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Topics Overview
Issue 1.2009A publication of Koelnmesse, Inc.
NO Copy Program
Shows Have a Bigger Payoff
Working Smarter
We Are Here to Help
Green Exhibiting
Event Spotlight
While You Are in Flight
Doing Business in Germany
Upcoming Event Calender
Koelnmesse, Inc.8700 W Bryn Mawr AvenueSuite 640NChicago, Illinois 60631United States of Americaphone: +1-773-326-9920fax: +1-773-714-0063http://www.koelnmessenafta.comhttp://twitter.com/koelnmesseinc
W
e are excited to present the
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rst edition of our North American KoelnmesseNewsletter!
This Newsletter will appear every 3 months and will keep you informedabout everything surrounding our events. We will feature highlights of upcoming events not only in Cologne, but also events we organize in Asiaand in North America.The attached issue touches on important issues such as how to protect yourself when property rights are infringed, how to use trade shows as acost effective means for lead generation and how to minimize the carbonfootprint when exhibiting. You will also
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nd valuable information on business etiquette and tipson cost savings via our travel partner Lufthansa.Export minded companies should think of us as their extended arm in planning their interna-tional marketing efforts. We help with selecting the right trade show and assist with
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oor planselection, booth design as well as how to market your company to international buyers andtrade press. We also work with North American associations in launching, building or expandingtradeshows or conferences in the U.S., Canada, Asia or Europe.Whether you are an association, show organizer, exhibitor or trade show attendee, this commu-nication tool is designed to provide valuable information in assisting with your business. Feelfree to share comments and suggestions on your Koelnmesse experience as we always strive toimprove aspects of our events!Happy Reading!Mette PetersenPresident & Managing Director Koelnmesse Inc.
No Copy! - Originals
We want your participation at the trade fair to be successful. It is important to ensure thateverything goes smoothly, not only from the point of view of organization, but also froma legal point of view. We are particularly concerned about protecting your rights and wantto assist you as much as possible in any action you might take against product piracy. Thisguide is intended to provide initial assistance. Should we receive a speci
fi
c indication of anexisting or threatened infringement of property rights, we write to exhibitors before thetrade fair to refer to the conditions of participation and to inform them of the legal conse-quences of property right infringements. However, since we ourselves are not the holdersof the industrial property rights, we cannot enforce your rights against third parties for you.Finally, Koelnmesse reserves the right to exclude exhibitors who have been thesubject of a court decision on product piracy from participating in the sub-sequent trade fair. However, a requirement for their exclusion is that there isa certain risk of repetition of the offense. To download the full brochure onKoelnmesse’s
No Copy! - Originals
please visithttp://bit.ly/vMhdI
Shows Have BiggerPayoff!
Trade shows are an even more cost-effective forum to identify leads andclose deals than the Center for Exhibition Industry Research has reported.After reviewing the data for “The Cost Effectiveness of Exhibition Partici-pation,” a two-part study released by Dallas-based CEIR earlier this year,M&C discovered a calculation error that in
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ated the reported cost of iden-tifying prospects and closing sales at trade shows by 5.4 percent.The published report stated that the average cost to identify a prospectand close a sale using exhibitions is $2,307.19. But following an inquiryfrom M&C, researchers admitted the number should be $2,188.40. With-out using exhibitions, the average cost to generate a lead and close a saleis $3,102.10, according to the study.Dr. Matthew T. Brown, a University of South Carolina researcher who worked on the study and recalculated the numbers, notedthat “the results still stay in the two-to-three ratio that CEIR has been publishing.”The study was based on a survey completed by 214 sales managers and executives from companies that have annual sales inexcess of $50 million. Results varied widely, so researchers plugged averages into their formula, including the number of prospectsidenti
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ed per show (295), the number of salespeople staf
fi
ng each show (6.74) and the average salary of a salesperson ($77,566).The results also indicated that leads generated via exhibitions are often of greater quality than those generated by the use of other methods.How cost-effective are trade shows for you? Use the M&C online calculator: http://mcmag.com/article_ektid26452.aspx
Working Smarter
Lufthansa is excited to offer Koelnmesse Attendees and Exhibitors a way to Save up to 15% on travel to Cologne or anywhere in Europe on Lufthansa!Lufthansa is offering exclusive fares and discounts for Koelnmesse attendees and exhibitors when booking via this ex-clusive Lufthansa Promotions Online website. Both attendees and exhibitors at any Koelnmesse conference can enjoydiscounts ranging from 15% to 5% in First, Business and Economy Class to Cologne or any place in Europe.Take advantage of discounts that are applicable to the Lufthansa’s lowest published fares. Bene
fi
t from super specialfares that Lufthansa only offers through this website. Visit http://www.koelnmessenafta.com to plan your trip todayand save!For more information feel free to contact us at +1 (773) 326-9920. We energize your business!Do not delay, book your reservation today! Visit http://www.koelnmessenafta.com.
