Transcript Viparis: strategy

Viparis
Private company uniquely centred on venue management
Created in 2008, fusion of 2 competitors
Objectives:
• A stronger position in the destination
• Optimization of calendars in order to capture more
international events
• More investments to improve and enlarge venues
Viparis today
• 10 venues, one company
• 630 000 sqm
• 330 exhibitions, 150 congresses,
over 600 corporate events per
year
• 11 million visitors per year
• Centralized sales & marketing
and support departments
• Operations departments
decentralized
Strategy: destination Paris
Group’s choice is to remain attached to a single
destination: Paris
• We manage 90% of the sqm in the Paris region
• Strong local market:
150 congresses, 120 of which are French regular clients
330 exhibitions, 300 of which are French regular clients
• Paris has a strong international appeal
Strategy: destination Paris
• Need to develop services to reinforce
this attractiveness
• Communication strategy towards the
general public
• Venues become a part of city life:
Electric, shopping centers, etc.
Sales strategy
• Calendar management and optimization
• Package proposals (room construction,
etc.) to present a full solution to the
client. Venues are now less specialized
• New sources of revenue (ex.Cirque
Bouglione)
• New business models (free rental = risk
sharing)
Sales strategy: exhibitions
Creation of new exhibitions
• Starter guide
• Welcome discount
• Late option deadline
• Booster pack
• Package offer: « low cost » show
Allowing our leaders to grow
• Calendar management
International trade shows
• Bidding for itinerant shows
Sales strategy: congresses
Bidding for national itinerant congresses
Continue to develop international congresses
• Local network
• Non-medical events in exhibition venues
• Package proposals
• Calendar management
• Welcome pack
Sales strategy: corporate
• Package proposals
• New markets: sports events,
entertainment, cultural events
and exhibitions
• Bidding for itinerant events
Strategy for 3 types of client
ORGANIZERS
Objectives
• Help existing events grow and
become leaders
• help them to face economic
uncertainty
• capture new events and more
international events
Exhibitors
Objectives
• Help the organizer to increase number of
exhibitors
• help the exhibitors to achieve their ROI
objectives
• Help to retain new exhibitors
Services: mobile apps with geolocalization,
first-time exhibitor guide, multilingual
exhibitor department staff and online order
website, e-parking, standtag by Viparis,
signage kits, streaming services, etc.
Delegates and visitors
Objectives
• Help the organizer to increase numbers of
visitors and improve visitor time,
• create an image of the venues as leisure
destinations
Services for delegates: Welcome pack, Mobile
apps with geolocalization, shopping guide
Services for visitors: Facebook page, website,
mobile apps, newsletter, paper calendar,
partnerships with metro and local magazines,
games