International Collaboration: Bray Leino and Hamilton support Baxter Healthcare in Frankfurt

Jamie Zavoral Brown

Jim Obermeyer

by Jamie Zavoral Brown and Jim Obermeyer

We all know more and more of our US-based clients are venturing into international waters in the trade show world, and we all talk about it at our industry conferences and events.  But when your client asks you to actually do it, it’s time to step up and make it happen.  And that requires trusted partners around the globe.  This is the story of one such adventure.

The partner companies involved in this one were Bray Leino Events, with offices in the UK (Devon, Bristol, and London) and Singapore and Hamilton Exhibits, with offices in Chicago, Denver, and Indianapolis in the United States.

This was the first opportunity for Hamilton to work with its client Baxter Healthcare’s Global BioPharma division for an international conference in Frankfurt, Germany. This division had been utilizing their Euro partners for the past several years and the budget was modest for an 8 x 12 M stand. The primary objective was to propose a dynamic solution, fully turnkey, within budget.

Hamilton & Bray Leino Events initially discussed the client’s objectives, timeline, the show hall plan, and the rules & regulations from the show, CPhI Worldwide. In reviewing the hall floor plan, they discovered two large columns within the stand perimeter in Frankfurt. This prompted an immediate request to show management for approval to brand the columns, integrating those elements into the design. Bray Leino Events proposed a stand design that maximized visibility, brand dynamics and all within budget parameters.

At this show, the Convention on Pharmaceutical Ingredients (CPhI) exhibitors offer solutions across the full Pharma Supply Chain, uniting Pharma buyers and sellers across the globe.

Baxter Healthcare’s primary objective was to reinforce their Global position in the Pharma marketplace while scheduling pre-determined meetings with key targets. The stand was to serve as the primary meeting space with two meeting rooms, linked with a hospitality area for their guests and an open, inviting entrance for additional prospects as well. The design had to provide a great visitor journey to insure the best possible experience for Baxter’s attendees.  Working in collaboration Hamilton and Bray Leino Events delivered that experience.

The Hamilton & Bray Leino Events teams partnered collectively with design/creative, project management and an expert onsite crew that worked flawlessly to deliver an impactful solution within the timeframe and budget restraints. Hamilton and Bray Leino Events started their collaboration work on the Baxter Healthcare project in 2017 and have worked with Baxter together at CPhI ever since. 

In addition, the two companies have worked together on events such as the Middle East Business Aviation Association (MEBAA) show in Dubai with client Aloft AeroArchitects and have partnered on numerous global exhibition programs for a wide range of prospective clients.

Successful partnerships between companies start with clearly defined objectives and constant communication, regardless of the time differences, and knowledgeable, hands-on teamwork.  The two companies have created a single end goal of servicing clients as a top priority regardless of show location.

The Baxter Global BioPharma division reported the highest success rate in their ten-year presence at this event, boosting the brand impact and their impression on the show floor. The team has since been asked to support Baxter’s future global events along with their North American conferences for this division. 

The partnership between Bray Leino Events and Hamilton has created a seamless solution for the Baxter team across the globe.  Exactly what we have all talked about doing.

"The Priority of Developing Our Future Workforce" by Chris Lake & Chris Griffin

Chris Griffin
President, TS Crew

Chris Lake
Director of Manufacturing Operations, beMatrix USA

The highlight of the Exhibitions Day trip for me was the day before our day on Capitol Hill.   Some of you may not be aware of a growing concern facing our industry --- the state of readiness of our future workforce. 

Consider this: the average age of the tradeshow employee that works “on the show floor” is between 56 and 58 years old.   Additionally, the generation currently graduating high school, trade schools, and colleges know very little about the employment opportunities that exist for them within the tradeshow and special event industries.   To date, there is not a recruiting structure or pipeline of ready talent to repopulate and onboard our next generation talent.   Our industry is unlike any other, and Carpenters, Designers, Project Managers, Warehouse Operators, and Event Managers are all examples of positions that our industry believes will be in short supply in the not-too-distant future.

The EDPA, in coordination with IAEE and other industry groups, has begun to tackle this issue directly.   However, it’s a challenge that requires foundational building blocks to be put in place before measurable results will be felt.  Our first priority at EDPA has been the development of a Future Workforce Committee (WDC). As a part of the WDC, I had the privilege of attending a meeting between select tradeshow industry professionals and the US Department of Labor in Washington, DC.  Along with EDPA President Dave Flory and Vice President Chris Griffin, we joined IAEE’s  Cathy Breden and Marsha Flanagan, as well as IAEE President David DuBois and Carpenters Union labor leader Kevin McLaughlin at a meeting organized and led by IAEE with the staff and managers from the U.S. Department of Labor.  

In this meeting, our objectives were twofold.  First, to gain acceptance of and expand the framework for IAEE’s competency model.  This competency model is the basis of how the DOL identifies qualifications and descriptions for specific occupations.  Secondly, to bring attention to the need for better / more specific SOC code classifications for our industry positions.  An SOC code is a ‘standard occupational code’, which gives a specific job position a classification number to go with the formal job description and skills set for said position.  We found out that SOC codes, and competency classifications are what guidance counselors need to have in order to put job opportunities on the radar of young people coming out of schools looking for work.

