Reed Reverses, Demands 100% Penalty For Exhibitors Dropping ISC West 2021
The deal has become much worse for manufacturers. Last month, Reed told IPVM that exhibitors could drop ISC West 2021 with a 20% penalty. Now, 3 exhibitors have confirmed to IPVM that Reed is demanding 100% loss for exhibitors dropping. Reed refused to respond.
Inside this note, we examine how this could help ISC West 2021, further harm Reed's relationship with exhibitors, and increase risk for the 2022 show.
20% ****** ********
** *** **, ****, **** **** a ***** ***,****'* **** ****, *** ***** ** ******* *** West, **** **** ***** ***** ** a **% ********* ***:
** * ******** ******* ***** ********** to *********** ** *** ** *** options *********, ** ***** **** ** obligation ** *** *** *****, *******, partners *** ***** *** *** **% retention *** - ***** ** * provision ** *** ******** - ******* some (****** *** ****** ***) ** those ********.
Now, ***%, *** **********
*******, * ********** **** ********* ** us, ********** ******* ** ******** **% ** *** *** *** table *** *** ********* *** / penalty ** ***%:
***** ********* ** ****. ** **** told **** **** **** (**** *** show *** ***** ** ****) **** we ***** **** *** ****** ** pay * **% ******* *** **** the **% **** ** ****. *** Reed ** ********* ** ******* ** 1/2 *** **** ** ********* ** or **** ***% ** *** **** cost...
**** ******* ** *****: ******** *** get *********** ******** ** ******* ** 2022. **** ** **** ** ****, lose ** ***.
Reed ** ******* ********, ****** ****** ********
** ****** ***** **********' ******** **** Reed's **** **** *** *** *** respond.
*******, **** **** ** ***** **** month **** ****'* ******** ** **** the ********* ******** ****** **** ** not **** *** ****** ** ********** withdraw:
*** ********** ******* **** *** **** is **** **** **** ** **** be ******* *** ***** *** *** contract ******** **** ********* ***** ** payment ** **** ** **** ******** from *** *****.
***** **** ** **** *********** ******* exhibitors ** ****** ***** (*.*., ** an ********* ******* ** **** *** West **** * ***** ****** *** show), ** **** *** ***** ****** with *** ***** *** ** **% refund, *** ******** ********* ** *************.
********** ****** ** ** **** *** a ***** **** **** **** **,***+ attendees, *** ***** ********** *** ***** forced ** ******* ** ****** ***** at * **** **** **** ** fewer ********* ********* ** **** *** they ****.
Helps **** ********* *****
** *** ******** ****, *** *** 2021 ****, **** ****** **** ********* count. ** ********** *** ***** ** lose *** ***** ***** ** **** do *** *******, **** ***** ** well *******, **** ** ******* ******* staff ** *** **** ** **** return **** *** **** *****.
** **% ****** ***** *** ******* over ** ****, *********'* *** ********** ** * **** with **-**% ***** **********, ** ********, ** * ********** deal ** ****. ******, **** **** an **% ****** **** ****, ****** only ***** ******* ** ******** ** ****/********* **** Reed.
Risks **** ****
*** ****, ****** ** *** *** 2022 ****, **** ** ***** ** exhibitors ******* ****** ** ******* **** year *** *** ********** **** *** entire **********. ******** ********** ** **** over ** **** ***** ******** *********** for **** ****'* ****, ***** ** being **** **** * ****** ***** this ***.
********* ***** ** **** *** **** significant *** **** **** * **** (e.g., **** ************ ******** ********** ** *** ****: **** *** SIA **** *************).
**** *** **** **** ***** *** exhibitor ***** *** **** *****'* **** (though ******** ***** ** *****, **** **% **** *** ******** show). *******, **** *** **** ********* their ********** *** *** **** ****, risking * *********** ** ******* ********** or ******* ****** **** ****.
Vote / ****
***** ******* ** *** ****** **** manufactures ***** ****** ** *******:
*'* ******* ** *** **% **** thinks **** ****. ** ********* ** Reed **** ****** *********** ** ****?
*****'* ** ***** ***** *** *** have ** **** *******, ** *** as * ****. *******, ** **** case *** ***** ***** *** "**** well" *** **** ** **********, * manufacturer, *** ** "*****".
