日益擴張的中國展團

根據中國貿促會的數據，2016年， 中國企業出國參展展出面積為83.5萬平方米，增長14%；參展企業數為5.84萬家，增長12%，實現了過去數年來的首次回升，尤其是在國際知名大展上，中國展團以穩步增長的面積和不斷提高的展出水平，引起了主辦方和觀眾的關注。有哪些因素促進了中國展團面積的增長？各方如何聯手助力中國展團呈現獨特風采？本期雜志邀請到各跨國主辦方負責人與出展代理企業代表發聲暢談。

In recent years， the space of Chinese pavilion at many international exhibitions has been increasing at a steady pace and in the same time the rising quality of the Chinese presence has also attracted more and more attention from organizers and visitors. According to CCPIT statistics， in 2016， the overall Chinese exhibition space abroad reached 835，000 square meters， increasing 14%； the number of exhibitors reached 58，400， increasing 12%. What contributed to the remarkable growth of Chinese exhibition volume overseas？ How do various organizations cooperate closely to improve the quality of the Chinese pavilion？ We have the sharing of leading multi-national organizers and exhibition agents below.

馮向軍 總裁科隆展覽（中國）有限公司David Feng Managing Director Koelnmesse Co.， Ltd.

Please list some of your exhibitions that saw obvious growth of Chinese companies participation， and explain reasons behind the growth.

For many exhibitions in Germany and other European countries， the increase in exhibition space should be regarded from a comprehensive angle. Taking exhibitions in Germany as an example， in order to guarantee an extensive international profile， the exhibition space for individual country is under limitation. In some exhibition organized by Koelnmesse，the huge demand from applying Chinese companies has exceeded the space designated for the China pavilion， and we as organizer prefer to accept Chinese exhibitors with selfowned brands or innovative products.

Considering the business needs of Chinese exhibitors， what are the value-added services that you provide for them？

On site of the exhibitions， apart from the official B2B activities， we also organize feature activities specially for Chinese exhibitors to increase their participation at the exhibitions and also to raise the profile of Chinese pavilion. Some time ago， At ANUGA， the Chinese chefs live cooking was warmly received by the audience.

2016年貴公司組織的哪些境外展會中國參展面積增長較為明顯？推動增長的原因有哪些？對2017年的展會業務有什么預期？

對于德國乃至歐洲很多熱門的展會而言，面積增長是一個綜合的問題。由于德國展會比較注重展會的國際化程度，不會讓某一國家的展團無限制地擴大，所以科隆展覽的很多熱門展會對中國展團的參展面積有限制。比如，現在科隆五金、食品、牙科等展會申請企業眾多，但中國展區的面積已經基本封頂，所以無法滿足所有企業的參展需求。鑒于此，科隆展覽更傾向于選擇優質的中國參展企業前來參展，如有自主品牌或產品具有一定創新性的公司。

同時，作為科隆展覽在中國的獨資子公司，科隆中國展覽公司多年來也一直本著為中國參展企業提供專業、優質、全面的服務為原則，盡最大努力來幫助優質的中國參展企業爭取更多的面積和更好的展位位置。在未來，我們也將會一直為之而努力。

在2017年，除了科隆本土的展覽會，科隆展覽公司在以下地區和國家也推出了一系列優質的展會活動。如：哥倫比亞加工及包裝機械展覽會、美國國際食品飲料加工及包裝機械展覽會、巴西國際食品加工及包裝機械展覽會、迪拜國際甜食及休閑食品展等。

針對中國展商的參展需求，貴公司在展會上為中國企業安排了哪些對接活動或者提供了哪些增值服務？

隨著中國企業參展需求的不斷變化，除了主辦方在現場為參展商和買家舉辦的各類競賽、頒獎以及買家對接等官方配套活動，我們也在一些中國企業參與較多的重點展會上推出了一些比較特別且具有中國特色的現場活動，以增加中國企業在科隆展會上的參與感。這也有助于提升中國展團的參展形象。

例如，在科隆ANUGA食品展上，我們邀請了三名中國廚師現場表演精湛的中國廚藝，這一活動在現場引起了很好的反響。此外，我們在科隆五金展現場和阿里巴巴合作，為中國展商推出了線上交易的相關服務和活動等等。還有其他一些活動目前還在計劃中，歡迎各展商和觀眾朋友屆時關注。

曹建生 首席顧問法蘭克福展覽（上海）有限公司Jason Cao Principal Consultant Messe Frankfurt （Shanghai） Co Ltd

Please list some of your exhibitions that saw obvious growth of Chinese companies participation， and explain reasons behind the growth.