Additionally, from the federal government’s viewpoint, our industry doesn’t have a a specific  industry category that we all fit into (ex/ we are still “nested” under the ‘Show Organizer’ classification, which is nested under the macro “Accommodations” category).  You can begin to see the depth of the organizing challenges here, in order to get our industry aligned for attracting and onboarding new talent.

It is just recently that the IAEE has worked for and been able to get a specific category for the portion of the exhibition business that they occupy.  While not perfect, the show organizers now have an official SOC code that legitimizes them as an “officially recognized” business category.  We believe this is something that our industry can now build upon.  This type of work is the very essence of an industry association and what Advocacy work entails.

So, I will finish this with a call to action YOU, my fellow members:   Get involved, both locally at the EDPA Chapter level and at the National EDPA level, to help us build and prepare programs for our future workforce.   Find local high schools, tech schools and colleges that you believe will be receptive to an EDPA speaker or presenter, and see what you can do to help the local EDPA chapters prepare future workers for a great career in the Experiential Events Industry.  It will be one of the best things you can do for your business and your industry in the long term. 

"EDPA Certification: Leading the Way!” by Amanda Helgemoe

Amanda Helgemoe
CEO/President of Nuvista

No question about it: whether business to business or business to consumer, we’re faced with a plethora of choices. Decision making has become a difficult process—and when it comes to managing a significant budget item, there is pressure to make not only the “right” decision but one your company can live with.

The “Good Housekeeping Seal of Approval” is not awarded in the business-to-business environment. But let’s consider the fact that our personal purchases are more often than not influenced by Amazon reviews, our neighbors’ experience with a product, or comparative price shopping. There are times when we want to go to Walmart, Costco, or Target for a one-and-done shopping experience, and there are other times when visiting several smaller businesses gives us the solutions we are seeking.

There’s a new buyer mentality in town

The reason for examining the (our) buyer mentality is that no matter the environment—B-to-B or B-to-C, decisions are made by people, people charged with making a major purchase decision. Buyers across the board have changed. They are not so easily swayed by a sales pitch as they are by influencers. All of us are much more skeptical than we were twenty years ago, and we want to ensure that the companies we choose can deliver what they promise at the agreed-upon price. We want to work with partners who would earn a five-star rating on Amazon.

Exhibit buyers are no different. Their attitudes toward major purchases have been honed by personal experience and preference. There is a significant amount of money involved in choosing the best partner, and in all likelihood, job security is riding on the decision. Informal networks exist so that face-to-face marketers can talk to one another about potential choices, but in reality, one company’s preference could turn into another company’s nightmare. There are unique challenges to every partner relationship, and the reinforcement of corporate brand attributes often demand consistent capabilities in suppliers.

The answer: EDPA Certification

What the experiential industry needs is an apples-to-apples evaluation of capabilities, organizational structure, and commitment to sustainability. In other words, what the experiential industry needs is the EDPA Certification, a program that recognizes exhibit organizations on the basis of business integrity, capabilities, and operational practices.  The EDPA Certification demands stringent standards for business practices in the experiential industry. This rigorous certification process is handled by iCompli, a third-party audit firm that reviews the application and verifies compliance.

Launched in early 2014, the EDPA Certification Program answered the questions and addressed the perplexities of corporate exhibit marketers who wanted more transparency and consistency during the RFP process. They asked for the promotion of transparency, consistent standards, reputable business practices, and an openness to new business models.

Better than Angie’s List

When your company earns the EDPA Certification, you stand out in a crowded field, often characterized by vendors who over-promise and under-deliver. One of the real weaknesses of the current RFP process is that because of so many demands on their time, exhibit marketers aren’t able to perform the level of due diligence necessary to limit the list of the most suitable respondents to a reasonable number.

When your company has been certified by EDPA, you are already identified as a partner committed to trust and transparency. Better than Angie’s List, EDPA Certification identifies the best companies in the industry. The EDPA Certification assures exhibit marketers that your company adheres to industry standards and can demonstrate ethical business practices, industry experience and participation, fiscal responsibility, and operational methodology.

Find out by clicking here how you can join the ranks of companies who are part of this elite group!

Sustainability

Tom Beard
National Sales Manager
Eco-Systems Sustainable Exhibits

Sustainability is often achieved through modifying our behavior and natural resource usage in a way that maintains ecological balance. I say behavior, because without adopting consistent action that favors the environment, we risk a future that is simply unsustainable. As members of an estimated $44.8 billion dollar exhibition industry, our contribution to production and program activity plays a huge role in both revenue and impact. So, some might say that we have an obligation to deliberately support sustainable practices that can make a difference.

The good news is that Global Environmental Sustainability has been the driver behind everyday practices that many of us have adopted within our everyday lives. 

• Reduce waste and usage
• Reuse or repurpose things that might otherwise be discarded
• Recycle so that resources can be remanufactured with a lower impact

Entire industries have grown out of the transition toward more environmentally sustainable practices. Of course, when we think of sustainable practices in our own businesses, the short list might look something like this:

• In your shop - zero waste in production and recycling metals, plastics, cardboard or pallets.

• In your office - recycling paper, cardboard, glass and plastic water bottles.

• Repurposing materials for use in your office or donating to local charities.

• Requiring vendors to be sustainably-minded, such as logistics companies or raw material suppliers.

• There are those among us, Derse exhibits for example, who have achieved LEED Certification for their buildings.

