SHOW NEWS: Economy Hampers Most 2008 NIFS/West Numbers

John Wolz

After a record-setting year in 2007, statistics for the 12th annual National Industrial Fastener Show/West slipped, but most numbers remained above the previous 11 West shows.
Most participants attributed the drop to negative economic news during September and October.
Last year’s record 829 booths edged down to 819. There were 633 exhibiting companies compared with 688 last year.
There were 150 new exhibiting companies for 2008. There were 176 new companies in 2007.
This was the second year at the larger Mandalay Bay Convention Center in Las Vegas after 10 years at the Paris Las Vegas Hotel.
Distributor registration dropped 12.9%, from 1,577 to 1,373. The NIFS record is 1,733 set in 1995 in Columbus, OH.
Overall registration fell 12.6% from the record 5,620 set last year to 4,913 for 2008.
Some numbers held their own. Show attendees came from 38 countries & up from 36 last year and 37 in 2006.
Booth prices rose to a new high of $1,795, and $1,895 for premium corner locations – up $100 from 2007.
“I look at the quality of those we see rather than the quantity, so in that respect the show was good,” one 2008 multiple-booth exhibitor declared.
One happy exhibitor declared the 2008 show “very successful. We had three people at the show and we were all continuously busy. We actually were not able to meet with all the people we wanted to, or who wanted to meet with us. We needed more time, a bigger booth/staff, or both.”
“The show was good for us although it was both slower and a bit smaller than 2007. Most of the questions were about steel prices for fasteners.”
“I thought the show was a bit weak. Many of the distributors are saying business is good but I do not think they are looking forward at the next few quarters. I see sales very, very soft going into 2009.”
“It was a good show for us; we got to see a lot of our customers and firmed up sales for next year. It will be a tough year for many of us in this industry. There are too many shows now, there will be fallout this year and I think [NIFS/East in] Columbus may be one of them.”
“The show was extremely busy the first four hours on Monday, but as lunch hour rolled around it quickly diminished and didn’t seem to pick back up for the day. There were a few stragglers roaming around, but not enough to justify our booth staffed with five associates.”
The CEO of one regular exhibiting company “felt the show was slow both days. Between 10 a.m. and 1 p.m. Monday was busy, steady and engaging. Slow after that with intermittent small ‘rushes’.”
The show was “ok, but I heard from some of my customers that they really didn’t like so many foreign firms exhibiting there.”
One non-exhibitor rated the show as “good. We got to see a lot of suppliers, customers and competitors.”
One manufacturer rated the machinery and equipment section of the traditionally distribution-oriented show as “odd and possibly not the right venue.” However, “one person told me that many of their customers were exhibiting so that customer would come by to see what was new.”
Second Day Hours
As the number of booths grow at trade shows, management usually extends hours to give attendees time to visit additional booths. But NIFS exhibitors questioned the need for the longer second day.
“I do not think the show being open until 2 p.m. on Tuesday was worthwhile. Noon would have been sufficient, as we did have some good conversations with customers up until noon.”
“The show should be one day and start on Tuesday. The second day is always a bust. Day One hours could be expanded – say 8 to 5 or 9 to 5. Booth rental rates should go down accordingly,” a multiple booth exhibitor suggested.
“I’m not sure the extra two hours were needed,” another exhibitor reflected. “In years past, most exhibitors were ready to tear down by 11 a.m. because foot traffic had stopped. Now I saw people tearing down at 12:30 to 1 p.m.”
“The show should be one day and start on Tuesday,” suggested a multiple booth exhibitor.
Suggestion Box
What if time slots were dedicated to the show?” one exhibitor asked. “For instance, distributors had the first four hours of day one. The second four hours could be for OEM’s. Finally, the third day is for all, even the public. It would also help in knowing how companies exhibiting should staff their booths.”
“In the opinion of many who spoke with me, Tuesday could well have been added to Monday’s time slot. We were there until 4, so would another 2-3 hours on the initial day be such an inconvenience or a non-workable idea? It looks like even the West show could be one day. Begin at 8 a.m. and run until 6 p.m. There’s 10 hours. The second day roughly averages about 3 hours. ”
One exhibitor is looking forward to NIFS moving to another convention center after 2010. “This hotel is too far out of the main stream” as the southern most convention center on the famed Las Vegas Strip.
“The distance from hotel to convention center became long carrying things, and you just couldn’t dash back to the room if you forgot something.”
Several exhibitors complained about being in “odd” locations. One exhibitor described his location as “crappy on the very outside with only a couple of other companies on that row. I’m not sure we’ll be back next year.”
Hotel Prices
Numerous show participants complained about NIFS’ hotel prices. While NIFS offered a “special show rate” of $219 at Mandalay Bay, an individual exhibitor negotiated a $120 price for his staff. The NIFS rate for the attached Luxor Hotel was $189, but fastener show participants reported finding Luxor rates as low as $65 online.
Many neighboring hotels offered lower prices as low as $38 at Tropicana, across from Luxor.
Hotel prices led one participant to ask, “How effectively is show management negotiating for the industry?”
In 2005 NIFS acknowledged that a “portion of the special room rate will be credited to the show master account to help defray the cost of the Welcoming Reception.” Many associations and trade shows negotiate with hotels to receive part of hotel room price. NIFS has not announced its current hotel financial arrangements.
The official show prices at Mandalay and Luxor may have reduced hotel occupancy for NIFS management. “It would be good if the organizers could get better pricing for exhibitors at the hotel. We opted to stay off site to keep costs down. The Bay prices were very high considering the ‘show special’ and the overall slower business climate for them.”
“I wonder if a convention center exists closer to two or three less expensive hotels.”
Election Day
NIFS/West management chose to schedule the show during the U.S. general election including the presidential, most of Congress and state and local elections.
Several show participants complained about NIFS’ choice of dates for the show. Even though individuals could vote by absentee ballot, the show took the fastener industry away from Election Day activities, one exhibitor noted.
The show owners termed the schedule as “an unavoidable conflict.”
But others questioned “unavoidable” noting there are other convention centers in Las Vegas and numerous alternatives across the western U.S. for NIFS/West. Another noted NIFS could book further in advance to avoid dates rejected by other conventions.
“Did they pay NIFS to take that day?” one politically-oriented exhibitor asked.
Future Shows
NIFS management announced 47.9% of exhibitors responding to a survey favored an October/November West show, while 31.4% preferred a May show and 20.7% responded that date doesn’t matter to them. NIFS is looking for autumn dates for 2011 at Mandalay Bay, Sands Expo or the Las Vegas Convention Center. “We are also negotiating with hotels to get lower room rates and getting competitive bids for exhibit services,” added Show Manager Susan Hurley.
NIFS reported 1,373 distributors; 443 manufacturers, 151 manufacturers’ reps, 147 importers, 82 independent sales reps, 32 rod & wire specialists and 232 “others” including machinery builders, platers, quality control and tooling components.

Actual attendance is not known as NIFS figures include advance and onsite registration. NIFS management does not use a verified attendance system and the show is not audited by an independent trade show quality assurance system. Show management does provide full registration information to exhibitors.
NIFS/West is scheduled for November 16-18, 2009, and November 8-10, 2010. For additional information contact show manager Susan Hurley. Tel: 614 895-1279 E-mail: info@fastenershows.com Web: fastenershows.com �2008 FastenerNews.com