* ***** *** "**** ****" ******* I ****'* ***** ****** **** ***** actually ****** **** ******, * *** surprised ** *** **** ***** ** begin ****. * ***'* ***** ****** in ***** ***** **** *** ******** Reed's ******** ** **** **** ** be ******** ***** **** **** **** of ********.
**** *****, ******* *********** *** **** to **** * ***** **** :)
** ******* **** */* *** ******* about * **** ** * *** to ******** & **** *** * am ********** ** **** ***** ** a ********* *****.
** *** *****, **** ***** ***** you *******?
"** **** ***** *****, ******!!!"
****** ***** ** ****** *** **** round ** ***** ****. **** **, what *** * ******** ** **** until ****.
**** ** **** **** * *** thinking ****** ***********, ******, ** ** outdoor *****.
**** ** **** **** * *** thinking ****** ***********, ******, ** ** outdoor *****.
*** ***** **** *** **, *** making * *****......... ***, *****, ***** & *********?
"*** ***** **** *** **, *** making * *****......... ***, *****, ***** & *********?"
*******, ******. ****** *********. *** **** quite **** ** *****; **** ****** place *** * ******** **********?
* ******** ******** * ****** ** summer ***** ** ****** * *** years ****** *******, **** ** ******** wife... ** *** *****! *'** ****** have * **** **** ** ** heart *** ****** :)
** *** **********, *** **** ***** thing *** **** *** **** ******* on *** *****. *** ***** **** close ** *** ***** ** *** exhibition ** ** *** ***** ***** is * ***% ****** ***.
*** ***** ** **** *** **** is *** ******** ** ******* *** volume ** **********....*** *** ***** ****'* changed. *** ****'** *** ** ***** for ***** ** **+****** ***.
*** ** ******* **** ***** *** in *** ****** **** ********** *** expense *** ********.
***** *** ** *** ******
*** ****** ** ********* *** **** a ****, ******* **’* ** ******** or ******** ** ******* *** ** Google *** ** ***** ***********. ** point ** * ***** **** **** industry ********* *** *** ******* ** tradeshows *** **** ********** *** ******* put **** ****** **** **** *** situation ******* **** **** ****** **** a ********* *****, ** *** ***, the ***** ***** *** **** *** the ****** **** ** *** ****.
*****, *** **** ****** ********* ** you ** *** **** **** *** recently ********** ** ****** ****?
"*** ***** ** **** *** **** is *** ******** ** ******* *** volume ** **********....*** *** ***** ****'* changed. *** ****'** *** ** ***** for ***** ** **+****** ***."
******* ****** ** ******** ****** "***** give *** ***** ****".
**** *** ******* **** **** ******** and **** ***********, *** ** ***'* should ** **** ** *** ** booths ** **** ***** *** **** trip *** ** *** ******* ***. They **** *** **** *** **** and ******* ***** *******. ****, ***'* cameras **** **** **** *** *****....
******* ****** ** ******** ****** "***** give *** ***** ****".
* *** ** ****** ****, ** in **** ****** **** *** *** get **** *********,*** *********:
**********(/*əˈ*ɛŋɡ*/) *** * ************************* ********* *** *************** ******************** ****...
******* ******* ** ********, ********** ****** ***** ****, ** ******* ** *** *********** of ****** ** *** ******* ****. Many ******** ******* **** ** ***** to * ******* *******, **, *** example, ******* ****** ******** ****** ****** to *** ****, *** ******* ******* rites ******* ********** *** *** ********'* remains. ******* ********** ********** ***** *** "Rules ** ***********", * ********** ** proverbs **** *** **** ** ****** Ferengi ******** ********* (**** ** "***** place ********** ***** ******"[**]);
**** ****, **** **** ***% ** any ******** ********** **** *** *********...
*** ***** ********* **** ******** ***** an ********* **** **** ***** *** the *********** **** ***** ***? ***** poor ******** ** *** **** ************ reflects ***** ****** *** **** ** something **** **** ***** ******. **** me **** ***** ** ***, **** me *****, ***** ** **.
*** ****:
** *** *** **** **** * month ***, **** *****'* **** ******* are ***** ** *** **** ** last ***** ****** * ******** ***** ratio ******* "***' *** '** ****** I ******* ** **'.
