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Year-in-Review: A Look Back at the Top Stories From 2017

January/February 2018 • VOL. 24 • ISSUE 1


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TABLE OF CONTENTS Year-in-Review: A Look Back at the Top Stories From 2017

January/February 2018 • VOL. 24 • ISSUE 1



Brand Immersion with ETA Experience Transport Agency Looks Back at Their First Year



ECN’s Year in Review

Marshaling Yards, Loading Docks & More

A Few Top Stories From 2017


Challenging the Status Quo on Material Handling Rates

Shop to Showfloor Section


US $6 CAN $8

I&D and Event Labor



On our cover: Reggie Tate, YRC freight safety trainer/dockworker in Memphis, TN. Cover Photo: YRC Worldwide 2017

Traditional Material Handling Rates Out of Control? Challenging The Status Quo


Feature Story

Access TCA Wows Crowd at AAN


Neurocrine Booth Used AR Technology

Tradeshow Shipping Complexities


Aluvisionlive! Fall Edition

Expertise in Marshaling Yards, Loading Docks, and Where To Be When Saves Time and Money

Training & Networking with a Belgian Twist



FIT Capstone Event

As the Saw Turns

Fashion Inst. of Technology Presents a New Generation of Exhibit Designers



Pick the Right Wall


The Green Piece Moving Into the Light


Employment Strategy Corner Want to Land More Top Candidates?


The International Man Adapting Your U.S. Exhibiting Strategies


KB Lines Trucking: A Love Story Hank and Kathy Partner Up and Build a Business


Sunset Transportation Tradeshows: It’s What They Do

Departments 8 Publisher’s Words 10 The Snapshot 52 International Focus 56 AIPC 60 Convention Center Spotlight 76 People on the Move 80 The D.E.A.L. 85 Regional Show Calendar 91 Service Guide 100 Classified Ads 105 Advertiser Index 6 January/February 2018 Exhibit City News


Bringing the World to China and China to the World Belt and Road Initiative Has Increased China’s Trade Connectivity


Prism Lighting: A Pool Skimmer and His Dream Nice Guys Don’t Always Finish Last


Three Ways To Get Strategic With Your Trade Shows In 2018 Begin With Biz & Marketing Objectives


EDPA’s Hazel Hays Award Derse Exhibit’s Bill Haney Honored in Absentia


EDPA ACCESS Recap Outgoing President Gwen Hill Explains “It’s All About Community”


IAEE’s Expo! Expo! was a Resounding Success! Making Connections, Magic & Memories


In Memoriam ECN’s Director of Sales Kathy Anaya


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Greetings to readers everywhere! Welcome to 2018! A new year, a new energy, and a new path forward! The U.S. and world economies are showing signs of strength not seen in many years, if not decades. Bigger news is the tax cuts and reforms that are a major influencer in the positive attitudes in business leaders across most industry sectors. By the time this edition hits your mailbox…the tax measures are predicted by pundits to have been passed. Top this news off with record highs on our stock market and the Feds ability to raise interest rates again (a hedge against future downturns) and….Cha-ching… our convention, tradeshow, and event industry should have a number of solid years of growth forecast ahead! Back To Growth! As an example of happenings industrywide, the CES Show, considered a bellwether of the year ahead, will play host to a groundbreaking for the expansion of the Las Vegas Convention Center expansion… to the Las Vegas Strip! CES 2021 will be the first show to use the new expansion when completed. Stay tuned to ECN and for up-to-date coverage and insight on industry indicators. ECN suffered yet another tragic blow when our director of sales, Kathy Anaya, passed away unexpectedly on Nov. 17 just six weeks after editor Arthur Bloberger passed. We have been fortunate to welcome back our former general manager, Bob Reinecke, back




8 January/February 2018 Exhibit City News

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

into the fold. And we welcome Carol Wilhems as our new sales rep. It’s with a new energy that ECN boldly heads into 2018, with our new editor, Jeanne Brei, at the helm. Meanwhile This Edition! This is our yearly exhibit transportation, warehousing, and material handling edition. In addition to features on KB Lines, Sunset Transportation, and the Experience Transport Agency, Amber Johnson writes on tradeshow shipping complexities and Lesley Martin challenges the status quo with affordable alternatives to traditional material handling rates. ECN went on the road and has recaps from the New York City’s Fashion Institute of Technology’s Capstone event, and the end of year meetings for IAEE and ESCA in San Antonio, Texas, and EDPA in Carlsbad, Calif. And what January rite of passage would we miss…without the perennial year-inreview? HOPE IT WAS A GOOD ONE FOR YOU! If not, as they say in baseball, there is always next year! And it is here…so let’s get going! SEE YOU ON A SHOW FLOOR SOON!

EDITOR Jeanne Brei 702-309-8023 ext.103 ART DIRECTOR Thomas Speak COLUMNISTS Haley Freeman Philip H. Kemper Larry Kulchawik Jim Obermeyer CONTRIBUTING WRITERS Rod Cameron Sarah Chew Wiliam Daniels Kathleen Frantz Pat Friedlander Heather Gillis Amber Johnson Lesley Martin Jim Obermeyer Karin Roberts SALES REP Carol Wilhems 702-309-8023 ext. 105 CIRCULATION Bob Reinecke 702-309-8023 ext. 110

Don Svehla | Publisher

Vol. 24, issue 1, copyright 2018 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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Los Angeles Convention Center Year Opened: 1971, expanded in ‘93 and ‘97. Architects: Charles Luckman, James Ingo Freed; world renowned architects I.M. Pei & Partners, Inc. & Gruen Associates led the design of one of LACC’s major expansions Square Footage: 720,000 sq. ft. of exhibit hall space; 147,000 sq. ft. of meeting room space; 1,960,000 sq.ft. of parking (with 5,600 parking spaces); and a newly renovated 299-seat theatre with rear screen projection. Art: The lobby floors in the north half of the building feature two 140,000 sq.ft. multicolor maps of inlaid terrazzo installed by artist Alexis Smith in 1993. A map of the world centered on the Pacific Rim covers the entire floor of the main lobby, while a map of the constellations around the north celestial pole covers the floor of the upstairs lobby. Schedule: 350 events are hosted annually including the L.A. Auto Show, the Anime Expo, and the Electronic Entertainment Expo (E3). Its newest major events are the Primetime Emmy Awards’ Governors Ball, Microsoft WPC, Abilities Expo, and frequent TV show and movie filmings.


Where to eat, sleep and play near LACC on p. 60

Fun Fact #1: The LACC is the largest convention center in the U.S. to be LEED-EB Gold recertified and was the first U.S. convention center U.S. to receive the Leadership in Energy and Environmental Design for Existing Buildings award. Fun Fact #2: All of the Beatles have performed live at the LACC, except for Lennon. Operations: In 2013, the L.A.City Council voted to let Anschutz Entertainment Group manage the Convention Center. Anschutz Entertainment Group (AEG) is a wholly owned subsidiary of the Anschutz Co. Website: January/February 2018 11

COLUMN As the Saw Turns

Pick the Right Wall

Setting Priorities to Balance Work and Personal Life


indsight can be a wonderful thing… or a torturous thing, depending on what you are looking back on. When you are looking back on a very long career in the same industry, there’s bound to be a few places where you’d rather have done something slightly different. At the exact opposite end of a very long career I find my daughter, my son and my daughter-in-law. All three are in the very early stages of their professional lives. All three are learning the basics of “doing life” in the real world. I have a very real interest in seeing them succeed, and in helping them in any way I can. That help typically comes in the form of conversations and advice – sometimes when they seek it; many times, when I offer it unsolicited… I can’t help it. I guess it’s the dad in me wanting to see them all grow and prosper on their own. And when I say prosper, I am not just talking about the financial variety. Or just about the corporate variety. I have a friend who once worked as a hospital chaplain. He talked about a visit with a gentleman who was nearing the end of his life. The man shared that he’d run his own business that became extremely successful. Yet for years, decades actually, his highest priority was growing that business.

By Jim Obermeyer

wide variety of companies. During one of the breaks I was having a conversation with the guy next to me, who travels the world on a regular basis. But he wasn’t talking about his business or his travels. He was talking about his kids, and how important it was for him to balance his travel with being at home with his wife and kids. How he made every effort to not miss those key dates–the soccer tournaments, violin recitals, anniversaries.

The man shared that he’d lost his family as a result of the long hours away from home and inattention when he was at home. He also shared that his health deteriorated due to his intense travel and constant stress professionally–which turned him onto alcohol and smoking for relief. But the comment that stood out in the conversation with him was this: “I’ve gotten to the end of my life and I realize the ladder I’ve been climbing was leaning against the wrong wall.” Think about that one for a moment. Talk about setting prior-

12 January/February 2018 Exhibit City News

ities in your life – not just financial and corporate, but also on a personal level. We all have specific goals in life for our children, finances, health, marriage, business, charitable giving, hours spent serving and vacation time spent with family and friends. And in the effort to achieve all those goals there must be a balance; spend all your time on one and you will lose the others. And, I would suggest, there must be a constant shifting and readjustment as time marches on. I was recently sitting in a board room with a bunch of our industry’s most successful leaders; owners and senior executives from a

What a stark contrast to that first guy. The very notion of success is extremely personal; it’s unique to each one of us. I can’t possibly define success for you, or you for me. But I’d encourage you to focus much less on the ladder, the rungs on the ladder or the climb toward the top, and much more on the wall you’re leaning it against. And if I can do anything to help my kids understand that concept at this early stage of their professional lives, I think that would be a good thing. Pick the right wall. 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




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COLUMN The Green Piece

Improving Environmental Standards Outdoors and Indoors

Moving Into the Light: Fluorescents, CFL, LED and more


ave you been inside Numerous studies are una classroom, departderway to quantify just how ment store or conmuch these factors impact vention hall, with fluorescent overall health and cognition. lights flickering overhead, One of the most compreand felt a general ickiness hensive studies is taking descend upon you? You know place at the Well Living Lab the one--where the pressure in Rochester, Minn., where builds behind your eyes, you experts are researching “the feel slightly disconnected, and real-world impact of indoor you’re ready to crawl under environments on human the nearest table and go health and well-being,” to sleep? As a longtime and generating “evisufferer of migraines, dence-based informaI have this experition that can be used ence frequently. And in practical ways apparently, it’s not all to create healthier in my head. indoor spaces.” By Haley Freeman With our ongoing Research is illuconversation about improvminating how artificial light ing environmental standards affects humans. Many sources outdoors, we sometimes forget confirm that the flickering of that we spend most of our time traditional fluorescent tube indoors. In fact, the Environlighting combined with its color mental Protection Agency temperature has a measurable estimates that we spend more impact on the brain and body. than 90 percent of our time For people with photosensitive (about 21 hours a day) indoors. conditions like migraine or seiThe term “healthy building” is zures, fluorescents can induce entering the vernacular of all adverse symptoms. concerned with sustainability, Findings also suggest that and new research is confirmongoing exposure to this type ing that the state of our enviof lighting is unhealthy for ronment inside is as important the eyes--bad news for folks to our health and productivity who spend their days trapped as the conditions outside. inside artificial environments A recent article published where fluorescents reign. The by the American PsychoAmerican Journal of Public logical Association entitled Health reported that “fluo“Healthy Buildings, Producrescent lighting may increase tive People,” states that variUV-related eye diseases by up ables like ventilation, airborne to 12 percent and, according contaminants, lighting and to our calculations, may cause noise levels all contribute to an additional 3,000 cases of how humans feel and think. cataracts and 7,500 cases of 14 January/February 2018 Exhibit City News

pterygia annually in Australia.” (Australia banned old-school incandescent lights in 2009.) Because of recent initiatives aimed at outdoor environmental sustainability, traditional incandescent lighting has been phased out across much of the Western world and replaced with fluorescent tube lighting and compact fluorescent lighting, both of which are far more energy-efficient. One possible advantage of CFLs--those whimsical, spirally bulbs--versus fluorescent tubes is that they produce a reduced flicker effect, which is conjectured to have less impact on people with conditions like mine. However, Scientific American reported: “Magda Havas, an environmental & resource studies Ph.D. at Canada’s Trent University, says that some CFLs emit radio frequency radiation that can cause fatigue, dizziness, ringing in the ears, eyestrain, even migraines.” Oh, joy. So what about the light emitting diodes? LED light bulbs cost significantly more than their fluorescent counterparts, but are brighter, use about half the wattage and have roughly six times the lifespan. This makes them a good value and better for the environment in the long run. Many convention centers across the country are making significant investments in LED lighting as part of their sustainability plans. But there are also concerns

about negative health effects associated with LEDs, largely stemming from the bulbs’ color temperature. The website defines CT as “a measure of the spectral content of light from a source; how much blue, green, yellow and red there is in it. A higher CT rating generally means greater blue content, and the whiter the light appears.” ANSES, the French Agency for Food, Environmental and Occupational Health & Safety, published a report entitled (in English): “Lighting Systems Using Light-Emitting Diodes: Health Issues to be Considered.” The report states, “Blue light is…recognized as being harmful and dangerous for the retina, as a result of cellular oxidative stress,” and identifies populations at greatest risk as children, light-sensitive individuals and workers exposed to high-intensity lighting. The American Medical Association published similar concerns regarding LED roadway lighting and recommended “minimizing and controlling blue-rich environmental lighting by using the lowest emission of blue light possible to reduce glare.” When Edison produced his miracle of artificial illumination and gifted (or cursed) humanity with endlessly productive nighttime hours, I’m sure he never dreamed that his invention would be the catalyst for such controversy nearly 140 years later. As we create our future world, I vote for a utopia where our indoor and outdoor environments are synched for the optimum enjoyment of all lifeforms. For more info, visit www.

COLUMN Employment Strategy Corner

Want to Land More Top Candidates? Be Innovative In Your Benefits Package


his advice applies to small as well as larger companies. Yes--and some of the smallest companies turn out to be the most innovative when it comes to benefit packages. Because they do not have deep pockets, they have added benefits that do not cost much, but earn them a ton of goodwill with their employees Here are the types of things that will delight your employees and attract good people to your company. These benefits tell your employees, and the candidates you want to attract, about the culture of your company. Think about adding some of these to your package:

»»  Flexible time – Do all of your employees have to work the same hours? Probably not. Bend a bit

on work hours and place of offer your employees tickets work when possible. on a first-come basis or »»  Mother’s hours – performance basis. There are a lot of Some other clients talented parents that have deeper pockout there who’d like ets offer benefits like: By Philip H. Kemper their jobs to coincide with their children’s »»  A parking space – This schedules. Think about is offered by a client in the city and structuring your job to meet their believe me, it’s a real draw. needs. »»  A metro or subway pass – »»  Birthdays off – What a fun way to Employees can use it on the spend a birthday with a day off. It weekends too. costs you a little, but it means a lot »»  Increased vacation time – When to employees. you are hiring someone who may »»  Health club memberships be more expensive than your – Some of this cost can be budget permits, there is nothing subsidized by your health plan. easier to negotiate than increasing Check it out. his/her vacation time. In my »»  Floating, flexible holidays – Not experience, future employees everyone wants the day after always want more of this, and it’s Thanksgiving off. Make more of a good negotiating “chip.” your holidays and floating ones. »»  Museum tickets – Join as a Just remember these corporate member and then two things when thinking

16 January/February 2018 Exhibit City News

about beefing up your benefits package:

»»  Your employee benefits package will help you recruit top talent, and it will keep top talent in your company. »»  You will more than save the money you spend on your package, by retaining your employees. Remember: Employees are expensive to replace. So be creative in putting together your benefits package. Watch the effects it will have on employee relations and retention. Philip Kemper is founder/president of KemperAssociates, a 40-year-old Chicago-based national executive search firm. He can be contacted online at or

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COLUMN The International Man

Exhibiting Abroad

Tips for Adapting Your U.S. Exhibiting Strategies to the International Stage


he biggest mistake that U.S. comments? Bar area and kitchen? Catering panies make when taking their or not? Private seating areas or open? U.S. trade show experiencLive presentation or one-on-one es abroad is assuming that their discussions? If uncertain, go back formula for success in the U.S. to point #1 above. will work the same internationally. Exhibiting abroad requires Tailor your Product or Service Offering to the a recalculation of thinking and By Larry Kulchawik Needs of the International a different exhibit strategy for region in which you’re exhibiting. both exhibit design and engagement styles. Here are some tips for American Does your product or service have the exhibitors when taking their brand and same demand in this region of the world message abroad. as it does in the U.S.? What unique value proposition does it offer? Promoting AmerDon’t Go It Alone ican designer shoes in Italy may be a hard Find an experienced partner from the sell. region, or one who is familiar with the venue, culture, and the event. Work with them Be Sensitive To Cultural Differences to create an exhibit layout that meets the regulations and expectations. Note that exAs an exhibitor working the stand, hibit floor spaces abroad are not necessarlearn about local topics to discuss ily available in tidy 10x10-foot increments (sports, art, attractions, history), as well like in the U.S. Don’t be surprised by odd as topics to avoid (religion and polishapes and metric measurements. (Discuss tics). Your product, services, and exhibit inches/centimeters--it will save time and design may be great, but how you engage confusion.) Your partner should also be with an international audience can make helpful in understanding how the destinaor break your chances to attract new buytion and venue handles freight and materiers. The Culture Map by Erin Meyer is a al handling, labor, other show services, and good primer for learning what is differthe required pre-payment and taxes. Show ent about communication and protocol service contractors, as we know them in in the countries in which you’re exhibitthe U.S., are not the same abroad. ing. As Meyer says in the book, “Just as fish don’t know they’re in water, people Carefully Consider If Your often find it difficult to see and recognize Exhibit Design Works For This their own culture until they start comInternational Region paring it with others.” Do you plan on a raised floor or carpet? A raised floor in Europe is not necessarily Consider Hiring a Local Receptionist from the Country where used to hide electric cords and create a You are Exhibiting level floor. It is often viewed by the exhibitor as a stage that invites guests to their Many European and Asian trade shows “kingdom.” Other design questions that will have attendees from neighboring should be asked: Are hanging ID signs countries, so a receptionist who speaks permitted? Is the lighting above or within several languages will be extremely useful. the booth? What are the electrical require- They are also skilled at the art of engag18 January/February 2018 Exhibit City News

ing with your visitors to make a good first impression. A pre-show briefing of your company’s offering is usually all that is required of a reception temp since your team can provide technical knowledge.

Print Your Business Cards in Two Languages

Translations are a sign of respect. Although many attendees will speak English, a dual language card demonstrates your sensitivity and your seriousness about marketing in their country. Along the same lines, you may want to translate the graphics on your exhibit stand as well since that will help clarify the messaging about your product or service benefits. Translations should be proofread by a bilingual expert who is familiar with your industry.

Not All International Shows Require a Badge for Entry

Auto, boat, or consumer shows open to the public may not have badges. Without badges, it’s more difficult to identify potential buyers. If show badges are not provided for visitors and exhibitors, make your own for your booth staff. At least attendees will know who you are.

How to Dress for the Show

The casual golf shirts with logos worn by exhibitors at many shows in the U.S. might not be appropriate for a show in Europe or Asia, where more formal attire is worn. Ask the show organizer or your exhibit partner for advice here. Your first impression can be a lasting impression.

Be Yourself

Lastly, after giving yourself a heavy dose of awareness, be yourself. People appreciate genuineness and will see that you are trying. First impressions help, but in the end, visitors must be convinced that the product and service you are promoting is of value to them. Larry Kulchawik, is the head of Larry Kulchwawik Consulting and author of “Trade Shows from One Country to the Next.” For more info, visit www.


