The Global Business Travel Association found in a 2016 survey that 52 percent of U.S. travelers felt more secure during domestic travel, though many ranked Western Europe and the United Kingdom particularly as generally safe destinations as well. Recent incidents in London and Manchester stand to jeopardize that perception, though the reality, researchers found, was that 57 percent of those surveyed said they believed that terrorism could take place anywhere and that they rely on organizers and venues to have solid security measures and responses in place.




three cities. all events.

conventions 路 festivals 路 trade shows 路 concerts

imperial events security services setting the example in event security

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Mark Casasanto, Sr., CHP, Regional Operations Manager Imperial Events Security Services Mark Casasanto joined Imperial Security (now Imperial Events Security Services) in December of 2009, bringing more than 30 years of experience in VIP Services in the hospitality, sports, and entertainment industries. Casasanto had the very unique opportunity to be part of the Closing Teams for The Spectrum and Veteran’s Stadium as well as the Opening Team for the CoreStates Center in 1996 while a member of Comcast-Spectacor and Citizen’s Bank Park in 2004 while serving as Assistant Director of Premium Services for the Philadelphia Phillies. He has been involved in many of Philadelphia’s highest profile events over the last quarter century including Live Aid, Hands Across America, 1997 Stanley Cup Finals, the 2000 RNC, the 2008 and 2009 World Series and Victory Celebration (2008), the 2015 World Meeting of Families (Papal Visit) and the 2016 DNC. Before starting his tenure with Imperial Security, Casasanto served as Director of Team Liaisons for the 2009 CONCACAF Gold Cup Soccer Championships himself serving as the United States Men’s National Team liaison to the City of Philadelphia. Currently, Mark serves on the Safety Committee for the William Penn Charter School in East Falls is an active member of the International Live Events Association (ILEA) 56 July/August 2017 Exhibit City News

Are the challenges distinctly different in trade shows than other events? One of the biggest challenges facing our industry is the fact that we welcome briefcases, backpacks, tote bags and assorted novelties into our venues. In the world of conventions and trade shows, it’s how business gets done. In other public venues such as stadiums and arenas, there are various measures of control factors when it comes to such items. That puts a lot of unchecked and sometimes, unattended bags and freight on our show floors at any phase of a show from move-in to move-out.

and American Society for Industrial Security. Do trade shows require a different approach to security? Trade shows do need to take a different approach to security for a variety of reasons. It’s safe to say that the “assumption” of trade shows being a benign environment while flying under

the proverbial “radar” of any associated security threat(s) is long gone. In 2017, you really don’t know where the next challenge will come from… it may be an unseen, unheard physical threat to a venue, organization or a keynote speaker, a cyber attack to operating systems, a protest that quickly spirals out of control or a simple case of workplace violence.

How does the trade show/ convention landscape change the impact to your security strategy? That’s a great question in that, there are trade shows and conventions that traverse a fine line between that of a public access show and your traditional “registration / badge” required association /organization multi day event. There are more and more major events like concerts and off-site activities being held within said shows that have specifically different needs and security concerns. In terms of security planning, you need to be broad minded and all encompassing, it’s not business as usual in this industry any more.

The expertise of each participating law enforcement and public safety agency is critical to the success of a coordinated security plan. Does your agency work with state and local agencies in developing plans to deal with potential domestic and international terrorist threats? There are times that we work directly with law enforcement and government agencies, the norm there being that the smaller the municipality, the more likely you are to be working directly with the police chief, sheriff, city commissioner or even the mayor in some cases. It’s funny, if you look through my phone contacts, I’d venture


to say that I have more small town and law enforcement officials saved than that of my large Italian family. Seriously, in larger cities like Philadelphia, Baltimore and DC, all of where we manage large conventions and public events, strategic security efforts are generally managed from the top down with each key “player” if you will, understanding the game plan and their collective role in it. Not unlike a football game, everyone must own their end to successfully complete and manage a winning effort and positive results. Issues such as vandalism, thievery, health-related issues like unintentional pandemics - can destroy an event or its host com-

munity ‘s reputation. What practices can an organization put in place to facilitate a safe and successful event? Truth be told, you have to be honest at every level. If there are continual problems between exhibitors, such as petty theft, sabotage or vandalism, a host association is going to need to draw a line in the sand somewhere and start policing the repeat offenders. If you let situations fester through the run of a show, it’s likely to carry on through the years building like a rolling tumbleweed. Eventually this will impact your exhibitor retention rate and without a healthy core of exhibitors, trade shows don’t remain viable. Similarly, current events are coming into play more often

and are directly affecting attendance numbers at even the most popular conferences and conventions. Despite years of planning, you can’t expect attendees to travel somewhere that’s become a hot bed of uncertainty be it economic, health or safety-wise. This is particularly important for those traveling with families. It’s almost as if you need to have a crystal ball and be a visionary during the planning process. Plain and simple, destination variety is a wonderful thing, but don’t over think it… sometimes the sexy, exotic choice is not the best choice. Do you think it’s important to know the amount of expected publicity that Continued on p. 58 July/August 2017 57

TEN QUESTIONS Continued from p. 57 you expect the event to generate? Absolutely, before we sign on with any event, we generally check out the social media content and buzz surrounding said event(s). We will also do a fair amount of research on-line with official and any related or spin off websites as well as queries to previous venues. It helps identify the demographic and any potential hot button issues. Overblown hype….? Perhaps. But in the end, social media and on-line research provides amazing insight into the alphabet soups of organizations and associations that we may eventually contract with and have to manage both on-site and off. Is the type of event and the type of public that the event will attract a guideline in the type of security that you will need? Indeed. You can’t apply a cookie cutter type approach to any event. Quite frankly, it’s a recipe for disaster. You have to know the event, the venue, the demographic and every idiosyncrasy that may fall within the profile of the group resume before you create a security plan, schedule and ultimately staff an event. Big guys in black suits are not the need at the front door checking badges to an exhibit full of architects. Likewise, the sweet, smiling, do anything for you staffer who dons their uniform with pride and professionalism should not be the staff person assigned for access control at a beer fest. Would you say that the industry has embraced recent technologies? It’s tough to say as each com58 July/August 2017 Exhibit City News

pany, venue and host community are basically responsible for their own policies and procedures and having their third party contractors comply. I can tell you, that from a staff friendly perspective, we are constantly looking to give our employees more access to schedules, assignments and general or breaking information. For example, we just wrapped up a major public show during which a late decision was made to open early on the final day of the show to accommodate huge crowds. With the reality that we could have potentially opened the show with staff arriving simultaneously to the open, we enacted our mass text system asking staff to arrive an hour early. Over 75% of the assigned staff arrived earlier than their original call time and we managed a flawless open. Our client was extremely pleased, as was the venue and equally as important, it gave our staff an ownership stake and inclusion in the event. Not only did they responded in kind, but they actually added another payable hour to their work week. What emerging technologies do you see influenc-

ing how you will manage your day to business? Not that it’s an emerging technology but I do see in the very near future many convention centers and expo halls streamlining access into the venue through certain “main doors” or identified thoroughfares. The Swiss Cheese pattern of entry to public facilities has fallen victim to the world in which we now live. With that, I would expect that trend to include bag checks and possibly even magnetometers at entrances to each facility. Do you anticipate an impact on the security industry when using database management, image processing, or facial recognition? Unfortunately, I do see a potential impact on the industry, it’s hard not too… but it’s a result of the world we live in today. Just look at the scrutiny of the TSA. Fair or not, no one wants their day or night made longer by standing in line being told what to do, where to go and when to do so. It’s going to take patience, cooperation and understanding every step of the way and on all fronts. We’ve

already seen longer lines at registration counters at various convention centers and it’s definitely affecting the way we are beginning to go about our business. It’s starting to put undue pressure on front line staff at access control points from attendees or exhibitors who are just refusing to wait to get properly credentialed. The end result is the need for more senior staff or supervision at these posts to diffuse and direct. Ultimately that drives up the cost of doing business and the cost to attend. As technology evolves, safety and dare I say, user convenience and feasibility needs to be earnestly considered in regards to credentialing recognition programs, be it touch, imaging or voice. We are an impatient society to begin with, imagine the stress of reaching sales quotas or landing a highly sought after piece of business while on a tight schedule and a limited window of opportunity and then someone in a uniform giving you instructions contrary to your mission in mind... That’s a powder keg of frustration on all ends, so yes, it most definitely impacts everyone.



In today’s world, it seems as if new technologies are popping up in every dimension and space. While these technologies feel new age and revolutionary, some of them have little use in the B2B world. They are not disruptive, but rather are seen as a novelty. However, companies are beginning to understand that technologies can serve more than one purpose. AR (augmented reality) and VR (virtual reality) are token examples of this. In the B2B environment, AR and VR are relatively new technologies, however this is not the first time we are seeing them used in trade shows and events. In previous years, they were typically used for games that had little if any relevance to the actual product companies were selling. However, companies are becoming more creative with ways to utilize AR and VR platforms. Instead of acting as a “luring” technique, these technologies are becoming vital to trade show booths and sales strategies. Companies such as Cisco and Dell are 60 July/August 2017 Exhibit City News

using Kaon Interactive’s High Velocity Marketing Platform to display fully scaled 3D product models for sales and marketing purposes. These companies can now take advantage of Kaon’s platform to immediately deploy their existing 3D product demonstrations in AR and VR, within trade show spaces, giving attendees access to more engaging experiences that communicate unique product and solution differentiators. Now, the substance of AR/ VR content is more important than ever. Gone are the days of irrelevant AR/VR used to beguile customers into booths. Instead, these technologies are becoming a staple in B2B marketing and sales techniques. Additionally, companies will see more meaningful customer engagement within their booths and beyond. With AR and VR, customers can see products in their actual physical work space, rather than confining them to the booth’s environment. They can then contextualize the benefits of that solution

because they have a clear mental image of how the product fits and works. This will dramatically increase effectiveness of marketing in trade shows, allowing companies to reap the benefits of having these engagements at every phase of the buyers’ journey. AR and VR elevates the customer’s experience of actually seeing the product, to experiencing it first-hand

and in its potential space. These innovative technologies are opening up a new realm for trade shows and events by allowing companies to control how their customers interact with their products, as customers engage and select information relevant to their business needs. Additionally, VR experiences will help focus customers, as they

AR and VR elevates the customer’s experience of actually seeing the product, to experiencing it first-hand and in its potential space.

will be less likely to become distracted by surrounding booth commotion because they will be fully immersed in a virtual world. Not to mention, the initial “wow” factor of these technologies will help draw customers into your booth not necessarily because they are interested in your product, but rather the technology you are using to display it. @ExhibitCityNews

This will push more traffic into your booth, inevitably creating more customer engagement opportunities. Finally, AR/VR is also changing what companies physically need to bring to trade show events. With these technologies, customers don’t need to be in front of a physical product to interact with it. Instead, they can interact with it

through virtual AR and VR experiences. Companies will be able to save a fortune on shipping costs because they no longer have to lug their products to various shows. With AR/VR, companies can actually uncover new ways to communicate features and benefits that are a challenge (or even impossible) even when the physical products are present.

