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Introducing Our New “SHOP to SHOWFLOOR” Section


Navigating the Minefield of Tradeshow Shipping

How to Avoid Unpleasant Shipping Incidents Romance on the Road

All the King’s Horses and all the KINGSMEN US $6 CAN $8


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Momentum Management Celebrates 25 Years in Business Having lived through the inevitable obstacles and challenges that any company would that has spanned 25 years, we all stand in awe of what has been given and what has been accomplished here at Momentum Management. It’s humbling to know that the goal of simply wanting to do the right thing for the right reasons every day could bless so many. That being said, I would like to thank our Lord Jesus Christ for the journey. When Vicki and I founded Momentum Management 25 years ago, we felt it was important to deliver incredible services to our customers and create a place that the people we work with can call home. This required us to think differently than those who we have the privilege to compete with; therefore, we strive daily to exceed expectations both internally and externally. To every employee, customer, and partner who has committed to join us on this amazing journey, we owe a debt of gratitude -THANK YOU! As we look forward, we feel that our best days are in front of us due to the outstanding work we have accomplished and the commitment we bring to the job site every day. We strive to be different in a good way and maintain our core values of doing what is right for all the right reasons for our customers and our employees. Many of you have contributed to the success of Momentum Management over the past 25 years and for that we are forever grateful. We would love to hear from you. Please send any notes, memories, comments, feedback, or even a question you may have directly to me at What an honor,

Randy Bott


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Introducing Our New “SHOP to SHOWFLOOR” Section


Navigating the Minefield of Tradeshow Shipping

How to Avoid Unpleasant Shipping Incidents


Features 26

How to Avoid Unpleasant Shipping Incidents The benefits of using a specialized carrier

Romance on the Road


All the King’s Horses and all the KINGSMEN US $6 CAN $8

Romance on the Road


For the Love of Trucking,Tradeshows and Each Other

Feature Story


10 Questions


Scott Nobles, Exhibit Freight Solutions

Navigating the Minefield of Trade Show Shipping


Shop to Showfloor Section

And How to Save Money While Doing so

I&D and Event Labor



Uniting a Fragmented Industry


As the Saw Turns

How it Affects the I&D Supplier Segment

Beer, Pizza and Stories



Nuvista Builds the 21st Century Connected “Home”

The Green Peice You, too, can be a Greenius

With Siri in Control at CES 2016


Employment Strategy Corner In Interviewing---When Should I Talk About Money?


International Man Trump Trade Winds and International Trade Shows


Ask the Expert 2017, New Year, New Outlook


And Where do you go to Find Ideas?


Heilmaier Messe Design’s 70th Anniversary 10 Questions – EXTRA!


Expo! Expo!


It’s all About Action!

Adaptation is Our Top Long-term Challenge

Aluvision: the Standard in Innovation

In this Issue

To Excite and Inspire Designers and Builders


10 58 64 60 74 80 87 92


The Power of a Themed Trade Show Exhibit

The Snapshot International Focus Convention Ctr. Spotlight People on the Move The D.E.A.L. Regional Show Calendar Classified Ads Service Guide

6 Jan/Feb 2017 Exhibit City News



ECN’s Year in Review A Look Back at ECNs 2016 Contents


All the King’s Horses and All the King’s Men Singapore’s Benedict Soh and Simon Ong

The help and support of our dedicated venues, vendors and the extraordinary city of Las Vegas enabled CES 2017 to inspire innovations and make a worldwide impact. Freeman Las Vegas Convention and World Trade Center Sands Expo The Venetian/The Palazzo Agility Fairs & Events ARIA/Vdara Centerplate Century Trade Show Services Communication Accessing Network COP Security The Cosmopolitan of Las Vegas COX Business DTA Security Services Encore Productions FedEx Office

Freeman Audio Visual Solutions Guardian Elite Medical Services IATSE, Local 720 IBEW, Local 357 ITN International Judy Venn & Associates Las Vegas Metro Police Las Vegas Monorail Mandalay Bay Convention Center Oscar & Associates Pavilion Event Services Priority Networks

ProShow Pro-Tect Security Renaissance Las Vegas Rhode Planning & Management Solutions SOA Security SES Productions Spring Valley Floral Teamsters, Local 631 Westgate Las Vegas Wynn/Encore Las Vegas And all participating CES hotels

Your support facilitates the growth of the consumer technology industry and global innovation. Thank you, Las Vegas, for your partnership with the CES Team to make CES a grand success.

SAVE THE DATE CESÂŽ 2018 | Jan. 9-12, 2018 | Las Vegas, NV |


Greetings to readers everywhere!


elcome to 2017! Hard to believe another year is behind us … as I have been writing these columns for more than 20 years. It never ceases to amaze me how the shows and events come and go ... and then the cycle repeats ... again and again! For those of you interested in a recap of 2016 highlights ... turn to page 66 for our annual Year-in-Review segment. Trade Show Shipping It is a category that can break your budget by any number of variables going wrong. In this issue, we cover the subject from a number of perspectives ... we also have experts provide cost saving tips, and a Q&A with industry veteran Scott Nobles. Additionally, we talk about the human side of trade show shipping when your personal and professional lives are one-and- thesame; see P. 30 - Romance on the Road … for the Love of Trucking, Tradeshows and Each Other. Heilmaier Messe Design’s 70th Anniversary This year I gave up the traditional Thanksgiving and headed to Munich, Germany, for the big celebration - and what a celebration it was! Held at their

Don Svehla | Publisher




8 Jan/Feb 2017 Exhibit City News

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


new facility, approximately 150 guests ate, drank and grooved to a live band. An evening of games, fun and great conversation was had by everyone at the indoor/outdoor event. The most interesting story of the night was told by one of the guests that has worked as a project manager for Heilmaier for 30+ years, talking about a job he was supervising in Iran in 1979 when the government was overthrown. He ended up hiding in the Swedish embassy for ten days! The FIT Capstone Event New York City’s Fashion Institute of Technology Master of Arts in Exhibition Design is a full-time, 39-credit program completed in 16 months.  More than 45 industry professionals take part in a daylong adjudication of final student work. Join Pat Friedlander as she describes the full day of activities as another batch of exhibit designers leave the academic world … and enter the working world. The above mentioned features are only a small part of this information packed edition. As always, enjoy your favorite columnists, nationwide tradeshow calendars and regular departments! Until next edition … I will see you on the showfloor!

EDITOR Arthur J. Bloberger 702-309-8023 ext.103 ART DIRECTOR Thomas Speak COLUMNISTS Calanit Atia Haley Freeman Philip H. Kemper Larry Kulchawik Jim Obermeyer CONTRIBUTING WRITERS Jessica Ablamsky Kathy Anaya Arthur Bloberger Jeanne Brei Pat Friedlander Amber Johnson Larry Kulchawik Lesley Martin

Sales DIRECTOR OF SALES Kathy Anaya 702-309-8023 ext. 105 ACCOUNT EXECUTIVE Shane Levin 702-309-8023 ext. 1010 CIRCULATION Nancy Castino 702-309-8023 ext. 100 Vol. 23, issue 1, 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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Oregon Convention Center Photo by Jeremy Jeziorski; courtesy of Oregon Convention Center Location: Portland, Oregon Year Opened: 1990 Exhibition/tradeshow space: 255,000 square feet Major events held: The Portland International Auto Show is an annual four-day event held there in January and draws approximately 100,000 visitors. The 16th IAAF World Indoor Championships in Athletics were held there from March 17-20, 2016. Fun facts: Designed by the architectural firm of Zimmer Gunsul Frasca Architects, it is the largest convention center in the Pacific Northwest at nearly 1,000,000 square feet. Consumer spending toPLUS! tals more than $500 million each Where to eat, year as a result of the convention sleep and play center’s business. The building near Oregon CC and grounds have an extensive on p.64 set of public art, with works from more than two dozen mostly Pacific Northwest artists. The region’s light rail system, TriMet’s MAX, serves the center with a station on Holladay Street, while the Portland Streetcar system Loop Service also provides transportation. Send in your show floor and convention center snapshots to Jan/Feb 2017 11

COLUMN As the Saw Turns

Beer, Pizza and Stories

at different companies, there is a bond that crosses all boundaries. We are forever connected through our experiences in this industry. The third gentleman at the table I’ve known for less than two t was the third day in on a years. But we have in common 10-day trip. decades of industry experience It was my favorite show of and a mutual admiration for the the year – the National Business By Jim Obermeyer business aviation industry. We Aviation Association (NBAA) are both determined to grow our show. I’ve worked this show for a wide presence in this show, and grow our book variety of clients since 1999, and have of business for our company. And in the developed a lot of industry contacts and meantime, we grow our appreciation for friends over the years. It’s safe to say I local cuisine. have a lot memories of moments and exFour guys at the same table. Three of periences tied to this event. Some really whom did not really know each other fond, some not so much. Being on the until we were put together by this show. show floor with my client and I&D team And you know what happened next. We during the events of 9/11 fifteen years started telling stories. And laughing. And ago is something I will never forget. telling more stories. And laughing harder. But here I was, sitting on the patio at And somewhere in there I was thinking our hotel after our third day of the set, about how much I miss these moments, sharing a few beers and pizza with an and relish them when they do occur. And interesting group. One gentleman literthen I think: ‘imagine how many groups ally took me to my very first trade show like this are sitting around right now – at in 1981. Over the years, our paths have trade show venues all across our country gone in diverse directions – all within the – doing this exact same thing’. Sharing trade show industry – and yet we mainstories. Laughing. Having a great time tained a friendship and here we were 35 reminiscing and remembering. years later working together again. The Did I care what their political perstories that could be told… suasion was? No. Did I care how they And then there was the guy that I have leaned on issues that are so divisive in spent the last fifteen years or so traveling our nation? No. Was I judging them on with – he as my I&D supervisor through whether I thought they aligned with my two companies and countless adventures faith and my beliefs? No. I was enjoying on the road. While we are now working an evening with three guys that have a


12 Jan/Feb 2017 Exhibit City News

tremendous amount of life experiences in common, and a tremendous amount of wisdom gained from those experiences. By the time you read this, the election will be over. By the time you read this we will know something of the future direction of our nation. But I can tell you right now that I was – and am - more interested in enjoying these moments with these friends. I feel like as a nation we have not done enough of this in the last year…just enjoying the friends we have; just enjoying the moments of camaraderie with those that we work with and live with every day. So now that the madness of an insane election year is over, can we just go back to being friends, neighbors and co-workers? Can we go back to enjoying those rare moments when we are thrown together and left to our own devices, unencumbered by technology, media and politics. Those rare moments when we can share a beer, a pizza and a good story. Please take the time during this New Year to reflect on just that – the stories of our lives together and the friends we share them with. And thank you Jim, Todd and Max for a wonderful couple of days of camaraderie. It was well appreciated, and much needed. 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

You, too, Can Be a Greenius


be eating from paper plates, consuming useless marketing tchotchkes or pitching our recyclables into the nearest landfill. GreenBiz 17 will not disappoint. Here is a snapshot of some the conference’s sustainability initiatives:

n 1991, GreenBiz began reporting on issues relating to Zero Waste Challenge business, technology and GreenBiz will strive to recycle sustainability across industries. or compost 100 percent of the They have faithfully chronwaste generated by the conicled both the setbacks and ference by collaborating with By Haley Freeman achievements of the meetings the JW Marriott Desert Ridge and events industry, and they have Resort to minimize waste generation often been our champion, cheering our and optimize waste diversion. progress as we have advanced from our infamy as the EPA’s second most-wanted Carbon Offsetting environmental offender (after building With the help of Natural Capital and construction) to our new identity as Partners, attendee travel, energy cona leading environmental innovator. sumption, waste emissions and other Every year, GreenBiz plays host to its carbon impacts associated with Greenown event, bringing together some of the Biz 17 will be offset in verified carbon world’s top “greeniuses” to share their reduction projects, reducing the emislatest ideas and accomplishments in sions to net zero. the green realm. Would you like to be a greenius too? You can! Join the throngs Water Offsetting heading to JW Marriott Desert Ridge in Bonneville Environmental Foundation sunny Phoenix, Arizona February 14 - 16, and Change the Course will help offset 2017 for GreenBiz 17. GreenBiz 17’s water impact. This is a You know what’s great about this first-of-its-kind national water initiative event? People there know it’s not always founded by BEF, National Geographic easy being green. They’re committed to and Participant Media. The initiative having a frank exchange about the real engages the public and the business challenges that come with organizational, community in reducing water footprints environmental and global change. and returning water to nature. For every Among this year’s featured speakpersonal pledge to conserve, Change the ers are smart people from some of the Course returns 1,000 gallons to ecosysworld’s leading non-profits and cortems in need. With support from corporations, including: Justin Adams, porate sponsors, Change the Course partManaging Director, Global Lands, The ners with on-the-ground conservation Nature Conservancy; David Denholm, groups to fund innovative restoration CEO, Kashi Co.; Peter Bakker, Presiprojects that restore water and enhance dent & CEO, World Business Council water security. for Sustainable Development; Claire Dixon, VP Global Communications, Food Redistribution eBay; Michael Crow, President, Arizona Copia is a technology-enabled food reState University; Annie Leonard, Excovery solution that uses industry-leadecutive Director, Greenpeace; and too ing logistics to solve hunger and food many more to mention. waste at scale. The organization will help When one of the world’s major propoto redistribute all surplus food to nonnents of green throws a party, we have profits in the Phoenix community. Today certain expectations, like that we won’t in America, 40% of the food we produce 14 Jan/Feb 2017 Exhibit City News

goes wasted, while 1 in 6 people are food insecure. What this means: hunger in our country is not a scarcity problem. Your business or event can help create a hunger-free world. @GoCopia #EndHunger #TechForGood #MoreThanEnough Sustainable Materials Conference partner Knotty Pine will provide recycled and recyclable signage, designed to look great and stay out of landfill. Other materials to be utilized at GreenBiz 17 include fabric banners and backdrops made of 100 percent recycled


“You must be the change you wish to see in the world.” – Mahatma Gandhi

PET printed with no VOC water based inks; 100 percent recyclable signage boards made from 30 percent PCW, wooden boards made from FSC certified Baltic birch and metal signs made from 100 percent domestic metal. GreenBiz Events App Use the app; reduce paper use. Nuff said. You can register for the event on-site, but preregistration discounts make it worthwhile to plan ahead. GreenBiz also offers a 40 percent discount to government employees, students, academic and non-profit organizations. Also, if you register two or more people from the same organization, you’ll receive a 20 percent discount on each registrant. Maybe it is easy being green. Be a greenius; attend GreenBiz 17. Nuff said. To register for GreenBiz 17 visit https://www. phoenix/2017/register

COLUMN Employment Strategy Corner

In Interviewing---When Should I Talk About Money?


his is a tough question, advance in salary. but with a little bit of A salary increase is how our thought and prepayears on the job are reflected ration, you can get over this and rewarded. This is how hurdle successfully. Salary our system works. Salary is negotiation is certainly so important, and it will one of the toughest become the platform parts of interviewing on which raises in for a new position, both this position, Interviewing is full of and future ones, are important decisions, based. But – surprise By Philip H. Kemper – in many books and careful preparations for meetings, phone articles we are even calls and follow-up correspon- told not to bring up salary at dence, checking and supplying all in our interview meetings. one’s own references – and How and when do I talk about more. But one of the trickiit? What a dilemma! est elements in the interview I suggest you try to rememprocess is certainly salary. ber back when you were hired We can’t forget that can we, into your current job? Often especially since this may be candidates are asked their why we are looking to make current salary and their exa move in the first place. But pectations – and then a sum is even if it isn’t, we do not want announced by the interviewer. to change jobs without an A real negotiation never takes 16 Jan/Feb 2017 Exhibit City News

place. Is this what happened with your current or last employer? You realize now that this is where you lost money – money which could have been yours had the discussion gone differently. I personally have found the best approach, if you are asked for your salary expectations, is to respond with the question, “What is the salary range for the position?” In most cases, you will then get an indication of the salary range and you can decide if you are wasting your time – or if the role fits with your salary needs and expectations. This is why it may be prudent for you yourself to raise the subject of salary in the final interview, and to do it in a subtle way like so: “Thanks a lot for all our meetings. I am happy that you said you feel I am qualified

for the position – and that you could imagine working with me – and I feel the same. However, we did not talk about salary yet, and I leave it to you to start this discussion. Just for your information: I am currently at $80,000, and when I make a move I would like an increase. I’m at your disposal to discuss this.” By the way, if you work with a recruiter on this position, he/she will do the negotiation for you— and will tell his/her client “my candidate will not sign for this salary. As I told you, 85k should be the minimum.” In conclusion, it is well for us to remember that the last time you really talk on eye-level with your boss is during the interview process. Consequently, always give a salary range. It is said that 80 percent of candidates give too low salary expectations, and very few go to the upper limit. This can be costly, and a situation that is most difficult to reverse. Do not talk about salary before your hiring authority has made it clear that he/ she wants to hire you, and you want to work for her/ him. But then don’t be afraid to state a salary expectation a bit higher than the figure mentioned by the employer. This takes courage, but it will allow for negotiation, and the opportunity to back down, should the employer hold firmly to his high figure – and you want the position. Good luck in your negotiations! 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

The Trump Trade Winds and International Trade Shows


ell, the votes are in and our way. When drayage became an issue, we next US President is switched to fabric structures, portaDonald Trump. Like it ble exhibits, and metal systems by or not, this presidential change, reducing weight without comproin time, will create a new normising design. When labor and mal. Words like ‘normalize’ and electric became a show site issue, ‘post truth’ make me nervous, we changed the rules of the game By Larry Kulchawik but let’s not pass judgement to be more accommodating. just yet, as we all wish to do the Let’s start by saying that right things to keep our country strong, many trade shows held in the USA are business competitive, fair in its actions, viewed worldwide as ‘the place to be” and embrace a culture that is open to to promote and grow your business different points of view. globally - CES, IMTS, ConExpo, etc. are In a recent Chicago Tribune article, Rex world-attended trade shows. The top US Huppe (I Just Work Here) wrote “I can trade show cities also share the world already hear the mumbles of tough-guy stage with other country’s cities who host folks in the workplace out there ready similar world trade shows like the Mobile to make a snide ‘safe space’ comment World Congress in Barcelona, CHTF Chiand generally tell people to suck it up. na in Shenzhen, or the Paris Air Show. To them I say- don’t be a knucklehead, Our challenge- let’s keep the events we regardless which end of the argument now have here in America and be comyou are on. The results of the presidential petitive in the process. So as the dust election don’t demand a sea change in the continues to settle, what might we see way companies manage their cultures. change in the expo business as a result of It just makes this a good time to double our new leadership? down on a culture that promotes civility One of our US trade show industry vetand inclusiveness.” In your office, or on erans, Sean Roberts, recently shared his the show floor, keep an open mind; we views in an article titled “Working with are on the same team. American Businesses after 1/20/17.” Per So how will this new leadership affect Sean, “If a job can be done by an Amerthe trade show industry, nationally and ican worker, or company for a show in internationally? Over the years we have rethe US, it/they will have priority. So, acted to recessions and change in a creative let’s say you have an exhibit stand to set 18 Jan/Feb 2017 Exhibit City News

up in Las Vegas for CES. In the past, you may have gotten some cheaper workers from your country to help install, and the union would occasionally look the other way, to either allow you to set the stand or hire local carpenters to assist. Look for that to disappear.” Sean goes on to say, “For US and international firms, a tariff will be applied on products produced out of country and brought back in to compete in America. What that means is America will become very competitive globally and will need to plan differently. No longer will there be a one-way street of business. It will go both ways.” Sean’s final comment directed to international suppliers planning for shows in the US: “What do you need to make this work for you? You will need someone in the USA and/or an American office that can set up the needed relationships. Oh, you think you can go direct to the prospective client. Well, sure you can, however, those companies will be tax incentivized to do business with US firms and workers.” Another industry veteran, Christopher Kappes/VP Sales/RES Exhibits, had this to say-“If tariffs become the new norm for foreign products/services imported into the US (Trump suggests this to level the playing field with China and others), the impact on trade shows may be profound. Eighty percent of exhibitors are 200 square feet and smaller. These smaller international exhibitors are looking to build distribution in the US and may be less able to do so as their historic pricing advantage is now burdened with tariffs.

