Post-Show Report 2016

Transcription

1 Post-Show Report 2016

2 1. Executive Summary The second edition of Facilities Integrate, held on 3 4 November 2016 at the ASB Showgrounds, achieved growth in exhibitor and visitor numbers and was a major success for the many industries it serves. The event attracted large numbers of high-quality visitors, providing substantial sales leads and outstanding networking opportunities for exhibitors in the lead up to and during the event. The show saw a 17% growth in visitor numbers and 25% growth in exhibitors. High quality visitors The 2016 show attracted 2,485 trade visitors, 69% of whom were key decision-makers or had high level purchasing power. Three-quarters of visitors discovered new products, services or suppliers at the show, with 57% saying they were likely to purchase a product seen at the show. Satisfied exhibitors The event attracted 138 exhibitors from a cross section of categories including AV, building automation, cleaning, digital signage, energy management, HVAC, security, waste and recycling. More than a third of exhibitors generated between 20 and 100 sales leads at the show. 57% of visitors likely to purchase products seen at the show 75% of visitors discovered new products, services or suppliers 2,485 total trade visitors Of these, 18% generated between $100,000 and $1 million. Effective advertising and public relations An extensive promotional campaign, with a rate card value of $181,207.94, ran across press, online, social media and radio. Telemarketing and edms were also used to reach target audiences. 18% 33% 138 of exhibitors generated sales leads over $100,000 of exhibitors generated between 20 and 100 sales leads total exhibitors

3 2. Networking opportunities prior to the show Delivering networking opportunities for exhibitors and visitors is a key objective of the show. To coincide with the opening of the new ASB Waterfront theatre, we hosted a networking evening which included talks by lead architect Gordon Moller, as well as General Manager of Auckland Theatre Company, Lester McGrath. Some 50 industry professionals and media attended this event, that included drinks, canapés and a tour of the theatre.

4 3. Show features Networking lounge Corportate hospitality Resene Seminar Series The Networking Lounge on the show floor provided visitors and exhibitors with the opportunity to expand their networks, generate business opportunities and debrief with colleagues and clients. Outside of the Networking Lounge, the venue provided a licence to cover the show and offered catering packs and beverages to exhibitors to enable them to run their own corporate hosting on their stands. Keynote speakers for the 2016 Resene Seminar Series included Olympic medallist and Chef de Mission for the NZ Olympic team in Rio, Rob Waddell and worldrenowned business futurist, Morris Miselowski. The space was comfortably furnished, with a range of food and drinks on offer. The Networking Lounge was also the venue for the opening night function, that was well attended by exhibitors, industry association members and key VIP guests. VIP Programme Decision makers and facility managers from key organisations and businesses were invited to attend Facilities Integrate as VIP guests, giving them priority access to the show, an exclusive show goodie bag and an invitation to attend the opening night networking function. Facilities Integrate saw a 24% increase in VIP attendance at the 2016 show. Rob Waddell spoke about the facilities at the 2016 Rio Olympics and the challenges faced by NZ athletes. Morris Miselowski lead a session on what facility managers and system integrators must do to ensure profitability and relevance in the future. The seminars were a popular showcase for insights and information delivered by keynote speakers, industry associations and industry leaders. A wide range of subjects was covered, including office design, bridging the gap between building design and building management, the Internet of Things, reducing building energy ratings, building cyber security and more.

5 4. Visitor results 2,485 total trade visitors Who were they? 3 Hours average time at the show 102% pre-registration increase Architect Property Developer Security Professional Engineer System Design Developer Building Operator AV Professional MANAGER DIRECTOR 26% key decision makers 43% high level influencers FACILITY MANAGER Property Manager Integrator Distributor Cleaning Professional Installer Consultant Security Professional Manufacturer Contractor Designer Tradesman

6 Visitors continued Where did they come from? A sample of some of the companies that visited New Zealand 96% Australia 1% Not provided 3% Northland 1% Auckland 77% Waikato 4% Bay of Plenty 2% Wellington 3% Canterbury 2% Not provided 11% 2degrees Mobile Air New Zealand ASB Bank ASB Corporate Property ASB Showgrounds Auckland Motorway Alliance Auckland Council Auckland District Health Board Auckland Live (Aotea Centre) Auckland Motorway Alliance Auckland War Memorial Museum Auckland Property Management Auckland Racing Club Auckland Transport Auckland University of Technology Balmoral School Barfoot & Thompson Bayleys Property Services BECA Bank of New Zealand Chapman Tripp Christchurch City Council Churchill Park School Coca-Cola Amatil NZ Colliers International Counties Manukau Health Datacom DB Breweries Department of Conservation Development Advisory Services Ltd (DASL) Development Auckland Eden Park Trust Board Ellerslie Event Centre Finlayson Park School Fonterra Co-operative Group Foodstuffs South Island Fujitsu Goodman Fielder Harvey Norman Heritage Hotels Housing New Zealand J A Russell Kindercare Learning Centres Les Mills New Zealand Manukau Institute of Technology Marist College Massey University McAuley High School Ministry of Justice NZ Security Association Otago Museum Precinct Properties Queenstown Airport Rainbow s End Theme Park Royal New Zealand Navy (MESTE) Sacred Heart College Selwyn Village Sky City Entertainment Sofitel Hotel Auckland Viaduct Harbour Spark NZ Trading Ltd St Peter s College Stamford Residences Staples NZ Sudima Auckland Airport Television New Zealand Tennis Auckland The University of Auckland Trust Management Unitec Victoria University of Wellington Westcon-Comstor Westlake Girls High School Westpac New Zealand

