CWIEME 2002 Exhibition Report

Coil Winding, Insulation & Electrical Manufacturing
International Conference and Exhibition
CWIEME 2003
June 17 - 18 - 19, 2003 - Berlin, Germany

After each and every exhibition we produce a factual and honest report concerning the exhibition. We endeavor to make the reports as genuine as possible by sharing with you the facts, figures and planning strategies of the exhibition, plus relevant comments made by exhibitors, visitors, conference speakers and attendees.

Overall we consider the exhibition a great success. Several exhibitors took multi thousand Euro orders during the exhibition. We sincerely appreciate the time exhibitors took to share the feelings about the exhibition. We will continue to listen and take note of all comments and suggestions and do our utmost to eliminate all future problems and continue to make CWIEME Berlin to be one of the successful, most productive, and easy to attend exhibitions in the world.

Attendance: 3,295 delegates (3291 in 2001 from 89 different countries) from 101 different countries. The aisles were filled for virtually the entire duration of the exhibition. Again, the last day produced an excellent stream of visitors. Most exhibitors were kept busy right up and past the closing hour. We were very pleasantly surprised by the attendance which was slightly up on last year. To be frank, we were expecting a dip in attendance considering how exhibition attendance in the Western World had suffered since the terrorist attack in the USA last year. Travel does not seem to have put delegates off because this year we had visitors from 101 different countries compared with 89 countries last year. Figures are very similar to the 2001 Exhibition. We have noticed that request for Visa Invitation Letters is increasing significantly each year from certain countries in Africa. In fact they now total several hundred per year. We realize it is a scam to gain entry into Western Europe and so we ask for proof of employment and bona fide registration documents before we even consider an application from these certain countries.

Western Europe                  67.13% (2002)                67.98% (2001)
Eastern Europe                   11.06%                             10.15%
Asia                                         5.94%                               6.26%
Scandinavia                         2.51%                               2.55%
Americas                                3.03%                               2.61%
Middle East                          2.06%                               2.06%
Africa                                       2.48%                               3.80%
Pacific Rim                             5.79%                               4.59%

Number of different Countries       101

The interesting thing we find in the above figures is the high percentage of interest delegates have in coils and transformers – finished product (35.71% ) and also transformer coil winding machines (27.06%). This surprises us because exhibits at CWIEME cater more for the motor manufacturer and repairer than the bobbin and transformer manufacturer. This is heartening because it means the Show will eventually bring in more exhibitors who produce components, materials and machinery for the bobbin and transformer market. Regarding the bobbin and transformer machinery market, a couple of exhibitors have asked us why Marsilli and Tanaka do not exhibit at Berlin CWIEME. As far as we are concerned the answer is simple. Marsilli’s German Agent has been banned from exhibiting after the problems we had with him about three or so years ago. Marsilli is welcomed to exhibit but we will not allow them to exhibit if they organize a stand via the same agent they had at that time.. Tanaka Seiki is also banned, and have been since 1996 due the fact that the Swiss Agent they had in 1996 still owes us money. When this is paid together with interest they are welcomed to exhibit.

As per last year, the 2002 Show list is available for hire - cost 1430.00 EUROS. Please note that the list will total 5587 and not 3295. This is due to the fact that approximately 40% who register do not actually attend the exhibition.
If you wish to receive a preview of the list via Email in Access XP, Dbase or TXT format then please send payment of 47.00 EUROS
Remember, we are the only Coil Winding based Show to make our list available for scrutiny and hire. We have been meticulous in removing students, wives/husbands (whichever), secretaries and duplications.

CWIEME mailed Invitation Tickets in the following quantities and languages:- 852034 English; 92584 French; 64507 Italian and 149692 German. Making a total of 1158817 mailed by CWIEME.

Exhibitors requested Invitation Tickets in the following quantities and languages:- 26630 English; 21455 German; 5600 Italian and 7755 French.

CWIEME placed ½ page and sometimes full page advertisements in 42 different trade magazines. We ran multiple advertisements (minimum size ½ page) in some of the more relevant magazines. Apart from Coil Winding International & Electrical Insulation Magazine (which always brings in the best results) we will continue to use Direct Marketing as our main form of advertising. This is considerably more expensive than magazine advertising but it is also very effective.