COLUMN Ask the Expert

2017, New Year, New Outlook


ew Year, new possibilities. 2016 Two men, two different outlooks on life. has passed, cheers to 2017. How do you look at your life and situRecently, I visited a Holland ation? Something to think about, what America Line cruise ship in San Diego course do you take? Where do you want and it reminded me of something to dock your boat? my father taught me. He served A great way to deal with life is in the Navy, traveled the world, keeping a journal. Every night, and always told me: the ship empty your brain!! Any little always knows where it needs to thought about any little thing. dock. The ocean may take it to Trust me you will sleep better. I By Calanit Atia the right or to the left, but at the saw a major difference in my life end, the ship will get to the designated once I implemented this. The key is to pier. In life, it is the same. If you don’t have two journals, one for everyday life know your dock’s location, how will you and the other for the blessings or things create your route? At the age of 15, I for which you are grateful. visited Las Vegas and decided it would Often we forget the good things that be my home, having no idea how it are happening in our lives, which frankwould happen to a girl from Israel, but I ly help us go through life’s hurdles and got there. The important part was I knew keep us moving forward. I can honestly my ship’s dock and with hard work and a tell you I never reread the first book, but lot of luck, I now have been living in the I often read the second one, to remind most exciting city in the world for the me life’s miracles. past 20 years. Hope is a powerful tool in life and so I ask you, as we enter 2017, where is your dock? What do you want to create/achieve/ accomplish this year for yourself, your family and your business? Often life throws you a curve ball and difficulties that take you off course and you want to give up or just disappear. I have been there, trust me, with my personal life as well as my business. All of us remember the economic crash of 2008. The question was how to react to it? There is a great proverb that always carried me in life. A man had two sons. The father was a con-artist who dealt with drugs and prostitution, ending up in Jail. One son followed his lead and when asked why, he answered, “What choice did I have, look who my father is.” The other son became a respectable family man with two sons of his own, a business owner and stellar community man. When he was asked why, his answer was, “What choice did I have, look who my father is.” 20 Jan/Feb 2017 Exhibit City News

is laughter. Recently, I had the honor of meeting my all-time favorite comedian, Bill Engvall. You may know him from the Blue Collar Comedy Tours. Forget Xanax, go see him live; I was crying from laughter!! Make sure to download his new special, “Just Sell Him For Parts” on VUDU. I promise you, after a long day at work, he will cheer you up, guaranteed! Happy New Year! Let’s make it a great one, filled with love and laughter. 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.facebook. com/calanit,, Whether it’s the Holland America Line or a Navy vessel, the ship always knows where it needs to dock.







Navigating the Minefield of Tradeshow Shipping AND HOW TO SAVE MONEY WHILE DOING SO BY AMBER JOHNSON

Trade show managers are increasingly being expected to squeeze every penny possible out of a program’s costs, prompting many to shake the bushes looking for reductions they never considered before. One low-hanging fruit is in transportation, with the logistics of trade show shipping often appearing as a sizeable line item on a company’s show budget. But contemplating changes, considering the sizeable array of options available, can be confusing for anyone challenged with managing the budget. Deciding to ship less, ship lighter, ship directly, or rely on a middleman or two are all options on the table, but with a trade show display hanging in the balance, knowing which to choose can be a daunting task. The most straightforward, and often the most costly, option is to have an exhibit house handle all of the transportation logistics for a display for a percentage of the shipping rate or a flat fee. 22 Jan/Feb 2017 Exhibit City News

For that service, many exhibit houses charge clients in the range of 15 to 20 percent of the total shipping costs, and in exchange, they handle all aspects of transportation. The exhibit house is often arranging transportation with a third party logistics partner, which some exhibit managers could as easily do on their own, says Hanna Amese, trade show manager for Capiz Services Inc. “There are a lot of logistics companies out there that offer door-to-door service for event managers,” Amese says, “and you might be able to save a bit on shipping if you contract for that service directly rather than having your exhibit house do it.” However, she adds, doing so often means taking a more hands-on approach to preparing crates and documentation as well as tracking the shipment, and for timestrapped exhibit managers, the additional burden may not be possible. Also, sometimes exhibit

houses have multiple clients at a show or ship so frequently that they have negotiated good rates with a provider, making the difference in cost between using the exhibit house or arranging it internally negligible, says Amese. There is the hassle factor to consider as well, she says. “If the exhibit house will take care of everything and take responsibility for seeing that

the exhibit is where you need for it to be at the end of the shipping process, then that is definitely worth something,” says Amese. “Any problems – whether a booth gets damaged or lost or whatever – are theirs to deal with, and the peace of mind that comes with that can be worth the extra charge.” But when going that route, Amese warns, exhibit houses should be asked to

provide a closed rate, meaning the total shipping cost is quoted as a flat fee up front. That way, in the event of problems, the exhibit house would take on the financial burden of most transportation issues en route rather than pass them along to the client. Some exhibit houses are not using full-service logistics providers, but rather ordinary trucking companies, and @ExhibitCityNews

industry veterans caution that while it can seem the most economical choice when taking shipping in house, it can be a route fraught with dangers for those who lack experience. Allen Sominski, an independent exhibit manager with 25 years in the trade show industry, says there are many things that must be considered when hiring direct shipping services, and

exhibit managers who are new to the industry or who have little spare time in their schedule should think twice before tackling this option. “You need to arrange everything, from what kind of truck will be used to what time the driver will arrive at the marshalling yard,” Sominski says. “Any missed detail can be a disaster.” Moreover, driver wait charges at the marshaling

yard, union labor standing around waiting for a late truck, forced freight because a driver doesn’t show up, or any of a dozen other scenarios could quickly eat any expected savings, he says. If contemplating trucking services or logistics companies, Sominski says, it’s important to choose companies that specialize in the trade show industry. The reason is that exhibitions are a unique animal in the shipping world, with different terminology, deadlines, and penalties than many ordinary transportation services. Also important is opting for “air-ride” vehicles if there is any possibility that materials, even though crated, could be damaged. The forgiveness offered by an airride truck compared to what’s often referred to as “common carrier” vehicles can be the difference between an exhibit that’s ready to assemble versus one that has significant damage. These types of technicalities, plus the nuances of off-loading freight, navigating the marshalling yard, and adhering to deadlines, makes the experience of the company far more complicated than just getting from one spot to another, says Sominski. By the same token, a company’s in-house shipping department may lack the expertise to successfully take on shipping for exhibitions, so absorbing the work internally is often more complicated than it sounds. In general, Sominski and Amese agree, cheaper is not necessarily better, and sometimes – especially in the trade show industry – you get what you pay for. “If they Continued on p. 24 Jan/Feb 2017 23

TRADESHOW SHIPPING Continued from p. 23

24 Jan/Feb 2017 Exhibit City News

times an exhibit is shipped by sending it directly to the next show or storing it in the next city where it will be used. Warehouse facilities exist in all major trade show destinations, and even choosing one half way between the last show and the next one can be a significant savings over sending it back home, says Lindquist. The only issue with doing so, she says, is creating a plan for assessing the condition of the display before the next event. If a property is not being returned to the company or exhibit house, then the ordinary inspection and refurbishment of the display can be problematic. “The last thing an exhibit manager wants is to show up at the next show and find out there was some damage they didn’t know about,” says Lindquist. Managers will need to take extra steps to evaluate the condition of the display when it is being crated after a show, she says, so that any trouble spots can be addressed well in advance of the setup deadline. Amese says she cuts down on shipping costs by renting items whenever possible. Furniture, light fixtures, and other decorations are all things that add to both the dimensions and weight of freight, and sometimes they can be rented for less than the cost to ship them, she says. If the rental cost is too high or the selection too low, Amese says, she will drive to a local IKEA or similar store and purchase items, which she then donates to a local charity after the show. Even doing that, she said, is often cheaper than shipping bulky or heavy pieces.

Rental exhibit components are also available more and more, Amese says, and she will sometimes substitute rental towers, reception counters, or light panels rather than transport her own. Sominski says it is also much more common now to rent entire exhibits, which saves on shipping costs almost entirely. The quality

if it must be shipped flat. The bottom line, Sominski says, is the less you ship, the less you have to worry about if something goes wrong with a shipment, and odds are that someday it will. Exhibit managers regale each other over beers with stories about trucks that vanished, delivery drivers who got arrested en

The last thing an exhibit manager wants is to show up at the next show and find out there was some damage they didn’t know about,” and variety of items available has improved dramatically over the years, he says, and the options for customization can make it very difficult to identify a rented display. Combining rental components with a few signature exhibit pieces allows a company to save significantly and maintain its branding at the same time, Sominski says. More and more companies are eschewing printed collateral or giveaways at shows, leaning instead towards digital materials and freebies like coupons for local amenities. But for those prefer the former, show veterans suggest they consider having the items printed in the show city or purchasing tchotchkes from a local provider. Same goes for signage, which may not add a lot of weight to a shipment, but may add girth

route, drivers who got tired of waiting in marshalling yards and left, blizzards and hurricanes, crates that were stolen, and entire displays that melted in the sun. The reality is that navigating trade show transportation can feel like crossing a minefield, and the only time a trade show manager sleeps well is when the exhibit is setup on the show floor. It goes without saying that good backup plan is always in order, no matter what route you go when arranging shipping, veterans agree. The other essential is expertise, whether you entrust shipping to your exhibit house or a logistics company, or opt to take on the task inhouse. The more experience your shipper has, whoever it is, the less likely you are to be sitting over beers telling stories yourself.

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didn’t have air-ride trucks and experience with trade shows, I wouldn’t go with a trucking company no matter how cheap it was,” Amese says. “Getting my exhibit to a show is too important to gamble with rock-bottom providers.” But before overhauling a system that is working, says exhibit designer Sheila Lindquist, it might be best to have a frank talk with the exhibit house. “If shipping costs seem too high,” she says, “it’s important to start with a conversation with your exhibit house because there might be other solutions that can trim the same amount from the budget.” It is possible that some of the weight can be redesigned out of the display, which would not only cut down on shipping costs, but the dreaded drayage charges as well, Lindquist says. Substituting fabric for some hard walls, switching up flooring, or reimagining hanging signage might seem like insignificant changes, but the difference in weight could add up to significant savings over time. It is also possible that an exhibit house will make concessions on the cost – perhaps by reducing the percentage or charging a flat fee rather than a percentage – in order to help an exhibit manager stay within their budget or keep higher-ups happy, says Lindquist. “They don’t want their clients to be unhappy,” she says, “so it’s likely that they are going to work with them on cost whenever it is possible.” Another option may be reducing the number of

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• •



When Shana Joseph packs for a trade show, she never forgets her makeup bag. As the co-founder of Glamorous Chicks Cosmetics, which specializes in bold colors for all skin tones, Joseph works 10-15 shows every year. “We’ve definitely gotten stuff that’s been broken,” she said. “We’ve also on several occasions had our stock not arrive on time for the show.” When you need to show off your products to potential buyers, damaged items and limited stock are a huge problem. Those experiences taught her to always fly with makeup samples. That way, no matter what happens during shipping, booth staff can make the most of the show. Small carriers offer specialized service The best way to avoid those kinds of crises is to use a shipping company that specializes in trade shows, said Joe Macrina, vice president of event sales for EAX Worldwide in Chula Vista, Calif. For more than a decade, EAX Worldwide has been the official carrier for the International Association of Exhibitions and Events, a trade organization that represents the exhibitions and events industry. 26 Jan/Feb 2017 Exhibit City News

The company makes about 2,000 shipments per year, by land, air and sea, for customers in the U.S. and around the world. After nearly 30 years in business, staff knows which vendors they can trust to deliver cargo safely, and on time. “We contract with third parties,” Macrina said. “But we have gone through an extensive vetting process, so we know we’re dealing with someone who understands the importance of timely delivery.” Kelly Christy, president of Tradeshow Transportation Specialists in San Diego, Calif., agreed. The 18-year-old company offers shipping, plus installation and dismantling, storage, and creative services. Timing of delivery is particularly important in the trade show industry, she said. That means the cheapest service is not always the best choice. “We go for reliability over cost,” Christy said. “You make the wrong choice, and then the cost is really, really high.” To avoid shipping accidents, develop relationships It has been a long time since Anna Noetzel had a shipping incident. Nearly 30 years on the client side of the trade show industry taught her to aim for the first day of the show’s advance Continued on p. 28

@ExhibitCityNews Jan/Feb 2017 27

TRADESHOW SHIPPING Continued from p. 26

Cut costs without reducing service Due to advances in technology, trade show cargo has changed, said Mark 28 Jan/Feb 2017 Exhibit City News

Pearlman, design director for Group Delphi, which creates trade show displays and other exhibits. Exhibits are increasingly reliant on digital content and signage, which can be delivered at any time with an internet connection. This allows companies to send exhibits in advance of graphics, and save on last minute shipping costs. But physical cargo is still bound by the speed of cars, planes, and ships.

Tips for Stress Free Shipping

You make the wrong choice, and then the cost is really, really high.”

Few things are worse than arriving at a trade show and realizing your booth is damaged or will not be delivered on time. “You have to think worst case scenario,” said Joe Macrina, vice president of event sales for EAX Worldwide. “It’s when something happens that you really find out how good your carrier is.” Here are a few shipping tips from trade show veterans, so you can make the most of every event.

“You may save by not having to produce the A/B version of the hard graphic, or you may save by sending digital content to the show over the internet,” he said. “But on the show side, you also have to have a monitor and a playback device for every digital graphic. It’s hard to say if there’s cost savings.” Specialized carriers can help save customers money by guiding them through the shipping process. Shipping expenses vary based on day, time, and method of delivery, Christy said. It can cost as much to move a box across a convention center as it costs to move it across the country. TTS sales representatives know that, and can advise potential customers on the most economical way to get their cargo to the show, and set up, on time. “It comes down to communicating with your carrier,” Macrina said. “A good carrier will ask you the right questions. They’ll illicit from you the information they need to give you an accurate quote. We want to save everybody money too.”

1 2 3

Read the exhibitor kit. It contains important information about dates and pricing.

You do not have to use the official show vendors. You can often find a better price, or specialized service, elsewhere. Find a competent carrier who understands the tradeshow industry. Otherwise, you risk missing key delivery windows, and being hit with excessive charges.


Label every box, even if you send them as a shrink wrapped pallet. If something comes loose inside the truck, it could get lost.


Track your shipment. That way, if something does not arrive, you can take it with you in the car or on the plane.

Photo by

shipping window. The advance window saves her employer money, and gives her room for error. “What if there’s a storm?” she asked. “What if there’s an accident on the highway? If there’s a very small window for the truck to get there, that’s when things happen.” She has seen other people on the trade show floor scramble when their booths did not show up. In those moments, she thanks her lucky stars—and her carrier. As director of events and field marketing for Cloudera, a bay area tech company, Noetzel is responsible for approximately 40 shows in the U.S. With that many shows, vendor relationships are important. If a company does more than 10 shows every year, she recommends developing a relationship with a trustworthy vendor who offers excellent customer service. “I’m getting good consistent service, good pricing, and I’ve not had a situation where something did not show up,” she said. “Bottom line, I don’t stay up at night and worry ‘what if something doesn’t get there.’ Despite careful planning, sometimes cargo does not arrive on time. When accidents happen, whether they are due to weather, misdirection, or damage, Macrina likes to be proactive. He explains to the client what is going on, and helps find solutions, such as renting replacement equipment. “You have to stand by your client, and sometimes you take a financial hit,” Macrina said. “But that’s OK. In our eyes, that’s how you’re supposed to do business.” That is the difference between UPS and carriers that specialize in trade shows, Christy said. “They can get a lot more than just shipping from us,” Christy said. “It’s the knowledge of how the entire trade show works, not just getting a box from San Diego to New York.”

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Shaunda Peck and Johnny Bates met in 2008 when they were both working for a refrigerator carrier out of Springfield, Missouri. But, having recently created a bookkeeping program for owner/operators, Shaunda decided to quit her truck driving job to market it. She didn’t have to look far, though. One day soon after, Johnny purchased the program and asked her out. “Wanna go get something to eat? I know a Thai restaurant - we’ll go down and have some Thai food,” said Johnny. Only a few months later, they became husband and wife, partners in life. In fact, they even had their wedding at that Thai restaurant. How romantic! But as it turns out, they were also destined to become partners on the road. Before long, they began driving for a different refrigerator carrier, averaging about 7,000 miles a week for a half year. During that time, they hardly ever stopped to do anything except for a quick run of laundry, a quick meal and a quick shower. But Johnny, the more experienced of the 30 Jan/Feb 2017 Exhibit City News

two, was longing to get back into driving in the tradeshow industry, something that he used to really enjoy, where the pace was a little bit slower. Up until deadline times, of course. So, when he got the call to return to Tantara Transportation Group to do just that, he jumped at it. Two weeks later, they’re in Canton, Michigan, and driving for Tantara together. A dream come true, they drove for them for a year while Shaunda learned the tradeshow ropes until the owner said, “Shaunda, do you want to go out to Las Vegas and run the warehouse there and Johnny can keep working on the truck?” Next stop: Sin City! As a team, they learned that one of them could be inside doing the work on the tradeshow floor - inventorying and securing the load along with sometimes long hours waiting, maybe all day - while the other one was sleeping. And that one could get up and drive as soon as the loading process was completed. “Together as a team, we could do almost anything that was required of us.” says

Shaunda. “One can be sleeping, the other can be driving, and they can switch and just basically meet between the seats. One says, ‘Goodnight, I love you,’ and the other says, ‘Good day, I’m going to work.’ But it took synchronizing our driving and sleeping and sometimes that can be tricky for people who are brand new to the industry - figuring out that schedule, figuring out how to actually sleep while the truck is bouncing down the road - and that can be the most challenging part for people who are used to a good night’s sleep in a dark bedroom that’s not moving. “Another thing we find that new people coming into the industry don’t really comprehend and understand,” she adds, “is that, yes, you go to the marshaling yard and you check in in the morning, but they may not get you up to the dock until 6, 8, 9 p.m. that night. What they don’t understand is there’s a lot of waiting time because literally when you do a tradeshow, they’re building a small city in the space of two or three days. Whoever is on the back end of the hallway gets

to go in first and the person who’s freight it is at the door goes in last and wherever you are in that line, that’s when you are going to be sent up to the hallway. So, there’s a lot of sitting around and waiting at the front end or the back end

She drove her time, I drove my time and when we stopped, we didn’t sit in the truck, we’d probably go get a hotel room.

of the tradeshow - and that’s a difficult thing for a lot of people to absorb and comprehend.” One of the things they learned along the way together is that it’s absolutely necessary to have a high-quality memory foam mattress @ExhibitCityNews

in the bunk. Trucks already come with something they call a mattress, but it’s more like sleeping on a pallet—not at all comfortable. Another is that having a little refrigerator, a coffeemaker and even a microwave oven or small

stovetop in the truck is always a bonus because truck stop food, while once reputed to be good, gets old very fast. It’s all like fast food, pre-packaged and frozen, not the healthiest of choices. “We got along good,” boasts Johnny. “That was the key thing, right there - I mean, although a lot of people look at these trucks and think it’s a big truck, I’ll tell you what - a big truck can get really small when you’re inside with people and getting on each other’s nerves a little bit. But we got along with each other. She drove her time, I drove my time and when we stopped, we didn’t sit in the truck, we’d probably go get a hotel room. We made the best of it. There’s quite a few couples out there that are like that, but at the same time on any given day, Shaunda can tell you this, you’ll see people on the road that just shouldn’t be together - married or not! They’re just at each other’s throats all the time; we got along good.” ”Driving down the road together is like having a business.” adds Shaunda, “You’re sharing the business, you’re sharing your life - sometimes you feel like you’re on vacation - not always - but sometimes you feel like you’re on vacation together because you

get to see some fun scenery, you get to go to some fun places. It’s a great adventure.” But it’s not all fun and games. One time when they were in Los Angeles, Calif., loading and double decking the freight, Johnny was up on the top deck. He had climbed a ladder up to the second deck that they built on the truck when he fell and hurt his shoulder. At the emergency room, they said, “Well, it’s torn and you need surgery.” But, far from home and in the middle of a job, they immobilized his arm, gave him some painkillers, and the pair not only finished loading the truck, they returned to Oklahoma, their destination of origin, with Shaunda driving, to unload the truck. Then it was off to Missouri for the surgery and a three-month recovery, which left Shaunda alone doing the work. Another time, when Shaunda was driving a delivery by herself into Denver, Colorado, she stopped at one of her favorite places to sleep at the top of a mountain. It was 60 degrees outside and the stars were shining - perfect camping weather. But when she woke up freezing, she found there was snow Continued on p. 32 Jan/Feb 2017 31

TRADESHOW SHIPPING Continued from p. 31 everywhere and that she had been plowed in. It was then when she taught herself to put snow chains on a big rig. These days, she works as a representative with an essential oil company, helping people with their health and wellness. But every once in a while, she would still go with him for a rush shipment or the like. “My dad drove a truck all of his life,” says Johnny, the oldest of eight kids. “I literally, not jokingly or not saying this to make it sound sensationalized, but I literally grew up in a truck. My mom and dad were together, it’s just that I’m the oldest and being the first boy, my dad says, ‘I’ll teach you what you need to know.’ You can put one hand in the air and count how many fingers are in your hand, that’s how many days I spent in school in my life. I literally grew up in a truck. I was eight years old when I first drove my truck any distance and that was down at a farm in Rhode Island. We needed to take a truck and trailer to a field - it was like six or seven miles away - and we needed some help and my dad says, ‘Johnny can do it.’ So, I got in the truck and drove it six or seven miles down the road that was my first experience driving a truck. It was an old B Model Mack two-stick. So that was my first experience of driving and, of course, growing up on the farm, it was a family type place - and then I got drafted in the service. When I got out of the service it was June 19, 1979. June 20th, I was back on the 32 Jan/Feb 2017 Exhibit City News

Shaunda Peck and Johnny Bates

road and have been doing it ever since, 38 years.” And a good portion of that has been for the tradeshow industry. “What I liked about the tradeshow business is – though it’s not so much this way anymore - there’s a lot of independence as a driver,” adds Johnny. “Even though you may work for the company, you pull for the company, I lease from the company, but I’m basically considered an owner/operator. You have more independence in this industry than you do at hauling cargo.” Still, 38 years is a long time. “Shaunda has some things in the works that may get me off the road within the next year,” muses Johnny. “Things are kinda changing - I don’t look forward to the day when I have to put an electronic logbook in my truck. I’m not

saying we run illegal, but I like the independence of setting my own time, not having to worry about a piece of electronic equipment telling me when I have to shut down. I know when I’m tired and I know how far I can go; I know how far I can get legal-wise but I can set my own time. If I want to stop and have a cup of coffee for an hour, I have that option, but with an electronic log that kinda limits you from doing things like that. With me and a lot of other guys that have been out here for a good while, we can get ten hours of sleep and sleep all night long, do whatever you need to do and then two or three hours down the road, maybe because of traffic or the way the day is going, you might want to take a nap for a couple of hours -well, nowadays with electronic logs that kinda limits drivers

from doing those things. Or stop for a couple of hours, maybe they have a favorite place or truck stop to go and hang out somewhere - and that kind of limits drivers to be able to do that. When it comes down to saying, the electric logs are supposed to come into play, from what I understand, by the end of next year, I think it is, and by that time there, I’m looking forward to retirement. I don’t want to be like my dad - he retired at 77 and two years later passed away. I’d like to think I’m young enough to have something to do other than hang around trucks all my life.” But these days still, when Johnny is out and about and is asked where he lives, he answers, “Well, my wife lives in Las Vegas and I visit her sometimes.” Some might call that the perfect marriage.

