Plan to be smart at IBC


Peter Savage 2 TV-Bay Magazine
Read ezine online
i

While chatting with a good friend last week, he told me he was full of foreboding about the coming IBC. It needs no introduction: this conference/exhibition is the largest gathering of broadcast professionals in Europe, and the second largest in the world, and everyone in our world knows about it. Ill give you some statistics later but, for now, lets look at why my friend was dreading it.

I havent missed an IBC for ¦ is it 25 years? I cant remember. Maybe someone could email to tell me when it was last held in Brighton, before Amsterdam became its permanent location. That was my first. After all these however-many-years it is, I think Ive cracked the nut of how to make it pay its way and I dont just mean in terms of what it costs to attend plus our time there, and time lost while away from our desks or studios.

Every year we gear up to go but I can guarantee that the majority dont really work out what they want to achieve from it. Of course, I cant tell you what to expect technically of an exhibition where 95 per cent of those attending are stronger on that than I am (and, to be honest, if you wanted to know my views on HDR, UHD OTT or VR IPTV I might as well get Badger to ghost write the article for me). What I can tell you is how I exploit it and, hopefully, some of my insights will help you get the best out of this (or any) exhibition.

The first and most important must-do before any exhibition is to have a plan. And, as my team knows from how often Ive said it, that plan must be SMART as in Specific, Measurable, Attainable, Realistic and have a measurement of Time.

The next step is to understand the demographic the attendees and work out what you want to get from it. My company is a broadcast leasing company financing kit and has customers who normally buy direct through dealers and/or from the manufacturers. We have total European coverage. That is our unique selling point its a big USP and it gives us a clear focus. We are by far the largest broadcast finance company in Europe, and in the UK, and we understand our industry. We dont exhibit. What? But we are sending five of our team from Friday through to the end of Monday. Why? And what is this SMART plan?

Ok, so its time for the promised statistics. About 55,000 people attend IBC. As I said, its the second largest gathering in the world of broadcast professionals. NAB gets just under 100,000. However, and this is what I mean about understanding the demographics, nearly three quarters (73%) of the people at IBC are from North and Central Europe. In other words, just over 40,000 people are from my target market. In contrast, only 31,000 people at NAB come from outside the US. So, there is nowhere in the world where I will get all my target audience in one place at one time, but there is one place where more of them will be and thats IBC.

Of those 40,000 people, two in five (40%) are exhibitors an important target for us. The rest are either dealers and/or end users of equipment, whether technical and/or creative also important for my company.

So, whats my SMART plan? Its almost like a battle campaign a softening up procedure first, then rallying the ground troops.

First, we run a well-targeted email campaign, we blog and we Tweet to create awareness of our presence. Dont start too early as you will be forgotten; begin around two weeks before. Manufacturers are exhibitors and easily identifiable; our email informs them that we are the only leasing company who can genuinely cover Europe and asks if theyd like to meet one of my team to discuss. Each person in my team is then tasked to meet a certain number of manufacturers a day and to Tweet that they have met X who is exhibiting at Y. This all ties into IBCs social media campaign and drives cyber-traffic and real live people to those exhibitors and to us. One of our aims is to increase our Facebook, Twitter and blog followers a very Specific, Measurable, Attainable, Realistic and specific to a Time plan.

Second, we target dealers across Europe, inviting them to meet and greet us. Our guys (mainly girls, since you ask) are targeted to meet and Tweet a certain number of dealers at specific places and times during the show. Again, this is SMART with the ultimate measurable of signing up a new potential programme and/or getting a new dealer on board. Finally we try and tease our customers to also meet up, maybe with an incentive¦ FREE BEER and time to relax with us after a hard day walking around the halls.

If you are a manufacturer, dealer or end user, it would be great to see you between Friday and the end of Monday. Please tell us if you were inspired to meet us because of our SMART plan ideas and if you put a SMART plan in place for your own IBC. Hopefully, you and we will both be able to measure success by the results of all of these marketing activities.

I hope this puts a different perspective on what IBC means to companies that are not technical, that do not broadcast, and that only has an intangible commodity that makes the world go round. And lets not forget that IBC is one of the best social network meetings possible. Yes, we have a SMART plan but our other aim is to meet lots and lots of our IBC compatriots and friends, have a beer and enjoy it. After 25 years, plans sometimes do have to go out of the window.


