Overseas Exhibitions

With the expansion of opening up to the outside world, all regions and industries in China are keen on exchanges with overseas countries, especially the export-oriented regions and enterprises. In order to expand their trade and cooperation with overseas countries, they will take the initiative to go abroad, take part in overseas exhibitions or hold exhibitions overseas alone.

This is a gratifying phenomenon.

However, there are worries in joy. Many exhibitors' exhibitions overseas are often bumpy and costly, but with little effect.

The reasons are, of course, products, markets, packaging, prices, advertising and sales networks. However, the exhibition can not achieve the scheduled exhibition goals, but mostly because of the organization and implementation of the exhibition itself.

For example, prior to the investigation and market investigation of the exhibition is not good enough, so that the exhibition is not properly selected, the exhibits are not configured properly, or the pport exhibits serious damage to the exhibits.

In short, the experience is lacking in basic knowledge of overseas exhibitions.

To this end, this chapter will introduce the basic knowledge of how to run exhibitions overseas.

Chapter 1 Selection and participation of overseas exhibitions

It can be seen from the classification of exhibitions that although they all refer to: fairs or exhibitions, there are great differences: the theme of the exhibition is different, the composition of the exhibitors is different, the participants and visitors are different, and the target market is different, and the regional exhibition is different in the market situation of the country. This requires the enterprise to choose the exhibition that can best achieve its own exhibition goal.

If you are looking for a sales agent for a particular type of merchandise, I am afraid that it is most appropriate to participate in the corresponding professional exhibitions. If you want to launch the product image of the province or city in a country, then participating in the Expo and setting up a museum alone will have a great effect. If you are trying to sell some new products, you can hire a small number of stalls at the exhibition, and you will get the face-to-face contact with traders and product experts.

It is important to remember that attending exhibitions is not for the public to publicize, but for real product pactions. Therefore, we should carefully select the exhibition as a target market.

As far as possible, the information on the corner exhibition as far as possible is a reliable guarantee for making the right choice, which is comprehensive and specific, and can reflect the characteristics and applicability of the exhibition.

What should we pay attention to when we decide to participate in a national exhibition?

The Australian Centre for international trade development put forward some brilliant advice for this purpose:

1. determine the business objectives before the exhibition.

Why do we have exhibitions?

Is there a need to find marketable and new customers?

Do you want to introduce new products or provide new services?

Do you need to choose agents or wholesalers?

Are you interested in running a joint venture?

Or to study and develop the market through exhibitions.

2. carefully select and study the sales market before the exhibition.

3. determine the exhibitor goods.

You know, foreign customers are concerned about the latest or the best quality products.

Therefore, outdated products should not be exhibited.

4. make full preparations for the exhibition.

5. understand all the specific requirements of the exhibition.

We should know all the rules of the exhibition, the exhibition time, the service items and the procedures required for exhibitors.

6., people who are familiar with the situation can be chosen to attend the meeting.

Exhibitors should know the sales intention of the company.

If the products of the exhibition are related to technology and equipment, engineers should also be selected to understand technical problems.

7., we need to have plenty of time.

We should arrive in advance to ensure that the booth is in good order and the exhibits are in good condition.

The exhibition ended well.

After the exhibition, we should have time to listen fully to our views.

8., business and etiquette should be well balanced.

Sufficient personnel should be provided for the exhibition booth.

9., we must pay attention to advertising.

Commercial magazines and newspapers should be published before and during the exhibition.

10. understand local customs.

Familiarity with local holidays, seasonal and consumer habits is essential.

11. choose the ideal agent.

12. send product samples.

13. we must quote the price of all products, mainly CIF price.

Of course, the FOB price and the CIF price are all important in international trade, but generally speaking, the FOB price is used less.

We also need to confirm the delivery date.

14. provide services for foreign users.

15. it is necessary to mark the specifications of the product by public system.

The common international system is metric system.

So, before the exhibition, ready to prepare the product specifications of the public data.

16. over language barriers.

