Wednesday and Thursday this week saw, what I felt, was another buzzy and vibrant IOG SALTEX at the Birmingham NEC.
I don't know what the official numbers were yet, although rumour had it that Day 1 was decidedly up on last year. Day 2 felt busy from around 10am until just after lunch.
Most exhibitors seemed to agree though, that Day 1 was pretty much non-stop. Many told me they were having their first conversations on the stand by 9.10am and then didn't have a chance to even look at their watches until 3 - 3.30pm. Some even had that concern that their stands were so busy, they worried some visitors weren't being seen to straight away.
Crucially again, these visitors were deemed as being the right ones - quality people, making genuine enquiries. Most were reporting a decent mix of customers they already knew, plus good new leads.
In terms of dealer attendance at the show, I heard mixed reports. It's difficult to categorically state one way or the other whether the network turned out in force at the NEC. One major manufacturer told me that on Day 1 at least, they had seen an estimated 95% to 5% split in visitors to their stand in favour of end users over dealers. A fair few of the others I spoke to said similar.
That said, I had several tell me how pleased they'd been with dealer turn out. Clearly certain areas of the country are always going to be better represented with dealers at a show which takes place in the midlands. But without a doubt, some exhibitors I spoke to were very pleased with the number of dealers they'd been able to speak to.
Those dealers who did attend would have very quickly picked up on a theme across the machinery manufacturer stands - that of robotics and battery power. It seems that as a supplier, if you don't have a cordless offering, you are very much behind the curve. End users appear to now be demanding these products rather than them being a niche, curiosity item.
Kevin Ashmore, UK Manager of Husqvarna Professional, told me the vast majority of conversations they had on their stand on the first day of the show were regarding their battery and robotic machines. Interestingly it was the end users who were instigating these conversations, as opposed to just a few short years ago when it would've been the manufacturer introducing the concept into the discussion. Kevin described the shift in the attitudes of these professionals as a real "sea change".
These thoughts were echoed on the stand of battery-specialists Ego. Vince Brauns, European product manager told me they'd seen a complete phase shift in customers' feelings towards these machines over the past few years. This change in perceptions by many, he said, had come about remarkably quickly.
One interesting reason which I heard repeated several times from various manufacturers as to why attitudes to this new technology were changing so fast amongst end users, was that they are talking to each other so much more about their positive experiences using them. And not just talking face to face obviously, but in specialist Internet forums and social media groups. People are using and liking this equipment and are then becoming trusted advocates amongst their peers. These word of mouth recommendations are seemingly becoming more significant than ever before.
Although to be fair, this idea isn't just limited to battery products. Mark Rochford on the Rochfords stand was telling me they are seeing tremendous success with the professional petrol Weibang machines, via end users enthusing about them to each other online. Indeed he said he'd had guys on the stand doing his salesman job for him, promoting the benefits of the machines to their fellow professionals.
So all in, it felt to me like another successful show at the NEC.
In terms of quibbles, once more I have to say I felt the outdoor demonstration area was somewhat of a non-event. It always appeared quiet and a bit forgotten about by the majority of visitors. Also I did hear a couple of people mention they didn't feel there was any particular stand-out 'wow' innovation at the show to really capture the imagination - although to be fair, it's probably a bit much to expert something like this every edition.
I personally thought the show achieved what any good trade show should, in that it appeared to satisfy the demands of both its exhibitors and its visitors. So congratulations are in order to the IOG, the show organisers and the exhibitors for staging another truly worthwhile industry showcase.