I take Automechanika， the most outstanding exhibition brand of Messe Frankfurt to illustrate the increase of Chinese pavilion. In 2016， among the 16 Automechanika exhibitions all over the world， Automechanika Dubai and MIMS powered by Automechanika Moscow witnessed the most notable increase of Chinese exhibitors.

In Automechanika Dubai， more and more Chinese exhibitors in the tyre section choose to build special booths to better showcase their company image and strength. From 2017， we will cooperate with leading tyre show organizer Messe Essen to launch a tyre section in Automechanika global exhibitions.

In MIMS powered by Automechanika Moscow， the increase of the exhibition was a signal for the revival of local market. It also reflects the exhibitors’ restoring confident in the Russian market and determination to enter the market at the low point and seek further opportunities.

Considering the business needs of Chinese exhibitors， what are the value-added services that you provide for them？

On the exhibition site， Messe Frankfurt cooperates with professional organizations to organize matchmaking sessions. We provide exhibitors list and products catalogs to potential buyers before the exhibition. Buyers can then select prospect suppliers to negotiate with at the exhibitions. In the future， we will further look into some regional markets to develop even more extensive industrial network and resources.

2016年貴公司組織的哪些境外展會中國參展面積增長較為明顯？推動增長的原因有哪些？對2017年的展會業務有什么預期？

以法蘭克福展覽旗下遍布全球的眾多展覽品牌中最具代表性的汽配系列展會為例，我們可以看到在世界各地舉辦的16個Automechanika品牌展會中，2016年增長較為顯著的有迪拜及莫斯科這兩地的展會。

迪拜展（Automechanika Dubai）的增長主要表現在輪胎專區的特裝展位比例上升。越來越多有實力的中國參展商選擇更豐富鮮明的設計來展示企業的形象與實力。輪胎板塊也恰是今后汽車后市場的潛力發展領域之一。鑒于此，法蘭克福展覽與埃森展覽將從2017年起攜手合作，在全球Automechanika展會上增設輪胎專區。

而俄羅斯展（MIMS powered by Automechanika Moscow）的增長則反映出俄羅斯市場的復蘇信號，可以看到企業對俄羅斯市場的信心在逐步恢復。面對俄羅斯市場的巨大容量和潛力，中國企業也希望抓住市場低點進入當地，并尋求之后的發展。

針對中國展商的參展需求，貴公司在展會上為中國企業安排了哪些對接活動或者提供了哪些增值服務？

為了幫助企業取得更好地參展效果，我們在很多展會上與專業機構合作舉辦采購配對活動，事先收集參展企業和產品信息，提供給潛在買家；而買家則選取自己感興趣的企業和產品，在展會現場與企業進行洽談對接。此外，我們針對一些有潛力的區域性市場進行深入挖掘，從而開拓更廣泛的產業網絡及資源。

Adrien Clavel IFP展覽集團 集團首席執行官Group Chief Executive Officer IFP Group

Please list some of your exhibitions that saw obvious growth of Chinese companies participation， and explain reasons behind the growth.

For 35 years， IFP has been the leading organizer of trade exhibitions and conferences in the Middle East， covering Qatar， Lebanon， Iraq， Egypt， and Iran （through a local organizer）. Our shows cover construction， hospitality， food， and medical sectors. Since China’s national trade development strategy “One Belt， one Road” we see more interest than ever in these markets， forming the new Silk Road. In GCC， Qatar will spend $13bn in infrastructure in 2017， piling up investments ahead of the FIFA World Cup 2022. Project Iran opens access to the largest untapped market in the world. Erbil is the best platform to address Iraq’s enormous reconstruction needs. Project Lebanon is an international hub where Lebanese decision-makers meet from all over the Middle East and Africa.

Considering the business needs of Chinese exhibitors， what are the value-added services that you provide for them？

To provide the best service to our Chinese exhibitors， we opened a Chinese company many years ago： IFP China. IFP shows give the best access to the Middle East markets， opening access to high-profile buyers and decision-makers， with high-profile B2B matchmaking services， specialized workshops and seminars， dedicated conferences to showcase exhibitors’ products and services， and on-site visits.

What do you think are the growth factors and risk factors for the exhibition markets in the Middle East？

Economies in the region have stabilized. Markets like Lebanon， Qatar， Iraq， Iran， have strong potential， especially if oil prices continue to increase.

