international armoured vehicles sponsorship prospectus 2012

Visit the website for more information: www.internationalarmouredvehicles.comContact us directly at [email protected] or Mark Quinn at +44 (0)20 7368 9402

Featuring KeyIndustry Partners:

February 20-23, 2012Farnborough, UK

Sponsorship Prospectus

Europe's Premier Armoured

Vehicles Conference and Exhibition

"A high profile audience and relevant agenda was matched to offer a learning experience of note"

– Cobus van der Merwe, Saab Avitronics

Providing you with the most cost-effective wayto gauge the requirements, future prioritiesand key concerns of the internationalarmoured vehicle community, IAVs 2012promises to build upon its previous successes:• Briefings from over 50 top military leaders and scientificexperts

• Over 2,500 exhibition attendees from over 26 nationsand 6 continents

• 4 days of briefings and 4 targeted focus days with over250 conference delegates

• Over 100 exhibition stands featuring top industry leaders

Event Background1.1 - 2011 Speakers1.2 - Attendees1.3 - Exhibition

What's New?2.1 - IAV's 2012: Core Purpose2.2 - Dedicated Round Table Discussions2.3 - Targeted Areas of Discussion2.4 - Improved Networking Capabilities2.5 - Innovative Awards System2.6 - New Venue

Evolving for the 2012 Marketplace3.1 - Changing Market Requirements3.2 - New Focus (while maintaining core goals)

Sponsorship Opportunities4.1 - Meeting Your Requirements4.2 - Sponsorship Packages

Interested in learning more about this year's event? Visit us at www.internationalarmouredvehicles.com2

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Table of Contents

Now in its 11th year, International Armoured Vehicles is Europe's premier forum for discussion on the vehicle platforms,systems and strategies required to better protect our soldiers.

At IAVs 2012 we provide you with the forum you need to align your products and your strategies to key coalition militaryrequirements and maximise your chance of success in the market:

• Discover the key issues shaping survivability, mobility, lethality and interoperability for coalition forces over 4 days ofhigh-level strategic briefings, recent operational feedback, and round table discussions from the world’s leadingarmoured vehicles experts.

• Gain key input on future military requirements from key stakeholders and decision makers from over 45 of the world’sleading military forces.

• Show the military community how your latest platforms and solutions are shaping in-theatre capabilities through the deliveryof targeted conference briefings, the hosting of dedicated round-table discussions and the showcasing of your keydevelopments in our large scale exhibition.

• Explain and display the benefits of your products to Programme Managers, Requirements Developers, Chief Engineers,Operational Commanders and leading figures from the military Research and Development communities through atailored exhibition stand.

With all of these potentials and more, IAVs 2012 provides you with the premier European forum to show how yourcapabilities are evolving to suit current military requirements and how they can offer real advantage to the military community.

"An excellent networking event."

– Richard McDonald-Webb,UKTI DSO

"Most impressive, high ranked speakers. Extremely valuable."

– Rickard Lindstrom,Försvarets Materielverk

"Highly informative" – Chan Yi Yuen, ST Kinetics Ltd

1.2 – Attendees

Interested in learning more about this year's event? Visit us at www.internationalarmouredvehicles.com 3