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Do not delay,book your reservation toda y! Visit http://www.koelnmessenafta.com.
Meet the Koelnmesse Team
We Are Here to Help
Christopher Beavers
North American Sales & Project Manager c.beavers@koelnmessenafta.com+1-773-326-9928 phone
Shows: China International Hardware Show Powered by Practical World, spoga/gafa, spogahorse (spring + autumn), International HardwareFair, Asia Pacific Sourcing, DMS and Ferroforma.
Ken Dickerson
North American Sales & Project Manager k.dickerson@koelnmessenafta.com+1-773-326-9926 phone
Shows: Kind & Jugend, IMB, IMM, Interzum,Interzum Guangzhou, Interzum Moscow,Photokina and Orgatec.
Silke Eidam
North American Sales & Project Manager s.eidam@koelnmessenafta.com+1-773-326-9929 phone
Shows: Aquanale, FSB, Gamescom, IDEM India,IDEM Singapore, IDS and INTERMOT.
Darrin Stern
North American Sales & Project Manager d.stern@koelnmessenafta.com+1773-326-9925 phone
Shows: Carbon Expo, Carbon TradeEx America,Clean Energy Expo, Entsorga-Enteco, Wind Power Asia and Business Development.
Lesley Swain
Controller l.swain@koelnmessenafta.com+1-773-326-9924
Veronica Woods
North American Sales &Project Manager
v.woods@koelnmessenafta.com
+1-773-326-9922 Phone
Shows: Annapoorna World of Food India, Anuga, Anuga FoodTec, Coffeena, Dairy Universe India,Euvend, Int’l FoodTec China, Int’l FoodService India, Int’l FoodTecIndia, ISM, ProSweets, Sweet & SnackFactory India, Sweet &SnackTec China, Sweets Middle East, Sweet & SnackTec MiddleEast, Sweets China, Sweets Middle East, Thaifex World of Food Asia, Wine & Gourmet Asia and Wine & Gourmet Japan.
George van Brenk
North American Exhibitor Services Coordinator g.vanbrenk@koelnmessenafta.com+1-773-326-9927 phone
Franz Balve
PR and East Coast Sales Manager f.balve@koelnmessenafta.com+1-732-933-1117
Gabriela Gonzalez
Mexico Sales Manager DE International de México, S.A. de C.V.gabriela.gonzalez@deinternational.com.mx+52-55-15-00-59-00
Why Carbon Offsets?
Carbon offsets allow you to take action on global warming now.Offsetting your carbon footprint will support greenhouse gasreduction projects and hasten the transition to a clean energyfuture.Carbon offsets can be more ef
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cient than other measures an indi-vidual can take to
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ght global warming, while reducing the sameor more carbon dioxide emissions. After all, it is more cost effec-tive to build a 100 MW wind farm in Texas than a 5 kW windmillin your own back yard.Carbon dioxide emissions are causing the Earth’s climate tochange and warm, which will have catastrophic results if we donot act to reduce them. Carbon dioxide emissions in our atmo-sphere are at their highest levels in recorded history, spanningover 650,000 years.Show your company’s leadership position and learn about offset-ting your impact.Resources:http://CarbonOffsetList.orghttp://en.wikipedia.org/wiki/Carbon_offset
Green Exhibiting
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