** **** ***** ** ************** ** actual **********, **** ********* **,*** ** 11,000 ********* ****** ****** ****'* **,***.
**** ********* **,*** ** **,*** ********* versus ****** ****'* **,***.
*'* ** ******* **** **** **** as ** *********.
** *********** ** **** *** **** majority (** *** *********** ***) ** the ********* *** ***** ** ** from ***** *******, ** **** *** US. ****'* ** **** ****** ******** right ***, *** **** ** ** were ******** ********, "*****" ********* *** going ** ** *** ******* ** follow ** **** ***** *** **** for *** **** *****.
* ** **** ******** **** **** of ***** ********* *** ***** ** be ** *** "***'* *** **** to ********" *******, *** **** ****** to **** ****-**** ******** ** ********** of ********* *** ******* ****** *** of ****.
**** ** *******, * ***** **** whole ******** ***** **** **** ******* markedly ******, *** *** ******* ****** of ** ** ****** ** ** be **** ** ***** (*** ******** however ***'* ***** *** *** **** of ****, *** **** ** ****** in *****).
** **** ** *** **** *** Reed ** ****** ************* *** ***% as ** ******** * **** ** longer *** **** ** *** **** run ***** *****. *** ******** **** many ********** *** ******* *** *************, while ** *** **** **** ********* are ******** ** **%, ** *** 100% ** *****
****, ***** ****'* **** ****'* ********. Let's ******* *** ****** ** ************* versus ****.
***** ** *** *** ******* ** laughable, ** ***** * ******* ******* to ***** **** ** ******* ** on **** *********; *'* *** **** are ****** ** *******. *'* ******** they ****** ** ** ********* ** stall *** ******** ** ************* ******** out. ****'** **** ******* ** *** bad *** *** * ***** *** and **'* **** * ***** ***** emotion **** **** ***** **** - hating "*** ***" *** "****** ***********" bs. * **** ***** *****, * get * *** ** **** **** them, * **** ** *** *** friends *'** **** **** ** ***** in **** ******** *** *** *********** to **** ****. * **** ****** my ******* *** *********** ** ***** some ** ***** ********* ******* ** me, * **** ***** ** **** restaurants, * **** ****** *** ***** things ***** ******, * **** ** pizza *** **** ********** *** *** to *****.
** *** ***** ****** ** *** of **** *** ********* ****'* **** here **** ** ******** * ***** without *** *****, ******* ********* **** Reed. *** **** ******** **** *** COVID ******** *** ****? ***** ******** was *********. ****** **** ******* ** hear **** *** ******** ************'* ****** contained ** *** ** ************? * certainly ***** **** ** *** ** the **% ** ***% *** ** the ******** ****** ******* **** *******. Was *** **% * ******** ******* and *** ***% ******** **** *** allowed ** *** ********? * ***** that's ********* *********** ** ******** ***** forming ** ******* ** ****. ****** way, *'* *** ********** ** ** IPVM ******* ***** * **** ********* to **** ** **** *** ****** between **'* *** **'* *** *** rest ** ** ****** - * imagine **** ** **** ********** ** that.
** ***** * ******* ******* ** think **** ** ******* ** ** this *********; *'* *** **** *** trying ** *******
*********, ********** ******* ******* ** ****'* **********, as ********* ** ********* ********, **** is ** ********** ********** ********:
***** **** ********** *** ***** **** incurred, ****'* ******** *** **** ********* profitable **** *** *****. *** *******,** ****, ***** ** *****, **** *** an ********* ****** ** ~$*** ******* USD *** * **% ********* ****** margin (***** ** ****** **** ********* all ** ***** **********). [**** *********** total **** ******* *** ~$*.* *******]
**** **** *** ****** ***** ** exhibitors ** **** ***** **** *** profits *** ****** *** **** ** their ****. ***, ** *** *****, when **** **** *** ******* *****, Reed ******* *** ********** ** ***** pay.
** ***:
**** ** ******** * ***** ******* ISC *****
*** ** ***** ** ******** **** after **'** *** ****, ******** ***** shows **** ****** **** ********* **** the **** ** ***** *** **** physical *********** *** *** ***** ****.
***** ** ***** ******* *** ****, I *** **, ***'** *** ** those ****. **** *** ** ***** guys ********* ** ******** * ******* option.