7 Visitors continued Business type Buildings/Infrastructure worked on Audio Visual 18% Corporate 45% Safety / Security 17% Large Buildings 40% Maintenance / Installation 16% Medium Buildings 39% Consultancy 15% Small Buildings 32% Engineering 13% Office Complexes 31% Information Technology 12% Government 28% HVAC 12% Apartment Buildings 26% Construction 12% Hospitals 26% Design 11% Residential 25% Corporate 10% Hotals 25% Cleaning 10% Retail 24% Education / Training 10% Airports 22% Telecomunications 9% Schools 22% Wholesale Trade 8% Event Centres 21% Development 7% Entertainment 19% Industrial 6% Museums 18% Government / Council 6% Shopping Malls 17% Retail Trade 6% Restaurants 17% Hospitality 5% Universities 15% Importer / Exporter 5% Energy & Resources 14% Sustainability Services 4% Cinema & Live Events 14% Aged Care / Health Care 4% Galleries 12% Tourism / Entertainment 4% Stadiums 11% Architecture 4% Prisons 11% Advertising & Media 4% Recreation 11% Energy & Mining 4% Places of Worship 11% Transport 2% Telecommunications 10% Finance 2% Lifestyle Blocks 9% Not for Profit Org 2% Theatre 8% Research 1% Other 11% Legal 1% Other 8%

8 Visitors continued Reasons to visit (level of satisfaction) What did they come to see? Keep up-to-date Finding new products / suppliers Generating new ideas Networking Company products and suppliers Attending seminars 73% Building Automation 52% 81% Energy Management 45% 75% Security 40% 85% Audiovisual 37% 76% Health & Safety 32% 63% Property Maintenance 32% Finding trade show offers 60% IT 26% Placing orders at the show 67% Cleaning & Hygiene 21% Software 16% Other Nothing in particular 3% 9% Reasons to visit (level of importance) Keep up-to-date 90% Finding new products / suppliers Generating new ideas 80% 83% Networking 72% Company products and suppliers 65% Attending seminars Finding trade show offers 24% 28% Placing orders at the show 8%

9 5. Exhibitor results Estimated value of sales leads $500,001-$1,000,000 6% 138 total exhibitors 79% launched new products at the show 36% generated sales leads $250,001 $500,000 $100,001-$250,000 $50,001 $100,000 $35,001 $50,000 3% 9% 15% 15% $20,001 $35,000 9% $10,001 $20,000 6% $5,001 $10,000 15% $2,001 $5,000 6% Reasons for exhibiting Less than $2,000 N/A 0% 9% Reason Satisfaction Increase brand or product awareness 81% 94% Generate sales leads 57% 91% Satisfaction with North Port Events Meet existing customers/suppliers 82% 85% Turn around time on your enquiries Online exhibitor manual 90% 87% Launch new products 69% 79% Online exhibitor forms functionality Overall level of service Pre-show communication 87% 85% 85% Competitor analysis 24% 63% Onsite support Amount of supplier contact 76% 81%