With the rise of AR and VR in the B2B space, companies are crafting innovative ways to utilize these technologies. This creativity is becoming disruptive in the tradeshow and event space. Soon, instead of booths filled with large clunky industrial products, we will see spacious booths adorned with virtual products that customers can interact with in the appropriate space. The key however, is in creating relevant AR and VR content that communicates why customers can’t live without your products and solutions. If you can achieve that, AR and VR will greatly surpass being novel within your trade show booth. July/August 2017 61



In this second of a three-part series, we continue to dig into some of the most important things I’ve learned in the last 20+ years about Creative Direction. We will discuss a number of ideas to help your team succeed, and some things to avoid If you were to poll a room full of Creative Directors (well… any business leader, for that matter) as to what their most important role was, you would undoubtedly get quite a variety of answers. They would range from financial to 62 July/August 2017 Exhibit City News

creative in nature, but I would offer this: The most important, foundational role of a leader is simple. Advocate for your team. Sure, there are lots of important func-

tions that we play, and a typical Creative Director (if there IS such a thing) is in a constant state of juggling responsibilities, projects, personalities, and deadlines. But a Creative Director’s success is measured by the success of the team. They must rely on their team to do the majority of the actual work. As we discussed in Part 1 (link to previous article here), micromanagement is the cardinal sin for a Creative Director. We have to trust our teammates to not only do their jobs, but to do a great job. In order to do that, they need to invest themselves in their work. If we are going to trust them, our teammates need to be able to trust US. We are asking them to “go to war” with us… to invest their passion, to give up nights or weekends. They need to know we have their best interests in mind. They need to know that we have their back, that we are willing to ask for the

things they need, and to defend them from outsiders who are critical. They need to believe that behind closed doors, we aren’t throwing them under the bus. Nothing will ruin a team faster than a leader who blames their teammates or takes credit for their success. Which leads me to my next two points… Give away the credit. Most of the time, good ideas are the result of collaboration. In the best cases, nobody in the room might even know who actually had the idea. Often, a Creative Director is a leading contributor to the “big idea,” but it rarely begins and ends with them. As already stated, one (or more) of our teammates is usually involved in a lot of the heavy-lifting. When a project is successful, they will be proud of their contributions. It is crucial to make sure they get credit for it... even if a lot of it belongs to you. Your teammates will see it, and they will appreciate it. As a young designer, I’ve had others take credit for my ideas and hard work, and I’ll never forget what it felt like, or how it affected our team. Take the blame. Seriously. If we are measured by the success of our teams, then failure is on the Creative Director. This is the tough part of the job, the one that most people would rather not sign up for. However, chances are that you have a different relationship with senior leadership than a young designer does, and are a lot more secure in your position and your psyche. A leader who takes the blame for his team will earn their loyalty and respect. And I know from firsthand ex@ExhibitCityNews

perience, they will rally around you in the future. Nobody wants to fail a leader that they respect. Conversely, nobody wants to go the extra mile or work all weekend for someone that will throw them under that bus. While a good Creative Director advocates for and defends their teammates externally, it’s still important to correct behavior and address performance within the team. Don’t confuse advocating for your teammates with turning a blind eye to deficiencies or pretending everything is perfect. It’s incredibly important to continue building, growing, and improving your team. But it’s also important HOW you address those issues with them. Be constructive, but honest. Treat them like adults, and do it in private. I’ve never resented a boss who pointed out areas I needed to improve or critiqued my performance if they were fair and honest. I usually agreed with them, and their guidance helped me become better at my job. It also helped make the team stronger. Balance. Another way that we need to advocate for our teammates is to protect their personal time as much as possible. It’s true that sometimes asking your team to work nights or weekends can’t be avoided. However, it’s incredibly important to make sure it’s the exception and not the rule. I’ve seen many good designers leave their employers because they were burned out. Build a good stable of freelance talent, and tap into it instead of constantly asking for overtime. When you do ask for overtime,

balance it with some extra time off. Don’t make the mistake of equating the amount of overtime someone works with their value. Instead, encourage production and impact. One of the best bosses I’ve ever had said to me on my first day on the job, “I don’t care when you get here or when you leave. Just

Don’t make the mistake of equating the amount of overtime someone works with their value. produce.” There are a few ways to interpret that statement, but at its core, it’s about assigning value to what someone contributes or produces… to how they impact the organization; as opposed to how many hours they worked. Too often, we think that we will get more out of someone if they work more hours. It may work in the short term, but if someone’s worklife balance is off, it won’t end well. And it will be our fault. Have fun. Actual fun, not FAKE fun. We’ve all seen the proverbial pool table or pinball machine in the office. Somebody decided

it would make the company look creative and fun if they put it there. But if it’s just a prop, it’s annoying, not fun. If your company has the kind of culture where people are encouraged to play games and it is an accepted part of the culture, that’s fantastic. But in most places, nobody ever gets to play pool. We’re all too busy, and we know what it looks like to others if we are screwing off, playing pool. I’ve also seen Creative Directors take their whole team to do something they thought would be fun, like going to an art museum, or bowling. That might be fun, but it might be something they have no interest in. Instead, get to know your team, and what they like to do for fun. Incorporate that into a team-building activity or trip. My last employer has a pingpong table that doubles as a conference table. Some of the guys started having tournaments at the end of the workday, and it became a regular part of the culture. That’s pretty cool, and it’s real, actual fun. But most of all, try to keep the work fun. Try to stay positive and encourage a fun environment that doesn’t take itself too seriously. Encourage each other and celebrate your successes together. Be genuinely thankful for the efforts of your teammates, and make sure they know how much you appreciate them. We are blessed to be in an industry that is a lot more fun than most. We are surrounded by creative people with odd sensibilities and numerous talents. If you and your team can’t have fun on a regular basis while you are working hard, you are doing it wrong. July/August 2017 63


The Mighty Midwest When it comes to industry news in the Midwest, Chicago has to be the focal point, so let’s start with exhibit and display solutions provider Nimlok Chicago, which recently received a 2017 Compass Award of Merit for marketing excellence in the Marketing and Sales Collateral category from the Transportation Marketing & Sales Association. The Compass Awards Program annually recognizes

the best and most relevant marketing and sales initiatives within the transportation and logistics industry. Nimlok Chicago, who handles trade show asset transportation and logistics solutions for more than 200 clients each year, received the Compass Award of Merit in the Marketing and Sales Collateral category for successfully launching and promoting a website rebranding campaign in April of 2016.


64 July/August 2017 Exhibit City News

“Our incredible team worked tirelessly to execute our website rebranding,” said Deb Venable, president of Nimlok Chicago. “We are honored to receive this award and to be recognized by the TMSA for marketing excellence.” Congratulations to all! Congratulations are also in order to RR USA, Inc. for an exhibit that was designed and built by The Tradeshow Network Marketing Group based in Chicago.  This booth was selected as one of the Standout Exhibit Ideas selected by the E3 Exhibiting Effectiveness Evaluation Team at the World of Concrete 2017 Show, which was recently held in Las Vegas. Team members described the booth as an “eye-catching colorful back wall using large line drawings and good lighting to quickly let attendees know what they sell.” In other Chicago news, CORT Trade Show & Event Furnishings, the nation’s leading furniture and accessories rental company, recently opened a new distribution center in the Chicago

metro-area. The new facility, actually in Woodbridge, Ill., has doubled the size of its previous facility. The expanded Chicago location will continue to serve customers across 12 Midwestern states as well as Toronto, Canada, as it has been since 1998. “Our new facility will allow us to better serve our customers by increasing our inventory availability and product offerings,” said Tom Kronemann, general manager, CORT Trade Show & Event Furnishings. “With the growth of our business, we will also be adding more employees, investing in more equipment and implementing new technologies.” In Lombard, Ill., TradeTec Skyline, a premier full-service trade show exhibit house, has been named as one of the 2017 Best Places to Work in Illinois for the second year in a row. This statewide survey and awards program was designed to identify, recognize and honor the best places of employment in Illinois, benefiting the state’s economy, workforce and businesses. Among some of the benefits of working at TradeTec: Free PTO (paid time off) on your birthday, multiple chair massage days each year, bonus plans, company outings and in house ping-pong matches. Hey, you guys need anybody? Ken Buckman, founder and CEO of TradeTec, was both humbled and excited with the news. “18 years after founding this company I continue to be amazed at how we have grown as a business and as a team,” he said. “All I can say is TradeTec Rocks!” In Woodridge, Ill., news,

Orbus Exhibit & Display Group, one of North America’s leading trade suppliers and manufacturers of display, exhibit and event solutions was proud to see their company’s Exhibit Design Director, Dave Fugiel, as a featured speaker during the KeyShot RenderWorld 2017 conference, which took place in May in Huntington Beach, Calif. Fugiel presented how Orbus uses KeyShot to design thousands of exhibit and display images for off-the-shelf product offerings as well as custom exhibit designs. Other companies with speaking presentations during the two-day event included Bose, Caterpillar, Fellowes, Samsung, Stanley Black &

Decker, Sonos and Wilson. In Detroit, Michigan, the Cobo Center, site of this year’s Sustainable Brands (SB’17) conference, billed as the largest global convening of brand leaders and sustainability practitioners, held in May, has achieved recertification to the ASTM Venue Standard, the premier global sustainability standard for the meetings and event industry. Cobo Center, Detroit’s main convention and exhibition venue and center piece of the downtown civic center, was initially certified in 2015 to the ASTM Standard, and was the 9th US facility to do so. The venues standard is one of the nine standards developed

by the meetings, conventions, exhibitions and events industry to provide event planners and suppliers with specifications for producing events in a more sustainable manner. The ASTM certification is the fifth for Cobo Center related to sustainability efforts. In 2012, Cobo became the largest Green Venues Michigan facility. In 2014, Cobo was designated an EcoWorks Sustainable Communities Champion, and in 2015 the Detroit Free Press named Cobo Center a Detroit Green Leader. In 2016, Keep Michigan Beautiful awarded Cobo Center their highest honor, the KMB President’s Plaque. Claude Molinari, general

MEET IN A PLACE WHERE YOU MATTER. COBO CENTER | CENTERED AROUND YOU Welcome to a place where you can be part of something. Where a city and center are humming with energy. A place where you can actually feel good about a meeting. Where people go out of their way for you because that’s what we do. Because here, you matter. What matters to you? Value? Service? Sustainability? A positive voice guiding you, every step of the way? We get it. We have reinvented this city and center for you. COBOCENTER.COM




manager of Cobo Center, said, “We continue to make strides in improving the sustainability of our offerings, including a new kitchen and food court composting program. Getting recertified to the ASTM Green Meeting Standard and hosting SB’17 signals that our efforts are truly world class.” Also in the Motor City, The Detroit Metro Convention & Visitors Bureau has just launched an improved and mobile-friendly visitdetroit. com website. The redesigned interface combines, and the Visit Detroit blog, providing a comprehensive online experience for users. Continued on p. 66


I have known Cedric for years and he is one of the best people I know! Aways friendly, flexible and professional – and willing to do what it takes every time. MOLLY BRIGGS PRODUCER GEORGE P JOHNSON July/August 2017 65

REGIONAL FOCUS Continued from p. 65 “The new and improved offers the best possible online experience for leisure travelers and convention attendees,” said Larry Alexander, DMCVB president and CEO. “Enhanced functionality, planning tools and carefully-crafted itineraries will provide visitors with the resources they need to plan a visit to our region,” said Alexander. The website offers a mobile-friendly design and an advanced search function. Planning tools include itineraries for any interest, and an in-depth mapping feature, providing things to do, dining options and hotels categorized by location or event throughout Wayne, Oakland and Macomb counties. Up-to-date develop-

66 July/August 2017 Exhibit City News

ment news will also be available to ensure users are on the brink of the region’s progress. Meeting planners will also have access to promotional tools, including downloadable images, videos and copy to promote conventions hosted in metro Detroit. The Duke Energy Convention Center in Cincinnati, Ohio, was recently presented the Facilities & Destinations Prime Site Award for the sixth year in a row. Selected by meeting industry executives, the award is given to North American convention facilities that are considered to be some of the best environments for learning, engagement, and networking. Managed by Spectra Venue Management, the DECC is one of 12 Spectra venues to make

the Facilities and Destinations’ Prime Site Awards list for 2017. Sites chosen display a variety of factors including LEED certifications, diverse and convenient hotel packages and exemplified client satisfaction. “We are honored to receive this prestigious award for the sixth year in a row,” says Spectra’s Ric Booth, general manager at the DECC. “Our venue has become an example of business, government and the community working together to make our public space one of the best in the country. I am proud to share this award with my team, the City of Cincinnati and our partners who help drive our continued success.” Speaking of convention centers, the Minneapolis Convention Center, the largest indoor, contiguous convention center in the Upper Midwest, has begun using its recently installed stormwater storage system, which will keep an estimated 5.4 million gallons of stormwater from running off and into the Mississippi River each year. A series of large rainwater storage pipes buried under the center’s marshalling yard collect runoff from the building’s roof, with a total storage capacity of 250,000 gallons. The stored water will be used to irrigate the landscaped areas all around the center, becoming the primary source of water for the facility’s irrigation system.   The system captures water from about 10 acres of the building’s roof and stores it in a network of 10- and 11-foot diameter corrugated steel pipes until it’s needed for irrigation. In addition to reducing stormwater runoff to the river, it also

significantly lowers the center’s water costs by reducing the amount of potable water the center has used to irrigate its green spaces in the past. This major project recognizes the importance of the Mississippi River and the region’s lakes. As Minneapolis has embraced the riverfront in recent years as a draw for recreation, visitors and new businesses, the City of Minneapolis and many partners have invested in efforts to reduce the amount of stormwater runoff from properties in the city, which carries pollutants into the storm sewers and into our lakes and river. This project will further the MCC’s efforts to attain United States Green Building Council LEED for Existing Buildings: Operation & Maintenance certification. The rainwater project will help by meeting the LEED credit requirements for Rainwater Management. No Midwest report would be complete without mentioning the myriad goings-on hosted by the EDPA Midwest, especially its recent “A Spring Social @ GameWorks in Schaumburg,” an evening of networking, food, drinks, and games, followed by a social media meeting at the Itasca Country Club. Known for their many enjoyable outings and events, upcoming events for EDPA Midwest include the Chicago Randy Golf Outing at Seven Bridges on July 31, a Charity Bowling Event at Pinstripes Oakbrook on Sept. 12, and the Presenters Challenge at the Itasca Country Club on Oct. 26. See you next issue for our Central States report.

