Viad Corp (NYSE:VVI) Q1 2018 Earnings Conference Call - Preliminary Transcript

Apr 26, 2018 • 05:00 pm ET

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Viad Corp (NYSE:VVI) Q1 2018 Earnings Conference Call - Preliminary Transcript

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Q & A
Operator
Operator

Thank you. (Operator Instructions) And your first question is from Marco Rodriguez. Your line is now open.

Analyst
Marco Rodriguez

Good afternoon, guys. Thank you for taking my questions.

Executive
Steve Moster

Thanks Marco.

Analyst
Marco Rodriguez

I was -- hey-- I was wondering if you might be able to talk a little bit more in regard to the cross-selling opportunities, you mentioned you in your prepared remarks on the GES side. It is there -- I don't know, anyway even kind of quantify it, whether it's like growth rate in terms of potentials or backlog numbers or anything that kind of gives us a sense as far as what those opportunities look like?

Executive
Steve Moster

Yeah. One of the reasons why we got into these additional services is we did feel like we were under-serving some of our clients' needs and we wanted to break into new segments, specifically the corporate event segment. And so by adding those new services, we've been able to do that.

We've always felt that there is a strong opportunity for us and that we're in the early stages of realizing some of that opportunity. We've made solid progress in terms of some of the cross-selling, but I still believe that there is a lot of room ahead of us.

Analyst
Marco Rodriguez

Okay. And is there any sort of anecdotal comments or feedback you received from clients or existing clients with these type of additional services that you've been able to add?

Executive
Steve Moster

Yeah, I think our existing clients are very excited about us being able to provide them that one stop shop. That's the cornerstone to our strategy, and I think it's very well received by our clients. It's an easier way to do it one partner versus a variety of partners. But as we mentioned in our prepared remarks, it also comes to being able to provide a suite of technology services that allow them a better opportunity to capture data for their events.

So the positive -- we've received positive feedback from our clients about not only the ease of dealing with us, but how they're leveraging our full range of services. So we're very encouraged by that, and we continue to be on the marketplace making progress.

Analyst
Marco Rodriguez

Got it. And when you do approach your existing clients or even some new clients which I'm assuming sales like will be a little bit longer. If you can maybe talk a little bit about how you guys approach the clients in terms of illustrating to them your capabilities with these new services and kind of what is the process look like? Are there any changes to their decision-making, anything of that nature?

Executive
Steve Moster

Well, our current client base, Marco, is usually the same decision-maker that is making decisions across multiple services for that event. And so we've really repositioned ourselves through a series of campaigns to really illustrate the full depth of the services that we offer. And I think it's been very successful in terms of opening eyes of our full capabilities set.

So I'm encouraged by