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Global Fairs. Global Business. Networked for success. Trade Fairs-Platform for Lead Generation und Global Business April 2013.

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Presentation on theme: "Global Fairs. Global Business. Networked for success. Trade Fairs-Platform for Lead Generation und Global Business April 2013."— Presentation transcript:

1 Global Fairs. Global Business. Networked for success. Trade Fairs-Platform for Lead Generation und Global Business April 2013

2 Global Fairs. Global Business. 103/Ju – April 2013 2 Deutsche Messe Networked for success Standing out of the crowd is – and always has been – the name of the marketplace game.

3 Global Fairs. Global Business. 103/Ju – April 2013 3 Deutsche Messe Networked for success The Gallery of Machines at the Paris World Expo in 1889

4 Global Fairs. Global Business. 103/Ju – April 2013 4 Deutsche Messe Networked for success First EXPORT MESSE 1947 in Hannover

5 Global Fairs. Global Business. 103/Ju – April 2013 5 Deutsche Messe Networked for success Hannover now boasts the worlds largest exhibition complex, featuring 470,167 square meters of indoor space in 26 halls and pavilions,

6 Global Fairs. Global Business. 103/Ju – April 2013 6 Deutsche Messe Networked for success Role of trade fairs over the years Customer retention / New customer acquisition Presentation of new products, technologies and services Platform for business startups Image promotion / Media impact Benchmarking Face-to-face communication Knowledge transfer Marketplaces for international communication Business development

7 Global Fairs. Global Business. 103/Ju – April 2013 7 Deutsche Messe Networked for success Trade fairs as a multi-purpose tool Generate new business leads General market orientation Maintain existing business leads Learn about innovations Transact sales, purchasing 91% 89% 86% 69% Visitors Exhibitors 23% 41% 26% 7% 48% Win new customers Promote recognition Customer care Present new products/services Conclude sales or business deals Generate business leads Bring together exhibitors and visitors Create added value for both customers groups and enhance customer retention for the exhibition Expand knowledge base on both customer groups

8 Global Fairs. Global Business. 103/Ju – April 2013 8 Deutsche Messe Networked for success Internet and trade fairs considered most important industrial marketing tools Own Homepage 91% Trade fairs and exhibitions 85% Face-to-face sales / Field service 76% Direct mailings 61% Events 48% Advertising in trade journals 42% Internet sales 41% Public relations 39% Source: Representative EMNID survey on behalf of AUMA involving sample of 500 companies which exhibit at trade shows, October 2012 Despite its growing significance, the Internet can never come close to delivering the USP that trade fairs do: face-to-face dialogue, which is of key importance when trying to explain and sell capital goods of complex nature! Conclusion Exhibiting firms consider the following to be (very) important in their B2B communications:

9 Global Fairs. Global Business. 103/Ju – April 2013 9 Deutsche Messe Networked for success Trend from international flagship fairs to continental flagship fairs Deutsche Messe experience: Marketing budgets to shift away from global flagship events and towards major continental tradeshows, plus dedicated tradeshows on particular themes GFE CT DT LF Global flagship events (GFE) Continental tradeshows (CT) Dedicated tradeshows (DF) Local fairs (LF)

10 Global Fairs. Global Business. 103/Ju – April 2013 10 Deutsche Messe Networked for success Over 20 tradeshow venues around the world Australien: Sydney Canberra China: Beijing Shanghai Chengdu Chongqing Guangzhou Jinian Shenzhen Wuhan Indien: Mumbai Bangalore Delhi Russland: Moskau Südamerika: Sao Paulo Curitiba Caxias do Sul Porto Alegre Türkei: Ankara Istanbul Izmir VAE: Dubai USA: Chicago Südafrika: Johannesburg Indonesien: Jakarta

11 Global Fairs. Global Business. 103/Ju – April 2013 11 Deutsche Messe Networked for success CeBIT – the one event that attracts all the relevant high-tech market players CeBIT and HANNOVER MESSE 2013 User sectors Energy (Energy Efficiency) Health & Prevention Urban Solutions/ Smart Cities Aviation Automotive & Transportation Technologies Communications & Mobile Solutions Hardware & Electronics Intelligent Infrastructure & Networks Cloud Computing Skill Sourcing + Development Brand Awareness Opportunity Management Personal Networking CeBITs strategic focus at a glance Business Solutions + Services