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YOUR BRAND EXPERIENCE @ExhibitCityNews July/August 2017 67


Ken Viscovich: The Most Interested Man in the Tradeshow Industry BY JIM WURM, EXECUTIVE DIRECTOR, EACA

He could pass for the actor who portrays the “most interesting man in the world.” But Ken Viscovich has far more important things on his mind than shilling for an imported Mexican beer. To the contrary, Ken has built a career of success, and significant impact on our industry, by focusing on the interests of others rather than by making an effort to be “interesting.” So it is left to those of us who have had the pleasure to work with Ken, and who know him well, to inform everyone else that makes their living in our great industry why we owe him our sincere debt of thanks. A Career Carpenter and Carpenter Representative Ken Viscovich has been a member of the United Brotherhood of Carpenters since 1969. He spent the first 20plus years of his career honing his skills and plying his craft. Since then he has represented the interests of the UBC as the trade show industry’s international representative. As 68 July/August 2017 Exhibit City News

international representative, his primary responsibility is to represent the interests of the carpenters in collective bargaining negotiations with trade show industry contractors. While his job description is not remarkably different than those of international representatives for other trades that service our industry, his performance is. “Ken has been a great leader for the tradeshow industry union workforce and has made many important contributions on behalf of labor, and the industry atlarge. He will be sorely missed.” – Bob Lessin, International Rep-

A Different Mindset In an industry that is often beset by challenges borne from those whose business philosophy is exclusive, Ken is only interested in those ideas and initiatives that are inclusive and egalitarian. While his prime directive is to negotiate for the best possible contract for his carpenter members, he also recognizes that our industry only works when all industry stakeholders have a fair chance to succeed. His outlook is decidedly ‘win-win,’ which is not only evidenced by the awards and recognitions he has received, but also by the industry careers he has influenced.

resentative (Ret.), International Union of Painters & Allied Trades

“Among his many duties and accomplishments, Ken served a critical role at the UBC national conventions. He oversaw all aspects of the event registration area, was a tireless worker and helped ensure things ran as smoothly as possible.” – Justin Weidner, Chief of Staff for General President McCarron, United Brotherhood of Carpenters

“What I most appreciate about Ken is his love to stay connected with people. As a member of the Exhibitor Advisory Committee, he makes sure to stay on top of our issues and concerns even when he is covered up by other responsibilities. And even when I haven’t heard from him in a while, he makes a point of contacting me when he comes into town to see if we can get together. While we do talk a little

shop, his greatest contributions come in the form of advice or recommendations on what to do better, which, for me, is huge. I congratulate him on his retirement, which I know he’s looking forward to, and thank him tremendously for all of his contributions to our industry. I’ll miss him but I know where to find him when needed!” – Dominique Cook, CTSM, Exhibits Manager, Marvin Windows & Doors

Industry Initiatives Ken was the first Union director on the EACA Board of Directors when the association was established in 1998. He fully embraced the EACA philosophy of inclusiveness and served admirably on a Board that included representation from every segment of our industry. Ken consistently impressed other directors with the depth and breadth of his knowledge of their businesses and industry challenges. Whenever an industry challenge was raised at a Board meeting, Ken was always one of the first to speak up for any and Continued on p. 70

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RETIREMENT Continued from p. 68

»»  Universal ID protocol – He was the first to recognize that the industry would benefit from a standardized approach for a worker ID program for gaining access to venues for show move-in and move-out. »»  Drug & Alcohol Testing – Ken has always been passionate about the workforce he represents as is evidenced by his desire for every convention center to embrace random drug and alcohol testing. His constant objective is to make sure that his Union member brethren have an opportunity to pursue their life’s work in a safe environment where they don’t have to fear injury, or worse, at the hands of another worked that is impaired. He worked tirelessly with the Washington Convention Center, the DC area contractors and both the carpenters and teamster locals in Washington, DC, to establish our nation’s first drug testing program. Since then he has been a constant advocate to develop drug and alcohol testing programs in all carpenter jurisdiction convention cities. 70 July/August 2017 Exhibit City News

»»  Training – Industry Specific, Customer Service & Safety – Nothing makes Ken more proud than to talk about the carpenter training programs and to provide tours of the International Training Center in Las Vegas. He has long recognized that the carpenters are in the business of providing quality, skilled labor to our industry and understands that as event materials and exhibits evolve, his carpenters need to engage in continuous training so they can deliver the best service possible. »»  National Labor Management Conferences – Ken envisioned, promoted and produced the first of its kind National Labor Management Conferences at the International Training Center in Las Vegas. Attendance at these events was a who’s who of industry leaders including show organizers, venue management and leaders from most of the national industry contractors. These conferences provided a forum to tackle the industry’s toughest issues by creating a collegial environment of collaboration and innovation. “Thank you for your many years of service and dedication to our industry. Your leadership, vision and tireless effort to create the partnership between the UBC and our industry stakeholders has helped create a bright future for us all. Your work has engendered a spirit of cooperation that will endure for many years to come. Kevin has big shoes to fill!” On behalf of all of my colleagues at Renaissance Management, here’s wishing you all the best as you move into retirement.” – Steve Johnson, President, Renaissance Management

Industry Awards/Recognitions 2007 EACA Intrepid Award

The EACA Intrepid Award is awarded to the individual, organization or consortium that has the ability to have a sense of what is right and proper and decent in the midst of turmoil. The EACA Intrepid also recognizes the quality of character combining courage and staying power. In business, and specifically in the trade show business, grace and fortitude under pressure is the capacity to focus attention on the needs of the customer at all times; particularly when the pressure hits. “Ken has been a constant supporter of the EACA’s efforts to innovate improvements in trade show customer service. While on the Board of the EACA, Ken suggested the development of an industry task force that could take on huge projects such as drug testing, and the development of the Universal Photo ID protocol. For all his tireless efforts to improve exhibitor servicing and to make the trade show floor a safer place to work, Ken is a highly regarded recipient of the 2007 Intrepid.” – Steve Hagstette, Senior VP Operations, Freeman

2010 IAEE Chairman’s Award The IAEE Chairman’s Award honors an individual whose assistance to the IAEE Chairman has been meritorious. Recipients are recognized for going above and beyond in their service to the IAEE Chairman by helping grow both national and international relationships. “Ken is a deserving recipient of the IAEE Chairman’s Award. His commitment and advocacy for a drug-free workplace has served all segments of the exhibition and events industry.

The entire industry — exhibitors, contractors, labor, facilities, show attendees and show organizers — will be safer and more productive thanks to the efforts of Ken Viscovich and others who believe in the value of a drug-free workplace.” – Randy Bauler, CEM, IAEE Chairman, American Association of Critical Care Nurses

A Fond Farewell While it can be a daunting task to sum up the career of one of industry’s most impactful leaders, it could be that the best way to sum up the career and legacy of Ken Viscovich is in his own words. While in Washington DC recently for the 4th Annual Exhibitions Day, Ken was accompanied by the incoming International Representative for the UBC, Kevin McLaughin. Along with making introductions to the leading industry professionals who were also in attendance, Ken took time to impart some vital words of wisdom. He said, “If I’ve accomplished anything in my career as the UBC representative to this industry, it’s because I’ve made my primary focus to get to know industry colleagues as well as I can. I like to know not just about their jobs and their business goals, but also about their career backgrounds, how they got to this industry, and their personal interests as well as their families. I made it my career mission to be interested, rather than interesting.” And in doing so, Ken Viscovich has not only become our industry’s most interested man, he is also the most interesting.

Photo by

all stakeholders that might be disadvantaged by the challenge being discussed. Most importantly, Ken blazed a trail for future Union representatives to the EACA Board with his example. Because it was Ken who recognized that the workings of the EACA Board could be improved upon by the formation of an Exhibit Industry Task Force that included representation from all industry segments, and all industry trades. It was through his work at the EITF that Viscovich envisioned the greater potential of our industry through connection and collaboration. His leadership was instrumental in creating great value for our industry through these good works:

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Thomas Patrick McKernin 3/27/1939 – 6/4/2017

Age 78, Army Veteran; beloved husband of Sharon (nee Hart); loving father of Sheila (Christopher) Sawatski, Lisa McKernin (Seth Piper), Thomas McKernin, Chuck (Gina) McKernin, Julie (Timothy) McKernin Shaughnessy and Brian McKernin; devoted grandfather of 14; cherished great-grandfather of 17; dearest brother of Jack (the late Mary) McKernin, Edward (Joyce) McKernin, Mary (Kenneth) Johns, Carol (Thomas) McMahon, Edie (Terrence) Fogarty

and the late James (Barbara) McKernin; dear uncle of many nieces and nephews. Visitation and funeral were held at Lawn Funeral Home, 7732 W. 159th St., Orland Park, followed by a St. Christopher Church Mass. Interment was private. In lieu of flowers, memorials in Tom’s name sent to Thoracic Oncology - Northwestern Memorial Foundation, 251 East Huron Street, Galter Pavilion, Suite 3-200, Chicago, Illinois 60611 - would be appreciated. For more info, call (708) 429-3200.


Be Part of the Story: Over 70 scholarships awarded to date Over 132 families helped through the Randy Smith Memorial Golf Classic Giving back to students, the Fashion Institute of Technology (FIT) and Bemidji State University

Thank you to all our Founding Grantors and Grantors

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A Legacy of Giving Join us today and make a difference! Lean more at 72 July/August 2017 Exhibit City News

please contact: Jeff Provost, Executive Director, EDPA or call 203.557.6321

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MEC Moves To Romeoville


nvesting in new real estate has always been a tell-tale sign of a growing business and that’s just what Metro Exhibit Corporation has done by purchasing a building and moving their corporate headquarters into the new space at 1308 Marquette Dr. The 40,000 sq. ft. facility easily contains all of their fabrication and construction capabilities along with a full design suite, engineering, print production, and extensive storage space for the large client base they service from this location. “We are pleased MEC has chosen Romeoville for their

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74 July/August 2017 Exhibit City News

corporate headquarters. We look forward to working with them as they continue to expand their business,” said Romeoville Mayor John Noak. Brian Phebus, MEC’s owner and Tom Bacha, MEC’s President could not be more excited to show off the new location. They created the office space to not only demonstrate MEC’s space planning and design prowess, but it also utilizes materials and techniques often represented on the exhibit show floor so the office doubles as a show room to visitors and guests. This is a major move toward

the future for a company that began with 2 employees and a telephone in the basement of the Phebus household. “We are all proud to be part of a company that continues to grow and evolve year after year” said Bacha “and I know Brian’s Dad who started the business 30 years ago, would be most proud!” “Buying the building is part of our long term investment plan,” said Phebus. “The entire company is energized. The best way to predict the future is to create it - and that’s what we plan on doing.” MEC is a privately-held

Left to right, Brian and Brenda Phebus with ECN’s Don Svehla

company based in the Chicago area. For more than 30 years, MEC has worked with businesses ranging from Fortune 500 companies to small startups, bringing their brands and messaging to life. MEC is a one-stop-shop providing turnkey services for the entire trade show program, from general contracting to logistics planning and on-site supervision.

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EAT Start your Chicago morning with a great breakfast at Wildberry Pancakes & Café, located at 130 E. Randolph Street, offering a wide variety of sweet and savory classic American crepes and omelets. Or enjoy some homemade corned beef hash. In the evening, indulge in a fabulous dinner at Joe’s Seafood, Prime Steak & Stone, located at 60 N. E. Grand Avenue. This restaurant serves everything from filet mignon to fried chicken; pick your favorite and enjoy a delicious meal.

SLEEP After a busy Chicago day, slip into the comfort of the immaculate, comfortable rooms of Palmer House-A Hilton Hotel, located at 17 E. Monroe. This recently renovated hotel offers an exceptionally professional staff to meet all your needs. Once you’re settled in, you can walk to the union stations. For something more affordable, the Miami Inn & Suites is located at 9041 S. Cicero Avenue. This is a great Chicago choice with great reviews, and they offer flat screen TVs and dependable Wi-Fi. Plus, its located right next to a pharmacy and a WhiteCastle Burgers, just in case you need some kind of a pick-me-up.