2016年貴公司組織的哪些境外展會中國參展面積增長較為明顯？推動增長的原因有哪些？對2017年的展會業務有什么預期？

在過去35年間，IFP展覽公司一直是中東地球領先的會議與展覽活動組織者，展會業務范圍涉及卡塔爾、黎巴嫩、伊拉克、埃及和伊朗，涵蓋建材、產業、食品和醫療領域。目前，隨著中國的“一帶一路”經濟戰略的推進，中國企業開發“一帶一路”沿線市場的熱情空前加大。2017年，海灣國家之一卡塔爾將在基礎設施領域投資130億美元，為2022年世界杯足球賽做準備。伊朗國際建材展Project Iran是進入未開發的巨大的當地市場的重要渠道。另外，我們在伊拉克埃爾比勒和黎巴嫩的建材展也是匯聚中東和非洲市場相關企業決策者的重要場合。

針對中國展商的參展需求，貴公司在展會上為中國企業安排了哪些對接活動或者提供了哪些增值服務？

為了給中國企業提供更好的服務，我們早在多年前就開設了在華子公司IFP China，主要的業務是幫助中國企業獲取中東市場信息，接洽優質買家。為了幫助中國展商更好地展示產品與服務，我們組織了一系列的商務對接會、主題工作坊、研討會、專題會議和當地企業參訪等活動。

2017年，您認為有哪些因素利于中東市場的增長？

2017年，利于當地市場發展會展的有利因素包括：區域市場經濟趨于穩定。此外，隨著油價逐漸回升，黎巴嫩、卡塔爾、伊拉克、伊朗等市場的潛力有待深度挖掘。

米亞賽？吐爾遜 副總經理艾特怡國際會展服務（北京）有限公司Muyessara Tursun Deputy General Manager ITE China International Trade Exhibitions and Conferences Service （Beijing） Co.，Ltd

Please list some of your exhibitions that saw obvious growth of Chinese companies participation， and explain reasons behind the growth.

In 2016， a bunch of ITE exhibitions welcomed a bigger China pavilion. The exhibitions and the reasons behind each particular exhibition were： Kazbuild： the cooperation in the organization work with leading Chinese partner； TransRussia：the volume increasing in business volume of major Chinese ports towards Russia； CHEMIEPLAST UZ： the increase of export capacity of Chinese plastic industry； Paperex： the exhibition rose to be the chief international exhibition of its kind in the country； FASTENER EXPO： the expanded cooperation channel with Chinese partners； Power Kazakhstan：the rising demand for Chinese products in local market.

Considering the business needs of Chinese exhibitors， what are the value-added services that you provide for them？

As organizer， ITE utilizes its rich resources and puts up a variety of value-added for Chinese exhibitors， including： organizing media interviews for major Chinese exhibitors and pavilions； providing official local market analysis； and organizing trade seminars and on-site interactive events. In WorldFood Moscow 2016， we presented the Chinese tea culture showcase and awarding section for leading Chinese tea producers and it received huge interest from the audience.

2016年貴公司組織的哪些境外展會中國參展面積增長較為明顯？推動增長的原因有哪些？對2017年的展會業務有什么預期？

2016年，ITE旗下的一系列展會都取得了增長，這些展會以及增長原因包括：哈薩克斯坦國際建材展Kazbuild： 與中展集團合作中國自辦展；俄羅斯國際物流展TransRussia：大型港口對俄業務提升；烏茲別克斯坦國際化工展CHEMIEPLAST UZ：中國橡塑行業出口能力提升；印度國際紙業展Paperex：展會晉升為印度第一的國際紙業展；印度五金緊固件展FASTENER EXPO：拓寬國內合作渠道；哈薩克斯坦國際電力能源展Power Kazakhstan：中國產品在當地需求量持續增加。

針對中國展商的參展需求，貴公司在展會上為中國企業安排了哪些對接活動或者提供了哪些增值服務？

作為主辦方，ITE利用豐富的資源優勢為中國參展商提供的增值服務包括：為中國大型展商和展團安排媒體采訪、為展商提供官方市場分析、舉辦進口商論壇以及豐富多彩的現場活動等。例如，在俄羅斯莫斯科國際食品展（WorldFood Moscow 2016）上，我們組織了中國茶藝秀及評獎活動，來自中國茶葉行業的優秀企業在展會上向專業觀眾展示了不同茶種、產區、茶文化和茶藝，加深了觀眾對中國茶的認知和采購意愿，取得了理想的現場效果。

劉國良 董事總經理漢諾威米蘭展覽會（中國）有限公司Gary Liu Managing Director Hannover Milano Fairs China Ltd

Please list some of your exhibitions that saw obvious growth of Chinese companies participation， and explain reasons behind the growth.