It is better for exhibitors to learn one language.

17. about credit and payment.

First of all, you should know that foreign agent's credit can be carried out through banks or from consulting companies.

You should also know about insurance, payment methods and so on.

18., we must protect the right to patent and business.

If you have obtained the patent right, you should study with your patent agent ahead of time, and how to protect the trademark or patent abroad.

Most countries in the world protect the patent or trademark rights.

What needs to be mentioned is whether deciding whether to attend a trade fair or not is the most important task to study whether there is a potential market in the country or region where the exhibition is to be held, and whether it is possible to find a sale.

If you have decided to attend the trade fair, you should proceed with the following work:

How large is the area covered by this exhibition?

What kind of products will be exhibited together, that is, the exhibition is comprehensive or professional?

If there are international trade exhibitions, rather than specialized products exhibition in China, what are the foreign companies that will be exhibiting?

What products are exhibiting?

4. How about the time and cost of booking the exhibition?

What kind of tax do you need to pay if your product is sold to the exhibition area or country?

Will the tax be too high?

What is the FDB price and CIF price of your product?

Will your price be accepted or high or low if you export to the market?

(commercially speaking, "one person, one coin", sometimes the product is of high quality, but if the price is low, it is likely to be suspected of poor quality, so the low price may also affect the product sales.

Is your product useful for many industries?

Or is it useful for only a few two or three industries?

If the product is only to meet several special needs, it is better to sell it directly to them. There is no need to participate in large-scale commercial exhibitions.

If there is an order, is there any difficulty in performing the contract?

Can we quickly organize the necessary supply?

Is there any need for advance arrangement in pportation, export and many other aspects?

If you decide to attend a trade fair, but your company does not belong to a company authorized by the state to have a foreign trade operation right, you need to entrust a company with the right to operate foreign trade, and let them act as your agent to arrange products for exhibitors and export business.

In addition, you may also pass the China Council for the promotion of international trade, which is based in Beijing and has branches in all provinces of the country.

The China Council for the promotion of international trade has a special overseas exhibition department, which is responsible for organizing the products of domestic manufacturers to go abroad to participate in international commodity fairs or to organize special Chinese products exhibitions abroad.

How can we display our products?

First, we need to know what exhibitions and exhibitions are held every year and what kind of exhibitions they are holding respectively.

To obtain this information, you can refer to a commercial exhibition and Expo calendar published in three English, French and German texts in West Germany. The London Expo Information Center publishes the exposition report. In addition, some trade and business periodicals will also introduce the situation at any time.

Japan also publishes a "Japan international and national exhibition and Exposition", which is published every June and December. The publisher: Japan Conference bureau address: 2-10-1 Tokyo Transport Association, Tokyo.

Second chapter overseas exhibition expense matters

Foreign exchange payment is a big expense for overseas exhibitions.

It is necessary to consider carefully how many rents to be rented, how large the pavilion is to be rented, how best to use the exhibition, and so on. We must consider carefully that we should not rush out of the whim of "the bigger the pavilion," and we must guard against the actual needs and deviate from the principle of "input and output". At the same time, we should make a detailed understanding of the cost items of the exhibition, compare them and make in-depth discussions, carry out smart negotiations with foreign countries, and strive for more services and cheaper prices.

Once the contract is signed, it should abide by the contract and credit. It must not cancel the contract at will, resulting in the loss of reputation and economy.

There are generally four ways to hold exhibitions overseas:

First, the rental booth;

Two, hire the entire stadium or part of the venues, set up a special hall;

Three, holding exhibitions alone.

The way of holding exhibitions is different, and the cost and level of the exhibition are different.

The cost items and levels should be consistent with the size, facilities, services and obligations of the exhibition area.

We must not break away from these specific provisions.

And talk about whether the cost is cost-effective or not.

All of these must be specified in the contract concluded. If we do not know the conditions of the pavilion, we should at least have detailed image and text information before we can judge whether the price is worth the price.