McCormick Place


cCormick Place is the largest convention center in North America and consists of four interconnected buildings near the shore of Lake Michigan, approximately 2.5 miles from downtown Chicago, Ill. For event attendees, the center provides three lots consisting of 5,800 parking spaces. I’m sure a lot of you reading this remember the fire that destroyed the exposition hall on January 26, 1967, and took the life of a security guard. Many lessons were learnt and many precautions were taken to avoid anything similar occurring in the future. But this convention center came back

76 July/August 2017 Exhibit City News

By Kathy Anaya

bigger and better than ever and is now made up of 2.6 million sq. feet of exhibition space and offers 11 different exhibit halls. So whether you are planning a tradeshow, convention, corporate meeting or special function, McCormick Place is the ideal spot for your event. The center also has one of the biggest ballrooms in the world for gala events. Attendees and visitors, make sure you go to the McCormick Bird Sanctuary and enjoy a mix of short prairie grasses and flowers such as yellow cornflower and black-eyed susans, plus a host of other beautiful plants. With more than 500 shrubs planted, you can just sit and enjoy the pond and bur oaks.

PLAY Chicago has all the offerings you’d expect, from world class museums, shopping districts and nightlife to attending a game at Wrigley field. If you’re looking for just a half day of excitement and want to see some amazing sea life, go to Shedd Aquarium, where you can participate in animal encounters and feeding experiences and go on a behind-the-scenes tour. Walk in Grant Park and get a breathtaking view of the Buckingham Fountain that sits on 319 acres. The one place definitely not to miss is the Navy Pier, which has an amusement park and an 18-hole miniature golf course. If the kids are in tow, visit the Chicago Children’s museum, with exhibits from treehouses to firetrucks. Young or old, there is always something to do in Windy City.

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People on the Move


rbus Exhibit & Display Group is pleased to announce the addition of John Lundberg to the company’s sales team as national sales manager for its promotional distributor customer segment. Lundberg, an industry veteran, has a proven record of success in sales and marketing roles at a number of promotional product suppliers, beginning his career in the ‘80s and contributing to the growth and advancements of several companies since then. Lundberg joins Orbus’ national sales team of more than 60 representatives, and brings knowledge of the industry necessary to support the company’s efforts in serving the promotional products industry. “I look forward to helping Orbus further develop their already extensive product line and services for the promotional products industry,” stated Lundberg. Nimlok Chicago is proud to announce it has added Vicki Nichols (above right), project coordinator, and Eric Thompson, storage coordinator, to its growing team of exhibit and display professionals. Nichols, who brings with her 10 years of experience in human services, will assist the team in streamlining processes surrounding client projects. Her role will help the team manage more complex solutions for more clients. Bringing with him five years of warehouse experience in the trade show manufacturing industry, Thompson will assist in managing client assets in the company’s Des Plaines, Ill., warehouse facility. The addition of Thompson to the warehouse team will enable Nimlok Chicago to offer more storage and asset management services for its clients.

78 July/August 2017 Exhibit City News

By Exhibit City News

BlueHive is pleased to announce that James Miller (right) has joined its team as director of video services. A veteran of more than 1,000 video projects, Miller will enhance video capabilities for both exhibit clients and those seeking digital service through the company’s digital agency, BlueHive Media. Reflecting on the addition, CEO Paul Hanlon commented, “This exciting new arrangement not only expands the capacities already offered by BlueHive Media, but allows clients and prospects to explore how original video content can be used to enhance business needs, whatever the vertical market.” Miller will be working out of BlueHive’s headquarters in Worcester, Mass. April Hurley vice president of strategic sales at The Expo Group, has been named to the board of directors of the Exhibit Designers and Producers Association. “We’re thrilled to have April join the board. We know her skills and experience will bring terrific value to our organization,” says Donna Shultz, vice president of the EDPA board of directors. Hurley has been with The Expo Group more than 20 years, gaining experience spanning sales, account management and operations in both general contracting and custom exhibit work for both association and corporate clients. MG is pleased to announce that Amanda Ambrose (left) and Kristi Vollmer have joined its New Business Development team based in Pleasant Prairie, Wis. As NBD Associates reporting to Jodi Potirala, Ambrose and Vollmer will be a part

of the team responsible for developing client relationships. Prior to joining MG, Ambrose was in sales/account management and event coordinating for the aquatic swimwear and training industries. She is excited to work with clients on their trade show and event programs. Vollmer has been in the exhibits industry for a couple of years as an account executive for an exhibit fabrication company. ProExhibits recently announced the addition of Paul Miller as VP of marketing. In this role, Miller will provide both strategic oversight and hands-on involvement in all marketing activities, including both digital and traditional programs. Miller says, “I’m excited to join a leadership team that emphasizes exemplary customer service and deep respect for its employees.  In addition, ProExhibits has demonstrated a commitment to innovation and I hope to help them continue on that path.” Before joining ProExhibits, Miller served in a variety of marketing and business development roles for firms such as Applied Materials, Kobe Steel USA and the Gratitude Network. Momentum Management welcomes Don Chavous (left) as its special operations manager. Chavous began his trade show career more than 10 years ago working on the exhibit house shop floor and worked his way into field services supervision which later turned into project management and account management. “I am so grateful to join the Momentum Management special operations team. I really enjoy the diversity that working in this role allows me,” says Chavous.  “Partnering alongside of Momentum Management has been a great experience.  I look forward to growing with this company for years to come.” Continued on p. 80

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PEOPLE ON THE MOVE Continued from p. 78 Employco USA has promoted Gerri LeCompte (right) to vice president of payroll services. In this new position, LeCompte will be helping the firm as it stays on the cutting edge of payroll technology to take on more business. LeCompte started work at Employco as a payroll clerk in 1999. A year later she took on a role that focused more on client/union contract maintenance, benefit payments, and audits. And, in 2002 she was promoted to payroll supervisor. She has seen much growth and positive change over the last 18 years with the company and is excited to step into her new position. CORT Trade Show & Event Furnishings recently announced Byron Loper has joined the company as regional sales manager for the Southeast region. Loper joins CORT Trade Show and Events with more than 13 years of industry experience, ranging from strategic supplier to professional planner. He holds a bachelor’s degree in hospitality management from the University of Central Florida and will operate out of CORT Trade Show and Event’s Orlando district location. “I look forward to bringing my experience and expertise in enhancing customer service and motivating teams to a leading company in the events industry,” said Loper. Sho-Link Inc. has named Colleen Johnson (right), previously vice president of business operations, to corporate vice president, as announced by Scott Rudel, president; and proudly announces the promotion of Toni Jendras to director of administration, and Susan Hannes to office coordinator. As Corporate Vice President, Johnson has oversight of accounting, legal, information technology, administration, human resources, and marketing. She joined Sho-Link soon after its inception in 1993 as a customer service representative. After taking on the role of office manager, she was promoted to director of administration and in 2015 named vice 80 July/August 2017 Exhibit City News

president, business operations. Jendras will work closely with Johnson to further develop processes and policies, manage administrative staff, and participate in long-term organizational planning. She started her career with Sho-Link in 2006 as a show floor coordinator/administrative assistant for the Chicago office. In 2011, she was promoted to office manager at Sho-Link’s corporate location. In December of 2016, she was promoted to director of administration. Hannes, office coordinator, began working with Sho-Link in 2013 as a customer service representative. She was new to the tradeshow industry, but came to Sho-Link with more than 10 years’ experience in customer relations. In February of 2016, she took on a new role as assistant office manager. Over the past year, she has worked with communicating corporate updates company-wide and assisted with office productivity. In former lives, Paul Hammond (above right) has been a design director, art director, production designer, and photographer — sometimes all at once. Now, as senior vice president, experiential design at MC², he will ideate and engineer singular strategic designs that deliver a WOW factor to client projects. Working with Chief Strategy Officer Russell Reich, Hammond will be a strategic member of the MC² creative team bringing with him years of experience with Blackberry, Carnival Cruise Lines, The Coco-Cola Company, Ford Motor Company, The Home Depot, Lexus, and Mary Kay Cosmetics, among others. Jason Gobeyn’s (right) grandfather was in the exhibit business. As was his father. With that long tradition in his background, Gobeyn has joined MC² as vice president, strategic business development. “I have been in the industry for 24 years helping customers from the largest

to the smallest sell their products and services,” Gobeyn says. “I have never served another industry, except the Marine Corps, and I have served this industry in almost all its different positions. It has given me the tools to do great things for the customers I serve.” In other MC² news, if there’s one thing Michelle MacRae and Carrie Wigh have in common—along with joining MC² as account directors—it’s their extensive experience in automotive events. Wigh’s management experience has included exhibit schedules of more than 100 trade shows. Coming from an agency background where she specialized in automotive accounts, Wigh has provided communications training for exhibit managers and product specialists, managed sizable budgets and automotive vehicle logistics, and served as agency liaison, both at home and abroad. MacRae joins MC² with 20 years in the auto show and event business, including auto and trade shows, experiential marketing activations, business conferences, customer loyalty events, VIP events and promotions and sponsorships. She will expand her scope of work at MC² to include growing new business and assisting with current MC² business both in and out of the automotive sphere. Momentum Management, Inc. is pleased to announce that Walt McCreary has joined the organization in the position of Central Florida manager. McCreary has held the position of operations manager for the Mid-Atlantic region for Coastal International, where he has served them since 1997. Previously, he spent time with Rickey Henderson Sports, Delta Management Group, and Renaissance Management.  He has served as EACA president for the Baltimore and DC chapters and has been instrumental in raising money for sick and at-need children for more than 20 years, along with helping wounded veterans adjust once they return from action.








What the Millennial Movers Eat Millennials Opt for Taste and Price Over Healthy Fare If millennials are America’s consummate taste-makers, a recent nationwide consumer survey from Coast Packing Company, the number one supplier of animal fat shortenings in the Western United States, and Ipsos Research confirms that taste is indeed tops for those ages 18 to 34. Overall, taste is king both at home and in restaurants, cited as “most important” by 36 percent and 39 percent of respondents, respectively. Price ranks second for those dining out (35 percent) but is a bit less of a factor at home (27 percent). “Healthfulness” is a more significant consideration at home than when heading to a local eatery (20 percent to 13 percent), while convenience/availability is more of an issue at home than when dining out (17 percent to 13 percent) While the message for consumers may be that millennials follow their taste buds, the takeaway for the restaurant 82 July/August 2017 Exhibit City News

industry is that taste just barely edged out price as most decisive. Millennials are more cost-conscious than they are health-focused when they eat out, but health concerns rise in importance when prepping food in their own kitchen. In the survey, 24 percent of millennials said they are receptive to animal fats, a substantial increase over the 15 percent who held that position a year ago. In terms of what members of the youngest demographic are actually eating, it’s a similar story: 20 percent of millennials report having increased their intake of animal fats – a hefty jump over 2015, when that figure stood at 13 percent. According to U.S. Census Bureau data, millennials are now the nation’s largest generation and include some 75.4 million people. Forty-one percent eat out at least twice a week, compared to 37 percent of Baby Boomers and a like number of Gen Xers, per a study from foodservice research firm Technomic. Millennials spend 15 percent more of their discretionary income on experiences than other demographic groups. When dining out, taste matters more to women than to men (40 to 37 percent).

Taste is also relatively more important to those in the Midwest than to those in other regions (43 percent, by a 4-5 point margin), those without kids at home and those with a college degree. Price likewise matters more to women than men (39 percent to 32). Perhaps not surprisingly, those with incomes of less than $50K put the emphasis on price (40 to 32 percent, for those above that threshold). And those in the Northeast were most price-sensitive (39 percent). Forty-three percent of nonwhites say price is a consideration, vs. 34 percent of whites. Healthfulness is more of a concern for men than for women (16 to 10 percent), and slightly more of a concern for those with incomes above $50K (14 to 11 percent). When dining out, convenience is a bigger deal for men than for women (15 to 10 percent). On a regional basis, health is a substantially bigger issue in the West than anywhere else. Countering expectations, convenience when dining out is slightly less of a concern for those with kids at home than those without. For a copy of the survey results, please email:

Photo illustartion by Kaitlin Baker


Photo courtesy of

THE D.E.A.L. Dining, Entertainment, Attractions & Lodging

Get Your Kicks on Route 91 Harvest Country Music Festival Neon Sleepover Route 91 Harvest will return for a fourth year to Las Vegas Village on Sept. 29-Oct. 1, with high-rollers Jason Aldean, Eric Church and Sam Hunt leading the star-powered lineup. Artists including Lauren Alaina, Big & Rich, Lee Brice, Kane Brown, Brothers Osborne, Josh Abbott Band, Maren Morris, Jake Owen, Michael Ray, High Valley and Brett Young are also slated to play. Route 91 Harvest has quickly established itself as a destination event drawing in fans from all over the world. With the famous Las Vegas Strip serving as a sparkling backdrop, it offers an experience completely unique to festival-goers, making

it the perfect weekend getaway for both locals and tourists alike. The three-day neon sleepover also boasts a second stage, dubbed “Next From Nashville Stage,” which has built a reputation for introducing fans to the future of country music. “There’s no other city in the world like Las Vegas, and I definitely think that is what makes Route 91 Harvest so special,” said Brian O’Connell, president Of Country Touring at Live Nation.