In 2016， we have achieved a significant growth in a number of exhibitions held in Hannover， Germany and Milano， Italy， including HANNOVER MESSE， DOMOTEX， CeBIT， CeMAT， IAA and HOMI.

It is believed that the primary factor for the growth is based on the quality of the show itself. The high levels of our organization， publicity， visitor invitation and onsite management have undoubtedly attracted many enterprises as the loyal fans of our brand shows. In addition， the government’s support for the show has also played an important role. Many local governments provide their enterprises with various funds and organization assistance， escorting them to open up the overseas market.

The year of 2017 will continue to be our harvest year. In flagship exhibitions such as HANNOVER MESSE， the display areas of Chinese exhibitors has achieved an over 30% increase， which fully reflects the significance of the European market and our shows for the Chinese enterprises. Besides， we will exuberantly promote the exhibitions held in countries along the Belt and Road， implementing the national policy and providing services for our enterprises.

Considering the business needs of Chinese exhibitors， what are the value-added services that you provide for them？

Our exhibitions are mainly distributed in two kinds of market， in which one is very mature such as Germany， Italy and North America and the other is emerging such as Turkey， Russia， India and Brazil.

Exhibitions in mature market have been operated for many years with large scale and various on-site activities. Apart from providing usual services for our China Pavilion exhibitors， we have also introduced them value-added services such as provide enterprises with on-site intellectual property protection consultation in alliance with Ministry of Commerce and China Council for the Promotion of International Trade （CCPIT）， enrich the enterprise coverage on online catalogue which is available for 365 days a year， assist key clients to hold various promotion meetings， organize exhibitors to take participate in on-site seminars and press conferences， arrange journalists to interview enterprises with new products and technologies. In a word， we are dedicated to improving the stereotypical views of the Western market towards Chinese manufacturing as well as enhancing Chinese enterprises’ voices and significance in the international arena with a proactive stance and ways of thinking and displaying which are familiar to Westerners.

In emerging market countries where our scale is slightly less than pavilions of Europe and the United States， we pay more attention to the smooth participation of exhibitors and their adaptation to the local environment. Useful information of the target country including market information and business tips is provided to our exhibitors with great concern. Besides， safety first is always the guideline for our work. During the turmoil in Turkey， we asked the organizers to strengthen the security， reminded exhibitors of their safety and paid attention to the announcement of Chinese Embassy in real time. While in India， we paid more attention to the service quality of our exhibitor group， ensuring the health and safety of all group members.

2016年貴公司組織的哪些境外展會中國參展面積增長較為明顯？推動增長的原因有哪些？對2017年的展會業務有什么預期？

2016年，我們在德國漢諾威和意大利米蘭舉辦的諸多展會上實現了顯著增長，包括：漢諾威工業博覽會、漢諾威地面鋪裝展、漢諾威消費電子、信息及通信博覽會、漢諾威國際物流展覽會、漢諾威國際商用車展覽會和米蘭國際家居及消費品展等。

我們認為，推動增長的首要原因是基于展會自身的優質。我們旗下的展會無論從組織、宣傳、觀眾邀約、現場管理等都具有很高水準，這無疑讓眾多企業成為我們展會品牌的“忠實粉絲”。其次，政府對展會的支持也起到了重要作用。許多地方政府為企業提供資金和組織等多種便利，為其開拓海外市場保駕護航。

2017年將繼續是我們豐收的一年，在漢諾威工業博覽會這樣的旗艦展上，中國展商參展面積的增幅甚至超過30%，這充分反應出歐洲市場和我們展會在中國企業心目中的份量。此外，我們會堅持不懈地推進“一帶一路”國家的展覽會，貫徹國家方針，為企業服務。

針對中國展商的參展需求，貴公司在展會上為中國企業提供了哪些增值服務？

我們的展會地域分布主要分為成熟市場——如德國、意大利和北美，以及新興市場國家——如土耳其、俄羅斯、印度、巴西等。

成熟市場的展會大多運作多年，體量較大、各類現場活動豐富，我們會在對中國展團的慣常服務外，向客戶介紹增值服務：協同商務部和貿促會為企業提供現場知識產權保護咨詢、豐富365天在線會刊上的企業內容、協助大客戶舉辦推介會、組織客戶參與現場各類研討會和發布會，安排記者采訪有新技術新產品的企業等。總之，我們的宗旨是努力改變西方市場對中國制造的固有觀念，以積極主動的姿態，用西方人習慣的思維和展示方式，提升中國企業在國際舞臺上的分量和話語權。