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s company belts tighten and exhibit managers search for ways to cut costs, the low-hanging fruit is often transportation – namely what a company spends to move freight to and from a tradeshow. After all, shipping costs are padded with plenty of luxury and convenience items like air-ride trucks, free storage, and hired logistics professionals, and trimming those costs won’t impact the customer, right? Well, not so fast. The reality is that you get what you pay for, shipping experts say, and hiring a budget-priced common carrier or handling all the logistics in-house might seem to save money on the front end but, in fact, can end up costing a program much more in the end. Why? Because tradeshow shipping is a unique animal, unlike any other in the freight moving universe, and there are 1,000 ways for it to go wrong. The unaware, the ill-prepared, and the timestrapped are often headed for disaster which, at best, can

mean spending thousands on penalties or repairs, and at worst can mean not having an exhibit for the show at all. “Shipping for tradeshows is very complex,” says Jason Olinger, a director in exhibit sales and operations for YRC Freight Inc. “It’s probably the most complex kind of shipping there is. It’s so important to hire someone who understands the rules of engagement for tradeshows and specializes in them.” Navigating advanced receiving warehouses or targeted move-in dates, marshaling yards, loading docks, and where to be when can come as an unpleasant surprise for a trucker not skilled at the tradeshow grind. “The time windows are extremely tight,” Olinger says. “If someone chooses a carrier that doesn’t understand the rules, they might get there at the wrong time and then have to wait all day. Drivers may be very unhappy if they show up and don’t understand that they have to sit in line for seven or eight hours.”

20 January/February 2018 Exhibit City News

That estimate for wait time probably wasn’t included in the low-budget quote, but it almost certainly won’t be free either. Detention charges – times when a truck is sitting and waiting – can top $1,000 a day from some carriers, Olinger

says, and he’s seen it happen. There are fines and fees from show organizers, too, for shipments that arrive too soon and too late, and if freight isn’t picked up on schedule after the show, it will become forced freight at an exorbi-

Photos by YRCWorldwide 2017


Photos by YRCWorldwide 2017

Photos by YRCWorldwide 2017

tant cost to the exhibitor. Indeed, transporting goods on schedule and navigating the marshaling yard and loading docks of a tradeshow is like threading a needle, and somebody somewhere along the way needs to have perfect @ExhibitCityNews

vision if it’s going to go well. That expertise can come from a variety of places, says Sean Roberts, executive vice president of XS Origami and a long-time industry consultant. Some companies have freight-moving capabilities

within their own shipping departments, or have a veteran exhibit manager who can oversee logistics. Many companies entrust shipping logistics to their exhibit houses, while others hire a stand-alone logistics company that manages the process. And some companies work directly with the transportation carrier, particularly if it is the hybrid sort that provides a high level of logistics along with freight moving. There is no single right answer when it comes to tradeshow shipping, Roberts says, even for tradeshow managers being pressured to take on logistics management in-house. “It depends on experience. For the last 20 years, we’ve been training exhibitors and certifying them,” Roberts says, “and there are some who are highly qualified to do it. But really, do they have the time? Whether you’re talking about North America or overseas, there is a lot involved with shipping. I like to use logistics companies and I think most exhibit houses do too.” Regardless of who is the shipping expert, every program needs one, plus a driver with tradeshow experience, advises Shane Stanley, president and founder of SEMPER Fi Logistics Group, Inc. Stanley started a niche logistics company serving only tradeshows and events because he knew the industry needed more specialists who understand the unique logistics surrounding exhibitions. Shipping, he says, is not the place where exhibit managers should be trying to cut corners. “Using a logistics professional is not always going to be the cheapest price,” Stanley

says, “but you’re probably not going to get the same service if you go with whoever is cheapest. You might luck out on a show with one of those carriers, but even that is not very common.” Even though they are logistics experts or because of it, the staff at SEMPER Fi never hires carriers that don’t have experience with tradeshows.

If someone chooses a carrier that doesn’t understand the rules, they might get there at the wrong time and then have to wait all day” “It’s not worth it to hire a bargain-basement trucker so we can save $50 on a shipment,” Stanley says. “Our company’s success is built on long-term relationships with repeat business, so we make sure we are working with experienced suppliers that can deliver.” Though his company does not exclusively handle tradeshows, Olinger says the tradeshow division at YRC Freight is a specialized unit that employs 20 exhibit managers who each serve a major tradeshow city in North Continued on p. 22 January/February 2018 21

America. As one of the largest tradeshow transportation companies in the country, it has an economy of scale that is hard to compete with, and it’s one of the reasons Olinger says exhibit managers should not rule out large companies if they are trying to save money. “If you choose someone who doesn’t do tradeshows,” Olinger says, “they might take two shipments to a show and I might have 200 to the same show.” That volume allows the company to be competitively priced and earns it some special treatment in the truck yard. For example, YRC Freight doesn’t charge detention fees to its clients, Olinger says, because it is often given specific appointment windows at the loading docks rather than being forced to wait all day to load and unload. A company does not have to be large to gain preferential treatment like that at tradeshows, Olinger says, but it must have built a network in the industry that a staff can only really create if they specialize in tradeshows. “The key is relationships,” he says. “No other vertical is built on relationships like the tradeshow industry.” Stanley agrees, and notes that even if an exhibit manager has the experience to manage all of the logistics in getting to and from a show, they may not have the time to develop those relationships, some of which can result in cost savings. “We have partners in place in every large market where we can store exhibits in between shows at no charge to our client,” Stanley says, adding that it took a long time to create those relationships. “This is

not an easy industry. Let us deal with the intricacies of it. Exhibit managers are going to spend a lot of energy trying to accomplish something we already have a system for, and that means we are going to save them time and money.” When budget is a concern, there are ways to conserve dollars that don’t include canning expert help. For example, because YRC Freight offers comprehensive logistics management for shippers, Olinger says, exhibit managers could forego having their exhibit house or an independent logis-

for carrying exhibits,” Roberts says, “they are designed for boxed freight like the kind that is going to Costco. If you put an exhibit in the back of one of those trucks, it will bounce all over the place.” In fact, Roberts has seen exhibits bounced to pieces from not being secured properly, and he’s seen displays that all the glue crumbled off of because they couldn’t withstand the freezing temps of a mountain pass en route to the show. But bypassing a logistics firm may not help an exhibitor save what they could by using the firm’s expertise. “You need

tics firm handle shipping and contract directly with the transportation company instead. Many transportation companies are trying to add more sophisticated logistics management to their roster of services to become more competitive, Roberts says. He just cautions exhibit managers to be sure they are working with a company that has the equipment and experience needed for tradeshows. Things like air shocks and a climate controlled trailer are essential, he says, and so is working with a trucking firm that knows how to secure fragile freight. “Common carriers usually aren’t designed

to talk to your logistics company and ask them what they can do to help reduce costs,” Stanley says. “We know the cost of shipping can make or break the profit line for a client, and we want to help them. Logistics professionals can offer the world if you just talk to them about what you need.” Stanley says whether it is a client renegotiating for certain services, mapping out a more efficient shipping route, or changing the manner in which they ship, there are things a neutral logistics provider might be better equipped to address than a trucking company or exhibit house.

22 January/February 2018 Exhibit City News

But people fretting over the budget need to talk to their exhibit houses as well, Roberts says. “If they are worried about cost, ask for a design with lighter materials,” he says, noting that shipment weight and size have the greatest impact on what it costs to move freight. He recommended starting that conversation nine months to a year ahead of shows, particularly if the timeframe could capitalize on the exhibit house’s down time. Though he acknowledged it is not an idea that is necessarily popular with exhibit houses, Roberts suggests exploring furniture rental, especially as the inventory of available pieces has grown into the unique and sophisticated. “The reality of renting is, when you’ve got companies like Cort out there, why ship a chair when you can rent a chair?” he says. Moreover, why ship video screens or monitors when they are so fragile and there is an abundance of companies renting them now, he asked. “Exhibit houses may want to sell you those things, but you will save money if you rent them,” Roberts says. Multi-year contracts with rental, logistics, or transportation providers can help drive down costs too, Roberts says. “You’ll need to lay out your full program and see if you can achieve an economy of scale by signing a contract for all of your shows. It takes time to develop those contracts, but you can get a bargain,” he says. Exhibit managers need to advocate for better prices with existing suppliers, and they should ask for all shipping or service quotes in writing

Photo by YRCWorldwide 2017

Continued from p. 25

Photo by YRCWorldwide 2017


Also, Roberts says, exhibit managers should not be afraid to ask their exhibit house for ways to cut costs. “The best way, bar none, is to listen to the exhibit house,” he says. “They are not trying to steal your money. They don’t ask what your budget is to see how much they can squeeze out of you – they need to help you break it down.” Just like transportation companies and logistics professionals, exhibit houses have a vested interest in a client’s success, Roberts

says, and will likely have a number of ideas to help them trim the shipping budget – ideas that don’t include managing without an expert. And there is no shame in exhibit managers not knowing everything themselves, Olinger says. “We know we are dealing with people who aren’t transportation experts and we don’t expect them to be,” he says. Whether it’s helping them print labels or plan out their shipping timeline, Olinger says they are

Photo by YRCWorldwide 2017

Photo by YRCWorldwide 2017

when looking for new partners. Roberts also recommends reviewing at least three potential suppliers rather than just one, and he warns managers to not feel pressured to sign a contract before they have compared several companies. “There’s no way around it, if your company doesn’t have a contract, then you are going to have to do research,” he says, adding that networking with unbiased exhibit consultants or peers can be valuable when vetting options.

there to help. “We want them to have a successful transportation experience,” he says, “and sometimes they don’t know what they don’t know.” Stanley sees part of his company’s function as a logistics manager that of teacher, helping his clients learn the ropes. “I know what’s required and so I make sure we’re asking for it when a client is shipping items,” he says. “We are teaching them in the process because we become part of their team and want to help them.” When it comes to tradeshow shipping, Roberts thinks a good rule of thumb is to pay more now instead of paying even more later to fix something. And whether they are getting lessons from their suppliers or certification courses or their peers, learning the ins and outs of moving freight can only lead to better decisions for exhibit managers, Roberts says, even if the decision is to not do it themselves. “They are not going to learn it overnight,” he mused, “but it would benefit them to become quickly educated, and not through the school of hard knocks.”

@ExhibitCityNews January/February 2018 23


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ow did KB Lines Trucking get their start? Well, it all began at Well, maybe that wasn’t the beginning but it certainly was a turning point for Kathy Bryant and Hank Duran, who had gone on one date back in the Seventies during high school and then found each other again through the classmates website in 2012. In the meantime, Bryant had gone from being a waitress at

a truck stop (one of her first jobs as a teenager) to selling wigs, to working in banking and collateral protection insurance with a three state territory and 11 employees. She was driving 1,500 miles a week for that job. Next she worked for Cingular and left it to do home care for her father-in-law which led to studying reflexology and Frequency Specific Microcurrent for reducing inflammation and pain. During that time, Duran had a 25-year career at PG&E,

26 January/February 2018 Exhibit City News

beginning as a lineman, hauling equipment with his Class 1 license, equipment engineer, and ending as a trainer. After retiring, he took up trucking for the entertainment industry until the 2008 economic downturn and he closed his doors in 2010. In 2012, he produced an event in his childhood hometown of Los Banos, Calif. and reconnected with his high school friend Bryant, who did reflexology at the event. They began dating long-distance for six months and then he moved to Modesto, Calif. so they could be together. Duran’s phone kept ringing, asking if he was still trucking, so the two of them decided to open up a trucking company and KB Lines was born. Duran had specialized in driving show tours and one of his most memorable runs was during a Nickelback tour in January 2002. “We had started in Vancouver and went all the way across Canada in the winter,” says Duran. “One night a lumber truck came out of nowhere and hooked my left mirror and ripped my door off in 40 degree below temperatures. I had cuts in my eye from broken glass, it was 3 a.m. and there was four more hours of driving to go. With ice everywhere, I wrapped my face and body with blankets and kept on driving at 40 below. Nickelback was so grateful, they put me on a pedestal and made a really big deal out of it.” A happier memory was a tour with Eric Clapton and Drew Carey in 2002. “Both of them rode in my truck from Dallas to Denver and I realized that Drew was using a flashlight and the drapes to make himself look like a ghost and scare other drivers,” says

Duran. But it was the Elton John and Billy Joel Face-toFace tour in the ‘90s where Duran got his nickname, “The Rocketman,” and he’s saving that story for another day. But as Bryant explains, it’s quite difficult to start a trucking company, even when one partner has 40 years of experience. “He was getting calls by people who wanted to hire him, so he said, ‘let’s start a trucking company.’ But it took 90 days to get at truck because I didn’t have a CDL. The biggest hurdle was getting our first truck when I had no experience running a trucking company,” says Bryant. “But if you’re in trucking, you have a family that will all help you. They wrote letters on our behalf and we were able to lease a truck to start. And before you get the truck, you need to have clients because you have all this money going out--operating cash for down payments, fuel, drivers’ pay, insurance, repairs, replacement rental trucks--and nothing coming in until your first load.” Bryant adds, “Fortunately, KB Lines had dedicated contracts when we opened. We moved to Las Vegas two years ago because 90 percent of our business is hauling for 4Wall Entertainment, hauling stage lighting, truss, sound gear, background sets, and trade show booths.” Duran explains, “4Wall has warehouses in Las Vegas, Los Angeles, Orange County and San Francisco and that’s my loop. They’ve recently bought a lighting company in Pittsburgh, and Wagner Entertainment in Houston, along with warehouses in New Jersey, Washington, D.C., and Nashville. Coming up soon, I’ll have a second loop with Nashville, Houston and Las Vegas,”

adding, “We leased our trucks when we first started but we’ve gotten rid of the leased trucks and we have three trucks right now and we’re in the process of getting two more by the end of January. We have five drivers working for us and 4Wall wants us to be at ten trucks by this time next year. We’ll be at our first million worth of gross business in the next couple of months and by the end of next year, we should be grossing at $2 million/year or more according to our business plan.” As Bryant describes, “Customer service is what sets us apart–our trucks are on time and in entertainment trucking, you get charged by the hour for all the labor that’s waiting on the dock waiting for the truck to arrive. If you miss a show entirely, it’s even worse, you have to pay for the show and it can run millions of dollars and put you out of business.” And that isn’t the only challenge to owning a trucking company. Duran says, “A lack of experienced drivers is a real issue right now. I had


a truck driving school before and I’m going to open it again. All the insurance policies say drivers must have two years of experience so the people who go to trucking school for a few weeks can’t get a job. In my school, they’ll have on-the-job training to help them get to those two years of experience for the insurance.” And then there’s the issue of the new Electronic Log Devices which both agree is bad for the trucking industry. As Duran explains, “the ELD takes the time that I’m waiting at the dock as part of my 10 hours of driving time, which could mean that I could be 20 minutes from my destination and it could just shut you down.” Plus, drivers still have to do the paper log, so it’s doubling the workload for the driver. As Duran asks,

“The plug-in meter checks how long the engine’s been running—but who’s watching this? Is it a state or federal level? You don’t want so many rules involved that you can’t do business—you can’t count loading hours against my driving time.” But despite the challenges, KB Lines is a true partnership that both enjoy. As Duran says, “Kathy runs the office and I run operations. We

talk ten times a day—we’re on the same page and she can ride shotgun on weekend trips.” And as for their mascot, Blue, Duran says, “Not a wheel turns without him being a part of it. He checks for flat tires, drips, he’s our safety and drug inspector and he does security for us too.” As Bryant says, “We had an interest in building our lives together–and KB Lines is the result.” January/February 2018 27




unset Transportation, events specialists with an experienced team of professionals who handle all the day-to-day coordination of tradeshow booths, have been doing the heavy lifting since 1982. They pride themselves on taking care of all the details and making sure their clients’ booths are delivered and recovered, on time, every time. Their services include guar-

anteed on-time setup, warehouse services, and all the planning and support needed for a successful show. Sunset Transportation is uniquely positioned to service any event with facilities from North Las Vegas to Mandalay Bay on South Las Vegas Blvd. From both ends of Las Vegas, they offer professional drivers, experienced operations staff and certified warehouse

28 January/February 2018 Exhibit City News

personnel ready to handle all show exhibit needs, from small to extra-large. Much more than just a standard pick-up and delivery service, Sunset Transportation is a “white glove” carrier that earns their business by doing it right, every time. They provide sorting, segmenting, warehousing on site representation, pad-wrapping and crate repair.

Sunset largely focused on improving its facilities this past year by improving its North Las Vegas site and they now have the space to set up or store tradeshow property for short or long term storage. “We are fortunate to have one of the finer sites in the area with over five acres of parking on a secured site just off of Interstate 15,” says Alan Fisher, CEO of Sunset. “This site

makes servicing our customers a snap--from the location to the onsite certified scale and maintenance garage-this site is tops.” They also improved upon their storage facilities throughout this year at both their Gowan Road and Windmill Lane sites. The staff at Sunset Transportation work around the clock to make sure each show is covered. Starting with on-site service, they work to ensure they get show property to the convention center on time and on target. Amenities for every client include electronic notifications, project management, and online tracking services. Over the last 30 years they’ve learned a thing or two about making their customer’s experience exceptional. From their customer service teams to the backbone of their business, the drivers, they are all working hard to ensure you are completely satisfied with their service. Sunset Transportation is large enough to handle any task, yet small enough to give personalized service. They work around the clock to make logistics the last thing their clients need to worry about. They want to make their clients’ booths the stars of the show. As part of the larger Tantara Transportation Group they even offer services beyond Las Vegas. Their fleet of trucks has specialized air ride equipment with lift gate units. Tantara Transportation Group has physical offices in Las Vegas, Los Angeles, Chicago, Metro-Detroit, and Cleveland. They strive to keep their clients for life and work hard @ExhibitCityNews

“We are fortunate to have one of the finer sites in the area with over five acres of parking on a secured site just off of Interstate 15” to obtain new business. They are a certified special products hauler to include delicate medical instrument machinery and lasers. They take and handle precious cargo. Sunset is working hard to increase their social media presence in the marketplace. “We’ve dipped our toe into the social media pond before, and really didn’t realize what it would take to be somewhat relevant or even followed” says Patrick McCowan, “director of chaos” with Sunset/Tantara. “Sunset and Tantara are fun, family-oriented companies, and we are looking to promote that on social media,” says McCowan, adding, “We’re looking forward to letting others learn about who and what we are, along with what we do. We are going to promote interaction with our team and get them engaged with the process, and hopefully have some humor sprinkled in here and there. We’re a pretty light-hearted bunch and we want our clients to learn more of what makes us the company that we are today.” Sunset Transportation provides web access to all the information needed. They

work to create a tailored experience, providing all necessary means to get the job done. They know a cookie cutter approach doesn’t work in the tradeshow industry, and that every show can be a different experience. They are always improving and innovating new ways to be the best tradeshow transportation company in Las Vegas. Tim Haller joined the team just over a year ago and now oversees all warehousing services at the sites. Haller and his staff have worked to improve upon the tracking and handling of all of the exhibit materials that flow in and out of the locations throughout the year. Haller, along with Shannon Kelly, has put in countless hours working on the trapping services that Sunset provides during the course of the season. In “trapping,” they consolidate shipments to the same tradeshow whether it’s several shipments for one booth or shipments from several different clients going to the same show. “Trappings are just one of the services that we provide to our clients,” says Haller. “We

really focused on refining the process this year, everyone has wares at their booth, and we work to ensure those items are accurate and on time for their show.” The past year has been a good but challenging year for those working on the logistics side of the tradeshow industry. The current national driver shortage and the impact of the upcoming mandatory implementation of Electronic Logging Devices on overthe-road drivers has been a constantly looming issue. Of course one thing on Sunset’s mind this upcoming year is the implementation of ELD compliance throughout the industry. Logistics providers have been wondering what will really happen on December 18: will the drivers revolt? CEO Fisher says, “We adopted ELDs for our company fleet over three years ago and offered it to our owner operators as an option at that time. Now with almost every truck in the industry being placed on the ELD clock, we think things are really going to tighten up.” After a short holiday break the Sunset Transportation team will be back to working on the upcoming CES show. “We only have a limited amount of slow time in Las Vegas – late in the summer and a bit in the fall – and outside of that we are always on the move,” says Fisher. Sunset Transportation is located at 4120 W. Windmill Lane, #103, Las Vegas, NV 89139 and also at 3741 Civic Center Dr., North Las Vegas, NV 89030. For more info, visit or January/February 2018 29

by Jeanne Brei The Experience Transport Agency’s first year has been busy–their company philosophy that the event should start on the transportation and become part of the event has been a big hit! Above: L-R, co-owner Chad Taylor 30 January/February 2018 Exhibit City News

Photo by


with driver Dwayne Arceneaux and Vinni LaPadula from 24 Hour Poster, who creates and installs all the branding in the luxury Mercedes Sprinters, with a branded “Enclave” for the special events venue’s opening night in October. Center: a custom branded interior for Zappos Prom Closet 2017. Clockwise: custom wrapped windows and interior complete with wrapped floor, branded pillows and social media decals for High Times magazine for Cannabis Cup Las Vegas 2017 in March; the pink interior was customized as a surprise for a rider’s mom with all of her favorite sights, sounds, and scents; the custom floor wrap for Reef Dispensary shuttle service for the Marijuana Business Conference & Expo in November; and a customized exterior for the opening of the Kelly Cardenas Salon at the Hard Rock Hotel.

