CHICAGO — RX, the global exhibitions division of RELX, is experiencing growth in its business, which is comprised of its 400-plus events across more than 40 industry sectors around the world.
RX reported impressive revenue growth throughout 2023 — seeing underlying revenue growth of 32% in the first nine months of 2023 — and with RELX reporting underlying revenue growth of 7%+ and underlying adjusted operating profit growth of 10%+ in its first-half results for 2024, the business is looking to have another strong year in 2024.
This year has also seen RX recognized at the Trade Show Executive Gold 100 and Fastest 50 Awards & Summit events. Reported in the top five leading show organizers by net square feet for both programs, RX also took home two Fastest 50 Grand Awards and three Gold 100 Grand Awards, including The Greatest Trade Show of 2023, which went to ISC West.
Trade Show Executive asked Peter Lindsay, RX’s Global Chief Strategy Officer, for his insights into RX’s overall strategy, and following market trends and data to stay on the cutting-edge of exhibitions.
Q: Something we’re seeing happening a bit more in the U.S. is regionalization of shows, however on a global scale, RX is apt to geo-clone/geo-adapt events. Can you talk to us about the intention behind geo-cloning/geo-adapting shows in the overall growth strategy of RX, and how RX identifies if a brand has potential, and where it should go?
PETER: Geo-cloning and geo-adapting events is a natural extension of our approach at RX, where we constantly evaluate how our exhibitions deliver value to different customer segments.
Sometimes this evaluation reveals opportunities to expand an exhibition into a new region or market, ensuring we reach more customers where it makes the most sense. In other cases, we identify emerging industry trends or topics that warrant creating a new show within an existing event or even launching a standalone exhibition.
To make these decisions effectively, we prioritise close engagement with our customers to understand their evolving needs. At the same time, we stay informed about the industries we serve, monitoring how they’re being disrupted and innovated. This dual focus allows us to anticipate shifts in the market and ensure our events remain relevant and valuable to both existing and new audiences.
Q: When it comes to shows that RX is launching, what are some industries that you see as having the most growth potential?
PETER: We focus on industries that demonstrate long-term growth potential rather than those experiencing short-lived surges. Our evaluation process looks closely at key fundamentals, such as the length of the sales cycle, the level of fragmentation or integration between suppliers and buyers, and their positions within the value chain. We also assess the nature of the products, the pace of innovation, the complexity of transactions, and how frequently those transactions occur.
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Q: On that same note, what regions are you watching closely for opportunities?
PETER: We’re always looking for the long-term intersection between a promising industry sector and an attractive geographic market. While we continue to focus on large-scale growth in major markets, we’re also strategic about establishing a presence in other regions, especially in industries with a global footprint. Our approach is rooted in a long-term perspective, allowing us to look beyond short-term market fluctuations and focus on sustained trade relationships between regions.
Q: As part of RELX, RX has access to some great technology, analytics and expertise. How does that all fit into the world of events? What are some data metrics you’re tracking to help make strategy decisions, and what should other show organizers make sure to pay attention to in their own data?
PETER: As part of RELX, RX has unprecedented access to data and analytics, which are integral to our strategy in the events space. Our data strategy has two primary components.
First, we strive to provide all our customers, both visitors and exhibitors, with advanced data and digital services that enhance their experience at our exhibitions, helping them capture higher-quality leads and connect more effectively with the right buyers and collect the information they need quickly and efficiently.
Secondly, we utilise the increasing volume and quality of data to discover new ways to add value, such as providing deeper insights into customer behaviour during events and linking event participation more closely to an exhibitor’s overall sales cycle.
We also analyse our own performance using a wide range of metrics, including customer value, the quality of buyers and exhibitors, sales and marketing effectiveness, pricing trends, portfolio development, and operational efficiency.
Moreover, as one of Britain’s largest tech companies, RELX employs around 10,000 technologists and invests £1.2 billion in information technology each year. Being part of RX means we are backed by this global powerhouse, which serves clients in over 180 countries with a workforce exceeding 33,000.
Q: If you’re able to share, what’s one thing you’re looking forward to in 2025 when it comes to RX and its strategic plans?
PETER: In 2025, I’m particularly excited about the rollout of some innovative digital solutions that will enhance the way we deliver value to our customers, as well as several major new event launches, we have in the pipeline. On a personal note, I’m also looking forward to attending a few more RX events in person that I haven’t had the chance to experience yet.