Event Background1

Major General Chris DeverellDG-Land Support Equipment, HQ Land ForcesBritish Army Major General Bill MooreDirector (Battlespace Manoeuvre) /Master General of the OrdnanceUK MoD Lieutenant General Jean Tristan VernaDirector, Integrated Operational Land EquipmentMaintenance (SIMMT)French MoD Major General Robert BrownCommanding GeneralUS Army Manoeuvre Centre of Excellence Major General Anukul ChandraFormer Head of ProcurementIndian Armed Forces Major General Per Sverre OpedalChief of StaffNorwegian ArmyBrigadier General Norbert HuberDirector Force Development DivisionAustrian Ministry of DefenceGeneral William Scott Wallace (Ret'd)Former Commanding General, TRADOCUS ArmyLieutenant General Tom Metz (Ret'd)Former Director, JIEDDOUS DoD Brigadier General Salvotore FarinaDeputy Director, Battlespace Capability, Policy & PlansItalian MODColonel Robert SchumitzDirector, Stryker Brigade Combat TeamUS ArmyColonel Jermoe LemaireLand Combat Capabilities Architect, DGAFranceColonel Mike RossAssistant Director Capability, HQ Director Royal ArtilleryBritish ArmyColonel Theodore MartinCommandant, Armour SchoolUS Army*Colonel Gerd KropfChief of Staff, Army Combat Training CentreGerman ArmyColonel Gian GentileAcademy Professor and Division ChiefUS Military AcademyColonel Santiago San AntonioDirector, Counter-IED Centre of ExcellenceSpanish Ministry of DefenceColonel Mark McManigalFutures & Integration Director (FID), TrainingCapabilities Manager (TCM) Gaming, TRADOCUS Army*Colonel Dwayne CarmanTRADOC Capability Manager, Platform BattleCommand and Combat IdentificationUS ArmyLieutenant Colonel Alan BolsterLand RequirementsCanadaLieutenant Colonel Andy StephensSO1 Explosive OrdnanceDCMTLieutenant Colonel Hans GieslerJoint Fires Capability TeamGerman ArmyLieutenant Colonel Harry FullertonCO, Household Cavalry RegimentBritish ArmyLieutenant Colonel Dick HudsonSO1 Ground ManoeuvreDA-CMTLieutenant Colonel Coll HaddonM-ATV Product ManagerUS ArmyLieutenant Colonel Oren GiberHead of Survivability Section, Land Systems DivisionIsraeli MoD

1.1 – 2011 Speakers

Attendees

� 23.1% United Kingdom� 13.9% United States� 9.5% Germany� 8.9% Sweden� 7.9% France� 5.5% Italy� 4.5% Switzerland� 3.8% Canada� 2.6% Denmark� 2.3% Singapore

� 15% Other:Turkey,UAE,China,Norway,Finland,Poland,Spain,The Netherlands,South Africa,Australia,Belgium,Slovenia, and Jordan

Attendees by Country 2011:

Over 250 conference delegates from over 26 countries, enabling the sharing ofexperiences, case studies and operational feedback from 6 continents. An increase in bothnumbers and international representation set to continue and expand in IAVs 2012:

ExhibitionAttended by over 2500 representatives from the international military, industry andR&D community, IAVs 2011 set the bar for UK armoured vehicle EXPOs.

For 2012, the exhibition space is not only set to expand in size, but radicallyincrease its attendee numbers, all in line with our new venue, Farnborough. Set inthe heartland of the British Army, Farnborough provides the opportunity forserving British Army officers to attend and gain from the event, and for oursponsors to show their support for the UK Armed Forces.

As the exhibition expands, however, we're finding innovative new ways to makesure that you can find the top representatives who are your top priority...

To make sure you don't miss out on an exhibition space, get in contact as soon aspossible with Mark Quinn at +44 (0)20 7368 9402. You can also email theteam at [email protected].

Military / MoD (35%)• Senior military officers (1 star and above) 22%• Ranks from Major to Colonel 57%• Other military 23%

Who represent:• Policy / Doctrine 8%• Procurement / Acquisition / Requirements 34%• R&D / Engineering / Technical / Logistics / Maintenance 28%• Operational 20%

Industry (50%)• C-level / Director / Policy & Planning / Strategy 11%• Research / Engineering / Product Development 17%• Programme Managers / Supply Chain / Operations 21%• Business Development / Sales & Marketing 51%

Other (15%)• Government / Political 2%• Media 9%• Miscellaneous 4%

*Figures are based on previous attendance and 2011 projections. Actual numberswill be provided post-show.

Demographics

As an International event IAVs has been yearupon year increasing the breadth ofattendee nations and programmes.However, at its core has alwaysbeen a desire to serve the goals andchallenges of the UK Armed Forcesand ISAF TCNs who face necessarilycomparable and often mutuallyaffecting threats, requirements andprocurement challenges.

