Trade shows continue to be valuable sources of production engineering solutions for manufacturers. They also continue to be an important part of the marketing mix for subcontractors trading in the UK. (The increasingly large numbers of foreign contractors presenting their capabilities at Subcon bears testimony to this. ) Despite all the new technology methods available for addressing the marketplace, the maxim "People buy from People" holds true. The only place you can meet people that you don't know face-to-face is at an exhibition.

In the UK, regional manufacturing exhibitions have come into their own.

The message is simple: "If you want to sell to these regions, you have to go to these regions". Testimonials from exhibitors (as well as the results of visitor exit polls) demonstrate that UK regional shows are really productive, with the majority of visitors having involvement with purchasing/specifying decisions, and arriving with specific aims.

Gone too (in the UK) are the large single company exhibition stands where a subcontractor would proudly demonstrate its skill with specialised production machinery. At both national and regional shows these days, the largest stands tend to be those with government funding.

Anyone who has visited or exhibited at general manufacturing trade shows in Europe or the US might have noticed that, compared to similar UK events, there seems to be more pizzazz, more confidence and more willingness for visitors and exhibitors to 'engage' with each other. There are many issues involved in such a comparison; and it's too simple to blame it on 'British reserve' and unfavourable market conditions.

UK engineers cannot be expected to turn into show people for a few days; but those that can, do.

For a list of forthcoming regional, national and international trade events, visit www.engineeringcapacity.co.uk/EventLinks. htm