Tags: iss127 | azule | finance | ibc | planning | Peter Savage 2
Contributing Author Peter Savage 2

Read this article in the tv-bay digital magazine
Article Copyright tv-bay limited. All trademarks recognised.
Reproduction of the content strictly prohibited without written consent.

Related Interviews
  • Azule Finance at BVE 2016

    Azule Finance at BVE 2016

  • Azule Finance at BVE 2013

    Azule Finance at BVE 2013

  • Five Arrows Media Finance at IBC 2015

    Five Arrows Media Finance at IBC 2015

  • Kit Financing with Medialease at NAB 2017

    Kit Financing with Medialease at NAB 2017


Related Shows
  • Paragon Bank Technology Finance at BVE 2016

    Paragon Bank Technology Finance at BVE 2016


Articles
State of the Nation - November 2018
Dick Hobbs - new There is an interesting seminar called Size Matters at the KitPlus Show – organised by the publishers of this fine magazine – at MediaCityUK in Salford on 6 November. It’s a talk by cinematographer Alistair Chapman on the way that camera technology is changing, and in particular the size of the electronic device which creates the image is growing.
Tags: iss134 | cmos | 35mm | AJA | Arri | Blackmagic | Canon | Datavideo | GoPro | Grass Valley | Hitachi | Ikegami | JVC | Kinefinity | Nikon | Panasonic | Red | Sony | jpeg2000 | Dick Hobbs - new
Contributing Author Dick Hobbs - new Click to read or download PDF
Using Wireless Transmission
Jeremy Benning Wireless acquisition is a staple of live sports, entertainment and reality shows where cable free capture permits shots not previously possible, for health and safety reasons, and gives the camera-operator greater artistic licence to roam. The same is increasingly true of narrative drama where cinematographers are keen to work handheld or Steadicam where that helps tell the story. Any equipment which frees their movement and time by being lighter, easier to use and reliable in performance is going to tick a lot of boxes.
Tags: iss134 | wireless | 4k | transmission | Jeremy Benning
Contributing Author Jeremy Benning Click to read or download PDF
An Epiphany Moment
Peter Savage 2 I had been negotiating the sale of my company and had reached the really hard end of the bargain. We were close to agreeing the final sum after a lot of too-much-give-and-not-enough-take negotiation. The solicitors were calling me, keen for a deal. It had come down to one sticking point and, in my hard ball “I am the Wolf of Wall Street” guise, I wasn’t going to let it go. It would make a value difference of 1.5% on the total outcome. Not much, you might think, but I had already nearly fallen out with the solicitors over their fees and I was giving my advisors an extremely hard time because the corporate adviser couldn’t see how I had already given more than an inch and the buyers were taking more than a mile. I was not going to let them win.
Tags: iss134 | azule | finance | Peter Savage 2
Contributing Author Peter Savage 2 Click to read or download PDF
University and Mental Health
Rhiannon Jenkins University study and mental health has been in the media quite a bit over the last year, and I’m sure there are many people wondering what is going on? The issues are complex, and I suppose the focus of employability off the back of a degree course has raised the stress stakes for a lot of young people. I’m only qualified to talk about this from my perspective, and my story began when I joined a course not knowing I had a mental health condition.
Tags: iss134 | portsmouth uni | mental health | student | tvfutures | Rhiannon Jenkins
Contributing Author Rhiannon Jenkins Click to read or download PDF
An Obituary to Timecode
Bruce Devlin - new A stoic and persistent character that stubbornly refused to change with the times, Timecode has finally passed on, but no-one has noticed. A long-lasting industry veteran, Timecode was brought into this world at an uncertain date in the late 1960s due to the needs of analogue tape workflows and the demand for synchronisation between audio and video devices. A joint activity between SMPTE and the EBU led to the work on Time and Control codes starting its journey to standardisation in the early 1970s.
Tags: iss134 | timecode | smpte | ebu | edit | Bruce Devlin - new
Contributing Author Bruce Devlin - new Click to read