Reed Requiring 20% Penalty For ISC West Exhibitors Dropping 2021

By John Honovich, Published May 10, 2021, 12:04pm EDT

Tensions are rising between manufacturers and Reed, the owner of ISC West, as Reed is requiring a 20% penalty for long-term ISC West exhibitors who are withdrawing for 2021 but still committed to exhibiting in 2022.

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Inside this note, we examine what is going on behind the scenes, who is right, and how it impacts the future of security trade shows.

Executive *******

***** **** ***** *** 20% ** ****** ***** contractual ****** ** ********** due ** *** ********, many ************* **** **** as ********** **** *** a **** *********** * times *** *** ***** run ** * ********** different **** *** **** radically ***** **********.

**********, **** *** ******* manufacturer ******** ** **** $10,000 ** $**,*** ****, we ** *** ****** this ** ****** ** any ***** ******, ** it ** ******** *** likely ************ *** ****** litigation.

*******, *** ***-**** **** Reed *** ********** ***** their****-****** ************ ** *** original **** ****(**********************), ** ***** ***********, increasing *** **** **** many ********** ******** ***** 2022 ****** ** *** not ** ******* ********.

Reed ********

**** ********* *** '**% retention ***', ********** ** IPVM **** **** **** a ******** **** ******** payment ** **** *** withdrawing *** **** **** have ******** *********** *****:

****** ****, *** **** will ** ****** ***** July **-**, **** ** the ***** **** ** Las *****. ** **** done *** *** ********* show ***********, ********* ******** health *** ******** ******** and **** ******* ** welcoming *** ******** & public ****** ******** **** to **-****** *** ********’* future ******** ** *** Vegas. ** *** *** case ** ****,we ***** *********** ***** in preparing to hold an event and we rely on the participation of our contracted customers. From a practical perspective, the team has planned, developed, and invested considerably in ISC West 2021. The difference between 2020 and 2021 is that this **** ** **** ** ******* *** ***** *** *** ******** ******** **** ********* ***** ** ******* ** **** ** **** ******** **** *** *****. Given these times, we are working with our customers to find creative solutions, including the ability to downsize their participation and take advantage of our digital offerings without penalties. If a customer cancels their commitment to participate in any of the options available, we still have an obligation to pay our venue, vendors, partners and staff and the 20% retention fee - which is a provision of the contract - offsets some (though not nearly all) of those expenses. [emphasis added]

Costs *** *******

***** **** ********** *** costs **** ********, ****'* business *** **** ********* profitable **** *** *****. For *******,** ****, ***** ** *****, Reed *** ** ********* profit ** ~$*** ******* USD *** * **% operating ****** ****** (***** is ****** **** ********* all ** ***** **********).

**** **** *** ****** money ** ********** ** good ***** **** *** profits *** ****** *** cost ** ***** ****. But, ** *** *****, when **** **** *** deliver *****, **** ******* the ********** ** ***** pay.

20% ******* *********

********** *** **** ******** from ~$**,*** *** *** smallest ****** ** ~$***,*** for *** **********. **** is **** *** '********' cost - *******, *****, Unions, *** *** ***** of ***** ******** *** extra. *** **% ******* will ***** **** ~$*,*** towards $***,*** *** *** biggest **********.

*** ******* ** **** applied ** ************, *.*., we ********* *** **** for **** *** ** were********* $*,***+ *** **** when ** ********. *** *** ******* how *** **** ** since (*) *** ** going ** ** ****** handouts ** * ******** and (*) *** **** people *** ***** ** even ** *****, *** alone ***** ****** * bag?

Same **** ****?

***** *** **** *** location ** *** **** in **** *** *** same ** ** *** when ** *** **** held ** ****, * number ** *********** *********** now ***** **** **** exhibitors ****** ***** *********:

  • ********** ********* ********* **%+ **** from **** (*** ** 1,000+)
  • ********* *** ******** ** be **** ** - 75% (*,*** - **,*** vs **,***+)
  • *** **** **** ******* on * ********* ***** the **** **** ****** on * ******. ***** week ****** *** ***** for ********** ** ** reduces *****-*** ********** *** forces *** ** ****** the *******.
  • *** **** **** *** held ** *****, *** 2021 **** ** ***** held ** ****. ****** exhibitions *** **** **** attractive **** ****** ****, due ** *********, ******** out ** ******, *** peak **** ** *** Vegas, ***.

*** ******* ** **** this **** **** ***** "ISC ****" ** *** inferior *** ********** **** the *** **** ****** up *** * ***** ago, **** ** ** health ***** ****** (*** the **** ** ********).

Frustration *** **********

* ****** ** ********** voiced *********** ** **** calling ****'* ******** ****** and *****-******* ****** *** surprising, ****** *** ****** of *** **** ****.