The third chapter is about the regulations of the exhibition and the customs supervision of exhibits.

A detailed understanding of the regulations and regulations for exhibitions and exhibitions in the country is an important condition for running exhibitions and achieving desired results.

The constitution of an exhibition stipulates clearly all aspects of the exhibition.

29 aspects: name, purpose, host, support, sponsorship, exhibition venue, exhibitors and exhibits, exhibition venue, rental and fee, exhibition room application and contract, application of the exhibition room, cancellation and invalidation of the contract, allocation of small rooms, exhibition entry and withdrawal, display, performance, trial sale, safety protection of exhibits, restoration of the exhibition site, supply and telephone and water supply and drainage, admission, all kinds of financial burden and settlement, exhibition publicity, exhibitors list, accident prevention and accident liability, photo and copy, change and termination of the meeting, change and suspension of the meeting period, rules and regulations, rules and procedures, etc. for example, the general rules for the tenth Osaka International Exposition include the following

In order to make the readers do not know more about reality, eight of them are often selected.

Exhibits:

A: exhibits are products produced or operated by exhibitors.

B: something like the following is prohibited.

Weapons, guns, knives, swords, fire, explosive or radioactive dangerous substances, highly toxic substances and anesthetics may import or prohibit the sale of goods that are infringing industrial ownership.

In addition, the organizers considered that the items held by the exhibition were hindered.

C: protection of industrial ownership

The exhibits that applied for the previous invention of industrial ownership were protected by thirtieth items, 3 items, etc., in accordance with other procedures.

Trial room: a small 9 square meter (3m * 3M), arranged for single row or double row. Goods available for trial sale in small trial rooms, new products and not introduced products.

The rules are dealt with according to the special regulations for trial marketing.

Exhibition: the exhibitors can use the assigned rooms to set up the necessary exhibition facilities, decorations and various signs for the exhibition effect.

The facilities are limited to 2.70 metres above the bed level, and the rules are also specified.

Actual performance:

(1) the actual performance of exhibits should take into account the safety of human body and property and other exhibitors.

(2) when the organizer considers it necessary, he conducts restrictions on performance or stops it in order to seek security.

Trial marketing: exhibitors can not sell exhibits or other articles during the exhibition period in the assigned exhibition rooms.

However, according to the relevant provisions, trial sale can be made in a specific place.

Photography, photography and copying:

Without the consent of exhibitors or organizers, photography, copying, determination and type of exhibits should not be allowed.

Safety protection for exhibits:

(1) the organizer should be responsible for the management of the entire exhibition hall to ensure safety.

(2) exhibitors are responsible for the protection system of exhibits.

The organizer shall not compensate for the loss of theft, loss, fire, operation and other accidents in the exhibition place.

(3) the exhibitors should insure the goods in the library during the pportation and exhibition, and take appropriate protective measures.

Restoration of the exhibition site:

When exhibitors work in the venue, they are fully restored in principle during the removal of the exhibits. The so-called recovery is not the same as the original. If it is not resumed during the session, the cost of the restoration will be borne by the exhibitors.

The fourth chapter is exhibition pportation, insurance and post exhibition processing.

Transport of exhibits

How can the exhibits be safely, punctually and economically pported to the exhibition galleries in the exhibition hall and re run Canada?

Generally, they are wholly entrusted with the operation of the Sinop company.

According to the requirements of Sinop, the exhibition organizers should provide information on exhibits, exhibition addresses, dates, recipients, exhibition boxes, shipping marks, slack, size, gross weight, net weight, and total volume and weight.

There are still matters to be noted:

First, the arrival time should be slightly left to prevent unexpected delays on the way from the port to the exhibition hall.

But the arrival time should not be too early. If the storage cost is increased, two will increase the possibility of damage to the exhibits.

Two, the exhibition uses the export packing, has the containerization pportation condition, the day uses the container pportation mode; when bulk carries out the pportation, as far as possible when loading the cargo, takes into account the port after unloading the convenience.