“You have fans coming together from so many different places with one common thread ... they want to have a good time. We have built this festival on the foundation of providing an experience that caters to all. Add to that one of the most insane lineups of the year, and I think it’s going to be one for the books.” For more information, visit Continued on p. 84

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THE D.E.A.L. Dining, Entertainment, Attractions & Lodging Continued from p. 83

My Country, ‘Tis of Wine The USA’s Top 10 Wine Cellar Meeting Venues 1. The Wine Cellar: A hidden gem on the lower level of the Ashton Hotel in Fort Worth, Texas, up to 20 guests can gather in the elegant room surrounded by a diverse wine reserve. A gold-pressed tin ceiling, slate floor, natural stone walls, rich wood accents, and soft lighting give a refined ambiance. 2. The Kitchen By Wolfgang Puck: In the wine room, pair signature wine with made-from-scratch comfort fare in this casual and inviting private meeting space for up to 20 located within the Amway Grand Plaza Hotel in Grand Rapids, Mich.

5. Hilton Orlando’s Spencer’s for Steaks & Chops (above): The temperature controlled wine room here is the perfect intimate setting for the oenophile group. Surrounded by wine on all sides, the private room creates a unique setting for groups of up to eight people seeking a unique meeting/eating experience. 6. Del Frisco’s: Known for a luxurious atmosphere, this collection of fine restaurants offers guests a private wine cellar experience. While all rooms are accented by an extensive wine display, each location features one-of-a-kind design elements, providing a completely different ambience in each city. 7. The Apiary: A special event venue in Lexington, Ky., offers a beautiful Wine

Cellar space for meetings and catered affairs. Cozy and intimate, it features a farmhouse-style table and cushioned chairs that seat 10, surrounded by a vast collection of wines in a setting of reclaimed brick and exposed wooden beams. 8. Ravines Wine Cellars: This boutique winery on Seneca Lake in New York’s renowned Finger Lakes wine region offers private events for up to 100 guests in the tasting room and wine production area, located in a handsome historic barn with high wooden beams. 9. Coltivare: This farm-fresh Italian restaurant in Ithaca, NY, offers a private Wine Cellar space for up to 30 guests. The atmosphere offers both modern and rustic elements, while the menu features unique and seasonal ingredients, much of it hand-picked from the farm at Tompkins Cortland Community College. 10. Atrio: In this Wine Room at the Conrad Miami, Fla.,, guests can enjoy an intimate setting surrounded by an exclusive collection of over 200 vintage wines. Ideal for up to 10 guests, the Wine Room offers the perfect location for special wine pairings, private dinners and small meetings.

Photo courtesy of CMHoF&M

3. Casa de Uco: At the foothills of the Andes Mountains and amidst Argentina’s prominent wine-growing Uco Valley region, this underground wine cava is the ideal space for secluded meetings and seamlessly transitions for post-meeting wine tastings with the resort’s sommelier.

4. The Dutch PDR: At W South Beach in Miami, Fla., it features an inti mate 16-seat private room that surrounds meeting-goers with the restaurant’s award-winning wine selection. Meeting planners can arrange wine tastings with their in-house sommelier, an introduction to sommelier class or a wine pairing.

84 July/August 2017 Exhibit City News

Photo courtesy of Globe Newswire


Making Hotels Great Again Chicago’s Famed Blackstone Hotel Joins Autograph Collection Autograph Collection Hotels, part of Marriott International, recently announced that The Blackstone Hotel has joined the brand’s diverse and distinguished portfolio of more than 100 independent hotels around the world. A Chicago landmark on the city’s Cultural Mile along Michigan Avenue, the hotel’s refreshed interior design carries through to the hotel’s 335 guestrooms and suites, which feature marble accents, plush bedding and dynamic textiles. Upgraded accommodations up the ante with unobstructed views of Grant Park and Lake Michigan spanning from Navy Pier

to Soldier Field. The “Hotel of Presidents” for more than 100 years, The Blackstone has hosted U.S. presidents and foreign dignitaries, scandalous political and mob exchanges, a star-studded array of actors, and more than a dozen movie productions. In 1920, The hotel became known for the Smoked Filled Suite following the Republican Party leaders’ secret meeting to nominate Warren G. Harding as their candidate for president. Additionally, the hotel’s Suite of Presidents saw the likes of President Dwight Eisenhower watch-

ing his nomination for president from the room in 1952, and President John F. Kennedy preparing for D.C. negotiations on the Cuban Missile Crisis in 1962. In turn, The Blackstone also became known as the location of Chicago gangster Al Capone’s barbershop, nestled below street level in a “barbershop” lounge that still remains today. The hotel honors these illustrious and notorious tales and encourages guests to create their own history while staying at The Blackstone. For more information, visit:

Photo courtesy of Globe Newswire

Photo courtesy of CMHoF&M


@ExhibitCityNews July/August 2017 85

Trade Show Calendar CANADA Show Destination Marketing Association International - DMAI American Orthopaedic Foot & Ankle Society - AOFAS Canadian Veterinary Medical Association - CVMA International Academy of Cardiology - World Congress on Heart Disease American Orthopaedic Society for Sports Medicine - AOSSM World Congress on Industrial Biotechnology & Bioprocessing Scaffold & Access Industry Association - SAIA Institute of Transportation Engineers - Annual - ITE Western Section American Urological Association - WSAUA ICANM - International Conference & Exhibition on Advanced & Nano Materials Canadian Business Aviation Association - CBAA American Sociological Association Annual Meeting - ASA ASAE & The Center Annual Meeting Canadian Gift Association - CanGift International Congress of Oral Implantologists - ICOI World Congress ExpoZoo - PIJAC ICCE - International Conference & Exhibition on Clean Energy IncentiveWorks IMATS - International Make-up Artists Trade Show Alberta Gift Show - Summer The National Franchise & Business Opportunities Show

Start 07/11 07/12 07/13 07/14 07/20 07/23 07/23 07/30 08/06 08/07 08/09 08/12 08/12 08/13 08/17 08/20 08/21 08/22 08/26 08/27 09/09

End 07/14 07/15 07/16 07/16 07/23 07/26 07/26 08/02 08/10 08/09 08/11 08/15 08/15 08/16 08/19 08/21 08/23 08/23 08/27 08/30 09/10

Att = Attendance | CC=CC | Exh = Exhibitors | Nsf = Net Square Feet

Venue Palais des Congres Washington State CC PEI CC Hyatt Regency Vancouver Metro Toronto CC Palais des Congres Queen Elizabeth Fairmont Sheraton Centre Toronto Hotel Westin Bayshore Hotel Four Points by Sheraton Palais des Congres Metro Toronto Congress Center International Centre Vancouver CC The Centrexpo de Drummondville Four Points by Sheraton Metro Toronto Congress Center Metro Toronto Congress Center Edmonton Expo Centre International Centre

All Information Is Subject to Change*

City Montreal Seattle Charlottetown Vancouver Toronto Montreal Montreal Toronto Vancouver Toronto Abbotsford Montreal Toronto Toronto Vancouver Drummondville Toronto Toronto Toronto Edmonton Toronto


Att 1500

800 1200 2000

700 6700 2812 20K 500 977 2400 16K 5000



Industry Travel Industry Medical & Healthcare Medical & Healthcare 10 1000 Medical & Healthcare Medical & Healthcare 60 Science Building & Construction 120 16500 Building & Construction Medical & Healthcare Manufacturing 74 14100 Aerospace & Aviation 66 5280 Science 431 68400 Exhibition & Meeting Ind. 1K 421K Gifts Medical & Healthcare 98 17900 Renewable Energy 700 52000 Travel Industry Beauty & Healthcare 740 190K Gifts 150 21000 Business

*DISCLAIMER: Please note that tradeshow information is provided as a resource only. All show information is subject to change. Please check show dates and venues with official show organizers and producers. For updated show and event listings, visit

86 July/August 2017 Exhibit City News

See complete listing of shows online at

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

US CENTRAL Show Texas Pharmacy Association - Rxperts American School Counselor Assn - ASCA Texas Restaurant Association - TRA Marketplace Conference for the Advancement of Math Teaching - CAMT Colorado Vision Summit American Association of Law Libraries National Dental Association - NDA Texas Society for Respiratory Care - TSRC National Primary Care Nurse Practitioner Symposium Texas High School Coaches Association - THSCA Unconventional Resources Technology Conference - URTeC Society of NeuroInterventional Surgery - SNIS Family Medicine Residents & Students National Conf. Society for Industrial Microbiology Annual - SIM American Association of Physicists in Medicine - AAPM Sunbelt Builders Show eWomen Network International Abilities Expo - Houston American Phytopathological Society Annual - APS Microscopy & Microanalysis - MSA Nursery & Landscape Expo - TNLA APCO International Conf. & Expo - Assn of Public-Safety Communications Officials NAPE Summer Houston - North American Prospect Expo American Correctional Association Annual - ACA The Great American Trucking Show - GATS CVC Central - Central Veterinary Conference Texas Jail Association - TJA Jail Management Issues Conf. DUG Eagle Ford - Developing Unconventional Gas Oklahoma Restaurant Association

All Information Is Subject to Change*

Start 07/07 07/08 07/09 07/10 07/14 07/15 07/19 07/19 07/20 07/23 07/24 07/24 07/27 07/30 07/30 08/02 08/03 08/04 08/05 08/06 08/10 08/13 08/16 08/18 08/24 08/25 08/28 08/29 08/30

View Complete Calendar Online

End 07/09 07/11 07/10 07/12 07/16 07/18 07/23 07/21 07/23 07/26 07/26 07/28 07/29 08/03 08/03 08/03 08/05 08/06 08/09 08/10 08/12 08/16 08/17 08/22 08/26 08/28 08/31 08/31 08/31

Venue Marriott Rivercenter Colorado CC Kay Bailey Hutchison CC Ft. Worth CC The Marriott Denver Tech Center Austin CC Sheraton Dallas Hotel Waco CC Keystone Conf. Center George R. Brown CC Austin CC The Broadmoor Kansas City CC Sheraton Downtown Denver Colorado CC Hilton Anatole Hyatt Regency NRG Center Henry B. Gonzalez CC America’s Center Kay Bailey Hutchison CC Colorado CC George R. Brown CC America’s Center Conv. Complex Kay Bailey Hutchison CC KC Conv. & Ent. Centers The San Luis Resort Henry B. Gonzalez CC Cox CC

City San Antonio Denver Dallas Ft. Worth Denver Austin Dallas Waco Keystone Houston Austin Colorado Springs Kansas City Denver Denver Dallas Dallas Houston San Antonio St. Louis Dallas Denver Houston St. Louis Dallas Kansas City Galveston San Antonio Oklahoma City


Att 1000 2100 5041 6900 500 2000 1600

Exh 90 505 187 55 120 110

1200 100 10.9K 383 4300 173 2700 700 3885 2525 3000

372 40 120 163 100

1800 1800 3352 3000 7000 3000 49K 6500

50 110 532 300 700 400 507 275 124 476

5912 6000

Nsf Industry 38000 Medical & Healthcare Education 83869 Food & Beverage 46750 Education 4800 Medical & Healthcare 20000 Financial & Legal 25000 Medical & Healthcare Medical & Healthcare 15000 Medical & Healthcare 82100 Education Petroleum, Oil & Plastics Medical & Healthcare 45600 Medical & Healthcare 4000 Science 47600 Medical & Healthcare 27300 Building & Construction Business Medical & Healthcare 60000 Medical & Healthcare 36500 Science 109K Landscape & Garden 70000 Security 70000 Energy 175K Police 188K Automotive & Trucking 47600 Medical & Healthcare Exhibit CityPolice News’ best-read section! 54120 Petroleum, Oil & Plastics Restaurants & Food Serv.

