The main differential features as compared with other marketing tools are:
Essential commercial tool: brings together offer and demand in one place and at the same time, facilitating meetings and exchange (quality public)
Providing the ideal conditions for personal contacts, making products accessible and allowing us to judge customers' reactions.
Perfect backdrop with all players, both exhibitors and trade buyers, in the right frame of mind.
Trade fairs are now BUSINESS CENTRES in terms of commercial transactions and because they are neuralgic centres for forms of relating within an industry. Agreeing on joint ventures and common strategies, international cooperation actions, market research and product testing are just some of the activities that take place during a trade fair.
1. COMMERCIAL EFFECTIVENESS: Trade fairs are second in the ranking of effectiveness in sales, just behind direct sales force (according to a report from the USA in 1998 by CEIR, Center for Exhibition Industry Research). Given their differentiating features, trade fairs are a marketing tool boosting and accelerating sales.
2. SAVING COSTS: Taking part at a trade fair can save costs, thanks to two reasons: The concentration of buyers and suppliers in the one place. Multiple marketing actions can be implemented at once: sales force, advertising, promotion, public relations and market research.
3. SOURCE OF INFORMATION: According to a study carried out by the Simmons Market Research Bureau (1997), trade fairs are the most effective way of gathering information: Trade fairs provide an excellent two-way flow of information (supplier-client and vice versa). Trade fairs are the ideal forum to debate issues of concern and analyse new trends with other professionals from the industry.
Feria Valencia is the veteran exhibition centre in Spain, and has been an international and national leader ever since it was founded.
Feria Valencia is the leading exhibition centre in Spain in: exhibition area, services, number of professionals events, number of international events, the biggest and most prestigious professional trade events in Spain, etc.
Feria Valencia is a dynamic, innovative institution evolving with the new needs and circumstances of the market: constantly renewing its offer with the creation of new fairs and adapting existing ones to the changing conditions of the industry in question.
A participative management model that combines the know-how of the business sector coming from the direct involvement of entrepreneurs from the sector with Feria Valencia's experience in managing and organizing trade events.
A privileged location on the axis of greatest development in the Mediterranean. Besides, Valencia has unbeatable modern infrastructures connecting it with the rest of Spain and Europe.
After the recent refurbishment and extension plan Feria Valencia is now the biggest and best exhibition centre in Spain: 230,000 m² of exhibition area designed with cutting-edge architectural criteria responding to exhibitor and visitor needs.
Feria Valencia is an urban trade fair venue, at just 5 kilometres from the city centre of Valencia, and is making ongoing investments in access to ensure easier and better access for exhibitors and visitors.
The ISO 9002 Quality Certificate vouches for the professionalism and the excellence of Feria Valencia, the first exhibition centre in Spain to earn this certificate from AENOR.
BEFORE THE FAIR: for further information on the services described above or if you have other specific needs, please contact the fair directly. They will be delighted to inform you about the procedures, deadlines and other info of interest.
DURING THE FAIR: If you need to resolve any issue concerning services you have contracted, please contact our Customer Attention Dept.: 963 861 313. Before the fair begins, you will receive a letter with a list of useful telephone numbers which you can ring to resolve any problems that might arise
1. Compile a large quantity and variety of information within a short space of time, thus obtaining a global vision of the market 2. Discover innovations through demonstrations and presentations of new products and services 3. Familiarise yourself with the available offer, comparing prices, conditions and technical characteristics. 4. Discover the latest trends in parallel events (congresses, seminars, etc.) and exchange opinions with experts and other agents. 5. Examine products prior to purchase. 6. Find technical solutions to existing problems and needs; generate ideas for application to your company's products. 7. Visit current suppliers, meet alternative suppliers and discover new suppliers operating in the sector. 8. Establish contacts and co-operation networks with other agents. 9. Study the option of participating as exhibitor in future editions.
