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  • Includes a Live In-Person Event on 03/22/2022 at 8:00 AM (CDT)

    This two-day course is part of the requirements of the CEM-AP program. It is scheduled for 22-23 March 2022 at the Gaylord National Harbor Resort & Convention Center in National Harbor, MD. This course will take place just before the IAEE Women's Leadership Forum.

    Leading in today’s world requires a strong understanding of how as individuals we think, believe, analyze and negotiate. It’s the subtle way leaders must create and claim value when negotiating while strengthening individual and organizational relationships.  How you create that mindset that is needed for success is as equally important.  Students will be presented with multiple concepts to help them choose and develop mindsets that are aligned with the context of their situation.  Finally, you will think more analytically and improve performance at all stages of negotiation from preparation to debrief. 

    Students will be able to:

    • Analyze the neurological mechanisms of how we respond to uncertainty and complexity;
    • Generate greater insight into to how people’s mindset impacts their ability to lead;
    • Understand the need to go beyond one’s comfort zone to grow as a leader;
    • Explain how their inner narrative impacts their decision-making ability;
    • Claim more value when negotiating while preserving relationships; and
    • Analyze negotiation results to improve personal and organizational performance
  • Includes a Live Web Event on 03/02/2022 at 10:30 AM (CST)

    Join Robyn Davis, CPTD with Exhibitors WINH, LLC and IAEE's 2021 Educator of the Year, as she takes you through crucial elements of creating a top notch exhibitor communications plan that will strengthen relationships and create additional future success.

    Now more than ever, your exhibitors need to hear from you. However, it can be tough to find the time, topic ideas and (let's be honest...) motivation required to be consistent with your communications, especially when it feels like exhibitors don't even bother reading emails, right? Instead, let's start your exhibitor communications plan together. With the proper framework, plus helpful tips and tools, keeping in touch with exhibitors is sure to be easier and more enjoyable moving forward. Join Robyn Davis, CPTD with Exhibitors WINH, LLC and IAEE's 2021 Educator of the Year, as she takes you through crucial elements of creating a top notch exhibitor communications plan that will strengthen relationships and create additional future success.

    After participating in this session, you will be able to:

    • List valid reasons why exhibitors don’t always read your emails or heed your advice, and note other important considerations;
    • Determine potential topics/themes, timing, and communication methods you might consider utilizing as you structure your exhibitor communications plan for 2022 and beyond;
    • Identify quick tips and tools to help you get it all done, even with limited availability, staff, budget, and other resources.

    IAEE Webinars are FREE to members and available to non-members for $49.

    "Exhibitors WINH LLC has been approved by the Events Industry Council (EIC) as a Preferred Provider of the below-listed continuing education courses, which qualify for CMP continuing education credit. Determination of continuing education credit eligibility or Preferred Provider status does not imply EIC’s endorsement or assessment of education quality."





    Robyn Davis, CPTD

    Educator, Trainer, and Consultant

    Exhibitors WINH LLC

    "Known for her fresh perspective and process-driven approach to exhibitor success, Robyn Davis, CPTD is IAEE’s 2021 “Educator of the Year.” She serves on the national membership engagement committee and her local chapter’s board of directors. Through her company, Exhibitors WINH, Robyn creates custom exhibitor success programs for major American trade show organizers – teaching their exhibitors the strategies required to “win” at their trade shows and, as a result, often improving their exhibitor engagement, satisfaction/results, and retention. Robyn’s certification is in talent development (training) and her degree is in Aerospace Engineering. To learn more, please visit ExhibitorsWINH.com or request to connect with her on LinkedIn (linkedin.com/in/whenineedhelp)."

     

     

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  • Includes a Live Web Event on 02/09/2022 at 10:30 AM (CST)

    Join David DuBois, CMP, CAE, FASAE, CTA, President and CEO of IAEE, along with Carrie Ferenac, IAEE Chairperson of the Board, and Co-Founder and President of CNTV (Convention News Television) for this informative webinar covering current issues and opportunities for the exhibitions and events industry, the Association and its member organizations. The presentation will include Association initiatives designed to deliver compelling member value as well as to protect and grow the industry. Take the opportunity to ask questions you want to know!