** *** ***** ****, some **********, ****** *** to **** ***** ******** payment, **** **** *********, as **** *****, ** downsize ** ** **** up *** ****'* ******* activities.

2022 **** *******

**********, **** ****** **** has **** ** **** clear **** *** **** show ** **** ** ~9 ******. ********** *** manufacturers ** ****** ***** booth ***** ** **** stop ********** **** *****. However, ** *** ** economy ** ***** **** (which ** ** ********* to ** **) *** exhibitors **** *** **** as ***** ********* ** their *********, **** ***** snap **** ** **** might ********* *** **** for ***** ** ****.

Vote / ****

Comments (30)

****, **'* **** ** know **** **** ** at ***** ******* ****.

IPVM Image

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** ** *****, #* is ******. ***, ****, IPVM ******/********* ***'* *** how ******* **** ** polls.

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*** **** ***** **** you *** ****** **** that ** ***** ** super ******* ***** *** implementation *** ******* **'* possible ** ***** **, John...

Agree: 2
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******** *** *** ********** and ********* ** *** database ***** *** ********. What * ** ****** is **** ** **** no ***** ** ********* to **** ** *** any ****** *****.

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***! **** **** ** Reed. *** ***** ****** want ** "*******" **** them *******?

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**** **** * ****-******** and **** **** **. How **** ******* ** physical ******** ****** ******* have *** ******* **** of ********* ** *** place?

**** ****, * ***** it's * ***** ****** and ********* ******* *** I ***'* *****, ************ speaking, ** ** * senseless ********.

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* ***** *** *****. Monopoly ***, *** * fear *** **** **** the ****** *** * trade **** ** ******** diminishing. **** ******** **** my *** ************ ** an ********, * ** not **** **** * missed ******** **** ***** absent * ***** **** a *********. *** **** if * **** **** go **** **** **** when ********** ** ***** opened ** *** "****".

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****** *** * ***** show ** ******** ***********

* ***** **** ** a ********** **** *** them. *** **** *****, companies *** ***** ***** even ** *** ***** was ************ ******* '******** did **' *** **** feared **** ***** ** viewed ** ***** **** if **** *** ***.

*** **** ** * will **** ** **** next ****

**** ** *** *** question. * *** ** people *** ****** ** go **** *** * believe **** *** ************ missing *** ******** **********. But *** **** ** those ****** *** *****? Are **** ****** ******* that ***? **** * minority? *** **** **** attendance **** ** * key ********* *** ****.

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* *****, **** ** playing **** ****. **** move ***** ** ************ if ****** ************* ****** NOT ** *****. ** company ** *** ********* this **** *** ******* customers **** ******* *** to ********* ***** **************. ISC ********* **** ******* to *** ********** *** the *********. ** ********* like **** (*** **** like **) ****'* ***** to *********, ********** **** drop.

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Informative: 1
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****** **** * **** "survey" ********, ****.

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****** ** ****** *******. The ***** ** **** is **** *** ****. I **** ******* ** the *** * **** less ******* *** ****** company ** *** **** a ******* ******** ****. (IPVM)

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*'* ***** *** ** this **** *** * think * **** **** my ***** ********* ** the ******.

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****, ****? ******'* **** year ** ****** ** go ***-** **** **** year? * ** *** sure * *** *** logic.

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**** *** ***** ***** drum ** *** ***** and ************ **** **** right?

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** *** * ***** think *** *** **** return ***** ** ****** in **** **** ****. If * *** ***, I'd **** *** **% hit ***, *** *** 80% **** **** ********* and **** ******** ***** back ** **** **** for *** **** **** things **** ** ******.

Agree: 5
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** ** ********* ** have *** **** ******** of **** **% **** policy ** ****.

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**** ** ** ** option, **** ********* ** in *** ******* *****.

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*** *** ***** *** at **** ********* ** a **** ** *** correspondence?

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**'* ******** ****, *** ***** **, it's * **** / ISC **** ******** *********.

******* ***** *** *** section ** *** ***** included ** *** ******** report:

** * ******** ******* their ********** ** *********** in *** ** *** options *********, ** ***** have ** ********** ** pay *** *****, *******, partners *** ***** *** the **% ********* *** - ***** ** * provision ** *** ******** - ******* **** (****** not ****** ***) ** those ********.

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***** ** ** ***** to *** **** ** July ****. ****** **** does ** ** *** going *** *********, ********** or ******** *** ********.....*** will ** ***** *** an "******" **** *** by ******* **** (******* sponsored ******). *** ***** really ******* *** *** solutions **** * ****** to ***** **** ** somewhere ****.

********* ******* ** ******* their ****** **** ** September, *** ****.

*** *** *** ** 2022!

Agree: 5
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Informative: 2
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Funny: 1

*** ******** ** * little **** *******. **** rolled **** *** ****** paid *** *** **** show ** ** ******* to ****. *** ****** is ** *** * refund ** **% ** pay ** ******** ** 16% ** ******* ** the **** ****.

