Issue link: https://tradeshowexecutive.epubxp.com/i/58649
FEATURE Continued from page 45 Within the last year, the company has com- pleted two acquisitions. SmithBucklin acquired Information Inc., a digital content-generation company for association and corporate markets, and Te France Foundation, a leader in accredited continu- ing medical education (CME) in the United States. Both companies offer new revenue opportunities for their clients. "Projections are up from 2011 to 2012," said Weil. "Attendance and number of exhibitors are up. In addition, there's a lot more conversation about global expan- sion. Te reality is that it's now driven by exhibiting companies who are going there and want to reach the market." His biggest challenge: "As an industry, how are people consuming our offerings? Are we delivering it the way they want?," he said. To drive organic growth for their clients, Weil said his staff is focused on looking beyond exhibit space. "We are selling access to communities," he said. "We are focusing on key accounts to understand their objectives and the touch points they value. We are employing a concierge approach." Our staff is focused on looking beyond exhibit space. We are focusing on key accounts to understand their objectives and the touch points they value. We are employing a concierge approach. Attractive Menu. Attendees look over the latest offerings in the food sector at the Interna- tional Baking Expo. Dave Weil, VICE PRESIDENT, EVENT SERVICES, SMITHBUCKLIN E.J. KRAUSE Strategic Partnerships Fuel Growth In 2012, E.J. Krause & Associates Inc. (EJK), a privately held exhibition man- agement company based in Bethesda, MD, will produce 30 trade shows in the U.S., Europe, Mexico, China, Russia, Ko- rea and Japan. "We are expecting sustain- able and continued organic growth from our existing events as market conditions improve," said Edward (Ned) Krause III, president and CEO. EJK has traditionally focused on joint ventures to launch new events. In 2011, the company partnered with Te Global Initia- tive for Inclusive Information and Com- munication Technologies (G3ict) to launch M-Enabling 2011 – Te Global Forum on Mobile Applications and Services for Seniors and Persons with Disabilities, which was held in December at the Gaylord National at National Harbor in Washington, DC. Joint ventures and strategic partner- ships will continue to fuel growth for the company in 2012, along with strategic acquisitions and brand growth. EJK just completed the acquisition of the majority interest in EBIO the International Beauty Event in Guadalajara, Mexico. Along with an established infrastructure in China, EJK is partnering with Diversified Busi- ness Communications to launch China Retail in the Fall 2012. Diversified's Retail Asia Expo in Hong Kong was named one of Trade Show Executive's Fastest 50 growing trade shows in Asia in 2010. EJK is the largest organizer in Mexico. Te company produces a number of trade shows, including Expo Manufactura, Te Green Expo, Mexico Wind Power Show, Ali- mentaria Mexico and Plastimagen. "Market conditions in Mexico are good, and the market is growing in some industry sec- tors," said Krause. He said other emerging markets — including India, Russia, China and Brazil — will continue to offer growth opportunities for trade shows. "We have more than 100,000 people visiting PT/ EXPO COMM in China," said Krause. His biggest concern: "Compared with 2011, we are more cautious in 2012 because of the economic problems in Europe," said Krause. "Tat can have an impact on all our businesses. A number of 46 March 2012 | Trade Show Executive