The fair takes place from 20th to 24th February in Valencia, Spain. We would remind you that you need to apply for your visa at least two months ahead of the fair. If you have any queries regarding the visa application process specifically, do go to the Spanish Embassy website: www.mae.es .For more information, contact Mª José Sanfelix at Feria Valencia: Tel.: +34 96 386 14 43 Fax: +34 96 386 11 55 e-mail: email@example.com www.cevisama.com
1. COMMERCIAL EFFICIENCY: Trade fairs rank second in the league table of effective sales mechanisms, just behind the sales force itself (according to a 1998 report by the USA based Center for Exhibition Industry Research-CEIR). The unique features of trade fairs mean that they are a marketing tool that facilitates and accelerates sales processes.
2. COST SAVINGS: Exhibiting at trade fairs can result in significant savings, for two reasons: the sheer number of buyers and suppliers who congregate together in one place and the fact that the fair organisers invest heavily in marketing through their sales force, advertising, promotion, PR and market research.
3. INFORMATION: According to a study by Simmons Market Research Bureau (1997), trade fairs are the most efficient way of gaining market intelligence as they facilitate a two-way flow of information (supplier-client and vice-versa). Fairs are the ideal forum for discussing issues and analysing new trends with other industry professionals.
DURING THE FAIR: Should you have an issue to resolve related to the services you have booked you should contact customer services on 96 386 13 13. Before the fair opens you will receive a letter with a list of telephone numbers you can call if you have any queries at all.
PHASE 1: Approximately three/four months in advance, set the objectives you want to achieve by attending. Gather information about the fair: ask the fair’s manager for data on the industries being represented, on the companies exhibiting, the parallel events etc. and request the visitor leaflet. Plan your trip: book your accommodation, decide how you are going to travel and make the relevant reservations. If you are coming from outside the European Union you will need to get your passport or visa in place. Apply for your trade visitor registration card.
PHASE 2: About two months in advance, draw up your daily plan of action: set up a timetable for seeing the exhibitors at the fair and determine how much time you are going to devote to other activities. Plan other visits, how you will tour the pavilions to look for new products and suppliers, find out about the industry and current trends and which parallel events you will attend. Draw up a questionnaire that you can use as a script in your meetings with exhibitors and that will reveal important information. Book any translation and/or interpreting services you may need if you do not speak the language of the companies you are going to see.
PHASE 3: Around one month ahead of the fair, contact the exhibitors you want to see and make appointments to see them. Check that you have received any invitations from exhibitors you are expecting to receive one from and request one if not. Create working notes to include Company name, name of contact, location within Feria Valencia (pavilion and stand number), time of meeting etc. Register, if necessary, for any parallel events of interest.
PHASE 4: After the fair, Contact any new suppliers you are interested in, analyse the information you have gathered and compare the alternatives the different suppliers offer. Assess the results.