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

Global Fairs. Global Business.

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

Global Fairs. Global Business. 103/Ju – April 2013

2Deutsche Messe Networked for success

Standing out of the crowd is – and always has been – the name of the marketplace game.



The “Gallery of Machines” at the Paris World Expo in 1889



First EXPORT MESSE 1947 in Hannover



Hannover now boasts the world’s largest exhibition complex, featuring 470,167 square meters of indoor space in 26 halls and pavilions,



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



Trade fairs as a multi-purpose tool

Generate new business leads

General market orientation

Maintain existingbusiness leads

Learn aboutinnovations

Transact sales,purchasing

91%

91%

89%

86%

69%

VisitorsExhibitors

23%

41%

26%

7%

48%

Win new customers

Promoterecognition

Customer care

Present newproducts/services

Conclude sales orbusiness 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



Internet and trade fairs considered most importantindustrial 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:



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)



Over 20 tradeshow venues around the world

Australien:SydneyCanberra

China:BeijingShanghaiChengduChongqingGuangzhouJinianShenzhenWuhan

Indien:MumbaiBangaloreDelhi

Russland:Moskau

Südamerika:Sao PauloCuritibaCaxias do SulPorto Alegre

Türkei:AnkaraIstanbulIzmir

VAE:Dubai

USA:Chicago

Südafrika:Johannesburg

Indonesien:Jakarta



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

OpportunityManagement

PersonalNetworking

CeBIT’s strategic focus at a glance

Business Solutions + Services



HANNOVER MESSE 2013The world's most important technology event

CeBIT and HANNOVER MESSE 2013

• HANNOVER MESSE is the world’s 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.



Effective lead generation service portfolio for maximum business success

OnlineCampaigns

GuidedTours

Visitor infosystems

Visitors

Exhibitors

Media

Researchand education

facilities

Associationsand chambersof commerce

Sectorcommunities

Governmentpolicymakers

Matchmaking

Leadgeneration

tools



Global visitor database

Over 450,000 who have granted permission

to be contacted online

One third of whom arefrom outside of Germany

2.3 mill. addressesof attendees

Key asset: Database of 2.3 mill. registered and potentialtrade 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



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!



Match & Meet packagesOverview

Match & Meet RegistrationFree registration to Match & Meet affords an effective basis for optimal networking

Match & Meet OnlineLook for the right business partners yourself and establish new contacts before, during and after the trade fair

Match & Meet OnsiteArrange appointments with potential business partners and meet them on-site at the show

Match & Meet Meeting ServicesMeeting 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



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



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 today’s 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.

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

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