Photo by


Photo by

Photo by

@ExhibitCityNews January/February 2018 31

Exhibit City News’



s Charles Dickens once wrote, “it was the best of times, it was the worst of times.” In 2017, Exhibit City News lost both our beloved editor-in-chief, Arthur Bloberger (Sept. 28) to cancer and our director of sales, Kathy Anaya, (Nov. 17) to hospital complications as well as seeing our office manager, Samanta Arjune, shot during the 1 October shooting outside of Mandalay Bay. But just like the tradeshow industry that we cover, we are resilient, welcoming a new editor-in-chief, Jeanne Brei, a new general manager, Bob Reinecke, and new sales rep, Carol Wilhems, into the fold as we head into 2018 filled with a new energy and optimism. For full articles, visit www. (Arthur’s obituary) and (Kathy’s obituary). Here’s a look back at some of the top stories from 2017. For full articles, visit our website at and click on the flipbook.


Navigating the Minefield of Tradeshow Shipping And How to Save Money While Doing So By Amber Johnson With so many ways sending freight can go wrong, experts offer a primer on the best practices for avoiding disaster in a trade show shipping program. 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. 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.

California Bans Business Travel to States with Anti-LGBT Legislation By Arthur Bloberger States raised hackles in the trade show industry with a “bathroom bill” that prompted some governments to ban travel to those destinations. Employees and officials representing the state of California will no longer be able to travel on business to destinations with pro-discrimination legislation such as a “bathroom bill” that demands transgender people use toilets according to their birth sex. Currently, North Carolina is the only state with such legislation on the books, though its lawmakers have been embroiled in a bitter debate regarding a possible repeal of the law. The legislation has drawn criticism from human rights groups who say it targets the LGBT (lesbian, gay, bisexual and transgender) community with laws intended to deny them the right to choose restrooms and locker rooms based on their gender identity. For the 2017 legislative season, 11 states including Alabama, Illinois, Kentucky, Minnesota, Missouri, South Carolina, South Dakota, Texas, Virginia, Washington and Wyoming have variations of the North Carolina law on their dockets. Indiana enacted such a law last year but rescinded it after an extreme blowback threatened to upend the state’s economic health due to lost meetings and events.


Tradeshow Trends: 2017 and Beyond By Jessica Van Wormer, Senior Designer, Creatacor Experts talk about what’s hot on the trade show floor and what is likely coming down the pike. Trade shows are a great marketing tool, enabling you to create a personalized experience for a targeted audience, all within a controlled environment. The days of old where vendors showcased products under a mundane structure with a few lights and a couple of sales executives are long gone. Instead, an original, well-thought out experience, strategically customized for the demographics you’re looking for, is the way to go—and something which specialized companies such as ourselves can deliver…Virtual Reality—It’s the buzz word of the moment, and shows no signs of slowing. Think about it as a method for creating an immersive experience, and consider how you might use Virtual Reality to enable attendees to submerse themselves into an environment you created. January/February 2018 33



Is your company a joint employer? RISKS & TIPS By William Daniels & Ms. Yuting Li

The legal status of employees can have far-reaching implications, so legal experts prompt managers with the right questions to make sure they stay out of hot water. Companies using temporary workers, leased employees, or subcontracted workers may not consider those individuals to be their own employees. However, the law may disagree and treat the company as a “joint employer” along with the sub-contractor or company supplying the temporary workers or leased employees. As a result, joint employers may be liable for lawsuits arising from claims related to discrimination, harassment, violation of the National Labor Relations Act, and/or withdrawal liability. The question of whether a company is a joint employer may depend on which of the violations listed above is alleged. As discussed below, different laws may apply different tests to determine a joint employer relationship.

34 January/February 2018 Exhibit City News

Artificial Intelligence Services That Can Boost Your Trade Show ROI By Jessica Ablamsky

Artificial intelligence is making its way into exhibiting programs through a variety of means. This article helps exhibit managers stay on the cutting edge of the emerging technology. It’s not quite The Jetsons. The iconic cartoon featuring a witty robotic maid prepared generations of children for robot assistants that help humans with a variety of mundane and complex tasks. But not all artificial intelligence is robotic— and not all robots are intelligent. AI is a set of technologies that enable computer programs to perform tasks that normally require human intelligence, such as decision-making, speech recognition, and visual perception, according to a recent report by Accenture, a professional services company that works with more than 70 percent of the Fortune 500. AI allows computers to: »»  Sense. Audio processing and computer vision can perceive the world around it, such as facial recognition software. »»  Comprehend. Language processing and inference engines, which deduce knowledge by applying logical rules to stored facts, allow AI to understand and analyze information. This technology can be used for language translation. »»  Act. AI systems can mimic the decision-making capabilities of a human and take action. .


Latin America Becomes the New Frontier for Many Trade Show Managers By Amber Johnson

Latin America is one of the world’s fastest growing trade show markets, but doing business there will require a slight cultural shift in thinking. According to the most recent research of UFI, the Global Association of the Exhibition Industry, optimism is flying high in the trade show world, and nowhere is that optimism more buoyant than Latin America. Nations from Mexico to Argentina are emerging as important destinations for global exhibitions, and many trade show managers in the United States are for the first time contemplating heading south to take part. Consider this: There are more than 6,600 Latin American trade fairs registered on – a compendium of global trade shows – and while many are small consumer shows, a significant number are on par with large international events that Europe used to corner the market on a decade ago. With major metropolitan areas such as those found in Mexico City and Sao Paolo, Mexico and Brazil are the most established Latin American countries in the exhibition industry. But now smaller neighbors such as Columbia, Chile, Uruguay, and Panama are coming into their own with organizers and venues competing for larger and larger slices of the trade show pie.


Show Service Kits in the Digital Age JULY

Tina Howe’s Cinderella Story: From Welfare to President of International Shipping Co. By Jessica Ablamsky

From a life of poverty in her youth to becoming the owner of a trade show shipping company, Tina Howe’s story is one of hard work and big dreams. It’s one of those places you work hard to leave. Raised in a cramped house in a dodgy section of East Los Angeles, Tina Howes-Macrina shared a room with her three sisters until she graduated from high school—and vowed never to live like that again. “This is my Cinderella story,” she said, during a break from a show in Austin, where she represented EAX Worldwide, a trade show shipping company she purchased nearly a decade ago. “We were on welfare from the day I was born. My mom never worked.” To help pay her way through college, then 18-year-old Howes-Macrina accepted a part-time, temporary job as a receptionist at EAX. She has worked there ever since. “Believe it or not, that’s where I spent the last 27 years,” she said. “I worked my way through the company until I eventually purchased it. I have worked every single position in the company you can imagine. I probably invented a few.”

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


CEIR Predict 2017 Examines the Future of Exhibitions CEIR’s annual industry outlook. Predict: The Center for Exhibition Industry Research’s Annual Exhibition Industry Outlook conference drew more than 125 top level executives who gathered on September 14-15 in Washington, D.C., to learn about the disruptors to the traditional exhibitions model and how to remain relevant to their audiences. Leading experts presented on various industry considerations that have the potential for impacting economic performance as well as provided insight into perspectives that attendees can use in forming their strategies for the near future. “For the past two years, I’ve had the pleasure of helping to bring the collective vision of CEIR Predict to life. This year, thanks to the generosity of our sponsors, we were able to bring in speakers – from leading economists to neuroscientists to data analysts – who are sharing knowledge that not only educates but inspires us to think broader and deeper about our jobs as leaders in the events business,” said Kimberly Hardcastle-Geddes, mdg president and CEIR Predict program committee co-chairperson. January/February 2018 35



Fighting Pirates: An Intellectual Property Rights Primer for Exhibitors By Amber Johnson Protecting intellectual property on the show floor has never been more challenging or more important. ECN offers a primer on how to do so better. In the trade show world, there is perhaps nothing more valuable, or more fragile, than intellectual property rights. As evidenced by thousands of products, bringing a brilliant idea to the show floor can turn a company into a superstar. But it can also turn a company into a target for would-be thieves who spend their research and design budget on product espionage instead, trolling exhibitions for their next great knock off. For exhibitors then, the decision to exhibit is a conundrum to be sure. As the very underpinning of what differentiates one product from the next in the marketplace, a company’s intellectual property often represents the backbone of its existence, and having it infringed on can produce devastating consequences. But if intellectual property is the foundation of a company’s success, showing products to potential buyers in an exhibition environment is often the cornerstone of it, and exhibit managers must strike a balance between displaying products and protecting them from infringement at the same time.

36 January/February 2018 Exhibit City News

Industry Officials Speak Out on Las Vegas 1 October Tragedy

The 2017 Randy Smith Memorial Golf Classic

By Amber Johnson

By Jim Obermeyer

A horrific act of violence against concert goers pushed Las Vegas to band together as a city and a destination and become #VegasStrong. The world is reeling from the news that a gunman in Las Vegas mowed down attendees at an open-air concert from a sniper’s perch on the 32nd floor of Mandalay Bay Resort and Casino, but officials in the exhibitions, events, and hospitality industries have been quick to express not only shock and grief but also reassurance for those with plans to attend future events. Participant safety and emergency response preparedness have dominated industry conversations in recent years as acts of violence worldwide have at times put business travelers and those attending conferences and shows at risk. Though the conversation on event safety started before the Las Vegas massacre, the incident highlights the ongoing need for additional focus, said International Association of Exhibitions and Events’ president and CEO David DuBois.

The annual Randy Smith Memorial Golf Classic reminds us of the need to support our industry families in need. … The final moment of the evening came when the two sons of Randy Smith, the man whose name the event honors, stepped to the podium to talk about their father, and to thank once again this group for their constant and continuing support of industry families in need. For me, I cannot imagine missing another Randy Smith Memorial Golf Classic. I can’t help but think about how to carry the message of this event--the need to support our industry families in need-out beyond just the group that gets to come here to be a part of it. How can we involve more people in our companies in this cause, and in the other equally important causes supported by the EDPA Foundation? What if we could involve the employees in each of our local companies in an effort to support this national industry cause? Imagine the potential impact of that level of involvement. Imagine an industry full of small companies coming together to support one cause–a cause that supports the individual employee and their families. In the meantime, I challenge you…no, I dare you to go be a part of the Randy Smith Memorial Golf Classic next October.


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Presenting Exhibit City News’ Newest Dedicated Section

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

Access TCA Uses Augmented Reality Technology in Neurocrine Booth at American Academy of Neurology

Photo by Padgett & Co.

Traditional Material Handling Rates Out of Control?

Access TCA Wows The Crowd at AAN

Aluvisionlive! Fall Edition:

Challenging The Status Quo With Affordable Alternatives

Neurocrine Booth Used Augmented Reality Technology To Show Patients’ Experiences

Training and Networking with a Belgian Twist

Pp. 40-41

Pp. 42-44

Pp. 46-47

This section is dedicated to all exhibit house professionals, as well as all exhibit managers and tradeshow coordinators worldwide. For advertising information and rates, please call our offices at 702-309-8023 and ask for sales. @ExhibitCityNews January/February 2018 39

SHOP to SHOWFLOOR I&D and Event Labor

TRADITIONAL MATERIAL HANDLING RATES OUT OF CONTROL? Challenging The Status Quo With Affordable Alternatives By Lesley Martin


mong exhibitors, the most misunderstood line item on their trade show invoice is material handling. Material handling, also known as “drayage,” describes moving exhibit properties to and from an exhibit space. It’s a simple concept, yet there can be 20 or more categories for the services rendered which can translate, on average, to 16 percent of an exhibitor’s budget. Yet the final cost is not disclosed until after the show closes. Exhibitors, frustrated by the lack of transparency and control, may choose other marketing tactics where the investment is transparent.

Tasks included with material handling fees

While drayage may sound as simple as moving properties from point A to B, the services provide value for the show floor. Tasks completed by the material handlers include: • Receiving properties at advance warehouse or marshaling yard. • Unloading properties from the truck. • Delivering properties to the booth space. • Returning for the empty crates or “empties” at a later time. • Storing the empties on- or off-site. • Returning the empties to the booth space.

• Loading the trucks once properties are packed and labeled.

Exclusive service by the general contractor

For a limited event like a trade show, a single supplier managing the logistics enables smoother set-up. In their agreements with show organizers, general contractors retain the right to offer material handling as an exclusive service. However, the monopoly of a required service holds the exhibitor hostage to the GC’s terms and rates. As a result, rates are determined on a per show basis. There’s no consistency of rates for shows within the same city or time period, which frustrates exhibitors trying to budget. Additionally, the increase in rate categories in recent years has complicated the process. In 2003, there were four rate categories. Today, a trade show can have 24 rate categories based upon the difficulty of handling and timing of arrival.

Zero balance driving the exorbitant fees and categories Besides the services rendered, other costs are hidden in the material handling rates. Show organizers have their

40 January/February 2018 Exhibit City News

own costs for show set-up, including aisle carpet, signs, and registration counters – all supplied and managed by the GC. Decades ago, show organizers negotiated with the GC to receive these services free. Since then, the rates of exclusive services have risen, and GCs offset the freebies for show organizers by upcharging exhibitors on material handling rates.

Exhibitors fleeing the show floor

The total cost of material handling is a mystery to the exhibitor until after the trade show closes. Without the opportunity to negotiate rates or the final invoice, the exhibitor is unfairly gouged. Today’s exhibitor is changing, a far cry from the trade show managers of years past. Today’s exhibitor might be a millennial who has only been working a few years. Or, they might be a senior marketer who’s strapped for time and doesn’t understand tradeshows. Stung by the tradeshow experience, the inexperienced exhibitor or the exhibitor under fire from the finance department may choose other marketing tactics, like experiential or

proprietary events. In response to exhibitors’ protests, some shows have tried alternatives to the traditional material handling model. Below is a detailed explanation of the traditional model, plus the proven alternatives for the service that are simpler.

Traditional Model: Material Handling Based on Weight

Charges are based on the weight from the exhibitor’s inbound weight ticket included with their shipment. All parcels are usually charged the minimum 200 lb., or at least two-century weight (“CWT,” or cost per 100 lbs.) The CWT is multiplied by a rate determined by the GC and show organizer. The model of charging exhibitors based on the weight multiplied by rates is inconsistent, hard to predict, and nearly impossible to budget. Additionally, the cost is not usually disclosed to the exhibitor until after the show ends.

Material handling incorporated into booth space fee

When exhibitors sign a contract reserving the booth space, the material handling rates are not published. By signing a contract blindly, exhibitors don’t have a chance to

negotiate the rates, which are determined by a contractual agreement between the show organizer and the GC. If the material handling cost is built into the space fee, the costs are transparent to the exhibitor. Additionally, the fee is proportional to the booth space and projected size of the exhibit properties. This makes invoicing and budgeting easy to track.

Show organizers provide material handling as an inhouse service

is a show for packaging equipment. Under the traditional drayage model, no exhibitors would be able to afford to bring their heavy equipment. Not wanting to lose exhibitors, and the attendees who go to see the large equipment, the show organizers provide material handling in-house. Being charged a flat rate, exhibitors can budget bringing their large equipment to show-site.

Eliminate overtime and special handling fees, and incorporate a blended rate

Material handling is typically an exclusive service offered The GC might add a number by the GC. However, some of overtime and special hanshow organizers provide madling fees. Material handling terial handling as an in-house categories might be based service and simplify the cost. on the location of shipment TTL_tradeshow ad_outlined_final.pdf 1 how 12/15/17 9:01 AM For example, the PACK EXPO arrivals, the materials are

packed, and what deadlines are made or missed. Penalties include missed deadlines, incurring overtime charges, and shipping loose materials not stored in crates. The categories are confusing, and the penalties aren’t disclosed to the exhibitor until after the show. When the fees are a blended rate, the overtime and special handling fees are eliminated. This simplifies the exhibitor’s budgeting, as well as invoicing for the GC.

Charge per trip, or based on time and materials

The rates charged to exhibitors are not proportional to the time and effort required. If the drayage rate is $116.70/CWT, then a neatly packed 1,100 lb. crate would cost $1,283.70.

If the labor rate is $35/hour, then the cost accounts for 37 working hours, or one person working four and a half days at straight time. If the costs are charged on a per trip basis, or time and materials incurred, then the exhibitor is only charged for the effort of directly handling their booth properties. The costs are easier to rationalize for the exhibitor.

Exhibitors take action

As the revenue generator of the trade show, exhibitors have the power and obligation to take responsibility and push for change. Before and after the show, exhibitors should band together and voice their needs to the show organizer and GC.








K January/February 2018 41

SHOP to SHOWFLOOR I&D and Event Labor

Neurocrine Booth Uses Augmented Reality Technology to Show Patients’ Experiences by Jeanne Brei

42 January/February 2018 Exhibit City News


Photo by Padgett & Co.


he 69th American Academy of Neurology (AAN) annual meeting on April 22-28, 2017, was held at the Boston Convention & Exhibition Center and the weeks leading up to it were nail-biting for Neurocrine Biosciences, a San Diego based biotechnology company, and Access TCA, an event marketing organization whose mission is “Building Brand Engagement” and mem-

Photo by Padgett & Co.

PROJECT CREDITS Design: Erick Gustafson, Access TCA Fabrication: Dean Cerrati, Access TCA I&D: Nuvista/Access TCA Ongoing Mgmt.: Aimee Donavan, account manager/Access TCA AV: AVFX, Boston Media: Juice Pharma Worldwide Photography: Padgett & Company

orable strategy-based solutions for leaders in the healthcare, automotive, animal health, technology, and consumer goods industries. Neurocrine had developed the first product to treat sufferers of tardive dyskinesia (TD) called INGREZZA® (valbenazine), a novel, once-daily, selective VMAT2 inhibitor that was awaiting FDA approval. TD is a condition characterized

by involuntary movements of the face, jaw, and other areas of the body, often brought on by treatment with dopamine receptor blocking agents, such as antipsychotics. They had turned to Juice Pharma Worldwide to develop a campaign to launch the drug pending its FDA approval and to Access TCA to bring the campaign to life at AAN with or without FDA approval (they were prepared for either scenario: if FDA approved, the booth would be branded, if not approved in time for the show, then the booth would be unbranded). Explains Brendan Emerson, director of client services at Access TCA, “It was very collaborative. We had three-way brainstorming sessions with Neurocrine and Juice about ways to bring the campaign to life in an exhibit space.” The exhibit had to adapt to a number of possible scenarios, including not receiving FDA approval, which fortunately came through on April 11, just days before the show opened. According to Emerson, the time crunch meant that the functionality of the exhibit had to be directed with a few simple changes. “We had to plan for two scenarios--branded vs. unbranded in the space,” says Emerson. “We did this by using digital graphics that could be changed out and printed branded colors that could be covered with corporate (unbranded colors and graphics onsite, if needed),” adding, “We had red and purple branded graphics approved but then had a backup plan of all blue vinyl to cover up the branded graphics if the approval didn’t come through in time.”

