2011 Economic Survey Presentation

Las Vegas, Nevada

Thursday, December 1 &

Friday, December 2, 2011

Who’s in the Audience?

• Designer/Producer – participated in 2011 survey

• D/P – participated before but not in 2011• D/P – never participated in this survey• Other membership segments

Presentation Format

• Presentation of selected data– Small portion of all that is available in report– 2011 or multi-year trend– Uses 3 size groups for most (<$6M, $6-25M, >$25M)

• Discussion Encouraged!– Is there a trend in the data?– How does this data or trend reflect and impact our operations?– Similarly, how do they reflect and impact the greater industry?

Participation & Process

• 44 Exhibit Houses (down from low 50s)• Data from year 2010• Online entry format• Confidential• Independent CPA reviews and validates• Only participants receive full report

Thanks to Our Sponsors

Why Participate?• Compare your results with industry peers• Provide data to clients supporting your

competitiveness in the industry• Benchmark and control your expenses• Track your growth rate compared to

similar-sized organizations• Provide realistic financial ratios to lenders

benchmarked against similar organizations

Sales Diversification

24.7

19.2

11.39.5

8.3

6.7

6

3.6 10.6

201021.3

27.9

12

6.2

8.2

5.3

6.5

3.4 9.2

2001

New Exhibits

I&D / Services

Program Maint.

Graphics

Transportation

Rentals

Perm. Envs.

Storage

Retail / Mktg / Events

/ Other

Exhibit Prices:

2001 '0

2'03

'04

'05

'06

'07

'08

'09

2010

1000

1100

1200

1300

1400

1500

1600

1700

1800

<$6.5M

$6.5-25M

>$25M

Inline, per 10 feet

Exhibit Prices:

2001 '0

2'03

'04

'05

'06

'07

'08

'09

2010

40

50

60

70

80

90

<$6.5M

$6.5-25M

>$25M

20x20 Island (in 1000s)

Storage

• “Published” rate: 17 – 26 cents per cu. ft.• Actual rate typically + or – 2 cents,

using the annual price and space used for a property scenario

• Storage revenue covers $5.42 to $10.69 per square foot of facility space dedicated to storage

2011 Operating Statement

<$6.5M $6.5-25M >$25M0%

10%20%30%40%50%60%70%80%90%

100%

Net Profit Before TaxInterest/Deprec/OtherOperating ExpsIndirect CostsDirect Costs

Where does the sales $ go?

Productivity:

2001 '0

2'03

'04

'05

'06

'07

'08

'09

2010

0

50

100

150

200

250

300

350

400

<$6.5M

$6.5-25M

>$25M

Sales per Employee (in 1000s)

Productivity:

2001 '02 '03 '04 '05 '06 '07 '08 '09 2010

<$6.5M

$6.5-25M

>$25M

Sales per Payroll Dollar

$3

$4

$5

Job Creation

2001 '02 '03 '04 '05 '06 '07 '08 '09 2010

<$6.5M

$6.5-25M

>$25M

0

50

150

200

(Employee Count)

100

House Accounts

2001 '02 '03 '04 '05 '06 '07 '08 '09 2010

<$6.5M

$6.5-25M

>$25M

0

10%

30%

70%

(% Sales with No Commission)

50%

Sales Compensation Cost

2001 '02 '03 '04 '05 '06 '07 '08 '09 2010

<$6.5M

$6.5-25M

>$25M

0

6%

9%

15%

as % of Sales

12%

3%

Healthcare

<$6.5M $6.5-25M >$25M0%

20%

40%

60%

80%

100%

High Deductible PlansTraditional Plans

• Typical Healthcare Cost per Employee:$5,700-5,900

• Usually, 70-90% of employees are in plan,with 40-50% including dependents

Days Sales Outstanding

2001 '02 '03 '04 '05 '06 '07 '08 '09 201030

40

50

60

70

80

<$6.5M

$6.5-25M

>$25M

(Accts Recv / Sales*365)

Historical Performance:

2001 '0

2'03

'04

'05

'06

'07

'08

'09

2010

0

5

10

15

20

25

<$3.5M

$12-25M

Sales (in Millions)

Thank you!

Take advantage of a valuable EDPA member benefit and participate in the

Economic Survey in 2012!