"We've been exhibiting at IBERFLORA for many years and it is an absolutely crucial event in our annual agenda. Given its prestige in the industry, for us IBERFLORA is a tool and a business platform that we could not do without. Taking part in the fair accounts, either directly or indirectly, for a large percentage of our annual turnover, with sales coming from contacts made during the fair"
"Until a few years ago, we targeted the domestic market almost exclusively with some incursions into neighbouring countries. When we started to exhibit at MADERALIA a whole new perspective opened up for us. We begun to export to many other countries. Thanks to the international profile of the fair, we gradually opened up emerging markets where we are now enjoying considerable success"
"The huge amount of trade buyers who travel to CEVISAMA from all over the world, and not just Spain itself, makes it easy to contact lots of potential clients that would be extremely difficult or costly otherwise"
"Because we are a relatively small company we are unable to take on the risk of introducing ourselves in a market as far away and unknown as Taiwan. We would never had imagined exporting to this country if it were not for FIM (International Furniture Fair) where we made contact with a local company with whom we established a commercial agreement."
"We go to TEXTILHOGAR every year to show our existing and potential clients our new introductions. TEXTILHOGAR is our main springboard and showcase. For us it is a unique opportunity to check out the competition, make new contacts and show what we are doing"
"FIAM is such a representative fair that everybody seriously interested in the industry turns up. This annual contact with the leading brands and manufacturers in the market gives us invaluable information that allows us to get an overview of the competition and it helps us evaluate our own position"
Before visiting a trade fair, one needs to prepare and plan one?s time in order to make the most of the investment in time and money. Below we have prepared a checklist to help you in this task. This is a guideline for deadlines and things to do beforehand. If you have any questions please do not hesitate to contact the fair.Checklist:
STEP 1: Approximately 3-4 months before the fair
Decide on goals for participation
Gather information on fair: Request details from the fair about the various sectors represented, exhibiting companies, fringe events and activities, etc. as well as the brochure for visitors.
Plan your trip: Book accommodation. Decide on travel arrangements and make reservations If you are travelling from outside the EU, make sure your passport is in order and apply for a visa if required
Prepare a pre-mail (apply for a registration card as a trade visitor)
STEP 2: Approximately 2 months before the fair
Design a day-by-day plan: Draw up a schedule of contacts with exhibitors during the fair Decide on the time you will set aside for other activities: Other commercial visits: explore exhibition pavilions to find new products, new suppliers Acquaint yourself with available product offer and trends Attend parallel activities
Prepare a questionnaire that will serve as a script for interviews with exhibitors and where you can make note of important information.
Contract the services of an interpreter if you do not speak the language of the exhibitors you are interested in contacting
STEP 3: Approximately 1 month before the fair
Contact exhibitors to make appointments.
Check that you have received invitations from exhibitors (ask for them if not received)
Make files with name of business, contact, location at Feria Valencia (pavilion and stand no.), time of meeting, etc.
If required, enrol for parallel activities of interest .
STEP 4: Post fair
Contact new suppliers of interest.
Analyse the information gathered and compare alternatives on offer from different suppliers.
To evaluate your participation at the fair, you need to reflect on the results obtained and adopt corrective measures for future editions if necessary:
Participation at a trade fair should not be improvised. Specific objectives must be set and all activities to be carried out must be planned with sufficient time.
The results must not be measured solely in the short term, given that efforts often bear fruit in the medium to long term.
Prioritise your visits: You should visit exhibitors in order of interest, and for this purpose it is essential to plan you time.
Make sure to take notes on product and their specifications: price, payment, guarantees, technical assistance, etc. in order to properly evaluate the different choices afterwards.
It is advisable to attend parallel activities (seminars, workshops, congresses, etc.) and product presentations to find out all about the latest trends and new introductions.
Results must be evaluated globally, taking into account all the benefits of visiting the fair. In addition to orders placed, other added values must be borne in mind, such as ideas obtained for application in your company, exchange of opinions, contact with other professionals, seeing products first hand, discovering new products, etc.