We have answered this question before but we will answer it again. A few exhibitors say that Berlin CWIEME is expensive compared to Hannover and Electronica and also the three USA Coil Winding Shows. On a straight comparison of stand space to stand space we are more expensive, but, let’s look at the facts. Let us start with the German Shows. They all have hidden compulsory costs. They charge extra for two open sided stands, even more for three open sides and even more for 4 open sides. They charge compulsory exorbitant fees for catalogue entries, they charge compulsory fees for each product heading in the catalogue, they charge a compulsory advertising fee, they charge for car parking, they charge all visiting delegates. Most coil winding companies do not now attend Hannover Fair, and the majority of our component and material suppliers do not attend Electronica – these facts alone are a sufficient answer to the question. Regarding the three USA Coil Winding Shows. Again they are cheaper in terms of stand space, but, lets look at the facts. What was one USA Show is now three separate Shows. You need to exhibit at three Shows now and not just one. The Shows did not separate due to the success of the original Show but due to disagreement between various factions and the failure of management of the original Show. Yes, we are more expensive but, more delegates attend Berlin than attended the three separate Shows in the USA added together + the attendance of the last UK Coil Winding Show. Our stand space is less expensive than the UK Coil Winding Show but it seems doubtful if that Show will ever take place again.

Berlin CWIEME works well for exhibitors. Actual stand space is just a small part of the overall cost of participation compared to travel, hotels, actual stand display costs, staffing, etc.

You get what you pay for – Hanover Fair is not as popular as it once was, the UK coil winding show is all but dead and gave refunds after the last year because of low attendance figures. The main US Show gets smaller each year with fewer attendees and is desperately trying to combine with other Shows to boost attendance. It is doubtful if the other two USA Shows will survive unless they can turn their delegate attendance around. We hope they do survive because it all helps the Industry to be more vibrant.

CWIEME 2002 grew by 17%. CWIEME 2003 is already tentatively up by 11% with a waiting list of over 20 new companies ready to reserve stands

It is impossible to keep everyone happy all the time but we do our best. There will always be those who consider three days at an exhibition as three days of purgatory. They arrive late, read the paper, watch the clock and start packing early on the last day on principal regardless of the number of visitors in the hall and then wonder why they did not do as well as others. There will always be those exhibitors that are just at the wrong exhibition. There will also be those that use every minute of the three days to sell. At 8:30pm Tuesday and Wednesday night there were over 200 people in the halls still working with customers. We don't shut off the lights or close the doors because we realize the importance of this concentrated selling opportunity. We can lead the horse to water but we can't make it drink.

By charging just a small amount more than other exhibitions we are able to use this money to promote and market this exhibition to bring over 3,200 visitors from 100 different countries.

By continuing to pool the resources of all of the exhibitors, by exhibitors continuing to write to all of their customers (which we pay for), by continuing to promote, advertise and market this exhibition like no other organizer, the 2003, 2004, 2005 CWIEME exhibitions will continue to be the best, most well attended exhibitions of their kind in the world.

CWIEME 2002 was supported by INSUCON 2002, a 2-1/2 day technical conference presented by The Electrical Insulation Association The conference was run concurrent to the CWIEME 2002 Exhibition. We normally run our own Conference but this year we allowed INSUCON to have our Conference slot. In our opinion it was a great success because it brought in more delegates from the High Voltage side of our Industry. Although we charged a fee for Insucon to present their Conference it still cost us money because we lost considerable revenue from not presenting our own Conference. We would be prepared to do this again in the future because we consider the benefit to the exhibition in the long term is worth far more than just a financial gain from doing our own Conference.

181 contracted stands with 319 companies represented from 33 different countries utilizing 4,224 net square meters. This was an increase of over 17% compared to year 2001.

This year the anticipation about using two halls was greatly diminished. The halls were well balanced in terms of size, number of exhibitors, sizes of stands and general layout. Many exhibitors wanted to be Hall 20 – the original hall but there fears were proven unfounded when it was realized how well balanced the halls were. With the 24 entrance doors wide open the two halls had the appearance of just one hall.

Set up went very smoothly as it has in past years. It is very difficult to find fault in the exceptional work by Ulrich Reick & Söhne, the official freight forwarders. Or by the advanced planning and set up of MB Capital Services – specifically Frau Ursula Lehmann.

