Not long ago, ASA CEO Paul Pomerantz and I discussed the downward pressure on exhibitor fees at the ASA annual meeting. It’s an important topic because ASA derives about 18 percent of its total annual revenue from the meeting, and more than 40 percent of that comes from our exhibitors.

The problem, more and more, is that the vendors are questioning the return on their investment in displaying their products on our exhibit floor. They suspect that our attendees, overwhelmingly practicing anesthesiologists, are no longer the decision-makers driving purchases in their health care organizations. Put simply, it appears to the exhibitors as though we’re no longer the leaders.

The conversation reminded me of the Rovenstine Lecture that Peter Pronovost, M.D., Ph.D., delivered at the annual meeting in 2010. His address, “We Need Leaders,” tackled the issues of improvements in...

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