而在新興市場國家，當我們的展會規模略遜于歐美時，我們會更多關注企業順利參展和對當地環境的適應。向企業提供對象國的市場信息、商務貼士等實用信息。例如，當土耳其出現政局動蕩時，我們會要求主辦方大力加強安保工作，并且敦促展商注意安全，關注中國大使館的通知，并且以“安全第一”的思路指導招展工作。而在印度，我們則會特別注意跟團的服務質量，確保團員的身體健康和安全。

陸赫杰 副董事總經理慕尼黑展覽（上海）有限公司Thomas Loeffler Deputy Managing Director Messe Muenchen Shanghai Co.， Ltd.

Please list some of your exhibitions that saw obvious growth of Chinese companies participation， and explain reasons behind the growth.

In 2016， Messe Muenchen achieved growth in almost all its exhibitions in China. Some projects grew over 20% in terms of exhibition space. The participation of Chinese companies at our shows in Munich， India， South Africa and Turkey also increased and achieved new record numbers. In general we can see that exhibitions focussing on industry segments that are supported by the Chinese government are growing faster than others. Looking at China， especially our New Technology shows as well as service related shows witnessed an extraordinary growth.

We were able to establish many of our shows in China as leading industry events. We do not only focus on our customer relationships， but also regularly interact with the key buyers of our shows. The close relationship with the visitors and their regular participation at our events is highly appreciated by our exhibitors. This factor combined with the service orientation make our events so attractive for the top industry players.

Considering the business needs of Chinese exhibitors， what are the value-added services that you provide for them？

I believe the quality of visitors is key to exhibitors. Therefore we are putting lots of efforts in generating new data， validating older data but even more important， establishing a relationship with the visitors of our shows. For some exhibitions we organize conferences throughout the year that are only related to the key buyers in order to provide additional value and hence build up a good relationship. We also constantly work on additional services that we can offer to our exhibitors. One example here is our Open Innovation platform.“Open Innovation” is a crowd sourcing platform that allows us to moderate a dialogue between companies and their potential buyer and user group. Companies can get in touch with a certain target group to either test new products before they enter the market or give advice during the development process of a product.

What do you think are the growth factors and risk factors for the global exhibition industry in 2017 and how do you expect the growth of your company’s exhibition business？

At the UFI Congress 2016 in Shanghai JWC predicted that the exhibition industry will in 2017 outgrow the GDP growth. Looking at the development of our shows in the recent years， I do support this prediction. 2017 is going to be a very good year for Messe Muenchen. Besides the predicted growth of our planned shows as well as the Outbound Business， I am very happy that we add some new events to our show portfolio. For the first time， we will be holding \"Sports Tech Asia\" a cooperation with Adsale. Also for the first time in 2017 we will be holding\"Fenestration Bau China\". I can say that we are really looking forward to the year 2017.

2016年貴公司組織的哪些境外展會中國參展面積增長較為明顯？推動增長的原因有哪些？對2017年的展會業務有什么預期？

2016年，除了若干個展會受展會所在地經濟形勢下滑影響，慕尼黑展覽旗下幾乎所有展會都呈現增長態勢，一些項目的中國展區面積甚至有超過20%的增長。值得一提的是，我們所有的展會上都有中國展商，但同時也是國際化程度很高的展會，展會觀眾也來自全球各地。

中國展區面積增長的首要原因是中國政府對機械、新技術等相關產業的大力支持，以及展會本身居于中國乃至亞太地區領先地位，具備巨大的行業影響力。現在，中國展商更加善于展示自身技術和服務，展出品質也在逐漸上升。

針對中國展商的參展需求，貴公司在展會上為中國企業安排了哪些對接活動或者提供了哪些增值服務？

我認為，在展會上，正確的買家對于中國乃至所有參展商而言都是最重要的。因此，慕尼黑展覽在買家邀請上做了很多工作，甚至設有專門的活動深度了解買家的需求。此外，我們也隨時傾聽并努力滿足展商的需求。例如，在一些B2B展會上，展商想見到不在現場買家之列的終端買家，我們就通過網絡等技術手段，成功將供需雙方連接在一起。