What does this mean? The provision of key military, academicand industrial insight into the best methods of achievingsurvivability, mobility, lethality and interoperability at reasonable cost andon time, and showcasing advances that offer real solutions to thechallenges the armoured vehicle community faces.

At a time when armoured vehicle requirements must balance betweenthe evolution of asymmetrical threats and the future potential ofmanoeuvre warfare, it is clear that lessons-learned are vital. Examininginternational experiences in the selection and integration of newcapabilities offers the potential for greater cooperation amongst alliesand improved materiel for our forces.

In order to provide these solutions, International Armoured Vehicles isundergoing radical change in its format and content:

At its core, a conference is a forum for discussion anddebate. Keynote presentations and panel discussionsprovide excellent opportunities for directed and targetedlearning, but with limited occasion for audiences to alterthe direction of the topic. In order to provide itsattendees with the opportunity to shape the discussionto their own challenges and requirements, IAVs 2012 isorganizing 2 key Round-Table Discussion days.

The format is simple: a leading expert within thearmored vehicles community presents a topic fordiscussion, be it strategic, technical or operational.Taking this as a point of departure, attendees thencirculate between tables (each table chaired by a keymilitary, industry or R&D representative), engaging inwhichever discussion is most suited to shaping theirrequirements and solutions:

R&D

Technical Advances

Key Threats

Procurement Policies

Wider Strategy

Operational Feedback

In doing so, IAVs 2012 aims to provide greateropportunities for interaction, debate and requirementsetting with a wider base of experts than normal paneldiscussions or directed 'question-and-answer' sessions.More importantly, however, it aims to radically increasethe potential for you to make meaningful contact withmilitary and R&D officials who arefacing key operational orbudgetary challenges and notonly delving deeper into thereal concerns and requirementsshaping their decisions, butalso highlighting yourexpertise within the area,and willingness to engagein a more collaborative andless pressured military-industry relationship, basedon a process of developingmutual-understanding.

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At the end of this year's event you told us that you wanted to hear awider range of international perspectives and a more holisticperspective on force protection, and to be given more potential forintegrated discussion with a wider base of experts. By developing keyfeedback from ISAF TCNs and wider NATO member states into aintegrated multi-national perspective, and increasing the level of inputfrom newly developing international militaries, IAVs 2012 will look tofurther this holistic approach. This, as always, goes hand in hand withthe incorporation of high-level strategic briefings alongside technicalpresentations on the equipments and tactics shaping current in-theatrecapabilities and requirements.

Request sponsorship or exhibition information from the Armoured Vehicles Team at [email protected]

What’s New?22.1 – IAV's 2012: Core Purpose

2.3 – Targeted Areas of Discussion

2.2 – Dedicated Round Table Discussions

Allowing you to benefit from theexhibition in a more directed andconstructive way, we will be generating 5separate speaker judging panels, eachtargeted towards the products that you havenominated from your range, and allowingthem to choose which systems or advancesthey believe deserve recognition in categoriesincluding:• Best Future Vehicle Technology and Capability • Best Heavy Vehicle Technology • Best Light Weight Vehicle Capability • Best Vehicle Innovation Technology • Best Product Improvement

By providing you with a wider understanding of thekey criteria being prioritized by military forces, theIAVs Awards System allows for a method of tailoredfeedback which ensures a greater harmonybetween technological developments and militaryrequirements, and a nice trophy for your shelf!

View the event history, visitor profile and more on www.internationalarmouredvehicles.com 5

What’s New?22.4 – Improved Networking Capabilities

And all of these advances will be taking place in our newvenue, Farnborough International Venue & Eventscenter. A key UK centre for large scale events, it's ourpleasure to team up with the Farnborough center toprovide a level of conference and exhibition previouslyunseen in our ten years' history.