 Many of your clients and prospects have sustainability initiatives featured prominently on their websites, and in many cases, they believe that its not only good for the planet, it’s good for business. There is a great opportunity for many of our members to seek ways to support those corporate initiatives through favorable sustainable exhibit solutions and resources. 

Today, there are both custom and modular solutions that leverage renewable and reusable resources, that can be combined with program activity that significantly impacts a program’s carbon footprint. These solutions can still support great design, with high quality eco-friendly materials that won’t adversely affect budgeted resources assigned to client programs. 

Together, with our clients, it is possible to design, produce and manage programs that create positive momentum toward more sustainable programs in the future. 

I’ll say it up front! Join us in Chicago on June 27th for EDPA ENGAGE

Michael McMahon
President and CEO
Hill and Partners

I’ll say it up front!  Join us in Chicago on June 27th for EDPA ENGAGE
by Michael McMahon
President and CEO, Hill and Partners

It’s Spring here in the Northeast, and members of the EDPA in this area of the country are emerging from winter darkness to gain a peek at business results from the first quarter of 2019. We are all better off if collective results are favorable, and I know I speak for all of us when I say that we would like our industry to continue to prosper. Which is reason enough to make a commitment, finalize those plans and head to the windy city to connect with each other again.

Last year, the EDPA launched ENGAGE in Chicago, and for the capacity sell-out group of professionals who attended, the program was a hit. The speakers during the event were Marc Wayshak and Ben Roth, and their challenge for our members was to consider new insights for the sales process while remaining open to ideas regarding the future of engagement.

Along with enjoying the presentation schedule, and thanks to many of our industry supplier members we had the opportunity to engage with them right there in the “in room” display spaces. The close proximity for those who sponsored and or supported the event via an exhibit space, made for quick and easy conversation during breaks in the schedule.

A highlight for me was the opportunity to facilitate one of the three discussions during lunch, where Dave Flory and I had the opportunity to manage the excitement and energy around a discussion about all things “Experiential”.

Feedback was on our minds, and one comment that really jumped out at me was an answer to “What would you like the EDPA to do more of?” , … and the answer was “This!”  Those within earshot responded with a resounding yes, and I even heard someone say that “It’s great to have a discussion with our peers about things that matter”. So, you have an opportunity to be part of the content and experience at ENGAGE, by expanding the conversation through sharing your expertise.

I left Chicago last year completely charged up and deeply proud of this industry that I have dedicated so much of my life toward. To see people sharing their thoughts, and even best practices, is a tribute to the collective knowledge and generous spirit that exists in our industry.

This year you should have received the email on April 11th, which details an entirely new program with guest speakers who can share their insights from a unique and essential perspective.

Why ENGAGE? … because the EDPA comes to life when we come together!

See you in Chicago this June!

Less Than 60 Days Until Exhibitions Day 2019! / EDPA Members Advocate for Trade Show Industry at 5th Annual Exhibitions Day in DC (Part 2)

Note: Click here for Part One of this story.

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By Sarah Mainhart
Strategic Account Manager, CORT Event Furnishings

Taking on Capitol Hill

In the morning, shuttle buses delivered us to Capitol Hill armed with our message. We were instructed numerous times that comfortable shoes were essential, and that was great advice. The halls of Congress occupy multiple buildings sprawled over a massive campus. Appointment times were preset with our respective state representatives, and many of us were surprised at the warm receptions we received from our elected officials.

“I was really given a big dose of Hoosier Hospitality during Exhibitions Day as I was able to meet all three of my elected congressmen,” said Chris Lake, Director of Manufacturing Operations with beMatrix USA. “During my favorite meeting of the day, I was invited to the office of Representative Jim Banks where I spent 15-20 minutes with him and a staffer sitting on the couch in his personal office. [He] even sent a letter of thanks to me a few weeks later. I really had my eyes opened about the democratic process in America and it left me with two big thoughts: Politicians will listen to their constituents, and face to face is still the best way to do business and communicate a message.  What we preach in the event and experiential business, we need to continue to practice in our democratic process.  You can’t replace a handshake and a smile with any other communication medium.  Tradeshows work because it is personal. Legislatures listened because we were there in person.  I thought it was a great lesson and a great day.  I look forward to doing it again next year!”

To cap off the day, our group reunited at Bullfeathers for more networking. Despite a long day of walking and talking, the overwhelming mood was enthusiastic. Any pre-event anxiety had long dissipated and we were excited to share our experiences with one another. “It was a great day moving our agenda ahead and I even got to meet Representative Karen Handel’s dog in her office. I can’t wait to go back and do it again next year,” said Dave Flory, Director of Sales for CORT Event Furnishings.

Looking Ahead

While it is still too early to say what the lasting impact from Exhibitions Day 2018 will be, it is clear that we must continue our efforts in order to protect and advance our industry. We heard from multiple second time attendees this was not the first time that online booking scams had been a talking point for Exhibitions Day, but it was promising to see that bills addressing the problem had been drafted in both Congressional chambers.

“As I participated in Exhibitions Day for the second time, it was encouraging to see some small signs of progress even if our government is not speedy to address the exhibitions industry’s issues. I was delighted with the strong participation by EDPA members, having grown from two attendees last year to 18 this year,” said Kelli Glasser, President and CEO of Exhibit Concepts, Inc.

