Issue link: https://tradeshowexecutive.epubxp.com/i/78074
POWER LUNCH BOB: What is your secret to successfully juggling all of your diverse responsibilities at Reed Exhibitions? COURTNEY: First, having the best people running different parts of the business is key. When you have the best talent, so much takes care of itself. Next, it's about making sure I'm working on the most important and strategic issues. I like to go on the road and spend time with customers and association partners. Whenever I do that, I learn something valuable and actionable. BOB: The economy has been chal- lenged for the last few years and certain industry sectors were impacted more than others. For example, the Global Gaming Expo (G2E) and G2E Asia were adversely affected. What innova- tions did you implement to keep them on track for continued growth? COURTNEY: Our first priority was changing the floorplan, which our cus- tomer research indicated we needed to do to improve satisfaction and results. We implemented a new "Exhibitor Retention Program," which has been very success- ful. We upgraded our conference content, making it fresh and cutting edge. Te con- ference now attracts more than 3,000 paid attendees. We put a tremendous effort into bringing the right attendees from the U.S. and around the world. Our larger custom- ers told us one of their major growth areas was Latin America, so we focused heavily on increasing Latin American attendance. Networking is important, and we added events for new audience segments. Finally, our partner — the American Gaming Association — launched "Global Gaming Women," and we look forward to our sec- ond year of the event focused on women. BOB: Do you feel that the $420 billion U.S. gaming industry is now back on a growth track? COURTNEY: Globally, it's back in growth mode, with most of the expansion being driven by Asia, primarily Macau and Singapore, as well as other emerging markets. Te U.S. industry was hit very hard, but now appears to be coming back. BOB: Other than the economy, what are your biggest challenges? COURTNEY: In the foodservice sector, supply-chain consolidation and compet- ing distributor shows are our biggest chal- lenges. In pharmaceutical, we're seeing plant closings and manufacturing moving out of the U.S. In publishing, it's the move to digital, and the major consolidation of the retail channel, specifically brick-and- SPONSORED BY mortar stores are closing. In eye care, it's consolidation on both the exhibitor and retailer side, as well as lingering questions about what the new healthcare plan will mean for optometrists. BOB: What is the current health of the foodservice sector? COURTNEY: Te sector as a whole has grown over the past few years, but rising food costs are an issue. Having the best people running different parts of the business is key. When you have the best talent, so much takes care of itself. Next, it's about making sure I'm working on the most important and strategic issues. I like to go on the road and spend time with customers and association partners. Whenever I do that, I learn something valuable and actionable. BOB: Keeping your exhibitors happy and returning year after year is critical to Reed's continuing success. What mea- sures or programs have you implement- A Sure Thing. Courtney (center) takes part in the signing of a new 10-year agreement for G2E. Other signatories include (L-R) Frank Fahrenkopf, CEO of the American Gaming Association (AGA); Tom Jingoli, president and Marcus Prater, executive director of the Association of Gaming Equipment Manufacturers; and Judy Patterson, executive director, AGA. 34 August 2012 | Trade Show Executive ed recently to help them save money? COURTNEY: Luckily, we have a fantastic negotiator here at Reed — Ken McAvoy, senior vice president (see Power Lunch Interview, June 2009). He and his team really help our exhibitors reduce the overall cost of exhibiting through several special programs. For example, "RX Choice Pricing" enables us to offer exhibitors with limited budgets the op- portunity to purchase space at low rates. Depending on the industry, we also offer other money-saving programs, such as Continued on page 36