10 6. Marketing $181,000+ Advertising value achieved $80,000+ PR value achieved Advertising campaign Facilities Integrate ran an extensive promotional campaign, with a rate card value of $181, (48% increase on 2015) across press, online, social media and radio. The show also utilised telemarketing and edms to reach the target audience. Telemarketing From 1 July 2016, we employed a full-time telemarketer to call all relevant businesses, institutions, architects, engineers, facility managers, IT professionals, security personnel and more to invite them personally and encourage registration. The call list was generated through personal calls to exhibitors, identifying key individuals and target groups they wanted to meet at the show, ensuring Facilities Integrate delivered a perfect match of buyers for partners and exhibitors. Magazine We ran a mixture of full-page and half-page advertisements in local and international magazines. Locally, we worked with AGM s Architecture NZ, the official magazine of the NZ Institute of Architects, and Interior magazine, which showcases the very best of New Zealand s commercial interiors sector and is supported by our partner associations FMANZ and NZGBC. In Australia, we worked with Connected Home + Business, which uniquely targets the commercial and residential systems integration markets. Radio From 14 October we ran a radio campaign on Newstalk ZB to target key decision makers, CEOs and C-level executives across a variety of different industries. Advertisements were 30 seconds long and spoke to specific audiences and industries. Online To reach the increasing number of individuals who turn online for their news media, we ran an online campaign with NZ Herald, Stuff.co.nz, NZBusiness, DEMM, Management, istart, INCLEAN, IPENZ, NZ Engineering News and Property & Build. Facilities Integrate was listed on the ADNZ events page and accredited with two CPT points for architects to encourage their attendance at the show. Additionally, Facilities Integrate used Google display ads, remarketing, YouTube pre-roll advertisements and Google AdWords to ensure the event was at the forefront of visitors online experience. Press The show was advertised in NBR, NZ Herald, Dominion Post, The Press and Waikato Times using a mixture of front-page solus advertisements, half-page advertorial content and quarter-page advertisements. PR Campaign A targeted PR campaign generated a total PR value of more than $80,000, including coverage in the Dominion Post, The Press and Waikato Times (online and print), NZBusiness, Architecture NZ and Commercial Property NZ. A series of news releases speaking to specific relevant industries were all picked up by news media. Titles included: Facilities management and the rise of the robots Data-driven decision-making holds promise for facilities management Modern building design and operation depends on solid cybersecurity foundations The PR agency also worked with the show s exhibitors to identify stories with relevant press hooks.

11 Marketing continued Website From 1 January to 30 November 2016, the Facilities Integrate website engaged 15,027 unique visitors in 24,286 sessions, which resulted in 66,566 page views. Social Media Facilities Integrate is on Facebook, LinkedIn and Twitter. Three weeks out from the show, paid content and advertisements ran on Facebook and LinkedIn using high levels of targeting. These included demographics, job title, company, , professional interests and more. Content and key messages across all platforms were delivered via a variety of video, editorial content and show information to drive awareness to our specifi c audiences. Facebook likes increased by 57% from 1 January to 30 November From 1 July to 30 November 2016, Facilities Integrate Facebook activity reached 173,762 users, engaging 2,522 to comment and/or like. Followers of the Facilities Integrate Showcase page on LinkedIn grew from June to November 2016 by 63%. The activity reached a total of 84,749 users and generated 913 click-throughs. Twitter followers increased by 59% from 1 January to 30 November 2016 and generated Facilities Partnerships Facilities Integrate is fortunate to receive promotional support from key industry associations such as Facility Management Association of New Zealand (FMANZ), Energy Management Association of New Zealand (EMANZ), Building Service Contractors of New Zealand Inc (BSCNZ), ASIS, KNX and new in 2016, NABERSNZ, a subsidiary of the New Zealand Green Building Council. 15,027 unique visitors 84,749 LinkedIn users reached These partnerships form a vital part of the show s strength and credibility among the multiple industries that the event services. The associations help promote and endorse the event and encourage participation through their memberships and wider databases. 66,566 page views 173,762 Facbook users reached

12 7. Testimonials Exhibitors There is no better show in New Zealand for Techstyle to meet new and existing dealers. We were so slammed on the Thursday that I didn t get five minutes to grab a bite for lunch until after 3pm! It certainly worked for our business and we are already booked for next year. Brendon Reid, Techstlye This year was Switch Utilities second time exhibiting at Facilities Integrate. The key objective for us is meeting qualified people who have purchasing power and the attendees to this trade show tick that box. We ve been very satisfied with the business we ve written as a result of our participation. We also firmly believe the industry needs a professional trade show of this type and North Port Events are great organisers. We ll be back next year. Nick Yates, Switch Utilities We re so happy we exhibited at Facilities Integrate! The opportunity to showcase our products to a number of dealers who hadn t seen them was invaluable. The other bonus was the many new leads we got and interacting with existing and new customers. We noticed a lot more AV brands participating this year and would strongly recommend other distributors consider the show. We ll definitely be back. Christian Travis, Avation Ltd Visitors As a new business owner, I thought it was very good. I came away with good ideas, including some of the exhibiting companies to become either my customers or to work together in a complementary way. Greg Matheson Both times I have attended I have spoken to a couple of companies and got business. Very good for networking. Brent Mitchell Overall very satisfied and will be back next year. Phil Grigg, Architect Babbage It was a professional show, with opportunities to explore and meet suppliers. Visitor survey, anonymous Keep up the good work. It s a great show. The zero entry fee makes going there and sending our staff there an easy decision. Visitor survey, anonymous Well worthwhile attending for me I had a number of hats on. Visitor survey, anonymous Facilities Integrate created a platform for us to meet with our trade customers and showcase our latest security solutions. The event was an opportunity to engage in great conversations with key decision makers. We thoroughly enjoyed this year s show and will definitely be back in Justin Miller, Gallagher New Zealand /Pacific Islands Sales Manager

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