More information on how you can be a part of Exhibitions Day 2019 with EDPA, contact Chris Griffin at cgriffin@tscrew.com

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60 Days Until Exhibitions Day 2019! / EDPA Members Advocate for Trade Show Industry at 5th Annual Exhibitions Day in DC (Part 1)

Chris Griffin
EDPA Vice President / Advocacy Chair

60 Days Until Exhibitions Day 2019!
by Chris Griffin
EDPA Vice President / Advocacy Chair

There are less than five events per year that I consider “must attend events” if you are a trade show and event professional.   And a new one just made my list:   EXHIBITIONS DAY --- the one day a year that leaders in our industry travel to Washington D.C. and kibitz with our elected officials and leaders to talk about the important issues facing the meetings and convention industry.

You will be hearing more from me in the coming 60 days about why it’s important to participate in Exhibitions Day.  Perhaps the best way to make the point is to share the personal testimonial of someone who actually participated in last year’s event.   Sarah Mainhart of CORT Event Furnishings, provided a wonderful write-up in the days following her experience attending and participating in Exhibitions Day last year.  

Please take a couple minutes and read PART ONE of what Sarah and some of our other industry colleagues said about their experience during Exhibitions Day 2018.  Then pause and reflect on the importance of this industry --- to you and the career you’ve chosen.  To your family and the families we and our employees all support. And to American businesses and the business we all do globally.   

And then email me and tell me you will JOIN US on June 4-5, 2019 in Washington D.C. for this incredible opportunity to meet with our elected representatives and keep our industry moving forward!  

 - Chris Griffin (cgriffin@tscrew.com)

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Sarah Mainhart
Strategic Account Manager, CORT Event Furnishings

EDPA Members Advocate for Trade Show Industry at 5th Annual Exhibitions Day in DC
by Sarah Mainhart
Strategic Account Manager
CORT Event Furnishings

The fifth annual Exhibitions Day was held in Washington, D.C. on June 5_6, 2018, and was attended in record numbers by EDPA members. Along with industry colleagues from the International Association of Exhibitions and Events (IAEE), EDPA members descended on Capitol Hill to promote the message that “Exhibitions Mean Business.”  This year marked record participation for the event with 125 industry professionals in total, including 18 EDPA members representing Minnesota, Massachusetts, Connecticut, Maryland, Georgia, Ohio, Pennsylvania, New Jersey, South Carolina, Texas, and Nevada. The increased rate of participation on the part of EDPA was, without a doubt, the result of Kelli Glasser’s valiant effort to promote and organize our group’s attendance!

Arrived in Town - Reviewed the Game Plan

To kick off the event, we gathered at the Westin Washington D.C. for a thorough orientation on four key policy initiatives that affect the tradeshow industry. We divided into groups based on our state of residence and developed a game plan to address each topic with our elected officials the following day.

1. Stop Online Booking Scams: Over $15 million worth of online hotel booking scams each year in the U.S. result in the loss of over $1.3 billion to hotels, consumers and show organizers. Bills have been drafted in the both the House and Senate to address these crimes. Our directive was to ask our Representatives and Senators to consider co-sponsoring the bi-partisan legislation and urge the respective congressional committee chairs in both chambers to advance the measures to a vote.

2. Exhibitions and Meetings Safety and Security Initiative (EMSSI): This initiative was developed by IAEE and its partners to create guidelines for convention center safety that align with existing federal programs and the Department of Homeland Security/Safety Act. As advocates, our plan was to encourage lawmakers to support funding measures for the Department in order to fully fund this initiative.

3. Travel Facilitation: In 2017, travel to the U.S. from outside countries dipped for the first time after more than 10 years of steady growth. We would ask policymakers to support the message that the U.S. is open for business and international tourism. Otherwise, we risk falling behind in the global market for business travel, which our industry relies on in order to grow and thrive.

4. Infrastructure: Without investments to improve our nation’s infrastructure, especially at airports, local municipalities may fail to attract major tradeshows and events. Our final ask was that our representatives support infrastructure spending whenever possible.

Networking with My Peeps

What would any tradeshow industry gathering be without networking? At the conclusion of orientation, we gathered for a cocktail reception sponsored by Trade Show Executive where EDPA members had the opportunity to mingle with IAEE members who included show organizers, general contractors, and more. Then our group, led by EDPA Executive Director, Jeff Provost, hit the streets of D.C. for fun a night out before getting down to business in the morning. We walked to Le Diplomat for dinner, drinks, and good times, which quickly calmed any first timer jitters many of us were feeling.

Once again, EDPA is a Supporting Organization for the event this year. For more information and to register, visit www.exhibitionsday.org or contact EDPA Advocacy Officer Chris Griffin at cgriffin@tscrew.com

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Continued in Part Two

Keeping the Person in Personalization

Post by
Dan Watt
Digital Strategy Director
Bray Leino CX

This past December at ACCESS in Naples, our EDPA membership was invited to embrace information consumption as a way to acquire the raw materials needed to innovate and move our organizations forward.

Our Blog series here at EDPA is intended to provide insights that will challenge all of us stay current with the demands presented by this growing Experiential Economy. 

Below is a contribution by Dan Watt, Digital Strategy Director at Bray Leino CX. Dan challenges us to keep things “human” while we continue to embrace technology in our quest for insights toward a more personalized user experience.

How successfully has personalisation been leveraged to deliver better experiences for people (and therefore better results for brands)?

