AOCA Conference 2006

1. Convention Centers Management In times when projects multiply The real experience of managing a Center Günther Kruse Messe Frankfurt Germany AOCA Conference 2006 B1 GGK

2. How do you start your business? This way? Or that way?

3. The Frankfurt/Rhine-Main region: one of the world's leading economic regions • 3 federal states converge in the Frankfurt/Rhine-Main livingroom and economic area: Hesse, Rhineland-Palatinate, Bavaria • Approx. 5.2 million people live here • In an area representing 3% of Germany, around 6% of the population generates more than 10% of the GDP • A major traffic hub thanks to its location in the heart of Europe Source: Prognos AG Frankfurt location

4. Frankfurt am Main: a European metropolis with tradition • 794 first documentary mention of Frankfurt • 1150 first mention of the Frankfurt Trade Fair • 1585 establishment of the stock exchange • 1815 Frankfurt becomes a free city and seat of the Diet of the German Confederation • 1848 the first German national assembly convenes in the "Paulskirche" • 1957 the German Bundesbank takes up its work • 1998 seat of the European Central Bank Frankfurt location

5. Frankfurt am Main: a top business location in the region • Jobs for around 600,000 people • Approx. 71,000 companies are based here, including 330 national and international banks • Seat of the European Central Bank • Mainland Europe's largest airport • Europe's largest railway station • World's third largest trade fair complex Frankfurt location

6. Messe Frankfurt corporate group 2005*: a global player in the trade fair sector • Organiser of 120 trade fairs worldwide • Shareholders: City of Frankfurt (60%), State of Hesse (40%) • 14 subsidiaries outside Germany, 5 branch offices and 50 foreign representatives covering more than 151 countries • Turnover in 2005*: 360 million EUR • More than 57,600 exhibitors and some 3.4 million visitors • Third largest exhibition centre worldwide:Total exhibition space: 475,000 m2(indoor: 322,000 m2, outdoor: 83,000 m2) *Business year 2005: preliminary figures Messe Frankfurt Group

7. 2005 - Good year for guest fairs • Total of 14,700 exhibitors and 1.6 million visitors • IAA - International Motor Show • Bookfair - Guest of Honour 2005: Korea Guest of Honour 2006: India • Euromold - central marketplace for new manufacturing and process technologies • IMEX - The Worldwide Exhibition for Incentive Travel, Meetings and Events • Outook 2006: Airtec - International Trade fair for Aerospace Industry Suppliers Guest events, congresses, events

8. Messe Frankfurt – Frankfurt Fair and Exhibition Centre This decade, Messe Frankfurt will invest a total of € 770 million in the expansion of the Exhibition Centre and in its infrastructure. The first expansion phase was completed in August 2001. The result is two new buildings: Hall 3 with 38,000 sq m and the Forum.

9. Congress Center Messe Frankfurt - the offer The Congress Center • Harmonie Hall with floor suitable for vehicles and mobile walls for up to • 2,200 people • In same building as Frankfurt • Maritim Hotel, a further • 2,000 hotel rooms within walking distance

10. Congress Center Messe Frankfurt - the offer Messe Frankfurt Forum • Areal Hall with 2,300 sq m • Panorama Hall with 2,400 sq m • Further conference rooms and light-flooded foyers

11. Congress Center Messe Frankfurt - the offer Festival Hall • Historical domed building dating from • 1908 • Interior space with 2 flights of seats for more than 10,000 people

12. Congress business - development 2002 to 2004 Sharp increase: • Number of events up by around 25% • Number of participants increased by 36% Highlights in 2005: • SAP NetWeaver Kongress • Storage Networking World Europe 2005 • Dental Marketing Kongress • Tetra World Congress 2005 2002 2003 2004 Visitors in '000 Events (congresses not associated with trade fairs) Guest events, congresses, events

13. Special events – development 2002 to 2004 50% more visitors since 2002: top concerts and corporate events generate growth Highlights in 2005: • David Copperfiled • Rod Stewart • Holiday on Ice • Messe Frankfurt Marathon • 46th "Ball des Sports" 2004 • Thomas Cook – "Premiere Reisesommer" 2002 2003 2004 Visitors in '000 Events Guest events, congresses, events

14. Hardware – building and technical equipment „Software“ Staff: marketing, sales, technical, catering Know how, behavior, language, customer-oriented skills Planning and Booking - IT Additional services Quality management Patient shareholders Managing a Convention Center – What you need