SEE YOUR AD HERE! Sponsor your region in the Trade Show Calendar. Exhibit City News’ best-read section! @ExhibitCityNews July/August 2017 87

Trade Show Calendar US MIDWEST

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

Show National Environmental Health Association - NEHA The ASI Show! Autism Society of America National Conf. & Expo - ASA Cultivate - Organization of Horticulture Professionals Associated Locksmiths of America - ALOA Campus Technology - CT - Education Technology Conference Catholic Marketing Network International Trade Show - CMN National Association of Counties - NACo American Veterinary Medical Association - AVMA National Contract Management Association World Congress - NCMA World Congres EAA AirVenture Oshkosh Fly-In Automechanika Chicago National Training Institute - NTI - NJATC National Association of College & University Business Officers - NACUBO American Agricultural Economics Association - AAEA National Association of Scientific Materials Mgrs - NAOSMM Ohio Association for Career & Technical Education - ACTE American Association of Diabetes Educators - AADE American Society for Healthcare Engineering - ASHE Summer Luggage, Gift & Travel Goods Show Association for Education in Journalism & Mass Comm. - AEJMC RDH Under One Roof Healthcare Convention & Exhibitors Association - HCEAConnect Indiana Long Term Care Convention & Expo Midwest Security & Police Conference/Expo Independent Garden Center Show - IGC National Hemophilia Foundation Kentucky Dental Association - KDA Midwest Accounting & Finance Showcase - ICPAS

88 July/August 2017 Exhibit City News

Start 07/10 07/11 07/12 07/15 07/16 07/17 07/18 07/21 07/21 07/23 07/24 07/26 07/29 07/29 07/30 07/30 07/31 08/04 08/06 08/08 08/09 08/10 08/13 08/14 08/15 08/15 08/24 08/24 08/29

End 07/13 07/13 07/15 07/18 07/22 07/20 07/21 07/24 07/25 07/26 07/30 07/29 08/04 08/01 08/01 08/04 08/02 08/07 08/09 08/09 08/12 08/12 08/16 08/16 08/16 08/17 08/26 08/27 08/30

Venue Amway Grand Plaza McCormick Place Wisconsin Center Greater Columbus CC Donald E. Stephens CC McCormick Place Renaissance Schaumburg Greater Columbus CC Indiana CC Navy Pier McCormick Place University of Michigan Minneapolis CC Chicago Marriott Downtown Hyatt Regency Green Bay Hilton Columbus Easton Indiana CC Indiana CC Navy Pier Chicago Marriott Downtown Hyatt Regency Chicago Hilton Chicago JW Marriott Indianapolis Tinley Park CC Navy Pier Hyatt Regency Chicago French Lick Resort Donald E. Stephens CC

All Information Is Subject to Change*

City Grand Rapids Chicago Milwaukee Columbus Rosemont Chicago Schaumburg Columbus Indianapolis Chicago Oshkosh Chicago Ann Arbor Minneapolis Chicago Green Bay Columbus Indianapolis Indianapolis Chicago Chicago Chicago Chicago Indianapolis Tinley Park Chicago Chicago French Lick Rosemont


Att 1500 4422 1000 12.6K 3500 1460 23K 8800 1500 500K 8500 1900 2500 1500 550 6570 2000 2000 1500 350 426 2300


Exh 91 641 100 568 200 125

Nsf 11800 89950 15700 154K 45000 13200 18600 180 28000 283 46300 55 5500 800 1M 400 100 11500 200 31200 20 2000 55 5500 55 55000 118 48300 279 37900 50 100 44 65 175 600 60 70

6000 11000 5800 20000 28000

17700 18800

Industry Pollution Control Advertising & Marketing Medical & Healthcare Landscape & Garden Building & Construction Education Religious Government Medical & Healthcare Financial & Legal Aerospace & Aviation Automotive & Trucking Electrical & Electronics Education Agriculture & Farming Science Education Medical & Healthcare Medical & Healthcare Travel Industry Education Medical & Healthcare Medical & Healthcare Medical & Healthcare Police Landscape & Garden Medical & Healthcare Medical & Healthcare Accounting

See complete listing of shows online at

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

US NORTHEAST Show National Association of Church Business Administration National Principles Conference Global Business Travel Association - GBTA Home Textiles Sourcing Expo - HTSE Texworld USA Society for Nutrition Education Annual Conference - SNE Virginia Academy of Family Physicians Annual - VAFP American Association of Meat Processors Exposition - AAMP American Association for Justice - AAJ Annual Association for Healthcare Resource & Materials Management - AHRMM JA International Jewelry Show Council on Hotel, Restaurant & Institutional Education - ICHRIE American Academy of Dermatology - Summer Meeting - AAD International Society of Arboriculture - ISA National Medical Association - NMA Affiliate Summit East College and University Police and Investigators Conference - CUPIC American Psychological Association - APA Playtime New York National Conference of State Legislatures - NCSL Legislative Summit Printsource New York American Bar Association Annual Meeting - ABA NCSL International Workshop & Symposium Ag Progress Days NY NOW - New York International Gift Fair American Chemical Society Fall - ACS Orgill Dealer Market Fall Kentucky Medical Association Annual Meeting - KYMA The Louisville Gift Show

All Information Is Subject to Change*

Start 07/03 07/09 07/15 07/17 07/17 07/20 07/20 07/20 07/22 07/23 07/23 07/26 07/27 07/28 07/29 07/30 08/01 08/03 08/06 08/06 08/08 08/10 08/13 08/15 08/19 08/20 08/24 08/25 08/27

End 07/06 07/11 07/19 07/19 07/19 07/24 07/23 07/22 07/25 07/26 07/25 07/28 07/30 08/02 08/02 08/01 08/04 08/06 08/08 08/09 08/09 08/15 08/17 08/17 08/23 08/24 08/26 08/27 08/28

Venue Gaylord National Pennsylvania CC Boston Conv. & Expo Center Javits Center Javits Center Grand Hyatt Lansdowne Resort Lexington CC Hynes CC Walter E. Washington CC Javits Center Renaissance Baltimore Harborplace

New York Hilton Gaylord National Pennsylvania CC Marriott Marquis Hyatt Regency Fair Lakes Walter E. Washington CC Metropolitan Pavilion Boston Conv. & Expo Center Metropolitan Pavilion New York Hilton Midtown Gaylord National Russell E. Larson Center Javits Center Walter E. Washington CC Boston Conv. & Expo Center Hyatt Regency Paroquet Conf. Center

City Washington Philadelphia Boston New York New York Washington Leesburg Lexington Boston Washington New York Baltimore New York Washington Philadelphia New York Fairfax Washington New York Boston New York New York Washington Rock Springs New York Washington Boston Louisville Louisville


Att 1600 3000 6450 674 3187 500 300 1200 3200 1016 5765 800 4341 2211 5000 2500 250 12K

Exh 100 250 475 132 147 24 87 110 150 189 456 50 250 121 150 130 30 148 110 5000 300 2200 76 9000 125 1200 130 46K 493 49.4K 2.8k 13.3K 500 20K 1K 1500 90 2100 100

Nsf 27300 100K 119K 16000 17900 1920 4200 15000 12000 29800 78243 19600 17760 36400 37600 13000 3000 20600 84000 15000 10000 18000 545K 50000 500K 9000 20000

Industry Religious Education Travel Industry Textiles Textiles Food & Beverage Medical & Healthcare Food & Beverage Financial & Legal Medical & Healthcare Jewelry Hotels & Resorts Medical & Healthcare Agriculture & Farming Medical & Healthcare Advertising & Marketing Police Medical & Healthcare Apparel Government Textiles Financial & Legal Business Agriculture & Farming Gifts Chemical Building & Construction Medical & Healthcare Gifts

Where Can You Find Industry Features, Maps, Insider Information, Shop Talk And Free Stuff?

Exhibit City News, of Course!

Sign up for six stunning, full-color issues of ECN and get our very special 20th anniversary edition, 52 weekly digital updates and free stuff to wear proudly! GO TO EXHIBITCITYNEWS.COM/SUBSCRIBE OR CALL 702.309.8023

@ExhibitCityNews July/August 2017 89

Trade Show Calendar US NORTHWEST

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

Show School Bus Expo - STN American Council of Life Insurers - ACLI Complience & Legal Sections BCVS - Basic Cardiovascular Sciences - American Heart Assoc. SEMICON West Intersolar North America American Society of Agricultural & Biological Engineers - ASABE Association of Credit & Collection Professionals - ACA Association of Higher Education Facilities Officers - APPA Agricultural Media Summit Air Force Sergeants Association Professional Airmen’s Conference The Gerontological Society of America - GSA Airborne Law Enforcement Association Annual Conf - ALEA Outdoor Retailer Summer Market Produce Marketing Association Foodservice Conf. Washington Association for Career & Technical Ed - WA-ACTE Federal Dispute Resolution Training - FDR Small Business Expo The American Legion National Convention Seattle Gift Show - Summer National Society of Accountants American Association of Motor Vehicle Admin - AAMVA Farwest Show California Dental Association - CDA Fall Scientific Session The Money Show San Francisco Face & Body Spa & Healthy Aging Conf.& Expo National Institute of Governmental Purchasing - NIGP Forum American Political Science Association - APSA American Society for Surgery of the Hand - ASSH American Association of Nurse Anesthetists - AANA

Start 07/07 07/10 07/10 07/11 07/11 07/16 07/16 07/21 07/22 07/22 07/23 07/24 07/26 07/28 08/06 08/07 08/17 08/18 08/18 08/21 08/21 08/23 08/24 08/24 08/26 08/27 08/31 09/07 09/08

End 07/12 07/12 07/13 07/13 07/13 07/19 07/18 07/23 07/26 07/26 07/27 07/29 07/29 07/30 08/09 08/10 08/17 08/24 08/21 08/24 08/23 08/25 08/26 08/26 08/28 08/30 09/03 09/09 09/12

Venue Peppermill Resort The Coeur D’Alene Resort Hilton Portland & Exec. Tower Moscone Center Moscone Center Spokane CC Washington State CC Hilton SF Union Square Hotel Snowbird Resort Peppermill Resort Moscone Center Reno-Sparks CC Salt Palace CC Monterey Conference Center The Davenport Grand Hotel Marriott Marquis San Mateo Event Center Reno-Sparks CC Washington State CC Nugget Casino Resort Hyatt Regency SF Oregon CC Moscone Center Marriott Marquis McEnry CC Salt Palace CC Moscone Center Washington State CC

All Information Is Subject to Change*

City Reno Coeur D’Alene Portland San Francisco San Francisco Spokane Seattle San Francisco Snowbird Reno San Francisco Reno Salt Lake City Monterey Spokane San Francisco San Mateo Reno Seattle Reno San Francisco Portland San Francisco San Francisco San Jose Salt Lake City San Francisco San Francisco Seattle


Att 1000

Exh Nsf Industry 110 88000 Transportation Insurance Medical & Healthcare 29.3K 690 131K Manufacturing 17.8K 834 168K Renewable Energy 1800 30 13300 Agriculture & Farming 1100 150 Financial & Legal 500 Education 600 75 8500 Agriculture & Farming Military Medical & Healthcare 3500 100 Aerospace & Aviation 1200 165 43K 1.2K 492K Sporting Goods & Rec. 1750 157 15700 Food & Beverage 800 46 3680 Education Government Business 10K 110 80000 Government 10K 800 Gifts 300 35 15000 Accounting 650 90 9000 Government Agriculture & Farming 6000 1K 12.1K 370 80000 Medical & Healthcare Financial & Legal 8000 250 50000 Beauty & Healthcare 1550 200 28000 Government 6000 120 34000 Government 3500 130 25000 Medical & Healthcare 2400 200 20000 Medical & Healthcare

PUT YOUR BUSINESS ON THE MAP! Showcase your regional services with a calendar sponsorship. Contact For Rates and Details. (Design Services Available) 90 July/August 2017 Exhibit City News

See complete listing of shows online at

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet

US SOUTHEAST Show Health Physics Society - HPS Annual Meeting American Culinary Federation National Convention - ACF School Nutrition Association - SNA AIAA Propulsion & Energy Forum & Exhibition ICAST - American Sportfishing Association - ASA McKesson ideaShare National Association of College & University Food Services Florida Pharmacy Association - FPA NAMM Summer Session Atlanta Gift & Home Furnishings Market Florida Dietetic Association - FDA - Florida Food & Nutrition Symposium - FL FANS International Literacy Association - ILA Florida Petroleum Marketers & Convenience Store Assn - FPMA SwimShow - Swimwear Association of Florida Fire-Rescue International - IAFC American Podiatric Medical Association - APMA Southeast Building Conference - SEBC Florida Health Care Association Annual Convention - FHCA Louisiana Academy of Family Physicians Annual - LAFP Florida Society of Health-Systems Pharmacists - FSHP Memphis Gift and Jewelry Show - Summer Louisiana Foodservice Expo - LRA International Association of Venue Managers - IAVM VenueConnect New Orleans Gift & Jewelry Show - Summer American Fisheries Society Annual Meeting Florida Chiropractic Association - National Convention & Expo PWX - Public Works Expo - American Public Works Association - APWA Florida Recreation and Park Association - FRPA HR Florida - Human Resources