    Join David DuBois, CMP, CAE, FASAE, CTA, President and CEO of IAEE, along with Carrie Ferenac, IAEE Chairperson of the Board, and Co-Founder and President of CNTV (Convention News Television) for this informative webinar covering current issues and opportunities for the exhibitions and events industry, the Association and its member organizations. The presentation will include Association initiatives designed to deliver compelling member value as well as to protect and grow the industry. Take the opportunity to ask questions you want to know!

    IAEE Webinars are FREE to members and available to non-members for $49.





    David DuBois, CMP, CAE, FASAE, CTA

    President & CEO

    IAEE

    David DuBois is the President and CEO of the International Association of Exhibitions and Events® (IAEE). As IAEE’s president, DuBois is responsible for the management of 25 full-time professional staff, producing the annual business operating plan and budget, overseeing the support of all meetings of governance units, leading business development, directing fund raising efforts, advocating for the industry and the organization’s members, providing organizational leadership and strategic counsel to the board. Also, he serves as the association’s representative with industry coalitions, partner organizations and strategic alliances. In 2019, DuBois was inducted into the Events Industry Council’s “Hall of Leaders,” one of the industry’s most prestigious honors.

    Carrie Ferenac

    Co-Founder and President

    CNTV - Convention News Television

    Carrie and her business partner, Marcelo Zolessi, co-founded Convention News Television (CNTV) in 2007 after seeing a need for digital content and live production in the exhibitions and events industry.   Now, the company produces live and remote content for more than seventy clients annually.   The video stories bring events to life, and offer associations and for-profit show organizers a new stream of revenue through sponsorships.   CNTV also partners with IAEE, PCMA, TSNN and Tradeshow Executive to produce video content and live coverage of industry events throughout the year.

    Carrie has an extensive background in broadcast journalism and management.  She spent eleven years at the NBC affiliate in Orlando (WESH-TV).  Now, Carrie is entrenched in the meetings industry.    She is the current chair of the CEIR Board of Directors, and incoming Chair of the IAEE Board.    She was a finalist for PCMA’s Supplier of the year in 2017 and 2019.   She volunteers her time and energy to projects that forward the industry, including Exhibitions Day and the Exhibitions Mean Business campaign.

    Carrie and her business partner, Marcelo Zolessi, co-founded Convention News Television (CNTV) in 2007 after seeing a need for digital content and live production in the exhibitions and events industry.   Now, the company produces live and remote content for more than seventy clients annually.   The video stories bring events to life, and offer associations and for-profit show organizers a new stream of revenue through sponsorships.   CNTV also partners with IAEE, PCMA, TSNN and Tradeshow Executive to produce video content and live coverage of industry events throughout the year. 

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  • Includes a Live Web Event on 01/26/2022 at 10:30 AM (CST)

    As a result of the COVID-19 pandemic, digital and hybrid events are here to stay. But digital events come with their own set of challenges and pain points for event organizers and exhibitors. Here ways that RSDE - Reporting Standards for Digital Events can guide and assist you in reporting event metrics and how they can empower all parties, organizers and exhibitors alike, to make smart decisions within the digital events environment.

    As a result of the COVID-19 pandemic, digital and hybrid events are here to stay. But digital events come with their own set of challenges and pain points for event organizers and exhibitors. RSDE serves as a guide allowing Digital Event Platforms (DEPs) to:

    • Help organizers accurately and efficiently report event metrics via standardized terms and data
    • Provide exhibitors with the data they need to create success through digital events
    • Facilitate productive collaboration and empower all parties to make smart decisions within the digital events environment by setting a reporting standard that is understandable for all stakeholders
    • Provide comparability across events

    Learning Objectives:

    • With RSDE, event organizers, exhibitors, digital event platforms and data analysts now have the tools to bring more trust and transparency into the digital event marketplace
    • RSDE creates confidence in and a full understanding of a digital event’s audience
    • Gain assurance of how digital vendor are handling the data and, importantly, who owns it

    IAEE webinars are free to members and available to non-members for $49.