Located a short train ride from Heathrow internationalairport and near the heartland of the British Army,Farnborough provides the easy access needed for boththe international and UK military community, great carparking facilities and a selection of top hotels adjacent tothe venue. Moreover, positioned just South West ofCentral London, attendees can take advantage of themany top rated UK golf courses nearby or take the easy30 minute train ride to Waterloo station and experienceall of the vibrant theatres, museums, iconic landmarks andtop international restaurants that London has to offer

2.5 – Innovative Awards System

2.6 – New Venue

As the premier European event for thearmoured vehicles community, IAVs 2011 wasattended by over 250 conference delegates and2500+ exhibition attendees last year. The larger wegrow as an event, however, the more we want to ensure that youare able to find and meet with those key military representatives andprogramme managers who are your top priority.

To achieve this, IAVs 2012 is breaking new ground byproviding its conference delegates with:

• Private Meeting Areas - for more sensitive “off-line” discussionsor meetings,

• Speed Networking Sessions - to allow for meetings with awider breadth of military, industry and R&D representatives,

• Delegate Photo Boards - to put a face to the name of thosepeople you most want to meet,

• SpotMe Devices - a great instant messaging and G.P.S. toolallowing you to arrange meetings, communicate with or simplyfind your colleagues or those officials who are a priority for yourstrategies across a crowded conference hall and exhibition area.

BetterAccess to

Key DecisionMakers

In order to match these requirements IAVs 2012 looks todevelop the perfect forum for open inter-agency discussionson cooperative strategies on force protection and systemenhancement. It provides an opportunity for you to benchmarkyour UOR procurement structures, through-life supportstructures and future requirements against other key NATOforces. It keeps at front-of-mind the future of ISAF operationsand European budgetary constraints, by providing you withoperational feedback, programme developments, new cost-saving logistics capabilities, and perspectives on new andradical methods of cooperative trading structures betweenindustry and military.

It's this vision which has already seen key exhibitors from 2011 sign up for next year'sevent, including:

More than this, however, by considering the emergent threats andrequirements of wider international militaries, and their newprocurement policies we look to provide you with insight into alternativeways of considering procurement, as well as first hand understanding ofwhat issues international military forces are prioritising and why. Byexpanding the international outlook of International Armoured Vehicles,we hope to provide you with the opportunity to reflect upon predictedland requirements in line with potential zones and conditions of futureconflict, and to develop a perspective founded upon a wider knowledgebase and alternative operational experiences. In doing so, as witheverything we do, we hope to provide our core customer with the bestopportunity to find solutions to their key challenges.

Evolving for the 2012 Marketplace3

3.2 – New Focus (while maintaining core goals)

View the event history, visitor profile and more on www.internationalarmouredvehicles.com6

Within the European market defence budgets are rapidly shrinking in line with the financial crisis which has swept the continent. Yet, while budgets decrease, the threats faced by our soldiers are ever on the increase. Improvised Explosive Devices, increasing ballisticthreats, the continued evolution of asymmetrical and hybrid strategies, and the ever altering potentials of future COIN operations and new land environments.

Although the challenge has always been the same, "protect your forces, on time and at the best possible cost", it's never been more difficultto meet this challenge and budgetary requirements. And as such, it's never been more important to generate discussion between nations toconsider the best tactics for developing,, upgrading and maintaining successful systems and strategies in the most cost effective manner.

3.1 – Changing Market Requirements

Basic Exhibition Stand£6,435 GBP

• 3m x 3m stand (shell scheme withone side open)

• Listing in the show guide• Listing on the sponsor / exhibitor

section of the website

Opportunities also available for sponsorsPremium Branding: Your company can be elevated to a position where they are seen as a market leader. In a fiercely competitive market you need to ensure that yourbrand is differentiated from the competition. Failure to create a clear identity will see your organisation fade into the background. We ensure that we doeverything we can to effectively lift your brand before, during and after the event. Not only do we create a fully integrated marketing campaign, which your companycan be part of, but we also offer high impact premium branding opportunities for example on bags, water bottles, pens lanyards etc.