Madeline Hatton, marketing manager, HCP advertising and promotion for Neurocrine, says, “We were prepared to turn around the booth within two weeks which speaks volumes about the quality of our partners and their topnotch work. Juice and Access TCA treated this project as if it was their own booth, and they were great partners in making sure our vision was realized—they made sure we had a ‘statement’ booth as we revealed INGREZZA for the first time.” According to Derek McLamb, Juice Pharma Worldwide’s account director, “The launch of a new product is always an exciting time as it offers the unique opportunity to stand out on the convention floor. Visually, the use of bold, bright colors and complimentary campaign videos spoke to both the excitement and novel new treatment option.” Describing the booth, Emerson says, “We had fabric and LED in the header to display a video on TD and INGREZZA. Below the sign was a large fabric canopy that took the shape of the INGREZZA logo bug. There was a vinyl floor with graphic prints and a medical side (completely separated from the commercial side of the booth).” Emerson continues, “The back wall included a disc (the campaign also utilized a circular lens as a visual element to “reveal” patients both before and after treatment), inside the disc was a large monitor for the corporate video and INGREZZA. We offered infused water/catering in the booth,” adding, “there were two double-sided detail stations with touch screens to

The core engagement activity was an augmented reality experience called the TD Mirror” walk through the touch points of the body that could be affected by TD. The core engagement activity was an augmented reality experience called the TD Mirror, which mapped attendees’ faces and then started to replicate some of the TD movements that a patient could experience. During this process, the TD Mirror would tell you what and how this happens with a patient (with TD).” The facial recognition software mapped the faces of attendees (mostly doctors) and then showed their jaws and lips moving in real time so they could be put in the patient’s shoes and have an empathic experience and a sense of the possible stigma of TD. It would also educate them about the symptoms of TD in hopes they would learn to identify and diagnose it quicker. The budget was in the $250K-$499K range, and a lot of the money went into the digital aspect so the attendees could see and “feel” the experience of patients with TD. Continued on p. 44 January/February 2018 43

SHOP to SHOWFLOOR I&D and Event Labor Continued from p. 43 Because TD is a condition that relies on visual interpretation for diagnosis, the horizontal monitors on the kiosks throughout the exhibit displayed videos of patients with TD rather than static images while the vertical monitor used augmented reality (AR) to show how TD affects the patient. The kiosks were wood with high gloss laminates, surrounded by Plexiglas tubes. The red bands transecting the commercial space (vs. the medical space where no product brand elements are allowed) were fabric structures that were an abstraction of the product logo, a sort of M. C. Escher treatment of the logo. There was also an overhead LED hanging sign that displayed the brand video,

the Neurocrine corporate logo, and safety information. For the AAN launch, the booth dimensions were 30x30 feet, and Emerson says Access TCA designed the booth to be open with less structure so there could be multiple configurations including a 10x20 linear configuration as well as 20x20 and 30x30 island configurations. The open design would also keep non-performing costs like drayage to a minimum. The booth has already been to nearly a dozen medical tradeshows and conferences since its debut and has many shows booked for 2018 as well in several different configurations. Aimee Donovan, Access TCA’s ongoing program account manager, explains, “We

knew the shows the client was attending had tight setup and dismantle times, and we were able to construct the booth in such a way to accommodate the timeframes, but also modular enough to fit Neurocrine’s various booth configurations.” Emerson says “the Nuvista crew on site in Boston was fantastic,” adding, “Access TCA goes above and beyond building a face-to-face expe-

rience for healthcare companies. It doesn’t start or end with the exhibit booth—it’s really about entire stories our clients want to tell.” Juice Pharma Worldwide’s McLamb agrees, and said, “Access TCA was an incredible partner throughout the creative process, from initial design concepts to crafting a booth that truly brought to life the brand and promotional campaign.”


& a, G t n tio lan uc At od in Pr om ro



Stephan De Mulder Senior Account Director Aluvision Inc

Nick Bruggeman





BOOTH SPACE: 20’x40’





Aluvision Inc. > 1620 Satellite Boulevard > Suite C > Duluth > GA 30097 > 0: (470)-252-3500 > >

44 January/February 2017 Exhibit City News

Photo by Padgett & Co.

Design Director - Creative Dimensions

SHOP to SHOWFLOOR I&D and Event Labor



he Fall edition of the Aluvisionlive! Training Days took place Nov. 8-9 at the company’s production and showroom facility near Atlanta, GA. The two-day training event offered trade show and event professionals an exclusive opportunity to extend their knowledge of the Aluvision modular system and to meet and connect with industry peers. The varied program consisted of product presentations, hands-on training, a session on Aluvision’s plugin for SketchUp, a quoting exercise and of course in-depth tours of the inspiring showroom and shop area. The event also had a Belgian touch to it, honoring the company’s roots: everyone enjoyed authentic Belgian waffles, a Belgian beer tasting as well as traditional home-cooked meals. Attendees were also invited to try out some of the typical Belgian popular games. Fun and laughter guaranteed! Interested in joining the next edition? The following Aluvisionlive! will take place early June 2018. Call or email for more information: 470-252-3500 or 46 January/February 2018 Exhibit City News

The product presentations gave a better insight on the wide range of products and solutions. The guided tours allowed to dive deep into the technical side of things.

Attendees were the first ones to discover Aluvision’s new LED tile 55 P2.

The Aluvision team gladly shared first hand tips & tricks

People had a lot of fun playing the traditional Belgian games.

Participants experienced the ease of the system first hand during the hands-on training


A tasting with a selection of Belgium’s finest beers kicked off the Belgian themed night

The Aluvision team can look back at another successful training event! January/February 2018 47


Keynote speaker Jackson Young invited the students on stage with him for a group shot.

Aliyah Pair’s project, Melanocyte, addresses the slave trade history of Richmond, Va.,, revealing it in a way that acts as a catalyst for change in the city.

FIT Presents a New Generation of Exhibition Designers at its Capstone Event 48 January/February 2018 Exhibit City News

62 judges evaluated the students’ work in 20 minute segments for presentations and questions.

The Fashion Institute of Technology in New York City is home to the leading graduate program in exhibition and experience design, offering a Master of Arts degree in the discipline. Students from around the world learn to create environmental experiences that inform, entertain, and inspire with a focus on the designer’s role and relationship to other members of the exhibition team. Each year, FIT invites exhibition industry professionals to its Capstone Event, where students demon-

strate their ability to develop a theory that is of significance to the exhibition design profession, and then explore the validity and opportunities of that theory within an applied design project. These projects require students to research the client, the venue, the exhibition content, and subject as well as the audience. This year’s Capstone was held on December 8, followed by an evening reception and a keynote address by exhibition and digital user experience designer Jackson Young.








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Analysts Say Now is Time to Grow the Argentinian Trade Show Market

by Amber Johnson


he International Trade Commission, a branch of the U.S. Department of Commerce, has dubbed Argentina a country with huge potential for U.S. exporters thanks to growing economic stability and an educated population with better-distributed wealth than the rest of Latin America. The time for exploring the Argentinian marketplace is now, analysts say, and the growing number of trade shows in cities like Buenos Aires and Cordoba is providing companies ample opportunity to do just that. But if the Argentinian market is ripe for the picking, those who want to get to it will have to pass through a thorn patch the likes of which they have never seen: Argentinian customs. For even for the most savvy exhibit managers with years of international exhibiting under their belt, the process for getting goods in and out of Argentina is so mind-bogglingly difficult that even Argentinians say don’t even try. Veterans say it is among the most difficult places in the world to ship trade

show goods to, but where there is a will, there is a way. To attract an international roster of exhibitors, show organizers are stepping up efforts to create a better Argentina trade show experience. They can’t change the country’s complex import rules, but they can make sure there are abundant, high-quality rental and buildand-burn options for those who opt out of trying to navigate the customs labyrinth. To wit, in Buenos Aires, a basic, small booth shell can be rented for as little as $540 and fully outfitted with furniture and accessories for $500 more. For exhibitors requiring something more elaborate, there is a stable of professional exhibit houses that have unfettered access to Argentinian trade show venues. And for exhibitors who must ship items, show manuals are equipped with intricate instructions intended to help goods find their way to the show floor. Argentina does not participate in the ATA Carnet program, though it has a somewhat similar program called

52 January/February 2018 Exhibit City News

Hilton Buenos Aires

the Temporary Import Regime (TAR) that will allow limited goods into the country on a temporary basis. It is essential that permanent goods such as samples or other promotional materials that will be left behind are completely separate from TAR shipments--each having their own invoices and packing lists. And those packing lists should be in Spanish, and they must not overlook a single paper clip or stack of paper lest they cast the entire shipment into the abyss. It is worth noting that there is no partial release of shipments that get caught up in customs, and there are plenty of ways to get a shipment stuck there until well after a show has concluded. Chief among them is incomplete paperwork, as detailed invoices must be provided that include brands, serial and part numbers, materials, country of origin, unit prices for every individual item, and more. If customs officials feel a value has been understated, they have a separate valuation list that they can substitute for items, but they will delay the

shipment and charge the exhibitor a hefty fine if they have to use their alternate list. And, if there is an item in the shipment that does not appear on the packing documents, steep penalties and an impounded shipment will follow. But before an exhibitor can ship goods to Argentina, it must ask the Argentine Tax and Customs Authority (AFIP) and the Secretariat of Internal Commerce if it can even do so. Though an exhibitor’s packing documents are reviewed, obtaining permission to ship goods doesn’t mean that customs officials automatically accept them. The AFIP process is publicized as requiring 15 days, but in reality, it could be indefinite if officials see something they think warrants greater scrutiny. For this reason, it is imperative that exhibitors partner with an Argentinian customs broker, at least one of whom will be offered in the show manual. That broker will have relationships with government and customs officials that could prove invaluable when it comes to

Photo by Fachada Atrium

But Complex Import Rules Make It a Challenge

chures and other printed material, fabric, electrical equipment, and batteries--or, in other words, pretty much everything an exhibitor is likely to need for an exhibition. But if customs agents find even a single AA battery in a tool or appliance being sent, the entire shipment could go into a tailspin. Certain things, such as fabric, may be admissible, but it will require exhaustive documentation detailing its origin and composition. Even if disposable items are acceptable for import, duty rates in Argentina--which can be as much as 85 percent of the cost plus insurance plus transportation value (CIF)--make it impractical to ship much in, particularly if items could be

navigating what piques their interests in a shipment. Some of the items that will put freight in the danger zone include bags, CDs and DVDs, food or beverages, toys, bro-




obtained inside the country instead. And if a single item on the TAR packing list is not in the crate when it’s time for the shipment to be returned, it even prompts a call to the police, not to mention astronomical fines. So while it can be done, shipping items into Argentina isn’t for the faint of heart. It also isn’t something that can be decided on at the last minute. Document preparation alone is a lengthy endeavor and it must be completed before an exhibitor can apply to AFIP for permission to ship to Argentina, which is at least a two-week process. Adding that to time spent as air, ocean, or truck freight and the two- to three-week window recommended for clearing customs




and reaching the show floor means that sending items to a trade show in Argentina could be a months-long process. It also could take customs officials as many as three weeks to release your exhibit property once the show is over. U.S. export officials speculate that along with a burgeoning trade show marketplace will come more international-trade-friendly policies to facilitate participation in exhibitions there. Until that happens, exhibitors wanting in on the new Argentinian frontier will need to either go there packing light or with the help of an Argentinian expert who can hold their hand through the briar patch they must cross to get there.


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YOUR BRAND EXPERIENCE @ExhibitCityNews January/February 2018 53


XJH Exhibit at Shanghai International City & Architecture Expo Design: Draughtzman, Client: SHK

Bringing the World to China, and China to the World

by Sarah Chew

Belt and Road Initiative Has Increased China’s Trade Connectivity


mid global economic and political uncertainties, China continues to power ahead and its Meetings, Incentives, Conventions, and Exhibitions industry continues to thrive. Not one to rest on its laurels, the nation continues to think strategically about its next move in developing its MICE capabilities; building convention centers, hotels and other venues to keep up with the growing demand.

Second-Tier Cities Growth

According to figures from the Global Business and Travel Association, China has solidified its new-found position as the world’s largest business travel market, accounting for nearly 25 percent of global business travel spending. MICE is a crucial component of this as international and domestic companies continue to introduce and hold MICE activities in key cities in China, with other cities entering the industry and pushing hard for a piece of the action. While first-tier cities such as Beijing, Shanghai and Guangzhou are the first to attach great importance to the develop54 January/February 2018 Exhibit City News

ment of the MICE industry, the pace at which second- and third-tier cities are evolving and transforming is astounding. These are aided by foreign investment, favorable policies and government incentives that help make these cities highly attractive and industrialized, with places such as Chengdu, Hangzhou, Suzhou, Wuhan and Chongqing possessing great potential to emerge as top tier MICE destinations. From high-tech industrial bases, commerce and logistics centres to integrated transportation hubs, each city continues to push the development of MICE. All efforts are focused on globalizing the sector and elevating all of its services to internationally-recognized standards.

Belt & Road Impact

China’s MICE industry growth has been driven by strong domestic demand given the rising affluence of its population and the internationalization of the country on the world stage. Chinese President Xi Jinping’s ambitious Belt and Road Initiative aims to push China’s global presence further with the creation of regional connectivity through infra-

structure development. As the BRI is cross-regional and across sectors, the implementation of this initiative will create more MICE opportunities for China both inbound and outbound, and promote world trade and economic growth. Since the proposal of the BRI, there has been a marked increase in trade connectivity, and China has collaborated with countries involved to promote trade, facilitate investment and also improve its business environments. As a result, the total trade between China and the BRI countries from 2014-2016 exceeded US $3 trillion, with trade in services also rising in proportion. In addition, the strategic objectives of the BRI are closely connected to the expansion plans of many Chinese enterprises. Against the backdrop of these developments, it is clear that China’s MICE industry will continue to grow. On another front, there is an increasing number of trade shows in China going global, with more than 120 Chinese-led exhibitions being held in international markets in 2017--a trend that will continue to intensify in the future years as the BRI initiative takes root. This is great news for China’s MICE industry. Ingesting and creating new concepts and ideas have always been key efforts of China. Likewise, the push towards cutting-edge, innovative technology and digital opportunities has shaped the country. Identified as one of the world’s most active digital transformative markets, China today is all about experiences. Common technologies include augmented reality, virtual reality, 360-degree videos and transmitter devices. Almost every exhibition in China is interactive and each event is looking to out-do the one before with different technology, resulting in a surge of new, intuitive technologies that enhance the visitor experience and immerse them in new worlds. Sarah Chew is the sales and marketing director of Kingsmen Exhibits Pte. Ltd., a leading communication design and production group in Asia Pacific and the Middle East.





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Let’s Get Real – All Visitors Are Not Equal!

by Rod Cameron, exec. director AIPC and JMIC

Tradeshow and Event Attendees Prove Their Economic Worth


ith many destinations feeling increasing pressures and even community backlash from growing numbers of visitors, particularly as these are driven further into traditional residential areas courtesy of accommodation sharing vehicles like AirBnB, it’s time to take a step back and critically re-assess the kinds of returns generated by various visitors that would justify these impacts. In that regard, it must be said that pious pronouncements aside, all visitors are not equal--and the sooner we come to grips with that reality the easier it becomes to make intelligent decisions about which groups are most worth accepting and, in fact, pursuing. And by almost all measures, the benefits and legacies derived from participants in organized events like meetings, conventions and exhibitions far outweigh those of the average leisure visitor, for a number of easily demonstrated reasons: The first arises from the very purpose of the visit, which in the case of the latter group is invariably related to professional, academic or economic advancement, some of which always rubs off on the host community. A major medical event leaves behind a legacy of awareness, new techniques and specialized knowledge accessible to local practitioners; a business event offers an opportunity for

profiling the destination and its investment opportunities and attracting new talent, while an academic event creates important opportunities for knowledge transfer, new networks and exposure for local research. In every case there is a residual benefit to the host that goes far beyond what might be expected from someone just there to take in the sights. Secondly, even the most basic measure--the spending-based economic impact derived from a visitor--weighs heavily in favor of the delegate, for two reasons. First, the average daily spend by an event participant generally far exceeds that of a leisure visitor, and not just because of the demographics; such a visitor is far more likely to be financially supported to attend and thus able to afford higher level accommodation as well as devote more to personal spending. But it doesn’t end there. Each delegate also creates an additional requirement for organizers and an attraction for related groups like exhibitors, sponsors and supporters, all of whom bring incremental spending that is a direct consequence of that delegate attending in the first place. Third, it is important to realize that in many cases a delegate represents an entirely new market opportunity--the primary purpose of their visit is to attend their event, which

56 January/February 2018 Exhibit City News

means they would otherwise not necessarily have come to that destination at all. Having come for the meeting--and if they like what they see--many subsequently return for a repeat visit, perhaps with family in tow. The result is both immediate and potential future benefits from an audience who would otherwise have been hard to reach. And finally, in a time when the ”creep” of tourists from established visitor precincts into residential areas is becoming a source of local friction, delegates are far more likely to stay in areas associated with commercial accommodation than to avail themselves of shared alternatives. Again, this is partly a result of the fact that these are people more likely to be supported in their expenses and less likely to need to search for less expensive alternatives. But it is also a result of their need to be close to the facilities where events are taking place--like a convention centre or hotel venue--which are most likely to be in commercial or visitor precincts that have been designed to manage such groups with a minimum of disruption. And all this is not to say that these incremental benefits come at the expense of more typical visitor spending-event participants are every bit as likely to engage in other leisure activities like restau-

rant dining, shopping and visiting attractions as are their leisure counterparts--in fact they are, in many respects, even more likely to do so as a result of activities organized in association with the event that expose the destination in addition to the less structured time they have available to explore on their own. As members of the meetings industry, these are all factors we need to be thinking about as elements of the discussions we have with our communities and governments. At a time when many different interests are competing for attention and resources from both, and when decision makers are having to make tough choices, they are powerful arguments as to why what we do serves the broadest range of community interests--and why our audiences should therefore be seen as the highest priorities for visitor-related investment. AIPC represents a global network of over 185 leading centres in 59 countries with the active involvement of more than 900 management-level professionals worldwide. AIPC is committed to excellence in convention centre mgmt. and maintains educational, research, networking and standards programs to achieve this For more info, visit or contact For more details on this research, see AIPC Advisory: Research Creates a Road Map for Industry Advocacy on our website.



Growing up in downtown Toronto in the mid-Sixties, Charlie Simpson lived down the street from a cobbler shop. In that shop’s window was a sign handmade by the owner that said, “I’m a nice guy.” Simpson never forgot that sign and years later, he chose to apply this rule to the principles of his business and prove that “nice guys” definitely do not finish last! As a young man working as an electrician in the exhibit industry in the early ‘90s, Simpson recognized there was limited innovation in the industry. His ah-ha moment was seeing that the exhibit industry was evolving and yet the lighting used in the industry was not. By 1998 he knew there was an opportunity to change the industry, with lighting costs on the rise for outdated 20-year-old technology and no return on investment for customers. With an idea from a pool skimmer, an old fashioned telephone coil cord and a dream, the first Prism Lighting Original was created. “One of the smartest things I did early on was the telescopic pole,” says Simpson. Up until then, the telescopic pole concept did not

exist in the tradeshow industry. But he knew he didn’t want to just create a product; he wanted to make something that truly brought value for the customer. In 2001, he found a telescopic pole being used in the industry for banner stands made in New Jersey. From his experience in the electrical trade he knew of the old telephone coil cord concept and convinced a company in California to make the smallest coil cord to fit in the telescopic pole. The first light stand prototype fell down like a clumsy baby. However, with some MacGyver-like moves, using old film canisters to support the pole, Simpson eventually had a functioning prototype. The Prism Original Light Stand hit the market in 2001, successfully selling 500 on the first order to a large multinational company in the highly competitive U.S. export market. After traveling and working in the U.S., he could see there was a larger market opportunity by targeting both Canada and the U.S. With his first large sale under his belt, the next successful move, in

58 January/February 2018 Exhibit City News

2004 was the introduction of the LED. Simpson recognized early on, before other competitors, that the combination of a powerful light from a tiny source was the perfect fit with the small footprint of an exhibit space environment. In 2010 with sales continuing to grow and the competition heating up Simpson headed to Hong Kong for the world’s largest Light Fair. He recognized that he needed to find a manufacturing partner who could scale up, meet demand and could help bring his innovations to life. He took three full days to visit the more than 3,000 exhibits because he went to every booth, he recalls laughing. He has learned a lot of “what not to do” over the last seven years of manufacturing overseas. In 2013 a U.S.-based sales agent, Roman Moszkowicz, approached Simpson with a proposal to launch in the U.S. Being a true to form entrepreneur, the chance for a new opportunity couldn’t be passed up. From this meeting Prism USA was born and has grown

into a commercial distribution facility in upstate New York. Also in 2013, while looking for some business development support, Simpson reached out to his long-lost first cousin, Shelley Simpson, who specialized in this area. Although, they had never met, they immediately recognized a shared entrepreneurial spirit. Together with Simpson’s uncle as a backer, they co-founded SGS Solutions Inc., with their primary product, Showbattery, addressing a huge challenge in the industry by combining the energy efficiency of LEDs with the power of lithium ion. Fast forward four years and Prism is still innovating with the successful introduction of many firsts in the specialty lighting industry and having won multiple product buyers’ choice awards for innovation. Through a merger of companies and a continued expansion, Prism has grown from its exhibit industry roots to a global lighting supplier with a team of highly talented industry experts, all with a shared passion and vision for creating innovations that add value for their customers. For more info, visit www.