Exhibitors were pleasantly surprised to find all the stands were in place and ready for set up. 95% of all electrical and compressed air connections were ready to go by 9.00am on the first day of set up.

Several exhibitors took advantage of the early set up arrangements with Messe Berlin. Unfortunately several exhibitors arrived very late on the last day of set up and expected all service contractors to be standing around waiting for them to arrive. Exhibitors were required to be completely set up by 5:00pm on the last day of set up.

Garbage, packing materials and general excess rubbish was not such a major problem this year. Berlin has very, very strict “Green” laws and restrictions. The exhibition management have had to pay huge financial penalties because of the immense amount of garage that was left after set up and after the exhibition closed. Exhibitors in the future will be required to pay for garage disposal or place it back in the packing crates to be returned from whence it came.

We strongly urged that Ulrich Reick & Söhne be utilized as your freight forwarder and or recipient of inbound small package delivery. Yet again several small packages were lost in Berlin, and exhibitors wasted valuable hours tracking them down. Next year, send your packages and shipments to Ulrich Reick & Söhne. They will deliver your packages to your stand. If they get misplaced in shipment they will track them down and bring them to you. It is a service that costs very little but saves a tremendous amount in time, money and aggravation.

Parking for automobiles was somewhat controversial this year. Parking was not allowed immediately outside of the halls because the privileged was so badly abused last year. Fire exits and doors were blocked by exhibitors’ lorries and cars not wanting to loose their “perfect” parking places.

We had problems in the main parking areas because some exhibitors and visitors were unable to park in the designated parking spaces. Some vehicles were towed away. Announcements were made in the halls warning of the impending towings. We had complaints the announcements were too loud, too numerous, not loud enough and not heard at all.

Registration continues to improve. This year a “Fast Track” system was used (we tried this technique after seeing a similar system in use at a Japanese exhibition). We must say it really worked well.

Visitors and exhibitors that understand the system of pre-registration love the system. Their customers get instant, free admission. No waiting in lines whatsoever. Additional registration stations and personnel were added this year.

Exhibitor Badges were handled in a more efficient manner despite having a record 1,295 exhibitor staff in attendance.

A problem we have been having every year, and which frankly annoys us, is the fact that the majority of exhibitors in Continental Europe expect CWIEME to pay their bank charges for sending in deposits and final payments. We don’t have this problem with the exhibitors from the Rest of the World. The bottom line is that if we invoice for say 1000 Euros we expect to receive 1000 Euros. We don’t expect to pay exhibitor bank charges. Try not paying in full at your local SuperMarket and see if they let you leave with the goods. The forms for BACS type payments are quite explicit, there is a choice of three options: A) paying no bank charges and letting the receiver pay for the transfer; B) pay your own bank charges and leave bank charges outside of your country for the receiver, or C) pay all bank charges for the whole transaction. Obviously “C” should be the choice. If exhibitors do not want to pay bank charges for the whole transaction then payment can be made via a Bank Draft Euro Cheque payable on a UK Bank. We don’t mind if you choose option “C” or sending the Euro Bank Draft payable on a UK Bank.

We had a few complaints that we sent too much information to the exhibitors. We had an equal number that thought the information was well-timed and very useful. We will continue to send information on a regular basis.

The communications will continue in English. The exhibition is an International Exhibition with exhibition visitors, conference attendees and exhibitors from over 100 different countries. English is the accepted professional and technical language. Please remember CWIEME is an International exhibition that just happens to be located geographically in Berlin.

First of all we would like to thank those exhibitors who returned the questionnaires to us. Without the continued input, suggestions, criticisms and compliments we would never know if you were happy with how the exhibition is been organized and presented. We will answer certain items where we consider an answer is required.

1/ Insucon should have allowed more time for delegates to visit show. Those wanting to spend time in the show had to miss sessions of the Conference. With Insucon and Coilwinding working together both benefit as do the exhibitors.

3/ The only thing we dislike is the quality of service in restaurant as well as the high price of food..

4/ In the USA the Coil Winding Show is only 2 days. Here there are less customers & booths, yet 3 days. Show should be cut back to 2 days.