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What is your background and how did you enter the freight industry? Born and raised in Northbrook, IL, earned a BA in northern WI before moving west to live in Reno, Nev. I started working part-time on a freight dock in 1986 for a new carrier called Con-Way Western Express, and quickly moved into sales as an account manager. Within a few years, I was promoted to service center manager in a small operation in Arizona and in 1990 was promoted to manage their Las Vegas location, where I was introduced to the tradeshow industry. With transportation sales, operations, and tradeshow experience, I ended up as the regional tradeshow manager for Overnite Transportation, which became UPS Freight. I enjoyed that position for 15 years before accepting the opportunity to oversee Exhibit Freight Solutions in December 2014. What are the duties of a National Director of Logistics? That is a long list which would be better described in broad terms as overseeing the development of a team of personnel experienced in tradeshow transportation and bringing their experience to bear on the freight shipping needs of all industry stakeholders including exhibitors, display houses, general service contractors and show managers.

Scott Nobles, National Director of Logistics, Exhibit Freight Solutions 34 Jan/Feb 2017 Exhibit City News

What steps do you take to ensure a timely delivery to the show floor? That starts with the most critical step in the life of a shipment, which is research of the show to determine advance warehouse dates, exhibitor move in and target dates, etc., and then selecting the best carrier to service our customers’ shipments into the show. After that, the pickup needs to be scheduled and set up; we track the shipment daily and coordinate final delivery by the carrier.

What are the most problematic or sensitive parts of tradeshow shipping and logistics? Aside from the effects of weather on transportation in general, timely and effective communication in every direction is the greatest challenge of tradeshow logistics. From exhibitors waiting until too late to set up a shipment to unavailable show information, challenges abound and communication shortcomings can snowball in logistics to service failures, added costs and customer dissatisfaction. How has technology made the shipping process easier and is there anything new on the horizon? Many of us remember how difficult it was to print out and assemble every page of an exhibitor kit and mail it out on time to exhibitors. Thanks to technology, we have online access to needed information on any show, and with smart phones we can communicate with exhibitors while they are at a show. As the industry moves forward in the 21st Century, these efficiencies will continue to be developed and, more importantly, understood and utilized by more customers, further streamlining operations increasing returns. What does Exhibit Freight Solutions bring to the table that makes it stand out from competitors? Exhibit Freight Solutions provides a full range of show carrier services to its customers rather than the limited services available when working with a single carrier as an exclusive show carrier. EFS helps increase the exhibitors’ use of the show carrier by providing competitive pricing and multiple direct contacts of exhibitors prior to, during, and after a show, all of which increases logistics revenues shared with our customers as a generous percentage of gross margins. EFS utilizes several carriers across multiple modes allowing us to match the best @ExhibitCityNews

carrier to each shipment. We track every shipment daily with every carrier to make sure every shipment is on schedule for on-time arrival. We are a licensed and bonded freight forwarder, so our contractor customers have a free firewall protecting them from the liability of providing freight forwarder services without a license. We can set up advance warehouses for contractors and provide on-site assistance during tear down and load out. We handle all receivables and payables as well as provide a detailed accounting of shared revenues due by show and shipment. We do everything needed to provide a

perience directly to the unique challenges that come up. What advice do you have for those entering the tradeshow shipping industry? Do everything you can to spend as much time as possible at show sites in order to learn all you can about all the different entities involved in a show, learning how they operate and how your company can best meet all their shipping needs. What’s next on the horizon for Exhibit Freight Solutions – expansion, growth? The technology of this century allows

Aside from the effects of weather on transportation in general, timely and effective communication in every direction is the greatest challenge of tradeshow logistics.

complete official show carrier service that contractors are finding so difficult and expensive to provide in pursuit of a revenue stream that is proving to be more limited than anticipated. How do you handle workflow issues when balancing multiple shipments? EFS has an effective process in place that efficiently addresses the many different areas of concern that can arise in the life of a shipment. This allows us to basically automate the components common to most shipments so we can handle multiple shipments while being freed up to apply our expertise and ex-

the tradeshow industry to embrace a new model in the area of exhibit transportation. As word travels of our unique service package, EFS will grow as we partner with more and more customers who are currently searching for that new model and as we build the team of experienced specialists needed to service the growing number of shows we serve. When not up to your ears in logistical issues, what do you do for fun and relaxation? Reading, cooking, and good conversation with good friends and family. Jan/Feb 2017 35

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

EDPA ACCESS 2016 Photos by Padgett & Company Inc.

From left to right: Stephen Ross, VP, creative, Access TCA (also EDPA Designer of the Year); Pat Friedlander, director of marketing, Access TCA; and Amy Sondrup, president, Access TCA; receiving Eddie Award at EDPA ACCESS 2016 from Robert Campbell, Uniplan, for their Facebook Live social media initiative, #AccessatASCO, broadcast from the show floor at American Society for Clinical Oncology (ASCO), to let people know what goes on at set up.

Uniting a Fragmented Industry

Two Associations with Renewed Visions and How it Affects the I&D Supplier Segment

Pp. 38-40

The Power of a Themed Trade Show Exhibit

And Where do you go to Find Ideas?

Pp. 46-48

Nuvista Builds The 21st Century Connected “Home”

Heilmaier Messe Design’s 70th Anniversary

Pp. 42-45

Pp. 50-52

With Siri in Control at CES 2016

10 Questions – EXTRA!

DEDICATION: This new section is dedicated to all the exhibit house professionals, as well as all exhibit managers and tradeshow coordinators worldwide. @ExhibitCityNews Jan/Feb 2017 37

SHOP to SHOWFLOOR I&D and Event Labor

UNITING A FRAGMENTED INDUSTRY Two Associations with Renewed Visions and How They Affect the I&D Supplier Segment By Lesley Martin

38 Jan/Feb 2017 Exhibit City News

The Only Association Dedicated to the EACs

Recently known as E2MA, the Exhibitor Appointed Contractors Association (EACA) is the latest evolution of an association that addresses the needs of the EAC, founded in 1998 to be the voice for the “non-official” trade show contractors. At that time, the industry was experiencing significant growth, and the EACs emerged as an alternative service to the general contractor. Show organizers, who previously only worked with the general contractor, were then responsible for a group of independent contractors. The EACs added another layer of complexity and raised concerns around safety, security, and assumption of risk. The segment’s growth was like the wild west with small shops hanging shingles outside their doors. Without accreditation for new companies, the EACs posed safety, security, and liability issues for the show organizers. The show organizers then had to vet the EACs before allowing them to work – and would charge a fee for this vetting

process, which was passed on to the exhibitor or cut into the EAC’s profit margins. A solution was needed for the EACs to remain competitive with the general contractors. In response, an association was founded to streamline the vetting process for EACs and remove the need for the show organizer’s fee. Jim Wurm, who was one of the founders and is president of the EACA, said, “We worked on processes to enhance safety and security, so that members of the association are aware of best practices to perform work, and how to collaborate with others on the show floor.” A company’s mem-

bership within the association became the stamp of approval for show organizers.

Future of the EACA

The EACA continues to manage the relationship between show organizers, exhibitors, and the EACs. Now that the association has accredited the contractors for their hard skills, the latest evolution of the EACA focuses on increasing the value proposition of EACs by teaching soft skills. From studying the show organizers’ customer survey results, the exhibitor’s experience needed improvement. Senior marketers, who do not usually

EDPA ACCESS 2016 Photos by Padgett & Company Inc.


ore than any other marketing tactic, trade shows depend on place. Trade show exhibitors and attendees rely on the host city’s restaurants, accommodations, culture, laws, and resources. Because a trade show is deeply rooted in place, the central organization remains one of the biggest challenges that the trade show industry faces. Arguably, the exhibit appointed contractors(EAC) could be the most fragmented segment. Without a national union, everything from the rates to the protocols varies from place to place. An association regulating on a national level would increase efficiency, quality, and safety through accreditation, best practices, and trend monitoring. Associations could provide a national standard for safety and quality, enhancing the customer experience. The two associations attempting to tackle this challenge are evolving with the needs of the industry, and both recently announced renewed visions.

EDPA ACCESS 2016 Photos by Padgett & Company Inc.

Pictured: a sampling of some of the exhibit hall booths from EDPA ACCCESS 2016.

work outside the office environment, are unaccustomed to interfacing with I&D crews. Because of the continually new environment and the handling of the everyday stressors of booth set-up, the trade show floor can become a tense place. Through its training program, the EACA teaches workers how to enhance the customer experience for exhibitors. The teaching is rooted in helping the worker understand the customer’s point of view: they are anxious, they are not in their usual workspace, and they lack knowledge of the building or local contacts that the worker has.. In the training pro@ExhibitCityNews

gram, workers also learn that their job entails more than just the physical work of installing and dismantling an exhibit – it includes customer service. “We teach the workers that the customer may have needs other than installing the exhibit and that they can be resources for the customers. The worker can find out what the customer needs, answer their questions, and point them in the direction of solving a problem,” said Wurm. “For example, the worker’s job is to erect the display, but the customer might need a specialty piece of furniture or plants need to be replaced. The worker may have other

relationships in the convention center and can direct the customer to the people who have the answers.” Upon completion of the training, workers receive a certificate that makes them more desirable for hiring. However, unlike other industries that compensate for extra training, I&D workers are not likely to receive a pay bonus or increased rates for earning the certificate. If they’re in the union, the flat hierarchy and rate card poses a challenge for motivating workers to exceed the standard. The trade show industry is rooted in relationships. Helping

workers understand that they need people skills, more than just skills with their tools, will build relationships and make the show floor a friendlier place.

Association for the Exhibitor Ecosystem

While the EACA is focused on the interests of the exhibitor-appointed contractors, the Exhibit Designers and Producers Association (EDPA) has a macro view of the industry. Founded in 1954, EDPA sees its mission as the advancement of the interests of members who are engaged in the design, production, and servicing of Continued on p. 40 Jan/Feb 2017 39

SHOP to SHOWFLOOR I&D and Event Labor Continued from p. 39 exhibits, events, and experiential environments. Most of its members represent the design production houses, but the EDPA watches for trends that affect exhibitors and the entire trade show ecosystem – including the interests o supplier segments like the EAC. As announced at ACCESS 2016, the EDPA is now focused on expanding its global reach

and forming international partnerships for its members. For the I&D supplier segment, which is a uniquely American service which is difficult to navigate for the foreign exhibitor. Partnerships need to be forged between the I&D segment and the exhibit design houses. Businesses exhibiting in the U.S. for the first time depend on their partnerships with domestic design houses to work with the I&D suppliers.

A Win for the Exhibitor is a Win for All

Understanding that the industry is fragmented, both associations focus on the exhibitor as the point of unification. “To put on a trade show, many different parts come into play: the facility, organizer, contractors, local unions; if the exhibitor experience is positive, then they all get a win,” said Wurm. If

the exhibitor has a positive experience, they will want to return, and each player benefits again. Kelli Glasser, 2016 President of EDPA, echoed the core of serving the exhibitor. “We represent the exhibitor’s voice in everything that we do and are concerned about everything that affects our industry because it affects the exhibitors.”

EACA Renews Commitment as the Voice of the EAC Community Association Empanels New Board The EACA (Exhibitor Appointed Contractor Association) has reestablished itself as the trade show industry association that is the voice of the EAC community. The association recently empaneled its new Board of Directors and held its first official Board meeting at EDPA ACCESS on December 2, 2016, to welcome its new directors and elect its officers for 2017. The new EACA Board is comprised of active industry leadership from the EAC community as well as industry leaders from the other primary segments of the industry. The EACA Board is comprised of eight EAC directors, six industry directors, Jim Wurm, its executive director, and Don Svehla, its ex-officio director. The EAC directors on the Board are: President Shannon Scherer, Nth Degree Vice President Randy Bott, Momentum Management Treasurer David Holloway, Eagle Management Secretary Bernie Massett, MC2 Past President Chris Griffin, TS Crew EAC Director John O’Shea, Czarnowski EAC Director Steve Johnson, Renaissance Management EAC Director Mike Metzger, Zenith LaborNet The trade show industry directors on the EACA Board are: Exhibitor Director Rich Gilligan, SAP Show Mgr. Director John Jaworski, RSNA Union Director Bob Lessin, IUPAT Facility Director Bob McClintock, SMG Exhibit Builder Director Brian Phebus, Metro Exhibit Corp. General Service Contractor April Hurley, The Expo Group

40 Jan/Feb 2017 Exhibit City News

“EACA has had a long standing tradition as the customer service arm of the exhibiting industry, and will continue as it always has to advance the interests of EACs and bring together representation from all segments of the industry to address the pressing trade show industry needs of the day,” said Jim Wurm, EACA executive director. “The mission of the EACA is to create tangible value for EACA members by leveraging the combined strengths of the EAC community,” Wurm said. “While there are a great many ways we intend to generate this value some of the first initiatives we will pursue include improving our relations and agreements with our labor partners, working with our trade show industry partners to develop standards of conduct and access in the provisioning of show services, and leveraging our collective purchasing power to generate member savings when they purchase EAC supplies and business services,” Wurm added. “And, with the renewed energy supplied by a Board of industry veterans with strong leadership skills, we are very enthusiastic about our ability to provide a firm foundation for the future business opportunities for all our member companies,” Wurm concluded. The EACA is the tradeshow industry association that is dedicated to creating tangible value for its members by leveraging the combined strengths of the EAC community. The EACA represents and supports the interests of EACs and all other organizations that provide exhibit services. The association is currently comprised of more than 200 member companies representing more than 12,500 full time trade show professionals, and more than 50,000 part time trade show workers.



SHOP to SHOWFLOOR I&D and Event Labor



t last year’s Consumers Electronics Show (CES) in Las Vegas, attendees at the Elgato booth in the SmartHome Marketplace could say, “Siri, go into Relax Mode,” and the lights dimmed, the TV turned on, and the stereo turned off on the CES showroom floor. Based in Germany, Elgato provides a Bluetooth enabled solution for the connected home. Unlike other smart home platforms, the Eve Room does not require a hub, gateway, or bridge. Instead, it connects directly to a companion app via Bluetooth and enables users to talk directly to their home’s sensors via Siri on their smartphones (changing lighting, temperature, humidity, security, etc.) Nuvista, a labor company that supplies professional 42 Jan/Feb 2017 Exhibit City News

trade show labor, partnered with Access TCA, one of the largest independently owned face-to-face marketing companies, when asked to show the breadth of products new client Elgato offers for the connected home. Elgato was attending CES for the second time, but its booth size had more than doubled to 20 × 50 in 2016. None of their previous custom properties could be used in the new space. The client had a concept for the booth layout, but “we quickly realized that idea would not work due to a show hall column and sprinkler location within the booth,” says Nuvista general manager Matthew Little. The client requested multiple areas for semi-private meetings and demonstrations, as well as amContinued on p. 44

PROJECT CREDITS Client Team: Christine Hugel, Elgato Production Design & Execution: Doug Liston, Access TCA Exhibit Design & Construction: Bryon Thompson, Designer, Access TCA; Kevin Enebrad, Access TCA, Sebastian Anderson, Access TCA Exhibit Installation & Dismantle: Amanda Helgemoe, CEO; Matthew Little, general manager; Wayne Peschel, supervisor; Nuvista Photography: Jamie Padgett

SHOP to SHOWFLOOR I&D and Event Labor Continued from p. 42 ple storage for all the equipment and computers needed to run the demonstrations. The solution to displaying the products for a connected home was to create and stage three vignettes in the front of the booth that showcased Elgato’s products, controlled by Siri, being used in several typical areas of a home: the foyer, the living room, and the kitchen. The budget friendly exhibit featured rental system walls combined with new, rear-lit fabric graphics and rental hanging fabric signs. To create a sense of a home environment and to keep the booth within budget, Nuvista replaced the client-suggested ceiling tiles (too heavy!) with a large rental Moss fabric ceiling and integrated recessed lights into the bottom of the fabric structure. Elgato had originally envisioned hard ceiling tiles for the design featuring a canopy, but the weight of the ceiling tiles was cost-prohibitive. The ultimate solution was a 3D tension fabric canopy with radiused corners and a printed face, along with Moss Knit fabric and opaque liners on the face and sides. Internal framing allowed for several rows of recessed lights to be added. The canopy, covering most of Elgato’s island exhibit, provided a great-looking design feature and lighting that was color-matched to other illuminated elements in the booth space below. The result was a lightweight ceiling that was easy to install and had the clean lines envisioned in the original design. 44 Jan/Feb 2017 Exhibit City News

Each of the product demonstrations and dynamic overhead lighting effects was controlled separately via Bluetooth, using Siri on iPads, iPhone and Apple watches. The vignettes featured Elgato products including four HUE table lamps, two HUE standing lights, two Air Quality sensors, eight iPhones, two Apple watches, four iPads, two stereos, two home exterior doors with motion sensors, two Zen water fountains, and two 60” HDTVs. A single computer in the storage room controlled all these items; the storage room was built using rental system walls clad with a large printed mural. There were three semi-private meeting/demo areas in the rear of the booth using rental system walls and translucent fabric graphics. Since 2000, Nuvista has provided customer-focused, service-driven expertise to meet the needs of trade show exhibitors. From modest in-line configurations to large anchor exhibits, Nuvista excels at installation and dismantle and works well with entire teams of suppliers. They respect budgets and relationships and are committed to transparency. According to Access TCA designer Bryon Thompson, “The exhibit looked great; it was busy and well received. The customer, Elgato, appreciated the quality of the fabric and the clean lines. The company was also happy about the cost savings versus hard construction.” Nuvista and Access TCA look forward to building Elgato’s booth for CES 2017 to see what the future holds for SmartHomes.


20’ × 50’ BOOTH

















2 60” HD TV’S ALL







20’ X 20’ OF CARPET

20’ X 30’


SHOP to SHOWFLOOR I&D and Event Labor

THE POWER OF A THEMED TRADESHOW EXHIBIT Courtesy of the Tradeshow Network Marketing Group


hould you incorporate a theme in your next trade show booth? If the theme can make the experience more memorable for your prospects and embody your brand, the answer is a resounding yes. But first, let’s ask the most important question: Does a themed event help drive sales leads? According to Meetings and Conventions magazine, 71% of meeting planners typically incorporate a theme for major events and conferences, and 45% agree that a theme enhances a special event. So where do you go to find ideas? With help from Candy Adams, otherwise known as “The Booth Mom,” following are some of her ideas and our own. “Whether you completely revamp your exhibit program or keep it simple and add a few elements here and there to reinforce a theme, make sure the final product is clearly understood from the aisle, relates to your key message, and increases your message’s memorability,” she advises. Here are three standout theme ideas from The Booth Mom’s article in Exhibitor Magazine, entitled “What’s in a Theme?”