15. Messe Frankfurt As A Partner To Fair Organizers: • The Range of Services is comprehensive: • Exhibitor Manual • Visitor and Exhibitor Services • Catering and Restaurants • Translation • Electricians • Florists • Hostesses • IT Service • Catalogue Service • Graphic Artists • Furniture • Personal Congress Organizer • Professional Fair Organizer • Forwarding Agents • Stand construction • Ticketing

16. The Rhine-Main Hotel Guide: to round off your trade fair participation A service for exhibitors and visitors: • Published yearly in German and English • More than 600 hotel listings in Frankfurt and environs • Structured by trade fairs and price categories • Planning efficiency and cost reductions for your trade fair visit • Transparent and clearly structured • Now available as a brochure and online www.hotelguide-rheinmain.de Services

17. Mobility for everyone • Barrier-free access points and lifts • Disabled-friendly parking facilities and sanitary facilities across the exhibition complex • Special services for the disabled, e.g. wheelchair and scooter rental Various information possibilities: • Info hotline +49 69 7575-69 99 • www.messefrankfurt.com • handicap@messefrankfurt.com Open for all visitors Services

18. Problem-free travel to international trade fairs with special trains • Many trade fair visitors choose organised travel Service offer - examples: • Paperworld, Beautyworld and Christmasworld 2006:Special trains and carriages from 23 cities in Germany • ISH 2005: More than 900 trade fair visitorstook advantage of the special trains from Berlin via Hanover, from Dortmund via Cologne and from Munich via Augsburg Services

19. Wireless Local Area Network – Hotspot covering the entire exhibition grounds • Wireless Internet access (WLAN) for exhibitors and visitors • Cooperation between Messe Frankfurt and T-Systems • For all equipment such as notebook, PC, PDA with W-LAN card • Exhibtors can order onlinevia EasyOrder or via the service brochure • Visitors can obtain access online or at vending machines Services

20. Standards responding to specific issues to be meaningful and widely applicable to facilities and events. Standards from a client perspective Standards identifiable and articulated – understood by facilities and clients Not only benchmarking with other facilities. Developing in phases rather than all at once. Developing Relevant Standards

21. Quality Awards by ICCA, AIPC, IMEX (APEX), EIBTM and National Associations To measure performance, standards have to be not only „metrics“, but „process“ oriented. Categories Owner‘s perspective Client perspective Community perspective Internal perspective Test with the best

22. Facility Performance Measures Occupancy, service utilization, competitive comparisons and service levels Financial Accountability Integrity and professionalism Fulfilling the financial obligations to shareholders Accounting priciples and reporting systems Economic Impact Generating, calculating, documenting and reporting broad economic benefits The Owner Perspective

23. Recognize importance of client satisfaction Customer Service Identifying customer needs and expectations  designing and modifying service, staff training from initial sales contact through post-event evaluation Quality of Facilities and Operations In conjunction with industry organizations and client groups (PCO) maintain a process for identifying marketing expectations Security and Emergency Response Recognize client concerns and requirements for S&S measures in place – together with authorities and industry organizations Special Needs disabled access … Financial Integrity Responsability to financial interactions with clients and suppliers The Client Perspective

24. Employee Relations Employee training and professional development opportunities Appropriate staff participation in systems and procedure development Employee achievement and recognition programs Vehicles that enable staff to recommend areas for operational improvement Health, Industrial Safety and Emergency Preparedness Clean, safe and secure operating environment for staff, clients and delegates Supplier Relations Selection of Supplier based on their professionalism, experience, reputation, and value for money The Internal Perspective

25. Corporate responsability and positive community interface Community Relations Social and economic responsabilities Undertake specific activities to promote understandig and awareness amongst key community groups Communications Media and government relations Environmental Responsability Minimize impacts on the environment, waste management, energy conservation, recycling Industrial Relations Participation in local, national and international organizations The Community Perspective

26. Management of a Conventions Center In times when projects multiply; the real experience of managing a Center. Impact of events in a Destination/Venue. Chain of Value We need to create awareness regarding the real, huge benefits that stem from this highly profitable segment of tourism; benefits for Companies and the State. Marketing for the training of International Events Now: This is how to run a developed business AOCA Conference 2006 customers Money B1 GGK

27. Thank you again for your attention