Q & A
“ German operators really know the exhibition industry ”
Q & A
Neil Felton
CEO , FESPA
Felton has held a variety of senior exhibition roles prior to joining FESPA , including executive director at William Reed . His past portfolio of B2B events includes the UK ’ s largest food industry event . He joined FESPA in 2011
“ German operators really know the exhibition industry ”
Why Germany ? Germany is our homeland , and we ’ ve held two shows there . Largely , it ’ s a very good place to do business , and a very efficient and reliable place to do business . Its big cities are globally recognised , but Hamburg and Munich can be as different to hold a show in as Cologne and Amsterdam . There ’ s as much variety on a city-by-city basis , as there is comparing it to other destinations .
How extensively did you research the markets there ? You have to look at the supply chain , and the services offered , but also at the transport links . There is a well-earned reputation for good support across German cities . Generally , you pay more in Germany , and this can be off-putting , but you really get what you pay for .
How do you work with the venue ? We ’ ve been very happy with the service levels at German venues , and they ’ re very upfront about costs and deals . Our best show occurred in 2014 in Munich , it was a very modern and up-to-date venue – they really looked after us at every step of the process . The destination really adds a lot to the show , and Munich was very popular .
What , if any , cultural differences have you encountered ? My tip is to do a lot of research before you approach a venue , but this is no different than any other country . The service , however , has been a point of difference , and German operators really know the exhibition industry and made the process straightforward .
What do you wish you ’ d known beforehand ? You should know what costs you have incurred at previous events and ensure that these are understood before you do business . ■■■
EW / EN 2016 Germany , The UK Organiser ’ s User Guide 5