46 Jan/Feb 2017 Exhibit City News

Arts and culture

It’s safe to say that most people have stepped foot inside an art museum at some point in their lives, making art-related themes a safe bet. This theme can be as simple as displaying your products as works of art, such as hanging them on exhibit walls under picture lights or as complicated as recreating a gallery-like setting.

Location, location, location

Location-based themes are simple to pull together in a jiffy. One company created an outdoor camping environment by placing potted plants and trees atop its green booth carpet, and completed the look with a fire pit, wooden benches, and a tent. Take it to the next level and add plush stuffed animals such as raccoons, moose, and other woodland creatures. Then opt for jeans and camo T-shirts for your booth uniforms. I’ve also seen amazing city-themed exhibits. I usually tie the city theme to the show locale because it’s easier to source local items.

Food for thought

Food motivates people, especially at a trade show where good food can be hard to come

by. So why not use some tasty vittles to draw hungry attendees to your exhibit? I always like a good sidewalk bistro, which is easy to recreate. All you need are two or three small, round tables with umbrellas, checkered tablecloths, and a coffee cart rented from the show caterer. To add a bit of marketing to the mix, print product information on table tents and place them

on the tables, and order branded cardboard sleeves or coffee cups. If you have the budget, splurge for prepackaged biscotti with labels that have your company name or logo on them. Have your staffers hand them out to attendees while they wait for their coffee, and use the opportunity to relay key messages and chat about attendees’ reasons for visiting the booth.

How Do You Find Theme Ideas? According to a survey of 84 meeting professionals published in Meetings and Conventions, their best sources for themes include: 74%

Tap my own creativity


Suggestions from colleagues at work


From themed events I have attended


Meetings magazines/websites


CEO/top management


Suggestions from other planners


Client chooses theme

29% Pinterest 26%

Destination management companies

25% Hotel/venue 24%

Suggestions from family and friends


Consumer media (movies/TV/news)


Destination marketing

9% Customer service on the trade show floor

A few ideas of our own are inspired by the exhibits we have designed for our customers and the customer experience they are looking to create.

A new perspective on product launches

At the giant International Home and Housewares Show in Chicago, Dreamfarm, which makes and markets unusual @ExhibitCityNews

kitchen gadgets, wanted to emphasize their new products with the theme, “new and incredibly useful.” The whimsical brand reinforced the newness of their inventions in the exhibit design by using carpet that looks like grass with pedestals of new products sprouting out of it, all within easy reach of attendees to touch and feel their out-ofthe ordinary kitchen tools.

A customer service theme can help guide the interactions of your booth staff with attendees. Last month, driving home from a wedding in Florida, we stopped for the night in a hotel in Nashville. (Side note: If you have not been to that great city, you need to go.) The hotel was nothing fancy. We chose it because it close to the highway. What got our attention was the very friendly staffer who checked us in. He wore a button on his shirt that declared, “I’m #2.” This, of course, prompted me to ask, “So WHO is #1? He promptly replied with a smile, “YOU – my best customer!! I am here to serve you be-

Third-party planners cause you are the #1 person in my life right now! How can I make your stay the best it can be? “ I was extremely pleased with this campaign, which made me think, “Why not incorporate that focus on customer service into a theme at a trade show event?” In this case, all it took was an attention-getting button and customer service training, but the same thing could be echoed in the exhibit graphics.

Fun and games

People love toys, games and sports. Maisto International chose a racing theme to highlight their high-end toy cars at the New York Toy Fair, complete with a checkered flag on Continued on p. 48 Jan/Feb 2017 47

SHOP to SHOWFLOOR I&D and Event Labor Continued from p. 47 the floor. Even if your product is not sports or game-related, you might incorporate a few things to play with that represent different sports of the season, depending on the time of the year and the location of the show. Or you can invite visitors to participate in a game in your booth or through a video presentation, if your exhibit space is large enough. Just make sure the games support your brand.

A good cause

If your company gives to a good cause, engaging attendees in that cause will make people feel good about themselves and others, which is always a good bet. For example, you can promise a charitable donation for every attendee who listens to a speech or video presentation. Or, to reinforce that yours is a company that listens, you might hand out ear buds to booth visitors.

Tie the theme to your brand

How do you make sure your theme suits your brand?  According to the Booth Mom, “In fact, branding is a key element of any theme you choose. So don’t just pick a theme and run with it. Consider ways to integrate your key messages, product and company names, or benefit statements directly into the theme.” For Champion Logistics Group, we created a simple, high-impact booth for their debut at the Exhibitor Show in Las Vegas, where they were looking to generate leads from exhibit firms for their trucking services. To emphasize their strength in the Las Vegas market, the booth 48 Jan/Feb 2017 Exhibit City News

featured a Las Vegas backdrop and a classic car, where visitors could pose for photos, which were later emailed individually with a nice follow-up note about the company’s services. “At most trade shows, exhibitors need to create a booth that stands out among a crowd of competitors and draws attendees’ attention,” Adams notes. “They should make the experience memorable and unique so people can’t resist coming in to learn more. And when the industry allows, exhibitors could stand to incorporate a little bit of fun.”

What’s in a brand?

Many companies think their logo and their colors are their brand, but branding goes well beyond that.  You need to identify your business goals, marketing objectives and target markets to determine how to best portray your brand image and gain exposure at a trade show environment.  According to Jim Joseph, author of “Defining Your Brand: The First Step in Your Marketing Strategy,” published in Entrepreneur: “At first glance, defining your brand may seem easy, but it takes some soul searching, decision making and data gathering… When defining your brand, put as much clarity as possible into how the brand and business is described, so that you can build a specific brand experience to match it. Here are three key steps to help you get there: 1. Make an inventory of your skills. List out what you are especially good at and what you want your customers to think of when your brand comes to mind. Your unique

Which elements generally reflect your theme?

The M&C research also gathered information on where meeting professionals incorporate their themes in trade show activities inside and outside the booth. 86%

On-site signage


Email communications

72% Gifts/giveaways 69% Invitations 63% Website 56% Entertainment 47% Handouts 46% Keynotes 33%

Slide decks


Educational sessions

26% Gobos set of skills will form the basis of your brand definition. 2. What are your customers’ needs? From your list of skills, identify those that your customers particularly need. Think through the kinds of things you do that your customers will come to you for. You should define your brand based on your ability to fulfill such demands. 3. Focus on what differentiates. It’s important for your brand to be different than other similar options available to customers. Of course your brand experience will ultimately differentiate you, but being unique starts with deciding what attributes set you apart from others. Your goal is to be different and better than your competition.”

A brand new theme

Once you have identified

a theme that fits your brand, where do you incorporate it? EVERYWHERE!! Your booth graphics can be easy to swap in and out for each show, as can collateral materials. The key is to make sure you effectively communicate your theme and message in everything you do focused around the show. Now that we’ve walked through the options for themes and the need to suit your brand, we can return to the question of whether a theme will help drive more business. The answer is IT DEPENDS.  IF you have the time to invest and communicate a theme for your event, it can help your booth display stand out from the competition and build business over time.  As the saying goes, if you build it, you still need to get them there!

HMD.16.019_Anz_9,25x11,152Zoll_pfad_V6_RZ.indd 1

13.12.16 15:15

SHOP to SHOWFLOOR I&D and Event Labor

10 QUESTIONS – EXTRA – WITH THORSTEN AND PETRA HOERNER Heilmaier Messe Design’s 70th Anniversary Thorsten, what are your thoughts as you reach this incredible milestone of 70 years in business? 70 years is a really long time and it has definitely had its ups and downs, a good third of which I have personally been actively involved. A second third of the time, when I was just a kid, I was tangentially aware of the business and what was going on with it. The earliest third, however, I only learned about while preparing for our 70th anniversary party. What has become clear to me is that each era has had to face its own particular set of challenges and that will be no different moving forward. What has been the brand’s secret of success over so many generations of customers? To change with the times, always looking for what is new, finding the balance between experience and innovation, never forgetting that this is a business made up of people and personalities - this is what our clients value in their relationship to Heilmaier. 50 Jan/Feb 2017 Exhibit City News

Husband and wife working together in family businesses is nothing new in our industry, but what are some of the trials and tribulations of working together every day? What are some of the exhilarations? Honestly, it’s a tightrope walk. At home, we do discuss the most important things that come up, but we try to not only talk about the business. In fact, we do a pretty good job of not knowing every detail of what the other is doing day to day at the office. Employees are constantly being surprised that we don’t both know what the other has been up to. With your main offices in Germany and an office in Shanghai, and knowing that you do a lot of business in North America, any future growth plans there? We plan to follow the same business model we used four years ago when opening our China office in Shanghai. We start with the idea of being able to better serve our customers’ projects that we are already handling in the states

and then slowly acquire some new projects and clients. We are not looking to begin with production or I&D teams. We have a very successful supplier/partner network that enables us to work locally in the various areas of the USA. Moving forward, we want to keep using this very successful model. The major benefit we are trying to give our clients,

and future clients, is to have a US-based contact that will allow them to communicate with us about their global exhibition programs, particularly focused in Europe and China, in their time zone. Your new, recently built, state of the art production facility must be like a dream come true. How long was this in the planning

Thorsten and Petra Hoerner address the 70th anniversary celebration.

and how does this position your company for the future? We first began planning to move into new facilities back in 2005, but we didn’t begin actively looking for a location until 2013. At that time, we also began using our internal resources, specifically architects and designers, to do as much of the planning as possible. The move enabled us to take the closest @ExhibitCityNews

possible look at our inventory and thin out a number of properties that had fallen out of fashion and were just collecting dust. Possibly the biggest single decision we made was to install the sliding shelving system in the warehouse. First of all, having these moving shelves forces us to be more orderly in our approach to crating and storing than we previously had been.

Secondarily, it increases our storage capacity by 60 percent. The cost for land and/or space in the Munich metro region is so high that this became a very sensible investment. In fact, our entire move is predicated upon the idea of streamlining and optimizing our internal structures so that we are being as efficient as possible for our clients.

Tell our readers a little about your facility’s certification as a green facility, especially the floor to ceiling automated rack system. The building itself doesn’t have any specific green certification. However, here in Germany, there are a number of building codes that encourage energy efficiency and optimization. The shelving system, like we mentioned previously, is just such one of those systems that helps us be more efficient. Through that technology, we have five fewer empty aisles, wide enough for forklifts, than a normal warehouse would have. In the space where our sliding shelves are, there would be about 600m³ storage space in a standard set up. We have over 1000m³ in the same space. Industries industries of focus? We have never limited ourselves to working within a specific industry or have ever looked to work within certain industries. This philosophy has served us well and left us open to everything, or almost everything. We have tended to avoid working with the automobile industry; more specifically, we have avoided working directly with automobile manufacturers. We have found that there tends to be a disconnect between their standards and expectations and their budgets. What advantages does being based in Munich bring from a geographic standpoint concerning pricing and service? In terms of international accessibility, there are only two major hubs in Germany: Frankfurt and Munich. From Continued on p. 52 Jan/Feb 2017 51

SHOP to SHOWFLOOR I&D and Event Labor Continued from p. 51 our perspective, Munich is a more beautiful city in a more beautiful area and we are much closer to Italy, my favorite country. However, in general, the distances in Europe tend to be shorter than the US is used to, so it doesn’t much matter where one is. However, from a cost perspective, Munich based businesses are at a disadvantage. Whether we are discussing cost of living, rental prices, or land prices, everything in Munich is above both the German and European average. This can have some effect on our pricing. However, specifically to the industry, when we work in other parts of Germany and Europe, we work with some

52 Jan/Feb 2017 Exhibit City News

local partners (particularly for I&D) and don’t have to pay the Munich prices. On the other hand, an advantage of being here is that the Munich area boasts an above average number of healthy and wealthy firms and this makes new client acquisitions easier. What metal systems and other providers does your company partner with? Over the course of many years, systems have gone in and out of favor but a few have stood the test of time with us. We still have a large inventory of MODUL, but that is being called for less and less. Our most used system at this point is Aluvision, an

aluminum frame system that is lightweight, sturdy, and quick to install. The fact that these systems are so reusable helps both us and our clients approach a level of sustainability that is not possible with conventional building. We do also have a third system which is a proprietary wooden panel system that, while green, is not as robust as the aluminum systems we use. What are some misconceptions North Americans have when partnering with a company like yours to service their clients in Europe? Even though the size of Europe is relatively manageable, it covers more than 30 coun-

tries and each country has its own language, customs, and mentality. Between those differences and the number of different laws and regulations, it is really difficult to describe anything as particularly “European.” Switzerland is a perfect example of this. They are geographically in the middle of Europe, but do not belong to the EU and that makes the details for projects in Switzerland more complicated with regard to both borders and personnel costs. From our perspective, it is best to start with the supposition that there will be intercultural differences between any two nationalities and move forward from there.


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It’s All About Action at Expo! Expo! By Ashley Newman


howNets had a wonderful time this year at IAEE Expo Expo 2016 in Anaheim. Such a beautiful place to network and see the latest trends in the Exhibition and events industry. David Bishop, showNets president and member, spoke 54 Jan/Feb 2017 Exhibit City News

on Thursday. His talk was titled: Demystifying Wi-Fi – Wi-Fi that Works. Demystifying Wi-Fi was all about delivering the proper information to event planners, managers, and attendees about Wi-Fi. All too common is the plight of terrible internet in the event space. With the increase in use of mobile applications, session streaming, and press coverage, a failure of Wi-Fi or network support can prove catastrophic for an event. He defined effective Wi-Fi implementation for a trade show because not all Wi-Fi is the same. For more information, visit showNets’ website at


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Aluvision: The Standard in Innovation “To excite and to inspire exhibit designers and builders”, that is Aluvision’s key to success. Not only did the company invest in a new production facility and showroom in Atlanta, GA, they also developed an interesting rentto-own program and several new products, two of which are lighting solutions. Aluvision, the internationally acclaimed developer and supplier of the modular aluminum frame system, recently launched the “Poly-55 bright” extrusion, the perfect answer to the ever-increasing demand for thinner light walls. Following the Aluvision standards, the “Poly-55 bright” is once again a perfect combination of high quality, efficiency and esthetics. With the same 2.17”/55mm depth as the Basic-55 and Omni-55 wall frames, this new light box extrusion allows to integrate fabric structures in regular walls and make it flush on both sides. The threaded channel in the extrusion also makes the connection to other wall frames completely tool free. The advanced perimeter lighting LED technology guarantees a uniform spread of light and prevents shadows and hotspots. The “Poly-55 bright” can be used for wall elements or ceilings. 56 Jan/Feb 2017 Exhibit City News

Another new and elegant lighting solution is the Forester: this mobile light pylon is 10ft high and has six movable LED spot lights, three on each side. The lights have a color temperature of 3000 K / CRI 90 and a light intensity of 3000 lumen each. They are mounted on a three-phase rail and therefore the height of the lights can easily be adjusted. The quantity of LED lights on the Forester can also be customized. The Forester offers a great solution for general booth lighting and

it eliminates the need for overhead lighting. Besides new products and solutions that cover all facets of the tradeshow exhibit and event industry, Aluvision also introduced its ‘rent-to-own’ program. With an increasing demand for rental exhibits, the company now offers a different way for exhibit companies to start building or to increase their existing inventory of Aluvision materials: they can simply rent the materials. If the same materials are rented four times within a two-year period, the client will own the goods. “This will allow our clients to gradually expand their inventory, without having to purchase all the materials at once”, said Stephan De Mulder, Senior Account Director at Aluvision Inc. The same strict rule applies here: only

tradeshow exhibit and event companies are allowed to rent directly through Aluvision. All other requests, whether for purchase or for rent, will be referred to one of the many Aluvision partners. Aluvision develops, produces and supplies modular aluminum solutions for the tradeshow exhibit and event industry. The tool free aspect of the renowned ‘frame system with holes’ makes it the quickest and most user-friendly exhibit system on the market. Aluvision’s new product developments function as an indicator for emerging trends in the booth building industry. With a worldwide customer support service, Aluvision stands for a close follow-up on all projects. Aluvision has a full stocking and production facility as well as an inspiring showroom in Atlanta, GA. The perfect partner for all your projects, no matter where!


Aluvision: The Standard in Innovation “To excite and to inspire exhibit designers and builders”, that is Aluvision’s key to success. Not only did the company invest in a new production facility and showroom in Atlanta, GA, they also developed an interesting rentto-own program and several new products, two of which are lighting solutions. Aluvision, the internationally acclaimed developer and supplier of the modular aluminum frame system, recently launched the “Poly-55 bright” extrusion, the perfect answer to the ever-increasing demand for thinner light walls. Following the Aluvision standards, the “Poly-55 bright” is once again a perfect combination of high quality, efficiency and esthetics. With the same 2.17”/55mm depth as the Basic-55 and Omni-55 wall frames, this new light box extrusion allows to integrate fabric structures in regular walls and make it flush on both sides. The threaded channel in the extrusion also makes the connection to other wall frames completely tool free. The advanced perimeter lighting LED technology guarantees a uniform spread of light and prevents shadows and hotspots. The “Poly-55 bright” can be used for wall elements or ceilings. 56 Jan/Feb 2017 Exhibit City News

Another new and elegant lighting solution is the Forester: this mobile light pylon is 10ft high and has six movable LED spot lights, three on each side. The lights have a color temperature of 3000 K / CRI 90 and a light intensity of 3000 lumen each. They are mounted on a three-phase rail and therefore the height of the lights can easily be adjusted. The quantity of LED lights on the Forester can also be customized. The Forester offers a great solution for general booth lighting and

it eliminates the need for overhead lighting. Besides new products and solutions that cover all facets of the tradeshow exhibit and event industry, Aluvision also introduced its ‘rent-to-own’ program. With an increasing demand for rental exhibits, the company now offers a different way for exhibit companies to start building or to increase their existing inventory of Aluvision materials: they can simply rent the materials. If the same materials are rented four times within a two-year period, the client will own the goods. “This will allow our clients to gradually expand their inventory, without having to purchase all the materials at once”, said Stephan De Mulder, Senior Account Director at Aluvision Inc. The same strict rule applies here: only

tradeshow exhibit and event companies are allowed to rent directly through Aluvision. All other requests, whether for purchase or for rent, will be referred to one of the many Aluvision partners. Aluvision develops, produces and supplies modular aluminum solutions for the tradeshow exhibit and event industry. The tool free aspect of the renowned ‘frame system with holes’ makes it the quickest and most user-friendly exhibit system on the market. Aluvision���s new product developments function as an indicator for emerging trends in the booth building industry. With a worldwide customer support service, Aluvision stands for a close follow-up on all projects. Aluvision has a full stocking and production facility as well as an inspiring showroom in Atlanta, GA. The perfect partner for all your projects, no matter where!

