By now the dust has settled, your equipment has returned (or, better yet, sold on the floor and shipped elsewhere), and the pile of business cards and scanner data has been reviewed and sorted by priority. It has been written in this column before that show leads are gold. They are generally highly targeted leads. The simple fact that someone is in attendance at the show indicates that they are already interested and motivated. By the time they stop by your booth to learn more you are three or more steps into your normal sales cycle.
As an exhibitor, you made a serious investment in IMTS and you certainly want to leverage those dollars to the fullest. Over the course of the show you may have had hundreds of visitors to your booth. What about all of the other legitimate prospects who wandered the show but did not get a chance to visit with you? Wouldn’t it be nice to be able to tap into them to add to your pile of gold?
As Ian Stringer explains in his MTInsight article on page 4, the IMTS Passport captures the data of every registered attendee, which can be sorted by location and product interest? That’s right, all of those folks who came to see, learn, and buy products that fall into your portfolio but did not make it to your booth can now be added to your show lead list for follow-up. Do you want those additional quality leads? Passport will hand them to you!
The members-only International Markets Briefing Breakfast at IMTS was as valuable as ever. The management team from AMT’s international Tech Centers shared market intelligence about their respective countries and regions of the world. The takeaways were plentiful with insight into specific geographic hot spots and growth sectors. With combined industry experience in excess of 100 years, these folks know their markets intimately and have amassed a tremendous amount of relationship capital to assist you with any aspect of increasing your footprint on foreign soil (particularly in China, India, Mexico, Brazil, and Central/Eastern Europe; but we can help anywhere). If you missed the breakfast, the presentations are available to members on AMTonline.org; contact Farron Sanders at fsanders@AMTonline.org for a link.
The optimism presented at the breakfast for global market improvement in 2017 and beyond was reinforced at the General Manager’s Meeting at IMTS. This meeting is where AMT and its sister organizations around the world gather to share market trends and forecasts for the machine tool industry. Prestigious Oxford Economics shared their insight on several real stars for industrial production in the upcoming years — which, by the way, included India.
Speaking of India, will you be exhibiting at IMTEX this coming January? If growth in the automotive, aerospace, and medical sectors is part of your strategy, you need to take a close look at this show. AMT will have a members' pavilion making it very easy and cost effective for you to participate. We will also host a trade mission to Pune and Bangalore just prior to the show where you can get a real feel for the market and meet potential customers who are OEMs, job shops, and suppliers.
There was a lot of talk at IMTS about China. There always is. With 2017 projections for GDP and industrial production growth at 6.2 percent and 5.2 percent respectively, things are still viewed as sluggish (most countries would kill for those numbers!). That is hardly the whole picture.
Did you know that the Chong-qing area (Midwest) accounts for more than 20 percent of China’s total GDP? The region produces more than three million vehicles and eight million motorcycles each year! This tier two city and surrounding area is booming. Things are so promising there that AMT and CMTBA, our sister organization in China, have teamed up to produce a new show! The China Chongqing International Machine Tool Show (CCIMT) will debut Nov. 13 -16, 2017. This is one you don’t want to miss. (Go to www.AMTonline.org/CCIMTNR for more information.)
For more information on how we can assist you with access to global markets, contact us anytime.