您如何看待2017年全球會展業的增長動力和風險因素？預計貴司業務如何增長？

業界廣泛認為，2017年，展覽行業將得益于其他行業的發展，并將像往年一樣實現增長。我預計今年將是慕尼黑展覽業務豐盛的一年并對此深感期待。同時，在業務發展過程中，我認為除了深入洞察客戶需求以外，主辦方也必須通過社交媒體等技術輔助手段為客戶提供更好的服務。

劉子楨 總經理中展世貿（北京）國際會展有限公司Zizhen Liu General Manager China Exhibition World Co.Ltd

In the exhibition projects you sold in 2016， what are the industries that saw considerable growth in 2016？ What are the factors that exhibitors care most when choosing exhibitions？

Currently， we are agents for overseas exhibitions in electricity， illumination， and power industry， in which sectors that we have rich experiences. We are also agents for fire-fighting and dental exhibitions. In 2016， the increase in power and illumination industry saw remarkable increase， including those in North America， Africa， southeast Asia， and the Middle East. With rich knowledge in international market， companies prefer to participate in exhibitions that fill in their own market development strategy. Meanwhile， the recommendation from agents， the profile of exhibition and cost are also important factors to consider.

Do you have any value-added services for the exhibitors？

On in-depth service regard， in cooperation with the exhibition organizer， we organize Chinese exhibitors to visit local power plants to get first hand knowledge of the product needs of the their clients. I think in 2017， our business will again increase.

2016年，在貴司代理的展會中，哪些地區和行業的展會成長較快？中國展商在選擇展會時主要考慮哪些因素？

目前我們代理的展會主要集中在電力、照明、能源等我司的傳統優勢領域，也有消防、牙科等新增領域。2016年全年，電力、照明領域的出展業務增長較為明顯，包括北美、非洲、東南亞、中東等地區。其中，表現較佳的展會大多為跨國主辦方組織的大規模成熟品牌展會。而很多參展商常年開拓國際市場，熟悉各地市場情況，在選擇展會時首要的參考依據是展會定位與自身開發市場的計劃相符。同時，組展單位的推薦、展會本身的專業程度、參展成本等也是重要的考慮因素。

針對中國參展商，貴司作了哪些服務創新？

為了提升企業的參展成效，我們會與當地主辦方合作，在參展前組織參展企業實地考察國外終端客戶，例如當地的電力工廠，讓展商了解到客戶的技術標準和產品需求。在展會后，我們也積極為企業推薦潛在買家，促成訂單。預計2017年出展業務仍會上升。

張敏 銷售總監北京嘉宇年華國際會展服務有限公司Elsa Zhang Sales Director Beijing Goworld International Expo Co.， Ltd

In the exhibition projects you sold in 2016，what are the industries that saw considerable growth in 2016？ What are the factors that exhibitors care most when choosing exhibitions？

We are agents for medical trade fairs. In 2016， the trade fairs in Europe and North America remained steady，while with more and more companies show interests in new markets， the exhibitions in South America and southeast Asia are developing at a rapid pace.

Exhibitors value the following standards most when choosing which one to go：publicity， for famous exhibitions attract large number quality trade visitors， which is crucial for exhibitors to fulfill their expectation. Scale， for bigger trade fairs mean a larger attendance. Feedback from previous Chinese exhibitors. A good location in the exhibition venue.

Do you have any value-added services for the exhibitors？

To increase trade fair effect of Chinese exhibitors， we compile a brochure to showcase their productions， and also organize site visits to local hospitals and markets.

2016年，在貴司代理的展會中，哪些地區和行業的展會成長較快？中國展商在選擇展會時主要考慮哪些因素？

我司主要代理醫療行業的展覽會。去年，歐美展會發展較為平穩，而隨著企業開始尋找新的市場，南美及東南亞新興市場的展會成長較快。

選擇展會之前，企業主要考慮如下因素：1.展會的知名度。知名度高的展會能吸引到數量和質量較高的采購商的到來，而采購商是參展商實現參展目的的最主要因素。2. 展會規模。規模大的展會也可以吸引更多的專業觀眾。3. 在過去幾年中，該展會的國內其它參展商有哪些、參展效果如何。4. 較佳的展位位置。其中，靠近進出口的展位人流量最多，有利于接觸到更多潛在客戶，較受參展企業青睞。

針對中國參展商，貴司作了哪些服務創新？

我們作為組團單位也為企業提供一些增值服務。例如，統一制作參團企業的產品宣傳手冊；安排對當地醫院或醫療市場的考察；聯系境外醫療相關廠家，看對方是否需要開發中國代理等。