**** "*****" *** *** ******** ** that **** ** *** **********?
*** *** ***** ** *** *********** cancellation *******?
*** *** ***** ** *** *********** cancellation *******?
**** **** **** ****** * **-**% drop ** ******** *** *** **** next *****.**** ***** **** *** ********** *** the ******** *****, **** **%.
**** "*****" *** *** ******** ** that **** ** *** **********?
** * **** ** *** ****:
********** ****** ** ** **** *** a ***** **** **** **** **,***+ attendees, *** ***** ********** *** ***** forced ** ******* ** ****** ***** at * **** **** **** ** fewer ********* ********* ** **** *** they ****.
*****, * ** ***** ** ******* this **** *** *** *** *** please **** *** **** ***** ***** all ** **** *** **** *********.
***** - *** *** ***** ** what *** ******** **** ** *** as ************ ******? *** **** **** pull ***% *** ** **** *** or *** ** ** *** ********? Are **** ** ****** ** ******** or *** **** ********* ****'* ** writing? *** ********** ** *** * chicken ** *** *** **** ****, vendors ****** *** **** ****** ******* down. * **** ******* **** **** is * ****** *** *** ******* policies, **** *** ****** ** ***** up *** ********* ** *** ****.
*'* ******* **** ***** ****, ****** for ****** * **** ** **, but **** *** ************* ** **** aspects. **** *****, **** ***** ** retain ******* ** ****** "*****", ***'* knock **** *** **** ********* ***. Is ***** * ******** *** ****? Do ****** **** **** ** *** everyone *** ** *** ******** *** cancel *** ****? ** **, ** people **** ******** ** ****** **** have ****** ***** ** "******" ** take * ****? ** ***** * specific ********** ** ******** ******** **** trips ****'* ******** ** **** *********? You ******* *** *** ***** ******* of **%, ******* ** *** ****'* accurate ** **** *** ******? *****, is **** *** ******* ** ****'* in *******?
*** **** ** ****** ** ******** or *** **** ********* ****'* ** writing?
**** ***** ** *** * ***** to ****** ** ** ********* ***** it ** *****.
**** **** **** ** **** ***** objection ** ****** ***:
** ****** **** **** ** *** everyone *** ** *** ******** *** cancel *** ****?
** ** ***** *** **** **** that ********** ********** ***? **** ****** up *** *** **** ****, **** are ******* *** **** **** **** a ********* ******, ********* **** ** the **** *** *** ***** **********.
*'* ******** ** *** ********** **** blindly ******* **** *** ***
** *** ***** *** *** ***** and *** **% ** ****** ****** that *** **** ******* **** *** very **** *** ******? ** **** an *** **** **** ********** ********* / ******* ** **** *** *****'* lots ** ********* *** **** **** has ******* **** ******.
** * **** ** ****** ** default ****, *** ******** ** ******* allows *** *** ***% ************ ******? OBVIOUSLY ******** *** ** ****** ** a ***** ** *** *** * was ****** ** *** ** ** was ***** ******* ***** *** ********, ethics *****. (*** ******* ****** ***** other **** ** ******* *** ******* of *** ********)
****** *** ******* **** **** **, perfect ************ ** **** *********** *** emotional ******** ********* ******* ****. * mean ******, *** **** **** ******* a ********* **** ******* *********/*********** *** postponed ************? **** ****, ** ******, you *** * ****** ** *****, and ***** *** **** ****** ** be ********. **'* ** **** *** I ***** *** ****** ***** ** them ****** **** *** ** ***** that ***'** ***** **********. ** *** as **** **** * ***'* ***** the ********* ** ******** ***** ********* manufacturers ****** ***'* ***** ** ******, I ***** **'* * ********** ** opinions **** ***** **** **** **** in *** **** *** * *** that. ** *** ***** **** **** is ********* * ***** **** **** at *** ******* *** **** **** Corp ** **'* ***? ***. ***** they ***** ******* **** * **** from *** ********** ********** *****, *'* sure ***** ******* ** * *** different - **** **** ** ****** huh?
*'* *** ****** **** **** *** doing * **** ** ***, **'* a ***** ********* *** * **** compelled ** ***** ** ******* ********** of *** **********
********* *** **** ** **********, ** least ****** *** *** ** ***** off **** ****** **** ***** *** walk ****** ********* ** *** *** everything **. ***'* ****** ****!
