UBM ASIAISSUE 03 • DEC 2012A quarterly publication for UBM ASIA staffubmasia.com

CONNECT @

To bring our people and business closer together To better inform our 1,100 plus staff in 27 offices about our developments in business, people and the community To share news with you

Through Connect@UBM ASIA, we hope ...

UBM has acquired a 70 per cent stake in Istanbul-based EFEM on behalf of UBM Asia. The joint venture, UBM ICC, will develop EFEM’s baby-products shows and expand UBM’s global baby-products portfolio.

EFEM organises the International Istanbul Mothers, Babies, Children Products Fair (MBCP) and Wintexpo Autumn Winter Baby Child Fashion Fair, the leading baby shows in Turkey. Launched in 1992, MBCP is now the third largest such show in Europe.

UBM Asia owns and organises the annual Shanghai International Children-Baby-Maternity Industry Expo (CBME), world’s largest baby products show. CBME 2012 saw 44 per cent growth over 2011. Riding on this success, UBM has announced the launch of CBME shows in Brazil and India in 2013.

Both shows feature apparel, furniture, toys, food and services and are based in expanding markets: China has the world’s largest population with continuous growth in consumption, especially in child and baby products/services, while Turkey has the world’s highest birth rate. This joint venture is a great leap forward. Prior to this, UBM Asia has already been working in a separate joint venture since 2010 with Turkish partner Rotaforte to run two Istanbul Jewelry Shows a year in March and October. This new JV will further enlarge our footprint in

the emerging Turkey market, extend its children-baby-materni ty f ranchise global ly, and

improve all our related events by applying our knowledge of best practices and cross promoting across a wider customer base. This is in accordance with UBM’s development strategy to accelerate its events portfolio in Turkey. In 2013 UBM will launch a further three geo-adapted events in Turkey: FI Istanbul (the latest geo-adaptation in the Food Ingredients portfolio), Black Hat Istanbul (a geo-adaptation of IT security events), and IFSEC Istanbul (a further geo-adaptation of the IFSEC brand).

EFEM Acquisition

Baby Steps toBigger Plans

ISSUE 03 • DEC 2012ManagEMEnt Connect @ UBM ASIA

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As 2012 draws to a close, I welcome this opportunity to have a quick look back on what we have achieved in this last quarter of the year 2012 with what we set out to do at the start of the year 2013. It’s been a hectic year, but nonetheless it’s been a fantastic year – full of wonders and excitement. We have had several new launches in some of the world’s new and most exciting markets: Livestock Myanmar, SATTE Indonesia (travel) and SAEFIE in Malaysia (furniture). We also announced new jewellery fairs in Taiwan, Singapore and Germany and made ground-breaking acquisitions, including the Istanbul-based EFEM and Greenbuild Asia. All will help us continue our expansion in strategic markets such as Turkey, Malaysia and the SE Asia region. In Hong Kong, we continued to go from strength to strength, hosting sizable events such as the September Hong Kong Jewellery & Gem Fair, which is the world’s number one fine jewellery event, and Cosmoprof Asia, billed as the second most important B2B cosmetic and

beauty trade show in the world. Both broke new records in terms of attendance figures and achieved impressive results. We recognise that corporate social responsibility is an essential part of our business and all aspects of corporate social responsibilities (CSR) are firmly embedded in the company’s culture. On this front we had two major community events in the past three months. UBM Asia, APLF team, sponsored a charity pop-up sale in September, raising and donating US$7,800 to Crossroads Foundation, a Hong Kong non-profit organisation. In November, UBM Asia partnered with the Jewellery Institute of Guangzhou Panyu Polytechnic to establish the UBM Asia Scholarship and Grant to nurture talent in the jewellery sector. Often we go into a new year with resolutions and goals, hoping to do better and achieve more. As 2012 comes to an end, besides setting our sights on new plans and achievements, I am grateful to our staff in the big UBM Asia family for their continued and tireless support and dedication. Thank you for your commitment and hard work over the past year. And, finally, to usher in 2013, we look forward to seeing you all at the January 8 town hall meeting in Shanghai in person or by live video feed for non-Shanghai staff.