We're all familiar with a CMS that can surface content based on previous browsing behaviour, dynamic advertising using data management platforms to determine what creative to show to whom, and eCommerce pricing that adapts to what a user is likely to be prepared to pay.

So we know this stuff exists. But, I'd suggest that - even several years since the dawning of personalisation - we remain a long way short of harnessing its full potential.

Why is this? Personalisation arrived making some weighty promises. A series of out of the box technologies boasted the capability to deliver highly tailored content to users via automation. All we had to do was build the content, install the product, and watch personalisation in action. Whilst the potential of such solutions cannot be doubted, their arrival resulted in many relegating themselves to the role of passive observers; we allowed one of the core elements of effective communication to be outsourced to algorithms.

In many cases the need for scale dictates the need for technology. There is, of course, a crucial role for algorithms, automation and machine learning within personalisation. But we must never lose sight of the importance of our role. Considered human involvement ensures that the person in personalisation is always centre stage.

The need to take advantage of machines alongside the intuition and human touch of people is something that Spotify have done with great success. Gustav Soderstrom, Chief R&D Officer at Spotify, has coined the term ‘Algotorial’, citing it as a key element within the platform’s highly successful Discover Weekly service.

Algotorial is where an algorithm meets editorial. The masses of data collected and interpreted by an algorithm is analysed and refined by curators, music experts and genre specialists. As such, as well as relying on machines to apply logic based on data, recommendations delivered to users have had the considerable benefit of a highly knowledgeable and very human contribution.

The use of an algotorial approach ensures that audiences’ needs, preferences and dislikes are thoughtfully considered. Human involvement ensures that the product benefits from inputs that are the hardest to replicate via algorithms: intuition, instinct, emotion.

Spotify’s Discover Weekly stands as a great example of how, in an age of increasing roles for algorithms and machines, it will be those brands who determine how best to combine human and artificial intelligence to generate benefit who will increasingly come out on top. Brands must avoid the temptation to rely solely on technology in the pursuit of high-quality personalisation at scale; in doing so the personal touch is preserved, and the quality of customer experience is increased.

EDPA is ALL About Professional Networking! by Mark Crane of Acer Exhibits

Mark Crane
Acer Exhibits

My experience within the EDPA over the years has been filled with interactions with owners and industry partners that are dealing with the same issues that we have. I found that there are ways to look critically at what we are doing and evaluating whether we indeed are heading in the right direction. The interactions with fellow EDPA business owners has helped me focus on my contributions to the company and helped me understand that I needed to do a better job of thinking strategically, elevating team members and disseminating information faster. Often times, when on the fence regarding major strategic investments or changes, such as accounting systems or capital investment in a new CNC router, I have sought out the friends that I met at EDPA for direction and guidance.  These friends have provided invaluable information and insight as to what I should do and what I should consider. Additionally, the ever evolving and expanding challenges associated with the tax related issues provides further opportunity for consultation in facilitating a better understanding of the challenges that we are all facing. In addition to expanding my professional understanding of the industry and expertise, I have also been exposed to really great people that know and understand our industry and this allows for common ground and easy conversation. It is comforting to know that others are out there, like me, fighting the battle and in the process making friendships that I trust will endure a lifetime. That’s my experience the EDPA way!

EDPA ACCESS, Four Years Later... by Amy Sondrup, President, Access TCA, Inc.

Amy Sondrup
President, Access TCA

In 2014, I gave a presentation at EDPA ACCESS for the first time. The subject? Millennials in the Workplace. As a Millennial myself, I was curious to understand how my generation was perceived. But even more than that, I wanted to know how generations could not only work together but also learn from one another. I believed then—and still do—that we all have our strengths and that our industry gives us many amazing opportunities to share what we know with others. For me, intergenerational learning is one of the unique advantages associated with being an active participant in EDPA.

The standing-room only session explored not only individual experiences among different generations but also pre-conceptions picked up from media coverage, something that, in hindsight, appeared to widen the chasm. Probably the major concern from the older session attendees was that younger people were not willing to take initiative, to go the extra mile. The younger participants felt that older people were not particularly open to new ways of doing things.

Perhaps it’s just at my company, Access TCA, but I believe that in four years, we’ve come a long way in resolving these differences. As the economy becomes more favorable to our industry, we really don’t have time to focus on our differences. We all must pull together to make our clients happy. Bias still shows its head in the media, but in our industry, we are synthesizing the contributions of everyone.

Since that session, I’ve been pleased to lead the Women in Exhibitions group, and one thing that is very exciting for us is the recent launch of our mentorship program, something that will go a long way in enabling women of all ages to tap the knowledge and resources that will make them effective leaders who still manage to have “lives.” Having a mentor is invaluable—and this is a program I hope to be expanded throughout our membership. I see this program as an outgrowth of the conversation we started four years ago. As our industry attracts more young people and older people choose to retire, the conversation leading to the integration of everyone’s strengths continues to be important.

My First EDPA ACCESS Annual Conference Experience By Sarah McGill, Controller, Hill & Partners

Sarah McGill
Controller, Hill & Partners

Last December, I had the opportunity to go to EDPA ACCESS, an industry conference held annually in Carlsbad, CA, where I collided with some of our industry’s leading financial professionals. As Controller at Hill & Partners, I followed the Management track at ACCESS and attended sessions with CFOs, controllers, directors of finance, presidents and owners alike, meeting people from around the world and discussing the challenges and concerns we face within our organizations.