All Information Is Subject to Change*

Start 07/09 07/09 07/09 07/10 07/11 07/12 07/12 07/13 07/13 07/13 07/15 07/15 07/20 07/22 07/26 07/27 07/27 07/31 08/03 08/04 08/04 08/05 08/07 08/18 08/20 08/24 08/27 08/28 08/28

End 07/13 07/13 07/12 07/12 07/14 07/15 07/15 07/16 07/15 07/18 07/18 07/17 07/24 07/25 07/29 07/30 07/28 08/04 08/06 08/06 08/06 08/07 08/10 08/21 08/24 08/27 08/30 08/31 08/30

Venue Raleigh CC Disney’s Coronado Springs Georgia World Congress Center Hyatt Regency Atlanta Orange County CC Morial CC Music City Center JW Marriott Grande Lakes Music City Center AmericasMart Marriott Harbor Beach Orange County CC Gaylord Palms Miami Beach CC Charlotte CC Gaylord Opryland Gaylord Palms Rosen Shingle Creek Resort The Roosevelt New Orleans Renaissance Resort at SeaWorld Memphis-Cook CC Morial CC Music City Center Morial CC Tampa CC Hyatt Regency Orlando Orange County CC Omni at Champions Gate Hilton Bonnet Creek Resort

City Raleigh Orlando Atlanta Atlanta Orlando New Orleans Nashville Orlando Nashville Atlanta Ft. Lauderdale Orlando Orlando Miami Charlotte Nashville Orlando Orlando New Orleans Orlando Memphis New Orleans Nashville New Orleans Tampa Orlando Orlando Orlando Orlando


Att 1500

Exh 100 115 2612 385 1500 60 8604 457 186 1080 250 700 70 10.9K 372 91.3K 2.4K 600 70 8000 200 1500 183 3000 400 14K 500 3500 225 5500 300 1000 275 160 53 1100 100 5889 101 9000 420 1659 213 27K 350 1900 60 2600 500 8500 650 1000 200 1500

Nsf 11300 80000 83200 14500 134K

5600 47268 1.1M 8240 50000 31200 180K 29900 27500 6000 10000 18100 40000 221K 95000 6000 60000 105K 18000

Industry Medical & Healthcare Restaurants & Food Serv. Food & Beverage Aerospace & Aviation Fishing Medical & Healthcare Education Medical & Healthcare Art, Music, Culture Food & Beverage Medical & Healthcare Education Petroleum, Oil & Plastics Apparel Fire & Fire Protection Medical & Healthcare Building & Construction Medical & Healthcare Medical & Healthcare Medical & Healthcare Jewelry Restaurants & Food Serv. Gaming & Entertainment Jewelry Fishing Medical & Healthcare Building & Construction Sporting Goods & Rec. Business

KEEP CALM Question: Where Can You Find Industry Features, Maps, Insider Information, Shop Talk And Free Stuff? Answer: Exhibit City News, of course!

Sign up for six stunning, full-color issues of ECN and get our very special 20th anniversary edition, 52 weekly digital updates and free stuff to wear proudly! GO TO EXHIBITCITYNEWS.COM/SUBSCRIBE OR CALL 702.309.8023



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@ExhibitCityNews July/August 2017 91

Trade Show Calendar US SOUTHWEST

Att = Attendance | CC=Convention Center | Exh = Exhibitors | Nsf = Net Square Feet All Information Is Subject to Change*

Show International Municipal Signal Association - IMSA AHRA - Association for Medical Imaging Management - Annual Cosmoprof North America International Premium Cigar & Pipe Retailers of America - IPCPR Environmental Systems Research Institute - ESRI Hawaii Lodging, Hospitality & Foodservice Expo Academy of General Dentistry Annual Meeting - AGD IDEA World Fitness Convention Illuminate: The BizBash Live Expo AWFS - Association of Woodworking & Furnishings Suppliers THE NBM SHOW Comic Con SuperZoo Health Forum Leadership Summit Siggraph

Start 07/08 07/09 07/09 07/10 07/10 07/12 07/13 07/19 07/19 07/19 07/20 07/20 07/25 07/27 07/30

End 07/11 07/12 07/11 07/14 07/14 07/13 07/15 07/23 07/19 07/22 07/22 07/23 07/27 07/29 08/03

Venue The Westin Kierland Resort Anaheim CC Mandalay Bay Las Vegas CC Marriott Marquis Neal Blaisdell Center Caesars Palace Las Vegas CC California Market Center Las Vegas CC Long Beach CC San Diego CC Mandalay Bay Manchester Grand Hyatt Los Angeles CC

City Phoenix Anaheim Las Vegas Las Vegas San Diego Honolulu Las Vegas Las Vegas Los Angeles Las Vegas Long Beach San Diego Las Vegas San Diego Los Angeles


Att 1000 1100 33K 6000 13.2K 4414 5000 5100 1200 20K 10.3K 123K 18.7K 1400 22.5K

Exh 80 264 1K 300 300 326 200 140 150 900 396 10K 885 90 153

Las Vegas Market/Summer (Furniture) Clinical Lab Expo - AACC - American Association for Clinical Chemistry ASD Las Vegas International Billiard & Home Recreation Expo - BCA RetailNow - Retail Solutions Providers Association - RSPA Optics & Photonics - SPIE OFFPRICE Wholesale Apparel Show MAGIC - Business of Fashion National Association of Chain Drug Stores - NACDS Total Store Expo Specialty Advertising Association of California - SAAC Community Health Institute & Expo - NACHC VMworld Western Foodservice & Hospitality Expo Gentlemen’s Club Expo

07/30 07/30 07/30 08/02 08/06 08/06 08/12 08/14 08/19 08/22 08/27 08/27 08/27 08/27

08/03 08/03 08/02 08/04 08/09 08/10 08/15 08/16 08/22 08/23 08/29 08/31 08/29 08/30

World Market Center

Nsf 17376 52000 221K 150K 30700 53000 30000 28000 31649

Industry Government Medical & Healthcare Beauty & Healthcare Stores & Store Fittings Science Hotels & Resorts Medical & Healthcare Sporting Goods & Rec. Exhibition & Meeting Ind. Woodworking 43500 Printing Publishing 159K 10000 Medical & Healthcare 46500 Computers & Apps

Las Vegas San Diego Las Vegas CC Las Vegas South Point Hotel & Casino Las Vegas Paris Las Vegas Las Vegas San Diego CC San Diego Sands Expo Las Vegas Mandalay Bay & LVCC Las Vegas San Diego CC San Diego Long Beach CC Long Beach Manchester Grand Hyatt San Diego Mandalay Bay Las Vegas Los Angeles CC Los Angeles Hard Rock Hotel Las Vegas


50K 17.5K 40.3K 2047 1400 5000 13.8K 66.1K 3000 2100 2000 23K 10.8K 4000

450 750 2.8K 132 134 280 525 4.3K 475 410 100 185 315 500

550K 207K 684K 46500 17500 30000 132K 951K 97150 54000 22000 188K 50300 100K

Home Furn. & Int. Design Medical & Healthcare Gifts Sporting Goods & Rec. Science Apparel Apparel Medical & Healthcare Advertising & Marketing Medical & Healthcare Computers & Apps Food & Beverage Gaming & Entertainment

• Delivery in Las Vegas, FedEx/UPS to all cities • Be a HERO use Horizon Print Solutions and make it EZ • Everything for your show or event from a top quality 25 year supplier!

Color Printing • Rack cards • Brochures • Booklets • Everything else 92 July/August 2017 Exhibit City News

Meeting & Event Supplies • Lanyards & Credentials • Binders, Tabs and inserts • Tote Bags & Inserts • Tickets & Programs

Promotional Products • Giveaways • Table Drapes & Signage • Branded Apparel • Gifts & Awards

INDUSTRY SERVICE GUIDE Where to Find Professional Services, Products and Supplies – a Companion Directory to our

Advantage Displays and Graphics A Harmony Nail Spa BWC Visual Technology CEP Exhibits Champion Logistics Group Classified Ads Collazo’s Expo Services, Inc. Corey Johnson Photography CorpEvents Corporate Communications, Inc. Corporate Display Specialties

97 98 99 96 97 100 94 99 95 95 99

CoStar Events Equip, Inc. Exhibitrac FWR Rental Haus Gaochuang Exhibition Horizon Print Solutions JasperWorks Exhibit Services Laner Munchin Law Offices Larry Kulchawik Consulting Last Minute Venues Nevada Hospice Care

96 98 99 97 96 99 95 94 94 95 97

On Location Plastic Man, Inc. Plus Studios p.o.p. exhibits inc Skye Agency Total Tree Removal Tradeshow Transportation Specialists TWI Group Vegas Off-Road Experience YOR Design Group

97 94 96 95 94 99 95 97 98 98 96

For Service Guide information and rates, call Kathy Anaya at 702-309-8023, ext. 105. Inclusive categories are available for all your company advertising needs. July/August 2017 93


Skye Agency Skye Agency is committed to helping marketers exceed their exhibit goals by providing booth hosts, greeters, crowd gatherers, brand ambassadors, etc. They train and prepare each team member for the unique challenges that are presented in the exhibit booth environment. By partnering with a poised and polished Skye Agency professional(s) in their exhibit booth, marketers can feel confident that they are getting the best return on their staffing investment. Contact us at, or 972.308.9915

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94 July/August 2017 Exhibit City News


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Exhibit Training July/August 2017 95


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Labor & Management



Champion Logistics Group has a transportation division specializing in the coordination of trade shows and special events. Champion provides the most reliable and flexible trade show transportation in the industry.

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@ExhibitCityNews July/August 2017 97



Equip Inc. Let Equip Inc. be your one-stop resource for your next exhibit! We have the best selection and pricing for custom security covers for your fixtures and commercial grade furniture. Our goal is to build a relationship with you as we see business engagements as a partnership – not just a transaction.



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BOOK BUSINESS WITH YOUR AD HERE Contact sales for details: 702-309-8023 ext. 105



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Seeking a Senior 3D Exhibit Designer Elevation, a full service design and marketing firm, is seeking an enthusiastic Senior 3D Exhibit Designer. The ideal candidate will be passionate and motivated, and eager to foster a creative and inspiring team-based work environment. This is a salaried position with an impressive benefits package, and does require some travel.

REQUIREMENTS & RESPONSIBILITIES: • 6+ years of relevant design experience • Bachelor’s Degree or higher in Design or a related field • Possess an understanding of exhibits as a marketing, educational, and experiential communication tool • Detail oriented, highly organized, able to prioritize tasks, and able to work under pressure with multiple deadlines • Compelling in person presenter able to effectively communicate and explain design solutions • Excellent analytical and problem solving skills

• Proficient in 3D visualization tools, especially 3DS Max/ Form Z/Adobe Creative Suite applications • Lead design assignments conceptual through project completion • Develop hand drawn sketches, black and white line drawings, computer generated color renderings, and presentation packages to communicate concepts to clients • Create and provide estimating drawings to communicate component dimensions, substrates, and amounts needed to the estimating team • Create and provide control drawings to communicate component dimensions and detail information needed to the CAD team Interested candidates should submit their resume and portfolio to Dana Esposito, Creative Director at

Exhibit / Audio Visual Sales Account Manager We are looking for a motivated Sales Account Manager in the Exhibit or Audio Visual industry based out of the Las Vegas market. Working in convention centers, hotel ballrooms, meeting venues and corporate locations across North America since 1995, CCR Solutions is at the forefront of providing the latest technology to our customers wherever they may hold events. CCR is all about teamwork both internally and externally with a family culture filled with experienced people who enjoy what they do.

THE SUCCESSFUL CANDIDATES MUST HAVE: • Minimum 2 years’ experience in the Las Vegas live event industry. • Established sales relationships and opportunities. • Ability to contribute within a positive environment. • Excellent verbal and written communication skills. • Ability to work flex-time and irregular hours. • Can travel across North America or wherever your events take you. • This position pays a salary + commission, benefits and 401K. Please send your resume via email to and we thank all applicants for their interest in joining the CCR team; however, only those candidates selected for an interview will be contacted.