    Glenn Hansen, CSR-P, ACSAP

    President & CEO

    BPA Worldwide

    He has been instrumental in expanding BPA’s media membership globally. Under his leadership, BPA pioneered independent circulation and trade show attendance auditing in China beginning in 1996 and expanded its presence in greater Asia Pacific, Europe, Latin America and the Middle East.

    Glenn and his team have worked extensively with governmental, media and event industry organizations around the globe to help establish and uphold world-class verification and auditing standards.

    Under BPA’s iCompli division, Glenn and his team have expanded audit and certification services to protect brands from the risks they face every day, including: unsupportable claims, failure to protect confidential data and negative brand perception in the marketplace. iCompli services include external assurance of government and industry standards.

    BPA iCompli Sustainability certifies the event industry to the EIC’s Sustainable Event Standards as well as ISO 20121. In addition, BPA recently assisted the Dubai government with incorporating sustainability in its hotel classification system leading up to Expo 2020.

    He began his career with BPA as an auditor in BPA’s headquarters (then based in New York City, USA) in January 1980 and held various management positions in New York, Chicago and Los Angeles, before becoming CEO.

    He avidly plays ice hockey, scuba dives ship wrecks and pilots his Cherokee 6X airplane.

    David Richardson, Ph.D., CAP

    Principal and Head of Analytics Solutions

    COGKNITION Analytics

    David Richardson is Principal and Head of Data Solutions at COGKNITION Analytics. An economist by training, Dave has extensive experience as a consultant and academic in the areas of marketing analytics, pricing, and competitive strategy. He has developed leading methodologies to study physical and digital event data. David received his Ph.D. from UT-Dallas as well as extensive graduate coursework at Northwestern. He is Certified Analytics Professional (CAP) and is based in Chicago.

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  • This course will be held before the IAEE Women's Leadership Forum in National Harbor, MD from 8:30am - 4:30pm EST (includes 30-minute study period and one hour for exam). You are REQUIRED to read the workbook PRIOR to class. In order to ensure the success of an event or exhibition, there are vital elements involved in the planning process that should be conducted from the ground up. No matter how successful or well respected an exhibition may be, it should be presented as if it were a first-time event – it is the marketing and selling equivalent of zero-based budgeting. This involves highlighting an event’s features and benefits, understanding the phases of the sales cycle and the need to support sales efforts with the appropriate tools and resources, and preparing the exhibition prospectus in a comprehensive and engaging way.

    In order to ensure the success of an event or exhibition, there are vital elements involved in the planning process that should be conducted from the ground up. No matter how successful or well respected an exhibition may be, it should be presented as if it were a first-time event – it is the marketing and selling equivalent of zero-based budgeting. This involves highlighting an event’s features and benefits, understanding the phases of the sales cycle and the need to support sales efforts with the appropriate tools and resources, and preparing the exhibition prospectus in a comprehensive and engaging way. 

    After completing this course, the participant should be able to:

    • Identify the key steps in the sales cycle
    • Describe the exhibition sales process
    • Explain the importance of relationship selling in the sales process
    • Identify different pricing strategies
    • Explain how telemarketing is utilized
    • Develop an international sales strategy
    • Explain the importance of providing exhibitors with measurable ROI
  • This course is four weeks in length and facilitated through KnowledgeHub, powered by Elevate. A well-designed floor plan or layout is critical to the success of an exhibition or event. The floor plan is a schematic drawing of the exhibit hall or event venue that includes the booths/stands available for rent to the exhibitors, facility physical features, official areas (such as registration) and other feature areas that become the exhibition marketplace. In a rapidly changing business environment, a floor plan must meet the logistical needs of exhibitors and sponsors and the shopping habits of attendees with sufficient flexibility to adjust for growth or consolidation.