Three different networking events kicked off the conference. Myself, Hill & Partners President & CEO Michael McMahon, and a couple dozen other participants signed up for the electric bike tour riding down the coastline to a lagoon. We formed connections with one another that lasted throughout the conference. To those of us who are newer to the industry or the conference, the timing of these events was invaluable.

Dan Serebin, CFO of Derse and Vice President of the EDPA, kicked off the Management track with a Management Issues Forum. Later on he led the CFO Roundtable. Both sessions are great opportunities for finance leaders and/or C-level attendees to have an open discussion on topics that are top of mind in our businesses without “sharing our secret sauce,” as Serebin likes to say. 

There is indisputable evidence that being able to connect with like-minded professionals allows you to build confidence, which strengthens the work we do in our own offices. While the sessions I attended provide validation that our organization is on a solid path for success, it also validated that our companies all face similar hurdles. We discussed workforce challenges, the decline in skilled labor, maneuvering through the ever changing complexities of sales & personal property tax, communication nuances between the front office and the shop or warehouse, M&A agreements, getting paid, union challenges, pension plans, and so much more. The time rushed by and we could have gone on for hours more. Serebin, well aware of this, encouraged the room to continue these conversations throughout the conference and beyond.

The conversations did continue. The dialogue ranged from sales compensation packages, when an operator/owner should step out of the financial leadership role and hire a controller, how a vendor partner could ensure success with a recent capital investment, and even ways the EDPA Foundation gives back to industry peers and their families.

When I returned to the office after ACCESS last year, I had new industry connections, ideas, and a renewed investment in the success of our industry. I’m looking forward to ACCESS 2018 for continued leadership, taking-in new finance and management sessions with a collective effort from financial leaders to connect throughout the conference.

EDPA Story: ACCESS Networking by Jim Obermeyer

Jim Obermeyer
Vice President
Hamilton Chicago

I have been attending EDPA’s ACCESS Conference since 2006.  While I have been in the industry much longer, I could never quite justify the cost to go.  When I started a new company in 2001, justification was even tougher.  But by 2006, I was feeling like I needed to be more connected with the whole industry, not just the few local suppliers and competitors I talked with on a regular basis.

I realized that if I went to ACCESS, in one place would be all of the major industry suppliers, and many of my competitors.  I saw that as a good thing – a chance to meet and talk with a lot of fellow business owners who were having some of the same issues I was.  Little did I know…

In the first year I met a lot of people, owners from all over the country, and all over the world.  While we were competitors by trade, we were more like compatriots in our own world.  We talked about a lot of the same challenges, and shared a lot of ideas.

Two months after returning from the conference, my company began working with a client who had one show in Geneva, Switzerland.  My first call was to Robert Campbell, at the time with Uniplan in Bern, Switzerland.  We partnered with his team for a number of years on that show.  If I had not met Robert at EDPA ACCESS, I’m not sure how we would have handled the show. 

In 2009, we began working with a large agricultural firm who did a lot of outdoor shows in both the US and in Canada.  One call to Cam Stevens at Stevens E3 in London, Ontario, and I had a partner for all of the Canadian shows.  Again, through contacts at ACCESS, we were able to serve our clients very well.

Could I have served these clients shows in Switzerland and Canada had I not met these guys at ACCESS? Certainly.  I would have figured it out.  But because of the opportunities I had to meet and get to know these guys at ACCESS, I had complete trust in their ability, and knew going in that we were working with a strong partner.

It’s not just about serving our clients, but also about the chance to expand your circle of friends and advisors in the industry.  We’re all in this business together, and from what I’ve seen at EDPA ACCESS, we’re all in it to help everyone be successful.

My EDPA “University Affiliations Program” Experience by Mark Crane, CEO, Acer Exhibits

Mark Crane

We had the opportunity to work with Bemidji State University to bring Ashley Kiecker, a very talented young intern designer, to help us get a better understanding of where the industry is going within academia and to provide real, practical application of these new ideas and concepts. Our interaction with Ashley enhanced an already dynamic and exciting environment for the rest of our team and in the end we provided a tremendous opportunity for her to experience the trials, tribulations, and pace of a real trade show exhibit company.  We were thrilled to learn that Ashley was recognized as one of the top designers at Bemidji State! 

Bonnie Higgins, Randy Acker, Ashley Kiecker and Sachel Josefson, giving Ashley an award)

We truly felt the time spent at Acer provided invaluable experience and training that ultimately led to her award and recognition.  Supporting this effort is absolutely consistent with our goal of recognizing the need for talented people to be joining our industry in many facets. Realizing the benefits of this interaction with Bemidji helped me understand that we can do more to reach out to local community colleges to present our needs and opportunities and to foster interest in our skill sets that are needed such as cabinet makers, project managers, estimators, administrative and CAD engineers.  We have all discussed the aging of our industry and the need to provide opportunities for young people going forward.  Our experience with Bemidji was extremely positive and constructive.  We look forward to working with other Bemidji students in the future.

My EDPA “University Affiliations Program" Experience by Mike Vallone, Assistant Creative Director & Senior Exhibit Designer, Hill & Partners

Mike Vallone

For the past three years, I’ve had the opportunity to work with Bemidji State University students through the EDPA University Affiliations program. Its been well invested time, regularly connecting with students to discuss their work, professional skills, and transition from student into career creative.