*** ******** ** ******* ****** *** the ***% ************ ******?
*** ******** ** *** *** **** 2020. *** **** **** ***** ********. How **** ** ********** *** **** contract ** ***** ** *** **** show ** ******* ** **.
**** ****, ** ******, *** *** a ****** ** *****, *** ***** you **** ****** ** ** ********
* ****** ** ** ******** *** the ********* **** *** ****** ** be *****. **** ******* * ******* wants ** ******** *** ***** ** a ******* *** **** *** **** IPVM ***** ** ****** *** ********.
*****'* **** * *** ** ******** shows ******** ** **** - ***, GSX, *****, ********, *******. *** **** is *** **** *** **** ********** 're-scheduled' ***, ** ***** ******* ** have **** **********, *** **** ************ in ******** ****.
*** *** ******* ** ******* **** you *** *** *** **** ******* and *** ***** ************* ******* **** with ** ******* *'** ********** **** or *** *** **** *** ******* that **** *** *********** ******* **** customers **** ***** **** ******** ** the ****.
**** *** ** *** ***** **** someone *** ******* **** ** ***** on *** **** ** *** *************.
"**** *** ** *** ***** **** someone *** ******* **** ** ***** on *** **** ** *** *************. "
**** ** ** *** **** ** IPVM
* ***'* **** ***, *** *** be ******** ******* ** ******** *** still *** * ******* ** ** IPVM ****** ********.
"*** *** ******* ** *******"
** **** ** ******* *** *** time **** ******* ** ******** **** interesting *******.
"*********, ********** ******* ******* ** ****'* **********, as ********* ** ********* ********, **** is ** ********** ********** ********:"
*** *** ****** **** ** *** an ********** ********** ****-******* ******* **** a **** ** ****'* **********.
*****,
* ********** **** *** *** ****** but *** ** ***** *** ** looks **** * ************ *** *** been ****** ** ****** *** **** for * **** **** ****. ** this ************* ********* ****** *****, ** lost $**,*** **** ** ***** **** management ******* ******* **** ********* * week ****** *** **** **** ** March ** ****. * ***** ** can *** ***** **** **** *** not ******* ****. ** **** * decent **** ***** *** *** ** big ** ******. * *** **** imagine **** ****, ***, ****** *** other **** ******* ** **** ******* decision.
** ****, **** *** *** ** booth ***** *** * ***** *** and **** ****** ******* ******** ** it. * ** *** ******* ******** on *** **** ***** ***** ***. Yes, **** *** ********* *** *'** paid **** *** ***** ******** ** cancel **** ****. ** **** **** tells ** * *** ******** ** space *** **** ** * ******** size ******* *******.....***, ********** **** ** down *************.......**** ** *** ****.
** * *** ** ******, *'* downsize **** *** *** ** ***** Reed. **'* ******* *** ***** ** the **** ** ********* ** **** by */*. ** *** ***** **** has ********* ** ** **** ****** trade ***** **** ****, ***'** ********. It's ***** ***** **** ** ** extraordinary ****. ***, * **** * contract, * **** ******* ** ***. So **** ****. *** ***'* **** me **** *** ***** ***% ****. As * ****** ** ****, **** tried **** ***** ******** **** ** booth ******** ******** * ******'* ****** the ***** **** **** **** ***** my *******'* ***** ***** ** *** from **'* ******** ******** ***** ******** our ******** ** *** **** **** more. ** **** *****, **** ********* the ******* *** *** ** **** to *** ******** ********. ****** ****. But ** ** ****'* ******* ** my *********, **** *****'** ****** **** with **** ****. **'* *** ***** trust, *********** *** *************. **, ***** me *********.
** ** **** **** ** ***** shows *** ** **** **** *** best ** *** **** ** ****. But * ***** **** ** ***** it **** ** ** * **** expense ** **** **** *** **********.
***** ***** **** $**,*** ****, **'* bad *** ** *** **** ******* vendor ***** *** * **** *** aren't ******** **** **** *****'** ********* with *** **** **** ****, **** weren't ******* ******* * ***'* ***** and ** **** ****, **** ** don't **** ** **** ***** **** anymore.