12 Global Fairs. Global Business. 103/Ju – April 2013 12 Deutsche Messe Networked for success HANNOVER MESSE 2013 The world's most important technology event CeBIT and HANNOVER MESSE 2013 HANNOVER MESSE is the worlds most important technology event In its multiple trade shows, HANNOVER MESSE bundles industry's key technologies It enjoys outstanding global recognition as a cross-sector showcase for technology and innovation. In addition to its broad exhibition scope, HANNOVER MESSE offers a high-caliber program of forums, conferences and special events It is the perfect stage for establishing and expanding international customer relationships. This is where high-ranking decision- makers from business, science, the public sector and politics meet.

13 Global Fairs. Global Business. 103/Ju – April 2013 13 Deutsche Messe Networked for success Effective lead generation service portfolio for maximum business success Online Campaigns Guided Tours Visitor info systems Visitors Exhibitors Media Research and education facilities Associations and chambers of commerce Sector communities Government policymakers Matchmaking Lead generation tools

14 Global Fairs. Global Business. 103/Ju – April 2013 14 Deutsche Messe Networked for success Global visitor database Over 450,000 who have granted permission to be contacted online One third of whom are from outside of Germany 2.3 mill. addresses of attendees Key asset: Database of 2.3 mill. registered and potential trade fair visitors from around the world Target focus: decision-makers, industry professionals Data can be broken down by (among other qualifiers): country company name sector area of responsibility role in company size of company interests Multi-stage dialogue campaigns by Deutsche Messe To encourage attendance To promote visitor loyalty over the years To win over new visitor target groups worldwide For market studies and customer satisfaction assessment

15 Global Fairs. Global Business. 103/Ju – April 2013 15 Deutsche Messe Networked for success Visitor, matchmaking and delegate support – all from a single, on-site source Full scope of services at one convenient place: Match & Meet service for business matchmaking Visitor relaxation and networking in the Visitors Lounge and Premium Lounge Greeting of foreign delegations Central point of departure for guided tours for delegates and visitors full range of advertising and info services Welcome to the Information Center – the central port of call for you and your customers!

16 Global Fairs. Global Business. 103/Ju – April 2013 16 Deutsche Messe Networked for success Match & Meet packages Overview Match & Meet Registration Free registration to Match & Meet affords an effective basis for optimal networking Match & Meet Online Look for the right business partners yourself and establish new contacts before, during and after the trade fair Match & Meet Onsite Arrange appointments with potential business partners and meet them on-site at the show Match & Meet Meeting Services Meeting rooms and conference tables in the Match & Meet Area (IC) providing more comfort and privacy for your meetings More information at: www.cebit.de/en/match-meet www.hannovermesse.de/en/match-meet Business contacts for your clients and members

17 Global Fairs. Global Business. 103/Ju – April 2013 17 Deutsche Messe Networked for success Social media marketing The essence of social media marketing: an array of web- based applications which allow the creation and exchange of user-generated content. Social relationships are forged by means of user comments, ratings and recommendations which are intrinsically linked with online content. Objectives Wider reach and increased awareness Optimal reputation management & image boosting Supports efforts to turn interested parties into trade fair visitors Measures Sharing of sector news and multimedia content Support and service Sweepstakes/drawings, competitions, surveys Constant monitoring and optimization Homepage inclusion of social plug-ins

18 Global Fairs. Global Business. 103/Ju – April 2013 18 Deutsche Messe Networked for success Excerpts from our Mission Statement We offer tradeshows and a whole lot more. We are a leading provider of online-based matchmaking for our customers target sectors. We hold an accurate mirror to todays markets and focus our events on emerging trends with the potential to shape the future. We generate a significant share of our earnings outside Germany and make a positive contribution to the growth of marketing budgets around the world. As of 2011, our profit strategies will result in consistently positive cumulative earnings over every four-year period. We will generate maximum economic benefits for the city of Hannover and the state of Lower Saxony.


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