It’s evident the impact you can have on the immediate projects of the eager students who genuinely appreciate the feedback. As with any creative endeavor, simply a fresh set of eyes can transform the process and positively affect the outcome. Input from a seasoned professional can amplify that effect tenfold, and these students really relish the opportunity as a result. My experience with the BSU program in particular, is a group of young professionals with talent, drive, and professionalism; something that amplifies the reward for the professional tenfold.

For me, that’s what’s been so special about participating in this program. It really is a mutually beneficial experience. I got into this thinking, “I’m good at this, so I can help others be good at it too.” In hindsight it was pretty ego filled and naïve, because three years later I’ve probably learned more in our exchanges than the students. It’s an exceptional program that churns out exceptional professionals, and I feel like I’m feeding off that positive energy just by coming in contact with it.

You leave a call with a student looking for insight on the major career decisions they’re facing knowing that you were able to leverage your experience to support them in finding their way, and its hard not to be empowered and inspired. And that energy is infectious, permeating its way into your day and the day of people around you. Well invested time for sure.

And that’s just the personal benefit. Sure, its easy to feel good about coaching a student to a clever solution they overlooked because the result is instantly gratifying. The real reward is what the students are destined to accomplish with their careers. They didn’t stumble backward into this industry like so many of us did. They actively chose it. They poured their energy into it. They have the support of an amazing faculty, and access to the experience of dozens of industry professionals. They’re on the fast track to success.

Look around the industry and you’ll see proof of the BSU graduates impact. It has a lot to do with the faculty, and whatever they’re putting in the water up in Northern Minnesota, but the time invested by industry professionals around the country through the EDPA University Affiliations program has without a doubt had a major impact on their success. I couldn’t be more excited to be a part of it.

An Annual Highlight at EDPA ACCESS: The "Women in Exhibitions" Sessionwith Amy Sondrup, President, Access TCA, Inc.

Amy Sondrup
President  
Access TCA, Inc.

An annual highlight at EDPA ACCESS is the Women in Exhibitions session—and 2018 will not be an exception. Once again chaired by Amy Sondrup, President, Access TCA, women in the industry will come together in Naples, Florida, to identify and discuss the unique challenges that women face. Challenges such as:

• Work-life balance: best practices based on trial and error
• Leadership development: how to identify future leaders in our companies
• Crashing through the glass ceiling: erasing the last vestiges of the “old boy” mentality
• Diversity of all kinds in the workplace—how to respect it and where to draw lines
• Delegating responsibilities because we are used to doing it all 

“One of the most exciting features of these meetings,” said Ms. Sondrup, “is watching industry stalwarts connect with newcomers to provide meaningful mentoring opportunities and intergenerational learning. I look forward to this every year, and I am honored to chair this session.”

For more information or to suggest additional topics, email Amy at asondrup@Accesstca.com

This session is for women only.

My EDPA “University Affiliations Program” Experience (Part Two) by Kevin Carty, VP, Classic Exhibits Inc.

Kevin Carty
VP, Classic Exhibits Inc.

In late 2014, I participated in the Bemidji State University mentoring program. As a perceived leader in the industry I was invited to meet a student that was to be graduating in the upcoming spring and try to help them prepare for a career in the exhibit industry right through to their last semester.

In doing so, I met Katrina Broten. We connected weekly over the phone and discussed her plans and post-graduation strategy. We flew her out to our facility for a long visit over the Christmas break to get a feel for the day-to-day life in our business and industry….And after her graduation we actually hired her as a paid intern for the summer.

As that summer neared its end, we extended a full time job offer to Katrina to stay on board with our team.

Katrina brought another set of fresh eyes and thoughts to an already greatly creative team at Classic during her time with us. She showed us that Bemidji State was clearly preparing some talented people for the workforce.

For me, the most important thing I would like to articulate (in both parts of this EDPA Member blog) is that as an industry we have two AMAZING University  programs in FIT and Bemidji State, made available to us all via our relationships in the EDPA, with each school consistently preparing and eventually supplying our community with a wealth of talent. All the while giving our companies and the industry at large, many opportunities along the way to be a part of the shaping & formation of these talented minds and lives.

My EDPA “University Affiliations Program” Experience (Part One) by Kevin Carty, VP, Classic Exhibits Inc.

Kevin Carty
VP, Classic Exhibits Inc.

Let me begin by saying that in my 10 plus years on the EDPA Board of Directors, we certainly have NOT been active in the university affiliations program every year…but when we have, it has been nothing short of impactful.

Back in the Spring of 2008 I attended my first FIT Graduate “Capstone” program in NYC. There I was able to meet some amazing young talent, all of which were eager to share their portfolios and design philosophies. The day left me feeling genuinely inspired by the possibilities that the EDPA and FIT had in front of them with this budding partnership.

I also met a young designer there from South Korea name Bomun. We connected during her presentation of her portfolio and we continued the conversation throughout the remainder of the day. By the time I was set to depart, we had agreed to speak more in the following week.

My company decided to offer her a Summer Internship which she accepted. Bomun travelled West to spend almost 4 months with us at Classic Exhibits. For her it was the first time working for an Exhibit Building…and for Classic it was the first time with a Summer Intern.

The experience was nothing short of amazing to be honest. Bomun brought to Classic a totally fresh perspective on Design. Not all that was applicable to be fair…but definitely created a different line of thinking that we were able to grown upon for the years to follow.

