Freeman and GES Land VNU Contracts

Staff -- Tradeshow Week, 9/27/2004

VNU Expositions has divided its service contracting agreements for 2005 and 2006 between GES Exposition Services and the Freeman Companies.

The contracts were a coup for the two companies, said Scott Stallings, VNU's vice president of operations, who managed the negotiating process. Although GES and Freeman have three-year contracts with VNU ending in December, VNU was eager to include their competitors, and in June 2003 sent RFPs to 16 service contracting organizations, including GES and Freeman.

"We were obviously looking to be able to change with the industry," Stallings said. After a yearlong detailed selection process, built-in relationships made the decisions obvious, he said.

"Both GES and Freeman had a better understanding of our business," Stallings added. "When it came down to it, they knew what it took to get our business."

GES won a two-year contract for 26 VNU shows per year, including the series of ASD/AMD, Medtrade, Action Sports Retailer and Outdoor Retailer shows.

Freeman will service 13 VNU shows per year, with individual agreements ranging from one to two years in length. The agreements include the Kitchen & Bath Industry Show & Conference, GlobalShop, Hospitality Design Expo & Conference and the JA Intl. Jewelry shows.

GES' intimate knowledge of VNU's show roster was nurtured throughout their 16-year history of working together, said Paul Dykstra, president and CEO of the Las Vegas-based company. "We look forward to continuing to work closely with VNU to provide exceptional customer service to exhibitors, and to help grow their portfolio of shows."

The agreements were lauded by the Dallas-based Freeman, which has contracted with VNU for over 20 years. "We're very pleased that we were able to renew our contract," said Ellen Beckert, corporate director of marketing and communications for Freeman.

Another service contractor, Hargrove, rounds out VNU's show contracts.