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EAT Though the Yard House, 800 W Olympic Blvd, and Tom’s Urban, 1011 S Figueroa St, are both within walking distance of the LACC, I prefer to go time-traveling back to the glamorous days of Hollywood’s golden age with a visit to the iconic The Original Pantry, 877 S Figueroa St., or the elegant Cicada Restaurant and Club, 617 S. Olive St., in the famed Art Deco Oviatt building, downtown L.A.’s historic Lalique palace built in 1928. From the 30-foot gold leaf ceiling to the plush custom-designed bar and lounge, Cicada has combined 1920s Art Deco with contemporary design elements to create an extraordinary atmosphere. Waterfall chandeliers below a gold-leaf ceiling complement vintage entertainment enjoyed by patrons dressed in elegant attire.

Los Angeles Convention Center


he Los Angeles Convention Center is renowned internationally as a prime site for conventions, trade shows, and exhibitions. Professionally managed by AEG Facilities since 2013, the LACC attracts over 2.5 million visitors annually. The facility is an integral economic component to the Southern California area, generating economic benefits through attendee direct and indirect spending and sustaining over 12,500 local jobs. The LACC also remains an enduring symbol of environmental sustainability and social responsibility, and is proud to be a LEED Gold certified facility; the venue was recertified on the Gold level in 2015 making the LACC the largest convention center in the U.S. to receive LEED® EB:O+M Gold recertification. The Los Angeles Convention Center, professionally managed by AEG Facilities, reported generating a record-breaking economic impact of $781 million for the City of Los Angeles in FY 2016-17 with $478 million attributed to convention attendees 60 January/February 2018 Exhibit City News

direct spending. An additional $26.4 million was generated in tax revenues to the city, with $18.2 million in hotel transient-occupancy tax contributions to the city’s general fund. This is an increase over $90 million in total economic impact over last fiscal year. The convention center also set a record for the number of events they hosted, including an increase in citywide conventions, resulting in an increased occupancy rate of 74 percent–industry standard indicates a convention center is considered fully occupied at 70 percent. During FY 2016-17, the LACC hosted 2.2 million visitors across 215 events, including prestigious consumer shows, industry trade shows, and 32 large-scale citywide conventions such as the American Society of Cataract and Refractive Surgery, American Association of Neurological Surgeons and College of Chest Physicians, which filled an estimated 526,000 hotel room nights while sustaining 12,700 local jobs. For more info, visit

SLEEP Desirable L.A. hotels range from hip (like downtown’s Ace Hotel, the Standard Downtown or Chateau Marmont in West Hollywood) to historic (like the Millennium Biltmore and Hollywood Roosevelt, which have hosted the Academy Awards). My favorite are the Art Deco landmarks like the Sunset Tower Hotel, the Casa del Mar, and The Beverly Hills Hotel, open to guests since 1912.

PLAY Within a mile of the LACC, you can find The Staples Center (where the Lakers, Clippers and Kings play), The Grammy Museum, L.A. Live, the L.A. Central Library, and the theatres! From the Microsoft Theatre to the intricately restored Spanish Gothic-style theater built in 1927 at the Ace Hotel. There’s also the The Teragram Ballroom and the Mayan Theatre– all less than a mile from the LACC. Of course, if you’re driving, there’s the Santa Monica Pier, Venice Beach, sailing out of Marina del Rey, Universal Studios CityWalk, Disneyland, Knotts Berry Farm, and an endless list of things to do!!

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With the start of the New Year, trade show and event planners most likely already have their calendars and plans in place. But it pays to review your show schedule to get strategic about every show. To do so, you will need to plan in light of your overall business and marketing objectives, the experience you offer to visitors, the specific requirements of

each event, and how technology can help you create a lasting impression. Keep Your Overall Business and Marketing Objectives Front and Center It may seem obvious, but it all starts with the overall business objectives of your company. Ask yourself: How can this event promote your


62 January/February 2018 Exhibit City News

overall company objectives, sales revenues, brand personality, products and services, and target markets? For example, if you are introducing your products to a new industry in a new event, your strategy needs to include educating the market about both your company and your products. By focusing on the business objectives, you can create an event strategy to meet those objectives while promoting the identity of your company and targeting the right audience. Take the time to research and analyze these components before putting an event plan in place, or hire someone to help you. The next component is fitting the event into your overall marketing strategy. The key is to make sure that each component of your marketing plan is working with your event strategy. When you are preparing for an event, post it on your website, advertise it through industry publications and social media, and promote it through public relations. The worst feeling is to attend an event where your customers did not even know to look for you! Trade show events should help you both reach new prospects and reinforce your existing customer relationships. Take advantage of all your marketing efforts to promote your trade show event activities. Make Your Exhibit a Great Experience for Visitors and Staff If there’s one reason why marketers still favor trade shows and live events, it’s the opportunity to interact with people, one on one. So why is that so many attendees seem to shy away from talking with

your booth staff, or, worse yet, avoid your booth entirely? It may be that your staff doesn’t know how to engage visitors or pushes too hard for a sale. It’s all about building relationships. According to a survey of event planners by Bizzabo, an event management software firm, two of the main reasons for running events are lead generation/sales and community building, particularly for B2B marketers. B2C marketers also rank brand awareness high on their priority list for events. Think ahead about how to ensure that you offer true

need to set a sales quota. If you have a long sales cycle, your objective may be to set appointments with ten key prospects. Your objectives must be something that you can measure after the event. Target audience What segment of attendees might buy your product or service? What are they specifically looking for? How can you best reach your exact target? Brand messages What major messages do you want to communicate that will be remembered after the show? How can your exhibit and all your collateral materials work together? Pre-show marketing How will you communicate that you are attending the show before the event? Will you send an invitation to key prospects or advertise in the show catalog?

hospitality to visitors and make your booth welcoming and enticing. An event is an opportunity to tell your story-about your company and your products--in a way that engages hearts and minds so that people will remember you long after the show is over. Think of how you can make visitors feel comfortable and want to spend time with you. If your staff needs to sit down with prospects, your exhibit space should offer a comfortable, private conference area, or you could rent a separate meeting room in the hall. @ExhibitCityNews

Create a strategy for each event While this may seem like a lot of extra work for planners with multiple shows, it is important to create a strategy specific to each event, because every event is unique. In creating an event strategy, our Game Plan identifies the following elements. Show objectives What results do you want to achieve from the show? Perhaps you are looking for opportunities to actually sell your product on site and

Booth experience What will happen when they visit your exhibit space? Do you need live product demonstrations or videos or both? Your exhibit materials should be flexible enough to accommodate different needs at each show. If you don’t want to invest in a new booth for your biggest shows, consider renting a booth or adding extra components. On-site marketing What information will you convey at the event and how will you capture leads? Can you create on-target messaging for this particular show and its attendees? You may want to consider using video

technology, which can make a big impact without a big budget, thanks to advances in large-screen video monitors. It also allows you to broadcast event-specific messages. And don’t forget to use social media to keep prospects informed during the show. Post-show marketing How will you follow up with clients and prospects after the event? Have a plan to contact prospects after the event. Evaluation The final step is to evaluate the components of the plan and your results after the event to determine whether the event was successful. Work with the sales team to find out if the leads met their objectives and how much business they closed. Document what worked and what failed and decide whether to participate in the event again based on your results. By taking a strategic approach to every event, your bottom-line results from your trade show efforts are bound to grow. Karin Roberts, director of marketing for The Tradeshow Network Marketing Group, based in St. Charles, Ill. As specialists in tradeshow marketing, The TNMG offers startto-finish services for high-impact trade show appearances, including strategic marketing services, custom designed displays; rentals, storage, shipping, installation, and complete tradeshow management show services. How To link your business and marketing objectives with your trade show efforts are provided in their white paper, Game Plan Strategy for Trade Shows. For more info, visit January/February 2018 63


Get ready to raise funds and have fun at the Silent Auction Electronics, trips, food, wine and much more! Special pre-reception for grantor companies. Proceeds go to industry families in need, scholarships and partner schools.

Please consider making a donation and joining us at this special event!

Be Part of the Story. Visit to see how!

please contact: Amanda Helgemoe

Exhibit City News .com

Get the latest tradeshow industry news...on the go!

64 January/February 2018 Exhibit City News

We are celebrating years!


Congratulations to Our Members, and Thank You for helping us achieve this milestone.

Thank You to Our Valued Employees, for providing outstanding I&D experiences for our clients.

To learn more about the Sho-Link team and members visit

@ExhibitCityNews January/February 2018 65



Dan Serebin, CFO at Derse, accepted the Hazel Hays award for Bill Haney from Kelli Glasser, president and CEO, Exhibit Concepts, and EDPA past president.


Each year EDPA honors an individual who has made a significant contribution to nurture and grow the value of face to face communication through exhibit design, production, services, education and the exhibit visitor experience with the Hazel Hays Award. Over the years many thought leaders have been recognized for their vision and dedication to shift the thinking of an industry in a different direction from where they were. This year’s winner was Bill Haney, CEO of Derse Exhibits, a leading network of exhibit companies providing consistent services through diligent management and creative design. Haney’s contributions and dedication to grow education programs within the exhibit industry, and to strengthen the fiduciary responsibilities within the EDPA association itself, have resulted in a major shift in the direction of the exhibit industry today. As a longtime EDPA board

member, Haney pushed to support exhibit design education as a path to professional respect and recognition for exhibit design as a strong component within the overall marketing mix. Haney’s excellent skills as a business manager strongly came into play in the early ‘90s when the industry was feeling the heat of a recession. The wishful thinking of an aggressive EDPA board of directors were tempered by Haney to keep a focus on financial responsibility to keep the association solvent. Haney also played a strong role in helping the EDPA Foundation go from saving pennies to saving dollars. His influence within industry supplier owners encouraged generous donations to build a war chest for the Foundation. “We at the foundation can now afford to contribute meaningful dollars to education, scholarships, and added support for the Randy Smith Event each year,” says Dave Walens/ CEO Brumark. Haney’s dedication to his in-

66 January/February 2018 Exhibit City News

dustry, his company, and to his own family go without question. He has missed attending few EDPA annual conventions, but this year he missed to attend the birth of his first grandchild. Nevertheless, the standing ovation given in his honor, acknowledged Haney and the spirit in which this award was absolutely intended. From Hazel Hays, who pioneered the concept of show contracting and women in the workplace, to Fred Kitzing and Elaine Cohen who pioneered the concept of “engagement and attractions” as a critical component of the exhibit experience, to Mary Carey

EDPA ACCESS Photos by by Padgett & Co.

EDPA Hazel Hays Award

who pushed to promote fabric as an effective exhibit material, to Theadore Zeigler who developed and believed in the concept of portable and pop up exhibits within the trade show industry, to Dick Swanby who pushed for measurement and surveys to help justify the exhibit expense, to Lee Knight who created the first magazine dedicated to the exhibitor experience, to Jack McEnte who pushed for I&D labor to deliver a more professional exhibitor experience, to Benedict Soh who believed that international harmony would create a larger marketplace, to Rich Johnson (and Ted Peterson) who created the Randy Smith Golf event to recognize and help members of the exhibition community who suffered a severe loss. All past winners of the Hazel Hays Award have made a difference in shifting the direction of the winds to steer the industry in a new direction and grow harmony within the exposition community through leadership. Haney’s passion and leadership to grow the exposition industry will never be forgotten. The entire industry extends our hands in applause for your contribution over the years.

EDPA ACCESS Photos by by Padgett & Co.

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68 January/February 2018 Exhibit City News

Standing at the podium in the Grand Ballroom at the Park Hyatt Aviara Resort in Carlsbad, Calif., was Gwen Hill, EDPA outgoing president, and president of ExhibitForce in Houston, Texas. She was relating the story of her company’s--and her family’s--recent dealings with Hurricane Harvey. She talked about the incredible acts of kindness and generosity that she witnessed in the aftermath of the storm. People from all walks of life coming together to help one another. The kind of behavior that—unfortunately--is normally only witnessed around the Christmas holiday. We were all in this room for the Not-So-Silent Auction and President’s Gala, held every

year at the annual EDPA ACCESS conference, a gathering of owners, senior executives and managers from the exhibit designer-producer and supplier side of our industry. We had just finished bidding on a whole lot of interesting items from artwork and jewelry and electronics to wine, cigars, sporting event tickets and a pair of German lederhosen. The funds raised from this event are donated to the EDPA Foundation for use in their good works activities for people in our industry--scholarships, university affiliations and those in desperate need of help. And it was looking like this year’s donations would top those from last year, which broke the previous record. Hill shifted her commentary

EDPA ACCESS Photos by Padgett & Co.

EDPA Midwest chapter honored with the Large Chapter of the Year for the sixth time

EDPA ACCESS Photos by Padgett & Co.

to our industry. She compared what she had witnessed in her hometown--the strong sense of community--to what she was seeing at this conference. “It’s all about community. This EDPA is a community, and this is where this community comes together,” she said. The EDPA ACCESS conference consists of three days’ worth of keynote speakers, educational sessions, networking events, a supplier showcase, meetings and lots and lots of conversations among both seasoned industry veterans and those new to our world. It is a wonderful place to bring your senior management team to get deeper into the industry, learn from some very smart people and take home lots of ideas for your business. In the opening keynote, Richard Jankovich, CEO and founder of B(R)ANDS Music Branding Group started us off with his session: “The Soundtrack of Engagement: An Immersive Experience.” With this year’s conference theme of “The Evolution of Engagement,” this was a great way to get things started. Jankovich took us through a history of the use of music in branding and creating memorable experiences, complete with a live band backing him up. Continuing with the theme, the following morning’s opening keynote entitled “Transformation, Synthesis, and Value: The Evolution of Experiential Marketing,” by Ben Roth, chief creative officer & global brand creative director @ExhibitCityNews

at the agency MKTG took us deeper into the creation and development of experiences and left us all wanting more. Everyone went home with lots of ideas from this session. New this year at ACCESS was a design-centered educational track. Starting with a Design Issues Forum on Wednesday afternoon, moderated by Stephen Ross, VP creative at Access, and ending with strategic design sessions led by Ben Roth and Jackson Young, L-R, director of exDonna Schultz perience design and Gwen Hill at Lenati, and former ACCESS speaker, the designers and creatives in the audience were exposed to a lot of new ideas for development of audience engagement. On the management side, the Management Issues Forum and Industry Issues Dialogue, moderated by Dan Serabin, CFO at Derse and Chris Griffin, president of TS Crew, gave the audience an opportunity to identify and address the top issues that we are all dealing with in our industry. Both sessions were well attended, the audience was very engaged, and most felt the sessions could easily have gone on for another hour or so. On the last day of the conference, Dan Greene, managing director at Nolan Advisory Services, and Nancy Drapeau, senior research director at CEIR, led us through this year’s CEIR Index Research Report and the annual EDPA Custom Economic Survey. Data for the economic survey is collected from individual

EDPA member companies. Highlights are shared at ACCESS, and the full detailed report is available only to those who participate in the survey. While the opportunity to learn at these sessions is a big reason to attend ACCESS, the chance to visit with our industry’s suppliers and see their new products should not be missed. With this year’s focus on “experiential,” there were a number of new companies represented in the showcase--companies that take the meaning of experiential to new heights. From my conversations with these first-time participants, I believe they came away feeling like it was well worth their time to be a part of this event. Another part of being in this community, as Gwen Hill so well described us, is the opportunity to recognize the “stars” of our industry. Prior to her remarks at the President’s Gala, several industry awards were presented. The Ambassador Award, which recognizes the dedication and hard work of promoting the EDPA and its core values, went to Jay Burkette, VP of sales at EXPO Displays. Jay is a former EDPA president and has long been a strong proponent of membership in the association. The Michael J. Westcott Designer of the Year Award acknowledges a designer who works diligently to enhance the professional standards of exhibit designers, and who contributes their talents, creativity and personal time to bring innovation to the field of exhibit de-

sign. The award was presented to Brian Baker, creative director at HighMark Tech Systems. The evening’s biggest award, the Hazel Hays Award, recognizes significant contributions to the knowledge and literature of the exhibit industry; the design or invention of material, equipment, process or technical services within the exhibit industry. This year’s honoree was Bill Haney, CEO at Derse. The final speaker to take the stage at the gala was Donna Shultz, CEO of Mirror Show Management and incoming president for the EDPA. Her energy and passion for this industry could not be ignored as she set the stage for continued growth and change for both the EDPA and our industry. This year’s conference theme--the Evolution of Engagement--certainly played out over the course of the three days, and in her final The Ambasremarks, Shultz sador Award winner Jay made it clear Burkette, and that for those of Jeff Provost us in this business to continue to be a value provider for our clients, we will need to embrace the experiential side of our industry. And as an association with a desire to provide more value to our constituents, we will need to step up our game as well. Jim Obermeyer has been in the tradeshow industry for 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 jobermeyer@ January/February 2018 69



70 January/February 2018 Exhibit City News

xpo! Expo! IAEE’s Annual Meeting & Exhibition, held Nov. 28-30, attracted more than 2,000 attendees representing 21 countries and featured 274 exhibitors in more than 39,000 net square feet of sold exhibit space at the Henry B. Gonzalez Convention Center in San Antonio, Texas. Attendees were welcomed by a mariachi duo at the airport in baggage claim along with beautiful column wraps and banners. Later, in the lobby after a keynote speech, attendees were treated to the full mariachi band with dancers. “The response we have received to this year’s meeting has been outstanding,”

said IAEE President and CEO David DuBois, CMP, CAE, FASAE, CTA. “The diverse education offerings on and off the show floor combined in-depth learning experiences with palatable snippets of expertise that attendees can apply to their own shows. And, of course, the business connections made at Expo! Expo! gave attendees the opportunity to enter the new year with positive and renewed energy for a successful 2018.” IAEE’s annual conference kicked off on Nov. 28 with preconference education (including a fascinating Women’s Leadership Experience featuring speaker Emilie Aries from

BossedUp and a panel consisting of Karen Williams (Louisville Convention Center CEO), Jenna Herrera (San Antonio Economic Development Foundation CEO) and Maria Garcia (VP of CPS Energy), the Opening General Session and the CEM Class of 2017 Presentation. IAEE recognized this year’s 252 graduates to date of the CEM Learning Program (international courses are still taking place), who joined the ranks of the more than 2,600 CEMs worldwide who have earned and maintained their designation. Keynote speaker Ryan Estis closed the session by inspiring audience members to engage in personally connecting with their clients and colleagues in ways that translate to a successful and meaningful business model. He spoke of Generation “C” (for “connected”) and how they may not answer phone calls, instead, they’ll text you back because they speak “social media” instead of English. He stressed how important it is to have customers who are not just satisfied, not just loyal but who are evanglelists who share how happy they are with your company—because that leads to company growth. He spoke of a Starbucks barrista who impressed him greatly working at an airport on Christmas Day because she told him she sees herself as “pouring happiness into people’s lives.” And he’s become an evangelist for Starbucks because they deliver “magic and memories” and not just $5 cups of coffee. The Opening Reception was an incredible event which featured networking and entertainment on the beautiful San Antonio Riverwalk—including @ExhibitCityNews

