International trade fairs offer a great deal to exporters keen to secure new offshore business. Simply ask anyone who’s been there, done that, and has the new business to prove it. By Glenn Baker.

Mike Seager had not long stepped off the plane from attending a trade fair in Bangkok when I spoke to him, and in a couple of days he was about to step on another bound for China – his 37th trip to the Peoples’ Republic in just four years. This is what it takes to build sales in new markets – get face-to-face with your customers and potential customers – and arguably the best forum for this is an international trade fair that caters specifically to your industry niche. Seager, along with managing director Neil Spencer, heads PWT Limited – an R&D business that focuses on process technologies for the galvanised wire industries. The company has developed a unique electro-magnetic wiping (Quantum- EMW) system that delivers a major improvement in production efficiencies, product quality and cost savings for the world’s wire manufacturers. The system can be applied to new galvanising lines and retro-fitted onto existing lines.

its also environmentally and operator friendly. PWT’s entire target market lies offshore – primarily China, where they’ve already sold 16 units, but also Japan and Korea, where they’ve sold a similar amount. The two directors quickly realised that to sell their technology to potential buyers, they would have to meet as many as they could where they all congregate under the one roof. In 2007 that strategy led them to exhibit at Interwire in Cleveland (before the Chinese mills had a major impact on North America’s wire manufacturing industry) and visit Wire South-east Asia in Bangkok. In 2008, it was off to Düsseldorf in Germany to visit the international Wire & Tube, the world’s biggest wire show spanning five massive halls. Later that year they exhibited at Wire China in Shanghai, the second biggest show. Seager describes the foot traffic there as “vast”. This year it was back to Cleveland, then a stand at Wire Russia in Moscow, where the market is still in its infancy, on to Wire Asia in Tianjin, China, and then Bangkok again. PWT has already secured space at Düsseldorf and Shanghai for 2010.  

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Signage and Banners

As well as using substrates which demonstrate sustainable material attributes, we have also begun to use BIOflex® FL. BIOflex is a durable white, flexible substrate readily available in seamless up to 5.00m. Tear and fade resistant, it will withstand all types of weather conditions. BIOflex has been engineered to be the first truly environmentally friendly, biodegradable PVC which contains zero toxic materials. It is well suited for applications that require a front-lit digitally printed sign or banner.

Dye Sublimation

We have begun to see a shift from clients who are now opting for a new print process; Dye Sublimation Printing. Due to ease of use, reusability and transportation costs, clients are choosing to make the switch to Dye Sublimation having been made aware of the impact older systems had on the environment. This process is so great it allows us to produce amazing quality large and small format prints and to also produce stand out sites with organic shapes and seamless finishing’s.

Our brief was to design a pavilion environment that had a unique ‘New Zealand’ look and feel; it had to be high impact, with a light bright layout that allowed consistent traffic flow.

 The initial concept was for the stand to be transported, reconfigured and installed in 3-6 offshore events. This came with its own challenges as the foot print sizes were different for each site. It was important that the installed stand had a bespoke look and feel to it, despite the footprint and event specific requirements. Creating a sophisticated environment that was easy to install with a reduced use of materials was paramount.

 The stand required space for up to 20 exhibiting companies, a fully operational chefs kitchen, enclosed meeting spaces, demonstration areas for cooking food samples, and a VIP area with a working chef capable of entertaining 15 targeted and pre-approved VIP guests.

 “We were very happy with all elements of the New Zealand Food & Beverage pavilion produced by DE Group for the Food & Hotel China show. As a client, we felt that our needs were listened to, understood and accommodated in all aspects of the design and production process.”

Peter A.Wilson Marketing Team Manager New Zealand Trade and Enterprise

Working closely with the client, the design team at DE Group helped to develop his vision into a spatial and sculpturally successful environment, cleverly moulding the cabinetry elements into a tight and difficult space while at the same time accommodating the practical requirements of a working retail experience.

DE Group were the first to utilise the next big step in printing technology in Australasia. Océ technology, in the form of the Arizona 250 GT, has revolutionized the way display graphics can be applied.

Others have since followed our lead, but our team maintains the edge with the specialised knowledge and familiarity that comes with long-term, practical experience.

 Printing full-sheet size, photo-quality images on almost any sub-strate imaginable – rigid or flexible – you can only imagine the possibilities we can now offer. So – choose your medium and we’ll find a way to maximise the impact of your event, signage or business.

 This fantastic machine will allow DE Group to lead the way in an exciting new development called Lenticular Printing   - basically, production of quality 3D billboard-size images. You’ve heard the buzz and improvements in technology have made the process very cost effective.

 Get more bang for your buck. Figures have shown that this technique has 5 times more stopping and pulling power than normal static signage. DE Group and  Lenticular Printing can provide another powerful tool in your repetoire that will maximize the impact of your next advertising campaign.

We would like to congratulate Sheena on making it to ten years with DE Group. Sheena started with us as a Sales Consultant and quickly developed a reputation as one of the best in the industry. Today she is our Sales Manager and is the driving force behind our sales team. Sheena believes her longevity with DE Group is because they encompassed all her skills in interior design, room layouts and window dressing. When Sheena isn’t at work she likes to relax with her family and a glass of red wine.

We would also like to congratulate David on his ten years with DE Group. David was originally a radio technician in Tonga and came to DE Group as a casual laborer in the summer of 99. Over his time with the company he has performed many production roles and is currently our full time surface coating expert. When David isn’t at work he can be found singing in the church choir or spending time with his four daughters.