Trade exhibitions and the jewellery community have an intricate and int imate relat ionship. Exhibit ions provide the perfect plat form for jewellery traders and, at the same time, jewellery trade shows are like the jewel in the crown for the exhibition industry. The success of UBM Asia in expanding the number of jewellery trade events f rom one near ly th ree decades ago to more than 20 shows across the region not only testifies to this much-cherished connection, it also proves the tremendous power and achievement of geo-adaptation. In 2014, this success story is expected to continue in Europe, according to Wolfram Diener, Senior Vice President of UBM Asia. “Trade exhibit ions are perfect for jewellery,” Wolfram says. “Prices of precious metals fluctuate and lots of movements are fully reflected in a trade fair as people compare prices. Furthermore, the jewellery business is more transactional and it is indeed a ‘trade fair’ in the real sense. We have an excellent relationship with the jewellery community. Since we also publish jewellery trade magazines, operate B2B jewellery portals and

organise the JNA Awards, we have the needed knowledge and reputation, and the jewellery industry considers us its business partner.” UBM Asia’s exhibitors are mainly SMEs who need to attend jewellery fairs to network and get first-hand information. In Shanghai, for example, there are more than 3,000 jewellery retailers, but they seldom go outside the city so it’s important to bring the show to them. UBM As ia o ffe rs cus tomers w i th excel lent t rading plat forms and facilitates an open and transparent communication/information channel by posting customer surveys on the website and publishing daily visitor figures. “Because we provide these various channels to reach out to clients and keep them thinking about us, we offer added value, not just face to face at our fairs but also year-round with our magazines and jewellery portals,” Wolfram added.

As the largest in the wor ld , the September Hong Kong Jewellery & Gem Fair reflects the horizontal and vertical of the industry as well as market trends. On the question of how to make new launches successful, Wolfram says it is vital to communicate with patrons in the early stages, and also to speak with industry leaders, exhibitors and fair visitors. Cel ine Lau, Director of Jewel lery Exhibitions at UBM Asia said that when the company’s jewellery portfolio began in Hong Kong in 1983 with the September Hong Kong Jewellery & Gem Fair, it made good use of the city’s competitive edge as a free port and Asia’s leading jewellery manufacturing base and trading platform. The fair quickly became the largest event of its kind in Asia and, when UBM Asia maximised Hong Kong’s two exhibition venues by implementing product sectorisation, the fair grew to become the largest in the world.

ISSUE 03 • DEC 2012Growth DrIvErS Connect @ UBM ASIA

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Jewellery Exhibitions

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Team Power ISSUE 03 • DEC 2012Connect @ UBM ASIA

TeAM ProfIle

Head of : Chris eve, Senior Japan office Vice President of

UBM AsiaStaff size : 51

H o w d i f f e r e n t i s J a p a n ’ s b u s i n e s s environment today when compared with the time when you first joined UBM in Japan? When I started working for UBM Japan after graduating from university the economic bubble burst. Since then the country has suffered two “lost decades” of stagnation and deflation. Marketing budgets are tight; prices are flat. The hall rental rates for the Tokyo Big Sight exhibition centre are exactly the same today as they were when it opened in 1996 – can you imagine that in your country? The size of the exhibition market in Japan has contracted by 15 per cent over the past five years. Competition with our rivals is fierce. W i t h s u c h a g l o o m y e c o n o m i c s i t u a t i o n , how can the Japan office grow its business? The answer is easy: work hard! We have to fight for every single bit of space in our shows. We need to constantly search for new exhibitors and invest a huge amount of time in cultivating and maintaining relationships with our existing exhibitors. We have to run conferences and seminars that don’t make any money but enable us to bring in a few