(CWIEME Answer – We can’t let this comment go by without answering it. We don’t know what Show this company attended in the USA. The Cincinnati Show is 3 days in length and the TEAM Show is 2 days in length. Anyone who attended both should well know that 3 Shows formed out of one because of disagreement and poor attendance at Cincinnati. If you recall the Show/Director made a statement at an Annual General Meeting about 3 or so years ago whereby he diplomatically admitted he was giving out false figures of attendance. Attendance at the TEAM is so low it is unlikely to run another year unless they can turn it around this year. So, as already stated, we don’t know what Show this exhibitor is referring to.) WE STRONGLY SUGGEST YOU READ OUR RATHER LENGTHY ANSWER GIVEN IN PREVIOUS PAGES.

4/ Air conditioning must work better. More parking - lots for trucks. Special hotel rates for CWI exhibitors.

(CWIEME answer – There is ample parking in the vicinity, it just means walking two or three hundred metres more. Good hotel rates in Berlin in June is not possible. We, as the organizer, would love to have American type air-conditioning).

6/ We suggest a wider choice of coffee machines to rent like espresso machines not only the american coffee. Cleaning service? Quality of girls around us (its the only way to sell !! )

(CWIEME answer – We may be getting old, but we agree with you. Pretty girls on a stand most certainly gets our attention)

10/ We enjoyed the Show because it is very specialized and the possibilities to meet customers are very high.

11/ We had a problem of communication between us. We forgot to pay at the deadline date and nobody called us or wrote us to call back to remind us that we had to pay. We could have lost our stand! Luckily we verified it 1 month before the event!!

(CWIEME answer – Our policy is never to sell a stand for which we have received a contract but no money, unless, we contact the company concerned)

12/ Would it be possible for CWIEME to organize an event the first night ( a restaurant or a visit or a boat trip, and so on ) for all the exhibitors who wish, for an amount about 60.00 Euros for example. Many exhibitors don't know what to do in Berlin the nights.

(CWIEME answer – If enough exhibitors would like to do this then we are sure we could do something. Let us know)

13/ We had a good show. Please, make sure nobody gets to make such noise as the Austrians across from us (VonRoll-Isola). Last year, they were worse, but even this year, all the thundering all the time was disturbing enough. My only negative point. Other than that, all was smooth and efficient.

14/ Unfortunately, we have to regret that we were very disappointed. Despite your confirmation of paying back the money for TST, who cancelled their participation in the fair, you refused to pay back. This action has destructed our trust to your organization.

(CWIEME answer – This company asked our USA Office to pay back money for a cancelled stand even though the cancellation was beyond the cut-off date for refund of monies. Our USA Office looked at the problem and basically agreed, subject to confirmation from our UK Office. because this company’s sister company was exhibiting. Our UK Office pointed out that this would be breaking European Union law. If we paid back one company who cancelled beyond the cut-off date then we would have to pay back all cancellation fees to all companies who had cancelled since March 2000. This was when the a new Law was introduced in the EU. We informed the company that we were not prepared to break the law for them. They don’t seem to understand this fact. What they can do in their Country is considerably different to what can be done in an EU Country.)

17/ After excellent start ( Tuesday ), Wednesday and Thursday turned out to be poor in both numbers and quality. We wonder if incorporating the Insucon conference has devalued the attendance and quality!

(CWIEME answer – It is true, we were surprised by the increased attendance on Tuesday. An absolutely excellent first day attendance, but, there were actually more delegates in the Halls on the 2^nd day (Wednesday)

20/ It was wise to close the last day @4pm as there were not many visitors that day. a tannoy announcement at open & close times would be good. Good show, shed-loads of good focused enquiries, we plan a much bigger stand next year.

(CWIEME answer – we have normally closed at 3.00pm in earlier years. We extended to 4.00pm this year due to requests from exhibitors. We will probably keep it to 4.00pm for 2003)

21/ Very.satisfied with number of leads - hard to determine conversion rate at this stage. Catering was terrible - poor food/cannot even buy a large bottle of mineral water/nowhere to sit.

(CWIEME answer – Yes, seating was a problem this year due to lack of space available. The change to new Halls should rectify this problem for 2003)

23/ Need hall 20 cooler. 2 signs for each booth, top sign is too high need 1 lower in back. Coffee pot missing parts-made big mess, need lounge with chairs for breaks and restroom services poor.