    A well-designed floor plan or layout is critical to the success of an exhibition or event. The floor plan is a schematic drawing of the exhibit hall or event venue that includes the booths/stands available for rent to the exhibitors, facility physical features, official areas (such as registration) and other feature areas that become the exhibition marketplace. In a rapidly changing business environment, a floor plan must meet the logistical needs of exhibitors and sponsors and the shopping habits of attendees with sufficient flexibility to adjust for growth or consolidation.  

    After completing this course, the participant should be able to: 

    • Analyze an exhibition’s target market and industry segment to develop a floor plan, meeting both exhibitor and attendee needs
    • Create a floor plan that incorporates the unique features of a venue or facility
    • Identify the primary factors necessary to create a functional and workable floor plan that meets the sales goals and objectives, and needs of exhibitors and show management
    • Evaluate technology options and tools to maximize sales and sponsorships
    • Incorporate fire and safety codes and local regulations into the floor plan
    • Explain both fire and safety codes, and security and safety issues, as they relate to floor plan development
    • Define elements of a successful floor plan
    • Analyze and evaluate past and current floor plans to identify sources of improvement and enhancements to future floor plans
    • Identify the most common booths/stands used in a typical floor plan
    • Identify factors that impact traffic flow on a floor plan
    • Identify various space assignment systems and how they affect the design of a floor plan
  • This course is four weeks in length and facilitated through KnowledgeHub, powered by Elevate. Understanding the application of accounting, finance and budgeting fundamentals allows the exhibition organizer to make a greater contribution to the growth and financial success of the organization. It is essential the exhibition organizer know the terminology used in financial management to develop a budget and manage the financial strategies of the exhibition. A well-developed and well-administered budget is crucial to enabling the exhibition organizer to accurately project and monitor income and expenses, track cash flow and cost controls and ultimately measure the success of the event and the organization’s return on investment.

    Understanding the application of accounting, finance and budgeting fundamentals allows the exhibition organizer to make a greater contribution to the growth and financial success of the organization. It is essential the exhibition organizer know the terminology used in financial management to develop a budget and manage the financial strategies of the exhibition. A well-developed and well-administered budget is crucial to enabling the exhibition organizer to accurately project and monitor income and expenses, track cash flow and cost controls and ultimately measure the success of the event and the organization’s return on investment.  

    After completing this course, the participant should be able to: 

    • Identify and define common revenue and expense sources for exhibitions and events
    • Design practical fee structures for registration, exhibits, sponsorships and advertisements
    • Explain basic accounting principles
    • Create an exhibition or event budget
    • Identify key elements in financial statements used by the exhibition organizer
    • Interpret financial statements to demonstrate the value of the exhibition
    • Discuss payment methods and currency considerations
    • Manage the master account
    • Prepare and manage cash flow statements; manage and control cash
    • Calculate return on investment (ROI)
    • Recognize the importance of proper contracts for exhibitors, facilities and vendors 
    • Differentiate fundamental contract terms and principles
    • Discuss the importance of cancellation and performance clauses
    • Explain force majeure and how it may impact an exhibition
    • List possible concessions; explain how they are determined
    • Define the terminology in standard hotel and facility contracts
    • Review provisions and clauses commonly included in hotel and facility contracts
  • This course is four weeks in length and facilitated through KnowledgeHub, powered by Elevate. Protecting the financial integrity of exhibitions is critical, and an essential element of that goal is proper risk assessment and planning. Risk management is a continuing process that identifies, analyzes, evaluates and addresses loss exposures and monitors risk control and financial resources for the purpose of mitigating the undesirable effects of loss. This involves evaluating the security needs for an event and if a crisis should occur, having a crisis management team in place to manage it.

    Protecting the financial integrity of exhibitions is critical, and an essential element of that goal is proper risk assessment and planning. Risk management is a continuing process that identifies, analyzes, evaluates and addresses loss exposures and monitors risk control and financial resources for the purpose of mitigating the undesirable effects of loss. This involves evaluating the security needs for an event and if a crisis should occur, having a crisis management team in place to manage it. 