Three, marks, box numbers, loading and unloading shipping signs should be striving to be obvious. Drawing out the shipping marks outside the exhibition props is usually carried out in the first letter of the country, plus the exhibition year. If the exhibition is to be held in Italy in 1988, the shipping marks can be designated as the marks on the outside of the prop box, and all kinds of village records. They are usually: shipping marks, box numbers, volume, weight, marking marks for fishing and fishing, and rain and fragile marks.

The points that need to be explained are:

1. A list of two copies of the exhibits sent to the Customs:

Sample;

Classification.

There are usually exhibits, sales volumes, promotional materials, exhibitions and props.

The exhibition of Chinese language and literature is similar to that of Chinese literature.

Some countries require the gross and net weight of each exhibit.

Two, it is necessary to submit the certificate of sale and sales inspection issued by the Export Commodity Inspection Bureau.

Three. Quarantine certificates must be issued for certain foods and fur products.

Safety and insurance of exhibits

The insurance of overseas exhibits is generally covered in China. The items insured are generally fire insurance, marine insurance and theft insurance.

The role of insurance is mainly to prevent partial compensation in case of accidents and theft.

But compensation will never be the same as the value of loss, especially for exhibition and sale, which is equal to the loss of market timing, and the invisible loss is hard to add.

Therefore, prevention is the most important matter.

Fire prevention, fire protection, anti-theft measures, safety guarding and inspection system should be perfected and perfected, and should be carried out throughout the whole exhibition process.

Especially for those "priceless" jewellery, cultural relics and so on, we should focus on protection and strive to be foolproof.

How to sell the exhibits:

First, the way of selling small items:

The sale of small items is not the main purpose of making money. From the effect of the exhibition site, it is to activate the atmosphere of the exhibition and attract more audiences. From the perspective of exhibition promotion, the purpose of selling is to promote the sale of the exhibits and obtain a large number of orders, with the impression of cheap and good quality, to win the good impression of the audience on certain commodities in China, and to commemorate the memory of Chinese exhibitions with commemorative commodities.

At the same time, the sale of goods is also a good opportunity to understand the local consumer market.

From this final point of view, exhibitors must take part in on-site inspection and conversation regardless of the way they sell their products.

There are basically three ways to sell small products: first, self marketing, the best way to win the audience. But because of the heavy workload, they often lead the limited exhibition power to too much, but often lead to putting the cart before the horse and cutting the warheads. The two is to cooperate with local distributors or agents. The sales equipment and most salesmen are responsible for the local partners. The workload of the exhibition group can be greatly reduced. Three, selling local products to local distributors agents and providing sales venues near the exhibition is the most economical way, but there are two points to note.

First, in order to make marketable products more marketable (including some trial products in the sales market), agents can be invited to buy in China; second.

In order to promote the original intention of the sale of goods not because of the possible profit of the agent, the price difference between the sales price and the local market price should be set up with the sales agent before: usually about 10% below the local market price.

Two. Processing of exhibits

There are usually several situations in dealing with exhibits.

1, the domestic designated not to sell, should be shipped back to the original; 2, valuable exhibits, generally can take individual paction method, or consignment method.

If the two are not, they need to be shipped back; 3, medium and low-grade goods are generally sold by discount, and the exhibition is dusty, shaded and hanged, with a larger discount.

4, exhibition props, in addition to aluminum alloy assembly props, generally do not have the value of repeated use, because of excessive freight considerations, mostly in situ processing or sale, or gift, or waste disposal.

The value of an exhibition is often accounted for by half or more of the few valuable exhibits.

So the focus of the exhibits is actually on the sale of these valuable exhibits. Many of them are very puzzled.

The Shanghai arts and crafts exhibition in 1980 provided good experience for Yokohama.

Before the opening of the exhibition, the valuable exhibits were made into exquisite samples, accompanied by an opening invitation, sent to some prospective buyers by local sponsoring agencies, which did a good publicity work for the buyers and the exhibits.

As a result, sales were excellent.