** * ***** ******* with * ******* ********* budget, * **** ** also **** **** ******* the *********** **** ** not ************* ** *** show *** ******* ****.

* **** **** *** decision ** ** ** Vegas ** ******; *** in *** ******* *** in *** ******* ****. With ******* ** *** larger ********* ********* ** participate ***** **** ***** will ** ******** ** go ***** *** ******* booths. **** ** ****.

****** **** ** *** say "*****." ***-******* (***** 22135), "*** ******-****** *** connector *** ***'* ***** up!"

Agree
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Informative: 6
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Funny: 1

*** ****** ** ** get * ****** ** 80% ** *** ** increase ** **% ** exhibit ** *** **** show.

******, ****** *** *** feedback! * ***** **** for * ********, ** they **, * **** update. ** *******, **** increases ***** *% *** year, ** **** **** (last **** ****) ** 2022 (**** ****) **** would **** *** ** a ***** ******** ** 9-10%.

*******, ******, **** *** Reed, * ***** ** surprised ** **** **** firm ** ******** ***** from *** **** ****. It's ***** ** ** challenging *** **** ** match **** ********** ** 2022 ** * ** not **** *** **** can ******* **** ** increase.

*** **** ****, ******, seriously, *** **** ** market ******. ******** *********** would ** ********* *** you. **** * ** second ***** *** *** it ** ********, *****'* lots ** ********** *****. Also, ********, * ****** bit **** ********* *** highly ********* ** ******** integrators. *** *** *** an ******* ****** ** qualified *********** *** $*,*** a ***** *** *** it *** **** ******** to * ****.

** ** *****, * am *** ****** *** should *** ****** *** West *** ** *** are ***** ** **** that ******** **********, *** definitely ****** ** ****** smaller ******* *********** ** reach **** ****** ** social *****, ***** ***.

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****** ****. * ********** your ***********.

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*** **** **** ****** the ************ ********* *** attend ** ***** *** to **** *** **** out ***** ** ***** that ** ******, ********* the ***** *******?

**** **** ***** **** on *** **** ******?

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**** *** *** **********, I *******, ** ****** '**********'.

* ***'* *** *** fake ***** ***** ** most ******** *** ******** to ****** *** **** and *** * **** badge.

** **** *****, **** happens ***** ****, ** long ** ** ******** does *** ********* *** up * ***** ** the ******* ** ** an ***** *****, * don't **** **** *** show ***** **.

*** ***** ** **** most ***** ******* ****** a ***** **** ** 2019 *** *** **** show *** *** *** trying **** ** ** for **** **** **** show.

* ***** ***** **** would ** **** ** a **** ** **** if ********** ******** *** value ** ****** *** a *****.

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Funny

**** ** * ******** and **** **** **.

* ****** **** ******* show

Agree: 1
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******** * ********** ****'* position **** ******* ** shows ** ***** **** business. ********** ***** ******** during **** **** ** an ************ ********.

* **** ********* **** show *** ** ***** and **** **** **** should ** ******** ** a **** ***** ********* everyone ****.

****** *** **** ** the ****** ** *** summer ** *** ** 113 ******* ** *** of ********* ***** ********** will ****** *** ***** more **** *** ****** the **** ** ***.

Agree
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Informative
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Funny

****** *** **** ** the ****** ** *** summer ** *** ** 113 ******* ** *** of ********* ***** ********** will ****** *** ***** more **** *** ****** the **** ** ***.

****, * ***** ****'* a **** ****. * also ***** **** ***** that *** ****** *** actually ** *** ***** to ** ****** *******. The *** *** ********* seemed ***** ************ ***** that **** * ***** ago ** **** ***** happen *** *** **** as ****. *********, *** West ** *** ** more ****** **** *** Tec ** *** ******** and ***** *** *********, we **** ***!

Agree
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**** ** *****. **** everyone ** ********** ** recognize ** *** **** that ********* ** ****** and **** ******** ** at * **** *** seen ** **** ** years. ***** *** ****** of ***** ******** **** dwindle ** *** ********** become ******** ******* ** efforts ** **** *** world's ******** ***** ****** afloat. **'* ***** ** be * ***** ***** we ******** * ********** cycle; *** ****** ******** will *** ** *******.

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*** ** ** *** think ***** *** *** smaller ************ ***** ***** do **** ****? ******* the ******* ***** ***’* bring ** **** ***-***** for *** *************, *** a *** ** *********** would ****** ** *** the ************* *** *** what’s *** ** ***** product *********. **** ***** like * **** ****** option **** ********* ** Vegas ***/** ******** *** money ** *** * booth ** *** ****. I **** *’* ******* forward ** ** ***** ADI **** **** **** for *******.

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