more exhibitors and a few more visitors. We have to be intelligent and precise in our marketing activities and communications with clients. How do you achieve that? By hav ing a g reat team o f ex t remely dedicated and hard-working people. The Japan office staff are amazing. Many of them work on multiple projects; in addition to working on more than one show in Japan they also work on selling and supporting other UBM Asia shows. They listen carefully to their clients and pick up on any small hint or idea that will allow us to expand our shows and bring in more visitors. They respond proactively and positively to clients’ special requests for additional services or even irregular payment terms. What’s the future outlook for the office? It has been an honour and pleasure to work with our wonderful team in Japan. I look forward to continuing to work with them, and continuing to grow UBM’s business in this wonderful country.

The Japan office is a real survivor in a tough business environment. Unlike other UBM Asia offices, the exhibitions held in Japan cater mainly to the local market. That means its business activities are heavily affected by the local economy, which has been shrinking for the past two decades. But, miraculously, Japan’s economic doldrums don’t seem to affect our team’s performance, which has achieved an amazingly strong result in 2012. The following is an interview with Chris Eve.

In the Spotlight: Japan Office

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Chris Eve, UBM Japan: Takano-san, for his work on JJF and continuing to spend his time on CRM. Matsuoka-san, for working so hard – even on weekends. (Or for having the messiest desk in the whole of UBM?)Kishi-san, the silent warrior. Nobu, for holding it all together.

UBM Staff ISSUE 03 • DEC 2012Connect @ UBM ASIA

Stunning Shout-outsShout-outs provide an opportunity for staff and teams to shout out their achievements. No matter how big or small, fun or serious these achievements are, shout-outs provide a good chance for us to wrap up the year and reflect on what makes us proud to be part of the big UBM Asia family. Here are some stunning shout-outs from our colleagues from across UBM Asia. Leona Li, Care Show team,

UBM China (Shanghai): Two pieces of market news and following 20 industry gurus per day with 100 new followers per week, and now Care Show’s Weibo follows 1,484 gurus and has 1,541 followers in total.

fashion team, UBM asia (Hong Kong): Ida handled more than 300 Visa appl icat ions for our exhibitors this year.

fashion team, UBM asia (Hong Kong):D e s i g n e d a n d s e n t o u t more than 200 EBlasts for sales promotion and visitor promotion.

Jack Zhi, UBM China (Guangzhou): People must be positive whether the world ends o r no t – i t m ight be sooner or later anyway. 2013, here we come!

Grace Zhou, UBM trust:Sold 225 square metres, one of the biggest deals of the year.

Julian thomas, UBM India – Chennai:Thank God for competition. I stay out in front and believe in rules. No Discount-No Compromise: I am proud to be different!

Helen Dong, UBM Sinoexpo: This has been a very proud year because the 19 employees in our Guangzhou office achieved a to ta l b u s i n e s s vo l u m e o f 67 ,548 ,284 yuan – a 36 per cent increase over last year. This represents an average business volume of approximately 3,557,068 yuan per staff member.

UBM Staff ISSUE 03 • DEC 2012Connect @ UBM ASIA

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Liu Xiaoying, UBM Sinoexpo: O u r f i n a n c e d e p a r t m e n t managed to transfer from one tax system to another, benefitting 7,000 exhibitors and bringing them the best taxation services.

Jasmine Chen, UBM China (Guangzhou):Took care o f more than 600 exhibitors in my daily work.

Eva Zhang, UBM Sinoexpo:Recruited 110 new staff m e m b e r s d u r i n g t h e year, with total staff now reaching 290.

Ginger Jiang, UBM trust:Made 300 sales c a l l s – f i n a l l y signed up the first new customer.

Jonathan Ni, UBM Sinoexpo:This year’s Sinoexpo’s exh ib i t ion space reached an historic h i g h o f 6 5 7 , 0 0 0 square metres – an increase of 21 per cent.

