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UFI Open Seminar in Europe
Budapest, Hungary
21-23 June 2010
Venue: Hungexpo
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Programme |
Driving Business Forward |
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Monday, 21 June
For all UFI Open Seminar participants:
| 14:00 – 17:00 |
Guided visit of Budapest
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| 19:45 – 22:00 |
Get-together (buffet reception) on the "Europa" boat close to the InterContinental Hotel Budapest
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Tuesday, 22 June
For UFI Members only:
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09:15 – 09:45
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Welcome coffee at the invitation of Cube Technologies
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| 09:45 – 12:45 |
Meeting of the UFI European Chapter
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For all UFI Open Seminar participants:
| 12:45 – 14:00 |
Welcome of the Seminar participants
Lunch at the invitation of BoothSeal
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| 14:00 – 14:15 |
Opening of the Seminar by the moderator, Steve Monnington
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| 14:15 – 15:00 |
Moderated Panel: Different business behaviour – survival of the fittest?
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Moderator:
Steve Monnington
Panelists:
Carsten Holm, Managing Director, Diversified Business Communications UK, Brighton (United Kingdom)
Andrew Shanks, Development Director, Reed Exhibitions Limited, London (United Kingdom)
During the crisis exhibition companies showed differing business behavior. Some dramatically cut costs and stopped launching new shows, others especially used this difficult time to invest in new projects and created new shows successfully. Is there a right and wrong? Learn about different ways of handling the crisis. Is there any best practice that helps you to be prepared for the future? What can we learn from the different behaviors of a rather large and a rather small organizer? Learn from our panelists how they did adapt to the difficult economic situation and what consequences they are now facing as a result.
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| 15:00 – 15:45 |
How did the marketing mix of exhibitors change? Challenges and opportunities to improve your exhibitor relations!
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Interview of Claudia Kreowski, Interieur Designer, Grohe AG, Porta Westfalica (Germany)
by: Paul Woodward, Regional Manager, UFI Asia/Pacific Office, Hong Kong (China)
In this session we will talk about the change in the marketing mix and the consequences for the exhibition industry. Especially after the crisis and with new marketing tools coming up, what do marketing managers think of exhibitions and what are they expecting from exhibition organizers and venues? Is it time to redefine the USP of exhibitions? When marketing budgets are questioned what can exhibition companies do to improve the exhibitor relations? Be prepared to talk about the core of our business!
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15:45 – 16:15
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Networking break at the invitation of Cube Technologies
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| 16:15 – 17:00 |
Moderated Panel: Still a win-win situation? How do organizers work with venues and suppliers in difficult times?
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Moderator:
Steve Monnington
Panelists:
Arie Brienen, CEO Jaarbeurs Holding, Royal Dutch Jaarbeurs, Utrecht (The Netherlands)
Eric Everard, Executive Chairman, easyFairs Group, Brussels (Belgium)
Jan Kees Hofker, General Manager, Gielissen, Amsterdam (The Netherlands)
In an economic downturn, companies need to be flexible on prices but who bears the brunt of the cuts? Do organizers ask their contractors to share too much pain? And do they give enough to their exhibitors? How realistic are venues in understanding the organizers' needs in difficult times? Does everyone work effectively together or is the organizer trying to hold its profit level at the expense of everyone else? Hear from our panelists about their experiences of the interaction within the exhibition supply chain and how the different organizations could work together more effectively.
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| 17:00 – 17:15 |
Wrap up of the first day by the moderator
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| 20:00 – 23:00 |
Dinner & Show at Lázár Equestrian Park
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Wednesday, 23 June
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09:30 – 10:00
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Welcome coffee at the invitation of Cube Technologies
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| 10:00 – 10:15 |
Welcome by the moderator
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| 10:15 – 11:00 |
M&A versus organic growth – what´s possible right now?
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by: Anna John, Partner, Mayfield Media, London (United Kingdom)
Driving business forward - that's the main topic of this seminar and also the main agenda for most businesses. But what is the best way to achieve this? Is M&A a shortcut to growth or is organic development more reliable and less of a risk? After the crisis what are the current M&A opportunities for the exhibition industry and what are the golden rules you should obey? Are deals still being done and what trends are we seeing on prices and deal structures? What are the major challenges to organic and acquisitive growth?
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11:00 – 11:30
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Networking break at the invitation of Cube Technologies
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| 11:30 – 12:15 |
New business ideas – how to change your business?
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by: Dr. Juan Rigall, Managing Partner, Santiago Advisors, Willich (Germany)
Driving business forward means being prepared to think about new business ideas. How can you create an innovative environment within your team or in your company? What is the basis for an organization to be ready for a change? How much can you actually change your business – are there limits? Learn from an expert which techniques help you to create a positive atmosphere for new ideas! Drive your business forward!
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| 12:15 – 13:00 |
Innovative pricing strategies in the trade fair industry
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by: Jochen Witt, CEO, jwc GmbH, Cologne (Germany)
Pricing is the most important profit driver in our exhibition business. But most show organizers apply pricing methods which do not reflect this principle. They do not charge for the real value they are offering to their customers. Based on a benchmark to other industries, Jochen Witt will demonstrate how organizers and venue owners can significantly increase their profit by adopting modern pricing strategies.
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by: Sean McPheat, Managing Director, MTD Sales Training, Coventry (United Kingdom)
How can exhibition companies optimize their sales process? This is a question we should ask ourselves not only in difficult times. Take a look at your company and find out where there is unused commercial potential. Which elements in your organization can you change to improve your sales approach? Should you adjust the structure of your sales team or the way you define your product? What are the selling techniques that really work? Our speaker will help you to find an answer to all these questions.
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by: Prof. Dr. Jörg Beier, Head of Department, Cooperative State University, Ravensburg (Germany)
We have heard it a lot: You should use social media – it is important! But besides the fact that it is important to use – what is the best way to use it within the exhibition industry? Are there any best practices, any golden rules as to how to apply social media successfully? What are the do´s and don´t´s of using this new marketing tool? Where is it just hype and where does it really make sense?
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| 16:00 – 16:15 |
Wrap up of the second day by the moderator
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