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China Addresses Policies to Spur Growth BY AMBER JOHNSON

As the trade fair and exhibition industry has edged slowly past the recession years, one global market has moved at unprecedented speed to build venues and add events of gargantuan size: China. At the end of 2016, the number of venues in the red giant had grown to 108 with a collective 5.5 million square meters of capacity. That accounts for more than 70 percent of the total exhibition space available in Asia, which in 2004 had just 100 convention venues across the entire geographic region. According to a report by IBISWorld, China’s convention and exhibition industry will generate approximately $4.7 billion in 2016, a jump of 7.9 percent over 2015. But even as China has grown its exhibition revenue, other markets in Asia have bested China in the growth of space sold, with India, Indonesia, Vietnam, and the Philippines performing better. The report suggests that the growing Chinese economy has sparked a demand for convention and exhibition services. But analysts and Chinese exhibition officials agree that there are a number of factors slowing China’s success as a global exhibition destination when compared to its Asian neighbors. 58 Jan/Feb 2017 Exhibit City News

Chief among them has been the governmental red tape associated with participating in exhibitions there. Event managers have complained of difficulty getting products for shows through Chinese customs, and stories of governmental officials autocratically changing dates or venues for events due to an unexpected government need for the space abound. Companies within certain industries also shy away from business dealings in China because of the widespread and sometimes flagrant counterfeiting that has become associated with Chinese products. To address the country’s shortcomings in the exhibitions industry, government officials have set out a plan for improvement that, if successful, should assuage concerns and problems for show organizers and participants alike. A coalition of governmental departments is implementing a roadmap that has a deadline of 2020 for execution, at the end of which officials say China will have a sound development environment and a high level of internationalization. A cornerstone of the plan is for government authorities to step away from the organization side of exhibition industry,

allowing more events to be organized and sponsored by private companies. In addition, the government promises to aid large Chinese exhibition companies in establishing international partnerships or mergers to allow the country more participation in multi-national events. The government will also foster better cooperation with international exhibition organizers to attract their business into China’s vast exhibition space, and it is offering tax breaks for organizers to stimulate interest. Government officials have also vowed to improve intellectual property rights protection, though the details of how they will be strengthened are still being developed. Chinese authorities recognize that merely building venues isn’t enough to make China a competitive player in an industry that has been continually evolving over recent decades. Though historically known for its build-and-burn environment and lax environmental protection controls, China is also making a move towards more environmentally aware practices like reusable exhibit components – a shift that follows a worldwide trend towards Green practices in exhibiting. In China, new regulations for

the industry are making strides to quickly bring its industry into alignment with practices around the rest of the world. Analysts speculate that China’s interest in the exhibition market was fueled by its participation in the 2008 Beijing Olympics and the 2010 World Expo, events that demonstrated the powerful economic impact that visitors can have. In the wake of those events, its exhibition market revenue has grown at an average rate of 8.3 percent annually for the past five years, with authorities rushing to construct new venues in cities like Shanghai, Beijing, and Guangzhou. The country reportedly hosted nearly 6,000 exhibitions in 2016, accounting for 56 percent of all of the space sold in Asia. But without reforms to the governmental processes, customs difficulties, rampant counterfeiting, environmental indifference, and overall lack of established exhibition standards and policies nationwide, Chinese organizers feared the country’s exhibition industry may have reached a plateau. However, with a cooperative effort by government agencies, officials say China is poised to be a major competitor in the global exhibition industry.

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People on the Move


marketing service company focused on strategically designing and fabricating trade show and retail spaces, nParallel, recently announced the hire of Nathan Johnston, who will take on a new project manager position for the company. In the newly created role, Johnston will manage projects for national, regional, and local brands focused on trade show exhibits for custom-build and custom-rental clients. “nParallel is known in the industry for its great client relationships and strong client retention. This aspect of the company, and many others, makes me excited to work for such a reputable organization,” said Johnston. LMG is pleased to announce the hiring of Andrew Davis(right) as Sales Engineer for LMG’s Systems Integration division. His role will include cultivating long term relationships and partnerships with House of Worship clients to improve their audiovisual technologies. Andrew will be responsible for consulting, designing, and overseeing House of Worship installations and projects. “I’m excited to be able to work for a company like LMG, who values excellence and puts people first. Churches need companies who focus on providing the best experience possible and I love that LMG does the right thing for our clients,” says Davis. The Los Angeles Convention Center, professionally managed by AEG Facilities, has hired a new Marketing and Community Relations Specialist, Alexa M. Diaz(right), and promoted from within announcing two new Senior Event Managers, Adrienne Hall and Frank Keefer.

60 Jan/Feb 2017 Exhibit City News

By Exhibit City News

Diaz joins with more than four years of marketing and social media experience within the entertainment industry and a Master of Arts in Communication from California State University, Northridge. Hall, with an extensive background in special event management, was internally recognized as Leader of the 4th Quarter in 2015 and has successfully managed events such as The Longines Masters, Wonder Con, Mary Kay and SIGGRAPH. And Keefer, an instrumental member of the events team managing large events from The Grammy Celebration and E3 to the LA Auto Show, was internally recognized as Leader of the 3rd Quarter in 2014. MG is pleased to announce that Ashley Kiecker(right) has joined its award-winning exhibit design team. A recent graduate of Bemidji State University in Minnesota, Kiecker was introduced to exhibit design at BSU where she earned a Bachelor of Science in Art and Design, Exhibit Design Emphasis. Working at MG is her first job out of college, and she was one of two 2016 recipients of the Michael Grivas Sr. Exhibit Design Excellence Scholarship. “I enjoy the challenges that exhibit design presents,” said Kiecker. “It’s an amazing challenge. Every day is different as we create brand experiences and solutions.” Erich Feist has accepted a position as manager - event technologies at Hamilton Exhibits. Feist spent nearly two decades in the audio/ visual industry. He’ll be responsible for

Hamilton’s growing event technology group, providing A/V equipment, set design, audience interactive and programming work. “I think this is a good fit for me,” said Feist. “I think these guys are on to something here, and I wanted to be a part of it. I feel that I am just as comfortable in a suit in a conference room as I am in work boots at the end of an 18-hour day.” Ken Dec(left) has been named EVP, Marketing and Client Strategies of The Expo Group. Dec joins the company following leadership roles at George P. Johnson and MC2 and will be focused on leading the group’s experience design and marketing teams. “The Expo Group is poised to deliver ever-better experiences to organizations needing to better connect with their communities and convert audiences to their brands,” Dec said. “I’ll be relentlessly focused on helping our teams share the great stories we have to tell about the wonderful work we do here, while assisting our clients in crafting unique, compelling and memorable events.” GES, a global full-service provider for live events, announced that Valerie Carstens, Kiel Jared and Val Gardner have joined its Corporate Marketing team. Carstens joins GES in the role of vice president of branding and corporate communications with more than 20 years’ experience in integrated marketing, corporate communications and branding. Jared’s more than 15 years of marketing experience includes user experience design, technology, and thought leadership to deliver web-based marketing solutions. As Director of Digital Marketing at GES, Jared will work collaboratively with design and technical teams to ensure measurable results are delivered. Gardner is a marketing strategist and analyst, leading strategic prodContinued on p. 62

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Continued from p. 60 uct and solution initiatives from concept through to scalable solutions. As Director of Global Marketing Operations, Gardner ensures planned results in programs, budgets and schedules. Derse, the complete faceto-face marketing company, welcomes top new talent to its corporate leadership team. Nick Borgdorff joins Derse as executive vice president and Frank Occhiogrosso assumes the role of corporate operations vice president, divisional support. Borgdorff will oversee corporate operations and all six of Derse’s U.S. divisions. He brings more than 20 years’ experience in finance and senior operations management. He holds a Master of Business Administration from The Wharton School of the University of Pennsylvania and an undergraduate degree in mechanical engineering from the University of Michigan. Occhiogrosso will lead the development of operational efficiencies and innovation and will support business continuity and execute significant corporate initiatives such as facility expansion and new capability integrations. He earned his undergraduate degree from the University of Buffalo. Exhibit Systems has hired two new professionals to meet growing demand for its products and services, Liduvina Caban and Steven Stavola. Caban, a creative and innovative graphic designer with 10 years’ experience, brings her talent and collaborative approach as a graphic specialist to Exhibit Systems’ design team. Her focus on delivering effective, focused and on-target products that fit clients’ needs and goals ties in well with Exhibit Systems’ emphasis on customer satisfaction. Stavola, a new project manager, has extensive experience in organizational leadership and project management in a business-to-business environment. His arrival expands Exhibit 62 Jan/Feb 2017 Exhibit City News

Systems’ ability to meet growing demand for face-to-face marketing expertise and products, and deliver solutions and service that clients expect. He holds an MBA and a bachelor’s degree from Lakeland College and is a U.S. Navy veteran. Conference Solutions (CSS) recently announced the appointment of Alven Diaz(left) as chief technology officer. Diaz is a software technology professional with a strong history in entrepreneurship and early stage companies. He studied Computer Science at CSUB before transitioning to enterprise software development. “This is an exciting time for CSS, and for the automated scheduling space in general,” said Diaz. “It’s wonderful to be a part of a culture dedicated to innovation. We’re growing our team and relishing the challenge of redefining uses for scheduling and business matchmaking, and aligning with complementary new platforms and partners.” Momentum Management is pleased to welcome Angela Lahmann(left) as an account manager supporting Kaete Miller’s west coast sales team. Lahmann joined Momentum with more than 17 years of experience in the account management role with an exhibit house team in the Atlanta-area. “Angela’s background in account management, work flow management, strategic planning and her overall understanding of the varied responsibilities of the lives of account managers inside an exhibit house, our main source of clientele, make her the perfect fit for Momentum Management,” says General Manager Rick Bellerjeau. Lahmann works out of the corporate office in Alpharetta, Ga. Sho-Link Dallas is proud to announce a new city manager, Steve Gosdin(right). After

attending four years at the University of Texas Austin, majoring in Business Finance and minoring in marketing, Gosdin was hired by a large apparel firm as an account executive. In 1990, he and his wife built, owned and operated a casual restaurant which led to its eventual expansion and building restaurants for others. Within five years, Gosdin sold his firm and got into I&D. He’s been in the industry for more than seven years now, still having as much fun as his first day on the floor. Willwork, Inc. Exhibit and Event Services recently announced Stephanie Kelly(left) as the newest member of their team. As Director of Client Services, Kelly will focus on leading Willwork’s account management teams to provide its diverse roster of clients best-in-class services, as well as fortifying current relationships. Formerly with the Greater Boston Convention & Visitors Bureau, she currently serves as director on the board of the International Association of Exhibitions and Events. She holds a Master of Science in Sports Management, Concentration: Hospitality from Lasell College, and a Bachelor of Science in Business Administration, Concentration: Business Management from Suffolk University. SourceOne Events is excited to announce Joseph Giannelli has joined them as Sr. account executive. Giannelli brings 24 years of valuable and essential experience in the events industry. “With the ever-changing landscape of our industry, clients are constantly striving to take their events to the next level in order to stay current and ahead of the competition.” Giannelli explains, “Because SourceOne has been in the full service events production business for over a decade, we have the team, the tools and the talent in place that allow me the opportunity to offer exceptional service at an excellent price point.”

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EAT Whether it is a simple appetizer or a full course meal, there are many eateries in Vienna to choose from, several of which are both spacious and historic. The Griechenbeusl is one such place, offering several different parlors, including The Mark Twain Room, Music Room, and Candleroom, among others. Several different items on the menu, from steak and smoked salmon to veal, will leave your palette in pure heaven. But when looking for somewhere simple to grab a drink and an appetizer, head on down to O’Connor’s Old Oak Pub. The atmosphere is delightful and friendly with efficient service.


Oregon Convention Center

By Kathy Anaya


ompleted in 1989 and opened in 1990, the Oregon Convention Center in Portland, Oregon, is located on the east side of the Willamette River in the Lloyd District neighborhood. It is best known for the twin spire towers which provide light into the building’s interior and for housing the world’s largest Foucault pendulum, which demonstrates Earth’s rotation. The center is owned by Metro, the Portland area’s regional government, and operated by the Metropolitan Exposition and Recreation Commission. The OCC highlights one of the most dynamic neighborhoods in downtown Portland. With one of the largest shopping malls in the state, the Veter64 Jan/Feb 2017 Exhibit City News

ans Memorial Coliseum and the Moda Center, this city also plays host to a world of sporting events, parades, marathons and concerts. Portland has experienced much growth recently, and it’s quite typical to notice cranes on the skyscrapers as well as numerous development projects. This beautiful convention center has a unique and diverse collection of art that is valued at well over $2 million, an amazing trove of not-so-hidden art treasures easily discovered during a visit. The art is a must-see. Pick up a brochure at the OCC visitors desk so you don’t miss a thing. There is so much to see, from the Japanese Gardens to beautiful historic sites and museum. Make sure to take enough time to enjoy everything. The center also accommodates those visitors with disabilities, making it easy to move around on a scooter. For exhibitors, the center has 18 loading bays and three drive-in ramps with easy access to all facility levels. They provide smooth and efficient unloading and accept freight shipments with limited storage capacity.

From award winning hotels to best bargain alternatives, there is much from which to choose when looking for a place to stay. For a five star hotel, we recommend Kaiserin Elisabeth or Hotel Sans Souci Wien. True, these are somewhat pricy, but when going first class, the cost is secondary to the surroundings. However, if one is looking for something more affordable, there is always the Star Inn Hotel Wien Schonbrunn by Comfort or the K & K Hotel Maria Theresia. These are both comfortable and clean dwellings at a more affordable price.

ATTRACTIONS Even a one-day Vienna trip allows you to explore the city’s great history and culture by visiting some of Europe’s great palaces, churches and art museums. The Hofburg Palace provides a view to the life of the Hasburg dynasty, the Kunsthistorisches Museum will bring you close to the great European artists, and a visit to churches like the great St. Stephan’s Cathedral will reveal some real architectural gems. At evening time, we recommend a concert at the Schonbrunn Palace, which allows visitors to not only tour the palace, but also experience the music of Wolfgang Amadeus Mozart and Johann Strauss in the place and atmosphere it was once composed in.

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Adaptation is Our Top Long-term Challenge AIPC Column by Geoff Donaghy – AIPC President


eing asked to identify the top challenge facing convention centres today a tough task at the best of times – but when it’s in a forum of more than 400 local, regional and international Meetings and Events professionals, as it was at the Global Industry Thought Leaders Panel during Singapore MICE Forum, it takes on an added urgency. Under the overall theme of “Re-work, Re-conceptualise, Re-interpret”, the Forum was intended to challenge attend-

66 Jan/Feb 2017 Exhibit City News

ees to embrace innovation and break out from traditional ways of planning events. And that, as it turns out is exactly the issue of greatest long term concern to our entire industry. Yes, challenges around competition and revenue generation are and always will be the attention-grabbers for convention centres – they directly impact the measures we generally use to report performance. But in terms of sheer, long term implications, the growing demands for suc-

cessful adaptation, on a wide range of fronts, has to take the number one spot. As in so many areas of business these days, change is vast and accelerating in our world. Event planners need to be more agile to meet the changing needs of event attendees – and that, in turn, means venues must be able to respond – to stay flexible, embrace innovation and be ready for change. Change, crisis and disruption are the new status quo - and while many venues are ready for such change, others will take more time. One reason is that many have hardware limitations like fixed ceilings and walls that simply don’t lend themselves to new expectations very easily. But in other cases, it involves re-thinking how business will be carried out in the future, in effect, creating an ongoing, adaptive environment. As an example, more and more these days we are seeing the convergence of exhibitions and conventions: many conventions are adding trade opportunities and exhibitions to their models while at the same time a significant number of exhibitions are adding more educational programming into their programs. To a centre, this means the need to provide for the effective and successful hosting of a number of

Change, crisis and disruption are the new status quo - and while many venues are ready for such change, others will take more time. concurrent components – and that means both spaces and services. There is no turning back from this. Events will continue to evolve and we as centres need to be able to respond with the right products. Success will increasingly depend on our ability to do this, both efficiently and cost-effectively. 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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Exhibit City News’ Year in Review 2016


arewell to 2016. As reflected in the pages of Exhibit City News, the tradeshow industry’s most reliable and reflective homespun news publication for more than two decades. Now in our third year of full-fledged magazine status, we continue to strive to archive, educate, inform, and even entertain with a wide range of articles and topics by a well-respected group of savvy tradeshow columnists and journalists. In our January 2016 issue, we took a look at Texas’ Galveston Island Convention Center, upgrades at Houston’s George R. Brown Convention Center, and the expansion of convention space at Las Vegas’ Aria Resort. We exposed and explored five “Budget Busting Habits” exhibitors should avoid, watched EDPA go

global and Expo! Expo! grow, witnessed The IFES bridge cultural gaps at its World Summit, cheered Liverpool’s Exhibition Centre going green, and witnessed the boom of UPS Stores as facility partnerships. We celebrated the 40th anniversary of Edlen, “the go-to provider for electrical and lighting services” for the convention industry, and watched as ProExhibits moved to Silicon Valley. We explained why our industry should support charitable causes, examined finding the right person to hire, scrutinized beacon technology, and talked about training for the Chicago Regional Council of Carpenters. As March came in like a lion, the IAEE’s Board of Directors had a new chairwoman, Julia Smith, featured on our cover. Inside, we talked to Brightbox VP Joel Martin,


68 Jan/Feb 2017 Exhibit City News

featured the Vancouver Convention Centre and its “living roof,” and projected the Cobo Center to break its own business records. We laughed at custom tradeshow display addictions, questioned whether our readers worked in exhibition or retail, eavesdropped on the secret lives of salespeople, and demystified the magic of W-Fi. As always, we previewed ExhibitorLive! - the largest gathering of industry professionals, paid homage to the winners of the 2016 EDPA awards, watched in awe as GlobalShop 2016 rose like a phoenix, and looked at new opportunities in HCEA marketing. We looked back at tradeshow history, forward at event trackers, and relished the present as Storage West updated itself with new branding. By May, we itched for the warmth of the San Diego Convention Center – home of Comic-Con International, and put a for-sale sign on our cover to represent how the cooling Canadian Economy affected the tradeshow world. We studied the evolution of design technology and the human-touch, then admired the work of the Riverview Systems Group’s massive exhibit for Zimmer Biomet at the America Academy of Orthopaedic

Surgeons Annual Meeting at the Orange County Convention Center in Orlando, Fla. Other topics of interest were finding the future’s I&D workforce, scrutinizing the status of exclusive internet providers, and marveling at breakthroughs in virtual reality. Global Exhibition day increased the bonds of the international exhibition community as trends in tradeshows and events in Europe turned more worldly, which was a great segue into our talk with world-traveling industry expert Michael Tay. For July’s cover, we focused on women in the industry, particularly at Orbus Exhibit and Display Group, which was augmented with features on Susan Reuter and the success of Reuter Exposition Services, Mary Klida - the Cobo Center’s senior marketing and communications manager, and Laura Fee - VP of sales and marketing for Eagle Management Group, not to mention an insightful piece on women, diversity, enlight-

enment and tolerance. But we gave men equal time by talking to EDPA Executive Director Jeff Provost, Tectonics’ Tony Helfman and Attorney William Daniels. Also featured were ShowNets’ 18th year of bringing WiFi capability to large events and the Versastack Solution by Cisco and IBM – a state-of-the-art 3D sales/marketing platform.


Rounding out the issue were expository articles on the Barcelona Convention Center, Fortinet’s and ProExhibits’ stunning Mobile Exhibits venture, and even “How to Clean a Convention Center.” The ‘S’ month featured the ‘M’ word and a look at our changing faces, including how to connect with the ever-increasing Millenials and where

they go to learn the tools of the trade. But for balance, we also grilled Baby Boomer Bob Hopkins. In celebratory news, tradeshow veteran David Dean retired after 34 years of glory, Xibit Solutions opened its new facility in Las Vegas, HCEA Connect rebranded and renewed itself, the beMatrix Partner Training became a resounding success, Storage West’s power couple of Laura and Kevin Fairchild were promoted to networking honchos, and BizBash Live Los Angeles turned out be a whole lot of fun. Plus, we couldn’t help but notice how construction was taking off at convention centers across the country, how polyester tension fabrics were becoming more environmentally friendly, and how modular systems were redefining custom exhibits. Just last November, we flexed with Nth Degree’s bodybuilder/City Manager Melvin Alston, and raised a stein to Kongresshaus

Stadthalle Heidelberg (Heidelberg CC) and the Austria Center Vienna. We worried over “I&D Workers’ Health Risks Over Time,” congratulated the Randy Smith Memorial Golf Classic’s on their fundraising efforts, were amazed by the inspirational Dreamforce show in San Francisco’s Moscone Center, wondered about the use of surplus convention center space, and marveled at the bullseye made by Willwork, Inc. and SACKS Exhibits partnership at The Shot Show in Las Vegas. Also in our sights: brand consistency, the ratio of international shows to larger results, Leonard Metcalf of Bluehive, Inc., industry trends and predictions, BREXIT and EDPA ACCESS, and Aluvision’s new showroom. Yet these were all but iceberg tips, with many more hidden gems also within our pages. What will we cover in 2017? Our journey continues with the very magazine you are reading. Jan/Feb 2017 69


Group captions soace here

From left to right at the Kingsmen 40th Anniversary gala dinner: Anthony Chong, group managing director, exhibitions & museums; Alex Wee, group managing director, retail & corporate interiors; Benedict Soh, chairman; Simon Ong, deputy chairman; and Andrew Cheng, group CEO.