24/ It was a very specialized fair. The visitors can meet in a very short time, a great quantity of possible suppliers for materials, machinery and technologies.

26/ Yes we have enjoyed the hospitality of all CWIEME representatives especially Mrs Wiebke Carvell.

27/ Just one major bad point; If I look very quickly at the price of the space rental at CWIEME, we would expect from CWIEME to have some Carpet all around our booth which was not the case for us. I saw that with Timothy at the beginning of the event but no change have been made.* More communication in post-event. * Concerning the Coilwinding Magazine, try absolutely to increase the quality of the printing edition, photos are very low quality, and it is not a good image for the exhibition. * Less people than last year ( very less visitors ). A good point, the place of the restaurant area! This is not included anymore in the exhibition place. Please enrich the restaurant or café.

(CWIEME answer – 1/ We did follow up with the carpet but we were informed this is the standard way of laying carpet in the aisles and on occasion the carpet will not quite reach the edge of stands. 2/ Concerning the quality of printing in the Catalogue edition of Coil Winding International & Electrical Insulation Magazine. This company’s advertisement has many small pictures where the definition gets lost. Basically too much information in too small an advertisement. 3/ Whilst walking around the exhibition we noticed that this company’s stand had a continual lack of visitors whilst, on the next stand, there was a company selling similar products and their stand always had plenty of visitors. We debated the reason for this at some length and we were going to inform this company why we thought they had a lack of visitors. In our opinion the stand was very extremely forbidding and non-welcoming in design – you literally had to step into an office and then find out what this company produced. There was not much information on the stand to even give an indication of what type of products this company sold. In terms of producing a non-welcoming

(CWIEME answer – We don’t understand this as parking is free at Messe Berlin)

29/ Now one week after the CWIEME Show in Berlin we once again would like to thank you for the professional job. After visiting the Show last year as visitors, it was now our first time that we join as exhibitor. The visitors calling by our stand were 99% professional and we found some new contacts. Of course we also used the opportunity to see our old customers, who also were present in larges numbers at the Show. We are pleased to include in our thanks the very professional service given by Capital Service before and during the Show. Everything came in time, and all special wishes and usual small problems were solved in minutes. So, we already decided on the Show to join the CWIEME 2003 again in Berlin.

32/ Event organiser? made a performance correcting their own omission! Do not appreciate finding visitors photographing our exhibits @ 8.45 for the money we paid you could turn on the A/C!

(CWIEME answer – the only way that visitors could have been photographing at 8.45 am is if they were given exhibitor staff badges by an exhibitor. We know this does happen on occasion. See item 35 below)

33/ The organisers shall in the future propose some cost reductions in order to be able to reduce rate (price per metre)

(CWIEME answer – Yes, we agree that the restrooms were not cleaned enough)

35/ The only negative point was that we were not allowed to bring one of our customers to our stand before the opening time of 9.00am.. We enjoyed the show and appreciated the opportunity to see existing and potential customers as well as suppliers concentrated in three days. The location Berlin in the middle of West and Eastern Europe. The coming of everybody interested in the electric motor world. And this was also a great opportunity to exchange information.

37/ In general we are very pleased again with the fair - we will be here next year. Very dissatisfied with Capital Services, on the first day we requested (willing to pay) for cleaning services for the stand, the cleaners never arrived all 3 days.

(CWIEME answer – if you have a problem that cannot be resolved then please come by the Organizer’s Office for help. It is our job to help our exhibitors so please do not hesitate to contact us if you have a relevant problem)

Next year we would like to have 16-20 square metres at the same position (may be stand can be enlarged). The persons in charge were not available on Friday and Saturday before the Show. In the future could you please prior to the print of the invitation tickets check the format on compatibility to the German DIN format - US format and UK format and German format. We received different information on our stand size. The correct information only 3 weeks before the start of the exhibition. The plumbers on the Fair did not receive our stand plan so the water and waste-water connections were right in front of our door. This was solved in a very satisfactory manner and very quick with the Messe Berlin.

(CWIEME answer – Our contract for the Messe Berlin starts at 7.00 am on the Sunday preceding the Show. We have no jurisdiction prior to this date. Yes, the German DIN format size envelopes were a problem. We will rectify the size of the Invitation Tickets for the 2003 event).

40/ As first time exhibitors we were pleased with the quality of visitors. Thank you for the assistance with our 'casualty'.