Joel Sun, UBM trust:Met with 500 potential clients in only three days at competitor’s event. Work hard and eat hard!

Nancy Wang & Una Huang, UBM Sinoexpo:The daily management of some 50 client/project websites is manned by two young female staff below the age of 24.

Winkie Zhang, UBM Sinoexpo:O rg a n i s e d 2 0 0 s t u d e n t s a s v o l u n t e e r s f o r furniture show.

Beauty team, UBM asia (Hong Kong):Cosmoprof Asia closed with 14 per cent visitor growth and more than 140 pre-scheduled one-on-one business meetings t o o k p l a c e u n d e r t h e International Buyer Programme. That’s the handiwork of the team for 365 days!

eBiz team, UBM asia (Hong Kong):In 2012, 932,316 visitors attended U B M A s i a ’s t ra d e p o r ta l s – JewelleryNetAsia, FashionNetAsia and AsiaFJA. We sent out 8,345,547 emails to portal registered visitors, enews subscribers, show visitors and exh ib i to r s . Wi th a we l l -arranged schedule, we believe those emails are NOT spam.

Sabine Liu, UBM taiwan:After 18 years as the only office with no shows of its own, finally launched its very first: the Taiwan Jewellery & Gem Fair.

Satyendra Mehra, UBM India:23 days, four exhibitions, 12 staff to handle and manage onsite operations, no holidays, 200+ hours of continuous work with no sleep. End result – fantastic shows!

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UBM Staff ISSUE 03 • DEC 2012Connect @ UBM ASIA

Beauty team, UBM asia (Hong Kong):G o t 1 , 0 0 0 “ l i ke s ” o n o u r Facebook page through the “L ike us to win giveaway” campaign.

CBME team, UBM China (Hangzhou):Contacted more than 1 0 0 p e o p l e . M a n y clients are queuing up to get the booths.

Editing & Design Department, UBM China (Hangzhou): Edited nearly 900 documents, contacted 120 specialists and organisations, saw an increase of 30,000 members for baby023, designed 200 proposals and at least 500 exhibition materials in eight languages.

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MarketingDepartment, UBM China (Hangzhou):Saw a 34 per cent increase in the number of visitors over 2011 – 25 per cent more than expected.

UBM Staff ISSUE 03 • DEC 2012Connect @ UBM ASIA

anna Gu, UBM China (Shanghai):Re Breakbulk China 2012: Signed 15 new local media partners. Out of 4,178 visitors, 70 per cent were local. This was 300 per cent of our original target attendance rate of 1,000 local visitors. Onsite re-booking rate was 100 per cent.

HR Department, UBM China (Hangzhou):Spent 11 months and one human resource’s human capital to hire 40 staff.

Lisha Wang, UBM China (Hangzhou):Spent three months on one client doing preparation work for the CBME exhibition and travelled nearly 1,000 kilometres. The client finally signed the contract.

Mingyue Ren, UBM China(Hangzhou):Waited 240 days for a client’s feedback and anothe r 30 days to s ign the contract.

Publishing team, UBM China (Hangzhou):Travel led to 21 c i t ies and districts in China, visited 76 potential markets to promote CBME exhibit ion for 13,000 visitors in one month.

finance team, UBM China (Hangzhou):Spent 1,920 hours in 2012 c o n c e n t r a t i n g o n t h e allocation of company money to perfectly reflect on our accounting book. At least the figures look good to all.

UBM Indonesia:Presented the first show in Jakarta in 2012 . Spen t fou r hours driving to meet a n ew c u s to m e r even though we are in the same city.

Huanghuang Wu, UBM China (Hangzhou):Booked 340 air tickets and 110 rooms for staff in second half of this year.