ECN editor Jeanne Brei with speaker Jeffrey Davidson

stiltwalkers, live bands, DJs, a Riverwalk boat parade featuring a mariachi band, a Star Wars float and a Santa and Mrs. Claus float and extraordinary food stations everywhere. The General Session on Nov. 29 featured motivational speaker Valorie Burton who challenged attendees to apply positive psychology to their business and personal dealings. That evening, attendees helped raise $15,000 at the ninth annual Humanity Rocks: A Celebration with a Cause for Boysville, a local organization that provides children in need with shelter and education opportunities. Attendees also donated much needed items such as clothing, toiletries and toys. The Annual Networking Luncheon and Awards Ceremony on Nov. 30 recognized graduates of the IAEE Robert L. Krakoff Leadership Institute, 20 Under 30 honorees, Platinum Circle inductees, winners of IAEE’s Art of the Show Competition, Helen Brett Scholarship recipients and Bob Dallmeyer Education Fund grant recipients. The

recipients of IAEE’s individual awards were also honored with a special presentation. 2017 IAEE Chairperson Ryan Strowger, CEM recapped IAEE’s successes

during the year, then passed the gavel to 2018 Chairperson Daniel McKinnon, CEM who discussed his vision for the coming year. McKinnon discussed the importance of continuing IAEE’s advocacy efforts, expanding learning experiences and determining the course of future marketplaces for exhibitions and events. Expociety, the closing event for Expo! Expo! IAEE’s Annual Meeting & Exhibition 2017, provided attendees with the perfect platform to further develop connections made at the event, as well as create new ones that will flourish at next year’s meeting. Expo! Expo! IAEE’s Annual Meeting & Exhibition 2018 will be held Dec. 11-13 in New Orleans, La., at the Ernest N. Morial Convention Center. January/February 2018 71


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15238 Transistor Lane | Huntington Beach, Ca. 92649 | TF: 877-883-5278 | 562-676-7660 | @ExhibitCityNews January/February 2018 73


ECN Director of Sales

Kathy McIllwain Anaya October 16, 1952-November 17, 2017 74 January/February 2018 Exhibit City News

ECN magazine is saddened to report that our beloved director of sales, Kathy Anaya, passed away unexpectedly Nov. 17 at St. Rose Hospital in Henderson. Kathy grew up in Ventura, Calif., and graduated from Buena High School in 1970 and attended Sawyers Business College as a Medical Business major in 1971. She then attended Ventura College studying medicine in the class of 1972 and spent several years working in medical billing and working as an office manager. She married Michael Coggins in 1970 and had two children, Michael Jr., and Teresa. They owned and operated Coggins Crafts, a hobby/arts/crafts store in Ventura, Calif. She was a very talented arts and crafts artisan herself, painting much of the décor at ECN and its backyard garden/meeting space. She came to Las Vegas in 1997 to work for Greenspun Media Group and its Henderson Home News publication staying there nearly 15 years, ending as advertising team leader. She began working for ECN in 2012 and quickly rose to director of sales. Says ECN’s publisher, Don Svehla, “Kathy was integral in nearly every aspect of ECN– from running the office [between office managers and when our current office manager Sam was shot in the 1 October tragedy] to running my schedule to being on top of renewing all our advertisers, she was keeping it all together. We talked every day for the last five years, even when I was out of the country, we’d text. She will be deeply missed.” @ExhibitCityNews

ECN’s new editor, Jeanne Brei, expressed her condolences and said, “It’s been a tough couple of months for ECN. Kathy was incredibly supportive when I started working here full time back in August when Arthur’s illness

Her dear friend, Christina Hall, posted on her Facebook page that she would always remember “the kindness you had for your family, grandkids, friends, and the light that would shine from your soul. I will truly miss you, my

play. Remember the days we worked hard and played just as hard. I do, I know you do. You remember keglers and the bowling alley and how much fun work could be. I remember the day you introduced me to my husband and for that

it is so hard thinking about publishing an issue without her. I was lucky enough to get to know her over the years at ECN and will dearly miss her warm heart, get ‘er done attitude and her die-hard passion for Dr. Pepper. and medication required that I be with him all the time. She knew the industry and this publication so well and she was always willing to share her knowledge with me. I will always be grateful for her support and training and making me feel welcome at ECN. And, of course, we will all miss her little Mimi who came to the office every day and sat at her feet.” ECN’s art director, Thomas Speak, lamented, “Kathy was the heart of Exhibit City News and it is so hard thinking about publishing an issue without her. I was lucky enough to get to know her over the years at ECN and will dearly miss her warm heart, get ‘er done attitude and her die-hard passion for Dr. Pepper. I will miss our talks in the yard and my partner in crime at ECN.”

friend. I really enjoyed working with you we had some fun times. Loved your dog Mimi, that you would always bring to work...she is so precious. You were a great supervisor and no one could ever replace you. I am thankful you are not sick and suffering anymore. Now you can rest in peace. Take care my friend, until we meet again on the other side.” Her BFF, Jill Peck Lake, also wrote on Kathy’s FB wall that “nobody could have asked for a better person than you, Kath, to have as a BFF. I feel so honored to have been that person on the other end of this friendship. Over the years I’ve seen your kindness, your generosity, the love you give to others, your kids and your grandkids. I’ve seen you work hard all your life, maybe a little too hard later in life and not nearly enough

I will always be indebted to you. I guess I should stop now I could ramble on and on all night long about some of our memories. We have so many. I ask myself WHY you were taken from all of us. Then I think God takes all the good ones first! I love you, I miss you, I always will, your BFF.” She is survived by her children, Michael (Cindy) Coggins and Teresa Fooks; grandchildren, Kalinda Fooks; Takeo Berry; Christopher, Caelin, Kayla, Ashley, Jacob and Jeremy Coggins; one-year-old great grandson Abel Ray Lara; brothers Bill (Jackie) and Gary McIllwain; and several nieces, nephews, cousins and treasured friends. RIP Kathy, you will live on in our hearts and memories. Services were held December 9 at St. Andrew’s Catholic Church in Boulder City, NV. January/February 2018 75


People on the Move Bob Reinecke has rejoined Exhibit City News as general manager (he didn’t ride in on a horse, but he is busy saving the day!). He will be assisting publisher Don Svehla in interviewing and training new sales personnel to replace the late Sales Director Kathy Anaya, who passed away unexpectedly on Nov. 17. He was previously general manager for ECN 12 years ago before moving out of state. Reinecke has worked in the tradeshow industry for more than 30 years, primarily in I&D, running Allied Convention & Tradeshow Services from 2001-2013 and becoming a partner in ABC Expo Services in 2014. Along the way, he’s worked for Willwork, Nuvista, Tru Service Group and others as city manager and other I&D positions. Brian Baker (right) received the Michael R. Westcott Designer of the Year award from Kelli Glasser, president and CEO, Exhibit Concepts, and EDPA past president at EDPA ACCESS in November. Brian Baker, VP, Highmark TechSystems, is a 25-year veteran of the exhibit design process, and is now helping develop new tools and technologies for the design community at Highmark TechSystems. He teaches a required class at ExhibitorLive on graphics. Coaching and mentoring are part of his DNA, he has taught design at Purdue and has spent countless hours advising and reviewing student portfolios, including work with the EDPA mentor program through both Bemidji State and FIT. He’s been a board member of EDPA’s southeast chapter, and, a regular contributor to Exhibit City News. “Congratulations, Brian!” IAEE announced the results of the elections for its 2018 Board of Directors and welcomes incoming Chairperson of 76 January/February 2018 Exhibit City News

By Exhibit City News

the Board Daniel McKinnon (left), CEM. McKinnon is VP, client solutions–global at FreemanXP. He joined FreemanXP in 2014 after 23 years in various show management roles. Karen Gonzales (right), CMP, has also joined the staff of IAEE as director, partnership relations. In this role, she will assist with selling exhibit space for Expo! Expo! and manage the sponsorship and advertising programs for IAEE, as well as fundraising for Exhibitions Mean Business. Gonzales will also engage in outreach and attendee acquisition for the Center for Exhibition Industry Research Foundation’s initiatives. “I am honored to join the IAEE Team,” says Gonzales. “This role allows me to engage and expand global opportunities for the exhibitions and events industry,” adding, “This position fits right in with my experience and expertise and will allow me to foster new and existing relationships while supporting the overall mission of IAEE and CEIR.” MC2, a driving force in the exhibit and event marketing industry, has named Stephen Getson as SVP of strategic business development. Based at the MC2 Dallas location, Getson will be responsible for the growth and acquisition of key accounts. He will be reporting to Group President Richard Rubio. Regarding his new position, Getson said, “The modern value proposition in business is the delivery of compelling and entertaining experiences. I’m excited to join the team at MCH and MC2 to collaborate and deliver live experiences to some of the top global brands.”

Mirror Show Management’s CEO Donna Shultz has been appointed president of EDPA, the leading network for professionals in the customer experience industry, for a one-year term. Its members create experiences for tradeshows, events, corporate environments, museums, retailers, education and entertainment. “I consider this a great honor and privilege,” says Donna Shultz, Mirror Show Management president. “The EDPA is without peer in our industry and our company has drawn strength and support from them for years. This is a wonderful opportunity to give back by offering my leadership in return.” Mirror Show Management has promoted Kyle Rader to woodshop foreman, and Josh Klino and Jacob Ross to warehouse team leads. Rader started with Mirror Show Management in 2015 as a custom fabricator. As shop foreman, his responsibilities will include improving process, production capabilities and creative thinking in their custom wood shop. Ross and Klino also started with Mirror Show Management in 2015 as warehouse coordinators. Their promotions to warehouse team leads will include managing a team of warehouse coordinators to ensure that all shows are pulled, packed and inventoried to the company’s high standards. Riverview Systems Group, the award-winning, full-service provider of engaging and innovative live events, is pleased to announce the promotion of Johnathan V. Regnier (left) to the newly-created leadership team position of director, design & marketing. Regnier joined Riverview three and a Continued on p. 78

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Continued from p.76 half years ago as senior creative manager when the company expanded its core operations with the launch of its creative services division. In that role he helped create momentum for the division producing creative concepts and working with Riverview’s team of technical experts to deliver clients a more efficient approach to integrating their existing marketing strategy into a live event production. Regnier began his career at Apple where he spent eight years in various retail project and event management capacities. In 2016, he was honored at the 2016 NAB Show as a StudioDaily 50 award recipient. The award, sponsored by industry news site StudioDaily, celebrates a cross section of influential creatives and technologists whose leadership exemplifies innovative and creative thinking. In his new hybrid role, Regnier will be responsible for overseeing the Riverview Design Services team, as well as its in-house marketing and public relations efforts. Specifically, Regnier will focus on developing strong relationships with new and existing customers, curating creative and technical concepts and acting as liaison between clients, internal teams and external vendors to ensure the timely and successful execution of projects. Edlen Electrical Exhibition Services, the nation’s largest independent electrical contractor to the convention and trade show industry, is pleased to announce a promotion in its Las Vegas office. Yuhi Kim (right) has been promoted to assistant general manager of Edlen’s Mandalay Bay office. A recipient of the NV Millennium, UNLVino and Nat Hart scholarships, Yuhi is a Las Vegas native and a graduate of the UNLV hospitality program. Kim joined Edlen in 2014 with five years of hospitality experience. She quickly moved into the role of event manager, 78 January/February 2018 Exhibit City News

then senior event manager before her promotion to assistant general manager. Three SourceOne Events employees recently celebrated ten-year and eleven-year anniversaries. Ruthi Eckert (left), vp of sales, has been a life long event professional and celebrated her tenth year anniversary. Bill Thorsen, a trailer tracker operator, and Jay Oquendo (right), receiving manager, have been with SourceOne Events for more than eleven years. “We couldn’t have had the success we’ve had over the past 11 years without these three,” explains SourceOne Events President Mike Bojesen. “Their abilities and industry experience is crucial to our operations, and I couldn’t imagine doing it without them.” Eckert, Thorsen and Oquendo are important members of SourceOne Events’ team, as they all hold vital roles that amount to the success of the company. Eckert works with new and existing accounts at the Schaumburg Renaissance Convention Center Hotel. Prior to joining SourceOne Events, Eckert held positions at Kitzing, Inc., 3D Exhibits and MC2 Chicago. “I am looking forward to the next ten years at SourceOne,” said Eckert. “The momentum we are experiencing right now will bring bigger and better opportunities in the future.” Thorsen works within the transportation division and has been with company since its beginning. He has held several different roles over the past eleven years including truck driver, warehouse laborer and rental management. Prior to joining SourceOne Events, he held positions with Amco Engineering. Says Thorsen, “SourceOne is a company that values its employees as much as the relationships with its clients,

and I feel lucky to work here,” adding, “The synergy between us is second to none and that’s why we are a leader in the industry.” Oquendo is the receiving manager at SourceOne Events and in that capacity is responsible for all of the inbound shipments from clients and exhibitors. He joined SourceOne Events in 2005, initially working within the exhibit services department. “It’s been a great opportunity to work at SourceOne since the beginning, and to see the positive development of the company over the past 11 years. I look forward to another 11!” said Oquendo. Local businesswoman and former president of the Las Vegas Hospitality Association Julie Pazina (below left) announced her candidacy for State Senate District 20. Senate Majority Leader Aaron Ford and the Nevada Senate Democratic Caucus have endorsed Pazina. This competitive open seat in the Henderson area is being vacated by Senator Michael Roberson and will be a top target in 2018. “I want to bring the experiences I’ve gained working in the private sector to the State Senate and focus on helping create good-paying jobs for our community,” says Pazina. Pazina is the national director of sales for Edlen Electrical Exhibition Services, a family-owned and operated company that has grown into the nation’s largest independent temporary utility contractor for trade shows, conventions and special events. She has been a vital member of the company for more than a decade. Pazina is an also active member of the Las Vegas community. In addition to her tenure as president, she also served on the board of the Las Vegas Hospitality Association for six years and is a member of the Junior League of Las Vegas.






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


Pedro’s South of the Border Features Six Restaurants Among a World of Kitsch The Peddler Steakhouse Is Worth The Stop Our transportation themed issue wouldn’t be complete without featuring a few amazing truck stops across America. First is South of the Border, a sprawling 350 acres so named because it is just south of the border between North and South Carolina off I-95 and is themed in a campy Mexican style with mascot Pedro the Bandido leading the way. It includes Porky’s Truck Stop, a small amusement park, a miniature golf course, multiple souvenir shops, a 300-room motel, a campground, a 200-foot observation tower with a sombrero shaped observation deck, the largest indoor reptile exhibit in the U.S. and six restaurants, including the sombrero-shaped Peddler Steakhouse. Large statues of dinosaurs to dolphins and other animals are scattered around the property which began in 1949 as a simple 18 x 36 foot beer stand known as the South of the Border Beer Depot. Adjoining the “dry” North Carolina counties, business boomed. A few years later a 10seat grill was added and the business was re-named the South of the Border Drive-In. In 1954, founder Alan Schafer added 20 motel rooms and he went to Mexico to establish import connections and brought back two young men who went to work as bellboys. People started calling them Pedro and Pancho and today all their employees are referred to as Pedro (regardless of race, color or creed). Pedro became their mascot, an exaggerated, cartoon-like representation of a Mexican bandido wearing a sombrero, poncho and a large mustache, who can be seen on about 175 billboards–mostly north and south from Virginia to Georgia. They can be seen for miles on I-95, and also on Highways 301/501, 9, 17 and a few on I-20. At one time there were more than 250 different billboards from Philadelphia, 80 January/February 2018 Exhibit City News

Penn., to Daytona Beach, Fla., all designed by Schafer himself. After seeing billboards for hundreds of miles for Pedro, the 97-foot Pedro, which stands adjacent to the Mexico Shop East and the Sombrero Restaurant, and has four miles of wiring and weighs 77 tons, is quite the payoff. He stands 18 feet deep in solid clay. You can drive your car through the legs of the “Big Man,” as he is known. According to writer Libby Wiersema, “South of the Border is a roadside mash-up of novelty architecture, tacky souvenir shops and wacky attractions. If Las Vegas hooked up with Route 66 and had a baby, this would be it.” For a quick bite while you’re touring the grounds and seeing the sights, you can visit Pedro’s Hot Tamale, Pedro’s

Hot Dog Stand/Pizza & Sub Shop or Pedro’s Ice Cream Fiesta. The Sombrero Restaurant is a family style eatery where, for a minimum donation of $20 to the Shriner’s Children’s Hospital, you can get your name on an orange cardboard sombrero to be placed on the ceiling. South of the Border continues Schafer’s tradition of matching every contribution. The Peddler Steak House, open for dinner only, serves charcoal-fired steaks, prime rib, chicken breasts, savory seafood & hearty salads. South of the Border is located at 3346 U.S. 301 (at I-95), Hamer, SC 29547. Telephone: (843) 774-2411. For more info, visit


Wall Drug on I-90 in South Dakota Features A Townful of Shopping 650 Miles of Billboards Lure Drivers To Stop Similar to Pedro’s successful billboard campaigns, Wall Drug earns much of its fame from its self-promotion. Most of Wall Drug’s advertisement billboards can be found on an approximately 650-milelong stretch of I-90 from Minnesota to Montana. In addition, many visitors of Wall Drug have erected signs throughout the world announcing the number of miles to Wall Drug from famous locations. In 1931, Nebraska native and pharmacist Ted Hustead was looking for a small town to start his business. He bought Wall Drug, located in a 231-person town in what he referred to as “the middle of nowhere,” and business was slow until his wife, Dorothy, thought of advertising free ice water to travelers heading to Mt. Rushmore just 60 miles away. Free water led to brisk business and Wall Drug grew into a cowboy-themed shopping mall/department store. Today. the 76,000-sq.-ft. Wall Drug includes a western art museum, a chapel


based on the one found at New Melleray Abbey near Dubuque, Iowa, a six-foot tall jackalope, donut factory, and Western art gallery, and an 80-foot apatosaurus (formerly brontosaurus) that was designed by Emmet Sullivan, who also created the dinosaurs at Dinosaur Park in Rapid City and Dinosaur World in Arkansas. Describes one traveler, “Wall Drug is basically like a mini indoor mall with a bunch of little stores selling everything from leather goods, souvenirs, candy and fudge, to clothing, toiletries, rocks, gemstones, and tchotchkes galore. There is also a fenced-in ‘backyard’ with different structures to climb on (a photo on the giant jackalope is a must!)” There’s an indoor arcade with an old west shooting gallery as well as photo opportunities at every turn. Bring your pennies and quarters, as there are a few penny pressing machines.

By 1981 Wall Drug was claiming it was giving away 20,000 cups of water per day during the peak tourist season. Wall Drug still offers free ice water, and has added free bumper stickers and signs as well as coffee for five cents. Some popular free bumper stickers read “Where the heck is Wall Drug?” “How many miles to Wall Drug?” and “Where in the world is Wall Drug?”. When Hustead died in 1999, South Dakota Gov. Bill Janklow began his annual State of the State address by commemorating Hustead as “a guy that figured out that free ice water could turn you into a phenomenal success in the middle of a semi-arid desert way out in the middle of someplace.” Wall Drug Store is located at 510 Main St., Wall, SD 57790, Telephone: (605) 279-2175. For more info, visit January/February 2018 81

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


Iowa 80 is World’s Largest Truck Stop Visit The Trucking Museum and the Truckers Jamboree in July Iowa 80 is the world’s largest truck stop, located along I-80 in Walcott, Iowa. Set on a 220-acre plot of land (four times larger than an average truck stop)—75 acres of which are currently developed— the site receives 5,000 visitors daily, and features a 100,000 sq. ft. main building, parking for 900 trucks, 500 employees and 15 diesel fuel pumps and 34 fueling pumps for cars/pick-ups. The stop is currently adding another 23,000 addition that will house a new food court and expanded retail space. Since 1979, it’s hosted the Truckers Jamboree every July where you’ll see an antique truck display, super trucks beauty contest, over 175 exhibits, Iowa pork chop cookout, carnival games, live country music, trucker Olympics, fireworks, free admission, and free parking. Also, the Iowa 80 Trucking Museum has been a lunch or fuel stop for the Hemming’s Motor News Great Race, a cross country road rally of antique vehicles three times in 2005, 2013 and 2016. The Great Race

82 January/February 2018 Exhibit City News

is a time/speed/endurance road-rally for vintage automobiles, manufactured at least 45 years ago. Bill Moon, a regional manager for Standard Oil, purchased the land and built the original truck stop in 1964 along the emerging I-80, the 3,000-mile highway that connects San Francisco with New York. “As they were building I-80, my father was responsible for finding land and building truck stops for Standard,” says his daughter Delia Meier. Initially a small white enamel building surrounded by cornfields, it housed a modest truckers’ store, one lube bay and a restaurant. Moon took direct control in September 1965 and purchased it in 1984. In 1992, the year of his death, it became a Travel Centers of America franchise, though the facility is still owned and operated by the Moon family. The Iowa 80 Trucking Museum was a dream of founder Moon, who had a passion for collecting antique trucks and other trucking memorabilia. Many rare and one-of-a-kind trucks are on display. There are short films about trucking history in their REO theater.