    After completing this course, the participant should be able to: 

    • List security components of site selection
    • Identify the security needs of exhibitions and events
    • Identify essential elements of a request for proposal for a security vendor
    • Evaluate security requests for proposal responses to hire a competent security contractor
    • Explain the principles of risk management as related to insurance coverage
    • List types of event and exhibition insurance
    • Explain the concept of event cancellation insurance
    • Generalize the importance of requiring certificates of insurance from exhibitors
    • Explore the concept of protecting the exhibition organizer against losses
    • Define a crisis and how to prepare for a variety of crises
    • Develop the basics of a crisis management plan
    • Identify terroristic threats
    • Identify evaluation procedures for a crisis management plan
  • This course is four weeks in length and facilitated through KnowledgeHub, powered by Elevate. Producing successful exhibitions often hinges upon the proper management of logistics. Every event contains thousands of details that must be processed logically, sequentially and precisely. While managing logistics well is essential, exhibitions are intended primarily to bring buyers and sellers together in an environment that is conducive to their respective objectives. All of the stakeholders of an exhibition must communicate effectively before, during and after the event to ensure its success. Event operations focuses on the unique role of the exhibition organizer and his/her team in orchestrating all of the elements.

    Producing successful exhibitions often hinges upon the proper management of logistics. Every event contains thousands of details that must be processed logically, sequentially and precisely. While managing logistics well is essential, exhibitions are intended primarily to bring buyers and sellers together in an environment that is conducive to their respective objectives. All of the stakeholders of an exhibition must communicate effectively before, during and after the event to ensure its success.  Event operations focuses on the unique role of the exhibition organizer and his/her team in orchestrating all of the elements. 

    After completing this course, the participant should be able to: 

    • Develop a plan to manage the on-site exhibition operations
    • Explain the components of on-site communications
    • Identify the exhibition cycle phases
    • Review the roles of the on-site exhibition team, including staff and vendors
    • Evaluate the overall on-site operations
  • This course is four weeks in length and facilitated through KnowledgeHub, powered by Elevate. Marketing is not an exact science. It includes a number of strategies and tactics that are constantly evolving so they can address changing social, cultural and economic circumstances effectively. The creation of a marketing plan that includes core practices as well as new ideas, innovations and unique points of view allows for the creation of an exhibition that may have begun as just a concept. The goal of an exhibition is to provide an appropriate environment in which buyers and sellers can come together face-to-face. Today’s technology increasingly permits the show organizer to extend the useful life of an exhibition by employing digital tools, thus further enriching the show experience.

    Marketing is not an exact science. It includes a number of strategies and tactics that are constantly evolving so they can address changing social, cultural and economic circumstances effectively. The creation of a marketing plan that includes core practices as well as new ideas, innovations and unique points of view allows for the creation of an exhibition that may have begun as just a concept. The goal of an exhibition is to provide an appropriate environment in which buyers and sellers can come together face-to-face. Today’s technology increasingly permits the show organizer to extend the useful life of an exhibition by employing digital tools, thus further enriching the show experience. 

    After completing this course, the participant should be able to: 

    • Define marketing, explain the difference between the marketing and sales functions, and discuss how the two functions support one another
    • Identify the elements of a marketing plan
    • Describe market segmentation, define target markets and explain how to reach key audiences
    • List the key elements of a timeline or production schedule
    • Review event evaluation and discuss the importance of establishing benchmarks to measure goal attainment
    • Discuss the four P’s and explain how the marketing mix is applied to reach target markets
    • Identify five common tactics used in marketing plans to achieve marketing goals
    • Discuss the advantages and disadvantages of e-marketing and website marketing strategies
    • Explain the benefits of developing a social media marketing strategy and discuss related considerations
    • Summarize strategies for targeting and attracting global audiences
    • Discuss the forms of sponsorship and promotional opportunities associated with exhibitions and events
    • Create a structure to package and present opportunities for exhibiting companies to maximize participation and revenues
    • Evaluate the strength of sponsorship and promotional opportunity programs supporting the core missions of the event, such as exhibit sales and attendance promotion