UBM plc Investor Day Presentation 17 June 2014 1
Today s Agenda 11:30 Arrival with Tea & Coffee 12:00 Presentation UBM P&M Series IFSEC Q&A 13:30 Lunch 14:00 Tour 15:00 Q&A 16:00 Depart 2
The UBM Team Simon Foster is CEO of UBM Live, responsible for a global network of premier brands including: CPhI, Food Ingredients, Informex, Cruise Shipping, Intermodal, Ecobuild, Routes and IFSEC. Simon was appointed to the UBM Live Board in 2006, becoming MD and later CEO in July 2008. He has overseen the growth of the business s revenues from 86m to 227m in 2012. Simon joined UBM in 1998 after a broad ranging career in marketing, sales and public relations. Richard Kerr has been CFO of UBM Live since January 2011. He was previously CFO and SVP for Events & Publications at UBM Aviation. Richard joined UBM in 2004 and was Head of Group Development from 2004 to 2008. Prior to that, he worked in investment banking at Lehman Brothers and Flemings and at Prebon Group in a senior Business Development role. Between 2007 and 2008, Richard was a non-executive director of ITN. Simon Parker is the Managing Director of UBM Live, London, a position he has held since November 2011. Prior to this Simon was the Group Director, Venues, Protection & Leisure for UBM Live. Simon leads a team of over 200 people who work in around 30 different sectors that include security, safety, air traffic control, technology, marketing, ecommerce, publishing, venues and leisure. Simon has over 20 years experience within the event industry. Simon Mills is a Group Director at UBM Live and oversees the Protection & Management series. The series serves 7 markets and includes market leading brands including IFSEC, Firex, Safety & Health Expo; and the Facilities Show. Simon has been with UBM for over 14 years and has extensive experience of running events, digital and publishing business s. 3
UBM s organisational structure UBM Tech UBM Asia PR Newswire UBM Connect UBM Live 4
UBM today Events PR Newswire Other Marketing Services Disposal of Delta and other non core assets Industry-leading tradeshows with durable franchises in attractive growth markets, especially China and the US Strong business models with profitable Marketing Services #1 North American press release distributor with unique global reach, and leading targeting, monitoring, and content marketing services 5
Events focus on landmark industry events m 450 400 358m 402m 425m 350 Annual Revenue 300 250 200 150 100 50 258m Revenue for Top 20 > 2.7m 292m Revenue for Top 20 > 4.7m Revenue > 1m 0 2009 2010 2011 2012* 2013* Top 20 21 50 51-100 Remainder * 2012 and 2013 have been restated to show continuing operations only 6
Transformation: Targeting leading positions in fast growth markets 240 Emerging markets revenue 215m 89.0% 190 183m 34.3% 22.2% Revenue m 140 90 99m 120 m 153m 50.6% 17.5% 40-10 2009 2010 2011 2012 2013 CAGR China Brazil India ASEAN Turkey 7
Events our ambition To be the world s best events business Event KPIs Customer insight Visitor experience TECHNOLOGY GEM: Best practice TECHNOLOGY Systematic geoadaptation Revenue Management GEM initiatives: - Value Based Pricing launches - Networking events - ORBIT rebooking tool roll-out - Sustainability agenda: - smaller printed guides - show apps - Improved show navigation - Social media campaigns Exhibitor ROI H&S 8
The Customer Centric Agenda
Investor Day
Protecting and managing people, information and buildings
FOLLOWING UBM S PROVEN EXPANSION INTO ADJACENT MARKETS Food Pharma Technology New launch for 2013/14 Historic launch Acquisition Transport Safety & Security Aviation
ADJACENT & INTERCONNECTED MARKETS 45,000 attendees IFSEC 24,000 1,700 exhibitors 400+ hours of education 3 days New launch for 2013/14 Historic launch Acquisition
HISTORY OF CO-LOCATION
NEW FLOORPLAN: Connected visitor journey Expansion Zone Expansion Zone Expansion Zone
Protection & Management Series REVENUE 2012-2014 FACILITIES ENERGY SAFETY FIREX INTL IFSEC INTL 2012 2013 2014 N.B. 2012 Firex was an off-year before 2014 annualisation
Protection & Management Series NET M 2 2012-2014 FACILITIES ENERGY SAFETY FIREX INTL IFSEC INTL 2012 2013 2014 N.B. In 2012, all fire companies exhibited within Fire Solutions @ IFSEC not in Firex International
Protection & Management Series TOTAL ATTENDANCE 2012-2014 50000 40000 30000 20000 10000 0 50000 45000 40000 35000 30000 25000 20000 15000 10000 2012 2013 2014 5000 0 N.B. 2014 projected based on current registration trends 2012 2013 2014 IFSEC INTL FACILITIES Column1 ENERGY SAFETY FIREX INTL EXHIBITORS FACILITIES ENERGY SAFETY FIREX INTL IFSEC INTL
At the heart of the global security market for 40 years Brings together the entire global security buying chain both f2f and online Education Networking Suppliers
KEY MARKET TRENDS 2012-17 Source: Memoori
DELIVERING THE FULL BUYING CHAIN Major brands and partners:
OUR STRATEGIC APPROACH TO GEO-ADAPTS Global mapping: Market research & data analysis Customer Insight to test key markets Local Infrastructure analysis vs acquisition target Establish relationships with key media &/ associations
WHERE WE ARE AND WHEN LAUNCH YEAR 2013 2009 1973 2013 2012 2007 Geo-Adapted Shows TOTAL REVENUE 2014 2013 2012 2011 2010
METHODOLOGY AROUND LONDON MOVE Market trend analysis Product lifecycle analysis Customer insight Re-inventing value proposition Delivery Review January March 2012 July 2012 Dec 2012 Jan 2013 to June 2014 July 2014
4 PILLARS BEHIND THE LONDON MOVE Increase in International visitors Increase in Line of Business / End User Buyer Grow Trade / Installer Visitors Stronger Connectivity with P&M Series London / Capital Appeal London / South East Volume of Businesses Education & Training Better Hall Layout London Connectivity More Relevant Content Installer Live Programme / Networking opps Stronger Marketing Messaging Travel Programmes & Incentives Data / Prospect Acquisition Travel & Parking Incentives Improved Visitor Experience Strategic Approach to Key Accounts
VALUE BASED PRICING Importance of attributes The core principle is to provide customers with a closer intrinsic link between price and the perceived value of the product they are buying to ensure long term / sustainable revenues 0 5% 10% 15% 20% 25% 30% 35% Stand layout 26% Location 15% Exhibiting stand package 14% Booking Time 13% Price per m² 33%
THE MATRIX & ZONES
VISITOR EXPERIENCE
APPS: VISITOR & REBOOKING (ORBIT)
Community Strategy BUILDING THE WORLD S LEADING SECURITY & FIRE COMMUNITY Three strategic priorities 1 2 Year round engagement with our audiences Delivering daily customer insight into the behaviour of our audience 3 Providing marketing services for our clients, markets migrating from traditional advertising solutions
FUTURE GROWTH STRATEGY Volume / exhibitor growth / adjacent sector growth Community engagement through digital Visitor growth: International & end-user Sustainable revenues through Value Based Pricing Geo-adapts & Acquisitions
32 Q&A
Today s Agenda 11:30 Arrival with Tea & Coffee 12:00 Presentation UBM P&M Series IFSEC Q&A 13:30 Lunch 14:00 Tour 15:00 Q&A 16:00 Depart 33
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