All the King’s Horses and All the King’s Men BY LARRY KULCHAWIK

Exhibit designer and producer companies within the exhibition industry all started with creative entrepreneurs who had the guts to start their own business to design and produce trade show and/or retail exhibits. The average exhibit company in the USA generates $7 million in sales. Many have stayed in business for more than 20 years, and many had key people leave their company to start their own, but few have grown to become mega companies. Many have tried and failed to sustain multi-city growth over time. I know from experience, that being in mul70 Jan/Feb 2017 Exhibit City News

tiple cities is not easy to do and to sustain. When I worked for Greyhound Exhibitgroup, who at that time was the largest exhibit company in the world, they were one of the few exhibit companies in the world owned by a major corporation and listed on the NY stock exchange. When shareholders are involved, business objectives becomes a little different. Greyhound, then Dial, saw opportunity in this niche market and invested in its growth in exhibit design and manufacturing and in show contracting. The show contractor, GES is still in business doing well, but Exhibitgroup-Giltspur is no

more. GES still designs and builds exhibits, but not under the Exhibitgroup brand. During my 28 year journey at Exhibitgroup I became very much involved with our industry associations to learn more about our competition, and to get a pulse on the market. Many of the companies I have met along the way have gone on to succeed with a network of divisions as well. During an annual EDPA convention in 1993 I met my dear friend Benedict Soh from Kingsmen. My first thought- he flew all this way to be at our meeting? Well, Kingsmen has now attended the EDPA meeting for the past 23 years. Little did I know how Kingsmen would go on to be one of the world’s most successful exhibit companies with locations in 19 world cities and now listed on the Main board of the Singapore Stock Exchange. Kingsmen has mastered the process of developing a network of companies who think and act in a common manner. I tip my hat to

At left, Co-founder and Deputy Chairman Simon Ong

Below, Co-founder and Chairman Benedict Soh

Kingsmen for achieving 40 years of success in a competitive industry where trust and honor play a role. Benedict Soh and partner Simon Ong have given back to our industry and contributed to positioning exhibit marketing as an honored profession worldwide.

About the King’s Men…..

The founders of Kingsmen, Benedict Soh and Simon Ong began their communication design business with a clear objective: a commitment to quality and creativity, and to provide exceptional service for our clients along the way. “From day one, we were very conscious about what kind of design actually works for the clients’. Most importantly we studied what the customers of our clients needed. In the early days, we always said that we designed not to stroke our own egos, but to meet the clients’ needs, so that they can do better business” says Benedict Soh. Headquartered in an unpretentious industrial area in Singapore, Kingsmen Creatives Ltd’s address belies a sense of style that has long been associated with Kingsmen. Although it is Asia’s leading player in retail and exhibition design, Kingsmen’s facility might be unassuming if it weren’t for the company mascot, a cheery Humpty Dumpty sitting on a wall facing busy Simei Avenue. The simple building and amusing mascot reflects the founders’ personalities; a humble approach to business @ExhibitCityNews

matched with a sense of humor and fun. The Kingsmen name is a combination of ‘king’s’ and ‘men’- king referring to the client, and men referring to the team that would serve the king. The name is straightforward, simple and easy to remember, playing to the memory advantage of uncomplicated brand names. More importantly, it encapsulates what the founders wanted the name to represent in the minds of their clients. Unlike other creative agencies at that time, the founders’ names were not a part of the company name. This was a way to ensure the name would stand the test of time. When I visited the 2010 World Expo in Shanghai I met up with Benedict Soh, who built several pavilions there. He said, while you are in Asia why not pay a visit to Kingsmen in Singapore, just down the way? After a seven hour flight (just down the way) I visited the Kingsmen facility. At the time they were working on a project for Universal Studios- not your typical exhibit design. While touring their offices, I was surprised to see that Benedict and Simon still sat across from each other, the same as they did in their humble beginning. In the mid-’70s when Kingsmen began, the founders’ knew that they had to diversify their talents, and apply their skills to other exhibit applications beyond retail. At that time, Singapore’s economy hinged on electronic manufacturing, and

large corporations such as Texas Instruments had set up production bases in Singapore. Concurrently, the exhibition and trade show sectors were taking root, providing Kingsmen with a valuable kickstart. The retail sector too was growing, attracting foreign brands to open stores in the newly built shopping centers that were emerging along the fashionable Orchard Road in downtown Singapore. The Kingsmen duo had a clear vision in the mind. It wouldn’t be enough to just do a good job for these retail brand owners; they had to ensure that the client’s satisfaction extended beyond completion of the project. Regardless of the size of the project, long-term assurance had to be a Kingsmen trademark. By extending their services beyond the finishing point, Kingsmen would be able to prove its professionalism and deepen the relationships they formed to build trust. Trust, when earned, would always lead to other business opportunities. Kingsmen’s international client list today attests to its ability to use this most innate of human skills, trust, to expand its business sphere while looking ahead to identify opportunities to keep Kingsmen an all-rounded global player. One of Kingsmen’s most significant moves in the early days was to identify themselves as “designers and producers” rather than contractors or suppliers, terms Continued on p. 72 Jan/Feb 2017 71


Exhibitions Tissot at Asian Games Incheon 2014 Korea.

Continued from p. 71 that were then mostly associated with outsourcing, dubious quality, and bad aftersales service. Kingsmen joined EDPA in 1996 and proceeded to introduce Kingsmen to America as a trusted source for projects in Asia. Kingsmen has attended and contributed to EDPA for the past 20 years and Benedict Soh was honored with EDPA’s Hazel Hays Award in 2014. Simon Ong recalls, “Over the years friends have asked us, ‘what do you mean by commitment to quality standards?’ Our approach to quality has always been quality design, quality production, quality service. These three phrases that we kept saying since day one became the commitment to our future. It is the same today, 40 years later!” From its humble beginning, Kingsmen is now located in 13 countries and 19 cities across the globe providing retail, commercial, trade shows, museums, and theme park exhibit marketing services with a smile! 72 Jan/Feb 2017 Exhibit City News

Kingsmen at Asian Attractions Expo (AAE) 2015

Pit Grandstand patrons get an extra dose of adrenaline, with fantastic views of the starting grid and garages.



3960 Las Vegas Blvd South

Charlie Palmer Steak Las Vegas, NV 702.632.5120


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


Champagne Wishes and Caviar Room Dreams Guy Savoy’s All-New Experience at Caesars Award-winning Restaurant Guy Savoy at Caesars Palace has introduced yet another expertly curated experience with the debut of his new Caviar Room. Located in the restaurant’s elegant lounge, the Caviar Room offers an exclusive menu of caviar dishes, which includes a variety of new offerings as well as some of the Michelin-starred chef’s signature favorites. Dishes on the Caviar Room menu include the indulgent Colors of Caviar ($95/$47), Salmon “Mi Cuit” ($130/$65) — both available in a full or half portion, Octopus “Pot au Feu” with Golden Osetra caviar served in cold steam and Kushi Oysters on the Half Shell (three for $12, six 74 Jan/Feb 2017 Exhibit City News

for $20 or twelve for $40). Other high-end offerings include Golden Osetra or Siberian Baerii Caviar by the ounce ($375/$195), accompanied by traditional condiments. The menu also features a seasonal caviar dish, created by Executive Chef Julien Asseo, Langoustine Tartare with pommes Maxim and Golden Osetra. A tasting menu inclusive of all the caviar dishes is available for guests to order as well— making it the ultimate luxury experience.  Guests can elevate their Caviar Room experience even more by pairing the exquisite delicacy with a glass of Krug Grande Cuvée for $29, or can choose another glass or bottle of bubbles from Restaurant Guy Savoy’s remarkable selection of Krug Champagnes. For those who prefer the traditional vodka with their caviar, Belvedere martinis are also available to imbibe in the Caviar Room.  Since opening in May 2006, the only United States restaurant of world-re-

nowned chef Guy Savoy, Restaurant Guy Savoy at Caesars Palace has received widespread acclaim, including Esquire’s “Best New Restaurants,” and Gayot’s “Top 40 Restaurants in the U.S.”  It earned 3 -1/2 stars from the Los Angeles Times while Newsweek International called it “the best restaurant in Las Vegas and one of the finest anywhere.”  Restaurant Guy Savoy is one of three Las Vegas restaurants to be awarded Forbes Five Star Award and has garnered Wine Spectator’s “Grand Award of Excellence”  AAA’s Five Diamond Award for multiple years. In addition to the exquisite menu offerings, Restaurant Guy Savoy is home to the only Krug Chef’s Table in the U.S. The Caviar Room at Guy Savoy is open during the restaurant’s normal hours— 5:30 to 9:30 p.m. Wednesday to Sunday. Menu prices are subject to change. For information or to make reservations, call (702)731-7286.

Photo courtesy of Caesars Palace

Salmon “Mi Cuit.”


Are You Experienced?

Photo courtesy of Caesars Palace

2017 Experience Hendrix Tour Most Extensive to Date Lauded by critics and fans alike, the multi-artist Experience Hendrix Tour is set to return in 2017 to celebrate the music of Jimi Hendrix, long hailed as the genre’s greatest innovator. This latest edition of the annual tour will be the most ambitious one to date, encompassing 29 performance dates in February and March, including a special engagement in Seattle, Hendrix’s hometown, at the city’s historic Paramount Theater. Now in its second decade, the tour celebrates the musical genius of Jimi Hendrix by bringing together a diverse array of phenomenal musicians, ranging from blues legend Buddy Guy to Black Label Society and former Ozzy Osbourne guitarist Zakk Wylde, as well as Jonny Lang, Kenny Wayne Shepherd, Dweezil Zappa, Keb’ Mo’, Doyle Bramhall II, Ana Popovic, The Slide Brothers, Mato Nanji from Indigenous, and Beth Hart will also be featured among many others. Billy Cox, bassist for both the Jimi Hendrix Experience and Band of Gypsys, anchors a rhythm section that provides the foundation for exciting renditions of numerous signature Hendrix favorites such as “Purple Haze” and “Little Wing.” The new tour comes on the heels of the 2016 Experience Hendrix Tour, which sold out nearly every one of the 27 venues that hosted it. Jimi Hendrix was a pioneer in both rock and blues, and expanded the possibilities of what could be achieved on his instrument and in popular music. Likewise, the Experience Hendrix Tour continues to expand as Jimi’s legacy grows. In 2004, the first tour came to fruition with a three-date string of shows on the west coast, starting in Hendrix’s hometown of Seattle. By 2008, the Experience Hendrix Tour had become a full-fledged, coast-to-coast expedition and continuing to date and without showing any signs of slowing down. Audiences are presented the opportunity to see great artists paying homage to Hendrix while collaborating @ExhibitCityNews

with each other in ways they’d never do in their own live shows. 2017 marks the 50th anniversary of the Jimi Hendrix Experience’s debut album Are You Experienced (released on May 12, 1967) as well as the follow up album Axis: Bold as Love (released in the UK on December 1, 1967). 1967 was also the year Jimi Hendrix rose to intercontinental prominence, when he made his U.S. debut at the Monterey International Pop Music Festival, lighting his guitar on fire to a mesmerized audience. The repertoire from this stage of Jimi’s career serves as a cornerstone in Experience Hendrix Tour sets, as songs like “Fire,” “Manic Depression,” and “Are You Experienced?” are played by various musicians on a nightly basis. During his lifetime, Jimi Hendrix always used the live performance context as a platform for exploration. The fact is evidenced by the recent release of the new live album, Machine Gun: The First Fillmore East Show 12/31/1969. The album is a thorough document of Hendrix’s Band of Gypsys’ first concert ever, in its entirety. This trio of Jimi, Buddy Miles and Billy Cox was short lived, but left an indelible mark on music by combining funk, rock and soul at a time when all three genres were in their formative stages. It’s expected that many of the songs featured on the Machine Gun album, including “Hear My Train A Comin’,” and “Power of Soul,” will be heard on the Experience Hendrix Tour. Fans will get the latest Jimi Hendrix CD Machine Gun: Fillmore East First Show 12/31/69 with their purchase of a

pair of tickets from participating venues. Every pair of tickets purchased comes with a physical CD of the new Jimi Hendrix album, Machine Gun. Check local listings for details. ATTRACTIONS

Join the Justice League at Six Flags! Heroic New Lineup of Rides and Attractions Six Flags Entertainment Corporation, the world’s largest regional theme park company, recently announced exciting new attractions for its newest season, featuring an extensive roster of Warner Bros. and DC Comics branded rides and attractions. In 2017, coming to Six Flags Magic Mountain, Six Flags Great Adventure, and as part of its 50th Anniversary celebration – Six Flags Over Georgia, is the world debut of the next generation of the award-winning JUSTICE LEAGUE: Battle for Metropolis. This multi-sensory dark ride features the most sophisticated technology available, completely immersing riders in a video gaming world. Guests become members of the Justice League Reserve Team and battle alongside Batman, Supeman, Wonder Woman, Green Lantern and The Flash against Lex Luthor, The Joker and his henchmen to save Metropolis. The Joker’s partner in crime, Harley Quinn, will join the band of villains during this epic battle Continued on p. 76 Jan/Feb 2017 75

THE D.E.A.L. Dining, Entertainment, Attractions & Lodging Continued from p. 75 at Six Flags Magic Mountain. But that’s not all! Coming to Six Flags Over Texas, Six Flags Great America and Six Flags New England is The Joker! Named among the Top 10 most anticipated new roller coasters by USA TODAY and FOX News, this thrilling roller coaster is set to wreak havoc in 2017. After being lifted straight up a 12-story, 90-degree hill, riders flip head-over-heels at least six times along the weightless journey. Thrill seekers will experience exhilarating leaps and dives along a horizontal plane, with unexpected drops as they tumble from one level to the next. The wing seats amp up the pandemonium since riders will experience all of this chaos with no track above or below — just the sky, ground and plenty of sinister thrills. And coming to Six Flags America: WONDER WOMAN Lasso of Truth, an extreme swing ride that spins guests in a 98-foot circle at speeds of 40 miles per hour atop a 24-story tower. Guests sit two across in open-air swings as they climb to the top of the tower while spinning round and round, high above the beautiful Maryland and D.C. landscape. Coming to La Ronde and Six Flags Discovery Kingdom is a massive pendulum-shaped thrill ride that swings 40 guests back and forth at 70 miles per hour, while rotating counterclockwise and climb-

76 Jan/Feb 2017 2016 Exhibit City News

ing higher and higher to 147 feet in the air. This exciting attraction will bear the name Titan at La Ronde and will be known as WONDER WOMAN Lasso of Truth at Six Flags Discovery Kingdom. In non-super hero news: celebrating its 25th Anniversary, Six Flags Fiesta Texas welcomes Thunder Rapids – North America’s first rocket blast water coaster; Six Flags St. Louis whirls with Spinsanity, a high-flying attraction that spins and swings from side-to-side; and, Six Flags Mexico debuts The New Revolution, North America’s first fully-integrated Virtual Reality (VR) roller coaster, a multi-dimensional experience. LODGING

Enjoy a Capital Stay on the Banks of the Potomac River Trump the White House with MGM National Harbor Maryland’s luxurious new MGM National Harbor, which opened December 2016, is located just minutes from Washington, D.C., on the banks of the scenic Potomac River. The luxurious new $1.4 billion destination resort is an amazing addition

MGM National Harbor -Terrace View

to the skyline of the USA’s Capital. Featuring a contemporary and progressive design, the world-class MGM National Harbor is like no other in the Washington, D.C., Maryland and Virginia region. Offering 308 elegant guest rooms and suites, the stunning resort also has 53,000 square feet of versatile meeting space, which includes the 16,137-squarefoot MGM Grand Ballroom, boasting a wall of floor-to-ceiling windows with sweeping views of the Potomac River. Additional meeting and event options include the 4,300-square-foot Bellagio Ballroom, the Grand Ballroom Terrace, a state-of-the-art 3,000-seat theater, and picturesque Potomac Plaza (overlooking the harbor with breathtaking views of the Potomac and the nation’s capital).

The well-appointed guest rooms and suites have modern amenities, a 48-inch HD LCD TV, and high-speed Wi-Fi. In addition, the resort offers a 125,000-squarefoot casino, a 27,000-square-foot spa, celebrity chef restaurants, an authentic Pan Asian restaurant, a sports bar, patisserie, food market, and luxury retail shops. The resort is just seven miles from Ronald Reagan Washington National Airport,

and 36 miles from both Baltimore/Washington International Airport and Dulles International Airport. MGM National Harbor has been accepted as the newest member of Associated Luxury Hotels International. In addition to becoming a new member in ALHI’s worldwide portfolio, MGM National Harbor becomes the newest option in the “ALHI Entertainment & Gaming Collection” luxury brand segment. The resort is now served by the ALHI Global Sales Organization to the North American Meetings & Incentives marketplace. In addition to MGM National Harbor, ALHI’s distinguished portfolio also features such other exceptional MGM Resorts International hotels and resorts as Las Vegas’ spectacular 4,004-room ARIA Resort & Casino and the adjacent all-suite, non-gaming Vdara Hotel & Spa; the renowned AAA Five-Diamond Bellagio; the acclaimed 5,000-room MGM Grand Las Vegas; the exquisite Skylofts

at MGM Grand, located on the top two floors of MGM Grand; the adjacent and luxurious all-suite, non-gaming The Signature at MGM Grand; the famed Mandalay Bay Resort and Casino, featuring 3,220 newly remodeled rooms and 2 million square feet of meeting space; the stylish, and incorporated 1,117-suite Delano Las Vegas; the AAA Four-Diamond, 3,044-room The Mirage; and Monte Carlo Resort and Casino, featuring 2,992 well-appointed rooms and 30,446 square feet of meeting space. ALHI’s distinctive membership also includes MGM Resorts International’s extraordinary 1,740-room Beau Rivage Resort & Casino, the largest meeting resort or hotel in Mississippi; the AAA Four-Diamond MGM Grand Detroit, offering 30,000 square feet of meeting and event space; and the AAA Four-Diamond Borgata Hotel & Casino, featuring 2,800 guest rooms and 88,000 square feet of flexible meeting space in Atlantic City, New Jersey.




CONNECT WITH US: @TheEggWorks @EggWorksRestaurants /EggWorksFamilyRestaurants Jan/Feb 2017 77



When the invitation came to speak at the FIT Capstone Event, I was beyond thrilled. To understand why, let me give you a bit of background, particularly for those of you who don’t know about this program. FIT’s Master of Arts in Exhibition Design is a full-time, 39-credit program completed in 16 months. Most coursework is studio-based and is combined with projects that are conducted directly with patron museums, design firms, and trade venues. Students learn to plan and build three-dimensional models, apply typographic solutions to brand identity issues, and incorporate graphic, lighting, interactive, and audiovisual elements into smalland large-scale designs. They can apply their skills to an actual exhibition project. Internships at design firms, museums, exhibit marketing firms, and exhibition design and production companies offer networking and career opportunities. The Master of Arts program culminates in an independent thesis project and capstone event where students demonstrate their design, research, writing, and critical-thinking skills in a final exhibition design and academic paper, presented to program faculty and an international panel of experts. More than 45 industry 78 Jan/Feb 2017 Exhibit City News

professionals take part in a day-long adjudication of final student work. Industry leaders including creative directors, CEOs, exhibit developers, audience specialists, writers, researchers, content experts, design educators, recruiters, journalists, events marketers and project managers comprise this group of individuals who travel from throughout the world to review theses and lend their expertise to the graduating class. I had previously participated as a judge; I so admire the students’ work because it is truly outside the realm of my perPat sonal capabilities. Selfishly, Friedlander the day is an amazing opportunity to network with designers and faculty members, people who work in retail and fashion and museums, who aren’t part of my daily world. Finally, as a member of EDPA, I support the work our organization does to foster this young talent. Celebrating 10 years, EDPA’s University Affiliation Program supports exhibit design studies at FIT as well as Bemidji State in Minnesota. EDPA provides mentors for the students and often provides opportunities for students to intern at member companies. Both chairs of this committee

within EDPA, Dana Esposito and Justin Dworak were speakers at Capstone. What was truly special this year—and why I was so thrilled to be the keynote speaker—is that the entire 2016 class was women. Dana spoke about her experience as the only female designer in a group of “chain smoking old guys,” and since I am older than Dana, I can honestly say that was an improvement over what I encountered when I was, to blatantly steal her phrase, “the last cookie in the jar.” When I spoke to the class, I wanted to focus on their new path, not give a history lesson. And what I consider very important was for designers to be brought in, not at the tactical level, as so often happens, but as part of—if not the lead on—the strategy team. Design isn’t about ooh and ahh—it’s about process, or in the words of Milton Glaser, “Design is the process of going from an existing condition to a preferred one.” Their job in the coming years will be to translate the goals and brand messages of their clients into visual and experiential messages, not to ask their clients what they “want.” In taking the lead, they will embrace “creative bravery” as defined by the 2013 Cannes Lions (Work that takes chances in pursuit of excellence and changes the status quo. The investment in creative brilliance and bravery is a safe business decision). They will hone their leadership skills, and manage the risk averse on their

At far left photo, Sanchita Tucker, student: Circles (Creation & Reaction). Center photo, Vanessa (FangYu) Liao, student: Escape from the City, Jimmy Journey and Glenn Diehl, president, Skyline Genesis. Photo above, l to r: Christina Lyons, assistant professor & chairperson, FIT Graduate Exhibition & Experience Design; Larina Cipolla, designer, Czarnowski; and Brenda Cowan, associate professor, Graduate Exhibition Design #B231, SUNY/Fashion Institute of Technology.

teams, both internal and external. They will learn to communicate effectively and patiently, to not be pelted with buzz words that have no actual meaning, and to learn to keep the business case for the work they are doing front and center. But more than anything, as they move forward in their careers, they need to stay

authentic, to stay relevant, and stay real. And to that end, I closed with a favorite passage from Margery Williams’ The Velveteen Rabbit. “Real isn’t how you are made,’ said the Skin Horse. ‘It’s a thing that happens to you. When a child loves you for a long, long time, not just to play with, but RE-

ALLY loves you, then you become Real.’ ‘Does it hurt?’ asked the Rabbit. ‘Sometimes,’ said the Skin Horse, for he was always truthful. ‘When you are Real you don’t mind being hurt.’ ‘Does it happen all at once, like being wound up,’ he asked, ‘or bit by bit?’ ‘It doesn’t happen all at once,’ said the Skin Horse. ‘You become. It takes a long time. That’s why it doesn’t happen often to people who break easily, or have sharp edges, or who have to be carefully kept. Generally, by the time you are Real, most of your hair has been loved off, and your eyes drop out and you get loose in the joints and very shabby. But these things don’t matter at all, because once you are Real you can’t be ugly, except to people who don’t understand.” The infusion of new insights, new vision, and new talent that the Capstone event represents is an indication that the exhibit and event industry is alive and well.