The Iowa 80 megaplex also has a two-story, 30,000 sq.ft. showroom, which is the largest trucker’s store in the country. There are custom built show trucks, one on a rotating platform. A 20x40-foot wall displays 500 illuminated truck lights. There are 24 private showers, game room, 60-seat movie theater, on-site barbershop, dentist’s office, chiropractic clinic, laundry facilities, a Custom Shop that can create vinyl graphics, custom T-shirts, and embroider hats, jackets, logbooks, trip report forms and working stations, and a Driver’s Den Lounge with leather chairs and a fireplace for relaxing. The Iowa 80 Kitchen serves a million cups of coffee and 90 tons of meat annually. Chef Jake Harbeck competed on the Food Network’s show Chopped: Truck Stop Stars on the March 1, 2016 episode that featured four talented truck stop chefs’ renowned take on comfort food. Iowa 80 (World’s Largest Truck Stop) is located at 755 W. Iowa 80 Rd. I-80, Exit 284 Walcott, IA 52773. Telephone: (563) 284-6961. For more info, visit


The Grand Canyon Caverns, Cavern Motel Room The Underground Cave Suite is the Largest, Deepest, Darkest, Oldest, Quietest Motel Room in the World Winding up our interstate travels, we find a one-of-a-kind motel “room” just off Route 66 in Peach Springs, Ariz. The Underground Cave Suite is 220 feet below the surface in a cavern that took 65 million years to form, in a room that is 200 x 400 feet with a 70 foot ceiling. The largest dry cavern in the United States, it is “so dark


that it is completely absent of any light, so quiet because it contains no life forms; nothing lives in the caverns, not a fly, not a mouse, a bat, bug or animal. Nothing. The only thing moving or breathing is you. The air is as dry and clean as one can get with zero humidity, coming in via 65 miles of limestone crevices from the Grand Canyon to the caverns. The limestone takes out all moisture and impurities…” You take an elevator down 22 stories underground and spend the night in a room that is furnished with two double beds, a living room with a queen fold out sofa, a library of old books dating back to the late 1800s, and magazines such as a National Geographic collection dating back to 1917, a working record player with records, table and chairs, a bathroom, and several lighting options for the overnight stay. Check in time is normally with the last

tour of the day (4 p.m.) and check out is shortly after the first tour begins at 10 a.m.. You can check in earlier and stay later but the caverns have guided tours 363 days a year along the concrete trails that curve around all sides of the room, so your privacy is limited during tour hours. There is only one Grand Canyon Caverns Cave motel room, open 364 nights a year. There are plenty of motel rooms above ground at The Caverns Inn located at the entrance of the Grand Canyon Caverns in case the entire group is not as adventurous. But for the daring, it’s $850/ night for two, plus an additional $100 for every person after two, with a maximum total occupancy of six people. Grand Canyon Caverns & Inn is located at 115 Mile Marker AZ-66, Peach Springs, AZ 86434. Telephone: (928) 422-3223 or (855) 498-6969. For more info, visit January/February 2018 83

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See complete listing of shows online at

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

US CENTRAL Show Dakota Farm Show National Western Rodeo and Stock Show American Meteorological Society - AMS Annual Meeting Topeka Farm Show Western & English Sales Market - WESA SportsTurf Managers Association - STMA The Western - Western Nursery & Landscape Association Rocky Mountain Dental Convention - MDDS Franchise Expo South - IFA DistribuTECH Iowa Pork Congress The ASI Show! Outdoor Retailer + Snow Show Traffic Expo - ATSSA Texas Association of School Administrators - TASA Midwinter Conference Religious Conference Management Association - RCMA Star of the South Dental Meeting - GHDS Golf Industry Show Texas Computer Education Association - TCEA NAPE Summit - North American Prospect Expo American Library Association - Midwinter Meeting - ALA Heart of America Contact Lens Society - HOACLS ProGreen Expo Texas Music Educators Assocation Clinic/Convention - TMEA American Association for the Advancement of Science - AAAS Western Farm Show Society of Critical Care Medicine - SCCM Hawkeye Farm Show Triumph of Ag Expo

All Information Is Subject to Change*

Start 01/03 01/06 01/07 01/09 01/12 01/16 01/18 01/18 01/18 01/23 01/24 01/25 01/25 01/26 01/28 01/30 02/01 02/03 02/05 02/05 02/09 02/09 02/12 02/14 02/15 02/23 02/25 02/27 02/28

View Complete Calendar Online

End 01/05 01/21 01/11 01/11 01/15 01/19 01/19 01/20 01/20 01/25 01/25 01/26 01/28 01/30 01/31 02/01 02/02 02/08 02/09 02/09 02/13 02/11 02/16 02/17 02/19 02/25 02/28 03/01 03/01

Venue USD Dakotadome National Western Complex Austin CC Kansas Expocentre Denver Mart Complex Ft. Worth CC Crown Center Exhibit Hall Colorado CC Kay Bailey Hutchison CC Henry B. Gonzalez CC Iowa Events Center Kay Bailey Hutchison CC Colorado CC Henry B. Gonzalez CC Austin CC CenturyLink Center George R. Brown CC Henry B. Gonzalez CC Austin CC George R. Brown CC

City Vermillion Denver Austin Topeka Denver Ft. Worth Kansas City Denver Dallas San Antonio Des Moines Dallas Denver San Antonio Austin Omaha Houston San Antonio Austin Houston Denver Sheraton Crown Center Kansas City Denver Henry B. Gonzalez CC San Antonio Austin CC Austin American Royal Complex Kansas City Henry B. Gonzalez CC San Antonio UNI Dome Cedar Falls CenturyLink Center Omaha


Att 25K 687K 4300 35K 4462 1600 3200 8700 10K 7596 5000 3540 32.7K 3000 4500 1400 6500 13.2K 9109 17K 11K 1200 6500 27K 10K 20K 6180

Exh Nsf Industry 280 65000 Agriculture & Farming 90000 Agriculture & Farming 20800 Science 300 55000 Agriculture & Farming 770 109K Apparel 170 37000 Landscape & Garden 450 45000 Landscape & Garden 250 50000 Medical & Healthcare 300 Business 407 131K Energy 400 90000 Agriculture & Farming 470 67300 Advertising & Marketing 877 389K Apparel 200 Government 400 45000 Education 250 31500 Religious Medical & Healthcare 180 540 177K Sporting Goods & Rec. 476 94180 Computers & Apps 1K Energy 450 95000 Libraries Medical & Healthcare 375 400 65000 Landscape & Garden 500 114K Education 100 21000 Education 500 175K Agriculture & Farming & Healthcare 151 Exhibit 30300CityMedical News’ best-read section! Agriculture & Farming 250 18.5K 1K 201K Agriculture & Farming

SEE YOUR AD HERE! Sponsor your region in the Trade Show Calendar. Exhibit City News’ best-read section! @ExhibitCityNews January/February 2018 85

Trade Show Calendar US MIDWEST

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

Show American Baseball Coaches Association - ABCA Michigan Agri-Business Association Winter Convention Northern Illinois Farm Show - IDEAg Chicago Boat, RV & Strictly Sail Show Archery Trade Association - ATA North American International Auto Show - NAIAS MGIX - Midwest Green Industry Experience Illinois Fertilizer & Chemical Association - IFCA Fort Wayne Farm Show Wisconsin State Education Convention Northwestern Building Products Expo AHR - International Air-Conditioning, Heating & Refrigerating Mid-America Restaurant Expo iLandscape - Horticultural Trade Show Mid-West Truck Show Illinois Pork Expo National Pavement Exposition Cam Expo Ohio Music Education Association - OMEA Chicago Travel & Adventure Show Chicago Auto Show Frame Building Expo - NFBA Minnesota Veterinary Medical Association - MVMA National Reading Recovery & K-6 Classroom Literacy WWETT - Water & Wastewater Equipment, Treatment & Transport Show Midwest Veterinary Conference - MVC Chicago Dental Midwinter - CDS LMT Lab Day Chicago Society for Mining, Metallurgy & Exploration - SME

86 January/February 2018 Exhibit City News

Start 01/04 01/08 01/10 01/10 01/11 01/13 01/15 01/16 01/16 01/17 01/22 01/22 01/28 01/31 02/02 02/06 02/07 02/07 02/08 02/10 02/10 02/14 02/15 02/17 02/21 02/22 02/22 02/23 02/25

End 01/07 01/10 01/11 01/14 01/13 01/28 01/17 01/18 01/18 01/19 01/23 01/24 01/29 02/02 02/03 02/07 02/10 02/07 02/10 02/11 02/19 02/16 02/17 02/20 02/24 02/25 02/24 02/24 02/28

Venue Indiana CC Lansing Center NIU Convocation Center McCormick Place Indiana CC Cobo Center Greater Columbus CC Peoria Civic Center Allen County War Memorial Wisconsin Center Rivers Edge McCormick Place Greater Columbus CC The Renaissance Schaumburg CC Peoria Civic Center Bank of Springfield Center Huntington CC MotorCity Casino Hotel

City Indianapolis Lansing DeKalb Chicago Indianapolis Detroit Columbus Peoria Ft. Wayne Milwaukee St. Cloud Chicago Columbus Schaumburg Peoria Springfield Cleveland Detroit Columbus Donald E. Stephens CC Rosemont McCormick Place Chicago Greater Columbus CC Columbus Mayo Civic Center Rochester Greater Columbus CC Columbus Indiana CC Indianapolis Greater Columbus CC Columbus McCormick Place Chicago Hyatt Regency Chicago Chicago Minneapolis CC Minneapolis

All Information Is Subject to Change*


Att 3350 900 8000 54K 9900 809K 11K 1200 37K 2109 2000 69K 5300 12K 7000 1400 2400 9000 13K 2000 2000 14K 6400 28K 3800 7000

Exh 325 100 270 297 630 157 617 95 410 287 115 2k 300 200 130 145 200 200

Nsf 43538 23350 38500 230K 649K 125K 35000 105K 38000 12800 427K 45000 130K 13000 40000 30000 20000 900K 30000 10000 12600 277K 17000 168K

150 150 100 65 501 250 664 250 650 80000

Industry Sporting Goods & Rec. Agriculture & Farming Agriculture & Farming Boats Sporting Goods & Rec. Automotive & Trucking Agriculture & Farming Agriculture & Farming Agriculture & Farming Education Building & Construction Building & Construction Food & Beverage Landscape & Garden Automotive & Trucking Agriculture & Farming Building & Construction Building & Construction Education Travel Industry Automotive & Trucking Building & Construction Medical & Healthcare Education Pollution Control Medical & Healthcare Medical & Healthcare Medical & Healthcare Mining

See complete listing of shows online at

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

US NORTHEAST Show Philadelphia National Candy, Gift & Gormet Show Transportation Research Board - TRB Mid-Atlantic Nursery Trade Show - MANTS Association of Performing Arts Presenters Annual - APAP National Retail Federation - Retail’s BIG Show - NRF Printsource New York United Soccer Coaches Washington DC Travel & Adventure Show New England Water Environment Assiciation - NEWEA Texworld USA The Pool & Spa Show Washington Auto Show Yankee Dental Congress New York National Boat Show Baltimore Boat Show New York Times Travel Show LegalTech New York NY NOW - New York International Gift Fair New York Water Environment Association Annual - NYWEA Boston Globe Travel Show True Value Market Spring & Rental Reunion New England Boat Show National Farm Machinery Show LBM Expo - NRLA LumberNation North American Handmade Bicycle Show - NAHBS American International Toy Fair - TIA Integrative Healthcare Symposium New York Farm Show New England Food Show - NEFS

All Information Is Subject to Change*

Start 01/06 01/07 01/10 01/12 01/14 01/16 01/17 01/20 01/21 01/22 01/23 01/23 01/24 01/24 01/25 01/26 01/30 02/03 02/04 02/09 02/09 02/10 02/14 02/14 02/16 02/17 02/22 02/22 02/25

End 01/08 01/11 01/12 01/16 01/16 01/18 01/21 01/21 01/24 01/24 01/25 02/04 01/28 01/28 01/28 01/28 02/01 02/07 02/07 02/11 02/12 02/18 02/17 02/16 02/18 02/20 02/24 02/24 02/27

Venue Greater Philadelphia CC Walter E. Washington CC Baltimore CC N.Y. Hilton Midtown Javits Center Pennsylvania CC Pennsylvania CC Walter E. Washington CC Boston Marriott Cople Javits Center Atlantic City CC Walter E. Washington CC Boston Conv. & Expo Center Javits Center Baltimore CC Javits Center New York Hilton Javits Center Marriott Marquis Seaport World Trade Center Walter E. Washington CC Boston Conv. & Expo Center Kentucky Expo Center Rhode Island CC Conecticut CC Javits Center N.Y. Hilton Mid-Town NY State Fairgrounds Boston Conv. & Expo Center

City Oaks Washington Baltimore New York New York New York Philadelphia Washington Boston New York Atlantic City Washington Boston New York Baltimore New York New York New York New York Boston Washington Boston Louisville Providence Hartford New York New York Syracuse Boston


Att 3500 12.5K 10.3K 3500 35K 2500 10K 14K 2000 3187 11K 950K 27K 80K 25K 29K 13K 50.5K 1200 24K 8056 50K 300K 7000 7000 30K 950 8996

Exh 200 200 972 400 575 150 270 250 200 147 430 125 463 400 219 525 300 2.8K 150 250 1.1K 500 850 300 150 1.2K 120 450 530


300K 30000 220K

35000 17900 100K 551K 93200 263K 161K 80000 523K 14000 60000 278K 750K 15000 415K 9600 211K 45475

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

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 January/February 2018 87

Trade Show Calendar US NORTHWEST

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

Show Silicon Valley International Auto Show Salt Lake Home Show Northwest Food Processors EXPO & Conference - NWFPA North American Beekeeping Conference & Tradeshow Utah International Auto Expo Seattle Gift Show Winter Fancy Foods Show - NASFT Unified Wine & Grape Symposium Portland International Auto Show Seattle International Boat Show Photonics West & BiOS - SPIE DesignCon Washington Assoc. of Wine Grape Growers Annual Meeting & Trade Show Spokane Ag Expo Molecular Medicine Tri-Conference - CHI Public Agency Risk Management Association - PARMA Conf. CASMEC - California Association for Music Education - CMEA Biophysical Society Annual Meeting American Academy of Forensic Sciences - AAFS California League of Food Processors Expo - CLFP Oregon Logging Conference & Equipment Show California Academy of Physician Assistants - CAPA Northwest Aviation Conference & Trade Show - WAA SPIE Advanced Lithography American Ferrier’s Association - FIA MarketPlace CASH - California’s Coalition for Adequate School Housing Wildland Urban Interface - New Fire Frontiers - WUI Meeting Planners Int’l - MPINCC Annual Conference & Expo California Association of Directors of Activities - CADA

Start 01/04 01/05 01/08 01/09 01/12 01/20 01/21 01/23 01/25 01/26 01/27 01/30 02/06 02/06 02/11 02/14 02/15 02/17 02/19 02/21 02/22 02/24 02/24 02/25 02/26 02/26 02/27 02/27 02/28

End 01/07 01/07 01/10 01/13 01/15 01/23 01/23 01/25 01/28 02/03 02/01 02/01 02/08 02/08 02/16 02/16 02/18 02/21 02/24 02/22 02/24 02/24 02/25 03/01 03/02 02/28 03/01 02/27 03/03

Venue San Jose CC S. Towne Expo Center Oregon CC Grand Sierra Resort S. Towne Expo Center Washington State CC Moscone Center Sacramento CC Oregon CC CenturyLink Field Moscone Center Santa Clara CC Three Rivers CC Spokane CC Moscone Center Monterey Conf. Center San Jose CC Moscone Center Washington State CC Sacramento CC Lane County CC & Fg. Napa Valley Marriott Washington St. Fair Events Ctr. San Jose CC Silver Legacy Resort & Casino Sacramento CC Peppermill Resort Moscone Center Grand Sierra Resort

All Information Is Subject to Change*

City San Jose Salt Lake City Portland Reno Salt Lake City Seattle San Francisco Sacramento Portland Seattle San Francisco Santa Clara Kennewick Spokane San Francisco Monterey San Jose San Francisco Seattle Sacramento Eugene Napa Puyallup San Jose Reno Sacramento Reno San Francisco Reno






350 40000

10K 700 100K 20K 1.5K 215K 11.3K 500 160K 77K 20K 6000 2500 6000 3300

600 306K 1.2K 116K 135 200 250 200

3000 7000 3600 2500 6000 200 12K 4000

100 100 200 260 248 20 350 100

390K 1500 65000 16000





210 16800

10000 20000 23400

Industry Automotive & Trucking Building & Construction Food & Beverage Agriculture & Farming Automotive & Trucking Gifts Food & Beverage Food & Beverage Automotive & Trucking Boats Medical & Healthcare Electrical & Electronics Agriculture & Farming Agriculture & Farming Medical & Healthcare Government Education Medical & Healthcare Science Food & Beverage Agriculture & Farming Medical & Healthcare Aerospace & Aviation Printing Agriculture & Farming Housing Fire & Fire Protection Exhibition & Meeting Ind. Sporting Goods & Rec.