Networking events: Ensure that you have the opportunity to engage with the key decision makers within your industry. We can create a platform for you to effectivelyinteract with your top customers and prospects in the environment of your choice. This can range from formalised private meetings / workshops right through to lessstructured networking events such as sponsored drinks receptions, coffee breaks or lunches. Ultimately whatever you decide is the right forum, we willsupport you in your quest to advance relationships with the key people who can influence the future of your business.

The Gala Dinner: Contact Nick Harragin at +44 (0)20 7368 9714 directly to discuss this opportunity.

Premium Exhibition Package£9,860 GBP

• 3m x 3m stand (shell scheme withone side open)

• Listing in the show guide• Listing on the sponsor / exhibitor

section of the website• Logo on website• Logo in show guide• Hyperlink• 100 word Profile in show guide and

contact details• 1 conference delegate place (delegate

passes are worth £1899 per person)

Focus Day Package£POA

• 30 - 40 minute speaking slot on afocus day

• Customised Mailing to Prospect List• Wish List of prospects to be invited

to the event• Logo on website• Logo in show guide• Hyperlink• 100 word Profile in show guide and

contact details• 2 conference delegate places (delegate


Stream peaking Package £POA

• 30 - 40 minute speaking slot duringa stream session





Round Table Host£POA

• The opportunity to host one of theexclusive round tables during theeagerly anticipated 'round tablesessions'



contact details• 2 conference delegate places

(delegate passes are worth £1899per person)

Keynote Speaking Package £POA

• 30 - 40 minute keynote speakingslot during the main conference

• Listed as an event sponsor/partneron all pre event marketing liteature

• Featured as an event partnersponsor on all event signage



contact details• 3 conference delegate places

(delegate passes are worth £1899per person)

ConferenceChairing Package £POA

• Chair an entire day of the conference(the only opportunity to ensure youare a constant presence in theconference room)

• Listed as an event sponsor/partner onall pre event marketinng liteature

• Featured as an event partner sponsoron all event signage

• Customised Mailing to Prospect List• Wish List of prospects to be invited to

the event• Logo on website• Logo in show guide• Hyperlink• 100 word Profile in show guide and



Lead Partner£POA

• 30 - 40 minute keynote speaking slotduring the main conference

• Chair an entire day of the conference(the only opportunity to ensure youare a constant presence in theconference room)

• 30 - 40 minute speaking slot on afocus day or during a stream session

• Listed as 'Leading Eventsponsor/partner' on all pre eventmarketing liteature

• Featured as an event partner sponsoron all event signage

• Customised Mailing to Prospect List• Wish List of prospects to be invited to

the event• Logo on website• Logo in show guide• Hyperlink• 100 word Profile in show guide and



4.2 – Sponsorship Packages

View the event history, visitor profile and more on www.internationalarmouredvehicles.com 7

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For more information about exhibiting at International Armoured Vehicles contact Mark Quinn at +44 (0)20 7368 9402. You can also email the team at [email protected].

Sponsorship Opportunities4

We know that each organization has different requirements: different target markets to advertise to, different forces to meet, anddifferent messages to get across. At IAVs we see ourselves as providing you with tailored packages and not just placing you out-of-sight amonghundreds of other stands. Let's be honest, if you're not presenting in front of the right audience, not gaining branding coverage through theright channels, and not featuring your best products in the right exhibition location, then there's no point in you sponsoring an event!

At IAVs 2011 over 100 exhibitors gained extensive exposure to over 2,500 attendees. By incorporating logos within the overallevent design, on pre-show marketing and within the show guide, sponsors were provided with enhanced brand awareness and productvisibility. By constant online promotion campaigns (including email shots to databases, and reciprocal banner advertising on partnerwebsites worldwide), we drove web traffic to our dedicated event website www.internationalarmouredvehicles.com, generating over80,000 page impressions in the run up to the show in February 2011.

4.1 – Meeting Your Requirements

Contact Us:

Mark Quinn: +44 (0)20 7368 9402

Email us at [email protected]

"Excellent, so much information provided by 'people who know'." - Antonius Streichenberger, MBDA