Promote Your Brand Manage Your Sponsors Engage Your Attendees

@ExhibitCityNews Jan/Feb 2017 79

Trade Show Calendar CANADA

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

Show Archaeological Institute of America The National Franchise & Business Opportunities Show Landscape Ontario Congress Winnipeg Renovation Show Western Retail Lumber Association Prairie Showcase - WRLA Truck Loggers Association Annual Coastal Forestry Convention & Trade Show - TLA Montreal International Auto Show The Franchise Show - CFA CANNEXUS National Career Development Conference Northwest Urological Society - NWUS Toronto Gift Fair Campus Stores Canada - BiiG Ontario Library Association - OLA Super Conference Canadian Society of Association Executives - CSAE Ottawa-Gatineau TETE A TETE Pharmacy U Canadian Society of Hospital Pharmacists - CSHP Prof. Practice Conf. - PPC Saskatchewan Urban Municipalities Association - SUMA Promotional Product Professionals of Canada - PPPC The Franchise Show - CFA Canadian Association of Agri-Retailers - CAAR Buildex, Construct & Design Northwest Canadian International AutoShow - CIAS Canadian Nuclear Association - CNA Conference & Trade Show The Franchise Show - CFA

Start 01/05 01/07 01/10 01/13 01/17 01/18 01/20 01/21 01/23 01/27 01/29 01/30 02/01 02/02 02/04 02/04 02/05 02/10 02/11 02/14 02/15 02/17 02/22 02/25

End 01/08 01/08 01/12 01/15 01/20 01/20 01/29 01/22 01/25 01/28 02/02 02/03 02/04 02/02 02/04 02/08 02/08 02/14 02/12 02/16 02/16 02/26 02/24 02/26

Venue Sheraton Centre Toronto Metro Toronto CC Toronto Congress Centre RBC CC BMO Centre The Westin Bayshore Palais des Congres Place Bonaventure Shaw Centre Sheraton Vancouver Wall Centre Toronto Congress Centre Scotiabank Conference Centre Metro Toronto CC Shaw Centre The International Centre InterContinental Hotel Centre TCU Place The International Centre Stampede Park Fairmont Banff Springs Vancouver CC Toronto Congress Centre Westin Hotel Toronto Congress Centre

All Information Is Subject to Change*

City Toronto Toronto Toronto Winnipeg Calgary Vancouver Montreal Montreal Ottawa Vancouver Toronto Niagra Falls Toronto Ottawa Toronto Toronto Saskatoon Mississauga Calgary Banff Vancouver Toronto Ottawa Toronto


Att 2700 5000 12K 15K 2800 2000 206K 3150 800 200 22K 4500


Nsf Industry 7000 Science 150 35000 Business Landscape & Garden 600 33500 Building & Construction 265 61000 Building & Construction 60 22000 Forest Products Automotive & Trucking 100 Business Education 60 4800 Medical & Healthcare 1.1K Gifts 87 11000 Stores & Store Fittings 180 23000 Libraries

Medical & Healthcare 1100 75 23477 Medical & Healthcare 1800 165 35500 Government Advertising & Marketing 1717 232 Business Agriculture & Farming 1000 36 13.5K 330 57500 Building & Construction 320K 300 500K Automotive & Trucking Energy 4000 80 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

Continued on p.98 80 Jan/Feb 2017 Exhibit City News

Trade Show Calendar US CENTRAL

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

Show Beltwide Cotton Conferences Dakota Farm Show National Western Rodeo and Stock Show Aerospace Sciences Meeting & Exhibit - AIAA Sci Tech North American Beekeeping Conference & Tradeshow Oklahoma Ground Water Association - OGWA Tradeshow & Conference Topeka Farm Show International Academy of Independent Medical Evaluators - IAIME Franchise Expo South - IFA Western & English Sales Market - WESA St. Louis Gift Show Small Business Expo Missouri Veterinary Medical Association - MVMA Texas Press Association - Midwinter Conference - TPA The Western - Western Nursery & Landscape Association Society for Personality and Social Psychology - SPSP Society of Thoracic Surgeons - STS Iowa Pork Congress SIA Snow Show - Snow Sports Trade Show National Association of Conservation Districts - NACD Texas Association of School Administrators - TASA Midwinter Conference Underground Construction Technology - UCT The ASI Show! FenceTech - AFA Northeast Texas Nursery Growers Association Texas Computer Education Association - TCEA ProGreen Expo Texas Music Educators Assocation Clinic/Convention - TMEA Heart of America Contact Lens Society - HOACLS

Start 01/04 01/04 01/07 01/09 01/10 01/10 01/10 01/11 01/12 01/13 01/15 01/18 01/19 01/19 01/19 01/19 01/21 01/25 01/26 01/28 01/29 01/31 02/01 02/01 02/02 02/06 02/07 02/08 02/10

View Complete Calendar Online

End 01/06 01/06 01/22 01/13 01/14 01/11 01/12 01/14 01/14 01/17 01/16 01/18 01/22 01/21 01/20 01/21 01/25 01/26 01/29 02/02 02/01 02/01 02/03 02/05 02/03 02/10 02/10 02/11 02/12

All Information Is Subject to Change*

Venue Hyatt Regency Dallas USD Dakotadome National Western Complex Gaylord Texan Galveston Island CC Embassy Suites Hotel & Conf. Kansas Expocentre Hyatt Regency Austin Kay Bailey Hutchison CC Denver Mart Complex St. Chrales CC Dallas CC Holiday Inn Executive Center Embassy Suites Crown Center Exhibit Hall Henry B. Gonzalez CC George R. Brown CC Iowa Events Center Colorado CC Sheraton Downtown Denver Austin CC Ft. Worth CC Kay Bailey Hutchison CC Henry B. Gonzalez CC Mesquite CC Austin CC Colorado CC Henry B. Gonzalez CC Sheraton Crown Center

City Dallas Vermillion Denver Dallas Galveston Norman Topeka Austin Dallas Denver St. Louis Dallas Columbia Frisco Kansas City San Antonio Houston Des Moines Denver Denver Austin Ft. Worth Dallas San Antonio Mesquite Austin Denver San Antonio Kansas City




25K 687K 1700


350 35K

75 300

10K 4462

300 770 100

350 3200 4000 2600 5000 19K 950 4500 3000 3540 6500

60 450

9109 6500 27K 1200


130 400 459 30 400 200 470 365 70 476 400 500 375


Industry Agriculture & Farming 65000 Agriculture & Farming 90000 Agriculture & Farming 7200 Aerospace & Aviation Agriculture & Farming Water 55000 Agriculture & Farming Medical & Healthcare Business 109K Apparel Gifts Business Medical & Healthcare 6000 Publishing 45000 Landscape & Garden Medical & Healthcare 47000 Medical & Healthcare 90000 Agriculture & Farming 334K Sporting Goods & Rec. 3000 Government 45000 Education 125K Building & Construction 67300 Advertising & Marketing 115K Building & Construction 10000 Landscape & Garden 94180 Computers & Apps & Gardensection! 65000CityLandscape Exhibit News’ best-read 113K Education Medical & Healthcare

SEE YOUR AD HERE! Sponsor your region in the Trade Show Calendar. Exhibit City News’ best-read section! @ExhibitCityNews Jan/Feb 2017 81

Trade Show Calendar US MIDWEST

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

Show American Economic Association - AEA North American International Auto Show - NAIAS Michigan Agri-Business Association Winter Convention AED Summit - Associated Equipment Distributors Archery Trade Association - ATA Northern Green Chicago Boat, RV & Strictly Sail Show

Start 01/06 01/08 01/09 01/10 01/10 01/10 01/11

End 01/08 01/22 01/12 01/13 01/12 01/12 01/15

Venue Hyatt Regency Chicago Cobo Center Lansing Center Hyatt Regency Chicago Indiana CC Minneapolis CC McCormick Place

City Chicago Detroit Lansing Chicago Indianapolis Minneapolis Chicago



Northern Illinois Farm Show - IDEAg Indiana Music Educators Association - IMEA American Bus Marketplace - ABA Northwestern Building Products Expo Ohio Produce Growers & Marketers Association - OPGMA Fort Wayne Farm Show Illinois Fertilizer & Chemical Association - IFCA Wisconsin State Education Convention Face & Body Spa & Healthy Aging Conf.& Expo Chicago Travel & Adventure Show Power Show Ohio National Reading Recovery & K-6 Classroom Literacy Mid-America Restaurant Expo Illinois Pork Expo Cam Expo Hoosier Association of Science Teachers - HASTI iLandscape - Horticultural Trade Show Ohio Music Education Association - OMEA Mid-West Truck Show American Culinary Federation - ACF Central/Western Regional Conference Religious Conference Management Association - RCMA Chicago Auto Show

01/11 01/12 01/14 01/16 01/16 01/17 01/17 01/18 01/21 01/21 01/26 01/28 01/29 01/31 02/01 02/01 02/01 02/02 02/03 02/05 02/07 02/11

01/12 01/14 01/17 01/17 01/18 01/19 01/19 01/20 01/23 01/22 01/28 01/31 01/30 02/01 02/01 02/03 02/03 02/04 02/04 02/07 02/09 02/20

NIU Convocation Center DeKalb The Grand Wayne CC Ft. Wayne Cleveland DoubleTree by Hilton Bloomington Kalahari Resort and CC Sandusky Allen County War Mem. Coliseum Ft. Wayne Peoria Civic Center Peoria Wilconsin Center Milwaukee Donald E. Stephans CC Rosemont Donald E. Stephans CC Rosemont Ohio Expo Center Columbus Greater Columbus CC Columbus Greater Columbus CC Columbus Prairie Capital CC Springfield MotorCity Casino Hotel Detroit Indiana CC Indianapolis The Renaissance Schaumburg Schaumburg Huntington CC of Cleveland Cleveland Peoria Civic Center Peoria Hilton Chicago Chicago McCormick Place Chicago McCormick Place Chicago



809K 900 1675 9900 54K

3300 2000 37K 1200 2109 13K 30K 2000 5300 1400

12.2K 9000 7000 1400



Industry Financial & Legal 157 649K Automotive & Trucking 100 23350 Agriculture & Farming 98 76000 Building & Construction 630 230K Sporting Goods & Rec. Landscape & Garden 297 Boats 270 38.5K Agriculture & Farming Art, Music, Culture 252 Transportation 115 12.8K Building & Construction Agriculture & Farming 410 105K Agriculture & Farming 95 35000 Agriculture & Farming 287 38000 Education Beauty & Healthcare 20000 Travel Industry 250 150K Agriculture & Farming 65 12600 Education 260 45000 Food & Beverage 130 13000 Agriculture & Farming Building & Construction 200 Education Landscape & Garden 200 30000 Education 200 130K Automotive & Trucking Restaurants & Food Serv. 31500 Religious 150 900K Automotive & Trucking



NEW YORK Bronx Carlin

Trenton Chicago


San Francisco

Richmond San Jose


Lake Charles

82 Jan/Feb 2017 Exhibit City News

See complete listing of shows online at

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

US NORTHEAST Show Modern Language Association - MLA Association of Performing Arts Presenters Annual - APAP Philadelphia National Candy, Gift & Gormet Show FAME Transportation Research Board - TRB Printsource New York Mid-Atlantic Nursery Trade Show - MANTS New England International Auto Show Washington DC Travel & Adventure Show National Retail Federation - Retail’s BIG Show - NRF Virginia Farm Show Massachusetts Municipal Association - MMA Motorsports New England Water Environment Assiciation - NEWEA Texworld USA The Pool & Spa Show Yankee Dental Congress New York National Boat Show Baltimore Boat Show New York Times Travel Show Washington Auto Show Philadelphia International Auto Show LegalTech New York Great American Outdoor Show NY NOW - New York International Gift Fair SLAS - Society for Laboratory Automation & Screening New York Water Environment Association Annual - NYWEA Boston Globe Travel Show New England Boat Show

All Information Is Subject to Change*

Start 01/05 01/06 01/07 01/08 01/08 01/10 01/11 01/12 01/14 01/15 01/18 01/20 01/20 01/22 01/23 01/24 01/25 01/25 01/26 01/27 01/27 01/28 01/31 02/04 02/04 02/04 02/06 02/10 02/11

End 01/08 01/10 01/09 01/10 01/12 01/11 01/13 01/16 01/15 01/18 01/20 01/21 01/22 01/25 01/25 01/26 01/29 01/29 01/29 01/29 02/05 02/05 02/02 02/12 02/08 02/08 02/08 02/12 02/19

Venue Pennsylvania CC New York Hilton Midtown Greater Philadelphia Expo Center Javits Center Walter E. Washington CC Metropolitan Pavilion Baltimore CC Boston Conv. & Expo Center Walter E. Washington CC Javits Center Augusta Expo Hynes CC Greater Philadelphia Expo Center Boston Marriott Copley Place Javits Center Atlantic City CC Boston Conv. & Expo Center Javits Center Baltimore CC Javits Center Walter E. Washington CC Pennsylvania CC  New York Hilton Pennsylvania Farm Show Complex Javits Center Walter E. Washington CC Marriott Marquis Seaport World Trade Center Boston Conv. & Expo Center

City Philadelphia New York Oaks New York Washington New York Baltimore Boston Washington New York Fishersville Boston Oaks Boston New York Atlantic City Boston New York Baltimore New York Washington Philadelphia New York Harrisburg New York Washington New York Boston Boston


Att 7000 3500 3500 14K 12K 2500 10.2K 14K 35K 5000



400 30000 200

150 972 50 250 575

300K 430K 35000 220K

200 20K 2000 3187 10.7K 21K 80K 25K 29K 950K 250K 13K

200 147 430 463 400 219 525 125

17900 100K 93200 263K 161K 80000 551K

300 1.2K 50.6K 2.8K 523K 6293 325 1200 150 14K 24K 250 60K 50K 500

Industry Associations Art, Music, Culture Food & Beverage Apparel Transportation Textiles Landscape & Garden Automotive & Trucking Travel Industry Stores & Store Fittings Agriculture & Farming Government Automotive & Trucking Water Textiles Building & Construction Medical & Healthcare Boats Boats Travel Industry Automotive & Trucking Automotive & Trucking Financial & Legal Sporting Goods & Rec. Gifts Science Water Travel Industry Boats

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 Jan/Feb 2017 83

Trade Show Calendar US NORTHWEST

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

Show Association of American Law Schools - AALS Potato Expo Silicon Valley International Auto Show Seattle Gift Show American Probation & Parole Association - APPA Northwest Food Processors EXPO & Conference - NWFPA Outdoor Retailer Winter Market Utah International Auto Expo Western Fairs Association Convention & Trade Show - WFA Gastrointestinal Cancers Symposium - American Society of Clinical Oncology Nevada Academy of Family Physicians - NVAFP Winter Fancy Foods Show - NASFT American Meteorological Society - AMS Annual Meeting Financial Services Institute - ONEVOICE Conference Northwest Agricultural Show - NWAG Unified Wine & Grape Symposium Portland International Auto Show The Alliance for Continuing Education in Health Professions - ACEhp Seattle International Boat Show Photonics West & BiOS - SPIE IEEE IAS Electrical Safety Workshop Product & Service Expo DesignCon Association for the Advancement of Artificial Intelligence - AAAI National Association for Court Management - NACM Midyear Conference Washington Association of Wine Grape Growers Annual Meeting & Trade Show Spokane Ag Expo California League of Food Processors Expo - CLFP Bay Area Travel & Adventure Show OptoWest

Start 01/03 01/04 01/05 01/06 01/08 01/09 01/10 01/13 01/15 01/19 01/22 01/22 01/22 01/23 01/24 01/24 01/26 01/26 01/27 01/28 01/31 01/31 02/04 02/05 02/06 02/07 02/08 02/11 02/12

End 01/07 01/06 01/08 01/09 01/11 01/11 01/12 01/16 01/18 01/21 01/26 01/24 01/26 01/25 01/26 01/26 01/29 01/29 02/04 02/02 02/03 02/02 02/09 02/07 02/08 02/09 02/09 02/12 02/12

Venue Hilton SF Union Square Moscone Center San Jose CC Washington State CC Grand Sierra Resort & Casino Oregon CC Salt Palace CC South Towne Expo Center Grand Sierra Resort & Casino Moscone Center Harrah’s Lake Tahoe Moscone Center Washington State CC Marriott Marquis Portland Expo Center Sacramento CC Oregon CC Marriott Marquis CenturyLink Field Event Center Moscone Center Peppermill Resort Santa Clara CC Hilton San Francisco Portland Marriott DT Waterfront Three Rivers CC Spokane CC Sacramento CC Santa Clara CC Marriott Marquis

All Information Is Subject to Change*

City San Francisco San Francisco San Jose Seattle Reno Portland Salt Lake City Sandy Reno San Francisco Lake Tahoe San Francisco Seattle San Francisco Portland Sacramento Portland San Francisco Seattle San Francisco Reno Santa Clara San Francisco Portland Kennewick Spokane Sacramento Santa Clara San Francisco


Att 3500 1900



Industry Education Agriculture & Farming 160 Automotive & Trucking 10K 700 100K Gifts Police 3524 350 40000 Food & Beverage 32.7K 877 389K Apparel Automotive & Trucking 1200 100 20000 Associations Medical & Healthcare Medical & Healthcare 200 20K 1.5K 215K Food & Beverage 3500 Science Financial & Legal Agriculture & Farming 15K 200 11.3K 500 160K Food & Beverage Automotive & Trucking Medical & Healthcare 77K 600 306K Boats 20K 1.2K 116K Medical & Healthcare Electrical & Electronics Electrical & Electronics 6000 135 1000 Associations Financial & Legal Agriculture & Farming 2500 Agriculture & Farming 6000 250 2000 260 Food & Beverage Travel Industry 1500 88 7000 Medical & Healthcare

PUT YOUR BUSINESS ON THE MAP! Showcase your regional services with a calendar sponsorship. Contact For Rates and Details. (Design Services Available) 84 Jan/Feb 2017 Exhibit City News

See complete listing of shows online at

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


All Information Is Subject to Change*

Show National Railroad Construction & Maintenance Association - NRC-REMSA American Football Coaches Association - AFCA Atlanta International Gift & Home Furnishings Market Kitchen/Bath Industry Show & Conference - KBIS The International Builders’ Show - IBS - NAHB Florida Music Educators Association - FMEA Atlanta Boat Show National Association of TV Program Executives - NATPE Florida RV SuperShow Tropical Plant Industry Exhibition - TPIE The ASI Show! Assistive Technology Industry Association - Orlando - ATIA Florida Podiatric Medical Association - FPMA Science & Management Symposium Fire-Rescue East American Library Association - Midwinter Meeting - ALA

Start 01/08 01/08 01/10 01/10 01/10 01/11 01/12 01/17 01/17 01/18 01/18 01/18 01/18 01/19 01/20

End 01/11 01/11 01/17 01/12 01/12 01/14 01/15 01/19 01/22 01/20 01/20 01/21 01/22 01/21 01/24

Venue Boca Raton Resort & Club Gaylord Opryland Americas Mart Orange County CC Orange County CC Tampa CC Georgia World Congress Center

City Boca Raton Nashville Atlanta Orlando Orlando Tampa Atlanta Miami Florida State Fairgrounds Tampa Greater Broward County CC Ft. Lauderdale Orange County CC Orlando Caribe Royale Orlando Hilton Orlando Orlando Daytona Beach Ocean Center Georgia World Congress Center Atlanta


Att 1000 6658 95K 37K 49.6K

Exh 150 183 2.5K 566 1K 250 24.2K 170 7000 380 63.3K 355 8500 500 6066 739 2600 120 1200 200 6000 250 11K 450