For Bomun, this offered her a real world exhibit house experience. I will never forget the look on her face the first time she got her own project to design from start to finish…She did great in the design call, took good notes and asked great questions. But it was the moment that she heard the deadline that caused her eyes to pop J 3 Days to come up with 20 x 30 concepts from the ground up!?!? I looked at her and said “Welcome to the Exhibit Industry” J

Fast forward a few years, already having had a great experience with FIT, I was interviewing candidates for a new Design Position when I received a resume from Katina Rigall. In her resume I noticed that she was a graduate of the FIT program. And she had parlayed that into some great work for another Exhibit House on the East Coast for quite a while already. We interviewed her and found exactly what we were looking for in a new designer. Professionalism, organized and full of fresh creativity. Not to mention a clear sense of gratitude for all she had learned from her time at FIT some years priors.

Katina is now our Creative Director. She is a multiple award-winning designer in the industry and someone I am truly proud to say is the a leader in the Design world of Exhibit Manufacturing. Not just thru her creative work either. Katina has attended multiple FIT Capstone Events as an advisor and she has taken a large role in the Women in Exhibitions events during ExhibitorLIVE every year.

EDPA Foundationby Amy Sondrup, President, Access TCA, Inc.

Amy Sondrup
President  
Access TCA, Inc.

The exhibition industry provides adrenalin to the GDP. $91 billion worth of adrenalin, according to CEIR figures released in May 2018. This amazing contribution establishes our industry as a major force in the health of the economy.

As we celebrate the power and strength of our industry, we also need to ensure its future growth and to be mindful of the people who contribute to its astonishing success and its impact on the economy. We do that through the EDPA Foundation. Providing scholarships to the next generation of industry families, partnering with universities that prepare future exhibit professionals, and giving financial assistance to our colleagues in time of need—that is the mission of the EDPA Foundation.

Access TCA is proud to be a founding grantor of the EDPA Foundation.  When the EDPA Foundation supports the individuals and families who embody the spirit of our industry, we reach out not only to our own members but to the larger global community as well, to the professionals in every city who help make the magic of exhibitions happen.

Making Good Connections (and Partners) with the EDPA Northeast Chapterby Sarah Fantuazzi, Executive Vice President, RES Exhibit Services

Sarah Fantuazzi
Executive Vice President
RES Exhibit Services

The following piece was written by Sarah Fantuazzi, Northeast Chapter board member, after returning from the ACCESS 2017 annual conference. It was shared with the EDPA Board of Directors more recently:

“We had our first upstate NY chapter event in August. We hosted a lighthearted meeting at a Red Wings game. One of the gentlemen who attended was from PRG. He’s new (2 years) to this industry and was trying to build connections. Our Northeast Chapter event gave him some amazing connections with Hadley Exhibits and a couple of additional vendors who he is now official partners with. In addition, our event led him to the Northeast Golf Classic 2017 golf tournament where he was connected with another company who he is now partnered with for events around the country.

He was very thankful for this and stopped by the RES office today to personally thank me for introducing him to people.

So…we truly are making a difference for people in this industry and should be proud of it!!!”

My argument for membership in the EDPAby Michael McMahon, President & CEO, Hill & Partners, Inc. EDPA Executive Committee Member

Michael McMahon
President & CEO, Hill & Partners, Inc. EDPA Executive Committee Member

The Experiential Designers and Producers Association serves hundreds of professional organizations that compete and or collaborate within the rapidly expanding face-to-face marketing universe. As an executive committee member with the organization I’m certainly partial, however, I’m also witness to the countless benefits that come with membership.

We have all sacrificed time with our families and loved ones simply to meet the demands of a 24/7 industry that knows no sleep. It seems impossible to find discretionary time to invest in new learning, or engage with others outside our small existing client and supplier relationships. I used to use plane travel to make a dent in my stack of “things to read”, and now with WIFI at 30,000 feet, the workday continues as if I were sitting at my desk.

Our counterparts, Exhibit & Event Managers, often have more in common with us than they do with their own colleagues. We all share that head down, on time, on budget tenacity that is necessary to survive in this business from project to project. Grinding out high performing solutions anywhere on the planet, under challenging timeframes, can keep us in a bubble. There is less and less time for open thought, positive influence and the adoption of new ways and new technologies, while under pressure to keep things afloat.

This is precisely where membership in the EDPA makes a difference. As a member, you are provided with opportunities to engage with your peers, a process that collectively raises the quality of output for all involved. The EDPA is growing and changing with new member companies, suppliers, creative folks, finance people, sister organizations and even affiliated universities who will usher in our future work force. There are committee groups participating in federal, state and local government initiatives in ways to promote “better” best practices, and more favorable rules of engagement for our industry and our customers.

A quick list of benefits facing professionals who embark on EDPA Membership

• EDPA ACCESS Conference  

• CEIR Index Report

• EDPA RFP Certification

• EDPA Foundation

• EDPA ENGAGE: Chicago

• EDPA Annual Awards

• EDPA Chapters

I have experienced all the benefits that come from an ongoing peer conversation, overshadowing anything I might have accomplished if left on my own.

I personally invite you to be part of our EDPA, and experience the connection and completion that comes from being a member, not as a secret known only to a few but, actively contributing to this industry that generates more than $100 billion within the U.S. economy alone.

Join us!