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corporate social responsibility ISSUE 03 • DEC 2012Connect @ UBM ASIA

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We believe corporate social responsibility is more than just doing the right thing. It’s firmly embedded in our company’s culture, forming the backbone of our approach to corporate citizenship. We are committed to sustainability in our business as well as in our CSR policy – a belief that has propelled us to do good things and push ahead with a wide range of CSR initiatives to benefit as many people as possible in different parts of the world. UBM Asia (Thailand) made more than just new friends at the Dinner Talk & Charity Night hosted by the exhibition department of Thailand Convention & Exhibition Bureau (TCEB) in Bangkok on September 25 (Photo 1). It made a meaningful donation of US$3,250 to TCEB towards the promotion of knowledge exchange and networking in the exhibition industry so as to prepare it for the advent of the ASEAN Economic Community in 2015. Closer to home, UBM Asia joined hands with the Jewellery Institute of Guangzhou Panyu Polytechnic in November to establish the UBM Asia Scholarship and UBM Asia Grant to nurture future talent in the jewellery sector (Photo 2). This school/enterprise collaboration will initially benefit 26 students. Each year, UBM Asia funds 50,000 yuan for the scholarship and 30,000 yuan for the grant. It is hoped that this initiative will have a positive impact on the development of vocational education, groom talent, and enhance China’s international competitiveness. Back in Hong Kong, our UBM Asia-APLF team combined creativity with hard work in sponsoring a charity fashion pop-up sale to raise money for the Hong Kong non-profit Crossroads Foundation, with a total donation of US$7,800 (Photo 3). All items were donated by top fashion and lifestyle brands and companies. The event provided a unique opportunity to connect the fashion industry with those in need as well as allowing fashion lovers to buy high-quality items at discounted prices. Last, but no less important, UBM Asia sponsored 19 colleagues to participate in the UNICEF 2012 Charity Run on November 25 and donated HK$8,450 to the cause (Photo 4). This event has been held successfully for six consecutive years at Hong Kong Disneyland. This year, organisers hoped to raise over HK$9 million to support UNICEF’s HIV/AIDS prevention work.

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Events are a key part of UBM’s business. A few years ago, UBM launched the Global Event Momentum (GEM) initiative with the goal of building the world’s best event business. Four priorities were set to achieve this: · Outstanding attendee experience· Demonstrable exhibitor ROI· Learning innovation· Sustainability excellence

Jane Risby-Rose, Global EVP, UBM Events, and her team organise various forums for UBM’s event leaders as well as marketing and operations people to collaborate and share best practices. This year, the second annual GEM Marketing Forum and the first GEM Operations Forum were held in Madrid from December 4 to 6.

Key topics for discussion and sharing included customer experience, content marketing, talent development, public relations, measuring and reporting, attendee offers, sustainability, health and safety guidelines, contractor relationships, etc. Jennifer Law, Mark Nee, Mimi Yeung and Ben Veechai a t tended the Marketing Forum. Jennifer talked about grooming and supporting our marketing people with the annual Marketing & Communications Meeting, the Marketing Awards and working with them day-to-day with advice and coaching. Mimi shared the successful Facebook “Like us to win giveaways” campaign by Cosmoprof Asia. Sandy Cunningham, Jonathan Ni,

Satyendra Mehra, Evan Gong and Beth Kwee joined the Operations Forum.

Sandy shared successful experiences and current challenges in our diverse Asia event markets on health, safety and sustainability. Satyendra illustrated challenges of running large events in Mumbai. Jonathan talked about Furniture China and some of the lessons learnt from a recent accident at the fair. Beth made a presentation on UBM Asia's implementation of sustainability.

At the end of the meeting, delegates were asked to write their reflections on one side of the wooden pillars, which were their name plaques, take turns going to the front, read out their reflections and pile them on the floor.

