Countdown to Industry Week

Industry Week has something for everyone, featuring the Automotive Aftermarket Products Expo (AAPEX) Oct. 31 to Nov. 2 at the Sands Expo Center; the Specialty Equipment Market Association (SEMA) Show Oct. 31 to Nov. 3 at the Las Vegas Convention Center; Automotive Warehouse Distributors Association (AWDA) Business/Education Conference and One-on-One meetings, scheduled at the Venetian Hotel; the International Autobody Congress & Exposition (NACE) at the Mandalay Bay Convention Center; and the 2006 Congress of Automotive Repair and Service (CARS) Nov. 2 through 4 at The Mirage.

"We still see AAPEX as the Super Bowl of the aftermarket," says Neal Zipser, vice president of marketing and communications for the Motor & Equipment Manufacturers Association (MEMA). "This is really the most important week of the year. It allows companies to finish their year strong and look forward to the coming year."

And when game time comes, attendees need products in order to lead their various businesses to victory. According to a study conducted by the Center for Exhibition Industry Research (CEIR), "exhibitions are an excellent forum for decision-makers to evaluate new products, make new contacts, enhance supplier relationships and conduct purchasing activities." Nearly three-quarters of buyers, employed by manufacturers, asked for a price quote at the last show they attended; 13 percent actually signed a purchase order at the show, according to CEIR.

"When you look at the WDs (who attend AAPEX), they're looking for what's the latest and greatest in products, but they also want their warehouses to operate efficiently, so they're looking for technology solutions as well," says Arlene Davis, senior director of trade shows for the Automotive Aftermarket Industry Association (AAIA). AAPEX caters to these needs by providing both innovative automotive-related products as well as business-related products, she adds.

Each show features a new product showcase as well. "I expect there to be close to 2,000 products there," says Peter MacGillivray, SEMA's vice president of marketing and communications, about their New Products Showcase. "There are product releases with information and other relevant details, including booth numbers."

Clocking changes

The AAPEX Show has been compressed to three days this year in an effort to save attendees and exhibitors time and money, Zipser says. "We're not eliminating anything from AAPEX. We still have the same number of seminars. We're hoping (the shortened show) is going to keep senior executives around longer, both from manufacturers and from distributors and retailers."

Exhibitors and buyers can now leave before the weekend or take a day to attend the SEMA Show, he notes. "We've received 100-percent positive feedback from exhibitors and buyers."

Also this year, AAIA and the Automotive Aftermarket Suppliers Association (AASA) are hosting a joint Chairman's Reception on Monday evening. "It's the official kickoff to AAPEX that we've lacked in the past," says Zipser. "We expect 600 to 700 people to attend, and with AASA and AAIA members, it will be manufacturers in the same room with their customers, which is really what AAPEX is all about."

Before the show, the Networking Zone, available at www.aapexshow.com, can connect exhibitors and buyers by taking specific preferences identified by exhibitor profiles and matching them with prospective buyers.

The SEMA Show will feature a new products breakfast on Oct. 31 to kick off the show, which is celebrating its 40th anniversary this year.

"Carroll Shelby and Alex Xydias are presenting, and it's really exciting to have these two legends up on stage, talking about the importance of innovation in this industry," MacGillivray states. "What's great about (the SEMA Show) is this is the place you go to see the trend for the next 12 to 24 months. Not only do you see the next big thing...you see the next 10 big things in all the different categories that the industry represents. It's really exciting to be a part of it and attend the show and see that energy."

For jobbers and retailers, "The Store of the Future," featuring "The Retail Resource Center," will be showcased at the SEMA show this year. "In addition to product displays, 'The Store of the Future' has a staff of merchandising and retail experts who can help you with your specific store needs," MacGillivray says. "In addition, they will be hosting ongoing educational seminars throughout the show."

The AWDA Business/Education Conference and One-on-One meetings are scheduled for Oct. 29 and 30 before the show, plus two additional slots on Tuesday for participants with full schedules or missed meetings, states Larry Northup, AWDA staff liaison. Last year was the first year meetings took place before AAPEX.

"It worked well," he says. "I think people liked the fact that there was no conflict with the show itself." And for the additional meetings allotted for Tuesday, AWDA is hoping it drives distributors to the show floor as well as makes it more convenient for exhibitors to stay at their booths.

Prep work

With the entire Venetian Ballroom at its disposal this year, the AAPEX Show has seen no slowdown to its expansion.

"We've already outsold space from last year's show," Zipser reports. As of July, 5,054 booths were sold, and the committees are expecting about 2,100 exhibitors.

"The majority of the growth is from non-U.S. companies," he continues. "That's just how business is today in the auto industry. It's the way of the world that you really have to think global now."

Indeed, globalization is a hot topic, and Industry Week is a chance to meet potential new vendors and learn about the latest products and technologies. The Center for International Commerce (CIC) will include translators and meeting rooms for exhibitors and customers to effectively discuss business.

Distributors will be able to see more product choices from around the world, Zipser states. "What we really want to tell (buyers) is to be careful shopping on price only. There are a lot of value-added services and programs that U.S. companies provide...Look at the warranty, look at the training programs, see if they offer websites and tech hotlines. If you strictly source for price only, you're going to run into problems down the road."

SEMA is expecting more than 120,000 attendees this year, MacGillivray notes.

"It goes without saying that it is an investment in time to attend the show. And we recognize that and want to make sure that people make the best use of their time," he says. "We've created tools that will enable people to do a lot of their homework online before they even leave for the show. We encourage people to contact exhibitors and set up meetings before the show."

Zipser concurs on the pre-planning. "The success of a trade show is what you do before, during and, most importantly, after the trade show. The follow-up is where you can find out if you had a successful trade show or not."

One way to plan is to be aware of the anti-counterfeiting measures in place again this year. An AAPEX webinar on Oct. 11, with a partner with Arent Fox and an AAPEX show attorney, will brief attendees.

"The webinar is for anyone attending AAPEX on how to take action at the show if you suspect an IP (intellectual property) violation, as well as how to prepare to attend the show and what documents, such as copyrights and patents, to bring," he explains.

Last year, nine exhibitors were banned after the show for IP rights violations, Zipser adds. "We have since worked it out with one or two of them to let them back in. But we do take it seriously. We recommend that any company that is going to act at AAPEX get in touch with show management, W.T. Glasgow, Inc., to work out the details."

There will also be a no camera policy on the show floor.

Visit www.aapexshow.com and www.semashow.com for show planners, registration and more. Check out our November issue for information about additional Industry Week seminars and the value of trade shows in all industries.