42/ The show was busier than last year. In total we enjoyed the show very much. Your show is the most expensive in comparison to Electronica, Hanover Industry Fair, please try to cut the costs. Give some warning per loudspeaker when the police want to take away cars from the parking place of the fairground, announce the numbers of the cars concerned. If you had given this small service I could have saved about 200 euros, some additional trouble and time wasting.

43/ I would like thank you for the exhibition in Berlin this year. We were really satisfied

45/ Coilwinding Berlin 2002 was a big success for Weidmann and our partner company Quin-T group. Our thanks go to you and all your crew.

46/ Organization and performance of the fair was very good and we have no matter for any reclamation.

47/ We thank you for the great organization, the good stuff , which all together makes it possible to have such a successful exhibition and such beautiful days in Berlin.

48/ We enjoyed the CWIEME 2002 (18 - 20 June). We had some interesting contacts at our stand.

49/ We would like to inform you that we were very satisfied with the exhibition CWIEME 2002. Wherefore we are glad to attend on next year planning exhibition CWIEME 2003.

50/ We are satisfied. Thanks for the exhibition! As first time exhibitors we found it a very positive experience and are looking forward to 2003.

51/ The Exhibition in Berlin was excellent for our company with great new contacts and surprisingly many from Germany. No suggestions as it was organised perfectly as always.

53/ I have to say that I was impressed with the organisation of the exhibition once again which is, in my opinion the main reason for the ongoing success.

54/ This year has been successful as the last one, we always meet many potential customers and get a full overview of the market. Congratulations for the good job on organizing this fair.

57/ We once again would like to thank you for the professional job. After visiting the show last year as visitors, it was now our first time that we joint as exhibitor. The visitors calling our stand where for 99 % professional and we found some new contacts. Of course we also used the opportunity to see our "old" customers, who also presented in large number on that show. We are pleased to include into our thanks also the very professional service given by Capital Service before and during the show. Everything came in time, and all special wishes and usual small problems where solved in minutes.

58/ What we like : short and intensive period of the exhibition - small but very specialized

59/ The fair CWIEME 2002 was a great success for us. We met many new business partner and suppliers. We will take part in the fair 2003.

61/ It has been a good exhibition and we plan to exhibit at Coil Winding next year.

62/ Liked - size. Big enough to be worth a visit, not so big that it took too long to walk around.

65/ it was the first time for SCET in Berlin and it was a success, so next year we will be there again.

66/ First of all congratulations for CWIEME 2002 exhibition. For me and certainly for all participants was possible to contact the best suppliers and companies in the World for this market.

Highly Satisfied                                                   13.00%
Mostly Satisfied                                                  70.00%
Satisfied                                                             16.00%
Dissatisfied                                                           1.00%

Highly Satisfied                                                   22.00%
Mostly Satisfied                                                  59.00%
Satisfied                                                             16.00%
Dissatisfied                                                           3.00%

Highly Satisfied                                                   25.00%
Mostly Satisfied                                                  59.00%
Satisfied                                                             14.00%
Dissatisfied                                                           1.00%                                              5.00%

Highly Satisfied                                                   23.00%
Mostly Satisfied                                                  58.00%
Satisfied                                                             18.00%
Dissatisfied                                                           1.00%

Highly Satisfied                                                   25.00%
Mostly Satisfied                                                  56.00%
Satisfied                                                             17.00%
Dissatisfied                                                           3.00%

Highly Satisfied                                                   22.00%
Mostly Satisfied                                                  49.00%
Satisfied                                                             28.00%
Dissatisfied                                                           1.00%

Very Good Value                                                 7.00%
Satisfactory                                                        51.00%
Average                                                             41.00%
Poor                                                                     1.00%

No                                                                       0.00%
Undecided                                                          10.00%
Yes                                                                    90.00%

Please feel free to respond to this report or to send us your comments about the 2002 exhibition. Also, we would be pleased to receive your suggestions for the 2003 exhibition and future exhibitions.

This report is written solely for the benefit of CWIEME 2002 exhibitors. It may not be reproduced, copied in part or whole with out the express written consent of the organizers.

Exhibitor Comments	Stand Space Contract	Floor Plan
2002 Exhibition Report		Exhibitor Handbook

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