PUT YOUR BUSINESS ON THE MAP! Showcase your regional services with a calendar sponsorship. Contact For Rates and Details. (Design Services Available) 88 January/February 2018 Exhibit City News

See complete listing of shows online at

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

US SOUTHEAST Show The ASI Show! Kitchen/Bath Industry Show & Conference - KBIS The International Builders’ Show - IBS - NAHB Atlanta International Gift & Home Furnishings Market National Association of TV Program Executives - NATPE Florida RV SuperShow Tropical Plant Industry Exhibition - TPIE Fire-Rescue East Atlanta Boat Show JIS January - Jewelers International Showcase Florida Educational Technology Corporation - FETC PGA Merchandise Show - Professional Golfers’ Assn. Surf Expo New Orleans Gift & Jewelry Show - Winter Hotel Motel Restaurant Supply Show of the SE - HMRSSS Underground Construction Technology - UCT The Special Event IPPE - International Production & Processing Expo VMX - Veterinary Meeting & Expo International Roofing Expo - IRE - NRCA The World Money Show The Rental Show - ARA EMS Today Conference & Expo American Physical Therapy Association (CSM) - APTA Graphics of the Americas TechAdvantage Pittcon - Conference On Analytical Chemistry & Applied Spectroscopy National Religious Broadcasters - NRB American Correctional Association Winter Conference - ACA

All Information Is Subject to Change*

Start 01/03 01/09 01/09 01/11 01/16 01/16 01/17 01/17 01/18 01/20 01/23 01/24 01/25 01/26 01/30 01/30 01/30 01/30 02/03 02/06 02/08 02/18 02/21 02/21 02/22 02/25 02/26 02/27 01/04

End 01/04 01/11 01/11 01/15 01/18 01/21 01/19 01/20 01/21 01/22 01/26 01/26 01/27 01/29 02/01 02/01 02/01 02/01 02/07 02/08 02/11 02/21 02/23 02/24 02/24 02/28 03/01 03/02 01/09

Venue Orange County CC Orange County CC Orange County CC Americas Mart

City Orlando Orlando Orlando Atlanta Miami Florida St. Fairgrounds Tampa Ft. Lauderdale Broward County CC Daytona Beach Ocean Center Georgia World Congress Atlanta DoubleTree Miami Airport & CC Miami Orange County CC Orlando Orange County CC Orlando Orange County CC Orlando Morial CC New Orleans Myrtle Beach CC Myrtle Beach Morial CC New Orleans Morial CC New Orleans Georgia World Congress Atlanta Orange County CC Orlando Morial CC New Orleans Omni Orlando Resort Orlando Morial CC New Orleans Charlotte CC Charlotte Morial CC New Orleans Ft. Lauderdale Broward County CC Music City Center Nashville Orange County CC Orlando Gaylord Opryland Nashville Orlando


Att 6066 37K 49.7K 95K 7000 63.2K 8500 6000 24.2K 10K 8000 42K 27K 20K 22K 3000 9000 30K 16.3K 9337 8000 9262 3198 11.3K 9765 10K 16K 6000 5000

Exh 739 566 1K 2.5K 350 355 500 250 170 600 500 913 1K 300 500 200 360 1.2K 650 465 300 676 246 436 230 300 948 300 400

Nsf 116K 307K 413K 1.2M 113K 785K 52000 125K 300K 110K 332K 250K 60K 50K 125K 160K 490K 278K 118K 248K 59336 66082 250K 55000 195K 50000 175K

Industry Advertising & Marketing Building & Construction Building & Construction Gifts Radio, TV & Cable Rec. Vehicles Agriculture & Farming Fire & Fire Protection Boats Jewelry Education Sporting Goods & Rec. Sporting Goods & Rec. Jewelry Hotels & Resorts Building & Construction Exhibition & Meeting Ind. Food & Beverage Medical & Healthcare Building & Construction Financial & Legal Building & Construction Medical & Healthcare Medical & Healthcare Printing Computers & Apps Medical & Healthcare Communications Police

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

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



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@ExhibitCityNews January/February 2018 89

Trade Show Calendar US SOUTHWEST

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

Show Consumer Electronics Show - CES The PPAI Expo - Promotional Products Association Int’l AED Summit - Associated Equipment Distributors Creativation by the Associationfor Creative Industries Imprinted Sportswear Long Beach - ISS Heavy Duty Aftermarket Week - HDAW World of Concrete SHOT SHOW AVN Adult Entertainment Expo Oasis Gift Show NAMM International Music Market International Salon & Spa Expo - PBA ISSE Las Vegas Market/Winter (Furniture) The International Surface Event - Surfaces/StonExpo/Marmomacc Americas/TileExpo National Cattlemen’s Beef Association - NCBA

Start 01/09 01/14 01/15 01/18 01/19 01/22 01/23 01/23 01/24 01/25 01/25 01/27 01/28 01/30 01/31

End 01/12 01/18 01/19 01/22 01/21 01/25 01/26 01/26 01/27 01/27 01/28 01/29 02/01 02/01 02/02

Venue Las Vegas CC Mandalay Bay The Mirage Hotel & Casino Phoenix CC Long Beach CC The Mirage Hotel & Casino Las Vegas CC Sands Expo Hard Rock Hotel Phoenix CC Anaheim CC Long Beach CC World Market Center Mandalay Bay Phoenix CC

City Las Vegas Las Vegas Las Vegas Phoenix Long Beach Las Vegas Las Vegas Las Vegas Las Vegas Phoenix Anaheim Long Beach Las Vegas Las Vegas Phoenix


Att 156K 18.3K 1675 3972 11.4K 2000 52K 64K 30K 4000 102K 36K 50K 38K 8010

Exh 3.2K 1.4K 98 401 352 230 1.3K 1.6K 400 350 1.7K 378 627 639 271

Nsf 2.2M 319K 76000 119K 105K 100K 630K 634K 100K 240K 516K 119K 750K 311K 95000

Industry Electrical & Electronics Advertising & Marketing Building & Construction Toys and Hobbies Apparel Building & Construction Building & Construction Sporting Goods & Rec. Gaming & Entertainment Gifts Art, Music, Culture Beauty & Healthcare Home Furn. & Int. Design Building & Construction Agriculture & Farming

Landscape Industry Show - LIS Show Safari Club International - SCI FenceTech - AFA Medical Design & Manufacturing - MD&M West OFFPRICE Wholesale Apparel Show WomensWear In Nevada - February MAGIC Marketweek - February World AG Expo American Academy of Dermatology - AAD CaterSource & Event Solutions Heli-Expo Travel Goods Show IPC APEX EXPO Commodity Classic

01/31 01/31 02/06 02/06 02/10 02/12 02/12 02/13 02/16 02/18 02/26 02/27 02/27 02/27

02/01 02/03 02/09 02/08 02/13 02/15 02/14 02/15 02/20 02/21 03/01 03/01 03/01 03/01

Ontario CC Las Vegas CC

Ontario Las Vegas Phoenix Anaheim Las Vegas Las Vegas Las Vegas Tulare San Diego Las Vegas Las Vegas Las Vegas San Diego Anaheim


8500 31K 6500 22K 14K 7700 62K 100K 19K 8500 19K 4800 8963 9770

400 1.2K 365 2.2K 525 480 3.8K 1.6K 449 443 714 200 407 301

100K 225K 115K 380K 132K 180K 813K 2.6M 174K 89000 307K 80000 123K 126K

Landscape & Garden Sporting Goods & Rec. Building & Construction Medical & Healthcare Apparel Apparel Apparel Agriculture & Farming Medical & Healthcare Food & Beverage Aerospace & Aviation Travel Industry Electrical & Electronics Financial & Legal

Anaheim CC Sands Expo Rio All-Suite Hotel & Casino Las Vegas CC International Agri-Center San Diego CC Las Vegas CC Las Vegas CC Las Vegas CC San Diego CC Anaheim CC

• 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 90 January/February 2018 Exhibit City News

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

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

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

A Harmony Nails Aadvantaged Displays BWC Visual Technologies CEP Champion Logistics Changzhou Gaochuang Products Chickpeas Mediterranean Café Collazo Expo Services Corey Johnson Photography Corporate Communications Corporate Events

97 95 92 93 96 97 98 93 97 92 93

CoStar Exhibits Equip, Inc. Exhibitrac Direct Marketing Expoquarzo Exhibitions FWR Horizon Print Solutions JasperWorks Exhibits KB Lines King Size LED Displays KKOM Larry Kulchwik Consulting

94 98 98 94 95 97 93 96 95 94 92

Last Minute Venues Nevada Hospice Care Ommy Expositions Plastic Man, Inc. Tradeshow Leads to Sales Tradeshow Transportation Specialists TWI Group Vegas Foodie Tours William Daniels YOR Design

98 96 94 92 98 96 96 95 92 94

For Service Guide information and rates, call sales at (702) 309-8023. Inclusive categories are available for all your company advertising needs. January/February 2018 91


Plastic Man Inc. Since 1985 Plastic Man Inc. has been in Las Vegas area providing the ultimate in Custom Acrylic/Wood Fabrication. From designs, fabrication, graphics to final installation our extensive experience gives high quality service. Our Custom Fabrication has been servicing Las Vegas Casinos, commercial, industrial and retail which truly makes us an industry leader.

Attorney at Law

Audio Visual Technology


Event Management

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

92 January/February 2018 Exhibit City News


JasperWorks Exhibits Services JasperWorks Exhibits Services is a Salt Lake City based I&D company specializing in partnering specifically with national I&D companies to service their clientele, projects and events in Utah and the surrounding regions including Idaho and Wyoming. Established in 1996 by founder, Tory Clayton, JasperWorks has cultivated a reputation of reliability and integrity along with being regarded as a company that offers a knowledgeable, skillful and professional influence on the show floor. So if you don’t have an office in Salt Lake City, give us a call. We’ll put the pieces together for you!

Exhibit Production


Upstate NY

Montpelier, VT

Concord, NH

Boston, MA Worcester, MA Springfield, MA

Hartford, CT

(508) 366-8594

Providence, RI

6 30.378.4 8 4 8 w w


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

@ExhibitCityNews January/February 2018 93


CoStar Exhibits “CoStar Events Services opens the door to the highest level in event production for corporations, trade shows and coordinates all aspects of your gala, award dinner, or anything you can imagine. We handle all aspects of planning and production with unmatched service, creativity, and commitment to excellence. We take your vision and turn it into a reality with hands-on personal attention to every detail.”





94 January/February 2018 Exhibit City News



Freshwata Freshwata together offers you a brilliant team of passionate, wildly creative individuals who invest time strategizing, branding and designing so your company’s vision comes through loud and clear. Events=Design+Exhibits+Tech=Freshwata. The core of our service encompasses planning along with building and developing style for exhibits, corporate and social events, meetings, environments, exhibits and productions. Our innovative team will streamline your event and maximize (results) while minimizing (stress) from concept to fruition.

Food Tours


The Attention You Deserve Displays Starting at $69.95

941-758-8444 866-239-8056

Visit us online for more of our products & services Lighting

@ExhibitCityNews January/February 2018 95


Nevada Hospice Care Nevada Hospice Care provides an individualized program of physical, emotional, spiritual, and compassionate care for people in the last phases of a life-limiting illness, with an emphasis on control of pain and other symptoms. Our interdisciplinary team of physicians, nurses, social workers, hospice aides, volunteers, chaplains, bereavement counselors develop a unique plan of care to support you and your caregiver. At Nevada Hospice Care Our Care is as Unique as your DNA.



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 | |


96 January/February 2018 Exhibit City News



• 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!

Horizon Print Solutions Horizon Print Solutions is a proven long term supplier to the Convention Services, Meeting Planning, Hospitality & Gaming industries for 25 years. Based in Las Vegas NV, Horizon’s vast Product Offering & Exceptional Attention to Detail has set them apart from their competition. Consider Horizon as your preferred source for Print & Collateral, for you and your client’s needs, you’ll be glad you did!

Color Printing • Rack cards • Brochures • Booklets • Everything else

Nail Salon

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

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


exhibit and event experience photography

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Las Vegas, Nevada 218 - 209 - 1466



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! VISIT US ONLINE:


702.309.8023 January/February 2018 97



Equip Inc. Let Equip Inc. be your one-stop resource for your next exhibit! We have the best selection and pricing for custom security covers 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.



W W W. E Q U I P I N C . C O M

7 1 9. 5 9 9. 0 3 0 0


Tradeshow Leads

Tradeshow Lists


98 November/December 2018 Exhibit City News

2018 EDITORIAL CALENDAR* *Content is subject to change



January (print & digital)

March (print & digital):

February (digital only)

April (digital only):

• Feature: Year in Review • Transportation/Warehousing/Material Handling • Vendors International Focus: Argentina • Technology Show/Products • AV/Lighting/Graphics/Photography • Corporate Social Responsibility Regional Focus: Southwest US


• Feature: Exhibitor Live Preview • Furnishings • Event Organizers International Focus: Belgium • Exhibit Building & Design • Show Management/Kits • Extrusions Regional Focus: Northeast US


May (print & digital):

July (print & digital):

June (digital only):

August (digital only):

• Feature: Museums/Exhibits • Exhibit Design • Exhibitor Live Post International Focus: Brazil • Mobile Exhibits • Warehousing/Material Handling • Corporate Social Responsibility Regional Focus: Central US


• Feature: Women in the Industry • Show Security/Safety • Show Services International Focus: Singapore • Insurance/Legal/Contracts • Industry Salespeople • Tension Fabric Regional Focus: Midwest US


September (print & digital):

November (print & digital):

October (digital only):

December (digital only):

• Feature: Giveaways/Incentives • General Contractors • Flooring International Focus: Costa Rica/Panama • Lead Retrieval v. Data Matching/CRM • Tradeshow Marketing/Traffic • Social Media Regional Focus: Northwest US

• Feature: Labor/Unions • Associations • Booth Staff/Talent/Brand Ambassadors International Focus: Germany • Special/Corporate Events • Hybrid/Co-location Events • Corporate Social Sustainability Regional Focus: Southeast US

Deadline / Space reservation: 8th Deadline day, or closest business day, of month prior to print issue. / Space reservation: Content covered digitally and in print 8ththe day,coverage or closest you business day, of month to print issues issue. at We would love to hear from you! Share would like to seeprior in future Jan., March, May, July, Sept. and Nov. We would love to hear from you! Share the coverage you would like Other months, digital coverage only.

to see in future issues at


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

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

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

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

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

100 January/February 2018 Exhibit City News

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

Exhibit City News .com

Get the latest tradeshow industry news...on the go!


Sr. Account Manager Derse, a face-to-face experiential marketing company that specializes in the design, fabrication, and program management for trade shows, business environments and events is seeking an experienced Sr. Account Manager for its Dallas, TX location.

POSITION RESPONSIBILITIES: • Is fully responsible for managing one account with regular yearly sales of $1,000,000 or greater • In concert with the assigned Account Executive, provide necessary sales support for assigned clients while maintaining good client relations with all contacts • Provide day-to-day support to Account Executive in developing new business within current client programs • Initiate / prepare job order documents and associated correspondence for all assigned accounts • Monitor production process to ensure that all project objectives are accomplished and are on time • Responsible for reviewing all change order items to ensure all costs are accounted for and that they fall within the given project time constraints and project budget, including applying any service agreements that are in place • Assist in preparation of proposals from

READY TO RUN THE CITY? cost estimates for construction projects or services requested • Research & gather appropriate information as it relates to delinquent account issues • Attend production meetings between sales staff & shop supervision • Maintain an accurate and accountable job file on all project activities as well as write the weekly sales highlights • Travel to assigned client shows / events as needed / directed • Represent the company and its products and services professionally in a manner consistent with current marketing direction

POSITION QUALIFICATIONS: • Bachelor’s degree and / or 7-10 years of strong account management experience required • Highly organized, flexible and ability to work necessary hours in a fast-paced, deadline driven environment • Strong customer service & conflict resolution skills combined with an ability to multi-task is necessary • Tradeshow / Event industry experience preferred • Ability to travel as needed • Advanced in Microsoft Office Visit us at for more information. EOE - M/F/V/D

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

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

102 January/February 2018 Exhibit City News

A successful trade show labor service company is looking for a qualified city manager to take over its existing operation. This city manager will be required to manage the day to day operation for trade show labor in our Las Vegas location. We seek a city manager who has the experience and capabilities to oversee all aspects of the operation. In this role, the individual will manage the set up and take down of trade show structures and booths, while exceeding customer expectations.

THE INDIVIDUAL WILL BE RESPONSIBLE FOR THE FOLLOWING: • Manage, organize, build, recruit, hire and train individuals who can work on crews for the purposes of installing trade show exhibits and retail displays • Coordinate and schedule labor force • Organize all aspects of setting up multiple client exhibits at the various facilities throughout Las Vegas • Communicate with management and staff daily to update operational reports and project information regarding events in Las Vegas • All administrative duties including time tickets, billing reports, participate in all union activity and all on-site show floor activity

REQUIREMENTS FOR THIS POSITION: • Related Trade Show Experience • Excellent communication, leadership and management skills • Attention to detail and strong organizational skills • Effectively multi-task in a fast pace environment with a variety of projects, suppliers and unions • A positive attitude and desire to assist teams when necessary • Willing to work long hours when required • Knowledge of desktop/lap top computers, internet, email, fax, etc. • A passion to exceed customer expectations • Desire an opportunity to manage and grow an existing company, known for its customer centric focus Send resume and salary requirement to


Environments Designer Derse, a face-to-face experiential marketing company that specializes in the design, fabrication, and program management for trade shows, business environments and events is seeking an experienced Environments Designer for its Dallas, TX location. If you have lots of crazy ideas and no outlet for them, come join us. We’ll help each other in realizing those dreams! Come and be part of a fun, creative environment with a team-oriented atmosphere. This position directly reports to Creative Director and is responsible for leading mid-sized projects.


Associate Environments Designer Derse, a face-to-face experiential marketing company that specializes in the design, fabrication, and program management for trade shows, business environments and events is seeking an experienced Associate Environments Designer for its Pittsburgh, PA location. If you have lots of crazy ideas and no outlet for them, come join us. We’ll help each other in realizing those dreams! Come and be part of a fun, creative environment with a team-oriented atmosphere. This position directly reports to Creative Director and is responsible for leading smaller scale projects (less than $200k).

• Work with Creative Director in providing creative and technical development on large projects. • Provide design visual communications for creative solutions. • Project lead and manage design work on assigned accounts. • Prepare for, attend, and drive the creative portion of the proposal presentation to the client. • Maintain integrity of creative through entire project process (estimating, detailing and shop construction). • Maintain working knowledge and skills of current palette of computer hardware/software used by the Derse team. • Participate in client/prospect department tours. • Keep abreast of industry trends, attend trade shows, industry conventions/seminars and read/subscribe to design related publications.




• Bachelor of Fine Arts Degree. • Minimum of 5-8 years of experience in designing tradeshow • exhibits, environments and events. • Advanced experience in 3D Studio Max. • Strong presentation, organization & communication skills required.

• Bachelor of Fine Arts Degree. • Minimum of 2-4 years of experience in designing tradeshow exhibits, environments and events. • Advanced experience in 3D Studio Max. • Strong presentation, organization & communication skills required.

Want to be part of creative team and a leader in the industry? Please submit your resumes to EOE - M/F/V/D

Want to be part of creative team and a leader in the industry? Please submit your resumes to EOE - M/F/V/D

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 @ExhibitCityNews

• Work with Creative Director in providing creative and technical development maintenance and smaller NBD scoped projects. • Provide design visual communications for creative solutions. • Maintain integrity of creative through entire project process (estimating, detailing and shop construction). • Maintain working knowledge and skills of current palette of computer hardware/software used by the Derse team. • Participate in client/prospect department tours. • Keep abreast of industry trends, attend trade shows, industry conventions/seminars and read/subscribe to design related publications.

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 January/February 2018 103


Environments Designer Derse, a face-to-face experiential marketing company that specializes in the design, fabrication, and program management for trade shows, business environments and events is seeking an experienced Environments Designer for its Dallas, TX location. If you have lots of crazy ideas and no outlet for them, come join us. We’ll help each other in realizing those dreams! Come and be part of a fun, creative environment with a team-oriented atmosphere. This position directly reports to Creative Director and is responsible for leading mid-sized projects.

RESPONSIBILITIES INCLUDE: • Work with Creative Director in providing creative and technical development on large projects. • Provide design visual communications for creative solutions. • Project lead and manage design work on assigned accounts. • Prepare for, attend, and drive the creative portion of the proposal presentation to the client. • Maintain integrity of creative through entire project process (estimating, detailing and shop construction). • Maintain working knowledge and skills of current palette of computer hardware/software used by the Derse team. • Participate in client/prospect department tours. • Keep abreast of industry trends, attend trade shows, industry conventions/seminars and read/subscribe to design related publications.

QUALIFICATIONS INCLUDE: • Bachelor of Fine Arts Degree. • Minimum of 5-8 years of experience in designing tradeshow exhibits, environments and events. • Advanced experience in 3D Studio Max. • Strong presentation, organization & communication skills required. Want to be part of creative team and a leader in the industry? Visit us at for more information. EOE - M/F/V/D

To place a classified ad, contact Kathy Anaya:

Call (702) 309-8023 or Email:

Exhibitrac is Hiring Exhibitrac needs new show guides for its database, and will pay $10 - $20 per accepted guide. If you are an industry supplier, exhibitor, union or other employee who regularly attends 104 January/February 2018 Exhibit City News

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

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

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


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FOR ADVERTISING OPPORTUNITIES Contact sales: 702-309-8023 ext. 105 @ExhibitCityNews January/February 2018 105


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Exhibit City News - January/February 2017  
Exhibit City News - January/February 2017