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TRAINING ISSUE 03 • DEC 2012Connect @ UBM ASIA

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UBM GEM Marketing and Operations Forums 2012

Back row : Satyendra Mehra, UBM India; Mark Nee, UBM Sinoexpo; Evan Gong, UBM China (Shanghai); Beth Kwee, UBM Asia; Sandy Cunningham, UBM AsiaMiddle row : Jonathan Ni, UBM Sinoexpo; Mimi Yeung, UBM Asia; Jennifer Law, UBM AsiaFront : Ben Veechai, UBM Asia

(from left to right)

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Corporate News & Future projeCts ISSUE 03 • DEC 2012Connect @ UBM ASIA

Wait no more. The annual town hall meeting is upon us. This year it will be held in Shanghai but all staff are welcome to join either in person or via live webcast from their offices. As usual, our President and CEO Jimé Essink will present a review of the company’s 2012 performance and share with staff the company’s objectives and strategies for the coming year prior to a Q&A session. Your active participation is vital, so would those not based in Shanghai please send in your questions for Jimé beforehand or, even better, shoot them over via the internet as the meeting is in progress. Either way, it will be lovely to hear from you. We certainly hope you won’t miss this because, in addition to some 350 staff members in attendance, Jimé will be joined by a handful of managers to deliver some interesting news to us all.

So, mark it down in your diary NOW. The big date is January 8 from 16:00–17:30 (Shanghai time). See you all there! There are many ways to join in the fun:

• Before the town hall meeting, please send questions directly to jennifer.law@ubm.com. You can also send a short video clip (max. 30 seconds).

• View the meeting live online at: http://mms.prnasia.com/ubma/20130108/live/default.aspx (Password: ubma2013).

• Even better, come in person with all the UBM Asia colleagues based in Shanghai – Meeting Room 1 of Shanghai World Expo Exhibition & Convention Center (SWEECC).

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Efficient financial management is immensely important in the running of a company. On December 14, Debs Brooksbank (CORE Programme Director) and Gladys Poon (Regional Finance Director – UBM Asia, and Head of the CORE Finance project in Asia) made a presentation to UBM Asia key managers. The CORE F inanc e p ro jec t w i l l consolidate, simplify and standardise finance systems to improve efficiency and provide more comparable and consistent information. This will replace the ACCPAC and related systems with the superior Oracle financial system,

which will support UBM Asia growth across the region. A s ing le UBM g loba l accoun t s chart will bring financial information consistency across different regions a n d b u s i n e s s e s . M a n a g e m e n t information will be more automated, al lowing resource concentrat ion on analysis, business growth and performance improvement. Analytical capability will be improved, as will budget and forecasting processes and internal joint ventures accounting. The introduction of Oracle’s automated systems for placing and approving

orders (iProcurement) and processing staff expense claims (iExpense) will improve efficiency, increase control and reduce human error. Employees wi l l have onl ine access to both services, including the ability to track expense claim status, and approvers will receive email notice of purchase orders and expense claims awaiting approval. An Asian rollout of the system is expected in early 2014. For more information, check out the online CORE UBM Asia Hub space launching in January. Please email any questions to Gladys Poon or Stuart Sisk.

this year’s town hall

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uBM FaMILY

Staff socialcharity activities&

ISSUE 03 • DEC 2012Connect @ UBM ASIA

UBM China (Guangzhou) Co. Ltd. continues to support the disadvantaged in the community by donating unused goods such as clothes, toys, books, etc., to needy families in a remote village in Aotou, Conghua City. On October 20, 2012 staff members paid a visit to low-income families, seniors, orphans and disabled people in the area. Staff said they hoped their small donations would be seen as a friendly gesture that could help restore the self-confidence of those visited.

UBM Asia’s fashion team served as the company's social club in Hong Kong for 2012 and organised a wide range of staff activities. The December 14 annual dinner with a circus theme was the grand finale. Bravo!

On November 25, 19 UBM Asia staff rose at 4:00am to participate in the UNICEF Charity Run 2012. Despite the bad weather, they all managed to finish the race and raise funds for charity.