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Host:GoldSponsor:21JUNE2012Host:OpentoallexhibitionprofessionalsSustainable DevelopmentUFI Focus MeetingWinning strategies forsustainable developmentFull programmeand online registrationwww.ufi.org/hamburg2012Join us in Hamburg as we learn about the best sustainable development practices currently practiced by the exhibition industry. Experts will answer your questions on what really works - and how to make it happen. We'll also look at the recently released ISO and GRI frameworks and what this means for the global exhibition community.There's lots going on in this exciting field so don't miss this opportunity to exchange ideas and information at this focused one-day UFI session.Upcoming UFI events 2012Join us at these quality UFI eventsUFI Headquarters17, rue Louise Michel92300 Levallois-PerretFranceT: +33 1 46 39 75 00F: +33 1 46 39 75 01Email: info@ufi .orgwww.ufi .orgUFI Asia/Pacifi c Regional Offi ce1101 Wilson House19-27 Wyndham StreetCentral, Hong Kong, ChinaT: +812 2525 6129F: +812 2525 6171Email: asia@ufi .orgUFI Middle East/Africa Regional Offi ceInternational Fairs Ground6th Ring Road Motor-HighwayMishref, KuwaitT: +965 2538 2542F: +965 2539 6316Email: mea@ufi .orgUFI Open Seminar in EuropeOpen to all exhibition professionalsHamburg (Germany)Monday 18 - Wednesday 20 JuneHosted byUFI Focus Meeting on Sustainable DevelopmentHamburg, Germany Thursday 21 JuneHosted byUFI 79th CongressOpen to UFI members onlyAbu Dhabi (UAE)6-9 NovemberHosted by

HEAD-TO-HEADwww.exhibition-world.net Issue 2 | 201227STRIKING A DEALEW ASKS FOUR EXECUTIVES FROM THE INTERNATIONAL EXHIBITION INDUSTRY HOW THEY BENEFIT FROM USING SALES AGENTS ABROAD TO BRING KEY BUYERS AND EXHIBITORS TO THEIR EVENTSArtexis is an exhibition organiser of 27 fairs. We use only overseas sales agents for one of our main shows, Stone Expo in Belgium, which is the only trade fair in the Benelux for stones and ceramics.It's a strategy we intend to implement for Realty, a real estate business show. Realty attracts multiple foreign visitors and investors. In our view, overseas agents can be useful and complementary. However, we already attract hosted buyers to some of our events ourselves. These actions are internally organised by our own teams, since they know the sector best.The question on whether to use overseas agents or not is diffi cult to answer. You should take into account various aspects like your available time. If you have to move forward quickly, it would be better to use third parties because of their experience and local contacts. However, if you have time to organise it on your own, you could choose to do it yourself.Since we are an internationally growing company (Artexis Nordic, easyFairs) we understand the value of local contacts. Visitor promotion and attracting hosted buyers are part of the core competencies of an organiser and that is why this job should be done internally. After several editions, your database will be very well balanced. It takes investment in people and tasks to handle this operation smoothly. But it should always be a rolling database on which one works all the time by fi lling in new buyers, with a continual cleaning of the names and addresses on your records.At Artexis we are convinced that bringing these buyers to our fairs will result in an even better meeting and market place. SUPAWAN TEERARAT EXHIBITIONS DIRECTORTCEBDIRK VAN ROY CEOARTEXISGARY CORIN MDSPECIALISED EXHIBITIONSMICHAEL HOFER DIRECTOR OF PRMESSE BERLIN DIRK VAN ROY CEOARTEXIS