Hotel Motel Restaurant Supply Show of the SE - HMRSSS PGA Merchandise Show - Professional Golfers’ Assn. National Automobile Dealers Association - NADA Surf Expo Jewelers International Showcase - JIS New Orleans Gift & Jewelry Show - Winter SSPC - The Society for Protective Coatings IPPE - International Production & Processing Expo National Cattlemen’s Beef Association - NCBA National Pavement Exposition North American Veterinary Conference - NAVC Golf Industry Show The World Money Show North American Association of Food Equipment Mfg. - NAFEM

01/24 01/25 01/26 01/26 01/27 01/27 01/30 01/31 02/01 02/01 02/04 02/04 02/08 02/09

01/26 01/27 01/29 01/28 01/29 01/30 02/02 02/02 02/03 02/04 02/08 02/09 02/11 02/11

Myrtle Beach CC Orange County CC Morial CC Orange County CC Greater Broward County CC Morial CC Tampa Marriott Waterside Georgia World Congress Center Gaylord Opryland Music City Center Orange County CC Orange County CC Omni Orlando Resort Orange County CC


22K 42.1K 22K 27K 10K 20K 3100 30K 8010 2400 16.3K 13.2K 8000 18.6K

50000 332K 259K 250K 110K 60000

Mrytle Beach Orlando New Orleans Orlando Ft. Lauderdale New Orleans Tampa Atlanta Nashville Nashville Orlando Orlando Orlando Orlando

500 913 504 1K 600 300 190 1.3K 271 145 650 540 300 561

45000 1.2M 307K 413K 30000 300K 113K 785K 52000 116K 12500 18200 125K 95000

Industry Railroads Sporting Goods & Rec. Gifts Building & Construction Building & Construction Education Boats Radio, TV & Cable Rec. Vehicles Agriculture & Farming Advertising & Marketing Associations Medical & Healthcare Fire & Fire Protection Libraries

Hotels & Resorts Sporting Goods & Rec. Automotive & Trucking Sporting Goods & Rec. Jewelry Jewelry Building & Construction 490K Food & Beverage 95000 Agriculture & Farming 40000 Building & Construction 278K Medical & Healthcare 177K Sporting Goods & Rec. Financial & Legal 318K Food Proc. & Distribution

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



TWEET ON Join the conversation

@ExhibitCityNews Jan/Feb 2017 85

Trade Show Calendar US SOUTHWEST

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

Show American Baseball Coaches Association - ABCA International Consumer Electronics Show - CES - CEA The PPAI Expo - Promotional Products Association Int’l The Special Event National Soccer Coaches Association of America - NSCCA Plant and Animal Genome Conference Affiliate Summit West Sports Licensing & Tailgate Show SHOT SHOW The International Surface Event - Surfaces/StonExpo/Marmomacc Americas/TileExpo World of Concrete AVN Adult Entertainment Expo NAMM International Music Market Craft & Hobby Association - CHA MEGA Show Imprinted Sportswear Long Beach - ISS Society of Critical Care Medicine - SCCM Las Vegas Market/Winter (Furniture) Heavy Duty Aftermarket Week - HDAW JOGS Tucson Gem & Jewelry Show International Salon & Spa Expo - PBA ISSE AHR - International Air-Conditioning, Heating & Refrigerating DistribuTECH Marine West Safari Club International - SCI Landscape Industry Show - LIS Show Medical Design & Manufacturing - MD&M West WPPI - Wedding & Portrait Photographers Int’l Awards & Recognition Association - ARA Vacuum Dealers Trade Association - VDTA

Start 01/05 01/05 01/08 01/10 01/11 01/14 01/15 01/17 01/17 01/17 01/17 01/18 01/19 01/19 01/20 01/21 01/22 01/23 01/26 01/28 01/30 01/31 02/01 02/01 02/01 02/07 02/07 02/07 02/12

End 01/08 01/08 01/12 01/12 01/15 01/18 01/17 01/19 01/20 01/20 01/20 01/21 01/22 01/23 01/22 01/25 01/26 01/26 02/06 01/30 02/01 02/02 02/02 02/04 02/02 02/09 02/09 02/10 02/14

All Information Is Subject to Change*

Venue Anaheim CC Las Vegas CC Mandlay Bay Long Beach CC Los Angeles CC Town & Country Hotel Paris Las Vegas Las Vegas CC Sands Expo Mandalay Bay Las Vegas CC Hard Rock Hotel Anaheim CC Phoenix CC Long Beach CC Hawaii CC World Market Center The Mirage Tucson Expo Center Long Beach CC Las Vegas CC San Diego CC Marine Corp Base Mandalay Bay Ontario CC Anaheim CC Las Vegas CC Rio All-Suite Hotel & Casino Las Vegas CC

City Anaheim Las Vegas Las Vegas Long Beach Los Angeles San Diego Las Vegas Las Vegas Las Vegas Las Vegas Las Vegas Las Vegas Anaheim Phoenix Long Beach Honolulu Las Vegas Las Vegas Tucson Long Beach Las Vegas San Diego Camp Pendleton Las Vegas Ontario Anaheim Las Vegas Las Vegas Las Vegas


Att 3350 156K 18.3K 9000 10K 2800 3000 1841 64K 38.5K 52.1K 30K 102K 3972 11.4K 6180 50K 2000 37K 36K 60.7K 7596 3000 31.1K 8500 22K 8274 5000 3500

Exh 325 3.2K 1.3K 360 270 130 200 374 1.6K 639 1.K 400 1.7K 401 352 151 627 230 400 378 2K 407 200 1.2K 400 2.2K 248 250 200

Nsf 43538 2.2M 319K 160K 11000 20000 73360 634K 311K 630K 100K 516K 119K 105K 30300 750K 100K 119K 427K 131K 34000 225K 100K 380K 75800 55000 53000

Industry Sporting Goods & Rec. Electrical & Electronics Advertising & Marketing Exhibition & Meeting Ind. Sporting Goods & Rec. Science Advertising & Marketing Advertising & Marketing Sporting Goods & Rec. Building & Construction Building & Construction Gaming & Entertainment Art, Music, Culture Toys and Hobbies Apparel Medical & Healthcare Home Furn. & Int. Design Building & Construction Jewelry Beauty & Healthcare Building & Construction Energy Military Sporting Goods & Rec. Landscape & Garden Medical & Healthcare Photography Business Housewares

• 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 86 Jan/Feb 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


Show Site Supervisor, Sales & Project Management

PROJECT MANAGER: The Project Manager works closely with

RES Exhibit Services LLC is currently seeking smart, sales, design, manufacturing and waredynamic and creative candidates for several openings: SALES MANAGER: Responsible for converting new business maximizing the use of all RES services. Meet/exceed stated annual sales goals and expected to contribute to overall sales initiatives. Primary responsibilities:


house departments to meet or exceed the expectations of the client during their event or show within the timeframe and budget parameters. Primary Responsibilities:

Responsible for supervising and ensuring setups and takedowns in the field are executed in a cost effective, efficient manner that meets • Detail Entry and Pre-Show Planning. the requirements of the client. This • Project Planning and Transition of Job. position travels domestically on a • Identify new opportunities and ag• Show Delivery and Post Show Planning. frequent basis and must be able to gressively seeking prospective clients adjust workloads and tasks as rewithin assigned business segment A minimum of 5 years experience quired to support changes with ease and/or regional territory as directed in Project Management within the and confidence. This role involves by the company. construction and exhibit industries both supervision, administrative, and • Provide consultative services to required. Must be available to travel warehousing tasks. Primary responsiprospective clients to identify and regularly for tradeshows for several bilities include: develop market solutions that will days consecutively without issue. meet/exceed prospective client’s • Supervising and ensuring install and stated strategies and goals. dismantles in the field are executed • Coordinate and leverage company in an effective, cost efficient manner COMPANY PROFILE resources effectively throughout the that meets the requirements of the With over 40 years experience prosales process. clients budget. viding exhibit solutions, RES works • Oversee project estimation and • Review set up prints and bill of ladwith clients from around the world to design process to ensure proposed ings prior to the install of the exhibit. design and build exhibits that stop work meets the needs and budgets • Understanding and executing based customers — and potential customfor the prospective client. on the install and dismantle calendar, ers — in their tracks. RES offers an • Conduct presentations for clients showincluding daily milestones. unbeatable mix of experience, talent, casing RES’s capabilities, designs, and • Provide daily report of time, status integrity, quality and value. We are services. Profitably negotiate the final and photo on show site floor for proud to provide the best-in-class agreement. Close the sale. supervisor and other staff and labor exhibit solutions that not only compete • Demonstrate capabilities and efassisting with show set up. but surpass many larger firms. fective knowledge of RES products • Delivering the big picture and and services. overall goal. To review a sample of RES’ eye-catch• Meet/exceed monthly sales forecasts. • Recognizing and understanding ing exhibits, events and permanent • Attend tradeshows to prospect for possible challenges. installations visit us at www.res-exnew business and penetrate existing • Always striving to over achieve the and follow us on LinkedIn, relationships. daily tasks. Twitter and Facebook. • Efficiently, and in a cost effective • Recording accurate and organized manner, utilize all internal business information. RES offers a competitive salary and development resources in support of comprehensive benefits package selling initiatives. Requires Exhibit Industry experience including company holidays, Paid Time working for an exhibit house and super- Off, Health Insurance, Vision, Dental, Must have a minimum of 3 years sales vising crews on show site. Must be able 401(k), Life Insurance, Short-Term and experience selling exhibits and exhibit to travel at least 200 days per year. Long-Term Disability and more. services. Must be available to travel regularly for tradeshows for several Apply direct to Sarah Fantauzzi, Vice President Human Resources: days consecutively without issue.

@ExhibitCityNews Jan/Feb 2017 87


CAD Detailing, Solid Works/AutoCAD


The role of the Project Engineer is to develop and produce highly detailed fabrication and assembly drawings for shop construction of Aluminum Extrusions, Round Tubing, 2D CNC, Millwork, and Steel. This person will collaborate with estimating, project management team and manufacturing to bring conceptual ideas into detailed and accurate production plans.


Job Type: Full-time Facilities/Opportunities: Detroit, MI; Atlanta, GA; Las Vegas, NV; Chicago, IL

ESSENTIAL JOB FUNCTIONS: • Gather design information in order to meet design objectives. • Assist project team interpreting drawings throughout project life cycle. • Work with project team to determine and incorporate “Value Engineering” ideas. • Perform necessary site evaluation, measurements, and documentation required for drawing development. • Create production ready fabrication drawings and assembly instructions. • Generate space plans and custom fabrication details for trade show exhibits. • Manipulating existing drawings and properties. • Amending layouts including electrical and other service requirements. • Engineer displays using aluminum extrusion systems. • Develop crating and trailer load studies, Develop weight studies. • Check drawings to make sure they meet facility rules and restrictions. • Organize electronic files to ensure the current versions are in use. • Prepare various prints or files for a variety of needs, such as plans for Fire Marshall or Structural Engineer review and approval • Collaborate with contracted engineering firms for exhibit structural analysis and safety issues. • Generate 3-dimensional computer models from design intent documents. • CNC part extraction, layout, and programming. • Perform drawing maintenance, including updates, revisions, and development of as-built record documents when required. • Meet with production team for hand-off meetings. • Meet with setup personnel to verify setup procedures. • Research new materials and fabrication methods. • Maintain engineering project database.

88 Jan/Feb 2017 Exhibit City News

• Preferred Education: Minimum of an Associate Degree or training in an Architectural, Mechanical drafting or Computer Aided Drawing (CAD) field of study from a college or trade school. • Minimum 2-years of direct work experience in an Architectural or Mechanical drafting capacity as it relates to the event and tradeshow industry. Must demonstrate proficiency using AutoCAD 2014 or greater. SolidWorks proficiency is an advantage.

• Exhibit, Display and Event Industry related experience a plus. • Knowledge of basic production techniques, how parts are designed and engineered so the final assembly is accurate and easily constructed. • Understanding of architectural, structural, mechanical and electrical disciplines and capability of coordinating with these disciplines. • Critical thinking and problem solving skills. • Strong mathematical skills. Strong written and oral communication skills. • Proficiency using the Microsoft Office; Word, Excel, Outlook and PowerPoint. • Experience at working both independently and in team-oriented, collaborative environment is essential. • Able to effectively adjust to shifting priorities, demands and timelines. • Analytical and problem-solving capabilities. • Reacts to project adjustments and alterations promptly and efficiently. • Strong interpersonal skills. • Adept at conducting research into project related issues and products. • Must be able to learn, understand, and apply new technologies. • Ability to effectively prioritize and execute tasks in a high-pressure environment is crucial. • Interpret written information in a variety of formats, including such documents as manuals, graphs, reports and schedules. • Experience using Adobe Illustrator and Photoshop a benefit.

WORK CONDITIONS: • Up to date software and computer systems. • High pace environment with variety in projects. • Overtime (or ability to work irregular hours) may be required to meet project deadlines. • Some travel may be required. Please submit resumes to


3D Graphics Designer As an Experience Designer with IMI Exhibits will include designing graphic and structural elements for tradeshow environments and exhibits. You will generate solutions to the creative challenges that our internal and external customers face in the fastest-paced, highest volume market in the country.

OTHER RESPONSIBILITIES INCLUDE: • Creative and enthusiastic about design. • Well-versed in exhibit concepts. • Able to articulate design concepts to clients, account executives, design team, and all other relevant branch departments. • Organized and able to manage multiple assignments at once. • A team player ‘ willing to lead or follow as the project demands. • Customer service oriented. • Create 3D designs and exhibits. • Prepare presentation renderings, digital presentations or sample boards. • Meet with and present to clients and account executives. • Develop original concepts from client notes and requirements. • Keep current with design trends and research. • Maintain familiarity with modular systems and custom fabrication techniques.

REQUIREMENTS: • At least four (4) years’ experience in the tradeshow industry, designing exhibits, tradeshow environments, and/or corporate events. • Possess solid skills in Adobe CS applications, AutoCAD, 3DS MAX.

EDUCATION: • High School Diploma/GED Required. • Bachelor’s Degree in exhibit design, environmental design, set design, or related field preferred. Salary-Depending on experience with benefits. Please send resumes


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

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 managerial, 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 Jan/Feb 2017 89


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

WANTED: A conscientious sales representative intimately acquainted with experiential marketers, event producers & retail brands, seasoned in the art of bridge-building, and able to take our company deeper into these industries we serve. •• We are Xylem Design, a Colorado-based custom manufacturer of specialty displays and exhibit components. Designing and building for 30 years, everything we do is firmly based on our guiding values: Continuous Improvement, Respect, and Mind-Blowing Service. Our commitment to serving our customers with these values has set us apart in the industry and fuels our growth. •• To learn a little more about us, watch this brief albeit under-produced video I recently made. We know we’re looking for a unicorn (an available, well-connected sales rep with a soul?!) and if that’s you, give me a call today at 970690-2833! Greg Glebe, Founder & CEO

Trade Show Labor Supervisor Exhibit house seeks experienced Field Services Supervisor for immediate full time employment to provide on-site supervision for set up and dismantle of trade show exhibits. Competitive salary and benefits. More information available at or by calling 847-695-2040. Apply in person or online.38W636 US Highway 20 Elgin, IL 60124 90 Jan/Feb 2017 Exhibit City News

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


Project Management Manager Orbus, a leading Custom Modular Exhibit Manufacturing and Tradeshow Supply company, located in the Midwest, seeks a full-time PM Manager to lead and manage our front end operations. This individual would be responsible for managing the project management and detailing teams that are responsible for producing details required for our production teams to manufacture custom modular exhibits, as well as managing our teams that provide instructions for our clients for on-site installation. This individual should have a minimum of 5 successful years of experience managing project management teams of 10+ people.

KEY RESPONSIBILITIES • Must have the ability to hire, train, mentor and motivate current and future team members • Manage the scheduling of workload through teams • Ensure all team deadlines are met • Work with other departments such as sales and production to facilitate smooth project fulfillment • Work with other department heads to facilitate cross-departmental training • Develop and implement departmental processes and procedures • Develop and implement departmental metrics for overall evaluation on a per individual and per project basis • Improve overall quality and accuracy of team output, based upon those quantifiable metrics

REQUIREMENTS (SKILLS & EXPERIENCE) * Must have a minimum of 5 successful years of experience managing project management teams of 10+ people • Must be an excellent team player that works well within their department and others • Must be enthusiastic and an excellent communicator and motivator • Must be proficient with the Microsoft suite of products • Must have a proficient understanding of a company’s P & L and how their team’s contribution affects that • Must be a detail oriented individual with exceptional organizational skills • CAD experience not a requirement, but would be beneficial • Tradeshow / Exhibit manufacturing not a requirement, but would be beneficial • Must be willing to relocate to work out of our Midwest facility This is an opportunity to join a high-performing team in a dynamic and exponentially growing company. Please send resumes to:


Growing trade show exhibit management company seeking an experienced person to manage and coordinate exhibit shipments in and out of events. Experience on show floor and with freight transportation required. Las Vegas based position with some travel required. Health, Dental, 401k. For 30 years ELITeXPO has been assisting exhibitors with their trade show schedule. From shipping services, exhibits, install and storage, ELITeXPO reduces exhibitor stress and time in the planning of their annual trade show schedule. Contact:

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 or works at shows in major convention cities such as Las Vegas, Chicago, Boston, Orlando, etc.

Logistics Coordinator

To place a classified ad, contact Kathy Anaya: Please contact us for details: or call 702-824-9651 ext. 700

Call (702) 309-8023 or Email: Jan/Feb 2017 91


Break All Productions Break All Productions is a Las Vegas based fabrication company specializing in scenic sets and special effects creations. Geared toward film fabrication, they specialize in original looks, and organic designs. Large and small, their artists can give the unique look to your booth, show, stage, event, or prototype out of an array of materials anything that can be conceived. Have your ideas brought to life by a professional film creative team.


Custom Displays

Double Decks

Event Managemnt

Exhibit / Trade Show Displays | Event Planning | Sporting Event DĂŠcor

92 Jan/Feb 2017 Exhibit City News


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 and commercial grade furniture, fixtures & equipment. Our goal is to build a relationship with you as we see business engagements as a partnership – not just a transaction.

Exhibit Production

Event Services

Upstate NY

Montpelier, VT

Concord, NH

Boston, MA Worcester, MA Springfield, MA

Hartford, CT

Providence, RI

(508) 366-8594

Exhibit Software

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

@ExhibitCityNews Jan/Feb 2017 93


Skye Agency Skye Agency is exclusively focused on providing professional talent to increase booth traffic at tradeshows and exhibits. Skye trains and prepares each team member for the many unique challenges that are presented in the exhibit environment. By partnering with a poised and polished Skye Agency professional(s) in your exhibit booth, you can feel confident that you will be getting the best return on your staffing investment.


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


94 Jan/Feb 2017 Exhibit City News

Exhibits & Events


Tradeshow Leads to Sales Tradeshow Leads to Sales is an experience-based consulting, education, and training resource. By means of an experiential in-person seminar, or on-line webinar entitled “Get the MOST from PRE-DURING-POST tradeshow exhibiting”, exhibitors learn how to assure 100% lead follow-up and a positive exhibiting ROI. Tradeshow organizers contract the training for their exhibitors. Exhibit managers take the training to enhance their career. Industry suppliers take the training to win more RFPs and new business.




TRADESHOW LEADS TO SALES.COM Proving Tradeshow Value Since 1986

ORGANIZERSFor Your Exhibitors EXHIBITORSFor Your Career SUPPLIERSFor Your Salespeople


Exhibits & Events

Exhibits & Events


Labor & Management Jan/Feb 2017 95



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.

Chicago | Atlanta | Boston | Dallas | Las Vegas | Los Angeles | New Jersey

800.323.5401 | |


Nail Salon





exhibit and event experience photography

10% OFF


Las Vegas, Nevada 218 - 209 - 1466

PROMO CODE 855.GET.VORE 96 Jan/Feb 2017 Exhibit City News


Advertiser Index A-Z 253, Inc.


D.E. McNabb




4 Productions




Octanorm, USA, Inc.




EDPA Foundation


Onsite Services


Angles on Design










Prism Tradeshow Lighting






Rosemont – RES


Champion Logistics






Charlie Palmer


Heilmeir Messe Design


showNets, LLC


Cobo Center




Step 1 Dezigns


Color Reflections


Hill & Partners


Storage West


Corporate Communications


Horizon Print Solution


Super Bright LED

Corporate Events


Joe’s New York Pizza


Sunset Transportation


Correct Mechanical, Inc.


Momentum Management






NewGen Business Solutions 61



Nolan Advisory


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Exhibit City News - January/February 2017