*'* *** ****** ****** ** ***** 100% "****" ** ********, ****'* ********** subjective ** ****** **** ** **** thread. ***** *** **** ***** ** trade ***** ******** ** ***** **** the **** ******** **********? * **** reject *** ******* ******* ** **** article, **'* **********, ********* *** ******** the ******'* *********** ********. *'* **** to ******* *** ** *** *** bs ***** ******, *** ****** **** post ** **** ** ***! *'* speaking ** *** ********** **** ******* falling **** *** ***
****** *** **** ***** *****. ** an ********* **** ******* ** *** form ** *********, ***** ** ** expectation **** * **** *** * certain ***** *** *** * ******* that * *****. *** ** **** can't ******* ** ***** ************* ************* (that's *** ******* ** ** ********), then ***** ***** ** ** * mutual ********* ** **** ** **** for **** ***** *** ************ ** a ****** *****. * **** ****** are *********** *** ** *** ****** to *** **** ** ********. *** really, **** ** ****** ** *** security ********?
"***** ***** **** $**,*** ****, **'* bad"
*** ******, ******* ** ***********..
"** **** ************* ********* ****** *****, we **** $**,*** **** ** ***** show ********** *******"
***'** **** **** ** ****** ******* elsewhere ** ******* *** ** **** entities...
We **** ** ***** ****!
***** ** ******** ******** **** *** 100% ********** ******, ** *** *** the ****** ** ****** ** ** there, ** ** *********, **** ****!
**** ** *** ********* ******** *** attending *** *** ******** ******* ***** that **** *** ******* ** *** back ******** (**-******), ** **** ******* on *** ******* **** ** ********** and **** ********* **** **** ******** to **** **** **** ***** ********. We *** ****** ********* **** ***** Manufacturers ** *** ********, *** *** more **** **** *********.
*******ü** *** * ******* *********** *****, meaning ** **** **** **** *** Tier ********* *** **** ** ************* themselves **** *** ***********. *********, ** don't **** ******* **** ********** ** have ******* ******** *** ********* **** the *** ******** ***********, ********* *** Consulting. ** *** *** ********* ** walk-by ***** ******* ** **** *** exhibit * *******.
For **, ** ****** ** ******* **. ********!
** ********** ** **** **** ** will ****, *********** *** ******** *** latest ***** ********** ********** ***, ** remain ********* ** **** ** ***** opportunity ***** ******** ************* **** ***** who *** ***** *** **** ** our ********!
"**** ** *** ********* ******** *** attending *** *** ******** ******* ***** that **** *** ******* ** *** back ******** (**-******), ** **** ******* on *** ******* **** ** **********"
* **** *** ** ********* ********* are *******...
*** ****** ****** ** *** ******* for *** **** ****? ** ** more **** ****** **** ** **** in ****. **** ***** ** ***** to ******* **********, **** *********** ** the ********, **** *********. *** **** should ** ***** ** * **** when ** ** **** ********** ** get *****.
** **** ** *********** ** *** what ****** **** ***. * ******* airfares ******* *** * ***'* ****** what **** **** ** **** ** can't *******. *** ******** *** **** sending ** **** ******** ** ******* offers ***** *** ** ** ********** was **** **** **** ****** ** rooms ********* ** ***** ***** *** maybe * ** *****! * ***** think ***** ** *** ****** ****** for ********** ** **** ****** *** Venetian ** ***** ****** ** **** back *** **** *** ***** ***** a *** ** *** ***+ ************.
"** **** ** *********** ** *** what ****** **** ***. * ******* airfares ******* *** * ***'* ****** what **** **** ** **** ** can't *******. "
******* *** ***'* *** ********** *******.
"*** ****** ****** ** *** ******* for *** **** ****? ** ** more **** ****** **** ** **** in ****."
** **** ******** ** *********** *** some ** *** ******* ******** **** planning ** ******* **** ** * few ***** *****... **** ****** ***** the ******* ***** ****.
*** ***** ****, *** *** ******* today ** ***. ******* *** ************** Meltdown! * ***** **** ** ** on *** *** ** ****.
** *** **********, ****'* *** ******. I ***'* **** ****'* **% ********** position, *** * ********** **. *******, in ** *******, ***% ********** ** just **********.