January-2019-EXHIBITS-Magazine

INTERVIEW: RAJ MANEK
Messe Frankfurt organises at least one show
a month, and has 25 conferences under its
umbrella. This demands maintaining and
strictly meeting deadlines.
M&A transactions have been pretty
consistent over the last few years in
our industry.
There are many pros in this process:
inheriting established events,
increase market share, sector
knowledge, perceived customer
loyalty, and additional revenues and
profits.
The cons are that you need to have
experience and a very clear strategy in
the integration process. Without this
you could be taking a risk with your
investment and the above pros could
easily be irradiated or diminished.
How do you perceive India in terms
of exhibitions?
The exhibition market in India is
booming and is out-performing many
developing countries in terms of
their growth rate and the size of its
economy. The exhibition sector gives
us the advantage of being able to
provide companies eying for a share
in the country, the right platform to
network and grow their business.
Also, the incredible support from the
government with initiatives like ‘Make
in India’, use of digital technology and
opening of new venues has contributed
largely to the development of the
exhibition market.
Are you looking at expanding
your portfolio of exhibitions in the
country in the near future?
We are always looking at opportunities
that will help us expand our business
and portfolio in India. We are also
constantly reviewing and evaluating
new sectors, which could help us with
our expansion plans.
While expanding our exhibition
portfolio will always be one of our
fundamental goals, Messe Frankfurt
has successfully maintained its
profitable position balancing its
upwards trajectory with its existing
shows.
What are the key factors
influencing exhibitor satisfaction?
I think the most important factor
influencing exhibitors today is
ensuring that you can deliver the
right quality of visitor to the show.
Today, many exhibitors are not very
concerned about the ‘footfall’ but the
quality of buyers and also new buyers
– in other words, new leads that will
help them expand their business.
I also feel that exhibitions act as an
excellent platform to help companies
launch their products and network
with the right target audiences. When
combined with the right marketing
tools, participating in an exhibition
can create immense business
opportunities for a brand.
Which are the cities where Messe
Frankfurt operates?
We are already covering Tier-I cities
like Delhi, Mumbai, Bengaluru and
Chennai. So far as exhibitor and visitor
participation goes we are covering
markets on a pan-India level.
Shows like Media Expo and LED Expo
are some of our biggest shows hosted
bi-annually, which attract various
businesses from different regions
and Tier-II towns across the country.
What do you like the most about
exhibitions?
The exhibition sector revolves around
stringent timelines. Messe Frankfurt
organises at least one show a month,
with about 25 conferences under its
umbrella. This demands maintaining
and strictly meeting deadlines.
It also includes strategies for new
as well as existing shows, scouting
for the right venue, data research,
creating marketing collaterals and
constant promotion of each and every
show.
For me, the best part about this
industry is that it gives us the
opportunity to create meaningful
platforms for a variety of sectors
using our expertise, and create
lasting relationships with the industry
and the government that helps drive
the economy.
What do you like to do in your
leisure time?
I am a big sports lover, so a lot of my
spare time is spent either playing
or watching sports, mainly soccer.
Apart from this, I prefer spending
my precious time with the family. My
travel schedule is very hectic, so I try
to make the most of my time with my
family.
JANUARY | 2019
33