100 July/August 2017 Exhibit City News

National Trade Show & Event Labor provider seeking Dallas, TX Manager National I&D labor provider is seeking a talented and experienced professional for the position of city manager for the Dallas, TX area. Candidates should be motivated self-starters and possess good communication skills in dealing with exhibitors, clients, crew members, general contractors, and show management. Responsibilities include but are not limited to labor calls, pre-show planning, on site show management, hands on abilities. Office duties involve receiving orders, payroll, invoicing and submitting post show reports. Knowledge of Microsoft Office and smart phone usage (i.e. sending pictures via text, email) is required. If you are interested in joining this leading organization and possess the desire to succeed, please forward your resume to


Seeking an Enthusiastic, Commissioned Account Executive J&J Motor Service is a full-service transportation company offering specialized freight services and time-definite pick-ups and deliveries to the trade show industry. With more than 90 years of industry experience, we are the original trade show carrier. J&J Motor Service has an outstanding reputation and a team that stands above the rest with our professional experience and focus on customer service. Family owned and operated, we offer competitive rates and guarantee our work. Our terminal and 125,000 square foot warehouse are centrally located at 2338 South Indiana Avenue in Chicago, Illinois. Just steps from McCormick Place we are located in the heart of Chicago’s event and trade show industry but travel throughout the country and Canada exceeding the expectations of our clients. We are seeking an enthusiastic, commissioned Account Executive whose overall role it will be to solicit, maintain, grow and manage new accounts. Specific primary responsibilities will be to define and achieve sales goals; develop and implement the complete sales process including, but not limited to, prospecting, lead development, preparation of the proposal. Make constant and persuasive cold calls to potential clients. Secondary responsibilities vary per our needs internally, and the requirements of our customers. This position will require an understanding and familiarity with the transportation of high value freight for trade shows, conventions and special events and various types of freight equipment; An ability to work in a high pressured, fast paced environment; Experience in consultative, high value selling and sales process. Excellent organization, planning and scheduling skills; Excellent communication, interpersonal, customer relations and analytical skills; Excellent customer service skills and effective sales strategies. We offer a competitive compensation and benefits package, including rewarding sales commissions, a 401K plan, a pension and profit sharing plan, employer paid health, dental and life insurance. Please email resume, references and salary history to Joe Florence at All inquiries kept confidential.


Seeking a Talented, Enthusiastic Commissioned Sales Person J&J Exhibitors Service is a full service trade show, exhibit and special events contractor. We are a WBE certified; family owned and operated company with over 80 years of experience in the industry. Our corporate offices have been centrally located at 2338 South Indiana Avenue in Chicago, Illinois for over 90 years. Just steps from McCormick Place we are located in the heart of Chicago’s event and trade show industry but travel throughout the country exceeding the expectations of our clients. We are seeking a talented, enthusiastic commissioned sales person to offer full service solutions to show organizers, associations, and corporations.

GENERAL DUTIES: • Solicit, maintain and grow new and existing accounts through cold calls, networking, and referrals • Implement the sales process ‐ prospecting/lead development, proposal process and client presentations • Participate in applicable industry, networking and social events; Define and achieve sales goals • Manage the overall production process.

MINIMUM QUALIFICATIONS: • Up to two (2) years of industry related sales experience with proven sales results and success in managing multiple accounts • Understanding and familiarity with trade shows, conventions and special events • Ability to work in a high pressured, fast‐paced environment • Experience in consultative, high value selling and sales processes • Working knowledge of Microsoft Word, Excel and Outlook • Excellent organization, planning and scheduling skills • Excellent communication, interpersonal, customer relations and analytical skill • Excellent customer service skills. We offer a competitive compensation and benefits package, including rewarding sales commissions, a 401K plan, a pension and profit sharing plan and employer paid health, dental and life insurance benefits. Please email resume, references and salary history to Colleen Becker at All inquiries handled with the strictest of confidence and professionalism. July/August 2017 101


Seeking a Talented and Enthusiastic Audio Visual Account Executive J&J Exhibitors Service is a full service trade show, exhibit and special events contractor. We are a WBE certified; family owned and operated company with over 90 years of experience in the industry. Our corporate offices and 125,000 square foot warehouse are centrally located at 2338 South Indiana Avenue in Chicago, Illinois. Just steps from McCormick Place, we are located in the heart of Chicago’s event and trade show industry but travel throughout the country exceeding the expectations of our clients. From general sessions that “wow” to break out rooms that run smoothly our audio visual team delivers digital services, audio visual technology and the equipment and team that effectively engage attendees. We are seeking a talented and enthusiastic Audio Visual Account Executive. The Audio Visual Account Executive is responsible for selling J&J Exhibitor Services as the audio visual technology vendor of choice for national Association, Tradeshow and Convention technical programs. The Account Executive will work in conjunction with J&J’s Director of Event Technology and all operations team members to produce flawless events. This position requires highly effective communication and interpersonal skills. The successful candidate needs to possess an excellent understanding of audio and video equipment used within the tradeshow and events industry; have a verifiable record of selling audio visual programs of various size and scope, proven leadership skills and experience in all audio-visual disciplines.

RESPONSIBILITIES: • Define and achieve sales goals; • Develop and implement the complete sales process including, but not limited to, prospecting, lead development, preparation of the proposal and client presentation; 102 July/August 2017 Exhibit City News

• Join and attend industry association networking and social events and trade show meetings to promote services; • Visit local convention facilities to gain an understanding of the facility and familiarity with the Account Managers and decision makers; • Make constant and persuasive cold calls to potential clients; • Represent the company on a national and local level including entertaining clients; • Shepherd audio visual proposals from the request for quote through completion; • Work with the J&J team to determine the specific equipment specifications; • Work with J&J’s ownership to manage contractual compliance with host venues/clients/partners; • Manage job costs to ensure the successful on-time and on-budget implementation of each project; • Review invoices versus budgets to determine variances and investigate unexplained variances; • Extensive Travel.

QUALIFICATIONS: • 5+ years of verifiable sales experience in the Convention, Association and Tradeshow Audio Visual Industry; • 5+ years of verifiable field experience in the Convention, Association and Tradeshow Audio Visual Industry; • Strong written and oral communications skills; • Detail oriented. We offer a competitive compensation and benefits package, including rewarding sales commissions, a 401K plan, a pension and profit sharing plan, employer paid health, dental and life insurance. Please email resume, references and salary history to Colleen Becker at All inquiries kept confidential.

Equity Partner Wanted Well established exhibit builder, centrally located, with a CNC based shop and a large storage warehouse, is looking for an equity partner to grow into full ownership. Company has steady clientele, no debt and quality employees. Email

Post Your Classified Here! Talent seekers have come to the right source. Place your classified ad with ECN in print and online today! Our six print issues a year complement our online website, giving your classified ad maximum exposure. Grab the attention of the most sought-after, seasoned event professionals who regularly read ECN. Ask about our Guaranteed Results Program for all your staffing needs. To place a classified ad, contact Kathy Anaya: Call (702) 309-8023 or Email

FGI has clients interested in buying tradeshow companies in all specialties, sizes and geographic locations. Additionally, we offer a free assessment of your tradeshow company with no obligation. Find out what your company is worth. Carol Fountain, President, 216-952-0745,


Seeking a Talented Project Manager J&J Exhibitors Service is a full service trade show, exhibit and special events contractor. We are a WBE certified; family owned and operated company with over 80 years of experience in the industry. Our corporate offices have been centrally located at 2338 South Indiana Avenue in Chicago, Illinois for over 90 years. Just steps from McCormick Place we are located in the heart of Chicago’s event and trade show industry but travel throughout the country exceeding the expectations of our clients. We are seeking a talented Project Manager to add to our Exhibitor Sales team whose role is to help our sales team solicit maintain and grow new and existing accounts and to help our operations team coordinate and execute final production. You will be responsible for:

PRE SALES PRIMARY RESPONSIBILITIES: • Prospect with internal sales team to develop business leads. • Research and gather all pertinent information including past history, exhibitor lists, exhibitor kits, etc. and other related information in order to prepare winning proposals.

• Prepare comprehensive proposals, including pricing and credit terms in compliance with J&J Exhibitors Service policies and procedures. • Prepare presentation collateral materials and make stand‐up presentations where appropriate, along with necessary follow up activities to complete sale. • Uncover new sales opportunities within existing accounts, cross‐sell services and make a constant effort to generate new business.


• Strong customer service and the desire to meet customer needs POST SALES PRIMARY • Understanding and familiarity with trade RESPONSIBILITIES: shows, conventions and special events • Client liaison responsible for setting • Ability to work in a high pressured, and managing client needs and fast‐paced environment expectations. • Excellent organization, planning and • Drive communications to all team scheduling skills members involved ensuring events • Excellent communication, interpersonal, come in on‐time and on‐budget. customer relations and analytical skills • Build relationships with both internal team members and external partners BENEFITS: and clients. • Competitive salary. Negotiable, based • Identify all resources needed and upon experience work with key internal team members • 100% Employer paid health and dental and external partners. for employee • Provide clear direction, information • 100% Employer paid life insurance and expectation to team members for employee and vendors, etc. to hit deliverables • Generous pension and profit sharing plan • Order all ancillary services including • Employee 401K plan available floral, electrical, etc. and any other • Paivd vacation services noted in the contract. • Handle all communications, both interPlease email resume, references and nal and external, including agendas and salary history to Colleen Becker at scheduling meetings (regularly All inquiries uled conference calls, site visits, etc). handled with the strictest of confi• Review exhibitor orders, generate dence and professionalism.

Graphic Production Manager Acer Exhibits & Events, a successful exhibit design and fabrication company located in the greater Baltimore area, is currently seeking an experienced Graphic Production Manager to oversee a very fast paced graphics production department. The ideal candidate will develop and maintain the graphic production schedule, oversee all department administration and make sure timelines are met. Applicant must possess excellent manage@ExhibitCityNews

transactions for billing and delivery, and prepare system reports. • Lead and manage onsite Service Desk team. • Follow‐up and resolve exhibitor customer complaints and collections when necessary. • Prepare final client billing and produce post event recap.

rial, leadership and communication skills. Ideal candidate will have five years of experience and a positive team attitude is a must. Graphic design experience is a plus. Only qualified candidates will be considered. Please submit resume with salary requirements in Word or PDF format to July/August 2017 103


Project Manager - Designer - Detailer - Estimator Progressive, rapidly growing, Chicago-based Display and Tradeshow company is expanding our team! We are in search of an experienced, energetic Production Manager.

IF YOU: • Are a team player with strong communication skills • HaveLES-logo_final-MDG-0731 a minimum of155•years experience with/without tagline in the tradeshow industry • Have a minimum of 5 years experience in estimating and CAD or equivalent detailing capabilities • Are experienced with 3D Modeling • Have a desire to be an integral part of a very fast-paced, rapidly growing organization • Looking to be part of a company where you can REALLY make a difference! If you answered YES!, then WE are what YOU are looking for - and YOU are who WE are looking for!

Senior Account Executive Highway 85 Creative is looking for a senior account executive to join our creative team! We are located in Glendale, Arizona (Phoenix area). 3-5 years experience in the industry is preferred or 5-7 years as a sales executive. Highway 85 Creative has grown immensely since the doors opened in 2005 and we continue to exceed expectations. We are looking for a self-motivated, passionate individual who is ready to grow with our company. If interested, please send your resume to gzwick@

Competitive benefit package and 401K. Salary based on experience. Please send your cover letter and resume to: and No phone calls, please.

Exhibitrac is Hiring Exhibitrac needs new show guides for its database, and will pay $10 - $20 per accepted guide. If you are an industry supplier, exhibitor, union or other employee who regularly attends 104 July/August 2017 Exhibit City News

To place a classified ad, contact Kathy Anaya:

Call (702) 309-8023 or Email:

or works at shows in major convention cities such as Las Vegas, Chicago, Boston, Orlando, etc. Please contact us for details: or call 702-824-9651 ext. 700

3D Exhibit Designer Acer Exhibits & Events, LLC, located north of Baltimore, Maryland, close to Delaware, South East Pennsylvania and South Jersey, is currently seeking an Exhibit Designer to join our talented team of individuals who design and fabricate exhibits for a very diverse client base.

QUALIFIED APPLICANTS SHOULD POSSESS THE FOLLOWING: • Minimum of three years exhibit design experience with an exhibit house • Excellent communication skills, able to present creative concepts • Ability to work under pressure • Knowledge of 3D modeling and rendering software, Form Z and Adobe Creative Suite • Knowledge of current design trends • Creativity * Inspiration * Motivation * Enthusiasm * Dedication We provide a competitive salary plus bonus, a full benefit package including medical, dental, disability and 401k plan. If you are excited and inspired by design challenges, ideas, and solutions and want to work in a creative environment with others who share your enthusiasm, please forward your resume and portfolio via PDF or Word format with expected salary range to


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FOR ADVERTISING OPPORTUNITIES Contact sales: 702-309-8023 ext. 105 @ExhibitCityNews July/August 2017 105


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Exhibit City News - July/August 2017  

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